What Does It Really Take to Thrive in Real Estate?

Insights from 25 Years in the Business

Maybe you’re thinking about a career in real estate. Maybe you’re wondering about the course of your career right now. Read on, because I have thoughts to share. And some of them may surprise you.

For example, when I interview potential agents, I’m not looking for the smoothest talkers or the most polished presentations. Instead, I look for specific personality traits that predict long-term success in our industry.

The Personality Traits That Drive Success

• Genuine People-Focused Energy
The agents who thrive in my brokerage are those who light up when talking to strangers. They’re naturally curious about people’s stories, dreams, and challenges. If networking events energize you rather than drain you, that’s a strong indicator you’ll love this business.

• Unshakeable Resilience
Here’s what nobody tells you about real estate: You’ll hear “no” more often than “yes,” especially in your first year. Deals will fall apart at the last minute. Clients will ghost you after months of house hunting. The agents who build lasting careers are those who treat setbacks as learning experiences rather than personal failures.
I’ve watched brilliant agents leave the industry because they couldn’t handle rejection, while others with less natural sales ability became millionaires because they simply refused to quit.

• Detail Obsession Along With Big-Picture Vision
Successful agents in our office simultaneously manage multiple active transactions while remembering that their client’s daughter starts college in the fall. They sweat the small stuff because they understand how details impact the bigger dreams they’re helping people achieve.

Moving on: The Daily Habits That Build Empires

Personality certainly matters. But just as important is how agents spend their time, day by day.

• Morning Prospecting Rituals
Every top producer in my brokerage has some form of daily lead generation habit. For some, it’s making 20 cold calls before 9 AM. Others spend an hour engaging on social media or following up with past clients. The specific method matters less than the consistency.
I tell new agents, treat prospecting like brushing your teeth. It’s not optional, it’s not exciting, but skipping it leads to problems down the road.

• Systematic Follow-Up
Our most successful agents use CRM systems like their lives depend on it. They know exactly when they last spoke to every lead, what was discussed, and when to follow up next. This isn’t about being pushy – it’s about being professional and reliable.
One of my agents still sends handwritten birthday cards to clients from deals she closed five years ago. Last year, those “old” clients referred over $2 million in business to her.

What Success Actually Looks Like Here

Here’s what I’ve seen over the years, and what I tell our agents.

• Specialization Pays
Our highest earners aren’t generalists trying to help everyone. They’ve become the go-to expert for luxury homes in specific neighborhoods, for first-time buyers, or investment properties. When you’re known for something specific, referrals flow naturally.

• Relationships Drive Our Business Model
After year three, most successful agents in our office get 70% of their business from referrals and repeat clients. They’ve learned that taking exceptional care of 50 clients creates more long-term wealth than poorly serving 200 clients.

• It’s About Technology Plus the Personal Touch
Our top performers embrace tools like virtual tours, automated follow-up sequences, and social media marketing. But they balance efficiency with personal connection – they’ll use DocuSign for convenience but still make congratulatory phone calls at closing.

Do You Have More Questions About Finding Success in Real Estate?

Real estate can be incredibly rewarding – both financially and personally. If you’re curious about whether you have what it takes to succeed at Donnelly + Co., let’s have a no-pressure conversation about your goals and our expectations.

Contact me directly at [email protected] or call 617-982-0160. I personally speak with every potential agent candidate because finding the right fit matters for everyone’s success.