​Here's the thing.

I was chatting to a potential client who is also the MD of a multi office independent about his EA training. We were discussing developing training "scripts" to use in "the lounge' as a sales tool to demonstrate the "added value" of his agency. He wanted listers to get across the full reasons to use a professional Estate Agent.

After this he then told me about a vacancy he had. So of course I offered my assistance, to my surprise he was adamant that he could do the hiring in his business himself. The conversation went like this:

Me:

"We just discussed all the reasons why a Vendor should use you to sell a house and yet you feel you are best placed to do your own recruitment. I have to ask.

Would you encourage a vendor to self-sell?"

Potential client:

"Absolutely not.....sellers are best placed to sell their home though an agent for all the benefits we have just discussed"

Me:

"So, why do you believe that you are best placed as an Estate Agent to recruit people over and above the skills as a professional we have as a specialist recruiter?"

Potential client:

"But I can write the job description, place job averts, vet potential applicants, interview and ultimately hire"

Me:

"And to sell my own home, I can write the house description, advertise the house, show people around and negotiate the offer"

Potential client:

"But you are missing out the value we Estate Agents add to the process. Not just time saved, but our experience, our industry knowledge which although costs a percentage of the house sale will normally result in a quicker sale achieving the best value in the market because we find buyers not just on the market but our extensive database of buyers in our UK database means we have greater reach"

Me:

"But you are missing out the value we recruiters add to the process. Not just time saved, but our experience, our industry knowledge, which although costs just a percentage of the base salary will normally result in a quicker placement and you will get the best talent that's not just on the market but we headhunt though our extensive connections to source the best talent for you business"

I am sure you can see the direct parallels of argument here. For an Estate Agent who should be consuming all their day developing the business, winning business and selling homes and progressing sales, recruitment is an added task. Having time to headhunt the right talent into the business is time consuming and is not leaning into an agents best skill sector and whilst it may be a nice distraction for some, is it the right decision for the business to lose your expertise from the business? The case of trying to save a few pounds could cost you an unquantifiable amount in lost business.

Sally Asling of Rayner Personnel Recruitment says;

"What you need is a recruiter that will add value to your business. A recruiter you build a relationship with and whom you trust. A recruiter that becomes your "Total Talent Partner" dedicated to your business. You should interview your recruiter to ensure you have the best fit."

There are some "job board recruiters" in the industry, who will literally just present you with a talent pool of on the market talent. However a good recruiter will be devoted to finding you the best people out there and that means headhunting which takes time and patience. That's what you are paying for and that's where the value is.