A short instructional monologue on hiring buyer agents/admins that emphasizes creating authentic, personal core values to guide recruiting. The speaker argues core values (e.g., accountability, discipline, hustle, hard work, positive attitude) should be non-negotiable filters that intentionally exclude candidates who don't match them, and recommends designing your own process and screening for these traits.
I just kind of want to unfold or unpack for you guys what our process looks like. And you have to have a process for it. So if, you know, open up a sheet of paper, take notes while I'm doing this, and you have to create your own process. 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. And I know some of you are going to blow this part off, and it's a big, big mistake. And I've done it in the past where I've just kind of copied someone at Craig Proctor's. Then I went to Corcoran and I copied Bob. Corcoran's core values were based on the traveler's gift. And it seemed like a good enough idea. But you've got to develop core values that are. They are who you are. So if you're small and you don't have anyone on your team that really represent 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 pick people that didn't even exist, but who we really want to model our core values after. But for us, it's accountability, discipline and hustle and hard work and positive attitude are probably the three most important core values for us. And we lean into them. In our phone screening interview, we ask about accountability and discipline and hustle and hard work. And people say they want accountability, but very few. When we tell everybody that we prospect from 8am to 11am five days a week, we lose about 75% of the people that we're on the phone with right at that statement. And, you know, and basically the reason we can guarantee agent success on our team is because we embrace accountability and discipline. Period. You know, we want to achieve. We hustle and work hard. There's 90% of the population does not hustle and work hard. So your core values are meant to exclude people from being a part of your world. And you can't, you can't get around that. Okay? So make sure you really, instead of just swiping this, don't swipe my core values because they may not be your core values if you don't personally embrace accountability and discipline and you don't hustle and work hard. I doubt there's anyone on this call you know, are optimistic and bring a positive attitude to work. Make sure that these are your core values. The ones you generate are your core values.
