5 Secrets That I Learned From The Best of the Best
5 Secrets I Learned From the Best of the Best (And Why You’re Probably Overcomplicating It)
Let me shoot it straight: most real estate agents are overcomplicating their success. They’re chasing shiny objects, drowning in YouTube rabbit holes, and still waking up every Monday wondering why they’re stuck in the same cycle. I get it—I’ve been there too.
But over the last decade, I’ve had the rare privilege of coaching and learning from some of the highest-performing agents, brokers, and team leaders in the country. The type of people who consistently crush it—not just in sales, but in life. And after thousands of hours spent behind closed doors, here’s what I can tell you:
The top 1% don’t have better tools. They have better habits.
Here are 5 secrets I learned from the best of the best—and how you can apply them to your business today.
1. They Don’t Wait for Motivation—They Move Without It
The pros? They know motivation is fickle. So, they don’t rely on it. They rely on systems.
They’ve got a lead gen block at 9am—whether they feel like it or not. They follow up like clockwork. They hold themselves accountable or hire someone who will.
Action breeds clarity. If you’re waiting to feel ready before you move, you’ll never get there.
Want to level up? Build a routine that runs whether you’re fired up or flat-out tired.
2. They Obsess Over Their Calendar
Seriously. You can hand me someone’s calendar and I can tell you whether they’re going to hit their goals. It’s that simple.
Top producers live and die by their time blocks. They don’t leave their income up to chance. They plan out their week like an elite athlete prepares for game day—every hour matters.
Here’s the mindset: If it’s not scheduled, it’s not real.
Need a reset? Start by time-blocking your day. Protect your priorities like your paycheck depends on it—because it does.
3. They Know Their Numbers (Like, Religiously)
The best agents don’t just know how many deals they closed last month. They know:
How many calls they made
How many conversations they had
Their conversion rates at each stage
Their average commission per deal
Why? Because clarity creates confidence. When you know your metrics, you can fix what’s broken. When you’re guessing, you’re reacting.
Pro tip: Start tracking 3 numbers—daily conversations, appointments set, and contracts written. Master these and your income becomes predictable.
4. They Lead with People, Not Products
I’ve watched agents sell $5M+ in homes not because they were the “best negotiator” or had the fanciest CRM, but because they built real relationships.
The elite understand that real estate is a people business masked as a sales job.
They text happy birthday. They remember kids' names. They show up when it counts.
You want more listings? Serve better. You want referrals? Care more. That’s the game.
5. They Stay Hungry (Even When They Don’t Have To)
This one’s big. Success doesn’t make them soft. In fact, the more they win, the more they double down on the basics.
They don’t lose their edge just because they hit six figures. They stay coachable, stay curious, and always ask, “What’s the next level?”
They read. They invest in coaching. They surround themselves with people who stretch them.
Because growth is addictive, and the best know the real competition is always internal.
So, What Do You Do With This?
Here’s the challenge: stop looking for the magic pill and start mastering the boring stuff. That’s where the real growth lives.
Implement just one of these five this week. Just one. Then layer on the next. Then the next.
And if you’re tired of spinning your wheels and ready to go deeper—we should talk.
Because success isn’t reserved for the lucky. It’s earned by the aligned.
