BrokerageIndustry News

Profile of an ace real estate rookie

Part 3: New study reveals traits of winning newbies
Published on Feb 17, 2006

(This is Part 3 of a three-part series. See Part 1 and Part 2.) Last week we looked at the demographic results of a new study examining the relationship between various factors and real estate success during agents' first two years in the business. Because the Real Estate Simulator was standardized using the profiles of agents who make over $150,000 per year in real estate, it is currently the best instrument available for predicting whether an experienced agent will become a top producer. The DISC Behavioral Assessment and the PIAV (Personal Interests, Attitudes, and Values) Assessment from Target Training International are used in other industries to identify top sales performers and to help them better understand what motivates their behaviors. Do these three assessments accurately predict new agent success as well? To answer these questions, Igor Kotlyar and Cabot Jaffee from the Real Estate Simulator constructed a composite performance score that examined the agents performance i...

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