What differentiates a top-performing real estate agent from the rest of the pack? Truth be told, it comes down to a few specific factors that most of the top agents share. And if you’re driven, you can adapt these yourself.

1. Deep Understanding of the Local Market

Success in real estate starts with a profound knowledge of your local market. Top agents know their market inside and out – from the most desirable neighborhoods and market trends to the subtle shifts in supply and demand. This enables them to advise their clients accurately and make quick, informed decisions. 

If you want to be a top agent, you need the same commitment to understanding your market. 

Here are some helpful ways to keep your finger on the proverbial pulse:

• Start by regularly studying market reports. This should be part of your daily reading. Good resources include local news sites, MLS reports, and websites that track real estate data and analytics. 
• Attend community events. These don’t necessarily have to be real estate events. The important thing is you’re connecting with new people on a regular basis, which will allow you to hear and understand people’s perceptions of the real estate market (and city as a whole).
• Network with local businesses to deepen your understanding of the business climate in the area. As businesses go, so goes the real estate market. The more business owners and influential figures you know, the more you’ll be keyed into big-picture trends.

The more you commit to strategies like this, the more they become habits. They’ll start to feel like a normal part of your business routine. At this point, the results start to compound.

2. Advanced Negotiation Skills

Exceptional real estate agents are also skilled negotiators. They know how to advocate for their clients effectively, ensuring the best possible outcome without alienating the opposing party. This skill set is critical in both buying and selling scenarios, where the ability to negotiate prices, terms, and contingencies can make or break a deal. 

You can enhance your negotiation skills by taking courses or reading relevant books. However, to be honest, the only way to really understand and improve your negotiation skills is by doing it yourself and/or watching and listening to a close mentor as they negotiate in real-time. Position yourself close to good mentors for the best chance at growth.

3. Strong Professional Network

A large network is always going to be one of your most important ingredients for success. This network should include not only potential buyers and sellers but also a wide range of industry professionals such as mortgage brokers, home inspectors, contractors, and other real estate agents. 

A well-connected agent can offer more resources and referrals, which not only helps in closing deals faster but also enhances the overall client experience. That’s why it’s a good idea to invest a considerable amount of time each week in building and nurturing these relationships.

4. Adapting to Technology

In 2024, technology is the heartbeat of smooth, fast-flowing lead generation. But in order to enjoy the full benefits, you need the right systems in place.

There are plenty of CRM tools and property marketing systems out there, but HouseJet has quietly become one of the most reliable and high-returning options. It’s a system that relies heavily on education, training, and advanced software and artificial intelligence (AI). They only select agents they believe are a good fit and deserve to be certified as Local Area Experts.

5. Exceptional Client Service

Top real estate agents understand that exceptional client service is key to repeat business and referrals. This means going beyond the basics of buying and selling homes. It involves understanding and anticipating clients’ needs, being responsive and accessible, and maintaining a professional demeanor at all times. 

Successful agents make sure their clients feel supported and valued throughout the entire buying or selling process, which fosters loyalty and leads to future business opportunities. And while your obligations might technically be done once a deal closes, top agents continue to field phone calls and offer their services to “past” clients as a way to strengthen the relationship and position them for repeat business and referrals down the road.

Putting it All Together

No two real estate agents are the same. However, the most successful agents in the industry tend to share the same fundamental characteristics. If you can embody these same traits, you’ll give yourself a great chance to be successful.