By Lori Muller, President – US, EXIT Realty Corp. International
Some broker/owners are only too happy to talk with an agent who shows interest in joining their company, forgetting that it’s your decision whether they are a good fit for your brokerage, not only theirs. Hiring slow and firing fast is one the of the best traits to have as an owner. While some people can interview well, they don’t always show up as that same person once they are hired. Some people leave a brokerage and join another to escape something or someone, so hiring that day without doing your due diligence may equate to a bad decision.
Following are some questions I’ve used in interviews that help me get to know the person behind the façade.
New Agents
1. How has your experience, prior knowledge, and/or education prepared you for a real estate career?
2. Why do you think you will be successful in real estate?
3. Describe your greatest strength and weakness
4. Do you have a plan to achieve your career and personal goals? If so, are you willing to share it with me? (If not, talk about how you can help them develop a plan.)
5. What is your anticipated income over the next year?
6. Let’s talk about your schedule. How do you think agents spend their days?
7. Are you coachable regarding developing your customer service skills?
8. Will you provide us with your sphere of influence list within two weeks of joining so we can send out a letter on your behalf? (Talk about a sphere if they are not familiar.)
9. What does culture mean to you when you think about the company you align with?
10. Which is more important, money or type of job?
11. What rewards do you expect to receive from your real estate career?
12. Are you willing to commit to using the tools and resources we provide and attending our trainings and meetings?
Experienced Agents
1. How has the real estate business and market been treating you?
2. Describe your greatest strength and weakness.
3. Do you have a plan to achieve your career and personal goals? If so, are you willing to share it with me? (If not, talk about how you can help them develop a plan.)
4. Describe the best day you had in real estate. Why was it the best?
5. What did/do you like most and least about your past/current office?
6. What is your anticipated income over the next 1, 3 and 5 years?
7. Do you have a database and are you maintaining it? If not, are you open to allowing us to help you build one?
8. What does culture mean to you when you think about the company you align with?
9. Which is more important, money or type of job?
10. Do you currently have a retirement plan?
11. What is your best lead source?
12. What are you looking for in a company/brand and leader?
I used to ask, “Do you consider yourself to be a team player?” and everyone answered YES! Now I ask, “How do you pass your knowledge and strengths on to others?” This question makes them dig deeper for their answer.
If you like their answers, then it’s time to reach an agreement. I took advice from someone years ago and stopped saying, “This is what I expect from you,” and started asking, “Are we in agreement that you will do this and I will do that?” When we come to an agreement of what we expect from each other, the relationship starts off on the right foot.
Great information and questions list, thank you for sharing! I plan to add a few of these to my current questions – making the best hire is key to building a winning Brokerage.