There are currently 21.5 million veterans of the armed forces in the United States, and chances are high that you’ll be seeing some of their resumes on your desk. This likelihood increases if you are one of a growing number of brokerages that offers a rebate to military consumers. In fact, 71 percent of companies offering a rebate through Leading Real Estate Companies of the World’s U.S. Military on the Move® program report that they have hired a veteran. Here are a few things to know as you look at those resumes:
Trying to expand your sales staff? Veterans have a huge network from their years of service, and they can create recruiting opportunities on your behalf. “An Air Force Reservist I recruited last year has brought in a couple of folks for me to interview,” says Margaret Rose, broker-in-charge and co-owner of Neuse Realty of New Bern, N.C. “If you get one military veteran on staff, the process will flow from there.”
Veterans have a built-in sphere of influence. They can easily build an ongoing referral system by utilizing their contacts in the military. Dawn Stevens, relocation and corporate services director at Jack Conway, REALTOR® of Norwell, Mass., has seen this happen again and again: “Having PCS’ed (Permanent Change of Station) themselves at some point, they understand the frustrations of being relocated from one area to another, lots of times, in a short time frame. This experience makes them empathetic and service-oriented. Because military consumers are very loyal to one another, they will highly recommend you if you do a great job for them. At our firm, we are well-equipped to service this referral business through our network, Leading Real Estate Companies of the World®. They will never have to look further than you for their next move.”
Veterans work hard. No hand-holding needed here. Jo Lay, VP of relocation for Baird & Warner in Chicago, shares her experiences working with veterans as agents: “They are disciplined and very technology savvy.” This impression is shared by Sharon Carpentier, coordinator at Residential Properties, Ltd., who says, “Certainly their organization, initiative, resourcefulness, willingness to take on responsibility, and ability to see any project through to fruition all make veterans successful as real estate sales people or managers.”
Veterans are ready to act as role models and leaders within your sales staff. If you are looking for a cheerleader for a new program, or a mentor for younger agents, look to a veteran. Rhonda Smith, VP of global corporate services at WEICHERT, REALTORS® – The Space Place in Huntsville, Ala., shared that they have two retired Army colonels who have strong leadership skills as agents, and these two have begun mentoring new agents as well.
Veterans are ready to hit the ground running. “Veterans have the ability to use their skills learned in military service to be successful realtors with proper guidance, support and ongoing training. Their sphere of influence positions them to have an ‘instant’ client pool across the globe,” says Rhonda Smith. Jo Lay adds, “Some have taken early retirement and have other income, which makes it easier for them to start a career in real estate without panicking about that first paycheck.”
For more information on Leading Real Estate Companies of the World’s U.S. Military on the Move® program, visit www.usmilitaryonthemove.com.
