How to Make $100,000+ in Your First Year in Real Estate
Let’s be honest—most new real estate agents don’t make six figures their first year. But some do. And there’s a reason why:
- They treat it like a business.
- They time block like a CEO.
- They follow a clear plan and take daily action.
Here’s exactly how to do the same—without burning out or spinning your wheels.
Step 1: Know Your Numbers
You can’t hit a goal you haven’t defined.
Start by reverse-engineering your path to $100,000. Ask yourself:
- What’s your average sales price?
- What’s your expected commission per sale?
- What’s your brokerage split?
- How many homes do you need to close?
- How many leads will it take to get there?
Use this free tool to get precise answers:
Real Estate Business Plan Generator
This isn’t fluff—this is math. And math builds confidence.
Step 2: Understand Your Commission Model
Not all brokerages are created equal.
Some agents give up 30–50% of their commission and never reach their income potential. At eXp Realty, agents keep 80% of their commissions until they cap at $16K. After that, you earn 100%. You also get access to stock equity, referral divisions, and revenue share that can grow into passive income.
Learn how the model works: Understanding the Commission Model at eXp Realty
Step 3: Focus on People, Not Just Properties
Your first $100K won’t come from flyers—it’ll come from people.
Start with your Sphere of Influence (SOI):
- Make a list of everyone you know: friends, family, past coworkers, vendors, church groups, gym buddies.
- Reach out directly with a short message: “Hey! I just launched my real estate business. If you know anyone looking to buy, sell, or invest, I’d be honored to help.”
- Post helpful, informative content 3–4 times per week on social media.
- Stay consistent. Don’t worry about likes—focus on being present and relevant.
Pro Tip: Use a CRM to track every conversation and set reminders to follow up monthly. A spreadsheet works too—just don’t wing it.
Read more: Sphere of Influence: Your #1 Source of Real Estate Success
Step 4: Choose 1–2 Lead Generation Strategies and Go All In
New agents often try everything and master nothing. Instead, pick one or two lead gen strategies that fit your style and go deep.
Some examples:
- Social Media: Create 1 video or carousel per week that educates buyers/sellers. Use Reels, Instagram Stories, YouTube Shorts, or carousels that build authority. Focus on local topics like “How to Buy a Home in [City]” or “Best Neighborhoods in [Zip Code].”
- Open Houses: Partner with a listing agent and host open houses every weekend. Bring a sign-in sheet, follow up with everyone within 24 hours, and add them to your database.
- Door Knocking or Farming: Choose one neighborhood and walk it consistently. Drop postcards, knock on doors with a script, and track your progress over 3–6 months.
- Online Leads or PPC: If you have a small budget, generate leads through Facebook or Google Ads. But make sure your follow-up system is on point—text, call, and email within minutes.
- Networking Groups: Join a BNI group, Chamber of Commerce, or local investor meetup. Be the go-to agent they remember.
Pick ONE inbound and ONE outbound strategy. Track your metrics. Show up every week.
Step 5: Time Block Like a CEO
If it’s not scheduled, it won’t happen.
The most successful agents block their calendars like executives. Here’s a basic weekly structure that gets results:
- 8–11 AM: Prospecting — DMs, texts, calls, video messages, door knocking
- 11–1 PM: Break + prep for appointments
- 1–4 PM: Showings, client meetings, open houses
- 4–5 PM: Follow-up — texts, emails, CRM updates
- 5–6 PM: Create tomorrow’s content, daily recap
Even 25 hours per week, if focused, can generate serious momentum.
Download: Real Estate Agent Time Block Sheet
Read more: How to Run Your Real Estate Day Like a CEO
Frequently Asked Questions
Is it realistic to make $100,000 your first year as a new real estate agent?
Yes. It’s not easy, but it’s possible with daily lead generation, focused time blocks, and a smart commission model. Treat it like a full-time business—not a hobby.
How many homes do I need to sell to make $100,000?
Use this tool to find out exactly, based on your market and split:
Business Plan Generator
What’s the best brokerage for new agents who want to earn six figures?
eXp Realty offers an 80/20 split, a $16K cap, stock awards, and revenue share—all of which boost your income potential. Learn more:
eXp Commission Model Explained
What should I post as a new agent to get leads?
Share valuable info like buying tips, local market stats, and stories of people you’ve helped (or plan to). Stay educational, not salesy.
Check out: Top Agent Social Media Strategies That Actually Work
How do I stay consistent with time blocking?
Print a schedule. Set phone alarms. Stick to it for 90 days.
