Recruiting the right real estate agents is a crucial task for any brokerage hoping to thrive in the highly competitive real estate industry. The success of your brokerage largely depends on the talent and skills of the agents you bring on board. To ensure you make the right choices, it’s essential to ask the right questions during the interview process.
In your initial meeting with your recruitment prospect, the objective should be to get to know each other while setting the stage for future conversations. You want to spend more time listening than talking, so be sure to focus on open-ended questions that allow your prospect to open up about themselves and their expectations.
Setting the Stage for a Successful First Meeting
Create an Agenda
Provide your prospect with a brief overview of what to expect during the initial meeting. This should include any information you’d like to receive (such as production numbers over the past three years), general topics of conversation (for example, professional goals, company culture), and the general “tone” (“a relaxed one-on-one conversation at my office”).
Providing this insight ahead of time will give your prospect time to prepare for a productive experience, as well as help them to feel more comfortable and relaxed.
Choose an Appropriate Location
It’s important to choose a meeting location that feels safe and provides a sense of privacy. You want to be 100% focused on your prospect, and vice versa, so select a space that eliminates distractions.
Your meeting is a time to practice active listening, so set aside the cell phone, turn off Slack, and resist checking email.
The Top 5 Questions when Recruiting Real Estate Agents to Help Break the Ice and Create Meaningful Conversations
1. What Is Your Experience in the Real Estate Industry?
One of the most critical questions to ask prospective real estate agents is about their experience. Experience can speak volumes about an agent’s ability to handle various aspects of the job.
Ask them about the number of years they’ve been in the industry, the types of properties they’ve worked with, and any notable achievements or certifications they may have earned. Interestingly, this very simple question will provide you with a lot of insight into what the agent values and can open the door for plenty of follow-up questions.
2. How Do You Stay Informed About the Real Estate Market?
In the ever-evolving world of real estate, staying informed about market trends, local developments, and economic shifts is essential.
Ask prospects about their methods for staying up-to-date with market information. Do they subscribe to industry publications, attend relevant seminars, or have access to robust market analysis tools? An agent who is well-informed can provide valuable insights and guide clients effectively.
3. What Is Your Approach to Client Communication?
Effective communication is a cornerstone of success in real estate. Clients need to feel heard and informed throughout the buying or selling process.
Ask prospects about their communication style and how they handle challenging client interactions. Inquire about their preferred methods of communication, whether it’s through phone calls, emails, or in-person meetings. A responsive and proactive approach to client communication is a strong indicator of an agent’s dedication to customer satisfaction.
4. How Do You Generate Leads and Build Your Clientele?
Recruiting real estate agents who can bring in clients and generate leads is essential for brokerage growth. Ask candidates about their lead generation strategies and how they plan to build their clientele. Are they skilled in digital marketing, networking, or social media outreach? Their ability to generate leads and expand their client base can significantly impact your brokerage’s success.
5. Can You Provide References or a Portfolio?
To assess the credibility and reliability of potential agents, ask for references or a portfolio of their recent transactions. Speaking with past clients or reviewing their work history can give you valuable insights into their professionalism, negotiation skills, and overall performance. A strong track record and positive client feedback can be an excellent indicator of an agent’s potential success within your brokerage.
Additional Questions When Recruiting Real Estate Agents That Provide Great Insight
- What do you like to do outside of work?
- What are your one-year, three-year, and four-year career goals?
- What accomplishments to date are you most proud of?
- What does success look like for you in your first 30 days at our brokerage?
- What expectations do you have about joining our brokerage?
- What makes you feel valued at work? Undervalued?
- What is your ideal working environment?
- Do you have any work-related pet peeves?
- What support do you need? How can I help you achieve your goals?
- What do you want to know about me? Our brokerage?
What’s wonderful about all of these questions is that they are open-ended and allow you and your prospect to engage and explore together. There are no right or wrong answers, but you should gain valuable insight into a prospect’s experience, market knowledge, communication skills, cultural fit, and unique talents and interests.
A successful first meeting allows you and your prospect to become acquainted and begin building trust and rapport that will carry into future engagement. Remember that not every prospect will be the perfect fit for you and your brokerage, but regardless of the outcome, you want to have a professional, respectful relationship with all who pass through your door.
Also, cut yourself some slack! It can take a little trial and error to perfect the one-on-one, but with practice and attention, you will master representing yourself and your brokerage properly and professionally. Just relax, talk less, listen more and enjoy the opportunity to get to know someone.
Watch our recent webinar for more tips and insights on preparing for the first meeting with top recruits. Recruitment Success: The First Meeting.