Being a better agent - by Terry Petersen Vice Chairman of the Institute of Estate Agents Pmb & Interior Region



An Estate Agent is a salesman and offers his services to the public through various marketing initiatives. It is imperative that an agent develops his selling skills and acquires the necessary knowledge to succeed in the industry. An agent is the custodian of information and should be proficient regarding the numerous laws that apply to purchasing and selling property in South Africa. To succeed in the property market a skilled and knowledgeable agent is the agent who submits sales contracts that proceed from signature to transfer without complications or cancellations. Experience takes time and an agent is continuously learning. It is important for agents to stick to the basics and attend as many training sessions as possible so that the skills and techniques learned will provide the success they deserve. With the era of I.T. upon us we are living in an age of a well informed client. These educated clients demand professionalism from knowledgeable, skilled and experienced agents. An agent who is confident and speaks with authority regarding the real-estate business will soon gain his clients trust. Agents who continuously work on their knowledge and skills will be the ones who are able to handle and minimize legal problems relating to property sales and it is this self confidence that attracts clients who believe that the agent will handle every aspect of the sale. The first small step to becoming a skilled professional in real estate starts with the Estate Agency Affairs Board exam. An agent should be willing to learn more about the nature of the laws concerning property ownership in South Africa. This added knowledge can be obtained from regularly reading the two industry publications. "The Agent" and "The Property Professional" which are free to members of the institute. Other highly recommended readings are "The Real Estate Guide" which is published by the Property Association and"The Nedbank Handbook of Selling Houses" sponsored by Nedbank. Self satisfaction is achieved when an agent is confident in his knowledge and expertise. An Estate Agents who has a sound knowledge of the property related laws that govern the transfer of property will have fewer frustrations and will be able to achieve more sales due to the fact he will have more time.