Ever wonder what makes some Realtors so compelling to their clients that they end up on the top-performing Realtor charts year after year? Are there particular traits or habits that are driving this, and if so, how do you go about getting these habits? As it turns out, there are a pool of habits all top-performing Realtors share. These habits allow them to win trust, expand their sphere of influence, and stay ahead of the curve. Read on to find out what they are, and what you can do to foster a high-performance environment in your real estate brokerage.

 

Active Listening

Top performing Realtors pay close attention when others speak.

 

They don’t just listen to respond. Instead they listen mindfully, looking for verbal and non-verbal cues from their clients. They ask clarifying questions to dig deeper, understand their client’s buyer persona, and affirm that they are listening. Buying and selling a home is a transaction, but for a large number of buyers and sellers it is a decision full of emotion and sometimes trepidation. Top performers know this and focus on helping their real estate clients feel heard and understood. Active listening drives sales.

 

Communication

Top performing Realtors are skilled communicators.

 

Communication skills aren’t about introversion or extroversion – they’re about how well you can relate to and be understood by others. Top performers are masters of clarity. These real estate professionals don’t bury their point in a meandering word cloud. Instead they use both verbal and non-verbal cues to get their point across. This means speaking clearly without jargon, using stories to help drive home their points, repeating key points, and using body language effectively.

 

Growth mindset

Top performing Realtors are adaptable and believe they can improve.

 

Realtors rely on a suite of creative, technical, and people skills for their careers. Top performers know that they have the capacity to be better at these skills. They seek to continuously learn via mentors and coaches. They look for opportunities to examine their own performance, and seek new ideas and methods for doing so.

 

Resilience

Top performing Realtors don’t let setbacks derail them and are able to bounce back.

 

This is not to say they never have bad days. Top performers understand that failure is not an indictment of themselves as a person. When something doesn’t go as intended they react with openness and control of their emotions. They make resiliency a habit and bounce back by examining the situation critically. They look for patterns and the things that are in their control that could be improved next time. They then shift their focus, reset, and pick up the phone for the next call.

 

Goal-driven

Top performing Realtors have a clear sense of direction.

 

They are goal-driven, but they don’t just create a dream board and then hope their efforts will get them there. They understand that what they do every day is what dictates their results. Top performers use this to their advantage by starting with a big, audacious mission and then deconstructing it into its component parts. By creating measurable and attainable milestones they ensure their efforts actually build momentum towards that mission. They monitor their progress regularly and use their awareness and growth mindset to adapt to changing conditions as they happen.

 

Consistency

Top performing Realtors always do what they say they will do.

 

Consistency is a product of excellent time management and routine. Top performers know exactly what they need to do during any given day, and they leverage organization systems like a real estate CRM to prioritize their time and get things done. This predictability and follow-through means clients can trust their word. This leads to a virtuous cycle for real estate agents where they provide consistent service, leading to increased trust, leading to repeat business and referrals.

 

Self-care

Top performing Realtors take time to recharge.

 

In order to be at the top of their game, they get their nightly sleep and create time to pursue things that give them energy. Whether it be time with their family, or not missing a game with their basketball friends, top performing Realtors are able to maintain their consistent excellence and avoid burnout by taking a physical and mental break.

 

Looking to introduce these high performance habits to your team? 

Fortunately, as a broker or team leader there is a lot you can do to foster a culture of excellence within your real estate team.

Celebrate the process, and not just results.  

Did one of your agents exceed their target number of calls every day this month? Did another improve their communication and are having more fruitful conversations with clients? It may not be glamorous, but these are the building blocks of success in the real estate industry. Congratulate your team and verbally recognize their efforts at building consistency and skill.

(Also see: how small wins have a transformational power)

Set goals with your agents, and have them break them down.

Talking about overall goals can be fun and exciting. Have your team channel that enthusiasm into a daily commitment by asking them to break down their goal into smaller, achievable milestones. This will help them understand that their activity goals aren’t just arbitrary numbers. What’s more, the promise of results from sticking to their routine will help them push through on those inevitable days when hitting their targets feels like a bit of a slog,

(Also see: how a business plan can help Realtors with goal setting)

Shadow their calls, and help them refine their technique.

Get your team used to reflecting on a client interaction, figuring out what they did well, and identifying what could have been improved on. This helps them build mental models for their future interactions, and also encourages them to acknowledge their skills gaps in a positive, action-orientated way rather than a blame and shame way.

 (Also see: the value of self-reflection)

Provide your team with the right technology

Help your agents do what they say they will do with a real estate CRM that allows them to manage their client database, set tasks and reminders, and see how they’re progressing towards their goals.

(Also see: the top 5 tools Realtors want from their real estate brokerage) 

Introduce your team to SLANT.

While it’s known for use in the classroom, it’s a quick and easy reminder for your real estate agents to practice active listening and communicate clearly. The acronym stands for:

o   Sit up

o   Listen with your eyes and ears (pay singular attention to the client)

o   Ask and answer questions

o   Nod your head (provide non-verbal cues that you are listening)

o   Track the speaker (look for non-verbal cues)

(Also see: the Think Fast, Talk Smart podcast)

Share the resources you use to continuously learn.

Promote knowledge sharing and interest in continuous learning as a core value by leading by example. Tell your team about:

o   An interesting podcast episode or blog post you came across,

o   The latest sales methodology you heard about, and

o   Industry news and trends.

 (Also see: why core values matter)

Final thoughts 

Top performing Realtors have a habit of active listening. They have clear communication, and a growth mindset that allows them to be resilient. They are goal-driven and pursue their goals with consistency. In the midst of it all, they take the time they need to rest and recharge. These habits are all attributes that can be cultivated to create high-powered performers in your real estate team.

Between marketing your business, juggling showings, and staying on top of your leads, you need a system to manage your workload in a stress-free and intuitive way. RealOffice360 is an unbelievably simple CRM, business tracker, and daily planner for real estate agents and Realtors®. Rather being just a data dump for client information, RealOffice360 helps you visually build your business plan, cultivate your real estate database towards your goals, and ultimately keeps you focused on what matters most: your clients and your deals. Get started for free - no credit card required!