Having been with RE/MAX since early 2007 — right when the market bombed out — I have seen just about every personality type that real estate professionals posses. In fact, I interview many different personality types as part of my daily duties in finding, attracting and hiring the best of the best for the job at hand. And the more people I see, the more I realize that top producing Realtors share 10 basic personality traits. So if you are thinking about a career in real estate, take a peek at the 10 traits that make for the most successful agents.
10. Problem solver mindset. An individual open to different, creative unique ways to approach problems, without adopting a defeatist “overwhelmed” mentality tends to perform better and accomplish more transactions than one who expects someone else to solve their problems, or what I like to call, a “welfare” agent.
9. Self-motivated entrepreneur. Great agents possess a STRONG desire to control their own professional destiny; to be their own boss, taking ownership of their business from day one. To be successful in real estate requires a high degree of self-motivation, drive, and smart decision making capabilities.
8. Honesty and integrity. Enough said. This cannot be learned. Someone either has it, or they don’t, and if they don’t, they will not last too long in this industry.
7. Hustle and tenacity. Top producing agents possess a great work ethic. Individuals who have the tenacity to pursue every lead effectively and the hustle to aggressively market clients’ properties. The best agents working smart, putting in the right amount of time, and doing whatever is necessary to close deals in the best interest of their clients.
6. Interest in houses and architecture. An individual who has a true interest in houses and architecture tends to perform better than those who do not. In my experience, seeing true and applied knowledge and interest in real estate makes top producers become apparent in conversations; clients see that they care about the industry, and that is very important.
5. Engaging personality. A good real estate agent doesn’t just sell properties-they sell themselves. People will respond well to agents who have a great attitude; as well as those who are personable and honest, have confidence in their abilities, and get a sense of fulfillment by serving others.
4. Attention to detail. A complete real estate agent is attentive to the unique needs of their individual clients. An agent who is well organized, who embraces systems to follow up with leads, an agent who communicates effectively, and an agent who pays attention to clients’ needs by developing a relationship based approach, versus a sales approach — from what I have seen — is much more likely to become a top producer than one who lacks this trait.
3. Understanding of the local housing market – or willingness to obtain one. Top producers appreciate and utilize the nuances that make a specific community’s housing market and learn how to price appropriately using a neighborhood-specific method. Great agents identify and develop a focus or niche in the local real estate market, allowing themselves to distinguish their skills from that of the competition.
2. A network of connections – or willingness to build it. Successful real estate agents have a vast network of contacts within their local and national market. This list of connections should include other real estate agents and brokers, potential buyers and sellers, and all the other players in the real estate industry, such as appraisers, home inspectors, and mortgage loan officers. If an agent doesn’t have this, they need to have the willingness to create such a database, and have the commitment to work it regularly.
1. High-minded and learning based. Top producing real estate agents make a point of staying up-to-date on the latest topics in real estate and in their local market, allowing them to service clients more effectively. Continuing education and professional development lead to additional opportunities to expand business options and stay at the forefront of the real estate field.
Now that you know what it takes, ask yourself if you have what it takes to be a top producing real estate agent. If the answer is yes, a fantastic and rewarding career awaits you!
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