Professional skills of a realtor: basic and important

Today we will look at the key skills of a professional realtor, without which he is doomed to eternal lack of money. The audio recording of the article is in the player just above - click on the red triangle.

The professional skills of a realtor are developed over the years, and not because it is something supernatural, but because learning to sell only one thing (yourself, a service or an object) is not enough for a realtor.

Find out where to study as a realtor (universities, courses, trainings)

Only the totality of a realtor’s skills gives a positive result, and today we will talk about one of them - the skills and abilities of a realtor that he must possess if he wants to succeed.

I am always surprised by the fact how easily and carefree people from the outside decide how easy it is to do this or that business, how easily everything is achieved, although they are in no hurry to say the same about themselves.

I often talk to people who look at the results of others superficially, not realizing that only the tip of the iceberg is accessible to their gaze.

The anecdote with which I began the article. It perfectly reflects the skills of a realtor, one of which is the ability to help the client keep their promises. This is especially true for a realtor in particular.

From practice: real estate agents and successful communication with clients

When it comes to remuneration for work done, when the result has already been achieved, i.e. the object has been sold. We will talk about this more in future articles. Just subscribe to the newsletter and stay tuned for new articles.

Let's answer the main question: what skills should a successful salesperson have? What should he do to make a potential client want to buy anything from him?

What professional skills of a real estate agent allow you to successfully close any transaction?

Let’s immediately make a reservation that by the word “seller” we will not mean those sellers who stand behind the counter. No, they are not selling, they are simply selling the product that we ourselves have chosen.

In the West there are even stores for this occasion. In which even the cash register is automated and only the cleaning lady and security guard are present from the sales floor staff. This once again proves that there is no smell of sellers here.

A realtor has a lot to learn from successful sales consultants or sales managers.

Of course, I don’t mean the naughty ones, but those who work with the client in such a way that he leaves happy that he left his money in a store where he didn’t even plan to take something. This is what a real estate agent should be able to do!

Realtor. Skills

A realtor is a specialist who carries out real estate transactions.
The level of his earnings depends on the monetary reward he receives for the work done; he needs to constantly improve in order to compete well among other representatives of the profession. The professionalism of a realtor lies in the totality of his professional skills, knowledge and abilities. Basic knowledge includes four blocks: law, psychology, advertising and evaluation . Basic knowledge for each of the blocks is necessary for work; later, according to the degree of relevance and specificity of the work, it will become clear in which direction of the listed components it is worth studying in more depth.

A good realtor should be able to do everything

Before considering the necessary skills and abilities, it is worth mentioning that there are certain qualities of a realtor that contribute to success in the profession . These include:

• politeness;
• stress resistance;
• insight;
• sociability;
• mobility.

Without these qualities, it will be difficult for you to establish a connection with the client and cope with difficulties in your work. But, even if you have discovered all of the listed qualities of a successful realtor, you need to understand that without the necessary skills and abilities you will not be able to achieve success.

Famous representatives of the profession

Tatiana Vakulenko

The best broker of the luxury real estate market according to the “Building Business” publication

Since 2001, Tatyana Vakulenko has held key positions in leading real estate agencies in Moscow. Working in the deluxe segment, Tatyana managed to accumulate unique practical experience in conducting comprehensive transactions in the real estate market.

Key skills of a realtor

• Communication skills . The skill of building contact with people is the main thing in the work of a realtor. The ability to negotiate, listen, win over an interlocutor and convey the necessary information to him is based on a wide range of knowledge in the field of psychology and rhetoric. The success of the transaction will depend on your ability to connect with a wide variety of people.
• Creativity . The ability to approach a given task creatively makes it possible to find more ways to solve it. Non-standard ideas are very often more productive than those that have been tested by experience.
• Organization . Proper planning of your time, punctuality and responsibility should become an integral part of your life.
• Integrity . Among realtors, there are so-called “black” realtors and those who simply do their work dishonestly, guided by the desire to get maximum profit, or simple laziness. Doing your work honestly and efficiently, approaching the task at hand with all responsibility is not so much a character trait as a full-fledged skill. Don’t forget that when working with clients you earn not only money, but also your reputation.

Read on topic: We advise you to enrich your knowledge base with the most useful information! Each of you should know about the responsibilities of a realtor

Professional skills of a real estate agent:

• Legal skill . The ability to quickly and correctly work with the necessary documents to complete a transaction comes with experience, but the sooner you learn this and can confidently advise clients on issues related to documents, the better for you.
• Sales skill . To sell real estate you need to be a good advertiser. The concept of how to effectively present the object being sold and your services is formed and changes throughout your professional activity. An advertising campaign for each object must be developed for each object individually, taking into account all its features.
• Economist skill . Studying the supply and demand market, and knowledge in matters of real estate valuation is just the knowledge base necessary to get started. Indeed, a competent realtor must be able to predict the rate of price growth and navigate the approximate time frame for the sale of a property.

Listed here are the main skills that influence the assessment of a realtor as a specialist. If you are applying for a job at an agency, do not forget to indicate your professional skills as a realtor in your resume. Regardless of whether you have these skills or not, they always need to be developed.

# Sample resume for a realtor job

In the resume questionnaire, the specialist needs to correctly reflect personal qualities and indicate measurable achievements. A great way to do this is to include a short story about yourself on the form.

Key performance indicators are:

• The ratio of received calls to the number of sales.
• Number of attracted clients.

Click to open completed example

FULL NAME

Real estate specialist Moscow (ready for business trips)

Desired salary from 40000, full time

PERSONAL INFORMATION

EXPERIENCE

January 2021 – present (1 year) Name of institution

Position held List the duties you had to perform

January 2021 – December 2021 (11 months)
Name of institution
Position held List the duties that had to be performed

EDUCATION

2017, full-time National University

FacultySpecialty

COURSES AND TRAININGS

2017, 3 months (1 year ago) Educational course (title)

The educational center

ADDITIONAL INFORMATION

Foreign languages:

English

Computer skills:

Printing, scanning, copying documents, Internet, E-mail, Microsoft Word, Microsoft Excel, Microsoft Power Point, 1C: Accounting, Consultant Plus.

Driving license (category):

A, B, C, D

Your free time activities:

I read economic news and analytical resources, attend French language courses, go in for horse riding and love fishing

Personal qualities:

Competent speech, organizational skills, team work, business communication, result orientation, creativity, balance, activity, ability to independently solve assigned tasks.

RECOMMENDATIONS

Can anyone recommend you?

Please indicate: Name / Position / Contacts

#Resume of a property rental manager

The head of the organization in which the leasing manager is involved may add additional items to the duties of his employee, but the general tasks remain.

• Consultation with potential clients of the company: tenants and landlords.
• Registration of lease agreements, their conclusion and subsequent execution.
• Showing real estate to the tenant.
• Selection of the best options for tenants that meet their needs.
• Acceptance of claims and objections related to rental objects and settlement of disagreements.
• Creation of a database of rental objects and development of a customer base.
• Receiving money from the client and transferring it.

Sometimes employers require that the leasing manager already have his own client base.

#Resume of a real estate sales manager

The manager’s task is to present real estate from a developer or private seller in the best possible light. He needs to have information about the infrastructure of the area and be able to convince the client in case of doubt.

Job responsibilities of a sales manager:

• Increasing sales figures in your region.
• Attracting and actively searching for new clients (accepting incoming applications, conducting negotiations, contractual work).
• Maintaining connections with an established customer base.

Exercises to develop realtor skills

• Exercise “sell the plane” . The exercise requires one seller and about five buyers. The essence of the game is that buyers must set for themselves the conditions under which they can buy the aircraft. Everyone turns away from the seller, who, in turn, must voice proposals, anticipating the possible desires of clients. If the client hears an offer that satisfies his needs, he should turn around. The seller has three minutes to interest customers, if after this time everyone is turned to face him, the training has been completed successfully.
• Exercise "oriental bazaar" . Each participant writes his name on eight pieces of paper (everyone must have the same sheet of paper), they are folded so that the name is not visible and placed in a common box. After this, the presenter distributes “notes” equally to all participants. The essence of the game is that the winner is the one who is the first to receive eight pieces of paper with his name back; he can persuade, argue and exchange existing “goods”. During the exercise, you should pay attention to your own and other people’s behavior strategies in achieving the goal.

The proposed exercises help develop communication skills, sales skills and practice psychology by observing the actions of other participants.

Where does the work of a realtor begin?

What are the responsibilities of a realtor in a real estate agency?

Where to start working as a realtor? There is no educational institution where you can master the profession of “realtor”. More often than not, more experienced colleagues pass on their skills. But, it should be noted, they do this with reluctance.

Some real estate agencies organize special courses, seminars, lectures that allow a beginner to get comfortable. But the knowledge gained through practice is priceless.

Therefore, you just need to get a job at a real estate agency and start gaining experience.

What are the secrets of a good realtor? Very useful in the work of a real estate agent:

1. Ability to communicate with different people. Every day a realtor needs to communicate with clients. Each person has his own character, mood, problems, etc. An important task of an agent is to find an approach to any potential client, regardless of his social status and human qualities.
2. Ability to skillfully negotiate. Here, written and oral competent speech, a talent for persuasion, experience in unobtrusive sales, and the ability to object correctly will come in handy. One of the main rules of a realtor is to make it clear to the client that the proposed option is the best on the market.
3. Willingness to support. People subtly feel when a person treats his activities with love and patience. Everyone who wishes to purchase or rent property does so for a reason. And if the client sees understanding and a desire to help in the agent’s eyes, the likelihood that the transaction will take place increases significantly.
4. Enterprise. A realtor must be active and purposeful, quickly find “his” client and a suitable housing option. The proverb is very appropriate: “Water does not flow under a lying stone.” You need to offer the buyer such conditions that he cannot refuse. And if in doubt, always have the option “in reserve”.
5. Driver's license and car. The work involves constant travel. Sometimes you need to show an apartment in different parts of the city. Personal transport will help save time, your health and the client’s.

You just need to get to work. To get started, you can get a job at a real estate agency. Over time, a client base will be built up, and things will go like clockwork.

Then become an independent specialist in the field of intermediary services. Well, in the future you should think about opening your own business.