sales business developmentbuyer representationclosing ratiomlsresidential listings
Complete evaluation framework
What to assess and how to score it
Review the evidence signals before interviewing. Then use the anchored descriptions—not instinct alone—to choose the score that best matches each answer.
01
Evaluation factor
Track record
35% weight
Ask for closed transaction volume over the last 24 months, list-to-sale price ratio, average days on market, and split between listing side and buyer side deals.
Explains the market and buyer they sold to, not just the product
Distinguishes what they closed from what the team closed
Can describe a deal they lost and why
Five-point scoring guide
1
Poor
No numbers; cannot describe what they actually sold or to whom.
2
Needs Improvement
Vague attainment; credit for team results is unclear.
3
Satisfactory
Real record with some numbers; attribution occasionally fuzzy.
4
Very Good
Clear numbers and ownership, including honest losses.
5
Excellent
Quotes verified GCI, units closed, and days on market by year, and names the brokerage and price bands worked.
02
Evaluation factor
Method and qualification
25% weight
Probe their listing presentation: CMA build in MLS or RPR, pricing strategy, seller net sheet, and how they qualify buyers with lender pre-approval before showings.
Evidence to listen for
Has a repeatable approach to qualifying and progressing deals
Can walk a real deal from first contact to close
Handles objections with questions rather than scripts
Knows when to disqualify
Five-point scoring guide
1
Poor
No method; pitches at everyone and hopes.
2
Needs Improvement
Weak qualification; deals stall with no diagnosis.
3
Satisfactory
Workable method; inconsistent on complex or long cycles.
4
Very Good
Clear repeatable method; disqualifies early and deliberately.
5
Excellent
Walks through a pricing conversation backed by comparables, and screens buyers on pre-approval, timeline, and financing type before touring.
03
Evaluation factor
Relationships and trust
25% weight
Look for a repeat and referral pipeline: past client database, sphere follow-up cadence, CRM used (Follow Up Boss, kvCORE), and how they handled a deal that fell out of escrow.
Evidence to listen for
Has clients or talent who came back or referred them
Manages a difficult conversation without damaging the relationship
Represents the client's interest, not only the commission
Builds rapport across seniority levels
Five-point scoring guide
1
Poor
Transactional; burns relationships for a close.
2
Needs Improvement
Builds rapport but does not sustain relationships.
3
Satisfactory
Solid relationships; less tested in conflict.
4
Very Good
Repeat business and referrals; handles conflict without damage.
5
Excellent
Shows a maintained database driving measurable referral business, and describes salvaging a contract after inspection or appraisal issues.
04
Evaluation factor
Drive and resilience
15% weight
Test prospecting stamina: weekly hours on open houses, door knocking, expireds and FSBO calls, and how they responded to a quarter with no closings.
Evidence to listen for
Handles rejection and a bad quarter without unravelling
Self-directed on pipeline rather than waiting for leads
Coachable on feedback
Honest in how they represent the product and themselves
Five-point scoring guide
1
Poor
Gives up easily; blames leads, product, or market.
2
Needs Improvement
Motivation depends on momentum; resistant to coaching.
3
Satisfactory
Steady; recovers from setbacks with support.
4
Very Good
Self-motivated, coachable, and steady through bad stretches.
5
Excellent
Describes a fixed daily lead generation block with tracked contact counts, and shows income planning through slow seasons.
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