Austin Texas Real Estate Blog

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View from the broker's desk - what makes a good agent?

 What makes a great Realtor?  Is it a hard-core pushy salesperson?  Probably not.

 

I have been in real estate now for about eleven years, and I have seen literally dozens of agents enter the business, both at my previous company and now within the company that I own and operate.  I am always intrigued by which agents "make it" and which ones simply don't.  I have trained 30+ agents so far.

 

When I am interviewing a potential agent, there are a few things that go through my mind, but the first (and perhaps the most obvious) thing I ask myself is: "Do I like this person?"  I don't mean "can we be best friends?", but is this person inherently likeable?  If not, why continue any further?  I haven't had to fire many agents (only two in three years), but one of them really grated on my nerves. 


Next, do I perceive this person to be trustworthy and honest?  I am not talking about whether they would steal my wallet (although if I felt that way I suppose the interview would end pretty quickly), but whether or not I would believe them if they were assisting me with a home purchase or sale.  Having integrity is something that seems to be in shorter supply these days, so an honest agent will be able to reap the benefits of a happy client base over the long haul. 

 

Are they friendly and laid-back?  Do they seem to have a good (or at least a serviceable) sense of humor?  I can't count the number of times in my career that I was able to defuse a potentially volatile situation with a dose of humor.  I hesitate to admit this, but I even have two or three jokes that I use at every closing, if the setup is appropriate.

 

 

 

Another important characteristic is confidence, which can help someone overcome an awful lot, although without the first two items, you are pretty much dead in the water, at least in my opinion.  If you are not comfortable in your own skin, chances are that you will not succeed in real estate. 

 

Does this agent have the ability and desire to work hard?  I don't mean grueling long hours - I am talking about the basics of real estate for as far back as any of us can remember: developing relationships, making phone calls, "closing" someone on a transaction, etc.

 

One thing that I have begun to look for as a broker is someone with a good built-in sphere of influence.  Perhaps they know everyone at church or they coach a team for their kids.  Maybe they have lived in the area a long time and they were in sales in a different field.  Or, maybe they are an experienced agent and they just need to inform their clients about their move to a new company.  I have come to value the ability to network over many other "sales" skills now.

 

Another skill (which is not really easy to test during an interview) that seems to help is having a relatively thick skin.  Real estate probably is not the right business for someone who is overly sensitive to rejection.  I don't know that I have a thick skin by nature as I am pretty sensitive myself, but time and trials have forced me to learn not to take things too personally.

 

 

 Lastly, does this candidate seem at least reasonably intelligent?  I am sure that we have all had experiences with "that moron" handling the other side of the deal.   I don't want that person working for me!  There are enough potential liabilities lurking out there without taking a risk on hiring someone who is clearly dull. 

 

 

These are a few of the things I look for when I am hiring.  I would love to hear more input, as this is not meant to be an exhaustive list.  Sound off!   What other qualities does it take to make it in this unique business?

 

Copyright 2007   Austin Texas Real Estate

  

 

If you're looking for a home in the Austin area, you can also visit my primary website at www.austintexashomes.com.  Thanks!

Comment balloon 170 commentsJason Crouch • August 27 2007 05:55AM

Comments

Hmmm, great perspective and insight to what is needed to be a successful agent!
Posted by Dawn Workman, Camas Real Estate Expert, MBA, 480-540-8100 (Veracity Real Estate Group, LLC) about 12 years ago

Interesting post.  I wonder what you would think of me if I were sitting accross the table from you.

 

This has been one heck of a ruff year after moving here and starting over in January.

Posted by New Jersey Real Estate James Boyer Morris, Essex & Union County NJ Realtor (RE/MAX Properties Unlimited, Real Estate) about 12 years ago

Dawn - Thanks for your comments.  I have been hiring in various fields ever since I got out of college, and I am just starting to hone in on a pattern that works somewhat well.

Jim - Based on what I have seen on REW, I think I would hire you in a second.  Where did you move from?

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Jason, this is a good list to go by. Has it been successful for you? I would add initiative and the ability to at least see what's outside of the box.

Thanks for the post.

Posted by Andrew Trevino, Wilkes-Barre Homes For Sale (ADT Real Estate) about 12 years ago

Hi,

If you would be in the position to hire me... You would jump with joy. Make me move to TX... HaHaHa

Posted by Arina Hanciulescu, RealtyPros (RealtyPros) about 12 years ago

Andrew - Great suggestions/additions.  Thanks for your compliment and comments.  I appreciate them.

Arina - Where are you living now?  Maybe I can figure out a way to lure you here.

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Andrew - I just realized I hadn't answered your question.  Yes, so far this has worked well for me.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Jason - Great guidlines and ones that most agetns should already have, but you and I both know that many do not.  In my office my broker uses pretty much the same strategy.  In return we have 50 agents that are pretty much a family.  We all hang out on friday night at the office and have a beer and cigar and talk about the weeks events.  We also openly help each other and educate each other.  It is such a key factor that it has made us a family not just an office.
Posted by Joe Zapata, Your Burbank Real Estate Expert (Keller Williams Realty Media World) about 12 years ago
Joe - Thanks for commenting on this.  It sounds like you have a terrific office environment, which is what I have tried to cultivate here in Austin as well.  As you said, most agents do not possess all of these qualities, but those who do will almost always succeed.  Take care -
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

I do love my office and it shows.  My broker hand picked our group from over 200 agents when he started out and he made great choices.

I was at Ft. hood for a while and know that Austin is a great area full of great people so I cannot imagine you will have much trouble accomplishing the same out there.

 

Posted by Joe Zapata, Your Burbank Real Estate Expert (Keller Williams Realty Media World) about 12 years ago

Joe - That is great to hear.  I have really loved Austin (born and raised in Dallas - moved here in 1988).  It's a great, optimistic town in which to conduct business. 

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Jason - Yes, it is.  I almost moved to Plano a few years back but got stuck here in Los Angeles instead.  Austin really is a great place to live and has a tremendous energy about it.  I helped move 5th ID there from Ft. Polk back in the 90's.
Posted by Joe Zapata, Your Burbank Real Estate Expert (Keller Williams Realty Media World) about 12 years ago
Joe - Plano (and all of Collin County) has really exploded over the past decade.  It's the fastest growing county in Texas.  If you know anyone looking to move to the Austin/central Texas area, keep me in mind.  I will do the same for you in your market. 
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Jason,

Finding the right team of people is so important.  Its funny you share if the person is likeable.  Whenever I have hired people, the first trait I always look for is if they are a nice person or not.  This is something that I feel cannot be trained.  Either you enjoy helping people or not.  Great Post. 

Posted by Gary Miljour, Mortgage Originator NMLS Licensed in AZ and NC (Lend Smart Mortgage NMLS#207208) about 12 years ago
Jason, add in creativity.  ;o)  It also doesn't hurt to love a challenge.  You have to be able not to dwell on problems, but jump right into solving them.  
Posted by Sarah Cooper (Real Estate Shows) about 12 years ago
I think I would have to ad : Is this person a team player and is this person teachable...To me anyone that is teachable is open to new challenges and not a know it all that will stir the pot at the worst times. And at this stage in the game we all need "team Player" on our side working with us not against us. I have been in many offices where each agent cuts the throat of the other, these are people they work with everyday and the tension is so think you immediatly sense it all when walking in the door.
Posted by Melissa Grant, The Law of Attraction In Life & Business (A Serendipity World) about 12 years ago

Great post!

Keep in mind personalities at all times.  There are some people that irritate me to no end, but they do well.  They are agressive and pushy at times, they are awful at communicating WITH AGENTS, but when it comes to clients they get the job done.  Are they good people, yes. Are they annoying, yes!

As a Broker/Owner, you will want some of these people on the team to round out your sales force.  If you only have great, laid back individual that like to work hard, you'll only end up with slightly above average numbers.

Posted by Joshua Jarvis, Moving Families Forward. (Virtual Properties - Atlanta Real Estate) about 12 years ago
Great article, I look for those same qualities when hiring agents as well.
Posted by Linda Reynolds, Bradenton Real Estate (Bradenton Real Estate - Linda Reynolds) about 12 years ago

Jason,

One of my criteria is "How many people have they sued"  I live in Ca, a very litigious state, and some people will sue you for looking at them the wrong way.  Me, I want nothing to do with this type of person as obviously they are missing several of the criteria from your list including "working hard".

My other, newest, criteria is do they have the basics of technology skills.......this is imperative in order to survive in our office.

Posted by Kathy McGraw, Riverside County CA Real Estate (CELLing Realty) about 12 years ago

Excellent list, Jason. 

It sounds a lot like the list I used when I went around interviewing 'Brokers' 12 years ago when I first entered the biz and wanted to make sure I picked the right one to work for.  I did, and I have followed him to this day....now he is my sales manager (his company amalgamated with the largest company in the area) and I have the 'other' top broker in the biz.  The reputation of a company definitely starts at the top....

I taught myself this saying years ago, when I used to let things bother me a little too long.....' Put on another layer of skin'.  I would say that to myself in the face of anything that hurt, and eventually nothing bothered me for longer than a few seconds again.  I began to realize over the years that it was more about 'them' , than about me...we can only control our own reactions, afterall. 

I guess I would add 'Do they have good listening skills' to your list. 

Jo 

Posted by Jo-Anne Smith about 12 years ago
Jason, I have a great office too. WE are all close and get together socially. We've been together a long time. I always, when I was recruiting ask new agents if they have 3-6 months money put back to sustain them until they get their first closing.
Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) about 12 years ago
Great Post...I vote for lack of prima donna skills.  When you have a large office and none of the agents are prima donna like...it is tremendous. 
Posted by Yvette Chisholm, Associate Broker - Rockville, MD 301-758-9500 (Long & Foster Real Estate, Inc.) about 12 years ago

GREAT list! My office is comprised of a mix of new and experienced agents.  We are very much a family and work together to accomplish our collective goals. It's funny to those who have worked at other offices because we actually share strategy and knowledge.  We have found a good mix that works for us. 

Thanks for the info!

 

Posted by www.mattcrow.com 630-728-6051 about 12 years ago

THIS is "star" quality stuff.  Glad it was featured.  I believe you just about covered it.  You must have some wonderful agents. 

This is such a tough and risky business, you just MUST have confidence that your agents can work with the qualities you mention. 

Posted by Lenn Harley, Real Estate Broker - Virginia & Maryland (Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate) about 12 years ago

Jason, You got a good list going on there...

One thing I don't like in people and its hard to see initially is

being 2 faced... (hmmm that sounds like a good blog topic)

Posted by Diane Velikis, Luzerne County Real Estate (Coldwell & Banker Busch Real Estate) about 12 years ago

Jason,

Many of the comments here I found to be GREAT ....no prima donnas....like that one :),  keep in mind the personalities from Joshua, yep I have one of those, teachable, yep they need that for sure, Andrew's Initiative and seeing outside the Box, JoAnnes's do they have good listening skills, Joe's openly help and educate  each other, Sarah's love of a challenge, oh and Diane's not being 2 faced, Lenn's confidence in yourself of the choice you are making, and last but certainly not least is Missy's do they have enough money set aside to help sustain themselves while awaiting that first commission :)

 You have generated a lot of good comments, and I know how hard it is to truly make a judgement in an interview.......some people portray themselves one way, then by the time they have warmed the chair at their desk, you wonder why someone else is sitting there........:) :)

 

Posted by Kathy McGraw, Riverside County CA Real Estate (CELLing Realty) about 12 years ago
Jason, Great post!  When you have a group of like minded people working together, you have great synergy and all accomplish so much more easily.  Will keep your post handy.
Posted by Ruth Jacobs, North Palm Beach, Real Estate Specialist, CDPE, SF (Quantum One Realty) about 12 years ago

Here's what a residential real estate agent's job is: List & Sell homes.

If you can do that effectively, honestly, and legally that makes you a good agent.

Do it more than average and you're a great agent.

Posted by Jim Lee, Portsmouth NH Realtor, Portsmouth, NH (RE/MAX Shoreline) about 12 years ago

I think hiring has to be the hardest part of real estate.  so many people think they know everything about it and that anyone would be lucky to have them

few have the mettle to survive

Posted by David A. Podgursky PA, THE PODGURSKY GROUP - Make the Right Move! (THE PODGURSKY GROUP @ Re/Max Direct) about 12 years ago
Work history, what did he or she do before. Was it a competitive job? I would really think twice if they sounded too good to be true? In the end its a real crap shoot?
Posted by Eric Bouler, Listening to your Needs ( Gardner Realtors, Licensed in La.) about 12 years ago
All excellent points and I like to see myself in all of them, except the sphere of influence. It was one thing I did not have starting out. But I had something else that filled the gap -diligence. And that was the key :)
Posted by Jennifer Monroe, Real Estate REALTOR®/Broker in Beautiful Charlotte (Savvy + Company Real Estate) about 12 years ago
Great post.  There's a lot of stuff out there about picking a broker, but brokers have to be careful picking agents as well.  I myself am working on not hiring anymore lazy people.  They'll never survive if they think this is easy.  We've also fired some snakes so now we ask among our current family of agents for impressions before hiring.  Word on the street very often has merit.
Posted by Leigh Brown, CEO, Dream Maker - Charlotte, NC (Leigh Brown & Associates, RE/MAX Executive) about 12 years ago

GARY - Agreed.  I guess it is human nature to decide pretty quickly whether you like someone or not.  I remember reading about this in "Blink" by Malcolm Gladwell (same guy who wrote "The Tipping Point", which is another interesting book).  At any rate, I can usually tell within a few minutes whether or not I would work well with someone.  Clients have the same radar. 

SARAH - Good points.  Problem-solving and creativity are also critical skills to possess as an agent.  If someone doesn't have the ability to solve a complex problem that could arise, this will surely limit their income in our business (probably in most businesses, for that matter).  I realize that I probably missed a few others, but the ones I listed are kind of my top items.  Thanks for your comments!

 

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

MELISSA - That is a very good point.  I guess this never really crossed my mind (with regard to the cut-throat nature), as these people haven't interviewed with me.  If they are comfortable in that type of environment, they would not do well at our company.  Our office is almost TOO laid-back sometimes, but we certainly get the job done.  Thanks very much for commenting!

JOSHUA - Thanks for your input.  I agree that there are some "jerks" who make a lot of money.  I would be willing to have these people on our team, as long as my interaction with them is limited (i.e. they are not in the office every day).  Good points!

LINDA - Glad to hear that you liked it.  Keep up the good work -

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

KATHY - Thanks for your comments.  I guess it is a pretty sad commentary that you have to evaluate the number of lawsuits that someone has initiated when you are looking to hire.  Thankfully, I have never been involved in a lawsuit or a mediation, but I have had to prevent two or three from happening.  That is an excellent point about technology skills, as the majority of our leads come from our website. 

JO-ANNE - Congratulations on "growing more skin".  I have found myself in much the same position over the past decade.  "It's about them, not me" is not a bad motto when bad things happen.  Good listening skills are a must!  As you said, the reputation starts at the top.  I try hard to set a good example.  I appreciate your thoughts.

MISSY - Thanks for commenting here.  I wouldn't say that our office is a close-knit group socially, partially because we have a broad range of ages (and stages) working there.  Our agents range from early 20's to late 60's and we are still relatively small (about 19 agents right now with a few more starting next month).  I agree that it is optimum if someone has a few months of money stashed when they begin, but we have had some successes for agents who don't have this, mainly because we are able to generate so many leads from our site (#1 or 2 for "austin real estate" on Google and very strong on Yahoo as well). 

 

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Joe,

What are your thoughts on taking chances with new agents? I hire about 3-4 agents per month and spend a lot of up front time training them. I usually lean towards "taking chances" or giving the "benefit of the doubt" when I am up in the air on their potential.

What do you do? What it takes to be successful is a fascinating topic to me. I feel that no matter how good of a judge of character you are, you constantly get surprised!

Great Post.

thanks,

Dave

Posted by Dave Peeples (Century 21 First Realty) about 12 years ago

YVETTE - A solid point.  Thanks for your comments.  I think if anyone were a prima donna, they would be made to feel pretty uncomfortable around our office, as we are all relatively humble.  I don't really "worship the dollar", and I think this shows.  I care more about people than money.

MATT - That sounds a good deal like our office (mix of experience levels, strive to be helpful).  Well done!

REBECCA - You probably really do possess all of these characteristics, or you would be doing something else by now.  By the way, I got into real estate because I was running a marketing/printing company and Realtors were our primary focus.  I realized that if the people who were our customers could make good money selling homes, it couldn't be rocket science.

LENN - I didn't realize that it was featured until I read your comment.  Where was it featured?  Also, thanks so much for your supportive and encouraging comments. 

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

DIANE - Thanks for your positive feedback.  Yes, being two-faced is hard to gauge initially, I suppose.  That's why two-faced people can get away with it for awhile.  Blog away on this topic!

KATHY - Thanks for summing things up.  Your comment about seeing someone else sitting there is dead-on accurate and it made me laugh.  I have seen this many times.  Where is that great agent I interviewed?

RUTH - I appreciate your comments.  Thanks for bookmarking this post.  I am glad that you found it helpful.

JIM - Short and sweet - good stuff!

DAVID - Hiring can be tricky, but you can certainly minimize your trouble my asking the right (pointed) questions.  Maybe this would be a good topic for me to conquer next...  You are correct - most agents don't have the "right stuff" to make it.  Thanks for your comments.

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

ERIC - Yes, in the end it is a bit of a risk regardless of what you do or ask, but it is possible to minimize it somewhat.  Thanks so much for commenting!

JENNIFER - The sphere of influence is not really a necessity - I see it as a nice "extra".  However, it can overcome other hurdles if someone already has a large group of people who know and trust them.  For example, you probably wouldn't need 3-6 months of income saved up if you have family and friends who are ready to throw business at you when you begin.  Also, if you are diligent and work hard, you can develop a sphere relatively quickly.  Thanks for your comments.

LEIGH - Great comments.  Thanks for sharing what is working for your company.  I appreciate it.

 

 

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
DAVE - I have definitely done much the same thing in our hiring process, and I have been pleasantly surprised several times.  Conversely, I have been UNpleasantly surprised more often.  You will notice that I didn't include previous real estate experience on my list.  We have had a lot of newbies in our office - some work out and some do not.  By the way, my name is actually Jason, not Joe - no big deal. 
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Some computer skills are definitely a huge plus.  I would also look for people who want to work full time.  People often tell me they want to get into real estate so they can work part time while their children are in school.  HA!  Perhaps I make it look too easy?  

Real estate is  full time, plus some.  Add in some blogging, and it also becomes late nights and early mornings.

Posted by Ginger Wilcox (Sindeo) about 12 years ago
GINGER - That is a terrific point, and one that I probably should have included in my post.  I recently passed on a candidate for this very reason, even though I thought she would be a terrific agent.  I just don't want to encourage part-timers anymore.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Hi Jason,

As others have said, Great List!  Wouldn't it be nice if all those traits listed presented themselves in the interview?  I always look for outgoing people, not nervous types, and ask them what their greatest fear is, and go from there. 

Dick Beals

Posted by Dick & Sandy Beals (Wilmington Real Estate 4U Wilmington, NC) about 12 years ago
DICK - Thanks for your comments.  That is a great question to ask potential agents for your company.  I need to publish my list of questions soon.  I don't have it scripted, but there are a few things I try to work in if possible.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Jason, it's good to know that there are brokers out there that have standards. After all, you have a reputation (and career) to protect. :-)

Next time I come to Austin I'll be sure to pass by and honk!

Posted by Toni Hogan (ToniHogan.com) about 12 years ago
TONI - Thanks for your comments.  I see that you are in Houston - we just got back from Houston last week.  We were there in the Woodlands for a homeschooling conference/curriculum fair, then we spent a night with my in-laws in Pearland. 
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
great post
Posted by Joshua Talayka (Chase Internatinonal) about 12 years ago
Joshua - Thanks!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Jason -

This is a good list.  I would also add, especially for any new agents, do they have the financial staying power to make it?  I have seen a number of newbys burn out and quit for a paycheck because they couldn't afford to do the things that it takes to be successful, let alone make their own house payments, car payments, etc. 

 

 

Posted by Vicki Lloyd, (619)452-9798, Real Estate San Diego California (The Lloyd Realty Group) about 12 years ago
Vicki - A good and valid point.  I didn't include this on my list because I have had a couple of agents who were very hungry and they managed to make it (and do very well) without the benefit of major reserves.  Our site generates a lot of leads for the agents, so they have a leg up on the average rookie.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Hi-ya Jason,

Great post!  Infact, I just added you as an associate because I like your style!

Posted by Matthew Pellerin, Phoenix Homes Team (Realty Executives - PhoenixHomes.com) about 12 years ago
Jason - I love the guy in the Herb Tarlek blazer.  Classic!  You are doing all of the right things when trying to find agents.  Not everyone is cut out to be an agent, and even the ones that are should still fit within the parameters of your mission statement.  There is no need to bring in someone that is going to be a liability or a pain to deal with.  Great graphics and great post!
Posted by Adam Waldman, Realtor - Long Island (Westcott Group Real Estate Company) about 12 years ago

Jason,

Nice post! You hit the nail right on the head -- We also look for service backgrounds since they tend to know how to Service the Client by having the ability to Listen to the clients needs and have the much needed confidence of working with the public.

 

Posted by Suburban Chicago Illinois Real Estate (Suburban Village Realty) about 12 years ago

Jason, These are fine ideas and should help anyone considering making the move to "brokerville." My organization is currently working on an online realty magazine and we are calling for articles. There will be payment for articles that are selected for publishing. Please check my recent blog post for the subject matter if you are interested.

http://activerain.com/blogsview/186166/Call-for-Articles-Have

For any other brokers interested in getting some exposure via their writing, please review the material above as well. 

 

 

Posted by James Clark (Real Estate Professional) about 12 years ago

Jason:

 Of course the number one quality a good broker looks for in an agent is his ageless wisdom. That is surely why you hired me. Actially I am the receipant of your wisdom. Ha. Great article!

Alan

Posted by Alan Kirkpatrick, Alan in Austin (Austin Texas Homes) about 12 years ago

Good post Jason.

Before enterring Real Estate, I spent 22 years as a professional in Human Resources.  I've hired thousands of people for various positions, and there's a tool I came across that does a pretty good job of determining who will and won't fit into a commission sales job like real estate.  It's called the DISC profile. It's available on the web and it is in use at Keller Williams Realty internationally.

The DISC profile in very simple terms, profiles you as you see yourself, you as you believe the public sees you and you as you react under pressure. The results are categorized into 4 categories; "DIS and C. I won't attempt to explain them here, but if you find someone who is "High D/I" that person is a natural fit for this work. Depending on where they fit on the scale and what their minor scores are, they may lean more toward sellers, buyers.

I know that all personality tests, skills assessments and interest surveys can be manipulated, but after evaluating dozens of these things in my past, I believe the DISC profile to be extremely valid. 

I have also seen the results of the hires at two companies who used this profile. I can tell you that in the corporate sales world at one company I consulted, they increased sales 107% in 16 months by using this profile and placing people where their strengths lie.  I don't know the numbers at KW, but judging by the people I've met in two years with them, I think it works just as well here.  There's not a "bad apple" in the bunch!

 

 

Posted by Jay Sunderland, Assoc. Broker, SPHR, Everett and all washington Real Estate (JKL Realty Group, Inc. ) about 12 years ago

BOY... you sure got a LOT of input on this post, Jason!

Yours is a nice list of character qualities.......

I have never used DISK...they had it at Keller Williams, but I never used it.....

I just pray abotu who i will work with and God sends them to me or I find them.....

Simple...and it works..

=-)

Posted by Alexander Harb, Dallas, Texas Real Estate Investing (Knights Investing) about 12 years ago
Like, trust, and satisfaction! Great post Jason, this one deserved to be FEATURED! Congrats!!  B-)
Posted by Brad Andersohn, ActiveBrad - 707.646.1876 (Executive Director of Education at eXp Realty) about 12 years ago

MATTHEW - Thanks for adding me - I added you as well.  We should talk on the phone sometime -

ADAM - Thanks, man.  I hadn't thought of Herb from WKRP in awhile.  I appreciate your assistance on the technical aspects of posting graphics.  That was a great help!  Talk to you soon -

PAUL and MICHELLE - Good point.  Thanks very much for your comments, and your compliment.

CHRISTIAN - I will check out the link as soon as I am finished responding here.  Thanks for the information, and for your comments.

ALAN - Actually, you are among the wisest people I know right now.  Thanks for being a part of our team.  I appreciate you!  See you tomorrow  -

JAY - I have heard of the DISC profile and I am relatively familiar with it, but I haven't tried using it for hiring purposes.  Thanks very much for the suggestion.

ALEX - Honestly, your method is probably the best one possible.  I pray for my kids, wife, etc. but I don't pray often enough for decisions in this area. 

BRAD - Thanks for your enthusiastic comments.  I appreciate it.  Glad you liked the post.  Take care -

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Jason,

good post and goods responses from everyone. Its nice to hear that you value your business and don't just requite for the sake of numbers. i get email from brokers every week offering better splits, cheaper offices, lower fees, etc. I stay put because my office is tight, and we all support each other. that's what made me join in the first place.

 

Matt Dunshie-Realtor

Posted by Matt Dunshie, Realtor - Matt Dunshie & Associates (RealtyONE Group) about 12 years ago
MATT - It sounds like you have been wise in your choice of offices.  I have hired a bunch of people away from some of the large, impersonal offices here in Austin.  One of the reasons that our agents enjoy working with us is the one-on-one support and training that I have been able to provide for them.  I do value my business and I value each of the agents personally.  Thanks very much for commenting again.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

All of those things sound great.  A few of things that stick out more than others is the trustworthy/loyal and having a good sense of humor but I do believe all of those things are important to make it today.  Great post. 

P.S. Like your format.  It was very easy to read and therefore I read the whole post instead of skimming the contents! 

Posted by Tammy Stone, "Eco-Green" Agent in West Michigan (Prudential Preferred Realtors) about 12 years ago
TAMMY - I very much appreciate your comments, and I agree with your take on this.  By the way, I'm glad you like the format - I tried to make it something that I would read if I came across it.  Take care and have a great day!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Intereting post. I am a broker and I too hire agents and I have come to look for an agent's character to be the number one thing I look at. Agents with bad character will lie when they need too and will get you in trouble. If I detect character flaws, I shun away from them. If I see agents who buy and sell ror flip properties for a living, I won't hire them. They generally are ruled by greed. Just my thoughts.  
Posted by Dave about 12 years ago
DAVE - I appreciate your comments.  I don't really feel that money should be anyone's number one priority.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

We are all driven by money but as we get older, it is not the driving force. Accomplishing goals and proving to yourself matters over-rides the money. The money does mater though.

Back to your blog, we ahve a 25% turn over per year in Indiana. The agents come and they go. It is a matter of fact. We are constantly recruiting new people and we hope they survive, but I haven't yet, after 32 years, been able to read a person's heart. Some have the survival instinct to them but most don't. I maintain 65 to 70 agents in my company but turn over is a huge problem in our industry.

 

  

Posted by Dave about 12 years ago
Dave - Money matters to me, but so does having integrity and having time with my family.  I don't know what our statistics are with regard to agent turnover here in Texas, but I wouldn't be surprised if it is even higher than 25%.  You're right - you can't read a person's heart during an interview. 
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Wouldn't you love to just "smack" them!!
Posted by Dave from Fort Wayne, IN about 12 years ago
Jason, How many agents do you have?
Posted by Dave about 12 years ago
Jason, there is a difference between what a Broker looks at and what an agent looks for. We look for straight-forward agents and the agents look for training, opportunities, and commission splits.  It is that simple. If you offr enough, they will break their loyalty to their Broker.
Posted by Dave about 12 years ago

ERICA - That is sad, but not atypical.  That is one of the more difficult things to teach.  Thanks very much for commenting here.  I wish all of us were upfront and good communicators.

DAVE - We currently have about 20 agents, and about four more starting soon.  I have yet to lose anyone over a commission split, but I know that it could happen. 

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

I have been hiring agents for over 20 years & I've found that all of the traits that you mention are extremely important.   But, there is a spark that some people have that can't be identified and is best described as pure talent.   I've found that you can teach technical skills, scripts & methods and there will be still be people who can't fill out a contract and can sell ice to eskimos. 

If you find a person with all the good stuff you look for and the talent factor, hang on to your hat & enjoy the ride! 

Posted by Pat Emmett (Prudential Palms Realty) about 12 years ago
What a great post. And interesting comments as well. Thanks for the info.
Posted by Rolo Cuadrado (Colorado Mountain College) about 12 years ago
God bless Texas.
Posted by Alan Kirkpatrick, Alan in Austin (Austin Texas Homes) about 12 years ago

PAT - This is true to an extent, but someone with pure talent who can't fill out paperwork can also spell trouble.  We have had a couple of agents who were awesome salespeople, but we were constantly deflecting problems from clients because they messed up by being sloppy with disclosures, option checks, etc.  I agree that is can be exciting, but it can also be a pain if they are too loose with the rules.  Thanks very much for your comments!

ROLANDO - Thanks for your compliment - I have also enjoyed the comments here.  Glad you liked it, and I hope you find it somewhat helpful.

ALAN - Indeed.  Nothing else needs to be added to that.

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Everything you described is something I would look for in a professional in any other business, so why wouldn't it also apply in real estate? It does, and it's a good thing that's what you looked for otherwise you would have fired more than two agents in the past couple of years. Take care!
Posted by Jeffrey Malburg (RE/MAX Acclaim) about 12 years ago
Jason, don't rule out those of us that just moved to the area and have a smaller sphere of influence. I started my real estate career in an area I just moved into and knew no one. I have ended up with production awards every year after being rookie of the year. Your other qualities are right on!
Posted by Sharon Sapp, For Old Fashioned Service with Today's Results! (Century 21 Gold) about 12 years ago

JEFFREY - Thanks for your comments.  You're right - this is what you would prefer to see in any other business.  I think that may be part of the problem, and why I have seen so many Realtors who don't know what they are doing.  Many agents treat this business as a hobby, rather than a career.

SHARON - I wouldn't rule out a candidate if they didn't have an existing sphere (believe me), but they would need to have the other skills in place.  Thanks for taking a minute to comment on this!

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Jason, this is great information for consumers. I've been looking for a "How to interview a Realtor?" blog, and this is it.

As a home stager, I do have folks asking me for an agent referral. This gives me a great tool to guide me. Thanks. 

Posted by Sue Argue, NH Home Stager (Staged First Impressions) about 12 years ago
SUE - Thanks so much for your compliment, and I am excited that you will be using something I wrote to help others.  I appreciate the fact that you took a minute to tell me this.  You made my day!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Great list Jason!  This is a good post to bookmark for every broker. 
Posted by Lola Audu, Audu Real Estate~Grand Rapids, MI ~Welcome Home! (Lola Audu~Audu Real Estate~Grand Rapids, MI Real Estate) about 12 years ago

Jason:

 Check out www.realtyflex.net. We are looking to expand around the country. We look and act like a franchise, but we are not one. 

 Dave 

Posted by Dave about 12 years ago
LOLA - Thanks - I am glad you liked it.  I appreciate your comments here.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Super list! Our office is a bunch of characters for sure, but with a lot of what you said in your criteria. I hate stuffy offices! -Paul
Posted by Paul Viau, Nova Scotia Real Estate Blog + Photo Services (Nova Scotia Real Estate Blog) about 12 years ago

I actually think the list is fairly inclusive because what you are talking about are inherent personality traits.  You can't teach someone as an adult to have a likeable personality. At this age, either you have it or you don't. You can teach people the sales skills and knowledge they need to have in order to be successful in real estate.

Some people have natural charisma and a natural comfort with people.  You can't teach that, and there are some people in real estate that I wonder what they heck are they doing in a people oriented business.

Posted by Melina Tomson, Principal Broker/Owner, M.S. (Tomson Burnham, llc Licensed in the State of Oregon) about 12 years ago

PAUL - Thanks for the compliment.  Glad you liked it.  It sounds like you have a terrific office environment.  I agree with you - who wants stuffy?

MELINA - Thanks so much for your comments.  I completely agree with you - I would much rather have someone working for me who knew very little about "sales" but a whole lot about people.  You either have it or you don't.

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Hey Jason - I don't know if it's legal or ethical or whatever but I was having a discussion with one of our local board of REALTORS Directors last weekend at FAR.  He had picked up my Ipod and was looking through my downloads and I thought to myself, oh boy...all the skeletons are out of the closet now.  There's no better way to get a sense about somebody than to go through their song lists.  I would love to ask my next assistant if I could see their Ipod as part of the interivew process.  Are you going to be one of those whiney "Don't Know What You've Got Til It's Gone" kind of employees or are you going to be a "Taking Care Of Business" kind of employee?
Posted by Shannon Lefevre, Shannon Lefevre, PA Your Naples Smart Girl (John R. Wood Properties) about 12 years ago

Shannon - That is hilarious.  I would have to think about this to decide what song would best describe me in my career.  I know I wouldn't want my brokerage to have "Bad Company" as its theme song.  What songs would you use to describe the way you work (you can't use "Taking Care of Business" again)?

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
oh gosh I don't know...let me look at my Ipod.  I have a new theme song every week.  Ok not all time but this week's dedication goes out to kanye West and the song "Stronger" not so much for the unprofessional undertones but the part about What doesn't kill me can only make me stronger, I need you to hurry up now (buyers and sellers) cuz I can't wait much longer....I've never been a patient girl so that part is hitting home to me right now.  But if I had to pick just one it just might be "Right Now" by Van Halen...oh wait there's that impatience again...at least I'm consistent. So what's your personal theme song?
Posted by Shannon Lefevre, Shannon Lefevre, PA Your Naples Smart Girl (John R. Wood Properties) about 12 years ago

SHANNON - I gave this some thought, and one song got stuck in my head for some reason - "Don't Stop Believin'" by Journey.  Some of the lyrics are great, and the chorus is awesome.  As a side note, there are certain songs that always make me feel good when I hear them, like "Silly Love Songs" by Paul McCartney, and "Sailing" by Christopher Cross (reminds me of specific childhood stuff).  Another tune I can never hear without getting pumped is the "Rocky" theme with the trumpets.  Maybe I should make a post about this...

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Maybe you should, maybe I should...it's whatever you want the ideas I have keep coming thank God so get after it.
Posted by Shannon Lefevre, Shannon Lefevre, PA Your Naples Smart Girl (John R. Wood Properties) about 12 years ago
Great list and some good comments.  I have no desire to be a Broker/Manager, but if I were ,I would definitely use these tips. We have a good Broker and a good office.
Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) about 12 years ago
GITA - Thanks very much for reading and commenting.  Maybe I should add that to my list - "no desire to be a broker".  I have found that the agents we hired who mentioned wanting to run their own office eventually have been among the flakiest people we have worked with.  In fact, we fired one of them very quickly, and another one never got a sale under her belt before leaving the business altogether.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
This Mcblog seems to have Mclife of its own. It is still very McGood. The Thick skin one is the one that sticks out most I think when working with people. People can be very blunt. That is all I have to McSay.
Posted by Alan Kirkpatrick, Alan in Austin (Austin Texas Homes) about 12 years ago
McAlan - Thanks for your McComments.  I was hoping this one might hit the 100 mark. 
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Very good points.  I hope everyone gets a chance to read this one.
Posted by ... ... (...) about 12 years ago
Todd - I hope so, too!  I appreciate your comments.  Spread the word!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Wonder how many experienced/successful agents would meet your hiring criteria.  Interesting post.
Posted by Bill Gillhespy, Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos (16 Sunview Blvd) about 12 years ago

Jason, I am just now reading comments & responses & want to make sure that my comments about talent are clear.   Basic criteria for hiring is always honesty & integrity    If they are missing those basic traits they won't fit our team.   I'll help them learn the papework, etc. 

It's the combo of the basics & the talent that I love to watch develop & succeed.  

My original comment was kinda sparse.              Great reading in the post & comments.  

Posted by Pat Emmett (Prudential Palms Realty) about 12 years ago

Bill - I would imagine most of them would, at least based on the ones I have met.  Some of them are a bit humorless to deal with, though.

Pat - I agree with you.  Thanks for fleshing out your original comments.  By the way, yours is the 100th comment on this post.  I wish I had a prize to give...

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

This is a great snapshot of what to look for in an agent - and I found it at the perfect time because I will soon be faced with this task.  What I found most interesting is that when I first started in this business I don't think I would have had the qualities you were looking for - luckily with some good mentors, today I think I'd make the grade!

Posted by Yvonne Beal, Chatham County Real Estate Expert (Realty World Carolina Properties/NC Fine Living) about 12 years ago
Yvonne - I'm glad that you found it helpful, and I hope you are able to use it when the time comes.  If you ever have any questions that you think I could answer for you, don't hesitate to call or email me.  Thanks for your comments!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Jason,  You have a  HUGE "Subscribe To My Blog" button.  It must be part of that 'Everything's bigger in Texas" theme....of course that was said by a guy who didn't know what real estate prices in Naples were yet! :)
Posted by Shannon Lefevre, Shannon Lefevre, PA Your Naples Smart Girl (John R. Wood Properties) about 12 years ago
Shannon - Thanks for the easy setup, but I will take the high road.  I appreciate the comment/compliment?
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
One of the first thing I ask myself is...Would I buy from this person.
Posted by Membership Cancelled about 12 years ago
NATHAN - That is a VERY good way to approach this.  That really is the bottom line, isn't it?  Thanks for reading and for your comments!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Jason, they say that you can sell anything to a salesman. I'm pretty sure that is true. I'm really bad at interviewing potential employees. I can be "sold."

Would you consider coming out here to San Diego and doing my interviews?

Oh, but I like the prima donnas if they produce. All you gotta do is stroke them a little bit. It can be well worth it.

Bill Roberts

Posted by Bill Roberts, "Baby Boomer" Retirement Planner (Brooks and Dunphy Real Estate) about 12 years ago
BILL - I would be happy to fly to San Diego to conduct your interviews, if you will cover my hotel room and flight (I will cover incidentals).  :)  I haven't had any true prima donnas working for me, so I guess I can't speak to that.  Thanks very much for your comments!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Jason, great list. I found myself doing a self evaluation on each one. I would also add the ability to listen and interpret what is being said. I think Nathan summed it up best when he asks Would I buy from this person? If you can't imagine yourself comfortable with that, then you might not want them around.
Posted by Birmingham Alabama Real Estate, Stephen Wolfe (LivingInBirmingham.com) about 12 years ago
STEPHEN - Yes, this is certainly not an exhaustive list, but these are some of the top qualities that I look for when hiring.  The bottom line is, as you said, "Would I buy or sell a home with this person?"  Nothing is more important than that, but it's harder to define that as a specific quality - it really includes all of the reasons outlined here and in the comments.  Thanks for reading and commenting!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago
Wow Jason, you're not asking for much are you? :)  No really, I completely agree with you on your list here.  I would love to make that a prerequisite to entering our office. If only I could convince my broker to follow the same requirements.  He has asked me to help train newbies and me, I'm a poor judge of character.  I'll be the first to admit, I'll give my time, heart and soul to helping somebody become successful and then it comes back to bite.  And hard.  
Posted by Julie Neerings~Lifting Hearts ♥ Building Dreams~ (Agent Referral) about 12 years ago
JULIE - I have been bitten pretty hard recently!  I had an agent quit and she didn't even bother to meet with me face-to-face or call me.  It was a note on my desk with her key.  I guess I shouldn't be surprised - she went to work with her friend who did the same thing to me back in January.  I guess I do have some high standards now, but I am tiring of wasting time with people who are simply not suited to our industry. 
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 12 years ago

Don't know how I missed your first feature before, Jason.  This is a great piece.  Considering the fact that I am not a broker, and never have to look at an agent from your side of the table, this is an almost out of body experience.  Nothing like looking back at yourself through someone else's eyes.  I found myself assessing my own strengths and weaknesses based upon your criteria.  It comes as no surprise that our values seem to run parallel. 

I like being a simple agent, however.  I don't know that I would ever want the headaches associated with becoming a broker.  It's taxing enough to clean up your own messes, how do you have the energy to clean up everyone else's?

Posted by Paul Slaybaugh, Scottsdale, AZ Real Estate (Realty Executives) almost 12 years ago

PAUL - I would hazard a guess that most of my current readers have not seen this post before.  Thanks for taking time to check it out.  I am not at all surprised that our values are pretty much the same.  Good question - I really don't know how I find the energy to do this.  Sometimes, it can be a little bit rough.  Talk to you soon, buddy.

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) almost 12 years ago

Hi Jason, those are all essential for a successful sales person, no doubt. I get exposure to a lot of different agents buyer agents, listing agents, from different parts of town, different firms, different cultures, different designations etc.. It's interesting to see the difference in corporate culture as well. A KW agent may be more likely to be an education junkie, where an Exit or Sellstate agent may be more about recruiting to populate their downline. Obviously, that's not an absolute, nor is it t to say that one is likely to be a  better producer than the other, just that there seem to be marked differences in what people consider to be the formula for success.

That said, the agents who I think stand out and who customers seem to be more enthusiastic about are the ones who are passionate about the community, for the community's sake. For example, show me an agent who can rattle off how many homes are for sale in 5E, avg time on the market, what the average per sqft is for pre-remodel, post remodel, new construction, how many building permits were issued last month, the percentage of owner occupied to rental property, area school TAKS scores, morning commute situation, why last year the average appreciation was 24% and "oh by the way, Juan in a Million has THE BEST breakfast tacos!... You show me an agent like that, and I'll show you an agent who could make an out of towner feel more confident about relocating to Austin, or who could get into a random conversation on an airplane that turns a stranger into an investor client and one who's customers probably feel like (and tell all their friends) that it would be crazy to use anyone else.

Do what you love and the money will follow. Isn't that how the old saying goes? 

Posted by Tom Cunningham (Agent Support 360) almost 12 years ago
TOM - Thanks for your great comments, fellow Austinite!  I agree wholeheartedly with your assessment here.  Passion is equally important.  I guess I was trying to focus on the things that are easier to pick out during an interview with a potential agent for our company.  This is certainly not an exhaustive list of characteristics.  Thanks for taking time to read this one.  Have a great day!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) almost 12 years ago

Hey Jason:

 

I remember this it is a great post. Good to see it back at the top. Have a great week.

Posted by Alan Kirkpatrick, Alan in Austin (Austin Texas Homes) almost 12 years ago
Hey Alan - Yes, it was revived a few days ago.  I would like to talk to you soon.  I hope you're doing well.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) almost 12 years ago
Great blog!  Good Advice and I agree with everything you stated!
Posted by Scott Carson, The Note Guy (WeCloseNotes.com Inc) almost 12 years ago
SCOTT - Thanks for your compliments.  Much appreciated.  I am glad you liked it!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) almost 12 years ago
I agree about being somewhat thicked-skinned. Something I really should work on. It is quite thin right now. Jason, I totally enjoy your blogs even though I may not comment too much. Thanks for sharing this one. I see why it got a Gold star.
Posted by Loreena and Michael Yeo, Real Estate Agents (3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co.) almost 12 years ago
LOREENA - It is great to see you here in the comments, fellow Texan!  Being thick-skinned is something that didn't really come naturally for me, either.  It is something that I have developed over time in the real estate business.  I hope you feel comfortable commenting on more of my posts in the future.  Have a great week!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) almost 12 years ago

Interesting! I need to take note of this!

 

Posted by Kanni Jay (..) over 11 years ago
As you stated, I don't want to be best friends.  I just want them to feel comfortable with me and my services.  You have alot of great points in this and I enjoyed reading it.
Posted by Latonia Parks, Certified Military Relocation Expert (Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV) over 11 years ago

KANNIKA - Glad to see that you liked this one.  It was my very first "featured" post on Active Rain back in August.  Welcome!

LATONIA - Thanks for your remarks.  I will always be proud of this one, as it was the first time I ever got featured here.  I am so happy that you enjoyed it.

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) over 11 years ago
I think compassion goes a long way, as well as sense of humour. And then there's drive, determination, discipline and attitude. But I think you've nailed it!
Posted by Garreth Wilcock, Homes at Mueller (Sherlock Homes Austin) over 11 years ago
GARRETH - I agree with you.  Thanks for checking this one out!  Have a great week -
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) over 11 years ago
DAVE - Thanks!  I wrote this one almost seven months ago - it was my very first "featured" post on AR.  Have a great week!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) over 11 years ago
Patience. You need lots of patience.
Posted by Cheri Smith, Realtor Prudential Gary Greene (Prudential Gary Greene, Cypress TX) over 11 years ago
CHERI - Yes, this is another great addition to the list.  However, I have had a couple of highly productive agents who weren't particularly patient.  They were very driven and almost couldn't sit still (maybe ADHD?).  In those cases, I got to be the patient one for them.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) over 11 years ago
This is a lot of information to absorb.  I will keep it top of mind.  Great post!
Posted by Paul Slaybaugh, Scottsdale, AZ Real Estate (Realty Executives) over 11 years ago
PAUL - Thanks!  I hope it comes in handy for you.
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) over 11 years ago
  This is good info...and pretty dead on...I am a Principal Broker and I find most all these traits and characteristics to be extremely valuable in our business.   Thanks.
Posted by Doug Fritchie (DOUG FRITCHIE-Silver Legacy Properties,Inc.) over 11 years ago
DOUG - Thanks for your input.  I'm glad you liked it!  Have a great week!
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) over 11 years ago
Okay, I'm not as thick skinned as you would like.  I guess I'll halt the move to Austin and stay here in Winchester!  I can handle rejection most days, but sometimes it really p's me off!  Other times, it just makes me work haaaarder!  :-) 
Posted by Natalie Langford, Winchester, VA Real Estate (Realty Negotiations) over 11 years ago
NAT - How in the heck did you unearth this one?  This was my VERY FIRST featured post, from last August.  I would hire you in a heartbeat.  When can you start?
Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) over 11 years ago

Thanks for the post. I am new to AR and looking for fresh ideas on recruiting. I have hired and interviewed in former jobs and have always seemed to do well at it..but RE, with it's "independent agent/business" nature seems to be a bit different. Anyway thanks for giving me some things to think on as I go forward.

Posted by Karen Cheek (United Country Real Estate) over 11 years ago

I am the office manager for a real estate office of over 60 agents - and all of what you are saying is true! We look for the same characteristics in our agents!

Have a great weekend!

Posted by Justin & Katie Keisler (Realty Executives of Hickory) over 11 years ago

Well i picture myself sitting across fom you. I believe i have all those characteristics mentioned above. Do i need fine tuning at times? Yes we all do. Great list. Companies should read this because some of the people i've faced across the table are frightening.

Posted by Robert L. Brown, Grand Rapids Real Estate Bellabay Realty, West Mic (www.mrbrownsellsgr.com) over 11 years ago

A Great Post, I would also add a key element: "Not taking it all too seriously".

Posted by Jim Curry (Long & Foster) about 11 years ago

Friendly, sense of humor, intelligent, confident, wiling to work hard, honesty and integrity.  I'm in to reading older posts tonight; your criteria for choosing agents is right-on.  You need all those things and sometimes, it doesn't hurt to be really well connected in the corporate world.  Some of my good friends are and they have really done well in real estate.  I do good too, but when you are divorced you have 1/2 the sphere of influence couples have.  That can sometimes be a hinderance, but has never stopped me from making a good living. 

 

Posted by Sheila Reeves (Allen Tate Realtors) about 11 years ago

Thank you for this post.  Although I am new to the business and new to AR, I have been in the retail business serving the public for over 25 years.  Reading your blog reminds me of what I need to do in order to be successful in real estate.  For me, the hardest thing to do are the calling sessions; I guess for the fear of rejection.  I know I have to thick skinned and optimistic in order to succeed.  

Posted by Emily Lim (Weichert Realtors/Referral Specialist) about 11 years ago

Emily - I have never really advocated calling sessions, unless you are calling "warm" leads, but you do need to be able to handle rejection in order to persevere and make it in real estate.  Thanks so much for reviving this old post of mine, which just turned a year old this week.

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) about 11 years ago

Joshua, that's really true what you said about having to put up with agents sometimes to get your number up. I admit it has been tough for me to have to deal with divas and big egos. I tend to hire nice, laid back agents myself.

Posted by Abacus Properties, Inc. DBA Apple Dream Homes (Abacus Properties Inc.) about 11 years ago

Sound off!   What other qualities does it take to make it in this unique business?

Hi Jason,

That's an outstanding list.  One other characteristic that I've noticed in my top producing clients is enthusiasm.  They are enthusiastic about their careers, their families, their brokerages and also enthusiastic about the cities they service.  After reading many of your posts, I can see you're enthusiastic too.

It's true.  Enthusiasm sells!

Respectfully,

Bruce

Posted by Not Yet Licensed about 11 years ago

Great post!  A handful of valuable things to keep focused on when entertaining the idea of bringing on a new agent.  Not possessing some or all of these traits should definitely put up a warning sign.  Especially when in a lot of cases the first meeting is going to be as good as it gets.  Have a great day!

Leanna Watson

Posted by Leanna Watson (WEICHERT,REALTORS-Watson& Associates) about 11 years ago

Interesting post...a lot of the brokers in my area seem to hire anyone and everyone without such discrimination in their choices...i was pleased to see though that my broker recently fired someone who appeared to be not trustworthy based on their actions....

Posted by Sonja Adams (Samson Proprties) about 11 years ago

Wow! As a new agent I am glad to see why my Broker says he has confidence in me and my abilities. I always wondered what window was he looking through? This helps me to see more clearly.

Posted by Rosland Norris, Norris & Norris Properties, LLC. (Norris & Norris Properties, LLC.) about 11 years ago

These all seem to be great tips of what an agent can expect to find in the world of real estate, thank you for the great information.

Posted by asd asdasd (asdasd) almost 11 years ago

Jason:  I think you nailed all the qualities that make a good agent.  The thick skin in particular.  Too many of our new agents have such thin skin they don't even try if there is a chance they will be rejected.

Posted by Chris Ann Cleland, Associate Broker, Bristow, VA (Long and Foster REALTORS®, Gainesville, VA) almost 11 years ago

Some very good points.

Most brokers give the agent the test.  The mirrow test that is.  Put a mirrow under the agents nose and if they cloud the mirrow they are hired.

Posted by Richard Weeks, REALTOR®, Broker almost 11 years ago

Jason: No wonder this was a featured post. It really sums up what are great characteristics for being in the real estate biz and gtting along in an office.

Posted by Kelly Willey, Short Sale Agent - Harford County Maryland Real Estate (Long and Foster BEL AIR MARYLAND) almost 11 years ago

Great post Jason! They are all good tips...but the "desire to work hard" .... goal setting is important! I had been selling Real Estate for 11 years and have recently taken and passed my Brokers license exam. I am now working in one of our offices as a branch manager. I can say that in my real estate selling career, I have always surrounded myself with wonderful buyers and sellers to work with. I plan on doing that with my agents too!

Posted by Barb Averell, Associate Broker (ReMax Real Estate Solutions) almost 11 years ago

What makes a great Realtor?  Is it a hard-core pushy salesperson?  Probably not.

Hey Jason,

After hanging around AR for a few months, I'm starting to think that being an effective blogger is going to be added to your list at some point in the future.  :)

Posted by Not Yet Licensed almost 11 years ago

I thought what you said was right on target.  I have met a lot of agents and have wondered why did these people use this agent?  They are so arrogant - but maybe they think that is confidence??  They never return any calls and they just don't really know or care about what they are doing.  I used to take this personally and say to myself I am not like that I am not going to succeed in this business.  Now I think a lot of people just call the person on the sign and they don't really care.  If it goes bad they just never call that realtor back.

Posted by Norma Crouse, Norma Crouse (HER Realtors) almost 11 years ago

Great traits to look for when selecting an agent to work for your company.  Most brokers put a mirrow under their nose and if they can fog the mirrow they are hired.

Posted by Richard Weeks, REALTOR®, Broker almost 11 years ago

I know this sounds stupid, but, former HS baseball players seem to make great employees.  (I'm talking males here).  I don't understand the logic, but it works.  I've had up to 120 employees at one time and have been hiring for 28 years, and this seems to be the one constant.  Strange but true.

Posted by Kent Anderson, from Schweitzer to the Lake (Coldwell Banker Realty-Schweitzer Mountain, Sandpoint, Idaho) almost 11 years ago

Do they answer their phone? Do they return phone and email messages promptly? These are two of my pet peaves with agents.

Posted by Kelsey Barklow, 423/948-9154 (Hurd Realty) almost 11 years ago

Dear Jason,

I am feel blessed that I am working for a great broker in Real Estate.

I would say in today's world loyalty appears to be fading...

Posted by Laura Higgins (ERA Advantage Realty) almost 11 years ago

Do they show up at any time OTHER THAN sales meetings??  

Posted by Chad & Sara Huebener (Edina Realty) over 10 years ago

Well, this is one topic that should go on forever!  I've found that teachers and nurses have a good background for real estate.   Maybe it's patience and tolerance mixed with reliability and all the other good stuff.

 

Posted by Pat Emmett almost 10 years ago

What is this message from "Kevin" doing here?

Posted by Pat Emmett almost 10 years ago

What is this message from "Kevin" doing here?

Posted by Pat Emmett almost 10 years ago

Pat - It's not there anymore. :-)

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) almost 10 years ago

I believe, if you are honest, hard working and approachable, you will do well.

Posted by Dean Bergstrom, Broker of Record (Bergstrom Realty Inc., Brokerage) almost 10 years ago

I think if you are doing your job proffesionaly money always follow, so I never think about money when I deal with a client. i love how you evaluate the agents. Atlanta Real Estate Agent

Posted by Johnny Sabic, Atlanta Real Estate (www.atlantamyhome.com) over 9 years ago

I totally agree with whom ever chose your post for a feature. It is well thought out and sincere.  The number of comments doesn't hurt either.  Great Job Jason!

Posted by Evelyn Johnston, The People You Know, Like and Trust! (Friends & Neighbors Real Estate) almost 9 years ago

Jason,

4 years of comments. Great testimony to an interesting blog. Your made good points. A good sense of humor has help me also in some uncomfortable situations

thanks Mark

Posted by Mark Artesani, Huntington & Newport Beach, Fountain Valley Homes (Keller Williams Realty) over 8 years ago

Thank you for sharing your blog; we need Real estate Professionals to share their comments and information regarding their markets and experiences. 

Posted by Mike Crosby, Placentia- Yorba Linda Real Estate - 714-742-2897 (Mike Crosby Realty) over 6 years ago

Thank you, we are recruiting new agent and i will make sure that we consider each of the comments on your post.

Posted by Anonymous over 6 years ago

Participate