Education & Training with Performance Development Strategies

When you hire a staff member or building your tream consider shared values before you consider experience. You can train and develop people to make up for experience, but you can’t train core values. A person who does not share the core values of your organization should not be hired.  Most experienced managers will attest to the fact that most of the terminations occur not because of skills but because of attitude and values.  The some holds true for brokers and their real estate teams.

In Westchester County New York I have worked with many industries ranging from real estate, construction, retail, service and hospitality, nonprofit, and manufacturing. I have made the same observation in all these industries. Those running the business believe that their industry is different from others, so unique that the primary requirement is industry background. 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 previous experience in the industry will be a predictor of success on the new job.  Now to be honest this is not the case when hiring an agent for a real estate team.

In my experience 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.

How would you advertise for new employees? Here is an example for a management position. “The successful candidate will possess the following qualifications; energetic, forward thinking, creative, high ethical standards, excellent communicator, strategic visionary, good educator, excellent negotiator, decisive, big picture perspective.” Do you think that these qualifications would be useful in your organization?

Here are five more qualities to consider when selecting 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.

Vision Values Mission

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 background as a primary requirement. You will be pleased with the results.  For a similar blog on our website see HIRE SHARED VALUES.

We can show you how culture and values will help your organization?

Contact us to learn more

Armonk NY call 914-953-4458.

South Florida call 772-342-1066.

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Armonk, NY
Port Saint Lucie, FL

(914) 953-4458

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Grant Schneider,

*Certified Business Coach,
Senior Professional in Human Resources

President, Founder
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Comments (27)

Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, I too believe those core values have to be aligned, or it won't work.  Great post!

Oct 24, 2022 07:02 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Grant,

An excellent post as always and I'm trying to figure out why there is no gold star! You can't train core values and shouldn't try. It all begins with the interview and many managers understand experience does not always equal success if the core values are not in alignment. 

Oct 24, 2022 07:17 AM
Jerry Newman
Brown Realty, 210-789-4216, - San Antonio, TX
Texas REALTOR, San Antonio Military Relocation

Hi Grant Schneider You certainly hit a Home Run with this post. These are excellent qualities to consider as a manager who wants to hire the BEST candidates. 

Oct 24, 2022 10:59 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Grant looking for people who are confident, and who are like minded was always high on my list when I was hiring.

Oct 24, 2022 11:54 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Brian - even worse, people work at cross purposes.

Larry and Sheila - and the applicant should know the organization's vision and values.

Roy - thank you very much.

Joan - you and Laura have certainly shown shared values.

Dorie - we really have to drive the experience point home with hiring managers.  In general, sales hires are more open.

Jerry - yes and we all want to hire the best.

George - absolutely.  How can you work with someone who is like minded.

Oct 25, 2022 03:21 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, this post hits home and is so important when you are thinking of working with others.

Oct 25, 2022 07:22 AM
Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
Relocation to NW AZ with elbow room & more freedom

REALTORS(r) have an advantage in the published "Code of Ethics." Unfortunately in 2022, the AZ Assoc. of REALTORS(R) received the most complaints regarding violations of the Code of Ethics. Yes positive core values are critical and leaders must call out those who violate these positive core values. Today core values are the foundation for what is called "corporate culture."

Oct 25, 2022 07:38 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Grant and great information to share with us again and so true.  Can I reblog this down the road?


Oct 25, 2022 10:34 AM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Grant,

This is why you do so well in your business. You get it.  I completely agree. 

When I was very new in real estate, I joined our Sedona Luxury Real Estate Professionals. I knew I wanted to sell luxury real estate.  I was told that the group really appreciated the fresh ideas I brought to the group.  One year later, I was installed as the president of the group.

Oct 25, 2022 10:47 AM
1~Judi Barrett
Integrity Real Estate Services 116 SE AVE N, Idabel, OK 74745 - Idabel, OK
BS Ed, Integrity Real Estate Services -IDABEL OK

Love, love, love this!  With shared core values, other things can be worked out, trained to, and dealt with!

Oct 25, 2022 11:55 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Hi Grant:

This is such good advice for all employment situations. I think that having similar core values is particularly important...and of course you have to know WHAT your core values are.


Oct 25, 2022 01:30 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Joan - you can relate to this when you work with others.

Leanne -  and the question is what corporate culture has been created.

Will - I would be honored to have you re blog this.

Hi Sheri - that was a perfect match for you.  Mutual respect and shared values.

Judi - yes that is so true.

Jeff - you do have to know your core values and let others know as well.

Oct 26, 2022 04:35 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Grant- I couldn't agree more!  When I hired consultants for the staffing office I managed, experience was just part of what was important. In fact, I could train them as long as they had the values that made our staff strong. The last thing I wanted was someone who would disrupt what we had. 

Oct 26, 2022 07:24 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Kathy - and also I don't take on client who don't share my values.  I had two cases like that.

Oct 27, 2022 03:05 AM
Buzz Mackintosh
Mackintosh REALTORS - Frederick, MD
“Experience, reliable, leadership”

Excellent road map for hiring the perfect candidate !

Oct 29, 2022 06:34 PM
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Well I am back and glad to see that the Gold Star found your post:) Keep it up Grant, Endre

Oct 29, 2022 10:36 PM
John Juarez
The Medford Real Estate Team - Fremont, CA

It is clear, Grant, that if everyone is not on the same page in whatever business is being regarded, the success of the busessiness is in doubt.

Oct 30, 2022 04:33 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Buzz - thank you.

Endre - thanks so much for your support.

Juan - that is for sure.  Now to make people realize it.

Oct 31, 2022 07:02 AM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Great post Grant Schneider A must for anyone serious about hiring a new staff member!  Core Values --- YES!

Oct 31, 2022 03:58 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Diana - thank you.  I am glad you found it useful.

Nov 01, 2022 03:25 AM