Congratulations on obtaining your license and joining eXp Realty! My name is Jack Tsai, and I'm a three-time ICON agent at eXp Realty with 14 years of experience in the industry. I remember feeling excited and curious when I first selected a company, wondering how I could spend my days as a realtor.

If you're like me, you might be wondering, "Now that I have my license, how do I find clients and close transactions?" It's a common question, and I'm here to help.

As part of my eXp realty organization, I work with approximately 190 real estate agents. I've seen some eXp new real estate agents thrive in their first year, while others struggle and eventually leave the company. In this article, I'll share with you the best ways to leverage the eXp model as a eXp new agent and thrive in this exciting new career.

1. Know your why

When you first start your career, please take some time to sit down and clear all distractions. Think about why you entered the business. You can start by writing down 100 things you'd like to have, do, and achieve. After that, create a vision board and remind yourself why you are doing what you are doing. You will face a lot of rejections. If you don't have an end goal in mind, you will have a difficult time facing challenges such as not having clients, escrow falling through, or sellers listing their property with someone else. Create a 5-year vision and write a prophecy letter as if you've achieved your goal. Set a target so that you know where you are heading. Imagine you want to go to the other side of the country without a GPS. You will likely get lost. Having a vision and a business plan can help you stay on course.

2. Take responsibility

Yes, you have a senior sponsor and a certified exp mentor, but that does not mean that deals will suddenly fall into your lap. Think of it as opening a new restaurant. You are the owner of your business, and you must take full responsibility for it instead of relying on others to help you grow it. Yes, you will get support from your sponsors, mentors, and eXp, but they cannot push people who are walking on the street to go eat at your newly opened restaurant. The good news is that everyone at eXp realty wants you to be successful. Consider everyone here as a resource whenever you have questions or encounter challenges. 

3. Attend Real Estate Agent Trainings

"Be a sponge" is great advice for new exp agents stepping into the exp world! The company offers an impressive 80 hours of training each week for new agents. As a eXp new agent, you'll have access to the Fast Start, Go, and ICON series, as well as the option to attend classes at your local board or even watch informative videos on YouTube.

Of course, it's impossible to attend all of the available classes, so don't worry about trying to do so - you might find yourself suffering from analysis paralysis! Instead, I recommend selecting 1-2 areas that you're particularly interested in and attending those classes regularly. Remember, the goal is to get just 1% better than you were yesterday. If you keep that up for a year, you'll be an incredible 37 times better than you are today!

4. Leverage your senior sponsors

Remember, you have a couple of senior sponsors who can support you in your business. It's highly likely that they already have their own training lined up for the group. Make sure to introduce yourself to all of your senior eXp realty agent and let them know that you're eager to become a successful real estate agent. Ask them what you should be doing every day to achieve your goals. With some of them having 20+ years of experience, take advantage of this opportunity and pick their brains. You can also attend events such as eXpcon, eXp Shareholder, Build event, or Cabo event to meet them in person and put a face to the name. Everyone wants you to succeed, but remember, "the crying baby gets the milk." If you don't speak up, how will anyone notice you? You can access all your senior sponsor's information on my.exprealty.com.

5. Find a exp realty role model or coach

R&D, or "Rip off and duplicate," everything that successful agents do. There are numerous coaching programs available, and perhaps one of your sponsors is already a certified exp mentor. Why reinvent the wheel when you can stand on the shoulders of giants? I strongly recommend that you consider hiring a coach to help you take a quantum leap in your business. Attend a few different real estate seminars and find the one that best suits your personality style. There are many great coaches to choose from, including Tom Ferry, Mike Ferry, Krista Mashore, Brian Buffini, Craig Proctor, and others. It's not about which one is better, but which one resonates with you the most.

6. Ask questions

Mentorship and coaching are a two-way street. At the end of the day, your mentor or senior sponsor isn't you, so they can't read your mind or know what you're dealing with everyday. Therefore, it's crucial to let them know your questions and stay plugged in. Unfortunately, many of eXp new agents leave the company and chase other shiny objects because they don't stay plugged into the exp world. Don't let that happen to you. Stay engaged and connected with your mentor or senior sponsor so that they can help you achieve success in your real estate career with exp realty.

7. Sharpen your saw

Now that you've acquired some basic knowledge of the real estate business by joining exp realty, your mentor, and perhaps your sponsors or coach, it's time to dive into learning about your local market. Begin by previewing properties and hosting or attending open houses to become familiar with the properties in your area. You need to know your product and be able to confidently communicate with clients. It's important to learn your buyer and seller presentations, as well as the process of a transaction. By knowing your scripts and objection handlers, you'll be able to have great conversations with clients. Additionally, don't be afraid to strike up conversations with people to let them know that you're running a real estate business. Spend some time thinking about your unique value proposition (UVP) and identifying your ideal client avatar.

8. Integrity. 

The integrity I am referring to is not related to morality and ethics, as we obviously need to have those in order to do the right thing for our clients. The integrity I am referring to is keeping your word and doing what you say you will do. If you can't keep your word, your clients will feel like they can not rely on you, and you will constantly feel down and beat yourself up. When starting in this business, it can seem overwhelming, and you may feel lost at times. My recommendation is to work on one thing at a time, have a plan to improve by 1% each day, and most importantly, stay consistent in what you do.

9. Learn the basic about building your organization

For brand eXp new agents, I highly recommend dedicating 97% of your time to building your real estate business. While doing so, allocate 3% of your time to learning the basics of agent attraction. It's important to know how to have a conversation with agents about the eXp model. There are many free trainings available in eXp World, and your senior sponsors may also offer classes. I highly recommend checking out the free attraction mastermind program created by billion-dollar agent and former KW Maps President, Shon Kokoszka, which can be found at iconcoaching.com.

11. Work on yourself as a real estate agent

Take some time to research top producers in the real estate industry. It's likely that one of your sponsors is already a legend or superstar in the business and may have even written a book you can learn from. Study their success and identify the traits they possess. Then, create a mental picture of yourself embodying those traits and be intentional in becoming that person in your vision. Remember the quote, “You will be the same person in five years as you are today except for the people you meet and the books you read” by Charlie Tremendous Jones. Expand your knowledge by reading sales and mindset related books and taking personal development courses to become the best version of yourself. Keep in mind that people work with you because of who you are, not just what you do.

Conclusion

"Remember, the first year is for learning, and the second year is for earning. If you're hoping for a get-rich-quick scheme, you may become disappointed within just a few months. Keep in mind that many top producers and celebrity agents didn't sell many homes in their first year at the start of their successful real estate career.

Understand that this is a marathon, not a sprint. Have a sense of urgency to take daily action towards your goals, but also be patient. As Tony Robbins said, 'People often overestimate what they can do in one year and underestimate what they can do in five years.'

Realize that entering this business is like getting on a roller coaster ride. Celebrate your successes when you're doing well, but also be grateful and enjoy life when down days happen. Remember the African proverb, 'To go fast, go alone. To go far, go together.' Don't forget that you have people here at eXp to back you up. If you have any questions or need help, feel free to reach out to me to see what eXp realty offers"