CompGeo Salary Survey Benchmark Job Summary and Competencies

Sales Agents, Real Estate

The Benchmark Job Description below represents the specific Position Characteristics of the job used in the Salary Survey. Benchmark Job Descriptions should be inspected carefully to review the degree of matching between an organizations' Job and the Salary Survey Benchmark. Matching internal Jobs to Salary Survey Benchmark Jobs should not be done on Job Title alone. A thorough comparison of Salary Survey Benchmark to Internal Job Descriptions is recommended. A good overlap should exist on any comparisons used on critical Job Dimensions and Competencies.
CompGeo Occupation Group: Finance
Job Family: Real Estate
Benchmark Title: Sales Agents, Real Estate
Summary Job Description Tasks
Rent, buy, or sell property for clients. Perform duties, such as study property listings, interview prospective clients, accompany clients to property site, discuss conditions of sale, and draw up real estate contracts. Includes agents who represent buyer. Present purchase offers to sellers for consideration.
Confer with escrow companies, lenders, home inspectors, and pest control operators to ensure that terms and conditions of purchase agreements are met before closing dates.
Interview clients to determine what kinds of properties they are seeking.
Prepare documents such as representation contracts, purchase agreements, closing statements, deeds and leases.
Coordinate property closings, overseeing signing of documents and disbursement of funds.
Act as an intermediary in negotiations between buyers and sellers, generally representing one or the other.
Promote sales of properties through advertisements, open houses, and participation in multiple listing services.
Compare a property with similar properties that have recently sold to determine its competitive market price.
Coordinate appointments to show homes to prospective buyers.
Generate lists of properties that are compatible with buyers' needs and financial resources.
Display commercial, industrial, agricultural, and residential properties to clients and explain their features.
Arrange for title searches to determine whether clients have clear property titles.
Review plans for new construction with clients, enumerating and recommending available options and features.
Answer clients' questions regarding construction work, financing, maintenance, repairs, and appraisals.
Inspect condition of premises, and arrange for necessary maintenance or notify owners of maintenance needs.
Accompany buyers during visits to and inspections of property, advising them on the suitability and value of the homes they are visiting.
Advise sellers on how to make homes more appealing to potential buyers.
Arrange meetings between buyers and sellers when details of transactions need to be negotiated.
Advise clients on market conditions, prices, mortgages, legal requirements and related matters.
Evaluate mortgage options to help clients obtain financing at the best prevailing rates and terms.
Review property listings, trade journals, and relevant literature, and attend conventions, seminars, and staff and association meetings to remain knowledgeable about real estate markets.
Investigate clients' financial and credit status to determine eligibility for financing.
Contact property owners and advertise services to solicit property sales listings.
Develop networks of attorneys, mortgage lenders, and contractors to whom clients may be referred.
Visit properties to assess them before showing them to clients.
Contact utility companies for service hookups to clients' property.
Conduct seminars and training sessions for sales agents to improve sales techniques.
Appraise properties to determine loan values.
Solicit and compile listings of available rental properties.
Secure construction or purchase financing with own firm or mortgage company.
Rent or lease properties on behalf of clients.
Locate and appraise undeveloped areas for building sites, based on evaluations of area market conditions.
CompGeo Occupation Group: Finance
Job Family: Real Estate
Benchmark Title: Sales Agents, Real Estate
Important Knowledge Competencies Competency Description
Sales and Marketing Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Customer and Personal Service Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
Law and Government Knowledge of laws, legal codes, court procedures, precedents, government regulations, executive orders, agency rules, and the democratic political process.
Clerical Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
Computers and Electronics Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
Mathematics Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
Psychology Knowledge of human behavior and performance; individual differences in ability, personality, and interests; learning and motivation; psychological research methods; and the assessment and treatment of behavioral and affective disorders.
Communications and Media Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
Administration and Management Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
Building and Construction Knowledge of materials, methods, and the tools involved in the construction or repair of houses, buildings, or other structures such as highways and roads.
CompGeo Occupation Group: Finance
Job Family: Real Estate
Benchmark Title: Sales Agents, Real Estate
Important Skill Competencies Competency Description
Active Listening Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
Speaking Talking to others to convey information effectively.
Persuasion Persuading others to change their minds or behavior.
Negotiation Bringing others together and trying to reconcile differences.
Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
Coordination Adjusting actions in relation to others' actions.
Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Service Orientation Actively looking for ways to help people.
Time Management Managing one's own time and the time of others.
Reading Comprehension Understanding written sentences and paragraphs in work related documents.
Writing Communicating effectively in writing as appropriate for the needs of the audience.
Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.
Judgment and Decision Making Considering the relative costs and benefits of potential actions to choose the most appropriate one.
Complex Problem Solving Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
Mathematics Using mathematics to solve problems.
Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
Instructing Teaching others how to do something.
Systems Evaluation Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.
CompGeo Occupation Group: Finance
Job Family: Real Estate
Benchmark Title: Sales Agents, Real Estate
Important Ability Competencies Competency Description
Oral Comprehension The ability to listen to and understand information and ideas presented through spoken words and sentences.
Oral Expression The ability to communicate information and ideas in speaking so others will understand.
Speech Clarity The ability to speak clearly so others can understand you.
Written Comprehension The ability to read and understand information and ideas presented in writing.
Speech Recognition The ability to identify and understand the speech of another person.
Information Ordering The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
Written Expression The ability to communicate information and ideas in writing so others will understand.
Problem Sensitivity The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
Deductive Reasoning The ability to apply general rules to specific problems to produce answers that make sense.
Far Vision The ability to see details at a distance.
Inductive Reasoning The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
Category Flexibility The ability to generate or use different sets of rules for combining or grouping things in different ways.
Near Vision The ability to see details at close range (within a few feet of the observer).
Fluency of Ideas The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
Mathematical Reasoning The ability to choose the right mathematical methods or formulas to solve a problem.
Originality The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
Number Facility The ability to add, subtract, multiply, or divide quickly and correctly.
Speed of Closure The ability to quickly make sense of, combine, and organize information into meaningful patterns.
Flexibility of Closure The ability to identify or detect a known pattern (a figure, object, word, or sound) that is hidden in other distracting material.
Visualization The ability to imagine how something will look after it is moved around or when its parts are moved or rearranged.
CompGeo Occupation Group: Finance
Job Family: Real Estate
Benchmark Title: Sales Agents, Real Estate
Tools/Technology Example Product Category
Adobe Systems Adobe Acrobat software Document management software
Agent Business Builder Customer relationship management CRM software
Argosy Legal Systems Power Closer Data base user interface and query software
CMA Stuffers Expert system software
ClipEze software Graphics or photo imaging software
Commercial Pro software Expert system software
Commercial and industrial development project cost analysis software Financial analysis software
Corel WordPerfect software Word processing software
DataBasix Technologies Lead Commander Customer relationship management CRM software
DeLorme Topo USA Map creation software
Digital Contracts software Desktop publishing software
Document creation software Expert system software
Easypano Tourweaver Graphics or photo imaging software
Email software Electronic mail software
Financial calculators software Financial analysis software
FloodMaps Map creation software
Front Desk software Data base user interface and query software
Garmin City Select Route navigation software
General Magic Portico Voice recognition software
Geographic information system GIS software Map creation software
Greenbrier Graphics Deed Plotter Map creation software
HUD1 Forms for Win/Mac software Word processing software
Home rating software Analytical or scientific software
IBM Lotus 1-2-3 Spreadsheet software
In-Hand Pocket APOD Financial analysis software
Internet based MLS database software Data base reporting software
Internet browser software Internet browser software
Intuit QuickBooks software Accounting software
Iseemedia Photovista Panorama Graphics or photo imaging software
Landlord Software Pro Flipper Financial analysis software
Loan application processing software Financial analysis software
Lucero System Office Management Expert system software
MediaVue software Web page creation and editing software
Microsoft Excel Spreadsheet software
Microsoft FrontPage Web page creation and editing software
Microsoft Office software Office suite software
Microsoft PowerPoint Presentation software
Microsoft Word Word processing software
Microsoft Word Hard to Find Contracts Document management software
National Association of Realtors Online Database Data base reporting software
Navigation software Route navigation software
Newsletter production software Expert system software
OWL Bookkeeping for Realtors Accounting software
Panorama Technologies ModelWeaver Video creation and editing software
Panoweaver software Graphics or photo imaging software
Power Real Estate Letters Expert system software
PowerAds Plus software Expert system software
PrimaSoft PC Realtor Organizer Deluxe Customer relationship management CRM software
ProForce Highlight Flyer Master Expert system software
ProForce Ultimate Brochures Expert system software
REALPRO software Financial analysis software
RPIS Silent Flyer Expert system software
Real estate application contract transmission REACT software Financial analysis software
Real estate investment analysis software Financial analysis software
RealData Comparative Lease Analysis Financial analysis software
RealFast software Expert system software
Reality Star ProAGENT Power Series Presentations Presentation software
RealtyStar AgentOffice Office suite software
RealtyStar Real Estate Assistant Customer relationship management CRM software
Relocate EZE software Word processing software
Reveal Systems Truewire Expert system software
SRC Cash Flow Analyzer Pro Financial analysis software
Scheduling software Calendar and scheduling software
Showing Suite Data base user interface and query software
Showing Suite HomeFeedback Data base user interface and query software
Showing Suite HomeFollowup Data base user interface and query software
Showing Suite Showing Calendar Calendar and scheduling software
Spreadsheet software Spreadsheet software
Telluride Software Classic Trak-It Project management software
The IPIX Real Estate Wizard hometour360 Wizard Graphics or photo imaging software
TimeValue software Financial analysis software
Top Producer software Customer relationship management CRM software
Topaz Software Symplifi (CRM feature) Customer relationship management CRM software
Topaz Software Symplifi (business analysis feature) Expert system software
Web page creation and editing software Web page creation and editing software
Web-administered databases Data base user interface and query software
Wheatworks Real Estate Calculator Suite Financial analysis software
eGrabber ListGrabber Data mining software
iKorb Real Estate Data base reporting software
Desktop computers Desktop computers
Digital cameras Digital cameras
Global positioning system GPS devices Global positioning system receivers
Laptop computers Notebook computers
Laser printers Laser printers
Measuring wheels Measuring wheels for distance
Notebook computers Notebook computers
Personal computers Personal computers
Personal digital assistants PDA Personal digital assistant PDAs or organizers
CompGeo Occupation Group: Finance
Job Family: Real Estate
Benchmark Title: Sales Agents, Real Estate
Prerequisite Qualification Category Education and Experience Level
Related Work Experience None
On-Site or In-Plant Training Up to and including 1 month
On-the-Job Training None or short demonstration
Required Level of Education High School Diploma (or GED or High School Equivalence Certificate)
CompGeo Occupation Group: Finance
Job Family: Real Estate
Benchmark Title: Sales Agents, Real Estate
Alternate Job Title(s)
Agricultural Real Estate Agent
Apartment Leasing Agent
Apartment Rental Agent
Associate Broker
Broker Associate
Broker in Charge
Building Consultant
Buyers' Agent
Closing Agent
Closing Coordinator
Contracts Specialist
Industrial Real Estate Agent
Land Agent
Land Sales Agent
Leasing Consultant
Real Estate Agent
Real Estate Agent/Broker
Real Estate Broker
Real Estate Broker Associate
Real Estate Closer
Real Estate Rental Agent
Real Estate Sales Agent
Real Estate Salesperson
Residence Leasing Agent
Right of Way Agent
Right-of-Way Agent
Right-of-Way Buyer
Sales Agent
Sales Superintendent
CompGeo Occupation Group: Finance
Job Family: Real Estate
Benchmark Title: Sales Agents, Real Estate
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