First-Year Real Estate Agent Survival Guide (2025)

Starting your journey as a real estate agent can be scary.

From adopting the right frame of mind to understanding your finances, there are many challenges that new agents face. In this survival guide, we'll share practical advice to help you navigate your first year successfully.

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Adopt the Right Frame of Mind

The first year in real estate is full of challenges, and the right mindset can make all the difference. It's common to feel overwhelmed when progress seems slow, but instead of getting discouraged, you need to get M.A.D.

Get M.A.D. to Succeed

• Motivation: Motivation is like a muscle; you need to work on it daily. During your first year, you'll face rejection, but staying motivated is key to pushing forward.
• Action: Active real estate agents are the most successful. You can't wait for clients to come to you—you need to take action by making connections, converting leads, and closing deals.
• Discipline: Discipline keeps you going when motivation fades. Staying active and motivated is not enough if you don't do it consistently. You need discipline to stick with the daily grind of being an agent.

Manage Your Finances Effectively

Managing finances is crucial for new real estate agents. It's important to understand where to invest and how to plan for expenses.

Essential Investments for Real Estate Agents

• N.A.R. (National Association of Realtors): Becoming a member of N.A.R. isn't mandatory, but it provides valuable resources, tools, and industry data that can set you apart from non-members.
• M.L.S. (Multiple Listing Service): The MLS is a key resource for finding credible listings. Access to this database will help you identify potential properties for your clients.
• Brokerage Fees: Brokerage fees can include both monthly payments and a percentage of your transactions. Understanding how these fees work will help you choose the right brokerage for your needs.
• C.A.R. (California Association of Realtors): Membership in C.A.R. provides access to market data, industry updates, and more—making it particularly useful for agents in California.
• Paid Advertising & Marketing: To promote your brand, you may need to invest in billboard ads, website costs, or digital marketing campaigns. Paid advertising can boost your visibility and help you generate leads.
• Business Cards: Business cards are an age-old but essential tool for networking. A good business card can help you make lasting connections and maintain relationships with potential clients.

New 2024–2025 Rules: Buyer Agreements & Compensation

Since Aug 17, 2024, if you’re working with a buyer you must have a written buyer-representation agreement in place before touring a home (in-person or live-virtual). Also, offers of compensation are no longer shown on the MLS—compensation is still negotiable, but it’s handled off-MLS between clients and brokers. Learn your local forms and scripts so you can explain options clearly at your first consult.

Financial Reality Check for Year One

Budget for several months of ramp-up. NAR reports median gross income for REALTORS® was $55,800 in 2023; new agents typically earn less while building a pipeline. Plan a 3–6 month reserve and track fixed (dues/MLS/E&O/phone) and variable (marketing, photos, staging) costs.

Set Realistic Short and Long-Term Goals

Setting realistic goals is vital to tracking your progress and maintaining momentum. Both short-term and long-term goals are essential for guiding your career.

Why Goal Setting Matters

Goal setting keeps you focused on growth and helps you avoid wasting time. With clear objectives, you can work towards specific achievements, ensuring that you're on the right path.

Breaking Down Goals into Milestones

Setting goals that are too ambitious can lead to discouragement if you fall short. Instead, break down your larger goals into smaller, achievable milestones. For example, instead of aiming to make $100,000 in your first year, set a goal of earning $25,000 per quarter.

This makes it easier to stay motivated as you achieve smaller successes.

New Real Estate Agent Checklist

As a new real estate agent, it's important to stay organized and focus on the essentials that will help you succeed. Here is a checklist to guide you through your first year:

1. Create a Business Plan: Develop a detailed business plan outlining your goals, strategies, and target market.
2. Build Your Online Presence: Set up a professional website and create social media profiles to connect with potential clients.
3. Establish a Lead Generation Strategy: Decide how you will generate leads—cold calling, social media, door knocking, or networking events.
4. Join a Brokerage: Find a brokerage that aligns with your goals and provides training and support for new agents.
5. Utilize Your Sphere of Influence: Reach out to family, friends, and acquaintances to let them know about your new career.
6. Set Up a real estate CRM: A Customer Relationship Management (CRM) system is essential for keeping track of leads and client interactions.
7. Develop Marketing Materials: Create business cards, flyers, and other marketing materials to promote yourself.
8. Get Involved in Your Community: Attend local events, join community groups, and get to know your area to build relationships and establish your presence.
9. Take Advantage of Training Opportunities: Attend workshops, webinars, and seminars to continue learning and building your skills.
10. Set Daily and Weekly Goals: Use time blocking to ensure you're consistently working on lead generation, follow-ups, and other key activities.

Prospect and Grow Your Network

The only way to earn clients is through consistent prospecting. Networking and building relationships are fundamental to building your career as a real estate agent.

The Importance of Prospecting

To generate leads, you'll need to actively meet people and get referrals. This process, known as prospecting, is the foundation of any successful real estate business.

Tap into Your Sphere of Influence

Your sphere of influence includes your immediate network of friends, family, and acquaintances. These people already trust you, making them a valuable source of potential leads and referrals. For instance, if someone in your network is planning to sell their home, you can leverage your relationship to gain their business.

Use Advertising and Marketing for Lead Generation

Advertising and marketing are also effective for expanding your network beyond your immediate sphere. Paid ads, digital marketing, and in-person promotions can help you generate fresh leads and build your reputation.

Final Thoughts for New Real Estate Agents

Your first year as a real estate agent will be full of ups and downs. Challenges, setbacks, and successes are all part of the journey. The key to success is staying disciplined and refusing to give up.

Patience and perseverance are essential traits for surviving and thriving in your first year. Many new agents enter the industry expecting instant success, but the reality is that building a successful career takes time and consistent effort. Stay patient, stay committed, and remember that hard work always pays off.