Want to beat veteran agents for listings? Hungry new agents are closing the trust gap and turning inexperience into deals – here’s exactly how to do it.
When starting in real estate, new agents will often compete head-to-head with seasoned veterans for listings, an intimidating reality that forces them to position themselves smartly, lean into their strengths, and avoid direct comparisons.
According to Tag RE selling principal and director Vedant Agrawal, new agents have been facing a trust gap with vendors, who often believe that experienced property professionals have greater knowledge and will secure a better sale price.
“That’s what it is from a vendor’s point of view, which of course isn’t necessarily true,” Agrawal told Real Estate Business.
He said that while young agents couldn’t do much given their lack of experience, they could put in the hard yards, dedicate themselves to learning, show up every day, and succeed.
“Compared to established agents, newcomers have more time to dedicate to their clients; they are also more eager to prove themselves and will actually go further for their sellers.”
Agrawal said that, to be successful, new agents will have to be patient and learn to position themselves smartly, turning their lack of industry experience into an advantage.
Here is how young agents can win listing against veterans:
Get yourself on the market
Before even looking at selling properties, Agrawal said that new agents will have to put in the hours and learn everything about the core area they would like to operate in.
“Then you need to work backwards from there and capture all the touch points for a specific client, such as physical drops, letterbox drops, knocking on doors, and introducing yourself and putting a face to the name.”
He said that the three months on the job were largely about hard work, learning the area, and becoming familiar with the patch’s geographical spread.
Then, over three to six months, Agrawal said recognition will begin to build as people will start to notice the agent’s presence.
By six to 12 months, he said that momentum will accelerate through incoming calls and signboards, creating a snowball effect that shifts them from a new agent to an established one.
Additionally, he said they could also use social media ads and boosts to target specific areas and radii, helping them build presence more strategically.
“So ideally, the motto is frequency builds trust and trust. Make sure you’re on the client’s shopping list when they’re looking to sell or transact their asset. And that’s essentially how a new agent is to get into the marketplace.”
Turn lack of experience into a listing maker
Despite putting in the hard yards, new agents still lack experience against their veteran counterparts, which Agrawal said will be an advantage if marketed accordingly.
“Experienced people have a lot on their plate with a lot of clients to service and many appointments, resulting in them having less time per individual client.”
“On the other hand, new agents have time, and listing is a make-or-break for them.”
He said that when pitching to potential clients, new agents should sell their ability to give a vendor 100 per cent of their attention, care, and effort at the forefront.
As a result, he said that vendors often benefit from this make-or-break mindset, with new property professionals fully investing themselves to deliver the best possible outcome for the business.
Be tech savvy
According to Agrawal, new agents have also been far more technology-, data-, and AI-driven, compared to many experienced agents who still rely on traditional ways of doing business.
As the industry evolves, he said that newcomers will continue to develop better ways to optimise the sales process and use technology to attract more buyers to a property.
“This generation is focused on working smarter, not harder, to improve efficiency and outcomes, which are all great skills they should showcase to clients.”
He said that vendors can therefore benefit from a more technologically advanced approach alongside the undivided attention of a new agent, which isn’t always the case with more experienced agents.
Clear communication
To secure listings, Agrawal said communication has been critical for clients because agents were handling one of their most valuable assets, where trust remained central to the entire process.
If clients were left in the dark, he said, trust will quickly erode, and whether the news is good or bad, clear and consistent updates were essential.
“New agents who prioritise communication and set clear expectations are far more likely to build strong relationships and a successful career in the industry.”
Leverage your circle
Agrawal said that another way for new agents to win listings will be to leverage their circles without being pushy.
“First, you work on the inner radius, which is immediate family, your family, friends and then you leverage connections in the area you want to service.”
From there, he said that new agents could expand outward by engaging a wider network with introductions, business cards, and clear referral opportunities with local brokers, conveyancers, and businesses.
Additionally, Agrawal said that having a social media presence has become essential to generate leads.
“The more fishing rods that you have, the greater the chances of catching fish and exponentially growing your crew and business.”
Have a strong mindset
While new agents have always been eager at the start of their journey, Agrawal said they often lose momentum and get demoralised easily.
“New agents come into this industry with the thought that real estate is all glowy and fancy cars, and you get to wear a suit, and it’s easy money.
“Then, when they go up against experienced agents who’ve been doing this for 16 to 20 years, and they don’t get the business or the tide doesn’t go their way, they get very demoralised very, very quickly.”
“And then it’s a bit of a race to the bottom where mentally they’re not switched on.”
Once that mindset slips, he said, clients can pick up on it, and if a new agent wasn’t fully switched on during an appointment, it would become very difficult to secure the business.
“I’ve seen a lot of people fall into that trap, and it’s a very difficult track to undo.”
Don’t be money-hungry only
He said that while new agents can still earn listings rapidly, they have to be patient, play the long game, and put in the hard yards.
“Real estate is not an industry where in six months it’ll make your millionaire.
“It’s an industry where, if you show up every day, give it your full attention, and focus on learning rather than your pay slip, within two to three years, it can deliver earnings beyond anything you expected.”
Interested in becoming a real estate agent? Join Real Estate Business’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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