What Skills Do You Need to Become a Successful Realtor? It's Not Just Sales

Successful Realtor showing strength in a super posture

If you're considering a real estate career, you’ve likely searched for "how to become a Realtor" or "real estate license requirements." Getting licensed is the essential first step, but what truly separates a top producer from the rest?

It’s not just about knowing the local housing market—it’s about mastering a specific set of foundational skills that turn a part-time interest into a thriving, full-time real estate business.

Based on insights from our recent Lockbox video episode, we're taking a deep dive behind the scenes of a Realtor’s life to reveal the three most important skills for success.

Watch our video on the topic below. Or continue reading for additional details.

1. Mastering Time Management: The Non-Negotiable Skill

One of the biggest misconceptions about being a Realtor is that you have total freedom. While you set your own schedule, this freedom is a double-edged sword. Success in this industry is ultimately a reflection of how effectively you manage your time.

Real estate is a commission-based career, meaning your income is directly tied to your activity. To succeed, you must adopt the mindset of an entrepreneur and master these time-related activities:

• The 80/20 Rule (The Pareto Principle): Identify the 20% of your activities that generate 80% of your business growth. For new Realtors, this usually means focusing on lead generation, contacting past clients, and learning the inventory.
  

• Time Audits: Conduct a weekly or bi-weekly "time audit." Track exactly how you spend your work hours. This reveals where you might be wasting time on low-value tasks (like administrative busywork) instead of high-value tasks (like building relationships).
  

• Protect Your Focus: Schedule dedicated time blocks for client calls, showings, and follow-ups, treating these appointments with the same respect you would treat a closing date.

2. Building High-Value Relationships. Not Just a Big Network

Many aspiring agents mistakenly believe you need a "plethora of available clients" right away, or that you have to know everyone to succeed. That's a myth.

The reality is that building high-value relationships with the people you already know is far more important than the sheer size of your contact list.

A successful Realtor understands that their value isn't just in facilitating a transaction; it's in being a trusted, accessible expert.

• Provide Consistent Value: Always offer actionable information and expertise—whether it’s a market update, a home maintenance tip, or guidance on what to look for when refinancing.
  

• The Brokerage Partnership: Selecting the right brokerage is a relationship decision. Your brokerage should provide the culture, training, and development opportunities you need to grow your skills and network within the industry.

3. Thriving in Slow Periods. Financial & Mental Fortitude

Every real estate career involves cycles—slow seasons, unexpected market shifts, or simply the lag time before your first commission cheque. A crucial skill for success is maintaining momentum and mindset during these quiet times.

• Financial Preparation: Since pay is commission-based, financial preparation is key. Having savings or a financial plan is essential to thrive in slow periods without added stress.
  

• Treating it as a Business: Remember, being a full-time Realtor is not a job; it’s a business. Businesses require continuous investment, marketing, and self-promotion, regardless of current sales volume. If you treat slow periods as professional development time, you stay ready for the next surge.
  

• Continuous Learning: Use slower times to complete required continuing education, master new marketing strategies, or dive deeper into niche market areas (like commercial or investment properties).

Thinking about Starting Your Real Estate Career?

Becoming a licensed real estate professional takes dedication, but the rewards of owning your real estate business can be immense.

If you’re serious about making the transition, our latest video, "Behind the Scenes of a Realtor," offers even more insights into what it takes to become a Realtor and provides actionable takeaways.