Kamini Lane, president and CEO of Coldwell Banker Realty, shares insights on technology, mindset, and more for success in 2026.
In 2025, the real estate market will reward those who take action, not those who wait. Today’s most productive agents aren’t waiting for the market to rescue them. They build and maintain successful businesses in any environment. Success requires the right tools, technology and support, but more importantly the right mindset.
At Coldwell Banker Realty, we’ve seen this firsthand. We’ve created an environment where our top talent can excel, with a focus on resources that help agents stay productive through advanced technology, marketing support, transactional services, and more.
Agents who are committed to growth attract other top producers, and clients gravitate to professionals who understand how deals flow in their target markets. In 2026, productivity will no longer be an option. That’s what you need.
If you don’t listen to the opinions of many people, you won’t be able to hone your offerings and provide the best ROI. Over the past year, I’ve spent a lot of time meeting with agents. I wanted to share some of the key themes I’ve seen with the most productive agents in real estate – agents who consistently outperform in a market that demands resilience, adaptability, and clarity.
What sets them apart is not just the numbers, but the mindset and actions behind their results.
A smart social strategy can get hundreds of eyes on your listing. A strong marketing package can help you win a listing, even when sellers are hesitant. These victories are not luck, but the result of deliberate actions that compound over time.
The themes that emerged from these conversations were:
1. Data is context, but you’re still the captain
Top agents know their numbers backwards and forwards, but they don’t let data alone dictate their approach. They use data to inform their strategies and then rely on a nuanced understanding of individual situations and empathy to make decisions that benefit their clients and relationships. In a business built on trust, spreadsheets can’t tell the whole story.
I will forever remain bullish on the value of a real estate agent for this purpose. Buying or selling real estate is almost always one of the most important decisions in a client’s life, and clients continue their flight to quality, choosing an agent with the right combination of data, approach, and emotional intelligence.
2. Consistency creates momentum
The most productive agents don’t chase quick wins or sit back and relax after a big deal. Standing still is not an option. They engage in daily habits like exploration, follow-up, and community engagement that grow over time.
These routines provide stability and confidence when the market changes. They are hiring or outsourcing support to maintain their momentum.
An example of one of our brokerage firms is Transaction Concierge Support. Provide agents with administrative support from contract to closing, keeping them on track and signing documents. Typically, these are day-to-day to-dos and follow-ups that can get agents bogged down, but having them handled by a broker can save you a lot of time and can be a game-changer.
3. Technology is a tool, not a substitute.
Every agent I spoke to leveraged technology to streamline their workflow and expand their reach. However, automation never replaces connectivity. The human touch of listening, advising and empathizing remains a differentiating factor.
An agent’s real “genius area” is working with clients and navigating the nuances of every situation, but when you’re running a business, you can sometimes feel like you have to be everything.
This is why AI is a game-changer for real estate agents, and why top real estate agents aren’t waiting to become proficient with it. They already use it every day for marketing, client email, and CRM systems, freeing up time elsewhere.
4. Change is not the enemy, it’s a challenge
From economic uncertainty to evolving consumer expectations, change is constant. High performers embrace it. They experiment, learn quickly, and pivot without losing sight of their core values. They know that for their clients, hesitation doesn’t make their desire go away.
Owning a home is still a huge part of the American dream, and good agents want their clients to succeed. This is where strong relationships with lenders, inspectors, and legal advisors become important. Real estate is often more art than science, and it’s important to have others at the table who can improvise and help when needed.
5. Mindset outperforms market conditions
Perhaps the most powerful insight is that success starts from within. These agents see challenges as opportunities, maintain optimism during downturns, and set clear, measurable goals. Resilience is more than just a trait. It’s a strategy.
Whether you’re at the helm of a company, leading a team, or on the front lines of a deal, leadership requires clarity, courage, and conviction. The real work begins when the market gets loud and the pressure mounts. That’s when routines and decisions matter most and the human element becomes irreplaceable.
The agents I met this year reminded me that growth is about more than just metrics. It’s about mindset, adaptability, and the relationships you develop along the way.
