A real estate career can be rewarding if you love to work independently and have a passion for serving others. As you generate and nurture your leads over time, you should be able to build trust and prominence in your community.
While the barrier to entry is low, being an exceptional real estate agent is not for the faint of heart! It can take years to build a solid client base and the experience necessary to navigate complex deals. Many successful agents have specific personality traits that can give them an advantage in their careers. Let’s take a look at the 10 qualities of every top-performing real estate agent.
Determine Your Strengths
You might be thinking, How do I find my unique qualities? That’s a fair question. You can ask your friends and family to describe you and try taking an online personality test. Understanding your personality can help you gain insight into your strengths, patterns of behavior, and interpersonal relationships with others which can then lead to a successful career. Three places to start the discovery process are the Myers-Briggs Type Indicator, the Enneagram Personality Test, or the CliftonStrengths assessment.
“Ask yourself what you are doing well and what you need to work on,” says Greg Hawkins, Realtor® with Silvercreek Realty Group. “Think about the last listing presentation you did. Where did you feel uncomfortable? Was it handling objections or your commission? Once you identify areas you are struggling, you can improve. Now ask yourself an even better question: How does an excellent agent handle that objection or perform that duty? This one might take some research. Be willing to do the growth work of real estate.”
Now that you have thought about your personality type or have taken a test, check out this article for the 10 essential qualities of top-performing real estate agents.
1. Excellent Communicator
Agents who master both their verbal and written communications will likely succeed. It’s essential to listen carefully to what your clients need and stick to the parameters they have set. You can also confidently explain complex terms that your clients may not understand.
Improvement opportunity: Take a public speaking course or join a club to improve your speaking and communication skills.
2. Demonstrates Integrity
Integrity is a must in real estate. You live by a moral code and honor the relationships with your clients and broker. You serve your clients’ best interests and adhere to your state’s laws. If you decide to become a Realtor®, you will be expected to uphold a higher standard of conduct related to the NAR’s Code of Ethics.
Improvement opportunity: Write down the last time you had a conflict with a client and how you smoothed things over.
3. Professional
You show up for work even when you don’t want to or it’s not convenient (yes, even on holidays). “Agents are disciplined,” says Hawkins. “Embracing the fact you have to perform these tasks daily is important.”
You understand the importance of dressing and grooming yourself well to serve clients, prospective customers, and your personal brand. You come to meetings prepared on time or early.
Improvement opportunity: Set appointment reminders in a spot you check frequently on your phone and plan for extra time to arrive at your meeting spot.
4. Determined
You might be a good fit for real estate if you have this trait. Even if a deal falls through you are relentless in your quest to drive the next deal forward. You aren’t afraid of failure and won’t give up easily.
Improvement opportunity: Write about a few scenarios where you failed to make deals. Note what you learned from the situations and how you might handle them differently next time.
5. Patient
A great agent will understand that facing some adversity is inevitable. You don’t let the little things phase you, and you’re willing to work with your clients even if they are demanding or aren’t listening to you.
Improvement opportunity: Take a deep breath and pause before you respond to a difficult client.
6. Great Negotiator
Arguably one of the most important traits in the real estate trade, if you can learn to negotiate transactions you will go far in your career.
Improvement opportunity: Talk to a mentor or someone you trust about negotiation tactics and ask how you can improve your negotiation strategy. He or she can coach you on what to watch out for and what to say in specific situations.
7. Knowledgeable
Not only should you understand your market to succeed, but you should thirst for opportunities to learn. Invest your time to study the latest trends, marketing tools, and popular agents in your region or area. Attend professional conferences that can help you fine-tune your skills so you can stand out from other agents.
Improvement opportunity: Challenge yourself to share real estate insights the next time someone brings up real estate in a friendly conversation.
8. Well-Connected
Networking plays a significant factor in your ability to succeed as a real estate agent. There is a reason for the word “work” in “networking”—it’s not glamorous or easy. It takes time to develop meaningful relationships with professionals in your field and the community at large. The benefits of networking can allow you to meet prospects, avoid costly mistakes, receive mentorship, and even increase your earnings potential.
Improvement opportunity: Call or message three people you’ve been meaning to catch up with this week. Be sincere about connecting with them.
9. Flexible
Agents should lobby for their clients’ best interest, legally represent them, and make sure they’re available for questions or comments. Your customers are depending on you to guide them through their real estate transactions.The most successful real estate agents keep their schedules open and communicate with buyers and sellers throughout the process. There’s seldom a seamless transaction, which is why flexibility is key when keeping clients happy, sealing the deal, and moving forward with your career.
Improvement opportunity: Make a list of your top priorities this week along with any appointments. Keep them in a place you’ll check often, such as your planner, and cross them off one by one until they are done.
10. Proactive
Instead of waiting for clients to call, text, or DM you, move a sale or a house-hunt forward by reaching out first. Being proactive involves being extremely organized and having a sense of urgency, which can help when you’re working with multiple clients and agents.
Improvement opportunity: Search through text messages or emails to see what actions you may need to take next. Send out the appropriate communication and then return to your other activities.
The Bottom Line
Remember that no agent is perfect, and like other professionals, you’ll need to refine your skillset to become a greater asset to your clients.. You may recognize that you already possess some of these personality traits based on your past work—that’s great! As you gain more experience and demonstrate your commitment to the job, other people will notice. Whether that’s getting referrals from past clients or speaking at industry events to enhance other professionals’ knowledge of the industry, you will be well on your way to becoming a top-performing agent.
