Sure… you took the real estate course. You have the technical knowledge necessary to perform. You know about real estate marketing, you know what real estate sales contracts look like, and you know what to do at the time of liquidation. Great. Don’t talk about it. I’m referring more to those “soft” skills that you don’t necessarily need to learn to get your license, but are key to success nonetheless. Here are some skills and characteristics that have been shown to increase the chances of success in real estate sales:

1. Communication skills
Good oral, written and listening skills are key to success in real estate. This is so basic I almost didn’t want to mention it. Goal because it’s so basic i had to do it. As a real estate professional, you deal with people all the time. Therefore, the ability to communicate effectively is at the heart of your business. It not only means the ability to reach mutual understanding, but it also means making sure everyone involved is informed. Listen carefully, speak and write clearly, give and ask for feedback, and confirm that all relevant parties have been informed.

2. Interpersonal skills (the likeability factor)
This may sound silly, but the real question is: do people I like it you? The reason I ask is because the overwhelming evidence shows that people tend to do business with people they like. [I know. Not exactly rocket science.] But it is something so basic that people tend not to give it enough consideration. So what makes a person likeable? Well, people tend to like people who are polite, good listeners, helpful, respectful, honest, trustworthy, and empathic. And that they show a genuine interest in them and have a positive and optimistic attitude. So to the extent that you are seen as nice, your business will benefit.

3. Organizational skills
To be organized is to have structure and systems in place. It means that you know what to do, when to do it, where to do it, how to do it and why you do it. The organization promotes efficiency, productivity, effectiveness and mental clarity. And it saves you time and energy. Some tools you can use to help organize your real estate business include: to-do lists, a virtual personal assistant, a smartphone, a calendar, and a contact management system. And if you insist, yes, a sticky note is not out of the question. Whatever works best for you. Because when you are organized, there is order. Without order, there is chaos.

4. Relationship building skills
Building relationships is a skill. It usually doesn’t just happen. Effort is needed. Meeting new people and then ignoring them won’t get the job done. After making a new contact, communicate regularly. You can: call, send emails, send mail, have lunch, etc. Determine the frequency based on the type of relationship you want
maintain.

5. Goals
Goals give you a sense of direction and clarity. They give you a roadmap so you know exactly where you are going. Written goals with deadlines work best. You can set daily, weekly, monthly, yearly and even longer term goals. Be sure to review them periodically to make sure you’re on the right track. You can always make adjustments along the way, especially if you find that your goals have changed.

6. Patience
Wow! This is a problem. Especially if it involves short sales, foreclosures, or complex commercial real estate transactions. They tend to be laborious and slow. So being able to wait patiently while things progress will be good for business and good for your blood pressure.

7. Persistence
Stick-to-it-iveness. The real estate market has its ups and downs. Ideally, you should be able to maintain an adequate level of business either way. On the one hand, this means having a sustainable business model. On the other hand, it means having the determination, adaptability, creativity, and vision to succeed, even if the housing market slows. Persist and you will continue to stand even after others have thrown in the towel.

8. Self-confidence
Self-confidence is the foundation on which to build almost anything. It is the belief and confidence you have in yourself. It drives you to act. And it is what will help you overcome obstacles, if they arise. To boost your confidence, focus on your strengths, commit to lifelong learning, have a Plan B, and stay positive at all costs. If you think you will succeed, chances are you will.

9. Self-knowledge
You will save yourself a lot of time and energy if you know what you are passionate about. When you know exactly what interests you, you don’t waste time on unrelated matters. You are focused. For example, if you are passionate about laying on the beach, sunbathing and drinking drinks under small umbrellas, then you may want to develop a niche in beachfront properties. In the same way, selling historic properties would only drive you crazy and land you right in the poor house. Know who you are, then “do you”. You cannot fail when you follow your bliss.