How to Get Started in Real Estate: Your Step-by-Step Plan

Starting a real estate business can be life-changing, but let’s be honest—figuring out how to get started in real estate can feel overwhelming.

Building on Greg Harrelson's principles, we’ll explore additional strategies, statistics, and expert insights to provide a comprehensive guide to launching a thriving real estate career.

Whether you're new to the industry or looking to reinvigorate your practice, these actionable steps will help you stay ahead.

1. Craft a Business Plan

A solid business plan isn’t just for show—it’s your roadmap for learning how to get started in real estate and thriving. According to the National Association of Realtors (NAR), 88% of homebuyers in 2023 used a real estate agent —a competitive field where standing out requires clarity of purpose.

Key elements to include in your plan:

Target Market — Identify the demographics you want to serve, such as first-time buyers or luxury property clients.

Financial Goals — Set measurable goals like earning $100,000 in commission in your first year.

Marketing Strategy — Outline specific lead generation methods, from social media ads to open houses.

"A detailed plan allows you to anticipate challenges and allocate resources effectively," says Tom Ferry, a renowned real estate coach.

2. Build Your Digital Presence

When considering how to get started in real estate, recognize that the industry has gone digital, with 97% of buyers beginning their home search online. An optimized online presence is non-negotiable.

Essential Steps:

First, create a professional website with IDX integration so visitors can browse listings.

Then, optimize your Google My Business profile for local search.

Next, leverage social media platforms like Instagram, Facebook, and TikTok to showcase your expertise.

Video marketing is where it’s at! According to HubSpot, 83% of marketers say video generates the highest ROI, so start filming those neighborhood tours or quick tips for buyers and sellers. Consider creating market update videos, virtual tours, or neighborhood highlights.

3. Time Management: A Non-Negotiable Skill

When learning how to get started in real estate, Greg Harrelson emphasizes that consistency and structure are crucial. Create a daily schedule to maximize productivity:

8 AM - 10 AM: Prospecting calls to new leads, past clients, and FSBOs.

10 AM - 1 PM: Servicing clients, including showings and paperwork.

1 PM - 3 PM: Marketing efforts like posting on social media or blogging.

3 PM - 5 PM: Business development tasks, such as networking.

Studies show that highly organized realtors close 35% more deals than their less-structured peers.

4. Develop a Follow-Up System

According to Zillow, 78% of buyers only interview one real estate agent. A robust follow-up strategy ensures you're the agent they choose.

Practical Tips:

Use a CRM like Real Geeks to track client interactions and stay on top of your follow-ups.

Send personalized follow-ups, such as handwritten notes or holiday cards.

Leverage email drip campaigns to nurture long-term leads.

As Greg Harrelson notes, "A quick call or personalized email can turn a cold lead into a warm client."

5. Focus on Lead Sources That Work for You

Understanding and optimizing your lead sources is key. The National Association of Realtors (NAR) reports that 53% of buyers find their agents through referrals. Other effective lead channels include:

Social Media — Build relationships by answering questions or hosting live Q&A sessions.

Open Houses — Use these events to network and showcase properties.

Community Involvement — Sponsor local events to boost visibility and trust.

6. Keep Learning and Adapting

The real estate market is dynamic, requiring constant education. In 2024, AI tools like ChatGPT and real estate-specific software such as HouseCanary have reshaped how agents operate.

Steps to Stay Ahead:

Attend webinars and workshops to learn about new trends.

Take courses on negotiation, marketing, or technology.

Join professional organizations like the National Association of Realtors.

7. Track and Measure Your Performance

"If you can’t measure it, you can’t improve it," Greg often says. Use KPIs to understand your business health:

Lead Conversion Rates — How many leads become clients.

Marketing ROI — The effectiveness of each channel.

Closing Ratios — The percentage of deals you close.

Invest in analytics tools like Google Analytics and use data to refine your strategies.

8. Cultivate a Resilient Mindset

Figuring out how to get started in real estate also means embracing persistence. It’s not just about doing the work—it’s about sticking with it, even when it feels tough.

A study by Real Trends found that top agents average seven follow-ups before closing a deal. Resilience and adaptability are essential traits.

"Every rejection is a step closer to a yes," says Barbara Corcoran, founder of The Corcoran Group. Build habits that help you manage stress and stay motivated, like mindfulness practices or exercise.

Final Thoughts

Starting a real estate business requires dedication, strategy, and a commitment to growth. By following these actionable steps and incorporating insights from industry leaders like Greg Harrelson, you can create a business that thrives in today’s competitive market.

The journey won’t be easy, but with the right mindset and tools, success is within your reach. Start today by crafting your plan, building your digital presence, and committing to consistent actions that drive results.

Remember, if you need help on your path to real estate success, you can always join Greg's private community for Real Geeks users at www.RGMastery.com