Many people think they will do great with a real estate career because they like working with people, or they have a sales background, or they just plain love houses. But what truly sets a top producing agent apart from the rest? We did some research and here’s what we found.
ERA Central Realty Group enlisted nationally recognized Caliper Corporation, a talent management solution for business hiring and developing employees based out of Princeton, NJ, to run a study on our Top Performing Agents. 20 agents, all of whom are performing at the highest levels in real estate sales, volunteered to take part in the study.
Some interesting results emerged.
The first observation that Caliper found was that the agents had two distinctly different personality profiles: The more aggressive style agents were put in Group 1 and the non-aggressive style agents were put in Group 2. This observation crushes the misconception that successful real estate salespeople are aggressive with close-the-sale-no-matter-what ambitions. The truth is that many top agents are very low-pressure salespeople. In fact, of the 20 participants in the study, HALF scored high in aggressiveness/assertiveness and HALF scored much lower in that area.
So with two very clearly different overall personality types being Top Performing Agents, let’s look at what both groups had in common. Below are the traits that all of the Top Performers shared and the definition of each trait.