7 things top agents are doing right now that no one is talking about
The market has changed. Again.
The agents still winning right now aren’t necessarily the loudest, the biggest, or the most visible online. They are the ones who will adapt most quickly to a market that has stopped rewarding chaos, vanity statistics and brutal hustle and bustle.
Transaction volume remains historically low. Interest rates changed consumer psychology. Sellers are mentally stuck in 2021, while buyers negotiate like it’s 2009. Everyone is busier. Fewer people are actually productive.
Top producers have changed the way they work. Not with flashy reinventions. With discipline.
7 things top agents are doing right now
1. They are getting smaller on purpose
For years, the industry has glorified growth at all costs. Bigger teams. Larger payrolls. Larger office footprints. Bigger egos.
Then the market changed.
Now many top producing agents and teams are doing the opposite. They cut bloated operations, cut underperforming businesses, and protect margins rather than chasing idle headcount.
The difference is the intent. Top agents no longer act reactively. They only build around real leverage.
2. They are more likely to say no to bad things
The desperation has become visible in this market. And ironically, that creates an advantage for the agents at the top. They have the experience, confidence and discipline to say no when everyone else says yes out of fear.
The best agents become ruthless when it comes to qualification. They run away from overpriced offers, unrealistic sellers and buyers without urgency or direction. They understand that protecting time and reputation is more important than chasing every possible deal.
Recent reporting from USA today on unrealistic expectations of sellers shows how widespread the divide has become Fortune’s reporting on the increasing number of delistings further underlines the growing impasse between buyers and sellers.
3. They treat their business like a luxury brand
Consumers won’t see your backend systems. But they definitely feel the difference when interacting with an agent operating at a higher level.
Today’s leading agents obsess over the details most consumers never think about: response times, communication consistency, presentation quality, follow-up systems, transaction coordination and customer experience.
That operational improvement has become a real competitive advantage.
According to the recent main comment AgentZap researchthe average response time to an online lead is now over 15 hours. In my experience, that’s generous. In a market where consumers are already anxious and skeptical, such delays immediately create friction.
The best agents do the opposite. They tighten systems, refine communications, and create experiences that feel seamless from the very first interaction. OPerational consistency and customer experience continue to set top manufacturers apart from all others.
4. They are rebuilding their referral networks
Top producers don’t network for gigs. They actually build relationships.
The best real estate agents spend less time chasing random Internet leads and more time strengthening relationships with the people closest to real estate decisions: real estate attorneys, divorce attorneys, financial advisors, CPAs, builders and probate specialists.
In a slower market, trust is more important than reach.
Top producers understand that life transitions lead to transactions, and the professionals who guide these transitions often become the strongest long-term referral sources. But these relationships aren’t built through generic coffee meetings or transactional “keep me in mind” conversations.
They are built by consistency, value and relevance.
The smartest agents co-host educational events, share market insights, create resources for partners’ clients, and become truly useful within their referral ecosystems. Strategies like those discussed in this industry conversation about probate and attorney partnerships are becoming increasingly valuable as relationship-driven businesses outperform cold lead generation.
5. They protect their energy as inventory
There was a time when full calendars looked impressive. Now it mainly looks inefficient.
The agents who win in this market become ruthless when it comes to protecting their time, energy and attention. Fewer unnecessary meetings. Less reactive days controlled by notifications. Less ‘pick your brain’ coffee that leads nowhere.
More intentional white space. Because burnout has become expensive.
Top producers realize that energy management is just as important as time management. Many now use aggressive time blocking systems where revenue generating activities, customer service, strategy work and administrative tasks all have clear boundaries.
The goal is not to work less. It’s less waste.
6. They act like media companies without calling themselves creators
Consumers can now smell performative content. Especially in real estate.
The agents gaining popularity these days aren’t necessarily the loudest online. They are the clearest. Instead of chasing trends and algorithm tricks, they consistently document expertise, share market perspectives, and create content that actually helps consumers make decisions.
Less performance. More authority.
The strongest agent brands in 2026 will feel less like advertising and more like trusted media sources. Market insights. Neighborhood expertise. Real opinions. Clear guidance. Consumers are increasingly attracted to agents who appear knowledgeable and not just visible.
And most importantly, the best agents ensure consistency without turning themselves into a full-time influencer. AI tools, streamlined content systems and repurposing strategies ensure they stay relevant without burning out.
That shift is reflected in a recent one Trend analysis of real estate marketing in 2026indicating that expertise-based content outperforms generic promotion. Authority and trust become much more valuable than attention alone.
7. They call, text, and email right back
This sounds painfully obvious. That’s exactly why it matters.
In a business overrun by automation, delayed responses and distracted professionals, responsiveness has once again become one of the strongest competitive advantages in the real estate industry.
Seventy-eight percent of buyers work with the first agent who responds. Yet the average response time in the industry is still shockingly slow. If the officer responds at all. The best agents don’t pass up opportunities overnight while they “circle back tomorrow.”
They respond immediately. Even if it is short. Even if it is imperfect. Because responsiveness conveys competence.
More importantly, it makes people feel important. And in a slower, scarce market, that feeling is more important than most agents realize. The market no longer rewards sheer hustle as it used to.
It rewards discipline. Precision. Selectivity. Operational excellence.
In June, Inman will take an in-depth look at real estate teams: what it takes to join a team, how to build a team worth joining, and yes, when it’s time to leave. During Teams Month, we’re calling on the country’s top team leaders to bring you the insights, frameworks, and hard-won lessons that normally don’t make it into the highlights.
