Free template for real estate team leads
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.
Team: ______ Date: ______ Interviewer: [you]
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)
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.
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.
| 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 |
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
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
Give every candidate the same questions in the same order, so the scores mean the same thing.
Names, days and counts, from their own week.
One is worth a second question. Two is a pattern.
In Singapore, TAFEP's page on fair job interviews says to "Create a list of selection criteria and apply this consistently for all candidates."
Source: TAFEP, How to conduct fair job interviews (read 29 September 2026).
4 + 5 + 4 + 3 + 4 + 5 + 4 + 3 + 4 + 4 = 40 out of 50.
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.
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.