You’ve Got Your License—Now What?
You’ve passed the exam, signed with a brokerage, and you’re ready to hit the ground running. But let’s be honest—real estate success isn’t just about having a license. It’s about knowing what to do next and doing it quickly. This guide will walk you through the exact steps to fast-track your first sales and start building momentum in your business.
Step 1: Build Your Database ImmediatelyYour network is your goldmine—and the sooner you tap into it, the better. Start by listing everyone you know: friends, family, coworkers, neighbors. Don’t overthink it. Add them to a CRM and label them as your sphere of influence (SOI).
What to Do Next:
Send out an announcement email letting people know you’re in real estate. Keep it personal and share why you’re excited to help them.
Follow up with a call or text—don’t just stop at one email.
Post on social media and update your profiles to reflect your new role. Share market updates and tips to establish yourself as a resource.
Pro Tip: Offer a free home evaluation or market report to get conversations started.
Database Tip: Some people keep their database in a Google Sheet, others use a proper software like Follow Up Boss. The important thing is to not just rely on your phone. Your database is going to be the key to your future deals and a tool to measure your business.
Step 2: Get Comfortable Talking About Real EstateYour first clients will come from conversations, not ads. That means you need to be able to talk about real estate confidently and naturally. Practice answering:
"How’s the market?"
"Is now a good time to buy/sell?"
"What’s my home worth?"
What to Do Next:
Role-play scripts with other agents or friends until it feels natural.
Focus on listening and asking questions instead of just pitching yourself
Market Knowledge Tip: Reference your local real estate board stats, be aware of what the various home styles are selling for (on average) and include a few lines about where you see the market going. If you’re good with videos, create a summary video that you can use on your socials.
Focus on Listening: We were given two ears for a reason, and in an era when most are either shy or starved for attention, showing you are sincere by really listening will go a long way. Being able to 'hear' people will also set you apart from other agents.
Step 3: Focus on Your Follow-Up GameMost deals happen on the 5th–12th follow-up, but most agents never follow up once. Don’t be that agent.
What to Do Next:
Use a CRM system to set reminders and track conversations.
Create a follow-up plan—emails, texts, calls, and handwritten notes.
Offer something of value every time you reach out, like market updates, home tips, or event invites.
Script Tip: As part of your follow-up game, have scripts written for various questions you might be asked, such as:
How to learn more about their house or real estate goals.
How they feel about the real estate market.
How to approach them for next steps.
Pro Tip: Practice these scripts, always keep paper nearby to write notes, and later log them in your database so you never forget important details.
Step 4: Diversify Your Lead Generation—But Keep It SimpleYes, your network is key, but you also need external leads. The trick? Don’t spread yourself too thin.
What to Do Next:
Pick TWO lead-generation strategies and go all in. For example:
Instagram + Mailers if you’re into digital marketing.
Community events + Open houses if you’re more hands-on.
Track what works and tweak as you go.
Step 5: Treat This Like a Business—Because It Is.Real estate isn’t just about selling houses; it’s about running a business. Creating the right foundations will save you time later and help you scale more quickly because you’ll have systems in place. That means managing your time, money, and mindset.
What to Do Next:
Set income goals and work backward to figure out how many deals you need.
Track expenses and set aside money for marketing and taxes.
Create a weekly schedule that blocks time for lead generation, follow-ups, and learning.
Ready to Build Momentum?Getting your first few sales isn’t about luck—it’s about having a plan and taking action. If you’re ready to learn proven systems to attract leads, close deals, and grow your business, join my FREE New Agent Masterclass or dive into my Real Estate Agent Mastery Program.
Click here to get started and fast-track your success!
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