Most of us have our own style of recruiting and we tend to conduct the same interview with all of our candidates. But did you know that there are two distinct types of personalities and four different behavior patterns? Each makes their decision based on different criteria and looks for different things. The two basic personality’s types are: Emotional decision makers, and Logical decision makers.
An Emotional decision maker makes their decisions on emotional factors. They ask themselves questions such as: Do I like this person? Would I be happy here? Do they like me? What type of support and training would I get from this person? Do I like their agents? Are they like a family here? Small talk and chitchat are good for this agent. It helps to determine some things that you have in common. It also shows you are interested in them, and the things they care about. Emotional agents look for the right environment. In the interview they must “feel good” about you and what you have to say. They place less emphasis on the money or facts that might prove they would make more money. They know that if they are happy, they will be successful and in return, make more money.
My experience shows that approximately 70 percent of all agents are emotional decision makers, and therefore about 70 percent of your interviews will be with emotional decision makers. By they way, they are the agents that will say, “I know I could make more money here, but I love my broker, and I like the people I work with, but thanks anyways!” They usually only leave their current broker when they become unhappy with the broker or the office. It is not usually to make more money.
Logical decision makers on the other hand, look at the money and the facts. They do not need small talk in the interview, in fact, small talk and chit chat in the interview would irate them. Logical decision makers look at everything logically. If they could make more money somewhere else, then logically speaking they should look at that option. If the facts prove that another firm has more opportunities for them to do business, then they would look at that as an opportunity to move forward. A logical decision maker does not need to like you. But they do need to respect you, and they do need to know that your office will help them hit their goals and ambitions. Logical decision makers prefer to work alone, and in a distraction free environment. They come in, do what needs to be done and then leave. If they can make more money by working out of a home office, they would do that. They do not care if you are a “family,” in fact they prefer not to be part of your family, and so if you place a lot of emphasis on your team activities and the “family atmosphere” you might chase them away. They are very interested in technology and what you can do to support their ability to earn money easier by the use of technology. They are also looking for the fastest way to the top, so a mentoring group of top producers that they can participate in would be of interest. They know that by doing what other top producers do, they can be successful much faster,
In the logical and emotional groups, we also have two additional categories. Those who look for security when making a decision, and those who do mot mind the risk if the return is there. Things that create security for the agent to make a decision to move your firm are: education, training, mentoring, lead generation systems, stability in the marketplace and a stable compensation plan. Those who would rather take a risk and earn more want to know if they work harder they can get paid more. They believe they will be successful anywhere, and see themselves as a valuable asset to your team. They want to know, what you will do for them.
How can you tell if they are an emotional decision maker or a logical decision maker? Someone who wants security or is willing to take a risk? It is in the face and the pace!
The face of an emotional decision maker is smiling and very open and genuinely friendly. If you smile at them, they instantly smile back. The face of a logical decision maker is more serious and business like in nature--very, matter of fact. When you smile at them, you may get a courtesy return smile, but then it is back to business. If the potential recruit mores at a slower pace, and talks slower, they probably look for security. If they move and talk fact, they are a risk taker.
I have studied behavior styles for over 20 years, and can’t imagine managing a group of agents without understanding their specific needs and how to relate to them. In our annual Recruiters Retreat, we spend a great deal of time incorporating behavior styles into every aspect of recruiting, retention and managing your agents.
For more information contact Judy at (630) 876-0052 or e-mail judy@judyladeurinternational.com