Recruiting Better Agents Starts with Research


Bernice Ross says an agent’s job description is short: “Generate leads, convert leads, close transactions” – and a lot can be discovered before an interview.

NEW YORK – Bernice Ross, president and CEO of BrokerageUP and, offered advice in a recent column for vetting top agent talent. Ross emphasizes steps a broker should take before a first interview.

She says preparation is key and starts with the creation of the job description, saying it should boil down to six words: “Generate leads, convert leads, close transactions.”

Prior to the interview, research the candidate. Look at how many listings the agent has taken in the last 12 months and whether they have a website. Read their social media posts and their customer reviews.

She also says brokers should ask their agents about the person. She also recommends asking a trusted member of staff call the prospective agent to inquire about a listing. The goal is to find out how they treat incoming buyer and seller calls from strangers, as well as how quickly they respond to inquiries.

During the interview, ask where they went to school, any previous jobs they may have held, and where they’ve worked since they became licensed. If all the prep work goes well, the first interview should be by phone and the second face-to-face in the office.

Finally, follow up appropriately once the interview process is finished.

Source: Inman (11/18/22) Ross, Bernice

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