Almost all agents would love to be a top producer. The question is what differentiates the top performers from all the rest?

The 80-20 rule says 20 percent of the agents will conduct 80 percent of the business. NAR statistics indicate the statistics are closer to 10 percent of the agents are conducting 90 percent of the business. Mega-producers are different in numerous ways, the most important of which is their mindset. To see how your mindset compares to the mega-producer, take the assessment below:

Determine how many of the following statements accurately reflect your “business personality”:

1. I have no problem connecting with strangers. People find it easy to talk to me.

2. I have excellent listening skills and can easily spot what is blocking a client from taking action.

3. Normally I only have to show most buyers five or six homes before they purchase.

4. When I go on a listing appointment, I have no problem walking away from the listing if the seller wants an unrealistic asking price.

5. When I promise a client something, it gets done on time.

6. I spend at least four days per week, two hours per day, conducting proactive lead generation activities, such as door knocking, calling on expired listings and FSBOs, and/or telemarketing.

7. I may not always have the answer to a problem, but I know who to ask to solve it.

8. I know the inventory like the back of my hand and can accurately price properties without consulting the comparable sales.

9. Closing is a snap for me. I know what, when, and how to ask for the close with both buyers and sellers.

10. When someone makes an unreasonable demand, I have no problem telling them “no.”

11. When others lose their cool, I’m the calm in the middle of the storm.

12. Rejection–what’s that? If they don’t want to work with me, it’s their loss.

13. Objections? Not a problem! Objections are buying signs!

14. The first thing I do everyday is to complete my lead generation. I don’t do anything else until I have made the minimum number of contacts I have committed to each day.

15. When there is a problem in a transaction, I’m a master problem solver. My motto is “Never give up!”


Give yourself one point for each item you said accurately describes your business personality.

  • 13-15: You have the mindset of a top producer. If you aren’t one already, you will probably be one in the near future.

  • 10-12: You could be a top producer, but may need to make some minor alterations in terms of how you approach the business.

  • 7-10: Top production may be challenging for you because you may have to alter your core behavior to fit the “top producer” profile. It’s possible, but it’s much more difficult when your core behavioral style is different from the top producer profile.

  • 6 or less: Real estate will be a challenge for you. Take time to carefully examine whether you are willing to put up with the rejections and challenges you must face daily to succeed.

Coaching tips:

1. Mega-agents always make lead generation their top priority. No matter how many hang-ups or “no’s” they hear, they keep prospecting until they hit their daily goals. It’s smart to set aside specific prospecting time each day and hold that time as the most important appointment of your day. Without lead generation, you will have no business.

2. Mega-agents are excellent listeners who understand the importance of asking clarifying questions rather than talking all the time. They are generally “people’s people.” Excellent listening skills translate into showing buyers fewer homes because the agent hears what the buyer really wants. It also means the agent can spot when the buyer/seller is ready to be closed. Instead of talking, ask questions and write down what your clients tell you.

3. Mega-agents are not afraid to say “no” to unrealistic sellers or to individuals who ask them to “bend the rules.”

4. Mega-agents are persistent. When someone tells them “no,” they keep trying. When clients object, they recognize objections are normally buying signs. When things go wrong, they remain calm and focus on finding the solution.

5. Mega-agents know the inventory and they know their scripts. This results in confidence. See as many houses as possible and practice your scripts until you can remember them effortlessly.

If you would like to improve your production, consider working with a coach or a mentor who can help you take the necessary steps to reach the “mega-agent” mindset.

Bernice Ross is an owner of and can be reached at


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