Systems and Mindsets of Top Commercial Real Estate Agents

Top real estate agents are easy to identify. They do the things that other agents avoid; they know how to tap into opportunity and the right clients.  The good thing here is that top agents a far fewer in number (2 in 10 is a typical ratio); there is plenty of room at the top of the real estate market for those agents that strive to get there.

So what do these top agents have that other agents do not?  I could summarise it really simply and say that it is ‘commitment and the right processes’.  They know what to do and they do it every day.  Over time they understand what works for them and they do those things every day.

Here are some ideas to help you get started on the road to being a ‘top agent’.  Whilst I will give you a basic system here and now, take it and refine it as you progress.  Adjust the system to your market and your property type.

  1. At least one third of your working day must be devoted to prospecting.  That ratio should not change and if anything it should increase towards 50%.  Track and measure your prospecting efforts.   Understand what works for you and how you can do more of it.
  2. How you think will impact what you do on a daily basis.  On that basis protect your thinking and your processes from the criticism of others. You are the person in charge of your business day.
  3. Watch what the top agents are doing.  Can you replicate their processes or improve them?  Success as an agent comes from doing a few specific things very well; not lots of things in a random way.  Determine the 5 things that will help you drive your business forward.  Decide how you can do those things every day.
  4. Quality properties should be converted to exclusive listings.  When you control the listing stock the enquiries will come to you.  Whilst it is good to know lots of other people that require a property to buy or lease, the top agents focus on listings.  Find and convert the listings.
  5. You should have a prospecting system that is easy to implement and stick to every day.  Do the required call research each night so you are ready to make the cold calls the next day.  Don’t waste prospecting time on research that can be done ‘out of hours’.

Find out what people are doing with property now and into the future.  A good client contact today can be a valuable client in the future.  Build on your contacts so they trust and remember you at the right time in the future.  That’s how you become a ‘top agent’.