What makes a great real estate agent? The answer is multi-faceted, according to careerwebschool.com article, “Unlocking the Secrets to Success: The 10 Most Common Traits of Highly Successful Real Estate Agents.” According to the article, there a combination of traits at work that successful agents use to achieve their professional goals. The ten most common of these traits include:
1. They wear the other shoe
Top performers think like the customer. They realize a successful transaction is founded on trust and the absolute necessity to add value at every stage.
“Buying or selling a home is one of the biggest financial decisions that most consumers make. Real estate agents need to understand that their service needs to be impeccable because it’s a really big deal for their clients,” said John D. Mayfield, ABR, CRB, e-PRO, GRI, sales coach, author and broker/owner of Mayfield Real Estate in Farmington, Mo.
2. Their passion shines through
Top agents are successful because they love what they do and it shows: They are relentless in their pursuit of success. Others are eager to work with them because they are so passionate. In addition, they easily handle rejection
“The top real estate agents seem to be those who do well with rejection. That’s easier said than done, but the best agents do not let it immobilize them. They have a never-give-up attitude, which is huge,” says Danielle Kennedy, author of the best-selling book, “How to LIST & SELL Real Estate,” 30th Anniversary Edition.
3. They’re experts at working with people
Top real estate agents know how to identify and work with specific personality types. Specifically, the best real estate agents are experts at reading people and knowing how to adjust their approach by asking the right questions and being direct, while also being diplomatic.
Each has developed a knack for knowing how much to invest in any given customer and where to focus the bulk of their efforts – which is especially important given the need to work efficiently, according to the article.
4. They’re immersed in their communities
Most agents are likely to keep up with MLS reports and the like. However, the most successful agents know the market better because they’re active participants in the community — often belonging to community and civic groups in that neighborhood — and invest the time to know it,
“Top-notch Realtors are multi-faceted. They’re entrenched in their communities and all over the place socially,” Kennedy said. “Consequently, they’re hearing stuff that that the average agent sitting in the office doesn’t hear. That gives them an advantage and allows them to react faster.”
5. They think strategically and move with purpose
Top performers develop business plans that are updated annually and have clear financial goals. They take into consideration the average commission, the percentage of take-home pay, the number of transactions they need to handle, and how many contacts they need to make to realize their goals. The tiniest of details are handled properly because they put in place systems and processes that keep things on track.
6. They build a sea of influence
According to the article, a recent NAR study found that the large majority of buyers and sellers found their real estate agent through recommendations and referrals of friends, family members, and co-workers. This sea of influence consists of a database full of past customers or prospects, bankers and lenders, professional home stagers, home inspectors, and others with whom they make it a point to regularly stay in touch.
“Really successful real estate agents don’t sit on their hands and wait for someone to tell them to do something,” Mayfield said. “They ask questions, learn how to do things, and just do them. They’re self-motivators.”
7. They’re superb communicators who exemplify professionalism
Successful agents are brand developers: They clearly establish who they are and what they represent. They take the time to determine the style of the service they deliver and the level of quality it personifies.
8. They put referrals to work
Those agents at the top of their game consistently reach out to customers and prospects because they know buyers and sellers often make decisions quickly and many times without notice. There is almost always a reason to reach out, and if there isn’t one, they make a reason. Given the importance of referrals, top performers always capitalize on testimonials that speak to the value they deliver.
9. They maintain a healthy lifestyle
Top real estate agents are among the busiest people in any professional field. Even so, they know that boundaries between personal time and business time are important and have figured out a way to recharge to maintain the high level of energy needed for success.
“What I’ve seen is that the best agents are relentless, and invariably strong and healthy because this career is like running a marathon,” Kennedy said. “You have to be in good mental and physical health because if you’re not, you’ll have one foot on the banana peel, let’s put it that way.”
10. They’re highly knowledgeable
Real estate is a fast-paced, ever-changing entity. The best of the best keep up with change and educate themselves about the latest developments and required skills. They know there’s always something new to learn that will help take their skills set to the next level.