The skills that lead to long term success in real estate

Why success in real estate is not a matter of luck

At first glance, the real estate industry may appear to be a profession that simply requires strong sales skills. In reality, however, it is far more complex.

It is a dynamic and constantly evolving sector where standing out and achieving long term success requires strategic decisions, effective time management, and the smart allocation of resources.

The long term success of a real estate advisor is not measured solely by the number of transactions completed, but by the ability to build trusted relationships, develop deep market knowledge, and adapt to changing conditions.

In Greece, the momentum of the sector is particularly evident. According to official data from the Bank of Greece, apartment prices increased by an average of 7.8% in 2025, compared to 9.1% in 2024, confirming that the market remains on an upward path, albeit with signs of gradual moderation.

More than 145,000 property transactions were completed in 2024, representing a 19.4% increase compared to 2023.

In this environment, real estate advisors who invest in developing their skills gain a clear competitive advantage.

The art of negotiation and handling objections

One of the most critical skills for a real estate advisor is negotiation. Buying or selling a property is often the most significant financial decision in a person’s life. A professional advisor must balance the interests of both buyer and seller, securing agreements that satisfy both parties.

As Jessica Lautz, Deputy Chief Economist at NAR, explains, real estate advisors “provide valuable expertise, negotiation skills, and emotional support in a process that is becoming increasingly complex.”

Handling objections is an integral part of this skill set. Every client brings concerns, doubts, and expectations that must be addressed with professionalism and empathy.

The ability to actively listen, truly understanding the needs behind a client’s words, is the foundation of every successful partnership. Industry experts estimate that approximately 75% of long term success depends on interpersonal relationships rather than technical knowledge alone.

Networking: Τhe invisible pillar of growth

Networking is not a skill reserved only for formal events. It is a daily practice. Maintaining relationships with investors, colleagues, lawyers, engineers, and notaries creates a referral network that consistently generates new business opportunities.

According to market data from the United States, approximately 43% of clients find their advisor through recommendations from friends or family, while 26% return to a previous advisor.

These figures demonstrate that reputation and trust built through a strong network are the most reliable sources of new business.

In today’s fast moving property market, a strong digital presence is no longer optional. It is a strategic necessity. Social media platforms have evolved from simple promotional channels into powerful tools for building credibility, expanding networks, and most importantly, sourcing exclusive properties.

Digital networking now works alongside traditional methods, significantly enhancing an advisor’s reach.

Technological proficiency

The use of digital tools is no longer a competitive advantage. It is a fundamental requirement. CRM platforms, virtual tours, digital marketing, and data analysis tools have transformed the way the industry operates.

At Engel & Völkers, training covers a broad range of these skills, including sales and marketing techniques, property valuation using specialised tools, legal and tax frameworks, as well as training on the company’s global platform for managing clients and properties.

This comprehensive technological training ensures that every advisor can meet the growing expectations of today’s market.

Resilience and financial awareness

The real estate market is cyclical, with periods of growth and slowdown.

Despite these challenges, real estate advisors continue to demonstrate resilience and commitment to their profession, with 74% stating they are “very confident” they will remain active in the industry for at least two more years.

Mental resilience, maintaining a positive mindset in the face of rejection, and the ability to adapt are the qualities that distinguish long term successful professionals from the rest.

At the same time, financial awareness has become an essential asset. Advisors who understand investment returns, market trends, taxation, and financing tools are able to provide comprehensive advisory services.

A real estate advisor is not simply involved in buying and selling properties. They must deeply understand client needs, inspire trust, and provide solutions that truly make a difference.

Continuous education as a strategic investment

No skill set remains sufficient without ongoing development.

Continuous education allows real estate agents to grow professionally while staying informed about new market trends, modern marketing strategies, and effective client management techniques.

In Greece, the importance of education is reflected in the creation of specialised programmes offered through collaborations between universities and companies within the sector.

At Engel & Völkers, anyone can become a real estate advisor. Whether you already work in the industry or come from a different professional background and are looking for a career change, the Engel & Völkers Academy provides the training and support needed for long term growth.

Rather than leaving advisors to learn through fragmented, trial and error experience, the company offers a structured training programme that ensures professional readiness from day one.

The programmes include leadership training, upskilling opportunities, and practical preparation for the challenges advisors will face throughout their careers.

Why skills make the difference in the Greek real estate sector

In Greece, there is a common misconception that anyone can work in real estate. The reality is that while many people may attempt it, only a few approach the profession with true professionalism and ultimately build successful long term careers.

The difference between those who thrive and those who leave the industry lies in the skills they consistently develop: listening ability, strategic thinking, technological adaptability, financial understanding, and above all, genuine human connection.

Strong communication skills, organisation, persistence, and consistency are essential foundations.

These qualities, combined with the right training and the support of an internationally recognised organisation, can transform talent into a long lasting and profitable career.

At Engel & Völkers, “we are not simply participants in the real estate market. We are shaping it. We build relationships of trust, similar to those people have with their doctor or lawyer.”

Choosing a career in real estate is a strategic decision within a sector that continues to thrive, especially in Greece. Success, however, is not a matter of luck. It is the result of continuous education, expertise, and professional development.

For those ready to invest in themselves, the opportunities within the Greek property market are truly exceptional.