Expertise & Knowledge vs. Personality

Staying up to date with industry headlines, market trends and local statistics is necessary to be credible in any real estate market nowadays. It is also extremely important for being confident in yourself and for creating a thriving real estate business. Here is my list of the best ways to stay in front and up to date:

• Read the articles, and listen to the media (NOT to let it brainwash you but to know what your clients are seeing or hearing and to know the truths as well as the parts that need debunked or are not relevant to your market!)

• Attend industry events when possible, networking is an important part of being an expert.

• Subscribe to industry publications and blogs (for the positivity not for chasing shiny objects).

• Stay in touch with clients to understand their thoughts, needs and concerns.

• Obtain additional real estate certifications, specializations and continuing education.

• Become obsessed with a niche or demographic in order to be the ultimate area specialist.

• Attend and actively participate in sales meetings regularly.

While staying up to date is crucial, it’s only part of the equation. There is no single plan or one size fits all for success in real estate. It’s not like the license is issued, you're given MLS access and suddenly you're the expert every buyer and seller has been waiting for. There are many factors at play and lots of different elements responsible for an advisor's successes and failures. Two advisors can have the same education, resources, and amount of experience, yet one of them ends up with far more sales than the other. This may seem odd, but the difference more times than not is... personality traits.

Every advisor is the face of his or her business. And that advisor’s personality and attitude shapes the customers’ view of and feelings throughout the entire process. A sales representative’s personality, then, must give clients positive, confident feelings about the service being received. Which raises the question: what kind of personality traits make for the best sales advisors?

Ambition

Any good advisor must have the ambition and drive to succeed, the necessary motivation to withstand failure and setbacks. Obstacles do not crush the best salespeople, because good advisors have the internal determination to overcome any hindrance. However, that ambition must never reach a point of excessive aggression, since disproportionate pushiness will be interpreted as disrespect, aggressive or manipulative behavior, causing discomfort and potentially leading to a negative perception. Practicing what you preach when it comes to ambition is key to becoming someone others look up to. If you are ambitious, you are more resilient and able to bounce back from setbacks and failures.

Charisma

General likeability is always a positive personality trait. It helps to be a people person, adept at interacting with others in a naturally authentic and friendly manner. Someone who is charismatic is charming, confident, and has the ability to inspire and captivate others through their words and actions. They possess a natural charm that makes them likeable and influential in social situations. Some people just have it, the ability to easily connect with and persuade others, and to enjoy meeting and interacting with new people. If it doesn’t come so naturally, you can develop charisma by working on building your self-confidence, practicing positive self-talk, developing your communication skills, and focusing on building strong relationships with others. Additionally, paying attention to your body language and practicing active listening can also help you exude charisma.

Positivity

Clients aren’t looking for a gloom and doom, negative individual. Sure, every real estate advisor might run into difficulties, but any obstacle, hiccup or miscommunication should always be handled with positivity. Positivity helps to build trust and rapport with clients, increase motivation, and create a more enjoyable client journey. A positive attitude will also inspire confidence in clients, leading to better results, referrals, and repeat business. Additionally, staying optimistic and focusing on problem solving solutions helps to overcome obstacles more effectively. Seek to find positivity in a negative situation. To do this, focus on what you can learn from the experience and how you can grow from it. You can also try to reframe the situation by looking for any potential silver linings or opportunities for personal development. Additionally, surrounding yourself with supportive and positive people can also help shift your perspective. Instead of dwelling on what you can't change, focus on what you can control.

Competitiveness

The game of real estate is a competitive one, and the best sales advisors play to win. The best representatives are always looking to outdo the competition. Being competitive also ensures that the advisor stays up-to-date with industry trends and best practices, which can help them provide better solutions, elevated services and ultimately a better customer journey. Having a competitive position allows them to stand out in a crowded market, attract clients, negotiate better deals, and ultimately succeed for their clients and their career.

Confidence

A big part of an advisor’s job is building customer confidence. The goal is to make a client confident that they’re making the right choice, assuring them that the advisor is there to assist with all their real estate goals. Confidence helps to make informed decisions, communicate effectively with clients, and negotiate deals with conviction. Possessing confidence in their ability and truly believing that they are helping their customer make an informed decision helps advisors to establish trust with clients, build their reputation, and ultimately succeed in a competitive industry. Gain confidence by identifying your strengths, setting small goals along the way and celebrating your success, and doing everything in your power to learn new skills and enhance your knowledge and abilities.

Inquisitiveness

Real estate sales is about relationships, and questions are a great way to build rapport. By asking the right questions, you can tailor your advice and recommendations to meet their unique requirements. Inquisitiveness can help you identify potential issues early on, allowing you to address them proactively and avoid any surprises down the line. It shows that your clients aren’t merely numbers on a page, but real people who you’d like to invest in. The best salespeople aren’t afraid to ask questions—even tough questions—because questions produce answers, and answers are information. Sales reps want as much information as possible, knowledge that will help them find the best solutions, better serve their clientele and help make informed decisions.

If you don’t go after what you want, you’ll never have it.

If you don’t ask, the answer is always no.

If you don’t step forward, you’re always in the same place.

-Nora Roberts