Top-performing agents don’t get there by accident, and it has nothing to do with talent. Instead, they follow a proven set of habits that most agents ignore. Here’s exactly what the top performers do differently.
According to OBrien Real Estate managing director, Dean O’Brien, while technology has been redefining the industry, success comes down to mastering routines, building relationships, and committing to continuous learning.
After almost three decades in real estate, O’Brien said one of the biggest mistakes agents commonly made was underestimating the discipline required to build a lasting career.
“Success is rarely accidental, but the result of disciplined habits developed from day one,” O’Brien said at the New Agent Academy event in Melbourne.
Pointing to the industry’s high attrition rate, he said that many agents failed as they lacked the structure needed to build momentum in the early stages of their careers
"The hard truth is that structure equals survival as 87 per cent is actually the failure rate of real estate.”
“And for those who make it through, many are still only learning basic income.”
According to O’Brien, the first three months are where habits, confidence and skills are established.
“Agents who spend that period developing strong routines and core competencies give themselves a far greater chance of building a long-term career.”
“Those who approach the role without a plan often struggle to gain traction.”
Rather than chasing quick wins, he said that property professionals should focus on repeatedly strengthening foundational skills until consistent performance becomes second nature.
To build momentum, O’Brien said that agents should master the fundamentals in sequence, starting with knowledge and client exposure before progressing to deal experience, routine and social proof.
“Acquire knowledge, client exposure, deal exposure, mastering routine, social proof, and then repeat.”
Here are the top skills to acquire to become a top performer:
People skills remain the ultimate competitive advantage
While artificial intelligence and automation have been transforming real estate, O’Brien argued that the industry’s future will still belong to those who excel at human connection.
He said while technology can improve efficiency, it cannot replace trust, empathy, or relationship building, which remain the foundation of listing generation, referrals, and long-term client loyalty.
He said that every conversation, meeting and interaction could create an opportunity for agents to expand their network, strengthen relationships, and generate future business.
“The more people you meet, the bigger you grow your database, the more you connect with your database.”
He said the value of a database did not come from the number of contacts collected, but from consistently nurturing relationships that generate future listings, buyer enquiries, referrals, and repeat business.
“Real estate is exciting, but it is a people business, and people who can connect better are more successful.”
“Use technology to support relationships rather than replace them.”
Additionally, O’Brien said that agents who understand emotional context were better equipped to build trust, navigate difficult conversations and deliver stronger outcomes for clients.
He urged against reducing property sales to transactions, with language overlooking clients’ experience and stripping away the emotional significance of buying or selling a home.
“Every property sale represents a major life event. Sellers may be leaving a family home filled with memories, while buyers may be beginning an entirely new chapter of their lives.”
Rather than seeing themselves as facilitators of transactions, O’Brien encouraged agents to view their role as helping people through significant life transitions.
“You are really not a transaction, but you’re connecting people.”
He said that empathy, energy and genuine care were not just desirable traits but critical skills that contribute directly to long-term success.
Routines create consistency
According to O’Brien, routines have been the most powerful tools available to agents, as structures create freedom rather than restricting capacities.
He said many agents rely on motivation or simply react to daily challenges, which, over time, creates inconsistency and undermines sustained high performance.
Instead, O’Brien encouraged agents to operate with a highly structured schedule designed to ensure they consistently focus on the activities that generate business.
The model includes daily direction meetings, dedicated prospecting sessions, pipeline reviews and appointment blocks, all designed to maximise productivity while maintaining accountability.
O’Brien said routines become even more important as agents get busier, as they remove decision fatigue and provide a repeatable framework for success.
He also argued that routine acts as a safeguard during challenging market conditions, helping agents avoid becoming distracted by negative sentiment or uncertainty.
“We get caught up in the negativity and what we call negative calories. So the routine actually sets you free.”
Set a clear vision and work backwards
Additionally, O’Brien said that creating a clear long-term vision would help agents perform better, giving them a clear sense of what they are working towards.
Using what he calls an “Everest mission” framework, he encourages agents to define their ultimate destination first and then work backwards to map out annual goals, 90-day sprints, and daily actions that build towards it.
He said that this approach created clarity and focus by preventing agents from being distracted by short-term setbacks or opportunities that don’t align with their broader vision of success.
“Top performers are typically able to connect daily activities such as prospecting, relationship building, and personal development to a larger purpose.”
“By creating a clear roadmap, agents can make better decisions, remain focused, and maintain motivation during difficult periods.”
Top performers never stop learning
According to O’Brien, successful agents never stop learning and maintain a constant commitment to personal and professional development.
Rather than waiting for formal training sessions, he said top performers actively sought new knowledge through books, podcasts, coaching programs, and industry mentors.
He said that continuous education was critical in an industry that was constantly being reshaped by shifting consumer behaviour, regulatory change, technology and market cycles.
“Agents who stop learning eventually become outdated, while those who continue investing in their knowledge maintain a competitive advantage throughout their careers.”
Grit ultimately determines success
Despite discussing systems, routines, and education, O’Brien said that grit was the most important characteristic for agents.
He said that perseverance was the defining trait of high performers, arguing that success in real estate is often determined by who is willing to remain consistent the longest.
“It all comes back down to grit. Who’s willing to work the hardest and more often.”
Reflecting on his own career journey, O’Brien noted that he did not enter the industry with a master plan, but instead built his success through persistence, repetition and continuous effort.
He said that real estate remains one of the few industries where background, education or previous experience matter less than an individual’s willingness to keep showing up and doing the work.
“The industry doesn’t discriminate, as long as you’ve got empathy, you’ve got energy, and you can connect, you will win.”
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