What It Takes to Be a Successful Agent — Then vs Now.
When I started in real estate twenty years ago, the industry looked completely different. Success came from relentless prospecting, long days on the phone, letterbox drops, and speaking with one homeowner at a time. You built your reputation through persistence, face-to-face connection, and being visible in your community.
There were no CRMs, no digital databases, no social media channels to build your brand. You depended entirely on consistency and human connection.
Today, we’re playing a new game—one with tools that would have seemed impossible back then. But the core of real estate hasn’t changed at all. The way we reach people is different; the way we build trust remains the same.
1. Real Estate Then: Hard Work, Persistence, and Personal Connection
Two decades ago, success relied almost entirely on how much effort you put in.
Every lead came from:
Door knocking
Letterbox drops
Cold calling
Local networking
Community presence
Your personal reputation was everything. If people trusted you, the business came. If they didn’t, you felt it immediately. Relationships grew slowly, but they were strong and deeply rooted in genuine connection.
There were fewer shortcuts and fewer distractions. What mattered most was discipline.
2. Real Estate Now: Technology, AI & Digital Scale
Fast-forward to today and the landscape has transformed.
We can reach thousands of homeowners before we’ve even left the office.
We have CRM systems, automated follow-ups, social media distribution, and digital ads that put us in front of the right people instantly.
AI can now:
Analyse buyer behaviour
Predict seller intent
Identify warm leads
Draft the first version of marketing copy
Personalise communication at scale
The speed, efficiency, and accuracy available to modern agents is extraordinary.
But all this technology doesn’t replace what makes a great agent.
It simply enhances it.
3. The Winning Formula: Combining the Old and the New
The best agents today aren’t the ones who rely solely on technology.
They’re the agents who understand that AI can support connection, but never replace it.
Modern high-performing agents do three things exceptionally well:
They use AI for accuracy: CRM insights, data, targeted outreach, analytics, automation.
They use human connection for trust: Listening, empathy, negotiation, leadership.
They use personalisation for impact: Clear communication, tailored service, consistent follow-up. Technology speeds up the process. Your humanity earns the business.
4. Client Service Has Evolved — But the Expectations Are Higher Than Ever
Twenty years ago, a weekly update call was normal. Today, clients expect:
Instant responses
Transparency
Clear updates
Seamless digital communication
A multi-channel service experience
But here’s the reality:
“Great service in 2025 isn’t about being always available. It’s about being consistently valuable.”
It’s about showing up with clarity, confidence, and leadership—especially during the moments that matter most to vendors.
In the luxury market, this level of service isn’t optional. It’s expected.
5. What Hasn’t Changed: The Foundations of a Great Agent
For all the evolution, the fundamentals remain exactly the same.
To succeed—then and now—you still need:
Relationships
Reputation
Trust
Consistency
Expertise
Follow-through
A genuine desire to help people
Technology can enhance your business, but it cannot replace these foundations. Not now. Not ever.
Final Thoughts: Success Evolves, but the Heart of Real Estate Doesn’t
The industry has changed dramatically, and it will continue to evolve.
New tools will appear, AI will get smarter, and the way we communicate will keep shifting.
But the essence of success remains constant.
Be disciplined.
Be curious.
Be adaptable.
Stay human.
Stay authentic.
Technology can elevate your performance — but your relationships, your competence, and your integrity will always be what set you apart.
That’s what it takes to be a successful agent — then and now.
