The Harcourts Real Estate Simulator for Salespeople

Information

By using the simulator you will get a taste for what a career in real estate is like by:
  • playing the role of a real estate salesperson;
  • interacting with virtual clients interested in buying or selling property; and
  • seeing how you measure up to the top performers in the industry


The simulator will take about 30-40 minutes of your time and if your results are representative of what it takes to succeed in the real estate industry then we will be in touch.



With the VIDEO BASED SIMULATION, you are presented with typical situations that real estate agents experience on the job every day. You have to react to the situations, and in the process, deal with objections, establish the client's needs, and close the sale. Your responses are then statistically compared to those of high-performing agents.

These situations test the following competencies:

1.  Building Rapport
Building rapport and acquiring information are critical skills that come into play at the beginning of every sales process. This part of the simulation measures your ability to develop a connection with clients on a personal level and to collect necessary information (such as determining the clients' needs and requirements, decision-making criteria, and priorities, as well as the information that is necessary to screen the client) by asking the right type of questions at the right time.

2.  Managing the Sales Process
Managing the sales process involves a set of behaviors that control the flow and pace of the sales process. This part of the simulation measures your ability to guide the client toward action at the right time by making appropriate recommendations (while not turning off the client by being too aggressive or too forward), properly addressing clients' concerns, and effectively handling objections and removing obstacles.

3.  Listening Skills
Strong listening and comprehension skills are necessary to understand your clients' needs and requirements from what your clients tell you. This part of the simulation measures how well you process the information that the clients provide and how accurately you apply that information in the sales process.

4.  Closing the Sale
Closing skills are a set of behaviors related to bringing a sale to completion by obtaining a commitment from the client and closing a deal. This part of the simulation measures your ability to obtain a commitment from your clients and to make clients feel good about their purchasing decisions. It measures your level of assertiveness when closing deals and your ability to handle rejection, in those cases where the sale does not materialize.



The APTITUDE TEST part of the assessment measures your cognitive ability. You are given 12 minutes to answer as many general intelligence questions as you can. The higher your score is on this test, the greater your ability at solving problems, processing information, and learning new concepts.General intelligence is linked to success in sales, as well as a number of other professions.

 

The PERSONALITY PROFILE explains a person's behavioral tendencies. The different aspects considered are Sociability, Assertiveness, Achievement, Dependability, Emotional Resilience.  Knowing one's personality provides information about inclinations and general patterns of behavior. In this portion of the assessment, you are asked to respond to a series of statements about yourself on a scale ranging from "Strongly Disagree" to "Strongly Agree."