What to Do When You Don’t Know What to Do
Feeling stuck or unsure of your next move in real estate? Whether you’re new, slow, or overwhelmed with too much on your plate, this episode is full of practical tips to help you move forward with confidence. We break down the real estate systems you actually need to build a strong foundation—before you start chasing leads or wasting time on things that don’t bring results.
We revisit lessons from episode 17 and add fresh ideas for today’s market. If you’re sitting in confusion wondering what to do next, we’ve got you covered.
Start with the Systems, Not the Leads
Most new agents focus immediately on finding clients, but without the right systems, that business won’t be sustainable. You need to build backward:
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Deliver – Set up repeatable systems for servicing clients.
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Convert – Work your database with care and follow-up.
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Attract – Use consistent marketing to bring in new leads.
The real estate systems you actually need will support you at every stage. Without them, you’ll end up overwhelmed or constantly starting from scratch.
Free Ways to Build Skills and Confidence
Don’t throw money at every shiny tool or ad. Start with free, effective strategies:
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Ask your broker which classes to take.
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Shadow a producing agent or offer to help with showings.
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Hold open houses, even if they’re for another agent.
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Preview listings to practice showing property and create content.
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Study the MLS like it’s your job—because it is.
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Post about real estate consistently on social media.
These actions build your knowledge, increase visibility, and help develop the systems you’ll rely on later.
Use Your Downtime Wisely
If you don’t know what to do, start with your email inbox. Use that momentum to tackle to-dos. Then turn to your database:
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Clean it up and reach out to contacts.
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Send market updates to past clients or homeowners.
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Reconnect with your sphere through DMs, comments, or handwritten notes.
Need something more structured? Firm up your buyer and listing consultations, create client folders, and define your processes. These are the real estate systems you actually need—ones that save time, increase professionalism, and ensure consistency.
Don’t Be a Secret Agent
Your database and online audience can’t refer you or hire you if they forget what you do. Be intentional with your posts:
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Share local knowledge and home tips.
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Highlight neighborhoods you want to work in.
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Reinforce what you want to be known for.
The agents who gain traction are the ones who stay visible and valuable—without always pushing a sale.
Spend Only Where It Counts
You don’t need to spend money to grow. But if you want to invest a little, here’s where it matters most:
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A roll of stamps to send handwritten notes or CMAs.
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Coffee with an A+ contact or potential referral partner.
Everything else—learning, building relationships, and creating content—can be done for free with a little effort and intention.
Avoid the Start-and-Stop Burnout Cycle
If you work only when you have a client and stop when you don’t, you’ll never gain momentum. Like a train, your business needs steady movement. Starting and stopping is what wears you out.
Keep doing what works even when you’re busy:
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Stay consistent with marketing.
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Keep engaging your database.
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Maintain your systems.
This is how you create repeat business and referrals without burning out.
You Can Shift Direction Today
You may not be able to change your destination overnight, but you can change your direction. Take one step today to organize your business, focus your marketing, and build the real estate systems you actually need to grow.
If you’re still feeling lost, go back and listen to Episode 17 for more actionable steps. And remember, you’re not alone—we’ve all been there.
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