There are many hiring managers in the real estate industry who started out as great real estate agents.

Today, I’d like to share an interesting story from Rich Millington at FeverBee.

He recently summarized his experience of working with two different types of real estate agents:

My wife and I have been looking at apartments in London.

We’ve noticed there are two types of estate agents.

The first type will explain the size of the rooms, the facilities in the building, the distance to the nearest metro station, council tax bands, appliances, and highlight the key features of the property.

They stress how the features of this property are better than others.

The second type will wait and see what catches our eye. Then they tell stories based upon our passion. If we express interest in the modern kitchen, they will explain the quality of the furnishings, the rare design used, and how it will be different to other kitchens.

If we’re passionate about the view, they will talk about how far you can see on a (rare) sunny day, how it feels to have a coffee in the morning and they explain the history of the area below – pointing out where landmarks used to be.

Which do you think is most persuasive?

Adjusting Your Recruiting Focus

As a real estate professional, it’s obvious the second approach will be more effective.

But, it’s remarkable how many hiring managers forget what they learned as agents when they start doing interviews!

What persuades buyers and sellers persuades candidates too.

In both arenas, they’re just normal people who are trying to make a big decision in their lives.

They want you to notice what they care about, and to facilitate a connection to their personal realities.

Rich later reports back on the apartment they found:

We got a great apartment, it overlooks the port from where English colonists set sail for America…

Here’s to more “great endings” as you do the persusive work of recruiting.

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