The first time Brianne Roth walked into a showing, she probably still had wildlife data sheets on her laptop. A few months earlier, she’d been working in the field, studying ecosystems. Now she was helping families choose where they’d build theirs. The shift from wildlife management to real estate was huge, but Fernie, British Columbia, felt like the right place to start something new.
Within eight months, she’d sold eight homes, reached over three million in volume, and earned a Rookie of the Year nomination.
Rookie Survival Kit Essentials
New agents can take a lot from Brianne’s first year. Here’s what helped her find her footing and keep things moving.
Time Block Everything
Brianne treated her calendar like part of her job. Every showing, client call, and deadline had a spot. That structure kept her from feeling overwhelmed once things picked up.
Blocking time protected space for the work that mattered. Even short blocks for follow-ups or training helped her stay consistent.
“Between subject dates, showings, and paperwork, having everything organized and time-blocked was the only way I stayed on top of things.”
Try this: Treat your calendar like a commitment, not a to-do list. Add time for outreach, admin work, and personal breaks just like you’d add a client appointment.
Color-Code Your Week
Brianne kept things simple. She used her phone calendar and color-coded checklists to keep things organized and easy to scan. “My phone calendar and color-coded checklists saved me more times than I can count,” she said.
Try this: Use colors to spot patterns in your week. If your calendar is full of client work and no prospecting, you’ll know where to adjust.
Use a CRM and Actually Open It
This one might seem obvious, but even the most simple things can progress your business. When it comes to must-have systems to keep you organized, Brianne says a solid CRM to track leads, reminders, and follow-ups is essential.
Try this: eXp gives every agent the freedom to choose the CRM that fits how they work best at no extra cost.
Once you’ve picked one, commit to it and use it daily. Log your leads, calls, and notes. What matters most isn’t doing it perfectly; it’s showing up consistently. You can explore your options and find setup guides in the CRM of Choice Toolkit.
Check In Every Day
This was Brianne’s secret to building relationships early. Each morning, she reached out to someone, like a client, a lead, or someone in her sphere. The goal was more about staying connected rather than selling. Those short, genuine touchpoints built trust and momentum.
“Every morning, I’d go through my client list and send at least one text, call, or email to move something forward. That daily outreach compounded into momentum and stronger relationships.”
Try this: Start your day by connecting with three people. A five-minute check-in can turn into your next deal or referral.
Stay Calm When It Gets Messy
One of Brianne’s early deals nearly fell apart during inspection. It was stressful, but she learned fast that calm communication keeps deals alive.
“No deal is ever completely “smooth sailing” — what truly matters is how you navigate the turbulence.”
Stay calm, focus on solutions, and keep everyone informed. It’s a skill every new agent learns the hard way and one that pays off for years.
Try this: When something goes wrong, call before you text. People handle bad news better when they can hear your tone.
Don’t Wait to Feel Ready
The perfect moment might not exist. Instead of waiting for the “right time,” Brianne jumped in and asked questions. She says, “the learning happens by doing, not by waiting.”
That willingness to move before she felt “ready” helped her grow faster and build confidence along the way.
Try this: Do one thing each day that pushes you outside your comfort zone. The only way to get experience is to start collecting it.
The Myth That Holds New Agents Back
One of the biggest myths Brianne discovered in her first year was that you need years of experience to do well in real estate.
“What you really need is consistency, authenticity, and the willingness to show up for your clients every day,” she says.
Those habits helped her earn respect early and build real relationships that lasted beyond closing day.
How Brianne Stays Grounded
Real estate moves fast, especially in your first year. Brianne learned that creating small routines outside of work kept her focused and balanced through the busiest seasons.
- Morning pick-me-up: Iced green matcha oat latte
- Workday essentials: Notebook, pen, and comfortable shoes
- Favorite way to recharge: Fly fishing, snowboarding, or walking her dog, Revy
- Celebration ritual: Dinner at Nevados in Fernie or a quick mountain weekend
- Soundtrack to her showings: “Long Cool Woman” by The Hollies
Those small rituals remind Brianne that staying grounded is part of building a business that lasts.
Looking Back
Brianne started with zero experience and built her career one habit at a time. For new agents, her story is a reminder that growth comes from consistency and care. The systems you build today are what carry you through the hard days and make the good ones possible.
