sales business developmentassignment feesdispositionsinvestor buyerswholesaling
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 annual contracts assigned or closed, average assignment fee, days on market from contract to buyer signed, and spread retained versus acquisitions' underwriting.
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 deal counts, average fees, and DOM by quarter, and explains which markets or price bands drove the numbers.
02
Evaluation factor
Method and qualification
25% weight
Probe how they price a wholesale or REO disposition: comps pulled, ARV logic, buyer proof-of-funds checks, EMD terms, and title or double-close mechanics.
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
Prices from recent comps and rehab scope, screens buyers on POF and closing history, and structures assignments to survive title review.
03
Evaluation factor
Relationships and trust
25% weight
Test how they built and segmented a cash buyer list: repeat flippers, hedge funds, landlords, plus CRM hygiene in Podio, Salesforce, or InvestorLift.
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
Names repeat buyers by strategy and buy box, keeps a tagged CRM list, and gets multiple offers within days of a new contract.
04
Evaluation factor
Drive and resilience
15% weight
Look for behaviour when deals fall out: inspection renegotiations, buyers backing out at closing, or acquisitions overpaying, and how they salvaged or repriced.
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 specific fallouts, reworked the deal or relisted quickly, and holds a steady daily call and follow-up volume regardless.
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