PREDICT THE FUTURE PERFORMANCE OF YOUR TEAM

By
Education & Training with Performance Development Strategies
https://activerain.com/droplet/54HL

 Would you like to be more accurate in predicting the success of a new employee or a sales team member?   Don't place all of your decision on past experience.  While is has importance you should remember that when you hire someone you are looking for future performance.

I work with numerous privately held and family held businesses. And I have observed that those running the business believe that their industry is different from others, so unique that the primary requirement is experience. Because of that mindset I have seen many bad candidates hired and many qualified candidates screened out. The hiring manager is using the assumption that as long as the candidate has previous experience in the industry or job that the candidate will be a success in the hiring manager’s job.

In my work with organizations I have found that experience in the industry is NOT a predictor of success. In fact, I have seen it become a detriment when people are so ingrained with the past that they are rigid and not looking forward. And this is exactly where businesses and hiring managers are missing great opportunities to differentiate themselves from their competition.

I was presently surprised when I found a job advertisement for the president of a multi-unit restaurant company. The advertisement listed the following qualifications; energetic, forward thinking, creative, high ethical standards, excellent communicator, strategic visionary, good educator, excellent negotiator, decisive, big picture perspective. Now to be honest the ad did request a background in the restaurant or similar industry. But this restaurant has big plans and wants out of the box thinking. Would out of the box thinking help you in your business as well?

Here are five qualities I would suggest for hiring an employee in real estate or selecting an agent to be part of your team:

Confidence – You need to believe in yourself and your ability. You need to have passion for what you are doing. It is also important to have the emotional intelligence and emotional stability to take criticisms and setbacks.

Creativity – If it is important to have empowered and engaged team members then you need to select ones who posess curiosity and creativity. This quality throughout your team can help your brokerage become a leader.

Communication Skills – Communication includes written, verbal, non-verbal (body language), good listening and ability to connect by making sure that messages are understood.

Shared Values – Many situations fail because the team member and team leader do not share the same values. Make clear your vision, values, and mission.  Those you choose should share that vision.

Empathy (Ability to build relationships) - It is essential for sales but, really, we are all really in the business of influencing others. The ability to build relationships and work as a team is essential to that process.

 

Encouraging High Performance

You can learn whether a candidate has these qualities though effective interviewing and with the aid of assessment tools. If you are looking for high quality employees why not start thinking out of the box and stop using experience as a primary requirement. You will be pleased with the results.  Read a similar post on our web site titled LEADING INDICATORS IN HIRING AN EMPLOYEE.

  

Find out how you can change the culture of your organization.

Contact Us for a Free Consultation

or call 914-953-4458.

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
Topic:
Real Estate Best Practices
Location:
New York Westchester County Armonk
Groups:
Coaching and Mentoring
Tags:
business coaching in armonk ny
leadership coaching in armonk ny
selecting the best employee
selecting the best work team members in armonk ny
training on behavior based interviewing

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Ambassador
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Grant

I'd say these are pretty important characteristics to look for in any employee hire, including a real estate agent. Experience can be important but it's not everything.

Jeff

May 22, 2017 07:08 AM #11
Rainmaker
754,176
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Hiring the right people in any industry is an art and very difficult. Also they need to fit the character and culture of the company as well.

May 22, 2017 08:30 AM #12
Rainmaker
3,052,041
Tony and Suzanne Marriott, Associate Brokers
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Serving Scottsdale, Phoenix and Maricopa County AZ

Grant Schneider "...experience in the industry is NOT a predictor of success. In fact, I have seen it become a detriment when people are so ingrained with the past that they are rigid and not looking forward."

Right on target - and - re-blog!

May 22, 2017 09:39 AM #13
Rainmaker
619,567
MaryKay Shumway
The Kellstrom Ray Agency, Inc. (Est. 1948) - Sister Bay, WI
Door County Wisconsin's Real Estate Expert

Great post!  I'm just in the process of building a team, and I LIKE to mentor newbies, because they are fresh and eager to learn my "tricks of the trade".  Real estate changes every day--and if you don't change with it, you'll be weeded out like the dinosaurs.

May 22, 2017 09:57 AM #14
Rainmaker
1,496,276
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Hi Grant, another great post, these personality traits are some to watch for and can add to the success of the team.

May 22, 2017 10:00 AM #15
Rainmaker
181,544
Joan Congilose
New Jersey Properties - Manalapan, NJ
Helping Sellers & Buyers

Hi Grant

While these personality traits are admirable in any propsective employee I would have to say in my opinion that experience, integrity and perservence are high on my must have list for any employee I would consider adding to my team. Realistically  many " newbies"  newly licensed  agents don't last  a year and I see many just working as  glorified telemarketers for their mentors or just sitting open houses. There is a lot more to the business that only can be learned  one transaction at a time= experience

May 22, 2017 01:28 PM #16
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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

So well said Grant. When I hired for sales consultants for the personnel placement agency I managed I looked for the qualities you mentioned. Having previous experience was nice but everything else had to fall into place. 

May 22, 2017 06:28 PM #17
Rainmaker
1,897,523
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Jeff - right you are. Experience has its place but these thing can be game changers.

Nick and Trudy - to be sure the culture fit is extremely important.

Tony and Suzanne - thank you for the re blog.

Mary Kay - you are right.  And being able to adapt to change is big.

Beth - important ones that have great track record.

Joan - some do last and going for the right characteristics will increase the batting average.

Kathy - you know from your own experience.

May 22, 2017 08:10 PM #18
Rainmaker
5,345,840
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Congratulations, Grant, on your feature recognition. This is great advice to share.

May 23, 2017 05:34 AM #19
Rainmaker
401,223
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Years ago I interviewed for a High School Teaching position. I sat down with the Principal and we had a great chat. He told me they are taught to use various questions and test instruments to determine whether to hire or not.

This Principal said he could tell from our conversation if I would fit with his school or not. I was hired on the spot. As time passed he let me know he had made a good choice.

May 23, 2017 06:28 AM #20
Rainer
494,908
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Grant,

Very good points. You can train for almost anything, except the right attitude.

May 23, 2017 09:49 AM #21
Rainmaker
1,897,523
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Roy - that you for stopping by.

John - that is a great story.  Congratulations. 

Dörte - that is exactly correct.

May 23, 2017 07:22 PM #22
Ambassador
1,836,462
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Boy, this is so true. That is a list of characteristics one would be lucky to find in an employee. Agree with you about the experience - too many agents out there without these necessary traits. D 

May 24, 2017 08:29 AM #23
Rainmaker
2,106,859
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

I would say that most of the worst experiences I've had with agents have been negative due to poor communication skills.

Great information, Grant!

May 24, 2017 01:21 PM #24
Rainmaker
2,494,231
Rebecca Gaujot, Realtor®
Vision Quest Realty - Lewisburg, WV
Lewisburg WV, the go to agent for all real estate

Grant, I do not have a team. But agree that these are qualities to look for when hiring an employee in real estate or selecting an agent to be part of a team.

May 24, 2017 02:05 PM #25
Rainmaker
3,247,520
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Grant

We make our future through of choices and our actions.

Great post.

Good luck and success.

Lou Ludwig

May 24, 2017 08:26 PM #26
Rainmaker
3,247,520
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Grant

Congratulations on the gold start feature for an outstanding post.

Good luck and success.

Lou Ludwig

May 24, 2017 08:30 PM #27
Rainmaker
3,195,254
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Well deserved Feature, glad to see that the Feature Button is working again after some time on vacation:)) Endre

May 24, 2017 10:39 PM #28
Rainmaker
5,345,840
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Good Thursday morning, Grant. I always appreciate your comments on my blog.

May 25, 2017 05:16 AM #29
Rainmaker
1,897,523
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Debb and Bernie - it is a list of important things.  If they have them all great.

Sharon - communication is one of the biggest problems.

Rebecca - thanks for that.

Lou - thank you very much.

Endre - thank you very much for your kind words.

Roy - you are certainly welcome.

May 25, 2017 07:03 AM #30
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