Every successful estate agent has at least one lesson they wish they had learnt early in their careers.
Building a successful real estate career takes far more than passing the Professional Designation Examination, which proves competence. However, there are softer skills that come with interfacing with the public, which are often learnt on the job. This includes listening skills, emotional intelligence, problem-solving, resilience, and keeping an open mind.
Even the most accomplished agents will tell you that regardless of their confidence or success, soft skills are integral to customer service, regardless of decades in the industry or weeks. We asked some of South Africa's top-performing estate agents to reveal the lessons that helped shape their careers—and the advice they would pass on to the industry's next generation.
Craig Woods, principal at Tyson Properties Morningside and Umhlanga
“The best tip is to treat every single client, house, and situation as though you are going to have to deal with them again in a month's time. So many agents are eager to get things done quickly and move on to the next thing on their list that they forget to deal with the finer details and ensure that every client feels like they are getting a full authentic experience. These same clients often come back to you years down the line and will remember you for making sure everything was followed through and for your honesty and integrity.
Michelle Greeff, Diamond Property Practitioner at Wakefields Mount Edgecombe
“Always respond promptly to every enquiry, even after hours where possible. In property. Responsiveness often determines whether you secure the opportunity to meet the client, so make yourself easily available for appointments. Be punctual, and ensure you provide clear, timely feedback after every viewing to both sellers and landlords.”
Marc Lurie, Broker Manager and COO of REMAX Living
"The top 10 tips I always give to candidates I mentor when they start are:
- Build a solid foundation for yourself from Day 1 by developing your network and seeking referrals. Don't cold call. Work your database and network at every opportunity.
- Have discipline and create good daily habits, focusing only on income-generating activities.
- Learn from your mistakes.
- Knowledge is power. You can learn something new every day.
- Control your emotions.
- Good or bad feedback is important.
- Listen more, talk less, understand your clients, and become their trusted advisors.
- Consistency is everything.
- Have good time management.
- Work to a strategy.”
Dolly Naidoo, Sales Partner at Rawson Properties Umhlanga
"Real estate is an incredibly rewarding career, offering new opportunities every day to learn, grow, and make a meaningful impact. Staying motivated comes naturally when you remember why you started. Every phone call, viewing, and conversation is an opportunity to help someone through one of the most significant decisions of their life. A property is far more than just bricks and mortar—it's where memories are made, families grow, and dreams take shape. Keeping this perspective helps shift your focus from simply closing deals to making a meaningful difference in people's lives.
No two days, no two properties, and no two clients are ever the same in real estate. Embrace that variety and see each interaction as a chance to learn, grow, and refine your skills. The agents who succeed over the long term are those who remain curious, adaptable, and genuinely invested in understanding their clients' needs.
Having the right mentor can make a tremendous difference to your journey. A great mentor doesn't just teach you how to sell property—they help you develop confidence, resilience, and professionalism. They challenge you to improve, celebrate your successes, and guide you through the setbacks that every agent experiences. When choosing a mentor, look beyond sales figures. Find someone whose values align with yours, who leads with integrity and who genuinely enjoys helping others succeed. Choose a mentor who listens, shares their knowledge openly, and demonstrates empathy in every client interaction. The best mentors don't simply show you how to build a successful career; they show you how to build lasting relationships and a reputation that clients will trust for years to come.
Success in real estate isn't just about selling homes—it's about understanding people. The more aware, empathetic, and customer-focused you become, the greater your ability to connect buyers with sellers and turn what can often be a stressful process into a seamless and rewarding experience. When you keep people at the heart of everything you do, motivation becomes much easier to maintain because you're driven by purpose, not just performance.”
Siphiwe Mthethwa, Pam Golding Properties Kempton Park Area Specialist
"Success in real estate starts with discipline, consistency, and a clear vision. Be hungry to achieve your goals and commit fully—this is not a part-time career if you want exceptional results. Master your craft, keep learning, and let your work ethic build trust and confidence with your clients. The only way to succeed is to give it your all, every single day.
“I also encourage aspiring property professionals to see themselves as more than just estate agents. Diversify your skills by exploring other areas of the property industry, such as property development, auction property investments, and property flipping. Never stop expanding your knowledge. The more you understand every aspect of the property market, the more valuable you become to your clients and the greater your long-term success will be.”
Justin Nebrigic, from Harcourts Blue
“As a new agent, don’t underestimate the power of service. Every call, every follow-up, and every small detail matters. Great customer experience is built in the moments when people feel you genuinely care.”
Pola Jocum, Seeff Camps Bay
“Real estate success does not come overnight; it takes years to become an overnight success. It is not a job; it is a lifestyle. You need passion, discipline, and commitment to stay the course and succeed in the challenging world of real estate. Remember, when one door closes, another one opens. Build lifetime customers.”
