This is a loaded question but Brokering as a skillset is something I am very passionate about, so I'll take a whack at it over coffee.

Top brokers are extremely rare people. I'm talking 1/100 people who try, EVER get to this point. These are usually the type of person that could do almost anything they wanted if they set their mind to it- whether they know it or not. Usually they are the very early or late bloomer type of person.

Top brokers learn how to be great at every aspect of brokering and dont rest on their laurels. They understand what made them successful yesterday isnt what will make them successful next month.

They are flexible, and manage their time with extreme diligence and care for their future pipeline. They are humble and have a true ownership mindset. There is no job too low or high, early or late, for them to tackle themselves right away.

A top broker would make a great manager, they know how to delegate work create roles within new systems and train people to do tasks constantly.

They push carriers to raise their standards, by building relationships and easy routines/systems for them to follow.

Notice I havent mentioned sales yet? While top brokers must be expert level negotiators- Sales in my experiance is actually NOT as important as most people want you to beleive.... Top brokers are of course great at sales, but not in the slimy short term nominal sales kind of way most people imagine sales is. Top performers had the sales dillegence and follow up to land customers, but most importantly they are relationship builders.

They continuously bring value to the relationship, and push to deepen connection and dependence. They know how to set expectations. They know just where to set the bar right above what the market is offering and how much labor it will take. They also know how and when to eat a loss so they can earn it back 100 fold.