The questions that will demonstrate your knowledge, ability and attitude

Introduction

The job market in England is constantly evolving, especially in the estate agency and lettings sector. With numerous opportunities available, it's crucial to ensure that the role you are seeking aligns with your career goals and personal values but it’s also important to demonstrate your own industry knowledge and experience.

One effective way to ensure you choose the right position is by asking insightful questions during the interview. This blog provides a comprehensive guide on essential questions you should consider.

Understanding the Role and Responsibilities

Clarifying the specific duties attached to a role is essential. It helps in setting clear expectations and ensures you know what you're signing up for. The goal for an experienced candidate is to delve deeper into the specifics of the role within that particular company, rather than just understanding the general nature of the job.

Here's a breakdown of how to consider questions in that context, and how to reframe or expand on them to make them more impactful for an experienced candidate:

1. Instead of asking: "Can you describe a typical day in this role?"

An experienced estate agent already knows that a typical day involves a mix of valuations, viewings, client communication, paperwork, lead generation, and problem-solving. Asking this can make them seem like a novice.

How to reframe/expand for an experienced candidate:

The goal here is to understand the nuances of the daily operations within this specific company and this specific role.

• Focus on volume and pace:

• "Given my experience, I'm familiar with the general flow of an estate agency day. Could you elaborate on the typical volume of valuations/viewings an agent at this level handles in a week, and how those are generally allocated?"

• "What's the pace like in this office? Is it highly structured with set appointments, or more flexible with a lot of 'on-the-fly' demands?"

• Technology and support:

• "What CRM system do you use, and how integrated is it into the daily workflow? Are there other specific tools or technologies that are central to an agent's daily tasks here?"

• "How much administrative support is available for agents, particularly with tasks like preparing particulars, arranging EPCs, or chasing solicitors?" (This reveals how much time they'll spend on core sales/lettings vs. admin).

• Team collaboration and autonomy:

• "How much collaboration is there within the team on a daily basis, and how much autonomy does an individual agent have in managing their pipeline and diary?"

• Morning/Weekly Routines:

• "Do you have daily or weekly morning meetings/briefings? If so, what's the typical agenda, and how do they contribute to an agent's daily planning?"

2. Instead of asking: "What are the core responsibilities of this position?"

Again, an experienced candidate knows the core responsibilities: generating leads, valuing properties, conducting viewings, negotiating offers, progressing sales/lets, client management, etc. Asking this directly might imply they don't understand the fundamental nature of the job.

How to reframe/expand for an experienced candidate:

The aim is to understand the specific emphasis and performance expectations for this role within the company's structure.

• Key Performance Indicators (KPIs) and Targets:

• "I'm keen to understand the key performance indicators (KPIs) for this role beyond just completed sales/lets. For example, are there targets around new instructions, valuation-to-instruction ratios, or client retention?"

• "What are the typical targets for an agent at this level in terms ofrevenue generated, instructions taken, or properties sold/let per month/quarter?" (This is crucial for an experienced agent to gauge if the role is a good fit for their capabilities and aspirations).

• Business Development Expectations:

• "How much emphasis is placed on new business generation for this specific role, and what support is provided for lead sourcing or canvassing?"

• "Are there specific “patch” responsibilities or is it a more general 'office' approach?"

• Client Management and Progression:

• "Beyond securing the instruction/offer, what's the expectation around sales progression or lettings progression responsibilities for the agent? Is there a dedicated progression team, or is it largely handled by the individual agent?"

• Contribution to wider team/office goals:

• "How does this role contribute to the overall branch or company objectives? Are there specific initiatives or projects that this position would be involved in?"

3. Instead of asking "Is there room for specialisation or focus areas within the estate agency or lettings?"

An experienced agent knows that some larger agencies might have specialist departments (e.g., new homes, commercial, block management, high-end luxury, specific lettings portfolios). The question is too broad.

How to reframe/expand for an experienced candidate:

The experienced candidate wants to understand career progression, skill development, and potential for niche development within this specific company.

• Specific career paths:

• "Looking ahead, what are the typical career progression paths for someone in this role within your company? Are there opportunities to move into management, senior sales/lettings, or even other departments like valuations or business development?"

• "Are there opportunities for cross-training between sales and lettings, or for agents to gain exposure to different aspects of the business?"

• Training and Development for Experienced Staff:

• "Beyond initial onboarding, what ongoing training and professional development opportunities are available, particularly for experienced agents looking to refine their skills or acquire new ones (e.g., negotiation workshops, legal updates, market analysis training)?"

• "Is there support for pursuing further qualifications like NAEA Propertymark or ARLA Propertymark accreditations?"

• Niche Market Development (if applicable):

• "Does the company encourage agents to develop a specialism (e.g. specific property types, geographical areas, or client segments) if they show an aptitude for it?"

• "Are there any upcoming growth areas within the company that might present opportunities for agents to specialise in the future (e.g. build-to-rent, serviced apartments, rural properties)?"

• Mentorship and Coaching:

• "Is there a mentorship program or coaching available for experienced agents looking to elevate their performance or move into more senior roles?"

General Advice for the Experienced Candidate's Interview:

• Do your homework: Research the company's recent performance, their market share in the local area, their online reviews, and their unique selling propositions. This will allow you to ask even more specific and impressive questions.

• Show, don't just tell: Weave your own experience into your questions. For example, instead of "What are the targets?", try "In my previous role, I consistently exceeded targets of X. What are the typical expectations here, and how are they structured?"

• Focus on challenge and growth: Experienced candidates are often looking for roles that offer new challenges, opportunities to grow, and a chance to make a significant impact. Their questions should reflect this.

• Ask about the culture: For an experienced individual, team dynamics and company culture are often paramount. Questions about team collaboration, communication styles, and leadership approach can be very revealing.

• Don't be afraid to ask about compensation and benefits (at the appropriate stage): While not typically among the "initial questions," an experienced candidate will want to understand the remuneration structure, commission schemes, benefits, and incentives. This might come later in the process, but it's a valid area for an experienced person to explore.

By reframing these questions, an experienced candidate can demonstrate their depth of knowledge, their strategic thinking, and their genuine interest in finding a role where they can truly excel and contribute at a high level.

Asking the right questions during an interview is crucial to making an informed decision about a job offer. Tailor your questions to your priorities and the role in question.

Remember, the interview is a two-way street. Feel empowered to seek out the information you need to make the best career choice.

For more information about winning a new job in the Property Sector, talk to the Property Recruitment experts at Worth Recruiting on 01372 238300