The real estate business sees different people playing different roles. These include mortgage brokers, bankers, home inspectors, contractors, appraisers, property managers, and many others. That doesn’t even count the seller, and potential buyers, for any property listed. The various contributions they make are too numerous to list, but they are all very important. One thing that remains constant: it is the Real Estate Broker who ties it all together. That’s right, he or she calls on all these different people where necessary, to meet the customer’s needs. They facilitate communication between everyone involved and track progress. So the question is: what are the qualities of a top real estate broker?

Many people can become real estate agents of one kind or another and start a career in real estate. Only a select few make it to the top. One of the qualities that they require from day 1? The ability to wear several “hats” at once. At various stages of the process, a great broker alternates between consultant, buyer’s advocate, seller, analyst, and negotiator… to name a few. Naturally, not everyone is born with the ability to juggle all of these tasks at once. Some skills are instinctive, some are taught, and some are copied from other successful people. However, just like in other fields, certain characteristics keep cropping up when studying the best real estate brokers.

PASSION

It is extremely difficult to succeed in this business without sincere and genuine passion. Lots of long hours, hard work, persistence, and commitment to long-term goals top the list. You don’t accept so many rejections and you keep working that hard, without passion. Enough talk.

ENTREPRENEURIAL SPIRIT

It’s not just getting rich, it’s the intangibles: self-initiative, endless motivation, strong drive, free thinking, patience, and good instincts. Being open to new ideas -because you are not convinced you know everything- allows you to learn. Cooperating with other city corridors allows for joint efforts in the future. Putting your motivation to grow the business ahead of your ego.

Being your own boss is a lot easier than it sounds, but it’s not for everyone. Only those with the desire to control their own professional destiny. To be successful in real estate requires a great deal of “guts” and a risk-taking attitude. Lastly, be persistent and tenacious, without being annoying to the other side. These are the qualities of a top real estate broker.

GREAT COMMUNICATOR

This doesn’t just mean the ability to speak freely, sound polite, or know how to answer a phone or compose an email. This also refers to conveying important details to the right people and leaving unnecessary things to others. It is a regular flow of information by phone, text message, email or whatever means the customer prefers; while expressing himself effectively in each. Saying more using fewer words is also one of the qualities of a top-tier real estate broker.

BE POLISHED

Punctual, well dressed, well groomed, using the right language, chewing with your mouth closed and always maintaining class and sophistication. Most of this category is skin deep, actually, but the exterior is what makes the first impression. This also includes not receiving another 7 phone calls or text messages while meeting your new client for coffee. Stay confident but never arrogant.

PART-TIME PSYCHOLOGIST

There is so much emotion involved in real estate transactions, especially residential, that removing the human element is nearly impossible. This means that reading people, both what they say and what they don’t say, is crucial. Interpreting your customer’s nonverbal cues and behaviors allows you to better understand their needs.

There are so many things that they won’t tell you outwardly, but from the little signs you need to get an idea of:

The time frame of a client. Are you in a hurry?

The real motivation to buy or sell, which affects your decisions.

Are they more price sensitive than they are willing to admit?

Who is the opinion leader in a married couple?

How much information becomes too much?

Know when to use humor to lighten the mood.

WIDE NETWORK

Another of the qualities of a first level Real Estate Broker. They start with a small network of people (family, friends, etc.) but have the ability to grow very quickly. This is done in many ways, and the most important are:

1- Be a sociable person, don’t be shy to introduce yourself.

2- Surround yourself with the best professionals in complementary businesses.

3- Stay true to your word when asking clients for referrals.

MOVE FAST

A top real estate broker returns calls and emails with blazing fast speeds, recognizing that every lead to a new client or scoop on a property is invaluable. They make immediate contact and always follow up, as time is of the essence to keep that contact “hot.” They are the champions of fast communication and use technology all day. NAMELY. Don’t fall asleep at the switch, so your new customer won’t think you forgot about him.

PATIENCE

Everyone in this business eventually learns that this is a marathon and not a sprint. Many seeds are planted, months and even years, before the crops can be harvested. Most cold calls to solicit new customers are answered with “No,” and most views don’t end with a sale. A top-tier real estate broker also needs to deal with a lot of interesting characters along the way: some dodgy, some dishonest, some eager, some indecisive, and the list goes on. The greatest patience is needed with clients who ask as many questions as humanly possible, then stop to think of a few more. This is normal and part of human nature. Another quality of a top-tier real estate broker is the patience to answer all questions and stay on the phone with nervous clients for as long as it takes.

ALWAYS PROSPECTING

This absolutely has to be one of the best qualities of a top real estate broker. This refers to finding new leads, or prospects, on a regular basis. How It’s Done could fill an entire book (or at least one other article) on its own. For now, let’s recognize that you can never have too many leads in your portfolio. The well can “run dry” for anyone at any time, and there is no shortage of ways to prospect in our times.

Technology has added so many media to traditional TV, radio, magazines, newspapers and billboards. The number of web-based tools available is almost countless, but suffice it to say that a real estate website and a strong social media presence are absolutely essential. There are also specialized lead generation platforms that could make life a lot easier. A top broker uses them all.

BE A “NEIGHOOD EXPERT”

Local knowledge is extremely important among the qualities of a top real estate broker. Not only will you save time searching for listings and answers to specific questions, but it also offers immediate selling points. Nearby schools, day care centers, sports arenas, churches, local shopping malls, and public transportation are great seasoning for the dish a broker is serving to shoppers in their neighborhood. Knowing what developments are coming is even more impressive. Future plans for a region are helpful, as is knowing the history. Don’t be caught off guard by a question about an old graveyard or a water pollution problem from last year, from a buyer who did their homework.

A broker who proves he has never done business in that part of town seems like a beginner (even with years of experience elsewhere), and that doesn’t inspire confidence.

ORGANIZED AND DETAIL-ORIENTED

This is absolutely essential to manage a busy schedule. If a broker cannot keep his commitments correct every hour, he has already lost. If electronic tools don’t work for him or her, you should have an old-school agenda book in her pocket. The more appointments they keep and the more phone calls they return, the more impressed your customers and contacts will be.

Attention to detail can mean all the difference in closing a sale. A top real estate broker knows that the smallest changes can make a property much more attractive. They are creative with their beautiful real estate listings and take the best photos of each home. Spotting the key details in the houses they deal with can give a broker the upper hand in negotiations.

Some of this can be taught, some of it just comes naturally, but these are all qualities of a top real estate broker. Dealing with a credible and established real estate agency definitely helps your odds of becoming one or finding one as a client in your city.