Have you ever wanted to be a fly on the wall in the office of a top-producing agent?

You know the ones. They have it all together. They're organized. They have systems. They're making money. They have lives. And they make it all look soooo easy.

Now you can. Because I've had the pleasure of working with some of the best agents in the country, I can tell you what I saw.

But first, let me tell you something about top-producing agents. They all agree on one thing: Even though it may look easy, it wasn't. There was hard work involved. They all have stories to tell -- stories about tough journeys.

Rarely did it happen overnight. It was often a long bumpy road of trial and error, mistake after mistake, and failure after failure. After falling down enough, they learned to walk. Then to jog. Then to run.

They're not naturals. They've worked hard at it, adding tools to their toolbox over time. Tools that they've learned how to use from trial and error. Tools that have helped catapult their businesses.

What are the success tools that top-producing agents have learned are essential?

1. Database.

Top-producing agents have all learned the value of not neglecting this powerful resource. Sure, many of them did. Some neglected their database for years. But eventually they "got it." Neglecting your database = The most costly mistake you can make.

What they all have in common now is the ability to clearly articulate how big their database is -- down to exact details. They know how many past clients they have. They know how many present clients they have. They know how many prospective clients they have. They know how many times per year they send something out. Their database is their number one power tool.

2. Leverage.

Top-producing agents have learned the power of leveraging their time. Every single one of them has a team of professionals, vendors, and outsourcers who have helped them get to the top.

It's tough to be humble and admit you can't do everything. Some agents struggle with this "Solo Syndrome." But true success can only come by letting others into their world. These agents have learned how to welcome the talent who can help them get where they want to be.

3. Technology.

Even agents who have been in the industry since Selectric typewriters were the rage have learned to embrace modern technology. Even if they believe they have a right to be technophobic, they move with the times.

They use e-mail. They have a data management program that assists them in planning their workweek. They have websites that are not cookie-cutter templates, but ones that are professionally designed with their image in mind.

4. Presentation skills.

Top-producing agents have learned that no matter how experienced they are, they mostly deal with an inexperienced buyer and seller base. With this in mind, they have learned how to present themselves simply and yet with information that buyers and sellers truly need.

Gone are the days when they used to "wing it." Over time, they sharpened their saws and brought their presentations up to today's standards. Today's consumers are at a different level than clients of the past. They're armed with much more knowledge. Top-producing agents know that to reach these people, their presentations need to be sharp, organized, and visually beautiful. They know the importance of making it clear why the prospective client just couldn't hire anybody else.

5. Automated Lead Generation.

This means that the conveyor belt of leads continues to roll even when the top-producing agent can't roll with it. When they're out busy handling transactions, playing with their kids, or even sleeping, there is a 24/7 magnet pulling clients in. This is the power of automated systems.

Such as a monthly mailing to all their clients. Such as a website that captures names of people that visit it, then automatically sends out a series of well-written informative articles that makes the client want to work with a knowledgeable expert.

6. Marketing.

Top-producing agents understand the power of who they are and what they represent. They are branded. Not just the company they work for, but they themselves. They stand proud and tall and wear their brand well.

They've spent the money on custom marketing that makes them STAND OUT and keeps them in the back of the mind of their potential clients at all times. They don't apologize for their uniqueness. They celebrate and flaunt their uniqueness. This is what their clients love.

Agents that underestimate the power of branding themselves often spend thousands on lead-generation systems that just don't work. Top-producing agents have learned the power of branding and fully embrace it.

7. Quality of life.

This is one of the most neglected tools agents have in their toolbox. Many agents believe they need to work 24/7 to have a lucrative business. But the one common denominator that I've found in every top-producing agent is a burning passion for something -- whether it be their family, their kids, a hobby, a charity, music, exercise, travel. It's this passion that keeps them going. They're not workaholics. They're life-a-holics.

The Best of the Best have cultivated, developed, refined, and mastered these powerful tools.

What's in your toolbox?

If you want to move up to the next level of your business, start filling your toolbox today. You may just get to that next level faster than you can imagine.

Published: May 27, 2008

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The founding partner of The Lones Group, Denise Lones, brings over two decades of experience in the real estate industry. With expertise in strategic marketing, business analysis, branding, new home project planning, product development, and agent/broker training, Denise is nationally recognized as the go-to for all things "real estate.” Denise can be reached at 369.527.8904 or at www.thelonesgroup.com.