How to Set and Hit Your First-Year Real Estate Goals

how-to-set-and-hit-your-first-year-real-estate-goals

So, you’ve just earned your real estate license—congratulations! 🎉 The hard part is behind you… or so it seems.

The truth is, the first year as a real estate agent is one of the most exciting—and challenging—times in your career. You’re laying the foundation for long-term success, building your reputation, and navigating a steep learning curve.

Without a clear roadmap, it’s easy to get overwhelmed. That’s why setting smart, achievable goals from day one can make all the difference.

In this post, we’ll walk you through how to create strategic first-year real estate goals—and give you the tools to actually reach them. 📈

📌 Why First-Year Goals Matter

Many agents enter the industry with high hopes—but without a plan. Here’s what happens when you don’t set goals:

  • You chase the wrong leads.

  • You forget to track your progress.

  • You burn out.

Goal setting gives you focus, accountability, and motivation. More importantly, it helps you build the systems and habits that will fuel your career for years to come.

🧠 Step 1: Understand the Realities of Year One

Before we talk numbers, let’s align expectations. Most new agents don’t close their first deal for 3–6 months. Your income may be inconsistent. And you’ll wear a lot of hats: marketer, admin, salesperson, negotiator.

That’s not meant to scare you—it’s to help you plan realistically.

💡 Resource: If you're still weighing the transition into real estate, read Is Real Estate Right for You? 7 Signs You’re Ready for a Career Change for a full breakdown of what to expect.

🎯 Step 2: Set SMART Goals

You’ve probably heard of SMART goals:

  • Specific

  • Measurable

  • Achievable

  • Relevant

  • Time-bound

Instead of saying: “I want to make money in real estate,” say:
✅ “I want to close 6 transactions and earn $30,000 in commission by December 31st.”

That gives you clarity and a target.

💵 Step 3: Reverse Engineer Your Income Goal

Let’s say you want to make $50,000 in your first year.

Average commission per transaction = $5,000 (depends on market)

$50,000 ÷ $5,000 = 10 transactions needed

Now break that down:

  • 10 transactions/year = ~1 per month (after ramp-up)

  • Aim for 1 closing/month starting month 4

  • In months 1–3, focus on prospecting, training, and pipeline building

🧲 Step 4: Set Lead Generation Goals

Deals don’t just happen—you need leads. A general rule: You need 40–50 leads to generate 1–2 closings. So, to close 10 transactions, aim for:

  • 400–500 leads/year

  • ~40–50 leads/month

  • ~10–15 leads/week

Your goals should include:

  • How many people you’ll call/email each day

  • How many open houses you’ll host

  • How many social media posts you’ll publish

  • How many networking events you’ll attend

📅 Step 5: Break Your Goals Into Weekly Habits

Big goals = small daily habits. Here’s an example weekly plan:

Each of these actions supports your income, skill, or brand-building goals.

💬 Step 6: Track and Adjust Monthly

Set a monthly review date with yourself. Look at:

  • Transactions closed

  • Leads generated

  • Time spent on different tasks

  • Marketing efforts (site traffic, social engagement, etc.)

Ask:

  • What worked well?

  • Where did I fall short?

  • What can I do differently next month?

Success is about course correction, not perfection.

📈 Step 7: Don’t Forget Non-Sales Goals

Your first year isn’t just about closings. Consider adding goals around:

  • 🔑 Building your personal brand (see: How to Build a Personal Brand as a Real Estate Agent)

  • ✍️ Launching your agent website

  • 🧠 Continuing education (CE hours and certifications)

  • 👥 Growing your CRM database to 100+ contacts

  • 🔗 Creating strategic partnerships (lenders, inspectors, contractors)

These investments pay off over the long haul.

🛠 Tools to Stay on Track

  • Google Sheets or Trello: Track daily/weekly activity

  • CRM software: Organize contacts and follow-ups

  • Calendar blocking: Dedicate time to specific tasks

  • Accountability buddy: Check in weekly or bi-weekly with a peer

  • REAL University blog: Regular content to guide your growth—start with 7 Marketing Tips for New Real Estate Agents in Indiana

👋 Ready to explore this path? Check out Why REAL University Is the Best Choice for Indiana Real Estate Education to learn about our mission, instructors, and continuing education programs.

🥂 First-Year Milestones to Celebrate

Don’t wait until closing #10 to celebrate. Mark progress with:

  • ✅ Passing your licensing exam

  • ✅ Building your first website or brand kit

  • ✅ Getting your first lead

  • ✅ Hosting your first open house

  • ✅ Signing your first client

  • ✅ Closing your first deal

  • ✅ Earning your first commission

Each one is a win, and a sign you’re moving in the right direction. 🎉

🏁 Final Thoughts: Progress, Not Perfection

Your first year in real estate will be full of ups and downs—but with clear goals and consistent action, you’ll build momentum. Stay focused, be patient, and trust the process.

And remember, you don’t have to go it alone.

At REAL University, we offer:

  • Pre-licensing and post-licensing education

  • Continuing education to keep you compliant

  • A full library of blogs like this one to support your professional growth

Let’s make year one your launchpad—not your learning curve.

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