How Smart Agents Build Momentum in 2026
Top agents should be doubling down on what already works, such as reviewing past leads and focusing on fewer high-value connections, for success this year.
NEW YORK — As real estate markets move into 2026, experienced agents say momentum is coming less from volume and flash and more from alignment with what is already working.
A review of past transactions can reveal which lead sources consistently produce results, allowing agents to focus on refining proven strategies rather than chasing new ones.
“One of the most effective exercises I have seen agents do recently is a simple but honest review of the last three years. Go back and look at 2023, 2024 and 2025. Identify how many transactions you closed each year and exactly where those transactions came from. Not where you think they came from, but where they actually originated," Jimmy Burgess, chief coaching officer for HomeServices of America and president of Berkshire Hathaway HomeServices, said in Inman.
Marketing approaches are also shifting away from self-promotion toward guidance-driven messaging that helps buyers and sellers navigate complex decisions. Top performers are narrowing their focus to fewer, higher-value relationships, prioritizing depth over scale.
New technologies, including AI tools, are being used less for automation and more for planning, preparation, and problem-solving, while consistent communication and daily conversations remain central to long-term success. Agents who combine clarity, relationship-building, thoughtful technology use and steady execution are positioning themselves to benefit as these trends compound over time.
“None of these trends requires reinvention. They require alignment. When you understand what is already working, position yourself as a guide, deepen the right relationships, leverage technology thoughtfully, and stay consistent, momentum becomes inevitable,” Burgess said.
Source: Inman (01/11/26) Burgess, Jimmy
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