How to Navigate Your First 90 Days as a Real Estate Agent

By Greg Harrelson

Greg Harrelson is the founder and leader of the largest Century 21 offices on the East Coast. With offices located throughout South and North Carolina, Greg coaches the top real estate talent in the Carolinas and also founded Real Estate Sales Solutions which has coaching programs like the Agent Success Academy.

Starting a career in real estate can feel overwhelming, especially if you’re new or struggling to gain traction. Over the next 90 days, I’ll focus on three critical areas to help you succeed. These steps will lay the foundation for your growth, boost your confidence, and ultimately set you up for success. Here’s what you need to focus on:

1. Master the market. The first step in your next 90 days is mastering the market. This doesn’t just mean knowing what’s out there; it’s about truly understanding your local real estate scene. I recommend visiting as many properties as possible, whether they’re condos, residential homes, or different neighborhoods. Even if you don’t have a buyer yet, previewing properties will help you build a deep understanding of the market. The more familiar you are with the market, the more confident you’ll become.

It’s important to remember that clients don’t always hire the most competent agent—they hire the most confident one. If you can master the market, you’ll feel more confident when talking to potential clients. That confidence will give you a better chance of winning business.

Along with mastering the market itself, you need to understand the market data. It’s crucial to know how many homes are listed in your area, the average sales price, how long homes stay on the market, and the price ratios for homes and condos. This knowledge will help you answer questions like, “How’s the market?” in a way that shows you’re informed. When you’re armed with accurate data, you won’t have to guess or make things up, and your clients will respect your expertise.

2. Master the listing presentation. While prospecting, sending direct mail, and other marketing efforts are important, mastering the listing presentation should be your top priority in the first 90 days. When you can present confidently, you’ll be far more likely to win listings. However, if you lack the necessary confidence, you might avoid these crucial meetings, and that can cost you business.

A key part of mastering the listing presentation is knowing the market and having confidence in what you’re presenting. It’s not enough to simply show up; you need to be well-prepared and confident in your ability to address potential clients’ needs.

3. Talk to 30 people every day. Finally, commit to talking to 30 people every single day. As a new agent, you likely don’t have much on your plate yet. You’re starting from scratch, so use this time to build momentum. By reaching out to 30 people each day, you’ll begin creating a consistent lead pipeline. This could mean making about 200 calls a day, but trust me, it’s worth it. By consistently talking to people, you’ll create a snowball effect that leads to business within 90 days, if not sooner.

The first 90 days are all about building confidence, creating momentum, and staying focused on activities that drive results. Stick with it, and you’ll be well on your way to a successful real estate career. If you need more guidance, don’t hesitate to reach out. Contact me at 843-457-7816 or email me at greg@c21harrelson.com. Let’s get you up to speed in just 90 days!