What they don’t teach you in real estate school
Let’s be real — success in real estate rarely comes from a single “big break.” It’s a mix of grit, systems, and the kind of habits most people overlook because they’re not flashy. Over the years, we’ve seen a clear difference between agents who last (and thrive) and those who burn out.
Here are the 11 habits we see over and over again in the agents who make it work — from the coast to the desert, from LA to San Diego to wine country.
1. They Don’t Wait to Feel Motivated
They show up whether or not they feel like it. Calls, follow-ups, research — they treat it like a job because it is one. Consistency beats inspiration every time.
2. They Know Rejection Isn’t Personal
If a client ghosts, a deal falls apart, or a FSBO tells them to get lost — they let it roll off. These agents understand rejection is data, not a personal verdict.
3. They Track Everything
Not just closings. They track appointments, dials, follow-ups, and how long leads take to convert. If you don’t know your numbers, it’s hard to improve anything.
4. They Roleplay — Yes, Really
Scripts aren’t about being robotic — they’re about being prepared. Top agents roleplay objection handling the way athletes run drills.
5. They Don’t Make It About Them
No one wants a monologue about your “unique value proposition.” Great agents know how to listen, read the room, and actually help.
6. They Set Their Own Standards
Top agents don’t chase approval — they hold themselves accountable. No one needs to tell them what time to start or how many follow-ups to make.
7. They Embrace the Boring
Lead gen. Follow-up. Prepping a CMA. Writing an offer cleanly. The best agents do the fundamentals every day — especially when it’s not exciting.
8. They Take Feedback Seriously
Whether it’s coaching, call recordings, or even client complaints — they look for the note, not the sting.
9. They Keep Their Systems Tight
Whether it’s a CRM, a whiteboard, or Post-Its on the wall — they know their pipeline. And they don’t let leads fall through the cracks.
10. They Surround Themselves with People Who Push Them
Not just cheerleaders — but people who’ll call them out, challenge their thinking, and celebrate their wins.
11. They Don’t Do This Alone
Even if they’re solo on paper, successful agents know how to ask for help, lean on their network, and build partnerships that last.
🏁 Final Takeaway:
You don’t need to be a natural closer or a marketing genius to succeed in this business. You just need habits that don’t quit before you do.
At Coastline 840, we help agents build those habits — and build businesses that last. If you’re looking for a place to grow without giving up your voice, your brand, or your life outside of work... let's talk.
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