How To Become The #1 Real Estate Agent - James Tostevin (4K)

About this episode

James Tostevin reveals how 200 calls a week for 40 years made him Australia's #1 real estate agent three years running (2013, 2014, 2015) and why "momentum is everything" when it comes to sustained success in real estate. James Tostevin is a Director and Auctioneer at Marshall White and has sold over $400M in real estate across nearly 4 decades in the industry. He's conducted 3,500+ auctions and is known for his relentless prospecting discipline and time-blocking systems that have made him one of Australia's most consistent top performers. After 40 years in the game, he still makes 200 prospecting calls every single week and attributes his success to structured routines, momentum, and never becoming complacent. He explains: ◼️ Why he still does 200 calls a week after 40 years in the business ◼️ The time-blocking system that protects his prospecting hours ◼️ Why momentum is the key to long-term success in real estate ◼️ How to structure your day to maximize productivity ◼️ Why most agents fail because they don't devote time to training ◼️ The importance of nurture calls and consistent follow-up ◼️ How to build systems that become habits ◼️ Why you can't build momentum without dedicated blocks of time ◼️ What it takes to conduct 3,500+ auctions and stay sharp 00:00 Intro 01:34 James Tostevin's Relentless Prospecting System 04:13 Building Momentum With Blocks of Time 06:58 Key Advice for Agents Starting Out in Prospecting 12:15 Building a Database - Getting to Your First 1,000 Clients 16:28 Why James Still Calls His Own Database After 40 Years 18:16 The Competitiveness That Drives Success 22:01 What James Has Learned About Hard Work and Success 28:23 What a World-Class Week Should Look Like 32:52 Why Younger Agents Are Falling Behind 37:17 Combining Family Life While Running at a High Pace 39:17 Navigating Roadblocks and Personal Hardships 42:16 Advice on Following Your Passion vs. Just Working Hard 47:02 Why James Doesn't Submit for Industry Lists Anymore 50:24 What's Wrong With the Industry Right Now 54:05 How to Win Business From Elite-Level Clients 58:24 KPIs - Hours, Days and Connects to Become Top 1% 1:01:15 Outro