Sure… you took the real estate course. You have the necessary technical knowledge to perform. You know about real estate marketing, you know what real estate sales contracts look like, and you know what to do at settlement. Excellent. Don’t talk about it. I’m more talking about those “soft” skills that you don’t necessarily need to learn to get your license, but are key to success nonetheless. Here are some skills and characteristics that have been shown to increase the chances of success in real estate sales:
1. Communication skills
Good oral, written and listening skills are key to success in real estate. This is so basic I almost didn’t want to mention it. Aim because it’s so basic i had to do it. As a real estate professional, you deal with people all the time. Therefore, the ability to communicate effectively is at the heart of your business. It doesn’t just mean the ability to achieve mutual understanding, it also means making sure everyone involved is informed. Listen carefully, speak and write clearly, give and ask for feedback, and confirm that all relevant parties have been informed.
2. Interpersonal skills (the likeability factor)
This may sound silly, but the real question is: do people as you? The reason I ask is because the overwhelming evidence shows that people tend to do business with people they like. [I know. Not exactly rocket science.] But it’s such a basic thing that people tend not to give it enough consideration. So what makes a person likeable? Well, people tend to like people who are polite, good listeners, helpful, respectful, honest, trustworthy, and empathetic. And that they show a genuine interest in them and have a positive and optimistic attitude. So to the extent that it is seen as likable, your business will benefit.
3. Organizational skills
To be organized is to have structure and systems in place. It means you know what to do, when to do it, where to do it, how to do it, and why you do it. The organization promotes efficiency, productivity, effectiveness and mental clarity. And it saves you time and energy. Some tools you can use to help organize your real estate business include: to-do lists, a virtual personal assistant, a smartphone, a calendar, and a contact management system. And if you insist, yes, a sticky note is not out of the question. Whatever works best for you. Because when you are organized, there is order. Without order, there is chaos.
4. Relationship Building Skills
Relationship building is a skill. Usually it doesn’t just happen. It takes effort. Meeting new people and then ignoring them won’t do the job. After making a new contact, check in regularly. You can: call, email, mail, have lunch, etc. Determine the frequency based on the type of relationship you want
keep.
5. Goals
Goals give you a sense of direction and clarity. They give you a road map so you know exactly where you’re going. Written goals with deadlines work best. You can set daily, weekly, monthly, yearly, and even longer-term goals. Be sure to review them periodically to make sure you’re on the right track. You can always make adjustments along the way, especially if you find your goals have changed.
6. Patience
Wow! This is a problem. Especially if you are dealing with short sales, foreclosures or complex commercial real estate transactions. They tend to be laborious and slow. So being able to wait patiently while things progress will be good for business and your blood pressure.
7. Persistence
Stick-to-it-iveness. The real estate market has its ups and downs. Ideally, you should be able to maintain an adequate level of business either way. On the one hand, this means having a sustainable business model. On the other hand, it means having the determination, adaptability, creativity, and vision to succeed, even if the real estate market slows down. Persist and you will continue to stand even after others have thrown in the towel.
8. Self-confidence
Self-confidence is the foundation on which to build almost anything. It is the belief and confidence you have in yourself. It drives you to act. And it is what will help you overcome obstacles, if they arise. To build your confidence, focus on your strengths, commit to lifelong learning, have a Plan B, and stay positive at all costs. If you think you will succeed, chances are you will.
9. Self-awareness
You will save yourself a lot of time and energy if you know what you are passionate about. When you know exactly what interests you, you don’t waste time on unrelated matters. You are focused. For example, if you have a passion for lounging on the beach, sunbathing, and drinking drinks under little umbrellas, then you might want to develop a niche in beachfront real estate. In the same way, selling historic properties would only drive you crazy and land you right in the poor house. Know who you are, then “do you.” You cannot fail when you follow your bliss.