Our number one recruitment goal is building a relationship with either a new, struggling or a top producing real estate agent. Our goal for asking questions for the new or struggling agent is:
- Will they make it in real estate?
- What are their past accomplishments/work history? Sales experience?
- What is their personality/behavior style?
- The top producing agent is different in the fact that I want to know, what do they like? What do they dislike?
- What are the differences of our company vs. their company?
- What systems will I present to them?
The questions for new agents begin with telling me about his or her last job:
- What did you like and dislike?
- Why have you left, or why are you leaving, and what brings you here today?
- What sales experience do you have in your past, or contact with the public?
- Have you ever had to call people on the phone, or knock on doors to sell anything?
- What expectations are they looking for?
Now with struggling agents (diamonds in the rough) the questions are a little more to the point:
- How many people in your client base?
- How often do you market to your client base?
- How many FSBO (For Sale by Owner)’s have you listed?
- What is your technique when calling expired listings?
- How many hours in a day do you put into real estate?
- What have YOU done to build your real estate business?
- What are you expectations from a real estate company?
- Would you be willing to meet at 8:30 every morning to get your career back on track?
Experienced agents are in a ball game all by themselves. Here are some questions that I ask top producing agents:
- What three things are you looking for if you were to make a move?
- What would you change about where you are now?
- Are you familiar with our PinPoint or target marketing?
- When you take a listing what is your marketing strategy?
- How do you determine who you should market that listing to?
- Would you like to earn more money? How much more? Do you see yourself doing that with your current employer?
- What program do you use to manage your client database?
All of these interview questions – no matter if it’s for a new, struggling or top producing agent – are designed for me to find out where they are at. It also lets me see where I can add value to their sales career with the systems that we provide. Building relationships with prospective agents takes planning, patience, and a conviction that we are providing the best product for that agent.
SmartRecruiters is the hiring platform with everything you need to source talent, manage candidates and make the right hires.
