We at Tidemark have had the privilege of working with over 40 real estate companies, some of which have been with us for several years.  Guarantee Realty, of Fresno, California is among these companies.  Guarantee has consistently proven to be one of the best executing companies we have ever worked with.  They seem to, month in and month out, squeeze out some of the best efficiencies from the numbers we source for them.

Despite the fact that we have sourced approximately 950 total candidates to date this year for them, they have interviewed 232, and hired 48 new agents.  This means they have interviewed 25% of ALL candidates and hired 21% of those interviewed!

I asked the CEO of Guarantee, Scott Leonard, if I could spend some time asking his Manager of Agent Development, Andy Nazaroff, if he could share with me some of his secrets.  Here is Mr. Leonard's response:

"By all means, we would be most happy to participate.  I'll have Andy coordinate with you.  It's a very tough time in this real estate cycle.  We all need to help each other as much as we are able.  Sincerely, Scott."

I spoke at length with Andy earlier today.  In the next few blogs, I'll try to boil down what I gleaned regarding what Andy does that makes his process so successful.  Let me begin by saying that in speaking with Andy, what struck me first, was how easy he was to speak to.  Andy is the first contact for each of their candidates.  He calls them personally, and has a clear philosophy regarding how to approach the entire process.

Andy is mindful of changes that can be made and applies them as he goes.  Some techniques stay, and others go, but there is a consistent process with a personal flare.

Over the next few editions I'll share with you how Andy interacts with each candidate from his first question, through referral to licensing school.  I hope that we can begin an ongoing dialogue with all of you as a result.

Editor's Note:  This article was written by Dr. David Mashburn.  Dave is a Clinical and Consulting Psychologist, a Partner at Tidemark, Inc. and a regular contributor to WorkPuzzle.  Comments or questions are welcome.  If you're an email subscriber, reply to this WorkPuzzle email.  If you read the blog directly from the web, you can click the "comments" link below.