How I Become an International Real Estate Agent
After over 22 years working in international real estate, spanning countries and markets as diverse as the UK, Spain, and Latin America, it’s fair to say I’ve seen quite a lot in my time. Property markets going from boom to bust and back again, on repeat, and the human joy and pain that is swept along in the economic wake.
It’s been a truly thrilling and enriching journey, incomparable to staying in one job in one city, and I can confidently say that being an international estate agent is one of the most rewarding paths you can take in the industry. But it’s certainly not for the faint-hearted, nor for the risk-adverse.
In this blog I touch on some of things I’ve learned along the way that will help you to start this journey with your eyes wide open, for an easier start and to avoid some of the major pitfalls so common amongst newer agents.
The Rewards of an International Real Estate Career
For sun-seekers, thrill seekers and those just looking for a “better life”, there’s nothing quite like the excitement of working across borders. Every market is absolutely unique, every client brings a new story (both good and bad!), and every operation presents an opportunity to learn and grow.
So what are the main reasons to consider getting into international real estate as a career?
Higher Earning Potential: High-end properties, frenzied emerging markets, and corporate international investments are just some of the ways that international agents yield commissions you simply don’t see in more traditional, local markets. Or if you do, those opportunities are closed to the “new blood” and reserved for long-term insiders. Get yourself into a niche market helping nervous foreigners navigate the place in which you’ve now become the expert, and the world is your oyster.
Travel Opportunities: Go in with the mindset that you can transfer your business model to other countries’ markets, and you’re looking at a potential goldmine. For example the off-plan sales model means you can pick the most buoyant international market to work in, you can sell in multiple countries at once, or you can simply start selling in the country you’d most like to live in. It’s incredible which doors will open for you and which residency visas will come your way when you do this last one. I had never even thought about living in Brazil until advised by conveyancing lawyers over there that our business would grant us residency rights and so we thought, why not? Even if you don’t move countries, your work and research will certainly require you to travel several times a year, all tax deductible ;-).
Prefer the resale market? If you work on the Med, for example, you’ll find a plenty a client who wants a home EITHER in the Costa Brava or the Costa del Sol. Feel free to manage both searches in person if the potential upside is high enough.
Don’t want to travel, just want to live somewhere sunny? There are currently plenty of jobs available for experienced English speaking estate agents around the Mediterranean. Apply from overseas and you could be enjoying 320 sun filled days per year before you know it (please note that for non EU residents, visa requirements apply)
Diverse Clientele: Over the years, I’ve worked with entrepreneurs, expats, and investors from all corners of the globe. I’ve had dinner with famous clients, I’ve taken groups partying in Carnival in Brazil and made friends all over the world. It’s a privilege to learn from them while helping them achieve their goals. Furthermore, the more you learn how to relate to clients from all walks of life, the better positioned you will be to woo sellers and buyers in future, speaking to them in a way they can relate to. Consider it a huge learning curve.
A Competitive Edge: For those looking to buy from aboard, a good international agent nearly always has the edge over their local counterparts. They are more trusted and bridge the often gaping cultural divide. There’s a special credibility and a “money where your mouth is” proof of concept when you yourself have upped sticks to live in the very place where you are selling the property. It sets you apart and opens doors to exciting opportunities from investors.
Building Trust: International buyers trust you more when they see that you not only literally speak their language, but you understand their culture, their fears and their concerns. You can explain how the local market operates but with the perspective of someone looking in from outside. After all, that was once you. This trust not only helps close deals faster but also helps secure high-value listings, as sellers see you as someone who can attract international interest effectively, and in many countries, international buyers are the ones they want as they always think they’ll pay more.
All that said, it’s definitely not without its challenges. Let’s talk about those.
Overcoming Challenges in International Real Estate
No sugar-coating here: working internationally can be tough, overwhelming and highly competitive. But every challenge is an opportunity to sharpen your skills and broaden your expertise. Here are some hurdles I’ve faced—and how I’ve learned to navigate them:
Navigating Language Barriers: Early in my career, I realized that fluency in multiple languages is a massive advantage. I’ve leaned on my skills in Spanish, Portuguese, French and even a spot of Catalan to build trust with clients. If you’re not fluent, don’t worry. Learn the basics to show good intent, and for the rest, there’s technology and hopefully some colleagues to support you. Do keep learning though - get yourself an app such as Duolingo and be strict with yourself to do a bit every day.
Understanding Legalities: Every country has its own maze of property laws and regulations. It’s essential to partner with local experts who know the rules inside and out - take recommendations from previous clients - real life experience goes a lot further than the firm’s own marketing. Working with the right people ensures compliance and builds your credibility. However, and this is important - watch and learn. I have seen many an agent hand over the file to the legal team and move on. 10 years later they are none the wiser about how things actually work, and that is very damaging when things go wrong, or clients ask questions they expect you to be able to answer. What happens when your trusted lawyer goes on holiday, or worse, retires? One of the secrets to MY success has been knowledge acquisition which I am able to use to help my clients feel safe and guided at all times.
Adapting to Cultural Differences: Business etiquette can vary dramatically from country to country, and not everyone will accept you being ignorant of their local customs just because you’re from abroad. I’ve learned to listen more than I speak (this is harder than you think!), watch closely in order to observe cultural norms, and adapt my approach to each market and client. A good agent is a chameleon.
Building a Network from Scratch: Starting in a new market can be daunting. But by attending local events, joining expat groups (both physical and virtual), and collaborating with trusted professionals, I’ve built networks that have become the cornerstone of my success. Expats often form tight-knit communities, and platforms like Facebook and WhatsApp groups are invaluable for connecting with them. These groups are not just great for finding potential clients but also for building relationships that can lead to referrals and listings.
But the expat community alone is not enough. You need feelers in the local community in order to build up that portfolio. If you have school age kids, that’s half the battle won. If not, well, gyms or any sort of sporting or creative activity that can be done in groups is perfect for getting to know people. Put in the work now and let those future referrals flow. After all, you can bring the clients with the coveted “foreign dollar”.
Seizing Opportunities in International Real Estate
The opportunities in international real estate are endless if you know where to look and how to act. I’ve seen plenty of agents with drive but drive isn’t necessarily enough to get a listing, let alone a sale. To help you to hit the ground running, or even just walking, here’s what’s worked for me:
Specialise in a niche: Early on, I found my footing in off plan property on golf courses. This led to opportunities in international emerging markets. Later, back in Spain, I launched myself as a luxury property agent (be aware that luxury property doesn’t restrict you to only selling multimillion Euro homes, but if you are going to offer mid range properties too, make sure they look good. There has to be some sort of cohesion in your portfolio to fulfill a niche). And yes, defining a niche was painful at first as I had to turn down many less attractive “bread and butter” listings that would no doubt have sold, but longer term it helped me stand out and attract the right clients and that more than made up for it.
Leverage Technology: On the buyer side, virtual tours, digital marketing, and online platforms have allowed me to connect with clients around the globe. On the seller side, investment in the best technology has allowed me to get top listings by explaining to potential vendors how I will showcase their home, cutting out tyre kickers and selling faster. Whichever way you look at it, staying ahead or even just abreast of tech trends has been invaluable and this is more and more the case in our sector.
Invest in Your Education: I’ve continuously learned about international property laws, sales psychology, and cultural nuances. Staying informed is key to staying competitive. You ARE your brand and the more you know, the more powerful your business.
Build Your Personal Brand: Your reputation matters. Over two decades, I’ve cultivated a brand that’s trusted, credible, and approachable, and my online reviews prove it. Clients need to know what makes you the go-to person in your market.
Partner with Local Experts: Good contacts have always been part of my armour. By aligning with eager top developers, trusted conveyancers and helpful contractors, I’ve been able to offer a one stop shop, even in new markets.
Utilize Expat Communities: Expats are often looking for agents who understand their unique needs. By becoming active in expat networks, you’ll find a steady stream of clients looking for someone who can bridge the gap between their home country and the local market. These communities are also a treasure trove for sellers who want their property marketed to an international audience.
Is an International Career Right for You?
Before you jump, ask yourself some hard questions. Do you have what it takes, mentally, physically and financially to take on all the challenges and rewards that come with this opportunity? If you are, the rewards are unmatched.
For me, the journey has been transformational. I’ve grown both professionally and personally, I’ve lived in incredible places many can only dream of, plus I’ve had the privilege of helping clients achieve their dreams in locations they never thought possible.
International real estate isn’t just a job—it’s a lifestyle, and one I wouldn’t trade for the world. If you’re ready to take the leap, start today. Research, network, and step outside your comfort zone. The shiny world of international real estate awaits.
