Education & Training with Performance Development Strategies

I may be preaching to the choir when I post this on Active Rain.  Most real estate brokers do hire for potential since so many new agents move into real estate from other fields.  You might consider my five qualities below if you are considering an experienced agent or if you are hiring office staff. 

Don’t make your decision based on a great resume. First of all, the resume is the applicant’s puff piece and secondly, it tells what was done in the past. You are interested in the future. This is different than saying that knowledge of the job and the requisite skills and knowledge are not important. They certainly are. However, looking primarily for experience will produce disappointing results.

Here is what I have observed. 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.

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.

Here is a good example of 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 you should consider when selecting an agent or an employee:

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 employees then you need to have employees with curiosity and creativity. This quality in employees can help your company 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 employment situations fail because the employee does share the company’s values. Make clear your company’s vision, values, and mission.

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.


Nonverbal Communication

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.

Would you like to create a culture of accountability in your organization?

Contact us to learn more

or call 914-953-4458.



Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Barbara Todaro 06/10/2019 03:25 AM
  2. Roy Kelley 06/29/2019 01:00 AM
Real Estate Best Practices
New York Westchester County
Coaching and Mentoring
selecting the right person for your real estate team
selecting agents for your team

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James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Grant.

I like to hire new agents with no experience, what I look for is a person filled with self confidence.  

Jun 11, 2019 01:21 AM #16
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Ron and Alexandra - interesting because some experience built qualities like Xerox and IBM but some brings rigid viewpoints.

Roy - thank you very much.

Brian - yes, and a learning organization has potential.

Amanda - there you go.  That is what Barbara refers to as bad habits.

George - some type of experience is good because it is developmental.

Kathy - important when lack of some soft skill can be the cause of failure.

James - that is a good choice.

Jun 11, 2019 03:30 AM #17
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, great post, and definitely gives a broker something to think about.

Jun 11, 2019 12:36 PM #18
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Intelligence, knowledge, confidence, skills and creativity are IMO the primary traits to a good hire. The ability to prioritize tasks and focus on the marketing plan or business plan in addition to the previous elements are a better hire.

Ultimately, the skill to communicate to other team members all of the previous elements designed to replicate the performance and successes is the ultimate best hire, so that the goals of the company are continuously being improved. 

Experience is a plus but not necessary because IMO, the traits listed above are essential to success, regardless of the industry. Another great post with useful and informative illustrations. 

Jun 12, 2019 07:27 PM #19
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

I like this Grant, and while we don't hire, your advice makes logical sense. It takes a well-rounded individual with more than just experience, or good sales numbers to be someone you'd want to spend time with and have as part of a team. 

Jun 13, 2019 07:13 AM #20
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Along with confidence--self motivation.  That is an absolute must if you are starting out on your own in this business.  There are months and months when you are working full time with no paycheck!  Gotta keep going and build your reputation!

Jun 13, 2019 09:01 AM #21
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224


                                Thank you, Grant. 

Jun 15, 2019 06:44 PM #22
Linda Metallo DiBenardo
RE/MAX Impact, Lockport, Illinois - Lockport, IL

Experience usually trumps potential, but I've noticed folks who really are driven to make money usually do better in real estate.  

Jun 16, 2019 07:48 AM #23
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

More wise words from you, Grant. Thanks for sharing them.

Jun 16, 2019 08:17 AM #24
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

Hi Grant,
Although experience has tremendous value, all things considered, I go with attitude and desire just about every time.  Just about anyone can learn the ins and outs of any given industry but you can't teach attitude or desire.  Pros and Cons both ways, of course.

Thanks for the thought-provoking post. 

Jun 16, 2019 08:19 AM #25
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Grant loved your post and change the word from "broker" to "seller" same qualities will be beneficial to sell their property:)Endre

Jun 16, 2019 11:54 PM #26
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Grant Schneider ,

I'm so glad that Kathy Streib featured your post in her "Ah-ha" moments for the week. I love the 5 qualities to consider and agree with Endre Barath, Jr. comment!!

Jun 17, 2019 05:40 AM #27
Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

Congrats on the feature by Kathy this week!  Terrific post!

Jun 17, 2019 07:06 AM #28
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Good morning Grant Schneider, when hiring, experience is important but the traits you've listed  make a difference. Great post!

Jun 17, 2019 07:27 AM #29
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

You provide great rules of thumb here for hiring a new recruit, Grant Schneider.   All these things must be in place when interviewing ...  in a somewhat equal measure. 

I too often find when meeting with new LO recruits that many have a large amount of confidence.  And I find that interesting, as few have good communication skills beyond that of talking.  And even fewer can prove creative skills, as they have put zero time into creating a plan as to how they will build/expand their business ... or if new to the industry, they have not created a database of contacts.  They must be assuming that clients will drop from the sky.  The gift of gab only gets you so far ...

Congrats on your Feature here.  I hope that many newbies will read it and the resulting comments ...



Jun 17, 2019 09:14 AM #30
John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

Thanks for the management low-down on this subject.  In my field who you hire depends on the job being considered.  Some architects require immediate experienced and technically skilled people.  Larger firms can afford to hire on potential; small firms can't.

Jun 17, 2019 09:46 AM #31
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Linda Metallo DiBenardo -  although must terminations do not occur because of skills and knowledge.  They happen because of attitudes and behaviors.

Lottie - thank you so much.

Carol - yes, that is exactly correct.

Endre - yes, I must certainly agree.

Dorie - the one with shared values is big for me.

Kristen -  thank you for reading.

Beth -  those traits can make or break a new hire.

Gene - thank you.  I really appreciate your additional insights.

John - your area really does require so much technical expertise.

Jun 18, 2019 12:40 PM #32
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Joan - thank you.

Kimo - thank you for your support.

Debb and Bernie - there are many factors to consider.

Mary - oh yes and the potential of sticking to a plan is so important.

Jun 18, 2019 01:00 PM #33
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

I would agree with you as far as experience goes...yes, it can be very helpful, but if they aren't willing to learn new ways and conform to the new business owner's way of doing business it can be a real problem. There is a lot to be said for being able to take someone from scratch and teach them YOUR way.

Jun 19, 2019 06:42 AM #34
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Sharon - yes, that is curiosity and creativity, two traits that produce great innovation.

Jun 19, 2019 10:13 AM #35
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