Whether you have only recently obtained your real estate license or you have been on the job for several years, you may be trying to figure out how to be more successful as an agent. In fact, new real estate agents often wonder how long it will take them to become successful in their chosen career. While the market trends will affect your business, much of your success depends on how much time and effort you are willing to put into the job. 

There is no magic formula for obtaining success and no script for the perfect words for closing a sale or gaining new clients. In fact, the key to your success may hinge on recognizing the tools you have and using them to the fullest extent. 

Building success throughout your career 

Earning your professional license is not the end of your preparation for a career in real estate; it is only the beginning. To be successful in your line of work, you must be willing to continue learning, improving and expanding your skills. Starting with basic answers to the most common questions a buyer may have, you can add to your knowledge—and therefore your appeal as an agent— in the following ways: 

• Staying current with market trends in areas beyond your zip code 

• Knowing local and national industry news 
• Identifying hot spots and popular community topics 
• Working with a mentor to obtain hands-on experience 
• Attending many home inspections to learn what to expect 
• Connecting with an audience through social media 

• Making contact with potential clients through open houses 
• Seeking positive exposure through local news outlets 
• Using your vendors, such as contractors, attorneys, inspectors and others, to send leads your way. 
• Learning about any new technology that may help you market your business more effectively 
• Breaking past negative stereotypes of real estate agents 

You are willing to work tirelessly for your client, but the last thing you want is to seem like the stereotypical pushy real estate agent who is just in it for the commission. Allowing your clients to establish the timing for your interactions or to set a specific date when you will be in touch may relieve them of their suspicion. In fact, you may find it helpful to acknowledge those stereotypes to your clients and reassure them you will work at their pace.  

Even if you feel desperate to earn a commission, it is better to win the trust of your client by being a source of information about your industry and your community. That way, you may also reap the rewards of positive referrals and repeat customers. 

If you have already gotten your real estate license or you are studying for your exam, you may be thinking about the options available to you with your newly acquired credentials. Maybe you feel you will be happy as a real estate agent for many years, or you plan to work toward your broker’s license. Perhaps you are passionate about the world of real estate, but you don’t see yourself showing houses and closing deals. 

You may be happy to learn that there are additional ways you can use your real estate education and your love of the industry in case you want to branch out from being an agent. You may have to obtain some additional certifications or even a college degree, but these will open doors to a variety of exciting opportunities for you. 

New career, new opportunities 

Your new real estate license will allow you to represent both buyers and sellers of properties. You may choose to find a niche, like working with a certain type of property, a specific location or a particular type of client, such as first-time buyers. You may find yourself drawn to commercial real estate over residential, or even specialize in relocations, downsizing or new constructions. On the other hand, working through the process of real estate transactions may pique your interest in these areas: 

• Property inspection, where you examine and test properties for sale and offer your opinion of the condition of the building and its components 

• Appraiser, which involves assessing the value of a property and may include work for tax agencies and other government offices as well as mortgage lenders 
• Consultant, where you work with real estate investors to help them make profitable decisions 
• Property manager, which involves overseeing the operations of rental properties for their investment owners 
• Foreclosure specialist, where you may work with anyone involved in the foreclosure process, including homeowners, those looking to buy a home in foreclosure, or lenders  

You may also even wish to go more deeply into the aspects of the industry’s laws and pursue a career as a real estate lawyer. These professionals deal with the contract issues in a property transaction as well as handling and legal disputes that can arise between the parties in a real estate deal. As you can see, the industry offers many opportunities for those willing to continue their education and make the most of their real estate experience.  

Passing the real estate licensing exam may have proved to you that you have what it takes to be a successful real estate agent. At least you know and understand the legal, ethical and practical aspects of the real estate industry, and you know where to go to continue growing in those areas. However, to be a success at your chosen profession, there is one more factor that you may have to learn on the job, and that factor is how to deal with people.

You will undoubtedly meet many types of people in your line of work. Some may be pleasant, know exactly what they want, and be grateful for your help. Others may be less cooperative, and some may even hurt your feelings. However, if you can obtain a general understanding of the most common kinds of clients you will encounter, you may be able to meet them where they are and close the deal.

It takes all kinds

Many new customers will know very little about the transaction they are about to undertake. Others will know quite a bit, and a few may think they know everything. What they all have in common is that they are starting the process of uprooting their lives and moving everything they own to a new place. A large part of your job is to find a way to connect with them so you can guide them to the most appropriate decisions they can make throughout the process.

You may not be able to read their minds, but you can rely on some general principles that may assist you in reaching and understanding the most common types of real estate clients you will meet, such as:

• First-time buyers: You may have to build trust and provide some basic information before they feel confident moving forward.
• In-a-hurry sellers: They may have deadlines and pressures that require you to work quickly and maximize your efforts.
• Putting-down-roots buyers: Having a positive, personalized buying experience is critical to these clients who are looking for their forever home.
• Active-lifestyle buyers: These clients are looking for more than a home; they want a neighborhood, community, involvement and access to interesting amenities.
• The expert: Buyers who have done their homework and see the transaction as a business deal will rely on your expertise, confidence and skill to supply the information they need.

Of course, these are generalizations, and each client will have a unique personality with particular needs. The more experience you have with people, the more handily you will be able to facilitate a successful and positive experience for your real estate clients.

If you are coming to the end of your course work for getting your real estate license, you may be thinking about scheduling your state licensing exam. This can feel intimidating no matter how long it’s been since high school. In fact, it is not unusual to require several attempts before passing the test. Perhaps this is not your first try, and you want have every advantage for getting it right this time.

Obtaining a passing score is more than just doing well in your real estate classes. There are some additional steps to take to prepare for exam day and improve your chances of reaching your goal.

Study, study, study

Your course work gave you a solid foundation for passing the test, but you still have to study to keep that information fresh, organized and accessible in your mind. You may purchase or borrow study guides, but remember that standardized tests change frequently. Look for the most recent editions of test prep materials that are based on the current version of the exam. Many publishing companies also offer digital versions that are usually updated more frequently. These may also include practice exams.

Seeking advice from veteran agents who have already taken the exam is not a bad idea. However, be sure to speak with agents who have only recently passed the exam. Remember that laws and exams can change quickly, and outdated advice may end up confusing you.

The day of the test

Your exam will likely be done on a computer. Testing experts recommend that you skip any questions you do not know. Computer programs allow you to mark them and come back to them later. Other questions in the test may trigger your memory and help you answer the ones you skipped. Take time to go back through your answers before you finish, but don’t stress and start second-guessing yourself.

If you’re not sure of the location of the test center, it’s a good idea to check it out a day or two before the test so you do not arrive anxious and stressed. Of course, nothing beats a good night’s sleep for building confidence on the day of your exam, so staying up late to cram the night before is not a good idea. Let your brain rest and relax in the knowledge that you have prepared well.

Naturally, you want to impress your clients, do a great job with their real estate transactions and earn positive reviews on social media or other outlets. This is great for your morale not to mention the reputation of your business. However, satisfying your customers is also the first step to building a client base that includes two important factors: referrals and repeat customers.

As you grow your business, your first-time customers will become an important resource, and you can also be a vital resource for them. By taking the time to gently foster your relationship with your past clients, you may find you are establishing a stable base of loyalty and trust that will prove invaluable for the future of your real estate business.

Worth the effort

It may seem strange to think that a customer who has just purchased a home may become a repeat customer. However, the fact is that homeowners do not live in one home for generations like they did in the past. If you sell someone a starter home, you can expect them to consider a move within a few years. More importantly, a positive experience with you is going to lead to referrals. Studies show that nearly 40% of sellers listed their homes with agents recommended by someone else.

If you want to be the real estate agent who comes to mind when someone asks one of your past customers for a referral, you may want to try the following ideas:

• Send personal mailers to past clients with an authentic, handwritten note of well wishes.
• Send holiday cards to your previous customers.
• Send a special message or a small gift on the anniversary of their home purchase or other special occasion.
• Use social media to remain in contact with your clients and pinpoint life events that may indicate they are ready to buy or sell.
• Be a source of information for local events, entertainment venues, new restaurants or shops, or other news that you can share through social media or direct contact.
• Respond to any calls or questions from past clients even if they are not ready to buy or sell.

Of course, few things will turn off a customer or potential client faster than being inundated with mail, emails, phone calls or spam texts. To avoid this, you will want to keep track of which customers you have contacted and through which channels to keep from overwhelming anyone. While this may seem like a lot of work to fit into your busy schedule, the rewards can be great, including the chances of becoming a top agent with an enviable list of loyal customers.

As a real estate agent, you may already know how important it is to be ready for just about anything. Seasoned agents may joke or complain about living out of their cars, but they are not far from the truth. If you plan to be busy showing properties, you should be prepared to spend a lot of time in your vehicle. You may have a desk or cozy cubicle at the office, but your vehicle will be your home base. 

You will want to make the most of this by keeping important tools of the trade in your trunk or back seat. While you can’t travel with everything you will need, you can build a kit that includes some of the most common items real estate agents are grateful to have on hand. 

The basics 

If you think about the things you would carry if you were on a road trip, you are off to a good start for building your car kit. Like many travelers, you may stock your car with water, snacks, first aid items, phone charger and hand sanitizer. You may also have weather-related items, such as an umbrella, boots, a flash light and sunscreen. However, you may be surprised how often during a property showing you or your clients will say, “If only we had” one of the following: 

• A tape measure to check whether furniture will fit in a room 
• Cleaning items, like a broom, all-purpose cleaner, paper towels and air freshener 
• Coloring books and colored pencils—not markers or crayons—to keep children of your clients busy during a showing 
• Dog treats in case a property owner’s pet is not crated when you arrive 
• Light bulbs because you will likely show houses that are too dim to make a good first impression 
• Wasp spray for when the building you are showing has territorial pests near the door 
• Extra copies of paperwork 

Actual tools are handy too. You will certainly need a mallet to plant your For Sale signs, but a multi-tool and a Swiss army knife will also provide you with many options in a single handy apparatus. WD40 in your kit will allow you to take care of sticky locks and squeaky hinges with just a spritz. 

While this may seem like a comprehensive list, you will likely learn quickly which items are truly helpful and which are taking up space. You may also figure out other items to add to your kit. In either case, keeping your kit organized and neat is one more way to present yourself as a real estate agent who has it all together. 

After working as an agent in the real estate industry for a year or so, you will ideally have a few successes under your belt. Going through the closing process with clients can be nerve racking, but each experience provides you with a little more comfort and confidence. In fact, after a while, you may forget all about those nervous jitters you felt the first few times you sat at a closing table. 

Once you reach this point, it may be easy to forget that your clients may have little or no experience with the process of buying or selling a home. They have a lot on the line, and they are relying on you to walk them through the process while avoiding any major snags. There are some simple things you can do to minimize the chances that your client will arrive at closing day exhausted and burnt out. 

Setting goals 

As challenging and stressful as it may be to buy or sell a home, it should also be exciting with a view to a hopeful future. Selling a home may mean a move to new location or downsizing to a more comfortable way of life. Buying a home may be a lifelong goal for your client or the beginning of many family memories. It is important that you learn your clients’ goals and keep those goals in front of the client throughout the process. 

Some ways to help the clients define their goals is by brainstorming lists of must-have items as well as those items they would love to have but can do without. You may help them narrow down a style by showing them pictures of different types of architecture and neighborhoods to see what best fits their vision. By having a dream and keeping the clients focused in that direction, you may help them get over the bumps in the road and maintain their enthusiasm. 

Practical steps 

Perhaps few things can drag out a process like having nothing to do but wait. You can offer your clients a timeline of tasks to help them pass the time as well as prepare for the big move. Clients may have to do any of the following: 

• Clean up their credit 
• Find a mortgage that fits their needs 
• Create a workable budget 

• Arrange for inspectors, appraisers and other professionals 
• Sort and pack their belongings 
• Clean and prepare to move 

You can help them create an efficient timeline for these and other items. Checking those tasks off a list may give your clients a tangible picture of how close they are getting to achieving their goals.   

If you are a real estate agent who is considering branching out into commercial properties, there are two questions you should ask yourself before your begin. First, do you want the chance to earn a lot of money? Second, are you ready to work even harder than you do now as a residential real estate agent? If your answer to these questions is yes, you have no time to lose preparing for a highly competitive yet potentially lucrative real estate niche. 

Commercial real estate is generally any property that produces income for the owner. This may include retail establishments, warehouses, apartment buildings, office buildings, and countless other examples. Success working with buyers and sellers of commercial property will require you to devote considerable time to each client, but you will also be working on improving your knowledge and skill so you can stand out among the crowd of commercial real estate agents. 

Hard work and persistence  

Because there are so many kinds of commercial real estate, you will want to learn as much as you can about each type, gain experience with a variety of transactions, then choose an area as your specialty. In this way, you may make a name for yourself in that niche, and clients will be more willing to seek you out knowing they can rely on your expertise and experience. While you build this reputation, the following actions may move you forward toward your goal: 

• Build a network of potential clients, and keep adding to the network while remaining in contact with your leads. 

• Learn how to effectively market commercial real estate, which can be quite different from marketing residential properties. 
• Work at least 40 hours a week even when you aren’t dealing with a client. 
• Learn from other commercial agents and brokers about the kinds of skills and abilities you may need to succeed in the market. 
• Consider moving to another real estate firm if your does not offer a chance to expand to reach your goals. 
• Increase your knowledge of commercial real estate through your continuing education courses. 

You may have to dig deep to find certain characteristics in your personality that will match the competitive and fast-paced commercial real estate industry. You will be working with clients whose focus is quite different from those involved in residential transactions. In many ways, you will be forging a new path in your career, so it is important to remain persistent. 

Spring is in the air, the temperatures are rising, and that usually means more people are getting ready to sell their houses. In the past, open houses have been a popular option for bringing multiple buyers in at once for an informal look at an available property. As social distancing restrictions ease, you may be looking for ways to entice more prospective buyers to your upcoming open houses. 

Signs and balloons may attract some clients, and wine and cheese are a nice touch. However, if you want your open house to stand out, you will have to take it to the next level. You may be surprised at the many options available that often motivate buyers to come your way and see what you have to offer. 

Make it a festival 

On a typical weekend, those who are seriously looking or even just starting to think about buying a home may have their choice of dozens of open houses in the area where you work as a real estate agent. You will want your open house to stand out so it will draw many interested buyers, so try something a little different from the ordinary open house, including: 

• Coordinate with local businesses to offer incentives to buyers, such as a free lawn mowing, pool maintenance or moving services. 

• Offer a similar service as a raffle that open house visitors can sign up to enter. 
• Invite the neighbors, so potential buyers can get a feel for the people they will live near. 
• Invite local bakeries, coffee shops or other food services to provide samples of their wares for visitors, or purchase samples to distribute. 
• Welcome local artists of many genres to supply works of art to display as a gallery in the open house. 
• Include pop up shops for local boutiques or specialty stores to set up booths outside the home. 

• Host a food truck and offer free coupons to your open house guests. 

You may still have potential buyers who are not ready to attend an open house. For them, you may wish to schedule virtual tours or even provide a live stream of the day. Facebook Live is a popular way to include those who do not want to miss out. These ideas may motivate you to spice up your next open house, or they may stir your own creativity to come up with even more ways to make your open house stand out from the crowd. 

If having a career in real estate is your dream, you probably already know that you can’t simply print business cards and start showing houses. Assisting those who are buying and selling property involves delicate matters of high finance, confidential information and other serious trust issues that the real estate industry carefully protects. To ensure agents are trustworthy, understand the laws and know what they are doing, they must qualify for state licensing.  

Obtaining your license starts with meeting the eligibility requirements, taking the appropriate courses and passing the real estate exam. While you are doing these things, you can also be planning ahead for the time when you will be in business as a real estate agent. 

You can do this! 

Even though it may be years before you decide to get your broker license and go out on your own, you should still think of your work as a business. You may be working for another broker in an office with dozens of other agents, but your business is your own, and you should embrace that opportunity. This means taking the following steps to improve your chances of success: 

• Make a realistic budget for your personal and business expenses for at least a few months since you may not earn a commission right away. 

• Talk to other agents to get an idea of how much it will likely cost you to get started and how much you can expect to earn in the first year. 
• Be choosey when picking a sponsor broker by considering the number of agents working there, the kinds of listings and the length of commute, among other things. 
• Marketing is the key to your business, so create a plan and include this expense in your budget. 
• Set up a website that is informative, interesting and well-maintained. 
• Network any way you can by handing out your cards, attending events, and asking friends and family for referrals. 

Success in real estate does not happen overnight, and this can get discouraging for many agents. Ideally, the time you spend balancing your licensing courses with your job and family obligations may help you learn some key habits of discipline, such as how to avoid procrastination and other time-wasters. By setting goals for your business and the steps you can take each day, week and month to reach those goals, you may be on your way to building a successful and satisfying career.