Selling makes the world go round, and I mean that quite literally. Almost nothing would get done unless we sell to each other. In fact, whether we like it or not, selling is an integral part of our daily lives. Whatever our status or career in life, we are all sales people to a greater or lesser degree.

From the moment we wake up in the morning to the time we close our eyes at night, we are constantly proposing ideas and preferences to loved ones, friends, acquaintances and colleagues, and offering products or services to prospects and customers. Either way, we are selling something.

With that stated, is a career as a real estate sales agent or consultant one which anyone can easily jump into and make a success of? Over recent years, many have tried their hand at the industry. As with everything else, some have proven themselves to be suited, while others have either given up too soon or realised that this might not be for them.

If you are thinking of taking the plunge, here are four points you should consider to ensure you make an informed decision:

1. Commitment and enthusiasm

While a career in real estate has the potential to be a lucrative one, especially in the current market, you have to brace yourself for a job that requires flexibility around the clock, seven days a week.

Unless you are prepared to immerse yourself in the job, demonstrate enthusiasm, zeal and commitment to make yourself available for the customer, sales targets will be missed and commissions won’t be forthcoming. Don’t let the ‘fluff and feathers’ perception blind you. Property sales consultants are self-employed and the amount of time you put into the job will reflect what you get out of it. Being self-driven, energetic, ready and available are prerequisites to enjoy success in this exciting field.

Don’t let the ‘fluff and feathers’ perception blind you

2. Working with people

Successful sales consultants love people and enjoy working with them. Being able to handle different types of characters will put you at a definite advantage.

The successful real estate sales professional is driven by an unselfish desire to help their prospects looking to purchase or sell property. This must be your brand if you are to position yourself as one who is eligible to be a top real estate sales consultant. Having a genuine outgoing concern for your prospects must be your absolute starting point; this includes developing people skills, listening skills, being helpful and service oriented and supportive. You must focus on face-to-face personal contact in a respectful and professional way, which is a key ingredient to achieving sustainable, consistent and profitable results. Outstanding agents have the ability to build relationships and follow through with what they promise. Interestingly, the word ‘sell’ comes from the original word ‘sellen’.

This Old English word literally means ‘to give’. There is no wonder that the attitude of the best sales consultants in this industry is that of giving their time, patience and dedication to their prospects.

3. Being your own boss

For the most part, remuneration is commission-based; no sale means no pay cheque. Individuals seeking to enter the world of real estate sales should consider having six months’ living expenses in an emergency fund. If you are new to the industry, it will take a few months to receive training and start to develop necessary skills. Realistically, it also takes a minimum of three months or possibly longer to receive commissions from the date a promise of sale agreement is signed. You should also be prepared for volatility in the market or a slow period you might encounter along the way.

4. Training and coaching

Selling skills are learnt. To help give you the best start and put you on the right track to a promising career in real estate sales, choose to work with a company that offers sales training and coaching. Both of these are important. It is recommended that you are offered both, not either one or the other. Regular sales training will furnish you with the product knowledge, selling skills and winning techniques necessary to build your career to professional levels. Coaching will also help you accelerate performance as it works to initiate changes that should help you reach your potential.

Being your own boss, handsomely rewarded for the time and effort you put into the job and working to your schedule are but a few of the top reasons that lure many, rightly so, into becoming a real estate agent.

Frank Borg is training and coaching manager at Century 21 Malta.