What it takes to become a successful real estate agent: Moyra's story

Becoming a successful real estate agent takes more than learning how to be a great salesperson. Discipline, strong people skills and a good dose of common sense are just some of the things that make a realtor truly effective.

But the rewards of developing these skills make the effort worthwhile. Having the freedom to manage your own time, substantial financial gains and leaving a legacy are all benefits of being an accomplished estate agent - if you do it right.

Why not learn from the best? Moyra de Lange is NS Property Solutions' co-founder, principal of NSPS Worcester and a highly successful, respected estate agent. Here she shares her experiences, successes and secrets to being a highly effective property practitioner.

Here's what you need to know to become a successful realtor:

Lesson 1: It doesn't matter where you started your career

Like many estate agents, Moyra didn't start out as an estate agent. Her career path began in a very different industry - the Military. After being awarded a degree in Psychology, Moyra first worked in the Personnel Department of the South African Defence Force (SADF). It was here, however, that she gained the discipline and work ethic that she would later need to be a successful real estate agent.

She also developed an eye for detail - yet another crucial skill for estate agents - when she was promoted to Officer in Charge of the SADF's Legal Department in the Western Cape's Cape Town Legal Satellite Office.

She took the leap into the property industry in 2006 when she realised she had a need to do her own thing and work in a career that allows her to be more creative.

And that's what she loves most about being a realtor, she says: "I've learnt that it doesn't matter who you are and what you studied. You can make good money if you're willing to work hard and be available to your clients."

Although in a very different industry, her background gave her a strong start, proving that it doesn't matter where you come from, but rather what skills you bring with you when you start your real estate career.

Lesson 2: There is no substitute for solid training

If you're just beginning your career as an estate agent and the large amount of training is getting you down, don't give up. Take it from Moyra: proper training pays off. In fact, Moyra received training from several institutions, including ERA Realty Group's Training Academy and Homenet Real Estate's training courses.

It also helps if your training includes practical experience, she says. "I had a very strict mentor when I started out. I was pushed to go out into the community and knock on doors to build relationships and learn how to interact with real estate clients. It made a world of difference."

Lesson 3: Learn as you go

Less than five years after Moyra started her career as a realtor, she was able to co-found a new estate agency with husband Mark de Lange, but it wouldn't have been possible without first gaining in-depth knowledge.

Her advice is to gain as much experience as you can and learn from as many mentors as possible.

Moyra was lucky enough to gain experience in a wide range of environments, working at ERA Realty Group, and later at Homenet Real Estate and John Eales Real Estate. It was only after gaining this knowledge that she knew enough to help start a new real estate company from scratch.

"With experience comes the wisdom to predict challenges and know how to avoid them," she says. "You learn to have nerves of steel, which is exactly what you need if you want to start your own business.

Lesson 4: Common sense is just as important as your training

Some things can't be taught in training. Successful realtors pick up tricks of the trade during the course of their careers, and it's this wisdom that sets them apart from the average estate agent.

"One of the biggest things I've learnt is that there is no formula for attracting clients. You have to constantly think of new ways to attract sellers, which can be a great challenge and not something that can be taught," she explains.

Part of having common sense is also realising that 'Honesty is the best policy', Moyra notes. "Providing honest advice to both buyers and sellers is vital. Remember that buyers will eventually become sellers, and if you instil trust in them, they will eventually come back to you when they need to sell.

Lesson 5: A passion for people is a must

Most estate agents will tell you they love working with people, and that's a good thing. As a realtor, you'll be working with others day in day out, whether they are clients, colleagues, bond originators or conveyancers.

For this reason, it's helpful to brush up on your people skills. For Moyra, her formal training in Psychology has made a world of difference. "Understanding human emotion has helped me support clients who have to make difficult decisions," she says.

"For me, it's an honour to be there for people in both good times and bad. The longer you are in this industry, the more relationships you build, and that's what makes it so enjoyable."

Lesson 6: Never stop learning - and sharing

Moyra qualified as a Master Practitioner in Real Estate (PDE 5), the highest qualification for estate agents. But that doesn't mean that she's stopped learning. She still finds inspiration in the learnings of Trevor Gaw and Keller Williams.

She also notes that sharing her knowledge with Intern Property Practitioners in her team helps keep her going. "Mentoring new agents is part of the legacy you build as an agent. I'm thankful that I've had the opportunity to build this business with my husband, Mark, to reach my goals and to leave a legacy, not just for my colleagues but also for my family."

Being a real estate agent is about give and take. There are great gains, both personal and financial, for successful realtors. But part of the reward is giving back to clients, your community and those who can learn from you.

Interested in becoming an estate agent in the Western Cape? Contact us here for more information.

You can also get in touch with Moyra for valuations and property sales.