How to Rise to the Top in Real Estate
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What’s the secret to being a top-producing real estate agent? A commitment to ongoing training. Whether you’re new to the business or a seasoned pro, the right real estate agent training can reignite your drive, sharpen your edge, and help you open doors to new opportunities.
Start With (or Refresh) the Fundamentals
After earning your real estate license, it’s a smart move to enroll in a comprehensive training program. The right course will go beyond just the basics of working with clients—it will immerse you in the essential skills you need to succeed, like communicating with different types of buyers and sellers, negotiating effectively, marketing your services, and managing day-to-day business operations.
A program like Buffini & Company’s 100 Days to Greatness ® is an excellent choice for both new and experienced agents. Over a 14-week span, students watch — either in a class or on their own — 21 modules presented by industry legend Brian Buffini, the company’s chairman and founder. In these sessions, Brian dives deep into each topic, sharing insights and examples from his own storied career as a top-producing real estate agent.
Topics include the revolutionary system of working by referral — using consistent, meaningful contact with the people in your database to create a steady stream of repeat business and referrals from their friends and associates.
Brian also shares strategies and tips on a wide range of topics and demonstrates, through roleplay, how to work successfully with both buyers and sellers.
In addition to the video content, students get print materials and access to a full suite of digital tools.
Buffini Member Chris Austin noted that some of the agents on his team have taken 100 Days to Greatness more than once.
“Every time they take it, they come away with something different, or it’s just a reminder of stuff they were supposed to be doing,” he said. “They come out fired up each time.”
Buffini Member Caroline Doong agreed, noting, “There’s always something to learn, or there’s always something that maybe you could do a little bit better on, and that’s why I keep retaking the classes.”
Real Estate Agent Training — Top Priority
Lead generation is the most important thing a real estate agent should do. But without proper training, agents are often left to flounder — wasting time and energy chasing cold leads that go nowhere.
“Lead generation — by a factor of 5 — is the most important activity in any real estate practice.” Brian stresses. “If you’re not doing this, you’re wasting time.”
Asking for referrals is an art, and many agents hesitate to do it. But when you treat people with respect and deliver top-notch service, they’re much more likely to refer you to their friends and family.
Buffini teaches agents how to build a database of warm leads—people you actually want to work with. The core concepts revolve around three Cs:
- Contact (traditional mail, digital follow-ups, phone calls)
- Care (personal notes, Pop-Bys — small gifts dropped off — and videos)
- Community (face-to-face meetings, client parties, social media)
“Buffini coaching and training really resonated with me because of the emphasis on building relationships,” said Buffini Member Samantha Orvin.
“Buffini’s system has really taught me how to just create deeper relationships and make those flourish,” added Buffini Member Chrystal Jenkins.
Strong Systems
As a real estate agent, you need a way to organize your business, so your pipeline stays full and everything runs smoothly. You also need to track your financials and see whether you’re hitting your goals. It will help you manage your day, and to-do lists, so you’re using your time in the most productive way.
“You don’t need to work more hours; you need to get more out of the hours you work,” Brian said. “
Buffini Member Callee Maglothin said Buffini’s Referral Maker CRM® “really helped me systemize my database. Before I got into Buffini, I was tracking everything in an Excel spreadsheet. I was not very productive.”
“Once I got Referral Maker, it became a great place for me to manage my business and track my goals. It has a ton of really useful reports I rely on — it’s a full-circle way to see my business.”
Referral Maker CRM® allows you to add, rank, and build relationships with your database. It tells you when and how to get in touch, and helps you stay on track with your goals, tasks, and calendar. You can also generate an array of reports so you’ll always know where you stand financially.
The Art of Budgeting
Being a successful agent means being a successful business owner. Even if you work under a brokerage, you’re still responsible for fees, taxes, business expenses, and your own living expenses. And often, you don’t get paid until a deal closes — that sometimes means months after you start working with a client.
The best training programs cover financial management, helping you build reserves and manage your cash flow wisely, so you’re prepared for anything.
Brian Buffini emphasizes budgeting throughout his training courses, live events, and on his podcast, It’s a Good Life.
In fact, one of the first things Buffini Coaches do with new clients is create a working budget — because without financial clarity, long-term success is hard to sustain.
Marketing Your Business
You have a strong database and you’re ready to go. Now what? You need a clear, consistent marketing plan.
The best marketing reaches clients and prospects where they are. That means using both traditional media (radio, TV, newspapers, direct mail) and digital platforms (websites, social media, videos).
Marketing is a critical part of lead generation but no doubt, it can be time consuming. Many agents find it’s worth outsourcing some of their marketing so they can focus on building personal connections and following up in person.
Buffini & Company provides comprehensive marketing kits to help agents stay consistent and professional without having to do it all themselves. A good training program should include a solid marketing strategy as part of its core curriculum.
Ongoing Support
Real estate can be exciting — but it can also be isolating at times. Look for a training program that provides community, mentorship, and ongoing support.
Being able to brainstorm with others or just knowing you’re not alone can make a big difference.
Veteran agents also have a role to play — they can act as mentors and sounding boards for newer agents or those going through a rough patch.
Comprehensive Training for Pros
After mortgage rates started rising in 2022 and buyers and sellers were reluctant to make a move, many real estate agents found themselves wondering what was next. For some, that meant leaving the industry all together. But for others, they chose to deepen their commitment and invest in additional training.
In response to that need, Buffini launched a comprehensive new program to meet the moment — Certified Full-Service Professional. Brian, along with other top industry leaders, are featured in a suite of video modules that emphasize exemplary customer service, delivering a “wow” experience every time, developing your Unique Service Proposition and more. The program also has updated, state-of-the-art digital assets, including buyer and seller listing presentations.
Buffini Member Nadia Kachwaha said she decided to take the CFSP program because, “Buffini & Company has never led me astray. Everything that I’ve done with them has been great.
“Everything was amazing in CFSP. Not just the actual videos, but the content, the resources, scripts, and presentations. It was just a wealth of knowledge and resources that we can use in our business really is helping me and my team to present ourselves as professionals in this time when real estate market is changing.”
“In the era of real estate, only the true professionals will rise to the top of their markets,” Brian said. “Your CFSP certification will distinguish you from a sea of amateurs.”
Buffini & Company – 30 Years of Excellence in Training Real Estate Agents
When real estate agents are just starting out, additional training may not be something they are considering or feel they can afford. The same can be true for more experienced agents. But for many agents who have taken Buffini training, the investment has more than paid off.
No matter where you are in your career, Buffini & Company has a program for you! Contact us for a free Business Consultation. In this 30-minute call, we’ll help you: Get clear on your vision, uncover what’s holding you back, and see what’s working for others just like you.
If it feels like the right fit, you’ll have the opportunity to partner with a full-time, Buffini & Company Certified Coach who will help you grow and scale in alignment with your strengths — so your business not only succeeds but truly serves your life.
