What differentiates top producing agents from other agents? If you want to join the ranks of real estate’s top agents, the seven characteristics below are a great place to begin.
1. Willingness to do what their competitors don’t do
I recently did an Inman article called “There’s Gold in Calling Cold.” In that article, there’s one conclusion that is pretty stunning. Every agent who participated in this study on cold calling, gave up after about 11 hours of cold calling activities. Yet the research showed that it takes 12 hours of cold calling to generate one listing. The agents who do tremendous amounts of business are those who are willing to door knock, cold call, call on expired listings, or do other activities that other agents simply can’t force themselves to do.
2. Emotional Resilience
Research shows that top performers bounce back quickly from set backs. Their attitude is that “If one door closes, another will open.” Rather than letting a disappointment stop them, they just look at the setback or a “No” from a client as bringing them one step closer to the next “yes.”
3. They Persist
Top performing real estate agents are persistent. No matter how many hang-ups or “No’s” they hear, they keep prospecting until they hit their daily goals. They set aside specific prospecting time each day and hold that time as the most important appointment of your day. They know that without consistent lead generation, they will have no business.
4. They Listen
The most successful top producers are good listeners. They understand the importance of asking clarifying questions rather than talking all the time. Their excellent listening skills translate into showing buyers fewer homes because the agent hears what the buyer really wants. They also know when to stop talking and when to close.
5. They are willing to say “No.”
Desperate agents will often take any business they can find. This is not the case with top performers. The best agents pass on unrealistic sellers and refuse to do business with those who bend the rules.
6. They know the inventory
Top producers know the inventory so well that they can price most properties accurately without even looking at the comparable sales data. This level of market familiarity gives them a huge advantage against competitors who lack this knowledge.
7. They know their scripts and dialogues
It’s important to be able to overcome objections easily. When you know your scripts and dialogues, you feel more confident.
If you want to raise your production, choose one of the skills in this list and work on developing it. Once you have mastered that skill, move to the next skill. The path to increased production–just take one step at a time.
Posted by Bernice Ross
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