What are you interested in?
What are you interested in?
What are you interested in?

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How to Get
Started in Real

How did I go from an unknown to one of the world leaders in the real estate market? That’s what I’m here to teach you! I’ll be going over some general guidelines on how to get started in real estate, as well as giving you a sneak peek into some of the concepts you’ll learn from my full online course, Sell It Like Serhant. You’ll learn how to get licensed to sell, and I’ll teach you some of the techniques I figured out on my rocky road to becoming a top agent so you can have a better start than I did. 

 Don’t be intimidated if you’ve heard that current market trends are making things tough on real estate agents. I see headlines like this one from CNN trying to explain “why it’s not a great time to become a real estate agent” constantly. I disagree with the claims that a low market means it’s a bad time to learn real estate. In fact, I think the BEST OPPORTUNITIES can be found in challenging markets. And if you stick with me, you’ll be able to thrive in any market. 

First thing’s first, though. Here are my tips on how to get started in real estate. 

Find your state’s requirements for becoming licensed. 

 You can’t become a real estate agent without earning your real estate license, and there’s no such thing as a national license. You’re going to have to follow your state’s requirements to get licensed. If you want to sell properties in other states, you’ll need to get those credentials too. Simply look up your state’s real estate regulatory office online to get your list of requirements. Most states will have basic requirements for age, a high school diploma or GED, pre-licensing courses and post-licensing criteria, exams, background checks, and application fees. 

 No matter your state, you’re going to have to complete the necessary number of course hours at a licensed real estate school. The course hours and curriculum will depend on what state you’re trying to sell in. Required hours may be in the double digits, or you may need close to 200 before you can take your licensing exam. You’ll generally have a few options for completing your coursework. This may include taking online courses or taking classes at a real estate school or a local community college. 

 Your licensing exam will be divided into two sections, and you’ll need to earn a passing grade in both of them to get your license. The first section is a national test on general real estate practices and principles. The second section will be specific to your state’s real estate laws. 

 After passing the exam, you’ll need to submit your application and any required supporting documents to your state’s regulatory organization, so they can send you your license. At this point, you’ll finally be able to work as a real estate agent!  

Establish your tenants of work. 

 I got into real estate in the first place because I didn’t want to have a ceiling on my earning potential, and I knew that if I performed well enough, no one could tell me what to do with my business. Before you can really start on your road toward success as a real estate agent, you’ll need to master the tenants of work that I like to call the Four W’s. These will help you establish what you’re trying to accomplish and how you intend to get there. Here’s a basic breakdown. 

  1.   The Why

    This is your reason for wanting to get into real estate in the first place. Like I said, my “why” was to achieve as much as I wanted with no ceiling.

  2. The Work

    This is what you’ll need to do in order to achieve your goals. My work revolves around expanding my network and helping my team. At least, that’s what it is now. In the beginning, my work was meeting people in person on the street. These days, I use social ads and other digital and traditional marketing techniques to build my network.

  3. The Wall

    This is the thing that terrifies you most. It’s a moment that you’re running from. And it’s part of your motivation for getting into real estate sales in the first place. My wall goes back to when I was struggling with money early into my career. It’s a place that I know I never want to go back to. It’s what drives me to make sales. A great salesperson is able to thrive under pressure, and your wall is your key to doing that.

  4. The Win

    This is what you’re actually trying to accomplish with your real estate career. It’s the endgame. You probably have plenty of short-term goals that you set each year. Maybe you want to increase your income from the previous year or sell more properties. But what’s the long-term reason you’re in this profession? What’s really driving you? These days, my win is changing the world of sales.

If there’s one thing I want you to take away from all this, it’s that everything needs to be sold. Every idea has to be sold to people in some way. So the better we can become as salespeople, the better the world will be. Once you’ve discovered your Four W’s, you’ll be ready for the rest of the lessons I have to teach. 

Learn how to create markets when challenges arise. 

Remember how I said that I don’t believe there’s a time when you shouldn’t become a real estate agent? That’s because the most skilled agents know how to CREATE MARKETS where there seemingly are none. This is the MOST IMPORTANT thing you’ll need to learn to really start achieving success. 

 It’s true that the housing market is crazy right now. A big part of it is COVID-19 and the lockdown restrictions that were put into place as a result. You can’t shelter in place when you don’t have the shelter, right? This caused the demand for housing to go through the roof, and it’s created the rare instance of a seller’s market. On paper, now is a fantastic time to sell properties. So, what’s the issue? Right now, there are two: There are fewer houses than usual available to buy, and sellers are holding onto properties for fear of not being able to find anywhere else to live. 

 Just because the market is challenging, however, doesn’t mean that you can’t absolutely thrive in it. You just need to realize that the usual rules don’t apply right now, and I’ve got your new game plan with my brand-new course on How To Win In A Low Inventory Market. You’ll learn how to adapt the way you generate leads, build relationships with buyers and sellers, network with other professionals, and even the way you close deals to our current market. 

 I can’t give away all my secrets here, but I can tell you the four objectives we’ll be covering together to give you your best possible start in the volatile market. Here’s the breakdown. 

 Objective #1

Discover the changes that you’ll need to make in your work habits to establish yourself as a true Market Maker! 

 Objective #2

Mentally prepare your buyers with the current market and a solid financial plan, so you’re always ready with the strongest offer! 

 Objective #3

Learn to close deals and lock up contracts in the current environment, overcome any post-contract challenges, and even recover deals that you thought were lost! 

 Objective #4

Build strategies that convince clients to sell, and learn how to lead them to their next property! 

The full How To Win In A Low Inventory Market course will teach you everything you’ll need to know to adapt your techniques to both buyers and sellers, so you can become the market master in your area and experience a sensational start to your real estate career. 



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  • Ryan Serhant is a founder, entrepreneur, producer, public speaker, bestselling author, star of multiple TV shows, and Chief Executive Officer of SERHANT., the rapidly growing tech-forward real estate organization comprised of two core businesses: brokerage and education. Founded in 2020, SERHANT. is a content-to-commerce technology ecosystem revolutionizing the sales industry. SERHANT. is home to the first ever full-service, award-winning, in-house film studio solely dedicated to real estate content, and its digital education platform is comprised of more than 14,000 members across 110 countries.