Your First 10 Moves as a Real Estate Agent (If You Don’t Want to Be in the 87%)

So, you’ve got your real estate license. Congrats! But now the real work begins. If you’re not careful, you could end up as a statistic—the dreaded 87% of agents who don’t make it. Don’t worry, though. We’re not about to let that happen. Here are the first 10 steps to take if you actually want to survive (and thrive) in real estate.

1. Get Clear on Your Why

Before you dive headfirst into the hustle, ask yourself: Why did I get into real estate? And no, “because I like houses” doesn’t cut it. What’s the bigger motivation here? Freedom? Flexibility? Making bank? Whatever it is, lock it in. This will keep you going when things get tough (because they will).

2. Set Realistic Goals

Now that you know your why, it’s time to set some actual goals. Not the vague “I want to sell a lot of homes” kind of goals. I’m talking about specific, measurable targets. Like, how many deals do you want to close in your first year? How much income do you want to make? Write them down, break them into monthly chunks, and then get to work.

3. Choose Your Niche

Real estate is a big world, and if you try to be everything to everyone, you’ll end up being nothing to no one. Pick a niche. Maybe it’s first-time homebuyers, luxury homes, investors, or even a specific neighborhood. Specializing helps you stand out in a sea of generic agents, and it’s way easier to market yourself when you know who you’re talking to.

4. Build Your Personal Brand

People don’t hire agents—they hire personalities. Your brand is how people feel when they think about working with you. What makes you different? Are you the agent who makes buying a home fun and stress-free? The data-driven negotiator? Start by dialing in your online presence—social media, website, business cards—so that everything screams you and not just “another agent.”

5. Find a Mentor (Or Two)

Going solo in real estate is like jumping out of a plane without a parachute. You need a guide. Find a mentor—someone who’s already crushing it in the business. They’ll give you the inside scoop on what works, what doesn’t, and help you avoid the rookie mistakes. Don’t be shy about asking questions. Soak up all the knowledge you can.

6. Master Lead Generation (Early)

Leads are your lifeblood, and you’ve got to get the pipeline flowing ASAP. Learn the art of lead generation from day one. Cold calling, door knocking, social media, open houses—try a few methods and see what clicks. The trick is to start small but consistent. You’re planting seeds that will pay off down the line.

7. Build a Killer CRM

Let’s be real—your memory isn’t good enough to keep track of every lead, follow-up, and client. Enter your new best friend: the CRM (Customer Relationship Management) system. Use it to organize your contacts, schedule follow-ups, and track every step of the deal process. The agents who don’t use a CRM? They’re the ones who forget to call back and lose out on deals.

8. Create a Content Strategy

You need to be everywhere your potential clients are—Facebook, Instagram, LinkedIn, YouTube. Start posting valuable content that shows off your expertise. It doesn’t have to be fancy—market updates, tips for buyers and sellers, behind-the-scenes looks at the process. Consistent content will keep you top of mind when someone is ready to buy or sell.

9. Invest in Marketing

You’ve got to spend money to make money, right? Set aside a budget for marketing—whether it’s Facebook ads, Google ads, or local sponsorships. Marketing isn’t an expense; it’s an investment in your future deals. The agents who skimp on this are usually the ones who wonder why their phone isn’t ringing.

10. Commit to Lifelong Learning

The best agents are always learning. Real estate laws, market trends, new technology—this business changes fast, and you need to keep up. Take classes, attend seminars, listen to podcasts, read books. The more you know, the more value you can bring to your clients, and that’s how you win long-term.

Final Thought: Real estate isn’t an overnight success game. It’s a marathon, not a sprint. But if you follow these 10 steps, you’ll be miles ahead of the agents who are just winging it. Stay focused, stay disciplined, and soon enough, you’ll be playing in the top 13%.

Want to level up even more?
For answers to common real estate questions, check out our Agent Articles.
Want expert insights? Hit up our Agent Bookshelf.
Looking to streamline your game? Check out our Agent Resources.
Not subscribed to our newsletter yet? Do that here.