Have you ever wondered why some agents always seem to have a steady of flow of deals, even in a slower market? It’s not luck—and it’s not just leads. The agents who consistently close aren’t doing random things… they’ve built habits that create consistent results.
Whether you’re newer to the business or trying to break through to that next level, these 5 habits can change the game for you:
1. They Treat Their Schedule Like a Million-Dollar Calendar
Top agents don’t just “fit in” business activities when they feel like it – they don’t treat their business as a hobby they’ll do when they feel like it. They time-block everything—prospecting, follow-up, showings, listing prep, even personal time.
✅ Pro move: They actually stick to it, treating appointments with themselves as seriously as client meetings.
Try it: Block 2 hours each morning for lead gen and follow-up. No reschedules. No distractions. Just focused action. These are your power hours.
2. They Follow Up Relentlessly (Without Being Pushy)
The difference between a lead and a client is consistent, thoughtful follow-up. Agents who close consistently don’t rely on one email or one text—they build value over time.
They use:
- CRM reminders
- Follow-up scripts
- Quick check-ins that feel personal, not spammy
Remember: Most closings come from the 5th to 12th contact. Don’t stop at 2.
3. They Invest in Their Mindset and Skillset
Every agent hits rough patches—but the ones who thrive long-term have built-in habits that protect their mindset. They also constantly sharpen their skills.
They regularly:
- Listen to podcasts or audiobooks
- Role-play scripts with peers (or with ChatGPT – ask me more…)
- Attend office meetings, coaching and mastermind groups
If you’re not growing, you’re guessing. Successful agents know better is always possible—and they work for it.
4. They Use Accountability to Drive Results
High performers don’t rely on willpower—they rely on accountability systems. Whether it’s a weekly coaching session, a team huddle, or a simple numbers check-in, they measure what matters.
“If you can’t measure it, you can’t improve it.”
Having someone to hold you accountable to your goals turns intentions into action—and action into closings. This is just another reason that consistent coaching is important throughout all stages of your career – from new agent to top producer.
5. They Focus on Relationships, Not Just Transactions
It’s not just about closing deals—it’s about building trust. Top agents stay in touch with their past clients, reach out to their sphere, and genuinely care about people beyond the contract and closing.
This habit builds:
- Repeat business
- Referrals
- A reputation that works for you
Closing is easier when people know, like, and trust you. Successful agents build that trust daily. Building relationships with people that routinely refer you business is pure gold.
Want to Build These Habits Into Your Routine?
At Baird & Warner Frankfort, located in the southwest suburbs of Chicago, we help agents develop the exact systems, mindset, and structure that turn potential into consistent production. Through coaching and a culture of support—not hype—we help agents build businesses that last.
If you’re ready to stop winging it and start working like a top producer, let’s talk.
👉 Reach out to schedule a quick coffee chat
ACE - Agent Coaching & Elevation 
Leave a comment