New Rules: Real Estate Agents 2024 Success Guide

Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? or text Tim directly 512-758-0206

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Is it possible to be successful immediately as a new Realtor?  It IS, but only when you follow these 15 Rules of Success.  Take the guesswork out of real estate and drill down on what matters most.

Note: If you aren’t new, but you feel like you’re stuck, these rules are for you too.  Get unstuck by acting AS IF you just got your license and get to work.

First, the Facts:

*According to the National Association of Realtors, 87% of Realtors fail within their first 5 years.

*On the other hand, the top 1% of real estate agents in the US make over $500,000 in annual income.  The median income is $50,000.  Keep in mind it only takes on average about 5 sales per year to make $50,000.  Most of you can do that by working part-time.

*20% of licensees make up 80% of closed real estate transactions.  20% of agents make more than $200,000 yearly.

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS:

The only question you should be asking yourself is: which percentage will you be?  Follow these 15 rules which are not just for new agents, but for all agents and you’ll be in the top 10% or better.  If you choose to wing it and just see how it goes, you’ll probably wind up in that first 87% who fail in 5 years or less.  

“If it’s meant to be, it’s up to me!” should be your daily, maybe hourly affirmation, starting right now.  


1.     Pick your broker wisely.  It’s not just about commission splits.  Does your broker have stock awards, health insurance, daily education, and revenue share?  It’s costly to start with the wrong brokerage.  Having to switch later costs not only time but money, so make the right decision the first time!  

(EXP Paid over $240 million in revenue share and equity benefits last year. That’s up 20% from the previous year).  

2.     Commit to earning while you learn and be learning all the time.  You don’t have to be perfect to be productive.  You must take action from day one in order to build your skills quickly, and you have to make 5x the effort you think to get the results you’re looking for.

Note:  The best people to role-play with are actual prospects with actual homes to sell.  

3.     Create your sphere of influence and expand it daily.  These are all the people you already know.  They already know, love, and trust you.  As such, they are almost always your first 3 to 5 transactions.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris’s favorite PROBATE LEAD PROVIDER? Simple,

Use your smartphone contacts to create a database.  Talk about real estate all the time with everyone.  Learn the ‘FORD’ memory jogger, internalize it, and use it all the time.  (Family, Occupation, Recreation, and Dreams are your talking points).  

Always have some speaking points about what’s happening in real estate.

-Your Board of Realtors Monthly Newsletter


-This Podcast!

Are rates going up or down? What’s going on with the new construction? How many days does it take to sell a home in your market?  What types of mortgages are most attractive in today’s market?  Provide value and be a problem-solver.  

4.     Understand what makes you money in real estate and spend 90% of your time on those activities.  Proactive lead generation, furiously fast lead follow-up, pre-qualifying using a proven script, presenting, negotiating, and closing.  

Your most important skills are: proactively generating leads, following up immediately, pre-qualifying, and presenting in such a way that you win the business.  You can hire someone to process your transactions once you know the process.  When you get great at lead generation, the rest of the list takes care of itself!

Follow your Real Estate Treasure Map so you will know exactly how to develop the skills we just mentioned, create your dollar-productive daily schedule, and know exactly what to do daily.

“The secret of your success is determined by your daily agenda.” -John Maxwell

5.     Understand the Spokes in the Wheel model.  Choose your lead generation spokes wisely and work them daily.  Focus mainly on people who clearly have the desire to sell their homes and supplement with regular communication to your database.  Here is our favorite list of spokes, which everyone can utilize.  Don’t choose just one and be a one-spoke wonder; instead, work multiple spokes to ensure your success!

– Sphere of Influence: These are the people in your database. Friends, family, neighbors, etc.  Who is becoming an empty nester?  Getting relocated? Having another baby? Wanting to build? Considering buying a rental?  Your database can be a goldmine when you communicate regularly.

– Open Houses: Absolutely hot lead generators in today’s market!  One of the best things about having low inventory is how well open houses work.

– Unrepresented Owners (For Sale By Owners): They are handing you their phone number and have a For Sale Sign already in their yard.  Most FSBOs give up after the second weekend if the home hasn’t sold.  Most FSBOs are also buyers.

– Expired, older expired, withdrawn, and temporarily off-the-market listings.

– Targeted Door Knocking, for your buyers with specific needs.

– New build salespeople who have resale leads that they do not list themselves. 

6.     Commit to profitability.  Don’t blow your money on the 3 worst B’s: Buying buyer leads, building your brand, or building a team.  You don’t need to do any of those things to be successful or profitable.  In fact, concentrating on those things can actually drive your profitability into the ground.

Are you thinking about profitability all the time? Are you tracking if you’re on track, ahead, or behind, or are you just seeing how the year turns out?

7.     Pay yourself first.  10% to your savings, 20% to your tax account, and the rest to your operations account. Save more if possible, right from the beginning!  Do not mix these accounts and don’t get behind on your taxes.

8.     Don’t seek or take advice from unqualified, fake coaches.  Free YouTube advice, Facebook surveys, and salespeople trying to sell you stuff don’t have your best interest at heart, nor do they have the authority or experience to advise you.




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