10 things ‘they’ say you need to succeed in real estate (You don’t)

During the years when I was a schoolteacher, I often rose by 5 a.m. to get ready, grab a coffee and drive more than an hour in order to be in my classroom by 6:45 a.m. I often taught night classes or homeschool sessions after the regular school day was over, often not returning home until 10 p.m.

For many real estate agents, that early-to-rise and late-to-bed routine is normal. If it’s not, you may feel a little guilty. After all, “they” — the experts, coaches, mentors and others who tell agents how to be successful — often swear by morning routines.

“They” tell you to:

• Wake up by 5 a.m. (4 is better, though, if you can swing it)

• Workout, journal and meditate

• Eat a perfect breakfast (gotta balance your macros)

• Get into the office before anyone else (so you get some quiet time)

• Talk to all the people, do all the things, be everywhere, lather, rinse, repeat.

While that kind of routine may work for some people, it doesn’t work for everyone. What’s more, it doesn’t have to work for you.

I was once working with a performance coach who was troubled by my unwillingness to get up early any longer after having done it for so long. “Well,” she said, “you’ve got to reframe that. You need to choose to wake up early.”

Why?

The fact is, after decades of rise-and-shine routines, I, like Victoria Ratliff, am not meant to live an uncomfortable life. For me, that includes being up-and-at-'em before the rooster crows.

Now, your mileage may vary, and you may love getting up early in the morning and performing a 20-step skincare routine before making a sun salutation and crafting a gourmet breakfast from scratch. If so, more power to you. You’re getting something out of that (presumably).

But there’s probably something “they” tell you you should be doing that you just don’t want to do. I’m here to let you off the hook. It’s okay to do what works for you.

Here I’m sharing 10 things I don’t think you have to do to be successful. The list could be much longer. Insert your particular productivity guilt trip, and give yourself a break.

1. You need a morning routine to win the day

Some top agents wake up at 10 a.m. and still dominate. Night owls can be just as effective as early birds. That’s because it’s not when you start — it’s what you do with your hours. After all, we all know agents who brag about getting up early, but they never seem to get any deals done (maybe they’re just too tired).

2. You need to prospect every day, no matter what

Consistency is key, yes, but quality outreach, referrals and smart marketing can outperform robotic cold calling. Having a strategy, doing research, educating yourself and focusing on depth in your contacts can make all the difference. If that means you need to take some time each week for quiet, focused work outside of prospecting, do so.

3. You need to post on social media daily

You actually don’t need to chase the algorithm so hard. A few high-quality posts a week with real value will outperform daily fluff. Spend the extra time looking at other posts, commenting and responding to DMs for deeper engagement.

4. You need a fancy CRM to stay organized

Some top-producing agents still live off an Excel spreadsheet. The most effective database is the one you’ll return to and keep updated day after day. Use what works for you — tech isn’t a magic bullet.

5. You need to be always ‘on’

Boundaries aren’t career killers; they’re performance enhancers. Clients respect real estate pros who manage time like CEOs, and always being available and on-call makes it look like you have nothing else to do. Time block your personal and professional obligations so that you can prioritize your time instead of leaving it up to someone else to do so.

6. You need to work 24/7 in your first year

Burning out is not a business strategy. Smart systems and clear niches can outperform hustle-for-hustle’s-sake. Remember, you want to have your health and your relationships intact once you get to the top of the mountain, so make time for you and the people you love as you climb.

7. You need to dress the part — suits, heels, power looks

Authenticity will outdo wardrobe every time, and some markets are more casual than others. If your client base connects with you in jeans and a tee, you’re doing it right. If flipflops are the standard footwear in your coastal market, showing up in stilettos may make you look odd or out of touch.

8. You need to master every platform (YouTube, Instagram, TikTok, etc.)

I’ve talked about this again and again: Go deep, not wide. Being consistent on one killer channel with a highly engaged audience can bring more ROI than a half-hearted presence on five. Choose a platform you enjoy and start there. 

9. You need to be a natural extrovert to succeed

While there are a lot of boisterous agents in real estate, listening, empathy and strategic thinking often win over charisma. Not every client will respond to loud talk and glad-handing, and quiet agents often close the biggest deals.

10. You need to follow a script to close deals

Scripts can help, but rigid ones break trust. Start by listening and responding to what you’re hearing from a place of authenticity and genuine care instead of trotting out platitudes and canned rhetoric. The best agents improvise from a place of deep understanding.

Running a real estate business is hard enough; don’t make it harder by being your own worst critic. Trust yourself to do things your way. When you work in a way that feels true to who you are, the results don’t just look better; they mean more.