Real estate agents directly affect the bottom line and client satisfaction. Yet all too often, managers choose candidates who fall short of our expectations. Eighty-five years of scientific research show that simply reviewing resumes and conducting interviews are significantly less effective than using pre-employment assessments to predict job performance.
Scientific Evidence/Traits that Predict Sales Performance
In a study of real estate agent performance, Dr. Michael Crant found that experience, two personality traits, and situational judgment predict “the number of houses sold, the number of listings generated for the firm, and commission income.” Specifically, Crant suggests that agents with high initiative are more likely to “scour the classified advertisements of local papers for houses being offered for sale by owners and then solicit the owners to list their houses with the agent, carefully screen buyers to ensure that the agent works only with those ready and able to purchase a property, and may advertise their services in an effort to generate new listings and clients”. The Optimize Hire Assessment scores candidates on this key cluster of traits.
Results for Real Estate Agent Jobs
On average, Optimize Hire-endorsed employees generate more than 50 percent more revenue, receive higher customer service ratings, and are six times less likely to quit or be fired.
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