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Daily Habits of Top Producing Real Estate Agents

Updated: Jul 15, 2021

Let’s talk about daily habits.

The definition of a Habit is

a settled or regular tendency or practice, especially one that is hard to give up.

So what does that mean?

It means to do something without thinking about it.

Some say it takes 21 days to form or break a habit, however some studies show it takes up to 66 days.

This means Discipline is the key.

But that is not enough. Awareness is the key which is never talked about.

So many times, myself included, we say “I want to lose weight, go to the gym, eat better.” Yet we don’t. Or we start to and then the first option to sabotage ourselves, we abandon the healthy habit.

This is where awareness and discipline must work together

When you are aware you need to lose some weight, quit smoking, go walking or whatever. you must have the discipline to do it, stick to it and overcome temptation no matter what it is. If you fall off you need to get back on track ASAP and not stay off track.

Then with consistency and patience you will see the results.

One does not just will themselves to the goal. There needs to be an understanding, planning, action and discipline which creates accountability. This is the very foundation of my UPAD Principles for success.

Understand what you want to accomplish, Your Goal.

Make a Plan how to achieve it.

Put the Plan into Action.

Have the Discipline to do the behaviors and activities required.

The 5 Pillars of Success: Self, Family, Business, Finances and Spirit.

Each one is broken down even further. For instance

Personal - You need to focus on Mental and Physical Health. Self Accomplishment and Actualization.

Let’s focus on Business and build good consistency habits around our business goals.

I have said until I am blue in the face to everyone I train that we need to lead generate every day. This too is a habit.

I want you to write down the following:

What time do you wake up?

What is your morning ritual?

What time do you get ready to work?

What hours do you lead generate?

What are the first things you do for lead generating?

Now these things need to be time blocked in your schedule and NOTHING is allowed, except income producing activities aka appointments, to move it. CEU and Emergencies also.

The issue most agents have is they have a 9-5 mentality. This mentality makes you accustomed to coming in to work, doing a set of predetermined tasks and getting paid for it. We as agents and brokers do not have that luxury. We often must create our own tasks to accomplish a goal.

We all have a goal. I know you do. That goal is broken town to daily tasks.

It is up to you to do those tasks to reach the goal. However, oftentimes those tasks are just not done with discipline or consistency. They are done at will, leisure or you act like a firefighter and only respond when called into action.

I have often said the 5,5,5,10 rule

5 calls to past clients per day

5 new introductions to people per week (1 per day)

5 handwritten note cards per day.

10 2 way conversations per day about real estate.

Your daily habits MUST be consistent or they will never become a habit. Lead generation is to your business as water is to your body. Without it you will die. Plain and simple.

The perfect Morning - Now this will vary if you have youngins that need tending too, so adjust.

Night before - Plan the next day - To Do list

Wake 5:00 am

Till 5:30 Coffee/ Juice and Clear out Social Media and Emails. Post something motivational and inspiring all while listening to something either classical, motivational or mind expanding.

15 minutes Visualization of living your perfect life. Meditation

Till 6:45 exercise, walk etc. With headphones on continuing listening to something positive or to expand your mind.

Get ready for the day

7:30-8:00 practice your scripts. YOUR Scripts. Not someone else's, yours. It is ok to use others scripts, but you must mold them to your own vernacular. I will often record myself while walking or driving and listen at this time. Do this over and over then when the objection or question comes up I am prepared to handle it exactly as I rehearsed.

8-12 Lead generation.

  1. New Expireds and FSBO if chasing listings.

  2. Follow up New Leads that came in, make sure they are properly entered in CRM and other locations as needed.

  3. Follow up with Nurtures

  4. Past Client / Sphere calls.

  5. Networking partner calls.

  6. Call around any just listed / sold - Circle Dial. 10-10-20 (if chasing listings)

Noon - Lunch with someone who can increase your business. Power Circle, Client, Referral partner

The rest of the day you have for appointments, social media engagement and ads, community pages, video creation, interviews, networking events and so on.

You must understand 1 thing.


Just like going to the gym. You do not go one time and hit your fitness goal. You go over and over and all the while engaging in good habits coupled with patience and after 30 days you look in the mirror…. You notice your clothes fitting better. You start to see the results of your habits and behaviors and it motivates you to keep going and doing more.

But stop doing them and you lose the results.

Putting your business on Overdrive is that simple. It all starts with a killer morning routine coupled with time blocking the right activities and then just simply executing them.

Now I know a lot of people are uncomfortable with calling past clients, SOI, Cold Calling, Networking etc. But this is a contact sport and if you want the results you need to overcome that self created story you are telling yourself and just do it.

It comes down to this…

Do you like your current circumstance or do you desire something more?

Do you like being broke?

Do you like the inconsistency of your business?

Only you can do something about. Start to embrace being uncomfortable. Start to embrace rejection. Start to build good morning habits and rituals.

At the end of the day you will be service

  1. Self

  2. Family

  3. Business

  4. Finances

  5. Spirit.

Success Depends on you. Stop making excuses of why you CAN’T and Start doing action steps that say YOU CAN.

Till next time,

Johnny Mo

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