What are the Real Estate Agent Skills and Qualities that Clients Value?


Well, I guess to answer this question I could give two vastly different answers dependant on who’s perspective you are asking from.  Essentially clients who are buyers want something completely different than those clients who are sellers.  So let’s look at them individually and then find the one common thing that is paramount to both.

What Buyers Want 
Not all buyers are the same and therefore should not be lumped together and treated alike.  Some buyers want and need lot of more ‘hand holding’ especially if they are first-time buyers.  Investors on the other hand want lots of data but most buyers want assistance in the transaction process, interpretation of documents and help to make the decision-making process easier.

Below is a list of skills and qualities of agents that home buyers typically value:

  • Honesty, integrity and transparency 
  • Knowledge of purchase process
  • Responsiveness & availability
  • Knowledge of real estate market place
  • Communication skills
  • Negotiation skills

What Sellers Want 
Sellers simply want to sell their home as fast as possible and for the highest purchase price possible.  

Sellers are also more inclined to focus mainly on the costs of the commission to the agent and on the ‘costs of the advertising campaign’ rather than the ‘results of a marketing campaign’ and how the agent will make it happen.  

These days, I find sellers believe that the internet will bring their best buyer are more inclined to choose the cheaper agent with the smallest advertising package that often includes free marketing options.  But the game has changed and this will be the first and biggest mistake they will make. One that will end up costing them much more than they could ever expect.

Like buyers, sellers also value the following skills and qualities:

  • Honesty, integrity and transparency
  • Knowledge of sale process
  • Availability and response time
  • Knowledge of real estate market
  • Feedback skills
  • Negotiation skills

Most sellers will consider these attributes when selecting their agent but what they fail to consider is, in fact, the most import.  The agent’s experience and knowledge in MARKETING!

You see, no matter how good the agent is at everything else, including others not mentioned above, it will all be lost if the marketing is inferior and doesn’t attract enough buyers to compete for their property!  Their property must stand out amongst all the others on the market in order to sell as fast as possible and for the highest purchase price possible.

Their agent must be a marketeer, a specialist in marketing and ironically MARKETING is also fundamentally what buyers want too!  I’m yet to met a buyer who doesn’t want the following five elements to help them find their new home.

  • The full address of the property
  • The price
  • Good quality photos (and more than 4-5)
  • Floor plan with dimensions
  • An infomercial or video (not still photos put to music)

So when it comes down to it, the ONE most important skill or quality that buyers look for  in a real estate agent is a marketeer because it helps them sift through all the homes on the market in a short period of time to find the one they really want.  And if the seller is smart they will choose an agent who knows how to give buyers what they want because the result for the seller will be selling their home as fast as possible for the highest purchase price possible with the most money in the bank account at the end of the day.

To see more examples of infomercials click here :-
https://www.youtube.com/channel/UC6_of65AB1gdrMpYlFDAwPQ?view_as=public