This week on RealTrending, Tracey Velt talks with Jay Papasan, executive at Keller Williams Realty and co-author of The Millionaire Real Estate Agent.

Tracey and Jay talk about what it really takes for rookie agents to thrive in today’s market, from building a solid database to developing effective lead generation habits early on. Jay shares the inspiration behind his new and upcoming book The Rookie Real Estate Agent and offers some veteran advice on prospecting, compliance, and why foundational business habits matter more than flashy branding.

Here’s a glimpse of what you’ll learn:

Most new agents fail because they miss the fundamentals.

A database of 250+ contacts is a tipping point for success.

Lead generation beats branding—especially in the early days.

AI tools can support—but not replace—agent action.

Open houses remain a top lead source for beginners.

New agents need structure, discipline, and a runway to succeed.

Related to this episode:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

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