Over the last 25 years, I’ve been privileged to coach more agents than I can count—literally over 100,000 private sessions. Every single one of those sessions has taught me something new about how top real estate agents stay ahead.
So, how do top real estate agents stay ahead? I want to share the unfiltered lessons I’ve learned—from the trenches. As you read, remember, this isn’t about fitting into someone else’s mold. It’s about honoring your uniqueness and building a business that fits YOU.
1. There’s No One-Size-Fits-All Plan
When you ask, “How do top real estate agents stay ahead?” The answer is: They don’t just copy what everyone else is doing. They have written goals and a strategic action plan that’s tailored to who they are and where they want to go. That’s why so many come to coaching—they want a blueprint that’s as unique as they are.
If you were sitting across from me right now, I’d have you take a DISC assessment. That’s not just for fun—it’s because understanding your strengths (and your blind spots) is the first step to building a plan that works for you.
Try this: Write down what you do well, and be honest about where you’re falling short. Sometimes, fixing just one gap can make all the difference in how top real estate agents stay ahead.
2. Lean Into What Makes You, YOU
Top real estate agents recognize and use their own strengths. I’m a high D on the DISC, which means I’m comfortable reaching out to strangers. That’s why expired listings were my bread and butter—I loved the challenge! But that’s not for everyone, and that’s okay. Some of you thrive on relationships, others on data, others on marketing. The top 1% figure out what they’re willing to do, and then they do it with gusto.
Don’t stop at what’s comfortable, though. Progress happens when you add a new pillar or two to your business—something that feels right for you. And then, you build an action plan, set deadlines, and time-block it into your calendar.
3. Your Sphere Is Your Goldmine
Your people know more than one real estate agent. So how do you stay top of mind? The best agents I know nurture their sphere with real value—market reports, events, social media, direct mail, phone calls, texts. But here’s the key: don’t just send fluff. I always joke that nobody needs another postcard about changing their clocks. Give them something that matters.
4. Adapt or Get Left Behind
Markets change. Pillars dry up. Remember when expireds disappeared? The top 1% didn’t just sit and wait—they replaced that pillar. When the database slows down, they find new ways to generate “now” business. You can’t just run the same old playbook and expect new results. Pay attention, and be willing to pivot.
5. Never Stop Growing
Here’s the truth: the average agent gets just good enough and stays there. Not the top 1%. They’re always learning, always improving. Whether it’s pricing conversations, negotiation, or learning new technology like AI and ChatGPT, they don’t let themselves become dinosaurs. I’ve rolled out price reduction and negotiation courses for my clients because the market demands it—and they’re hungry for it.
6. Systems Are Your Secret Weapon
You can be a great entrepreneur, but if you don’t have systems, you’re building on sand. The top 1% crave better systems and processes. That’s what gives them a predictable, duplicatable business—and more freedom.
7. Don’t Be Afraid to Shine
Not all great salespeople love prospecting. But the best get comfortable letting people know what they do—by leading with value. They invite people into their information loop and stay gracious. The more you do it, the better you feel—and the more people you help.
8. Be the Market Expert
Top agents study their market and use tools like Area Pro to deliver instant, valuable insights. When you can bring up data at a party and answer, “How’s the market?” on the spot, you become the go-to expert. That’s what sparks ethical urgency in your clients.
9. Consistency Wins—Even When It’s Boring
Success is often repetitive. The best agents treat their schedule like clockwork. They do their calls to qualified contacts, track their numbers, and show up every single day—even when it’s boring. Like Eric Clapton playing the same song for 50 years, results come from doing the basics, over and over. Consistency is a big part of how top real estate agents stay ahead.
10. Hustle with Heart
The top 1% hustle, but they do it smart. They set big goals, build systems, and then use that leverage to reclaim their time. They do what’s hard—even when life throws curveballs—because they know their “why.”
Here’s what I want you to remember: You don’t have to fit anyone else’s mold. The path to the top 1% is about knowing yourself, closing your gaps, and committing to action—even when it’s hard. If you need help, reach out to us here at Forward Coaching. But above all, take massive action and honor your unique strengths. You deserve it.
How do top real estate agents stay ahead? By showing up, doing the work, and never settling for average.
