The #1 Trait Every Real Estate Agent Needs to Succeed (Hint: It’s Not What You Think)

Let’s get real for a second. You could be the smartest person in the room. You could know every single stat about the housing market, recite zoning laws in your sleep, and have a sixth sense for sniffing out the perfect property. You could even be the LeBron James of real estate—doing things no one else can. But guess what? None of that matters if people don’t like you.

Yep, you read that right. In sales, and especially in real estate, your personality is the secret sauce. It’s the thing that makes people want to work with you, trust you, and—most importantly—*choose you* over the other 10,000 agents in their area. And if you’re not showing off that personality online, you’re missing out on the biggest opportunity to attract clients without chasing them down like a desperate ex.

Why Personality Beats Everything Else in Real Estate

Let’s break it down. In real estate, people often think we’re just here to open doors and smile politely while they debate whether the kitchen island is big enough for their charcuterie boards. (Spoiler: It’s never big enough.) And because of that, clients often gravitate toward agents who are fun to be around—even if those agents are, well, less than stellar at their jobs.

Take the bubbly bimbo agent, for example. You know the type. They’re all sunshine and giggles, and somehow, they’re swimming in buyer clients. Why? Because people enjoy being around them. Or how about the bullshitter agent? They’ll snag a listing by cracking jokes and telling sellers their house is worth $100K more than it actually is. (Spoiler: It’s not.) And then there’s the doormat agent, who agrees with everything the seller says, even when it’s wildly unrealistic. These agents might not represent their clients well, but they’re still getting business because they’re likable—or at least entertaining.

And that’s the problem. These agents are why people don’t always respect real estate professionals. They’re why some clients think we’re unnecessary. But here’s the good news: You don’t have to be one of those agents to succeed. You just need to strike the perfect balance between being someone people want to hang out with and someone who knows their stuff.

The Secret to Attracting Clients Without Chasing Them

Here’s the thing: You don’t need to cold-call strangers, send out cheesy mailers, or blow your budget on paid ads to get clients. (Seriously, stop doing that. It’s 2025.) Instead, you need to show off your personality and expertise where people are already hanging out—on your website and social media feeds.

Think about it. When was the last time you hired someone because they spammed your mailbox with postcards? Exactly. These days, people want to work with someone they feel connected to. And the best way to create that connection is by showing up online as your authentic, awesome self.

Post videos where you share your knowledge about the local market, but do it in a way that’s fun and engaging. Share memes that make people laugh while subtly reminding them you’re the go-to real estate expert in their area. Create content that makes people think, “Wow, I’d love to grab coffee with this person—and maybe have them sell my house while we’re at it.”

Be the Agent People Can’t Resist

The key to success in real estate isn’t just knowing the market inside and out. It’s being the agent people want to work with. So, let your personality shine in your content. Be the person who’s fun to follow on Instagram, the one whose videos make people laugh and learn something, and the one who clients feel like they already know before they even meet you.

Because at the end of the day, people don’t just hire agents who are smart or skilled. They hire agents they like. And if you can be both—the expert and the person they want to grab a drink with—you’ll never have to chase another lead again. Instead, they’ll come to you. And isn’t that the dream?

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About the Author

Tammy Slater-Kendrick is a real estate marketing expert with over 20 years of experience in online marketing and a background in business and tech. Having managed an office of over 100 agents, she understands the daily challenges of staying ahead in a competitive market.

Through Automated Real Estate Agent, Tammy helps agents simplify their marketing, automate follow-up, and generate consistent leads—without wasting hours on trial and error. Her insights cut through the noise, giving agents real strategies that work.