Don’t Pursue a Real Estate Career Unless You Can Say Yes to Every One of These Statements

A career as a real estate agent can be exciting, challenging, and potentially lucrative - but 87% of agents drop out within 5 years, it’s not for everyone.

Before you jump in, take a moment to reflect on whether you’re truly ready for the demands of this industry. Real estate isn’t a 9-to-5 job, and it certainly isn’t easy.

If you can’t say “yes” to every one of the following statements, you may want to reconsider if this is the right career for you.

1. I’m Willing to Work Nights and Weekends - Always

Real estate doesn’t follow the Monday-to-Friday, 9-to-5 schedule. Your clients are often available outside of traditional business hours, which means you’ll be showing homes, answering calls, and negotiating deals on nights and weekends. If you’re not willing to adjust your life to fit your clients’ needs, this career isn’t for you.

2. I Understand That 90% of My Job Is Cold Sales

At its core, real estate is a sales job, period. You’ll spend a significant amount of time prospecting for clients, making cold calls, knocking on doors, attending networking events, shaking hands, holding babies and following up on leads. If you’re not comfortable with rejection or the grind of sales, this career may not be a good fit.

3. I’m Prepared for Hours That Far Exceed a 40-Hour Week

Think real estate is a part-time hustle? Think again! Success in this industry demands long hours, especially in the beginning.

Between marketing yourself and your new business, networking, holding open houses, showing properties, and negotiating contracts, you’ll likely work far beyond the typical 40-hour week.

4. I Understand That My ONLY Job Is to Find People Who Need to Buy or Sell a Home

At the end of the day, your main job as a real estate agent is to connect with people who need to buy or sell homes. It’s not about sitting in an office or waiting for deals to fall into your lap. Your success depends entirely on your ability to generate leads and convert them into clients.

5. I’m Comfortable with the Uncertainty of Commission-Based Income

There’s no guaranteed paycheck in real estate. You could go months without closing a deal, and you have to be financially and mentally prepared for that. If the idea of living without a steady income makes you uncomfortable, you’ll need to think long and hard about whether real estate is for you.

• And of course there is this! As of January 26, 2024, the average salary was $46,014, with a typical range of $44,951–$58,528 as reported by the National Association of REALTORS. 

6. I’m Ready to Invest in Myself and My Business

Real estate requires upfront investment in licensing, marketing, website development, and various other tools including CRM to grow your business. In addition to simple things like signage and photography, you have to be willing to spend thousands on advertising and marketing, you must be willing to spend money to make money.

7. I Have the Discipline to Manage My Time Effectively

Without a boss watching over you, you’ll need to create and stick to a schedule that prioritizes lead generation, client follow-ups, and ongoing education. If you lack time management skills, success in real estate will be an uphill battle.

Many agents fail because they don't treat their business like a full-time business - they treat like a hobby.

8. I’m Willing to Follow Up Relentlessly (Even When It Feels Annoying)

One of the biggest secrets to success in real estate is consistent follow-up. Many salespeople hate calling prospects repeatedly, but persistence is key.

Most buyer and sellers decide to work with you after the 5th or even 10th interaction. If you’re not willing to follow up relentlessly, you’re leaving money on the table.

9. I’m Ready to Deal with Rejection Every Single Day

Real estate is not for the faint of heart. You’ll hear "no" more often than you’d like—sometimes from potential clients, and sometimes even after you think you’ve closed a deal.

If you can’t handle rejection without letting it affect your confidence or motivation, this career will feel like an uphill battle.

10. I’m Comfortable Dealing with Difficult and Demanding Clients

Let’s face it—real estate means working with all kinds of people, and not all of them will be pleasant. Some clients will be unreasonable, indecisive, or downright rude.

If you’re not ready to smile through frustration and keep your cool in stressful situations, you’ll struggle to succeed in this field.

In my real estate career, I eventually knew the exact number of rejections before a potential appointment, and how many appointments before a listing or sale.

Final Thoughts

A real estate career offers incredible rewards, but only if you’re willing to put in the time, energy, and effort it requires. If you couldn’t say “yes” to every one of the statements above, this might not be the right path for you—and that’s okay. But if you’re nodding your head in 100% agreement, you might just have what it takes to thrive in this fast-paced and rewarding industry.

I’m not here to discourage you from becoming a realtor. After over 30 years as a residential realtor, I experienced incredible growth, income, and plenty of ups and downs along the way. In March 2024, I sold my company for $5.5 million, running it as a solo agent with just two part-time employees. And no - I'm not aware of another agent who’s accomplished this, so don’t set that as your expectation - but lightening may strike twice!

Success in real estate doesn’t happen by accident! It comes from relentless effort, self-discipline, and the ability to navigate challenges - even the unpleasant ones.

So, are you ready to say “yes” and take the leap? The choice is yours!

Jeff Hammer is a seasoned entrepreneur and Mindset Architect dedicated to helping individuals unlock their potential through mindset shifts and personal growth strategies. With decades of experience in business and personal development, Jeff empowers others to break through limiting beliefs, embrace resilience, and create extraordinary success in their personal and professional lives.