This is the million-dollar question, the one every aspiring real estate agent asks with a mix of excitement and anxiety: “Once I have my license, when will I start making money?” In an industry where you hear stories of five or six-figure commissions, it’s easy to fall into the fantasy of instant success. However, “Fearless Agent” brings us down to earth with a crucial dose of reality: in real estate, you must first sow, and only then, with much patience and strategy, will you reap.
Goodbye, Steady Paycheck: Embracing the Sales Cycle
The first mental adjustment you must make is to say goodbye to the instant gratification of a bi-weekly salary. Real estate income is 100% commission-based. This means you can work intensely for weeks or even months without seeing a single dollar. The life cycle of a real estate transaction, from meeting a client to finally collecting your commission on closing day, can last anywhere from 60 to 120 days—or even longer!
This brings us to the first golden financial rule for a new agent: you must have a savings cushion. Most experts and experienced brokers recommend having 6 to 12 months of fixed living expenses (mortgage/rent, food, utilities, etc.) saved up before you jump into this career full-time. This reserve fund will not only allow you to survive but will also give you the peace of mind to make good decisions. An agent who is desperate for money projects that anxiety, makes poor choices, and is more likely to drop out of the race early.
Your 90-Day Plan: The Sowing Season
The subtitle of “Fearless Agent” mentions a “90-Day Action Plan,” and this concept is vital. Your first three months in the business should not be measured by the money you earn, but by the activities you perform. This is your intensive sowing period. What does it mean to sow seeds in real estate?
- Build Your Database: Your database (your Sphere of Influence or SOI) is your most valuable asset. During the first 90 days, your goal is to contact everyone you know (friends, family, former colleagues, neighbors) to inform them of your new career. Not to sell to them, but to position yourself in their minds as their trusted real estate expert.
- Learn, Learn, Learn: Dedicate hours every day to the training your brokerage offers. Learn how to write contracts, perform a Comparative Market Analysis (CMA), use the CRM, and handle the most common client objections. Become a sponge.
- Know Your Market Physically: It’s not enough to see it on a computer screen. Get out on the street. Visit open houses, drive through neighborhoods, and understand the different areas, their pros, and their cons.
- Establish Prospecting Habits: Define how many real estate conversations you will have each day and stick to that goal religiously. Consistency in prospecting is what will fill your sales pipeline for the months to come.
So, When Does the Money Arrive?
If you follow a strategic plan and work with discipline during your 90-day sowing period, it is realistic to expect to close your first deal between month 3 and month 6. Some achieve it sooner through a stroke of luck; others take a bit longer. The key is to understand that income in this profession is the result of the actions you took 60-90 days prior. The work you do today, quietly and without apparent reward, is what will pay your bills in three months.
Therefore, the answer to “when will I start making money?” is this: you will start earning it on the day you understand that your real job isn’t to close sales, but to cultivate relationships and execute a daily plan with the faith and discipline of a farmer. Sow your seeds with fearless action today, and the harvest will be inevitable.