How to develop soft skills in real estate: Tips for agents

What are soft skills, and why are they crucial in real estate?

Soft skills are behavioural and social competencies that influence how we interact with others and adapt to various situations. Unlike hard skills (like property valuation or professional photography), soft skills are not tied to specific tasks, but to how we relate and communicate.

In real estate, soft skills are particularly relevant because:

• The work is centred around people;

• Clients’ decisions are often emotional;

• Trust is a decisive factor in choosing an agent;

• Every sale or purchase involves distinct expectations and emotions.

Well-established brands like Engel & Völkers understand this dynamic and train their consultants not only in technical areas but also in human interaction.

1. Clear and effective communication

Communication is the foundation of every professional relationship. Knowing how to listen, adapt your message to your client’s profile, and convey information clearly is essential for success.

Practical tips:

• Avoid technical jargon with clients unfamiliar with the market.

• Ask open-ended questions to understand their real needs.

• Practice active listening — don’t interrupt and show genuine interest.

• Use positive and constructive language.

The better you communicate, the more trust you build — and trust leads to closed deals.

2. Emotional intelligence

Emotional intelligence is the ability to recognise and manage your own emotions and those of others. In real estate, where important decisions and emotionally charged situations arise, this is a key skill.

How to develop it:

• Be aware of your own stress or frustration signals.

• Practice self-control in high-pressure situations.

• Pay attention to your clients’ emotional responses.

• Adjust your approach based on the client’s mood or situation.

Being emotionally intelligent allows you to handle sensitive negotiations and difficult conversations more effectively.

3. Negotiation skills

Negotiating isn't just about lowering prices — it’s about creating win-win solutions. A good negotiator builds consensus, protects their client’s interests, and maintains a respectful relationship with all parties.

Ways to improve:

• Prepare for meetings by knowing each party’s goals and limits.

• Stay calm and professional during disagreements.

• Identify what really matters to each client: price, terms, or timing.

• Use empathy: "If I were in their position, how would I feel?"

Skilled negotiation adds value and builds long-term credibility.

4. Time management and organisation

Though often overlooked, time management is a vital soft skill in real estate. Agents handle multiple tasks at once and need to stay focused, efficient, and stress-free.

Time management tips for agents:

• Use a digital calendar and set daily priorities.

• Batch similar tasks (e.g. replying to emails, scheduling visits).

• Set aside weekly time for continued learning.

• Regularly review what is working (and what’s not) in your routine.

Effective time management is especially crucial for those working independently as self-employed real estate agents.

5. Empathy and client orientation

Empathy allows you to step into your client’s shoes and understand their fears, motivations, and desires. Every buyer or seller experiences the process differently, and recognising this is a huge advantage.

How to show empathy in real estate:

• Listen more than you speak.

• Avoid judging your client’s preferences or emotions.

• Be transparent, but don’t overwhelm with technicalities.

• Make it clear that you’re walking the journey with them, not just closing a sale.

Leading brands like Engel & Völkers place the client at the centre of the experience and prepare their consultants to offer personalised, empathetic, and high-quality service.

6. Adaptability

The real estate market is dynamic: customer expectations change, tools evolve, and procedures are constantly updated. A great agent adapts quickly, learns fast, and adjusts to each scenario.

To improve adaptability:

• Be open to learning from others.

• Accept feedback as an opportunity for growth.

• Keep your training up to date, especially in digital marketing and technology.

• Don’t be afraid to change your strategy if something isn’t working.

Adaptability shows maturity and resilience — and is one of the most valued traits in competitive industries.

7. Collaborative mindset

Even when working independently, real estate is built on relationships. Collaborating with fellow agents, business partners, and even competitors can open new doors and streamline operations.

Examples of good collaboration:

• Sharing leads or listings with trusted colleagues.

• Building networks with architects, legal professionals, and mortgage advisors.

• Attending industry events and joint training sessions.

• Exchanging insights and best practices with others in your network.

Teamwork, even in a self-employed setting, is something Engel & Völkers actively encourages and supports among its agents.

How to practise and improve your soft skills?

Soft skills aren’t mastered overnight. They require ongoing practice, reflection, and a willingness to grow. Here are some ways to strengthen them:

• Participate in role-play sessions or mock negotiations.

• Record yourself presenting properties and review the footage.

• Request feedback from colleagues, mentors, or clients.

• Read about human behaviour, sales psychology, and communication.

• Work with a coach or mentor for personalised development.

These skills are long-term investments that directly impact client satisfaction, referrals, and career progression.

Soft skills as a key to real estate success

In real estate, those who stand out are not only technically skilled — they are also emotionally intelligent, empathetic, and clear communicators. These interpersonal abilities are increasingly in demand and often define who closes the deal and who doesn’t.

If you're starting out or looking to improve, invest in your soft skills with the same commitment you give to learning tools and techniques. And if you want to grow with professional support, Engel & Völkers offers not only international prestige and structure, but also human-focused training that empowers agents to succeed holistically and sustainably.