Communication Habits of Top Real Estate Agents

By Greg Harrelson

Greg Harrelson is the founder and leader of the largest Century 21 offices on the East Coast. With offices located throughout South and North Carolina, Greg coaches the top real estate talent in the Carolinas and also founded Real Estate Sales Solutions which has coaching programs like the Agent Success Academy.

If you want to double your income in real estate, there’s one skill you need to master above all else: communication. It’s that simple. Whether you’re a rookie or a seasoned agent, your ability to communicate effectively will determine your success. And I’m not just talking about your ability to talk to clients. I’m talking about how you communicate throughout the entire sales process: from prospecting, to follow-up, to closing the deal. If you get this right, the rest will fall into place.

Let’s start with the basics: how you communicate with leads. Most agents fall short here because they don’t understand the power of timing. The best agents don’t just wait for the phone to ring; they create opportunities. When you have a lead, whether it’s from an online inquiry or a referral, you need to respond fast.

If you wait more than 30 minutes, you’re already losing their interest. They’re either already calling another agent or have moved on to something else. You can’t afford to be slow. Speed is critical.

Now, let’s talk about follow-up. You’ve probably heard that most sales are made after the fifth or sixth contact, but the vast majority of agents give up after just two or three attempts. That’s a huge mistake. If you’re truly committed to growing your business, you need to follow up with leads until they say “yes” or “no.” And you need to follow up in multiple ways: text, phone calls, emails, and social media. Don’t just rely on one channel. A personalized text or a handwritten note can go a long way in building rapport.

But communication isn’t just about staying in touch with your leads; it’s about staying in touch with your clients throughout the entire transaction. Too many agents drop the ball after they’ve secured the listing or signed the buyer.

Consistent communication is key to building trust. Keep your clients updated on every step of the process, whether it’s showing feedback, market changes, or timelines. If your clients feel in the loop, they’ll feel confident in your abilities and more likely to refer you down the road.

Lastly, negotiation is a form of communication that can make or break a deal. Too many agents are afraid of tough conversations with clients, especially when it comes to price. But strong negotiators aren’t afraid to advocate for their clients.

You need to be comfortable having tough conversations, whether it’s telling your seller their price is too high or guiding your buyer through a competitive multiple-offer situation. You’ve got to communicate clearly and confidently to get the best possible result for your client.

If you’re serious about doubling your income, start by mastering your communication skills. Respond quickly, follow up relentlessly, stay connected throughout the process, and negotiate with confidence.

These are the habits of top-producing agents, and the good news is, they’re all things you can control. Once you master communication, you’ll find it easier to build trust, close deals, and, yes, double your income.

So ask yourself: Are you communicating effectively, or are you leaving money on the table? Because the agents who consistently do it right are the ones winning in this business. And I know you can be one of them.