Learn how to become a successful real estate agent by focusing on the same activities and strategies as the top producing agents.

When you think about how to become a successful real estate agent, what comes to mind? What would you say separates top-producing Realtors from the rest? In today’s mastermind, we are going to dive into this topic. Spoiler alert: mindset is everything.

Video: How to Become a Successful Real Estate Agent – Shift Your Focus

Mindset is everything

So many real state agents check out. They get busy, so lead generation slows. Realtors slack off. Our busy season is also, ironically, the “ideal” time for family vacations. The kids are out of school and everyone wants to travel and relax and go on vacation. I’m not saying you shouldn’t go on vacation. That said, I am saying that because of all this, there is a tendency to shut down and check out.

As we cruise through July (aka the end of the busy season) and enter August, our mindset needs to shift. This is how to become a successful real estate agent in a nutshell. It’s time to lead generate like mad for the slower months ahead. August and September are the most crucial months, or you will “starve” for business in the winter.

The “harvest season” of real estate is spring and summer. April through July is when the most houses get listed, shown, offers written, contracts closed, etc. Of course, Realtors get exhausted! The idea of going back to work in September can be very daunting. So, most agents don’t go back to work. They’re too tired, it’s too hard, and they are too stressed. They feel that maybe they need to make a “change.”

The “grass is always greener” complex

This is the time of year when agents move brokerages or look for a new team to join. They feel like they need a change because they don’t want to go back to work. The biggest recruiting months are August and September because Realtors are looking for a change. Unfortunately, agents aren’t focusing on the real change that needs to happen — in themselves and in their mindset. There are a lot of excuses that real estate agents use for why they need this “change.” But when it comes down to it, this is not how to become a successful real estate agent.

This mindset issue is not unique to real estate agents. It’s deep within all of us as humans. We are always searching for excuses — reasons why we can’t go to the gym, eat heathy, go to church, etc. Humans tend to avoid doing uncomfortable things, even then they are exactly what needs to be done in order to get the desired results.

Real estate agents will use any excuse available to avoid lead generation. They will make themselves “too busy” to do the uncomfortable lead generation tasks they have been dreading. As a result, they will have a cold, dark winter season because they didn’t hustle to pipeline business for those slower months.

How to become a successful real estate agent: never stop lead generating

Lead generation should be a part of your daily schedule. You can time block your calendar to ensure it gets done — this is time management 101. If you make the time for it, it will happen! How much time did you spend last week generating new business? Very few agents will admit to putting a decent amount of time into lead generation. If you say you work 40 hours a week, you should be putting at least 10 hours toward lead generation. That’s 25% of your time. That’s not that much! It’s a few hours a day, Monday through Friday — it’s not a lot to ask. If you don’t have time for this, what are you doing with your hours every day?

Go on that vacation! Spend time with your family! Enjoy your chance to travel! Just make sure you work hard before you take time off, and that you hit the ground running when you get back. This is how to become a successful real estate agent. Adopt this mindset and you’ll get through the busy season, and the slow season that follows.

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Stay up to date on what’s happening in our industry and join our Facebook group, the Real Estate Agent Round Table for free, relevant content daily, including breaking news on the real estate market.

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