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Real-world advice from Bentwood Realty broker Kim Galvan (and why it matters for how you market listings in Central Texas).
If you’ve ever watched a brand-new real estate agent announce their license on Facebook with a shiny headshot and a “So excited to help you buy or sell!” caption… you’ve seen the beginning of a story that can go two very different ways.
One version looks like this: they post, they wait, they refresh their notifications, they dabble in a few open houses, they spend money on things that feel like progress, and a few months later they quietly fade out.
The other version? They build momentum fast—because they treat real estate like a business from day one, they lean into mentorship, they track their time, and they invest in the right things (not the tempting things). They become the agent people remember, the one who gets referrals, the one who builds a real pipeline instead of chasing random leads.
That’s exactly what this episode of Spilling the Real Tea digs into.
Host Eric Johnson sits down with Kim Galvan, broker/owner and co-owner of Bentwood Realty (and Bentwood Properties for property management). Kim started in real estate back in 2001, and in 2011 she opened her own brokerage—so she’s seen every “new agent mistake” up close, and she’s coached plenty of agents into actual, repeatable success.
And the best part? Her advice isn’t trendy. It’s not “hack the algorithm” fluff. It’s the kind of guidance that makes money, builds relationships, and creates long-term careers—especially here in Waco, Temple, Belton, Killeen, Georgetown, and Round Rock where community still matters and trust spreads fast.
Below is the big takeaway: Kim’s exact first steps for new agents—plus how it ties into the marketing side of the business (including listing photos, video, and the assets that help you win).
Kim’s first recommendation is almost painfully simple:
Gather every contact you have.
Not just your phone contacts. Not just Facebook friends. Think bigger and more complete—like you’re building a wedding invitation list:
Names
Mailing addresses
Phone numbers
Emails
Why? Because a real estate career is built on relationships and recall, not a logo.
A lot of new agents assume the path is:
License → Instagram page → clients magically appear.
But Kim calls that out directly. Social media matters, yes—but it’s not the first brick in the foundation. If the people who already know you aren’t aware you’re in real estate (and reminded consistently), you’re starting with your hands tied.
The underrated power of “snail mail”
Kim also points out something many agents overlook: mail still works. A well-done announcement card or letter still stands out because it’s tangible. It’s personal. It feels intentional.
But she adds the piece that most agents skip…
Step 1.5: Follow Up—Or the First Step Was a Waste
Mailing a letter doesn’t do much if you don’t do the uncomfortable part afterward.
Kim’s advice: follow up.
Call. Text. Drop by. Keep it simple:
“Hey, I just wanted to make sure you got my letter.”
“I’m really excited about this new adventure.”
“If you already have an agent you love, that’s great—just keep me in mind as your second call.”
That line is gold, because it lowers pressure while still planting a seed. And like Kim says, people want to help people—especially when they can feel your excitement.
This is how you become the name that comes up when someone says, “Do you know a realtor?”
Step 2: Don’t Just Get Your Hours—Get Your Advantage (GRI)
New agents in Texas are required to complete 270 total hours of education by the end of their second year. Kim translates that into what it really means in practice: you’ll need additional coursework beyond licensing—so you might as well make it count.
Her recommendation: Get your GRI designation (Graduate, REALTOR® Institute).
Kim explains it like this:
Your licensing classes help you pass the test.
GRI helps you do the job.
It’s practical. It’s real-world. It makes you sharper faster. And because you need the hours anyway, it’s one of the cleanest “work smarter” moves a new agent can make.
She also mentions that local associations have offered discounts for agents doing GRI during their first renewal period—so it’s worth checking with your association to see what’s available.
Step 3: Save Money… Then Save for Taxes (Seriously)
This one isn’t glamorous, but it’s the difference between surviving your first year and burning out.
Kim’s third step: have money saved before you start, because real estate is commission-based and the beginning is expensive.
Even if you do marketing cheaply, there are still costs:
Photos
Signage
Print materials
Client gifts
Postcards
Promotion
Brokerage/association fees
Tech tools
Then she adds the second half that trips people up:
Once the checks start coming in, set aside money for taxes.
As independent contractors, agents don’t have taxes withheld automatically. Kim recommends setting aside roughly one-third of each check in a separate account, “out of sight, out of mind.”
Because getting hit with a surprise tax bill in April when your cash is tied up (or already spent) is a nightmare you don’t want.
Step 4: Don’t Pretend You Know—Ask for Help (And Stay in Your Lane)
This is the quote that sets the tone of the whole episode:
“I’ve seen a lot of agents come in and go, ‘I know, I know, I know.’ No, you don’t. You don’t know it yet because you haven’t experienced it yet.”
Kim isn’t being harsh—she’s being accurate.
She explains that new agents must ask for help and must be in a brokerage where the broker or mentor is accessible. And she shares how she handles it with her own agents:
Write the offer to the best of your ability
Review it together
Correct what needs correcting
Then send it out
That approach builds independence while protecting the client and keeping mistakes from becoming expensive.
The “too helpful” trap
Kim also points out a subtle problem: new agents often step outside their expertise trying to be helpful—especially around lender topics like closing costs. Her reminder is simple:
Be a great guide, but don’t become the lender, attorney, or inspector. Stay in your lane.
This protects clients and protects your license.
Step 5: Use Social Media—But Don’t Let It Use You
Finally, Kim brings it back to social media. It matters… but it can also waste an unbelievable amount of time.
Her point: no one becomes a realtor to become a content creator, yet here we are.
Social media works best for:
Staying top-of-mind
Building familiarity and trust
Showing your personality and values
Reinforcing referrals (“I keep seeing you everywhere”)
But she warns that agents can spend hours “being busy” online without doing the revenue-producing work that actually moves the needle.
And she makes a key point many agents forget:
You don’t have to be on camera to have a presence.
You just have to show up consistently.
The Most Honest Moment: “Let’s Look at What You’re Busy Doing”
One of the strongest parts of the episode is when Eric asks what Kim does when an agent is working hard but not getting results.
Kim’s response is the conversation every self-employed person needs to have at some point:
“Let’s really look at what you’re busy doing.”
Because everyone is busy. But not all busy is equal.
If you spent five hours working on a logo today, you were busy—but you didn’t build your business.
Kim pushes agents to evaluate:
Where their time is going
What activities are truly income-producing
Whether they’re avoiding the uncomfortable work (calls, relationships, follow-up)
She even says something that stings in the best way:
Some agents say, “I need a real job.”
Kim’s reality check: You already have one. You’re just not treating it like one.
Why This Episode Matters for Real Estate Marketing (and Your Listings)
Now let’s tie this back to what we do at Sold in a Snap—because this episode isn’t just motivation. It’s a marketing playbook.
Kim mentions something really interesting: when she started her brokerage in 2011, photography was one of the biggest differentiators. She and an agent in her office were “geeking out” about cameras, HDR, wide-angle lenses, and how to make listings stand out before it was common.
And that’s still true today—just at a higher level.
Because whether you’re a brand-new agent or a seasoned pro, your job is the same:
Get buyers through the door.
Professional real estate photography, video, tours, and strong marketing assets don’t “trick” anyone. They present the home in its best light, create emotional momentum online, and help your listing compete.
And in competitive Central Texas markets like Waco, Temple, Belton, Killeen, Georgetown, and Round Rock, the agents who win are the ones who:
Follow up
Build relationships
Invest wisely
Show up consistently
Market listings like a pro
Which is exactly what Kim is teaching here.
The Tip of the Week That Wraps It All Up
Eric closes the episode with a simple challenge:
Before you spend a dollar on ads, build relationships.
Introduce yourself to five local business owners. Create authentic connections so people remember you—not just your listings.
That’s the theme of the whole conversation.
Not hacks. Not shortcuts. Not “go viral.”
Just real business, done consistently.
Want the Full “How-To” From Kim? Listen to the Episode
This blog post gives you the framework, but the episode gives you the tone, nuance, and the little details that make the advice stick—especially if you’re a new agent (or a team leader coaching new agents).
If you’re building your business in Central Texas, this one is worth your time.
And if you’re ready to elevate your listings with professional photography, video, tours, and marketing assets—Sold in a Snap is here to help you look incredible, stand out from the competition, and grow.
Listen to the full episode of Spilling the Real Tea: “If I Were a New Agent, Here’s Exactly What I’d Do First.” Here: https://open.spotify.com/episode/3XZLe8MxwdDaATY75BxL8H?si=5c030db4f3de4436
Then take one action today: build your list, send the message, make the call, or book the shoot.
Because momentum isn’t magic. It’s built.
