Experience is often seen as the key to sales success. But the truth is that values and education may outperform sheer experience alone when it comes to building meaningful and successful client relationships.
Trust, integrity, empathy, and discipline play a far greater role in influencing buyer decisions than just the length of time someone has spent in the industry. Over the years, I’ve seen firsthand how real estate salespeople who operate on strong ethical foundations consistently outperform their counterparts who rely solely on experience.
While experience can provide valuable insights into market trends and transactional knowledge, it is the character of a salesperson—shaped by values—that truly makes a lasting impact. In today’s competitive real estate landscape, a focus on long-term relationships and customer-centric approaches has proven to be far more sustainable than relying on short-term sales tactics or tricks.
What drives buyer decisions
In sales, trust is paramount, especially in the real estate sector. Buyers are making some of the largest investments of their lives, and they need to trust the individuals guiding them through the process. Salespeople who demonstrate integrity, consistency, and honesty create strong bonds with clients that go far beyond the transaction itself. When salespeople genuinely prioritize the interests of their clients, they gain their trust, which in turn leads to repeat business and referrals.
Empathy also plays a crucial role in sales success. Buyers are often navigating a range of emotions when purchasing a property, from excitement and anticipation to fear and doubt. A salesperson who listens and truly understands their client’s needs, concerns, and desires is far more likely to create a positive experience. For instance, a salesperson who takes the time to understand a first-time buyer’s financial concerns and provides guidance tailored to their situation will build a stronger connection than one who only focuses on closing the sale quickly.
Value-driven salespeople focus on deeper client relationships rather than trickery
While experience can help a salesperson close deals, value-driven salespeople focus on building deeper, more meaningful relationships, which ultimately leads to more success. Relying on sales gimmicks or high-pressure tactics may close a deal in the short term, but it doesn’t foster lasting relationships or long-term success. A true professional focuses on understanding the needs of the client and finding solutions that align with those needs—leading to greater satisfaction and future business opportunities.
In real estate, a value-driven agent might spend extra time ensuring that the client understands all aspects of the property, from the potential for future appreciation to the nuances of the neighborhood. This level of care and consideration leads to a more informed buyer, a smoother transaction, and a more likely chance of securing repeat business.
Experience without adaptability can lead to stagnation
Experience can only take a salesperson so far if they are unwilling to adapt. In an industry as dynamic as real estate, market conditions, technology, and client expectations are constantly changing. Salespeople who rely solely on their past experiences without adapting to new trends or evolving client needs can quickly become stagnant. The real estate market has evolved with new tools, such as virtual property tours, online marketing, and advanced data analytics, and sales teams must stay ahead.
A salesperson with 20 years of experience might have an excellent knowledge of traditional sales methods but could fall short if they fail to leverage new technologies. On the other hand, a newer agent who is flexible and open to incorporating these technologies into their sales approach is likely to outpace their more experienced peers in terms of overall success.
Family values often reflect in stronger client ethics
Salespeople who align their work ethic with their personal family values often excel in client relationships. For many, their family values are based on honesty, loyalty, and the importance of long-term commitment—all of which directly translate into their professional behavior. Such individuals tend to approach their clients as partners, cultivating long-term relationships built on trust and mutual respect.
In real estate, this could mean being transparent about the true value of a property, even if it means walking away from a deal or suggesting another option that better suits the client’s needs. An ethical approach strengthens the agent’s reputation and builds lasting trust.
Training character is harder than training skill
When it comes to building successful sales teams, training character is much more challenging than training skills. Skills like negotiating, using technology, or understanding market data can be taught through training programs or on-the-job experience. But qualities such as empathy, trustworthiness, and discipline come from the individual’s character and personal experiences. These traits are not easily instilled in someone who lacks them, making them critical factors in sales success.
For instance, a salesperson with strong interpersonal skills, who naturally connects with people and understands their needs, can often outshine someone with more experience but less emotional intelligence. This is why successful companies place as much emphasis on hiring individuals with the right character as they do on hiring those with industry experience.
Top performers are often those with the right mindset, not just tenure
Top performers in real estate are driven by a growth-oriented mentality, a passion for helping clients, and a strong work ethic. They view each transaction as an opportunity to build relationships and continuously improve, rather than simply close a sale. This mindset is often more important than years spent in the industry.
Experience, while valuable, should never overshadow the importance of values and education in sales success.
