10 Brutal Truths About Being a Real Estate Agent

If you’ve scrolled through social media, you’ve probably seen the glamorous side of real estate: luxury homes, sold signs, and agents celebrating big commissions. But there’s a whole side to this business nobody warns you about. So, if you’re considering getting into real estate or struggling to get traction, this is for you. Let’s talk about ten realities of real estate that nobody tells new real estate agents.

1. Your friends and family probably won’t hire you at first. When you get your license, you might assume your network will jump at the chance to work with you, but the hard truth is that they won’t. This is because they don’t yet see you as a real estate expert. They remember you at family gatherings, not negotiating deals. It’s not personal; you just haven’t earned their trust as a professional yet; trust is earned through results. Instead of being offended, focus on proving yourself in the market.

2. “Full-time” means their time, not yours. Social media sells the idea that real estate equals freedom. But in the beginning, when you’re new, your clients’ schedule is your schedule. Your clients work during the day, so when do they want to see houses? Evenings, weekends, and holidays. This business isn’t for you if you’re not ready to hustle when everyone else is off work. But if you’re willing to grind, this is where success starts.

3. You’ll spend more time chasing leads than closing deals. TV makes it look like you get your license and immediately start closing sales. But in real-time, most of your first 6 to 12 months will be spent trying to get business calling, messaging, door-knocking, running ads, and following up, trying to get someone, anyone, to give you a shot. It’s not glamorous, but it’s how the business is built. Don’t confuse being busy with being productive. Stay intentional with your efforts.

4. Either love prospecting or partner with someone who does. Real estate is a sales business. If you hate talking to people or dread rejection, you’ll struggle. If you avoid rejection, you’ll burn out. But if you can love the chase or team up with someone who’s great at it, you’ll survive. If prospecting isn’t your strength, find a teammate who excels at it. Your license is just permission to work—it doesn’t guarantee paychecks. You have to go out and earn every conversation, every client, and every commission.

5. A lead isn’t a paycheck. Getting a lead feels exciting until you realize most won’t pan out. Some are just browsing and curious, while others aren’t ready to move for years. To avoid wasting time, ask the right questions:

• Are you pre-approved?

• When do you want to move?

• What’s your timeline?

By asking those questions, you’ll filter out the serious buyers and save time from chasing ghosts.

6. Confidence closes. It’s okay to be new, but it’s not okay to sound unsure. If you hesitate, fumble your words, or don’t know the market, clients will feel it and have a hard time trusting you. Be diligent and study the market, practice your scripts, and know your numbers. Show up like someone worth hiring, even if you haven’t sold your first house yet.

7. You’ll get ghosted, and it’s not personal. You’ll spend weeks showing homes to a client, and then… poof. They stop replying, or they buy a house from someone else. Life happens, and it sucks, but it’s all part of the game. The best agents follow up anyway, keep the door open, and stay on top of mind without taking it personally.

8. Referrals don’t just fall from the sky. Referrals are earned every time. You’ve got to deliver amazing service, and then you’ve got to ask for a review, a referral, and a recommendation. While it feels awkward at first, it’s how you build momentum. Most people won’t think of referring you if you don’t ask. No one else is going to build your business for you.

9. Your brokerage won’t save you; your habits will. It doesn’t matter how great your brokerage’s split is or how flashy their branding is. If you’re not doing the work, you won’t succeed. Daily habits like making calls, following up, and learning separate successful agents from those who quit.

10. Most new agents quit before they break through. Nobody likes to say it, but most new agents don’t make it. Not because they aren’t capable or smart but because they give up too soon. If you can survive your first year grinding, learning, and staying consistent, you’ll outlast 80% of the people who started with you. And that’s when things start clicking.

If you’re new to real estate, don’t let this scare you; let it prepare you. This business is tough, but it’s worth it if you’re willing to put in the work. I’m not here to sugarcoat it; I’m here to help you actually win. I’d love to continue the conversation if you’re already in the trenches and struggling to gain traction.

Book a call with me using the link: callnhc.com or contact me directly at (859) 721-2200 or bob@nhc.com. I help new agents build the mindset, systems, and daily habits that work in today’s market.