It is a misconception that a successful real estate broker is also the best person to recruit salespersons, which he/she could have under his/her team.
To fill any position, if the choices of recruitment are poor, then those can inflict huge losses in terms of time and money, and when it comes to recruiting people for a real estate firm, the losses are even bigger. The recruitment process needs to be seen as an investment, which should be quantifiable by the sales objective of the individual hired. Even if this goal is more modest in the first few months, if it fails to achieve it, so much money remains on the table. This is why business leaders need to have effective means to improve the recruitment process.
To this end, here are 3 common pitfalls to avoid and our best tips to get there.
3 mistakes to avoid
# 1: Don’t be fooled by fine words
Keep in mind that the candidate is immediately under its best profile. After all, he’s a salesman and he’s capable of selling himself well. If you ignore the right impartial criteria, you can be charmed. In short, neither the individual’s voice nor his or her presence alone should determine his or her sales skills.
# 2: Don’t Judge by the CV
If you focus only on the CVs that you think are the most attractive, you risk setting aside worthy candidates. Here too, objectivity must temper the enthusiasm of the recruiter. In fact, few good resumes are available because the majority mentions only the name of the company, the title of the position and the period of employment. These elements can mislead you! Instead, make sure, through references, that the candidate has already worked with and met defined sales objectives.
# 3: Get rid of your bad habits
There are many sales managers who claim that poor recruitment choices are part of the game”. They are so accustomed to failure that they almost always recruit staff or settle with poor performers. The mistake is that companies want to reduce recruitment costs, poorly assess their actual needs and rely on salespersons with good relationships and an established customer base, which is a big mistake to make.
These are three common pitfalls that you as a recruiter need to avoid because if you make the same mistakes, then you will end up hiring a bad person for the job, which won’t sell properties, but draw high salaries from you as well. It will be a double blow for you, which will harm your business in the long run.
This post is brought to you by Realty Hub, a 100% commission real estate brokerage.