I read recently that the average income per agent in Australia is less than $50,000pa. That really surprised me because I know personally a number of agents who consistently earn 10 times that amount, and a select few earning between $800,000-1,000,000pa. It’s the old 80/20 rule, with 20% of the agents earning 80% of the fees. Here’s (10) ten key things the 20% do consistently that keeps them ahead of the 80%.

1. Build Relationships

Top agents reach out and connect with people. It’s not about ‘selling them’ -people do business with those they know and trust. Develop these friendships and become their agent before they need one.

2. Build a Database of Potential Sellers And Contact them Every Month

It might be a year (or even longer) from when a seller contacts an agent to when they decide to list. Use this time to educate the seller on preparing the property for sale and strategies on how to get the maximum price rather than being the cheapest, lowest fee agent on the block.

3. Stay in Touch with Past Clients

Many agents think former buyers and sellers don’t want to hear from them again. Nothing could be further from the truth. Top agents value the relationship they have built with their former buyers and sellers – they offer an ongoing pipeline of referral opportunities for future buyers and sellers based on personal experience dealing with you.

4. Hire a GUN Assistant

Top agents spend all their time, listing properties, doing opens, negotiating with buyers, doing appraisals, and face to face vendor meetings. Recruit, train, and retain a Top PA to do everything else.

5. Make 25 Quality Phone Calls Per Day

Very few agents actually do this, but it’s a KPI that will expose you. These are calls to people you know, where you are giving them some information of perceived value and interest – do NOT ask for anything from them. Don’t ignore this one.

6. Produce the Best Listing Kit In Town

This is an area that has changed dramatically since I was selling houses 10-15 years ago. A secret of the top agents today is creating a top online profile of yourself – something that can be emailed to the seller before you meet. And remember, talk about THEM – sellers care more about themselves than they do about you.

7. Always Look To How You Can Do Better

Real Estate can appear repetitive, so always looks for ways to show innovation and how you add more value than your competitors. Are you making the calls, adding contacts, building relationships, and as a result, writing more business?

8. Be Accountable, Hire A Coach

All real estate agents will say they set goals, but only the top 20% stick to them. A mentor (or coach) will keep you on track and make you accountable for your actions. Make contact with the top agents in your area and ask them if they have a mentor or business coach?

9. (CRM) Customer Relationship System

If you’re not running real estate software that manages your contacts, opportunities, emails, and information delivery, you are not in the game. It’s what drives your business, and used extensively by your PA or Assistant.

10. Hit Your KPI Targets (Daily)

Agents can’t hide the daily KPI’s. The number of sales per month is directly linked to the number of listing presentations, phone calls, emails, newsletters, and new contacts you make – every day, every week.