10 Qualities that Make an Exceptional Real Estate Agent

A wise man once said, “Real estate is simple, but it’s not easy.” Some people would lead you to believe it’s the new do-nothing job that know-nothings get paid a bunch of money to do. Many think they can ditch their day jobs and sell real estate. Maybe they can, but the failure rate is high. For the sake of making a worthwhile top 10 list, let’s assume the person has all the essential qualities needed to be successful at any job; work ethic, resilience, etc. These are my top 10 qualities that make an exceptional real estate agent.

1. Empathy

Being empathetic is the most important quality in this job, as it is with most things of substance. You need to put yourself in the client’s shoes and understand what is truly the best situation for them. Empathy is what separates great agents from pushy salespeople. Not only will you do what’s right for your clients and build a referral network, but you’ll have clients who love you, which is the best feeling in the job.

2. Trust

Clients need to trust you, and you need to trust your clients. Don’t ever give them a reason not to trust you. Trust your clients to do the right thing until they do something terrible to break your trust.

3. Independence

Buh bye W-2 income and getting paid every second Friday, real estate agents live on commissions. You only make money on the deals you close. Commission income is liberating for some, and it’s too much to stomach for others. It takes time to build your network and work with clients. Don’t expect to make much of anything in the beginning. Think about this long and hard before jumping into the real estate game. If you have a good job that you like and can work part-time, it is wise to stay with it until you find your footing as an agent.

4. Communication

Speed is the name of the real estate game. Communicating quickly will help prevent clients from being lost because the houses they are interested in won’t be under contract before you answer them. Communicate by the preferred method of the client or anyone else in the industry. Some people love talking on the phone; others prefer texting. Get good at both and forget the idea that you have off time. If a client reaches out, always respond promptly. There’s nothing worse than an agent you can’t get a hold of when you need them.

5. Personality

People like likable people, and nothing goes right forever. You’re going to have to know how to turn up the charm to smooth things over when there is a crisis. If you are as personable as a stick in the mud, you should rethink having a sales job.

6. Aptitude

It seems obvious, but you’d be shocked and terrified at the lack of aptitude among real estate agents. The test to get your license doesn’t determine if you will make it as a real estate agent. It only tests your ability to memorize, and you can take it as many times as you want. It tests if you can remember to remember. Figure out if you have the aptitude required for this job beforehand.

7. Analytical Skills

Growing a business is building systems. You have to be able to analyze and synthesize information. It’s all about connecting with and retaining clients, and you have to build your systems around this to grow your business—partner with someone analytical if you are not.

8. Purpose

Having a purpose will carry you through the downtimes. The best agents think that helping people buy and sell homes is bigger than their personal gain. It helps to have a reason in your background that made you want to represent clients in real estate. A tough housing experience growing up or a positive experience of someone guiding you in a home purchase are good reasons to want to do this. Wanting to get rich isn’t a strong enough reason when the going gets tough; they are the first to wash out. Better to have a reservoir of purpose to pull buckets from endlessly.

9. Business Savvy

Running a real estate business requires a rudimentary understanding of several categories, including sales, accounting, marketing, business development, and technology. Some people have natural instincts in business, and others don’t have a clue. Figure out if you are a business person.

10. Learning Abilities/Willingness

Successful real estate agents are always learning. Even if you’ve been in the business for years with many deals under your belt, there is always something to learn. Real estate is dynamic; clients and situations are constantly changing. If an eagerness to learn isn’t your thing, consider something else.