New Real Estate Agent Tips: Thrive in 2026!

Did you know that 87% of new real estate agents fail within the first five years? It’s a tough career, but with the right strategies, you can be part of the successful 13%.

Your journey in real estate doesn’t have to be a leap into the unknown. We’re going to provide 15 MUST-Know tips to help you navigate it from the beginning to a smooth long-term career.

Here’s a handy index:

• Essential Skills and Traits for Succeeding as a New Real Estate Agent
• 5 Ways to Get Your First Real Estate Deal
• Long-Term Success in Real Estate

Essential Skills and Traits for Succeeding as a New Real Estate Agent

Social Skills for Realtors

Okay, so being a real estate agent is super cool, but guess what? It’s all about how you talk, listen, understand, and get along with people. If chatting, making friends, and tuning into people’s emotions isn’t your thing, then being a realtor will be tricky.

Your goal is to work every day with people who may want to buy a house or sell a house. Buyers and sellers will have questions and they’ll likely be emotional whether it’s nervous, scared, excited, confused or something else.

Your job is to be their guide, someone they can trust and feel comfortable talking to.  You’ll need excellent social skills to pull that off. And it’s not just the people looking to buy or sell houses that you need to have excellent social skills for.

You also must work with real estate agents on the other side of the deal. You’ll need make nice with that agent – be friendly while getting answers that will help your client.  If you’re inclined to be confrontational, you won’t get far in helping your client get the best deal for them.

And there are even more people involved in deals, like loan officers, inspectors, and escrow officers. You will likely be interacting with all of these people and your fabulous social skills will again help your client get the best outcome.

If you’re not sure where to start to brush up on having great social skills, practice listening first.  Listen twice as much as you talk. Also, ask questions so you really understand what people want. Last, keep your smile ready because a friendly face can make a huge difference.

Agent Communication Skills

Communication skills for real estate agents are different from social skills. Social skills are more about creating harmonious working relationships likely to create advantageous outcomes.

But communication skills? They’re a whole different ball game. They’re about clarity, precision around complex issues, and sometimes, tackling awkward issues with finesse.

Regarding complexity, breaking down real estate contracts into bite-sized, understandable pieces is important. That’s what you’ll need to do. At the same time, make sure your customers don’t feel overwhelmed. Instead, you want them to feel empowered and informed.

Regarding awkward information, take, for example, advising a client on prepping or staging their home for sale. Let’s say that to get top dollar on the home’s sale, or sometimes just to sell the house at all, you know their house needs some changing.

Whether those changes are merely removing items from a too-crowded room or making big physical changes, you’ll need awesome communication skills and some social skills too.

Almost every seller loves their home as is and no one wants to hear that they must make changes to “improve” it.  So, in presenting this “your home needs changes” talk, it will matter what you say and how you say it.

You’ve got to blend honesty with tact. It’s a skill to convey a clear message on how the changes will benefit them while leaving the sellers still believing that you love their home enough to be a great salesperson on their behalf.

Negotiation Techniques for New Real Estate Agents

As new agents in the real estate industry, honing your negotiation techniques is crucial. It’s about finding win-win situations. To do this, you’ll need to understand the needs and desires of the buyers and sellers and then find common ground to work with.

For example, if your buyer loves a house but it’s slightly out of their budget, find out if the seller has other needs and desires that your buyer might meet to thereby create an offer where a lower price may still satisfy the seller while meeting the buyer’s budget.

Never get confrontational. That will not serve the best interests of your client. Your social skills in playing nice, as well as being respectful and professional, with the opposing agent will help your client get information that can lead to a successful negotiation and a great outcome.

Remember, good negotiators are patient and think before they speak. They are prepared. They know when to push forward and when to step back, all while maintaining emotional control.

Don’t know where to start? We recommend the book “Never Split the Difference” by Chris Voss. It’s not about real estate, but the principles are gold.

Time Management Skills for Agents

In real estate, juggling various tasks efficiently is a necessity, especially for new busy agents. The ability to manage time effectively is vital as you’ll find yourself swamped with diverse responsibilities and the constant need to learn new and evolving information.

Start by prioritizing tasks each day—listing appointments, generating new leads, meetings you must take, and deadlines you must meet.

Use tools like calendars, task organizers, or apps to keep track of everything you need to do. Try asana.com – that’s my favorite free task organizer.

And don’t forget: delegating or automating are fantastic goals for real estate agents!  You can delegate with the help of a virtual assistant. Virtual assistants provide a variety of skills to help you perform a variety of tasks from editing your social media content to making cold calls for leads. Some overseas assistants can also be cost-effective even for new real estate agents.

Regarding automation, a customer relationship management (CRM) tool can help. We’ll dive into CRMs in more detail below.

5 Ways to Get Your First Real Estate Deal

When it comes down to it, there are only five strategies to land your first deal. All five are about prospecting techniques for new real estate agents. Leads are people who may hire you to help them buy or sell property. Without leads, you won’t have deals to close. You can find dozens of strategies to get new leads. Let’s make it simple and break it down to just five.

1. Tapping Your Sphere of Influence

People do business with those that they know, like, and trust. You already know lots of people who know, like, and trust you. These people are your personal network, your “Sphere of Influence”. You may already know someone who is looking to buy or sell real estate.

You need to let your sphere know you’re a real estate agent. Craft a compelling announcement to let everyone know that you’re in the real estate business. Don’t just say “I’m in real estate, come work with me”.

Instead, make your message more compelling, provide context as to why you became a real estate agent, why you are passionate about it, and what you bring to the table that’s different than other agents. That’s your unique value proposition and it sets you apart.

Your unique value could be something from your past that helps potential home buyers and sellers like you worked in construction or lived in some location long enough to be an expert about it.

Or your unique value could be something you offer that many agents don’t, like staging homes or more flexible commissions and agent contracts. Whatever it is, tell everyone you know about it.

Prepare a proper announcement with your picture. Email everyone you know. Share it on Facebook, Instagram, YouTube, LinkedIn, and TikTok. People who already know may work with you as a new agent to support you. That happens all the time.

Last, even if no deals flow immediately from your announcement, your friends, family, and connections may refer you to others. So don’t miss the opportunity to announce yourself. Don’t be shy. Your sphere can be a gold mine for leads.

2. Attending Networking Events for Real Estate Leads

This is all about making connections. Attend networking events with local startup business owners, real estate investors, or any other group that has something to do with real estate. The more people you know, the more deals you’re going to do.

Plan to do one event every single week and stick to that plan. Here are some pro tips:

1. Going Alone is best – you’ll be more likely to talk to others if you are alone.
2. Listen more than you speak – that way you learn what others need.
3. Offer value – what can you do or provide that will help others accomplish their goals?
4. Bring business cards – share them with the people you meet. They might call you when they need a real estate agent or they may refer you to others.
5. Follow-up – after the event, don’t forget to reach out quickly! Send thank-you notes or emails that show detail the value you plan to provide…and then provide it.

3. Prospecting for New Clients

Prospecting means you reach out to people that you don’t know and see if they may need to buy or sell real estate. Reaching out to strangers is not easy but deals can flow fast. Again, there are many methods to prospect strangers but there are only two very effective choices.

Cold Calling

Cold calling refers to calling people you have never met and have no connection with. But, as a new agent, don’t cold-call just anyone! Instead, call only homeowners who have listed their home as “For Sale By Owner” (FSBOs) and sellers whose previous home sale listing expired (so it didn’t sell).

This is a lot better than calling random people. These two groups are people who definitely are selling their homes.

Door Knocking

Door knocking is just like it sounds, you go around a neighborhood and knock on doors looking to strike up conversations with the homeowners. Of course, with door knocking you’ll meet lots of people who don’t want to sell their house right now but they may later.

Be sure to offer people something of value. For example, you might offer to email them a free monthly newsletter about which homes sold in their neighborhood and at what price.

Neighbors are almost always interested in knowing the details of homes in their own neighborhood. And, you get their email address in exchange which will help you stay in touch.

Pro prospecting tips for new real estate agents:

1. You don’t have to do both cold calling and door knocking. Pick one or the other.
2. Prepare scripts but keep it natural
3. Be ready for “no” but stay positive
4. Keep it short to be respectful of people’s time
5. Commit to it – like you will door knock every single day for 3 hours a day in any weather every day for 6 months straight or you will call every FSBO or owner with an expired listing each week.

The bottom line, no one likes to prospect. But smart prospecting, like the above two strategies, can land you deals fast. Also, there is a great side benefit. That is, as you prospect, you’ll get better and better at it. That will develop your communication skills which will take you far in the industry.

4. Open House Strategies for Successful Lead Generation

Doing an open house refers to being the agent that sits at a home’s open house. You do not need to be the listing agent to “host” the open house. Some brokerages do require that you only host open homes for listing agents of your brokerage. Check your broker for the rules.

Many busy agents with listings love to have another agent sit at their open houses. This is a huge opportunity for you to perhaps meet a person who wants to buy the house. If they are not already represented by a buyer’s agent, they may decide to hire you for the job.

Also, even for people not interested in the home, you may meet others who are interested in a real estate transaction. There may be real buyers who could use a buyer’s agent. There may be neighbors who are planning to sell and have come by to see their competition.

Doing open house is four open houses is yet again another way to meet potential prospects and hone your communication skills.

Hosting open houses has so many benefits and intricacies that we devoted an entire blog just to that topic. You can read it here. Learn to get the most from your open house. They don’t cost much money, but they do take up your weekend. Make the most of your time.

5. Using Social Media to Create a Strong Online Brand

Now, building an effective online presence as a realtor will help you grow. So let’s talk about social media for growing your business. Leveraging social media is clearly my favorite way to get business and it is what brought my first deal and nearly all my deals thereafter. Here are some amazing benefits:

1. Attract New Clients: When people reach out to you for their real estate needs, they usually become your customers right then. You won’t have to do lots of presentations or compete with other agents.
2. Work Satisfaction: When people call you to help them, instead of you reaching out cold to others, you will likely meet people you enjoy working with. People call people they like and, it’s been my experience, that I like them too!
3. Low Views: You don’t need a lot of views, subscribers, or comments to gain customers. You only need the few that are interested in buying or selling real estate.
4. Low Expense: Doing social media doesn’t need to be expensive. Filming with your phone works great.

Being successful at social media means being consistent – at least posting every week. It can also be a huge time commitment and it does take time to pay off. In my experience, most agents start to see the fruits of their labor after roughly six months, but I’ve seen it pay off in as little as 3 months and as long as a year.

There’s a lot to unpack about social media and I can’t provide even the tip of the iceberg here. But, for new agents who want to join our free team at eXp Realty, we provide step-by-step training for all platforms, making it easy to find your way to lead generation through social media

Long-Term Success in Real Estate

Now you know the five ways to get your first deal and every deal after that. But there’s more secret sauce to being a successful real estate agent. Let’s get into that sauce.

The Importance of a Written Business Plan for New Agents

Yes, we know writing a business plan can feel like a chore. But after you read these reasons why you should, we know you’ll be all over it.

Goal Setting

You need clear goals to succeed as a real estate agent. A written business plan helps you set targets and take action. It’s like having a map on your journey.

Think about what you want in your real estate career. Do you aim to sell ten houses this year? Do you want to connect with fifty potential clients? It’s imperative to document your goals so you can later determine if your plan is working. So, write it down!

Strategy Planning

Next, your plan needs strategies for reaching your goals. Will you use social media, call FSBOs or expired listings, or host open houses? Will you invest upfront money toward your goals by paying for magazine ads, postcard campaigns, or targeted social media advertising? The key is to decide how you prefer to generate new leads to make your business grow.

Later, after some reasonable time, you’ll evaluate whether your strategies are working. A written plan makes this evaluation process objective, clear, and useful. If your strategies aren’t providing the success you desire, increase your efforts, better your skills toward the tasks, or adopt new strategies.

Prioritizing Actions

Besides goals and strategies, be sure to prioritize the actions that are most imperative for getting real estate deals. Those are the actions that yield the greatest value. Prioritize connecting with customers and new lead generation over administrative work.

It’s easy to get distracted from your goals in the real estate business. New circumstances come up every day, personal stuff too. Prioritizing your actions ensures that you’ll get the most important things done each day. Never miss what must be done today!

Consistency

Alright, let’s get into gear with your business plan. It’s all about putting that plan into consistent, daily action. Whether your goal is to reach out to a set number of prospects or make a certain number of calls, commit to it.

Each day you hit those targets, mark it down as a victory. Why not reward yourself too? Maybe with a little treat or activity you enjoy. It’s crucial to shift your perspective on success. Don’t just wait for the big wins like landing a new client or closing a deal.

Real estate can be challenging, and it’s the small, daily achievements that create success. By celebrating these everyday accomplishments, you keep your motivation high and your focus sharp. The big wins will follow.

Maximizing Referrals in the Real Estate Industry

One cool thing about real estate is that those that you work with might tell their friends about you, and just like that, you might get a new customer! Here are two tips to get referrals flowing.

1. **Be Awesome at Your Job**. Make sure every client is super happy. When people are happy, they share that with others. So, treat each customer like they’re the most important person. Listen to them carefully, always be on time, and get back to them quickly when they need something.

2. **Give Gifts for Referrals**. People love getting treats for helping out! If someone tells their friends about how great you are and it brings in a new customer, say thanks by giving them something nice like a gift card or a cheaper price on your services next time.

Stay Connected

Now that you understand referrals, the key is to keep in constant touch with your network. This is what we call staying “top of mind” in real estate jargon. It means you’re the first person they think of when real estate needs pop up.

How do you achieve this? Simple: use emails for updates, engage on social media or make quick calls just to check in. You could share fun facts about different houses or neighborhoods, or send out timely updates about the real estate market and home care tips.

These small but consistent interactions are not just about being remembered; they’re about building a lasting relationship. By doing this, you ensure a steady flow of deals and referrals coming your way.

Customer Relationship Management (CRM) Systems

Feeling swamped with all the tasks and client interactions you’ll need to manage? CRM, which stands for Customer Relationship Management, is here to save the day! It’s a fantastic tool that streamlines your work, making you more effective and efficient.

Imagine this: every interaction, every detail about your client’s needs and preferences, all neatly organized in one place. No more trying to recall your last conversation or jotting down notes in a dozen places.

Here’s something cool for eXp Realty agents. We get access to a top-notch CRM called kvCORE, absolutely free. This CRM costs up to $5000 a year elsewhere!

CRMs like kvCORE are about smart client management. You’ll be able to neatly keep track of clients and can segment them by their readiness to buy or sell, ensuring you send appropriate messages to them. Clients will say content and you’ll demonstrate your understanding of their unique needs.

CRMs like kvCORE can also automate follow-ups. Think of it as having a virtual assistant who keeps you on top of mind with your clients, sending out timely reminders, birthday wishes, or even monthly newsletters – all without you lifting a finger.

And that’s not all. kvCORE and similar CRMs offer a variety of other features, like running your personal IDX website and creating landing pages to generate more leads. It’s essential to know what your CRM offers, so you can make the most of these powerful tools.

Handling Recessions in the Real Estate Market

Ok, you’ve followed our advice and now your business is sailing along. Then suddenly, the real estate market hits a slump brought on by recession or a spike in mortgage rates. In these leaner times, fewer deals close. It’s time to prepare for future success.

The key during downturns? Focus on building stronger relationships. It’s time to engage in meaningful conversations to understand the future needs and aspirations of your contacts. This way you’re not just waiting for a market rebound; you’re preparing to be the go-to realtor once it does.

To really dig into this idea, check out a special blog that talks all about it here.

Diversifying Income Streams in Real Estate

Let’s talk about a game-changer in your real estate career – diversifying your income streams. This is not just about adding a cherry on top. It’s about creating a sustainable, resilient career.

As a real estate agent, you’re not limited to just buying and selling properties. There’s a whole world of opportunities to explore that can keep your cash flow steady, even in the slow times. Think about branching out into property management, offering your expertise as a real estate consultant, investing in rental properties, or tapping into revenue share like eXp offers.

These strategies aren’t just about making extra cash; they’re about building a safety net. And the best part? Some of these options, like eXp’s revenue sharing, offer long-term benefits. With eXp’s revenue share, you can continue earning it even after you retire and you can will it so your loved ones keep getting it even after your death.

Wrapping It All Up

You’ve got the blueprint for a thriving real estate career right at your fingertips. From igniting your journey with essential skills to mastering prospecting, leveraging tech-like CRM systems, and getting through tough real estate times, you’re all set to conquer the market.

So what are you waiting for? Dive in and watch as your real estate dreams take root and flourish.