Million Dollar Team Principle #98: There are three interviews for a new agent. #1 phone interview, #2 in person interview & #3 working interview (script, role play & calls)
Team Leader,
Hiring the right people isn’t about luck—it’s about process. Too many leaders bring on anyone who shows interest in real estate, then wonder why their team is full of part-timers and dabblers.
The truth: real estate is a career, not a side gig. If you want a million-dollar team, you need a hiring system that screens for commitment, passion, and performance.
Here’s the 3-interview process we use:
1. The Phone Interview
Ask one core question: “Why are you interested in a real estate career?”
The word career is intentional. This must be their primary focus and income source. If they won’t go all-in, they’re not the right fit. Passion for real estate + desire to make money is the minimum standard.
2. The In-Person (or Zoom) Interview
Now separate the talkers from the doers. Discuss:
- Sales and sales careers
- CRM systems
- Prospecting and follow-up
- Scripts and role play
Test them. Run a role play. Five minutes of practice tells you more than 50 minutes of talk.
3. The Working Interview
This is the real test. Once they’ve committed to licensing, onboarding, and training, the first 90 days are the working interview.
- Do they show up consistently?
- Will they master scripts?
- Are they making the calls?
- Do they push through the fear of sales?
Anyone can sound good in the first two interviews. The real question is: will they do the work when it matters?
The 3-interview process ensures you’re investing your time, money, and leads into people serious about building a real estate career—and helping your team grow.
