Saturday, 30 May 2020

4 Characteristics You Should Look for When Recruiting Real Estate Agents

Written by Briana Jones Posted On Monday, 06 April 2020 06:16

Finding the right people to expand your real estate business can be difficult if you don’t know what to look for. It’s also not a process that you should rush through, as hiring the wrong person could end up causing your company more harm than good. Indeed, unscrupulous agents have given the real estate industry quite a bad reputation among home sellers and buyers.

The good news is that there are still candidates out there available for work. It’s just a matter of identifying which ones would make the best additions to your team.

So how do you know whether an agent is a good fit or not? Read on to learn how to recruit real estate agents who can help your brokerage succeed:

Friendly and Engaging Personality

One basic tenet in the world of sales is this: people love to buy but hate being sold to. Sadly, many agents forget to put their client’s needs before their own, lowering their chances of successfully making a sale. It’s even worse if the agent tries to employ hyper-aggressive sales strategies, badgering prospects non-stop until they reluctantly give in.

This type of interaction happens when one forgets that real estate is a people-oriented industry. Without properly establishing a relationship first, prospects will be hesitant to consider any offer. After all, they’re basically being approached by a total stranger. Before anything else, a good agent will need to work on earning their trust.

With this in mind, you’ll need to find someone who has a genuinely likable personality. Look for a candidate who knows how to make clients feel comfortable and at ease. Clients are far more likely to engage and stick with an agent who’s approachable and unintimidating.

Great Negotiation Skills

A real estate agent often has to haggle over many factors, including but not limited to the listing price, the selling price, and their own commission. Unfortunately, a lot of ineffective agents focus entirely on the profits without taking the client’s feelings into account.

While buying or selling a home may seem to be purely a financial decision, it’s an incredibly emotional one for the client. They could be experiencing fears about losing money or making the wrong choice, and these anxieties could greatly affect their willingness to listen to you.

An agent who’s skilled at negotiating understands how emotions work on a deeper level. Indeed, it requires a thorough understanding of what motivates clients, allowing them to identify the psychological reasons behind their client’s objections. Hence, an agent who is well-versed in negotiation frameworks and methodologies will know how to read and respond to their client’s reactions.

Up-to-Date with Technology

The landscape of the real estate industry is always evolving, and so do the tools that agents use on a day-to-day basis. And with technology continually improving as the years go on, the way prospective clients look for information constantly changes as well.

To keep up with the times, an agent has to constantly be on the lookout for the latest news and trends. They should always be up-to-date on the best tools to use in the trade. Otherwise, they’ll be left behind as younger and more technologically savvy agents take their place.

Hence, make sure to look for agents that have a firm grasp on modern technology. Some examples of tools they should know how to use include automated lead generation apps, social media management platforms, and e-mail tracking, to name a few. They should also be willing to expand on their existing knowledge and skills with continuous learning.

Persistence and Determination

Many people enter the real estate world thinking that it’s the fast track for success. But it doesn’t take long before they realize that it’s a commitment not everybody is ready to make.

The hard truth is that it’s tough to navigate this cut-throat industry, especially for those that are just starting out. It will take an agent a lot of time, hard work, and diligence before they can ever see the fruits of their labor. To make things worse, most people get discouraged by the initial lags in commissions when they’re first starting out. In the end, a large number of agents end up quitting before they can really get anywhere with their careers.

With this in mind, you should take your time to find self-driven agents that have persistence and determination. The right candidates should have an innate enthusiasm for the job and the patience to see things through.

In Conclusion

These are just some of the top qualities that you should look for when recruiting real estate agents. If you can find people who match these criteria, then you can rest assured that you’ve found the right people. And by assembling the best team possible, you’ll be able to attract more clients, close more sales, and grow your business in no time.

References:

https://getbrokerkit.com/home/top-10-qualities-to-seek-when-recruiting-real-estate-agents/ - basic structure

https://www.bostonrealestateclass.com/posts/12-qualities-you-need-to-be-a-successful-real-estate-agent/

https://online.hbs.edu/blog/post/real-estate-negotiation-skills - negotiation skills

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