Becoming a successful realtor requires more than simply learning the fundamentals of the profession. While skills such as negotiating, finding the right home for clients, marketing, and making cold calls are important and teachable, they are not sufficient on their own. The true key to long-term success lies in self-discipline, perseverance, and a willingness to continuously invest time and resources into your business.
The Importance of Consistency and Self-Motivation
One of the most critical realizations I’ve had throughout my career is that success in real estate depends on maintaining the same level of effort regardless of recent performance. Whether you’ve just closed $10 million in a quarter or haven’t seen a deal in months, you have to keep grinding. This industry doesn’t allow for complacency. Taking a break after a big deal can stall your momentum and create a months-long gap in your pipeline. The discipline to push forward, even when your wallet is full, is what separates highly successful top producers from the rest.
Investing in Your Business
Starting and sustaining a successful real estate career requires significant investment – both financial and personal. To generate new clients and maintain a steady stream of referrals, you need to allocate resources toward advertising, networking, and relationship-building. Whether it’s attending events, taking potential clients out for coffee, or maintaining a strong online presence, these efforts demand either time or money, often both.
This investment doesn’t stop once you’ve achieved initial success. To remain at the top, you must continually replenish your pipeline. When I stepped back from retail real estate to focus on company management and development projects, I didn’t invest in advertising or client outreach. While it was a necessary break, re-entering the market required significant effort to regain momentum. Even with a strong network and experience, it took nine months of focused work to return to my previous sales level. This experience reinforced that success in real estate is an ongoing effort, not a one-time achievement.
Embracing Discomfort and Hard Work
Real estate success also requires a willingness to step outside your comfort zone. This industry demands that you confront tasks that may feel uncomfortable or intimidating, such as cold calling, asking for business, or meeting new people. Being shy or hesitant can be a major obstacle, as building relationships and seeking opportunities are essential to growth.
Equally important is your availability to clients. As a solo agent, you work when your clients need you. While setting boundaries and maintaining work-life balance is important, the reality is that being available and responsive often means adjusting your schedule to meet client needs. If greater freedom is your goal, building a team can help, but managing employees and running a business introduces new challenges that require even greater self-discipline and organizational skills.
The Challenges of Momentum
Real estate success is heavily dependent on maintaining momentum. When the phone stops ringing, it’s up to you to pivot and reignite activity. This means constantly reevaluating your strategies, making the necessary investments, and putting in the effort to keep the business moving forward.
Momentum in real estate is like pushing a heavy tire. At first, it takes immense effort to get it moving, but once it’s rolling, maintaining progress requires less force. However, if you stop pushing altogether, the tire will slow down and eventually stop, forcing you to start over with the same level of effort as in the beginning. This analogy perfectly illustrates why consistent effort is crucial in real estate.
Building a Strong Network
One of the greatest assets a realtor can have is a strong network. Relationships with past clients, industry professionals, and community members can be invaluable for generating referrals and creating long-term success. Maintaining these relationships requires genuine care and attention. Whether it’s checking in with past clients, sending thoughtful gifts, or simply staying in touch, showing that you value your connections fosters loyalty and trust.
As a realtor, your ability to motivate yourself and stay consistent is critical. While many aspects of the job are teachable, the internal drive to get up every day, make the calls, meet the clients, and handle the challenges is something that comes from within. It’s this self-discipline and determination that have allowed me to become a top producer.
Learning from Setbacks and Staying Adaptable
Every realtor will face setbacks and periods of slow business. What defines a successful agent is their ability to adapt and persevere. For example, when interest rates began to rise after the pandemic, I shifted my focus to development projects for several months. This pause in retail real estate taught me the importance of maintaining consistent effort, as regaining momentum required significant work and investment.
Real estate is an industry that constantly evolves, and staying ahead means being willing to learn, pivot, and take risks. Whether it’s adjusting to market trends, embracing new technology, or finding innovative ways to connect with clients, adaptability is essential.
The Key to Long-Term Success
Dave’s Final Thoughts: At its core, becoming a successful realtor is about more than just selling homes. It’s about discipline, consistency, and the willingness to push yourself, even when things are going well. It’s about investing in your business, building relationships, and constantly seeking opportunities for growth.
Real estate is not a career for the complacent. Success requires ongoing effort, self-motivation, and a commitment to doing the hard work necessary to thrive in an ever-changing market. If you’re willing to embrace these challenges, the rewards—both personal and professional – are well worth the effort.
David Gooden, co-founder of LakePlace.com and The Dane Arthur Agency, is a seasoned real estate professional with over 20 years of experience in the industry. With a career that includes more than 7,500 successful transactions and over $2.5 billion in closed sales, David has established himself as a leader in the real estate market. His expertise spans luxury homes, lakeshore properties, and high-value transactions, making him a trusted advisor for clients seeking exceptional service and results. David specializes in Eden Prairie Luxury Real Estate & Lake Minnetonka homes for sale.