Before you conduct your next in-person appraisal, consider the message being conveyed by your clothing. Does your outfit best represent your brand values, personality, and professionalism? Will it help or hinder your ability to win the listing?
So, what’s the right dress code for real estate professionals these days? Is it a designer suit and tie? A bright and bold fashion statement? Or is it time to embrace something new?
When organising photo shoots for our real estate clients, I am asked time and time again, “What should I wear?” So, let’s unravel this mystery… with a dash of style inspiration along the way.
The timeless allure of the suit
Back in the 20th century, business attire was much more formal than it is today. Regardless of the industry, the dress code included one thing: a suit. Think of Don Draper in Mad Men or Alexis Colby in Dynasty in her power suit of the ’80s with the big shoulder pads. The unspoken rule was that business success came from being dressed to tailored perfection.
Think of a business professional wearing a suit, and it conjures up the idea of a lawyer, banker, or most likely – yes, you guessed it – real estate agent. For many in the real estate industry, the suit remains a wardrobe staple, almost like a uniform, attempting to send a clear message: I know what I’m doing.
From suits to sneakers: The evolution of workplace fashion
Unlike real estate, most other industries have undergone a major transformation to their workplace dress codes.
The 1990s kicked things off with “casual Friday,” when jeans, polos, and other less formal items became acceptable one day a week to boost team morale. Fast-forward to the 2000s, and casual Fridays evolved into business casual every day. Jackets were left at home, ties were dropped, and trainers even made their debut in the office.
Then came the pandemic, and suddenly, remote work meant the line between “office wear” and “lounge wear” became a bit blurry. As video calls replaced in-person meetings, the emphasis was on looking presentable from the waist up. Smart tops could be paired with track pants or pyjamas, and no one would ever know.
Business dress codes have become even more relaxed post-pandemic. Many industries are embracing smart-casual styles that balance employee comfort and professionalism. Even the highest-powered executives are embracing casual sophistication. Jeff Bezos, for example, might head up Amazon’s board, but his wardrobe says, “I’m approachable but still in charge.”
(Image credit: Amy Harris/Invision, via Associated Press)
So, should you ditch the suit?
There are still circumstances where a suit is the right choice in real estate, but the need to wear one isn’t as strong as it once was. Clients now value confidence, competence, and authenticity above all. Flashy clothes might initially grab some attention for you, but if they don’t feel right, they won’t help you close the deal.
Today, dressing the part isn’t about wearing a specific outfit or style – it’s about ensuring your appearance reflects what your real estate brand represents. More often than not, it’s now the agents who stay true to themselves in how they dress that forge stronger, more authentic connections with their clients.
A recent client of mine, a young sales agent listing on his own for the first time, shared his decision to switch out the suit for a style that was more ‘him’. He admitted that when he first joined the real estate industry, he followed the crowd, mimicking how the successful agents around him looked and dressed, assuming that this was the recipe for success.
He wore a full suit with tight pants and polished shiny shoes and fashioned a short, slicked-back haircut. Whilst he looked like other agents, he never felt himself, and as a result, his career hadn’t moved forward as he had hoped.
After some self-reflection, he decided to change. He grew his hair out, grew a beard, and swapped his tight, uncomfortable clothes for a style that felt more authentic. Wham – within a couple of months, he picked up five property listings. By embracing who he truly was rather than trying to fit into a mould, he gained confidence that helped him connect with prospects in a more genuine way.
Balancing individuality with team branding
For agents working as part of a team or agency, striking a balance between personal style and a cohesive team image in your dress code is key. Here are some tips to achieve this harmony:
- Adopt a unified colour palette: Coordinate with your team to choose a set of colours that align with your agency’s branding. Each team member can then personalise their outfits within this palette.
- Incorporate branded elements: Add subtle branding touches, such as a lapel pin or scarf with your agency’s logo, to tie your look to your company without compromising individuality.
- Focus on complementary styles: Aim for consistency in the formality level of your attire. For example, if one team member wears business casual, others should avoid overly formal or ultra-casual outfits.
- Celebrate personal flair: Encourage each team member to highlight their unique style through accessories or patterns, ensuring their personality shines while maintaining a professional appearance.
Balancing individuality and team branding not only strengthens your agency’s identity but also fosters a sense of unity and professionalism that clients will notice.
What TV shows reveal about real estate fashion
Popular TV shows like Selling Sunset and Million Dollar Listing have turned real estate fashion into a key storyline. The clothes the agents wear are just as integral to the show as the properties they sell, highlighting how personal style plays a big role in shaping your brand and business.
On Selling Sunset, the fashion is bold, trendy, and unapologetically extravagant. With sky-high heels, bodycon dresses, and statement jewellery, the agents’ wardrobes reflect the high-end Los Angeles market, often looking more like runway collections than business attire. We might think it is over the top, but they know that in a city where image is everything, their fashion choices are key to standing out and winning business.
(Image credits: Netflix and WornOnTv)
Million Dollar Listing takes a more understated yet still high-end approach to fashion, with agents’ clothing reflecting their personal brands. Male agents opt for tailored suits with modern twists, like fitted cuts and bold colours, while female agents blend sophistication with practicality, choosing chic blazers and stylish footwear. This combination of professionalism and high fashion mirrors their brand identity – balancing authority with approachability and aligning with the luxury properties they represent.
(Image credit: Bravo)
What’s trending in workwear for Aussie and Kiwi agents
Workwear trends in Australia and New Zealand at the moment are a reflection of the modern workplace – flexible, stylish, and practical. If you are looking to update your real estate wardrobe, here’s what is popular at the moment
- Relaxed tailoring: Traditional suits are being replaced with more relaxed fits, such as unstructured blazers and wide-leg trousers, making them more comfortable for long days.
(Image credit: Argent)
- Mixing formal and casual: Professionals now blend formal pieces like blazers with casual items like jeans or chinos, creating a more approachable yet polished look.
(Image credit: Merrick’s Art)
- Bold colours and patterns: Corporate workwear is moving beyond traditional dark colours. Patterns, rich tones, and even pastel shades are becoming more acceptable for both men and women, allowing for personal expression while maintaining a professional appearance.
- Versatile footwear: Loafers, ankle boots, and block heels are popular choices currently, offering a balance between style and comfort.
- Comfortable fabrics: Lightweight fabrics like linen, cotton, and merino wool are popular for their breathability, particularly in warmer locations and seasons.
- Minimalist accessories: At the moment, accessories are simple, with subtle watches, minimalist jewellery, and quality leather bags enhancing the overall look without overwhelming it.
Seeking fashion inspiration
If you still aren’t sure about what to wear to your real estate job, these are some great ways to spark your workwear creativity:
- Social media: Platforms like Instagram, Pinterest, TikTok or even LinkedIn are goldmines for style inspiration. Follow other Australian and New Zealand real estate professionals, business leaders, television personalities, fashion influencers, or business attire hashtags to see the latest trends. Look for people of similar age, colouring, and body shape to you. You can also use Pinterest to create your own personal lookbook or Canva to create a vision board.
- Style ‘magazines’: Explore fashion publication websites such as GQ (for men) and Vogue (for women) or websites like Mr Porter (for men) or The Iconic (for everyone), which regularly curate polished yet practical work looks.
- Brand lookbooks are also a great way to see what’s currently available in work-appropriate clothing. For affordable and versatile workwear pieces, you can visit H&M, Country Road, Witchery, or Rodd & Gunn to view their lookbooks. If you’re looking to invest in higher-end workwear, Carla Zampatti, Cue, Karen Millen, and Saba all have workwear lookbooks on their websites.
- Personal stylists: A personal stylist can take the guesswork out of your wardrobe, helping you find outfits that align with your personal brand. Although they charge for the service, they’ll work with your style and needs to curate a wardrobe that’s both practical and on-trend, saving you time and effort overall. Many Westfield Shopping Centres also offer this service.
- Colour consultants: Popular in the 1970s, the trend of having your colours done is coming back. A colour consultant can help you discover which hues suit you best, ensuring you wear colours that enhance your look and align with your personal brand.
- Fashion retail staff: Don’t overlook the expertise of store staff at retail shops who can recommend workwear essentials from their range that suit your needs.
- Your clients: If you’re targeting a particular target audience, take cues from your clients’ fashion sense – it can help you align your style with their expectations.
Tailoring your wardrobe to the role
Although the suit is no longer a must, clients do still expect a level of professionalism in what you wear. It’s about dressing polished and appropriate for your market while allowing your personal style to come through. This can vary depending on your role, agency, location, the property type you service, or even your schedule for the day. Here’s some inspiration on how you could customise your wardrobe depending on your role and situation:
- Buyer’s agent attending an open home in a beachside suburb: Smart-casual is a good option for this – think a smart polo, chinos or dress jeans, and stylish yet comfortable shoes. You want to look approachable and professional but blend in.
- Luxury residential sales agent at a listing appointment in an exclusive suburb: A polished suit or chic business attire is still an ideal choice. Your outfit should exude sophistication to match the high-value properties you represent.
- Inner-city commercial agent showing a corporate office: You could opt for a modern business look. A sharp blazer or sleek trousers with a professional blouse signals competence without being overly formal.
- Rural property manager doing a routine inspection: Prioritise practicality with a button-up shirt, smart jeans, and sturdy shoes. It’s all about looking professional while being ready for the terrain.
What about all the flashy extras?
We all know the stereotype: spray-tanned real estate agents driving luxury cars with personalised number plates, wearing designer clothes complimented by flashy watches and handbags, and carrying the latest iPhone. But do you really need these items? While they can enhance your image, much like your wardrobe, they aren’t the secret to success. Plenty of successful real estate professionals don’t follow this mould. What truly matters is your expertise, visibility, and ability to connect with your audience.
Rather than splurging on big-ticket items to project success, it’s far more effective to invest in consistent marketing, staying relevant to local property owners, and showcasing what truly sets you apart.
Final thoughts
Dressing for success isn’t about following a one-size-fits-all rule. It’s about blending professionalism with authenticity to create a lasting impression. By tailoring your wardrobe to suit your role, market, and personality, you’ll not only look the part but also feel confident in connecting with your clients. Bonus tip: Don’t forget that a smile and positive attitude are always in style!
Ready to get professional real estate marketing help?
If you’re a real estate professional who wants to take your business to the next level with marketing tailored to your brand and clientele, book a free 1-hour consultation with me, Melanie Hoole. I’ll give you on-the-spot recommendations specific to you and show you how digital marketing can help position you as a local real estate expert. I look forward to talking with you.