Real Estate Mediation: How to Become a Leader in Times of Change

Real estate mediators are facing challenges due to changes in market conditions. The economic and financial situation in the country makes this sector one of the most affected. Italian consultant and real estate trainer Massimo Forte offers a number of tips to help business professionals succeed in a challenging market.

Mediation in real estate

This is an industry that is more about people than real estate. Establishing mutual understanding between the buyer and the seller during a transaction requires human intervention, despite the presence of technology.

Real estate agency

Consists of two main components:

• A support department that provides auxiliary services and significantly eases the work of agents. Within such structures, various specialists can work, including store coordinators, personal assistants, marketers, designers, lawyers, photographers, loan agents, administrative staff, appraisers, home stylists, technical assistants, coaches, integrators, process managers, and others.
• Real estate agents are responsible for conducting transactions. They can work independently or in collaboration with other agents. They are the ones who find buyers and sellers, negotiate, and reach the desired deal. For a successful transaction, they receive a commission.

Real estate agents are typically independent workers who can run their own business, but in most cases, they prefer to work at an agency that provides them not only with a work permit but also with a structure and support in developing their activities, focusing on working with people.

The role of a broker in the real estate sector

It involves managing agents and staff to ensure everything operates smoothly. A broker can be the owner of an agency, but that's not always the case. In modern business models, the term "broker" can encompass a team leader, commercial director, sales manager, entrepreneurial broker, and other positions.

The broker plays an important role, and their leadership becomes a key factor for success.

Key points of leadership in a real estate agency, according to Massimo Forte:

1. Analysis
   It is essential to analyze the market and the team you lead to set realistic and meaningful goals for achieving success. It is important to avoid setting goals that are easily attainable and unrealistic, as this can create a sense of disappointment within your team.
2. Staff recruitment
   Selecting the right people for your project is the foundation of a professional and competitive real estate agency. It is essential to consider the characteristics and competencies of candidates, as well as their alignment with the values and beliefs of both parties. Recruitment should not be based on quantity, but on quality, regardless of the business model.
3. Training and integration
   No one knows everything from the start, and even experienced employees need a period of adjustment, so a leader should actively support and assist their team in the early stages of work. It's important to establish trust in order to achieve the desired results.
4. Support
   A leader must be present, focused, communicative, and close to their team. Important communication tools are productive and valuable meetings. They are essential for motivation and support, based on numbers, and serve as the foundation for achieving desired results.
5. Retention
   Good professionals leave a project not because of high fees, but because of the work atmosphere, the conditions, and the tools provided by management, or the lack thereof.

All of the aforementioned aspects are fundamental for effective management of a real estate company. It's time to revise your methods and leadership strategy for the upcoming year to become a successful real estate agent.