Understanding and Taking Control of Team Momentum

Momentum in a brokerage team is influenced by many forces—market conditions, individual motivation, operational systems—but it can be deliberately shifted. Champions in the industry step into the driver’s seat, directing the velocity and trajectory instead of riding as passengers.

This deliberate momentum shift requires a concentrated effort—a 42-day sprint of willpower and focused habits designed to break old patterns, align the team around critical priorities, and establish a high-performance culture capable of navigating inevitable challenges.

The 42-Day Sprint: A Roadmap to Sustainable Momentum

The 42-day sprint is structured to shake your team’s routines and replace unproductive habits with strategic disciplines that directly impact profitability and growth. After completing this sprint, leaders and teams can evaluate what new habits to maintain and which to dial back, armed with clarity and momentum.

1) There Are No Days Off

Commitment to momentum means consistency. Over the 42 days, every team member must show up and engage fully—even with unavoidable personal commitments. For instance, if family obligations demand time, carve out a couple hours but ensure the remainder of the day is dedicated to the sprint goals. This consistency builds accountability and habit formation at scale.

2) Wake Up at 5am

The 5am hour is renowned among high achievers for its quiet and undisturbed environment—the “hour of champions.” Early rising fosters discipline and creates headspace for strategic thinking before daily distractions begin. Although the initial days will challenge even the most seasoned professionals, perseverance here sets a powerful tone for the day.

3) Work Out for 30–60 Minutes Daily

Physical fitness is often overlooked in brokerage leadership but is foundational to sustained energy and focus. Regardless of fitness level, 30 to 60 minutes of intentional physical activity daily energizes the mind and body while mitigating stress and health setbacks—critical for those long days in a demanding industry.

4) Go to Bed by 9pm

Quality rest underpins cognitive function and emotional regulation necessary for leadership. Shutting down by 9pm may be countercultural, but the diminishing returns of late-night work or entertainment compromise next-day performance. Leaders should reserve late-night leisure for post-sprint rewards.

5) Carve Out Two Hours to Prep for the Day, Manage Social, and Client Follow-Up

Communication remains one of the top client complaints across brokerages. Dedicating two focused hours each morning to preparation—including social media postings and proactive client follow-up—closes this gap, considerably enhancing reputation and uncovering previously lost transaction opportunities. Closing this “leak” is non-negotiable for momentum.

6) Get Deep with Your Inventory

Mastery of local market inventory is a differentiator that consistently accelerates deal flow. Committing daily to thorough knowledge of listings and properties fuels confidence and positions your team to outperform competitors. Anecdotal evidence and industry veterans alike attest that a well-informed newer agent routinely outpaces complacent veterans who neglect this discipline.

7) Engage in Three Hours of Personality-Based Prospecting

Prospecting is often the most arduous part of brokerage leadership, yet it is an indispensable engine of momentum. The key is focused discipline: select the one prospecting method that aligns best with your individual strengths and tolerances and commit three hours daily. Consistency here directly translates into pipeline growth and transaction velocity.

8) Clear All Texts, Emails, and Voicemails at the End of Each Day

Closing out communication channels daily establishes a clean psychological slate for the next day, reduces backlog stress, and fosters responsiveness. This habit supports client satisfaction and internal efficiency—two pillars of a momentum-driven brokerage culture.