Grow your business with natural talent

by REP18 Nov 2015
By Kathleen Black

Have you ever wondered what the ideal personality profile would be for a consultant/salesperson on your team? Are you experiencing the dreaded revolving door syndrome of salespeople using training resources as a launching pad for greener pastures? Are you holding on to people who are not producing? All of these are lose-lose situations.

No one wants to be part of a team and feel they are not excelling. When we estimate the investment in recruiting and training for a new sales partner for your team the price tag is $25,000, minimum. That ticket price includes the coaching, training, systems and opportunities required to get a well-profiled, talented new salesperson to a successful net income far above the average for your industry in their first year.

With that level of investment you will want to consider using indicators of “the right hire,” like personality profiling. Profiling is an invaluable tool that allows you to have a candidate complete a simple test to give you insights into the candidate’s way of approaching the world by discovering information, such as:
  • Are they more goal-oriented, more relationship-based, or a combination of both?
  • Would they prefer to be out among people or do they tend to keep to themselves?
  • Do they thrive in a slow or faced-paced environment?
  • What level of information and precision do they require?
  • And, finally, what is the job description and the ideal personality for that role?
The combination of these insights leads us to a more predictable hiring and recruitment process. They also lead to greater understanding of yourself as a leader, including the pros and cons of your own personality style.

Personality profiling is only one of many indicators in a well-designed, tried and tested recruitment process, but it is a key component to sales success. Again, no one wants to feel like they are not succeeding. Finding “the right hire” is just as much about the candidate and setting them up for success, as it is about you and your business.

Most of us have heard that we need “influential” relationship builders or “drivers” who are dominant and bottom line focused. This sounds very simple, but all people are a combination of personalities. The focus is getting a combination that will work for that role and your business culture. If you already have a team, take a look at the existing personalities and how the new member will mesh.

Just last week a client, Michael St. Jean, team leader at St. Jean Realty Inc. in Hamilton, sent me an email while in the midst of running our recruitment systems: “Thank god for DISC," he wrote. "I’m running the ads and actively picking through applications/discs, having phone interviews, and one-on-one interviews in the office. I’m really picky at this point with regards to Lead Conversion Partners.”

If you are looking to build your business, profiling pinpoints the ideal candidates to consider before you reach the revolving door syndrome or you hire someone with the best of intentions who isn’t naturally suited for success in the role.

Both are painfully expensive mistakes for a business owner. Use a tried, tested and true method to recruit and hire that incorporates personality profiling.
Kathleen Black is a coveted Elite Coach, Mentor and Speaker. She has taken her experience as a top-producing Realtor and built it into a dynamic, results-driven consulting company, Kathleen Black Coaching & Consulting, where she serves as CEO, Speaker, Trainer and Elite Coach. The systems she used in her daily real estate business to get her to the top are now the backbone of a real estate consulting company specializing in helping Realtors across North America build top teams and take their business to incredible levels of success. She has recently moved forward to pursue KathleenSpeaks as her prime en devour.
Kathleen’s extensive knowledge of team building and systems has enabled her to successfully coach hundreds of top producers to higher production. Many of her clients have now built mega-teams that are leading their markets in production. As a highly demanded coach Kathleen has enjoyed a high retention rate, uncommon in the coaching industry, with loyal clients and a long waiting list for her services.

You can contact Kathleen at


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