Career Development

What Does a Real Estate Salesperson Do?

Find out what a real estate salesperson does, how to get this job, and what it takes to succeed as a real estate salesperson.

Real estate salespeople are the frontline employees of the real estate industry. They are responsible for interacting with potential buyers and sellers, presenting properties for sale, negotiating deals, and closing transactions.

Real estate salespeople typically work on commission—they get paid based on their performance. This means that they have a strong incentive to do everything they can to close a deal as quickly as possible.

Real Estate Salesperson Job Duties

A real estate salesperson typically has a wide range of responsibilities, which can include:

  • Listing homes for sale and showing them to potential buyers, negotiating offers with clients, and working with other agents to facilitate transactions
  • Communicating with other real estate agents to coordinate showings of listed properties, appointments with appraisers or contractors, and other activities related to selling homes
  • Preparing detailed reports on recent home sales activity in order to identify trends in the local market
  • Presenting offers from potential buyers to sellers along with an analysis of the offer’s financial feasibility
  • Reviewing and creating contracts for the sale of real estate assets
  • Preparing brochures or other materials describing available properties in detail and highlighting specific features that may appeal to potential buyers
  • Helping buyers find financing for their purchase by working with lenders to prequalify buyers for loans or working directly with banks to secure mortgages
  • Helping sellers prepare their home for sale by staging it with furniture and accessories that appeal to target buyers and by providing information about local market conditions
  • Negotiating with potential buyers regarding offer prices and terms such as closing dates and contingencies (such as inspections)

Real Estate Salesperson Salary & Outlook

Real estate salespeople are typically paid a salary, which can vary depending on their level of experience, the company size and geographic location.

  • Median Annual Salary: $95,000 ($45.67/hour)
  • Top 10% Annual Salary: $165,000 ($79.33/hour)

The employment of real estate salespeople is expected to grow slower than average over the next decade.

The need to find new ways to market properties and to attract buyers will limit employment growth for real estate salespeople. However, technological advances in real estate brokerage services may allow more real estate agents to serve clients without hiring additional workers.

Real Estate Salesperson Job Requirements

A real estate salesperson typically needs to have the following:

Education: Real estate salespersons need at least a high school diploma or GED certificate. Many employers prefer candidates who have completed some college coursework in real estate, finance or business. Some states require real estate salespersons to have a license.

Training & Experience: Real estate salespeople typically receive on-the-job training from their employer. This training may include learning the company’s policies and procedures, the software they use to manage listings and showings, and the best ways to market the property. Real estate salespeople may also receive training in the real estate industry, including how to best market properties, how to price properties and how to negotiate with clients.

Certifications & Licenses: Depending on the work you intend to do, you may need to get a real estate salesperson license or certification. Each state has different requirements for what qualifies someone to be a real estate agent. Many states require you to study at an accredited real estate school, pass a written exam and a practical exam, and complete continuing education every year.

Real Estate Salesperson Skills

Real estate salespeople need the following skills in order to be successful:

Communication skills: Communication skills are essential for real estate salespeople. You must be able to communicate effectively with clients, colleagues and real estate agents. You must also be able to communicate complex real estate information to clients in a way that they can understand.

Listening skills: Listening to clients and potential clients is an important part of the real estate sales process. You can use your listening skills to understand your clients’ needs and wants and help them find the right home or property. You can also use your listening skills to understand clients’ concerns and address them during the sales process.

Marketing skills: Real estate salespeople use marketing skills to advertise properties and attract potential buyers. They use marketing skills to create advertisements, design flyers and create social media posts. They also use marketing skills to promote open houses and other real estate events.

Negotiation skills: Negotiation skills are the ability to persuade a buyer to accept a lower price for a property or convince a seller to include additional features in a contract. Real estate salespeople use negotiation skills to close deals and earn a commission.

Time management: Time management skills allow real estate salespeople to meet their daily, weekly and monthly sales goals. This is because real estate salespeople are often paid based on their sales numbers. Time management skills allow real estate salespeople to plan their days and prioritize tasks to ensure they meet their sales goals.

Real Estate Salesperson Work Environment

Real estate salespeople work in a variety of settings, including offices, homes, and online. They typically work long hours, including evenings and weekends, to accommodate their clients’ schedules. They also may travel to show properties or attend industry conferences. The work can be stressful, and salespeople may experience income fluctuations due to changes in the real estate market.

Real Estate Salesperson Trends

Here are three trends influencing how real estate salespeople work. Real estate salespeople will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Rise of the Real Estate Broker

The real estate industry is changing rapidly, and one of the most significant changes is the rise of the real estate broker.

As more and more people buy and sell homes online, the need for a traditional real estate agent is decreasing. This is because buyers and sellers can now do most of the work themselves, without the help of a professional.

However, real estate brokers are still needed to help with the process, such as finding the right home or negotiating the sale price. As this trend continues to grow, real estate brokers will become even more important in the real estate market.

More Competition From Other Professionals

The real estate market is becoming increasingly competitive, as more and more professionals enter the field. This is due to the fact that there is a high demand for real estate salespeople, as more and more people are looking to buy and sell homes.

Real estate salespeople can stay ahead of the competition by developing strong relationships with clients and providing excellent customer service. They also need to be well-informed about current market conditions so that they can make sound decisions about pricing and listing properties.

A Greater Focus on Customer Service

Customer service is becoming an increasingly important focus for businesses across all industries. In the real estate industry, this means that salespeople need to be able to provide exceptional customer service in order to stand out from the competition.

In order to be successful in the future, real estate salespeople will need to be able to build strong relationships with their customers and understand what they want and need. This will allow them to provide the best possible service and help their customers find the perfect home.

How to Become a Real Estate Salesperson

When starting your real estate salesperson career, it’s important to consider the type of company you want to work for. Do you want to work for a large corporation or a small independent firm? Do you want to specialize in residential or commercial real estate?

Once you’ve decided on the type of company you want to work for, it’s time to start building your network. Attend local real estate association meetings and events, connect with other realtors on social media, and reach out to past clients who may be able to refer you to new business.

When you’re ready to start selling real estate, make sure you have a strong understanding of the market conditions and trends in your area. Stay up-to-date on the latest real estate news and developments so that you can answer any questions potential clients may have.

Related: How to Write a Real Estate Salesperson Resume

Advancement Prospects

The most successful real estate salespeople are the ones who are able to build a strong client base and maintain good relationships with those clients. The best way to do this is to provide excellent customer service and always be available when your clients need you. If you can do this, you will find that your clients will be loyal to you and will recommend you to their friends and family.

As you build your client base, you will also have the opportunity to move up in your career. You may eventually become a real estate agent, a broker, or even a property manager. Each of these positions comes with its own set of responsibilities, but they all involve working with clients to help them find the right property. If you enjoy working with people and helping them to find their dream home, then a career in real estate sales is a great option for you.

Real Estate Salesperson Job Description Example

Are you a people person with a knack for negotiation? Do you love the challenge of finding just the right property for your client? If you answered yes to both of these questions, a career in real estate sales might be the perfect fit for you.

At [CompanyX], we’re looking for a real estate salesperson to join our team. As a real estate salesperson, you’ll be responsible for working with clients to find the perfect property to meet their needs. This will involve showing properties, negotiating prices, and preparing and presenting offers. You’ll need to be knowledgeable about the local real estate market and have excellent communication and negotiation skills. If you’re successful in this role, you’ll be rewarded with a competitive commission structure.

Duties & Responsibilities

  • Understand the real estate market and be up to date on recent sales, prices, and properties in the area
  • Develop a network of contacts, including potential buyers, other salespeople, mortgage brokers, home inspectors, and appraisers
  • Advertise properties for sale using a variety of marketing techniques, including print ads, online listings, open houses, and broker caravans
  • Arrange for property showings and accompany buyers during visits
  • Negotiate purchase contracts with buyers and sellers, working toward an agreement that is acceptable to all parties involved
  • Manage the escrow process, ensuring that all deadlines are met and that all required documentation is filed in a timely manner
  • Attend continuing education classes to maintain or improve professional skills
  • Keep abreast of new laws and regulations affecting the real estate industry
  • Stay informed about local economic conditions and trends that might impact the desirability of certain properties
  • Serve as an expert witness in court proceedings related to real estate transactions
  • Help resolve disputes between buyers and sellers after the sale has been completed
  • Maintain records of all property listings, sales, and commissions

Required Skills and Qualifications

  • High school diploma or equivalent
  • Valid driver’s license and reliable transportation
  • Ability to pass a background check
  • Excellent communication, customer service, and time-management skills
  • Strong organizational skills and attention to detail
  • Self-motivated with the ability to work independently

Preferred Skills and Qualifications

  • Bachelor’s degree in business, marketing, or related field
  • 1+ years of sales experience
  • Real estate license
  • Proficiency in Microsoft Office, social media, and CRM software
  • Familiarity with real estate industry trends and best practices

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