Today we will talk about what we believe to be the main qualities and fundamental characteristics of a real estate agent. Although buyers and sellers have more access to real estate market information than has been the case before in history, they still need a real estate professional to help guide them through the process of selling, buying or renting. Regardless of what method people use to find the real estate agent to whom they will then entrust the sale or purchase of their home, they will continue to work with the agent who possesses the skills and qualities. Which they consider most important, which a professional in the sector certainly cannot ignore.
But which skills and qualities are most important? In our opinion, those that will become more and more indispensable from year to year are included in 6 groups. Here are the main qualities of the real estate agent to succeed in your work!
What are the main qualities of a real estate agent?
1. Honesty and integrity, which is a sincere dedication to people
Buyers and sellers want to deal with someone they can trust, someone who cares about their customers’ interests. Knowing the real estate market in your area is no longer enough to win people’s full trust. Honesty and integrity will be fundamental skills to build customer trust throughout the course of the buying and selling operations, allowing real estate agents to develop a lasting relationship with them.
Think about it for a moment.
That of the real estate agent is a real social role, and it is also very important. On the other hand, the purchase of a house represents, for most people, the crowning of life, as well as the investment of their savings. Being a real estate agent means wanting the best for people, it means guiding them in the buying process to achieve customer happiness through the purchase of the property of their dreams or through the search for the best tenant for their apartment.
As a professional, your reputation is your business card not only on the national territory but even all over the world now that the web has broken down any kind of barrier or border. This is why when potential customers come to you, you can be sure they are aware of the level of service you provide. If your online reputation is authoritative enough, they will already have an idea about you, your modus operandi as well as the values behind it. We already talk about this in many of our articles.
In a market context in which the online presence is now taken for granted and personal branding is relatively easier to manage, it is the attention to detail that makes the difference. For example, make sure your reputation stays spotless by continuing to provide great service to your customers before, during and after the sale. Exceed their expectations.
The web is conversation and on real estate forums, there are many comments circulating about the work of real estate agents. Make sure that the comments associated with your name are always positive thanks to impeccable offline work and always be ready to respond convincingly in case of bad reviews.
How to keep an eye on all this? In addition to creating your WeAgentz profile, you can set up a Google Alert with your name, so you always know if someone is talking about you online.
3. Knowledge, skills and continuous updating!
Knowledge and skills are cornerstones among the qualities of a real estate agent! Buyers and sellers want their real estate agents to be able to understand precisely every facet of the real estate market and be able to share with them everything they go through step by step. Seems obvious, doesn’t it?
That of the real estate agent is a profession deeply intertwined with personal branding and the discipline of marketing which are both constantly evolving thanks to the new practices enabled by the web and social media. So it is essential to keep yourself constantly updated with case studies and best practices, in order to better manage your online presence and make sure that potential customers perceive the value of your brand in the best possible way.
The Internet may be able to give customers information about the value of their home and suggestions for obtaining a pre-approval of a possible mortgage, but it lacks that personal touch that can only come from the experience of a professional: knowledge of the market, real estate quotations in the area, cadastral and urban planning regulations, legal aspects and obligations to be fulfilled, whether it is for sales or leases.
In the age of instant messaging and smartphones, over the years we become more and more accustomed to having a quick or immediate answer to our questions and problems. You may not need to respond to customer questions in seconds, but it is still a good idea to respond within a few hours or a day at most, depending on the situation. Chabot’s are born for this.
Depending on the level of complexity and artificial intelligence behind it, catboats allow you to have real conversations with your customers 24/7. They could be a great solution if you tend to be very busy during the day and still want to keep an interactive channel with potential customers.
To date, the development of chatbots has a relatively low cost, but a completely free alternative, even if not of the same value, is represented by auto-responders. Facebook, for example, rewards pages that respond instantly with a special badge, which stimulates contact from the user. Setting up a simple auto-responder or automated message on your main channels, such as email, social media, phone, shows that you care about your customers and that you take care of every request even if you don’t have the time at that moment.
5. Communication skills
Closely related to responsiveness are the communication skills of a real estate agent. Setting an auto-responder, in fact, is completely useless if the message you convey is ambiguous or with a lacklustre and polemical verve.
Real estate agents with great communication skills not only make the people around them feel important, they are also able to communicate with their clients according to their preferences. But to deepen and develop aspects like this, a simple article is not enough, and we know it well. This is why we refer to disciplines such as NLP and business communication.
What we would like to focus on here, beyond totally subjective aspects and dependent on strategic choices regarding your brand such as tone of voice and vocabulary, is how to convey your message.
Marshall McLuhan said, “the medium is the message “.
Often, in fact, it is not so much the message itself that makes the difference, but the channel through which it is conveyed. For example, younger customers (the so-called “Millennials”) may prefer textual means of communication such as social networks, while older customers usually prefer the classic phone call. To know for sure, we just have to ask customers directly for their contact preferences, if we do not have the possibility to understand it in another way.
When you can communicate well with people, they love working with you and will likely recommend you to their family and friends.
6. Mental soundness
Things don’t always go as they should. Customers who give trouble and call day and night, local competitors who make unorthodox moves to destabilize our credibility, the difficult and often frustrating relationship with the institutions, as well as many other situations that you will know better than me.
If we add to all this the uncertainty with which real estate agents operate every day, and which ordinary people often do not even realize, it is easy in certain situations to be demoralized.
Keeping calm and cool, trying not to be personally influenced by certain professional events is essential not only for the longevity of one’s profession and for the pleasure of exercising it, but also for one’s health.
Very often it is stress and pressure, rather than results that push agents away from the profession. So let’s think long-term and try to put a solid screen between inconclusive criticism, valuable observations, professional life and private life. It doesn’t matter how many times you fail, but how many times you fall and get back up having learned something new.
A customer immediately perceives what the agent he is dealing with is made of. The higher the agent’s mental strength, the greater the customer’s trust in you. Especially in the most difficult moments of negotiations. Preserving one’s mental strength to be more lucid in decisive moments is essential. Moreover, from the impression that the customer has of you to word of mouth to other potential customers, the step is short!
Do you want to improve your skills?
One of the best ways to improve your skills is to practice on a regular basis. Keeping them alive will allow you to provide a high level of service to your customers, even after the transaction has been closed. But we will talk about loyalty in a future article.
Another way to improve your skills is to participate in seminars and training courses, on a fairly frequent basis or at least once a year, specifically aimed at honing your skills, broadening your knowledge and giving you the latest tools. And the best strategies to work more effectively with your customers. A constant study can only constantly increase the quality of the real estate agent who aims to satisfy his customers every day.
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