Property information from the professionals

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Residential Estate Agency

Estate agency is an almost unique form of selling. The estate agent is not selling something which belongs to them, but represents their client – the property owner. Agents act as a representative or intermediary between the owner and a possible buyer, using a mixture of skills to persuade customers to sell and buy.

One of the essential skills of an estate agent is good communication. Estate agency is a ‘people’ business – agents have to communicate with many different people – potential buyers and sellers, conveyancers and solicitors for example – and they have to be able to communicate effectively. A house sale and purchase is usually the largest single purchase that anyone undertakes and is consequently high on the list of the recognised ‘stressors’ in everyday life. Good communication on the part of the agent can reduce the stress enormously, can make a sale go through more quickly and efficiently and will ensure that customers come back to the agency with more business. This communication might be face-to-face, either in the office or in people’s homes – or it might be by telephone or by letter.

So, the main qualities needed in estate agency are good communication and interpersonal skills; and the ability to persevere when things are moving slowly or the market is not particularly favourable.

A career in estate agency can be challenging and rewarding, but there are also times when agents can find it frustrating. A long delay can ensue just after the agent has done the bulk of their work and the process of legally transferring land and/or property starts. Sometimes cancellations can occur at a very late stage, about which little can be done, and so those to whom a career in ‘selling’ appeals may need to think twice about going into estate agency, as the final results can take some time to achieve!

Qualifications and training

Whilst academic qualifications are always helpful and applicable, personal qualities and abilities are the most important aspect. You also need to be literate and numerate. Becoming increasingly significant is the number of professional estate agents who have gained qualifications in their field. The increasing legislation means that agents require a good knowledge of the relevant law and it can help to be able to show clients or potential employers that you are a professional with a good knowledge of the business.

The National Association of Estate Agents in partnership with TTC Training offers National Vocational Qualifications (NVQs) in Residential Estate Agency and the examination-based Technical Award in Sale of Residential Property, both of which are open to practising estate agents and those just starting in the business. Some younger recruits to the business may find that they have access to funded training via such schemes as Modern Apprenticeships. Also available from the Association are half and one day courses that aim to help estate agents keep up to date on topics of day to day relevance.

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