Come on, when you got your real estate license, did you think you’d be working for free? I mean, you got into this career to make some money, not to give away your services like candy at Halloween, right? But let me let you in on a secret little tip that top agents understand: working for free is actually the quickest way to start getting paid work.

Sounds backwards, doesn’t it? But here’s the thing: real estate is a relationship business, and the more eyes that are on you, the more people will trust you. And when people trust you, what do they do? They hire you.

So if you are a new agent (or, for that matter, a struggling agent), here is your action plan: volunteer for anything.

What Kind of “Free Work” Am I Talking About?

Not all free work is created equal, you see? You don’t necessarily want to be running errands for some big producer just so you can say you’re “in the room.” Instead, try to aim for things that get you face-to-face with potential clients. Some suggestions include:

• Hold as many open houses as possible. Who cares if it is not your listing? Open houses are goldmines for networking. Talk to people, answer their questions, and show off your knowledge. (And definitely get their contact info!)
• Offer free CMAs (Comparative Market Analyses). Owners like to know their home’s value. Though they might not sell today, they’ll think of you when they’re ready to sell.
• Give free advice away. Your friend inquires about the market at a party? Don’t just say, “It’s good.” Educate them! Show them you’re the expert to turn to, and when they need an agent, they’ll be running to you.
• Get into online community groups! Respond to questions on local neighborhood forums or Facebook groups. When folks see you responding to awesome questions, they’ll message you via DM when they’re ready to buy or sell.
• Shadow high-producing agents. Offer to help with their open houses, administrative tasks, or even staging. You’ll learn, network, and even receive referrals.
• Get in touch with old clients. Even if you didn’t sell to them, make contact. They may send someone who needs your services.

Why does unpaid work inevitably produce paid work so swiftly?

It’s simple: exposure + trust = clients.

This is what happens when you work for free in the right ways:

You actually get to socialize with potential buyers and sellers. They get to know you as a real person, not some name on a business card.

You build credibility by showing your expertise, not just talking about it.

You make a list of potential clients. Some individuals are not ready yet, but when they are, they’ll think of YOU.

You earn referrals. The more individuals you help, the more they will speak about you.

Just think about it this way: each free CMA, each open house, each referral you give is planting a seed. Some seeds flower right away (hello, new listing!), and others take several months. But they WILL bear fruit.

Still Not Convinced? Take This 30-Day Challenge

If you’re unsure, here’s a little challenge for you:

For the next 30 days, just say yes to every free opportunity you have to meet potential clients. Open houses, CMAs, giving advice, social media posts—you get the idea. Track your results. I promise you’ll notice some improvement. The agents that do this blow right by the ones who are simply sitting around “waiting for business to come.”

So, are you in? Get out there, put in the effort, and see how quickly the paid work starts coming in!