Hit the Ground Running: Setting Realistic Goals for Your First 90 Days as a Real Estate Agent

Introduction: Why Your First 90 Days Are Crucial

Starting a career as a real estate agent is both exciting and daunting. The potential for success is high, but so is the competition. Many new agents enter the industry with enthusiasm, but without a clear plan, they can quickly become overwhelmed. That's where this article comes in. We're here to provide a framework for setting achievable goals during those crucial first 90 days, helping you build a sustainable and thriving real estate career. The National Association of Realtors (NAR) notes that almost 90% of individuals that start in real estate will be out of it in five years, making a structured plan essential. A well-defined strategy can set you apart and pave the way for long-term success. Think of this period as laying the foundation for a house - the stronger and more precise it is, the more resilient and impressive the structure will be.

Understanding the New Agent Landscape: Setting the Stage

As a new real estate agent, you'll face a steep learning curve. There's a lot to absorb, from understanding market trends and mastering sales techniques to navigating legal paperwork and building a client base. It's important to manage your expectations during these early months. Don't expect to become a top producer overnight. Instead, focus on consistent effort and gradual progress. Remember, success in real estate is a marathon, not a sprint. The first 90 days are about laying a strong foundation for the future. AmericasBestMarketing.com emphasizes that the first 90 days can make or break a real estate career and that without structure, support, and consistent marketing, it’s easy to get overwhelmed or fall into inactivity. Therefore, understanding the challenges and embracing the learning process are critical for setting yourself up for long-term viability.

What Makes a Goal "Realistic" for a New Agent?

Setting realistic goals is crucial for staying motivated and on track. A widely used framework for effective goal-setting is the SMART method. SMART goals are:

• Specific: Clearly define what you want to achieve. Instead of saying "I want to get more clients," specify "I will contact 5 new potential clients every day."
• Measurable: Quantify your goals so you can track your progress. For example, "Increase my sphere of influence (SOI) database by 50 contacts in the next 30 days."
• Achievable: Set goals that are challenging but attainable. Aim for growth, but don't set yourself up for failure. Consider your current skills, resources, and the market conditions. It is important to recognize you might not close a deal in your first month or two, and that is normal.
• Relevant: Ensure your goals align with your overall career objectives. Focus on activities that will directly contribute to your success as a real estate agent. For instance, focus on mastering your listing presentation before focusing on luxury homes if that is not your expertise.
• Time-bound: Set a deadline for achieving your goals. This creates a sense of urgency and helps you stay focused. For instance, "Complete all required onboarding training within the first two weeks."

Realistic goals for a new agent often focus on activities you can control, such as the number of calls made, open houses attended, or networking events participated in. While closing deals is the ultimate objective, focusing solely on outcomes can be discouraging early on. GameChanger Realty advises that centering your goals around a dollar amount or number of closings are good to track, but the real work begins with setting up a process. By having these SMART goals at the core of your real estate endeavors, your efforts will pay off over time.

Key Focus Areas for Your First 90-Day Plan

To build a successful real estate career, you need a well-rounded approach. Your 90-day plan should encompass these essential pillars:

• Foundational Knowledge: Mastering the fundamentals of real estate, including contracts, local regulations, and market analysis. A new realtor business plan should include scripts to help you engage with people at open houses while door-knocking and even while doing volunteer work.
• Lead Generation Activities: Actively seeking out potential clients through various channels, such as online marketing, networking, and open houses. Aim for 10–20 contacts per week in your first 90 days.
• Relationship Building: Nurturing relationships with your sphere of influence, past clients, and other professionals in the industry. One of the best new real estate agent resources is a person’s sphere of influence.
• Marketing & Branding: Establishing your brand identity and promoting yourself effectively to attract clients. Choose brand colors, fonts, and messaging you can carry across channels.
• Financial Management: Understanding your income and expenses and managing your finances wisely to ensure long-term sustainability. Have funding sources so you can survive and pay the bills while you build your business.

Balancing these areas is key to creating a solid foundation for your business. Keep in mind that your goals may need to be adapted based on the resources provided by your brokerage and the specific conditions of your local market. No two markets are exactly alike, so tailor your approach accordingly.

Month 1 (Days 1-30): Building Your Foundation

During your first month, prioritize onboarding, internalizing scripts, and learning your brokerage's systems and CRM (Customer Relationship Management) software. Set goals around completing training modules, understanding contracts and local regulations, and familiarizing yourself with core real estate documents. It's also crucial to initiate contact with your sphere of influence (SOI) – announcing your career change and asking for referrals. Begin setting up your online profiles and creating basic marketing materials. Aim to make five new contacts a day.

Key Activities & Metrics (Month 1)

• Number of training sessions completed: Track your progress in completing required training programs. Aim to complete all onboarding training within the first two weeks.
• Number of SOI contacts made: Monitor the number of people you've reached out to in your sphere of influence.
• CRM setup and database population progress: Measure your progress in setting up your CRM and adding contacts. Make sure to enter people into your database once you have met them.
• Familiarization with core real estate documents: Ensure you understand the key documents used in real estate transactions. Walk the area frequently, talk to people, and hand out your business cards.

Month 2 (Days 31-60): Gaining Momentum and Visibility

In your second month, focus on consistent lead generation activities, such as hosting open houses, making prospecting calls, and attending networking events. Set goals for holding your first open houses, even if it means shadowing experienced agents initially. Expand your networking efforts beyond your SOI to local businesses and community groups. Begin implementing a consistent social media or content strategy to increase your visibility. Post on social media at least 3 times per week to stay top-of-mind.

Key Activities & Metrics (Month 2)

• Number of open houses hosted/shadowed: Track the number of open houses you've participated in. Offer to conduct open houses for other salespeople in your office.
• Number of new contacts added to CRM: Monitor your progress in expanding your CRM database. Continue to make 5 new contacts every day.
• Implementation of one specific marketing channel: Ensure you're consistently using a chosen marketing channel, such as social media.
• Number of prospecting calls/contacts made daily/weekly: Track the number of potential clients you're reaching out to. Make it a goal to talk to 10-20 contacts a week.

Month 3 (Days 61-90): Refining Systems and Seeking Transactions

During your third month, concentrate on lead follow-up, nurturing prospects, and converting leads into appointments. Set goals around securing your first buyer consultations or listing appointments. Refine your daily and weekly schedule to maximize productivity and time blocking. Begin tracking key business metrics and analyzing your initial results to identify areas for improvement.

Key Activities & Metrics (Month 3)

• Number of appointments set (buyer consults, listing presentations): Monitor the number of consultations and presentations you're securing. Get comfortable with answering objections and communicating your value.
• Lead conversion rate (contacts to appointments): Track how effectively you're converting contacts into appointments. Develop a personalized follow-up system.
• Evaluation and adjustment of lead generation tactics: Analyze your results and adjust your strategies based on what's working. Identify what works best for you and make it your own.
• Development of a personalized follow-up system: Create a system for staying in touch with potential clients. This will help you offer value and be of service to them.

Essential Tools for Goal Setting and Tracking

To effectively set and track your goals, you'll need the right tools. A CRM is essential for managing your contacts, activities, and communications. Popular options include Zillow, Propertybase, and Wise Agent. Planners, calendars, and project management tools can help you schedule your activities and stay organized. An accountability partner or mentor can provide support and guidance. Simple spreadsheets can be used to track your key performance indicators (KPIs).

Common Pitfalls to Avoid in Your First 90 Days

As a new agent, it's easy to fall into common traps that can hinder your progress. Avoid "Comparison Syndrome" by focusing on your own journey and celebrating your achievements, no matter how small. Don't get caught in "analysis paralysis" – focus on taking action rather than overthinking every decision. Be mindful of burnout and prioritize sustainable pacing to avoid exhaustion. Ensure consistent prospecting efforts to maintain a steady stream of leads. Also, don't try to do everything yourself; outsource what you can and focus on income-generating activities. One of the biggest mistakes new real estate agents make involves failing to put enough effort into client communications. Ultimately, being successful in the real estate industry involves building relationships with your clients.

Conclusion: Your 90-Day Launchpad for Long-Term Success

Setting realistic, activity-based goals is paramount for launching your real estate career. Focus on foundational learning, consistent prospecting, strategic networking, and effective marketing. Embrace consistency, adaptability, and perseverance, not just within the first 90 days, but throughout your entire career. By building a strong foundation during this initial period, you'll set yourself up for lasting success in the dynamic world of real estate. This period is crucial in setting the tone and momentum for the months to follow. Remember that consistent prospecting is the No. 1 way to land listings. It is most fulfilling when clients achieve their personal and business growth objectives, from small day-to-day wins to major lifetime dreams.