Agent Recruitment: How to Spot a Gem

Great explorers know how to find the hidden gems. As a broker, recruiting agents is much the same. How can you spot a gem from a fake? How do you sift through the sediment of a crowded industry to spot and attract gold?

It helps to look for certain qualities, much like a gem hunter digs through and filters the rocks in search of treasure. If you see these 6 qualities, you know you've found a gem:

1. Personable and genuine. Many lists about sales personalities identify charisma as a key quality. But charisma, a "compelling attractiveness or charm that can inspire devotion in others," can also turn some customers off. Seek a personable agent – someone with warmth who can make a genuine personal connection, not just a dazzling first impression.

2. Driven – with a fear of failure. Top agents have an achievement orientation and they like to see reward for their hard work. But you might be surprised to hear that their drive isn't JUST about achievement. According to Psychology Today, "apprehension about failing, and attempts to avoid failure, can drive the pursuit of success." It seems that for successful people, fear of failure is a motivator.

3. Strong(er) under pressure. Pressure contributes to the quality and clarity of a gem. A top recruit has this same ability to get stronger under pressure. If a prospect can share examples of how pressure motivated him, he might indeed be a gem.

4. Emotionally intelligent. The ability to recognize one's own emotions and those of others is an important quality in real estate sales. Johnson and Johnson found that in divisions around the world, those identified at mid-career as having high leadership potential were far stronger in emotional intelligence competencies than were their less-promising peers" (Emotional Intelligence, Daniel Goleman). Consider using this as a recruitment tool, or at least using emotional intelligence-focused questions during an interview.

5. Organized and attentive to detail. The wise comedian George Carlin once said "Electricity is really just organized lightning." A top agent knows that chaos needs to be tamed. She's attracted to chaos but can create order out of it, or use tools to her advantage so important deal-breaking details don't slip.

6. Ethical. An agent with a strong moral compass and an understanding of industry ethics will protect the brand and reputation you've worked hard to create.

Trust is crucial. No matter what the scenario, the client will always decide emotionally whether or not the sale will move forward and support that decision with logic. (EyesonSales)

There are tens of thousands of types of minerals and true gems are created under specific conditions. That's what makes them – and great recruits – so rare and infinitely valuable.

To view the original article, visit the Lone Wolf blog.