Education & Training with Performance Development Strategies

What is really important when recruiting agents or employees for your team?  And how can you increase your odds of building a winning organization?  

Here are some things you need to know. People who make hiring mistakes don’t necessarily look in the wrong places. They look for the wrong things and ask the wrong questions. Before beginning a search for a team member, it is important to know the overall culture and critical success factors. Some think they know but only look at superficial misleading things.

Finding the right person begins with a process to define what deliverables or actions lead to success. How do you do that?

You need to start at the beginning. Have you clearly defined your vision, values, and mission? I am are believer in the following rule: Only select people who share values with you and your organization. This is where many organizations fail. They look for specific things that they believe are important, but they fail to see the big picture. For example, a person moves on and the knee jerk reaction is to fill the open spot.

The hiring agent searches for candidates that have the same skill sets as the person who left. A "same as" person is found, on boarded, and the process repeats itself.   This costly turnover creates poor performance and poor customer service.

It is certainly important to look at skill requirements when searching for candidates. But what is missing here? What happens if the next person you hire has great skills and experience? This is the perfect candidate and you have great expectations of super performance. Several months pass and performance does not turn out as expected. Before long the person resigns or is asked to leave.

Simply knowing what to do and how to do it does not by itself guarantee success.

While skills and experience are important, attitudes and behaviors are far more important and are a far better indicator of success. It is far more important to find out whether a prospective team member has shared values, fits the culture of the organization and will behave and execute in a manner consistent with the organization’s culture. Sadly many managers who do hiring struggle with this.  Or the overlook it because of a feeling the the person's skills are so overwhelming.

Hiring the candidate with the right attitudes and behaviors is more important than the skills. Managers can be taught how to interview and ask the right questions using a process known as behavior-based interviewing. Such a process brings out the candidate’s attitude toward a problem and will also indicate his behavior and past habits.

Secondly, training and development should focus not only on knowing the core skills but also on the development of human potential and human relationships.  

This is best illustrated by the K.A.S.H.   The is so important that it is printed on the back of my business card.

KASH BOXIn working with our clients, we focus on the right side of the box. Concentrating hiring, training, and development on this side has proven to produce breakthrough performance. Remember, skills can be taught but the candidate must have the shared values and fit the culture.  For a similar post on our web site see WHY CAN'T I FIND THE RIGHT EMPLOYEE?

Learn how to select and keep the best performers

Contact us to learn more

or call 914-953-4458.



Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Donald Norris 10/08/2018 07:20 AM
  2. Debbie Reynolds 10/10/2018 05:00 AM
Real Estate Best Practices
New York Westchester County
Coaching and Mentoring
how to have a high performing workforce
selecting and developing slaespeople in westchester county ny
hiring people who share your values

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Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker and Attorney Licensed in DC, MD, VA,

Congratulations on your feature - it is well deserved. You always provide such concise information that I think all your posts should be featured! 

Oct 09, 2018 04:29 AM #20
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Good morning Grant Schneider, this is great advice to all who do hire. Always quality over quantity.

Oct 09, 2018 06:01 AM #21
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author


Oct 09, 2018 06:47 AM #22
Ben DeHaven
Haven Realty & Investments - Winter Haven, FL
Proudly serving Winter Haven & Lakeland, Florida

Great Post Grant- Thanks for sharing. This is important stuff. I have turned a few agents away due to personality clashes. 

Oct 09, 2018 07:14 AM #23
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

I'm glad I'm not in the position of hiring. 

A well deserved feature, Grant! Congratulations!

Oct 09, 2018 07:18 AM #24
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Amanda - key value of your culture is family.

George - not easy and it should not be rushed.

Kathy -  no question about that.  Attitudes are more important than skills.

Bob - yes, isn't that amazing.

Jeff - they do. Some just don't see it this way.  

Oct 09, 2018 08:27 AM #25
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Richard - thank you very much.

Lise - thank you for your support.  I am very flattered.

Beth - yes indeed.  A bad selection can destroy the business.

Richie - good not to be taken for granted!

Ben - yes, and you were right to do that.

Sharon - it is a very important task.

Oct 09, 2018 09:18 AM #26
Bob Ratliff
Robert Ratliff Realty - San Antonio, TX
"Sold with Bob"

Hello Grant, you have outline some great ideas for hiring the right person/persons in a company. I've see that many Big/Box Brokerages will hire all types...yes even those who are Toxic. Positive attitudes and balanced work skill will help promote a great work environment.

Oct 09, 2018 12:24 PM #27
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

The interview process is so important and from the new agent standpoint it is too. I share in prelicense class the questions that the new agents should ask and also other actions to take before and after the interview. I feel a blog post coming.

Oct 09, 2018 06:39 PM #28
Lisa Von Domek
Lisa Von Domek Team - Dallas, TX
....Experience Isn't Expensive.... It's Priceless!

Grant Schneider Congratulations on another well deserved Feature!

Hiring is an important task for business owners and a skill set that many lack.

Oct 09, 2018 08:00 PM #29
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Bob -  toxic is very bad.  They are making a mistake.

Debbie - great, I will look forward to reading it.,

Lisa - getting the right people on the bus...Jim Collins - Good to Great.

Oct 10, 2018 05:14 AM #30
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I fall into the home staging category but I totally understand the sentiment of wanting to connect with that kind of immediacy.

Oct 10, 2018 09:10 AM #31
Kasey & John Boles
Jon Gosche Real Estate, LLC - - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

Great post. I'd never heard of K.A.S.H. before. Hiring and recruiting the right people is a tough job. -Kasey

Oct 10, 2018 10:29 AM #32
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Kasey &John - the K.A.S.H. box is a concept that my consulting affiliate group uses to illustrate the importance of attitudes and behaviors.

Oct 11, 2018 03:10 AM #33
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Congratulations, Grant, on your feature recognition.

Thank you very much for sharing your experience and your advice.

Oct 11, 2018 05:15 AM #34
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Grant what an awesome post and I just wonder how I missed it, so glad it got Featured, Endre

Oct 11, 2018 11:26 PM #35
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Roy - thanks for your support.

Endre- thanks, it is very important for brokers to understand.

Oct 12, 2018 05:22 AM #36
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

Oh, this is all SO true, Grant! It's more about relationships & attitude - they truly impact the office culture and thereby impact client care/service. You can teach skill but, you can't teach attitude!

Oct 12, 2018 08:57 PM #37
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Debe - yes to that for sure.  That is what I always say.

Oct 13, 2018 03:45 AM #38
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

Attitude can take you far, as long as it's the right kind of attitude! 

Oct 16, 2018 07:59 AM #39
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