The Single Greatest Investment

Trulia conducted a homebuyer study in June to determine what qualities people look for in an agent. Honesty and integrity were listed first, followed by knowledge of the area, following through with promises or objectives, being organized and listening to what the client has to say.

Translating those qualities into success takes discipline and self-awareness. In January, Market Leader released the results of a survey of agent habits. The study, which incorporated feedback from more than 1,300 Realtors, looked at such disparate information as dress, methods of procrastination and even what types of movies agents prefer.

It offered several insights into the habits of the most successful Realtors who earn more than $100,000 annually versus those who make $30,000 or less. The most revealing difference is in the hours worked. The most successful agents start at 7 a.m., while the less successful ones don’t begin their workday until after noon. Business casual is the preferred style of dress for 85 percent of those surveyed, but the most successful dress formally when they meet clients. Nine percent of respondents said that they wear formal dress on such occasions, versus 6 percent who dress casually.

Christopher Adeleke of Cervera Real Estate emphasizes his reliability, time management and attention to detail in helping him become one of his company’s top producers since 2011. He embraces new technology and educates himself to stay on top of trends. Among the changes he has made in recent years is setting up about 100 Google alerts relating to trends and news in the areas he works. He is also prepared to make a good impression at all times.

“Make sure to always conduct yourself well and be equipped with market knowledge,” Adeleke said. “Honestly, I have made clients everywhere; the closing that I have this week is with sellers that I met at a tiki bar during my lunch break at the District 4* real estate conference in the Keys.”

Jose Fente, a broker at Tropical Realty, closed nearly 200 transactions in 2014. He works to know his clients so that he can provide them with the best service possible. Persistence is also a key to his success.

“Don’t become a pest but continue to stay in touch and eventually you will be respected for that,” Fente said. “You may not get the work then but when the time comes again and the prospect is looking for someone in your field, you will be considered. When you are given the opportunity you’d better produce and walk the walk. Eventually the leads are generated by referrals and word of mouth.”

It’s also recommended by these top producers that agents who want to reach the top make the financial sacrifice necessary to hire an assistant. Delegating some office tasks lets an agent focus on building the business, even if it means taking home a smaller portion of a commission. It also helps with your reputation in the agent community – no one enjoys doing business with an agent who can’t stay on top of listing appointments, contracts and phone calls.

“I think a good reputation among your peers is very important to being successful and people wanting to do business with you,” Adeleke said.