Entendemos que la base del negocio INMOBILIARIO es la generación de contactos y las redes que tejen nuestro equipo de Agentes a través de sus relaciones, para desde ahí entonces captar y comercializar los servicios al cliente; por lo tanto el motor que mueva el negocio es la base por excelencia de la puesta en marcha y posterior éxito del mismo LOS AGENTES INMOBILIARIOS.
LA FIGURA DEL RECLUTADOR suele ser una persona cercana a RRHH o RRLL, que entiende los recursos como indispensables y necesarios en el desarrollo del crecimiento de las empresas.La función del RECLUTADOR es orientar, definir y consensuar la realidad y necesidad de la vacante a cubrir, presentándola de forma clara y veraz al prospecto. Debe ser una persona curiosa, creativa, innovadora, con conciencia social, de escucha activa, empático, con una mirada abierta y novedosa, con recursos suficientes para generar cambios durante la entrevista como sonrisa, tono de voz, gestos, miradas.
QUE ES RECLUTAR Es Alineación con la estrategia, cultura y visión de la empresa, conocer la marca a la que perteneces o representas es indispensable. El pensamiento estratégico siempre debe acompañarnos. Definición exacta del rol de el puesto a cubrir: el perfil resultará del conocimiento del mercado, la empresa y la vacante, pero hay otras actitudes y aptitudes importantes. Amplitud de recursos personales y profesionales: ideal para dirigir/redirigir la entrevista, crear un clima de profesionalidad/confianza/complicidad (según la necesidad) y reconocer debilidades, fortalezas y oportunidades del prospecto. Talento innato o ejercitado para el uso y equilibrio de capacidades como la persuasión, discreción, determinación, conciliación y/o justificación, entre otras, en la resolución de conflictos
ELIGIENDO AL AGENTE Partiendo de las fuentes que alimentan nuestras selección del personal debemos hacer un trabajo arduo y muy selectivo para llegar a las entrevistas personales lo más limpio posible con los perfiles. Debemos entender que hay que dedicar entre 4/5 horas diarias en lectura de leads, CV, llamados y seguimiento de los propsectos diarios. Los perfiles comerciales son variados, dispares y muy amplios en cuanto a los candidatos, por ello es sumamente importante tener en claro que no queremos para de esa forma ir descartando. Al leer los perfiles de los candidatos podemos mediante las preguntas filtro que hacemos en el reclutamiento de ficha observar un poco los objetivos y la razón por la cuál el candidato solicita el puesto a cubrir. La figura del Agente Inmobiliario no es un perfil, sino una gran cantidad de caracteristicas y bondades que debemos encontrar en el propsecto mediante la entrevista e ir descubriendo si están, si están pero aún no están al descubierto y mediante trabajo en conjunto pueden salir a la luz. Por ello debemos estar muy despiertos, con gran escucha, ser observadores y sobre todo flexibles durante la entrevista para poder ser persuasivos y creativos durante todo el momento que dure la o las entrevistas de selección.
" Si el agente inmobiliario es solo un profesional, entonces el corazón es solo un órgano."
Gaby Oxley
Autor/Recruiter Inmobiliaria/ Coach/Formadora de equipos de Agentes.
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