The growth of the real estate industry is persistent. Moreover, figures reveal that it is one of the most sought-after professions in the Philippines. When pursuing a career as a real estate broker, you must be equipped with the right knowledge gained through proper education, the right attitude towards people, and commendable work ethics and skills.
To become an effective real estate broker, there are many skills required. We enumerated some of them in no particular order.
Here are 10 skills real estate brokers need to develop:
In everything, effective verbal communication is necessary. Thus, you have to develop good verbal skills. When dealing with clients, you must be able to converse well. You should know how to keep a conversation going.
Eloquence plays a major part in the life a broker. You must be engaging but not aggressive, persuasive but credible, and absolutely informative. Also, clarity is important in the effectiveness of verbal communication. Closing a deal requires the ability to discuss the terms of an agreement in a language that is easy to understand. Use a layman-friendly language as much as possible.
Listen to your clients thoughtfully. When asked, it is okay to take a moment or two to think about your answers. It is better to pause and consider your answers than present solutions hastily but incorrectly.
When you plan to present your proposal in writing, you have to do it clearly and effectively. Whether done on paper or e-mail, you have to deliver your message in an engaging manner. Take into consideration the attention span of an average person which now lasts only for 8.25 seconds. Do not beat around the bush. Define and present your intention and proposal immediately.
An effectively written proposal is done carefully. Make sure you proofread your work before sending it to your client.
Presentations often set the direction of a transaction. It is the culmination of a long sales process. Create a good impression. Present your proposals clearly. It suggests that you need to discuss your objectives thoroughly. Do not lie to your client. Be specific about what you want to say to avoid confusion and misunderstanding.
Present yourself well. From the way you do presentations, carry a conversation with people to how you dress, you will observe who you are not just as a broker but who you really are as a person. How you carry yourself goes a long way in establishing instant credibility. Make sure that you dress aptly, that your clothes fit well, and you always display a smile. Also, take notice of your body language. It shows your confidence level, attentiveness, and approachability.
Persuasion is absolutely useful. When you learn the art of negotiation, you can influence and persuade clients to make or accept reasonable proposals and offers. Selling a property would become a piece of cake. You need to understand your clients’ needs and wants, you have to be open to multiple options, you need to anticipate counteroffers, and prepare responses in advance.
You have to be careful in accomplishing the needs and requirements of your clients by providing efficient solutions that are beneficial to both you and them.
Salesmanship is the art of selling. It means going the extra mile to ensure that a sale is possible and will be made. You are responsible for the satisfaction of the needs of your clients.
Real estate business is a relationship business. The way you treat clients – even when they aren’t around – will determine the depth and duration of that relationship. You have to be true to your words, stand for what you say, and take responsibility for your actions. It implies being utterly reliable, always following up on them and demonstrating to your clients that you care more about the relationship than the transaction you are working on. You should put the interests of your clients above you. You might not notice it, but it becomes apparent to them when you put a value to their interests.
Problems are inevitable. No plan is a guarantee. Thus, an element of risk is always present. Problem-solving is essential in any kind of transaction.
When dealing with problems and complications, it does not necessarily matter how quickly you can solve them, but how you go about doing it. This skill requires precise timing and sound judgment for it to be successful. Identification of what the problem is and its root, assessment of options pertaining to solutions and their application help solve a problem accurately.
Being a broker, you get to meet with a lot of clients. Yes, a lot. You present your proposals and sell properties to people from different walks of life. An effective broker knows how to adapt to situations, environment, and people.
With all the trends in technology and highly intelligent people specializing in different fields and professions, reliance on old knowledge sometimes does not suffice. You need to adapt by continually reinventing yourself. It implies continuous growth and transformation, making yourself a better version of who you are than yesterday.
Selling should not be the main motivation. During the process of negotiation, you must be able to pinpoint how you can selflessly assist a client. Recognize their needs. Be sincere and acknowledge that they are just like you. Suspend your own judgments and assumptions.
Focus on providing your clients something that matches their requirements. Answer their inquiries with truthfulness. Remember that they trust you enough to allow you to work with them. Let them take the lead and tell you what they want and need. When they see that you have taken the time to show empathy and understanding to their situation, they will be much more willing to listen to your advice.
Time Management and Goal Setting
Time passed can never be recaptured and unmet goals are lost opportunities. As a real estate broker, you have to take note that your knowledge of the business and your time are crucial. It is important to map out and plot how you are going to utilize your time by maximizing your knowledge and other skills to gain results.
Work smart and get the most out of every minute. Be proactive in accomplishing goals. Set goals and commit to finishing them. Setting goals will serve as a constant reminder of the things that you need to do to achieve your objectives.
Willingness to lead, take charge, offer opinions, and set directions should be developed to be an effective real estate broker. You meet with clients and coordinate with real estate agents most of the time. A good leader does not see limitations but possibilities. Successful leaders know how to inspire and motivate people, kill tension, and get tasks done efficiently.
These skills are your ticket to success. If you think you have what it takes to be an effective real estate broker and believe in your heart that you have a calling to pursue such career in the industry, developing these skills early is an advantage.