Your First 90 Days in Real Estate Set the Pace
Your first 90 days in real estate are critical to building a successful real estate career in Australia. This period is the ideal time to develop knowledge, establish professional relationships, and create a strong foundation for long-term success.
This is the commercial reality of agency life: a new salesperson needs to show that the wheel is turning. You may not secure a listing immediately, but your manager should be able to see a growing database, consistent follow-up, appraisal opportunities and better-quality conversations each week.
This guide assumes you have completed the entry-level requirements that apply in your state or territory and have started work with an agency.
Learn the Agency, Then Get Into the Market
Learn the agency’s CRM, prospecting systems, service standards, current listings and recent results. Understand what you can do independently and when you need guidance or approval. This knowledge gives you the confidence to represent the agency accurately.
Do not let onboarding become a reason to stay behind a desk. Attend open homes, inspections, appraisals and team meetings whenever appropriate. Listen to experienced agents, note the questions property owners ask and practise explaining the agency’s value clearly.
Build Your Name Before You Need It
People are more likely to speak with a salesperson they recognise. Introduce yourself to your existing network, become active in the local community and maintain a professional presence online. Your goal is not to claim expertise you have not yet earned. It is to become known as prepared, useful and reliable.
Use the prospecting methods approved by your agency. That may include telephone calls, database follow-up, local area outreach, open-home conversations, social media or community networking. Consistency matters more than trying a new tactic every few days.
Turn Activity Into a Real Pipeline
A long contact list is not automatically a pipeline. Record what each person needs, their likely timeframe and the next useful action. Schedule follow-ups and complete them when promised.
Track leading indicators such as conversations, new contacts, follow-ups, appraisal opportunities and listing presentations. These measures show whether your activity is moving towards revenue before a transaction is completed.
Work Towards the First Listing
Your first listing is usually earned through repeated contact, preparation and trust. Know the property, understand the local evidence and be ready to explain how your agency will market and manage the sale. Ask your manager to review your appraisal preparation and listing presentation.
During your first 90 days in real estate, understanding local market conditions and career opportunities can also help you set realistic expectations. Read our guide to Real Estate Agent Salaries in Australia to learn more about the profession.
If you miss an opportunity, find out why. Useful feedback may reveal a gap in follow-up, local knowledge, presentation or confidence. Improve the process and return to the market.
First 90-Day Action List
During your first 90 days in real estate, focus on completing these practical actions to build confidence and establish a strong foundation for your career.
- Agree on daily and weekly prospecting targets with your manager.
- Keep the CRM accurate and schedule every promised follow-up.
- Know the agency’s active listings, recent sales and current appraisals.
- Attend open homes, inspections and appraisals whenever appropriate.
- Create local visibility through professional, consistent activity.
- Review your pipeline and conversations with your manager each week.
- Work towards securing your first appraisal opportunities and listings.
What Comes Next?
Once the pipeline is moving, the next challenge is converting early contacts into trusted professional relationships. Continue with Article 2: Months 4-6 – Building Client Relationships and a Referral Network.
Frequently Asked Questions
How quickly should a new real estate salesperson win a listing?
There is no guaranteed timeframe. The immediate expectation should be consistent activity and visible pipeline growth, followed by appraisal and listing opportunities as trust develops.
What should I measure during my first 90 days?
Track conversations, contacts added, follow-ups completed, appraisals created, listing presentations and listings secured. These measures are more useful than counting calls alone.
How can I get my name known locally?
Use agency-approved prospecting, attend local events, contribute useful market information, maintain a professional online presence and follow up consistently.
Clients need to know
- Who you are
- What you do
- Where you do it and
- How to contact you!
Not Qualified Yet?
This guide is designed for people who have completed the entry-level requirements for their state or territory and have started working with a real estate agency.
If you have not completed your training yet, select your state below to find the appropriate entry-level real estate course.
