4 Emotional Intelligence Tips to Boost Your Real Estate Sales This Year
I’m Rachel DeAlto, a real estate motivational speaker and relatability expert on a mission to help you (and your team!) connect to better performance.
Because relatable agents are successful agents. And I’ve got data to prove it.
Here’s the backstory:
I came across this study published in early 2022 about how emotional intelligence impacts the success of real estate agents. The research team looked at the role emotional intelligence plays in helping buyers feel heard and understood throughout the buying process.
And the findings are truly noteworthy:
Self-awareness may make headlines, but emotional intelligence makes sales.
Self-awareness probably comes to mind first when you think about what makes an agent successful. That, and a dash of charisma and confidence!
But the study found that the most effective agents—those with the highest job performance—actually possessed two different, outwardly-focused skills: relationship management and social awareness.
In other words, success as a real estate agent isn’t just determined by your ability to manage yourself. It takes emotional intelligence, “the capacity to be aware of, control, and express one’s emotions, and to handle interpersonal relationships judiciously and empathetically.
If that study isn’t proof enough, look at these eye-opening stats:
According to a survey by Ashford University, 89% of surveyed agents were familiar with emotional intelligence, but only 11% had received formal training on the topic
In that same survey, 66.7% of agents agreed that emotional intelligence should be included as a continuing education unit for all real estate professionals
Emotional intelligence is 4x more reliable than IQ when it comes to predicting your success, no matter your field!
If you’re reading this as a real estate professional, I don’t need to tell you that every real estate transaction involves emotion. Whether you’re selling a childhood home, helping a client buy their starter place, or working with a first-time investor on the hunt for a fixer-upper, your ability to relate emotionally sets the tone for that deal—and your client relationships (and referrals!) as a whole.
Here are four simple ways to improve your emotional intelligence, one real estate transaction at a time.
1. Start with self-awareness, but don’t stop there.
At the most basic level, self-awareness is your ability to understand your emotions and how they influence your thoughts and actions. As you start to recognize your triggers and tendencies, you can begin responding in a healthier, more balanced way.
This can be especially hard for agents with a packed schedule and constant stimulation because self-awareness requires contemplation and reflection. But I promise you; it’s worth the work.
If you struggle to find time for personal development, schedule time in your calendar for yourself. An hour a week spent thinking about the situations and conversations you’ve faced can help you build these valuable emotional intelligence skills.
2. Develop your empathy (and practice empathetic responses) for clients and colleagues.
Take it from a real estate motivational speaker; there are few things more powerful than a well-timed word of empathy. Seriously! A little empathy and validation in the moment can go a long way. Keep key empathy phrases like these in your back pocket:
I understand, that’s a natural feeling.
I get it; this is frustrating!
I’m with you; I know this is so disappointing.
You’re right. This really sucks!
When you’ve got a client (or coworker!) feeling worried, stressed, or frustrated with the process, empathize with those emotions. It’s amazing how quickly an empathetic phrase and genuinely caring look can cool a heated moment.
Once you’ve helped the other person feel seen, heard, and understood, then (and only then!) you can offer the solution,
3. Exercise your self-compassion muscle.
Mistakes happen. And in real estate, those mistakes can be expensive. But that’s no reason to beat yourself up over every misstep!
So often, I see real estate agents and other professionals internalize every single mistake they make on the job. Even unavoidable ones! Especially when their client has a few not-so-nice words to say about the situation.
But remember, you can take responsibility for your mistakes and learn from them without internalizing those heated comments. Let every mistake be an opportunity to learn, make a plan for next time, and love yourself through it.
4. Don’t go it alone.
You’re in a stressful field. There’s no way around that. But there are strategies you can use to manage that stress in a healthy way that builds your emotional intelligence— instead of breaking it down.
One emotional intelligence-building technique is to seek out social support. Look for opportunities to connect with others on a meaningful level. Family, friends, colleagues—the more social support you surround yourself with, the better you can handle on-the-job stress. And a stress-free agent is a high-impact agent!
Ready to empower your team with a real estate motivational speaking keynote they can actually relate to?
Emotional intelligence, the ability to be authentically relatable, is a powerful skill that can turn an average brokerage into a state leader. And the best news is, it can be taught.
Isn’t it time to upskill your entire real estate team? Check out my targeted keynotes for real estate events, or start the conversation here. I can’t wait to connect with you!
RACHEL DEALTO
Rachel DeAlto is a keynote speaker on communication, leadership, team building, and more. She’s on a mission to connect people to their most powerful resource—each other.