What makes up a successful real estate agent?

Being a property dealer is not an easy job but it happens to be very easy for some. Ever wondered why is that so? What are the things that make a real estate agent superior to the others? Turns out there happens to be a pattern followed by all successful real agents. According to a research done by the Inman Group, a common personality type emerged to be popular among all the top tier real estate veterans. Let’s look deeper into the study and analyze the traits that might be stopping you from selling real estate at the level others are.

The successful real agents scored high on some aspects of DISC personality assessment, while moderate and low on the others.

DISC personality assessment consists of eighty questions to analyze your Dominance, Interactivities, Stability and Conscientiousness. Turns out stellar realtors had a good mix of all those personality traits that lead them to make fully developed decisions and a strong cliental.

Influence

The “I” in DISC stands for influence or interactivity. It was further explored that people that felt reliable to others and perceived safe to work with, were the ones who had a higher rate of customers approaching them. Practically, it makes a lot of sense too. There’s no doubt about it, higher rate of people want to work with realtors that make them feel at ease and are accessible.  The strong trust built between the realtor and the client is what provides an edge to them over others.
A certain amount of influence was necessary to convince the buyers to make better choices. Socializing and being open to meeting new people can help you build your personality as a prominent realtor. You can improve this sector by forcing yourself to interact with at least one new person every day. Force conversations with random strangers and try to make normal conversation. This little action will harness your conversation skills and your circle of influence will automatically expand.

Stability and Steadiness

The second aspect of personality that is judged on is the DISC assessment is stability that a person possesses, and as expected successful realtors tend to rank high in this aspect as well. Real estate is truly a nerve cracking career pursuit, no matter what the statistics say there’s always a huge chance you’ll be met with unpredictable results. The volatile nature and the constant ups and downs in the business can debilitate one’s mental strength. However, only the ones who remains steady even during the times of huge property losses and crashing markets are the ones who end up making it to the top. The need for stability is so big in this field that this one factor could really either make you or break you. Every realtor needs to build this muscle of strength, something known as grit. Practice being extremely self-aware, especially at the time of crisis, and don’t let your disturbed state of mind lead you towards dumb decisions. Rather stay patient and calm, no matter the weather. This sense of calm in you will also give strength to your clients, who are probably as devastated as you are.  They would come and seek your support at those times, so instead of panicking let them know the smarter alternatives they can move towards in order to minimize the damage. This practice will make them trust you and your judgement, since even in such a crisis you’re able to think clearly and make sound decisions.

Low Conscientiousness

Funnily it turns out, real estate aren’t super humans that need to perfect every skill. A common trend among the victorious ones in this field showed they didn’t pay much attention to detail. This lag in focus and detail oriented work however wasn’t as problematic and didn’t completely crush their chances at winning. Still, most of these candidates had a strong workforce who could easily handle all the extensive paper work that was required during the transactions of properties. Hence, we need to highlight the importance of hiring a staff that can compensate for your own personal laggings, and help you expand your real estate empire.

Moderate level of Dominance

If a real estate agent is highly dominant and strongly imposes his beliefs and opinions on his/her client, the client will tend to avoid the agent. Similarly, property dealers who are not dominant at all, lose clients too, this is due to the lack of power and dominance.  The client would rather make the decisions himself and not let in any input from the agent. Therefore, it is essential that a realtor takes the intermediate extent between the two. The dealer needs to ensure that he isn’t coming off too strong to the respective client, so much that it irritates them and drives them away. Nor should he let the client decide for himself, especially if it isn’t in accordance to what he knows to be right. This is the same case with most sellers out there, the ones rushing to you and blocking your brain with so much sales information, that you don’t even recall where your brain is anymore. You don’t desire to scare a potential client away or make
 him feel like you’re controlling him. No matter how competitive and right you may be, a high level of dominance can be detrimental in this field. So loosen up that impulsivity and see how that changes the impact you have on others.

Determine your own personality type

I would like to end this by motivating you to go and check your own personality type. You can use the same DISC assessment tool and score yourself on it. Or you can try different personality type finders made by various researchers available on the internet. The reason for emphasizing on this is to enable you to become more conscious. Know your own strengths and weaknesses. Humans are malleable creatures and there’s no rulebook saying we can’t change. So, observe what your power points are and utilize them to rank higher as a real estate agent among your comrades. Also start working on the problematic aspects of your personality, and produce positive changes in your life and career.  
Wish you all the best on your journey as a real estate agent!

References:

• https://www.discprofile.com/what-is-disc/how-disc-works

• https://www.inman.com/2015/04/29/the-personality-traits-that-comprise-top-performing-buyers-agents/
• https://www.inman.com/2015/05/19/5-personality-traits-that-make-a-listing-agent-successful/