Did you know approximately half the population are introverts? That means there are a lot more of us than most people realize. I’ve been working with introverted real estate agents since 2018, after discovering that I was one but didn’t know it. Over the years, I’ve talked to thousands of agents, many of whom also didn’t realize they’re introverts.

So, what’s an introvert? An introvert is someone who recharges their energy by being alone, as opposed to an extrovert, who gets recharged by being around other people. Introverts also process information internally vs externally, so we do tend to be quieter when we’re thinking.

There’s a common misconception that extroverts are naturally inclined to do better in sales roles and leadership than introverts. That’s simply not true. Many of the top agents and leaders of our industry are actually introverts. If you’re an introvert, keep reading for five ways you can succeed in building a successful real estate career.

Learn how to manage your energy.

Awareness of how you’re spending your energy is just as important as how you spend your time. Start by recognizing patterns throughout your week. When do you feel most energized? When do you feel more drained? What factors contribute to your energy levels?

Here’s a simple exercise to help you get started: Take a look through your calendar from the past month. Next to each activity or appointment, write either a plus sign or a minus sign to indicate how it affected your energy. If you’re not using an old-school paper calendar, just make a mental note instead of physically writing it down. Now look for patterns.

Schedule your appointments strategically.

If you notice you have the most energy first thing in the morning, get your most important tasks done then. If a client needs to meet in the evening and you know you’ll be feeling tired, schedule a break for yourself to recharge your batteries before the meeting. This way, you’re intentionally showing up at your best, rather than allowing the day to control you.

Focus on building deep relationships.

You don’t have to be the loudest one in the room or the most social person at the party to succeed in real estate. You don’t even have to attend the party in the first place. Instead, focus on building deep relationships one at a time. This will result in a strong referral-based business. The keys are to be consistent, continue to add new people to your world and stay in touch with your new contacts.

Get comfortable saying no.

A big part of energy management is sticking to your boundaries and prioritizing the most important parts of your business/life. Keeping in mind that introverts need alone time to recharge, practice saying no to extraneous social activities that you know will not be worth the expenditure of energy.

When an invitation comes your way, ask yourself: Is this worth my time? Is it worth my money (if there’s a cost involved)? And is it worth my energy? If it’s a yes to all three questions, you have your answer. But if not, be OK graciously declining.

Find the lead generation strategy that’s best suited for you.

Great news — you do not have to make outbound cold calls to be a successful real estate agent! Thankfully, we’ve gotten away from this narrative as the years have gone on, yet I still hear this from agents sometimes.

The truth is there are hundreds of ways to meet new people and grow your business, many of which don’t involve phone calls. Some are tried and true, such as sending direct mail — golden letters or expired mailers — or farming your neighborhood with market data postcards. Others are high-tech and aimed at the future, like using content creation to become the local agent that AI recommends to prospective buyers and sellers. Find what works for you that you enjoy enough to stick with.

Whether you’re an introvert or an extrovert, you can be a fantastic real estate agent who helps a lot of people throughout your career — if you do what works for you and can be consistent long enough. By managing your energy, you’ll avoid the burnout that many agents struggle with. And by tailoring your calendar and your lead gen, you’ll create a more sustainable business.

Ashley Harwood is a national speaker, published author, sales trainer, business coach and Realtor based in the Boston area. In addition to working with her real estate clients, she loves helping introverted real estate agents grow their businesses.