Login
iscover
From aversion to change to deputising their assistant on prospecting calls, agents are unknowingly stalling their careers. This article exposes those self-sabotaging habits and how top performers can use systems, accountability and stability to drive their careers.
Often without knowing it, each of us are our own worst enemies. Aversion to innovation, ritualised “busywork” and poor lifestyle choices quietly erode our momentum, leaving many talented agents to fall short of their true potential.
And it takes reinvention, systems and a true ownership of self to push past this.
The most common habit holding agents back is ritualising outdated tactics, according to REGROWTH’s Kylie Walsh, where agents still rely on spreadsheets when prospecting, investing in mail drops instead of client events and education.
“If you keep doing the same thing, nothing changes,” Walsh said. “Agents must reinvent themselves by putting the customer at the centre and asking: How do we reimagine our approach, stay relevant, solve problems and act at the level of a million-dollar team?”
Simply, agents can’t bring a Rolodex to a customer relationship management fight.
This is in stark contrast to those top performers. According to the real estate coach and mentor, agents must continuously adapt to their changing environments through education (incorporating system and tech training on a monthly basis), meaningful contact and creating positive experiences that generate referrals.
On top of this, agents must continuously self-reflect and humbly view their strengths and weaknesses.
Top performers do this by building accountability frameworks around data. They track conversion ratios, appraisals and lead sources, then act on what those numbers reveal, pulling the right levers at the right time.
Walsh explained that accountability is often the missing habit. “Most agents don’t need more appraisals. They need to stop practising on their customers and start rehearsing appraisal calls and listing presentations with colleagues or coaches. Master your craft, and the results will follow.”
Breaking destructive patterns also means surrounding yourself with better people. High performers hire skilled associates, ensuring capacity is built early and specialists can take ownership of the tasks that matter most.
This approach also allows agents to double down on what they do best. If you are strongest at building relationships over the phone, stay there. Let energetic juniors handle door knocking or marketing so that your efforts scale, rather than scatter.
Home life is another overlooked driver of professional success. Walsh noted that burnout is rarely caused by the job alone, it usually stems from instability outside of work. Strong support systems and open communication at home directly impact how resilient and effective an agent can be.
“I reflect on the Warren Buffet quote: The most important decision you’ll ever make has nothing to do with your money or career – it is who you marry,” Walsh added. “Be present when you’re home and communicate with your partner as you would with your customer. Without that stability, performance in the office will always suffer.”
The best agents, she continued, see stress as fuel rather than failure. Intermittent pressure sharpens performance but prolonged strain destroys momentum. For this reason, time off and mindset work are non-negotiables for anyone seeking sustained growth.
Finally, top performers focus on consistency over complexity. Instead of chasing the latest tech fad, they run regular audits to make sure they are delivering what customers actually want. In Walsh’s words, “Do the basics consistently and do them well.”
In the end, success is less about grinding harder and more about owning your craft. Reinvention, accountability, and stability are what separate stalled agents from those who break through.
[You might also like - Failure wasn’t an option: The leadership lessons that saved a family business]
You are not authorised to post comments.
Comments will undergo moderation before they get published.