Individuals with entrepreneurial tendencies usually make good real estate agents.

Yesterday, I identified four traits to help you quantify this nebulous idea.

With this information, the next step is to develop a set of open-ended interview questions designed to uncover these characteristics.

So how do you ask these questions?

Avoid questions like: Do you feel like you’re trustworthy?

It’s not open-ended and gives your agenda away by asking it this way.

Instead, use questions like:

Wow, in your current job you seem to have adapted to several challenging circumstances.

What are some other situations in your life where you have had to adapt quickly?

Once they share a couple stories (that you’ve guided them to share), you can close this portion of the dialog with a comment like this:

Based on what you shared, you seem to be a very adaptive person.

This is very interesting because most of our high-performing agents have this trait, as well.

Connecting their stories to the traits of your agents creates a perception of fit.

And this is the goal of every interview.