Free template for real estate team leads
Real estate agent interview questions that show who will prospect in a quiet month
Ten questions about the work, with what to listen for in each answer, an expired-listing role-play, the red flags and a scorecard out of 50 you use for every candidate. Copy it, print it or download it for Word or Excel, where the scorecard adds itself up. Free, no sign-up.
Plenty of candidates love houses. Fewer will call a stranger on a Tuesday morning, and the ones who won't usually go quiet after two months with no deal. These questions ask where their first clients would come from, what they do on a Saturday with nothing booked and how they keep a "call me next year" alive. Score every candidate on the same ten areas, and compare the totals before you compare the conversations.
Ten questions about the work, and a scorecard to compare candidates
Agent interview: [candidate's name]
Team: ______ Date: ______ Interviewer: [you]
Before the interview
One thing from their CV or their last agency to ask about: ____________
What a new agent on your team does each week, in numbers: ____________ (calls, door knocks, appointments)
The questions
1. Where would your first ten clients come from? Name them if you can.
Listen for: people and streets they already know, not "leads from the agency".
2. How many hours a week will you spend finding sellers and buyers, and on which days?
Listen for: set days and times, booked before the viewings.
3. Tell me about a time a stranger said no to you. What did you do next?
Listen for: they asked again, or went straight to the next person.
4. A seller says another agent will list their home for more. What do you say?
Listen for: recent sales and a question, not a matched price.
5. Someone says "call me next year". How do you make sure you do?
Listen for: a date written down somewhere they look every day.
6. It's Saturday and you have no viewings booked. What do you do?
Listen for: an open house, door knocking or calls, without being prompted.
7. Which part of this job do you expect to like least?
Listen for: an honest answer, and how they'll do it anyway.
8. Tell me about a goal you set yourself and hit, in any job. How did you track it?
Listen for: a number, checked every week.
9. What would your first 30 days on this team look like?
Listen for: a list of people to call, and a weekly count.
10. What would you like to know about how this team works?
Listen for: questions about how new agents here get their first appointments.
The role-play
Ten minutes: they call you as an owner whose listing expired last week. Score how they open, what they ask about the owner's plans and whether they ask for an appointment.
The scorecard
| Area | Score (1 to 5) | What they said |
|---|---|---|
| Knows where clients come from | ||
| Sets time to prospect | ||
| Hears no and goes again | ||
| Talks price with sales | ||
| Keeps the callbacks | ||
| Fills a quiet Saturday | ||
| Honest about the hard part | ||
| Tracks a goal | ||
| Has a 30-day plan | ||
| Their questions |
Red flags
Expects the agency to hand them clients
Talks about homes and design, never about people to call
Can't give a number for any week they've worked
Asks about the commission split before anything else
The decision
Total score (out of 50): __
Role-play (1 to 5): __
Next step: second interview / a day shadowing an agent / no Date: ______
Why: ____________
Hiring for a sales role outside property? See the sales interview questions
How to run the interview, with a role-play at the end
Give every candidate the same questions in the same order, so the scores mean the same thing.
- Read their CV the night before, and write one question from it
- Ask the ten questions in order, and write down their words
- Run the expired-listing role-play last, once they've relaxed
- Score each area before the next candidate walks in
- Compare the totals first, then read the red flags
What an agent who prospects sounds like
Names, days and counts, from their own week.
- "My old neighbours, my football club and the two streets I walk the dog on. That's about 60 people I can call in week one."
- "Tuesday and Thursday mornings, 9 to 11, are calls. Viewings go in the afternoons."
- "Last month I wrote down every 'not yet' with a date, and I called 14 of them back on the day."
The answers that tell you they won't prospect
One is worth a second question. Two is a pattern.
- Every client they describe came to them, and none they went out and found
- "I'll post on social media" as the whole plan
- No routine for a week with no viewings
- Numbers that change when you ask the same thing twice
Ask about the work, never about the person
In Singapore, TAFEP's page on fair job interviews says to "Create a list of selection criteria and apply this consistently for all candidates."
- The ten questions are about what candidates have done and will do in the job
- TAFEP lists "How old are you?", "What is your race and religion?" and "Are you married?" among the questions you should not ask
- The same scorecard for every candidate is how you apply the criteria the same way
Source: TAFEP, How to conduct fair job interviews (read 29 September 2026).
A scored candidate for a five-agent team
- Knows where clients come from 4: named about 60 people from old neighbours, a sports club and a former job.
- Sets time to prospect 5: "Tuesday and Thursday mornings are calls." Hears no and goes again 4.
- Talks price with sales 3: offered to match the other agent's price at first, then asked about recent sales.
- Keeps the callbacks 4, Fills a quiet Saturday 5, Honest about the hard part 4: "cold calls, and I'll do them first".
- Tracks a goal 3, Has a 30-day plan 4, Their questions 4: asked how new agents get their first listing appointment.
- Role-play 4: asked about the owner's move before asking for an appointment.
4 + 5 + 4 + 3 + 4 + 5 + 4 + 3 + 4 + 4 = 40 out of 50.
See in the first month whether the new agent is prospecting
The template is free. ActivityTracker, the app we make, is paid. It won't pick the candidate for you, but once they've joined you can see their calls, viewings and follow-ups every week without asking.
- New agents log calls and viewings in one tap, and the team leaderboard shows who's prospecting
- Keep a recruiting pipeline with its own stages, apart from your clients
Questions
Ask what they've done and what they'll do: where their first clients would come from, when they'll prospect, what they did after a no, and how they keep a callback. The template has ten, each with what to listen for.
Use the same ten questions. Their answers come from another job, their studies or their life, and questions 1, 3, 8 and 9 work for anyone.
Yes. Ten minutes of them calling you as an owner whose listing just expired shows how they'd open a call. Use the same owner for every candidate.
Score each of the ten areas from 1 to 5 before the next candidate, and add them up out of 50. Score the role-play on its own. The Excel file adds up the total.
Anything about age, race, religion, marital status, family plans or disability. TAFEP lists these among the questions to avoid in Singapore.
The sales version is for a first salesperson at a small business. This one asks about prospecting for listings and buyers: a quiet Saturday, a "call me next year" and an expired listing.
Yes. Copy it, print it or download it. There's no sign-up and no form to fill in.
Hire the agent who prospects in a quiet month
The template is free to use. The app is paid and shows each new agent's calls, viewings and follow-ups from their first week.
30 minutes. You choose the day and the time.