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A relentless passion for real estate, ongoing learning, deep knowledge, and a good work/life balance are the key steps for becoming the top 1 per cent agent, according to Maurico Umansky.
Speaking at the 27th Australasian Real Estate Conference (AREC), founder and CEO of The Agency, Mauricio Umansky, shared his career growth and experience in being one of the top-performing agents in the US.
More than 20 years ago, after going bankrupt, Umansky sold his textile business and took a corporate job, only to be fired just before Christmas.
With no money, two kids, and a passion for real estate, he turned to sales, making $183,000 in his first year.
“I loved real estate, interior design, and architecture, and I knew I was good at selling,” Umansky said.
“After that first year, I promised myself that I would never have a year that I do worse than the previous year – I will always improve, and I did that.”
By 2008, he was the number 3 ranked agent in the US, selling $653 million solo, and is now head of The Agency with 140 global offices, bringing $88 billion in sales.
“I didn’t achieve this success because of luck or the circumstances I was born into, but rather because of hard work,” he said.
“Real estate agents are naturally born salespeople, and to excel, you need to surround yourself with the right people and prepare yourself to be the best, and that’s teachable.”
Umansky said success doesn’t happen by accident; it takes discipline, fearlessness, consistency, balance, a deep love for the game and a drive to win.
According to the director, being a top real estate agent is like being an athlete; it requires passion, training, coaches, teams, routines, relentless practise, a strong mindset, and commitment.
“As a salesperson, your sport is selling, your sport is real estate,” Umansky said.
“How do you get to that 1 per cent? You have to change your life. You have to surround yourself with a team and a coach, have the right mindset, and not fear winning.”
Umansky said that to become great salespeople, agents need to ensure they are at the top of their game by being knowledgeable about their trade and everything about the art of selling.
He said to reach the top 1 per cent in real estate, agents must be obsessed with learning, preparation, and personal growth, mastering each key detail of the property they are selling and every sale in the area they service.
“It’s really hard to do that, especially now, because of ChatGPT, the internet and all the access that all of your clients and consumers have, which makes them think they know as much as agents do.”
“Agents need to know more; they need to be the most knowledgeable person in the room. They should know every detail, every contract, every sale.”
Umansky said knowledge is the core of real estate, whether agents are dealing with 300,000 dwellings or three luxury estates, as luxury real estate doesn’t require connections, just deep market knowledge, confidence, and positioning as a luxury agent from the start.
“Agents need knowledge and adaptability, because they can’t tell stories if they don’t know what they are talking about. It takes a lifetime to build a reputation, but only two seconds to destroy it. And once you destroy it, it’s hard to rebuild it.”
According to Umansky, real estate agents are “matchmakers” who have the capacity to match the right buyer with the right home by simply listening to their clients’ wishes.
“One of the biggest mistakes that salespeople make is that they talk, they want to show off everything they know, and keep talking instead of listening.”
“Agents have to listen, ask questions, read the room, and by knowing their inventory, they can match properties to the right buyer on the go”, he said.
In addition to knowledge, which builds trust, and listening, which is a given, Umansky said he also goes the extra mile in his service to ensure referral and repeat business.
“We’re only as good as our last deal, so I started thinking, how can I bring unreasonable hospitality to the real estate world? What can I do to service my clients that will allow us to stand out?
“Today, there are lots of tools; there’s AI. There are tools that you can use to help you continue to stay in touch with all your people.”
He said referrals are the foundation of a lasting real estate business, built through trust, exceptional service, and unforgettable client experiences, driven by curiosity, innovation, and consistent personal connection.
Umansky said that every agent can become Australia’s top realtor by changing their mindset and creating a routine that builds their knowledge, confidence, resilience, and determination.
“Your mindset is contagious. Build a winning mindset and invest in yourself. Be obsessed with real estate and what you do every single day. Be ready for that, have a winning mentality,” Umansky concluded.
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