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I have quite a bit of experience in two very different disciplines of real estate - commercial and residential. I spent 14 years as a commercial broker before beginning my residential career in 1998. Since 1984, I'll bet I've known a thousand agents who tried to break into real estate and never made it.
Many of those individuals were extremely intelligent with advanced business degrees from prestigious universities. They certainly had the right pedigree. Some came from families who ran in the highest social circles. But for whatever reason, some of those new agents just couldn't seem to break through. Although I lost track of most of the new agents who were breaking in during my commercial days, I have heard some went on to become highly successful in other lines of work.
I could tell early on an agent didn't have what it takes. Their work ethic was lacking. Other times, I would have bet the house a new agent would be a star, and a year later they had left the business. And in one or two instances, I never thought the agents would make it. They turned out to be highly successful, which shows you how much I know. Every once in a blue moon, a new agent would come along you just knew right from the start they "had it" ... and they did.
Although some companies give tests to their new agent applicants to help them determine whether they are good candidates or not, my instincts tell me there is so much more to a person than can be measured on a written test. I wouldn't want to rely too much on them. But if someone were to ask me what traits I see more often than any others in a successful Realtor I would point to the following list (in no particular order).
One last thing ... no new agent has ever walked in off the street with all of these traits. Some come down to basic moral values. If the person doesn't have them by the time they want to become an agent, they never will. Some traits are developed as the agent becomes seasoned and builds confidence. But show me an experienced agent with all of these characteristics and I'll bet you they are at the top of their ladder, wherever it may be.
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they are highly principled
They always, always, always place their client's interests ahead of their own
They know when to say "No Thank You" to a potential client
They know how to prioritize, but never ignore unpleasant duties
They are driven and focused
They are always thinking of ways to grow their business
They are a little insecure their success will not last
They see the "big picture"
They are competitive
They are not necessarily team players
They are professional in appearance and conduct
They deal with Potential problems right Away
They soak up the business like a sponge
they Invest in good equipment
They commit the money to advertising
They have a natural curiosity about the business
They work smart, not just hard
They are "Deal Driven", although the money is nice
They will go to war for their clients and are not afraid of confrontations
They have a healthy ego
They are persistent, but never pushy
They Often think they can do it better (and many times they can)
They are extremely organized (or hire someone who is)
They are excellent at networking
Tom Grisak Estate Homes Realtors, Inc - Texas License # 0329533