agent Entrepreneur logo
MenuMENU
SearchSEARCH

If You Want to Stay Competitive, Make These 5 Changes to Your Hiring Process

August 16, 2017
4 min to read


Recently, I had the honor of moderating a panel of senior executives speaking about diversity and innovation at a leadership conference in New York City. The main thesis of the panel topic was that companies can increase the quality and volume of insights and ideas by increasing their level of diversity, an idea that seems simple at the surface but complex after digging in, reports Inc.

I learned a lot from the panelist over the ninety minutes we had together. It turns out that while increasing diversity does increase innovation--thus making a company more competitive--there are still two big challenges associated with actually changing the makeup of an organization that must be addressed.

Ad Loading...

The first challenge is that like attracts like. An organization will naturally find and attract people similar to itself. People tend to interact, gravitate, and gel with people like themselves. Without conscious and concerted effort to seek and recruit different, things won't change.

The second one is that the biases that influence diversity in our companies are primarily unconscious, not conscious, so it's not enough to just say to ourselves, don't be biased. Moreover, we've generally moved past the days of overt segregation and discrimination. Therefore the biases we need to grapple with now are the unconscious biases. And by definition, we can't think our way out of this problem. Instead, we need to find outside systems, techniques, processes, and guidelines that structurally prevent or offset these unconscious biases.

Below are five strategies you can use to counteract the natural like attracts like phenomena and unconscious biases we have which will increase the level of diversity in your organization.


1. Increase the diversity of your recruiting team

Because like attracts like, consciously making your recruiting team more diverse will tend to attract candidates who are more diverse. Different members from diverse teams will still tend to seek out people like themselves, but that also perpetuates the diversity. Candidates in turn will feel more engaged and willing to consider a company with a more diverse recruiting team which will also carry on the value of diversity in these teams.


2. Fish in different pools

Einstein was the one who said that doing the same thing and expecting different results is the definition of insanity. So if you want different people, you need start by looking in different places. Search for candidate sources that have a high concentration of your target demographic and diversity makeup. When you find them, disproportionately push job openings and attend recruiting events in these new pools.

Ad Loading...

3. Use objective criteria for evaluation

Develop and weigh interviewing criteria that use objective measures and exclude bias. Don't use questions such as "does it feel like a good fit" or "would you put them on your team?" to evaluate candidates. A better approach is to have one group do the interviews and collect the data, and then another group make the hiring decisions only after being scrubbed of information that contains bias. For example, remove and/or replace names that suggest sex, race, religion, orientation or age.


4. Make hiring decisions as a group

Collective discussion and debate will be more likely to uncover and challenge biases. Because candidates are discussed based on rational discussion, it's less likely that they will be hired on a hunch or a feeling. Train hiring decision makers to bring up bias-thinking traps and how to confront each other constructively.


5. Give extra credit for diverse candidates

Before you scream "quota" or "affirmative action," my point here is that candidates who have been a minority in a given environment and have achieved a high level of success have had to over perform relative to non-minority candidates. Basically, they have to be better than the other to overcome that bias. They also have had the persistence, resilience, and fortitude to not just survive, but excel in their positions. This often means that hiring the minority means you're getting a better candidate.


Changing the diversity profile of your company is not easy, but tackling the challenge using processes and techniques that counter natural tendencies and unconscious biases can begin to make progress. As with many change efforts, slow and steady wins the race.

Topics:Training
Subscribe to Our Newsletter

More Training

Businessman signing document with pen
Training•October 1, 2026

Turning Regulatory Pressure Into Profitable Performance

A compliance-first F&I Strategy for today's auto dealer is essential given recent enforcement actions on the state and federal level. Here’s how to help your dealer-clients establish it.

Read More →
Empty classroom with lecturn, chairs and video proejction screen
Training•by Rick McCormick•September 16, 2026

Major Shifts in F&I Training

General agents must help F&I managers rise to the occasion of the modern consumer, who has very different expectations in order to relax into trust.

Read More →
Photo of financial documents with a magnifying glass, calculator and pen on top
Training•by Hannah Mitchell•August 31, 2026

Be a Compliance Hero

Agents can steer their dealer clients toward proper advertising practices, including regular audits, to help keep them on the straight and narrow in a period of elevated regulation.

Read More →
Ad Loading...
Photo of man signing document with a blue pen
Training•by Gil Van Over•July 28, 2026

Leasing Is Picking Up. What About Disclosures?

Agents and dealers must ensure proper documentation of lease costs and funding and end the practice of wedging lease orders into buyer’s orders — or ignoring them.

Read More →
'CHANGES' spelled out in two-dimensional letters on a concrete-like surface
Training•by David R. Ibarra•July 8, 2026

Manage Change, or It Will Manage You

Two retail tales from the pandemic paint a stark contrast in the wise approach and the defensive move that will undercut success rather than build on it.

Read More →
Marble statue holding hands to face.
Training•by Justin B. Gasman•June 5, 2026

Train the Mind, Grow the Department

Agents who want to create real value must do more than bring coverage options. They must help dealers build stronger thinking, better habits and better results.

Read More →
Ad Loading...
Photo of a stack of folded newspapers on a table
Training•by Gil Van Over•May 7, 2026

Headlines Can Be Deceiving

Warning letters the FTC sent to dealers suspected of deceptive pricing have retailers and the agents who counsel them on edge. Read past the headlines to get and stay compliant.

Read More →
Photo of mechanic wiping his hands on a rag
Training•by Hannah Mitchell•March 12, 2026

Service Drive Satisfaction Up

Auto dealerships have a ways to go, though, on many basic points, along with some new consumer expectations that would boost their competitiveness if fulfilled.

Read More →
Photo of man's hand holding a pen above a piece of paper on a desk
Training•by Rick McCormick•March 11, 2026

Agents Bring the Message and the Focus

The most predictable profit in today's unpredictable automotive retail market is a dealership’s finance-and-insurance department.

Read More →
Ad Loading...
Training•February 19, 2026

Policy Responses to Data Breaches

The recent 700Credit cyberattack is a wake-up call for agents and dealers. Review disclosures and tighten vendor oversight to maintain compliance and preserve customer trust.

Read More →
Ad Loading...