_________________________________________________________________________ Name

My file on

Home of unlimited opportunity.

You’ll find that this workbook, when used consistently, will be an invaluable tool for

gathering and recording both hard data and a personal story. Its questions will help you

convince the prospective agent of your interest, while the background knowledge you

gain will be a valuable resource for assessing and responding to the agent’s needs and

wants. When you speak with him or her, it will help you understand which key areas of

concentration or opportunity to emphasize.

The more you learn about someone, the easier it will become for you to establish a

relationship and – using a customized Recruitment Portfolio – focus on the areas of most

interest to the prospective candidate.

Candidate’s Contact Information:

Name: __________________________________________________

Address: _________________________________________________

Phone: __________________________________________________

Cell: ____________________________________________________

Email: __________________________________________________

Successfully recruiting an experienced agent begins with identifying their

needs and wants.

Manager’s Checklist

1. Photo of agent (from business card, web page, newspaper, etc.)

• Current Company: ____________________________

2. MLS information: (taken from Real Data Strategies or MLS)

• # Listings: ____________ • # Sales: ________________ • Average sale price: ______________

• Office Per License Productivity: ________________

• Marketing area served:

3. Comments (positive feedback you’ve heard about the agent from other associates, managers, clients, etc; look for

ways to compliment them to initiate the conversation)

4. Observations you’ve made about them/other areas that you can compliment them on (recent open house,

their web page, etc.)

5. Log hot buttons or weaknesses with current company. (Market share, image, average sales price, etc.)

Gather these items before the first meeting:

Rollup - Top 2 Questions in Each CategoryThere are seven categories of questions to use with recruits. Based on Sales Manager input, the most popular

under each category are listed below. Select those questions that will help you in the meetings you have with

recruits. Depending upon the situation, you may use different questions.

1. Connecting Personally:

• How did you get started?

• What do you like best about working for your organization?

2. Business Information:

• Tell me about your personal goals for the next year. For the next 5 years?

• What attracted you to the real estate profession?

3. Holding Effective First Meetings:

• You came to our meeting today with a certain expectation, what were you hoping would be the outcome?

• What would be useful for you to know about our firm?

• What prompted your interest in our meeting?

4. Understanding the Other Person’s Agenda:

• What are the most important things you’d like to accomplish this year?

• If you had a couple of extra hours in the week, what would you spend them on?

5. Understanding Aspirations and Goals:

• As you think about the future of your business, what are you most excited about?

• As you think about the future of your business, what are you most worried about?

6. Developing a Need:

• What do you see as a weakness in your business plan?

• If you could get 10 more units within a year, how would that impact your business?

7. Empathizing with Others:

• What are you thinking of doing? Or, what do you think your options are?

• I had a very similar experience. Can I share it with you?

Connecting PersonallyChoose 2-3 questions from this section

1. How did you get started?

2. Why do you do what you do?

3. What are your hobbies and interests?

4. What are your favorite places to visit?

5. Tell me about your educational background.

6. What would you like to be remembered for?

7. What has been your greatest accomplishment?

8. What has brought you the most fulfillment in your life?

9. What was the happiest day of your life?

10. What do you wish your younger self had known about (success, relationships, etc.) that you know today?

11. Can you tell me something about your own career and how you got to your current position?

During first meeting, confirm contact information, exchange business cards, ask for resume. Position the

conversation as, “I’d like to get to know you (a little better)”.

Connecting Personally

12. What do you like best about working for your organization?

13. In terms of your own effectiveness and how you spend your time, what would you like to do less of, and on

which activities do you want to spend more time?

14. When you’re not shaking things up here at work, how do you spend your free time?

15. What do you think about (a current event, the election results, or anything else)?

16. Who have been influential role models or mentors to you?

17. Where did you grow up? What was that like?

18. What are your parents like? What did you learn from them?

19. What’s the most memorable book (movie, concert, etc.) you ever read?

20. Do you think you are an extrovert or an introvert? Why do you say that?

21. In thinking about email, the telephone, written correspondence, face-to-face meetings, social media

and so on - how would you describe your communication style and preferences?

22. I don’t know much about your early career - can you tell me about what you did during the first five years or so?

23. How did you get your start?

Business InformationChoose 2-3 questions from this section

1. Have you always been in real estate? What is your prior work experience? How many years have you

been in the business?

2. How do you get business (working with buyers, sellers?)

• What sales activities do you engage in?

• How do you prospect?

3. What are some of your accomplishments in your prior career?

4. What attracted you to the real estate profession?

5. What attracted you to your current company?

6. What is your perception of Weichert®?

7. What are your greatest strengths?

8. Tell me about your personal goals for the next year. For the next 5 years?

9. How important is education and training to your business? What areas would you like more training in?

Business Information

10. Do you feel open houses play a role in your success?

11. What resources are made available to you for open houses?

12. Have you ever heard of Weichert’s fully customized listing presentation? Does your company offer

something similar to that? Does your company provide it for you when you go on a listing?

13. Do you use a fully automated farming program?

14. Is there a company-paid just listed/just sold program? How many cards are provided?

15. What kind of support do you receive from your company to assist your clients with all the steps

involved in the buying and selling process?

16. What kind of lead generation support through the Internet is made available to you? What kind of results

have you personally seen from that?

17. What information does your company Intranet site provide (online training, Do Call list,

business email account)?

1. You came to our meeting today with a certain expectation, what were you hoping would be the outcome?

2. From your perspective, what would be a valuable way for us to spend this time together?

3. What would be useful for you to know about our firm?

4. What prompted your interest in our meeting?

5. How is your organization reacting to….? A recent, important development in the real estate industry such as:

• Increase in short sales

• Lower sales prices

• Decreasing available inventory

6. Is there a particular competitor you admire?

7. Can you tell me what your biggest priorities are for this year?

8. What are your most significant opportunities for growth over the next several years?

9. What would your best customers say are the main reasons they do business with you?

10. Why do customers stay with you?

11. When customers complain, what do they say?

12. How have your customers’ expectations changed over the past five years?

13. How would you describe the biggest challenges facing your own customers?

14. From your perspective, given everything we’ve discussed, what would be a helpful follow-up to this meeting?

Holding Effective First MeetingsChoose 2-3 questions from this section

1. Let’s explore your business... What kinds of activities take up most of your time?

2. What’s important to you right now?

3. What are you most passionate about in your life right now?

4. What are the most important things you’d like to accomplish this year?

5. If you had a couple of extra hours in the week, what would you spend them on?

6. What are your favorite things you like to do when you’re not working?

Understanding the Other Person’s Agenda

Choose 2-3 questions from this section

1. Where will your future growth come from?

2. What would you say has contributed the most to your success?

3. You’ve already reached some important milestones and accomplished an enormous amount. Where do you go

from here in terms of future improvements in your business?

4. How much of your growth will come from existing customers versus new customers? What’s your thinking

behind that?

5. If you had additional resources, what aspects of your business would you invest them in?

6. Are there any things you need to de-emphasize or stop doing?

7. What more might you ask for if you were not afraid of getting “no” as an answer”?

8. How would you say your priorities have changed over time?

9. As you think about the future of your business, what are you most excited about?

10. As you think about the future of your business, what are you most worried about?

11. You’ve been very successful in your career. Is there something else you’d like to accomplish?

12. What are your dreams for the future?

Understanding Aspirations and GoalsChoose 2-3 questions from this section

1. What do you see as a weakness in your business plan?

2. How much do you think this is costing you?

3. What do you think it’s worth to fix this?

4. If you could get 10 more units within a year, how would that impact your business?

5. Why is this important to you right now?

6. Is this one of your top three or four priorities?

7. How much time do you personally devote to this issue?

8. Can you give me an example of that?

9. If you do not address this (problem/opportunity, etc.) how might your business be impacted?

10. What solutions have you already tried and how successful were they?

11. Is there anything I haven’t asked about that you think is relevant to understanding this issue?

Developing a NeedChoose 2-3 questions from this section

Empathizing with Others

These are some important words and phrases to use when empathizing with someone.

• Can you say more about that? What’s going on?

• What do you mean when you say you’re feeling…?

• Why do you think that happened?

• How did you feel about that?

• I’m trying to imagine what you’re feeling. (angry, embarrassed, proud)

• Was what happened difficult for you? I imagine it was challenging. (never be dismissive – take everything that’s

said seriously.)

• Do you feel that was the right thing to do? Or, do you think that was the right response? (Don’t judge. Judgment

stops empathy dead in its tracks. Ask the other persons what they think!)

• It seems like there are really two different issues going on here, is that right? Or, it seems like you feel stuck

between a rock and a hard place…is that right? (Paraphrase and affirm.)

• What are you thinking of doing? Or, what do you think your options are?

• I had a very similar experience. Can I share it with you?

Additional Notes

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Meetings / Discussions

©2012 Weichert, Realtors®. Weichert® is a federally registered trademark owned by Weichert Co. All other trademarks are the property of their respective owners. REALTOR® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics. Each WEICHERT® franchised office is independently owned and operated.

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