A career in real estate

The development of real estate in Malta has also created numerous career opportunities in this field. As one of the main economic drivers of the local economy, the real estate business continuously needs specialised personnel with a business acumen and enough drive to turnover property for both individuals and contractors.

The increase in the number of estate agents over recent years has clearly shown that there is enough potential for growth both in terms of business and careers.

Similar to any other career, property consulting requires in-depth knowledge of the market, specialised training and excellent customer service skills. Furthermore it requires stamina and self-motivation for property consultants to be able to spot opportunities which present themselves on the market. The secret is to exploit these opportunities in the shortest time possible to be in a position to close the sale.

Before embarking on a career in real estate, it is advisable to enquire on the requirements and the type of commitment that is required and if these are not in line with your expectations, then you should reconsider. Professional real estate agencies can help by giving advice to individuals on career development in real estate as well as what is expected from a property consultant.

Upon employment a number of real estate agencies host induction courses which interested individuals can attend without a formal commitment after which an informed decision can be made.

Before embarking on a career in real estate, intensive training is a must. Such training will help individuals first and foremost to get acquainted with the property market, learn about the procedures involved in closing a sale, how to view a property, the kind of advice that is expected from both seller and buyer and the skill of negotiating.

These and many other tips will become second nature with experience, however at this early stage the basics are essential. The next step for a new recruit is to spend the first few weeks on the field with an experienced property consultant to learn the tricks of the trade. This is usually an extremely helpful exercise and helps the personal growth of the individual.

One of the fundamental requisites of a property negotiator is a smart and presentable appearance. Customers tend to feel more comfortable dealing with individuals who are well groomed and polite, where nothing is taken for granted.

It is important to remember that most of the time, your customers are about to make the biggest investment decision of their lives and therefore expect nothing but the best service and most informed advice.

Therefore, property consultants need to be confident and well informed about the market and what it offers.

Another important characteristic is self-motivation. In today's scenario property consultants cannot afford to wait for the sales to come their way - they have to be persistent and look for the opportunities on the market. This will distinguish between and a good property consultant and a mediocre one.

Property consultants also require a degree of management skills especially when it comes to sales and negotiating skills. These are skills that are not a prerequisite for a new recruit as they can be acquired through experience and specialised training.

Property consulting is also about excellent communication skills, especially listening skills. Property consultants need to empathise with their customers to understand their requirements. Once you have understood their needs, it is easier to match them with the right property.

Punctuality, politeness and customer care are also integral elements in a property consultant's job. In being punctual, you are being polite and showing that you respect your customer. However with the number of daily appointments, coping and keeping up with those appointments requires time management skills and an organised individual.

Never take on more appointments than you should in an effort to try and accommodate your customers because this can have an adverse effect.

Customers need their time, they have to feel comfortable that they are being taken care of and not just running against time. Thus, in setting appointments, one needs to gauge that there is enough time between one appointment and another.

One of the things that would immediately irritate a customer is being left waiting or not having enough time to view the property because the consultant has another appointment.

The customer is the most important person in your job - without a customer you do not have business nor a wage.

Other important characteristics are similar to other careers - you need to have responsibility, honesty, a positive attitude, confidence in yourself and the job, the qualities of a good team member, the ambition to succeed, and - more than anything else - the ability to be a professional in the service you offer.

Andrew Gatt is operations director at Dhalia Real Estate Services. For more information visit www.dhalia.com