When I got my real estate license at the end of 2022, I knew it was not going to be Selling Sunset

Every odd was stacked against a new agent:

  • The highest interest rates since the early 2000s
  • Historically low inventory
  • Industry commission lawsuits 

Not to mention veteran agents preaching doom and gloom in the real estate industry. 

What I didn’t know was that, along with walking people through the process of buying and selling property, I was also signing up to be a marketer, social media content creator, salesperson, photo editor, economist, occasional couples counselor, and everything else in between. 

Although I’m only one year in, I sold over $4 million while flying by the seat of my pants, and I have learned a lot in the process. Today, I want to share five important lessons I learned as a new agent in 2023. 

1. Stop thinking, and start doing. 

“Should I post the video?” 

“Should I call that expired listing?” 

“Should I go to the networking event?” 

More often than not, the answer is yes. It took me WAY too many months to realize that “preparing” to make calls, organizing my CRM, or brainstorming ideas for social media were not growing my business. Once I started doing the things that made me nervous, I became more confident in myself. 

Also, can we talk about how fun life gets when you go out of your comfort zone? Who cares what the people from high school think? Do it anyway. 

2. Make a plan and stick to it. 

For the first quarter of 2023, I was guilty of talking about my goal of doing $5 million in production, but I had absolutely no strategy to get there. I was excited when I had my first house under contract within four weeks of getting my license—but then it took me four months to see another closing. I knew that something needed to change in order for me to even come close to reaching my 2023 goal. 

That’s why, in July, I made the decision to invest in Tom Ferry coaching. My coach helped me create a business plan and a long-term vision. Once I analyzed my goal and broke it down into actionable steps, I knew that I needed to have a minimum of five real estate conversations per day. Those conversations could come from open houses, my sphere, circle dialing, FSBOs, and the few expired listings that existed in 2023. These daily goals held me accountable for closing five transactions per quarter for the second half of 2023, knowing that I would need to close 15 units by the end of the year.

And no, I did not successfully reach my goal for 2023—I fell short of my $5 million goal by $1 million. However, in the process, I learned the foundational pillars for my business: consistently have conversations, host open houses, and show up in a meaningful way on social media. 

3. Your sphere isn’t necessarily going to buy or sell with you, and that’s ok.

Why would someone trust a brand new Realtor with their biggest investment anyway? 

This gave me more motivation to study the contract lingo, market, and real estate industry. Everyone knows at least one Realtor, but not all Realtors are created equal. It took months to build confidence, but being a sponge for information has made it much easier to be the knowledge broker my sphere needs.

4. Don’t compare your success to someone else’s.

On social media, I was seeing the best parts of everyone’s business, and it became easy to beat myself up over what I thought was a lack of business on my end. I would see other agents post a new listing every week, leaving me wondering, “Why doesn’t my business look like that?” 

In reality, I was comparing my chapter 1 to someone else’s chapter 20. 

It’s always a work in progress, but my goal is to only compare myself to who I was yesterday, not anyone else. Rather than look at other Realtors as my competition, I have started to embrace a collaborative approach with my peers. In the end, we are all trying to be successful, and this business is incredibly isolating if everyone is my competition. 

5. Find GREAT (not good) mentors.

Everyone says this, and it’s true. I struggled with finding the right mentor at first. I knew I needed someone to show me how they built their business, but I found myself getting mixed messages. Some told me to “let the business come to me,” and others encouraged me to hustle like my life depended on it. (Spoiler: I chose the latter.) 

Once I realized that one mentor simply would not cut it for me, I searched for the perfect mix of people who would inspire me, push me, hold me accountable, and ground me. As a solo agent, I feel so lucky to have a combination of greatness from my Tom Ferry coach, managing brokers, roleplay partner, and all of the other successful agents that I follow. 

In my journey as a new real estate agent in 2023, I’ve discovered that success isn’t just about selling properties; it’s about embracing the multifaceted role this profession demands. From confronting my fears and taking decisive action to craft a strategic business plan, I’ve learned invaluable lessons. Recognizing that not everyone in my sphere may choose to work with me fueled my dedication to becoming a knowledgeable expert. Escaping the comparison trap on social media and focusing on my unique journey has been crucial. Above all, finding great mentors tailored to my needs has proven indispensable in navigating the industry. 

The best part is that 2023 was just the beginning. I understand that my growth is a continual process, measured by the small actions I take each day. 

And to all the Realtors who made condescending comments about my experience, age, and ambition in 2023: just wait until you see me in 2024.