Even in this digital age, around 90% of home buyers use realtors to facilitate their purchase. With 1 in 9 people going through an agent, real estate is a great market to be in.
But there’s a difference between what makes a good realtor, and someone who just considers their job a means to an end.
Selling real estate is all about great service and people skills. Let’s check out the essential skill-set every great realtor should have.
1. A Genuine Smile Goes a Long Way
You can spot a forced or fake smile a mile away. As the psychology of smiling shows, humans have been designed with an innate ability to distinguish between real and fake smiles.
To be a good realtor, your clients need to see the real you. Be genuine, smile and show them you’re excited to work with them. Enthusiasm for your work and your new customers is essential if your career in real estate is going to succeed.
2. Be Friendly
Friendliness is another of the key real estate skills you’ll need to be a great realtor. If you’re friendly and open, your clients will feel more comfortable and willing to get in touch. They’ll also open up to you in return, and explain their concerns.
The more your clients tell you, the fuller your picture of their needs will be. You’ll have plenty to work with, and it makes finding the right angle an easier task. So, be a friendly realtor and it’ll make your job a whole lot simpler.
3. Communicate, Communicate, Communicate
Communication is a two-way street; sure, it involves talking, but it involves good listening skills, too.
When you listen attentively to what your clients tell you, you’ll pick up on their likes, dislikes, and their needs for their sale or purchase. Do they need to sell quickly? Are they willing to compromise on one feature to facilitate another?
Once you’ve listened carefully, don’t forget to keep in regular communication. Keep your clients in the loop. Update them at every stage of the buying or selling process, so your clients know what’s happening every step of the way.
4. Take the Initiative
If you’re an established realtor, then you’ve got plenty of knowledge and experience behind you. The skill of initiative comes in when you use that knowledge and experience and tailor it to the client.
If a great property comes on the market, think about your clients. Does it meet the needs of anyone you work with? If so, get on the phone and tell them about it straight away.
Take the initiative, and you’ll build your reputation as a realtor that cares.
5. Show Personal Interest
Every client and property is different, so you need to take the time to learn about them. Understanding the specifics of a sale or purchase will help you know what the clients expect.
For example, are you selling a deceased relative’s home for grieving clients? Showing empathy and sensitivity will help your clients through the process.
Or, are you helping find the perfect family home? Thinking ahead and tailoring your search to your clients’ individual needs will give you the edge over your competition.
6. Be Flexible
No-one knows what’ll happen tomorrow, so a client’s search might abruptly change direction overnight. And the real estate market is ever-changing, both in property prices and advertising tools.
A key realtor skill to survival is to adapt to client wishes and market changes. For example, homes with aerial footage in their marketing material sell 68% faster than those without. So, a flexible realtor will consider using aerial shots themselves.
Take a firm like Haggerty Real Estate Services for instance, who’s been around for 40 years. What makes them successful is adapting to the needs of their clients, the market, and making those needs the focus of their work.
7. See the Potential
If you’re trying to help a client sell their property, they might need to make some adjustments before it views well. See the possibilities, and use clever staging techniques to show off a home to its full potential.
If you’re on the lookout for a property for your clients, then you’ll also need to see beyond the first impression. While a property may not seem like the dream candidate at first, help clients see how it could look with just a little TLC.
See beyond poor decor and clutter. Help them see the hidden space, light, and just how they could make this imperfect home into their dream home.
8. Be the Sensible One
It can be easy to get carried away with emotion when you hit upon a beautiful property. But while your clients might get carried away in their enthusiasm, it’s your job not to get caught up in the hype.
If you know a couple has 2 kids and is planning for a third, is a 3-bedroom house going to be big enough? If not, is there the possibility of an attic conversion? And how much is that going to cost?
Of course, in the end, it’s your client who’ll make the final decision on where to live, and what they’ll spend their money on. But it’s your job to help your real estate clients see the true picture before they part with their cash.
Tips for What Makes a Good Realtor
Selling real estate is about more than just matching houses to people. What makes a good realtor is buying into their clients’ vision, and making the best sales and purchases as a result.
Real estate skills include a lot of head knowledge, but to be great at your job, you need to have excellent interpersonal skills, too. Be genuine and friendly, and show your client you’re really interested in them and their home.
It’s almost impossible to overcommunicate when it comes to real estate, so keep clients informed every step of the way. Take the initiative, and show your clients properties they may not have considered.
If you’re a realtor ready to adapt to the world of digital real estate marketing, then you’re in the right place. Check out our digital marketing tutorials for real estate professionals, and take your business to the next level.