It’s important for employers to know what to ask prospective real estate agents during job interviews, in order to employ the best person for the company.
Our Director Virginia Brookes spoke to WILLIAMS MEDIA about what to ask, and the answers you should be looking out for.
Interviewers need to know what the agent is currently writing, and should obtain proof.
“Don't just take it on hearsay, ask for evidence such as commission statements and group certificates," said Ms Brookes.
“That is the only way a prospective employee can prove they are doing what they say they are.”
Ms Brookes also said you should get to know how the agent operates in a team.
“You need to work out if they are a solo player or a team player, as you want team players in your team.”
To determine this, interviewers can ask behavioural questions such as:
- Do you partake in coaching in teams?
- Do you have designated times for prospecting?
- Do you like to share advice with colleagues?
- Do you mentor any peers around you?
- Do you offer guidance to younger agents?
Ms Brookes said interviewers should ask potential employees to talk you through their prospecting and business plans, to determine how they want to keep growing their business.
Real estate agents should have a prospecting plan which can include:
- How many calls they are making each week
- How many appraisals they plan to generate
- An appraisal to listing ratio
- How much they plan to build their business each year
- What their business plan is for future growth
It’s also vital to determine if the agent works with a coach or invests in their own training.
If they don’t, you should determine whether they are committed to doing so in the future.
“This shows their seriousness about their long term sales career.
“There are a lot of real estate coaches out there and a lot of agents have a phone call every week, and sit down once a month with a mentor to see how they are going.
“Ongoing training also really refines your skills."
Ms Brookes said you should find out whether the agent goes to industry events to learn from their peers.
You should also ask about the level of involvement in their local community.
“Do they sponsor any sporting teams, local schools, or community events, or do they play sport in a big team?”
An important question is whether they are prepared to have and pay for their own assistant, as this will allow them to focus on their business growth.
“If they don’t have an assistant, you really want to put in place a plan to employ one as it’s the only way to grow your business."
Ms Brookes said you shouldn’t be afraid to do some role playing with your potential new recruit, and a good agent should be able to do this well.
Listing and prospecting role plays are her top suggestions.
