In working with half of the top 50 public brokers through our sales training company, we've noticed that successful salespersons consistently exhibit certain traits that help them stay at the top of their game. Here is what we've learned:

1. Top salespeople are willing to sacrifice. We see young producers dropping their kids off at school at 8 a.m., then leaving the office at 3 p.m. to take them to soccer practice before heading home. We call these people part-time producers. Part-time effort yields part-time success. Top salespeople plan family activities around their careers, so the primary breadwinner has time to succeed.

2. Top salespeople are incredibly focused. Nothing gets in their way. They have a plan for the year and for the month, and an action plan for every day. They focus on building relationships and making sales. They distance themselves from things they cannot control and things that zap their sales focus (too much TV, golf, hobbies, etc.).