What Covid - and Life - Has Taught Me About Top Producers

I've had the pleasure of knowing and working with many successful agents over the years, and the last few challenging months have reinforced what I've previously learned: top producing practitioners possess a set of characteristics that not only distinguish them from their peers, but also contribute to the consistency, production and profitability most strive for in ANY market.

Here are the five things I see the most. Do you see yourself in this list? If not, I suggest digging in and getting the root of what may be holding you back - your business depends upon it!

1. They own their outcome - and their income. As business owners, top producers possess a "buck stops here" attitude and perspective. There's no blame and no playing victim. You put yourself in this business and you DO determine what you'll earn. Outside factors may affect conditions, but it's your reaction to those factors that determine your outcome. 

2. They remain tenacious, resilient, and optimistic. No one gets rewarded for being fearful and negative. While it's natural to allow anxiety and emotional paralysis to creep in on occasion, top producers double down, keep calm, and carry on. 
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3. They are responsive, rather than reactive. Because top producers are typically well informed and pay attention to the trends and economics within the industry, they tend to be ahead of the curve and lead their market with innovation and offerings. They'd rather be the first to try something, not the last; when they do they garner attention and set themselves apart from the competition. Their business model reflects what is needed and they remain highly relevant as a result. 

4. They remain the highly visible trusted advisor and voice of reason. There's no hiding, no checking out. During challenging times and downturns the public needs reliable information from the local market expert. Now is the time to shine and demonstrate your knowledge and commitment to your market. 

5. They focus on the opportunity, rather than the challenge. They'll increase their market share during the tough times, because the part-timers and hobbyists will take themselves out. They leverage their track record, results and case studies, because tough times require expertise. Because they've built their business on a firm foundation, they can get through a few tough months without going broke. Time is used wisely to increase their skills, better connect with their sphere, and modify their model if needed to reflect conditions and needs. 

The agent who declares "this is my business and I am the expert my market needs" is the agent who thinks like a top producer and very likely is one - regardless of outside influences and conditions. Your Top Producer status really is an inside job!