Hiring the wrong inside sales agent can ruin any momentum your real estate business has. Use any of these four personality assessments to ensure you hire someone who can make you money and save your time!
If you’re looking for an ISA to take on your real estate business’s prospecting, qualifying, and nurturing, the goal is to save more time and close more deals.
Hiring the wrong ISA will waste your time and cost you closings you would’ve nailed.
As frustrating as your current bottleneck may be, too many real estate agents hire the first young gun they meet and pay for it later. Literally.
You may feel spread a mile wide with potential clients to meet, deals to sign, AND homeowner prospects to develop, but frantically bringing an ISA onto your team isn’t the solution. Getting to this point in your real estate career takes a lot of hard work, and we don’t want you to flush it down the drain because you create an ISA nightmare.
Instead of using your gut to evaluate a potential ISA, or worse, hiring the first person you meet, why not leverage a personality assessment to make a sound decision?
You already know what it takes to cold call homeowners and nurture them into clients ready to sell. You also know the personality types you want to work with and DON’T want to work with. These personality tests will help you analyze a potential ISA’s character and ensure you hire someone who aligns with the results you need from an inside sales agent --- helping you get a quality return from your investment of time and money.
Fortune 500 companies and small businesses alike have trusted the DiSC assessment for decades.
D(dominance), i(influential), S(steadiness), and C(conscientiousness) are phenomenal indicators of the type of output you’ll get from an inside sales agent.
A person who scores high on the dominant side will have no issue making 100 cold calls a day, setting as many appointments as possible, and meeting deadlines. They’re a workhorse with an engine fueled by competition.
On the other end of the spectrum, someone scoring high on conscientiousness will work way slower and deliver fewer leads BUT with higher quality. They’re meticulous and precise.
The Myers-Briggs personality indicator breaks into 16 possible types, a combination of Extroversion or Introversion (E or I), Sensing or Intuition (S or N), Thinking or Feeling (T or F), and Judging or Perceiving (T or P).
For example, most successful real estate agents test out as ENTP personality types because they’re results-driven go-getters with a knack for combing intuition with logic. If you’re looking to hire an ISA who can grow into a full-time real estate sales agent, a fellow ENTP is your best bet!
However, if you’re looking for an organized person who will keep you on track with the dozens of spinning plates you have going, an ENFJ or INFJ type will be a better fit. Instead of looking for a growth track to being an agent, these types are more likely to develop bullet-proof processes for your prospecting and list building.
The Clifton Strengthsfinder Test is another tried and true assessment used by hundreds of major corporations and small businesses.
The test provides your top 5 strengths, with advice on how to leverage each one for maximum success in your career and optimal productivity on a day-to-day basis. Before hiring an ISA, study each Strengthfinder result and decide which 5 to 10 strengths you’d prefer in the person you’ve entrusted to help grow your business.
Since inside sales agents are constantly talking to strangers, trying to create warm leads, and thinking through the best ways to qualify those leads, the strengths you’ll want to see in their top 5 are:
Activator
Strategic
Relator
Developer
Positivity
Communication
Discipline
Achiever
Consistency
Analytical
Any combo of these ten will yield a list-building machine!
Enneagram assessments are new to the corporate scene but provide incredible insights into who a person is, what motivates them, and crucial tools for communication as their “boss.”
The Enneagram breaks people into one of nine potential archetypes: Perfectionist, Giver, Achiever, Individualist, Investigator, Loyalist, Enthusiast, Challenger, and Peacemaker.
In general, a solid ISA who can smile and dial all day and grow into a promising agent in your brokerage will likely be a Perfectionist, an Achiever, or an Enthusiast. These three types tend to be results-driven, detail-oriented, and far more sociable.
However, if you’re looking for a more administrative style in your ISA, a Giver or a Loyalist will be a better fit. These two types tend to have a more service-oriented posture, and in business are often a leader’s “Number 2,” or trusted confidant.
As you can see, there are plenty of resources and assessments at your disposal when you begin looking for an ISA to join your real estate team. These four can help you develop a more thorough vetting process and ensure you don’t make two or three hiring mistakes before the right inside sales agent is in the seat.
And don’t forget, Phone Animal helps hundreds of agents across the country by providing the ISA for them. If you’re so pressed for time, you can’t fathom choosing any one of these assessments, creating a hiring funnel, and training a new ISA, don’t panic! Simple schedule a demo today to find out if Phone Animal’s services are what you need!
