When it comes to building a high-performing real estate team, the most important qualities I look for in a candidate are rarely found on a resume. I have hired hundreds of assistants, developing agents, franchisees, and independent agents over the years, and I can say with confidence that experience on paper does not always translate into success in the field.
Real estate is a results-driven business. You are dealing with people’s most valuable assets, often at highly emotional times in their lives. It takes more than technical knowledge to thrive in this industry. It takes hunger, purpose, and the ability to perform under pressure, and that is exactly what I assess when I meet someone new.
Commitment Without a Backup Plan
The first thing I assess is whether a candidate has a fallback plan. If someone is already thinking about an alternative career, they are unlikely to go the distance in real estate. I look for people who are fully committed. No plan B. This career requires consistency through good markets and bad. It demands belief in yourself when deals fall through and the phone stops ringing.
The ones who succeed are those who are all in. They must adopt the ‘burn the boats’ philosophy, i.e. remove all safety nets, eliminate any possibility of retreat and commit fully to their chosen path.
A Clear Purpose
I want to understand their motivation. A compelling purpose should be more than a rehearsed answer. It often includes a desire to create wealth, contribute to their community or team, and build a better future for their family. This sense of purpose often drives consistency and resilience.
Role Play Over Resumes
The third, and arguably most important step in my hiring process, is role play. I do not believe in theoretical interviews. If someone is applying for a role, I want to see them in action.
If I am hiring a prospector, I ask them to make ten calls in front of me. If they are applying for a sales manager role, we conduct a simulated recruitment meeting. For associate or co-agents, I want to see how they handle a buyer enquiry or respond to an email lead.
Role play reveals what a resume never can, how someone performs when it counts. Are they clear, confident, and proactive? Can they adapt quickly or think on their feet? That is what makes the difference when you are face to face with a client.
You should never have to guess whether someone is capable. You should see it for yourself in the room.
Hiring the right people is one of the most important things you will ever do as a leader in real estate. It sets the tone for your culture, your client experience, and your long-term growth.
Forget the CV. Look for commitment, purpose, and performance. The right people will not just say they are capable, they will show you.
By Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions