Powerful Interview Techniques

Interview tips and tricks to use in the questioning stage.

1. Use the candidate’s name often.
2. Make eye contact, listen and nod.
3. Hold your calls or you may risk offending the agent.
4. Probe for additional information as the agent becomes more comfortable.
5. Check their body language for truthfulness of their statements.
6. Resist the urge to get sidetracked from the interview.
7. Don’t try to sell the person before the interview is complete.

Candidate qualifier for experienced agents.

The following is a list of interview questions which Forum Recruiting & Management solutions, Inc. has developed for experienced agents. We are reproducing them here with permission.

1. What do you like best about your current company?
2. If you could change one thing about where you are now, what would it be?
3. Why are you talking to us?
4. What do you know about our organization, our tools, our systems and us?
5. What are you looking for in a company?
6. What was your production last year?
7. How do you get most of your business?
8. How much money did you earn based on your commission split? What is your split?
9. How many years have you been in real estate?
10. How does this year compare to the past two or three years in your career?
11. Do you think you could earn more money with a different company? Why?
12. What educational courses have you taken to enhance your real estate career?
13. Do you consider yourself a lister or a sales agent? Why?
14. What do you do to promote yourself and build your business?
15. What professional designations do you hold?
16. What would it take to hire you today?

Magnets that attract experienced agents.

Based upon surveys of brokers and agents conducted by Forum Recruiting & Management Solutions, Inc., here is a listing of the magnets that attract experienced agents to a real estate organization. These findings confirm contrary to popular wisdom, money is not the primary motivator.

1. Working in an office with all full-time agents.
2. Strong management support.
3. Competitive commission structure.
4. Advancement opportunities.
5. Broker’s reputation.
6. A visible office location.
7. A company’s market dominance.
8. Receiving calls from their own listings.
9. A first-class office facility.
   10.Advertising and marketing support.

   11.Prospects for a personal assistant.