The Most Important Step When Hiring Buyer Agents


I want to unpack for you guys what our process looks like. You have to have a process work. Open up a sheet of paper and take notes while I’m doing this. You have to create your own process when hiring buyer agents.

The first step to identifying buyer agents or admin to bring onto your team is to develop a set of core values that are true for you. I know some of you are going to blow this part off, and that’s a big, big mistake. I’ve done it in the past where I’ve just gone and copied someone’s core values. I copied Barbara Corcoran’s core values, I made core value based on The Traveler’s Gift. It seemed like a good idea at the time, but you have to identify your core values. You are who you are.

If you’re small, you don’t have anyone on your team that really represents who you want to be, then you have to base them on yourself or people you admire. When we did this for my coaching company, we were challenged to do this for people who didn’t even exist but who we really wanted to model our core values after. 

For us, our core values are: accountability, discipline, hustle, and hard work, and positive attitude. We lean into those three favorites: accountability, hustle, and hard work. When we interview, we ask about accountability, discipline, hustle, and hard work. 

People say they want accountability, but very few - when we tell everyone that we prospect from 8 a.m. to 11 a.m. five days a week, we lose about 75% of people that we’re on the phone with, right, with that statement. Basically, the reason we can guarantee our agents success on our team is we embrace accountability and discipline, period. 

We want to achieve. We hustle and work hard. 90% of the population does not hustle and work hard. So your core values are there to exclude people from your world. You can’t - you cannot - get around that. Okay?

Make sure instead of swiping this - don’t swipe my core values, because they may not be for you. If you don’t personally embrace accountability and discipline, if you don’t hustle and work hard (I doubt there’s anyone on this call), are optimistic and bring a positive outlook to work, make sure that these are your core values. The ones you generate are your core values.

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