On this episode of Team Tactics, Eric Forney talks to Matt Miale about what he thinks makes a good agent based off his years of experience in the industry.  

Eric Forney and Matt Miale about what makes a good real estate agent in a recession, based off their years of leading America's top real estate teams. 

Eric and Matt break down how to measure for resilience, coachability, and work ethic to determine whether a real estate agent will succeed or not in a shift. Their tactics and strategies are for both new and experienced agents. 

Being a successful Realtor in a recession requires the principles Matt and Eric discuss. 

What Makes a Good Real Estate Agent? A good agent isn't defined by their business card, clothes, or car. 

People who have overcome adversity tend to have capacity for success in real estate. 

05:08 

Understanding Adversity and Team Building What Makes a Good Real Estate Agent 

06:15 

A good real estate agent should be able to get past the first surf break and have the resourcefulness to muscle through adversity. 

06:30 

Look for someone who can overcome adversity. 

06:48 

The agent should also be able to link arms with others once they are on the other side of adversity. Identifying Adversity in Team Building 

07:58

Longevity in a role means more if you face adversity often. 

09:55 

How being an agent affects your personal life. Emotional Challenges 

10:11

 Good agents gamify the business by focusing on getting wins every day. 

10:25 

The emotional experience of being a real estate agent causes many to fail. It's like a roller coaster where they feel good, then bad, then good again. 

10:41 

Agents need to have a tactical approach and gamify the whole thing to succeed. Characteristics of Good Realtors 

11:18

Good agents understand that there's abundance and plenty of opportunities. 

11:34 

A good agent needs to have both heart servant and competitive qualities. 

11:48 

Finding balance between competition and navigating the complexity of the business is key. 1

2:08

People who make it in this business never get out because it hits all these awesome buckets. Reasons Why People Love Being Real Estate Agents

13:21 

Being a real estate agent satisfies personal growth, competition, limitless achievement potential, and having an impact on people's lives.

13:39 

Few people appreciate being a real estate agent because they don't have the core qualities that get them to that point. 

14:33 

How Eric learned real estate on YouTube. 

14:51

Personal standards are what motivate people to learn new things. 

15:06 

People who want to succeed will go out of their way to learn what they need to know. Personal Standards 

15:22 

Personal standards are a value system that determines how someone approaches life. 

15:39 

Eric values doing everything 100% or not at all. Achievement Trap 

16:19 

The achievement trap is when someone keeps moving the goal line after achieving success. 

16:34 

Balancing fulfillment with achievement is important once you have succeeded.

 16:54 

Giving 100% effort is the only thing you can control, so focus on that instead of outcomes. 

19:04 

How to Identify Values and Standards for Potential Recruits Testing Resourcefulness 

19:20 

Resourcefulness is a key trait to look for in potential recruits. 

19:36 

Look at their track record and see if they have overcome significant challenges. 

19:53 

Adversity can come in many forms, not just personal life struggles. 

20:09 

There is no specific task to test resourcefulness, but getting to know the person can help determine if they are someone you want on your team. Tactical Testing 

20:22 

One way to test resourcefulness is by giving hypothetical problems or questions.

 20:40 

For example, asking a candidate to book accommodations for a trip with limited time and resources can show their level of resourcefulness.

20:59 

The candidate's problem-solving skills and ability to prioritize tasks can be evaluated through this type of testing. Example of Selective Hiring Process 

21:50 

The speaker shares an example of how he hired his first assistant using Craigslist and specific instructions.

22:08 

Candidates were asked to leave a voicemail with the top three things they wanted to discuss during the interview slot provided.

22:43 

This process tested candidates' ability to follow instructions and perform under pressure. 

23:44 

Is being a good person necessary for success in real estate? 

25:21 

Defining Success in Real Estate -- If it is strictly transactional, then being altruistic may not be necessary. These businesses don't thrive on repeat and referral business 

26:19 

Mindset vs. Habits. The debate about whether mindset or habits are more important for success. 

27:18 

Three Simple Things to Do Every Day To count wins every day, focus on doing one of three things: sign an agreement, go under deposit or set an appointment. Doing one of these three things every day moves the ball in the right direction towards success.