What 12 Years in Real Estate Sales Has Taught Me About People

After spending over 12 years in the fast-paced world of real estate sales—across different continents, economic cycles, and hundreds of deals—I've learned more about people than I ever expected when I first stepped into this profession.

Real estate is not just about buildings; it's about people. And people are fascinating.

Here are some of the most valuable lessons I’ve learned about human behavior, trust, and connection—lessons that extend far beyond real estate.

1. Everyone Wants to Feel Understood—Not Just Sold To

Early in my career, I thought closing a deal was all about persuasion. I’ve since learned it’s really about listening. People don’t want a rehearsed pitch; they want to know that you get them—their needs, their fears, their dreams.

I once worked with a client relocating his entire family from Europe to Dubai. He had the budget, but he hesitated at every step. When I finally stopped trying to “overcome objections” and simply asked, “What’s holding you back?” he opened up about deeper fears around uprooting his kids.

That moment shifted everything—and we eventually found him the right home, not just a good property.

According to Harvard Business Review, active listening is one of the most underutilized yet powerful leadership skills. In sales, it’s everything.

2. Trust Is Built in the Details

Trust is not built with a flashy presentation or a fancy title. It’s built in small, consistent moments—answering the phone when you say you will, following up promptly, remembering a client’s child's name, or being honest when a deal doesn’t make sense for them.

I learned this the hard way!!

In one of my earliest roles, I lost a high-profile client over a minor miscommunication that could have been avoided with a 30-second call.

That moment taught me: in sales, everything communicates.

Silence communicates.

Delays communicate.

Details matter.

3. People Buy With Emotion and Justify With Logic

Whether it's a family home or a luxury investment property, people make emotionally driven decisions. I’ve seen buyers light up when they walk into a space that “feels right,” even if it’s outside their initial brief.

I have heard someone say, “People don’t buy bricks; they buy stories.”

That couldn’t be more true. A good salesperson can describe square footage. A great one helps people imagine the birthday parties, sunsets, and first steps that will happen in that home.

4. Cultural Intelligence Is Non-Negotiable

In Dubai, I’ve worked with clients from over 30 nationalities. What motivates a German investor is different from what reassures a Saudi family or excites a young Indian entrepreneur.

Cultural fluency isn’t just about language or gestures—it’s about empathy, curiosity, and respect. I make it a personal mission to understand how people from different cultures approach risk, negotiation, and even eye contact.

In a global city like Dubai, this isn't a “nice to have.” It’s survival.

5. The Best Salespeople Play the Long Game

Real estate is a business of trust and reputation. The best relationships I’ve built didn’t come from pushing for a one-time deal—they came from putting people’s interests first, even if it meant walking away from a sale or personal benefit.

Over the years, some of my most loyal clients were once “no-deals.” I remember advising one client against a rushed purchase. He thanked me, even though it cost me the sale. Three years later, he returned—this time with three referrals and a much bigger investment.

6. Resilience Isn’t Optional—It’s a Mindset

Market crashes, buyer ghosting, deals falling apart at the last minute—I’ve seen it all. But I’ve learned that people are looking to you not just for properties, but for steadiness. If you're calm, they're calm.

Resilience, I’ve found, isn’t just about bouncing back. It’s about staying grounded, optimistic, and people-focused, even when the numbers aren’t in your favor.

Finally

Fifteen years in real estate has taught me that people aren’t just looking for agents—they’re looking for advocates, advisors, and someone who truly sees them. If you can be that person, not only will you thrive in this business—you’ll build a career that’s as rich in relationships as it is in results.

Because at the end of the day, we’re not in the property business. We’re in the people business.

Let’s Connect

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