Thinking about becoming a real estate agent? You’re not alone. Real estate is one of those careers that looks glamorous from the outside—flexible schedule, unlimited income potential, beautiful homes—but there’s a lot more happening behind the scenes. After more than six years in the business and now leading a team, I’ve learned some powerful lessons that I wish someone had told me before I got started.

These lessons aren’t meant to scare you off. In fact, I believe real estate is an incredible path if you treat it seriously. But success doesn’t come from passing a licensing test or posting on Instagram—it comes from understanding what this career really demands. If you're considering real estate, here are five things you need to know before diving in.

1. The Licensing Test Doesn’t Prepare You for the Job

Getting your real estate license is step one—but it’s not what makes you a great agent.

• The coursework (90 hours in Washington State) focuses on laws, ethics, and definitions—not practical business skills.

• You’ll learn nothing about:

  • Writing real estate contracts

  • Finding clients

  • Marketing your services

  • Managing a business

• Passing the test doesn't mean you're ready. It simply means you're allowed to begin learning how to succeed.

Pro tip: Have a learning plan ready before you pass the exam. Join a team or choose a brokerage that offers solid training and mentorship. You’ll need it.

2. Real Estate Is Not as Flexible as You Think

Many people get into real estate hoping for a flexible lifestyle. That’s a myth—especially at the beginning.

• Your schedule is based on your clients’ availability—not yours.

• Showings, meetings, inspections, and offers happen when your clients are free, which is often evenings and weekends.

• You’ll also move fast depending on market conditions. In competitive areas like Seattle, you may need to tour and write offers the same day a home hits the market.

Flexibility can come later if you build a team or hire support, but early on, be prepared to work when the work shows up.

3. You’ll Spend a Lot of Money to Make Money

Yes, the income potential is high—but so are the costs.

What you’ll pay for:

• Marketing your listings (photos, video, staging, print ads)

• Business tools like CRMs, email software, and websites

• Lead generation platforms that promise you new clients—for a fee

• Continuing education and coaching

• Gas, meals, events, and office space

Bottom line: You are a business owner. If you don’t manage your budget, you’ll burn through your income before you even get traction.

4. Real Estate Is Still Sales—You Need to Learn How to Sell

It’s not just about touring homes and dressing sharp.

To succeed, you’ll need to develop:

• Strong communication skills

• The ability to build trust and rapport quickly

• Sales and negotiation strategies

• Confidence talking to other agents, lenders, inspectors, and clients

Tip: The sooner you learn how to sell and lead conversations, the faster your business will grow. This is a people business, not a house business.

5. You Must Treat Real Estate Like a Full-Time Job

If you want full-time results, you have to commit full-time effort.

• Even if you don’t have a showing or listing that day, show up to work.

• Use “free time” to:

  • Work on your social media and marketing

  • Study contracts and scripts

  • Prospect for new clients

  • Network with experienced agents

  • Brainstorm how to serve your clients better

Your consistency will compound over time. If you treat this like a job, it will eventually pay you like one. But if you only show up when business knocks, you won’t be around long enough to build momentum.

Final Thoughts

Real estate can be an incredible, rewarding career—but only if you go into it with your eyes wide open. These five lessons can save you time, money, and frustration as you begin your journey. The agents who succeed aren’t just the most outgoing or best-dressed—they’re the ones who treat their business like a business.

If you're ready to commit, there's room for you to thrive. And if you're already in the process, keep going. You’re building something powerful.