Have the Skill Set to Thrive in a Down Market?

In a slower market, buyers and sellers shop for a Realtor who listens, advocates for them and knows the business inside and out.

NEW YORK – It’s essential for agents to form a professional mindset if they want to excel in the real estate arena, according to Gavin Payne, broker-owner of Better Homes and Gardens Real Estate Haven Properties.

He cites three critical areas – communication skills, hard skills, and soft skills – that agents should focus on.

Clients appreciate and remember good communication skills such as responding promptly, communicating proactively, forming cooperative relationships, and dressing for success and respect. Agents also should strive to stay neutral, listen to clients’ needs, be authentic and calm, and respect all entities in a transaction.

Hard skills include industry knowledge – being trained things such as forms, disclosures, reports and even lead generation dialogues. Written systems and processes are essential parts of the business. Structure ensures the right things get done in the right order.

Finally, important soft skills include collaborating well within a team, adapting to changes, counseling clients, interacting easily with different types of people, and being able to reason under pressure. The latter requires a blend of self-awareness, focus and rapid stress recovery.

Source: Inman (08/10/22) Payne, Gavin

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