Manage It go around saying the world owes you a living. The world owes you nothing. It was here Twain, American author Keyes has created a a program, which allows associates to earn a royalty on the new sales. 2. Know your numbers. Pappas says only 10 percent of hires stay more than years, and they interview three people to get one new sales associate. This means, for example, that to have 10 good producers years from now, they have to interview 300 people this year. 3. Tap into technology. Keyes is now where the are using Facebook, YouTube and video communications. mirror what they Pappas says, with a collegial atmosphere and participation in philanthropy and community events. Keyes has also aggressively recast its advertising and lead processing to changes not only in the market, but also in the way younger associates work. 4. Let them test-drive your company and culture. On recruiting site com), the company invites potential associates to attend free training courses to see the atmosphere and the support going to get. 5. Train and mentor. have a trainer assigned for each new associate so they can go on listing calls and sales calls with someone seasoned. If you think about the way millennials were a lot of support, a lot of personal connection and parent think we mirror that 6. Meet potential hires in their territory. Get active on Internet social networks and with local networking groups. Talk to older friends to see if they have college-age kids who want to get in the business. REcRuITIng Young Guns echnology has changed the way brokers are doing business. And, with a new generation reaching home-buying age, many brokers are looking to recruit a mix of veteran and younger, tech-savvy sales associates. For like The Keyes the twin impacts of the new market and the generational shift from baby boomers to gen to millennials (those born from 1982 to 2001) have dramatically changed who and how the brokerage recruits. Mike Pappas, president of Keyes, says that recruiting, training and retaining that next generation of associates is an ongoing challenge, requiring innovation and a disciplined process. Finding and retaining successful young associates is fundamental to your future. Pappas said that some of the key concepts came from one of the oldest managers, Ray Barkett. has a preponderance of young people producing in his branch Fort I thought that was ironic that one of our older managers was attracting the youngest hires. So I thought, is he attracting Here are tips: 1. Family and fun are tops. For millennials, Pappas says, feeling that part of a family and having fun are important. stay at a job just because they like the people and the atmosphere. To get these new associates in the door, GreaT Idea Consider posting to local online college job boards, Craigslist.org, indeed.com and more. Many potential recruits graduating from college will look to those online sources 12 FLORIDA REALTOR March 2010