In every profession, there are those who rise to the very top and set the standard for excellence, and then there are the majority who simply blend in. Real estate is no exception. With tens of thousands of REALTORS® across Canada, it can often feel as though everyone is doing the same thing, showing homes, writing offers, posting on social media, and chasing the next deal. Yet, when you look closer, there is a clear line between the best in the business and the rest. What separates them is not luck, timing, or even market conditions, but rather a collection of habits, mindsets, and actions that create consistent success.
The first distinguishing factor is consistency over intensity. Many agents start their careers with a burst of energy, hosting open houses every weekend, making hundreds of calls, and working late nights. But this level of intensity often fades. The best in the industry, however, don’t just rely on spurts of effort. They show up every day, regardless of market conditions, and maintain steady contact with their clients and sphere. For example, a REALTOR® who consistently sends a monthly market update to their database, year after year, will often outperform someone who blasts out emails only when they feel inspired. It’s not the big push that sets the best apart, but the discipline of sustained effort.
Another key trait is relentless preparation. Average agents might walk into a listing appointment with a generic presentation, relying on charm to carry the day. The best arrive with research, market comparables, a detailed marketing plan, and a deep understanding of the neighbourhood. Imagine two REALTORS® competing for the same listing. One quickly flips through MLS® stats and tells the seller what they think the home is worth. The other not only brings the data but also shows examples of recent staging success stories, has a professional photographer booked, and outlines a digital marketing campaign tailored to the property. It’s no surprise which one earns the trust of the client. Preparation breeds confidence, and confidence wins business.
The best also excel in mindset mastery. Real estate is a rollercoaster of emotions, deals collapse, clients back out, and markets shift without warning. The rest may see these setbacks as reasons to slow down or give up. The best, however, treat them as feedback. If an offer falls through, they analyse what went wrong and adjust their approach. If the market softens, they see opportunity in helping buyers who were previously priced out. For instance, when interest rates rise and sales volume drops, a resilient agent might shift their focus to first-time buyers who now need expert guidance, while others complain about the slowdown. A strong mindset allows the best to thrive even when the market is challenging.
Another major difference is that the best maintain high standards. They don’t cut corners with photography, staging, or client service just to save a few dollars or hours. An average agent may take quick phone photos of a listing because it’s “just a rental” or a lower-priced home. A top agent treats every property, regardless of price, with equal professionalism, hiring photographers, preparing floor plans, and marketing thoroughly. This level of commitment communicates respect for the client and pride in their work, which in turn builds a reputation that attracts more business.
The ability to adapt is also critical. Adaptability separates those who continue to grow from those who eventually fade out of the industry. Technology, consumer expectations, and marketing platforms are evolving at lightning speed. REALTORS® who resist change or insist on doing things “the way they’ve always been done” often fall behind. In contrast, the best are willing to pivot. Consider the shift to virtual showings during the pandemic. While some agents waited for restrictions to ease, the top professionals quickly learned how to create video tours, host virtual open houses, and build confidence with buyers in new ways. Their adaptability kept their business moving while others stood still.
The best also understand the power of emotional intelligence. Real estate is ultimately a people business, and the ability to listen, empathize, and connect is invaluable. An average agent might focus on closing the sale as quickly as possible, while a top agent takes time to understand the deeper motivations behind a move. For example, when meeting with downsizing seniors, the best don’t just talk numbers. They ask about lifestyle changes, emotional attachments to the family home, and the type of community the client envisions next. By building trust on a human level, these REALTORS® create lifelong clients and strong referral networks.
Finally, what truly elevates the best is their contribution mindset. While many in the industry are focused only on transactions, the top performers think bigger. They mentor younger REALTORS®, share insights with their peers, and give back to their communities. This not only enhances their reputation but also creates a ripple effect of impact. For example, a team leader who invests in training their agents on systems, scripts, and client care is building more than a business, they are shaping the future of the profession. Contribution extends beyond sales; it creates legacy.
In the end, the gap between the best and the rest in real estate is not defined by external circumstances but by internal choices. The best are consistent, prepared, resilient, high-standard, adaptable, emotionally intelligent, and committed to giving back. They lead with intention, while others simply react. And that is why, regardless of market cycles or industry shifts, the best always rise to the top.
How are you differentiating yourself from the rest?
