Brand new NAR-affiliated Realtors and agents alike are faced with the challenge of attracting clients without the background or experience to back them up. To help give these agents an advantage against the more established competition, we asked experts to share their best tips for new real estate agents.
Here are the top 23 new real estate agent tips from the pros to help build your name in the industry:
1. Line Up Multiple Buyers with Competing Offers
Jim Turner, CEO, Pro Agent Solutions
As a real estate agent, your leverage in negotiations is based on your next best alternative. As a real estate listing agent, the best way to increase your leverage is to line up multiple buyers with competing offers. It is very time-consuming to manage all of the showings needed for these buyers, so the best way to scale up is with showing management software like Pro Agent Solutions to help you schedule your showings and get automated buyer feedback. This software will allow you to efficiently find those buyers for your listing to generate those competitive offers.
2. Have a Thick Skin & Can-Do Attitude
Jeff Madl, Director of Sales & Business Development, Amarki
Leverage the 3 P’s: Positive, Passionate, and Productive! Let these attributes stand out in everything you do. You must be able to handle rejection and disappointment, and perform hard work so you can ultimately earn the satisfaction of success. After a hard-fought battle, real estate can be the most rewarding and financially gratifying profession in the world.
3. Choose Your Niche & Build Your Brand Around It
Nik Kryvtsun, Creative Writer, Rentberry
Real estate is undergoing a profound transformation—consumers don’t need an intermediary anymore. Online platforms and housing apps will quickly replace those functions. Instead, an agent should focus on giving expert advice, conducting house assessment, educating and coaching the client on the intricacies of the housing market, and even providing legal support. This is the only way to ensure job security, since the traditional real estate agent salesmanship will be history by the end of the next decade. Future real estate agents will be more like arbiters, consultants, and coaches. Therefore, work on your knowledge of the industry, not the sales pitches and negotiations techniques.
4. Grow Your Contact List
Jason Fox, Realtor, The Madrona Group
It is all about the database. Whether you call it a database, a CRM, a contact list, or your sphere of influence, it is critical. Your job as a real estate agent is to build, adjust, add to, grow, and nurture that list. There are many ways to do it and on many different platforms. Call them, email them, text them, take them out to coffee, invite them to parties, or send them mail (thank you cards, postcards, or letters). Just make sure that you have a plan for managing your database.
Maggie Alland, Marketing & Review Editor, Fit Small Business
Nowadays, websites are imperative for real estate professionals as more and more clients opt to look for listings online. This means that you can’t just have an average website design if you want to have leads choosing you over competition. Placester offers stunning and affordable real estate website designs that are easy to setup and personalize in a matter of minutes. Select from over 20 mobile-friendly templates that will surely impress buyers and sellers alike. What’s more, Placester offers a free website for members of the NAR. Click here to sign up today.
6. Sign Up for a Paid Lead Generation Program
Daniela Andreevska, Marketing Director, Mashvisor
Many agents do not use paid lead generation programs because they think that the cost is not worth the value they provide. This might be somewhat true for agents who have been in the business for decades or have worked with hundreds of buyers and sellers. However, when you first start, it’s very hard to find leads, especially qualified ones. The success of your career depends on how many leads you have and how good they are. Thus, for beginner real estate agents, the cost of a good lead generation program will be worth it. Make sure to only enroll in programs that provide a 100% satisfaction guarantee and allow you to evaluate the leads you receive.
7. Be Consistent
Michael Montgomery, Broker & Real Estate Trainer, Rev Real Estate School
In real estate, new agents can get tied up in the result: getting the listing, selling the home, and securing an appointment. The only pressure new agents should be putting on themselves is the pressure to put in the effort and repetitions. If you focus on putting in the repetitions every day, the result is inevitable in real estate. Take the pressure off of the result and detach from the outcome when you are new. Praise the effort and you will have an amazing career.
8. Find a Mentor
Jeff Shmase, Realtor, LAER Realty Partners
There are a number of agents and real estate agents in your marketplace. Ideally, there is an agent in your office who is doing well. Follow them on listing appointments. Ask them if you can accompany them to an open house. Ask them for their advice on how to build a business. They are usually accommodating.
9. Host Your Own Website
Kurt Uhlir, Chief Marketing Officer, Showcase IDX
Your brokerage or team may provide you with a website, and you should take full advantage of that, but every agent, especially new agents, must have their own website that they own and control. Your success as an agent will increasingly be about 1) your network and 2) your personal brand that highlights the value that you’ve brought clients. The small investment in your own website gives you a hub you control and own to represent your business. It will also allow you to personalize your client’s experience and stand out from the portals.
Gavin Graham, Editor, Fit Small Business
As a real estate professional, you need to know where each lead is in your sales process if you are to provide the best customer experience. But remembering hundreds of names and information is impossible without a reliable CRM tool. Freshsales allows you to manage your contacts all in one place using its great mobile app, giving you the ability to access critical lead information while away from the office. It also connects to multiple email accounts so you can track emails, create personalized email templates, and send bulk emails, all in one place. Click here to try Freshsales free for 30 days.
11. Choose Your Brokerage Firm Wisely
Brent Mitchell, Career Consultant, Keller Williams Realty
Getting your real estate license guarantees you absolutely nothing. Real estate license courses only cover principles, ethics, contracts, agency, etc. They don’t teach agents how to run a business. When interviewing real estate companies, know it is you who is interviewing the broker, not the other way around. Make sure the company offers up-to-date training, not outdated models. The real estate industry is constantly changing. Your broker must help you match the market of the moment so you can see success in all stages of the economy.
12. Create a Facebook Business Page
Chase Michels, Broker Associate, Baird & Warner
Promote your services on Facebook and try to grow a following. Once a client “likes” your page, they will begin to see your posted content on their timeline. Share your posts to the wall of the client’s home you are advertising. This shows your client the types of marketing you are doing, but it also promotes that post to all of the client’s connections as well.
13. Learn About Agent-to-Agent Etiquette
Courtney Poulos, Broker/Owner, ACME Real Estate
A lot of brokerages train on the forms, but they don’t train on agent-to-agent etiquette (and how that can sometimes save or blow a deal), ethics, and dealing with different types of buyer personalities. There is a human component to the real estate process, an intimacy that requires respect and confidentiality, that is very much ignored during the beginning years of real estate training—and which most agents only learn by losing significant deals.
14. Look for Partners
Bruce Ailion, Realtor & Attorney, RE/MAXTown & Country Commercial
Contact the people you know and ask for help. Meet people in the community and ask for business. Do a great job assisting the few people you help in the beginning and ask them for referrals. Consider a personal trainer or coach if you can afford one, but if not, find an accountability partner to make sure you are on the job, 60+ hours a week until your business is stable and at an income you are comfortable with. The idea that this is easy money for part-time work will not lead to a successful career.
15. Try Not to Wear Too Many Hats
Kent Davis, Real Estate Expert & Founder, Panama Equity Real Estate
It is very difficult to be a part-time real estate agent, so my advice is to commit to the profession full-on and not try to wear too many hats. The beautiful thing about being a real estate agent is that the schedule is inherently flexible (except when your clients dictate your schedule), meaning you can front-load your office work to mornings, evenings, or mid-day to accommodate other life necessities like family, personal development (gym, study time, social groups), and prospecting.
16. Set Client Expectations
Shelley Gallamore, Broker / Owner, Realty Executives Southeast
Real estate is filled with long hours, lots of weekends, and being tethered to electronic devices. As a new real estate agent, I wish I had known the importance of setting expectations with my clients early on. Explaining your work hours, best ways to communicate, and how they can get a quick response is key. Rather than feeling guilty about these explanations, realize most people want to treat you well and respect your boundaries.
17. Know Your Unique Benefit
David Sander, Co-Founder, Yourkeymove
This market is a competitive space, and many real estate agents have been running successfully for decades. Customers are anxious about trying new estate agents without a proven track record. So what are you going to bring to the table? It’s important your agency spells out why customers should sell with you. What unique benefits does your agency bring? In order to get this right, you must do some market research or your business must have a unique sales proposition to capture its audience.
18. Stay Up-to-Date with Market Intelligence
Tim Bartkowiak, Sales Representative, RE/MAX
Always stay up to date with what’s happening in your market—both price-wise and in terms of sales activity. I can’t count the number of times I’ve been asked roughly how many homes are currently selling in their neighborhood/community. Having an idea of these statistics lets people know that you know your business, that you are actively keeping up with the market, and that you know what it’s doing.
19. Utilize Your Background & Best Skills
Eric Sztanyo, Realtor, Keller Williams Advisors Realty
In real estate, you can work your sphere, call FSBOs, call expired listings, work your farm area, do open houses, and do many other ways of lead generating. I come from a background of SEO and internet marketing, so I put all of my energy into lead generating in this way. Because I actually like doing it, it helped me stay consistent with it all year long.
20. Remember a Deal Isn’t Closed Until the End
Eddy Boccara, CEO & Founder, Space
Throughout your career, there can—and most likely always will be—a turn of events right at the deal’s end. I’ve seen many clients get cold feet just as the contracts are about to be signed. You need to stay on top of things until your services are completely rendered. Then—and only then—is your work done. I cannot stress that enough.
21. Use Automation Tools to Help Manage Your Clients
Jennifer Okhovat, Realtor, Compass
I wish I knew how important it was to invest in a good CRM (client relationship management) tool and to keep my database of friends and clients organized from the start. I now use programs that keep track of my clients, my progress with them, and the communication we have, so that I never forget to follow up or check in.
22. Offer Engaging Content on Your Website
Matthew Reischer Esq., Owner, Flushing NY Real Estate Inc.
Engage readership with a blog, showcasing local events and leveraging a larger social strategy that links with your realty brand. Maintaining a high level engagement with your internet audience and providing fresh content will make your website a must-visit destination for people interested in the neighborhood you serve. Even if you are an agent and not the principle owner of the realty enterprise, this will make you a valuable asset to other realty outfits because you will have deep connections with the neighborhood and possibly even ongoing internet traffic.
23. Network as Much as You Can
Justin Nepola, Real Estate Attorney, Nepola Yonta Attorneys at Law
The one piece of advice that I give every new real estate agent I meet is: “Meet as many people as you can.” The job of a real estate agent is to bring two people together, one who wants to buy property and another who wants to sell property. The more people you know, the more opportunities you have to bring those two people together.
Bonus Tip. Have Patience
Adam D’Annunzio, Realtor®, Adam Home Group Keller Williams Realty Jersey Shore
Starting out as a new agent, you are excited to jump in head first and get started on building your business. What most new agents fail to understand, though, is that it takes time and patience to do this. Not every lead is going to pan out. You cannot stress over a missed opportunity—just be prepared and motivated for the next.
It’s fairly easy to start a career in real estate, but becoming successful takes more than simply formal training. Follow our list of tips for new real estate agents and make sure you stand out from the competition.
Did we miss out on your favorite new real estate agent tips? Share them with us in the comments.