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New Agent Academy: How to achieve a 7-figure commission in real estate
Career switchers could fast-track their journey from newcomer to the elusive $1 million club by dedicating themselves to learning the industry’s harsh realities.
When new agents first enter real estate, they dream of becoming top performers and finding themselves among the industry’s elite.
Interested in taking your career to the next level? Join REB’s New Agent Academy. Free tickets here.
While it usually takes at least half a decade of experience and learning to enter the million-dollar club, one relative newcomer accelerated her career, becoming a top performer and a co-owner of a business in just a few years.
At 25, Meg Goodall entered real estate, focused on the fundamentals that drive deals, prospecting, follow-up, negotiation, and pipeline management, adopting the habits of a high-volume sales team to fast-track her results.
As a result of her dedication, Goodall reached $350,000 in gross commission income (GCI) in her first year, $750,000 in her second, before reaching $1.3 million in just her third year.
Now three years in the industry, Goodall had cemented herself as a prominent figure in Stafford’s property market in Brisbane’s north and transitioned into business ownership at Place Kedron.
Here is Goodall’s blueprint to become a top performer and join the million-dollar club:
Handle rejection well
According to Goodall, one of the first skills a new agent needed to develop was coping with rejection and not taking things personally.
In her first year, she became a “glorified telemarketer”, often calling 200 people per day, with only 20 answering the phone, which gave her a crash course in handling rejection, a core part of the job.
“You just have to be good at handling rejection, and it just comes from practice,” Goodall said.
According to Goodall, new agents often felt that client rejection was personal, with learning to let it go and move on from missed opportunities being key to survival in the industry.
“Reflect on why you lost, then just keep going.”
Goodall said that when an agent came up short, there was often a valuable lesson that would help them in the long run.
“Every time you lose, you’re so much closer to getting that win.”
Partner with the right experts
According to Goodall, there is no shortcut for new agents; they have to be open-minded and willing to go through the learning process.
She said entering the industry without any experience had proved to be a blessing in disguise, as she was able to dedicate herself to developing the necessary skills.
By approaching real estate with a curious mindset, Goodall said new agents could learn from those around them, including their competitors, and from their success.
“In my first year, I went to all of my competitors’ open homes, I knew who the best ones were, and I took what they did and made it my own.”
Additionally, she said that new agents should seek advice from professionals whom they trust and seek a strong mentor early in their career.
“It’s super important to have someone that you look up to and that you can go to for questions because real estate is really tricky to navigate, especially if you’ve never done it before,” Goodall said.
“You definitely need to have someone who can teach you the ropes.”
Similarly, Goodall said she had established a working partnership with a broker who was also relatively new to the industry, ensuring continuous client referrals.
In addition to creating a pipeline, Goodall said that having a strong relationship with a broker could prove useful when a buyer has difficulty with their finances.
Goodall said that in a recent transaction, she leveraged her relationship with her broker to facilitate the sale of a property when the deal looked likely to fall through.
“Having a good broker on your side is everything. If you are going to be a trusted advisor to your sellers and buyers, you need to know what you are talking about, and you need to back it up.”
Patience is key
Goodall said that while many people looked at real estate, saw the luxury cars and assumed it was an easy job to succeed in, the reality was very different.
She said the best in the industry often did work that went unnoticed, and their success came down to their dedication to improving themselves and their service.
“It’s hard work, and no one who is successful got it easy,” she said.
“The most successful agents are the ones that show up every day, they do the same thing over and over, but they fine-tune it and get better.”
Similarly, she said that agents had to become comfortable dealing with the emotional rollercoaster that accompanies a sales role.
“When you get a sale, and you get on a roll and build a team, it’s awesome, but the lows are worse than the highs, and you lose way more than you win.”
“If you can’t handle that, you won’t last in real estate,” Goodall concluded.
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.
REB New Agent Academy locations and dates: Brisbane – 28 May, Melbourne – 5 June, and Sydney – 12 June.
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