It would be great to know when recruiting real estate agents, that they were going to excel. They would help attract new clients to your brokerage, and together you could help each other be very successful. Unfortunately, it is impossible to have a guarantee of any of that. Knowing what qualities to look for when recruiting real estate agents, will be wildly helpful in determining which are bound for success. Your goal while recruiting real estate agents is to have the best and most promising on your team. The more successful your agents are, the more successful your brokerage.
Recruiting Real Estate Agents
Know what qualities to look for. You can be confident in hiring, even a new and inexperienced agent. If they possess the qualities listed below, they will not settle for just being mediocre. Over time, they will prove to you, through their work ethic, that they will prosper as a realtor. Evaluate these qualities during your brokerage’s recruitment and hiring process.
The Top Ten
Just as being a recruiter does, being a realtor brings about its own specific set of challenges. When you become a licensed agent you essentially become the owner of your own small business. One in which you are trying to sell your own services. Therefore, to be successful in this unique industry, one needs to possess certain qualities. When a person does possess these qualities, it is a great determinant of if they will be successful in the industry. Evaluating these qualities in each potential new agent will only benefit your brokerage in the long run.
Unfortunately, Samuel L. Jackson is not a Realtor. However, expert-level negotiation skills are required of any agent in the real estate industry. Poor negotiation skills can lead to clients losing the home of their dreams. This scenario only leaves everyone angry and dissatisfied. Definitely not a situation that you want on the hands of your brokerage. An agent with great negotiation skills will be able to make everyone at the table agree on a fair price and terms. An excellent negotiator makes everyone feel comfortable vs cheated. The entire experience is more enjoyable for everyone involved when an agent is able to facilitate peaceful and positive relations between buyers and sellers.
Overall communication skills can also be seen clearly when an agent is practicing their negotiation skills. Effective communication skills are essential to any aspiring real estate agent. An agent must be able to communicate and negotiate, with every type of person. Successful realtors are not picky with who they serve as their client. Even if the real estate agent IS choosy about their clients, they are not able to choose who the other party affiliated with their deal is. Therefore a real estate agent must be versatile. Recruit real estate agents who are practiced, comfortable with their communication, and negotiation skills in order to be successful.
2. Local Tour Guide
Agents need to know the ins and outs of their local real estate scene. This includes knowing the area neighborhoods, along with the best school districts, and where the most popular community amenities are. This information will be just as important to clients as knowing how an economic boom, decline, or period of stability will affect their investment. Real estate agents need to know it all when it comes to the local market.
Clients expect to be guided through their real estate experience. It is always best to be guided by someone who has ample information on the decision you are making. This quality is a must in any real estate agent who hopes to be positively reviewed by clients. Even if an agent is new to the area; they should still be able to demonstrate some degree of local knowledge. Show that they researched the are they will be servicing. Most importantly, show their dedication to your brokerage’s clientele base.
3. Geek Squad
A new quality that sets agents apart: having a solid knowledge of the technology that is popular, or up and coming in the industry. Real estate is rapidly changing and evolving. Technology is becoming a bigger part of the industry every day. Agents need to have a good grasp of that technology in order to best serve their clients. Social media, email tracking, automated lead generation tools, and even apps for lockboxes are becoming standard in the field. Your agents need to be up to date, and practiced, in each one of those forms of technology.
Good indicators that an agent is dedicated to the field:
- Can demonstrate a strong understanding of popular technology in the industry
- Is willing to expand on their knowledge and skills
- Understands how the field is changing (and what they need to do in order to be successful through that change)
Make sure you, the broker, also have the perfect POS for managing YOUR responsibilities.
4. Honest Abe
This may seem like a cliche, but honesty is a huge aspect of being a real estate agent. Agents are constantly forced to give people the hard truth about their situation. Often times sellers will have an unrealistic number in mind for the value of their home. It is the agents’ job to be straightforward with them. This is not the only time an agent is required to give brutal honesty to clients. When any client has an unrealistic expectation about timelines, pricing, or the type of home they want. Agents must be able, to be honest, polite, and helpful about the client’s situation.
5. Tunnel Vision
Determination and persistence are qualities that every real estate agent should have. It is impossible to be successful in the industry without them. Especially at the beginning of an agent’s career having these qualities is vital. It takes some time to see the return from commissions that most new agents hope for. The lags in commission at the beginning of any career is difficult to push through. You want agents who are enthusiastic and demonstrate a drive for success.
A strong sense of determination is also important to be seen in any experienced agent. An agent may be successful from a revenue-generating standpoint. However, they may not be a great asset for your brokerage if they are not:
- Constantly working on continuing education courses
- Staying up to date on the latest trends in the industry
- Learning all the latest technology that could benefit their clients
6. Mr. (Mrs.) Personality
Not the cheesy, schmoozy used car salesman type, but genuine likeability. The real estate industry is a people-oriented business. Thus having a winning, and likable personality makes being successful in the industry exponentially easier. Clients want to feel confident in their real estate agent. They share their financial information, and aspects of their personal life with someone who is essentially a stranger to them. Recruit real estate agents who make clients feel comfortable, as they are more likely to be successful. When an agent is able to demonstrate a friendly and engaging personality, it immediately establishes trust and connection between them and their client that is sure to lead to a positive real estate experience.
7. A Mind For Business
To avoid a harassment case, we’ll not finish that Melanie Griffith quote from Working Girl. As stated previously, being a real estate agent is a lot like owning your own small business. You deal with loads of transaction paperwork, administrative duties, negotiation, marketing, and many other aspects of a business. Therefore having a strong sense for business, potentially even education in the field, is greatly advised for real estate agents. An agent must be able to handle complex transactions and deals. Simultaneously, they must be able to simplify them and explain them to their clients. This takes a developed and extensive understanding of the transactional business that takes place during a real estate deal.
On top of having the knowledge to effectively have conversations about paperwork, they must also have sufficient skills in self-marketing. Agents need to be organized. Enough to conduct some administrative work. That is if they ever hope to be independent and successful, without the constant assistance of others. Having these skills requires a person who is just as dedicated to the business side of real estate as they are to client interactions. Recruit real estate agents who possess this quality. They are sure to be dedicated to understanding the industry as a whole.
8. The Devil Is In The Details
Grave attention to detail is one of the most important qualities a real estate agent can possess. The real estate industry is full of small details. Every step of the process of either buying or selling a home contains details that can heavily impact the outcome of the sale. A great real estate agent:
- Notices when the curb appeal of a home is not the best it could be
- Will be creative with their MLS listings to grab attention
- Will ensure that only the best photographs are presented of the property being sold.
Attention to detail does not only apply to the physical attributes of selling a home though. Promising real estate agents will also be extremely timely in their response to emails, texts, or phone calls. They will constantly be paying attention to their clients and try to evaluate their wants and needs. Both from the home they wish to buy, and the real estate agent themselves. Once they determine these wants and needs they will do everything in their power to try to meet them. An agent’s job is to ensure that the client has the most satisfactory real estate experience possible. A job that is unattainable without unwavering attention to detail.
9. Social Butterfly
A successful real estate agent is well connected within the industry. This includes:
- Other real estate agents
- Potential buyers and sellers
- Mortgage loan offices
- Home inspectors, etc
Having good relations and a good reputation among the local real estate scene is extremely beneficial to agents. Some may even think necessary. Without connections, you are completely on your own as a real estate agent. Due to the complexity and intricacy of the job, it is very difficult to be successful without anyone’s support. If a real estate agent does not have a wide established network, it needs to be obvious that they are willing and capable of networking. Recruit real estate agents who possess the following:
- They are good listeners
- Pleasant to be around
- Able to show dedication and growing interest in all aspects of the field
10. Problem(s) Solved
Having a problem solver mindset is crucial for any real estate agent. Every client comes to you with a problem. They need help or guidance buying or selling their home. While the overall process may be the same between clients, each individual client will have circumstances that are a little (or even drastically) different from each other. Therefore a real estate agent needs to be quick thinking. Agents need to have ideas for any potential problem that may come along during the process of buying or selling a house.
Maybe the open houses aren’t going great for a house. Realtors need to be able to recognize that and think of a different way to present the home, to make it more appealing to buyers. Maybe an MLS listing is not getting enough traffic. Can the agent present a fast and creative solution, in order for clients’ homes to get more attention? Problems like these arise frequently in the real estate industry. The circumstances surrounding them will most likely be different on a case to case basis. While recruiting real estate agents, choose the ones who have this necessary problem-solver mindset. They have the potential to do a great job as a real estate agent, and truly please clients.
So, on your journey of recruiting real estate agents who possess your top 10 qualities, make sure your Broker CRM is taking the manual work off your plate. Get a demo of Brokerkit to make your life easier. They provide real estate recruiting tools to help brokers scale their teams.