The Secret to Sustained Success: Why “Small Wins” Matter More Than You Think

In the high-stakes world of real estate, we often chase the big wins: the record-breaking sale, the massive team expansion, the seven-figure commission check. These moments are exhilarating, but what truly sustains us and our teams through the daily grind?

I recently came across an incredibly insightful book, The Progress Principle by Harvard Business School professor and creativity expert Teresa Amabile. Her research, based on an analysis of thousands of daily work diaries, reveals a profound truth that every real estate leader, recruiter, and top agent needs to hear: of all the things that can boost our motivation, the single most important is making progress in meaningful work.

This is the core of her “Progress Principle.” We don’t need a monumental breakthrough every week to stay motivated. Instead, it’s the power of small wins that truly fuels our fire.

Think about it in our world. A “small win” isn’t just closing a deal. It’s the small, daily victories that keep the momentum going:

• Getting a potential buyer to sign up for a property tour.
• Receiving a positive testimonial from a past client.
• Successfully navigating a tough negotiation on behalf of a seller.
• Finally getting that marketing email list cleaned and organized.

Each of these seemingly minor accomplishments has a disproportionately positive effect on our “inner work life”—our emotions, motivations, and perceptions. When we feel good about the work we’re doing, our performance improves, which leads to more progress. Amabile calls this the “Inner Work Life” Loop, and it’s a powerful virtuous cycle we can actively cultivate.

So, how do we, as leaders, recruiters, and high-performing agents, leverage this principle? Amabile points to two critical roles we play:

1. Be a Catalyst: This is about directly supporting the work.

• For leaders: Provide your agents with the right tech, clear goals for their pipeline, and the resources they need to succeed without unnecessary obstacles.
• For recruiters: Ensure your onboarding process is a series of small, achievable wins that build confidence from day one.
• For agents: Give yourself the tools and time to get the job done right, and don’t be afraid to ask for what you need to clear roadblocks.

2. Be a Nourisher: This is about emotional and interpersonal support.

• For leaders: Acknowledge your team’s hard work, offer genuine praise for small victories, and foster a sense of community. Celebrate that a showing went well, not just that a deal closed.
• For recruiters: Provide consistent encouragement and make sure new agents feel respected and part of the team.
• For agents: Surround yourself with a network that offers support and recognizes your efforts, big or small.

In real estate, our work is inherently meaningful; we’re helping people with one of the biggest decisions of their lives. Amabile’s work is a powerful reminder that our role as leaders isn’t just to demand results. It’s to create an environment where daily progress is celebrated, obstacles are removed, and our teams feel supported and encouraged. When we do that, we don’t just achieve success—we create a sustainable, motivated, and highly effective culture that’s built for the long haul.