The most effective real estate hiring managers operate like farmers.
They view the recruiting process as an exercise in planting, nurturing, and eventually harvesting.
While it may seem obvious that the first interview is the planting stage, many hiring managers think they’re harvesting when they initially meet face-to-face with a prospect.
These false expectations cause frustration on both sides.
Prospect:Â I wanted to explore some new options, but my interview felt like a time-share sales pitch!
Hiring Manager: These candidates just don’t get it—my office is the best possible option in the marketplace. Why can’t they see that?!
Some of this frustration can be avoided by conducting thoughtful interviews, but the real progress is realized by viewing the post-interview follow-up from this new perspective.
Post-interview follow-up means educating a candidate over time for the purpose of making what is obvious to you (you’re their best option) obvious to them.
The best recruiting outcomes happen when candidates recruit themselves by discovering (with a little help from you) a new reality that was not initially visible.
