Why do some people thrive in estate agency while others struggle?

According to business growth consultancy Growth Animals, the answer may lie less in experience and more in personality.

Using an animal-based personality framework developed with personality author David Hodgson and inspired by the work of Carl Jung, the research suggests estate agency consistently attracts highly extroverted, relationship-driven personalities who enjoy working in fast-moving, high-pressure environments.

The consultancy says many successful agents share characteristics associated with its “Panther” personality type – confident, persuasive and comfortable building relationships and negotiating deals.

Chris Thornhill, founder of Growth Animals, said the combination of people skills, resilience and decisiveness makes the personality type particularly well suited to estate agency.

The research argues that the industry’s blend of sales, negotiation and client management naturally attracts people who enjoy working with others and making decisions quickly.

However, it also suggests the same personalities can find the administrative side of the job less appealing, making strong processes and support essential to long-term success.

Growth Animals says understanding personality types can help agency owners recruit, develop and retain staff by matching individuals to roles that suit their natural strengths.

“Panther estate agents are the ones who build the great local reputations,” said Thornhill. “They don’t just sell houses, they also become part of the community. In an industry built on trust and word of mouth, that’s an extraordinary asset.”

“Most industries have a spread of personality types,” he continued. “All estate agencies thrive on a variety of temperaments. A warm and people-focused dolphin for example can be exactly the steady relationship-builder a busy office needs alongside its more outgoing performers.”