Question: What Advice Do You Have for Someone Considering a Career as a Realtor?

Television shows like Million Dollar Listing don’t do much to help people understand what it actually takes to become a successful Realtor. They make it seem like you put a sign in the yard, buyers come running, and commission checks magically appear.

The reality is very different.

Real estate can be an incredibly rewarding career, but it is also much harder than most people expect. Companies have been trying to “replace” real estate agents for years, much like they predicted the end of travel agents. Yet Realtors are still here because the business is far more complex than simply marketing a home or having AI analyze disclosures.

The biggest reason? People.

Buying and selling a home is often one of the largest financial and emotional decisions people will make. A significant part of the job is helping buyers and sellers navigate expectations, emotions, negotiations, timing, and life transitions. In many transactions, managing people is more challenging than managing the real estate itself.

How Do I Become a Real Estate Agent in California?

Getting licensed is actually the easy part.

There are many schools and programs that can help you satisfy California’s licensing requirements. The better question is:

What should you expect after you get your real estate license?

In my experience, there are three things every new Realtor should understand before starting a career in real estate.

Can You Be a Part-Time Realtor?

Many people hope to begin real estate part-time while raising children, working another job, or exploring whether the career is a good fit.

While that approach can work for some, most successful agents eventually treat real estate as a full-time commitment.

New agents are often surprised by the hours. Clients expect responsiveness during evenings and weekends, and real estate rarely fits into a traditional 9-to-5 schedule. Showing homes, negotiating contracts, attending inspections, hosting open houses, and handling unexpected issues can require availability seven days a week.

The flexibility of real estate is real—but so is the time commitment.

How Much Money Do You Need to Start a Real Estate Career?

One of the biggest misconceptions about becoming a Realtor is that income begins shortly after joining a brokerage.

In reality, most agents are independent contractors and earn nothing until they close a transaction.

At the same time, there are ongoing expenses. Association dues, MLS fees, E&O insurance, lockbox fees, marketing expenses, technology subscriptions, websites, signs, and business development can easily cost several thousand dollars per year before a single home is sold.

That’s why I encourage prospective agents to have a financial plan and savings available while building their business. In my market, it’s not unusual for new agents to spend approximately $5,000 or more per year simply to maintain their license and basic business operations.

How Do New Realtors Actually Get Clients?

This is the most important question that many prospective agents never ask.

Many new licensees believe that choosing the right brokerage will automatically provide clients and business opportunities.

The truth is that real estate is fundamentally a relationship business.

Your brokerage can provide training, support, systems, and mentorship. However, you are ultimately responsible for creating and maintaining the relationships that generate future business.

Buyers and sellers choose agents they know, trust, and feel confident hiring. For a brand-new agent, that can be challenging because homeowners are often entrusting their largest asset to the person they hire.

Successful agents build relationships through their communities, schools, sports organizations, volunteer activities, professional networks, and social circles. Over time, those relationships become referrals, clients, and repeat business.

Can AI Replace Real Estate Agents?

AI is already making Realtors more efficient. It can help analyze data, draft marketing content, summarize disclosures, and answer questions faster than ever before.

What AI cannot do is build trust, negotiate difficult situations, understand family dynamics, manage emotions, solve unexpected problems, or guide clients through one of the most important decisions of their lives.

Real estate is ultimately a people business, and that’s why human relationships continue to matter.

What Is the Best Way for a New Realtor to Get Started?

If you’re serious about building a career in real estate, consider joining an established team rather than immediately trying to build a business on your own.

Look for opportunities as a showing assistant, transaction coordinator, marketing assistant, buyer’s agent, or administrative team member. Even internships can provide valuable exposure.

Working alongside experienced agents allows you to learn the business, gain confidence, understand real-world transactions, and develop skills that are difficult to learn in a classroom.

Most importantly, you’ll discover what the job is really like before investing years trying to figure it out on your own.

Real estate can be an amazing career. Just make sure you’re entering it with realistic expectations, a willingness to work hard, and a commitment to building relationships over the long term.

Frequently Asked Questions

How long does it take to become a real estate agent in California?

Most people can complete the licensing requirements in several months. Building a successful business, however, often takes years.

Do brokerages provide leads to new agents?

Some provide opportunities, but most successful agents generate the majority of their business through their own relationships and reputation.

What is the hardest part of being a Realtor?

Many people assume the hardest part is selling homes. In reality, it is often building a consistent pipeline of clients while helping buyers and sellers navigate emotional and financial decisions.

Is real estate still a good career in 2026?

For people who enjoy working with others, solving problems, negotiating, and building relationships, real estate can still be an incredibly rewarding career.

Liz was featured in the SF Chronicle for the weekly Real Estate “SoundOff” on Sunday, June 14, 2026, to answer this question. The above is her longer answer to this question.