Stop Spinning Your Wheels: 5 Must-Haves for Underperforming Agents

It’s the worst!

That feeling of being stuck.
Unsure where your next lead is coming from.
Lacking the confidence to go after bigger listings.
Worried you’re not getting the training you need.

Yeah, you’re not alone!

None of that makes you a failure - it simply means something in your process, environment, or mindset might be holding you back.

The good news?

It’s completely fixable!

There are nearly countless real estate agents who once felt like they were endlessly spinning their wheels and running in quicksand, but they’ve come out on the other side because they focused on five crucial areas that completely changed their trajectory.

The same can happen for you.

If you’re ready to break free from that feeling of running in quicksand–and finally see the success you know you’re capable of–let’s dive into the five criteria every underperforming agent should check.

Are You Supported by a Robust Training Structure?

Picture this: You finally get that hot lead you’ve been waiting for—and you freeze.

You’re unsure how to handle the call, what script to follow, or how to close the deal.

You try to reach out for guidance, but no one’s available to steer you in the right direction. 

Sound familiar?

That’s your first clue something’s off.

Even top-producing agents have mentors and coaches in their corner helping them sharpen their skills, navigate tricky deals, and stay on top of market shifts. Without a structured training program or someone to lean on when the going gets tough, it’s no wonder you’re stuck in underperforming mode.

Here’s the game-changer: A brokerage that truly invests in your success provides more than just the occasional Zoom call. We’re talking bootcamps, ongoing coaching sessions, role-play scenarios, and a culture that welcomes every question you’ve got. You learn how to handle negotiations, pitch bigger listings, and build the confidence to take on any challenge that comes your way.

Pro Tip: Look for a brokerage where you can shadow seasoned agents, brainstorm with peers, and get real-time feedback on your deals. If you feel like you’re navigating the real estate world all alone, it might be time to ask: “Is my brokerage genuinely setting me up to thrive—or just letting me sink or swim?”

Does Your Brokerage Provide a Consistent Flow of Leads?

Ever feel like you’re chasing a mirage? You hear whispers of potential clients, make calls that go nowhere, and watch as your pipeline dries up. Next thing you know, you’re scrambling to pay the bills. If this sounds like your day-to-day reality, it’s a sign that your brokerage might be dropping the ball on lead generation.

Here’s the brutal truth: leads are the oxygen for your business.

Without a steady stream of qualified prospects, you’re forced to chase cold leads and pray you strike gold.

A brokerage that truly cares about your growth doesn’t leave you hanging. They’ll provide high-quality leads (or teach you how to generate them) and offer the tools—like CRMs, marketing campaigns, or automated follow-ups—to keep that pipeline from running dry.

Quick Check: Ask yourself if your brokerage is committed to your lead generation. Do they invest in tech stacks that drive results? Do they host regular training on conversion strategies? If not, you might be missing out on your chance to build the consistent momentum you need to get ahead.

Bottom line? The difference between floundering and flourishing often comes down to having a reliable source of leads. So if you find yourself constantly hustling for scraps, it’s time to consider whether your brokerage is genuinely setting you up for success—or leaving you in a perpetual state of “maybe next time.”

Do You Have a Clear Personal Brand and Marketing Strategy?

Let’s get real: If you’re just another name on a business card, you’ll blend into the massive crowd of agents who never stand out.

And, just in case there’s still some guesswork happening, this means that you personal brand isn’t just a logo or a tagline!

It’s the story and identity you bring to every listing presentation, client conversation, and marketing piece. Agents who nail this stand out like a neon sign; those who don’t? They fade into the background, wondering why their listings and leads keep slipping away.

Why this matters: When you have a well-defined personal brand, potential clients feel an immediate sense of who you are and why they should trust you. They pick up on your unique value—maybe you’re the agent who specializes in first-time buyers, or the local community guru who knows every school district by heart. Whatever your angle is, it sets you apart from every other agent using the same tired scripts and flyers.

Insider Insight: A brokerage that champions your brand—rather than overshadowing it—can be a huge difference-maker. Look for mentorship and marketing resources that help you refine your message, design compelling social posts, and communicate what makes you the perfect go-to real estate resource.

Not sure if you’re doing it right? Take a quick inventory:

• Are you actively marketing yourself in a way that resonates with the clients you want?

• Does your online presence (website, social media, email campaigns) clearly convey who you are and how you help?

• Do you have access to design and marketing tools that make you look like a pro, even if you’re still growing?

If you answered “no” to any of the above, it might be time to rethink your personal branding strategy—and maybe even your current brokerage’s approach to helping you stand out.