Yes, introverts can succeed in real estate, here's how - HousingWire (2024)

It is a myth that you have to be a people person to be successful in real estate, or that you’ve got to be outgoing, gregarious, and socially confident to be great sales. Some of the most successful top-producing agents and brokers in the country are self-proclaimed introverts.

How do you know if you’re a natural introvert or extrovert?

Ask yourself what you’d do if you had no appointments this weekend and no worries in the world with plenty of time to spend doing something of your choice. Would you choose to spend that time with friends and family? Would you choose to spend the time by yourself? Going to a party? Throwing a party yourself? What would your plans be? If your plans are focused on being around other people, you’re likely a natural extrovert. If your plans are to finish that book you’ve been working on and snuggle into your favorite reading chair, you’re probably a natural introvert.

Would it surprise you to know that all of these famous and successful people are introverts? This includes Emma Watson, Bill Gates, Christina Aguilera, Warren Buffet, Michael Jordan, Albert Einstein, Gwyneth Paltrow, Harrison Ford, and Steven Speilberg. Introverts can be very powerful speakers, salespeople, entertainers, entrepreneurs, actors, and leaders of all sorts.

How do they do it? Is there some super secret strategy that you can learn and deploy? Susan Cain, writer of the book: “Quiet: The Power of Introverts In A World That Can’t Stop Talking,” was chosen as one of the top TED talks ever. According to her, no one is 100% introverted or extroverted. Many people are a mix but probably tend strongly toward one of the other. Society has long rewarded the more outgoing, attention-grabbing types of personalities and tended to ostracize introverts. Cain says it’s OK and even beneficial to be yourself — to not try to force yourself into becoming the quintessential ‘Driver Personality’ if that is not you.

How many agents have become frustrated because they ‘weren’t a driver or an expressive’ on the overly used and sometimes abused DISC personality test? will give you a free assessment so you can learn more about yourself and your own tendencies, but remember, this is a guide, not a diagnosis. You can be successful, keeping your innate personality intact, but learning and internalizing some specific strategies. This way you’ll navigate more easily in the fast-paced, often aggressive, and competitive world of real estate.

Strategies that will change your life

1. Have confidence in the person you are. The more comfortable you are in your own skin, the less you will allow criticism to affect you. Stop believing you have to radically change your personality, you only need to upgrade it and become more versatile. Be yourself first, then be you, talking about real estate.

2. Use scripts that don’t sound like scripts. Know your material cold. Knowledge equals confidence and ignorance equals fear, so choose to be confident. Introverts do tend to be perfectionists, thus you tend NOT to speak up until you’re confident. Memorize, internalize, and then personalize the scripts.

3. Recharge your mental, emotional, and spiritual batteries every day. What makes you tick? Introverts are rejuvenated by quiet, dedicated time to themselves. This can be a walk, meditating, biking or just reading for 20 minutes. Re-fill your cup routinely!

4. Accept and embrace the fact that you will hear ‘no’ more than you hear ‘yes’, and that ‘no’ is not ‘never’, it’s just ‘not now’. Stop taking everything personally. Have at least 5 conversations every day that you could hear ‘no’, and you’ll hear ‘yes’ more.

5. Act as if you’re an extrovert without losing yourself. Who do you know that has positive and outgoing traits and is well respected? Begin to blend your natural tendencies with a few other traits that will increase your versatility. This isn’t to say that you should be fake. You might find out that you have some latent outgoing traits already within you. Most people do. Research conducted by John Zelenski, Ph.D., an associate professor of psychology at Carleton University, has found that introverts who act like extroverts, for example, by being more sociable, talkative, energetic, and enthusiastic than they are naturally, see their happiness increase. This is likely due to the positive feedback they receive from their peers. It may also be because they know they’re becoming more comfortable in the company of other outgoing types of people.

Secret: The wealthiest real estate professionals, in fact, the wealthiest salespeople in general, are not introverted or extroverted, they simply have become a versatile combination of both, because they’ve studied and adapted over time.

How does their versatility translate into wealth? Simply because they can help a variety of different people with different personality traits in various situations. They don’t work only with people ‘just like them’. When you work on your versatility, you’re also working on your ability to earn more money and reach bigger and better goals through helping as many people as possible.

Tim and Julie Harris host a podcast for real estate professionals in the U.S. New episodes premier every weekday. Tim and Julie have been real estate coaches for more than two decades, coaching the top agents in the country through all types of markets.


Yes, introverts can succeed in real estate, here's how - HousingWire (2024)


Can an introvert succeed in real estate? ›

Can an introvert succeed as a real estate agent? Absolutely. In fact, there are many different ways to succeed in the business. And introverts have the unique opportunity to gain an advantage in some areas.

Can you be shy as a realtor? ›

You know the type - the boisterous car dealer, the fast talker, the snake oil salesman-- all blessed with the gift of gab and a natural ability to persuade. But there's a reason we said this was a myth. Introverts have their own ability to sell--we think even the quiet introvert can be a rock star real estate agent.

Why introverts are more successful? ›

Introverts also perform better in certain environments — in a 2010 study by Wharton School Professor Adam Grant and his colleagues, introverts were found to be more effective leaders than extroverts in a dynamic, unpredictable environment, as they tend to listen attentively and are more receptive of suggestions from ...

What personality type is most real estate agents? ›

Most real estate agents are associated with the ENTP personality. ENTP stands for extraversion, intuition, thinking, and perceiving.

Why I quit being a realtor? ›

Some popular reasons include: Closing deals takes a while, which means getting paid takes a while. Being unhappy with many of your day-to-day work tasks. The reality of what real estate agents do doesn't line up with expectations.

What state is the hardest to be a realtor? ›

Among all the states, Colorado and Texas stand out as having the most stringent criteria for obtaining a real estate broker license. In both of these states, aspirants must undergo rigorous study and examination processes to obtain their licenses.

Do introverts have higher IQ? ›

On average, introverts and extroverts are the same in terms of intelligence. But statistics show that around 70% of gifted people are introverts. People are considered “gifted” when they exhibit above-average intelligence or a superior talent for something, such as music, art or math.

Who is the most successful introvert? ›

But the unconvinced may be surprised to learn that some of today's most successful business leaders are introverts. Consider this list: Bill Gates, Warren Buffett, Mark Zuckerberg, Marissa Mayer and Elon Musk. Yep, all introverts.

Who is the richest introvert in the world? ›

Warren Buffett, born on August 30, 1930 is known as the World's Richest Introvert. He is an American businessman, investor, and philanthropist who currently serves as the co-founder, chairman and CEO of Berkshire Hathaway.

What is the greatest weakness of an introvert? ›

Introverts are easily distracted by external stimuli and while they might be too nice to say anything, get very frustrated with constant interruptions when they are trying to concentrate.

Who is a famous introvert? ›

What did Albert Einstein, Rosa Parks and Sir Isaac Newton have in common? They were all introverts! Throughout time, introverts have helped shape history and humankind in myriad ways.

What turns you into an introvert? ›

Are You Born Introverted, or Is It Something You Become Over Time? The way a child is raised, the experiences they have, and the social interactions they encounter can significantly influence the extent of their introversion.

Can I be a real estate agent if I have social anxiety? ›

Real Estate Implications

Because real estate is a relationship-oriented industry, it is important to take proper steps to mitigate social anxiety, as those who suffer from social anxiety can potentially lose clients or profitable deals.

Are introverts most likely to be successful? ›

Introverts are actually great team leaders, but they are also successful when working independently. Since introverts have often struggled to get their true talents seen and appreciated, they are generally quite respectful of the different working styles and preferences of others. Introverts don't give up easily.

Can an introvert become wealthy? ›

Since they spend so much time alone, introverts often have a lot of time to think about new ideas and ways to do things. This can make them very creative people. It is also one of the reasons that you will find introverts to be some of the richest people in the world.

Can introverts thrive in sales? ›

It is important to note that introverted salespeople can still be effective in high-pressure, fast-paced sales environments. While they may not thrive in large group settings or aggressive sales tactics, introverts can excel in roles that require a more thoughtful and strategic approach.


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