How To Attract Prospects Instead of Chasing Leads

Services for Real Estate Pros with Real Estate Marketing Link

When explaining why they chose specific real estate agents, clients are more likely to say that they made their choice on the basis of agents’ specific personal characteristics.

What characteristics do prospective clients look for in choosing a real estate agent?

Here are 12 traits that prospects usually seek in choosing real estate agents.

The more of these characteristics that you possess and demonstrate, the easier it will be to attract prospects.


1. Diligence

This category includes attention to details, focus on clients' goals and enthusiasm.


2. Expertise

In real estate, this is the accumulated know-how from experience, training and continuing education that makes you good at what you do.


3. Flexibility

Clients need agents who can respond effectively to newly changed circumstances, not remain focused on the way things used to be.


4. Good listener

A good listener understands and accepts what clients say. High producing agents consistently report this as a critical element of effectively serving clients and succeeding in real estate.


5. Hard-working

The most successful agents work very hard--and smart--at servicing listings and searching for suitable properties for buyers.


6. Helpful

The major challenge of being helpful is to assist clients as much as possible without becoming pushy or intrusive.


7. Hungry

Agents who are hungry for a higher level of success work harder for clients than those who have become complacent with the success they already achieved.


8. Networked

Clients appreciate agents who can refer them to other service providers such as lawyers, mortgage lenders and trades-people. A good network of referral partners can help you attract prospects.


9. Patient

Being patient means allowing sufficient time for appropriate actions and the best decisions possible.


10. Specific market knowledge

To develop this knowledge it's necessary to continue to research and monitor what's happening in your market.


11. Strong negotiator

The best negotiators bring about the best possible outcomes for all parties.


12. Trustworthy

The higher the competence of sales people, the more trustworthy they will appear to prospects. And the more trustworthy they appear the more attractive they will be to prospects. It's that simple.

The more of these characteristics that you possess and demonstrate, the easier it will be for you to attract prospects.


To learn more about attracting prospects, see Don't Chase Leads -- Attract Prospects


Comments (6)

JOSH EVANS *JoshEvansHomes 516-655-5000
Village Properties of Mineola, LLC - Mineola, NY

Great blog and great job. Keep up the good work and good luck this year 

Jan 18, 2012 11:21 PM
Fernando Herboso - Broker for Maxus Realty Group
Maxus Realty Group - Broker 301-246-0001 - Gaithersburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

ABove them all. . you need to excel in marketing first. . so we can have a chance

Jan 18, 2012 11:29 PM
Malcolm Johnston
Century 21 Lanthorn Real Estate LTD., Trenton, Ontario - Trenton, ON
Trenton Real Estate

Larry, those are all traits that go a very long way to making a successful real estate agent.

Jan 19, 2012 02:34 AM
Bob Force (REALTOR®)
Weichert Realtors - Aspen Hill - Mount Airy, MD
The FORCE in Maryland Real Estate


Like the list.  All are important and necessary. Good listner, patient, and specific market knowledge are what is needed in my  market with senior citizens.

Jan 19, 2012 03:54 AM
Brian Madigan
RE/MAX West Realty Inc., Brokerage (Toronto) - Toronto, ON
LL.B., Broker

This is a very good list.

If you can be #1 on the search list for these, then you'll do well.

Jan 19, 2012 12:42 PM
Glenn S. Phillips
Lake Homes Realty - Birmingham, AL
CEO, Lake Homes Realty /

Great List! I always find it interesting how many people resist learning how to be good at such skills, then complain they don't have enough business. Coincidence? I think not! G

Jan 19, 2012 10:12 PM