Interviewing Agents

By
Real Estate Agent with Plat Collective

Here is a great interviewing tool for recruiting.  I got this from the Real Estate Simulator, a product of Alignmark, Inc.

 

REAL ESTATE SIMULATOR INTERVIEW
for Name of Candidate
Date printed: 10/30/2008              
Interviewer's Name:____________________________

 


Summary comments/recommendations from interview:


________________________________________

 

 

 

________________________________________

________________________________________

________________________________________

 

 

 

Copyright 1999 - 2006, AlignMark

 

ORGANIZATIONALLY SPECIFIC QUESTIONS


In the space below, list any additional interview questions to be asked. These should include any questions needed to clarify information from the participant's resume/application, as well as questions specific to the position/organization. (Use the back of this page or insert additional pages if necessary.)

Before the session begins...

  • Take the steps necessary to ensure that the session will not be interrupted. The participant should receive your undivided attention.
  • Review the participant's application/resume to identify any background information that needs to be explored or clarified. List questions for these items, as well as any additional questions you intend to ask, on the sheet titled "ORGANIZATIONALLY SPECIFIC QUESTIONS."

Starting the session...

  • Attempt to establish rapport and put the participant at ease.
  • Explain the general purpose and format of the interview.
  • Ask for and respond to any questions the participant may have.

Conducting the interview...

  • Ask the interview questions and take notes on the participant's responses.
    Note, many questions are purposefully not specific to the Real Estate Industry given you are interviewing people from outside the industry

Closing the session...

  • Indicate that all interview questions have been covered.
  • Explain any relevant follow-up activities.
  • Ask for and respond to any questions the participant may have.
  • Thank the participant and close the session.

Before the session begins...

  • Evaluate the Organizationally Specific Questions and the Real Estate Simulator interview questions (including the oral and interpersonal areas). The following rating scale can be used for making these evaluations.
    3 - More than acceptable
    2 - Acceptable
    1 - Less than acceptable
  • Summarize the results of the interview in the space provided on the cover page.
    (Interview for Sample Report)

 

 

Building Rapport Avg Rating: ________

QUESTION :

Assume that a potential client has called you to inquire about the services your company offers. The caller tells you that his spouse asked him to contact you to find out as much as possible about your company and its services. In response to the prospect�s request, you tell him you'll send your company's sales brochure, which provides general information about your company and its services. What, if any, additional action would you now take to further the sales process?

NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

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SAMPLE EFFECTIVE BEHAVIORS:

  1. Questioning the prospect to determine pertinent information concerning the sales process, including the time frame for making a decision, who the decision maker is, etc.
  2. Asking when it would be appropriate to contact the prospect to follow-up in order to answer any questions they may have, further explore products the prospect may find interesting/useful, etc.
SAMPLE INEFFECTIVE BEHAVIORS:

  1. Failing to ask pertinent questions concerning prospect�s needs, budget, time frame for purchasing, etc., and/or asking questions having little or no relevance.
  2. Failing to mention the need for scheduling any follow-up activities.

RATING FOR RESPONSE:________ (1-3)

 

Listening and Comprehension Avg Rating: ________

QUESTION :

Assume you are selling a cellular phone service. Assume also that you are now in a conversation with a potential customer and have asked the customer to describe his business. Listen to this summary of the customer's comments:
The customer's company sells lighting fixtures to general contractors who install them in homes and other buildings they construct. The company has four sales representatives that travel three or four days a week, often staying away from the office during the entire travel period. Each sales rep must call the office to get messages, talk with the sales manager, and so on. The office doesn't have any way to contact the sales reps and must rely on the reps phoning the office.
From the customer's response:
-What information would lead you to believe the customer would have a need for your company's services?
-What, if any, questions would you ask to further the sales process at this time?

NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

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SAMPLE EFFECTIVE BEHAVIORS:

  1. Restating the factual content of the customer's response: four sales reps 3-4 days out of office at a time communication occurs frequently, but only in one direction.
  2. Asking questions to determine the effectiveness of the customer's current communication system, including:
  • duplication of effort due to poor or missed communications
  • loss of business due to miscommunication, inability to contact a sales rep, slow response time, etc.
SAMPLE INEFFECTIVE BEHAVIORS:
  1. Restating only the factual content of the customer's response and/or failing to ask questions to determine the effectiveness of the current system

RATING FOR RESPONSE:________ (1-3)

 

Managing the Sales Process Avg Rating: ________

QUESTION :

As you think about performing multiple activities and duties, such as selling and providing post-sales service to clients, how would you organize and plan your activities to meet such demands?

NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

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SAMPLE EFFECTIVE BEHAVIORS:

  1. Explaining the need for setting priorities and making plans based on relevant criteria (e.g., relative importance, urgency, etc.).
  2. Mentioning the need for written plans and objectives.
  3. Explaining the need to maintain a balance between prospecting activities and managing existing customers.
  4. Separating short-range from long-range plans and activities.
SAMPLE INEFFECTIVE BEHAVIORS:
  1. Failing to mention the need for up-front planning/organizing efforts and/or the need to maintain balance between selling and service activities.

RATING FOR RESPONSE:________ (1-3)

 


 

QUESTION :

As you think about various sales situations that may confront you, under what circumstances would you contact your sales manager to ask for assistance with a sale?


NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

 

SAMPLE EFFECTIVE BEHAVIORS:

  1. Correctly stating when calling in assistance would be appropriate, such as:

    � When dealing with a senior-level person in an organization;
    � When the sale or the politics within the organization are complex;
    � As a demonstration of the support offered by your company;
    � When you have reached or exceeded the limits to your decision making or negotiation authority.
SAMPLE INEFFECTIVE BEHAVIORS:
  1. Failing to state potential reasons for calling in assistance or concluding that management should be called in to assist in all situations (or should never be called in).

RATING FOR RESPONSE:________ (1-3)

 

 

Closing Skill Avg Rating: ________

QUESTION :

Consider the following: An individual has requested proposals from several companies for a major project. After several meetings with this customer, your company submitted a proposal. Now assume that you present your proposal at a meeting with the customer and find out your proposal is one of two they are now considering. After the meeting the customer tells you, "If we decide to do this project, can I have your assurance that your company can complete the project in the proposed time frame?"

How would you interpret and respond to the customer's question?


NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________
SAMPLE EFFECTIVE BEHAVIORS:
  1. Stating that part of the question is positive. Noting that asking if time is a factor can be a good sign because it may indicate positive interest in your company.
  2. Asking questions to clarify the "if" part of the question, since it may convey that the organization has yet to commit to doing the proposed project, and/or attempting to clarify and deal with any obstacles voiced by the customer.
SAMPLE INEFFECTIVE BEHAVIORS:

  1. Failing to respond to the vagueness of the customer's statement (i.e., use of "if") and/or providing inaccurate/incomplete interpretation of the statement.

RATING FOR RESPONSE:________ (1-3)

 

 


 

QUESTION :

Assume that your company offers a price on a particular product that is 2% higher than your competitor's. Your price includes shipping and handling charges and same-day mail-out, which is not included in your competitor's price. You could, however, match your competitor's price and still make an acceptable profit. Now assume that you have been in contact with a potential customer on several occasions over the past week about a medium-sized sale. The customer has been reluctant to pay your price, but appears eager to buy from your company. If the customer says he will sign the purchase order today, but only if you meet the competitor's price, what would you do?


NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

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SAMPLE EFFECTIVE BEHAVIORS:

  1. Attempting to close the sale at your original price (2% above the competitor) by explaining the differences between your offer and that of your competitor's: your price includes shipping and handling costs, but if he buys from the competitor, he will have to cover these costs; and your cost also includes additional benefits such as same-day mail-out, which is not included in the competitor's offer.
  2. If the customer remains unwilling to buy at the original asking price, negotiating the sale based on some middle-ground price (e.g., 1% over competitor's, etc.).
SAMPLE INEFFECTIVE BEHAVIORS:

  1. Failing to attempt closing the sale at the original price by discussing differences between your offer and your competitor's.
  2. Failing to suggest a "middle-ground" offer if the customer remains unwilling to pay the original asking price.

RATING FOR RESPONSE:________ (1-3)
 

 

 

Sociability Avg Rating: ________
QUESTION :No questions are asked for this area. Rather, the participant is evaluated based on behaviors observed during the overall interview session.
NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

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SAMPLE EFFECTIVE BEHAVIORS:

 

  1. At the start of the session, offered a polite and enthusiastic greeting.
  2. As appropriate, used amenities such as "please" and "thank you."
  3. Maintained a polite, courteous, and enthusiastic demeanor during the session.
  4. Actively listened to the interviewer's comments (e.g., maintained eye contact while listening, nodding while listening, etc.).
  5. At the close of the session, expressed appreciation for the interviewer's time and consideration.
  6. Expressed comments in a concise manner.
  7. Enunciated clearly.
  8. Spoke in a fluid manner.
  9. Looked at interviewer when speaking.
  10. Used gestures to emphasize points.
  11. Expressed ideas in an easy to understand manner.
  12. Used voice inflection to emphasize points.
SAMPLE INEFFECTIVE BEHAVIORS:

  1. Asked questions in an abrupt or curt manner.
  2. Displayed little enthusiasm or politeness.
  3. Rambled on or was overly wordy.
  4. Had slurred speech.
  5. Was overly hesitant or choppy when speaking.
  6. Failed to maintain eye contact when speaking.
  7. Expressed ideas in a manner that was difficult to follow and/or understand.
  8. Spoke in a monotone and/or failed to use gestures.

RATING FOR RESPONSE:________ (1-3)

 

Achievement Avg Rating: ________

QUESTION :

How ambitious are you? And why do you think you are ambitious?


NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

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SAMPLE EFFECTIVE BEHAVIORS:
  1. Demonstrating a real ambition that is also backed by a persistence and real enthusiasm to succeed. However, check that this ambition is balanced by a sense of clear-headiness and an innate common sense. Make sure that the candidate is �grounded� in reality.
SAMPLE INEFFECTIVE BEHAVIORS:

  1. Asked questions in an abrupt or curt manner.
  2. Displayed little enthusiasm or politeness.
  3. Rambled on or was overly wordy.
  4. Had slurred speech.
  5. Was overly hesitant or choppy when speaking.
  6. Failed to maintain eye contact when speaking.
  7. Expressed ideas in a manner that was difficult to follow and/or understand.
  8. Spoke in a monotone and/or failed to use gestures.

RATING FOR RESPONSE:________ (1-3)

 

QUESTION :

Do you think this company is ambitious and if so, why?

NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

 

SAMPLE EFFECTIVE BEHAVIORS:
  1. Demonstrating a good knowledge of the company, especially its past achievements, and have an optimistic and positive view of its future.

RATING FOR RESPONSE:________ (1-3)

 

 

 

Dependability Avg Rating: ________

QUESTION :

What did you expect of yourself in your last job? In what ways did it differ from what your manager expected of you?

NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

 

SAMPLE EFFECTIVE BEHAVIORS:
  1. Demonstrating a real ambition that is also backed by a persistence and real enthusiasm to succeed. However, check that this ambition is balanced by a sense of clear-headiness and an innate common sense. Make sure that the candidate is �grounded� in reality.

RATING FOR RESPONSE:________ (1-3)

 

 

 

Emotional Resilience Avg Rating: ________

QUESTION :

Describe a time when there was a fundamental change in the way things were done in your workplace. What was your response towards it?

NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

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SAMPLE EFFECTIVE BEHAVIORS:
  1. Applicant should be courageous in facing any sort of change, view things in an unbiased manner, and have the interests of the company in mind.

RATING FOR RESPONSE:________ (1-3)

 


 

QUESTION :

During your career, you must have experienced some difficult times. If so, how did you maintain a positive attitude?

NOTES: _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

            _____________________________________________________________________________

 

SAMPLE EFFECTIVE BEHAVIORS:
  1. Applicant�s answer should indicate that they are a positive thinker and that they know how, and the skills, to handle tough situations..

RATING FOR RESPONSE:________ (1-3)

 

 

 

Integrity Avg Rating: ________
QUESTION :As a real estate sales professional you will have the opportunity to meet and interact with many different people whose values and views may differ from your own. What experiences have you had that would indicate your ability to effectively deal with people having values and views different from your own?

NOTES: _____________________________________________________________________________

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SAMPLE EFFECTIVE BEHAVIORS:
  1. Describing work, civic, or community-related examples of activities that reflect an ability to deal with different types of people in relatively formal settings.
  2. Describing prior work experiences that emphasize dealing with the public.
  3. Describing prior work experiences that emphasize sales-related activities.
SAMPLE INEFFECTIVE BEHAVIORS:

  1. Failing to describe concrete examples or describing examples that focus primarily on interactions with friends in social settings.

RATING FOR RESPONSE:________ (1-3)

 

 

 

 

 

Real Estate Specific Questions

 

Experienced Agents:
1. Number of transactions completed last year?
2. How many LISTINGS expired? How many of those were resigned? How many were from FSBOS? How many from referrals?
3. Where do your buyers come from? Open Houses, Desk duty, Personal Prospecting, Company leads etc
4. What 2-3 things do you feel you need the most to help you increase your chances of success? (looking for better technology, admin asst, better training, broker coaching available
5. What 3 things would you change about your current Broker, office or company if you could?
6. What percentage of your total listings do you estimate will actually close next year as opposed to expiring?
7. How many property owners can you make contact with during one-hour of active prospecting?
8. What is the average # of owners you must contact via phone or door-to-door prospecting in order to schedule one listing appointment?
9. What is the average # of listing appointments you must complete in order to successfully take one listing?

 



 
Causes for Concern

If a candidate has any of the following qualities or characteristics, you should gather more detailed information to confirm whether this candidate will work well within your firm:

 

 

Experienced Agents:
� Too frequent change of jobs or addresses
� Deeply in debt
� Heavy family responsibilities
� Limited goals
� Poor self-esteem
� Little tolerance for stress
� Little energy shown in the interview

 

Real Estate SimulatorTM is a product of AlignMark, Inc. Inc.(www.alignmark.com)
Copyright AlignMark (TM) 2006.

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