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The Recruiting Skills You Need to Identify ‘Tough’ Agents


In the last blog, we explored how to toughen up your agents. We know it takes an agent with more tenacity and more skill to make it in real estate sales than it did in the past. Now, the question is, how do you find these tough people in the first place? There are specific strategies we recruiters must gain to choose the right people for this newer, more unforgiving market.

One of the ways to pick winners is to ask questions in the interview that indicate your candidate has the tenacity and persistence it takes to thrive in this market. (See The Complete Recruiter and Your Blueprint for Selecting Winners for skills on how to construct best questions).

Best Questions to Identify Toughness

Here are a few questions to include your interview process:

  1. Tell me about a time in your life when you accomplished a great deal against all odds.
  2. Was there a time in your life when you had to accomplish something completely on your own? What happened?
  3. Have you ever performed in front of dozens, or even hundreds or thousands of people? How did you prepare to do that? What happened?

Asking this type of a�?past baseda�� questions, probing, listening, and evaluating will give you a great sense of the performance potential of your candidates in tough markets.

What are your favorite questions? What challenges are you having picking agents for this a�?new normala�� market? Let me hear from you!

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