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How can real estate agents create steadiness and consistency in their business and personal lives amid constant change and unpredictability? We want to share one of the most important  (if not the most important) components of experiencing consistency in real estate.

Consistency in business is not just about mastering the market. It includes mastering yourself, honing your skills, fortifying your work ethic and delivering exceptional value to others.

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Case study: Sarah

Let’s take Sarah as an example. Sarah is a real estate agent who struggled with the ups and downs of the market. She often found herself overwhelmed and feeling unsteady, which impacted both her business and personal life.

Can you relate? Because this story is all too common in real estate.

However, one day, Sarah chose a few key changes to implement. She decided to focus on her mindset, skillset, work ethic and the value she provided to her clients. These four simple and actionable steps, done consistently over time, allowed her to see a remarkable transformation, not only in her career but also in her overall well-being.

Step 1: Embrace change

Where to start? To create consistency in your business and life, start by checking and fine-tuning your mindset. Think of mindset as the foundation. A positive and resilient mindset is essential for navigating the challenges of the real estate industry and our lives. Research shows that a growth mindset leads to greater success and overall satisfaction.

Choose (yes, it’s a choice) to see challenges as opportunities for growth, and view setbacks as lessons instead of failures. The presence of our mindset, also known as mindfulness, helps us manage our stress and keeps us calm and focused.

A growth mindset encourages continuous learning and adaptability, all while laying the solid foundation for personal and professional success. Get your mindset right, and everything else will follow.

Step 2: Fortify your work ethic

The value of a strong work ethic cannot be overstated. Developing solid daily habits and avoiding procrastination is key. A consistent work ethic in the right areas will create increased success, building on the foundation of a healthy mindset and leading to even greater achievements in both your professional and personal life.

Plant and tend to the seeds consistently — whatever systems you follow, be consistent with them. Plant the seeds, don’t miss a beat, and build a strong foundation. By consistently following your tried-and-true systems and avoiding procrastination, these actions will compound over time, leading to significant business growth. 

Step 3: Sharpen your knowledge

Continuous improvement is vital in this fast-paced and ever-changing market. Stay updated with industry trends, learn new techniques, and enhance existing skills.

Here’s how you can do this:

• Understand the form changes: Always stay informed about the latest changes in forms and regulations locally, regionally and nationally. Learn and internalize these updates to ensure accuracy and compliance.
• Role-play conversations to gain confidence: Practice your conversations about all things real estate. This helps you become clear, prepared, competent and confident in your interactions with clients.
• Get comfortable explaining all aspects of the contracts to your clients: Mastering your craft means being able to clearly educate and explain contracts. Being able to read legal documents and break down the language for buyers and sellers is a crucial skill.
• Emphasize the energy and attitude you bring to conversations: Approach conversations with calm and reassuring energy, avoiding dramatics. Remember, your energy can significantly influence the situation and the client’s perception. If you make something out to be a major deal, it will become exactly that. 

Step 4: Deliver exceptional value

Providing exceptional value sets you apart in a competitive market. Inspired by Will Guidara’s book Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect, we can see that delivering value is crucial in any industry.

Here’s how you can achieve this:

• Provide value without expectation: Offer valuable insights and services without expecting immediate returns. Listen intently, and be genuine when you are helping clients. This is how we build that connection of trustworthiness and commitment. 
• Think quality service and take exceptional care of clients: Go above and beyond to meet your client’s needs. Just like we see examples of this in the book Unreasonable Hospitality, outstanding care and attention will turn one-time clients into lifelong advocates.
• Be a forward thinker and bold innovator: Think outside the box, and innovate in your approach. Stand out from the competition by continuously seeking new ways to add value and exceed expectations. This quality is truly special, and it allows your authentic self to get creative. 

What’s next for you?

Start with the foundation. Assess your current mindset, and make any necessary adjustments. Embrace change and see it as an opportunity for growth. Remember, consistency and steadiness in your actions will lead to long-term success.

Invest in skill-building activities, and commit to daily consistent actions. Focus on providing exceptional value to your clients. By living your life this way, you will create a more meaningful and fulfilling career and personal life.

Take these steps seriously, and you’ll build a strong, resilient foundation for consistent success in both your business and your life.

Melanie C. Klein, M.A. and Emily Bossert are highly sought-after coaches known for empowering individuals and teams to achieve their full potential and success.

Inman Connect is moving from Las Vegas to San Diego in 2025 and it’ll be bigger, better and bolder than ever before. Join us for Inman Connect San Diego on July 30-Aug. 1, 2025 with the brightest minds in real estate to shape the future of the industry. Reserve your spot today for an exclusive discount.

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Born and raised in Brooklyn, New York, Louis Adler attended Indiana University and then went to work with some of New York’s most prolific developers and brokerage firms, including The Durst Organization, where he consulted on opening and optimizing new buildings and the firm’s leasing operations. 

Early in his career as a real estate broker, Adler connected with Robert Rahmanian, with whom he later co-founded REAL New York, a full-service brokerage that has represented landlords and developers across over 500 buildings for more than a decade.

“Our goal was to build a brokerage firm for agents and run by agents. We started our brokerage business representing landlords of smaller-sized buildings, since the smaller buildings weren’t favored by other brokerages, and we created compelling marketing and sales campaigns for them. This really set us apart and helped grow our business,” Adler said.

Although he’s accomplished many record-breaking deals, one that stands out for him is the $55 million penthouse sale at 70 Vestry, which set a record for TriBeCa’s priciest condo ever sold in December 2018.

Find out how why Adler is a big believer in consistency and self-promotion for agents.

• Name: Louis Adler 
• Title: Co-founder and co-CEO
• Experience: 15 years
• Location: New York 
• Brokerage full name: REAL New York 
• Team size: 140 agents and 25 staff members 
• Transaction sides: Over 3,800 transactions a year
• Sales volume: Over $100 million a year 

What are 5 things you’d like readers to know about you and your brokerage?

1. REAL New York’s very first client, more than 10 years ago, is still a client today. This is a testament to our strong client relationships.
2. What makes REAL New York different is that we always put the client relationship first. When we started the business, we leveraged those relationships to build a full-service brokerage business focusing on sales, leasing, and new development marketing for condos, rentals and commercial leasing. By developing the landlord/developer relationships first, we create opportunities that our agents can leverage. As part of our company offering, agents have access to REAL New York’s owner relationships very early on and do not need to be part of a team to earn these opportunities.
3. We have helped our developer and landlord clients grow significantly in size and expand their portfolios. We’ve been able to put the developer and landlord hats on to understand what’s best for their business and ultimately provide them with the most strategic advice.
4. We are extremely dynamic in that we can transact on all sides of the business — condo sales, multifamily and rental, and retail and commercial leasing. We are a full-service brokerage firm that can offer clients residential services (both rentals and sales), new development sales and marketing expertise, and commercial leasing throughout the boroughs of New York City.
5. We have one of the best training and development platforms for agents, which allows them to curate their careers based on their own goals while also working alongside owner opportunities on the sales, leasing and commercial side of the business.

What’s something you know now that you wish you knew when you started?

Earlier in my career, I wish I would have known that staying consistent pays off. Looking back, the moments when I felt like giving up, are the moments when I hit a home run or closed a big deal. Through the height of the pandemic, our firm continued to stay consistent with our approach, and it served us well. Consistency does pay off!

What’s your top prediction for next year?

On the sales side of the business, I predict a slight drop in interest rates over the next year, and this will lead to increased prices and buyer demand.

In a nutshell, I predict higher highs on the sales side. I also believe prime Brooklyn neighborhoods will continue to remain popular as buyers look for more space and a community in which they can live, work and play.

On the rental side, there is still a lack of supply, so I predict demand will remain strong, and it will lead to the continued increase in rental prices.

What’s your top tip for freshly licensed brokers?

My top tip is to rip the band-aid off. There are many times that I see new agents scared to promote themselves and tell their friends and family what they are doing.

By not promoting themselves, it hurts them in the long run. It’s a tough business, and technology is making it even harder, so my advice to brokers is to do what they can to promote themselves. 

What do you wish more people knew about working in real estate?

I wish more people knew that working in real estate is challenging enough without adding self-imposed obstacles. It’s crucial not to hesitate when it comes to marketing yourself.

A strong foundation in self-promotion can set you apart in this competitive field. Consistent and confident marketing efforts build credibility and attract more clients. Ultimately, proactive marketing is key to establishing a successful and sustainable real estate career.

Know someone who should be featured in an upcoming Broker Spotlight? Nominations, please, to [email protected].

Email Dani Vanderboegh

July is Luxury Month at Inman. Tune in as we survey the evolving luxury market, explore emerging trends, and talk to top producers and influencers in the ultra-luxury space about how they got where they are today and the insights they’ve gained along the way. The month culminates with the announcement of the expanded Golden I Awards live onstage at Luxury Connect (July 29-30) in Las Vegas.

After working for one of Wall Street’s largest investment banks for several years and serving as a top agent in New York for almost nine years, I’ve learned the importance of building rapport in this industry — and I believe it is truly an art form. The ability to connect with clients on a deeper level can be the difference between a one-time transaction and a lifelong business relationship.

Here are my top tips for agents, especially in this time of change and adaptation in our industry.

It starts even before your first meeting

Research your client beforehand. Before meeting a new client, take the time to get to know them. Understanding their background, interests and needs allows you to tailor your approach and make a lasting first impression.

It’s also the ultimate way to build a genuine connection and find common ground. Discovering shared interests or experiences can quickly establish a connection. Whether it’s a mutual love for a particular sport, hobby or travel destination, common ground fosters trust and openness. 

Stay connected

There are numerous ways to stay connected with clients after a closing, and you have to be willing to put in the time and effort to do so. Closing dinners are the perfect start. I find closing dinners to be more intimate and conducive to building long-term relationships.

During these dinners, I learn about my clients’ future plans and needs, organically uncovering opportunities for second homes or future referrals. I also bring closing gifts and invite their children, allowing for deeper connections and enhanced service longevity. Even if they decide to leave the kids at home, it is the thought and effort that shows I am invested in them, even after the transaction.

Another way to do this is through ongoing marketing. For example, share a “Global Listing of the Week” or other e-blasts to clients. Sending a curated listing of the week serves as a regular touchpoint. This keeps you on your clients’ radar and provides them with valuable market insights. Curate a monthly blog and newsletter with content on real estate, trends, luxury news and more, so there is never a shortage of interesting topics and articles to send to your clients.

Additionally, take note of your clients’ vacation plans and preferred destinations. If they mention wanting a winter home in Turks and Caicos, I note this and follow up with listings that match their desires. Leveraging our brokerage’s global network, I have also connected my clients with like-minded agents in top second-home markets to take care of them when the opportunity arises.

Be thoughtful with gifts

Thoughtfulness in client gifting is crucial. I have a strategy in place that avoids consumables like wine or beverages, which are temporary. Instead, I opt for conversation pieces that leave a lasting impression, such as Dior platters or trays or Hermes blankets. These beautifully wrapped, special gifts show clients they are valued and leave a lasting impression.

I also use gifts as a reconnection point. For instance, I send Tiffany piggy banks for baby gifts and always send winter gifts during holidays or New Year’s. The key is to avoid going cheap, as high-quality and thoughtful gifts reflect your appreciation and foster long-term relationships.

Building rapport in real estate is an art that requires dedication, empathy and a personal touch. Sincerity is also important throughout the process. Sincerity also can break the ice and make clients feel valued.

Whether you are meeting to tour their home to list it or you’re in the middle of negotiations during the closing period, acknowledge your client’s achievements, taste, or even the choice of their current or new home. Genuine feedback goes a long way in building rapport.

By following these tips, agents can not only secure immediate business but also build a network of loyal clients who will return and refer others for years to come.

After working for one of Wall Street’s largest investment banks for several years, John Antretter turned his passion for real estate into a career. Connect with John on Instagram and LinkedIn.