Becoming an real estate agent takes time and study. The individual does not only need to satisfy the State required education and training but needs to develop self employment skills and work ethics as well. A real estate agent in California does not need to achieve the Realtor certification or belong to any organization in particular. However, it is recommended for their long term success to do so by joining their local board of Realtors, Multi-Listing service, National Association of Realtors and the California Association of Realtors to acquire desirable knowledge from industry professionals.

The more knowledge, the higher the chances of a successful career in the real estate representation service industry. People buy form people that provide them with excellent service and the knowledge to assure a trouble free transaction. Most people may hire an agent only a few times in their lives, however, more likely they will remember the experience for a life time.


In my research and business experience a successful agent is a business person handeling their own business on a daily basis and as such requires a a set of attributes aside of professional and legal knowledge. The first attribute is passion. Above average professional have a passion for their customers, clients and helping people in general. An above average agent get a lead and don’t let it go. They immediately make contact and they follow up. They return phone calls and emails immediately.

They answer any questions and are happy to stay on the phone with nervous clients unsure of the process in making likely their first and largest lifetime investment. They are the warriors of email, text, and phone and they keep that rhythm right up through the whole transaction and until is successfully closed. A successful transaction does not end at the closing.

A successful agent will switch their communication style to match the client. If the client prefers text, they text, if the client wants a phone call, they call. They mirror the client’s communication style so the client feels more comfortable. Above average agents do everything from anywhere. They don’t just have a tablet and a smart-phone; they make sure they have good data plans so they are never stuck without an internet connection. That can be challenging when representing clients in rural and mountain areas. They try to go paperless as much as possible. They read a lot of information both about the real estate industry but also about general trends regarding technology.  

Above average agents have a great network – These agents don’t just have a network to bring them clients they have a network of top-notch partners who provide the same level of service they do. They know the best contractors, appraisers, lenders, and insurance providers in the business. They are what Malcolm Gladwell Tipping Point “connectors” as described in the M. Gladwell best seller “The Tipping Point”. The agent is the hub of a group of professionals that can advise and assist with anything real estate investment related. Top agents care for their network and are happy to refer clients that they know will get top care. They are ruthless about cutting out anyone who doesn’t provide great customer service to their clients.

An above agent know their neighborhoods intimately – Some industry experts use the phrase “neighborhood expert” but when it comes to top agents, they are walking, talking encyclopedias of neighborhood lore. Ask a question about a street and they know what’s on the market, what sold recently, and the overall status of the neighborhood. These days anyone can look at houses online but the top agents know what lurks below the surface and they keep their value that way.

A professional agent or business consultant explain everything they are doing – Successful agents show their work. When they meet with the client for the first time they explain the process, the potential roadblocks, and a few scenarios that could occur. They let the client know that they are negotiating, they keep in regular communication, and they adjust their strategy as needed. Over and above the way a professional business person deals with a client, to stay in business any business person needs to get leads. Nobody really likes to talk about leads but leads are how many agents get clients. A lead is an introduction to someone the Realtor hasn’t met yet. Smart agents are experimenters, they try out different types of lead sources, they explore different types of ad campaigns, and they take notes on what works and what doesn’t. They understand that having a social presence is important and that staying top of mind means being active with their clients through social media, through advertising, and even through more traditional methods such as postcard mailings. Postcards and bus stop bench ads are still around because they still work in some cases but it takes money to advertize.

Customer service is about two things, knowledge and authenticity. The agents that succeed are able to steer the client through any hiccups in the process and leave the client feeling that the whole process was as easy as possible. When things do not go well, a professional agent makes sure that the client is protected first and the clients interest is overall at the top of any agenda.

NOTE: This information was gathered by the Vicktor Etchart, Real Estate Consultant in Clovis CA for the reading and knowledge benefit of our agent friends and clients.