Agents: Master These 5 Areas to Hit 6 Figures

By Willie Miranda

Willie Miranda has more than 27 years of experience in the real estate and insurance industry. Willie and his team have sold well over 8,000 homes for over a billion and a half dollars in real estate sales.

If you want a consistent income in real estate, you have to stay focused on what truly drives results. I recently walked my agents and coaching members through the core areas that matter most, and the message was simple: lock in on the right fundamentals and stop getting distracted by busy work.

When you concentrate on the few things that actually drive results, your business becomes much more predictable. These are the five key areas I believe every agent must master to reach six figures or more.

The right mindset. In this business, there are highs and lows, and if your mindset isn’t strong, it’s easy to get knocked off track. I’ve seen agents spiral after a lost listing or a deal that falls apart, and that’s exactly why I follow what I call the 24-hour pity party. If something goes wrong, take a little time to vent, but after that, it’s back to work. What you focus on expands, so staying mentally sharp and forward-focused is critical if you want longevity in real estate.

Calendar management. You can’t manage time, but you can absolutely manage your choices within the time you have. Many agents stay busy all day but aren’t actually being productive. The difference comes down to scheduling the right activities and protecting that time.

I always encourage agents to build their perfect week and plug in the key actions that generate business. When you prioritize the small percentage of activities that create the majority of your results, your calendar starts working for you instead of against you.

Lead generation. If you’re not lead generating, you’re simply not in the business. Real estate runs on a steady flow of buyers and sellers, and the only way to maintain that flow is through consistent prospecting.

Lead generation gives you control over your growth and helps you stand out in a crowded market. Without leads, the rest of the business—operations, systems, and finances—doesn’t matter. This has to remain a daily focus.

Lead nurturing. Many agents assume a lead will circle back when they’re ready, but that rarely happens. I believe strongly in staying in front of people through consistent follow-up. That can include automated listing alerts, weekly emails, and newsletters that share both personal insights and market information. The goal is simple: build familiarity and trust so that when someone is ready to move, they think of you first.

Lead conversion. Even with strong lead flow and solid nurturing, the work isn’t finished until you convert. I’ve seen agents do everything right up to the appointment and then miss key signals from the client. Strong buyer and listing presentations matter, and so does asking the right questions.

While I’m not a fan of rigid scripts, I do use dialogue to keep conversations intentional and focused. When you truly understand a client’s needs and communicate clearly, you prevent leads from going cold or choosing someone else.

To build a six-figure real estate business, I stay focused on five things: mindset, calendar management, lead generation, lead nurturing, and lead conversion. When these work together, results become more predictable.

If you have questions or want more tips on strengthening these five areas, call or text me at (518) 376-1073 or email wmiranda@mrgteam.com. Let’s keep growing your business and hitting your goals.