Techniques to sell more properties as a real estate agent

Why aren't you selling more properties than your competition?

Before diving into solutions, it’s important to reflect on some of the most common mistakes and identify which ones may be holding you back.

Common sales mistakes made by real estate agents

Showing a property is only a small part of the sales process. There are several factors you might be overlooking:

• Not listening to the client: Active listening is essential. It helps you understand their fears and dreams when buying a home.

• Lack of follow-up: Showing interest only during the first contact and neglecting the rest of the process can cost you the sale.

• Failing to differentiate yourself: Clients need to trust their agent, and they will only trust those who truly stand out. That means offering something unique and knowing how to position yourself apart from the competition.

What is the competition doing?

If your colleagues are closing more deals, it's not necessarily because they have more experience. It’s often because they are applying key principles like:

• Well-defined processes: They follow a clear strategy from the first contact all the way through post-sale follow-up.

• Using technology to their advantage: They rely on real estate marketing tools to automate workflows and manage up-to-date databases for better tracking.

• Ongoing training: They stay sharp by continually learning new sales, negotiation, and marketing techniques.

• Personal branding: They invest in their image and presence to build trust — and to attract more listings.

Effective sales techniques for real estate agents

Connection and emotion are key elements in any sales process. A large percentage of purchase decisions are made by the emotional brain, also known as the limbic system. Here are the core techniques you can start using right now to sell more properties:

Smart questions

Before offering a property, you need to understand what your client needs and why. In other words, create a client profile that will help you find their dream home. To do this, you must ask meaningful questions, such as:

• Why have you decided to move now?

• How many people will be living in the property?

• What would your ideal home look like?

• Pets? Car?

• What amenities do you need nearby?

• Which neighborhood or area are you looking for?

• What’s your budget?

• How many bedrooms should it have?

• What is non-negotiable, and what could you live without?

These questions will help uncover emotional insights that make your job easier and your service more personalized.

Building trust

In addition to asking questions, you must actively listen to your client. This is the only way to truly understand their needs. And more importantly: when clients feel heard and understood, trust develops, and the relationship strengthens.

Buying a home is a significant decision and takes time. That’s why it’s crucial to build a close relationship that helps your client trust your advice and guidance.

Our agents understand the importance of forming genuine connections with clients — thanks to the support of their mentors, training at our academy, and ongoing seminars that provide them with all the sales knowledge they need.

Empathy and decision-making

To succeed as a real estate agent, you must develop empathy and understand the buyer’s decision-making process. Buying a property is not just another transaction — it’s a major life choice with long-term financial implications.

Learning to respect your client’s timing can make all the difference — and will prevent them from feeling pressured.

Persuasion

When showing a property, don’t just list its features. Remember, emotions are what close the sale. You’re not just showing a house — you’re helping your client imagine living there. Use real estate storytelling: tell inspiring stories that help the client connect emotionally with the space.

Our agents have access to tools like our exclusive GG Magazine, filled with inspiring stories and personalities that help spark creativity and connection.

Being part of our team means growing, feeling supported, and doing what you love — with all the tools you need to succeed. At Engel & Völkers, we help agents like you become trusted experts in their local market. Join our team today and experience the luxury of turning your passion into your profession.

Initiative and proactivity

And finally, one technique that should never be missing from your strategy to sell more properties is proactivity. Don’t wait for the client to make the first move:

• Be solution-oriented and show them different properties without waiting for a request.

• Listen to their needs, build a buyer profile, and present potential matches even before they officially hit the market.

Real estate marketing strategies to sell more properties

To close more sales in real estate, it's essential to diversify your sales channels. Waiting for clients to find you — without building your personal brand — is a mistake that limits your growth. These are some of the marketing strategies that will help you build trust and visibility:

Using social media

Using social media strategically can help you build authority, transparency, and also generate new property listings.

Posting images alone is not enough. What truly has an impact is sharing valuable content that answers your audience’s questions and positions you as an expert — someone unique in the real estate market.

Some of the platforms you can use include Instagram, TikTok, and LinkedIn. Share content consistently in various formats to increase your visibility:

• Posts that answer frequently asked questions or feature testimonials from satisfied clients.

• Short videos showcasing properties and sparking interest.

• Live sessions that allow your audience to interact with you and get to know the person behind the screen.

Social media is one of the best tools to gain exposure and even capture new leads and potential clients.

Email marketing to attract real estate clients

Email marketing remains one of the most powerful and cost-effective sales tools. In a study by Resimpli (a U.S.-based CRM company) involving 1,500 real estate investors, email marketing was shown to convert 40% better than social media.

This channel allows you to build closer relationships without interruptions. It’s ideal if you're looking to consistently and effectively generate qualified real estate leads. With regular email campaigns, you can share valuable content and notify subscribers about new properties in your portfolio.

The goal is to create brand recall, so you’re always top of mind. That way, when they need real estate services, they think of you — leading to more conversions.

SEO Strategy

Having a real estate website optimized for SEO is another must-have strategy for boosting sales. Being found organically through Google opens the door to new clients without chasing them. A well-optimized website can spark interest in your listings, helping you sell more properties with less effort.

Additionally, a well-structured blog that answers your potential clients’ most common questions will position you as an expert, increase your visibility, and serve as another channel to attract qualified leads for your real estate services.

Being part of a company with a marketing team

And finally, there’s the option of working with a company that has a dedicated marketing department. These teams handle the strategy for you, allowing real estate agents to focus on client service — while still achieving results.

Our advisors at Engel & Völkers enjoy this benefit. We have a professional marketing team that handles these tasks for them — resulting in more clients and better performance with less effort. If you’d like to benefit from this advantage, get in touch with our team today.

Technology that helps you sell more properties

Leveraging new technologies not only helps you close more deals, but also makes you more efficient, avoiding burnout in the process. These tools can save you time and energy in your daily routine as a real estate agent:

Virtual reality and 360º tours

Applications like Floorfy, which we use at Engel & Völkers, deliver a superior customer experience and leave a strong impression.

Thanks to this tool, our agents can conduct virtual property tours without needing a physical visit. These technologies also generate floor plans, making it easier for clients to visualize the layout and make better decisions.

Automated responses

Managing inquiries from multiple channels can be overwhelming and cause you to miss valuable opportunities. Fortunately, some digital tools enable automation to prevent that.

Using chatbots and messaging tools saves time and effort while helping you stay on top of lead management. These apps allow you to automate responses, so you never miss a client — and they can be integrated into platforms like Instagram, Facebook, WhatsApp, or your own website.

Real estate CRM: manage your clients effectively

As a real estate agent, you’re likely working with multiple clients at once. This is why a CRM system is key — it allows you to organize your database, track follow-ups, and ultimately increase your sales without duplicating your efforts.

At Engel & Völkers, we offer an internal CRM system that enables our agents to execute their sales plans with full control over their properties and clients. Would you like to take your career to the next level? Get in touch with our team today and don’t miss the chance to grow professionally.

How to build a reputation that brings clients and increases sales

Real estate is one of the most competitive industries, and carving out your space in the market can feel challenging. Here are some key tactics to help you build a strong reputation and sell more properties:

Client testimonials

Nothing builds trust and credibility like reviews from satisfied clients. Their experience can help potential clients choose you as their real estate advisor.

Reach out to past clients and ask for an honest testimonial about their experience. To make it easier, provide a simple guide with prompts such as:

• What were their initial concerns?

• How did you help them?

• What stood out about your service?

Tools like Google My Business make it easy for new leads to discover your track record and results. Plus, Google often ranks highly rated professionals and businesses higher in search results.

Visibility and presence

Whether it’s postal mail campaigns, joining social clubs like Juno House, or attending real estate fairs, these actions help you build visibility and recognition in your area.

Remember to invest in your personal brand and work consistently on your real estate branding to earn trust and recognition.

Networking

And finally, don’t forget the power of networking within the real estate industry. Connecting with other professionals and experts can open doors, create partnerships, and multiply your opportunities for success.

At Engel & Völkers, we offer access to a global network that empowers our real estate agents to thrive. With a presence in more than 35 countries and over 1,000 offices worldwide, we are one of the leading premium brands in luxury real estate.

Want to sell more properties as a real estate agent?

As you can see, increasing your sales and gaining recognition in the real estate world takes effort, strategy, and commitment. At Engel & Völkers, we understand that having the right tools makes all the difference — and we provide our team with everything they need to succeed.

Would you like access to exclusive tools, a recognized brand, professional materials, and a team that supports you every step of the way? Join Engel & Völkers today and experience what it’s like to love every second of your work.