Essential Traits Successful Real Estate Agent Must Have

Last Updated on November 7, 2025 by Elizabeth Nolan

Are you considering a career change that offers flexibility, unlimited income potential, and the satisfaction of helping people achieve their homeownership dreams? Real estate might be calling your name. But before you dive into pre-licensing courses, it’s worth understanding what truly sets successful agents apart from those who struggle in this competitive field.

According to recent industry data, 75% of real estate agents don’t make it past their first year, and 87% exit the field within five years. These statistics aren’t meant to discourage you—they’re meant to help you make an informed decision about whether this career aligns with your natural strengths and professional goals.

What Does a Real Estate Agent Actually Do?

Before exploring the essential traits, let’s clarify what the job actually entails. Real estate brokers and sales agents help clients buy, sell, and rent properties, but the role extends far beyond simply showing homes.

A typical day might start in the office working on existing deals and connecting with people to grow your business. You’ll meet with new clients about their goals, identify properties they might be interested in, tour properties with clients, and host open houses on weekends. Beyond client-facing work, you’ll research properties, complete comparative market analyses, coordinate with marketing professionals, and write buyer-offer letters.

The Financial Reality: What Can You Earn?

One of the biggest questions aspiring agents ask is: “How much money can I realistically make?” The answer varies significantly based on your location, experience, and work ethic.

The median annual wage for real estate sales agents was $56,320 in May 2024, with the lowest 10 percent earning less than $31,940 and the highest 10 percent earning more than $125,140. It’s crucial to understand that most agents work on commission, meaning your income directly correlates with your sales performance.

Your first sale isn’t going to happen in 30 days, so come in with a budget and learn as much as possible from the right people who are already succeeding in this business. This financial reality means you’ll need savings to cover your living expenses during your initial months while building your client base.

The U.S. Bureau of Labor Statistics provides detailed wage information by state and metropolitan area, which can help you understand earning potential in your specific market.

10 Essential Traits of Successful Real Estate Agents

1. Exceptional Communication Skills

Communication sits at the very foundation of real estate success. Across the United States, communication is the soft skill that takes the top spot in every state as the most valued skill for real estate agents.

Successful agents don’t just talk—they listen actively, adapt their communication style to each client’s preferences, and maintain transparency throughout every transaction. Whether you’re explaining complex contract terms, negotiating on behalf of your client, or simply checking in with a progress update, clear and empathetic communication builds the trust that leads to closed deals and referrals.

2. Strategic Networking Abilities

Real estate is fundamentally a relationship business. Top performers cultivate extensive professional networks that include potential clients, fellow agents, mortgage lenders, home inspectors, contractors, and community leaders.

92% of agents consider networking crucial to their success. These connections create a referral ecosystem that can sustain your business through market fluctuations. Networking isn’t just about collecting business cards—it’s about building authentic relationships and providing value to others in your professional sphere.

3. High Emotional Intelligence

Property transactions represent some of the most significant financial and emotional decisions people make in their lifetimes. You have to be patient, persistent, and organized. Patient, as you’re working with people and with sales that don’t happen right away or as fast as you may hope.

Exceptional agents demonstrate empathy, remain composed when transactions hit unexpected obstacles, and skillfully guide clients through difficult decisions. Your ability to read emotional cues, manage stress, and maintain a positive mindset even when deals fall through will directly impact your longevity in this profession.

4. Digital Marketing Expertise

The real estate landscape has transformed dramatically in recent years. 50% of agents ranked digital marketing as essential to their success. Today’s successful agents leverage social media, create virtual property tours, maintain professional websites, and use sophisticated customer relationship management (CRM) systems to stay organized and visible.

You don’t need to be a tech wizard, but you do need to embrace digital tools and continuously learn new platforms. The National Association of Realtors offers extensive education on digital marketing and technology for real estate professionals.

5. Unwavering Persistence

Real estate requires remarkable resilience. You’ll face rejection regularly—sellers won’t accept every offer you submit, and not every lead will convert to a client. Being able to have a positive mindset is key. Sellers won’t accept every offer you submit on behalf of your clients, and not every sale will be easy.

The best agents view obstacles as temporary setbacks rather than permanent failures. They follow up consistently, maintain their prospecting activities even when business is good, and keep working toward client goals despite challenges.

6. In-Depth Local Market Knowledge

Your value as an agent extends far beyond opening doors and writing contracts. Clients hire you for your expertise about neighborhoods, schools, property values, development plans, and community amenities.

Successful agents invest time understanding local market trends, attending city planning meetings, and becoming genuine experts on their territories. This knowledge allows you to provide strategic advice that helps clients make informed decisions about one of their biggest investments.

7. Advanced Negotiation Techniques

Negotiation skills landed in fourth place among the most valued soft skills, with 3,674 mentions in job descriptions. Master negotiators secure optimal terms while preserving professional relationships.

This skill involves anticipating objections, identifying creative solutions to complex issues, and strategically positioning your clients for successful outcomes. Strong negotiation abilities can be the difference between a deal that closes and one that falls apart.

8. Effective Time Management Systems

45% of agents consider time management essential to their success. As a real estate agent, you’ll juggle multiple clients, showings, administrative tasks, marketing efforts, and continuing education requirements simultaneously.

As a real estate agent, you make your own schedule. You have to be organized, especially with blocking your time and keeping a calendar. Top performers implement disciplined scheduling systems, delegate when appropriate, and prioritize activities that directly generate business.

9. Unwavering Ethical Standards

The most respected agents build entire careers on trustworthiness and integrity. This means consistently prioritizing client interests above commission, maintaining transparency even when it’s uncomfortable, and adhering strictly to legal and professional regulations.

When you join the National Association of Realtors and become a REALTOR®, you commit to a strict Code of Ethics that goes beyond state licensing requirements. This commitment to ethical practice builds your reputation and leads to long-term success through referrals and repeat business.

10. Market Adaptability and Continuous Learning

Employment of real estate brokers and sales agents is projected to grow, with about 46,300 openings projected each year, on average. However, the agents who thrive are those who constantly evolve their strategies.

Successful professionals adapt to changing market conditions, embrace new technologies, and meet evolving client expectations. This means investing in continuing education, staying informed about industry trends, and being willing to adjust your approach when something isn’t working.

Is Real Estate Right for You?

88% of surveyed agents report being satisfied or very satisfied with their careers, with high job satisfaction stemming from flexibility in work schedule, autonomy as your own boss, unlimited income potential, and a relatively low barrier to entry without requiring a college degree.

Consider these questions:

Do you enjoy helping people? Real estate is ultimately a service profession centered on guiding clients through major life transitions.
Are you comfortable with income uncertainty? Commission-based income means some months will be financially lean, especially when starting out.
Can you work independently? You’ll be your own boss, which requires self-motivation and discipline.
Do you have financial reserves? You’ll need savings to cover 3-6 months of expenses while building your business.
Are you willing to work non-traditional hours? Evenings, weekends, and holidays are prime times for showings and open houses.

Getting Started: Your Path to Becoming an Agent

If you’re feeling excited rather than intimidated by what you’ve read, here are your next steps:

1. Research State Requirements: Each state has different educational requirements and licensing fees. Visit your state’s real estate commission website for specific details.

2. Complete Pre-Licensing Education: Most states require 60-180 hours of coursework covering real estate law, contracts, and practices.

3. Pass the Licensing Exam: You’ll need to pass a state-specific exam covering national and local real estate laws and standards.

4. Find a Brokerage: New agents must work under a licensed broker. Research brokerages in your area and find one that offers good training and support.

5. Consider NAR Membership: Joining the National Association of Realtors gives you access to resources, education, and the credibility of the REALTOR® designation.

The National Association of Realtors offers comprehensive resources for those beginning their real estate careers, including educational programs and professional development opportunities.

The Bottom Line

A career in real estate can be incredibly rewarding for the right person. It offers flexibility, unlimited earning potential, and the deep satisfaction of helping people achieve their property dreams. However, it also demands resilience, self-motivation, and the ability to weather financial uncertainty while building your business.

There will be some trial and error involved with putting yourself out there, meeting people, and learning the process. For someone starting out, finding a mentor is essential.

If the traits outlined in this article resonate with your natural strengths and you’re excited about the challenges ahead, real estate might be the perfect career path for you. The industry needs dedicated professionals who are committed to ethical practices, continuous learning, and exceptional client service.

Remember, those statistics about agents leaving the profession aren’t about the industry being impossible—they’re about the importance of entering with realistic expectations, proper preparation, and a genuine passion for helping people navigate one of the most important transactions of their lives.

Are you ready to take the next step? Your real estate career could start today.

Ready to Learn More? Visit the U.S. Bureau of Labor Statistics Occupational Outlook Handbook for detailed career information, or explore National Association of Realtors education resources to discover training opportunities in your area.

Is a Career in Real Estate Right for You? 10 Essential Traits of Successful Agents

What Does a Real Estate Agent Actually Do?

The Financial Reality: What Can You Earn?