These are the things I wish I knew at the beginning of my career
When I first got into real estate, I honestly thought success was going to be simple. Pass the test, memorize the contracts, land a few clients, and the money would roll in. Easy, right?
Well… not exactly.
I quickly learned that the classes didn’t prepare me for what was coming. The early years were rough—lots of rejection, plenty of self-doubt, and way too many nights wondering if I had made the right career choice.
But here’s the thing: looking back, those challenges shaped me. They forced me to learn the lessons that really make or break a career in real estate. If you’re just starting out—or maybe even if you’ve been in the business a little while—these are the things I wish someone had pulled me aside and told me on day one.
It’s About People, Not Properties-At first, I was all about the listings, contracts, and numbers. I thought that’s what mattered most.
But here’s the truth: real estate is a people business. Clients don’t stick with you because you wrote the cleanest contract—they come back (and will refer you) because of how you treated them.
Once I started focusing on listening, building trust, and delivering service that went above and beyond, everything shifted. The deals came and went, but the relationships? Those built my career.
Consistency Beats Talent Unapplied Every Time-I’ll be honest—I wasn’t the most naturally gifted salesperson. But I figured something out early on: consistency can outwork talent.
The agents who win aren’t always the flashiest or most charismatic. They’re the ones who show up every single day—making calls, sending follow-ups, staying visible, and putting in the reps. Success comes from steady effort, not one big breakthrough.
Not Every Client is Worth Saying “Yes” To-In the beginning, I said yes to everyone. I thought that’s what you had to do. But chasing the wrong clients? It’ll wear you down fast.
Some deals will take all your time, all your energy, and leave you with nothing to show for it. The funny thing is, sometimes the best decision you’ll ever make is to walk away. Saying “no” frees you up for the opportunities that actually move your business forward. Make sure the juice is worth the squeeze.
Be Seen or Be Forgotten-When I first started, there was no internet for businesses. I cold called, I knocked on doors. Then the internet came along, and I knew it was a game-changer.
I jumped in with social media, newsletters, networking, and community events. One of my favorite moves that worked really well was handing out branded water bottles at local events during the summer—it was simple, but people took notice. The point is this: visibility builds credibility. If people don’t know who you are, they can’t hire you.
Find a Mentor (and Bring Something to the Table)-If I could rewind, I’d get a mentor much sooner. Having someone to guide you can literally save you years of trial and error.
But here’s the catch: you can’t just take, you have to give. Maybe you’re good at social media, video, or content creation. Offer that in exchange for guidance. A true mentor-mentee relationship is a win-win.
Rejection Isn’t the End of the World- I’ll never forget my first “no.” It stung. But after enough of them, I realized something: rejection isn’t failure—it’s progress.
Every “no” gets you closer to a “yes.” It doesn’t mean you’re not cut out for this. It means you’re actually in the game, doing the work that most people aren’t willing to do.
Get Smart With Your Money-Here’s a big one: don’t treat your first commission check like a jackpot. I made that mistake.
Commission checks are unpredictable, especially early on. If you want peace of mind (and longevity in this business), you’ve got to budget, save, and reinvest in yourself. Financial discipline keeps you focused on clients instead of stressing over your next paycheck.
The first few years in real estate are a grind. You’ll get knocked down. You’ll question yourself. You’ll probably even think about quitting. But if you stick with it—stay consistent, focus on people, keep learning, and surround yourself with the right mentors—you won’t just build a career. You’ll build a life full of freedom and opportunity.
And here’s the best part: your future clients are already out there right now, looking for someone they can trust. IT SHOULD BE YOU!
