Your First 100 Days as a New Real Estate Agent

The harsh reality is that your broker set you up to fail because they told you to do some things, but they never actually trained you on how to do it. They kind of let you believe that if you just got in there and you could figure it out and the success was just a matter of perseverance and effort. And my friend, it's not. In this video, I'm going to fix all of that for you and set you up to succeed as a real estate agent in your first 100 days. And I'm going to share with you 4 big moves that will guarantee you don't end up as one of the statistics of agents who who fail. So when I was in high school, I was kind of athletic, but I was a basketball player. And yet my coach talked me into signing up for the track team, for track and field. And I didn't want to sign up for track and field because I wasn't fast, but I could jump. And so my coach told me, he said, just do the high jump. You'll be great at that. Just do the high jump. So I'm like, okay, I'm all in. I'm going to sign up. I'm going to do the high jump. So I got out there and they took me out there and they showed me the high jump pit and where the big bar was and the big, I guess, pit, the big mat thing you jump in. He goes like, okay, here's how you do it. Now here was the problem. There wasn't any coach in our school that really knew anything about how to do the high jump. So he just kind of gave me some theoretical lessons about how you just get here and you run up there and you get to the thing and then you just flop. They call it the flop and just flop over the bar and you're with your leaping ability, you'll do great. And long story short, there was no coach there to teach me on how to do it, to tell me what I was doing wrong, to tell me what I was doing right, to help me with technique, or any of that. See, the coaches didn't have the time or the expertise to actually train me to excel and even to be competitive. And so I was a flop. And that's exactly what happens to most real estate agents at their brokerage. They get in, they're giving some idea of here's some things you can do, here's some different ideas, try this, try this, try this, and then they just leave you on your own to figure it out. See, the reality is there are specific moves that you must make and skills that you must master in order to win in the game of real estate. And that's why I'm here, and that's why you're here watching this video today. So if I had to start over in real estate today, if I was starting brand new, everything that I would do in my first 100 days would come down to these 4 moves that I'm gonna share with you in this video. And number 4 is the one where most agents hit the wall. So make sure that you stick around for that 4th big move that you got to make. And before we get into that, make sure you subscribe to the channel if it's your first time here, and Post in the comments, what is the biggest thing you're struggling with as a new or rookie agent? Or maybe you're not even a rookie, maybe you're just still trying to figure it out, you're still stuck. Okay, so now let's talk about what are the 4 big moves that you must master as a real estate in order to actually win in this game. So number 1, number 1 is you got to go all in. This is the first step of winning the game real estate, and this is the part where very simply is you have to Commit. Okay, if you're not going to commit, you're not going to succeed at this game. This— oh, so many agents come into it, and one of the reasons they fail is that they give themselves a way out. I'm going to try it. This is kind of like, I'm just going to see how it goes. Okay, you treat it like a hobby, you're going to get hobby results. If you treat it like a profession, guess what? You're going to get paid. But you have to treat it like a profession. You have to commit to it, and you have to go all in. Because you've heard the saying, you can either make excuses or you can make money, but you can't make both. So you got to make a decision. Am I willing and ready to commit and go all into the game of real estate? I am here to win, period. I will not quit. I will not fail. And that's the first step. Until you are all in, I'm going to tell you right now, nothing is going to work, especially not in this market. That's number one, and that's the starting point. Okay, now let's get to number two. Number two is you've got to set clear goals. Okay, a lot of agents just get in and say, I'm just gonna work my butt off and I'm gonna make it happen, I'm gonna make it happen. And if you don't have a clear goal, then you're just kind of like there's nothing that you're aiming at. Okay, one thing that I can guarantee, if you don't know what you're aiming at, you're probably not ever going to hit it. So this is the thing I want to tell you right now, and I'm going to challenge you right now while you're watching this video. I want you to set 2 very crystal clear goals that will give you focus, laser focus on what you're doing every single day. Okay, so let's give ourselves 2 set that you are committed to hit. Number 1, our month 1 goal. And here's my month 1 goal. If I was starting today, this would be my month 1 goal. I want to get my first deal. I'm going to get my first deal this month. In the next 30 days, I'm going to get my first deal. I don't care if it's a listing. I don't care if it's an exclusive buyer representation agreement. I'm going to get something. I'm going to get either a listing or I'm going to get a buyer that I can go out and write offers on and help them buy a house. So, this month, month number 1 is to get my first deal. That's what I want to get. I'm going to get my first deal. We got to get clear. That's it. And the reason that's important is now every day I know exactly what I'm doing. Every day I'm thinking, what do I have to do to find a client? What do I have to do to find my first seller or my first buyer? That's it. Every day I'm going to do that. And so every day I'm going to spend 4 hours every day doing one thing, talking to people and looking for the first client. That's it. Okay, now number 4, I'm going to talk more, uh, when we get down to number 4, I'm going to talk more about this, about how to do this. But right now, I just want— you got to be clear, this is the target. My first month, my first deal. First month, first deal. Everything else is secondary. Okay, I want to say it again, everything else is secondary. I'll go more into that in a minute. Okay, and then my second goal, okay, my second goal is my first 100 days. So in the first 100 days, I want to have 2 things happen. One, I want to get at least 2 listings. Okay, I give myself 30 days to figure it out, and then the second month and third month, each month I want to get a listing. So I'm going to get 2 listings in the first 100 days, and at the end of the first 30 days, I want to have 3 sales. Okay, I want to have 3 deals either closed or pending in my first 100 days. Okay, maybe one's closed, you got 2 deals in escrow or 2 deals pending, but this is my target. Okay, my first 100 days. Now you can, you set what you want. But this is what I would do, and this is like, I'm just going to get deals and I'm going to be clear exactly what I'm aiming for so I can know if I'm on track. And every day I know exactly what I'm going after. And I'm going to spend 4 hours every day doing one thing: talking to people, looking for business, talking to people, looking for business. That's it. Again, number 4, I'll break that down a little bit more for you. So that's the second big move that you got to make is you got to set clear goals. So number 1, go all in. Number 2, Set clear goals. Okay, number 3. Number 3, if you're going to succeed in real estate is you have to decide to train like a pro. I look at real estate as a game. And the reason I look at it as a game like a professional athlete is because real estate is a game where you get paid for performance. You don't get paid for how hard you try. You don't get paid for showing up. You don't get paid for how good you look. You don't get paid for how many hours you put in. You get paid for performance, which means you help somebody sell a house or you help somebody buy a house. That's what you get paid for. And you're competing because every single seller that you want, every house that you look at that's going to be for sale that you want to list, guess what? There are other agents out there that want that listing. Every buyer that you have, there are other agents out there that want that buyer. So it is player versus player. And you, if you're going to win the game, you've got to treat it like a pro. You've got to decide, I'm going to go pro. So here's what I want to challenge you to do right now as you're watching this video. And this is a big decision moment. Like, do I, do I really belong in real estate? And if it is, here's the decision you got to make. The decision that will make or break your career is I'm going to go pro. I want you to pretend like you're training for an Olympic gold medal. That's it. You're training for an Olympic gold medal. And you got to be ready to compete against the best in the world because you're going to be. You're going to be competing against the best agents in your market. So, if you want to get listings, if you want to get buyers, you've got to train like a pro so that you can show up and be the best. That's the way you do it. Okay, so I'm going to give you 4 steps on how do I train like a pro. How do pros train so that they actually win the game? I heard one of my mentors say this. He said, while the masses complain, the masters train. While the masters complain, the masters train. And I'm going to tell you right now that one of the biggest parts of your real estate career is going to be the training. If you want to succeed at a high level, the best agents, they invest in themselves. They invest in the preparation and the training to become great at what they do. So I'm going to give you 4 steps. These are the 4 steps. If I was starting out today, my first 100 days, this is what I'd be looking to do. So number 1 is I would be looking to hire a coach. Hire a coach. Okay? And you're like, really? You're a coach. Why? Yeah, I get it. I get what you're trying to do here. Well, here's the reality is, You show me a professional high performer in any— in athletics, in performing arts, in anything— show me a world-class winner that doesn't have a coach. Okay, you've got to find a coach or a mentor right away. Now, it may be your broker, but the reality is probably not, because probably your broker is like my coach was, trying to teach me how to high jump when they didn't know how to high jump. Okay, they don't have the time, they don't have the expertise to actually train you to do what you need to do to win. When I started real estate, I had a trainer, he was good. But when it came right down to it, to the accountability and the skills and everything, it was not till my second year of real estate. My second year, I hired a coach. I paid him $12,000 for the year, okay? And I paid it out, I was paying monthly. I paid $1,000 a month. Within 60 days after I hired him, the next month I closed more deals and made $12,000 more than I had ever made in my best month ever. I made $12,000 more in one month than I had made in my best month ever. And that literally within 60 days, I paid for the entire year of coaching. And then after that, my business just took off. And that's what took me from doing 42 deals one year to the next year doing over 100 transactions, was having that coach every week. He was holding me accountable. He was training me on everything that I was dealing with, how to implement the systems, how to do the scripts, how to have the conversations, how to get the listings, how to do a listing presentation, all of that. I was getting trained every single week and it made all the difference in the world for me. If you're ready to go pro and train like a pro, it will do the same for you. Now, here's what you're looking for in a coach. Number 1, I need a coach who knows what to do. Okay? You got— you need somebody that's done it, knows what to do and how to— and they can help you do it. Number 2, that they've got the skill, the time, and the desire, and the commitment to actually help you. Okay? They may know what to do, but if they're not committed to actually helping you do it and training you to do it, then they're not going to help you win. And the worst thing is just trying to do it yourself. And winging it, that, my friend, in the real estate game is a death sentence. Now, let me give you one warning about this because what a lot of new agents tend to do is they tend to find a top producer in their brokerage that's like a team leader and he's got a team and they're like, I want to join their team because they're the number 1 agent in our office. They got this great team and they know how to do all this kind of stuff. Here's the problem with that. The problem with that is when you join their team, they are not interested in training you how to do what they do. They're interested in training you how to do things for them so that they continue to make money and grow their business. And they're going to train you how to do the grunt work and go out and show buyers and stuff like that to keep you trapped. Their job is to make you dependent on them. And they'll help you and they'll help you maybe do deals. The problem is they make you dependent on them and you're having to pay them half of your commission, okay? And very, very few agents that go on to a team from that team actually learn how to become themselves actually a top-producing agent. If you want to become a dominant player in the game of real estate, you want to make good money, then you need a coach who will train you how to do it. And don't get stuck on a team where you end up chasing buyers all over the place and getting paid little money and, and paying half your money to somebody else. Okay, does that make sense? All right, so number 1, you got to hire a coach. Number 2 is you have to learn, and I'm going to say learn, and you have to implement a system. Okay, you got to learn and implement a system. It's not just a matter of getting out and winging it every day. You can't do that. Just like, I got to go, I'm going to go out and knock doors. I'm going to talk to people. I'm going to go find somebody that I can talk to. And then they're like, okay, I got somebody that's thinking about buying. Now what do I do with them? I got somebody that's thinking about selling. How do I do a listing presentation? How do I sell a house? How do I do all that? You have to actually learn an entire business system of like, how do I do each part of it? Okay, so the system's like, how do I do lead generation? How do I do lead follow-up? How do I do listing pre-qualification? Do the listing appointment? What kind of selling system do I need to make sure I know actually how to sell the house? And the same thing with buyers. I need to have a buyer system. How do I get them to commit to work exclusively with me? How do I know I'm going to get paid? How do I go out and help them actually find the right house and make an offer on it, buy it, and be able to close on it and not spend my time chasing around a buyer who ends up ghosting me or at the end of the day doesn't end up buying a house? I need systems for all of that. You've got to learn how to operate a CRM and you're going to— how to do lead conversion and how to build relationships with your personal circle. All of these things are systems that you've got to learn and implement that you can't do without. Okay? Now, I'm going to give you some resources here at the end of this video that will help you do that. But just understand you've got to learn and implement a system if you're going to win in business. Now, my new book, More Yes, More Success lays out for you a lot of that. You can go to moreyesbook.com. Check that out. and that will be sure to help you as well. You see, you don't need more ideas. You need a process that will work for you every single time. A lack of process equals chaos and failure. And this is where most agents completely screw it up. Okay, is this next thing, and this is the next piece of training like a pro, and that is you need a set daily schedule. You gotta have a set schedule. So I know what I'm going to do today, and I know that I'm going to do the things that— what I'm going to do. Remember the clear goals that we set? I need to get a deal this month. Well, to do that, I've got to make sure that in my schedule is like, what am I going to do today to make sure I find a deal, to find a buyer or seller, or to generate leads? Okay, so again, 4 hours a day, 4 hours in the morning, I'm going to do one thing. I'm going to do lead generation, lead follow-up. Maybe that's two things, right? I'm going to do lead generation, lead follow-up. I'm going to talk to people and look for clients. I'm looking for leads. I'm looking for who can I help, who's looking to buy or sell that I can help. But if I don't have a schedule, I end up just going through the day and I'm reacting to everything and I'm going to orientations and I'm trying to figure out the MLS and you're doing all these other things that are important things to do. But those things, my friend, will never make you a dime. They will not make you money. Okay? You can be a master of the MLS. You can go to all the orientations and all the training sessions and all that stuff you want to try to figure out the rules and all of that kind of stuff. And none of that is going to make you money if you don't have a schedule that puts you into productive action. So you're doing the right things every day that put points on the scoreboard and dollars in the bank account. You see, too many agents are busy but not being productive. Too many new agents are busy. They're doing, they're doing, they're doing, they're running, but they're not being productive with their action. Now, so you've got to be out doing lead generation every day, but another thing you got to have set in your schedule is this time every day that I'm learning and training on my systems. And I would say 2 hours a day you need to spend on learning and implementing your systems, your lead generation system, your lead follow-up system, your personal circle system for building the relationships that you have with your sphere of influence, your listing presentation, your listing process, your pre-qualifying and pre-listing process. All of the things you need to be learning and implementing every single day. This is not something you can learn. And by the way, if you haven't already figured it out, getting your license did not prepare you for this. It did not equip you for that, right? Didn't teach you how to do all that kind of stuff. So all of this becomes a part of the training, and you have to train like a pro every single day at it. And then the fourth thing that you must do every day in training like a pro is to role play. Role play every single day. That is the actual conversations you're going to be having with prospects and leads and clients, the listing presentation, the prospecting scripts, objection handlers, The actual scripts that you're going to need to say, you've got to train and practice on those every day. And I recommend 1 hour a day that you actually spend practicing and role-playing scripts. Now, if you want the best scripts on the planet, you can get a copy of my book, The Book of Yes. By the time you watch this, we may have the updated copy coming out. But even if not, when you get this book, you get free bonuses with it. And one of it is our updated, our latest version of the complete Book of Yes real estate scripts, which is incredibly important for you to have is to have great scripts that will help you get yes with no BS. Okay, you don't want to use scripts that are full of BS, and there's a lot of sales training out there and a lot of sales scripts, they're just total BS. They're bait and switch, they're bogus statistics, all kinds of crap. Okay, I didn't like that. You don't— again, I guarantee your prospects and leads, they don't like it either. You don't need it. Okay, so you can master this, but you have to train like a pro, and this becomes one of the most important parts of your game. Now, before I get to number 4, if you are committed to going pro and to really winning this game, I want to invite you to download a free copy of my new Your First 100 Days as a Real Estate Agent Guide. Okay? The link is in the description. You can go down there and get that, and it will give you a setup for like, here's what you need to do. Here are the action steps. Here's how you figure out your schedule, how you implement systems and all that kind of stuff. It's going to give you a whole bunch of resources to do that. So go grab that right now and that will help you. And I'll also say this. If you are committed, like you're serious about this, you're like, I want to do this right, I want to do it the best way possible, and you're ready to fast-track this thing, whether you're a rookie or whether you're an agent that's been in a while, still just trying to figure it out, but if you're looking for the right coach or mentor to help you, I want to invite you to schedule a free one-on-one strategy session with me. Okay, the link is in the description. You can schedule a session with me only if you're serious and you're committed and you're full-time. Okay, and we'll have a conversation and we'll talk about how I can help you and see if coaching might be a fit for you. And either way, whether you decide to work with me or not, during the strategy session, we're going to give you some very specific action steps and an action plan that will help you accelerate your growth and your business right away, whether we decide to work together or not. Sound fair enough? Now, I don't know how long I'm going to be able to do that, so if you see the link down in the description, make sure you go and schedule that today. Get that schedule so we can have that conversation and see if working together might be a fit for you. Okay. And with that, let's get into number 4. And number 4 is this: you got to get in the game right now. Get in the game immediately today. When I started real estate, I got my real estate license. I moved to a new town and I showed up at Century 21 Mike Bowman my very first day and went through all their orientation and all their training and all of that. And then I was figuring stuff out. And getting my little space set up with my little cubicle. It wasn't even a cubicle, it was just like a— they call it the fishbowl. So there's a big room, we had just a workspace, and I got set up. And then on day number 2, my second day on Tuesday— showed up on Monday, day 1— day number 2 on Tuesday, I started prospecting. I was freaking out. They gave me scripts and they said, here's what you're going to do, here's who you're going to call, here's what you're going to say. And I'm like, oh, I'm so scared. And I was just so nervous. My mouth was dry. I just could feel it. And I can just like every conversation, I was just so freaking nervous. But here's the most important thing. I started. My friend, you will not win the game until you get in the game. So I want you to think of this. This is on-the-job training. That's what this is. Okay? So this isn't like go to school for 4 years, get a degree, and then go get a job. Okay? You went and got your license. Now, if you're going to ever succeed at this, you got to get into the game even while you're training like a pro. Right? Even while you're doing all the training, you've got to get in the game now. See, the reality is you don't get good and then start prospecting, okay? You get good by prospecting. This is on-the-job training, and there is no other way. You're not going to figure out how to do an open house till you actually go do an open house, okay? You're not going to figure out how to talk to a buyer, how to do a listing presentation, until you actually do a listing presentation. Now, you can train on it, you can practice on it, you can role-play on it, and all of that you should be doing every day. But at the end of the day, you gotta get in the game and don't wait until you think you're ready, 'cause that day is never gonna come. I knew for sure on day 2, I was not ready, but guess what? There's no faster way to get ready than get in the game. So you have to break through this limiting belief that says, I don't know, I'm not ready yet. I don't know what to say. I don't know what to do. I need more training. You'll always need more training. And yes, you are not ready yet. Get in the game anyway. Start today. Start prospecting. Start calling all your friends, people that you know, all your sphere of influence. Start calling them, announce to them, let them know, hey, I just want you to know I just got into real estate. I'm super excited and I'm looking for people that I can help. All the scripts that you can get, again, in the Book of Yes, you can get all the scripts to say even if you're a brand new agent and this is how you get started. You start. Here's the beauty of it. When you start, you fail fast. If you start fast, here's what happens. You fail fast and then you learn fast, right? You fail fast, but you learn fast and then you can adjust fast so that you can win fast. The fastest way to winning is embracing the sucking part while you suck, right? Embrace the sucking part and get in there and learn by experience, by failing. Listen, you'll call people and you'll mess it up and all that. Look, they weren't going to say yes to you anyway if you didn't call them. The only shot you have is calling them. It's like when I started prospecting for sell-by owners, I was so scared. I didn't know what to say and I sounded nervous and every objection. And then all of a sudden one day I got an appointment. It's like, uh, Oh, and I'd had one of my trainers, I think it was Dan Galt, told me, said, just pretend like you're prospecting. It's just practice. You're just practicing on them. Okay? Don't worry about what they say. And then I got my first appointment. I'm like, oh, I was just practicing. And then I got my first appointment. Okay? And you're going to do the same thing if you get in the game. You got to get in the game right now. And here's what that means. Get in the game. Like I talked about, here's what it means to get in the game. It means that every day You got to talk to people. Now, I don't care where you get them. For people that you already know in your personal circle, you can go to open houses, you can go door knock, if you generate online leads, or I do an open house, I don't care. But you got to get out there and talk to people every day. Okay, you can talk to for sale by owners, you can talk to expired listings, all of that. And here's what I'm looking for. I want to do 10 quality conversations, 10 quality conversations Call them quality convos. 10 every day. This is what your 4 hours a day is for. This 4 hours every day is to do one thing. I want to talk to people and I want to get into 10 quality conversations. And I don't care what the outcome is of any one of the 10 conversations, because here's what I can tell you. If you do 10 quality conversations a day, you're going to have 50 quality conversations a week. You're going to get leads. Okay? And all I need is, if I do that, I got 50 quality conversations a week and 4 weeks I've had 200 quality conversations. And out of those 200 quality conversations, my friend, most likely you're going to get your first deal. Your first listing, your first buyer, your first sale is going to come out of those first 50 quality conversations a week, 200 in the month. I know that sounds a lot. It's overwhelming. But when I was started, I was like, I was doing 20 contacts a day. And out of that 20 contacts a day, I would say I typically had 12 to 15 quality conversations. Today it's a little harder to get people on the phone. A little hard to get into conversation with people, but what we have found is if you'll get 10 quality conversations a day, and even if you start with just 5, but every single day, it's how many quality conversations can I get? My friend, there is nothing more important in your business getting started in your first 100 days than this. How many quality conversations can I get into? This is how you win. This is how you win in your first 100 days as a real estate agent. Your first 100 days can be the launch of an incredible career that will help you make more money than you've ever been able to imagine making before and have a lifestyle like you never imagined before. If you're willing to go pro, go all in on your first 100 days as a real estate agent, I'm here to help you. I'm here to support you. Let me know what I can do to help you. Post your questions in the comments, give the video a thumbs up, and I'll see you on the next video, and I'll see you on the winner's circle.