Activate license with the state.Day 1If the agent passed their exam but hasn't activated, do this on day 1. Until activated, they can't legally do business. Many brokerages skip this and wonder why a new hire goes 30 days without action.
Set up MLS access + key tools.Day 1-2MLS, brokerage CRM, email, e-sign (DocuSign / Authentisign), supra key. Block 4 hours on day 1 for the agent to do all setup with your ops person sitting beside them.
Connect to NAR, state association, and local board.Day 2-3Pay dues. Activate Realtor.com profile. Activate Zillow profile. Most brokerages skip this and lose 2 weeks before agents start showing up online.
Open business banking + accounting.Day 3-4Separate business checking, expense tracking app, basic bookkeeping. Real estate is a small business. Agents who skip this lose 30% to taxes they didn't plan for.
Headshot + bio + business cards ordered.Day 4-5Schedule the shoot in week 1. Cards delivered by end of week 2. Agents without these feel like they aren't "real" yet, which delays prospecting.
Schedule weekly 1:1 with managing broker.Day 5Same time every week, Wednesday at 10am works for most. 30 minutes. This is the most important meeting on their calendar for the next 90 days.
Identify their "sphere of influence."Day 8-9List of 50-200 personal contacts who know them. Phone contacts, LinkedIn connections, friends, family. This is where their first 3-5 deals come from. Don't skip this.
Pick a niche or focus area.Day 10-11First-time buyers, military relocation, luxury, investors, specific neighborhood, etc. Agents who pick a niche close 2x more in year one than generalists. Force them to choose.
Set 12-month income + activity goals.Day 11-12Reverse-engineer: target GCI → average commission → number of deals → number of leads → number of conversations. Math, not vibes.
Pick a daily prospecting time block.Day 13Same time every weekday, 90 minutes minimum. 8-9:30am or 5-6:30pm work best. Block it on calendar. The single highest-leverage habit in real estate.
Review the business plan with the managing broker.Day 1430 minutes. Push back on weak goals. Push them to be specific. Agents whose plans are reviewed by their broker hit goals 3x more often.
Send the "I got my license" announcement.Day 15Email + text + LinkedIn + Facebook + Instagram. To everyone in their SOI. Simple, personal, no hard sell. "Hey, just got licensed, here's how to reach me, would love to be a resource."
Make 10 calls per day during prospecting block.Day 15-21To SOI. Not pitching, just catching up. "I'm officially in real estate now, what's going on with you, happy to answer any questions about the market." Build muscle.
Preview 5+ active listings in their target area.Day 16-19Door knock open houses. Walk vacant homes. Get familiar with inventory. New agents who can't speak fluently about current listings sound new on every call. Don't be that agent.
Shadow a top agent on a buyer consultation.Day 17 or 19If your brokerage doesn't have a "shadow" rotation, build one. Watching a real consultation is worth 10 hours of training. Free, fast, effective.
Hold first open house.Day 22 (weekend)Borrow a listing from a teammate or your broker. The agent runs it. Capture every visitor's name, phone, email, timeline. Open houses are the fastest way for new agents to source leads.
Practice the buyer consultation script with your broker.Day 23Roleplay 3 times. The agent should be able to walk through agency, financing, expectations, and the buyer agreement in 20 minutes without notes.
Run their first real buyer consultation.Day 25-28From the open house leads or SOI. Goal: signed buyer agreement, lender intro, first showing scheduled.
30-day review with managing broker.Day 30What's working, what's not, what to change for the next 30. Agents who have a structured 30-day check-in retain at 38% higher rates than those who don't.