Are You Making These Common Rookie Mistakes in Real Estate?

By David Brough

From a young age, real estate captured David's interest, and that passion has remained throughout his life. Over the past 15 years as a Realtor.

If you’re stepping into the real estate industry, I’ve got to be honest with you—the odds aren’t exactly in your favor. You’re diving into an industry where nearly 87% of new agents don’t make it past their first three years.

However, knowing the pitfalls upfront gives you a decisive advantage. I’m here to walk you through five reasons agents struggle and, more importantly, show you how to beat the odds and build a thriving real estate career.

1. No plan, no progress. It’s tempting to jump in with high hopes and let everything look like an opportunity. But without a clear strategy, you can easily get lost chasing every “shiny object” in the industry, from pricey lead sources to marketing programs that promise the world. The result? A lot of wasted money and zero results.

Start by mapping out precisely who you want to serve and how. When you’re laser-focused on your strategy, you’re in control. You’ll know where to invest and pull back, saving yourself time and money.

2. Counting on family and friends won’t cut it. I get it—it feels natural to think your loved ones will line up to be your first clients. However, everyone already knows a real estate agent or two. If you rely on friends and family, you put all your eggs in one tiny basket. And they might have loyalty to someone they’ve already worked with.

Instead, aim bigger. Build connections outside your close circle. Attend events, network in your community, and connect with people in places you usually wouldn’t think to. The more people who know about you, the greater your reach and chances of success.

3. Weak conversion skills won’t close deals. You can’t close if you don’t have the skills. Some agents think their personality will do all the work, but closing a sale requires skill. Handling objections, knowing when to push forward and when to pull back, and guiding clients from “maybe” to “yes”—all these skills make you a closer.

Think of sales skills as tools you’ll carry with you forever. Invest in training and practice regularly because these skills are not just for real estate. They’re life skills. And they’re going to make your career so much smoother.

4. Customer service is everything. In real estate, word travels fast. If you’re not delivering a great experience, clients will talk—and it won’t be the kind of word-of-mouth you want. Customer service is your top tool for new business and referrals. Clients remember the agents who go above and beyond, listen, and care.

Treat every client like they’re your only client. Keep them informed, be reliable, and show up for them every single time. It’s a simple rule, but it pays off with long-term relationships and trust.

5. Running out of money. This one’s critical. Many agents run out of money before they even get started. Real estate is a business; like any business, it requires a steady cash flow to survive. The faster you can start earning, the better.

My advice? Be all-in from day one. Hit the ground running, reach out to leads, and generate income quickly. The urgency will keep you focused, and the quicker you gain momentum, the more secure your career will be.

Look, the path to success in real estate is challenging, but it’s more than possible. You’re already on the right track if you stay focused, build connections, and hone your skills. Remember why you started—helping people find their dream homes or achieving financial independence. That drive will keep you going, even when things get tough.

Real estate doesn’t just reward those who show up; it rewards those who are all in. You have the power to be one of the few who truly thrive in this business. Get out there, build your network, and start seeing those first wins. Contact me at (260) 750-2818 or david@anthonyrealtors.com if you want to be an agent who succeeds in this industry. The time to take control of your future is now.