What Top-Producing Agents Do Differently:

Habits to Adopt Early in Your Career

what-top-producing-agents-do-differently-habits-to-adopt-early-in-your-career

If you’re new to real estate, you’ve likely heard about “top producers”—those agents who consistently close deals, earn referrals, and build long-term success. But what really separates these high performers from the rest of the pack?

The truth is, top-producing agents don’t rely on luck or flashy marketing. They build strong foundations early in their careers by developing smart, sustainable habits that lead to long-term growth.

Whether you're fresh out of licensing or looking to level up, here are the key habits top agents swear by—and how you can start adopting them today.

1. 🗓️ They Time-Block—and Stick to It

Time is a real estate agent’s most valuable currency. Top agents treat their schedule like a non-negotiable appointment book. That means:

  • Blocking out time for prospecting, follow-ups, client meetings, and administrative work

  • Protecting personal time to avoid burnout

  • Using tools like Google Calendar or CRM reminders to stay on track

Want to be consistent? Start by setting a recurring two-hour block each morning for lead generation. It’s not exciting—but it works.

2. 📞 They Prioritize Lead Follow-Up

Top producers know that speed to lead is real. They don’t let inquiries sit in their inbox for hours—or days. They follow up quickly, often within minutes, and they keep following up until they get a clear yes or no.

Here’s what that looks like in action:

  • Responding to online leads within 5–10 minutes

  • Following a structured 7–10 touch follow-up plan

  • Using scripts that sound natural, but move the conversation forward

Need help building your scripts? Check out our post: "Scripts and Strategies: What to Say in Your First Client Consultations."

3. 💡 They Invest in Personal Development

While many agents stop learning after they pass their exam, top producers double down on education. From market trends to mindset, they’re always leveling up.

Early-career agents can follow their lead by:

Remember: Learning is not a luxury—it’s a lever for growth.

4. 🌐 They Build Their Brand Early

Top-producing agents don’t wait until year five to think about branding. They define and market their unique value proposition (UVP) from the start.

This includes:

  • Building a consistent presence on social media

  • Choosing a niche (e.g., first-time buyers, investors, relocation)

  • Creating branded content—videos, blogs, or email newsletters

5. 🧩 They Focus on Relationships—Not Just Transactions

For top agents, every client is a long-term relationship—not a one-time deal. They stay in touch, add value after closing, and turn clients into raving fans.

Want to do the same?

  • Send a handwritten thank-you note after closing

  • Add clients to a monthly newsletter or market update email

  • Celebrate client milestones (like home purchase anniversaries)

You can deepen your impact even more by becoming active in your community. Read: "How to Build Stronger Relationships with Clients and Your Community"

6. 🧠 They Embrace a Growth Mindset

Every top agent faces rejection, slow months, and tough negotiations. What keeps them going? A mindset that turns setbacks into learning moments.

Here’s how to adopt it:

  • Start each day with a positive ritual (like journaling or goal setting)

  • Focus on what you can control—your effort, learning, and attitude

  • Don’t compare your chapter 1 to someone else’s chapter 10

7. 🎯 They Set Specific, Measurable Goals

Top producers don’t just say, “I want to be successful.” They define exactly what that looks like—and track their progress weekly.

New agents should start with SMART goals:

  • Specific: “Close 3 transactions in Q1”

  • Measurable: “Make 20 prospecting calls daily”

  • Achievable: Based on your current time and market

  • Relevant: Aligned with your long-term goals

  • Time-bound: Attach a clear deadline

Want a full goal-setting roadmap? Don’t miss: "How to Set and Hit Your First-Year Real Estate Goals"

8. 📹 They Use Video to Build Trust

Video is one of the most powerful tools in a top agent’s toolkit—and it’s never been easier to get started. From listing walkthroughs to Instagram Reels, top producers use video to stay top-of-mind and build trust at scale.

You don’t need a fancy setup—just your phone, decent lighting, and a script. Nervous on camera? Practice makes progress.

Get comfortable fast with: "Confidence on Camera: How Real Estate Agents Can Succeed with Video Marketing"

Final Thoughts: You Don’t Have to Wait to Be Great

The habits that create top producers aren’t secrets. They’re skills—and every new agent can learn them. Start small, stay consistent, and track your growth along the way.

Success in real estate isn’t about doing more—it’s about doing the right things consistently. And now, you’ve got the blueprint to get started.

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