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“meta_title”: “6 Traits of a Great Salesperson to Look for When Recruiting”,
“meta_description”: “Discover the six essential traits of a great salesperson. Learn what to prioritize when recruiting a top sales professional to scale your real estate brokerage or team.”,
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Traits of a Great Salesperson: 6 Things to Look for When Recruiting a Salesperson
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Success in real estate demands more than marketing or market knowledge—it requires exceptional sales talent leading your brokerage or team forward. Recruiting the right salesperson is a high-stakes decision that directly influences your business trajectory.
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Understanding the traits that define a truly great salesperson can refine your hiring process and increase your chances of building a revenue-driving sales team. These traits reflect both inherent qualities and adaptable skills critical for performance and longevity.
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Insights from a Real Estate Recruiting Coach
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Effective sales professionals combine aptitude, attitude, and adaptability. As a brokerage or team leader, knowing how to identify these markers is essential to sustainable growth.
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1. Confidence is Key
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Confidence separates top salespeople from the average. It’s vital that a salesperson genuinely believes in their product or service. This conviction establishes trust and positions them as credible advisors to clients.
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- Balance confidence with humility to avoid crossing into arrogance.
- Confidence reassures clients about their investment decisions.
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2. Charm and Connection
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Sales is fundamentally relational. Great salespeople create authentic connections, making clients feel seen and valued beyond just the transaction.
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- Use charm to forge emotional bonds—essential to buyer motivation.
- Take time to understand clients’ needs, goals, and concerns.
- Build trust by prioritizing client-centered dialogue over hard selling.
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3. Listening Skills are Crucial
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Top performers listen more than they talk. Attuned listening uncovers client pain points, decision drivers, and objections.
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- Avoid dominating conversations; engage in meaningful two-way communication.
- Use listening insights to tailor offerings and sales strategies.
- Great listeners increase closing rates by aligning solutions authentically.
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4. Goal-Oriented and Resilient
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Ambition fuels achievement—but it must be balanced with resilience. Sales inherently involves rejection, and success depends on bouncing back.
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- Set measurable, realistic goals for consistent progress.
- Analyze setbacks to refine approaches without losing momentum.
- Resilience preserves confidence through the inevitable \”no\” responses.
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5. Persistence and Assertiveness
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Closing most sales requires repeated, thoughtful follow-ups. Persistence—informed by assertiveness—keeps prospects engaged without overpowering them.
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- Use Customer Relationship Management (CRM) tools to track and manage communications.
- Maintain professionalism and clear communication regardless of outcome.
- Present yourself sharply—professional appearance reinforces client trust.
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6. Constant Learning and Refinement
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Exceptional salespeople view selling as both art and science, continually honing their skills.
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- Seek regular feedback from clients and leadership.
- Stay informed about market trends and evolving client preferences.
- Analyze sales techniques for continuous improvement and adaptation.
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Practical Considerations for Recruitment
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When interviewing or evaluating candidates, look beyond resumes and sales metrics to assess these core traits. Behavioral questions, role-playing scenarios, and client referral reviews can provide valuable insights.
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- Ask candidates to describe challenging sales and how they overcame them—tests resilience and problem-solving.
- Observe communication style, including listening and rapport-building abilities during interviews.
- Request specific examples demonstrating goal-setting, persistence, and learning.
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Remember, these qualities are predictors not only of individual success but also of how a salesperson will fit and enhance your brokerage culture and long-term vision.
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A Parting Thought
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Recruiting sales talent with these six traits—confidence, charm, listening skills, goal orientation, resilience, and commitment to growth—is foundational to building a thriving, sustainable real estate business.
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Success in luxury real estate is not accidental. It is cultivated through strategic recruitment, ongoing development, and an unwavering focus on leadership excellence.
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For deeper insights on real estate recruiting strategies and elevating your team’s sales performance, explore the expert resources available at RE Luxe Leaders™.
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Equip your brokerage with top-tier sales professionals who embody these traits and commit to continuous refinement. The growth and legacy of your business depend on it.
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Chris Pollinger, Founder & Managing Partner of RE Luxe Leaders™, specializes in coaching leadership elite for luxury real estate success. Learn more about his tailored broker, manager, and team leader growth programs at RELuxeLeaders.com.
”
}
