Momentum is one of the most powerful forces in real estate. When you’ve got momentum, opportunities seem to appear everywhere. Referrals begin coming in, conversations lead to appointments, and appointments turn into closings.
But when you don’t have momentum, even the simplest tasks can feel overwhelming because you’re constantly wondering where your next opportunity will come from.
Two years ago, I decided to put the strategies I’d been teaching to the test. After spending years in leadership and coaching, I stepped back into selling real estate full-time to see if the fundamentals still worked in today’s market.
Within my first 90 days back in the business, I had more than $10 million in closed or pending sales. While my average sales price certainly helped those numbers, the experience reminded me that momentum isn’t something you’re given; it’s something you intentionally create.
If I had to start over tomorrow with no listings, no pipeline and no momentum, this is exactly how I’d spend my first 90 days.
Become an open house machine
If I needed to build business quickly, the first place I’d start would be open houses. One of the biggest advantages of open houses is that they create conversations.
Every person who walks through the door is raising their hand and saying they’re interested in real estate. Some are buyers. Some are neighbors. Some are future sellers. Every one of them represents an opportunity to build a relationship.
When I restarted my sales business, I didn’t have listings of my own. Instead, I approached top-producing agents and offered to host their open houses.
I promised them I would thoroughly research the property, professionally represent both them and their seller and send them a detailed recap afterward that they could simply copy, paste and forward to the homeowner. That created value for the agent while creating opportunities for me.
I also looked beyond the open house itself. Before every event, I’d walk the surrounding neighborhood, knock on doors and personally invite neighbors to stop by. I’d let them know why there might be additional traffic and encourage them to invite friends or family who had mentioned wanting to move into the neighborhood.
Before leaving, I’d close our conversation with one simple question: “I’d be the worst Realtor in the world if I didn’t ask: If the right opportunity came along, is there a price where you might consider selling?”
That question led to conversations I never would have had otherwise.
For an open house system that generates leads like clockwork, check out this article.
Give value to the busiest agent in your office
One of the fastest ways to build momentum is to attach yourself to someone who already has it. I’d identify the busiest single agent in the office and ask one question: “How can I make your life easier?”
Maybe it’s shooting listing videos. Maybe it’s writing social media posts, putting out signs or holding open houses. Whatever creates value for them, I’d volunteer to do it. Notice the approach isn’t asking for business. It’s earning it.
Busy agents often have more opportunities than they can personally handle. When you’ve consistently demonstrated that you’re dependable and willing to help, you’re far more likely to become the person they trust with overflow buyer referrals, lower-priced listing opportunities or business they simply don’t have time to get to.
There is power in proximity. Spend time with the people who are producing. Provide as much value as you can to as many high-producing agents as you can. This is the cheat code for overflow opportunities and building momentum.
Become the answer AI is looking for
Today’s consumers aren’t just searching Google anymore. Increasingly, they’re asking AI platforms questions like, “Who’s the best real estate agent in my neighborhood?” or “Who’s the expert on homes in this area?” That creates a tremendous opportunity.
I’d ask AI to identify the 100 most common questions buyers and sellers are asking in my market. Then I’d answer every one of them.
Some answers would become short-form videos. Others would become carousel posts, blog articles or neighborhood market updates. My goal wouldn’t be to create content for content’s sake. My goal would be to become the most helpful source of information in my local market.
The more consistently you answer the questions people are already asking, the more likely AI is to recognize your expertise and recommend you when consumers begin searching for guidance.
Want to get recommended by AI? Do the seven things mentioned in this article.
Build a referral network beyond your market
One of the smartest things a new agent can do is develop relationships with agents in feeder markets. I love the story of Heidi Harris in Raleigh, North Carolina. Early in her career, she identified Charlotte as one of the largest feeder markets for her area. She researched productive agents there and sent handwritten notes introducing herself, letting them know she welcomed referrals and even offering a higher referral fee than was typically expected.
She wasn’t asking for immediate business. She was planting seeds and building relationships. Yes, it led to early referrals, but it also led to relationships that consistently feed her referrals year after year. The key to momentum is not just to build something that happens one time. The best strategies yield results for years to come.
Become the expert in one neighborhood
Too many agents try to become known across an entire city. I’d rather become unforgettable in one neighborhood. I’d know every listing, every pending sale and every recent closing. I’d preview homes, study floor plans, learn the history of the neighborhood, and understand the schools, amenities and HOA updates. Then I’d create content specifically about that community.
The more specific you become, the easier it is for both consumers and AI to recognize you as the authority. For a detailed geographic farm plan of action, check out this article.
Build your database every single day
Momentum isn’t built solely through new conversations. It’s sustained by consistent follow-up. Every person I met through open houses, referrals, social media or community events would find their way into my database. From there, I’d stay in touch with valuable market updates, helpful resources, newsletters and personal check-ins.
A database isn’t valuable because it’s large. It’s valuable because it’s nurtured. Five meaningful additions every day over the course of 90 days creates relationships that can fuel your business for years.
Send an unsolicited video CMA every day
This remains one of my favorite listing strategies because it leads with value instead of asking for business. I’d identify a homeowner I know, record my screen and walk them through the current value of their property using a personalized video. I wouldn’t ask if they wanted to sell. I’d simply provide useful information they hadn’t requested.
People remember agents who provide value before asking for anything in return. Over the years, this strategy has generated listings because homeowners appreciated the insight and naturally reached back out when they were ready to make a move.
For a full breakdown on how to execute on this unsolicited video CMAs, check out this article.
Learn 1 new skill every week
Business growth and personal growth go hand in hand. During those first 90 days, I’d commit to mastering one new skill every week. One week might focus on negotiations. Another on AI. Then social media, listing presentations, objection handling or video marketing. During that week I would be obsessed with watching videos or listening to podcasts on how to master that skill.
Those improvements compound over time. By the end of three months, you’ll not only have more opportunities; you’ll be significantly better prepared to capitalize on them.
Protect your time like it’s worth millions
One of the biggest mistakes agents make is confusing activity with productivity. I’d avoid spending hours designing business cards, tweaking my website or perfecting my email signature. Instead, I’d invest my time in activities that create conversations, appointments and relationships.
Every hour should move the business forward. What we inspect, we can expect to get better. Keep a diary of the activities you do hourly. At the end of the day, evaluate which activities made the biggest impact and which ones killed your momentum. Adjust every day to become more efficient with your time, focusing on income and momentum-building activities.
Momentum comes from consistently doing the things that generate opportunities, not from checking off busy work that feels productive.
Become impossible to forget
Finally, I’d focus on becoming memorable. That means handwritten notes, birthday messages, thoughtful pop-bys, home anniversary gifts and simple “thinking about you” video texts.
The goal isn’t to constantly ask for business. The goal is to remain top of mind by consistently making people feel appreciated. Relationships built on genuine care always outperform relationships built solely on transactions.
Looking for a blueprint on how one agent grew her business 74 percent year-over-year by showing her genuine appreciation to her clients and sphere of influence? Check out this article.
The bottom line
Looking back, none of these strategies are flashy. There are no shortcuts, secret hacks or overnight success formulas. They’re simply proven habits executed consistently over time.
The next 90 days have the potential to completely change the trajectory of your business. The question isn’t whether these strategies work. The question is whether you’ll commit to doing them consistently enough to create the momentum that every successful real estate business is built upon.
Jimmy Burgess is the Chief Coaching Officer for HomeServices of America and President of Berkshire Hathaway HomeServices. Get connected on Instagram and LinkedIn.
