The importance of communication for the success of a real estate agent

Communication: the foundation of client relationships

The first step in any real estate transaction is building a relationship of trust between the agent and the client. This is only possible through clear, empathetic, and active communication. A good real estate agent doesn't impose but listens and interprets the client's desires, fears, and goals.

Engel & Völkers values agents who can adapt their communication style to different profiles — whether first-time homebuyers, foreign investors, or experienced property owners. This adaptability is key to closing deals in an efficient and personalized way.

Verbal and non-verbal communication

Being a good speaker is only part of the equation. Body language, tone of voice, eye contact, and even appearance directly impact how the agent is perceived.

In addition, written communication plays an increasingly important role. From professional, well-structured emails to compelling property descriptions and timely responses on social media — everything communicates professionalism and commitment.

Those aiming to become real estate consultants must understand that communication is both a sales tool and a reputation-builder.

Active listening as a work tool

Listening is not the same as hearing. Active listening involves full attention, paraphrasing to ensure understanding, and asking thoughtful questions to clarify expectations. It’s through active listening that the agent understands what the client is truly looking for — even if the client can't fully express it.

This approach strengthens the relationship and enables the agent to present more suitable properties, saving time and increasing success rates.

Communication and negotiation

A successful real estate agent is not just a salesperson but also a skilled negotiator. Assertive and transparent communication is essential for mediating interests between buyers and sellers, especially during sensitive stages such as offers, counteroffers, or discussing contract conditions.

Agents with training and experience, like those from the experienced real estate team at Engel & Völkers, use proven negotiation strategies to promote win-win solutions, maximizing value while preserving trust.

The importance of digital communication

Today, much of the communication with potential clients begins online. Social media presence, property presentation on digital platforms, and fast response times all shape the perception of quality and professionalism.

Strong digital communication means adapting your message to both the platform and the audience. For example, the tone used on LinkedIn is more formal than on Instagram. A good agent recognizes these nuances and creates relevant content that attracts and converts leads.

Continuous training in communication

Contrary to popular belief, communication is not just a natural talent — it’s a skill that can and should be developed. Attending specific training, sales workshops, or coaching sessions are worthwhile investments that yield direct results in a real estate career.

Engel & Völkers offers ongoing training opportunities for those wishing to start or strengthen their journey as consultants, including techniques in communication and client relations. Learn more here.

Real-life examples: when communication makes the difference

Imagine a homeowner who wants to quickly sell an inherited property but is emotionally attached and unsure of its market value. An experienced agent who communicates with empathy can validate the client's feelings, clearly explain market data, and negotiate a fair offer — all without friction.

These situations are common, and it's effective communication that turns challenges into opportunities.

Internal communication matters too

Often overlooked, communication between colleagues and within teams is also essential. Sharing information about properties, supporting colleagues during viewings, or coordinating marketing strategies are all examples of how effective internal communication contributes to overall agency performance.

At Engel & Völkers, collaborative work among real estate consultants is encouraged, creating an environment where everyone benefits.

Communication as a competitive advantage

In the real estate world, where properties may be similar and prices competitive, what truly sets one agent apart from another is how they build relationships with clients. Effective communication builds trust, creates loyalty, and drives success.

For those looking to start or advance in the real estate industry, mastering the art of communication is just as important as knowing the market or using digital tools.

At Engel & Völkers, we value professionals who put people at the center of their work and communicate with clarity, empathy, and integrity. If you're ready to join a team that understands the value of human connection in real estate, explore our career opportunities here.