If you get a phone call from Peter Mannarino, chances are you are someone pretty important. That’s because Peter’s job is to find top real estate talent to join one of the top Exit Realty International franchises, Exit Realty Premier in Lake Worth, Florida and Exit Realty Premier Elite in Wellington Florida.
If you hear from Peter, you can be sure that you are hearing from the best of the best. That’s because for the last several years, Peter has been named the top recruiter both internationally and in the state of Florida by Exit Realty International and the Florida Region. Not a small feat when you consider that in order to earn that top spot, Peter had to recruit more than 100 agents during the year throughout the Exit system. To do that once is pretty incredible, but to do it several times is simply exceptional.But that’s the kind of guy Mannarino is; Exceptional.
One thing that makes Mannarino exceptional is his tireless work ethic. Broker/Owner of both Exit franchises where Peter is Director of Career Development, Victor Defrisco describes Peter as a “machine”. “Peter makes easily in excess of 100 phone calls per day and accomplishes more in an 8 hour day than most people”, says Defrisco. Besides the sheer volume of phone calls, Peter maintains an extremely neat and efficient work space. The walls of his office are covered neatly with the multitude of awards he has received for his efforts. A bulletin board features the business cards of many of the agents he has recruited away from other real estate offices, and he keeps his follow up and daily activity better than most Fortune 500 executives. If he tells you he’ll call you on a certain date and time, you can take that to the bank. In fact some agents who he has recruited have described him as relentless in his pursuit. And while that may seem like a complaint at face value, one can rest assured that the only people Mannarino “relentlessly” pursues are those worthy of becoming Exit agents
Another important quality that Mannarino has is his ability to present himself and Exit in both a professional and exciting way. So many recruiters are simply head hunters looking to fill a quota for their employers. “Once they get you in the door, the rest is up to the guy who hires you”, says Mannarino. But he doesn’t stop there. His personalized and well oiled multi-media presentation is proof that the guy knows his stuff and is both dedicated to what his doing and to giving his prospective recruit a realistic picture of what he or she can expect when they join his offices.
If any similarity were to exist between Mannarino and any other ordinary recruiter, it ends when Peter takes the recruit to meet Broker/Owner, Defrisco who is a formidable and impressive working broker. At most real estate companies, recruits and agents rarely, if ever, see the broker. However, Defrisco’s focus is on the helping the agent become a top producing real estate agent. Defrisco has created an office culture and provides all the tools and training the agents need to succeed. This commitment by Defrisco contributes in a major way to Mannarino’s success. “It’s hard to sell a product if it isn’t first rate”, he says. Because of Defrisco’s commitment to his agents and staff, Mannarino knows he has the best product.
If the first two parts of Mannarino’s recruiting process were the cake and filling, the icing is the part where he walks his recruits through the office to introduce them to the staff and agents. Since real estate is such a social business, having the opportunity to meet other agents and to get a brief glimpse into “our office culture”, as he calls it is a virtual home run when it comes to recruiting top talent. “The social aspects of recruiting is important”, says Mannarino.
Besides recruiting existing talent, Mannarino works the new licensee pool vigorously. “There is a lot of potentiall top talent in the pool of new agents, and they need to know all the ins and outs of the business and where they can get the best training”, he says. And he is vigilant in his belief that the biggest problem facing most new agents is signing up with the wrong company and not getting the right kind of training to help them grow into the business. “Too many agents go to real estate school and graduate thinking that they can go just about anywhere and become successful, when in reality there is much to learn about what to do when you actually go to work in the business”, he says. Mannarino is direct and frank with new recruits on both the importance of good training and also having the right amount of financial security before signing up. “New agents fail not just because of a lack of or bad training”. He says, “They (agents) often fail because they don’t have enough money to last through the initial period of getting started, or they are not fully committed to the business because they are still relying on income from their current job”. This is why he makes it very clear that he will only hire new agents who plan on working full time. “No part timers allowed”, you’ll hear him say frequently. And of course he is right. Not only is it the right thing to do for the company, but it is the only “right thing to do for the agent”, he says.
Ask Peter what he thinks is the one trait that makes him a top recruiter and he will tell you that he always positions himself as someone committed to the success of the person he is looking to recruit. This is a commitment he makes at the outset whether or not the person he is recruiting chooses to come onboard with Exit or not. He views recruiting as not just a matter of filling quotas, but rather building relationships based on familiarity and trust. After close to 27 years in his professional recruiting career, this formula works extremely well for him and for the people he recruits and for the office.
Of course, Peter’s success is no accident. He attained this high level of attention to detail and his work ethic from his career in the United States Navy as an Airman on the USS Ranger, CV61. Peter often talks about his experience in the Navy and definitely credits his success to the training and experience he received there along with the lifelong friendships and personal contacts he forged along the way. Even something as perceptively small like the spit shine on his shoes says something about Peter’s success. Attention to detail, relentless pursuit of his daily activities and a true belief in himself and his office are the essentials of his success. The results are impressive to be sure, but it is the process he employs that makes Peter Mannarino a top recruiter.