What Professional Skills Are Most Valued in Portugal’s Real Estate Sector

Market Knowledge

The starting point for any successful real estate professional is deep knowledge of the real estate market. This includes:

• Understanding price trends across different regions of the country

• Knowing the types of properties in greatest demand

• Being familiar with legislation applicable to purchase, sale, and leasing

• Understanding customer profiles and their behaviour

A team with experience in the real estate sector such as Engel & Völkers places great value on continuous training for its consultants to ensure they stay up to date amid changes in the market.

Clear and Empathetic Communication

Communication is one of the most transversal and essential competencies in real estate brokerage. Consultants interact daily with clients, colleagues, banks, and legal entities. Knowing how to adapt your discourse to your audience, listening attentively, and responding clearly and empathetically are crucial for building trust.

Good communication also demands transparency and honesty. Today's clients value sincerity and expect personalised guidance throughout the entire process.

Negotiation Ability

Negotiation is an art, and in the real estate sector it can determine whether a sale succeeds. Knowing how to mediate opposing interests, find mutually beneficial solutions, and maintain composure under pressure are essential skills.

Negotiation is not limited to the property’s price — it also involves terms, contractual conditions, included fixtures, and more. A competent consultant knows when to press, when to yield, and how to preserve a positive relationship with the client.

Organisation & Time Management

In a sector where work is objective-driven and autonomous, time management becomes vital. Consultants must organise showings, manage contacts, oversee legal/administrative processes, and still allocate time to their personal marketing.

Being disciplined and having defined routines can significantly increase productivity. Digital tools such as CRMs, shared calendars, and automated emails support this process, but the foundation lies in individual capacity to maintain focus and set priorities.

Commercial Mindset

A strong commercial aptitude is another highly sought-after competence. This entails identifying opportunities, having an entrepreneurial spirit, being proactive in acquiring new listings, and reaching out to potential buyers.

It’s also important to master the sales funnel: from initial contact to closing. Consultants who understand this dynamic have higher success rates and build stronger client loyalty.

Firms like Engel & Völkers seek professionals with result orientation and motivation to grow within an established structure.

Digital Skills & Online Presence

Real estate has become highly digital. Clients search for properties online, follow agents on social media, and expect prompt responses via email or messaging apps. Thus, it is essential to:

• Use lead management and CRM platforms

• Create content for social networks

• Understand photography and video to present properties attractively

• Grasp basics of SEO and digital marketing

Consultants who join through the real estate recruitment path at Engel & Völkers benefit from training and support in digital marketing, amplifying their reach and effectiveness.

Resilience & Emotional Management

Working in real estate involves handling rejections, protracted processes, demanding clients, and unforeseen legal or financial complications. Therefore, resilience is a fundamental competence.

The consultant must maintain motivation even when results are slow to come. Emotional intelligence helps manage stress, maintain professionalism, and continue delivering service even in challenging contexts.

Teamwork & Networking

Although a consultant’s work often has independent elements, teamwork is highly valued. Sharing contacts, conducting joint property visits, and exchanging market knowledge benefit all.

Additionally, building and maintaining a robust network — including lawyers, architects, engineers, lenders, etc. — is a major advantage for offering a complete service to clients.

Adaptability

The real estate market evolves quickly. Consultants must adapt to new client demands, economic conditions, and regulatory changes. Flexibility and a willingness to continuously learn are key to a lasting career.

Adaptability also means communicating effectively with diverse client profiles, from international investors to first-time home buyers.

Ethics & Responsibility

Last but not least, professional ethics is non-negotiable. Dealing with such valuable assets as real estate demands responsibility, confidentiality, and adherence to legal and professional norms.

Consultants who prioritise the client’s interest and operate with integrity build strong reputations and achieve sustainable success.

FAQ – Frequently Asked Questions about Skills in Real Estate

Which skills are essential to start as a real estate consultant?

Key skills include communication, commercial mindset, organisation, market knowledge, and motivation. Having basic digital marketing knowledge and a proactive attitude are also fundamental.

Is a specific academic degree required to work in real estate?

No. A specific academic background is not mandatory, although degrees in management, marketing, law or economics can be assets. Many agencies, including Engel & Völkers, provide training for their consultants.

Can I work as a real estate consultant independently?

Yes. Many consultants operate independently under partnerships with agencies that provide structure, support, and tools. This model allows greater autonomy and flexibility, but requires discipline and self-management.

Are digital skills really important in real estate?

Absolutely. The market is increasingly digital; clients expect agents to present properties online, respond quickly, and maintain a strong web presence. Familiarity with digital tools and marketing is a competitive advantage.

How can I develop the right skills to succeed?

Invest in ongoing training through online courses, workshops, industry events, and in-house learning. Monitor market trends, learn from experienced colleagues, and maintain a growth mindset.