How to become a realtor? I want to work as a realtor: where to start?

Who is a realtor and what does he do?

Realtors provide intermediary services when making purchase and sale transactions or executing a lease agreement for real estate.

To earn money, the intermediary needs to find the seller of the real estate and its buyer. Next, the agent helps the parties conclude an agreement.

To understand what a realtor does, you should define the areas of activity. There are several areas of work:

agents accompanying commercial real estate transactions;
private real estate professionals;
realtors involved in processing land transactions.

The services of a realtor involve more than just viewing properties for sale. He deals with the transaction from the moment of concluding an agreement with the agency until the seller receives money for the sold property or documents confirming the rights to the purchased property.

What personal qualities should a realtor have?

A real estate agent cannot do without the ability to convince a potential buyer that the proposed property is the best. A representative of the profession needs the following qualities:

ability to convince a client;
communication skills;
resistance to stress;
desire to self-learn;
self-organization;
serious attitude to work;
patience;
leadership skills;
intelligence;
hardness;
thoroughness in work.

To work successfully, a realtor will need knowledge in the field of economics, law, psychology, and real estate markets. You need to know the sanitary, engineering and construction standards developed by the country's authorities.

Responsibilities of a realtor and his rights

The responsibilities of a real estate agent include the following functions:

searching for clients and real estate for them;
demonstration of real estate to possible buyers (tenants);
assistance in completing transactions (preparing the necessary documentation, registering property with a power of attorney from the buyer in government agencies);
providing advice on the preparation of contracts to its participants within the scope of their competence;
advertising of property for sale, rental.

To become a realtor, you do not need to receive any special education. In Russia there are no educational institutions teaching professions. Any citizen can start a business. You will need certain qualities and knowledge.

Example of a job description

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Advantages of being a realtor

The advantages of real estate work include the following factors:

A citizen who wants to realize himself in this area of business can support real estate transactions. The work can be carried out privately or through a real estate agency.
Flexible work schedule.
Selling large real estate properties guarantees high income.
Constant contact with people.

Disadvantages of being a realtor

The income level of a real estate agent can be attributed to the pros and cons of the activity. The disadvantages of the profession are as follows:

Lack of standardized working hours. Business meetings take place at a time convenient for clients. Sometimes negotiations are scheduled for early morning, late evening, or weekends and holidays.
There is no fixed salary. The employee receives a percentage of the transaction he completed. To earn more money, a specialist needs to constantly work. A good agent doesn't spend time in the office. He meets with clients, shows them real estate or updates (studies) the real estate database.

In Russia, most citizens have a negative and distrustful attitude towards realtors. The press often mentions “black realtors”, cooperation with whom leads to the loss of property or life. Therefore, agents have to find an approach to people and gain their trust. The gift of persuasion and patience will help win over a person and complete the deal.

How to become a realtor from scratch: step by step

Surely there are quite a lot of people who come up with this idea, otherwise the owners would hardly “popularize” the profession with angry topics on forums.
However, there are enough people who want to become a realtor. True, desire alone is often not enough. You will have to arm yourself with a lot of knowledge and apply it in practice, for example, marketing, psychology, the ability to quickly build a trusting relationship and much more will come in handy.

The education requirements in the brokerage business are zero, but legal education will be a good bonus, even if you have never worked in your specialty for a day, and this phenomenon is common in Russia. Even a technical school or secondary school education is suitable for starting, a diploma is not the main thing.

Step by step how to start working as a realtor yourself

Before looking for a job as an agent, try to work in sales, at least as a sales manager or where active sales are required. Fortunately, there are a lot of such vacancies, and if you cope well with stress (when you hear 99 refusals out of 100 offers a day), then you can cope with the real estate business even more so;
Prepare a financial cushion for at least 3 months of working as a real estate agent and keep in mind that part-time work will not work here, similar to chasing two birds with one stone;
Go to the job site and create an application (resume). Look through all the vacancies in your city of residence and write down the requirements that the employer expects from you. tailor your resume to meet these requirements. When ready, send applications for vacancies to large brokerage houses;
You will need a good base of first clients and a source of information to support your first transactions. A good real estate agency will help with this. How to choose it? This is a separate paragraph in the article, but in short: it is quite well-known and does not promise mountains of gold, with free training for employees. As a result, you will receive valuable information about how agents perform in your city's real estate market from the most experienced agents. A real estate company most often provides newcomers with phone numbers of owners selling apartments. 1-2 phones a few days isn’t much, but it’s a big help if you’re starting from scratch;
In addition to the fact that the real estate agency will conduct 2-3 week lectures, you will need additional information on house layouts, the pros and cons of real estate, favorable and unfavorable areas of the city for living. More experienced colleagues have information, so ask your mentor, who is usually assigned to supervise a newcomer in the first six months, about this. The source of information for self-preparation is local Internet portals and forums where residents discuss the purchase or sale of housing and provide information that will be valuable in their work;
As soon as you start working as a realtor in an agency, create your own personal client base and save client contacts to use for repeat calls with offers or simply keep in touch, congratulating you on the holidays, ensuring the work of word of mouth;

Reasons to become a realtor: maybe you're wrong?

The first reason to become a realtor lies at the surface - financial. The myth is quite overblown - a realtor gets huge money “for nothing”, when the majority work like hell in offices or coal mines.

There is nothing wrong with the misconception - it dissipates after several months of work “in vain”. Those who come only for this most often fail. The second reason to become a real estate realtor is a lack of understanding that among the multifaceted profession of Sales, Realtor is the most difficult. Yes, the broker and saleswoman Aunt Zina from the local kiosk or mini-supermarket are not the same thing! Standing behind the counter, she manages to watch a couple of TV shows or talk to her friends on the phone, or just peacefully dozes at the cash register, while the agent has to spin around like a squirrel.

If you think that becoming an agent is like a sales manager or sales consultant at a local hardware store, you are mistaken. Broker - Seller with a capital S, because. sells three times:

Yourself as a specialist;
The service needed by the client;
Object after signing the service agreement.

It’s unlikely that any sellers are still doing this.

Therefore, before asking about employment, decide whether you are under the influence of myths about this profession, promoted by real estate agencies trying to solve personnel problems, or have you actually seen real examples of success and know the algorithm for achieving it.

Professional mission

The main goal of a professional real estate agent is to solve the client’s problem as quickly, profitably and comfortably as possible. A realtor is not just an intermediary between the seller and the buyer. He must know how to quickly and reliably complete the most complex task, where to call, where to get the necessary information, how to avoid wasting time and money when preparing and during the transaction.

Knowledge in psychology

A realtor must be an excellent psychologist. He simultaneously needs to sell both real estate and his services, to do this he literally “feels” people.

It is no coincidence that profiling training is in high demand among real estate agents. It is clear that introverted realtors are much less common than agents who are ready to happily communicate with people 24/7. After all, you need to get not only income from work, but also pleasure.

Realtors must be able to listen to the client and ask the right questions. Do not interrupt, do not impose your point of view, but at the same time “read between the lines.” After all, the client often does not fully know what he needs. A competent agent, by asking questions, will understand which option is best to offer. And it will definitely hit the top ten!

Ability to speak and observe business etiquette

Rhetoric is not just words! A realtor must speak competently and clearly with clients. It is clear that there should be no slang words, muttering, or filler words in the speech. A friendly intonation will also help to win over the client. So it turns out that you can’t do without oratory. Compliance with business etiquette when communicating with clients is also mandatory; this is an integral component of the image and reputation of the agent and the agency in which he works.

Financial literacy and business planning skills

A professional realtor is essentially a businessman who plans both personal financial performance and successful transactions for his clients. For example, it is known that if a seller puts an inflated or underpriced price on his property, he may lose a significant share of the profit, take a long time to sell and, as a result, sell the property for next to nothing. It is the knowledge and experience of a realtor that helps to immediately set the right price and attract the maximum number of buyers. Based on the results of the first meeting with the client, an experienced realtor prepares a step-by-step financial plan for the transaction, based on an analysis of the market and the potential of the property.

As for personal income, the legendarily high salaries of realtors are not karma or luck at all, but quite specific mathematics. There are proven tools that help predict the number of possible deals. For example, how many “cold” calls need to be made to get a certain number of exclusive contracts with clients. By the way, please note that real reliable realtors always work under exclusive contracts, representing the interests of the real estate seller in agreement with him.

Marketing

During basic training, real estate agents are required to learn the basics of marketing, including learning how to promote a personal brand, evaluate, position and promote properties. An experienced agent knows how to create an advertisement so that there is no end to buyers, how to take photographs, what banners to place and where to place them. And also - how to optimize your advertising costs - both time and financial. For example, CENTURY 21 agents can upload your listing to more than 50 of the most popular real estate websites on the Internet with one click, at a lower price than if you did it yourself. In conditions of quarantine and self-isolation, agents are actively working online and helping to make transactions without leaving home.

Famous representatives of the profession

Tatiana Vakulenko

The best broker of the luxury real estate market according to the “Building Business” publication

Since 2001, Tatyana Vakulenko has held key positions in leading real estate agencies in Moscow. Working in the deluxe segment, Tatyana managed to accumulate unique practical experience in conducting comprehensive transactions in the real estate market.

Advice for beginners from experienced realtors

To successfully work as a realtor, you should know about the common tips given by experienced professionals:

You should start by applying to a specialized agency. This will provide the opportunity to receive training and gain more opportunities to find potential clients.
To avoid mistakes, you should first act according to established schemes offered by the agency. It is better to save your own methods of work for the time when regular customers appear.
Adopt all the knowledge that experienced agents provide. The best thing to do is to make a successful professional your friend and constantly learn about how he works.
Expand your capabilities and knowledge in the field of real estate sales.
Lateness and disorganization are strictly excluded. A good time manager is a successful realtor.
Before the meeting, you need to know the features of the housing and its cost, as if it were your own apartment.
During the absence of clients, you need to constantly improve yourself by attending trainings that help improve your professional skills.
When joining a new team, you should follow all the rules that are accepted among colleagues.
It is important to remember that many clients will refuse services, but this should not be a reason that interferes with productivity. Therefore, improve your skills in dealing with rejections.

What education is needed to work as a realtor?

They don’t train to become realtors in Russia. To be successful, an agent will need to understand the legal and economic aspects of the real estate market.

A realtor must have sales experience and know the sanitary, construction and engineering requirements for buildings and structures. To understand where to study, it is necessary to take into account the specifics of the activity. It is recommended for citizens who have received a diploma to engage in business:

economist;
lawyer;
psychologist;
marketer;
engineer with a specialty in “Expertise and real estate management”.

Studying will help you gain theoretical knowledge. Working on real estate transactions will allow you to gain practical experience.

The agent will be required to constantly educate himself, as laws are constantly changing. The economic situation in the country is also unstable.

Example resume

Is it possible to work as a realtor without specialized education?

There is no specialized education in the country. But an applicant for the position can learn the skills of the profession at courses, seminars and trainings for realtors. On the Internet you can find online courses for beginners. You can study outside the country. It is recommended that you study the necessary laws on your own.

But self-study is difficult without a knowledgeable representative of the profession. Therefore, it is recommended to take training courses. Listeners will receive:

Current information about the real estate market. Unlike educational organizations, which provide information in accordance with the approved program, the authors of private course methods offer applicants fresh data. The organizers are interested in attracting more listeners, therefore they respond to changes in the legislative and economic spheres.
During the courses, students are introduced to examples from real estate practice. After studying it, the beginner knows the procedure for action in a specific situation and the principles of operation.

The real estate profession is one of the highest paid in the world. But at the same time, it is also one of the most unstable. A realtor can sit without income for a long time, and then hit the jackpot with one transaction.

Large real estate firms organize training for citizens who want to do business. A curator is also provided to help with working with clients and in registration, accompanying the first investigations. But it is not recommended to limit yourself to such training. The curator may not reveal all the secrets of the profession due to competition in this field of activity. In addition, the curator may have a narrow specialization (for example, working with land plots). Therefore, you will need to independently search for information and attend real estate courses and seminars of other organizations.

That is, any citizen can become a real estate agent. But many real estate firms require applicants to have a higher education. It is believed that people with such an education have a broader outlook and can correctly express thoughts orally and in writing.

Pros and cons of being a realtor

First, about the pros:

High activity means high income. It all depends on you, the more transactions, the more money.
Professionalism.
Work close to home.
Free schedule. It is always possible to arrange a meeting with a client at a time convenient not only for him, but also for you.
Communication with people.
Opportunity to learn.
You can become a realtor with any education and even without education.

And now about the cons:

The salary is not fixed. Only you can take care of your income.
No one promises success from the first days of work.
You have to constantly be on the lookout for clients; they don’t fall from the sky. You must remind the apartment seller about yourself.
The rating of the realtor profession is not very high due to public opinion.

These are the advantages and disadvantages of working as a realtor. If you can cope with difficulties, then you can start working, but if difficulties frighten you, then you should not start.

How much does a realtor earn?

A real estate agent's earnings consist of commissions for each closed transaction. The size is set individually and may be minimal. Depending on the level of skill, a realtor working for an agency can receive from 25 to 75% of the agency's profits. In addition, management can set a specialist’s salary in the range of 10-30 thousand rubles.

A realtor working independently takes the profit for himself. But you need to rely on your own strength. Legal and information support is provided by the 1st person.

Most people imagine the job of a real estate agent as easy, without special skills. But the opinion that in order to make money it is enough to bring the seller and the buyer together is wrong.

To receive large fees, the agent constantly works. The work takes a lot of time and effort. Knowledge of various business sectors is required. Market analysis and solutions to emerging difficulties are required. It is necessary to organize negotiations between the parties to the transaction.

Real Estate Sales Basics

It is impossible to cover the basics of sales in a paragraph within one article. The profession of a realtor is akin to the work of a psychologist or actor - it involves constant work on yourself, the ability to observe and draw conclusions from any of your successes or mistakes.

Beware of bobblehead coaches who have sold one or two properties and feel that their observations are enough to coach others. The ability to beautifully compose phrases is not enough; look for answers on your own or rely on experienced colleagues in the agency.

Let us briefly outline the range of questions that a future successful realtor should find answers to:

What is complex selling? How are they better than simple ones? How to prepare for sale?
How to find contact with a client and overcome resistance?
What roles can a salesperson play, what masks can he wear?
How can a client manipulate a salesperson and how to overcome them?
What conversational techniques exist? (“Three yes”, Spin, “Five no”)
How to ask questions correctly and not turn into an interrogator? What are the questions?
Persuasion: what is it, how to strengthen it, how to argue effectively?
Verbal and non-verbal persuasion.
How to deal with typical objections.
How to prevent the price from being reduced.
How to structure a conversation depending on the client’s characteristics (character, status, temperament, etc.)
How to prevent conflict.
Mistakes and typical failures of realtors in working with clients.

Types of activities of real estate agencies

There are a significant number of real estate companies on the market operating in certain market segments. Large agencies invest in real estate and engage in other activities, significantly expanding the range of services provided:

Renting residential and commercial real estate.
Consulting clients on legal and other issues.
Providing assistance in obtaining mortgage loans.
Expert assessment of real estate objects.
Advertising.
Assistance in choosing an insurer and insurance program.

The basic principle of the real estate agency remains unchanged - preparation and comprehensive support of the transaction. Only contacting a qualified and experienced realtor provides a high level of security guarantees for the processes of searching and purchasing a house, apartment, office, as well as any other premises.

Where to study to become a realtor?

So, let’s say the realtor profession attracted you, and you decided to become a realtor. Where to go to study in this case? As far as I know, currently not a single university in the CIS teaches the realtor profession. Therefore, if you plan to work as a realtor, you can study for some similar and related specialty: manager, marketer, lawyer, psychologist.

In large cities you can find various kinds of courses for realtors, as well as seminars and trainings to improve the qualifications of representatives of this specialty - if you wish, you can attend such events.

However, it is often possible to get a job as a realtor without a higher education, and without a document confirming the completion of any specific courses. A realtor is a profession where you don’t need a “crust”, but real skills and results. Therefore, the best training to become a realtor is work experience in a real estate agency, where, if you really want to, you can get a job without such experience.

Types of services provided and work patterns of real estate companies

As mentioned above, a real estate agency performs intermediary functions in transactions with housing and premises for other purposes. At the same time, real estate companies provide their clients with a certain range of services:

Search for real estate that suits the buyer's requirements.
Showing the premises and familiarizing the client with its technical and economic indicators.
Mediation in negotiations between the parties to the transaction.
Checking the legal cleanliness of the premises.
Collection and preparation of documents necessary for concluding an apartment purchase and sale agreement.
Providing assistance in mutual settlements between buyer and seller.

The services listed above, by agreement with the client, are provided comprehensively, or individual orders are carried out. In general, the work scheme of a real estate agency is as follows: the buyer turns to the company for help. The database employee selects the most suitable ones from the previously inspected premises and organizes their inspection. If everything is satisfactory, negotiations begin with the owner or his representative on the terms of the transaction.

Comprehensive transaction support implies, in particular, the presence of an agent at all stages. A professional realtor, in some cases and at the request of the buyer, can act as his representative when registering real estate in the relevant state register. This makes life much easier for the client.