Ask Cole McNew about his first year in real estate, and he’ll give it to you straight.
“I thought it was going to be a get-rich-quick scheme,” he laughs. “I saw all the videos online—‘Work when you want, make six figures’—and I thought, ‘This is going to be so easy.’”
The reality? After closing one deal early on, McNew didn’t close another transaction for six and a half months. Instead of quitting, he leaned into the discomfort. He showed up to the office every day, asked seasoned agents for advice, and built genuine connections in his community.
Today, McNew is a rising star in Monroe County, Michigan. In just his second full year, he surpassed $10 million in sales and followed it up with over $17 million in his third year.
McNew shared his journey with us, revealing what it truly takes to survive your first year in real estate. This is the kind of honest advice every new agent needs, raw, relatable, and full of lessons learned the hard way.
Expectations vs. Reality
“I thought it was going to be easy,” McNew said. “What I found was that it’s not. It still isn’t!”
When he entered the business, McNew negotiated a small stipend with his brokerage to help cover expenses in those first few months, something he recommends other new agents explore.
“Survival that first six months is near impossible when you’re making little to no money.”
He landed his first closing about three weeks in, then hit a long, brutal dry spell.
“I was in a total drought and reconsidering every decision I had ever made in my life.”
The Turning Point: “Put in the Work. Every Day.”
What changed? A new mindset and relentless consistency.
“I had to learn really quick. I was going to show up at the office at 9 a.m. every day. I was going to make 75 calls on Monday. Write 52 letters on Tuesday. And just keep going.”
Even when it felt like no one was listening, McNew kept at it.
“It’s terrible when you’re in it. But two years later, all that work wasn’t in vain. Those people are coming back around. They’ve seen the success, the awards. I’ve got their attention now.”
The daily grind wasn’t glamorous, but it laid the foundation for long-term growth.
“It was worth it in hindsight. But it doesn’t make it any less terrible while you’re doing it.”
The Best Thing I Did in Year One
One unexpected move that helped McNew succeed? Learning from commercial real estate pros.
“Go find a commercial real estate agent in your area. They’ve been dealing with buyer agent commission conversations since the beginning of time. They know how to confidently communicate their value.”
By listening to how commercial agents explained their fees and structured deals, McNew learned how to have confident conversations with buyers.
“The first time I had to say, ‘Here’s my worth, here’s what we’re going to be doing’—it was seamless.”
He also reached out to top residential agents in his market.
“I took the top three agents in our area out to lunch and said, ‘Tell me three things that I’m going to learn in the first three months of this industry. Be honest. I want to know.’”
5 Real Lessons for Real Estate Agents from McNew’s First Year
Looking back, McNew shared the lessons that helped him push through and eventually thrive. Here’s what worked, and what he’d tell any new agent trying to find their footing:
1. Find people who want you to succeed.
“Do the best you can to find a broker, an office, a team of people that just push you and guide you and don’t want to see you fail. It’s made like the world of difference for me.”
2. Treat it like a 9-to-5 (at least).
“I’m going to wake up on Monday. I’m going to show up at the office. That’s important. And I’m going to be there from 9:00 until 4:00. And I’m going to call 75 people today. And then I’m going to show up on Tuesday, and I’m going to write 52 letters. That’s what you have to do during those drought seasons.”
3. Listen to commercial agents.
“The best thing I ever did was listen to what commercial real estate agents in our area were saying. It made that conversation for me—the first time I had to present to a buyer—like, ‘Hey, here’s my worth, and here’s what we’re going to be doing.’”
4. Ask the right people the hard questions.
“I took the top three agents in our area out to lunch and said, ‘Tell me three things that I’m going to learn in the first three months of this industry. Be honest. I want to know.’”
5. Lead with heart and service.
“For me, it’s more a business of people… meeting a need for a person that didn’t know they had a need. That’s the part of the business that’s fascinating.”
Community as More Than a Business Strategy
McNew’s not just a fan of local engagement—he’s a product of it.
Born and raised in Monroe County, Michigan, he credits much of his business growth to deep roots in the community. He’s a 2024 graduate of Leadership Monroe, a nine-month business and civic immersion program that connects participants to every aspect of the region, from nonprofits to manufacturing hubs.
“Being part of that program gave me a full understanding of the heartbeat of my community,” McNew said.
“Since then, I’ve gotten involved with the Monroe County Business Alliance, helping bring new industry and economic development to Southeast Michigan.”
He also supports local nonprofits, helping them find affordable space and raising funds in creative ways.
“My heart is for the community. I’m not putting my name on that stuff. It’s just my small contribution.”
More Than a Career
For McNew, real estate isn’t just about transactions. It’s about people and purpose.
“It answers every question that I’ve ever had about myself. What do I want to do? I know I want to be with people. I know I want to be working in the community, making it a better place than how it started. Real estate’s kind of been the conduit to bring all of those things together for me.”
His story is proof that showing up with consistency, humility, and a heart for service creates real momentum.
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