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A short, non-credit lesson (about 15 minutes) for post-licensing, a career-launch course, a new-member orientation or a graduate email. It stands on its own. Use it as is, shorten it or put your school's name on it.

For schools: This is professional development, not CE or post-license credit. It has no state approval. If your school wants credit for it, your school files it with its own state.

For students: This is general real estate advice, not legal advice. Always follow your broker's rules and your state's rules. No lesson can promise you clients; this is a simple plan that many new agents follow.

1. Outline

2. The lesson

1. Start with the people you know

You just passed your exam. The big question is: where do the first clients come from?

For most new agents, the answer is the people they already know: friends, family, neighbors, old coworkers, classmates, the parents from your kid's team. People like to work with someone they already trust.

Your first job is simple: write the list. Aim for 100 to 200 names. Don't judge anyone. Your cousin may not be buying, but her boss might be.

For each person, write down:

• their name
• how you know them
• the best way to reach them (email, phone)

Keep the list in one place you'll actually use. A spreadsheet is fine. The best system is the one you open every day.

Try it now: write down 20 names in the next 5 minutes. You'll be surprised how fast it goes.

2. Tell everyone you're licensed

Many people you know don't know you're now an agent. Tell them, in two steps.

Step 1: one friendly note to everyone. Keep it short and about them, not you. For example:

"Big news: I'm now a licensed real estate agent with [Brokerage]. If you or anyone you know is thinking about buying, selling or just has a question about the market, I'd love to help. No pressure, ever. Thanks for cheering me on!"

Step 2: a personal word with each person. Over the next few weeks, call, text or message people one by one from your own phone. A two-minute chat means more than any email.

Good to know:

• Send emails only to people you know, and give them an easy way to say "no more emails".
• Ask your broker to check your note before you send it, including what your state asks for on anything that markets you.
• Your broker can tell you the rules in your state for calls, texts and email.

3. Hold your first open house

You may not have listings yet. That's normal. Many new agents start by hosting open houses for other agents in their office. The listing agent gets help, and you meet people.

Think of an open house as a place to meet people, not only to sell that one home. Many visitors are early in their search and don't have an agent yet.

Before the day

• Ask your broker or a busy agent in your office if you can host one of their listings.
• Learn the home and the neighborhood. Know the nearby schools, parks and coffee shops.
• Bring an easy sign-in: a sheet, a tablet or a QR code guests can scan.

On the day

• Greet everyone. Ask an easy question: "What brings you out today?"
• Ask if they're working with an agent. If they are, respect that.
• Ask guests to sign in so you can send them details.

After the day

• Follow up within 24 hours with a short, personal thank-you.
• Send the listing agent a quick summary: how many people came and what they said about the home.
• Keep in touch with the visitors who want to hear from you. One email isn't follow-up; a few friendly touches over the next month are.

4. Ask for your first review

When you're new, people can't look up your track record. Reviews from real people help fill that gap.

Who to ask

• your first clients, after you help them
• an open house visitor you really helped (answered questions, sent useful info)
• someone you helped with a real estate question, even before they bought

How to ask

"It was great helping you this week. Would you mind writing a few honest lines about what it was like to work with me? It really helps someone new like me."

Rules to follow

• Ask only people who actually worked with you. Never write fake reviews or ask friends to pretend.
• Never pay, give a gift or offer anything in return for a review.
• Follow your broker's and your state's rules on where and how you show reviews.

Make it a habit: every time you help someone, ask.

5. Thank every referral

A referral is when someone sends you a client: "You should call my friend, she just got licensed." It's the best compliment in this business.

Always thank the person. A call, a handwritten card, a short note. Tell them how it went (without sharing private details).

Never reward the person: no cash, no gift cards, no "referral bonus". A warm, honest thank-you is the way this lesson teaches. Federal law (RESPA) and state rules cover payments for referrals, so ask your broker what applies to you.

Keep a weekly rhythm. Small steps, every week, beat big bursts:

• Add 5 new people to your list.
• Have 10 real conversations.
• Host or help at one open house.
• Ask one person for a review.
• Thank every referral the same day.

Pick these or your own numbers, write them down and check them each Friday. A mentor or your broker can help keep you on track.

Wrap-up: first clients often come from people who know you, people you meet, and people they send your way. Write the list. Tell them. Show up. Ask. Say thank you.

3. Video script (2 to 3 minutes)

One speaker, plain background. On-screen text in [brackets].

[Your first 10 clients]
Congratulations, you're licensed! Now the big question: where do your first clients come from?

For most new agents, it's simple. They come from people you already know, people you meet, and people they send your way. Here's a five-step plan.

[1. Write your list]
Write down everyone you know. Friends, family, neighbors, old coworkers. Aim for 100 to 200 names. Don't judge who might buy. Just write.

[2. Tell them you're licensed]
Send one short, friendly note: "I'm now a licensed agent. If you or anyone you know has a question about buying or selling, I'd love to help." Then, over the next few weeks, reach out to people one by one. A real conversation beats any email. And ask your broker to check your note first. Many states have rules about what goes in it.

[3. Host an open house]
No listings yet? No problem. Ask an agent in your office if you can host one of theirs. Greet everyone, ask what brings them in, and have an easy sign-in. Follow up within a day. And send the listing agent a quick summary. They'll remember you.

[4. Ask for reviews]
Every time you help someone, ask for a few honest lines about working with you. Only ask people you really helped. Never pay for a review, and never fake one.

[5. Thank every referral]
When someone sends you a client, thank them right away. A call, a card, a note. But never reward them with money or gifts. Ask your broker about the rules where you work. A sincere thank-you is the way.

[Your weekly rhythm]
Every week: add five people to your list, have ten real conversations, help at one open house, ask for one review, and thank every referral.

Nobody can promise you clients. But small steps, every week, add up.

[Follow your broker's and your state's rules. This is general advice, not legal advice.]
Write the list. Tell them. Show up. Ask. Say thank you. You've got this.

4. Student handout

The one-page plan has its own printable page: Your first 10 clients: the one-page plan.

5. Quiz (3 questions)

1. Where do most new agents find their first clients?

   1. Paid online leads
   2. People they already know, and the people those people send them
   3. Cold calls to strangers
   4. Billboards

   Answer: b.

2. A friend sends you a buyer who closes. What's the right way to respond?

   1. Send your friend a $100 gift card
   2. Give your friend part of your commission
   3. Thank your friend warmly, with a call, card or note, and give no money or gift
   4. Say nothing

   Answer: c. Thank, never reward. Federal law (RESPA) and state rules cover payments for referrals; ask your broker what applies to you.

3. Which person should you ask for a review?

   1. A friend who has never worked with you
   2. A client or visitor you actually helped
   3. Anyone, if you offer a small gift in return
   4. Yourself, using a different name

   Answer: b. Ask only people who really worked with you, and give nothing in return.

6. Optional box: tools that help

Schools may leave this box out. The lesson works without it.

General information, not legal advice. Schools, trainers and agents follow their own state's rules and their broker's.