When you think of a real estate agent, who do you picture? Maybe it’s the type that’s portrayed in movies and in pop culture – they’re wearing an expensive suit and always on the phone. They’re often depicted as slick, fast-talking salespeople who are all about the deal and making fast cash. They’re usually super extroverted and the life of the party to the point of being overbearing.
Unfortunately, people in the real estate business are often painted as a “type,” but that’s not the truth. You might even feel discouraged from pursuing a career in real estate yourself because this personality doesn’t sound like you.
In reality, real estate agents come from all walks of life. According to a recent survey conducted by Aceable, 46% of respondents said they chose to pursue a career in real estate because they wanted the opportunity to help/serve others. That sure doesn’t sound like those slick salespeople we see on TV!
In this article, we’ll discuss the qualities of a good real estate agent. My hope is that at the end of this post, you won’t picture that real estate agent you always see in movies – you might even see yourself as an agent!
Personable
Being an extrovert isn’t necessarily a key trait of successful agents, but being personable is. Being personable does NOT mean you have to be the type that fills every moment of silence with conversation or that you talk a million miles a minute. It’s more important to care about and connect with your clients. People that make a personal connection, are engaging, and get along with everyone are well-suited for a career in real estate.
After all, real estate is about selling yourself as much as it’s about selling property. If you’re the type of person people are comfortable with and like being around, it will definitely help you grow your business.
Honest
Real estate agents get a bad rap for doing whatever it takes to close a deal, even if it means bending the truth. Every industry has its bad apples, but real estate has been depicted pretty unfairly.
In reality, honesty and integrity are essential to being a successful real estate agent. Buying and selling houses is a big job with lots of time and money involved. Clients will need to put a lot of trust in you to ensure it all gets done with their best interests in mind. Referrals will help you big time in this business, and clients aren’t going to recommend you to their friends if they think you’re shady. Plus, there are serious legal ramifications for agents who engage in certain dishonest behaviors (like fraud).
Good Communicator
Communication is key in real estate. Whether it’s communicating the value of your services to a seller, negotiating points for a purchase contract, or lining up the closing with the lender, deals hinge on how well you communicate. And let’s not forget, today buyers and sellers expect near-instant communication.
Further, being a good communicator means being a great listener. It’ll be crucial that you understand your client's needs. After all, it’s not your job to find a house that you love – it’s all about them!
Still not sure whether you’ve got great communication skills? Consider if any of these sound like you:
You’re an active listener – you like to ask follow-up questions to make sure you’re on the same page
You like to include everyone – you realize that decisions rarely impact one person, so you’re great at getting input from everyone involved
You are observant and know how to read body language, gestures, facial expressions, finger, hand, arm, and leg positions, and look for cues about unspoken thoughts or feelings
Enthusiastic Learner
If you detest learning new things, this career may not be the right fit for you. Real estate is an industry where things are constantly changing: the housing market, rules, regulations, your clients’ needs, you get the picture! This is why continuing education is such a vital part of maintaining your real estate license.
Plus, this is a job where you’ll run into unexpected, totally unforeseen issues. Every day experienced agents run into new problems they’ve never faced before that they have to handle on the fly.
Real estate problems are problems that don’t always have a straightforward answer or textbook solution. There could be more than one way to solve the problem. The question is, will you enjoy meeting these challenges?
Effective Networker
Being a good networker doesn’t mean you have to know thousands of people and be that person who’s always out and about handing business cards to anyone who will take them. But it does mean that you’re good at making connections, organizing them, and keeping in contact.
There’s no substitute for face-to-face interaction, but these days a lot of networking is done online. Many top real estate agents are experts at using social media to market their services, maintain personal connections, and network with others.
Detail-Oriented
In real estate, one small detail can undo a deal or cost you a client. You have to pay attention to the small cues that clue you into what a client wants and needs. You have to pay attention to every line of the contract to avoid costly errors. You must pay attention to the red flags that may be hard to spot during a home tour. You have to pay attention to how every listing photo is framed.
Those who lack attention to detail will have a much more difficult time getting their footing in real estate. Usually, all it takes is one avoidable blunder for serious agents to realize even the most minor details matter.
Tenacious
Being an agent takes tenacity. The average home buyer will look at ten homes before deciding to write an offer. Not every listing appointment is going to pan out. Deals can fall through despite your best efforts. You may have to cold call 20 leads or more before finally connecting with someone who’s interested in buying or selling.
The good news is that it gets easier with time. You’ll build your network and start getting more referrals. But it will take hard work and persistence to get to that point – does that sound like you?
Tech-Savvy
Technology moves at a swift pace my friend, and real estate is an industry that has always been impacted by technological advancements. The internet was a game changer for listings. Email was a revolution in sending and accessing documents. Social media has dramatically changed how agents market their business.
From e-signatures to virtual reality tools, real estate agents must be up-to-speed on the latest technology. This is especially true now that the tech-savvy millennial generation is the largest segment of home buyers.
Hard Worker
Real estate is hard work. Despite what many people think, it isn’t easy money, particularly when you’re just starting out. You’re running your own business from the ground up, which requires a remarkable amount of work no matter what industry you’re in.
You may spend hours searching through listings and arranging home tours only for a buyer to decide they want to wait six more months before buying. You then need to touch base regularly so that the lead remains warm and doesn’t get picked up by another agent. Once they decide to purchase a home, a lot of energy and effort may be needed just to get the deal accepted. And, after doing all this work you don’t receive a penny unless you make it to the closing table.
Add running a marketing campaign, completing continuing education, and juggling other active clients on top of that, and it’s easy to see why the best agents have a fantastic work ethic.
Self-Motivated
According to our study, 98% of folks polled said that their real estate career offered good flexibility, with 87% saying it allowed them to control their work hours. That kind of freedom and flexibility might sound perfect, but it puts a lot of responsibility on you! You’re creating a brand and running the show yourself. You’re the boss. No one is dictating your schedule or telling you what to do next.
To succeed in the real estate business, you’ve got to be self-motivated with an entrepreneurial spirit, have a keen business sense, and not be afraid to bet on yourself. Continuous improvement and growth is the primary goal, and that mindset will take you far in real estate.
Professional
Above all else, real estate agents with enviable careers are true professionals. They invest in their education, treat all clients with respect, and work every day to grow their business. True professionals are always on time and follow through on their promises.
Real estate is a serious business. Clients have a lot of money on the line, and they expect their agent to be a professional they can rely on. Anything less than that and you may earn a reputation for the wrong reasons.
There they are! These key personality traits can set you up for success as a top-performing real estate agent. If some of these descriptions don’t sound like you, that doesn’t necessarily mean you aren’t cut out for a career in real estate. Some traits may come naturally, while others take a bit of work to fine-tune.
So what do you think? Does a career in real estate sound like a good fit for you? If you’re ready to take that next step, we’d love to help! Our online courses prepare you for your real estate licensing exam, and you’ll get to learn at your own pace!
Updated 9/23/22