How to Get Your First 10 Real Estate Transactions
Your first 10 real estate transactions come from a simple plan worked every week: build your database, schedule daily lead generation, learn the buyer and seller conversations, follow up until people decide, and track your numbers. At Medway Realty in Sarasota, new agents work this plan with weekly coaching and the 90-Day Agent Accelerator.
This page is part of Medway’s guide to real estate agent coaching in Sarasota.
Why the first 10 transactions matter
The first 10 transactions are where a new agent proves the business works. According to the NAR 2026 Member Profile, agents with two years of experience or less had a median of 2 transaction sides and $8,000 in gross income. The typical member, with 13 years of experience, had 9 sides and $59,200.
Getting to 10 transactions sooner means building habits most agents take years to form. The steps below are the habits that close that gap.
A step-by-step plan for your first 10 transactions
1. Build your database
Write down everyone you know: family, friends, past coworkers, neighbors, people from school, church, the gym and your kids’ activities. Put every name into a CRM with a phone number and email. For many new agents, early business comes from people who already know and trust them.
2. Tell people you are in real estate
Contact everyone in your database personally. A short call or message is enough: you are now a licensed agent, and you would love to help them or anyone they know who is thinking about buying or selling.
3. Schedule daily lead generation
Block time for lead generation every working day, before appointments fill your calendar. Treat it like a meeting you cannot move. See real estate lead generation training for lead sources and a weekly rhythm.
4. Hold open houses
Open houses put you in front of buyers and neighbors who may sell. Ask experienced agents in your office if you can host their listings, prepare before each one, and follow up with every visitor within a day.
5. Learn the buyer consultation
Most first deals are buyers. A buyer consultation sets expectations, explains how you work and gets a signed buyer agreement before you start showing homes.
6. Learn the listing presentation
Your first listing changes how people see you. Learn how to price a home with comparable sales, explain your marketing plan and answer common seller questions.
7. Follow up until people decide
Most people are not ready the first time you talk. Log every conversation and set the next follow-up date before you hang up. Keep following up until they buy, list or ask you to stop.
8. Lean on your broker for your first contracts
Have your broker review your first offers and contracts. Mistakes on early transactions cost time, money and reputation, and a second set of eyes prevents most of them.
9. Track your numbers every week
Count conversations, appointments, signed agreements and closings each week. Your numbers show which activities are working and where to spend more time.
Common mistakes that slow down new agents
- Waiting for business instead of time-blocking for it.
- Buying leads before having a follow-up system.
- Skipping the buyer consultation and showing homes without an agreement.
- Stopping follow-up after one or two attempts.
- Writing first contracts without broker review.
- Not tracking numbers, so there is no way to see what works.
How Medway helps new agents reach their first 10 transactions
Medway coaches this plan through Learn Work Close, built on four pillars: Marketing, Sales, Systems and Leadership. See the full coaching overview for how the pillars fit together.
- Every agent, on either plan, gets a main weekly coaching session and the 90-Day Agent Accelerator at no extra cost.
- The 90-Day Agent Accelerator is a 12-session onboarding track for new agents, led by Andrew Clark.
- Coaching is available to every agent and never required. It is there whenever you need it.
- On Team Medway Realty, agents typically receive 15-20 leads per month, have the broker go on appointments with them, and get additional one-on-one and small group coaching sessions.
- The 100% Commission Plan has $0 monthly fees.
- Medway Academy has 300+ training videos.
- The broker is available 7 days a week, 12 hours a day.
- Agents can switch plans every 90 days.
For the full list of verified details, see Company Facts.
Related training
Related training in this series: Real Estate Lead Generation Training, Real Estate Prospecting Training, and the 90-Day Agent Accelerator.
Choosing a brokerage as a new agent? Read the best real estate brokerage for new agents in Sarasota guide.
Frequently asked questions
It depends on daily activity. According to the NAR 2026 Member Profile, agents with two years of experience or less had a median of 2 transaction sides. Agents who build a database, generate leads every day and follow up consistently can move much faster than the median.
Most start with their sphere and database, then add open houses and one or two more lead sources. Personal outreach to people who already know you is often the fastest path to a first deal.
No. Buying leads before you have a follow-up system often wastes money. Build your database and follow-up habits first.
No. Coaching is available to every agent on both plans at no extra cost, but nothing is mandatory. It is there whenever you need it.
Every agent gets a main weekly coaching session and the 90-Day Agent Accelerator at no extra cost, plus access to the broker 7 days a week, 12 hours a day. Team Medway Realty agents also receive leads and additional one-on-one and small group coaching.
Talk to Andrew
Want a plan for your first 10 transactions? Book a 30-minute call with Andrew Clark (opens in new tab). Learn more about Andrew Clark.