Beyond Real Estate Licensing: Case Study Analysis of Behavioral Assessment Relationship Applied to Human Performance
Predictive Sales Performance Based on Hogan Assessments Systems
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Real estate sales trainers operating under the leadership of a chief learning officer are unable to promise sales performance of new sales trainees in spite of extensive sales training. The specific problem this case study addresses is that the relationship between high scores on the pre-licensing exams and sales predictive performance has not been examined in the literature. Although real estate students may score high on the real estate licensing exams, the exams results may not predict the students’ sales ability. The purpose of this case study supported by adult learning theory, systems theory, and socio-technical theory is to establish organizational responsibility toward behavioral assessment analysis during the pre-employment phase of new sales personnel to address performance gaps beyond licensure. The most important element to human performance in real estate brokerage organizations is the acquisition of talented candidates who demonstrate behavioral readiness. The research questions focus on defining the relationship between licensing exam high achievers, their developmental profiles, and Hogan Assessment inventory assessments to determine the basis for predictive sale performance beyond licensure. Real estate organization seeking sales champions ought to include in their hiring procedures an upfront pre-employment behavioral assessments analysis to improve talent acquisition.
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About the Book
Conrad's new book, "Beyond Real Estate Licensing: Case Study Analysis of Behavioral Assessment Relationship Applied to Human Performance" is an outgrowth of his doctoral studies. The specific problem this research addresses pertains to whether behavioral readiness has an impact upon real estate brokerage sales performance. Although real estate students may score high on the real estate licensing examinations, it may not prove the student’s ability to perform in a real estate brokerage performance sales environment. The most important performance criteria in real estate sales could be conceived as a developed personality capacity and alignment of motivational values. It is also noted that learning sales facilitators can not guarantee the knowledge transfer to performance unless, behavioral readiness is presented. Therefore behavioral assessment analysis can be considered as an integral aide to performance improvement. The purpose of this study was to establish the organizational responsibility towards behavioral assessment analysis during the pre-employment phase. The results of this study indicate that behavioral assessments may improve the overall recruitment and selection capability and to identify the necessary behavioral readiness that is necessary for knowledge transfer into sales performance.
About the Author
Conrad R. Richards, PhD., as CEO and President of Real Advantage Professionals. In this role he provides overall strategic direction for leaders, managers and employees across retail services, real estate brokerage services, and healthcare facilities. His scope of leadership includes executive/leadership development, career advisement, training and development, and organizational development.