Editor's note, September 25, 2026: an earlier version of this article, published June 1, 2026, contained figures and programme details that we could not trace to a published source. It has been rewritten using only the sources listed with the article. We regret the error.
Just registered, or about to be? See the best real estate brokerage for new agents in Ontario — what to look for before you choose where to start.
A new real estate agent's 90-day plan should build three things: a contact list you actually work, knowledge of one or two neighbourhoods, and habits that keep you compliant under TRESA. The daily targets below are suggestions to adapt with your broker or mentor, not statistics; what matters is doing the work consistently.
The realistic 90-day arc from licensed to first closing
The first 90 days are not for logos and websites. They are for the foundations that produce transactions: relationships, local knowledge and sound practice. The plan breaks into three phases of about 30 days each.
What success looks like at day 90
- Every contact you have is in a CRM, tagged and contacted at least once.
- You can talk confidently about one or two neighbourhoods.
- You have practised listing presentations and buyer consultations with your mentor.
- You have had real appointments with potential clients.
- You know your brokerage's forms and processes well enough to explain them.
- Nothing you have advertised breaches RECO's rules.
A first signed agreement in this window is a good outcome; don't treat its absence as failure if the pipeline is building.
Days 1-30: Foundations
Tech stack setup (days 1-7)
Set up your CRM and learn the e-signature and transaction systems your brokerage uses. Enter every contact you have and tag them by relationship. See our guide to the real estate agent tech stack.
Neighbourhood selection (days 1-14)
Choose one or two areas to know deeply — streets, schools, transit, recent sales, what's being built. Walk them. Our market updates and city pages give you the current numbers to start from.
Sphere announcement (days 14-21)
Tell the people you know about your new career with personal messages, not a mass blast. Every message must identify your brokerage — RECO's rules require the brokerage to be clearly and prominently identified in advertising, which covers websites and social media, and RECO notes that email signatures with promotional statements may be considered advertising.
Compliance fluency (days 21-30)
Learn your brokerage's representation agreements, the RECO Information Guide, how deposits are handled and RECO's advertising rules. TRESA's key changes took effect on December 1, 2023; make sure what you learn reflects them. Practise with your mentor until you can explain each document to a client.
Days 31-60: Generating first conversations
The 30 contacts per day rule
A target we suggest, not a statistic: aim for around 30 genuine touches a day — calls, messages, notes, coffees. The exact number matters less than doing it every working day and logging it in your CRM.
Three live activities per week
- Attend a home inspection with your mentor or a colleague.
- Host or co-host an open house.
- Practise a CMA presentation.
Content creation
Post useful, local content a few times a week: what sold nearby, what's changing in the neighbourhood. Check every fact and identify your brokerage.
First listing presentation prep
Build a presentation covering your local knowledge, how you price from sold comparables, your marketing plan and an honest read of current market conditions. Rehearse it with your mentor.
Days 61-90: Converting first transactions
Listing presentations
Aim to deliver real listing presentations from your network's referrals and your neighbourhood outreach.
Buyer consultations
Hold buyer consultations that cover needs, financing (send buyers to a lender or mortgage professional for pre-approval), neighbourhoods and the representation agreement. RECO explains that the agreement is a contract between the client and the brokerage — make sure the client understands that.
First transaction execution
When the first deal arrives, slow down. Review every form with your mentor, deliver the required disclosures properly and follow your brokerage's deposit and identification procedures.
Sphere reinforcement
Keep in touch with everyone in your CRM with genuine, useful contact — not only sales messages.
Common mistakes that derail the 90-day plan
- Inconsistent daily outreach. The plan only works if the contact work happens every day.
- Too many neighbourhoods. Depth beats breadth.
- Branding before relationships. Your logo doesn't matter at day 30.
- Advertising without the brokerage name. It's a RECO requirement.
- Rushing the first deal. Slow down and get it reviewed.
How Summitly supports new agents in the first 90 days
Every Summitly agent gets 1-to-1 mentorship from senior brokers, in person at the Vaughan office, with a virtual option where available. There is onboarding training when you join and training every week, and recordings may be provided. Coaching and office support come at no extra charge. Registration requires employment by a brokerage, so this is part of the choice you make before you're registered.
The platform gives you client-facing tools to work with from day one, including the instant home valuation, MLS® map search with sold data and city market reports. Summitly's Brokerage Leads are leads the brokerage generates — from summitly.ca enquiries, Summitly apps, Zara AI conversations, ads, social campaigns, call tracking, events — and hands to its agents. They are warm: the person contacted Summitly themselves about buying, selling or renting a home. Each lead goes to one agent only; it is not shared. Leads go to agents on the Leads Plan: $299 + HST a month, no transaction fees, with 90/10 on the business they bring themselves. There is no charge per lead; on a closed sale or lease from a Brokerage Lead the commission is split 50/50, and you work the lead in the brokerage CRM, with coaching to help you convert it.
Frequently asked questions
What if I don't have a strong sphere when I start?
Build one deliberately: reconnect with school, work and community contacts, and join two or three groups in your chosen neighbourhood. Log every new contact.
How many hours per week should I work in my first 90 days?
Treat it as a full-time job if you can. Protect time every day for outreach, learning and neighbourhood work, and agree a schedule with your mentor.
Should I focus on listings or buyers first?
Work both. Buyers often come first for new agents; listings come as your network and local profile grow.
What should I cover in my first buyer consultation?
Their needs, their budget and financing (with a referral to a lender for pre-approval), the areas that fit, and the buyer representation agreement — including that it is with your brokerage.
When should I expect to break even financially?
It depends on your market, your network and your brokerage's costs. Build a monthly budget of your fixed costs — RECO registration and insurance, board dues, tools, marketing, vehicle — and hold 12 months of personal expenses in reserve.
Key takeaways
- Foundations, conversations, conversions. Three phases of about 30 days.
- Daily contact is the engine. Pick a target with your mentor and hit it every working day.
- Depth beats breadth. One or two neighbourhoods, known well.
- Compliance from day one. Every piece of advertising names your brokerage.
Recruitment questions? Book a confidential conversation with Summitly (Coldwell Banker Summit Realty, Brokerage) and we will answer them in writing.
