There are just over 1.5 million agents in the U.S. But half of them still have not sold a home in 2022, according to the National Association of Realtors.

You could argue that many of those agents are out of production or only do real estate on the side. But there are still a lot of working agents in the industry who have yet to convert.

In addition, over 24% of realtors in my area have changed brokerages this year. When I see these things happen, it tells me two things: 

  1. Some people are just not ready for this job. 
  2. The best place to be is where you are working and happy. In other words, where can you convert?

We know that a strong market creates weak skills. And over the past two years, we had an exceptionally strong market—so there were a lot of agents getting deals just by being in the right place at the right time. But consumers now are going back to interviewing agents and making sure they pick the right professional for the job.

Most agents need to do things differently because 2023 is shaping up to require different skills. Even with today’s market, I’m clear on one thing: there’s a lot of opportunity for the people ready for it. 

So, what do agents need to do to be successful in 2023? I recently discussed this with Stacey Mitchell and Sarah Tymon on Toole Time Real Estate Radio. Keep reading for six skills agents need in 2023.

#1—Have Integrity

If you tell someone you are going to do something; you better do it. This alone builds trust. 

Make sure you follow through with your promises throughout the entire process—not just in the beginning. Your clients need to know they can rely on you every step of the way.

#2—Interpret Market Data

Not only do you need to understand the data for your market, but you must be able to share it in a way that is relatable to consumers. 

No one cares what an LTV is. But buyers and sellers do care about their financial situation and their assets. Help to break down market data for their specific needs.

#3—Create no-pressure selling situations

To create a no-pressure sales situation, you must put your client first. Often, this means giving advice that is contrary to your own interests. In other words, don’t have commission breath. 

When you are willing to say something like, “Hey, the house is great, but being on a busy road like this will hurt resale value,” clients understand that you’re not just in it for a sale, but you are thinking about their future. Most people want this type of honesty (even if it’s sometimes hard to hear). 

#4—Stay positive and keep everyone moving forward

There will be deals that you miss out on. If you get frustrated and start stressing out, your clients will feel that energy and lose hope. 

You have to let clients know that there will always be another opportunity, and you are there to help them find the best one for them. It’s so cliche—but it always works out the way it’s supposed to.

#5—Realize we are in a Lead Generation Game

You must be willing to nurture your leads, follow up, and build trust. 

Commit to a daily number of calls and conversations, so you can set new appointments and start converting your leads. If, like many agents, you got away from tracking your numbers, it’s time to recommit. 

And remember—nurturing leads is a long game. Put in the daily work to build your business.

#6—The bigger the pipeline, the bigger the business

You have to have a big pool of prospects to convert. In most markets, the decision to buy or sell takes time, and there will be factors out of your (and your clients’) control. So the more prospects you have, the more business you will do.

Final Thoughts: Prioritize the Client

The reason most people get into real estate is to help others. Yes, agents also want to make money and take control of their lives—but you have to actually want to help people through a stressful time to succeed in the industry.

If you don’t want to deal with the stress, don’t like talking on the phone, or don’t like working with people, you’re in the wrong business. 

These six skills are required to have a successful business. And the people who commit to doing these things will be wildly successful in 2023.