Your first 90 days: the full game plan.

Free lesson from Fearless Training. Sources: 30 Day Blitz, 60 Day LaunchPad and 90 Day Mastery (Agent Success Series), Got Your License, Now What? Modules 1, 5 and 10, Mastering the Art of Follow-Up, Handling Common Objections and our call-desk training. Indiana licensing facts are linked to the Indiana Professional Licensing Agency (PLA).

The daily rules

Real estate pays for what gets done, not hours logged. The three activities that make money are prospecting, appointments and negotiating. Everything else supports those three.

Your time-block (every weekday)

The Daily 5

1. Talk to 5 people about real estate (sphere, DMs, leads, in person).
2. Follow up with 3 past conversations or leads.
3. Post 1 piece of value online: a market update, a story or a tip.
4. Preview 1 home or attend 1 local event or open house.
5. Track your results in your CRM or the tracker below.

Why 5 a day works: 5 conversations × 5 days = 25 a week, and × 50 weeks is about 1,250 conversations a year. Work your goal backward the same way: decide how many closings you want, then how many appointments and conversations it takes to get there, and check it every Friday.

Days 1–30: Set up and start talking

Goal for the phase: your business is set up, your sphere knows you’re licensed, and you’re having 25 real conversations a week by week 4.

Week 1 (Days 1–7): Set up the basics

• Meet your managing broker: office resources, tools, expectations, who to call with a contract question.
• Confirm your license is active with your brokerage. You can look yourself up through the Indiana PLA.
• Put your post-licensing deadline on the calendar. Indiana brokers licensed after June 30, 2014 must complete 30 hours of post-licensing education within 2 years of getting the license (PLA, 876 IAC 7-4-2).
• Set up a professional email, voicemail, email signature and business cards (or a virtual card).
• Learn the MLS: search, saved searches and how a listing is entered.
• Set up your CRM and import your contacts.
• Write down 30-day, 90-day and 1-year goals (clients, sales volume, income).
• Time-block your first full week using the table above, and schedule your Week 1 check-in with your mentor or broker.

Week 2 (Days 8–14): Learn the paper and pick your area

• Study the core documents: purchase agreement, listing agreement, seller’s disclosure and agency disclosures.
• Pick 2–3 neighborhoods to specialize in. Learn the schools, amenities and the last 90 days of sales.
• Walk 2 open houses in your area to see inventory and pricing up close.
• Start your sphere list: 100 names (family, friends, neighbors, past coworkers, church, gym, kids’ teams).
• Introduce yourself to a lender, an inspector and a title company you can refer with confidence.

Week 3 (Days 15–21): Tell people

• Send 15 intro texts or DMs to your sphere using the script below.
• Make 10 prospecting calls using the circle-prospecting script.
• Write a one-page marketing plan: online presence, open houses, community events.
• Schedule 3 social posts for the week, such as “Why I became a Realtor” or a tip for first-time buyers.

Week 4 (Days 22–30): Practice and shadow

• Role-play a listing presentation and a buyer consultation with a mentor.
• Shadow an experienced agent at a showing, an open house or a listing appointment. Take notes on how they handle questions.
• Schedule or co-host an open house within the next 2 weeks.
• Hit the Daily 5 every weekday: 25 conversations this week.
• On Day 30, review: wins, misses and numbers. Write your Day 31–60 plan.

Days 31–60: Build your lead sources

Goal for the phase: choose 2–3 lead sources and work them every day, keep 25+ conversations a week and set your first appointments.

Pick 2 or 3 of these and commit for 30 days. Don’t try all ten.

The weekly targets are our starting suggestions for a new agent. Adjust them with your broker once you see your own numbers.

• Week 5: set up tracking for each lead source in your CRM, and create one lead magnet (a local market report or buyer’s guide).
• Week 6: write your answers to the 5 objections you hear most, and role-play them for 2 minutes each with a partner.
• Week 7: make 5 calls a day focused on handling objections. Record them and listen back on Friday.
• Week 8: write your one-sentence value statement (what you do better and for whom), and use it in every conversation.

Days 61–90: Follow up and systematize

Goal for the phase: no lead falls through the cracks, your sphere hears from you every month and you have a weekly rhythm you can keep after Day 90.

The 5-step follow-up system

1. Day 1, first contact: confirm their needs and timeline, and end with a clear next step (“I’ll check in Friday with homes that fit”).
2. Days 3–5, follow up with value: a new listing, a market insight or a short video. Not “are you ready yet?”
3. Days 7–10, personal touch: a text, a quick video message or a handwritten note.
4. Monthly, stay top of mind: rotate calls, texts, email and social. Set reminders in the CRM.
5. After 5+ touches, the direct ask: “There’s a new listing I think you’ll love. Want to tour it this week?”

• Weeks 9–10: put every lead in your CRM, tagged buyer or seller and warm or cold, and build a 30-day follow-up sequence for each type.
• Week 11: set up a referral and testimonial ask for every closed or happy client, and send thank-you notes for every referral.
• Week 12 (Days 85–90): full review. Compare conversations, appointments and contracts against your Day 1 goals, then set your next 90-day goals and your weekly schedule.

Scripts, word for word

Sphere intro text or DM

Circle-prospecting call opener

Expired-listing first call

Before you dial, check the number against the National Do Not Call Registry and your brokerage’s call policy, and only call between 8 a.m. and 9 p.m. their time. Indiana’s state list has a narrow exemption for licensed real estate brokers (Indiana Attorney General), but follow the stricter rule. Know their days on market and any price drops. Your job on this call is to be the one calm, honest voice they hear today and earn a 20-minute meeting, not to win the listing.

(Wait for a yes.)

(Let them talk.)

If they still want to move:

Objection handling

“I’m going to relist with the same agent.”

“We’re taking it off the market.”

“Your commission is too high.”

“I need to talk to my spouse first.”

“I want to wait for the market to cool down.”

Voicemail (under 30 seconds)

Never say anything negative about another agent, quote a fee on the phone, or promise a price, a date or a sale.

What to do when…

You missed your 25 conversations this week

Don’t make up for it by doubling next week. Move your prospecting block to the first 2 hours of the day, before email, and text 5 people from your sphere list before you get out of the car.

Your sphere list has fewer than 100 names

Go through your phone contacts, social friends, your kids’ teams, church directory and past jobs. Most people find the names are there once they look.

You get a lead at 9 p.m. and you don’t know the answer

Reply within the hour: “Great question, let me confirm and get back to you by 10 tomorrow.” Then call your mentor or broker first thing in the morning.

Someone says “no” or “not now”

Log it with a reason and a follow-up date, then put them on the monthly step of the follow-up system. “No” often means “not yet.”

Nobody signs in at your open house

Next time, ask every visitor one question (“Are you in the area or just looking at this one?”), offer a market report by email and follow up within 24 hours.

Day 30, 60 or 90 and you’re behind

Look at the tracker. If conversations are low, fix the time-block. If conversations are fine but appointments are low, practice your scripts and the direct ask. Bring the numbers to your broker.

Your tracker and how to measure progress

Copy this into a notebook or spreadsheet and fill it in every day. Total it every Friday.

Friday review (15 minutes)

1. How many conversations, appointments, offers and closings did you have this week?
2. What worked? What needs improvement?
3. Which scripts felt natural, and which need practice?
4. What are your top 3 for next week?

Milestones to check

• Day 30: sphere list of 100, 15 intro texts sent, 10 prospecting calls, one open house scheduled, 25 conversations in your best week.
• Day 60: 2–3 lead sources chosen and tracked, objection answers written and practiced, 25+ conversations a week.
• Day 90: every lead in the CRM with a follow-up sequence, monthly sphere touches running, next 90-day plan written.