I Passed the Real Estate Exam. Now What?

Passing your real estate licensing exam is a huge accomplishment – congratulations! You’ve put in the hard work to study and pass a major hurdle. Take a moment to celebrate this milestone and recognize that you’re on the path to an exciting new career. But after the celebration, you might be asking yourself: What comes next? In other words, now that you’re licensed (or about to be), how do you launch your real estate career?

The next steps can vary by state and situation, but there is a general roadmap that applies across the board. Just as the exam process differs by state, the steps to get started can depend on local rules and market nuances (colibrirealestate.com). Nevertheless, there are common actions and strategies that most new agents should consider. In this guide, we’ll walk through a framework of concrete steps and mindset tips to help you transition from newly licensed to actively working agent. From handling your license paperwork to choosing a brokerage, marketing yourself, building your network, and staying motivated, we’ve got you covered. Let’s dive into your next moves as a newly minted real estate agent!

Related: How Much Do Apartment Locators Make per Lease?

Submit Your License Paperwork and Activate Your License

Once you pass the exam, you aren’t automatically a practicing agent – there’s some paperwork to make it official. Each state has its own process and timeline for turning your exam results into an active real estate license. In many states, you must apply for your license within a certain window (often within 90 days of passing the exam) (mbitiontolearn.com). This usually involves submitting a license application to the state real estate commission or licensing board, along with a fee. Be sure to follow your state’s instructions carefully: missing the deadline could mean you have to retake the exam in some cases.

Expect to provide various documents and fulfill a few requirements for your license application. Typically, you’ll need to submit your exam passing certificate or score report, a set of fingerprints and a background check authorization, and pay the required licensing fee. Some states also require proof of errors and omissions (E&O) insurance or other documents (mbitiontolearn.com). For example, one source notes that an application might include “a background check, fingerprinting, various fees, and/or proof of insurance” (mbitiontolearn.com). If your state issues an actual license certificate or number upon approval, verify that all your personal information is correct when you receive it (spelling of your name, etc.). Any inaccuracies should be corrected right away so you start off on the right foot.

Active vs. inactive license: In many states, when your license is first issued it can be in an “inactive” status until you are affiliated with a brokerage. You may have the option to apply for an active license immediately if you have a sponsoring broker lined up, or otherwise receive an inactive license (realestateu.com). For instance, in Florida, once you pass the exam, the state issues a license number in inactive status within about a week; your license only becomes active after you submit a broker-signed activation form (realestateu.com). What this means is that you cannot start practicing real estate until your license is active under a broker. Don’t worry if you don’t have a broker on day one – you can still complete the licensing paperwork and then activate the license once you do find a brokerage (more on that next). The key is to get your official license issued; that’s the prerequisite to doing anything else as a new agent.

Before moving on, take a moment to organize all the documentation related to your new license. Keep digital and/or physical copies of your exam results, license certificate, and any affidavits or forms you submitted. Many states provide a wall certificate and pocket card; your brokerage will often require a copy of these for their records (realestateu.com). Having everything in order will make the onboarding with a brokerage smoother. And again, check your state’s specific rules on license activation, as some might require additional steps like completing post-licensing education very soon after licensing. Now, with your license in hand, it’s time to find a place to put it to work.

Choose the Right Sponsoring Broker (Your First Brokerage)

One of the most important early decisions in your career is choosing a brokerage to work with. As a new salesperson (often called a sales associate or agent), you must work under a licensed real estate broker; you cannot practice on your own until you meet the requirements to become a broker yourself (which takes additional experience and education in the future). In practical terms, this means you’ll be joining a real estate brokerage firm as an agent, and an individual broker there (often the managing broker or broker-owner) will hold your license and supervise your work. This relationship is crucial – the brokerage provides the platform and support for you to learn and start doing business, and in return, they typically take a portion of your commissions.

Choosing a supportive brokerage is a crucial step in launching your career. Look for a “sponsoring broker” that aligns with your goals and provides training for new agents. Many states even require you to have a sponsoring broker identified as part of the licensing process (mbitiontolearn.com). But don’t rush into the first brokerage that offers to hire you. It’s wise to interview with a few and compare what they offer. Here are some key factors and questions to consider when evaluating potential brokers (rockwellinstitute.com):

• Company Culture and Environment: What is the brokerage’s work culture? Is it collaborative, competitive, formal, or casual? Consider things like office atmosphere, dress code, whether agents typically work in the office or remotely, and overall vibe. You’ll want a place where you feel comfortable and supported. You might ask, “How would you describe your brokerage’s culture? Do new agents typically work from the office or can they work virtually?” (rockwellinstitute.com)
  
• Training, Mentorship, and Support: As a brand-new agent, you will benefit greatly from training programs and mentoring. Does the brokerage offer a structured new agent training or mentorship program? Are there experienced agents or coaches who will guide you? Many brokerages provide ongoing education, webinars, or even assign a mentor to newbies – this can accelerate your learning curve (rockwellinstitute.com). You can inquire, “Do you have a formal training or mentorship program for new licensees? What kind of continuing education or skill development opportunities are provided?” (rockwellinstitute.com). A good broker wants you to succeed and should invest in developing your skills.
  
• Commission Split and Fees: Real estate agents are typically independent contractors who earn money through commissions on transactions. When you work under a brokerage, you’ll have some arrangement to split your commissions with the company. For example, you might keep a certain percentage of each deal and the brokerage keeps the rest. These commission splits can vary widely (common splits for new agents might be around 50/50 or 60/40 in your favor, often improving as you gain experience or hit sales targets). Also ask about any fees – some brokerages charge desk fees, franchise fees, or marketing fees. Make sure you understand how you’ll be compensated. A good question is, “What is your commission split for new agents, and are there any monthly fees or transaction fees I should be aware of?” (rockwellinstitute.com).
  
• Leads and Marketing Support: Different brokerages offer different levels of help with leads. Some might provide leads to you (for example, from floor time or website inquiries), while others expect you to generate your own business entirely. Also, ask if they offer marketing resources – do they help with things like business cards, a website, or advertising? For instance, a brokerage that offers a CRM system or pays for some marketing can be valuable when you’re just starting out. You might ask, “Do you provide any leads to new agents or tools for lead generation? Will I have access to a customer management system or marketing materials?”.
  
• Broker Availability and Reputation: Since you’re new, you’ll have lots of questions and situations where you need broker input (contract questions, negotiation help, etc.). Find out if the managing broker or team leader is accessible and approachable. Also consider the brokerage’s reputation and brand in your area – a well-known, respected firm can lend credibility when you introduce yourself to clients, though smaller boutique firms might offer more hands-on support. Talk to agents at the firm, if possible, to get their perspective on the broker’s leadership (rockwellinstitute.com).
  

Take notes during your interviews and compare. Remember, you are interviewing them as much as they are interviewing you. You want a broker that is new-agent friendly – one that understands the challenges of starting out and is willing to mentor, not just throw you into the deep end. Don’t hesitate to ask about things like how they handle mistakes or if they have patience for beginners. The answers will tell you if the brokerage is a good fit for learning.

Finally, consider whether you want to join a team or work solo within the brokerage. Some new agents join an established real estate team, which is a group of agents that work together under a team leader. Teams can be a great way to get mentorship and leads, since the team leader might hand you buyer clients or have you host open houses (often in return for a different split or salary). It’s not required, but it’s worth thinking about the benefits of joining a team vs. going solo. On a team, you may give up a bit more commission, but you could gain training, accountability, and leads handed to you, which can jumpstart your production (rockwellinstitute.com). As a solo agent, you keep more of your commission and have full autonomy, but you’ll need to generate 100% of your own business and motivate yourself. There’s no right or wrong choice – it depends on your personality and what you need to succeed.

Action item: Once you’ve chosen a broker who agrees to sponsor you, you will likely need to submit a broker sponsorship form to the state to activate your license (if you haven’t already). Most states require the broker to sign off or register as your supervising broker. Your brokerage may help you complete this step. After that, congratulations – your license status will be changed to active, meaning you can officially conduct real estate business! Now the real work begins.

Set Expectations for Your First 90 Days and First Year

Getting your license was just the beginning. As you embark on your new career, it’s important to set realistic expectations for yourself. Real estate is a rewarding field, but it often takes time, effort, and perseverance before you start seeing significant results. Many new agents are eager to close deals immediately, but the reality is that it may take a few months to make their first sale. In fact, seasoned professionals often counsel that your first transaction could take several months – one industry expert notes that a first sale might take four to six months or more for a new agent (floridarealtors.org). That’s not to discourage you, but to help you plan for the ramp-up period.

Why does it take that long? When you start, you need to build a client base from scratch, learn the practical ropes (like contracts, MLS, negotiations), and often prospect for leads for weeks or months before one turns into an active buyer or seller who goes under contract. Even once you have a client ready to transact, a deal under contract can take 30-60 days (or more) to close due to financing and escrow processes (aceableagent.com). All this means you should not fret if you’re a few months in and haven’t closed a deal yet. It’s normal.

However, you can’t afford to be idle while waiting for business to show up. This is where setting activity goals and managing your expectations becomes crucial. Treat your first 90 days as a training and building phase. You’ll want to focus on learning, prospecting, and laying the groundwork for future success. Here are some realistic expectations and goals for early in your career:

• Learning the Ropes: Expect to spend a good portion of your initial weeks on training – whether that’s formal training classes provided by your brokerage, online courses, or simply shadowing experienced agents. You might sit in on listing presentations, help with open houses, or practice filling out contract forms. The goal is to become competent in the basic tasks. It’s also wise to learn your local market inside-out (home prices, neighborhoods, inventory) during this time.
  
• Building Your Pipeline: In the first few months, measure success not just in closings (which may be zero or few), but in contacts made and relationships built. For example, set a goal for how many people you’ll add to your prospect list or how many networking calls you’ll make per week. Some experts suggest targets like contacting 5 new leads a day or attending a certain number of networking events or open houses each week (realtrends.com). These activity goals keep you focused on what you can control – your effort. Each conversation or meeting is planting a seed that might pay off later.
  
• Financial Preparation: Understand that because income can be slow at first, you should be prepared financially. If possible, have savings set aside to cover 6–12 months of living expenses, or keep a part-time income source, so you’re not under extreme pressure to “force” a deal. The first year in real estate is often compared to starting a small business – you might invest money (in fees, marketing, etc.) before you start making money. Set a budget for your first year covering expenses like Association/MLS dues, marketing materials, gas for driving clients, etc., and be conservative with expectations of income initially.
  
• Small Wins and Milestones: Redefine what success looks like early on. Maybe it’s securing your first client, getting your first listing appointment, or helping with your first open house. Celebrate those wins. They build momentum. Your first 90 days might be successful if you’ve, say, built a contact database of a few hundred names, learned your brokerage’s systems, and perhaps picked up one or two clients who are starting to look at homes. Your first year might be successful if you’ve closed a handful of transactions or even just one or two – anything that puts you ahead of the curve for newbies.
  

It’s important to mention that the real estate industry has a high dropout rate for new agents. Some statistics (often cited from NAR) indicate that a large percentage of new agents leave the business within the first year or two – one analysis showed 75% of new agents leave within the first year, and 87% within five years (vaned.com). That’s a sobering figure, but don’t let it scare you; instead, let it motivate you to take your new career seriously. Those who fail often do so because they underestimated the amount of work and persistence needed, or they didn’t have a solid plan. By setting realistic expectations and working steadily toward your goals, you can beat those odds. Remember, every successful agent was once a brand-new agent. They made it past that first year by working hard and learning constantly – and so can you.

So, map out your First 90-day Plan and First-Year Plan. You might write down something like: “In my first three months, I will complete all training classes, talk to 100 people about real estate, shadow on 5 client appointments, and send out an introduction announcement to my network.” In your first year, perhaps aim for a certain number of closed transactions or a target amount of income, but keep it reasonable and adjustable as you learn more. Having these plans gives you direction and benchmarks to strive for. Combine that with adaptability (because opportunities may come from unexpected places), and you’ll navigate your first year much more smoothly.

Brand and Market Yourself as a New Agent

In real estate, you are your own brand – especially as a new agent, you need to let the world know who you are and what you have to offer. Now that you’re licensed and affiliated with a brokerage, it’s time to build a professional presence and start marketing yourself. This is both an exciting and crucial step. Good marketing can help you generate leads and appear credible, even before you have a long track record. Here are some key components of branding and marketing for new agents:

• Professional Headshot: Invest in a good-quality headshot photograph. This will go on your business cards, website, and social media profiles. A polished, friendly photo helps people associate a face with your name and instantly conveys professionalism. (Your brokerage might arrange a photo shoot for new agents, or you can hire a photographer – it’s worth it!).
  
• Business Cards and Contact Info: Order business cards right away. Even in the digital age, business cards are a staple for real estate agents – you’ll be handing them out at networking events, open houses, to friends and family, etc. Make sure your card includes your name, title (Real Estate Salesperson/REALTOR®* if you’ve joined the Association, etc.), phone number, email, and perhaps a small headshot and your brokerage’s logo (many states require the brokerage name on advertising). Also, set up a professional email address (if your brokerage doesn’t give you one, consider something like jane.doe@yourbrokerage.com or an address with your name and “realty”). Consistency in branding is key.
  
• Online Presence – Website and Profiles: In today’s market, online visibility is non-negotiable. At minimum, get your agent profile up on your brokerage’s website. Many brokerages will have a page for each agent – fill out your bio, contact info, and add your headshot there. Next, consider creating your own website or landing page if your company doesn’t provide one. It could be a simple single page that introduces you, lists your services, and has your contact info and maybe a blog or area for listings. There are templated real estate agent websites that are easy to set up. Also, claim your profile on major real estate portals like Zillow, Realtor.com, etc. For example, ensure you have a Realtor.com profile and that it’s linked to your brokerage – these sites often display agent info on listings, and you want people to see a complete profile for you. Make sure your information is accurate and current on all these platforms (floridarealtors.org). As one Florida broker advises, “update your bios” on your company site and real estate platforms so that potential clients can find you and see that you’re an agent ready to help (floridarealtors.org).
  
• Social Media Presence: Leverage social media to announce and advertise your new career. Facebook, Instagram, LinkedIn, and even TikTok can all be channels to let people know you’re in real estate. For instance, you might start by making an announcement post on Facebook and LinkedIn: share that you’ve passed your exam and joined XYZ Realty, and that you’re excited to help with any buying or selling needs. This tells your personal network that you’re open for business. Beyond that, consider creating a dedicated Facebook Business Page (so you can run ads or separate your professional content) and an Instagram account focused on real estate content. Post introductions, snippets about your local market, home tips, and eventually property pics or client success stories. Consistency is key – maybe aim to post a couple of times a week to start. Over time, social media can generate leads or at least keep you top-of-mind among your followers.
  
• Personal Branding and Messaging: Think about what sets you apart or what values you bring, and infuse that into your branding. Are you particularly tech-savvy, or great with first-time buyers, or maybe you have deep knowledge of your neighborhood? Highlight that in your bio and marketing. Develop a personal tagline or mission statement if you can – it might feel cheesy, but a concise message like “Chicago’s Trustworthy Home Finder” or “Helping Families Find Home Sweet Home in Springfield” can make you more memorable. Use a consistent color scheme or style in your materials (perhaps aligning with your brokerage’s colors). The idea is that someone who sees your business card, then your Facebook page, then meets you, gets a coherent image of you as an agent.
  
• Traditional Marketing Materials: In addition to business cards, you might get some brochures, flyers, or signage as needed. For example, some new agents send out “Just Licensed” postcards to a neighborhood or their personal contacts, as a way of introduction. Check with your brokerage if they assist with design/printing. Also, think about an email signature – create a signature for your emails that includes your name, title, brokerage, phone, and maybe a slogan or logo. Every email you send (even to friends) quietly markets your services.
  

Remember that building a brand takes time, and you don’t have to do everything at once. Start with the basics: get the word out to people you know, and ensure that if someone searches your name online, they find a professional presence (not an empty void). One step at a time – perhaps set a goal to accomplish one branding task per week (e.g., Week 1: order cards, Week 2: set up Facebook page, Week 3: finish bio on website, etc.). Over your first few months, you’ll establish a solid foundation. As you continue, keep marketing consistently. As the saying goes in real estate: to have a thriving business, you must always “ABC – Always Be Connecting (or Always Be Cultivating)” new leads, and your branding and marketing efforts enable that.

(Note: If you choose to become a REALTOR®, meaning you join the National Association of REALTORS®, you can use the term REALTOR® in your title. Membership in NAR is optional but highly beneficial for most residential agents – it provides access to the MLS, a network of colleagues, and additional credibility (mbitiontolearn.com). Many new agents join NAR through their local Association of Realtors as soon as they place their license with a broker. Check with your broker about how to join if you haven’t already.)

Related: Real Estate Customer Service – Best Practices

Build Your Sphere of Influence and Start Generating Leads

Real estate is a relationship business. One of the earliest and most important tasks for a new agent is to build and engage your “sphere of influence” – the network of people who already know you – and leverage that sphere to start generating leads. At the same time, you’ll want to prospect for new leads beyond your immediate circle. Lead generation is the lifeblood of your business, so developing good habits here from the start will pay off throughout your career.

Start with Your Sphere: Your sphere of influence usually includes friends, family, former colleagues, neighbors, and acquaintances. These people may eventually do business with you or refer others to you. Begin by announcing your new career in this sphere if you haven’t already. This could be through personal emails, calls, or social media. You might send a friendly email saying, “Hi all, I wanted to share the exciting news that I’ve become a licensed real estate agent with XYZ Brokerage. If you or anyone you know has questions about real estate, I’m here to help!” Don’t be shy – people generally like to support someone they know, and even if they’re not looking to buy or sell now, planting the seed ensures they think of you when they do have a real estate need.

Next, build a database of contacts. Collect all the names, phone numbers, and emails of people you know into one place (a spreadsheet or, better yet, a CRM – Client Relationship Management software – which your brokerage might provide). One approach recommended by experienced brokers is to start with around 100 people who would recognize your name or number, then aim to grow it over time (floridarealtors.org). In fact, two Florida real estate leaders suggest beginning with 100 familiar contacts and then adding 10 new contacts a week, with a goal of reaching 300 contacts in your database within a few months (floridarealtors.org). This might include friends of friends, leads you meet, people from community groups, etc. The idea is to continuously expand your sphere. Each week, as you meet new folks or get referrals, add them to your list.

Engage your sphere regularly. It’s not enough to just have a list of contacts – you need to stay in touch and provide value. Consider starting a simple monthly newsletter or email update about the local real estate market (there are services that help automate this). Or periodically send personal messages to check in. The goal is to remain top-of-mind so that when someone in your circle (or their friends/family) thinks of real estate, they think of you. Even casual touches, like commenting on a friend’s social media post or sending a housewarming card to someone, can reinforce connections. Over time, a well-nurtured sphere can become a steady source of referrals and repeat business.

Networking and Community: Beyond your existing contacts, put yourself in positions to meet new people. This could mean attending community events, joining local business networking groups, or participating in clubs/organizations (think PTA, Chamber of Commerce, young professionals groups, etc.). You’re not going to these events to push sales on people, but you naturally build relationships that could lead to business. When appropriate, mention you’re an agent and share a business card. Sometimes, casual conversations turn into “Oh, you’re in real estate? Actually, we might be selling our house next spring…” – Your first deals can come from such serendipity, but only if people know what you do.

Open Houses: One of the best lead-gen opportunities for new agents is hosting open houses. Even if you have no listings of your own yet, you can offer to host open houses for other listing agents in your office. Seasoned agents often appreciate the help, and you get to meet walk-in visitors (who could be unrepresented buyers). At an open house, every visitor is potentially a lead – maybe they don’t like that house, but you could offer to help them find another. Introduce yourself, be friendly and knowledgeable about the home and neighborhood, and have sign-in sheets to collect their contact info (with permission to follow up). Follow up the next day with a “Thank you for visiting” message and offer of assistance. Many new agents get their first client from an open house. Plus, it’s great practice in conversing about real estate. In fact, experienced agents often encourage new licensees to host as many open houses as possible for the exposure. As one broker noted, established agents are always looking for newly licensed agents to host their open houses or help with buyers – it’s a win-win (floridarealtors.org). So raise your hand for these opportunities; each open house is a chance to meet 5, 10, or 20 people who are actively looking at real estate.

Other Lead Generation Methods: There are countless ways to prospect for leads. As you get more comfortable, you might explore: online leads (signing up for lead-gen platforms or running Facebook/Google ads), calling or door-knocking around listings (a technique called circle prospecting), targeting FSBOs (For Sale By Owner) or expired listings, and more. Early on, the low-cost, high-effort methods are usually best since you may not want to spend big on advertising yet. That means lots of personal outreach, networking, and sweat equity. For instance, you could canvass a neighborhood where you know someone who’s selling, or volunteer at community events (wear a shirt or badge that identifies you as a Realtor). Be creative and resourceful.

The key is to devote a significant portion of your weekly schedule to lead generation activities. It can be tough because these activities (calling, networking, etc.) often don’t have immediate payoffs, but they are planting seeds. One classic piece of advice: treat lead generation like a daily job requirement. Some coaches say to spend 2-3 hours each day on lead-gen when you’re new, since you don’t have existing clients taking your time. Whether that’s making phone calls, writing personal notes, or creating content for social media, put in the consistent effort to connect with people. Over time, the contacts and trust you build will turn into clients.

Lastly, don’t forget to service the leads you get. Prompt follow-up is critical. If someone asks for information or wants to see a home, jump on it. New agents often have the advantage of time and eagerness – show prospective clients that you are hungry and attentive. Excellent service to even one or two initial clients can yield referrals and testimonials that help grow your business exponentially.

Commit to Continuing Education, Mentorship, and Skill Development

Passing the pre-licensing course and exam gave you entry-level knowledge. Now the real learning begins – in practice and through ongoing education. The best agents never stop learning, and as a newcomer, you should actively seek to improve your skills and knowledge. This will build your confidence (helping to combat any “impostor syndrome” feelings) and make you more effective in serving clients.

Complete Post-Licensing or Continuing Ed Requirements: First and foremost, be aware of any immediate education requirements attached to your new license. Many states mandate a post-licensing course or extra continuing education (CE) within the first year or two of getting licensed. For example, some states require new agents to take 20-45 hours of post-license coursework in specific topics (often fair housing, contracts, etc.) soon after getting the license. Don’t let these sneak up on you – mark your calendar and get them done early. Even beyond the first-year requirement, you’ll need to renew your license periodically (typically every one or two years), and that usually involves completing a set number of CE hours (rockwellinstitute.com). A common scenario is something like 20-30 hours of CE every two years, including an ethics course if you’re a REALTOR®. Make a habit of staying ahead on these credits. Not only will it keep your license in good standing, but well-chosen CE courses can actually expand your knowledge (try to pick topics relevant to your market or client base). One resource points out that most states require a few courses per year or every other year to stay up to date with industry best practices (mbitiontolearn.com) – so view this as part of your professional duty.

Learn from a Mentor or Coach: Having a mentor can significantly boost your early development. A mentor is usually an experienced agent or broker who agrees to guide you, answer questions, and maybe let you observe or assist in their transactions. Ideally, your brokerage connects you with a mentor (formally or informally). If not, you can seek one out – perhaps a top agent in your office whom you admire. Offer to help them with open houses or administrative tasks in exchange for the chance to learn. Mentors can provide invaluable real-world tips that you won’t find in textbooks. They can also be a source of encouragement when you face challenges. Some brokerages even have formal new agent mentor programs (sometimes the mentor gets a small portion of your deals as compensation for their time). If such a program exists, strongly consider joining it.

Another option is to hire a real estate coach or join a coaching program designed for new agents. Companies like Tom Ferry, Buffini & Co., and others offer training/coaching that provides structure and accountability. This can be pricey, so as a beginner, you might stick to in-house mentorship and free resources first, but it’s something to keep in mind if you feel you need additional support.

Immerse Yourself in Training Opportunities: Treat your first year as if you’re in an apprenticeship. Attend every training session your brokerage or local REALTOR® association offers for new agents. This might include contract workshops, MLS system classes, negotiation seminars, etc. Many associations have a mandatory orientation for new members – be sure to attend that; it often covers how to use the MLS, ethical practices, and available resources. Additionally, consider taking designation courses or certifications once you get a bit settled. For example, courses for certifications like Pricing Strategy Advisor (PSA) or Accredited Buyer’s Representative (ABR) can deepen your expertise in specific areas (and sometimes count towards CE credits, too). You don’t need a bunch of letters after your name immediately, but one or two specialized trainings can set you apart and also give you more confidence in working with clients (for instance, a first-time buyer course might prepare you to better guide nervous newbies).

Become a Market Expert: Make it a goal to know your local market better than anyone. This means regularly studying the MLS for new listings, price changes, and sold data in your area. Tour listings (broker open houses) if available, to gain a visceral sense of different homes and price points. Keep a pulse on market statistics – what’s the average time on market? Are prices up year-over-year? This kind of knowledge will impress clients and allow you to provide value even as a rookie. It can be part of your weekly routine to review market updates (many MLS systems or associations publish monthly or weekly market stats).

Network with Other Professionals: There’s more to a real estate transaction than the agent and client. Use your early time to meet and learn from other professionals in the industry: mortgage lenders, home inspectors, title/escrow officers, attorneys (if applicable in your state), appraisers, etc. Understanding what each of these parties does and building relationships with trustworthy providers will help you serve your clients better. For instance, knowing a few good loan officers means you can point a buyer in the right direction for financing pre-approval; a friendly home inspector might teach you about common home issues to watch for. You could set up coffee meetings – frame it as a new agent looking to learn about their services. Most will be happy to connect (they may see you as a future source of referrals as well).

Join Professional Networks and Attend Events: If you haven’t already, joining the National Association of REALTORS® (NAR) via your local board can open up a lot of resources. NAR membership gives you the right to use “REALTOR®” and subscribes you to a strict Code of Ethics, which is a great foundation for your practice. More tangibly, it typically gives you access to the Multiple Listing Service (MLS), which is essential for practicing. NAR and your state/local Association often host networking events, educational luncheons, and conferences. Try to attend some – you’ll learn and also build peer relationships. Many areas have Young Professionals Network (YPN) events for newer/younger agents to mingle and share experiences, which can be both fun and informative.

Self-Study and Skill Practice: Not all learning is formal. Take initiative in self-study. There’s a plethora of real estate books, blogs, and YouTube channels geared towards new agents. A few classic book recommendations: “The Millionaire Real Estate Agent” by Gary Keller, “The Honest Real Estate Agent” by Mario Jannatpour, or “Your First Year in Real Estate” by Dirk Zeller. These can provide frameworks and motivation. There are also real estate podcasts where agents share stories and tips – great to listen to while driving. Additionally, practice your craft: role-play scripts for talking to leads, practice writing offers and filling forms (maybe have your broker review a dummy contract you draft), and so on. The more reps you put in, the more comfortable you’ll be when it’s the real deal with a client.

Embrace Technology and Tools: Part of skill development today is learning the technology tools of the trade. This might include your brokerage’s CRM system, the MLS software, electronic signature platforms (like DocuSign), and marketing tools (perhaps a design program like Canva or your website’s CMS). Don’t shy away from tech – mastering these will make you more efficient and impress clients (especially younger, tech-savvy ones). If you’re not naturally techy, ask for help or find tutorials – maybe another agent can show you how they use a particular app effectively.

In summary, commit to being a student of the industry. The agents who thrive long-term are those who continually sharpen their skills and adapt to changes. By investing time in education and mentorship now, you’re building a solid foundation that will support every transaction and client relationship you have. It also helps hugely with confidence: the more you know, the more you feel like the professional that you are becoming.

Stay Motivated Through Challenges and Conquer Imposter Syndrome

Starting a new career in real estate is exciting, but it can also be emotionally challenging. It’s common for new agents to feel overwhelmed, discouraged by slow progress, or to experience “impostor syndrome” – the nagging feeling that you’re not really qualified or that you’ll mess up and be exposed as a fraud. First, let us assure you: these feelings are normal. Virtually everyone in any profession has moments of doubt, and real estate, with its steep learning curve and independent nature, is fertile ground for self-doubt. The good news is that you can overcome these challenges by cultivating the right mindset and habits.

Accept that Challenges and Rejection are Part of the Process: Not every lead will turn into a client, not every client will result in a sale, and not every sale goes smoothly. You might work with a buyer for months only for them to pause their search, or you might have a deal fall apart due to financing or an inspection problem. These setbacks can hurt, especially when you’re new and each opportunity feels make-or-break. It’s important to remind yourself that such outcomes are part of the business and not a reflection of your worth or potential. Even top agents lose clients or have contracts fall through. Don’t let occasional disappointments poison your motivation. After a setback, take a day to lick your wounds if you need, then get back on the horse. Focus on the actions you can control (like generating new leads) rather than dwelling on things you can’t (a client’s change of heart, etc.).

Overcoming Imposter Syndrome: Imposter syndrome is that voice in your head saying, “I have no idea what I’m doing – why would anyone choose me as their agent?” It’s especially common early on when you don’t have a track record. Realize that you’re not alone – by some estimates, up to 70% of people experience impostor syndrome at some point in their career (myrealpage.com). A great tip from one real estate coach is to actively remind yourself of your accomplishments and positive qualities (myrealpage.com). Make a list of what you bring to the table: your education, your knowledge of the community, the support you have from your brokerage, and any small wins you’ve achieved so far (passing the exam is, in fact, a big achievement!). And remember that every seasoned agent was once a beginner. As one real estate blogger aptly put it, “Every single real estate agent starts as a beginner.” (myrealpage.com) The top producer in your office who closes 50 homes a year? At one time, they had closed zero and felt exactly like you do now. Keep that perspective: you deserve to be here, and you will grow with experience.

When those impostor feelings creep in, try these tactics:

• Acknowledge and reframe: Instead of trying to ignore the anxiety, pause and recognize it. Then counter it with facts: “Yes, I’m new, but I’ve trained, I’m diligent, and I have resources if I need help. I care about my clients, which already makes me a good agent.”
  
• Leverage your brokerage team: Remember, you’re not alone. If you don’t know something, you have colleagues, a mentor, or a broker to ask. Rather than seeing that as a weakness, see it as you being conscientious – clients actually appreciate, “Let me double-check that answer with my team to be certain,” more than a rookie confidently spouting wrong info.
  
• Keep learning: The more you build your skills (as discussed in the previous section), the less you’ll feel like an impostor. Knowledge truly is power – when you know you have put in the work to learn, you’ll trust yourself more.
  

Stay Organized and Maintain a Routine: Motivation can dwindle if you feel chaotic or have no structure, especially since real estate agents often don’t have a boss setting their schedule. Create a work routine for yourself. For example, designate certain hours each day for prospecting, and other time blocks for studying contracts or doing market research. Treat it like a job with set hours – even though you might have flexibility, having a routine helps you stay disciplined and avoid procrastination or burnout. Also, schedule time for self-care and personal life, so you don’t work 24/7 and burn out. Setting and sticking to regular work hours (with some boundaries for personal time) is a strategy many agents use to stay balanced (realtrends.com). When you’re working, work; when you’re off, try to recharge. This keeps you motivated in the long haul.

Find a Support System: Surround yourself with people who encourage you. This could be a colleague in the office who is also relatively new – you can share experiences and tips (perhaps form a little accountability partnership, checking in weekly on each other’s progress). It could be a spouse or friend who is your cheerleader. Sometimes, just voicing your frustrations to someone who listens can make them feel lighter. If you prefer online communities, there are even Reddit threads (r/realtors) or Facebook groups for new real estate agents where people share struggles and wins – reading those can reassure you that you’re not the only one facing certain issues, and others can chime in with advice.

Celebrate Small Wins and Milestones: In the beginning, you have to take pride in the small victories because those are the building blocks to the big ones. Did you just finish designing your first mailer? Great job – that’s marketing out the door. Did you set up three coffee meetings this week with potential referral contacts? Fantastic – many folks wouldn’t take that initiative. Maybe you handled a difficult conversation with a client, or conquered a paperwork snafu on your first deal – those are all wins. Acknowledge them. Some agents keep a “success journal” where they jot down daily or weekly accomplishments. This can be wonderful to look back on when you’re feeling low, to remind yourself of progress.

Keep Your “Why” in Mind: It helps to remember why you pursued real estate in the first place. Was it to have a more flexible lifestyle? To have higher income potential? To help people achieve homeownership? Whatever your personal motivation, visualize it. For example, if your goal is to provide a great life for your family through this career, then every cold call or long day is a step toward that future – it’s worth it. If you have a passion for houses or design, use that: maybe the joy you get from touring homes can offset the stress of paperwork. Keeping your purpose front and center acts as fuel on days when external results are lacking.

Maintain a Positive and Professional Attitude: Attitude can truly make or break an agent. Clients will gravitate towards your enthusiasm and positivity. Even if you’re having a rough week, put on a professional, upbeat face when interacting with clients or prospects. This isn’t about being fake; it’s about controlling what you can – your demeanor – and not letting your internal doubts spill out in front of clients. Many agents find that by acting confident and upbeat, they gradually feel that way more, too. Confidence comes from action, not just thought.

Lastly, be Patient and Persistent: Real estate success rarely happens overnight. It’s the cumulative result of many small actions repeated consistently. There will be days you feel on top of the world and days you question everything. By keeping an even keel and pushing forward bit by bit, you’ll gradually see your efforts bear fruit. That first closing will come. Then a second. Then a referral. Momentum will build, and one day you’ll realize you feel like an experienced agent and those early anxieties have faded. Until then, don’t quit. As long as you keep learning and trying, you’re not failing.

Summary: Your Roadmap from Rookie to Real Estate Pro

Congratulations once again on passing your exam and taking the first step into real estate! In this guide, we covered a lot of ground – and you might be thinking, “Wow, there’s so much to do.” Yes, launching a real estate career has many moving pieces, but you don’t have to tackle them all at once. Here’s a quick recap and roadmap of your next steps:

1. Finalize Your License: Complete any required license paperwork, pay your fees, and submit your documents to get your license issued. Make sure you understand how to activate it with a broker in your state (realestateu.com).
   
2. Find the Right Brokerage: Interview brokers and choose a sponsoring brokerage that fits your needs – one that offers the culture, training, and support you’re looking for as a new agent (rockwellinstitute.com). Get your license activated under them and soak up their new-agent resources.
   
3. Set Realistic Goals: Go in with eyes open – it may take months to land your first deal, so plan financially and time-wise for that ramp-up. Set activity goals for your first 90 days (training completed, X contacts made per week, etc.) and have a one-year plan for growth. Remember that early success is measured in learning and prospecting more than in commission checks.
   
4. Build Your Brand: Establish your professional presence. Get a headshot, business cards, and online profiles. Start marketing yourself through social media and community outreach. Ensure people know you’re in real estate and ready to help.
   
5. Grow Your Network: Leverage your existing relationships and continually expand your sphere. Tell everyone about your new career and stay in touch with them. Engage in lead-generating activities like open houses, networking events, and following up on every inquiry. Always be looking for ways to meet or connect with potential clients.
   
6. Keep Learning: Commit to constant improvement. Complete post-licensing education promptly and schedule ongoing training. Find a mentor or peer group. Study your market and learn from each experience. Building competence will build your confidence.
   
7. Stay Resilient and Positive: Challenges will come – be persistent and keep a positive mindset. Use setbacks as learning opportunities. Fight off impostor syndrome by remembering that even top agents started from zero (myrealpage.com). Take care of your mental and physical health along the way, too.
   

Each of these steps moves you forward on the journey from brand-new agent to seasoned pro. It won’t happen overnight, but with dedication and the right approach, you’ll gradually see your business take shape. There’s no feeling quite like helping your first client buy or sell their home – it makes all the early hustle worth it!

As you embark on this exciting new chapter, keep this one piece of encouragement in mind: You’ve got this. The fact that you’ve made it this far shows you have the determination and capability to succeed. Stay curious, stay proactive, and don’t be afraid to ask for help when you need it. Over time, your knowledge will deepen, your network will grow, and your confidence will soar.

Now, take a deep breath and get started on those next steps. Your future in real estate awaits – and we can’t wait to see you thrive.

Downloadable New Agent Checklist: To help you keep track of everything, we’ve compiled a handy “I’ve Passed My Exam – Now What?” Checklist that outlines all the action items from this article in one place. You can download this checklist and use it as your to-do list in the coming weeks and months. 

Good luck, and here’s to your success in your first year and beyond as a real estate agent! 

Up Next: Proptech Startups – Types of Real Estate Technology Companies

Works Cited

Buffini, Brian. The Emigrant Edge: How to Make It Big in America. New York: Howard Books, 2017.

Ferry, Tom. Mindset, Model, and Marketing!: The Proven Strategies for Real Estate Success. Irvine, CA: Success Strategies Institute, 2017.

Keller, Gary, Dave Jenks, and Jay Papasan. The Millionaire Real Estate Agent: It’s Not About the Money…It’s About Being the Best You Can Be! New York: McGraw-Hill Education, 2004.

National Association of REALTORS®. “Becoming a Real Estate Professional.” Accessed April 10, 2025. https://www.nar.realtor/education/becoming-a-real-estate-professional.

National Association of REALTORS®. “Code of Ethics and Standards of Practice.” Accessed April 10, 2025. https://www.nar.realtor/about-nar/governing-documents/code-of-ethics.

Real Estate Express. “How to Get Your Real Estate License: Requirements by State.” Accessed April 10, 2025. https://www.realestateexpress.com/how-to-get-your-license/.

Real Estate Express. “Choosing the Best Brokerage for New Real Estate Agents.” Accessed April 10, 2025. https://www.realestateexpress.com/career-hub/grow-your-real-estate-career/best-brokerages-for-new-real-estate-agents/.

Realtor.com. “How to Choose a Real Estate Broker to Work For.” Accessed April 10, 2025. https://www.realtor.com/advice/buy/how-to-choose-real-estate-broker/.

Zeller, Dirk. Your First Year in Real Estate: Making the Transition from Total Novice to Successful Professional. New York: Currency, 2010.