If we break down what is needed to be a great REALTOR®, each skill falls under one of these three major pillars:
- Real estate skills
- People skills
- Business skills
Let’s briefly review each of the major pillars:
Real Estate Skills
This is the technical stuff, such as pricing, what important factors may affect the future resale value of a property, and how to effectively use your real estate-specific software and contracts.
Aside from the art and science of pricing, real estate skills are the easiest of the three broad categories to learn.
Even pricing skills are not as elusive as they may seem if given the opportunity to learn from a pricing master. (We do not learn these skills in Real Estate Kindergarten.)
People Skills
I’ve noticed that many REALTORS® regard themselves as experts when it comes to people skills. They are then shocked to discover how little they know once they actually study and practice this subject in-depth.
REALTORS® are often naturally outgoing and friendly, which is certainly advantageous when dealing with other outgoing, friendly types. However, without realizing it, they are often not as effective with folks who are more introverted or slower-paced, or analytical.
Many agents have developed the skill of mirroring their client’s communication style, but this is only the basic surface-level of understanding this topic. You need a deeper understanding of what actually motivates different personality types to be truly effective.
Business Skills
How organized are you? Do you have solid systems and procedures? Are you good at controlling your calendar and getting stuff done? Do you have strong presentation skills?
These are all business skills, and If you’re not great at some or all of them, you’re not alone. Business skills are arguably the most neglected and, in my opinion, the most important of the three pillars of success in real estate.
Most of us become REALTORS® because we love real estate and people. That covers the first two pillars. But being a REALTOR® means, like it or not, you are a businessperson, and you need business skills.
The irony is that business skills are easy to learn, and they can have the greatest impact, making your life much more enjoyable and productive.
Combining Skills
Being highly proficient at two of the pillars and not the third is like being a hockey player with amazing stickhandling and shooting skills who can’t skate. Sorry, but if that’s you, first name, you’re never going to make it in the big leagues.
If you truly want to make it as a professional real estate agent, you need highly refined skills from all three pillars of success. So, how can you improve?
All successful people set aside time for self-improvement, whether that means reading, listening to audiobooks, taking courses, or joining a mastermind group.
If you feel inspired to improve one or all of the three pillars, I suggest you schedule a weekly one-hour recurring appointment in your calendar for self-improvement right now. Don’t put it off any longer.
Don’t worry about what you’re going to do in your first session. Once you’ve committed yourself (by scheduling the appointment), you’ll be surprised how your brain starts working in the background, coming up with ideas. When the time comes, if you haven’t thought of anything yet, use the time to take the 70-Skills Challenge. This is a great first step to identify your weaknesses.I guarantee that in one year from now (after 52 hours), you’ll be blown away by how far you’ve come. Just take it one step at a time, first name.
If you want to achieve massive success in real estate, stop accepting ‘good enough.’
Learn more about the Agent Skills Master’s Program here.
“The best investment you can make is an investment in yourself… The more you learn, the more you’ll earn.” — Warren Buffett
Ted Greenhough
