Written by Peter Tran

Listings are the lifeblood of any Real Estate business. No Listings, no sales, no business. 

There are two ways to attract listings into your business. The first is agency marketing which attracts incoming calls. The second is salespeople who are prepared to prospect in large amounts, effectively and consistently, to generate their own listings. 

When these two are aligned and working together, your agency will consistently list in high numbers, that translates to high profits. Both are in your control through strong leadership and management skills.  

A rigorous recruitment process ensures you find the right people who can and will prospect, whilst also eliminating the wrong people. The right salespeople, with the right goals, are always prepared to prospect. They are not afraid to go out there and look for new business – every day.

These winners have very specific traits. Learn to look for them in your interviewing process. DISC profiling provides a valuable insight into their intrinsic behavioural traits, helping to identify if they are suited to prospecting. To create a culture of prospecting you must have a clear vision of your values and behaviours expected around prospecting to determine if you and your candidate are a good fit for each other. These expected behaviours must be in alignment for both parties’ long-term success.

An effective recruitment process should include a trial before any job offer, providing you a snapshot of whether they are capable of prospecting, and what results they will achieve from it. Beneficially, a trial also gives the salesperson a taste of what lies ahead if they are to work with your agency.

Having the recruitment process right from the start is fundamental to creating a prospecting culture for all your future winning salespeople. Initially creating the right foundations facilitates a higher peak. To reach that peak in any real estate business entails a culture centred around prospecting for listings.