How Relatability Is Helping One Young Agent Win Entry-Level Clients

A 20-year-old realtor closing nine deals in his first nine months in the Sioux Falls market is unusual. But according to Rockwell Tornow, Realtor® of Amy Stockberger Real Estate, his early success is not about luck or favorable market conditions. Instead, he attributes it to two factors that younger agents can use more effectively than established ones: availability and relatability.

“I pride myself on being dependable and always available,” Tornow says. “At my young age, I don’t have a lot of responsibilities, which means if you want to go see a home at 7 pm on a Saturday, I’m there. That’s helpful for a lot of people, because they have nine-to-five jobs.”

Availability is a straightforward but often overlooked edge in real estate. First-time homebuyers—Tornow’s main clients—work traditional jobs and usually need to view homes outside regular business hours. Many established agents, balancing full client rosters and family obligations, cannot consistently accommodate evening or weekend showings.

Younger agents without those commitments can. Tornow says this flexibility is not just a minor benefit but a decisive factor in whether buyers can view homes that fit their schedules.

The Relatability Advantage

Tornow also credits his ability to connect with clients as a key differentiator. “I’m very relatable. I love talking to people,” he says. “That’s another reason I got into this industry. When I’m working with my clients, I’ll always be there for them, and it’ll be a fun time. No matter what our interests or differences are, I feel like I can really connect with people.”

Most first-time buyers are in their late twenties or early thirties, facing the complexities of buying a home. An agent closer to their age and life stage, who communicates straightforwardly rather than projecting decades of experience, may build trust more quickly.

Tornow entered real estate after managing a restaurant at 19. “If I’m going to be working this hard for someone else, might as well just work for myself,” he recalls. That transition—from employee to self-employed professional—mirrors the journey many first-time buyers make as they move from renting to ownership and begin building equity for themselves.

Relatability is especially important in a market where buyers need education and guidance. Tornow says confusion about the home-buying process is the most significant barrier his clients face. Agents who can explain the process in clear, accessible language—without jargon or condescension—have an advantage. Younger agents, still close to their own learning curve, may be better equipped to remember what it felt like to be new to the process.

Overcoming the Network Gap

A common challenge for young agents is a limited personal network. Tornow acknowledges this: “I thought it would be one of the hardest things, coming into real estate, being 20 years old. None of my sphere of influence or my close friends are ready to buy a home yet. So I was kind of nervous that I wouldn’t know enough people.”

But Tornow says that brokerage infrastructure can bridge that gap. “At our brokerage, we have a whole department that works on getting those leads for us, and it really just helps jumpstart my career,” he says. “Once I have those leads, I can get referrals from them and start building my own network.”

Amy Stockberger Real Estate assigns mentors to new agents. Tornow’s mentor, Jace Julius, is “always available for me to call and ask questions” about any part of the process. The brokerage operates more like a team than a group of independent agents, Tornow says: “I can walk down the hallway and ask any of the other agents here questions, and they’re more than happy to help.”

This support structure allows younger agents to compete despite their lack of established networks. They receive leads through the brokerage’s marketing, gain knowledge from mentors, and get help from colleagues. In return, they offer availability, energy, and relatability—qualities that matter to first-time buyers who need both education and flexibility.

The Learning-by-Doing Approach

Tornow’s learning style is practical and hands-on. “I learn by doing,” he says. “If you give me a textbook and say, Here’s exactly how you do everything in real estate, it’s going to be boring for me. I’d much rather be sent out in the field, learning things hands-on.”

This approach aligns with the needs of first-time buyers, who are also learning by experience. Tornow says his first listing deal “definitely taught me the most” because he was learning everything in real time. “It was super stressful in the moment, but looking back, I’m beyond grateful for the experience, because it really taught me that maybe I do thrive under pressure.”

He also says that being open about what he doesn’t know has built trust with clients. Some clients have approached him about commercial real estate—a segment he has not worked in. “I specifically told them, Hey, I’ve never done commercial real estate. I’m willing and eager to learn. And they said that I’m their guy,” Tornow says.

Clients respond positively to this honesty, especially when it is combined with the willingness to work hard and figure things out. Tornow’s transparency about his experience level, paired with his commitment to learning, has helped him earn clients’ trust.

Implications for Brokerages

Tornow’s experience suggests that brokerages willing to support younger agents can reach an underserved market segment. First-time buyers need agents who are available, relatable, and able to teach. Younger agents can provide those qualities if they have the proper support to offset their limited network and experience.

For this model to work, brokerages must provide lead generation, mentorship, and a collaborative environment. In return, they gain agents who can serve clients in the evenings and on weekends, relate naturally to first-time buyers, and build client relationships that lead to future referrals.

“The fact that I had the whole VIP club behind me to offer that as my value while I was getting my foot in the door, it’s just been unbelievably helpful,” Tornow says, referring to Amy Stockberger Real Estate’s client amenity program. The VIP club—which includes free moving trucks, tools, and equipment for clients for life—gives younger agents a concrete value proposition beyond their personal experience.

Whether other brokerages will follow this approach may depend on how they view the first-time buyer segment. If that segment is seen as less profitable, established agents will continue to dominate. But if brokerages recognize that first-time buyers need more education, availability, and relatability, younger agents with institutional support may become the preferred choice for this market segment.