Your First 90 Days as a Real Estate Agent: A Week-by-Week Framework

Key Takeaways

• Your first 90 days determine the trajectory of your real estate career — not because of closed deals, but because of the habits and systems you build.
• Month 1 is about foundation: learning your market, setting up your tools, and building your initial database.
• Month 2 is about activity: consistent conversations, open houses, and developing your daily rhythm.
• Month 3 is about conversion: refining what’s working, building momentum, and setting up repeatable processes.
• The Framework of Three — Foundation, Activity, Conversion — gives you a structured approach that prevents the overwhelm most new agents experience.

If you recently passed your real estate exam and joined a brokerage — or you’re about to — the next 90 days are going to shape the kind of business you build for years to come.

That might sound like pressure. It’s not meant to be. It’s actually good news, because it means you have a window right now where the right habits, the right structure, and the right environment can set you up for a career that works — instead of one that burns you out in 18 months.

The challenge is that most new agents don’t get a real plan. They get a login to some software, a few hours of onboarding, and a “go get ’em” from their broker. Then they spend the next three months wondering why nothing is working.

This article gives you something different: a week-by-week framework for your first 90 days that’s built around what actually matters at each stage. Not theory — practical structure you can follow starting this week.

I call it the Framework of Three: Foundation, Activity, Conversion. Each month has a clear focus, specific actions, and milestones that tell you whether you’re on track.

Why the First 90 Days Matter More Than Most Agents Realize

Here’s a pattern I’ve seen repeatedly as a broker and coach on the Treasure Coast: agents who build strong foundations in their first 90 days tend to reach consistent production within their first year. Agents who skip the foundation and chase deals from day one tend to plateau early — or leave the business entirely.

The National Association of Realtors has consistently reported that roughly 87% of new agents leave the industry within five years. That’s not because real estate is impossibly hard. It’s because most agents never build the systems that make it sustainable.

Your first 90 days aren’t about closing deals. They’re about building the infrastructure that makes deals predictable.

On the Treasure Coast specifically, new agents are entering a market with over 9,000 licensed agents across Martin, St. Lucie, and Indian River counties. Standing out isn’t about having the flashiest marketing — it’s about being more organized, more consistent, and more intentional than most of your competition. That starts in your first 90 days.

Before You Start: Setting Up Your Environment

Before you jump into the weekly framework, there are a few things that should already be in place or addressed in your first few days. Think of this as your pre-launch checklist.

 Choose the right brokerage environment. This is the most important decision you’ll make. Not every brokerage is the right fit for a new agent. You need training, structure, direct access to your broker, and technology that works together — not just a high split. If you haven’t chosen yet, our article on brokerage options for new agents on the Treasure Coast walks through the five factors that matter most.

 Get your CRM set up on day one. Your CRM is the operating system of your business. Whether your brokerage provides one or you choose your own, it needs to be active before you start having conversations. A CRM you don’t use is just a contact list. A CRM you use well becomes a business engine.

 Set your schedule. Block your calendar before you need to. The agents who succeed aren’t the ones with the most free time — they’re the ones who protect their productive time. Set your prospecting blocks, your learning blocks, and your administrative time before the chaos of a new career takes over.

 Define your sphere. Make a list of every person you know. Not just friends and family — your dentist, your barber, your kids’ teachers, your former coworkers, your gym buddies. This is your initial database, and it’s more valuable than any paid lead you’ll ever buy.

Month 1: Foundation (Weeks 1–4)

Month 1 is about learning your market, building your database, and developing the daily habits that will carry your business forward. 

The Foundation Framework

Your first month has one job: build the base that everything else sits on. Most new agents rush past this because they want to start selling. That’s the equivalent of building a house without a foundation. It might stand for a while, but it won’t hold up. 

Week 1: Learn your market.

Drive every major neighborhood in your primary service area. Know the subdivisions, the price points, the school zones, the builders. On the Treasure Coast, that means understanding the differences between what’s happening in Port St. Lucie versus Stuart versus Vero Beach. Right now, median home prices range from $395,000 in St. Lucie County to $600,000 in Martin County. That’s a significant spread that affects how you position yourself and who you serve.

Pull 10 active listings and 10 recently sold properties each day. Study the pricing, the condition, the days on market. This isn’t busywork — it’s building the market knowledge that makes you credible in conversations. 

Week 2: Build your initial database.

Your goal by the end of week two is 100 names in your CRM. Not leads you bought. People you actually know. Go through your phone contacts, your social media connections, your email history. Every name goes in with a phone number, email, and a note about how you know them.

Tag each contact as A, B, or C. A contacts are people who know you, like you, and would refer you today. B contacts are people who know you but need to be reminded you’re in real estate. C contacts are acquaintances you can develop over time. This is the beginning of what I call your Sphere Architecture — a structured approach to the relationships that will ultimately generate most of your business.

Week 3: Start conversations.

Make 10 calls a day to your database. Not cold calls. Warm calls to people who already know you. The script is simple: let them know you’re in real estate, ask about their situation, and ask if they know anyone thinking about buying or selling. That’s it. No pitch. No pressure.

Track every conversation in your CRM with a note and a follow-up date. If someone says they’re thinking about moving in six months, set a task to check in with them in 60 days. This is how a database becomes a pipeline.

Week 4: Attend your first open house.

Ask a listing agent in your office if you can host an open house for one of their listings. Prepare properly: preview the home, research the neighborhood, know the comparable sales, bring sign-in sheets that capture name, phone, and email.

An open house isn’t a Saturday afternoon sitting in a living room. It’s a lead generation event. Every person who walks through that door is a potential client or referral source. Follow up within 24 hours with everyone who signed in.

Month 1 Milestones

1.     100+ contacts in your CRM, tagged and organized

2.     Market knowledge: can speak confidently about 5+ neighborhoods

3.     Daily schedule locked and time-blocked

4.     40+ database conversations completed

5.     First open house completed with follow-up sent

Month 2: Activity (Weeks 5–8)

Month 2 is about building your daily rhythm and generating consistent conversations that feed your pipeline.

The Activity Framework

You’ve built the foundation. Now you need to put it to work. Month 2 is where most new agents either build momentum or stall out. The difference comes down to one thing: consistent daily activity.

Not sporadic bursts of energy. Not “I’ll prospect when I feel like it.” A structured, repeatable rhythm that you follow regardless of whether you feel motivated.

Week 5: Establish your daily minimum.

Define your non-negotiable daily activities. I recommend the 10-2-1 Rule as a starting framework: 10 conversations (calls, texts, or face-to-face), 2 new contacts added to your CRM, and 1 follow-up with a past contact. This takes about 2 hours per day if you’re focused. Everything else in your business — marketing, showings, paperwork — works around these core activities.

Track your numbers daily. Not because the numbers themselves are the goal, but because they tell you whether your activity level matches your income goals. An agent who has 50 conversations a week will generate more opportunities than an agent who has 10. It’s that simple.

Week 6: Expand your lead sources.

Your sphere is your base, but it’s not your only source of business. In week 6, add one new lead generation channel to your daily routine. Options that work well for new agents on the Treasure Coast:

•       Open houses (aim for 2 per month minimum)

•       Geographic farming: pick a neighborhood of 200–400 homes and become the go-to agent through consistent outreach

•       Community involvement: join a local board, volunteer organization, or networking group

•       Social media: start sharing market insights and behind-the-scenes content consistently

Don’t try to do everything at once. Pick one additional channel and commit to it for 90 days before adding another.

Week 7: Refine your scripts and conversations.

By week 7, you’ve had dozens of conversations. Some went well, some didn’t. This is the week to review what’s working. Are your conversations leading to appointments? Are people responding to your follow-ups?

I don’t believe in rigid scripts, but I do believe in conversational frameworks. The difference is that a script tells you what to say word-for-word. A framework gives you a structure that you adapt to each conversation. By now, you should have a comfortable way to open a call, transition to a real estate conversation, and close with a clear next step.

Week 8: Run your first pipeline review.

Open your CRM and review every contact you’ve spoken to in the past 30 days. Categorize them:

•       Active: ready to buy or sell in the next 90 days

•       Nurture: interested but not ready yet (3–12 months)

•       Sphere: no current need, but part of your long-term network

This review tells you where your next deal is most likely coming from. It also reveals gaps. If your “Active” column is empty after 8 weeks, your activity level or conversation quality needs adjustment. If it has 5+ contacts, you’re ahead of pace.

Month 2 Milestones

1.     200+ total database contacts

2.     Daily 10-2-1 rhythm established and tracked

3.     Second lead source active alongside sphere outreach

4.     First pipeline review completed in CRM

5.     2–4 open houses completed

6.     At least 1–2 active prospects in pipeline

Month 3: Conversion (Weeks 9–12)

Month 3 is about turning activity into results and setting up the repeatable processes that sustain your business beyond the first 90 days.

The Conversion Framework

If you’ve followed the first two months, your pipeline should be building. Month 3 is where you start converting that activity into appointments, agreements, and ultimately closings.

But conversion isn’t just about closing deals. It’s about building the systems that make your business repeatable. The goal by the end of month 3 isn’t just “get a deal under contract.” It’s “build a business that can produce deals consistently.”

Week 9: Tighten your listing presentation.

Even if you haven’t taken a listing yet, you should have a listing presentation ready. Not a generic one from your brokerage — one that reflects your approach, your market knowledge, and your value proposition. Practice it with a colleague or your broker until it feels natural, not rehearsed.

Know your comparable data cold. Be able to explain pricing strategy, marketing approach, and timeline with confidence. The listing presentation is where a new agent either earns trust or loses it.

Week 10: Systemize your follow-up.

By now, you have contacts at various stages in your CRM. Set up a follow-up cadence for each category:

•       Active prospects: contact every 3–5 days

•       Nurture contacts: contact every 2–4 weeks

•       Sphere: touch monthly (mix of calls, emails, texts, and in-person)

The difference between agents who convert and agents who don’t isn’t talent. It’s follow-up consistency. Most agents give up after 2 attempts. The business is won between attempt 5 and attempt 12.

Week 11: Evaluate and adjust.

Pull your numbers from the past 60 days. How many conversations did you actually have? How many appointments did those generate? How many active prospects do you have right now?

Be honest with yourself. If the numbers aren’t where you want them, the answer is almost always one of three things: not enough conversations, conversations that aren’t leading to next steps, or inconsistent follow-up. Identify which one applies and adjust.

Week 12: Set your next 90-day plan.

The biggest mistake agents make after their first 90 days is stopping the structure. The habits you’ve built are working. Now extend them. Set your goals for months 4–6: a target number of closings, a database growth target, a lead generation expansion plan.

This is also a good time to assess whether your environment is supporting your growth. Is your brokerage providing the coaching, technology, and accountability you need for the next phase? If the answer is yes, lean in. If the answer is no, it’s worth having an honest conversation about what you need.

Month 3 Milestones

1.     300+ database contacts with consistent tagging and follow-up

2.     Listing presentation prepared and practiced

3.     Automated follow-up cadences active in CRM

4.     2–5 active prospects in pipeline

5.     First closing or pending contract (ideal but not required)

6.     Next 90-day plan written and committed

The Framework of Three: A Summary

Here’s the full framework at a glance:

The beauty of this framework is that it’s simple enough to follow and structured enough to keep you accountable. You’re not guessing what to do each day. You’re executing a plan.

What Most New Agents Get Wrong

After coaching agents at various stages of their careers, here are the patterns I see most often in agents who struggle in their first 90 days:

They skip the database. They want to buy leads or run ads before they’ve exhausted the most valuable resource they already have — the people who already know and trust them.

They don’t track their activity. If you don’t know how many conversations you had last week, you can’t diagnose why your pipeline is thin. Tracking isn’t micromanagement — it’s self-awareness.

They chase shiny objects. A new tool, a new lead source, a new marketing strategy every week. The agents who build fast are the ones who pick a plan and work it consistently for 90 days before changing course.

They isolate. Real estate can feel lonely, especially in your first year. Find a broker or mentor who checks in with you regularly — not just when you close a deal. The environment you’re in matters enormously in the early months.

A Note on Choosing the Right Environment

This framework works regardless of which brokerage you’re at. But I’d be dishonest if I didn’t say that the environment you’re in has a significant impact on how well you can execute it.

A brokerage that gives you a CRM, training, and coaching support makes this plan dramatically easier to follow. A brokerage that hands you a login and says “good luck” makes every step harder.

At LYNQ, this is exactly how we onboard new agents on the Treasure Coast. The Framework of Three isn’t something we just write about — it’s built into our agent development process. We provide the tech stack, the training cadence, and the direct broker access to support agents through each phase.

If you’re a new agent — or you’re considering getting licensed — and this kind of structured approach appeals to you, you’re welcome to book a Growth Strategy Session. It’s a 30-minute conversation where we’ll map out your first 90 days together and see if LYNQ is the right fit for where you want to go.

Frequently Asked Questions

How many deals should I expect to close in my first 90 days?

Most new agents close 0–1 deals in their first 90 days, and that’s completely normal. The first 90 days are about building the pipeline and systems that produce deals in months 4–12. If you follow this framework, you’ll likely have active prospects and possibly a pending contract by the end of month 3.

Do I need to spend money on leads as a new agent?

Not right away. Your existing sphere of influence is your most valuable and least expensive lead source. Build and work your database first. Once you have consistent activity and some income, you can explore paid lead sources strategically.

What if my brokerage doesn’t provide a CRM?

You still need one. A CRM is non-negotiable for a serious real estate business. If your brokerage doesn’t provide one, there are affordable options available. The key is to choose one and commit to using it daily from day one.

How many hours a week should I work in my first 90 days?

For a full-time agent, plan on 40–50 hours per week. The 10-2-1 daily activity takes about 2 hours. The rest is market research, showings, open houses, training, and administrative work. If you’re part-time, adjust the daily minimums proportionally but keep the structure consistent.

What’s the most important thing I can do in my first 90 days?

Build your database and have consistent conversations. Everything else — marketing, branding, social media, technology — supports this core activity. Agents who talk to people every day build businesses. Agents who hide behind a computer screen hoping leads will come to them don’t.

How do I know if my brokerage is supporting me properly as a new agent?

Ask yourself three questions: Does my broker know my name and my goals? Do I have a structured training program with regular check-ins? Am I getting better at my job every month? If the answer to any of these is no, it may be time to evaluate your environment. 

Your Next Step

If you’re a new agent on the Treasure Coast and you want help building a structured plan for your first 90 days, you’re welcome to schedule a Growth Strategy Session. It’s a 30-minute conversation where we’ll look at where you are, where you want to go, and build a roadmap together.

Book a Growth Strategy Session → getlynqed.com

Related reading:

•       Brokerage Options for New Agents on the Treasure Coast: What to Look For and Why