9 Common Mistakes New Brokers Make and How to Avoid Them
Navigating the world of real estate brokerage can be challenging for newcomers, with numerous pitfalls waiting to derail their careers. This insightful article draws upon the wisdom of seasoned professionals to shed light on common mistakes that new brokers often make. By understanding these potential missteps and learning how to avoid them, aspiring brokers can set themselves up for long-term success in this competitive industry.
- Focus on Building Substantial Client Relationships
- Prioritize Service Over Sales for Long-Term Success
- Implement Consistent Follow-Up to Close Deals
- Earn Trust Through Active Client Communication
- Start Slow to Provide Exceptional Client Experiences
- Understand People to Build a Lasting Career
- Set Clear Expectations from the Beginning
- Develop Systems Before Scaling Lead Generation
- Invest in Long-Term Relationships for Sustainable Growth
Focus on Building Substantial Client Relationships
One of the most prevalent errors I notice in young brokers is that they feel they have to be all things to all people. They are so busy trying to manage every lead and every transaction that comes their way that they neglect to build more substantial relationships with clients. It's tempting to do every deal, but in so doing, you dilute yourself and end up spread too thin. Burnout results, and you fail to maintain the level of service that you should.
The secret to not falling into this trap is to concentrate on developing solid, substantial relationships in your marketplace. I always tell new brokers to choose a particular area or demographic to specialize in and know everything about it. You want to be the go-to expert for a particular group of people or a particular neighborhood. Once I changed the direction of my attention and refined my target market, my business success skyrocketed. We began to receive more repeat business and referrals, and the quality of our leads was much better.
Another tip: Don't be afraid to make a phone call. Too many new brokers use texts or emails too much, but that's not how you build trust in real estate. Real relationships are formed through dialogue. If you want to be remembered, call your clients, check in often, and demonstrate that you care. People value authenticity and follow-through.
Prioritize Service Over Sales for Long-Term Success
One of the most common mistakes I see new real estate brokers make is focusing too heavily on transactions and not enough on relationships. It's easy to get caught up in chasing leads and closing deals, but long-term success in real estate comes from building trust and being genuinely invested in your clients' goals.
My advice? Slow down and prioritize service over sales. Treat every client interaction as the beginning of a lifelong relationship — not a one-time deal. Listen more than you talk, follow up even after the sale, and build a network based on value and reliability. The referrals will follow.
— Jerry Hendriks, Broker of Record
RE/MAX Hendriks Team Realty, Niagara & Hamilton, Ontario
Implement Consistent Follow-Up to Close Deals
New real estate brokers often focus too much on lead generation and not enough on follow-up. They chase more contacts, more calls, and more names in the database. However, they overlook the daily discipline of consistent, personalized follow-up. A contact made once is a lead. A contact followed up with is a relationship. Relationships close deals.
In my first few years, I learned this the hard way. I had leads slipping through because I didn't stay connected. When I shifted to a system that prioritized daily follow-up, I saw immediate results. Deals came from people I had written off. Clients referred others because I stayed in touch. This business rewards consistency, not bursts of activity.
New agents should build a habit of checking in, even when there's no news. Use simple tools like a spreadsheet, a CRM, and even a notebook. The key is tracking your touches and making sure you follow through. If someone says, "Call me in three months," you call them in three months. That one action builds more trust than a dozen marketing emails. Your pipeline isn't about who you meet. It's about who remembers you.
Earn Trust Through Active Client Communication
"Real estate isn't a house business--it's a people business. If you're not building trust, you're just opening doors."
One of the biggest mistakes I see new real estate brokers make is thinking the job is about houses, when in reality it's not. It's more about the people who are going to live in them. New brokers spend most of their effort focusing on the listings, square footage, and features, and not enough on listening, managing emotions, and setting clear expectations.
They also fail to realize how much of this business thrives on follow-ups. Sending one email and waiting for a response is a fast track to a quiet phone. My advice? Build relationships, not just transactions. Return calls faster, communicate clearly, and never forget that in this business, trust is your currency; earn it, protect it, and your business will grow faster than your listing inventory.
Start Slow to Provide Exceptional Client Experiences
One big mistake I see with new real estate brokers is that they try to take on too many clients too fast. They think more clients means more money, but what happens is they get overwhelmed and don't serve any of them well. This leads to missed calls, rushed deals, and burned-out agents. My advice is to start slow and give every client your full attention. A few great client experiences will lead to more referrals and better reviews than trying to juggle ten deals at once. With how tight and competitive the market is right now, relationships matter more than volume.
Understand People to Build a Lasting Career
One of the most common mistakes I see new brokers make is chasing volume instead of building relationships. They focus so much on leads, deals, and numbers that they forget this business is built on trust. Clients can sense when you're just trying to close them - and they'll move on.
My advice? Slow down. Listen more than you speak. Learn the "why" behind your client's move - not just the what. That connection is what builds long-term business. The best brokers I know aren't just good at selling - they're great at understanding people. That's the difference between someone who closes a few deals... and someone who builds a career.
Set Clear Expectations from the Beginning
One common mistake I see new real estate brokers make is failing to set clear client expectations from the beginning. Whether it's about pricing, timelines, communication, or the overall process, unclear expectations can quickly lead to frustration, misunderstandings, and damaged trust. New brokers may avoid difficult conversations in an effort to be accommodating, but this often backfires when reality doesn't match the client's assumptions.
My advice is to be upfront and honest early on--clearly explain market conditions, outline the steps involved, and establish how and when you'll communicate. Clients appreciate transparency and guidance, even when the news isn't ideal. Setting the right expectations builds trust and makes the entire transaction smoother for everyone involved.
Develop Systems Before Scaling Lead Generation
One common mistake I see new real estate brokers make is focusing too much on chasing leads and not enough on building systems that convert and retain those leads. They spend time and money generating interest, but without a reliable follow-up process, most of it slips through the cracks.
My advice? Build your CRM, follow-up sequences, and communication plan before ramping up lead generation. It's easier to scale once your backend is dialed in. Also, focus on creating value for people—not just closing deals. The long-term relationships you build early on will become your most consistent and cost-effective lead source down the road.
Start with structure, and growth will come faster—and last longer.
Invest in Long-Term Relationships for Sustainable Growth
One common mistake new real estate brokers often make is focusing too heavily on short-term wins rather than investing in long-term relationships. In the early stages, it's tempting to chase commissions and prioritize volume, but this mindset can lead to pushing deals that aren't truly in the client's best interest. When clients feel like they're just a transaction, it damages trust and drastically reduces the chances of referrals or repeat business.
To avoid this pitfall, new brokers should focus on being relationship-driven from day one. That means taking the time to understand each client's unique goals, being honest and transparent throughout the process, and prioritizing service over sales. Even if a deal doesn't happen right away, treating people well and offering real value builds credibility and creates a strong foundation for long-term success.
In this business, your reputation is everything--and the brokers who play the long game are the ones who thrive.
