Uncovering a candidate’s true potential with one game-changing question.

Introduction

Hiring in today’s property market isn’t easy. Whether you run a thriving estate agency or a growing lettings business, finding the right people can be the difference between hitting targets or struggling through the year.

While many interview questions reveal experience, very few expose what truly matters is how a candidate thinks, reacts, and performs when things don’t go to plan.

The Question That Changes Everything

“Tell me about a time when you turned a ‘no’ into a ‘yes’.”

Simple. But powerful.

This question uncovers how a candidate handles rejection, adapts under pressure, and uses initiative... qualities every top performer in sales and lettings must have.

Why It Works

1. It Reveals Resilience

Every negotiator, valuer or property manager faces rejection. Hearing how they overcame a setback gives you a real sense of their determination and mindset.

2. It Highlights Problem-Solving Skills

A good answer will include strategy, not luck. Did they follow up differently? Change their approach? Negotiate a better outcome? You’ll quickly see if they think ahead or just react.

3. It Shows Emotional Intelligence

In property, relationships matter. Listening for empathy, patience, and understanding in their response shows whether they can build trust with clients and landlords.

4. It Reflects Real-World Experience

Anyone can rehearse textbook answers. But stories from the field – whether winning a tricky instruction or rescuing a lost tenancy – show authenticity and practical experience.

What to Listen For

When asking this question, you’re not looking for perfection — you’re looking for growth.

Look for signs that they:

• Take ownership of the situation.

• Learned something from the experience.

• Applied that learning next time.

Those qualities often predict long-term success far better than qualifications or years in the industry.

Building a Stronger Team

At Windmill9 Consulting, we’ve interviewed and placed hundreds of professionals across estate and lettings agencies throughout the UK. The best hires always share one thing, they think on their feet, stay calm under pressure, and learn quickly from experience.

If you use this question in your next interview, you’ll see right away who’s truly motivated and who’s just saying what you want to hear.

Final Thoughts

Great teams aren’t built by chance, they’re built by understanding what really drives people. This one question opens the door to that understanding and helps you hire with confidence.



Ready to Hire with Confidence?

At Windmill9 Consulting, we specialise exclusively in property recruitment across estate agency and lettings. With years of experience and a network that reaches across the Midlands and beyond, we help agencies find the people who make a difference, not just fill seats.

If you’re planning to grow your team or want advice on how to assess candidates more effectively, get in touch today.

👉 Contact Us Today!

• 📞 Call: 0116 232 5181
• 📧 Email: contact@windmill9.uk
• 💻 Website: www.windmill9.uk 
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