The Two Most Important Skills in Real Estate: People Skills and Marketing

Curious about the two most important skills you need to succeed in real estate? In my opinion it boils down to this: people skills and marketing skills. These aren’t just buzzwords, they’re the foundation of a thriving real estate business. Let me break down why these two skills are absolutely essential.

Why People Skills Are Crucial in Real Estate

At its core, real estate is a people business. You’re dealing with individuals and families making some of the most significant financial and emotional decisions of their lives.

Here’s why people skills matter:

• Building Trust: Your clients need to feel confident in your ability to guide them through the process.

• Understanding Needs: You have to listen actively, understand their goals, and address their concerns.

• Handling Fears: Buying or selling a home can bring out all kinds of fears and anxieties. You need to know how to reassure your clients and provide clarity.

• Tailoring Your Approach: Not all clients are the same. Knowing how to adjust your communication and service to fit each individual is a game-changer.

It’s not just about being nice; it’s about truly connecting with people, understanding what they need, and showing them that you can deliver.

Why Marketing Skills Are Just as Important

Here’s the thing: you can have the best people skills in the world, but if no one knows who you are or what you do, you’ll struggle to get clients. That’s where marketing comes in.

Real estate marketing today isn’t what it was in the ’90s. The game has changed, and if you’re not evolving, you’re falling behind. Social media, digital advertising, and content marketing are now the tools of the trade.

Here’s why marketing skills are non-negotiable:

• Visibility: If people don’t know you exist, they can’t work with you.

• Relevance: Your marketing needs to speak to your audience’s current needs and interests. Generic or outdated approaches won’t cut it.

• Consistency: Marketing is a long game. It’s about staying visible and valuable over weeks, months, and even years before someone is ready to buy or sell.

• Engagement: Social media is where people are spending their time. If you’re not meeting them where they are, you’re missing out on massive opportunities.

How These Skills Work Together

People skills and marketing skills go hand in hand. You need people skills to connect with your audience, but you also need marketing skills to ensure your audience even knows who you are.

Think of it this way:

• Your marketing gets you in front of the right people.

• Your people skills turn those opportunities into lasting relationships and successful deals.

Without one, the other can’t work effectively.

The Long Game in Real Estate

Here’s the truth: real estate isn’t about short-term wins. If your marketing is focused solely on getting a closing by next week, you’re setting yourself up for frustration. Real success comes from the long-term strategy:

• Start marketing yourself now for results in 30, 60, 90, or even 180 days and even longer.

• Build trust and relationships over time so that when people are ready to buy or sell, you’re the first agent they think of.

The Bottom Line

The two most important skills in real estate are people skills and marketing skills. You need to know how to speak to people, how to connect with them, and how to address their concerns. And you need to know how to market yourself so that people even know you exist.

Real estate is about relationships and visibility. Master these two skills, and you’ll have the foundation for a thriving business that lasts.

Have questions or want to know more about building your real estate success? A good start would be my 60 sec newsletter if you want to join you can here.

Thanks for reading!

🧡 Annett