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Qualities of a Top Real Estate Broker
In the real estate industry, different people play different roles. These include mortgage brokers, bankers, home inspectors, contractors, appraisers, property managers, and more. This doesn’t even include sellers and potential buyers for any property listed. Their various contributions are too numerous to list, but all of them are very important. One thing remains constant: the ones who tie it all together are the realtors. That’s right, he or she will call all these different people where needed to meet the client’s needs. They facilitate communication between all involved and track progress. So it begs the question: What are the qualities of a top real estate agent?
Many people can become some type of real estate agent and start a career in real estate. Only a very few make it to the top. One of the qualities they need from day one? The ability to wear several “hats” at once. At various stages in the process, a great broker alternates between consultant, buyer’s advocate, salesperson, analyst, and negotiator…to name a few. Of course, not everyone is born with the ability to juggle all of these tasks simultaneously. Some skills are instinctive, some are taught, and some we learn from other successful people. Similar to other fields, however, certain traits keep coming back when researching top realtors.
It is extremely difficult to succeed in this industry without genuine passion from your heart. Lots of long hours, hard work, perseverance, and a commitment to long-term goals topped the list. You don’t accept so many rejections and keep working hard with no passion. Enough said.
It’s not just about getting rich, it’s about the intangibles: self-motivation, endless drive, great drive, free thinking, patience, and good instincts. Being open to new ideas – because you don’t believe you know it all – can be learned. Team up with other brokers in town for a joint effort. Put their drive to grow their business above their ego.
Being your own boss is easier than it sounds, but it’s not for everyone. Only those who aspire to control their professional destiny. It takes a lot of “gut” and a risk-taking attitude to succeed in real estate. Finally, be persistent and don’t annoy the other person. These are the qualities of a top realtor.
It doesn’t just mean speaking freely, being well-educated, or knowing how to answer the phone or compose an email. It also means passing on important details to the right people and leaving unnecessary stuff to others. This is a regular flow of information via phone calls, text messages, emails or whatever medium the client prefers; while expressing themselves effectively. Talking more and talking less is also one of the qualities of a top realtor.
Punctuality, well-dressed, dignified grooming, use of appropriate language skills, chewing with your mouth closed, always being graceful and mature. In fact, most of this category is superficial, but the looks make the first impression. This also includes not answering 7 other calls or texts while meeting a new client for coffee. Be confident, but never arrogant.
Real estate transactions, especially residential transactions, involve so many emotions that it’s nearly impossible to remove the human element. This means reading what people do and don’t say is critical. Interpreting your customers’ nonverbal signals and behaviors can give you a better understanding of their needs.
There’s so much they won’t tell you on the surface, but you need to feel it from a few little clues:
The customer’s time frame. Are they in a hurry?
The real motivation for buying or selling, which can influence their decision.
Are they more price sensitive than they care to admit?
Who is the opinion leader in the couple?
How much information becomes too much?
Know when to use humor to lighten the mood.
Another quality of a top realtor. They start with a small group of people (family, friends, etc.) but have the ability to grow quickly. This can be done in a number of ways, the most important being:
1- Sociable, not shy to introduce myself.
2- Surround yourself with top professionals in complementary industries.
3- Keep your word when asking for client referrals.
Top realtors answer phone calls and emails extremely quickly, recognizing that every lead from a new client or scoop on a property is priceless. They connect immediately and always follow up because time is of the essence to keep leads “warm”. They are fans of fast communication and use technology throughout the day. ie. Didn’t fall asleep at the switch so their new clients don’t think they forgot about them.
Everyone in the industry eventually knows it’s a marathon, not a sprint. Many seeds are sown for months or even years before the crops are harvested. Most sales calls to solicit new clients are rejected with a “no,” and most viewings don’t end in a sale. Top realtors also have to contend with a lot of interesting characters along the way: some unreliable, some dishonest, some anxious, some indecisive, and so on. Clients need the utmost patience, they will ask as many questions as possible, and then stop to think more. This is normal and part of being human. Another quality of a top real estate agent is patiently answering every question and, if necessary, making phone calls with nervous clients.
I have been looking for
This absolutely has to be one of the top qualities of a top realtor. This is referring to looking for new leads or leads on a regular basis. How it’s done could write an entire book (or at least another article) by itself. For now, let’s realize that one can never have too many leads in one’s pipeline. The well could “dry up” for anyone at any time, and our time has no shortage of prospectors.
Technology has added so many mediums to traditional television, radio, magazines, newspapers and billboards. The number of web-based tools available is almost impossible to count, but suffices to say that a real estate website and a strong social media presence are an absolute must. There are also dedicated lead generation platforms that make life easier. Top brokers use all of them.
Be a “neighborhood expert”
Among the qualities of a top real estate agent, local knowledge is extremely important. Not only does it save time when searching for listings and answers to specific questions, but it also provides an immediate selling point. Nearby schools, daycares, sports fields, churches, local shopping centers, and public transportation are great spices to the dish a broker has for buyers in his/her neighborhood. It’s even more impressive to know what the future holds. Future plans for an area are helpful, as is knowing the history. Don’t be caught off guard by questions from buyers who did their homework last year about old cemeteries or water pollution issues.
A broker who shows they’ve never done business in that part of town and looks like a beginner (even with years of experience elsewhere) isn’t going to inspire confidence in anyone.
Organized and detail oriented
This is absolutely necessary for managing a busy schedule. If a broker can’t deliver exactly what they promise by the hour, they’ve already lost. If electronic tools don’t work for him or her, they should have an old-fashioned planner in their pocket. The more appointments they keep and call back, the more impressions they make on their clients and contacts.
Attention to detail can mean all the difference in closing a sale. Top realtors know that minimal changes can make a property more attractive. They get creative with beautiful real estate listings and take the best photos of each home. Discovering key details about the homes they work on can give agents an upper hand in negotiations.
Some of these are teachable, some come naturally, but all of these are qualities of a top real estate agent. Dealing with a reliable and established real estate agency will definitely help improve your odds of becoming one of them or finding clients in your town.
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