Why Most New Real Estate Agents Fail (And How The Right Team Changes Everything)

The brutal truth about real estate? Most agents who get their license this year won't be in the business three years from now. It's not because they lack drive. It's not because the market is impossible. And it's definitely not because there aren't enough opportunities in a city like Los Angeles.

They fail because they make one critical mistake right out of the gate: they join a traditional brokerage thinking it's going to teach them how to build a business.

Spoiler alert: it won't.

I learned this the hard way. And after building a $200M+ team at eXp Realty, I've made it my mission to ensure no agent has to struggle through what I did.

If you're newly licensed in Los Angeles or Pasadena—or you're an experienced agent wondering why you're not hitting your goals—this might be the most important thing you read this year.

The Fork in the Road Every New Agent Faces (And Why Most Choose Wrong)

Picture this: you just passed your real estate exam. You're excited, motivated, ready to change your life. But now you have a choice to make.

Path One: Join a big-name brokerage. They promise leads, support, training, maybe even a signing bonus. The office looks impressive. The brand recognition feels safe.

Path Two: Join a real estate team that offers hands-on mentorship, proven systems, and real accountability.

Most agents choose Path One. And here's why that's usually a mistake.

The Harsh Reality of Traditional Brokerages (That Nobody Talks About)

I've been in this business for over a decade. I've seen hundreds of agents come and go. And the pattern is always the same.

New agents walk into these big brokerages thinking they're going to get the training and support they need. Instead, they get:

"Training" that doesn't actually teach you to sell. Sure, they'll teach you about contracts, compliance, and MLS systems. But do they teach you how to have meaningful conversations with prospects? How to overcome objections? How to build a pipeline that consistently generates business? Rarely.

Zero real accountability. Nobody's tracking whether you're making the right number of calls. Nobody's reviewing your conversations to help you improve. Nobody's ensuring you're converting prospects at the right percentages. You're basically on an island, hoping something sticks.

Promises that never materialize. "We'll give you leads!" they say. Then you realize those "leads" are recycled contacts that fifty other agents have already called. Or they're $40-per-lead internet inquiries that convert at 2%.

A sink-or-swim mentality. You get a desk, maybe a computer, and they wish you luck. When you struggle (and you will), there's no one there to catch you.

The result? Agents spend their first year going to caravan tours, posting generic social media content, and praying their cousin needs to buy a house. If they're lucky, they close one deal. Most don't even get that far.

Why I Almost Quit Real Estate (Before Everything Changed)

Let me tell you my story, because if you're struggling right now, you need to know you're not alone.
When I started in real estate, I thought I had it all figured out. I was confident, maybe even a little cocky. I joined a traditional brokerage because that's what everyone told me to do.

The first few months were brutal. I was making calls, but I didn't know what to say. I was going on appointments, but I wasn't converting. I was working harder than I'd ever worked in my life, but the results weren't there.

I remember one particularly low point: I'd been in the business for eight months and had closed exactly zero deals. Zero. I was burning through my savings, questioning everything, wondering if I'd made a huge mistake leaving my previous career.

That's when I made the decision that changed everything: I hired a coach.

Not just any coach—someone who had actually built a successful real estate business. Someone who could teach me not just what to do, but how to do it. Someone who would hold me accountable and wouldn't let me make excuses.

Within six months of getting real mentorship, everything shifted. I went from zero deals to my first six figures. But more importantly, I learned something that would shape everything I'd do moving forward:
The right mentorship doesn't just accelerate your success—it's the difference between succeeding and failing entirely.

The Borges Real Estate Team: Built on What I Wish I'd Had

That experience—the struggle, the breakthrough, the transformation—is exactly why I built The Borges Real Estate Team the way I did.

Every system, every process, every piece of training we provide is designed around one simple question: "What do I wish I'd had when I was starting out?"

The answer shaped everything.

What Makes Us Different (And Why It Matters for Your Career)

We train consultants, not order-takers. Most agents learn to ask, "What can I help you with?" We teach agents to become trusted advisors who solve problems clients didn't even know they had.
We use reverse prospecting to qualify upfront. Instead of chasing anyone with a pulse, we teach agents how to identify motivated, qualified prospects before they waste time. It's the difference between being busy and being profitable.

We track the metrics that actually matter. Forget about how many "touches" you make. We focus on two-minute conversations—the single best predictor of success in real estate. Hit 20 meaningful conversations per week, and you're on a $100K+ trajectory. It's that simple.

We provide both buyer and listing opportunities from day one. Most teams make rookies "pay their dues" handling only buyers for months or years. Not us. Our new agents get access to both sides of the business immediately, plus our 14,000+ lead database.

We've built a tech stack that actually works. Ylopo for lead generation, Follow Up Boss for CRM, Maverick AI for automated follow-up—all integrated and optimized to surface the hottest opportunities first.
We operate as a family, not just a business. Our core values aren't wall decorations. Creativity, Collaboration, Optimism, Obsession, Good Vibes Only, Growth—these shape how we coach, how we support each other, and how we celebrate wins.

The Proof Is in the Results (Real Stories from Real Agents)

Let me share some stories that illustrate what's possible when you have the right support system.
Allie was 21 years old when she joined us. Brand new to LA, no network, no experience in real estate. Just determination and coachability. Within 2.5 years on our team, she became a $150K+ listing specialist. The difference? She had mentors who showed her exactly what to do, and accountability that ensured she did it.

Jason came to us from another team where he was told "newbies had to wait their turn" for good opportunities. Within 48 hours of joining Borges, he had two listings on the board. Four months later, he'd closed six deals. Same agent, different support system.

Brandon had actually failed at his first brokerage and was ready to quit real estate entirely. His confidence was shot. He thought maybe he wasn't cut out for sales. With our mentorship and systems, he turned it around completely—three listings and two buyers within his first few months with us.

Pam left a banking career where she was making good money but felt unfulfilled. She went all-in on our training and produced $8M in sales in her first 12 months. She told me she made more in one month with us than she used to make in a year at the bank.

These aren't flukes or genetic lottery winners. These are regular people who got extraordinary results because they had extraordinary support.

The Power of 20 Two-Minute Conversations

Let me drill down on something specific that separates us from everyone else: our focus on meaningful conversations.

Most brokerages will tell you to "make 100 calls a day." That's garbage advice. What matters isn't the quantity of calls—it's the quality of conversations.

We've tracked this obsessively, and here's what we've found: agents who have 20 genuine, two-minute conversations per week consistently build six-figure businesses. It doesn't matter if you're in your first month or your tenth year. This metric predicts success better than anything else.

But here's the key: these aren't just any conversations. They're strategic, purposeful dialogues with qualified prospects. We teach our agents:

• How to identify who's worth talking to (and who isn't)

• What questions to ask to uncover real motivation

• How to position themselves as consultants, not salespeople

• When to advance the conversation and when to gracefully exit

One of our newer agents tracked 198 two-minute conversations before he got his first deal. That might sound like a lot, but spread over a few months, it's completely doable. And more importantly, by conversation 199, he knew exactly how to handle any situation that came up.

Busting the Biggest Myths That Keep Agents Stuck

After working with hundreds of agents, I've noticed the same limiting beliefs come up again and again. Let me address the big ones.

Myth #1: "Real Estate Is Easy Once You Get Your License"
This is probably the most dangerous myth in our industry. Getting licensed is just the beginning—it's like getting a driver's license and thinking you're ready for Formula 1.

Real estate is a skill-based business. You need to learn how to prospect, how to convert, how to negotiate, how to manage transactions, how to build relationships, how to handle objections, and dozens of other skills.

The agents who treat it like a hobby get hobby-level results. The agents who treat it like a profession—and invest in developing professional-level skills—build professional-level careers.

Myth #2: "Social Media Is Enough to Build a Business"
I see this constantly. New agents think they can post some Instagram stories and the deals will flow in.

Here's the reality: likes don't equal clients.
Social media can be a powerful tool for building your brand and staying top-of-mind, but it's not a prospecting strategy. You need real conversations with real people about real estate needs.

The agents making the most money aren't the ones with the most followers. They're the ones having the most meaningful conversations.

Myth #3: "Ego and Confidence Are the Same Thing"
This one almost killed my career early on. I thought confidence meant having all the answers, never showing weakness, always projecting strength.

The truth? Ego slows you down. Real confidence comes from competence—and competence comes from being coachable.

The most successful agents on our team are the ones who ask the most questions, seek the most feedback, and are constantly looking to improve. They're secure enough in themselves to admit what they don't know.

The Career Path: From Rookie to Leader
One thing that sets teams apart from brokerages is the clear growth trajectory. At a brokerage, your career path is usually: "Sell more houses." That's it.

On our team, we've built a true progression:
Level 1: Rookie Agent - You're learning the fundamentals, shadowing experienced agents, and building your first client relationships.

Level 2: Specialist - You've mastered the basics and are developing expertise in a specific area—maybe luxury homes, first-time buyers, or investment properties.

Level 3: Mentor - You're not just succeeding yourself; you're helping newer agents develop their skills.

Level 4: Leadership - You're helping shape the team's strategy and culture.

At each level, your income grows, but so does your impact. You're not just building a career; you're building a legacy.

The Mentorship Advantage (Why Experience Transfers Faster Than You Think)

Here's something most agents don't understand: experience transfers much faster through mentorship than through trial and error.
If you make 100 mistakes on your own, you learn from 100 mistakes. But if you shadow someone who's already made 1,000 mistakes (and learned from all of them), you can absorb those lessons without the pain.

On our team, new agents don't just get trained—they get mentored. That means:

• Shadowing top producers on actual appointments

• Role-playing difficult scenarios before they happen in real life

• Getting real-time feedback on their conversations and presentations

• Having someone to call when they're stuck, confused, or facing a situation they've never handled

This isn't theoretical. We track our agents' progression obsessively, and the data is clear: agents with mentors reach their first $100K 2-3 times faster than those who go it alone.

The Tech Stack That Actually Moves the Needle

Let's talk about technology for a minute, because this is where most brokerages really fall short.
They'll give you access to MLS and maybe a basic CRM, then leave you to figure out everything else. Meanwhile, successful agents are using sophisticated systems that automate follow-up, score leads by engagement, and surface the hottest opportunities automatically.

Our tech stack includes:
Ylopo for AI-powered lead generation - This isn't just another lead generation tool. Ylopo uses artificial intelligence to identify prospects who are showing early buying signals, sometimes months before they start working with an agent.

Follow Up Boss for CRM and pipeline management - Every lead, every conversation, every appointment is tracked and managed systematically. Nothing falls through the cracks.

Maverick AI for automated follow-up - Personalized video messages at scale, ensuring every lead gets attention even when you're busy with clients.

But here's the key: technology is only as good as the strategy behind it. We don't just give agents access to these tools; we train them on how to use them effectively.

Why Culture Matters More Than You Think

I've seen talented agents join teams with great systems and still fail. Why? Because culture eats strategy for breakfast.

You can have the best training in the world, but if you're surrounded by negative, uncommitted people, it's going to drag you down. Conversely, if you're surrounded by people who are positive, growth-minded, and genuinely supportive, it elevates everyone.

Our core values aren't just words on a wall:

Creativity - We encourage innovative approaches and out-of-the-box thinking.
Collaboration - We succeed together, not in competition with each other.
Optimism - We focus on solutions, not problems.
Obsession - We're committed to mastery and continuous improvement.
Good Vibes Only - We maintain a positive, supportive environment.
Growth - We're always learning, always evolving, always getting better.

These values shape everything we do, from how we coach agents to how we celebrate wins to how we handle challenges.

The Fast Forward Movement: National-Level Masterminds

One more advantage I haven't mentioned: our partnership with the Fast Forward Movement at eXp Realty.

This gives our agents access to national masterminds with top producers who are scaling from $8M to $260M in annual production. It's the best of both worlds—local coaching and support from our team, plus national-level strategy and networking.

Most agents never get exposed to the highest levels of the business. Our agents get that exposure from day one.

Team vs. Brokerage: The Bottom Line

Look, I'm not going to tell you that every brokerage is terrible or that every team is perfect. There are exceptions to every rule.

But after a decade in this business, after helping hundreds of agents build successful careers, here's what I've learned:

If you're hyper-disciplined, obsessed with figuring everything out on your own, and willing to spend years learning through expensive mistakes—a traditional brokerage might work for you.

But if you want to collapse the learning curve, build real skills quickly, and have accountability baked into your growth—a team is almost always the better choice.

What you'll learn in six months on the right team would take you three years to figure out on your own. And time is the one thing you can't get back.

Your Next Move: Don't Leave Your Success to Chance

If you're reading this, you're probably at a crossroads. Maybe you're newly licensed and trying to decide where to start. Maybe you're at a brokerage that isn't giving you what you need. Maybe you're on another team that's not the right fit.

Here's what I want you to know: your success in real estate isn't a matter of luck. It's not about having the right connections or being in the right place at the right time.
It's about making the right decisions, developing the right skills, and surrounding yourself with the right people.

The Borges Real Estate Team isn't for everyone. We're looking for agents who are coachable, committed, and ready to do the work. We're looking for people who want to build six-figure businesses, not just make a few deals.

If that sounds like you—if you're serious about building a real career in real estate in Los Angeles or Pasadena—then let's have a conversation.

Schedule a confidential conversation with me today. We'll talk about your goals, your challenges, and whether The Borges Real Estate Team might be the right fit for your career.

I built this team to give agents what I wish I'd had when I started. The mentorship. The systems. The accountability. The opportunity.

Don't spend years figuring it out the hard way. Let me show you a better path.

About the Author
Justin Borges is the Team Leader of The Borges Real Estate Team at eXp Realty — widely recognized as the best real estate team to join in Los Angeles. With over a decade of experience and $200M+ in sales, Justin built the team to give agents the mentorship, accountability, and tech he never had starting out. His mission is to help new and experienced agents fast-track success, build sustainable six-figure businesses, and thrive in a culture built on collaboration and growth.