New agents should learn from their more experienced counterparts and use that knowledge to develop their own style and find a foothold in the rapidly shifting industry.
At the beginning of their real estate careers, new agents face the task of establishing themselves in an industry where a strong foundation can make all the difference.
According to DiJones Willoughby residential sales agent Daniel Campbell, new agents can accelerate their professional development by taking initiative and pushing themselves beyond their comfort zone.
“Taking the initiative and putting yourself in an uncomfortable space is really hard, but it’s absolutely fundamental for growth,” Campbell said.
“If you aren’t willing to get out of your comfort zone, you’ll stay where you are.”
He said that while newcomers needed to become comfortable with pushing themselves, it was equally important to find a balance to avoid a negative impact on the business or clients.
“This is a really important business in the sense that you are working with people making some of the biggest decisions that they will ever make,” he said.
“Feel confident enough to put yourself out there and in a position that is a bit uncomfortable, but also have the awareness to sit back, observe, and ask questions,”
When agents made a mistake, Campbell said they should treat it as a learning experience, since it is a key part of professional development.
The reality of the industry
As they were starting out in the industry, Campbell said agents who came in expecting to succeed immediately were in for a “reality check”.
“I don’t know of anybody who has come into the business and succeeded from day one. The expression ‘playing the long game’ couldn’t be more true than in this job.”
He said new agents needed to stay patient and understand that if they performed consistently to a high standard, the results would eventually come.
“It’s not going to happen unless you put the investment in.”
“Success leaves clues, and what I’ve noticed is the people that are successful are the ones that have put in the hard yards.”
While work-life balance can often be lacking in the industry, Campbell said it was worth it to see the results at the end of the day.
The emotional load of real estate
According to Campbell, new agents often failed to anticipate the emotional complexity of the role, having to deal with clients amid tense situations such as divorces or the death of a family member, all of which can take a toll.
“We walk into some really heavy situations, and you can’t help but shoulder a lot of it.”
Additionally, he said newcomers needed to be able to process the emotional load of rejection, a common part of the industry.
While agents may feel '10 feet tall' when they secured a listing, Campbell said it was important not to get too down when vendors went in another direction.
“It will happen, and it still hurts.”
“You have got to be careful not to allow rejection to impact you.”
“Your opportunity window is smaller when you are new, so you feel it so much more, but it's about understanding how to handle it and move on to the next.”
Honesty and the importance of volume over polish
In the early stages of their careers, Campbell said a significant error new agents made was spending too much time chasing perfection.
He said that while managing the perfect listing was the best-case scenario, it was more important for agents to gain more repetition under their belts to fast-track their development.
“I think the biggest mistake they make is they try to ensure that every call is perfect.”
“Regardless of what you say and the service you deliver, volume will beat perfection in this industry.”
As a rookie, Campbell said it was especially important for agents to be honest when they were unsure of something.
“I think it’s important in those moments to acknowledge it and be very upfront about it.”
“I have seen people make the mistake of trying to fudge their way through or pretend to know the answer, and they get found out really quickly.”
Mentorship and building your own style
Agent development has been a strong focus for DiJones, with the network recently winning REB’s Training and Education Program of the Year for its DiJones University program.
Mentorship also plays a significant role in Campbell’s day-to-day work, helping to develop the professional skill set of two new agents in the Willoughby office.
Campbell said that early on in their careers, agents should look to learn from several experienced agents to gain an understanding of the various strategies they could use.
“We may arrive at the same conclusion, but we might each take a different path to get there.”
While he said it was important to utilise the skills learned from more experienced professionals, new agents should utilise the knowledge to inform their own style.
“There is nothing worse than trying to be a chameleon and do something that doesn’t feel genuine or natural.”
Interested in becoming a real estate agent? Join REB’s New Agent Academy.
One of the industry’s key education and networking events, it connects early-career agents with some of Australia’s top performers, offering real-world insights to help fast-track your success.
Whether you’re breaking into the industry, building momentum in your first few years, or looking to sharpen your edge in a competitive market, the academy is designed to give you the tools to get ahead.
To secure your free tickets to the REB New Agent Academy, click here.
The REB New Agent Academy will be held in Brisbane on 28 May, Melbourne on 5 June, and Sydney on 12 June.
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