The real estate agent is a demanding profession. Advisers, negotiators, mediators… the missions assigned to them require a solid upstream training but also quite specific personal qualities. It is therefore necessary to prepare oneself effectively before entering the profession which, it should be remembered, can be especially oriented towards top-of-the-range properties.
Be part of a real estate agency.
What does the job of estate agent involve?
Do you want to sell a property? The estate agent is responsible for attracting potential buyers. Are you a buyer? The estate agent will direct you to properties that match your search criteria. In this way, this professional can act as an intermediary to ensure that his clients’ projects are completed under the best possible conditions.
Prospecting is at the heart of the missions entrusted to the estate agent. He or she keeps a watch and scours his or her sector to find properties for rent and/or for sale. He aims for exclusivity which enables him to stand out effectively from his competitors. Although the properties he includes in the agency’s catalogue are varied, this professional must rigorously monitor their quality.
Prospecting is therefore naturally accompanied by a mission based on in-depth analysis. The agent makes an appointment with the owners of the properties he has located and organises visits. He notes down all the information that will enable him to draw up a relevant advertisement and that will also serve as a basis for his arguments. If there is any doubt about the characteristics noted, the estate agent can make use of his network and request the collaboration of technicians/diagnosticians.
Once he has collected all the information relating to the property, the estate agent condenses it and compares it with the offers on the market. He then draws up an estimate of the most appropriate sale/rental price and can assess the improvements to be made to increase the value of the property concerned.
The real estate agent takes care of placing the advertisements. He chooses the most appropriate channels according to his targets. It is therefore possible to publish the advertisements on the agency’s website and on social networks. In these cases, the detailed descriptions are accompanied by several photos that highlight the property. It is also possible to publish the property advertisements in newspapers, to display them in the agency’s window….
The real estate agent’s missions do not stop there. Being the interface between the different parties, it is he who is responsible for organising the visits. He argues in favour of his client so that the latter can sell, buy or rent the property he is interested in under advantageous conditions. In addition, the estate agent can also be mandated to ensure the rental management.
Other missions can of course be entrusted to the estate agent, depending on the expectations of each client.
Studies to do
There are studies focused on the real estate field and they should be favoured because they offer the best opportunities. There are many fields of study, including real estate law, operational commercial management, digitalisation of customer relations, urban planning….
Certain centres are indispensable. Commercial and economic training is particularly important because it provides a solid foundation.
Diplomas to obtain
Studies based on the real estate professions enable students to obtain diplomas equivalent to the Bac +2 and up to the Bac +5. The more advanced the training, the deeper the knowledge, which obviously offers more opportunities.
Studies and training are offered by a wide range of institutions. The list below provides an overview of the possibilities, but is not exhaustive:
– Higher School of Real Estate (ESI)
– Higher School of Real Estate Professions (ESPI)
– Institut National Supérieur de l’Immobilier (INSI) (Higher National Institute of Real Estate)
– French School of Property Administration (Efab)
– Institute of Real Estate Services Management (Imsi).
A real estate agent must at least have a Brevet de Technicien Supérieur Professions Immobilières (BTS PI). The BTS in Operational Commercial Management (MCO) and the BTS in Negotiation and Digitalisation of Customer Relations (NDRC) are interesting alternatives for those who wish to focus on mastering commercial relations and practices.
Studies can continue after obtaining the BTS. There is then the possibility of following a more specific course: town planning and construction, property management and administration, real estate law, property transactions and marketing, the options are numerous.
The list of courses with the calendar and detailed programme is available from each school. It is therefore advisable to find out in advance which course will enable you to achieve the objectives set by the learner.
Qualities to have
Know-how and interpersonal skills are required of a good real estate agent.
In a context where IT tools are omnipresent on a daily basis, it is essential for the estate agent to master them. Being at ease with office automation tools is a good start. However, it is also necessary to understand how the web works and to be able to interact virtually with potential clients.
The real estate agent must be autonomous and be able to take initiatives. Motivated by a thirst to learn, he follows the latest developments in the sector very closely. They engage in canvassing and do not hesitate to negotiate with owners to obtain exclusive rights to a sale or rental offer. Far from being unemployed, a good real estate agent constantly analyses the market. He or she identifies the new needs of buyers, identifies the elements that can make a buyer fall in love with a property and the elements likely to dampen enthusiasm.
How about becoming a realtor?
Without necessarily having the same skills as a notary or lawyer, it is essential for the estate agent to have a solid foundation in law. It is in fact essential to ensure that the procedures and transactions comply with the legal obligations in force. In the same logic, this professional must be able to justify technical notions: faults, building pathologies, architectural style, etc. are elements that are intimately linked to real estate transactions.
Communication plays a key role in this profession. The estate agent must therefore be able to communicate easily both orally and in writing. In addition to mastering French, it is beneficial to have some knowledge of foreign languages.
Also in the field of communication, it is imperative that the estate agent shows empathy and diplomacy. He must know how to pay attention to the information that the client transmits to him in order to be able to interpret and condense all the essential data. Sometimes clients can be particularly unpleasant. Nevertheless, the estate agent must keep his cool and try to calm tensions. Skilful with words, he plays on emotions to influence his client without imposing his ideas on him.
Professionalism and seriousness are other qualities expected from a good real estate agent. He devotes time to each client, makes suggestions and gives advice. He does not wait until he is almost harassed to give news. On the contrary, he anticipates things and does not hesitate to contact his clients himself to let them know how their projects are progressing. In other words, the estate agent must be both reactive and proactive.
This may seem obvious, but impeccable personal hygiene is essential in this profession. Although it is not obligatory to be dressed up, care must be taken to maintain a good appearance. A real estate agent’s appearance must inspire respect and trust, so yes, appearance does matter.
Where do you work as an estate agent?
In most cases, agents work in estate agencies such as Haussmann Real Estate.
It is also possible to enter the profession as an independent estate agent. Here again, training and qualifications are essential. It is also necessary to obtain a professional card (the T-card) issued by the Chamber of Commerce and Industry.
The case of luxury real estate
The basics are the same as for a classic estate agent. On the other hand, it should be kept in mind that the clientele is more elitist. Buyers are uncompromising about refinement and prestige. They are looking for premium properties, which requires much more attention in terms of selection.
The missions are more delicate because the customers’ demands are extremely high. The objective of a real estate agent working in the luxury market is therefore not to multiply transactions. He is more concerned with quality.
The real estate agent is a versatile professional, close to his clients and competent in a wide range of fields. They must therefore study for diplomas and develop personal qualities that are essentially focused on relationships.