On the evening of July 23, 2021, tennis star Naomi Osaka lit the cauldron to open the Summer Olympics in Tokyo. More than 13 time zones away, real estate agents across North America were just getting their workday started.

It might seem like a stretch, but elite athletes and top-performing agents have a lot in common. Both rely on persistence, grit and an intense desire to win. The Olympic mindset, that disciplined training is what leads to victory, translates surprisingly well to the business of selling homes. Here's what the Games can teach us.

Lesson One: Preparation Comes First

When athletes aren't quite ready for the world stage, they go back to training, work even harder and come back to compete another time. Agents have their own disappointments, like an offer that collapses or a contract that gets voided, leaving a client frustrated.

The strongest agents respond by being honest about where they need to improve. They price homes competitively, know their numbers inside and out, understand their local market and build relationships with influential people in the industry nearby. They learn from the top producers on their teams, too, because relationships count just as much as knowledge.

How can you spot an agent who has done the work? Look for:

  • A thorough marketing plan that reaches buyers across many channels
  • A pricing strategy they can clearly explain
  • Several 5-star reviews from past clients

Agents with these qualities tend to go above and beyond what clients expect.

Lesson Two: Effort Shows Up in the Results

There are no medal ceremonies in real estate, but agents are still judged by their results. The agent at the top of the podium gets sellers great prices, exceeds expectations and earns the respect of colleagues. Think of them as the Usain Bolt of the business.

Like any world-class athlete, top agents develop their skills over years, not days. It takes months or even years of steady practice to reach that level.

Consider Ben Caballero of Addison, Texas, whom Guinness World Records recognizes as America's No. 1 real estate agent. In 2016 he sold 3,556 homes, roughly seven times as many as his closest competitor, who sold 467. He got there by continually picking up new skills, delivering value to the people he served and keeping his eyes on his goals.

Whether you're buying or selling, look for an agent with a strong local track record and a genuine commitment to their clients.

Lesson Three: A Setback Isn't the End

Olympic history is full of comebacks. At the 1972 Munich Games, Finnish distance runner Lasse Viren fell during the 10,000-meter final. He picked himself up and went on to win the gold medal in world-record time.

American gymnast Paul Hamm also faced adversity, with a mishap on the vault at the 2004 Athens Games, and he didn't let it define his career.

Agents go through rough patches as well. They may have a slow month or two, but the best ones don't let a stumble knock them off course. They know the market moves in cycles. And they're not shy about sharing their wins, whether that's an award posted on Facebook or a page full of 5-star reviews on their website.

Bringing It Home

The same qualities that define Olympic champions, preparation, hard work and the ability to bounce back, are what set the best agents apart. If you're ready to work with someone who's always training for a top result, reach out to my office. I'd love to help you reach your goals.