Traits of a Great Salesperson – 6 Things to Look for When Recruiting a Salesperson

Traits of a Great Salesperson: 6 Things to Look for When Recruiting a Salesperson

For Inman News, Chris Pollinger examines the habits that help a luxury real estate team recruit and develop salespeople. The useful question is not whether a candidate performs a polished pitch; it is whether the person can build trust, listen, learn and follow through.

Insights from a Real Estate Recruiting Coach

Recruiting becomes clearer when the role, service standard and evidence of good work are defined before interviews begin. Use the six traits below as prompts for a structured conversation, then compare the answers with references, work samples and the responsibilities of the role.

Confidence is Key

Confidence helps a salesperson explain a service and invite a decision without pretending to know more than they do. Look for calm explanations, accurate answers and a willingness to say when a question needs follow-up. The line between confidence and arrogance is visible in whether the person makes room for the client’s judgment.

Charm and Connection

Connection begins with curiosity. Ask a candidate how they learn what matters to a client, how they adapt their language and how they maintain a relationship after the first conversation. Warmth is useful when it is paired with respect, clear boundaries and a record of what the client actually requested.

Listening Skills are Crucial

A salesperson should be able to summarize a client’s need before recommending a next step. Role-play a briefing and listen for clarifying questions, a concise recap and a willingness to explain when the offer is not a fit. A person who talks over the client will miss the information that should shape the work.

Goal-Oriented and Resilient

Set goals that connect activity to the role: scheduled conversations, prepared follow-ups, completed briefs or another observable behavior. When a goal is missed, review the assumption, obstacle and next experiment. Resilience is the ability to learn from a declined opportunity without carrying frustration into the next client conversation.

Persistence and Assertiveness

Good follow-up is agreed, useful and easy to understand. Ask when the client wants to hear back, what information would help and what should happen if priorities change. Assertiveness means stating the next step clearly while leaving the client room to decide; repeated contact without relevance is not persistence worth rewarding.

Constant Learning and Refinement

Salespeople improve when they review real conversations, seek specific feedback and practice one behavior at a time. Build a short learning rhythm into the role: prepare, act, review and refine. A candidate’s response to coaching often reveals more than a perfect first answer.

A Parting Thought

A strong sales team is built from repeatable behaviors: confidence with humility, genuine connection, careful listening, resilient planning, clear follow-up and continued learning. Define those behaviors before hiring so a new colleague knows what good work looks like.

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