Commercial Real Estate Agent – Staff Evaluation and Employment Interview

In commercial real estate agency today, in any given year, you will be seeking new staff to employ and also evaluating their relevance to the agency.  To assist in the process, you should have an evaluation system that allows you to understand the candidate, and the value that they can bring to your agency.

For this reason you should create a checklist to be used in an employment interview.  It should also be said that you should have two or three interviews with the ‘short listed’ candidate to ensure that all of your observations are understood and confirmed.  In each meeting bring a further person from your existing staff into the interview so that they may give you extra comments and observations from the meeting.

Here are some evaluation processes and questions that can help your employment interview in commercial real estate today.

  1. Get detail from the candidate as to what they have done in the industry and where that occurred.  Check out the information they provide to you.  Ultimately you need to know that the candidate is suitably skilled and professional in their business activities.
  2. Talk to previous employers to understand the way in which the candidate operates at a professional and business level.  In most cases you should be talking to two separate employers.
  3. Get details of the successes that the person has achieved and can prove to you are relevant to your industry and location today.  The role of an agent or salesperson in commercial real estate today is quite complex.  They are required to undertake specific tasks related to prospecting, presenting and pitching, inspecting, qualifying, negotiating, and documentation.  Each facet of the job has specific disciplines.  Make sure that your candidate qualifies in all respects.
  4. Always talk to referees provided by the person.  Those referees should be unrelated and preferably from a business environment and workplace.  Get to the real truth of employment.
  5. If you don’t feel 100% regards a particular person in the interview, then there is something that is wrong and you simply need more time to understand what that is.  It is better to take time in your decision than to step into a new employment arrangement was someone that is not totally correct for the role.
  6. Today a salesperson or an agent in commercial real estate must bring considerable technology and computer skills to the task.  They must be prepared to undertake personal administrative work using computers and technology.  Ensure that the person is comfortable with this process and can prove to you that they understand computer usage and also software applications.
  7. Your sales team will be supported by administrative staff.  That administrative process and backup will differ based on how you want to run the agency.  It should be said that the administrative process and backup system will cost money and that cost recovery should occur from commissions and or a particular desk fee that applies to each agent and salesperson.

Here are some questions that you can put to the person under interview circumstances.

  • What is the most frustrating thing about commercial real estate today and how would you handle that?
  • How do you handle the paperwork part of the business and what systems do you use to support that?
  • What do you enjoy about the commercial real estate business today?
  • Why do you want to be employed in commercial real estate and most particularly in this agency?
  • What do you know about our business?  They should be able to show that they have researched your business prior to the interview.
  • How do you prospect for new business, and what are your processes and systems of support?
  • Tell me about the database and the customer base that you established in your previous place of employment.
  • What do you believe are your most relevant skills that you bring to this agency?
  • Tell me how you work within a team, and how you would improve the team and its interaction with you.
  • If you could describe yourself in two or three sentences, what would that be?
  • What are your most significant challenges as a professional salesperson?  How would you improve on these challenges to resolve them and build your future business?
  • Where do you see your career heading in commercial real estate today and over the next five years?
  • Why should I employ you?
  • What do you know about commercial real estate? Tell me more about that.

So these are very tough questions for some people to address.  That being said, commercial real estate is a tough industry and requires tough people that can handle difficult questions.  Formulate a questionnaire based on these questions and others that can help you fully qualify the candidate for employment in your agency.

Get more tips on employing Commercial Real Estate Agents in our Newsletter right here.