Qualities of a Successful Real Estate Agent
While some are born with charisma, to truly excel in the real estate industry, it takes more than being a great talker; it’s about consistently honing your skills and understanding your unique value.
Each of us has our strong suits, those qualities that enable us to own a room and close a sale. But, just as every action has an equal and opposite reaction, we each also have qualities on which we could work to strengthen and improve. Self-assessment, the ability to objectively look at our strengths and weaknesses, is a critical element in our evolution as professionals.
To uncover the best qualities of a real estate agent in yourself, take the time for self-assessment, to understand the traits and tools at which you excel and those that need work. We’ll help out by discussing a few qualities all agents need to be on top of the game.
Qualities of a Successful Real Estate Agent
When it comes to the qualities of a successful real estate agent, there’s quite a list. So, let’s look deeper into what makes a successful real estate agent:
- You exude confidence. The qualities of a good real estate agent aren’t always measurable or tangible. For instance, we all know that one person who strides into the room and instantly, all eyes turn to the front of the room. One of the defining qualities of a successful real estate agent is the ability to project authority. The best way to do this is through confidence, and the surest way to have confidence is to know your subject matter backwards and forwards. As an agent, that means understanding the market from a buyer’s and seller’s perspective, having your presentations honed, and being dressed and groomed like the consummate professional. One of the best ways to project confidence, especially on an initial prospecting call, is to master your REAL ESTATE SCRIPTS. As you learn to enhance your communication skills, lean on your scripts to control the flow and pace of your conversation. In particular, scripts can be tremendously valuable when handling the inevitable objections that homeowners are bound to throw your way during the buying and selling process. One final note before we close this section: there is a fine line between exuding confidence and appearing arrogant. Part of your self-assessment process is to understand where this line stands, and stay with your feet firmly planted on the side of authentic confidence.
- You are energetic and enthusiastic. Clearly, we all have different styles when handling our job. You don’t need to present yourself as perkily as a cheerleader on a fall Saturday, but a display of energy does wonders to inspire confidence. Question that? Flip the tables and put yourself in the client’s seat: Who would you rather spend time with when working on your listing– an outgoing and personable agent or one who, despite their knowledge, inspires boredom? Remember: people want to work with people they like. Just make sure that when you exude these real estate agent qualities, you are authentically enthusiastic because people can read through an act.
- You are client-focused. Of course, we are in business to earn a living, but earnestly placing the needs of the client first will ensure your success. Always remember, you are in the SERVICE business. That means you work to build their trust, even if that means longer hours for you. Add value to the relationship by helping them plan their finances, or connect them with someone who can, if they aren’t in a position to make an immediate down payment. Once you’ve made a sale, stay in touch.
- Create your own unique value proposition. Think of this like a mission statement. Putting in words what your value is and what you offer as an agent is a good tool for you, as you can remind and refocus yourself. But, it also offers a way for you to clarify in one short sentence what you offer in value that is unparalleled by other agents to your prospects and clients. Here are a few quick tips on building your value proposition:
- Do you offer something different? By different, we mean things like providing professional photography, covering pre-inspection expenses or offering staging advice.
- Can you be viewed as an authority figure? In other words, perhaps you are the “go-to” expert in a certain part of your MLS. Leverage your knowledge of the neighborhood to differentiate yourself. In fact, this is where Vulcan7’s NEIGHBORHOOD SEARCH data can reinforce your position as a neighborhood expert.
Finally, as we mentioned above, the key to self-assessment is to be authentic. Find your own style and interact with your customers and clients in a way that’s true to yourself, not as how you think a real estate agent should behave. Doing so is the best way to offer extra value, because you will earn the trust of clients and there’s no more effective way to be successful.
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