In WorkPuzzle, we often discuss what should be done during an interview.  Today, we’re going to consider what shouldn’t happen.

More specifically, there are some questions you generally shouldn’t answer during the first interview with a new-to real estate candidate.

For example, here are a few common questions that should not be answered during a first interview:

How much money does a real estate agent make in your company?

How does a real estate agent get paid?

How does  “full-commission” differ from a salary or hourly wage?

Don’t get me wrong.  These are all legitimate questions that need to be addressed.  They just don’t need to be answered by you—especially during the first interview.

Why?  Because these questions are so common an experienced interviewer can easily anticipate them.  In turn, answers can be prepared (in written form) and handed to the candidate when the question is asked.

Point2, a real estate industry marketing firm, recently developed a great info graphic that answers all three of these questions in a colorful and interesting manner:

Doing something this complex and aesthetically pleasing may be something your company has the capacity to develop and maintain.  If so, that’s great.  It’s a worthy investment of your time and resources to answer the common questions that candidates ponder.

If you don’t have this capacity—don’t worry about it.   It’s perfectly acceptable to give a candidate a white sheet of paper with a common question at the top and some bullet points and thoughtful narrative answering the question.

Answering the same common questions interview after interview is not the best use of your time.  This is especially true if the answer requires you to take 15 minutes on a white board mapping out how commission splits work!

Here’s a better way.

Candidate: “How does full commission pay work, anyway?”

Hiring Manager:  “That’s a great question.  It’s certainly important you know how you’re going to make money in this business!  I’ve prepared a little write-up on this topic.  Spend some time reading through this after we’re done here today, and let me know if you have any questions.   Now, back to what you mentioned about your desire to get back in the workforce after being away for a while.  What’s driving you to consider this now?…”

Bottom line:  Great hiring managers know that successful interviews happen when the candidate does most of the talking.  Getting an individual to express their unique pain and seeing how working as an agent will solve his/her problem is what causes people to engage.  Long-winded answers to common questions will wreck your interviews.

This article was written by Ben Hess. Ben is the Founding Partner and Managing Director of Tidemark, Inc. and a regular contributor to WorkPuzzle.