What are the most important attributes for being a successful Realtor?

A:

Driven — a go-getter. You’ll want to partner with a Realtor who is a go-getter and multitasker. Each and every transaction is extremely detailed so you will need someone at the top of her and his game.

Connected. You’ll want a Realtor who is not only connected and has strong relationships with multiple service providers, lenders, title and escrow coordinators, vendors, stagers and the like, but who also has strong relationships with other Realtors. In any given transaction, an agent is working with a fellow Realtor, so it is in the best interest of all parties that the agents work well together.

Organized. Contracts, appointments, documents, disclosures and on and on. Each real estate transaction comes with a plethora of paperwork.

Compassionate and a good listener. Buying and selling a home is an expensive endeavor. Clients will have many questions and some of those conversations you will have will be emotional, personal and sensitive.

Communication is key. Your Realtor must be an excellent communicator. It’s extremely important to communicate with multiple parties — whether you are preparing a home for market or working with a buyer to find a home. Buyers snd sellers have many questions and concerns and will share uncertainty, so the best way to assist a client is to communicate.

A:

A strong entrepreneurial drive, a willingness to work nights and weekends and a thick skin to handle rejection are all important. Good training, marketing support and management can help you succeed, but it’s up to you to build your business and learn your craft. When people ask me about a career in Real Estate what I tell them is, don’t go into real estate if you’re lazy. It’s hard work.

You need to have good organizational skills as well, as you are running your own business. This includes multitasking. You need to do your lead generation and marketing of yourself, your brand, and the properties you have listed for sale.

You also need to learn the technical and legal aspects of running a real estate practice. In California, Realtors draft up the purchase contract for their clients when they write an offer on a home they wish to purchase. Lots of paperwork to deal with on a regular basis.

Newer agents often ask me, “How do you get so many listings?” Hard work and consistency.

I also recommend picking a neighborhood and becoming an expert in that neighborhood. Work that “farm” consistently with monthly postcards, newsletters, and seasonal promotions like a flag on their front lawn every year on Independence Day. Also mail to your past client database monthly. This is an investment in your future with a career that you’ll love.