Hi,

I just wanted to get an idea of what to expect in terms of salesperson interviews. I already know what questions I need to ask, thanks to the help of this forum, but I just wanted to get a brief picture of the process and your story/experience.

1.) I'm just wondering about on what grounds will the broker not hire the prospective salesperson? Has anyone ever or known someone who has been rejected?

2.) Also, I am contemplating on what to wear. I was thinking of dress/khaki pants with a nice wrinkly shirt on top, tucked in of course. I've heard from posts on this forum that, technically, the brokers are interviewing you, not you interviewing them so I don't want to overdress.

3.) I also understand that some brokers provide training. Does this mean that, in normal operations, a new salesperson must complete this training before tackling their first transaction? Or is it sort of a "learn as it comes" thing?

4.) What sort of things should I watch out for and avoid? Are commission splits negotiable and if they are possible, should I do it (I'm fairly new)?

I'd love to hear past experiences.

Thanks.

Brokers may not want you if they don't want to train someone new, and this is actually nice, that they are honest about it up front.

Some brokers won't "hire" you (such a bad term) if you don't want to dance to their "I'm making you en employee" tune (i.e., if you don't want to commit to floor time, open houses, office meetings, etc....)

I think you should dress the way you would if you were taking out a rich client looking at exclusive homes - dress your best. But then again if the majority of your market is hunting cabins and farm lands, a pair of jeans and a nice polo shirt will do.

It is strongly recommended that you take whatever training there is offered and if you are new, you should definitely go with a broker who offers excellent training on EVERYTHING, not just lead conversion.

You should run if a broker tries to get you to sign a non-compete contract. Commission splits are negotiable like commissions, but many brokers won't vary from them - some will but many will not - kind of like when sellers ask us to lower our commision; we can, but we won't. LOL

You should ask what the commission split pays for . Two brokers may each offer you a 60/40 split, but one may offer you nothing in return for it while the other may offer you signs, free use of the office, lockboxes(all brokers in my area provide lock boxes though), offering discounted rates for services like enhanced listings on realtor.com, etc.

Thanks for the great tips.

Well, I'm pretty committed to doing anything if it gives me satisfactory rewards in the end, so I don't think that will be a problem.

I don't quite understand the commission commission process. So let's say that it is a 60/40 split. As an example, let's say I listed a house for $300,000 and another agent found a buyer and the commission agreement between the seller/me was 6% of the sale price. The total commission would be $18,000 with half ($9000) going towards me and the other half going towards the agent who found the buyer. And since the split is 60/40, I would keep 60% of the $9000 ($5400) and the broker would keep 40% of the $9000 ($3600). Is this correct?

Once we settle on a commission split, are salespeople generally allowed to negotiate later on a higher percentage due to their progress? Or is it all done before the broker hires the salesperson (a one-time thing)?

And one last question: do brokers generally give me a voided copy of the contract to take home for review and consideration as well as look over (for example, the non-compete clause)? Or is that not allowed?

Thanks.

You got it - though some brokers make it even more complicated by giving a sliding scale (increasing your commission split as your sales go up) or a higher cut if you sell an in house listing.

Everything is negotiable unless the broker tells you up front, this is it, and take it or leave it... and you should be allowed to review the contract (in my experience it's not been long or drawn out)

It''s a little odd to hear the word "Hire" used when you're talking about becoming an "Independent Contractor"; but I know what you mean. Seldom will you see Brokers advertising that they have an opening; so there isn't any rejection if they didn't solicit you. Could sound like an EEO situation. You will be the one soliciting them. On what "grounds" will you reject them ?

I was rejected. I had previously lived in the "Big" Cities doing Corporate Business, and only had a Hunting Lodge here in Vermont since the 1970s.

When I bought a Home up here to live in year round in the mid 1980s, I thought I might entertain myself by selling Real Estate. I got prepared to be Licensed and thought that the Agency through which I had bought this Home might be a good candidate as a place to hang my License. I was on friendly terms with quite a few of the people there (I thought) and it was close by (12 miles).

But this was 1988/89 and there then was a big Real Estate Crisis (S&L Banking Crisis) and the market was soft; so when the other Sales Staff saw me talking to the Principal Broker, they petitioned him NOT to bring anyone else on board. They felt that there wasn't enough business to go around. (I wonder what they think today ?)

John, the Principal Broker, let me down easy. He said (by phone) that he would have a rebellion on his hands if he brought me in. The other Brokers and SalesStaff did not want any more competition within the Office.

So I had to take my hat in hand and pick myself up and go up to another "Strange" competing Agency, and become competition from Outside the Office. Looking back I guess I was somewhat flattered to be seen as a threat; and I am the better off for it.

I suppose that "The Grounds" for not allowing me to affilliate with them were that they just didn't need any more Salespeople at that time. Those would probably be valid grounds today too. Good Luck.

Wow, okay. Now I'm a little worried.

No need to be worried. Most brokerages will accept you if you are breathing, have reliable transportation, and have a minimum i.q. of about 35.

Funny, there are a lot of agents who don't want to work at our office because we have "too many agents already." It's really a very myopic (that's the second time I've used that term today) viewpoint. Being part of the team here at my office is the greatest thing for me and my clients. I know that if I can't handle something someone at the office will do it for me, with a "pay it forward" attitude - we believe in "you scratch my back, I'll scratch yours."

There is no cut-throat competition here - we all try to help one another succeed - together we are strong.

This is probably why our brand new office (less than two years old) has climbed to the top of the sales charts for our area, out-selling agencies that have been here a LONG time before us. We have a team mentality and we want team players. Lone Rangers are free to go elsewhere..

Here's an example - yesterday I was showing property in a remote area where one of our agents happens to live. My buyer wanted to see if there were any more homes available that we hadn't seen. I called the agent, and she said that absolutely we could come by her house and use her computer to look up more homes. Wonderful - and some day, I hope to be able to return such a favor to her.

I have been recruited now by three other offices (one office is particularly persistent) but I'm staying right here - even if we take on a dozen more agents, I'm not going anywhere.

Sorry if that's very off topic, it's Dale's fault for bringing up the whole "Too many agents" thing.

Back to topic: Chances are, you will have no problem finding a brokerage to hang your license - the problem will be finding a brokerage that will train you and give you the support you need. Look for an office that has team spirit and team mentality - unless you really hate the idea of being helpful to others while they help you. LOL

There's an office in my area with a HUGE market share- I called them up as my first choice, and over the phone she told me they don't take newly licensed agents. Reason: they recently had to close down 2 of their 5 offices so many of those agents have come to this office, thus there isn't any room. When the market picks up again, things are likely to change. I can see this being the case at other companies as well, but you never know until you ask! There were plenty of other companies to choose from in my area.

Another reason that a brokerage might not "want" you is if you will be a part-time agent and they only like to have full-time agents. Understandable.

My interviews were so different- Some managers seemed more to be interviewing me, while others seemed to be trying to impress me with their office success, stats, etc. so I'd work for them. The ones that were 'interviewing' me just gave me a bad vibe. I think if a manager "wants" you and believes in you it will be a huge advantage- I always work better in this kind of setting.

I am a broker of a new, independent company, and yes, there are definately reasons I would not accept someone as an agent.
1) If they are going into this business solely to "get rich in real estate." that shows they haven't bothered researching and finding out what real estate is all about, and that just doesn'y fit in with my way of doing business or my motivation.
2) If they got sqirrely on questions where I thought they weren't being honest. Not only is representing your clients a fiduciary relationship, so is representing your broker. I have to truly feel I can trust those who will do business in my name.
3) If they worked for another broker before, I would be leary. I far prefer new agents who haven't been taught to "do anything for a sale" or that lying is okay as long as you don't get caught...

Dress should be business casual, in my opinion. Khakis and a decent polo or button-down shirt, tucked in, no tie. Dewrinkle your clothes, be clean and neat.

In my experience, when looking for a broker, I WAS the one doing the interviewing. Most brokers will take on most agents because they are likely to make some money before the agent gives up. I looked more for personality and training. I didn't want a big class with 50 other agents, I wanted a more learn-as-you go thing. Some formal training is great, but not always beneficial. One big company here sends all their newbies to franchise required training, then when they get back, on fire and ready to go because they learned so much, the broker tells them to forget what they learned because she won't do things like that... Training is only effective oif it is something that will actually be used. I would never prevent an agent from working transactions before training. I would supervise them more closely, but let them start making money and learning as soon as they can so they will be happier.

Commissions are, like almost everything else in real estate, negotiable. However, if the broker says you get, say 50%, take it or leave it, you may not be able to get better from them. Shop around and make it clear that you are looking. I have talked to about 12 newbie and wannabe agents, and I will be getting 3. the others either chose a different broker or I didn't offer them a position. Only 1 tried to negotiate (I am offering better than most in my area), and he wanted 80% right out of school. he's not one I chose, though it was more for the attitude that he was smarter than everyone else and deserved more money, and he is determined to be a millionaire in 3 years. I hope he makes it, but it'll have to be with someone who wants to have an agent telling 'em what to do. That isn't me!

Look out for a broker who tells you he doesn't need more "selling agents" but will take you as a "listing agent" only.
Don't tie your hands to doing half the job. Look out for a broker who does nothing but brag about how much they have sold or have quotas they expect you to meet. Look out for those who act like you are wasting their time because they may never be there to answer questions or deal with complications that arise. And if someone looks you up and down and wrinkles their nose like you're just not good enough for their office- run! That attitude isn't likely to go away...
Good luck, and remember to talk to some of the other agents already working for the broker and see what their attitude is about working there, and if you can get along with them, too.

Yeah, I do prefer working for a place that everyone gets along and helps one another. I don't want to have to deal with stares by other agents that I work with!

"I far prefer new agents who haven't been taught lying is okay as long as you don't get caught..."

Haha, okay then.

I, too, will be looking for a broker that can guide me through the process and offer some personal guidance. And, I too do not want to learn with a large group of new agents, I personally think that it will become intimidating.

"Khakis and a decent polo or button-down shirt, tucked in, no tie."

Why no tie? I think ties make me look more mature and taller.

For dress, it mostly depends on your location! At the office I worked at in West Hollywood/Beverly Hills obviously the dress was pretty nice esp. for an interview, definitely a suit for guys & gals. But that's not everywhere-- Think about the potential clients you'd be working with, and types of homes you'd be selling (200k or 2 mill?).

Personally I think polo shirts tucked in look dorky. (plus you'd never wear a tie with a polo I hope! LOL) A nice oxford shirt would look good, with or without a tie. If you're worried about looking mature, a tie will definitely help with that....either a tie with an oxford or a blazer with an oxford (with or without a tie) would make you look distinguished (at least around here where most folks wear t shirts and jeans- ...lol)

MOst of the guy agents around here dress "office casual."

My current office I met with the owner in jeans and a T-shirt. I was on my way to show REO properties and he was forwarned about my attire. Basically my numbers spoke for me, so he overlooked my dress code. It still floors him everytime I grace his presence with a tie.

I was rejected by one Broker, as he did not feel that I was a fit for his brokerage (and I was actually wearing a tie)! I do alot of REO sales, BPOs, and investment properties. He told me what he expected, I told him what I expected up front. He (the Broker) felt that my niche was not a good fit with the image of his brokerage and did not want to be associated with it. We ended up not even interviewing, just talking business and drinking coffee. He'd take me if I gave my niche, I'd consider him if I ever gave up my niche. It was a friendly meeting though.

As far whom is interviewing whom- It needs to be a mutual interview. You have to feel comfortable with you brokerage, and the broker has to be comfortable with you. In my rejection above, me and that Broker would be fighting over EVERY transaction. He would have sent my license back or I would have left i'm sure. As it stands, we parted on friendly terms I send him a generic Holiday card and he sends me a generic holiday card. I know his name he knows my name and our paths have crossed since. It's a friendly crossing.

EVERYTHING in this business can be negotiated. Be yourself and find the broker that is comfortable with you, and a Broker you are comfortable with. If the Broker does not provide training, ask for it. If you want a company car (and do not fear being laughed at) ask for it. The more your benifits benifit the Brokerage, the more you can negotiate. 100% commision sounds great, until you see the fine print. 50% commission sound bad, until you see the fine print. Sometimes a lower split is not a bad thing.

Thanks for all the great advice.

One final question: what should I bring? (For example, a resume? Do they even want to see that?)

I don't think a resume is necessary as it implies you think of yourself as an employee...

but a brief bio with some of your skills and how you plan to use them wouldn't be a bad idea....

The only reasons I've seen for rejection are things like dishonesty, racial bigotry, incredible rudeness, or unreasonable demands.


Wear what you think you'll be wearing when working with your best clients. If you'll be selling ranches and farms, wearing a three-piece suit and a bow tie is probably not required.


Every broker I've met wants you to begin selling the VERY FIRST DAY you are legally licensed. No exceptions to this rule.


In real estate, everything is negotiable. But as a new agent, unless you bring some incredible inherent value, such as having Paris Hilton as your sister, then you'll have little negotiating power relative to other new agents. Most brokers now are offering better than 50/50 splits.

What to watch for? Start up expenses.

Take all the expenses, fees, dues, and other charges provided by your broker... then double them. To be even safer, triple them.

Good luck!

Yes, Paris Hilton is my sister.

Every time I see a guy in a bow tie, I think of Orville Reddenbacher. Except with a tux, I think bow ties look silly.

Ahh. One quick question about interviews.

I've found some brokers in the area that I'm interested in. Do I contact their branch office manager and ask to schedule an interview? Or is it someone else?

I'd just call the office and ask the secretary who to talk to.

[quote=Perky_REALTOR]I'd just call the office and ask the secretary who to talk to. [/quote]

Great. Thanks.

Keep us updated on your progress !

Well, I have an interview scheduled for next Wednesday. I think I gave a bad first impression over the phone, I don't know if that's going to contribute to anything, but oh well.

She asked me one single question over the phone and I struggled because I was so damn nervous! "Tell me about yourself". "Um, uh, well, what do you want to know?".

Haha, hopefully I will have a better answer during the interview.

I'm going to disagree with Perky on this one, respectfully.

I think every new agent should call and ask to speak to the office manager/broker personally, not a secretary. If the office manager/broker does not have five minutes to talk to a potential recruit that day, or the next... then that's not a good sign.

If the office manager/broker is 'on vacation' or otherwise too busy, then who do they have for you to talk to that day?

Is there an assistant broker? A seasoned agent filling in? If not? Why not? If you as a recruit can't get the attention of those in charge, why would you expect to have support when your first contract comes in and there are questions or concerns?

Better yet, just call and tell whoever answers the phone that you're a new agent interested in affiliating... see what happens. It could tell you LOTS about the office. If the person answering the phone doesn't IMMEDIATELY refer you to the top dog... then something is wrong.