5 Common Traits of Top Producers

Title Insurance with First American Title

A few weeks ago a broker asked me how it is that I have so much confidence in the Realtors I work with.  She found it surprising that I seem to have a fundamental belief that anyone can make it in this tough business.  I’ll tell you how I answered after sharing the following story:

Last week I read an article that the BYU football team had just recruited a young man from Tonga, 6’7” 410lbs.  The team has never seen him play.  The media asked the football coach how they could recruit and give a scholarship to a kid that they’ve never seen on the field.  The coach simply answered “You can teach anyone how to play football but you can’t make anyone that big.”

 There are individuals that appear to naturally take to Real Estate.   One day they’re a teacher and the next day they’re rookie of the year in home sales.  Five years later they’re in the top 20 in a community and 10 years in they’re one of the top 5 producers in a market.  As I closely observe these Realtors I find that they have several things in common.  Just as BYU’s football coach believes you can teach anyone how to play football, I believe that anyone can learn real estate.  Don’t get me wrong.  There’s nothing easy about it.  If you’re committed however I truly believe you can find your piece of success in this business.    

Below are 5 common traits I see in our most successful Realtors:

1)      Systems – the best of the best have a systematic, repeatable way of doing business

2)      Consistency – whether the market is up or down, whether or not their personal lives are up or down, no matter what is thrown at them they come to work every day and then they do the work. 

3)      Marketing – Top Producers consistently market themselves no matter what is happening in the market, and no matter how busy or slow they are.   They have systems in place that allow them to consistently get their message out, every day, every week, every month, every quarter, every year.  They never stop marketing.

4)      Calm in the storm – last week I blogged on this topic.  Having the blessing of working at a very busy branch I see a lot of contracts come through our doors.  I am often amazed at Top Producers’ ability to keep deals together that seem to be falling apart.  They never give up and are always using their experience and determination to help get the deal to the closing table.  These Top Producers just don’t have quit in their language.

5)      Courtesy – Early in life I learned that often, the most successful people in life are the most kind, generous, humble, and appreciative.  The Top Producers that frequent our office are the Realtors that most often recognize our efforts, give praise when appropriate, and consistently ask us if there’s anything they can do to help us move the file towards closing.  They are some of the kindest and most giving people I have ever known.


Posted by



 Max VanNatter


Comments (10)

Green Forest Properties
Golden, CO
Your Local Golden, CO Real Estate Professional

Great Post! thanks for this great reminder :) 

Jun 22, 2015 02:08 AM
Max VanNatter
First American Title - Kingwood, TX

Thanks Eric.  There's a few points we could ask... "have a business plan" is another but these are those which I most see.

Jun 22, 2015 02:26 AM
Frank Rubi
Frank Rubi Real Estate, LLC - Metairie, LA

Max VanNatter I agree with all these traits. I like to think #3 would be my best point. All ways regards of the times. 

Jun 22, 2015 02:30 AM
Stefan Winter
Real Estate in IL & NV | Owner of Real Estate Web Tech | Daily Vlogger - Las Vegas, NV
Owner - Winter Group & Real Estate Web Tech

Systems and professionalism are the most important things I'd say. If you can't return a phone call or email on time, I don't think you'll get to be a top producer. 

Jun 22, 2015 06:02 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Good points Max, a formula for success in Real Estate and Business.



Aug 05, 2015 03:25 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Max VanNatter,

Praful Thakkar just reblogged this post and so glad he did...I missed it! I definitely agree with these 5 traits and so see them displayed by many top producers. I just subscribed to your blog.

Aug 05, 2015 08:49 PM
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

 I agree on all points here. #5 holds the most importance for my relationships with others. If they throw sand in my face don't expect me to not always have my guard up after that.

Aug 05, 2015 10:44 PM
Max VanNatter
First American Title - Kingwood, TX

Thank you Tammy.  I too agree that #5 is so important.  It's a tough one to train/learn as well.  There is only so much we can learn in a classroom setting

Aug 05, 2015 11:03 PM
Bill Roberts
Brooks and Dunphy Real Estate - Oceanside, CA
"Baby Boomer" Retirement Planner

Max, The "secret" is consistency. Whatever you do, just keep doing it.

Bill Roberts

Aug 06, 2015 01:02 AM
Michele Milic
Realty ONE Group ~ 702.419.5359 - Las Vegas, NV

Great summary of skills needed to be truly successful in real estate business.

Also, following first three items from the list helps with creating patterns of behavior that lead to habits needed for long term career.

Great post Max.

Have a great weekend.

Aug 07, 2015 09:29 AM