In your first 90 days as an agent, build habits before you chase deals. In weeks 1 and 2, tell your sphere and set up your tools. In weeks 3 and 4, learn your market and contracts. In weeks 5 through 8, have conversations every day. In weeks 9 through 12, review what worked and do more of it.
Put it all on a calendar so the plan runs your day.
A lot of new agents get their license and nobody hands them a plan. They fill their days with busy work because it feels safer than calling people. They aren’t lazy. They just don’t know what Tuesday is supposed to look like. So here’s a plan, week by week, with real actions you can put on your calendar today.
Weeks 1 and 2: Tell people and set up your tools
Your first job is to let the people who know you hear the news from you, and to get your tools ready so no conversation gets lost.
- Write your list of 50 names. Include family, friends, people from church, old coworkers, neighbors and the parents you see at games. Don’t guess who might buy or sell.
- Call five of them a day. Tell them you got licensed, ask about their life, and ask once if they know anyone thinking about a move. Our sphere call scripts give you the exact words.
- Set up one place for your contacts. Use your brokerage’s contact manager or a simple spreadsheet. Every call gets one sentence of notes and a follow-up date.
- Learn the rules before you dial. Ask your managing broker about Do Not Call, texting consent and your brokerage’s advertising rules.
- Block a daily schedule. Put a 30-minute call block on your calendar every weekday morning, before email and social media.
Weeks 3 and 4: Learn your market and your paperwork
Clients trust agents who know the homes and know the process. This is the stretch where you earn that.
- Preview homes every week. Walk through five active listings in one town each week. Write down the price, the condition and one thing that stood out.
- Study one town at a time. Learn its schools, parks, taxes, commute routes and things to do. Our town guides at Real Estate USA are a good place to start.
- Read the purchase agreement line by line. Sit with your managing broker or a mentor and ask about every section you don’t understand.
- Shadow an experienced agent. Ask to sit in on a buyer consultation, a listing appointment or a showing.
- Practice out loud every day. Ten minutes of role-play beats an hour of reading scripts.
Weeks 5 through 8: Have conversations every day
Now the habits from the first month go to work. Keep it simple and keep it daily.
- Keep your five calls a day. When you finish your list of 50, start it again and add new names as you meet people.
- Post one helpful thing a day. It can be a home tip, a favorite town spot or an answer to a question a client asked you. Our weekly posting plan lays it out.
- Hold open houses on weekends. Ask agents in your office if you can host one of their listings. Greet every visitor and ask if you can send them homes like it.
- Follow up within 24 hours. Every person you meet gets a text, call or note by the next day, with their permission.
- Talk about homes, not people. Describe the house, the street and the parks, and let every buyer decide where they want to live.
Weeks 9 through 12: Review, adjust and repeat
A plan only works if you look at it. Every Friday, give yourself 30 minutes to review the week.
- Count what you did. Write down how many conversations you had, how many follow-ups you sent and how many appointments you set.
- Keep what worked. If open houses gave you your best conversations, plan more of them.
- Ask for help. Bring your numbers to your managing broker or mentor and ask what they’d change.
- Write next week’s calendar. Don’t start Monday without your call block, previews and open house already on it.
Closings follow conversations, and they often take a few months to show up. That’s why the first 90 days are about habits. Judge yourself on what you did this week, not on what closed.
Your First 90 Days in Four Stages
List 50 names. Call five a day. Set up your contacts.
Preview five homes a week. Learn one town and the contract.
Five calls, one post, weekend open houses, 24-hour follow-up.
Count it every Friday. Keep what works. Plan next week.
Write it on your calendar and let the plan run your day.
What a normal weekday looks like
- In the morning, make 30 minutes of calls to your sphere, then do 10 minutes of role-play.
- At midday, preview homes, study your town or sit in on another agent’s appointment.
- In the afternoon, post one helpful thing and send every follow-up you owe.
- Before you log off, write one sentence of notes for each conversation and check tomorrow’s calendar.
If you want someone to walk through this plan with you, our Fearless Agents training covers scripts, open houses, follow-up and your first year step by step. Sign up for the training here.
Frequently asked questions
What should a new real estate agent do in the first 90 days?
Tell your sphere and set up your tools in weeks 1 and 2, learn your market and contracts in weeks 3 and 4, have conversations every day in weeks 5 through 8, and review and adjust in weeks 9 through 12.
How many calls should a new agent make each day?
Start with five calls a day to people who already know you. That is enough to work through a list of 50 names in two weeks, and then you start the list again.
How can a new agent learn the local market fast?
Preview five active listings in one town each week, write notes on each one, and study that town’s schools, parks, taxes and commute before you move to the next town.
Should a new agent hold open houses?
Yes. Ask agents in your office if you can host their listings, greet every visitor, and follow up with each person within 24 hours if they say it is okay.
How do I know if my first 90 days are working?
Review every Friday. Count your conversations, follow-ups and appointments, keep what worked, and ask your managing broker or mentor what to change.
Be fearless. Sash, Realest.com
