The real estate sector is in a constant process of change, and its ecosystem requires that the members of the real estate agency successfully adapt to the new rules of the game that have been established.
On the other hand, “the rules of the game” in the real estate field are always conditioned in one way or another by both internal and external factors.
That is to say, the real estate agency is self-conditioned by its own implemented organizational model and, at the same time, it will be conditioned as a company by external factors.
In the middle we find the figure of the real estate agent, who as a key factor within the ecosystem must also adapt to the new reality.
The well-known phrase, which has almost become an indisputable sentence, is simple: “adapt or die”. This is probably the answer to why a real estate agency ends up closing its doors, or why more than one real estate agent leaves the profession.
Of course, this is by no means the only reason why a real estate agency decides to close its doors, nor why a real estate agent decides to abandon the practice of his profession.
By tendency, different conditioning variables always come into play and not always the lack of ability to adapt to the environment is the reason, although I insist that it is a determining factor in many cases.
A real estate field in a constant process of change requires professionals who are also in a constant process of evolution.
Within the adaptive need of the real estate agency and the real estate agent, we can find a great number of elements that eventually make the difference in one or the other sense.
In the article related to the characteristics of a real estate agent, we analyzed precisely which were the main characteristics that a professional real estate agent should reflect. Now we will focus on what skills are required to be a productive real estate agent.
The skills of the real estate agent.
The real estate agent and his willingness to learn.
A solid training is the starting point for an eventual professional development of the real estate agent. Any human being who intends to develop a skill, whatever it may be, must first of all have specific basic training.
On the other hand, the real estate field nowadays demands to be in a constant process of updating knowledge. The real estate agency that intends to compete from a good strategic position must have trained professionals who are open to new knowledge.
At the same time, the real estate agent who is left with only basic training will surely find it difficult to develop professionally and, at the same time, will become a non-productive element for the real estate agency.
The real estate agency of today, must have professionals not only qualified specifically in the real estate sector, it also needs that each real estate agent linked to organizational level master certain skills, such as:
- Advanced skills in different languages (comprehension, verbal and written).
- Knowledge in management systems (real estate CRM, CMS, etc).
- Proficiency in office suites (word processors, databases, presentations, etc.).
Personal skills of the real estate agent.
By “personal” skills, we refer to the set of innate or acquired skills on the part of the real estate agent that are not directly linked to technical knowledge.
That is, those skills that are not necessarily linked to a specific area of knowledge, although they are almost of extreme necessity for a real estate agency.
A clear example of the above, would be that the real estate agent linked to the real estate company reflects good levels of:
- Proactivity: to stay ahead of business needs.
- Social skills: both at the level of internal and external relations of the real estate company.
- Leadership: to become the leader of an internal project in a circumstantial and circumstantial way.
- Self-management: based on the principle of autonomy, which at the same time implies self-supervision.
- Resilience: to effectively process the failure of goals not achieved.
The application of acquired knowledge and skills.
The mastery of the application of the skills and knowledge acquired is a key factor, particularly for the real estate agent who must develop the exercise of his profession in a very particular environment.
The real estate agency environment is characterized by its dynamism, and a high degree of accuracy in decision making is required.
On the other hand, real estate today is characterized by an almost vertiginous pace, and what was effective yesterday will probably not be so effective tomorrow.
That is to say, the real estate agency not only needs professionals who can adapt quickly to change, but also people capable of responding to the demands and requirements of the organizational needs.
Given the above, we find the answer to the need not only in training, but also in the ability to effectively apply knowledge and skills.
In today’s real estate industry, non-applied theory is an almost meaningless resource, because it does not enhance individual or collective productivity at the organizational level.
Theory is a key element within knowledge, although its application becomes the determining factor.
Flexibility as a differential factor for the real estate agency.
Flexibility is one of the most valued characteristics within the real estate sector, particularly because it allows for a rapid process of adaptation to change.
As the real estate environment is in a constant process of change, it needs professionals capable of adapting to specific organizational needs.
The real estate agent must therefore be able to:
- Facing new professional challenges.
- To integrate into teamwork.
- Assume risks that are not always calculated.
- Generate positive synergies (internal and external).
- Adapt to new management models.
- Use feedback as a tool for improvement.
- Perform new tasks that were previously unknown to me.
- Do not limit your scope of mobility to the local level only.
Communication and interpersonal relationships.
In the real estate sector it is very important to be an assertive professional, who can communicate in a fluent and healthy way with his co-workers, his superiors and of course with the clients of the real estate agency.
The ability to interact effectively with the people in the environment is not necessarily linked to the level of education of an individual, and that is why the real estate agent must enhance his social skills not only at an external level.
For a real estate agency, a real estate agent who is able to interact effectively with clients is not enough. If a professional is incapable of successfully interacting with his or her organizational environment, it is very likely that in the medium and long term this will become a real problem internally.
Take, for example, a small real estate agency made up of ten members at the organizational level. Among these members of the real estate team is one who, as they say, “sells a lot”.
However, such a real estate agent who “sells a lot of properties” is unable to interact satisfactorily with his co-workers.
Evidently, the negative synergy generated by the latter will have the same effect on its environment, i.e. in a negative way, so that we may eventually find that the remaining nine members of the organization are negatively conditioned.
Negative conditioning goes directly against the overall productivity level, and a hostile work environment can certainly be anything but it will never be productive for the real estate agency.
The creativity and commitment of the real estate agent.
Innovation and creative thinking are two fundamental elements for the growth of a real estate agency, and for both to emerge as protagonists at the organizational level, certain circumstances must be met.
Of course, everything starts with a trained, qualified and, of course, self-confident real estate agent, although the real estate agency environment must stimulate the professional.
A real estate agent who does not feel at ease in his or her work environment is certainly not likely to be motivated or encouraged to commit to the organization.
Here the figure of the real estate organizational leader is determinant to create healthy work environments, as well as to motivate the team of professionals of the real estate agency.
Involvement, motivation, commitment, effectiveness and productivity can only be achieved under certain circumstances, which must be generated. A real estate agency cannot expect to develop as a company or evolve at an organizational level if it does not have a healthy work environment and a clear tendency towards teamwork.
On the other hand, innovation ends up being the result of creativity, and the real estate agency must generate positive internal synergies that stimulate creativity in order to innovate.
It is very important for the real estate agent to be effective, assertive, decisive, productive, risk-taking and decision-maker; but for all of the above, it is first of all necessary to create the right working environment.
In conclusion, although the real estate agent must be trained and apply his personal skills, it is also true that the real estate agency has the responsibility to generate the right environment to increase his productivity.
Credit: Daniel Costa Lerena(Costa Invest)
