Before we look at these 12 characteristics, it’s important to note that not everyone wants to build a large real estate business. If that’s you, it doesn’t matter what is said here it will not help you. You need to have a strong desire to build a large business.
Also, many people think that fear of rejection is the biggest obstacle most people have to overcome when entering a sales career like that of being a real estate professional. The fact is, it’s not the fear of rejection, it’s the fear of acceptance.
Think about it…
Can you imagine yourself getting more good listings everyday and having buyers signing contracts left and right? Can you imagine having 5, 6 or more closing a month and making more than you ever dreamed possible? Can you imagine making $100,000, $500,000, or $1,000,000 per year as a real estate agent?
You see here is the problem. Most of us cannot see ourselves developing a big business. Most of us cannot see ourselves doing something amazing.
Depending on your upbringing, your background and education, and the environment in which you grew up, these all can affect how you look at life. Many of us simply have been brought up to believe that we do not have what it takes to make it big in anything.
So the goal is, to help you see that you can do something extraordinary.
So let’s look at the 12 characteristics of top producing real estate agents. These can also be called behavioral patterns. After working with and seeing tens and thousands of the best real estate agents in the world, these are the traits that can be observed that make them all succeed.
1. Top Producers Always Work At Developing Better Skills
It doesn’t matter what others say, real estate is a skill-based business and you need to develop a very high level of skill at selling.
Remember, real estate is a sales based business. You cannot get around that. You need to say this to yourself over and over and get comfortable with the fact that you’re in a sales based business. You need to understand that you need to hone your sales skills until they’re better and better.
As you develop this skill-set, your confidence levels will rise. When your confidence goes up you start getting out of your comfort zone and start doing things that are out of the ordinary for you. This in turn will help you become better at sales.
Most people get into real estate with no business or sales background whatsoever. If this is you, this means you will need to change your normal pattern and change to a sales pattern.
Your job is to make a commitment to learning these skills from those around you who will teach you. This will help you to become a top producer.
2. Top Producers Use The Scripts Every Day Not When They Feel Like It
It’s quite common to hear from agents who have been struggling to find success then one day say how finally using scripts they were taught made a big difference.
It would have been so easy for these people to have used the scripts from the beginning but stubbornness held them back. In truth, they really only needed to read the script on the phone and didn’t even need to memorize it. This would have saved them so much heartache and pain. Don’t be this type of person. Do what you’re taught from those that are more successful than you.
So top producers use the scripts all the time not when they feel like it.
3. Top Producers Monitor And Strengthen Their Mindset Everyday
Having the right mindset is critical to success in real estate or any profession. What goes on in the mind determines what you do everyday. If you say to yourself things like you’ll never get a listing, you can never read a script, buyers will never buy from me, then that is what you will get. What you program your mind with these negative thoughts, it actually manifests itself in reality.
4. Top Producers Understand The Importance Of Discipline
It doesn’t matter who you talk to, every successful real estate agent knows how critical discipline is on a daily basis. Top agents have structure, they set schedules, and they don’t procrastinate.
If you want to become a top producing agent, then you must develop discipline. You must discipline yourself day in and day out to do the things that are always fun. Discipline yourself to do the things successful real estate agents do even when it’s not glamorous.
Your day to day activities will determine where you end up in your career in this profession.
5. Top Producers Utilize A High Level Of Energy And Enthusiasm
It may seem obvious but energy and enthusiasm attract other people. If you go around with low energy and no enthusiasm about what you’re doing, it will actually push people away from you.
You need to be excited about what you’re doing. When you do an open house, get excited. When you do a listing appointment, get excited about the fact you are able to show a home and learn at the same time.
When you practice being enthusiastic in your everyday work, you will begin to see that it actually draws others to you. People naturally want to be around someone who shows energy and enthusiasm and has a passion for what they do.
If you don’t feel excited yet, you know the saying, “fake it till you make it.”. There is nothing wrong with practicing being enthusiastic even when you don’t feel like it. Over time, this will begin to take over and become your normal pattern of behavior.
6. Top Producers Work To Maintain A Positive Attitude
We mentioned above that top producers maintain a can do mindset. Attitude is different from mindset. Attitude has more to do with how you see things, how you feel towards others, or how you feel about something.
Be sure that every day you are working to keep yourself positive. If you have negative feelings about someone, work to change that. Say to yourself that “you like that person”. Deal with the bad feelings you have so you’re not walking around with a bad attitude.
This can apply to how you see things as well. If you’re always looking at things in a negative light, this will repel others so work daily to stay positive in all situations.
7. Top Producers Always Smile Big
If you’re one of those people that walks around with a frown on your face, this is going to hinder your success as a real estate agent.
Learn to smile even when you don’t feel like it. Someone who smiles attracts others. This goes back to energy and enthusiasm. A frown or scowl on your face will push people away but a smile will draw them to you.
Think about how you feel when you see someone smiling. It not only makes you smile but it also makes you want to walk up and say hello. When someone smiles at you it’s like they’re inviting you to be part of what they do.
In fact, when you’re making calls and prospecting, your prospective client can actually hear your smile on the other end. When you’re doing a listing presentation, if a client sees you smiling it makes them feel warm and makes them want to do business with you.
8. Top Producers Work Hard And Understand Its Value
When you stop and think about it, selling real estate is so very simple. That doesn’t mean it’s easy, but in reality, it boils down to the fact that people are looking to buy homes, people are looking to sell, your job is to get in the middle.
The problem arises when you now work as a business owner. You can do what you want when you want. This sounds great, but if you do not discipline yourself to work hard every day, then it’s easy to fail.
You will fail if you do not use your time wisely and get easily distracted on things that are not important.
If you’re willing to put in hard work every single day, avoid things that distract, you can succeed.
9. Top Producers Think Big And Realize Thinking Big Is A Process
Maybe you like most people and thinking big is not your normal way of thinking. That’s ok. Thinking big is a process that anyone can learn.
Just like learning to be creative is a process so is learning to think big.
Top producers know that if they are going to reach big goals they need to think outside of their normal way of thinking. If you normally sell two homes a month think bigger and set a goal to sell four homes. Setting goals that are out of your comfort zone will teach you to stretch yourself and each time you do it you will learn the process of thinking bigger.
10. Top Producers Get Around Other Top Producers
You know the saying, “you’re only as good as the company you keep”. This is true in the real estate profession as well.
If you want to become a top producing agent, you will need to make sure that you’re spending time associating with top producers.
You can see this at any real estate conference you go to. The most successful real estate agents hand out and rub elbows with other top producing real estate agents. They want to learn from each other.
You need to do the same.
Now you may be afraid to walk up and start talking to a highly successful agent because you feel you’re not important enough to do so. You may say, “I’m not a top producer, why would a successful agent talk to me?” Don’t think that way. Walk right up to them and put out your hand and introduce yourself.
The more times you can associate with other successful agents, ask them questions, pick their brains, the better off you will be.
11. Top Producers Think Like A Salesperson
Once you realize that selling is a way of life, it can dramatically change your course as an agent.
As was said earlier, most people have no sales experience when entering this field. You may be like that. You may be afraid to even think of sales as a career. That’s ok. Once you learn that sales is a part of everyday life, you will understand that we are all in sales.
For example, if you’re married, you will have to sell your spouse on doing things they may not want to do.
If you have kids, you know that they are always trying to sell you on something they want and you’re trying to sell them on how to live.
Doctors try to sell patients on better health. Pastors try to sell their message to their congregation.
Teachers sell to kids that they need to learn what is being taught.
As you can see, we all sell every day. You just may not think of yourself as a salesperson but you are.
So just translate this into real estate. You’re simply selling others the dream of owning a particular home. It’s not much different than what you do on a daily basis.
12. Top Producers Understand That They Own A Business And Run It Like A Business
You may work for a certain broker, for Century 21 or Remax, but the truth is, you’re an independent contractor and you own your own business.
This means you need to treat it like a business and not a 9 to 5 job.