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top real estate agent traits

Everybody wants to be a top agent.  But not everyone is willing to do the things that top agents do.  And most of all, people grossly underestimate how much of the little stuff makes a difference in getting to the top agent status or not.


Goal setting is a process that everyone is familiar with.  But most people do it wrong.  The truth is, if you don’t correctly set your goals, the chances of achieving them are pretty slim.  So not only do top agents have goals for their real estate practice, they’ve learned how to properly set them.

So what makes a goal effective?  An effective goal is one that is set with genuine intention.  That means your goal or goals should scare you.  If they’re not lofty enough to challenge you, then are they really getting you to a higher level of success?

You may be thinking that you’d like to set goals that are a bit out of reach so that you have something super high to strive toward. And that if you set your goals too low, it’s not exciting enough to work hard for.

While setting your big scary goals keep in mind that there’s a happy medium between challenging and just plain unattainable.  In fact, I can promise you that if you set your goals at a level that’s absolutely undoable for you, you’re going to get discouraged and give up sooner than later.

Find that sticky spot somewhere in the middle and give that goal a deadline.  Deadlines have magical powers.  Like little unicorns or flying pigs that push you towards a goal just a little bit faster.

Maybe it’s because we can see the end game more clearly with a deadline in front of us.  Either way, deadlines are a necessary evil when goal setting.

Behind every good goal, there are 3-5 smaller action items doing all the bitch work.  The sad truth is, when you get down to the nitty gritty of goal setting, most people just set goals and forget about what it takes to reach them.

Break down your goals into bite sized pieces to ‘snack on’ during your journey.  Believe me, taking your goals down in smaller bites will help you achieve bigger goals than you ever thought possible.

A Strict Schedule

Sometimes as a real estate agent we’ve got more time on our hands than we want.  And I get asked frequently, what should I be doing everyday to be successful?  What types of things should I be doing to make sure I’m covering my bases?  And how do I get a schedule like this person, or that top agent?

The truth is, if you aren’t busy doing the things a top agent is doing, then you need to fill your empty schedule with things that will lead to those top agent activities.

You need a schedule because you’ve got so many distractions that aren’t productive or conducive to the goals that you’ve earnestly set for yourself.

A schedule also helps you make the right decision when faced with the choice between a not so fun task that will lead to more business vs. something that keeps you busy but doesn’t give you any new business.

A Marketing Plan

A marketing plan might be some kind of dubious dark cloud hanging over your head.  If this is true for you, don’t worry – you’re not alone.  But that doesn’t give you the right to complain about your real estate business, or lack thereof, if you’re unwilling to tackle this monster head on.

Broken down into baby steps, just like the goal setting process, creating a marketing plan can be really easy and extremely enlightening.

Read the other blog posts in this series here…

  1. 8 Things Every Top Agent Has + a Free Download
  2. The Truth About My Real Estate Career
  3. 3 Excuses That Keep Your Business From Growing
  4. 3 Real Estate Myths That Are Holding You Back
  5. Why Building A Successful Real Estate Business Is So Hard

A Database

If you don’t know what I mean by ‘having a database’ buckle your seat belt my friend.  I’m about to take your real estate career for a RIDE.

A database is a list of everyone you know, have known, have met, have done business with, etc.   It’s the one place where everyone in your sphere exists and you have access to this list wherever you go.

Your database isn’t just names however; it’s also notes on those people, contact information, and other ways that you can connect with them.

In short, your database is your lifeblood.  As a new agent, or someone with many years of experience in the industry, without a database, you’re leaving copious amounts of money on the table.

top agent

An Online Presence

Now more than ever, buyers and sellers are using the internet to find homes, realtors, and resources to help them in their real estate endeavors.  If you think for one minute that your old and dusty website that loads in 12 seconds is gonna cut it, you’re dead in the water, my friend.

Not only does your own website matter, it’s imperative to your success and ability to generate your own leads.  Having your own home on the internet that’s independent from your brokerage’s SEO rankings will help you create your own inbound leads that you don’t have to take a hit in your commissions for.

There are many, many sites that provide drag and drop website creation tools.  And you’ll find that countless freelance developers are at your fingertips and they will build you a site from the ground up in 12 hours or less.  You have zero excuses.

Buying online leads is the biggest crock of shit I’ve ever seen.  I’ve never purchased a lead, and I never will.  Ever.  Why?  Well for one, the quality is terrible.  And the price for the product is worse.

And let’s talk about that ‘product’ for a minute.  Would you rather spend your energy trying to convert someone who clicked an ambiguous link on a real estate website that 5 other ‘featured’ agents are also getting contact info for… or… pick up the phone to a friend of a past client on the other end ASKING if you have time to help them sell their home, oh and they need to buy a house too?

I’ll give you a second to think about that one.  Yeah, I’m guessing you’ll take the later option all day long, right?  Yeah, we all would.  And you can, you just have to put in the work to create the in-bound marketing machine that a self hosted website gives you.

A Listing Presentation

Listing presentations are a tricky thing.  The purpose of a listing presentation is to get the listing obviously but there’s more to it than that.  For a listing presentation to be effective, it must do two things.

Make you comfortable enough to properly articulate your value and handle objections in person as well as to educate and prime the lead enough so they feel confident in their decision to hire you.

Achieving this is a bit like riding a magical unicorn.  I won’t try to describe that one… but can we all assume that’d be pretty freakin difficult?  But once you do, it’s magic.

An Accurate CMA

Listing properties is where the money is in real estate.  The more refined your listing strategy is, the more successful you’ll be, hands down.  So having a rock solid CMA (comparative market analysis) and pricing your listings to sell needs to be a very high priority.

A CMA functions as two vehicles.  First, it helps you feel confident that you can sell the property at a certain price.  And second, it provides enough evidence to the seller that your price is the best price.

A Buyer Packet

When focusing so much on being a top listing agent, you’ll definitely run into more buyers that miss out on your properties.  Letting these little hot cakes go because you’re too focused on your listing would be a huge mistake.

In order to properly prime each buyer that you meet, and turn them into a client in a very short period of time you need to provide lots of value up front.  That value comes in the form of a “Buyer Packet”.

A Buyer Packet educates the buyer on the process, what’s expected, and how much value you bring to the table; as well as primes them for how you want them to navigate through the transaction process.

This packet answers commonly asked questions, eases their fears, and makes you look invaluable.  After receiving this piece from you, they’ll feel like they can get to the end goal of home ownership, but only with your help.

Jenna Martindale

Jenna Martindale

Jenna Martindale teaches online courses and workshops for new + experienced real estate agents who want to enhance their skills, grow their business, and live the life of their dreams.She believes it’s always the right time for coffee and that if there's a heaven it's a pool filled with golden retreivers.
Jenna Martindale