The 80/20 Rule

Applying the 80-20 Principle in Real Estate

Pareto discovered it, but were going to show you how top agents are applying the 80/20 principle in real estate practice every day.

Focus on the RIGHT things

In the real estate industry, 80% of your results come from just 20% of your efforts. As a real estate agent aiming for high success, identifying and focusing on this crucial 20% is essential. Gary Keller, in his book “The Millionaire Real Estate Agent,” pinpoints the vital 20% efforts for real estate agents as The 3 L’s: Leads, Listings, and Leverage. This is precisely how top real estate agents are applying the 80-20 principle in real estate practice every day.

The 6 Personal Perspectives


Leads form the cornerstone of any thriving real estate business. To earn money, you need leads, and to make substantial profits, you must generate a significant number of leads. Top-producing agents actively generate leads, understanding that this proactive approach marks the difference between merely having a real estate job and operating a successful real estate business.


Listings constitute the second ‘L.’ Consistently, securing a listing has proven to generate additional leads for agents. These listings not only allow marketing to potential sellers in the area but also attract buyers who may not yet have an agent. Most agents tell us that for every listing an agent takes, they should be able to procure at least one buyer client. Thus, agents with a substantial and high-quality inventory of listings are likely to generate the most leads for their business.


The third ‘L’ stands for Leverage, in the form of systems, people, and tools. Once an agent consistently generates leads, they can create the leverage necessary to elevate their business. The effectiveness of the systems and the quality of talent leveraged determine the extent to which your real estate business will grow. In real estate, remember, it’s not about the hours you put in, but rather how effectively you use your time.

Focusing on the 80-20 Principle

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