Real estate realtor skills - exercises to develop professional key skills

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.

10+ Best Books on Real Estate Every Realtor Should Read

My name is Denis Platonov, I am the General Director of the Real Estate Agency Svoi Rodnoy Dom.
He worked his way up from an intern to the head of his own agency. In order to quickly get involved in the profession, I read a lot of professional literature and books on negotiations, sales, emotional intelligence, etc. I present to you my top 10+ of the best and most useful books related in one way or another to the profession of a realtor - how to become a realtor, what kind of profession it is, what role sales and negotiations play in real estate. Each book will become an excellent building block in your foundation of knowledge, and the practical application of all acquired knowledge will be the walls and roof of your knowledge bank. I am happy to share all these books with you, read, improve and you will succeed. We do not distribute and you will not be able to download these books, but you can read them at our agency. Come work with us – VACANCIES

Our agents earn from 60% of the total commission from the first month of work!

Basic books for a realtor on theory:

1. Real estate transactions. Realtor's manual. Part 1. Shabalin Vadim Gennadievich, Khromov Andrey Alexandrovich - a series of books for realtors

This book is intended for real estate professionals - agents, brokers, experts, lawyers, security officers, psychologists and conflict experts of real estate and development companies, as well as owners and co-owners of real estate businesses - primarily small ones. The authors, leading specialists in the real estate and construction market of the Moscow region, summarized their many years of experience in conducting real estate transactions, showed the main technologies for providing services to clients of real estate agencies, compiled a psychological portrait of a successful realtor, and also considered the most important applied issues: valuation, advertising, examination, registration, calculations , tax planning, protection from crime and corruption, as well as a number of others that are no less important in the work of both beginners and experienced specialists in the field of real estate. This publication is the 52nd in the popular “Real Estate Transactions” series, and it will also help a wide range of readers navigate the pitfalls of the real estate market in order to choose a worthy realtor or even become one in the future.

2. Real estate transactions. Realtor's manual. Part 2. Shabalin Vadim Gennadievich, Manchenko Konstantin Ivanovich - a series of books for realtors

This book is intended for professionals in the field of real estate - agents, brokers, experts, lawyers, security officers, psychologists and conflict experts of real estate and development companies, as well as owners and co-owners of businesses in the field of real estate - primarily small ones. The authors, leading specialists in the real estate market and construction of the Moscow region, summarized their many years of experience in conducting real estate transactions, showed the main technologies for providing services to clients of real estate agencies, compiled a psychological portrait of a successful realtor, and also considered the most important applied issues: valuation, advertising, examination, registration, calculations , tax planning, protection from crime and corruption and a number of others that are no less important in the work of both beginners and experienced specialists in the field of real estate.

This publication is the 54th in the popular “Real Estate Transactions” series, and it will also help a wide range of readers navigate the pitfalls of the real estate market in order to choose a worthy realtor or even become one in the future.

3. How to become a millionaire by selling real estate. (The Millionaire Real Estate Agent). Harry Keller - book series for realtors

Real estate trading is a dynamic, promising and profitable business. But does it bring in millions? The answer to this question depends on what methods you use. The author of this best-selling book, which has sold millions of copies worldwide, offers both time-tested and innovative methods of real estate trading. The book presents the results of ten years of practical, research and consulting experience of Gary Keller, which allows him to share the secrets of his profession in detail and frankly with readers. Examples from the practice of the most successful and financially successful realtors in the United States are given. The book is intended for specialists working in the real estate trade, as well as those who have decided to get into this business.

4. Profession realtor. 48 steps on the path to success - a series of books for realtors

Do you work with people? Does your wealth depend on how many clients choose you as their agent? Then this is exactly the publication you need.

The book examines the psychological aspects of working with clients, focuses on working with objections, provides answers to typical client arguments, and analyzes types of clients based on their style of behavior and communication.

Having extensive experience, the author gives examples of effective advertising and gives instructions for quickly solving a particular problem. And although the book is aimed at realtors, “sellers” and “buyers” in any field of activity will find a lot of business advice in the book.

The book is addressed to a wide range of readers who want to effectively solve their housing problem.

5. A textbook for a successful realtor. Alexander Sankin – a series of books for realtors

The Successful Realtor's Handbook contains field-tested tools, tactics, speech modules and algorithms for effectively selling real estate.

What is a real estate agent? How to become a successful agent? 10 Tips for Understanding and Presenting the Agent Service 10 Tips for Agents on Obtaining Exclusive Selling Rights 25 Answering Owner Objections to Exclusive Selling Rights 18 Tips for Agents Representing Their Services and 20 Useful Speech Modules for Successful Agents

6. Our client is the seller of the apartment. Gorokhovsky M.Ya. – a series of books for realtors

I deliberately narrowed my task, since I set myself the goal of conveying to novice agents the experience of selling real estate services, building the right relationship with the Client - the seller of the apartment, the experience of organizing the process of selling an apartment with the least labor costs for the Agent at the maximum market price. Because only a realtor can be successful who rationally spends his main resource - his time.

7. Notes from a realtor, or We were all spoiled by the housing problem. Tatyana Navalnaya – a series of books for realtors

What should a woman do who suddenly has neither work nor housing, but has two children and an ice age in her personal life? That's right - take it and change everything coolly at once. Tatyana, the author and main character of the book, decided to start changes from the professional sphere. Having chosen a relatively new and promising profession for our country as a realtor, she found herself on the market. Real estate market.

A real realtor must not only understand the market situation, the layout of apartments, the geography of the city and the laws governing the purchase and sale of housing. He also has to be a subtle psychologist, because apartments are not bought and sold on their own, there are always people behind them. And people always have their own problems, nerves, fears, demands and cockroaches in their heads. And all their issues must be resolved by a real estate agent, so that all parties are satisfied.

Over the years of practice, Tatyana has come across so many stories of apartments and families. Many of them are such that you wouldn’t come up with them on purpose. It is these stories (as well as useful information that will be useful to anyone who wants to sell or buy a home) that formed the basis of the book you are holding in your hands.

8. How to Become a Successful Real Estate Agent for Dummies | Zeller Dirk – book series for realtors

This book will teach you how to succeed as a real estate agent. In addition, it will help you develop your sales skills, teach you the basics of marketing, teach you how to effectively manage your time, and also help you find your commercial spirit. After studying the proposed material, you will learn how to work in order to gain respect from clients, increase your reputation, earn more money and close more transactions.

This book is a guide to action that will help you achieve the life goals that you set for yourself and your family.

9. Secrets of real estate skills. Galina Parusova – a series of books for realtors

Considerable attention is paid to various psychological aspects in real estate activities. The author talks about the types of clients, what tactics to choose when working with them, and the skills that it is advisable to develop if you decide to become a realtor. The book occupies a large place describing the sales process, describes numerous ways to find clients, and talks about after-sales service. There are chapters devoted to unconventional methods that help diversify the life of a realtor: sentences and feng shui for real estate agents. Some reference materials are provided: grounds for invalidating a transaction, a reminder for a realtor when making an advance payment, how to privatize an apartment, how to register an inheritance. The book is also useful for those people who want to sell or buy an apartment on their own, do not want to contact an agency for some reason, but do not know how to do it correctly.

10. How to sell an apartment profitably: Invest the minimum, get the maximum. Home staging. Sergey Tikhonenko, Anna Moiseeva – a series of books for realtors

In this book, we approach real estate staging thoroughly - as an entire science. We tried to reveal all its aspects as deeply as possible so that you can “get the most” out of your apartment or house when selling or renting. So we are sure: not only people who are far from real estate, but also experienced realtors will find a lot of interesting and useful information in our manual!

11. How to buy an apartment profitably. Spend the minimum and get the maximum. Moiseeva Anna, Tikhonenko Sergey Petrovich – a series of books for realtors

Buying an apartment is a complex and risky business. But the book by Anna Moiseeva and Sergei Tikhonenko will help make this process understandable and predictable. Readers who are planning to acquire square meters will receive comprehensive recommendations on how to avoid risks and purchase housing that best suits their tastes and capabilities.

The book shows in detail all the stages of buying an apartment - starting with the search for the property itself and ending with registration of ownership rights. The authors reveal the nuances of purchasing housing in various buildings - from new buildings to five-story panel buildings; describe methods of payment and bargaining, methods of interaction with a realtor, pitfalls of inherited acquisition; talk about how to avoid becoming a victim of scammers. The book will be of interest to potential apartment buyers, realtors, as well as anyone interested in the laws and principles of the functioning of the housing market.

12. Real estate. How to advertise it. Practical guide. Nazaikin Alexander Nikolaevich – a series of books for realtors

The book discusses the main points of selling real estate through advertising. The author explains in detail and popularly how to make advertising truly effective, consistently describes all stages of work: from collecting initial data through media planning to developing an advertising message.

The book is illustrated with many illustrative examples. Designed for a wide range of readers: both those who are experiencing real estate sales for the first time, as well as professional realtors, agents and brokers who solve advertising problems every day.

13. Ready-made templates for realtor responses to any client objection. Yulia Dovbnya – a series of books for realtors

Who are they created for:

For experienced realtors who cannot always find the right approach to a client, for beginners who want a QUICK START in the profession, for all agents who want to make their life easier. (Are you like that? I am) For NA managers who want to write sales scripts for their realtors.

What will happen:

4 groups of objections (the most common in realtor practice), Reasons for their occurrence, Algorithm for working with this group of objections, Of course, ready-made realtor response templates themselves in the form: Client question - several answer options. There are more than 100 such options! Speech modules for the convenience of a realtor (applicable in various situations) Sayings, metaphors, anecdotes, proverbs, quotes. This is for the color of speech, for a catchphrase, as they say. You can't argue against folk wisdom.

What will their use give you:

You will easily and simply communicate with the client, without “reaching into your pocket for words.” You will be able to give comprehensive answers to the client, which will lead to a trusting relationship. And as a result, to the conclusion of an agreement. Enormous savings in time that you would have spent on acquiring experience and negotiation skills..

All books are in the agency’s internal library.

10+ Best books on sales techniques, negotiations, deal-making, time management, motivation and self-development Go

Self-study, where to start

The first question that a person who wants to trade real estate should ask himself is: “How to become a realtor?” There is only one answer - you should study. And since there are no special universities, you will have to study on your own. The most important thing that you should have in this case is a great desire, and then everything will definitely work out. And where to start, choose for yourself, but there are two options:

Find a real estate agency, get a job and, under the guidance of an experienced specialist, begin to learn in practice how to become a real estate realtor. You are being trained as a specialist for this company.
You enter an educational institution where you are taught the basics of business. You gain theoretical knowledge.

Of course, it is best if the theory is confirmed by practice. If you find free time during your studies, you can hire a real estate agency and put your business knowledge into action. This is the only way you can become a highly qualified specialist in the future.

Key skills of a realtor

Communication skills . The skill of building contact with people is the main thing in the work of a realtor. The ability to negotiate, listen, win over an interlocutor and convey the necessary information to him is based on a wide range of knowledge in the field of psychology and rhetoric. The success of the transaction will depend on your ability to connect with a wide variety of people.
Creativity . The ability to approach a given task creatively makes it possible to find more ways to solve it. Non-standard ideas are very often more productive than those that have been tested by experience.
Organization . Proper planning of your time, punctuality and responsibility should become an integral part of your life.
Integrity . Among realtors, there are so-called “black” realtors and those who simply do their work dishonestly, guided by the desire to get maximum profit, or simple laziness. Doing your work honestly and efficiently, approaching the task at hand with all responsibility is not so much a character trait as a full-fledged skill. Don’t forget that when working with clients you earn not only money, but also your reputation.

Read on topic: We advise you to enrich your knowledge base with the most useful information! Each of you should know about the responsibilities of a realtor

Professional skills of a real estate agent:

Legal skill . The ability to quickly and correctly work with the necessary documents to complete a transaction comes with experience, but the sooner you learn this and can confidently advise clients on issues related to documents, the better for you.
Sales skill . To sell real estate you need to be a good advertiser. The concept of how to effectively present the object being sold and your services is formed and changes throughout your professional activity. An advertising campaign for each object must be developed for each object individually, taking into account all its features.
Economist skill . Studying the supply and demand market, and knowledge in matters of real estate valuation is just the knowledge base necessary to get started. Indeed, a competent realtor must be able to predict the rate of price growth and navigate the approximate time frame for the sale of a property.

Listed here are the main skills that influence the assessment of a realtor as a specialist. If you are applying for a job at an agency, do not forget to indicate your professional skills as a realtor in your resume. Regardless of whether you have these skills or not, they always need to be developed.

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.

What are the responsibilities of a realtor

A realtor is an intermediary between a buyer and seller. He not only reviews the properties that are for sale, but also deals with all stages of the purchase and registration of housing from the moment the contract is concluded until he receives the necessary papers for the property (or money, if the property needed to be sold).

List of main responsibilities of an agent:

consultations on issues of interest related to real estate;
examination of profitable options for selling real estate, buying real estate or renting it out;
ensuring the legality of the agreement between the seller (leasing) and the buyer (renter);
correct execution of all necessary papers;
guarantee that the client will receive money for the delivery/sale of real estate or documents upon its purchase;
ensuring compliance by both parties with the terms of the agreement;
drawing up a report on all the work done and providing it to the client.

In short, a realtor is responsible for finding buyers/sellers/renters of real estate, organizing negotiations and completing the necessary paperwork.

Otherwise, the agent’s responsibilities depend on the concluded agreement, since there are several types of intermediary agreements.

When selling an apartment

Agent's rights when selling real estate:

obtaining a power of attorney;
the opportunity to get into the apartment and find out all the necessary information about it;
payment for work performed.

List of responsibilities of a realtor:

consultation;
real estate advertising (before this, he is obliged to take several photographs and place the apartment in his database);
receiving statements and certificates;
selection of buyers, negotiations with them (including showing the apartment);
registration of contracts for the purchase/sale of real estate and related papers;
submitting papers about all actions taken with the apartment to Rosreestr for registration.

When buying an apartment

Responsibilities of a realtor when buying an apartment:

consultation on housing prices and market conditions;
conclusion of an advance agreement and notarization of the transaction;
inspection of available options that suit the client in accordance with his requests;
reviewing options for loans and mortgages, carrying out all necessary actions with banks;
ensuring a meeting between the client and the seller of the apartment, assistance during its inspection;
negotiations with the seller on the terms of the contract and price;
viewing documents related to housing (for example, the number of registered residents), checking the “legal purity” of real estate;
after the parties have agreed on the purchase/sale, the agent is obliged to ensure the correct execution of contracts and all related papers (including the act of acceptance and transfer of real estate), assist in the mutual settlement of the seller and buyer and monitor the successful completion of the transaction ( including elimination of possible violations before the Federal Reserve authorities);
help in obtaining insurance for the apartment (at the client’s request).

Real estate appraisal is not the responsibility of a realtor and he does not have the right to conduct it for a fee if he is not a certified specialist. The realtor is only obliged to initially evaluate possible options for purchase in order to inform the client.

When signing a rental agreement

The agent is obliged to help the client find housing for rent. Help includes:

Regular review of current advertisements
the obligation to answer calls even outside of working hours;
inspect the property (together with the client).

The responsibilities of a realtor when renting a home are almost identical to his responsibilities when buying/selling, the main difference is in the types of documents drawn up.

Real estate companies provide the opportunity to conclude 2 types of contracts: exclusive and standard. A standard agreement is needed when renting small (1-room or 2-room) budget apartments.

In this case, the agent must accept an application from the client, select an apartment/tenant, show it to the client (by organizing a meeting of the two parties) and, with his consent, conclude a rental agreement. If you disagree, continue to look for others through the client base.

An exclusive contract is more expensive; it is concluded when renting business class housing. In general, the responsibilities of a realtor are the same as when concluding a standard contract, but there are some differences:

Search for a tenant according to the client's preferences.
If the tenant is not suitable for the client, the real estate company should advertise his apartment in order to find more suitable tenants.

Responsibilities and job description of a real estate agent

A realtor is an intermediary between the seller and the buyer. At the legislative level, a specialist conducting real estate transactions has an official title - a real estate agent.

A realtor's income consists of commission payments that he receives when conducting a transaction from the parties involved in it. Accordingly, making a profit depends solely on the professionalism of the realtor himself.

Accurate and timely fulfillment of duties will lead to success

Responsibilities of a real estate agent include:

Execution of client orders for the purchase, sale or rental of real estate.
Searching and processing information about real estate objects that take part in the transaction, the requirements of potential clients.
Conducting an analysis of the real estate market, the relationship between the level of demand and the level of supply.
Registration and review of incoming proposals.
For special cases, it is possible to conclude an exclusive agreement.
Establishing business contacts with prospective clients.
Demonstration of real estate properties for sale or rent to buyers and tenants.
Processing requests from buyers, searching for options that meet the search conditions.
Coordination of contractual terms and further registration of real estate transactions.
Conducting consultations for clients on the collection of necessary documents and execution of transactions.
Notifying customers about up-to-date information regarding suitable offers.
Organization of the conclusion of contracts necessary to conclude a transaction.
If necessary, perform an auxiliary function in the preparation and security of documents.
Representing the client's interests during the conclusion of a transaction.
Ensuring the safety of transaction documents.
Preparation of reports on work performed.
In addition to the basic responsibilities listed, we can highlight the actions necessary to sell an apartment.
Responsibilities of a realtor when selling real estate
Creation and updating of a database of real estate objects with photographs and their full descriptions.
Conducting an advertising campaign.
Obtaining the necessary extracts and certificates.
Searching for buyers, negotiating with them and demonstrating the property.

The above points complement the responsibilities of a realtor when selling an apartment. a realtor has certain rights. He must have access to the apartment, an agreement and a certain remuneration upon completion of the transaction. The responsibilities of a real estate agent when selling a home are duplicated.

Also, a realtor provides services for the purchase of real estate.

The responsibilities of a real estate agent when purchasing an apartment include:

Search for an apartment that meets the client's requirements.
Organizing a demonstration of the selected apartment.
Informing about situations that may affect the decision to purchase (third party rights to an apartment, etc.).
Providing assistance in registering the transfer of rights to Rosreestr, other responsibilities are duplicated from those listed above.

If you are just starting out in this area, a number of tips will help you.

Instructions for a beginner realtor

Leave your previous job. Mastering a new profession will take almost all of your time. By devoting a couple of hours a day to studying theory, it is impossible to understand all the specifics of this work. Practice is an integral part of immersion in the profession of a realtor, and combining it with the main job is almost impossible.
Find an agency. In the beginning, it is better to choose a quality organization, working in which you can gain new knowledge and skills. Also, agencies have their own databases, to which you will have access. Later you can move on to independent work.
Develop yourself. Communicate with people who have achieved some success in this area, study the laws (various codes, the Mortgage Law, the Law on Registration of Rights to Real Estate and others).
Look for clients. Working with a person directly is always more profitable than through intermediaries.
Remember the rules. When applying for a job at a real estate agency, you need to understand that they have their own rules, which may differ from everyone else.

Job responsibilities of a realtor in a real estate agency

At the legislative level, the responsibilities of a realtor are not specified. Each organization determines its own responsibilities, coordinating them with the potential employee. Typically, they include items similar to the responsibilities listed in the article. They are reflected within the job description.

Realtor job description

A job description is a document that defines the place and purpose of a specific position in an organization. With its help, the requirements that are put forward to the realtor are reflected, information is provided about his duties, rights and responsibilities. They also set criteria that help evaluate the employee’s performance.

If we do not focus on those who are just beginning their acquaintance with the profession, we can highlight a general set of rules.

Instructions for realtor

The work of a realtor consists of three stages: searching for a client, negotiating and searching for options, and organizing a transaction. Let's take a closer look at them.

You can search for a client in different ways: via the Internet, using favorable reviews of past clients about you, and other methods.
Negotiations and search for options. First, you need to adequately assess the value of the property, but present the apartment as expensive as possible (high-quality photos, emphasis on the positive aspects). However, there is no need to hide the negative aspects of the apartment; when they come to light, you can ruin your reputation as a realtor. Make high-quality advertising, try to convey to potential buyers why they need to buy a certain property right now, and from you. Be confident and friendly with clients, be positive and try to make the potential buyer fall in love with the apartment. You can offer “bonuses” that your competitors don’t have. But do not forget that your main task is to find the most favorable option for the client. And not something that “needs to be sold.”
Organization of the transaction. Prepare all the necessary documents and organize everything according to the laws of the Russian Federation.

The instructions for a realtor for renting will include the same points, it will be almost identical, except that the responsibilities of a real estate realtor when renting an apartment will not include the purchase and sale process, and also, when renting, a different list of documents is required.

Pros and cons of being a realtor

First, about the pros:

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.

Qualified real estate appraisal

How to become a good realtor? There is no clear answer to this question. You will have to go through many stages and learn a lot. The first step you should take is to learn how to properly value real estate. To do this, you need to be able to navigate prices and know what factors they depend on. And there are many of these factors, for example:

location of the property;
the specifics of the area where it is located;
features of houses;
apartment layout and others.

In addition, as a specialist, you must know the specifics of each transaction. You will have to carefully study how privatization differs from purchase and sale, rent from trust management. How to correctly draw up documents for real estate that becomes ownership, and how these documents differ from those that give the right to property. After learning all this, you will be able to communicate with the client easily and without any problems. Any question from him will not take you by surprise.

Risks in working as a realtor

At first glance, it seems that working as a realtor has no risks, but this is only at first glance. Not everything in this work is smooth, especially if you are a young specialist. Why young? You just don’t yet know how to determine at first glance what kind of person is in front of you. It's no secret that clients are different. Once they notice the uncertainty in your behavior, you may have problems: loss of commissions, deception and wasted time - this is if the deal does not go through.

So to the question of what it takes to become a realtor, you can hear the answer: you need to become a good psychologist. It is worth agreeing with this opinion; knowledge of psychology will be useful to a real estate agent much more and more often than knowledge of the real estate market. That’s why a realtor must have good intuition and communication skills. Intuition is given with birth, and the ability to communicate can be learned.

Realtor. Skills

A realtor is a specialist who carries out real estate transactions.
The level of his earnings depends on the monetary reward he receives for the work done; he needs to constantly improve in order to compete well among other representatives of the profession. The professionalism of a realtor lies in the totality of his professional skills, knowledge and abilities. Basic knowledge includes four blocks: law, psychology, advertising and evaluation . Basic knowledge for each of the blocks is necessary for work; later, according to the degree of relevance and specificity of the work, it will become clear in which direction of the listed components it is worth studying in more depth.

A good realtor should be able to do everything

Before considering the necessary skills and abilities, it is worth mentioning that there are certain qualities of a realtor that contribute to success in the profession . These include:

politeness;
stress resistance;
insight;
sociability;
mobility.

Without these qualities, it will be difficult for you to establish a connection with the client and cope with difficulties in your work. But, even if you have discovered all of the listed qualities of a successful realtor, you need to understand that without the necessary skills and abilities you will not be able to achieve success.

Who is suitable and who is not suitable for this profession?

It is definitely worth noting that the profession of a realtor is for those people who are not afraid of work and are willing to spend a lot of effort and time to achieve results. Working days for specialists are rarely standardized; workload usually arises at unexpected moments. But to make decent money doing what you love, you have to sacrifice your free time. In addition, perseverance is important; you can spend a lot of time waiting for the next client and trying to find him.

Another factor is that the basis of real estate art is communication with people, so this type of work is suitable for sociable and calm specialists who are stress-resistant. There will definitely be no career as a real estate specialist if the future realtor does not have the necessary qualities: attentiveness and perseverance, and does not know how to establish connections and negotiate.

Persuasiveness in this regard plays an important role, since conditions favorable to the parties can only be achieved if this quality is present.

The ability to think through events and plan a day will also be a useful skill for a realtor, since if you have clients, you need to devote time to showing properties, not forgetting about working with sellers and landlords. Thus, the portrait of a realtor is as follows: an energetic and hardworking person who has communication skills and charisma, improves his skills and inspires trust among clients. Only such a specialist can achieve success in the field of real estate sales.

What does it take to become a realtor?

There are no schools or universities that teach real estate business. You can become a professional in this field by going through your own difficult path or absorbing the experience of others. Today there are a lot of commercial courses. Some of them provide basic knowledge (for example, how to obtain information from the Unified State Register), which will be useful in future activities, others are simply a screen for pumping out money, promising employment as a real estate agent after graduation.

Where to begin?

If you decide to become a realtor, be prepared to learn from your mistakes. Remember that a real estate agent is a profession like any other. She is no different from a doctor, a teacher, an accountant. As in any field, professionalism, result orientation, and consistency are valued here.

Advice : a beginner needs to learn that this position has nothing to do with hired labor. If you want to become a realtor for a side hustle or to make “quick money,” you are doomed to fail. Get ready for a long journey of developing and implementing your plans, do not forget about the difficulties and pitfalls.

What a novice realtor needs to consider:

Prepare to work in a highly competitive industry. Each experienced agent has his own client base, and is ready to compete for new clients.
To become a realtor, you need to be a businessman. You don’t need to take out a loan to develop a small business from scratch; you need to think like an entrepreneur. These directions have a lot in common. There is no boss here who will control all actions. Like a businessman, a realtor will have to work hard, look for clients on his own, and motivate them to conclude a deal.
Becoming a realtor means communicating with people who are not always pleasant, very demanding, distrustful, sometimes even rude and harsh. Your task is to achieve results by conquering your emotions. You need to work with all potential clients, even if they are capricious, nervous, annoying, etc.
Plan your every day, hour, minute. If you don't have a clear plan of action, it only means that you're not part of someone else's plans.

Study of the legislative framework

Experienced players in the real estate market argue that every professional should know the basic aspects of the current legislative framework. It includes:

Housing Code;
Family code;
Tax code;
Civil Code.

This step is important, but optional. You can study regulatory legislation with your first work experience or while performing your duties (in a long line at the housing office or BTI, when renting apartments by the day). You will have to look at the editions of the codes periodically. Therefore, it is better to have both printed sources and by-laws in electronic form at hand. The purchase and sale of real estate is regulated by a large number of laws. Beginners are often surprised at how far removed from real estate standards they have to delve into. Working with the board of trustees when selling an apartment on the secondary market, agreements with suspensive conditions, donations of land between close relatives, issues of redevelopment confirmation, IP seal and other nuances have many legislative subtleties that are impossible to learn in the first months of work.

It is important to know! A catalog of franchises has opened on our website! Go to catalog...

What qualities does a realtor need to have?

The work of a realtor is unpredictable and difficult. True professionals in their field constantly work on themselves, improving their skills. At the same time, to become a realtor, you must have the following personal qualities:

Communication skills, politeness. The main task when negotiating is to inspire trust; this is the only way to conclude a deal.
Insight, patience. Often clients make so many demands that some of them contradict each other. It is very difficult to choose the best option for such people.
Stress resistance. In everyday work, conflict situations cannot be avoided. The client may not come to show the property, and the deal may fall through at the most crucial moment. When communicating with people, you cannot avoid negative reactions or rudeness.
Organized. Many real estate agents have flexible work schedules. Therefore, it is important to plan your working day, spend time rationally and effectively.
Creativity, out-of-the-box thinking, sense of humor. Acting skills and a good joke can win you over and speed up the process of making a deal.
Mobility. The real estate market is changing, to become a professional realtor from scratch, you need to monitor various changes in time and quickly make management decisions.

To become a realtor, you need to have professional skills and abilities. A highly qualified real estate agent must be a lawyer. Many agencies have on their staff specialists with a legal education, but often clients want to get answers to their questions not in the office, but when viewing the property. Therefore, although it is not necessary to have a legal education, an experienced realtor must understand the regulations and navigate the legal intricacies.

To become an agent, you need to be an economist - understand the formation of supply and demand in the real estate market, and be able to predict price changes. When working in the primary market, with developers, it is necessary to comprehensively evaluate the proposal - location of the property, quality of construction, price, prospects.

A future realtor needs knowledge of psychology - the ability to sell is closely intertwined with knowledge of the human psyche. It is important to understand personality types, determine the primary needs of potential clients, their priorities, and be able to negotiate and persuade.

Becoming a realtor means being a marketer. Such a specialist must segment the real estate market, select profitable niches and directions, and order competent advertising for each selected audience.

Advice : if you want to become a realtor, but do not have the above professional skills, feel free to choose this niche. Skills and knowledge will come over time through work. The main thing is that as you gain experience, you spare no time and money for further improvement.

What knowledge do you need to gain?

In order for a realtor to be considered a professional, he needs to have a certain amount of knowledge, which will include several areas. First of all, every real estate dealer must understand the law. This will be required not only for drawing up contracts, but also for the ability to ensure a reliable transaction, as well as for working with certain categories of the population. For example, in order to provide an object to a buyer with payment using maternity capital, you need to understand family law.

To attract clients, you will also need marketing knowledge, because they are responsible for submitting advertisements, drawing attention to objects and other nuances. Finally, it doesn’t hurt to be a psychologist, because understanding what the client wants and establishing mutually beneficial communication with him is possible only with the help of psychological techniques. If you have at least this basic knowledge, the realtor will be successful and clients will come to him.

Where to study to become a realtor for free - tips for those who want to choose the profession of a realtor

There are no specialized educational institutions in the Russian Federation that train professional realtors. There are accelerated courses at every major agency that train specialists for themselves.

The companies themselves do not have any special requirements for candidates for this position. The initial interview can be completed by an applicant without education who has correctly filled out the application form and answered all the questions of the employer (real estate agency).

If you are focused on career growth and want to become a professional in real estate transactions, you will need a legal education, knowledge of psychology and the basics of marketing.

The profession is still at the stage of intensive development: its most important advantage is that you yourself determine your own goals and prospects.

The level of income here is not fixed, it is not limited. On average, realtors earn from 30,000 to 300,000 rubles per month.

Depending on the level of the specialist, some particularly successful realtors receive more than a million rubles. Typically, these are people with 5-10 years of experience whom their clients trust to sell expensive residential real estate or large commercial properties, including businesses that include real estate as elements.

I recommend that you watch a video about the profession of a realtor with Alexander Maltsev, the director of one of the well-known real estate agencies.

This video will be especially interesting for those who want to learn how to become a realtor: