As a broker, part of your role is to help agents work smarter and stay consistent no matter what the market looks like. In a high-interest-rate environment with tighter inventory and more cautious buyers, consistency, preparation, and professionalism make all the difference. The following five habits—drawn from the nation’s top-producing agents—can help your team build discipline, sharpen their mindset and sustain success even in a shifting market.
1. Channel optimism into action.
Optimism isn’t blind positivity—it’s confidence grounded in preparation. Top agents stay hopeful not because they ignore challenges but because they know they’ve done the work to handle them. Encourage your agents to start each day with an actionable plan rather than a wish list.
Even in the face of huge challenges and disappointments, expressing yourself with optimism makes a difference in both business processes and outcomes. W. Clement Stone, author of The Success System That Never Fails, said, “There is very little difference in people, but that little difference makes a big difference. That little difference is attitude.”
One way to protect your optimism in the face of what may seem like an insurmountable challenge or foregone “blown deal” is to internalize the phrase, “It’s too soon to tell.” Just as situations and deals can sour, they can also regroup, revitalize and bloom. By internalizing and expressing “It’s too soon to tell,” you’re leaving yourself and your clients with open-ended options. And no one ever knows where open-ended options will lead.
As a broker, model that mindset for your team. Hold short check-ins that focus on progress and next steps. Optimism backed by accountability helps agents manage stress, stay client-focused, and build long-term trust.
2. Strengthen market knowledge.
Real estate success is defined by insight. Buyers and sellers have access to endless online data—but not all of it is accurate or relevant. Help your agents go deeper by understanding local market micro-trends: absorption rates, days on market, inventory by price tier, and how rate changes affect buyer behavior.
Equip them with quick, digestible market updates each week. Encourage them to use visuals from your local MLS or local board to back up their recommendations. When agents can translate data into clear, client-friendly advice, they become trusted experts—not just salespeople.
3. Commit to constant skill upgrading.
The pace of change in real estate isn’t slowing down. Agents who thrive today are the ones who evolve—whether that means mastering AI-driven CRM tools, improving listing videos, or honing negotiation techniques.
As the brokerage leader, make learning a visible part of your culture. Host short “lunch and learn” sessions, share webinars on contract updates, or run mock listing presentations as a team. Encourage agents to invest in their professional development the same way they invest in lead generation.
The most successful agents treat skill-building like prospecting—it’s a nonnegotiable daily habit.
4. Say "yes" with intention.
In today’s demanding market, saying “yes” doesn’t mean stretching yourself thin. It means approaching every opportunity with curiosity and a solution-oriented mindset. When clients ask for something that’s outside your scope, train agents to respond with, “Yes, let’s explore the best way to make that happen,” instead of an automatic no.
Teach your team to balance service with boundaries. “Yes” should lead to action plans and clear communication, not burnout. Agents who find creative ways to meet client needs—while protecting their time—build stronger, referral-based businesses.
5. Lead. Don't follow.
Top agents don’t wait for the market to dictate their moves. They anticipate changes and adapt early. Encourage your agents to take ownership of their business like entrepreneurs: track their metrics, plan quarterly goals, and evaluate what’s working.
Create a culture of leadership within your brokerage. Recognize innovation, share success stories, and celebrate progress. The more empowered your agents feel, the more they’ll take initiative—both for their clients and within your team.
“In uncertain times, leadership isn’t about having all the answers,” one managing broker notes. “It’s about setting direction, staying calm, and showing people how to move forward.”
Strong markets come and go, but great habits endure. By reinforcing discipline, knowledge, skill development, intentional service, and leadership, brokers can help their agents build sustainable careers—no matter where the market goes next. If you’d like to learn more, check out our podcast, where in each episode, we break down what it takes to be a successful real estate practitioner.