Managers: Do you screen for a candidate’s tenacity?
You know agents must be tenacious to succeed. How do you find out whether they have that tenacity? Here’s a great question for you to ask, in the interview, or when you’re coaching:
How Long Are You Willing to Fail to Succeed?
That was the question I still remember vividly when I was being screened for a regional director real estate position.
Almost everyone who goes into real estate sales finds it is more challenging than they thought. Having interviewed thousands of would-be agents, I’ve watched them and heard them assure me they
“had great tenacity”
“had ability to overcome challenges”
“were in it for the long haul”
And then they were out of the business in three months.
Believing the Sales Pitch
Unfortunately, today most candidates aren’t really ‘interviewed’. They are just ‘sold’. So, they think that real estate sales must be pretty easy and a way to make lots of money—quickly. Then, they get into the business and wonder why no client is finding them and forcing them to sell them a home…..as though that’s what the business was like!
Finally, I’ve seen them either
- Give up and get out
- Dig in, find out what’s wrong get a coach, and do whatever it takes to succeed
Ask the Question, Listen and Probe
“How Long Are You Willing to Fail to Succeed?”
As you listen, evaluate their levels of tenacity. Here’s how to ask the questions:
“Think back over your life. How easily did you give up on things? When it got too hard? When it required you learning something new? When you had to work longer at it than you thought? When you were falling behind and the easiest thing to do was to quit?”
Those ‘past based” behavioral questions let you know what these people are really like–because you can hear how they behaved in the past. In my experience, seldom do people make up the answers!
Besides those questions ask:
“What are your ‘giving up’ habits? What are your ‘dig in and make adjustment habits?”
Evaluate: How Long Are They Willing to Be Uncomfortable?
I’ve been a musician since I was four years old. I tickled the ivories in every type of situation. I have a bachelor’s degree in piano performance and a masters in music theory. Even if I don’t know the answers, I’m confident in my ability to figure it out—in music. Then, I stumbled (and I do mean ‘stumbled’) into real estate sales. Although I made sales fast, I had no idea what I was doing—and no training, not even a full-time manager. But, I found the field fascinating and just dug in and stuck with it, learned by baptism by fire—and succeeded at a high level. (I sold 50 homes my first full year—by sheer tenacity and will…)
Why Did I Persevere when Others Quit?
I think it came from my training as a classical musician—and a jazz performer. I knew that I had to practice diligently to be able to play a difficult piece of classical music. I knew that I’d have to practice and learn new skills to fit into various jazz groups. I didn’t magically start “at the end”—performing well from the beginning. But my musical training had taught me to take everything apart, analyze it, practice it, get a coach, listen to those I respected—and work hard. I didn’t expect to get good fast.
Truism: It Can Take Longer Than They Tell Agents
Luckily, I never had some time frame in my head when I started selling real estate. So, because I sold a house my first week, another my second week, and lead generated my heart out, I did well. However, since I had no training, I made multiple mistakes, gathered questionable clients, and bumbled my way through the first three years. Once I was so frustrated and depressed with all the problems I was about to give up. But the number one agent in the office, Betty, told me to keep going—that I was going to be a very successful agent. I sure didn’t feel that way then. But, because she was successful, I figured she must know something I didn’t know. So, I believed her…..
A Sale in the First Month?
A few years ago I did a survey with over 400 new agents. I asked them when they expected their first sale. Over 50% said “in month one.” (see Launching Right in Real Estate: What They Don’t Teach You in Pre-License School). That means they have to find a client, work with a client, and help that client make a decision fast. However, most new agents don’t even go looking for clients for months. So, no wonder they’re out of the business in three months. It didn’t work out like they expected—or desired.
Can You ‘Tell the Truth Attractively’?
As a manager, learn how to ‘tell the truth attractively’. Sometimes the weak agent will join the company that makes the best promises–only to be disappointed when it didn’t work out the way the interviewer described.
Manager as Coach: Help Your Agent Project Success by Measuring Activities
I have confidence, that if I practice right, I will be able to play that piece of music. I don’t know exactly how long it will take me to master it, but I understand the principles of perfect practice, and I’m pretty good at it. So, instead of measuring my success in time, I measure it in activities. The same principle holds in real estate success. Teach your agents to measure progress by the number of lead generating activities and client appointments they are making.
The Ratios of Activities to Results Will Keep Agents Motivated
We know the ratios of those sales-producing activities—the number of lead generating calls to get a client, etc. Help your agents set up their business lead generating plan. Teach them how to measure results. Just like I know how to perfectly practice, they’ll know how to perfectly practice their business generating plan. Now, time isn’t so important—action is.
Last question: Are You Helping them Lay the Foundation to Succeed?
Very last question: Does each of your agents have a business generating plan that is laid out, worked, and then measured so they can make fast adjustments? Do you, or do they have–a coach that can see past the agent’s own doubts, can help optimize your talents, and stay on track?
Learning from Failure
Great performers don’t quit when the going gets tough. They analyze their mistakes, while congratulating themselves on what they did well. Then they turn the page and adjust with new vigor and determination. That can be your agents!
The Easy Way to Coach Newer Agents
It’s exhausting to come up with all the material to coach the new agent. You don’t have to. It’s all in Up and Running in 30 Days. It has exactly what the agent needs to do every day–prioritized with a future ‘mega-agent’ mentality. And it’s been proven to work by thousands of agents around the world. All you have to add is YOU. See it here.
