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Recruitment City Sales Style

Tuesday 20 March 2018, 2:43PM

By Beckie Wright

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As Scott Dunn of City Sales says, “The old school method of recruitment and training is long gone. At least it should be. Real Estate veterans tend to smirk a bit at this. I try to be polite when they tell me about how in ‘their day’ they were given a phone, a desk and a month. I try really hard, but let’s be honest, that’s just stupid.”

The world has changed a lot since the veterans were in charge. Real Estate brokers are expected not only to be master of their own domain, but offer expert advice around law, finance, investment, marketing, technology, renovation, design and more recently, video production. The onboarding process for new real estate agents needs a fresh approach, and forward thinking agencies have updated their induction systems to reflect this evolving required skillset. Those that haven’t will find it increasingly difficult to remain competitive.

The induction progress should begin long before day one and should continue long after the formal training is all wrapped up. At City Sales they are working on the set up well in advance, and though their formal training is complete by week four, the induction coaching process continues to run for 12 months. They say that, “Mistakes are you best friend, getting a ‘no’ is your motivation and physically putting yourself in the shoes of the buyer is some of the best training you can get. Applying the practicality of the profession to a robust training regime can take your new recruit from novice to super-star.”

City Sales take their agents on City Tours where different City precincts are explored, from the Viaduct Quarter to student accommodation to high turnover investor stock. They require their newest brokers to see, touch and experience the product before representing it. There’s little more embarrassing than not being able to work the magnetic entry gate on your first open home.

Regarding technology in the sale process, it’s really important to stress that technology alone won’t list and sell for you. Old-school skills and tactics have a home in real estate, and the best brokers are proficient in both. They also have a mentor. The mentor is not part of the management team and so offers impartiality, and City Sales often see their mentor pairings blossom into fantastic working relationships.

As Scott says, “You have to love this job to do well with it. And this has to be instilled from day one. How do you do this? Make it enjoyable. Real Estate is a people-focused business, so keep it people-friendly with pizza nights, vineyard lunches, fun incentives and plenty of opportunities to let your hair down to keep a happy, productive and loyal team. There are enough things to worry about without your team being one of them. Happy selling.”

For more information on real estate Auckland, Auckland property management and property management Auckland please go to www.citysales.co.nz .