A New Real Estate Agent's Guide: Starting to Find Clients and Close Deals

What exactly do real estate agents do for a living?

The image of a real estate agent might seem like someone who takes clients to view houses and receives a commission, but behind the scenes, there are many more intricate tasks. These include finding property owners, verifying property information, taking photos, creating content, responding to inquiries, screening clients, scheduling viewings, negotiating prices, coordinating paperwork, and following up until the transfer of ownership or lease agreement is completed.

To get off to a good start, don't think of yourself as just a salesperson. Think of yourself as someone who helps reduce risk for both property owners and buyers. Property owners want someone to help screen potential clients and close deals quickly, while buyers or renters want accurate information, saving time and avoiding showing properties that don't meet their needs.

Income comes from trust, not just the number of posts.

Many new real estate agents rush to post numerous listings without knowing the actual details of the properties. When clients ask about maintenance fees, sun orientation, parking, transfer fees, or location weaknesses, they are unable to answer, instantly damaging their credibility. Before posting so many properties, try starting with fewer properties but gaining deeper knowledge of them. This will allow you to communicate more confidently with clients.

Start with the location and type of property you are familiar with.

Real estate agents don't need to sell everything from day one. Choose to focus on smaller opportunities first, such as a condo near a specific train line, a detached house in a particular district, a family rental home, or an investment property for rent. By having a clear focus, you'll be able to remember average prices, selling points, weaknesses, and common client questions in that market more quickly.

A good location for beginners should have enough information to study.

Choose an area with a reasonable number of properties for sale or rent, plenty of projects to compare, high search volume, and where you can actually visit the properties. A real estate agent who hasn't been to the site can only describe the information on the listing, but can't tell you how difficult it is to access the property, how bad the traffic is in the evenings, or what the surrounding area is like.

Examples of niche selection.

• Resale condos near the BTS/MRT, ideal for city workers.
• Family rental homes in the international school zone.
• Investment properties with real rental potential in university locations.
• Renovated, ready-to-move-in house for first-time homebuyers.

Find the listings yourself; don't accept every property listing as it's a waste of time.

Listings are a product of real estate agents, but not every listing is worth your time. Some properties are far overpriced, the owners aren't ready to sell, the photos are unusable, the documentation is unclear, or dozens of agents are listing the same property, confusing clients. If you accept every listing, you'll waste time on properties that are difficult to close.

Basic information you need to ask the property owner.

• What is the desired selling price or rental price, and what is the negotiable range?
• Usable area, number of rooms, floor, orientation, furniture, and actual condition.
• Monthly expenses such as maintenance fees, utilities, or parking fees.
• Property ownership documents, transfer conditions, and limitations.
• The reason for selling or renting is to assess the urgency.

Set prices based on market conditions, not just the owner's preference.

Some property owners set prices based on cost or obligation, but clients decide based on market prices and the options they see that day. A real estate agent should create a comparison list of at least 5-10 nearby properties to discuss prices with concrete evidence, rather than negotiating based on feelings.

Conduct marketing and lead generation systematically.

Initial channels might include Facebook, TikTok, LINE, classified websites, or location-based groups, but to build long-term credibility, real estate agents should have their own space, such as... Real estate agent website The property listing platform allows users to specify their preferred area, displays reviews, and provides a form for customers to submit property search requests.

Having your own website or landing page also saves you from having to start from scratch every time a post disappears or the platform changes its rules. And if done in conjunction with... Digital Marketing With measurable results, you'll know where customers are coming from, what types of properties people are interested in, and what kind of content actually generates inquiries.

Content that new agents should create.

• Real-life location reviews, including transportation, food, schools, and hospitals.
• Compare prices of nearby projects in an easy-to-understand way.
• This post introduces the property, outlining its advantages and disadvantages in a straightforward manner.
• The tour videos should start with the customer's problem, not always with the words "urgent sale."
• The article answers questions such as what preparations are needed when buying your first home, or what expenses should you consider when renting out a condo.

Lead generation forms are very helpful in filtering customers.

If all leads come in via chat only, you'll be asking the same questions every day. Try using... Contact Form Asking about budget, location, property type, decision timeline, and contact number from the start will help you screen potential buyers or renters more quickly.

Workflow from customer contact to closing the deal.

New agents often lose leads because they lack a follow-up system. Clients contact you today, view properties on Saturday, and then disappear because no one follows up. This requires a simple pipeline; it doesn't need to be complicated, but at least you need to know who is interested in which property, their budget, what has already been discussed, and when to follow up again.

A simplified pipeline for beginners.

• New lead: The customer just contacted us; we don't know all the requirements yet.
• Qualified: Once you know the location, budget, type of property, and timeframe for making a decision,
• Matched: There are 2-5 properties that match the criteria.
• Viewing: Schedule a property viewing or send us detailed information for your consideration.
• Negotiation: Negotiate the price, terms, and documents.
• Closed / Follow-up: Is the deal closed, or do we still need to follow up?

Don't be afraid to follow up if it's truly beneficial.

Following up with clients isn't always about rushing into a sale. If you provide information that helps them make a decision, such as prices of nearby properties, the advantages and disadvantages of other projects, or new properties that meet their needs, clients will feel that you are helping them, not pressuring them.

Common errors

Many newcomers only follow up on leads on the day clients contact them, but don't take notes after each conversation. After a week, they can't remember what the client wanted. The solution is to write down every conversation, even short notes, because these small details are the difference between someone posting a sales pitch and a professional real estate agent.

Checklist for the first 30 days as a new real estate agent.

• Choose 1-2 key locations and conduct site visits at least once a week.
• Create a price comparison table for your preferred location.
• Find 5-10 high-quality listings with complete information and owners willing to communicate.
• Take photos or arrange the property in a credible way; avoid blurry images or incomplete information.
• Create a lead generation channel that clearly outlines the client's requirements.
• Create 2-3 educational content pieces per week, not just sales posts.
• Record every lead in a simple schedule or CRM, along with the follow-up date.

Summary for beginners.

Starting out as a real estate agent doesn't require a large scale, but it's crucial to begin systematically. Know the actual location, choose good listings, communicate directly and honestly, collect leads effectively, and maintain disciplined follow-up. By consistently following these fundamentals, you will gradually build credibility and a client base.