At Guild Mortgage, we have the privilege of working with some of the best real estate agents in Sacramento, if not the entire country. Through the years, I’ve often taken notice of how they go about their work – and their lives – hoping I could learn something. What I’ve found is that while their talents, temperaments, and ways of doing business may differ greatly, there are definitely common traits that they all display. I am a strong believer that these top producing realtors are successful because they have these habits, not the other way around.
That’s good news for any new real estate agent who is looking to follow a proven track record to success, seasoned real estate veterans who want to do something different to finally get them to the next level of production, and even sales people in different fields.
Here are the 15 core values I’ve observed in every single mega successful real estate agent I’ve been lucky enough to work with:
- They go the extra mile
Work ethic is never in short supply with the top-producing real estate agents, as they are often the first in the office and the last to leave every day.
- They manage their time
But it’s not just long hours that fuels their success. In fact, the most successful agents become masters at managing their time. Basically, they plan, schedule, waste less, prioritize better, and work more efficiently than their average peers.
- They actively listen
When a client, prospect, or business partner is speaking, they aren’t just tuned out and waiting for their turn to talk. Successful people actively listen, which means focusing on the information, the person speaking, staying engaged and repeating or asking for clarification on key points.
- They ask “high value” questions
Like the wise adage goes, you only learn when your mouth is closed and your ears are open. Asking great questions is an art unto itself and is the key to effective communication with clients- and closing deals.
- Their product knowledge is second to none
Ultra-successful Realtors – just like any top salespeople in any field – know their products, their market, their craft, their clients, and even their competition inside and out.
- They prioritize their health, family, relationships, faith and community
Top achievers consistently prioritize that which is most important in their lives, and that includes being healthy, having hobbies to help de-stress and unwind, and spending quality time with their family, faith and giving back to the community.
- They create systems
There are some salespeople who achieve great things in short bursts based on their work and strength of personality alone. But that effort is never sustainable over the long haul, and the second they are sick, absent, or distracted, their business falls apart accordingly. Meanwhile, smart and CONSISTENTLY top producing real estate professionals create systems and empower others so the business marches on even in their absence or without their full attention.
- They take responsibility
Instead of making excuses and blaming others, the most inspirational people in the world look to take accountability for their actions whenever they can, understanding that by doing so, they are also empowered to change the results.
- They have a laser focused plan – and follow it
Mega agents never have a plan just to be “successful” or “sell a lot of real estate,” but create a very specific plan, including scheduling the most important things they need to do every day, week, month, and even year.
- They set audacious goals
Goal setting is incredibly important, as it truly expands the mind’s belief in what is possible and expected, and then subconsciously creates it. No one ever became successful after setting modest and humble goals!
- They build their own brand that separates them from the competition
Instead of just following the herd and doing what everyone else is doing, top producers create a brand that is original, dynamic, and clearly recognizable.
- They build the best teams
Some business people feed their ego by always wanting to be the smartest person in the room, but quite the opposite, the most successful people surround themselves with the best and brightest in their respective fields- and then take utilize them fully.
- They really care
The best real estate agents don’t focus on dollars but on helping people, and are always looking for new and better ways to add value and serve their clients’ best interests.
- They are persistent
Setbacks, obstacles, challenges, and disappointments are just a part of the game of life – but the best Realtors never give up or stop pushing toward their ultimate goals.
- They LOVE selling real estate!
I have met SO many amazing real estate agents who love helping people buy and sell homes so much, I really think they’d do their job for free. Their passion, enthusiasm, and love is contagious and makes everyone around them happier and more productive!