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Become a Top Producer by the Way You Respond

Updated: Dec 29, 2021

"The truth is, it's all about figuring out what you need to get the job done. Become the kind of person who figures things out and develops the skills to achieve the goals you’ve set for yourself."

Did you know the way you respond labels you as either a successful or struggling agent?

When comparing high performers to those who struggle, there are three general mindset snags that flailing agents cannot get past, so they just stop.

Consider how you respond to the following three challenges.

‘I don’t know how to do that.’

Jimmy Burgess, the Chief Growth Officer for Berkshire Hathaway HomeServices Beach Properties of Florida in Northwest Florida, says "Unsuccessful agents use the phrase “I don’t know how to do that,” when they encounter a skill or a task that is unknown to them. Maybe they don’t know how to build a database or a website or market on social media, so they assume they are out of their league and stop trying.

On the other hand, successful people figure out what’s required to move the business forward, and they teach themselves how to do those tasks. They operate from the belief that it’s their jobs to learn how to do that,” so they study, or they seek help from someone who can help them learn" (Source).

'I don’t have that.’

Lack of resources is not an excuse to stop and is a prime indicator of an unsuccessful person. Burgess continues, "When they lack funding, experience or even a particular skill, they conclude that it will be impossible to advance without whatever they feel they lack, so they stop trying because they don’t see the way ahead. Because successful people operate from a burning desire to overcome, they will find a way to move forward. They identify the thing they need to build, and they begin the work of building it. Whether it’s a sphere of influence, a farm area or past clients, they determine the first steps — and move in that direction" (Source).

‘I’m just not like that.’

No one is born with the skills needed to succeed in real estate - it's all about a process. The myth that certain personalities are better suited is just an excuse. Burgess says, "Everyone starts from a very similar position. Everyone has to learn the skills needed to find success and grow." (Source).

Successful agents know that the more you do specific tasks, the better they get at them. "If you know that increasing your social media presence will help you grow your business, but you aren’t comfortable doing it, what will it take to build the skills necessary? Are you willing to invest the time to develop those skills that will help you attract new business?

Every agent has a choice to become the kind of person who figures things out and develops the skills to achieve the goals.

"If you aren’t currently operating from a success mindset, it’s not too late to change. Believe that you can learn new skills, and become the professional you’d like to be. Then develop one new skill each month that will help you grow your business. The next level for you is within reach. Just take action!" (Source).


Burgess, J. (2021, September 30). Don't stop me now! 3 excuses top producers never make. Inman. Retrieved October 4, 2021, from Source

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