We turn to you, real estate agent, do you remember the worst job you did? For us, it was telemarketing. We only lasted three working days before quitting. No, we’re not cut out to cold call people and ask them to spend their money on something they may not even need.
As you well know, every job requires specific soft and hard skills. Depending on the personal stage of development of each of these skills, each professional will be more or less successful in their work or in certain tasks. So what attributes do you need to be successful as a real estate agent? Below, you can find eight qualities you should already possess – or be able to develop – in order to maximize your potential in this industry, to sell repeating homes, or to help your customers buy the right one. If you decide to develop or improve the qualities described in this article, you can stay on the crest of the wave for a long time.
8. Trust and mindset
The first thing to know about a job where the goal is to sell is that people will tell you “no”. A lot of people. So, if you feel paralyzed by the prospect of receiving a sharp “no,” and “I don’t care”, to say the least, it’s time to prepare, because it will happen soon and often. The best way to be ready is to boost your self-esteem.
You know better than anyone what makes you feel successful and competent, and the moment you are confident in yourself, you will also be a better negotiator for your clients. Also because, in the first place, you will convince more customers to choose you with your enthusiasm and your character. How many times have you felt the charisma of an unknown person just seeing them walk or enter a room? The confidence and energy of some people is a result of their level of self-esteem.
If you’re not feeling very confident and aren’t sure where to start, working on yourself is a good place to start. The more you know about your real estate portfolio and the area’s real estate market, the more confident you will be when you talk to colleagues and clients about it. Often it is just a matter of approach and conviction.
7. Building authentic relationships
Put yourself in the shoes of a potential customer. You’re basically asking him to trust you as he makes what is likely to be the biggest investment of his life. This concept should be printed in big letters on the walls of your real estate agency and always in your mind as you talk to a potential client because it explains a lot about your leads’ behaviour and can also help you provide guidance on what you need to do. Become the best version of yourself as a real estate agent.
The first and most important job you can do, with and for your customers, is to earn their trust and keep it. If you can figure out how to do this, you are well on your way to a career at the top in real estate.
6. Authenticity in who you are
You don’t need a personality transplant to develop self-confidence and learn how to build strong relationships. Each of us, at one time or another, has wanted to be someone else at least once. But this desire won’t help you if what you want is to be successful in sales.
Play on your strengths and don’t try to look or become someone you will never be able to be. It is a game that no one can win: you will see that if you can always be authentic, be yourself in everything you do, your customers will reward your spontaneity.
5. Transparency in what you do
Do not hide the flaws of the properties. Don’t go around the truth. If the seller’s price for his home is too high, tell him. If the properties that your client has included in their personal wish list make the latter unrealistic due to their poor financial possibilities, let them know.
You’re not doing yourself a favour, and most importantly, you’re not doing your customers a favour by sugar-coating big and small lies or trying to obscure details while he makes the most important purchase of his life. Transparency is the best way to build your own success: you will be rewarded in the short, medium and long term. In fact, selling a property in the short term but omitting details, will certainly not favour a positive word of mouth from the customer who bought it. Since the profession of real estate agent is closely linked to one’s reputation, your brand could suffer irreversible damage in the long run. It’s not worth it, believe me.
4. Time management skills
How to manage your time? If you were working on the family farm, this is a question you probably wouldn’t need to consider. Your day would already be well defined from the first light of dawn.
However, real estate is not the family farm – and this is undoubtedly the main reason why so many people care. In this sector, planning your working days, weeks, and years in the best possible way is crucial. Monitoring and historicizing the data at your disposal to try to predict the future of your real estate agency, and knowing how to move more constructively, can decide whether you will continually flounder in search of customers, or have too many. Therefore, find a few minutes in each of your workdays to take to develop time management skills. There are several courses (even free) online like this one here. You will not regret it.
3. Refine “lead generation” techniques
When business is good, it is easy to enter some sort of state of fulfilment. Thinking that you are doing great can lead you to neglect some of the activities that, carried out on a daily basis, have allowed you to achieve that success.
Whatever job you do, avoid this serious mistake, but above all avoid doing it with primary strategic activities such as lead generation. If the flow of new leads slows down sharply or gradually decreases, even just a couple of months may be enough to realize that your agency is in serious trouble. Finding a reliable and constant source of new contacts is imperative. Having a lead channel that guarantees you minimal income is vital for both short and long-term survival.
With the certainty of being able to pay your bills all year round, you can then think of diversifying and optimizing all your marketing and corporate promotion or personal branding channels. So make sure that within your agency, the lead generation process is always active and performing.
2. Set goals and pursue them
In life, it’s too easy to stand by and never expose yourself. And if you’re okay with yourself being a mediocre real estate agent, well, well for you.
But if what you want is to be successful in your profession, you need to start thinking ahead instead of navigating by sight. You will need to look up from your shoes and stare straight at the road ahead, so you know which direction you are heading and what obstacles might present themselves within a kilometre or two.
Where do you want to be in six months? One year? Five years? Write it down. Then think about what you will need to do to get there. Afterwards, think about the first thing you could do today to get a little closer to your goal. Of course, you can go through your entire life without setting any goals. But you won’t grow up, except by chance or a stroke of luck.
1. Your ‘why’ as a real estate agent
A profession is not done just to “make money”. Of course, earning is one of the main reasons why each of us works. But it is not the only one. Have you ever wondered why you want to be successful in real estate? If I no longer have a job tomorrow, what would happen? Would that just be one less source of income, or would it also impact you as a person?
Let’s take an example: if you give up your career, a client who has chosen you as their real estate agent could turn to another less qualified or less suitable for their needs – or even do without an agent. The outcome of your renunciation for your client could be, at best, a greater expense (or loss) of several thousand euros for the purchase (or sale) of a home.
What about the worst-case scenario? Your client’s home may be foreclosed due to non-sale – because you weren’t there to recommend him. And maybe the stress could have negative effects on his health. A chronic illness could emerge, or worsen due to your complicated financial situation. Without going into the merits of even more catastrophic scenarios. Do you think we are exaggerating? We don’t, because we know how buying a house is a real stage in the existence of most people.
Returning to the question above: would not pursue your profession anymore (or not being able to do it at your best) would it affect you personally? Do you have a strong enough why (“a strong why” as Simon Sinek would say) and valid to carry out your profession? The much-vaunted “motivation” becomes a joke when you’re “why” is strong and rooted in your personal beliefs. Caring and wanting the best for your customers is a much more impactful factor than simply “I do it to get by” and that’s it. Think about it.
But most of all…
What you do is absolutely critical to the long-term well-being of your customers. We believe you know it better than us, you have probably chosen this profession for this very reason: the real estate agent has a very important role in people’s lives.
The house is a primary and essential asset for the human being. Always keep this in mind and remember to always give your best to ensure that each customer can live in the house of their dreams or, at least, in the one that best meets their possibilities with respect to market conditions. The satisfaction of seeing a customer satisfied and comfortable with their purchase (or sale) is, in the long term, a much greater source of satisfaction than a few thousand euros more earned immediately. Good job!
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