Congratulations on receiving your real estate license! This is a huge milestone, and as you step into the world of real estate, it’s important to hit the ground running. In your first 30 days, the amount of things you need to learn and do is overwhelming. So what should you focus on? Let me make it simple: focus only on activities that will help you make a sale. Period.

Here’s a simple roadmap for what you should do to make those first 30 days count:

Step 1: Organize Your Sphere of Influence (SOI) with a CRM

The first and most crucial step is to take your sphere of influence (SOI) and put them into a Customer Relationship Management (CRM) system. Your SOI includes people who already know you, trust you, and are likely to use or refer your services. This step is essential for staying organized and systematically communicating with your contacts. You should input at least their name, phone number, email, and home address into the CRM. If you can, adding birthdays is a nice personal touch.

Once your SOI is in your CRM, commit to marketing to them twice a month. These are the people who will bring you repeat business and valuable referrals, so staying top of mind is key to building a thriving business.

Step 2: Make Calls and Host Open Houses

In the first 30 days, start by reaching out to one-third of your SOI. Make personal calls to let them know you’re officially licensed and ready to help with any of their real estate needs. Over the next 60 days, connect with the rest of your SOI.

Additionally, you should hold four open houses during your first month. These events are a great way to meet potential clients and introduce yourself to new people in your market. You’ll also want to post on social media regularly. Plan to post at least eight times during your first 30 days—but only four of these posts should be directly about real estate. The other four must be personal to keep your audience engaged and interested in you beyond just real estate sales.

Step 3: Pick a Free Lead Source and Get Going

As a newly licensed agent, you need to start generating leads. One of the most effective and budget-friendly ways to do this is by selecting a free lead source. Whether it’s door knocking, holding open houses, or reaching out to For Sale by Owners (FSBOs), choose one method to focus on and learn how to execute it consistently. Getting this practice in early will build confidence and a steady stream of leads.

Step 4: Book Two Client Appointments

Your next step is to get face-to-face with potential clients. Aim to book at least two appointments to consult with new clients about their real estate needs. These appointments are defined as an opportunity to sign an exclusive buyer representation or exclusive listing agreement with the prospect by the end of the meeting. At The Chabris Group, we call these “signable opportunities”.

Step 5: Read a Sales Book

Finally, invest in your growth by reading a sales book. A great choice for real estate agents is “Fanatical Prospecting” by Jeb Blount, which will provide you with the right mindset for generating leads and nurturing client relationships. Another excellent option for a more broad approach to success is “Extreme Ownership” by Jocko Willink.

The Outcome: Set Yourself Up for Success

These five steps are what agents at The Chabris Group do during their first 30 days, and it works! Many of them already have a client under contract within their first 30 days, and all have successfully booked at least two client consultations. If you’re newer to the business or looking to get a boost, we’re happy to share how we do this and determine if we are a fit for each other. Simply reach out here.