So you’ve decided to become a REALTOR® in Richmond, Virginia—home of charming historic neighborhoods, competitive Chesterfield and Henrico suburbs, and one of the most dynamic real estate markets in Central Virginia. Welcome to the adventure.

Your first 90 days will make or break your momentum. They’re the foundation of your entire real estate career, and at The Wilson Group, we’ve coached hundreds of agents through this exact journey. Whether your goal is to help first-time buyers find their dream home in Midlothian, list luxury properties in the West End, or build a property management portfolio across Central VA, this guide will show you exactly how to crush your first three months.

And we promise to keep it fun, energetic, and refreshingly non-stuffy—just how we like to do things at The Wilson Group.

Step 1: Know Your Market Like a Local (Because You Are One)

Great agents don’t just know real estate—they know Richmond real estate. That means understanding the neighborhoods, the lifestyle, the history, and what makes each area in Central Virginia special.

In your first 90 days, immerse yourself in:

Richmond neighborhoods
Church Hill, The Fan, Scott’s Addition, Manchester, the Museum District—each area has its own vibe and buyer profile.

Chesterfield County suburbs
Midlothian, Bon Air, Brandermill, Woodlake—perfect for families, yard space, community amenities, and top-rated schools.

Henrico County communities
Short Pump, Glen Allen, Lakeside, Varina—fast-growing, convenient, and packed with modern developments and shopping.

To succeed as a new Central Virginia real estate agent, you need to know price points, average days on market, local attractions, and common home styles from brick ranchers to historic row homes to new builds.

Spend time driving around, visiting open houses, and talking to local builders and inspectors. Understanding the lay of the land helps you confidently guide homebuyers and sellers from day one.

Step 2: Build a Powerhouse Real Estate Toolkit

You don’t need every gadget and platform under the sun—just the essentials that make you efficient and trustworthy.

Your first 90 days should include:

Mastering the MLS
The Central Virginia MLS is your new best friend. Learn how to create hot sheets, track new listings in Henrico or Chesterfield neighborhoods, and interpret market trends.

Learning CMA skills
Comparative Market Analyses are crucial for both buyers and sellers. Practice running CMAs for homes in the Museum District, Bon Air, and Chester.

Understanding contracts and disclosures
Virginia contracts have nuances that every REALTOR® must know cold. Lean on your broker and trainers at The Wilson Group.

Setting up your business systems
You need:

• A CRM

• Branded email signature

• Social media profiles

• Lead follow-up workflows

• Canva templates

• A showing scheduling strategy

Agents who organize early win faster.

Step 3: Build Your Richmond Real Estate Brand (Fast)

Here’s the secret: people work with agents they know, like, and trust. Your personal brand is how Central Virginia learns who you are and why they should hire you instead of the hundreds of other REALTORS® across Richmond.

During your first 90 days, focus on:

Showing up on social media
Instagram, Facebook, TikTok, YouTube—pick 1–2 platforms and commit. Post about:

• Local hotspots (Carytown, Short Pump Town Center, James River Park System)

• Behind-the-scenes agent life

• Tips for homebuyers and sellers

• Neighborhood tours

Telling your story
Why real estate? Why Richmond? Why The Wilson Group? Your personality matters.

Creating educational content
Buyers love learning about down payment programs, inspection tips, and Central VA school districts. Sellers love staging tips, pricing guidance, and market updates.

Making community connections
Attend Chamber of Commerce events, network in Manchester breweries, join volunteer groups, and connect with lenders and inspectors.

Trust grows quickly when you’re visible and helpful.

Step 4: Get Your First Clients (Without Feeling Salesy)

Your first 90 days are all about building momentum—and momentum means clients.

Here’s how new agents in Central Virginia win early:

Start with your sphere
Friends, family, coworkers, old classmates, neighbors. Let them know you're now helping buyers, sellers, and investors across Richmond, Chesterfield, and Henrico. People want to support someone they already know.

Follow up consistently
Real estate success isn’t about who you meet—it’s about who you keep in touch with. Your CRM is your lifeline here.

Host open houses
If you’re new, this is one of the BEST ways to meet active buyers. Host in-demand areas like:

• Short Pump (Henrico)

• Brandermill (Chesterfield)

• Forest Hill (Richmond)

Be friendly, be helpful, be confident—even if your voice shakes a little.

Partner with local businesses
Coffee shops in Bon Air, fitness studios in Scott’s Addition, boutiques in the Fan—they love collaborating with local REALTORS®. Co-branded giveaways, discount codes, or small events boost your visibility.

Step 5: Learn to Deliver Incredible Client Experiences

Your ability to provide a smooth, supportive real estate experience is what builds referrals—your future lifeline.

In your first 90 days, master:

Buyer journeys
Learn how to explain pre-approval, show homes strategically, guide inspections, and write competitive offers (especially in hot Chesterfield and Henrico neighborhoods).

Seller journeys
Practice listing presentations, staging advice, pricing strategies, and marketing plans that highlight Richmond’s unique charm—from historic streets in the Fan to new construction in Short Pump.

Property management basics
Even if you’re not managing rentals, knowing the Central VA rental market helps you serve investors and landlords. Big demand exists near VCU, Shockoe Bottom, and Midlothian.

Communication
Transparent, proactive communication is the #1 thing clients praise in top REALTORS®. The Wilson Group emphasizes this because it builds loyalty and trust.

Step 6: Lean Into Training, Coaching, and Mentorship at The Wilson Group

You don’t need to figure everything out alone. One of the best parts of joining The Wilson Group is the support structure: training, hands-on mentorship, and a culture that genuinely wants agents to succeed.

During your first 90 days, attend every training you can, including:

• Contract writing workshops

• Market updates for Richmond, Henrico, and Chesterfield

• Listing presentation practice

• Social media and branding sessions

• CMA and pricing strategy deep dives

• Negotiation training

Top agents in Central Virginia didn’t get there by accident—they got there by learning, practicing, and staying consistent.

Step 7: Build Habits That Turn You Into a Top Producer

Success in your first 90 days isn’t just about what you do—it’s about what you repeat.

Here are the habits that transform new agents into Central Virginia real estate leaders:

• Daily lead follow-up

• Weekly social media posts and educational content

• Touring new Richmond listings every week

• Networking weekly

• Studying contracts regularly

• Reviewing market shifts monthly

• Asking questions constantly

• Taking small risks and trying new strategies

This business rewards consistency far more than perfection.

Your Next Step: Launch Your Real Estate Career With The Wilson Group

You can absolutely become a top REALTOR® in Richmond, Virginia—but you don’t have to do it alone. The Wilson Group has proudly guided new agents across Chesterfield County, Henrico County, and all of Central Virginia as they build thriving careers.

Whether you're passionate about helping homebuyers, sellers, investors, or local landlords, our team will help you grow faster, serve better, and build a business you're proud of.

Ready to launch your real estate career?
The Wilson Group is here to help you start strong, stay focused, and become a top-producing Richmond REALTOR®—starting with your next 90 days.