Agent Recruitment: How to Spot a Gem

Great explorers know how to find the hidden gems. As a broker, recruiting agents is much the same. How can you spot a gem from a fake? How do you sift through the sediment of a crowded industry to spot and attract gold?

It helps to look for certain qualities, much like a gem hunter digs through and filters the rocks in search of treasure. If you see these 6 qualities, you know you've found a gem:

1. Personable and genuine. Many lists about sales personalities identify charisma as a key quality. But charisma, a "compelling attractiveness or charm that can inspire devotion in others," can also turn some customers off. Seek a personable agent – someone with warmth who can make a genuine personal connection, not just a dazzling first impression.

2. Driven – with a fear of failure. Top agents have an achievement orientation and they like to see reward for their hard work. But you might be surprised to hear that their drive isn't JUST about achievement. According to Psychology Today, "apprehension about failing, and attempts to avoid failure, can drive the pursuit of success." It seems that for successful people, fear of failure is a motivator.

3. Strong(er) under pressure. Pressure contributes to the quality and clarity of a gem. A top recruit has this same ability to get stronger under pressure. If a prospect can share examples of how pressure motivated him, he might indeed be a gem.