Beyond Real Estate Licensing: Case Study Analysis of Behavioral Assessment Relationship Applied to Human Performance: Predictive Sales Performance Based on Hogan Assessments Systems

By Conrad R. Richards

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 students 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.

• Language: English
• Publisher: Trafford Publishing
• Release date: Feb 16, 2010
• ISBN: 9781426982637

Conrad R. Richards

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.

Book preview

Beyond Real Estate Licensing:

Case Study Analysis of Behavioral

Assessment Relationship

Applied to Human Performance

Predictive Sales Performance

Based on Hogan Assessments Systems

By

Conrad R. Richards, PhD

Forward by Walter R. McCollum, PhD

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Contents

FOREWORD COMMENTARY

DEDICATION

ACKNOWLEDGMENTS

CHAPTER 1: INTRODUCTION TO THE STUDY

CHAPTER 2: REVIEW OF THE LITERATURE

CHAPTER 3: METHODOLOGY

CHAPTER 4: PRESENTATION OF DATA AND ANALYSIS

CHAPTER 5: SUMMARY, CONCLUSION, AND RECOMMENDATIONS

APPENDIX A: INSTITUTIONAL PERMISSION FORMS

APPENDIX B: BROKERAGE MANAGEMENT PERMISSION FORMS

APPENDIX C: CONSENT AND CONFIDENTIALITY FORMS

APPENDIX D: QUESTIONNAIRE INSTRUMENT FORM

APPENDIX E: QUESTIONNAIRE INSTRUMENT FORM

APPENDIX F: BROKERAGE MANAGEMENT INTERVIEW

APPENDIX G: STUDENT PROFILE SHEET

APPENDIX H: STUDENT DISCUSSION OBSERVATION

FOREWORD COMMENTARY

This commentary dialogue is written by Walter Mc Collum, PhD., Professor at Walden University comment about the author and research. Walter: Dr. Conrad R. Richards is a principal for Real Advantage Professionals, an institution that provides professionals advisement, training and development and organizational development consulting. He is certified as an educator and provider of real estate education and licensing programs, certified in psychological assessment instruments in MVPI, HDS, and HPI for career advisement and counseling, and leadership development, and also a CTM certified public speaker in professional emotional intelligence. He also an adjunct professor at New York University, Leadership and Human Capital Management Department, specializing in Organizational Theory, Research Process and Methodology for HR professionals, Active Learning Development, and Emotional Intelligent Leadership for professional continuing studies for coaches, executive leadership, and training. Dr. Conrad R. Richards’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. As Conrad’s mentor and dissertation committee member, I support that the case study research, was conducted carefully and well organized as he applied the Hogan Assessment Instrument to the real estate licensing environment. This research has made his book an invaluable resource for the licensing environment, career development, recruitment and selection, training and development, and performance sales improvement. Walter R. Mc Collum, PhD., Dissertation Committee Member, Walden University & President, McCollum Enterprises, LLC

DEDICATION

To my loving mother and father, Rev. Leanora and Joseph Richards, for providing me with the foundation to know and understand that through Christ Jesus all things are possible for those who serve and trust the Lord. A special thanks to my mother, who has prayed for me sincerely, loved me unconditionally, and motivated me during both times of harvest and the draught seasons of my life. Thanks to a mother who has kept me spiritually grounded, because without God’s help I would not have the tenacity to endure. To my loving son, Conrad Jason Richards Jr., who has endured my scholarly commitment, devoted to this long experienced research. I would like to thank my brother, Minister, Courtney Richards, who has looked up to me, supported me, and provided sharing words of inspiration and encouragement. My sister, Minister, Verona Richards, who has cheered me along, and the rest of my family in the United States, United Kingdom, Canada, and Jamaica, who have at different moments been instrumental in my development and achievements. Thanks to my longtime friend Diane Allen, who always reminded me of the vision; Jerome Scott, who has been a sounding board for reflection; and Susan Jeng, who has been a strong advocate of my leadership development. To all my friends and associates who have contributed to my success, I would like to thank you all for your support and sincere encouragement toward the completion of this longstanding learning experience.

ACKNOWLEDGMENTS

My doctorial experience began with Lil Hoehn, Ph.D., who was my initial advisor and who provided me the doctoral foundation, patience, and nurturing in the initial exploration and preparatory research development. Walter R. McCollum, Ph.D., has been an advisor, counselor, teacher, and coach and has been invaluable in providing direction and support through the research process. Joseph Barbeau, Ed.D., has been instrumental as a mentor and committee chair through the Walden journey. All three as my dissertation committee members have been influential in the development and completion of my dissertation.

Toni Williams, my editor, who worked earnestly with me to ensure my dissertation was prepared in accordance with Walden and APA standards. I thank Toni for her patience and understanding. I would also like to thank Brian Sloboda, Ph.D., my statistician, who was instrumental in assisting me in the data analysis of my study. I thank Brian for his invaluable support and guidance. I would also like to thank Robert T. Hogan, Ph.D., President of Hogan Assessment Systems, an international authority on personality assessment, leadership, and organizational effectiveness, who has provided insightful commentary on the impact of behavioral assessment related to recruitment and selections beyond licensure. I would like to thank Marcia Darvin Spada, an established writer of New York State real estate licensing text books and an educator of more than 22 years who has provided commentary on the research topic, beyond real estate licensing and the need for an expanded licensing curriculum. I would like to thank Jack Harris, Ph.D., Coordinator of ARES Seminary Doctoral seminar, The American Real Estate Society, for allowing me to present this research to a national forum and providing commentary feedback. I would like to thank Barry Hersh, former Director of Newman Institute, Baruch College, for allowing me to conduct the research study. I would like to thank Dennis J Garritan, PhD., SPHR, Chair, Department of Leadership and Human Capital Management, Director of Graduate Programs in Human Resources Management at New York University, for insightful commentary relating to the importance of behavioral assessments related to recruitment selection and talent acquisition. I would like to thank also Eartha White, Director of Adult Education, York College, for allowing me to conduct the research study. I would like to thank all participating organizational experts, Citi-Habitats, Mary Cooney, Director of Recruiting; Bond New York, Olinda Turturro, Director of Recruiting; ERA, William Levin, Recruiting Manager; Halstead, Richard Grossman, Executive Director of Sales; and Keller Williams, Allison Kettrick, Brokerage Manager. I would like to thank all participating real estate students who contributed invaluable insight and experiences toward the development of this study. I would like to thank all my students over the years who have inspired me to explore sales performance improvements beyond licensing. I would like to thank Matt Lemming, Research Consultant, Hogan Assessment Systems, for his support and research instrument approval. I would also like to thank all the affiliated institutions for research-guided support: American Society for Training and Development, Society for Human Resource Management, American Real Estate Society, Real Estate Education Association, and New York State Department Division of Licensing Services.

I would like to thank my pastor, Rev. Floyd Flake, and his wife, Elaine Flake, copastor at the Allen A.M.E. Cathedral, in providing me the spiritual inspiration and purpose to push beyond the surface of mediocrity. I thank God for my life, health, and strength, and the opportunity to affect others in ways that will advance our experience on earth.

AUTHOR

Conrad R. Richards, A.A.S., B.B.A., M.B.A., PhD.,

Management Consultant

Specialize in Professional Advisement,

Training & Organizational Development

Principal, Real Advantage Professionals; Adjunct Faculty, New York University, Department of Leadership & Human Capital Management; Adjunct Faculty, Hofstra University, School of Professional Continuing Education; Adjunct Faculty, The Steven L. Newman Real Estate Institute, Baruch College; Adjunct Faculty, York College of Adult Continuing Education, Corporate Training Consultant, Professional Continuing Education, Queens College; and Licensing Instructor, for Real Estate Education Center, and RETC Training

Dr. Conrad R. Richards

Management Consultant

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Training and Development

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Principal, Real Advantage Professionals www.RealAdvantage.us

Photographer: Vincent Yuwai Chan

Dr. Conrad R. Richards

Management Consultant

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Training and Development

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Principal, Real Advantage Professionals www.RealAdvantage.us

Photographer: Vincent Yuwai Chan

Dr. Conrad R. Richards

Management Consultant

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Career Advisement and Counseling

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Principal, Real Advantage Professionals www.RealAdvantage.us

Photographer: Vincent Yuwai Chan

Dr. Conrad R. Richards

Management Consultant

Image440.JPG

Career Advisement and Counseling

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Principal, Real Advantage Professionals www.RealAdvantage.us

Photographer: Vincent Yuwai Chan

Dr. Conrad R. Richards

Management Consultant

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Real Advantage New York

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Principal, Real Advantage Professionals www.RealAdvantage.us

Photographer: Vincent Yuwai Chan

BEHAVIORAL COMMENTARY

This commentary dialogue written by Robert T. Hogan, PhD., provides insightful commentary on the impact of behavioral assessment related to recruitment selections and talent acquisition beyond licensure. Robert: This interesting and useful study of the determinants of sales performance shows, once again, that personality is more closely related to on the job performance than cognitive ability—in this case defined in terms of scores on the real estate licensing exam. This is a conclusion that employers everywhere should bear in mind. Dr. Robert Hogan, President of Hogan Assessment Systems

RECRUITMENT AND SELECTION COMMENTARY

This commentary dialogue written by Dennis J Garritan, PhD., SPHR, provides commentary on the basis of recruitment and selection of professionals. Dennis indicates that, selection and acquisition of talent for a competitive workforce can be aided by the alignment of behavioral attributes through psychological behavioral assessments. Dennis is the Chair, Department of Leadership and Human Capital Management, Director of Graduate Programs in Human Resources Management, Benefits and Compensation, Executive Coaching, New York University.

INDUSTRY COMMENTARY

This commentary dialogue written by Jack Harris, PhD., was in response to the presentation of this research at the American Real Estate Society ARES Doctoral Seminar, April 1, 2009. Jack, the coordinator of ARES Doctoral Seminar, supports the concept that the current licensing programs, does not directly determine sales performance nor does it provide an emphasis on salesmanship.

Jack: Dr. Richards’ work tests whether sponsoring brokers should recruit licensees with the highest scores on licensing exams. Alas, no such simple relationship exists and the results cast doubts on whether salesmanship can be taught at all. The skills needed to sell apparently are the product of education. Jack Harris, PhD. Former Research Economist, Texas Real Estate Center and adjunct professor of finance at Texas A&M University. Co-Author, Barron’s Real Estate Handbook, 7th Edition.

EDUCATION COMMENTARY

This commentary dialogue written by Barry Hersh, Clinical Associate Professor supports the concept that the current New York State real estate licensing program does not directly determine sales performance. Barry: This study documents the real estate licensing examination results do not guarantee success. License education properly focuses upon assuring minimum technical skills, legal knowledge and ethical understanding. The salesmanship, and business success is, as this research notes, is based upon social skills and very much upon motivation. Barry Hersh, a faculty member of Schack Institute of Real Estate, School of Continuing and Professional Studies, New York University.

This commentary dialogue written by Marcia Darvin Spada, supports the concept that the current New York State real estate licensing program does not directly determine sales performance nor does it provide an emphasis on a salesmanship curriculum necessary for industrial sales competence. Marcia: Although a sales student may score high on the real estate exam it is not a determinant for sales performance. The same notion can be applied to those exam takers that show poor exam results may have the behavioral abilities to succeed. Therefore, there is a consistent conclusion that sales performance is determined by the student’s human developmental characteristics. Such human development and consumer behavioral awareness can be extended to all students through a salesmanship curriculum as part of the current licensing program. Marcia’s comments are based on observation and participation in real estate education over the past 22 years.

Marcia: I strongly believe, and this is not based on any particular measured study, that there is little or no correlation between high achievement in the real estate classroom and success in real estate sales. High achievement in the classroom is not at all that important in becoming a successful real estate agent. Over time, this observation came as a surprise to me. I grew up in the 50s and 60s. The theory during this period was that if you achieved academically, a red carpet of success would