How to Be a Real Estate Agent: What to Do After You Get Licensed

Key Takeaways

• Getting your license is the easy part. Making money requires a clear prospecting system, not just hustle.
• Expired listings are the best starting point for new agents: according to REDX data, about 43% relist within 90 days, giving you a short window and high urgency.
• Cold calling is still the fastest path to your first listing, but the best agents combine it with direct mail, social media ads, and door knocking.
• The goal of every prospecting conversation is NOT to get the listing on the call. It’s to earn a listing appointment.

Nobody teaches you how to be a real estate agent, at least not the parts that matter.

If you just passed your licensing exam, you probably spent weeks grinding through contracts, fair housing law, and math you’ll rarely use in the field. And now, sitting on the other side of it all, a lot of new agents hit the same wall at the same time: “Wait… so how do I actually make money now?”

The truth is, your license is just a permission slip. What you do next determines whether this becomes a career or an expensive experiment. After more than 20 years helping thousands of agents build their listing businesses, here is the proven sequence we’ve seen work, over and over again.

How do real estate agents actually make money?

Agents earn a commission when a property sells, but that commission only happens if you win the listing first. The #1 problem new agents face is not knowing how to consistently find sellers who are ready to list.

You can wait for referrals. You can post on Instagram. You can knock on doors. But the fastest, most proven way to get your first listing is through direct prospecting – reaching out to homeowners who are already motivated to sell.

That narrows the field considerably, and it brings us to the most important decision you’ll make as a new agent: which types of leads to focus on.

Which leads should a new agent focus on first?

Start with expired listings. According to REDX data, about 43% of expired listings relist within 90 days. That makes them the most time-sensitive, highest-intent opportunity available to any agent at any experience level.

Why should new agents work expired leads?

Because expired listing homeowners are frustrated. They already wanted to sell. They already had an agent. Something went wrong, and now they are open to hearing from someone new. That’s a conversation you can win, even without a long track record.

For a deep comparison of expired listings versus FSBOs and other lead types, check out our full lead ranking guide. The data behind that comparison comes from more than 2.7 million leads, and it makes the case for starting with expireds very clearly.

How do I reach expired listing homeowners?

Cold calling is still the most direct, fastest way to start conversations with expired listing owners. It requires no budget, no followers, and no track record. Just a phone number, a lead, and the willingness to dial.

Real estate agents have worked expired leads on the phone for more than two decades, and it remains the most consistent path to a first listing for new agents. Edward Estrada, a REDX agent, booked 12 appointments in just two days using this approach in the early days of his career.

That said, cold calling alone is not a complete strategy in 2026. The agents taking the most listings today are the ones using multiple prospecting channels simultaneously. Think of it like fishing with more than one line in the water at a time.

Alternatives / Additions to Cold Calling

In addition to calling, consider adding:

• Direct mail / postcards — REDX Vortex includes a built-in postcard feature for 88 cents per postcard. See high-converting postcard templates here.
• Social media ads — Ad Builder lets you run targeted Facebook and Instagram ads to your lead list, even if you have zero followers.
• Door knocking — A once-a-week door knocking session on expired listing streets builds local presence fast. Here are 29 resources to make it work.

What do I say to get a listing?

The goal of every prospecting call or conversation is not to get the listing on the call. It’s to get the appointment. This is the shift in mindset that separates agents who burn through leads from agents who build a pipeline.

On the phone, your job is simple: express genuine interest in their situation, share one or two relevant data points about their local market, and ask for 20 minutes to meet in person. That’s it.

Where to get data for your listing presentation

When it comes to what to bring to that appointment, REDX includes market insights with every lead, which means you can take screenshots of the data right inside the platform and use a tool like ChatGPT or Gemini to help you build a customized listing presentation. No expensive marketing software required. Here is a guide on how to structure that appointment once you get it.

Should a new agent join a team or go solo?

For most new agents, joining a team is the faster path to your first commission check. Teams provide mentorship, systems, leads, and accountability that take years to build on your own. The tradeoff is that you’ll split your commission, but early on, a smaller piece of a real deal is better than 100% of nothing.

That said, teams are not right for everyone. Here is a breakdown of the pros and cons to help you decide.

Whether you go solo or join a team, getting a coach significantly accelerates the learning curve. Real estate has a steep one. A good coach helps you avoid the mistakes that cost new agents their first six months of momentum.

Can I be a part-time agent and still make money?

Yes, but you need to be honest about what “part-time” means for your income. Real estate rewards consistency and availability. If you can only prospect two days a week, your pipeline will reflect that.

Part time real estate agent prospecting plan

The agents who succeed part-time tend to be highly focused. They pick one lead source (usually expireds), work it every single day they’re available, and do not dilute their attention across five different strategies at once. Here is a 30-day prospecting plan designed for agents who are just getting started.

What tools do I actually need as a new agent?

Most new agents think they need a massive CRM, a slick website, and a full social media presence before they can start. They don’t. Here’s the short list to start:

1. A lead source: REDX gives you access to expired listings, FSBOs, GeoLeads, and more in one platform.
2. A dialer: The REDX Power Dialer lets you work through a lead list far more efficiently than manual dialing, helping you have more conversations in less time.
3. A place to track your follow-ups: REDX Vortex serves as your lead management hub, so nothing falls through the cracks.

That’s your starting stack. Everything else (ads, postcards, video content) can layer in as your business grows. As you grow, you will need a place to store and house your leads. When you get there, REDX has some of the best support for third party CRMs out there. Check it out here.

Where can I keep learning and stay accountable?

One of the most underrated resources for new agents is surrounding yourself with people who are actively prospecting every day. The REDX Facebook Prospecting Community is exactly that: thousands of agents sharing what they’re doing, what’s working, and how they’re getting listings in real time.

As Melanie Hunt, a Century 21 agent in Dallas who has used REDX for 12 years, put it:

“The best part of using REDX is that it is simply there when you open your computer. There’s no thought — it’s part of your pattern, it’s part of the way you do business. It’s simple: no excuse for not prospecting.”

That’s the mindset. Build the pattern early. The listings will follow..