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Placed Australia

I want vs I have. Behavioural interviewing - Why it's so important in recruiting great performers...

Updated: Feb 3, 2023


Every Real Estate business wants top-performing people, but why do so many get it wrong when hiring talent on their own?


The turnover rate in some Agencies would make your head spin... So how do you start to get a handle on the traits of top-performers and tighten up who you bring into your team? Behavioural interviewing is the key!


There are not that many interviewers in the country that understand the art of behavioural interviewing. It's a vanishing skillset...and can help you identify the right prospects and save you making costly mistakes. Below we will explain how it's done and give you clear insight into the differences it could make to your hiring from here in.


Most Agency owners try to minimise their lack of interviewing skill by looking for people who are already working in the role they want to recruit, usually from competitor businesses. They figure, if someone's doing the job already, somewhere else, what else do they need to know right?


Behavioural interviewing is a great way too uncover someone's motivations and highlight if they will not only work out in a Job, but end up one of your best hires...or not!


To give you an idea of what I mean, let's run through 2 scenarios below...

Scenario 1.


Stephanie is an aspiring Real Estate Agent looking for a job. She starts calling around local Real Estate Agencies looking for an opportunity. The Principal answers the phone...


"Hi, my name is Stephanie and I am wondering if you have any positions available in your Agency at the moment?"


"Yes we do", says the Principal. "Tell me a bit about you and what you're looking for"...


"I currently work at your competitor" says Stef. "I have been here for 9 months but there are a few things I'm not happy about. I want to become a top-performing Real Estate Agent and I'm not sure it will happen for me over here. Real Estate has been my passion ever since I was a kid. I want to sell the best listings and I want to be known as the best agent in my area in time..."


"Fantastic" says the Principal. "How many houses have you been involved in selling in the last 9 months?"


"12" says Stef. I have been working with an Experienced Agent on $50k debit/credit, running all their open homes on Saturdays and following up buyer enquiry too, but they don't really give me much training. They force me to prospect all day by doing door knocking, letter box drops and calls from the database & open homes. I want to be involved more and get hands on...


"It's great you have that experience Stef" says the Principal. "Why don't you come in and see us. We are always on the hunt for experienced people. Can you meet tomorrow at 5pm and we will have a chat then?"


"Of course" says Stef, "thank you, "I'm looking forward to it."


Scenario 2.


Kim is an aspiring Real Estate Agent looking for a job. She starts calling around local Real Estate Agencies looking for an opportunity. The Principal answers the phone...


"Hi, my name is Kim and I am wondering if you have any positions available in your Agency at the moment?"


"Yes we do", says the Principal. "Tell me a bit about you and what you're looking for"...


"I currently work at your competitor" says Kim. "I have been here for 9 months but there are a few things I'm not happy about. I have done some research and I know you have 3 Agents, Bill, Sarah and Kris, who are all doing over $1m GCI. There are several others who's sales figures have doubled in the last 12 months too and I have identified that your Agency is the market leader in the Area."


"Fantastic" says the Principal. "How many houses have you been involved in selling in the last 9 months?"


"12" says Kim. I have been working with an Experienced Agent on $50k debit/credit, running all their open homes on Saturday's and following up buyer enquiry too. I have been the first to arrive and the last to leave, prospecting all day by doing door knocking, letter box drops and calls from the database & open homes. I have generated 37 Appraisals and my Lead Agent has only sold 12 of them."


"It's great you have that experience Kim" says the Principal. "Why don't you come in and see us. We are always on the hunt for experienced people. Can you meet tomorrow at 5pm and we will have a chat then?"


"Of course"" says Stef, "thank you, I'm looking forward to it".


Subtle but important....

As an experienced Real Estate Recruiter, It's glaringly obvious to me that 2 very similar discussions highlight 2 very different performance indicators. Can you tell which scenario holds more prospect of a top-performer in your business? I am always listening out for the I want's vs the I have's...


I want to get better at Selling Real Estate!

I have signed up with a top-performing Real Estate Coach.

I want to sell more!

I have put a plan in place to action every day to sell more property!


Wanting and doing are very different.


I want...or I have... One of the key things to listen out for in your next interview to work out if you're sitting with a doer or a wanna-be...


If you use recruiters to hire for your Agency, it's super important you use Recruiters who know what to look for. If you are on the hunt for the right Talent for your Real Estate Business or want to talk to us about your next move in Real Estate, contact any one of our dedicated Real Estate Recruiters @ Placed Australia today!



Thinking of getting your Real Estate License? Contact the team at Validum Institute today!




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