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5 Ways to Gain Momentum as a New (or Struggling) Agent

Apr 20, 2023

If you're a newer agent, chances are you aren’t closing deals left and right yet - and that’s okay! One day you will have a full calendar of showings, listing appointments, and closings. But in the meantime, there are several habits you can develop that will help you see real estate success sooner than most. If you focus on these things, your learning curve as an agent won’t be as steep as most, keeping you on the fast track to building a long and successful career in real estate.

 Here are five habits momentum building actions for new (and struggling) agents.

  1. Build your week around tasks that attract new clients.

At the start of every week, you should be setting yourself up for success by identifying your most important objectives and making a plan to accomplish them. As a new agent, your most important activities should be staying in touch with your sphere of influence (friends, family, previous/prospective clients) through social media, email, or phone calls and texts. If you’re currently working with clients, prioritize what needs to be done for them so you can gain a reputation as a competent agent. You should never enter a week without knowing exactly what you want to accomplish and having time blocked out to accomplish those things. This is a habit you’ll want to build early on so you can keep your head above water as your career takes off.

  1. Make yourself attend networking and social events.

It can be tempting to stay at home and skip social events, but the truth is, as a new agent you can’t afford to miss out on opportunities to make new friends. Networking and social connections are where you plant the seeds for future business. You don’t have to be a sleazy salesperson; you just need to go hang out! If you skip out on networking opportunities, you may miss out on meeting lenders, contractors, or clients who could need your services. And if you bail on an event like your significant other’s company happy hour, you might miss out on an opportunity to expand your sphere. Once you’ve been in the industry long enough, you can afford to spend less time on networking events when you have a giant sphere and steady referrals, but as a newbie, it’s critical for your future success.

Tip: At a social event, don’t talk about real estate unless it comes up naturally. More often than not, you’ll be asked what you do for a living. When this happens, share what you do without turning into a salesperson. Nobody likes a pushy agent!

  1. Reserve Space in Your Calendar for Education & Coaching

Just because you have your real estate license does not mean you know how to run your business. This is why 87% of new agents fail. Even after you’ve passed your licensing exams, continue educating yourself on the ins and outs of real estate. If your brokerage provides free training or coaching, you should jump on every opportunity to learn from experts in your office. If your brokerage doesn’t provide training, there are many free resources online that will help you become a better agent. You can also hire a coach at various price ranges. At TopNotch Agents, we have weekly coaching starting at $200/mo. No matter where you go for continued coaching, you should set aside a few hours every week to be a student of real estate At TopNotch Agents; our coaching group meets every Monday morning so our agents have space on their calendars to get coached and unstuck in their business!

  1. Lean on Your Brokerage & Veteran Agents

Lack of experience can be a huge concern for prospective clients of a new agent. This can be a tough pill for rookie agents, but put yourself in the client’s shoes! Would you want to hire a newbie to manage the most expensive purchase or sale of your life? Exactly.

The important thing when talking to prospects about your lack of experience in real estate isn’t to run from it, it’s to show them all of the support your brokerage provides. In my first year of real estate, I quickly highlighted how my brokerage supported agents. From marketing and photography to in-house lenders and title companies, it shouldn’t matter that you’re a new agent if you’re willing and able to lean on your brokerage when needed. If you communicate this to prospective clients, you will have no trouble showing them that you’ve got experience and competence behind you.

P.S. If your brokerage doesn’t provide extra support to new agents, you may want to consider changing brokerages or getting a real estate coach to help overcome what your brokerage lacks.

  1. Set Clear Expectations With Your Clients

If you master the four things mentioned above, you will steadily build a client base over time. You’ll find out very fast that it’s critical to set clear expectations with your clients at the start of the home buyer or selling process. These expectations set the tone of your relationship with the client and limit frustrations as you work together. Some things you’ll want to communicate are:

  1. The client’s preferred methods of communication. 
  2. Your schedule and hours you’ll be off-limits if you’re transitioning into full-time real estate or have other important obligations like picking up children from school. 
  3. What to expect during the buying/selling process

I recommend every agent create a personalized brochure or pamphlet for buyers and sellers. This pamphlet should contain almost everything your clients need to know about your services, as well as an FAQ portion so everybody is on the same page.

If you build these habits in the early stages of your career, you’ll do very well!  As you turn into the go-to agent in your community, don’t forget these habits when you become busy. These five things will help you stay on top of your game year after year. As always, if you have any questions, don’t hesitate to contact us at and schedule a free coaching session!

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