When you watch real estate reality shows on television, you are led to believe that home buyers and sellers are always ready to go and that the real estate agent makes big bucks on every deal. You may also think that agents have lots of free time, drive nice cars, and don't deal with the everyday worries and challenges that the rest of the world has. Though we wish this was the case, we know that being a real estate agent—especially a successful one—takes lots of time, energy, money and effort.
Sadly, 82% of real estate agents don't make it to the first renewal of their real estate license, which is two years after they pass the real estate exam and become a real estate agent. The natural question is, what do the remaining 18% of agents do regularly to earn money, pay bills, and take care of their families? Here's what it looks like.
The Real Daily Grind of a Real Estate Agent
Most people think agents just show houses and collect checks. The truth is that successful agents spend most of their time doing things that never make it onto TV. They're constantly prospecting for new clients through phone calls, social media outreach, and networking events. They're following up with past clients to stay top of mind. They're creating content for their websites and social channels to establish themselves as local experts.
A huge chunk of an agent's day goes toward administrative tasks that keep deals moving forward. They're reviewing contracts, coordinating with lenders and title companies, scheduling inspections, and making sure every deadline gets met. They're updating their CRM system, responding to emails at all hours, and managing their calendar like a game of Tetris where every piece matters.
Then there's the actual transaction work—the stuff that happens once someone decides to buy or sell. Here's what agents typically handle throughout a real estate deal:
What Agents Do During a Transaction:
- Meet with sellers to tour the property and discuss pricing strategy
- Research comparable sales to determine accurate market value
- Arrange for professional photography, staging, and marketing materials
- Enter the listing into the Multiple Listing Service (MLS)
- Coordinate showings and open houses
- Field questions from other agents and potential buyers
- Review and present all offers to the seller
- Negotiate price, terms, and contingencies on behalf of their client
- Guide buyers through the mortgage pre-approval process
- Schedule and attend home inspections
- Negotiate repairs or credits based on inspection findings
- Coordinate appraisals and work with lenders
- Review title work and address any issues that come up
- Conduct final walk-throughs before closing
- Attend closing to make sure everything wraps up smoothly
- Handle post-closing issues or questions
And this isn't even a complete list of what agents do.
Each of these steps can involve multiple phone calls, emails, and meetings. Nothing happens automatically, and agents are the ones keeping all the plates spinning.
"Real estate can be an incredibly rewarding career path, both financially and personally," says Mike Oddo, CEO of HouseJet. "But you have to show up every single day and do the work. The agents who succeed are the ones who understand that consistency matters more than talent. You can't coast in this business—you have to keep prospecting, keep learning, and keep serving your clients at a high level, even when it gets hard."
How Many Hours Do Agents Actually Work?
If you ask most successful real estate agents how many hours they work per week, you'll get answers ranging from 40 to 60+ hours. The National Association of REALTORS® data shows that the typical full-time agent works around 40 hours per week, but that number doesn't tell the whole story.
Real estate doesn't operate on a 9-to-5 schedule. Agents show homes in the evenings when buyers get off work. They hold open houses on weekends. They answer urgent texts at 9 PM about inspection results or appraisal issues. Even when they're technically "off the clock," agents are often thinking about their deals, checking their phone for updates, or networking at community events.
Newer agents often work longer hours because they're still building their client base and learning the basics. They're spending extra time on tasks that experienced agents can knock out quickly. They're also doing more prospecting since they don't yet have a steady stream of referrals and repeat clients.
Part-time agents exist, too, but they face an uphill battle. Real estate requires constant availability and quick response times. Clients expect their agent to be there when they need them, which makes it tough to succeed while working another job.
What Do Agents Actually Earn?
Here's where reality diverges sharply from TV. Those million-dollar commissions you see on house flipping shows? Most agents never see anything close to that.
According to recent industry data, real estate agents with less than five years of experience earn a median gross income of around $15,000 to $40,000 per year. That's before taxes, business expenses, and broker splits. Many newer agents are essentially working for minimum wage or less when you factor in all their unpaid hours and out-of-pocket costs.
The picture improves for agents who stick it out. Those with more than five years of experience typically earn between $50,000 and $75,000 per year, with top performers making six figures or more. But getting to that level requires surviving those brutal first few years and building a reputation in your market.
Remember, agents only get paid when deals close. They can spend months working with a client who decides not to buy or sell. They can have a contract fall apart three days before closing and walk away with nothing. There's no guaranteed paycheck, no paid time off, and no employer-provided benefits.
Agents also have significant business expenses. They pay for MLS fees, continuing education, marketing materials, gas, car maintenance, client gifts, transaction management software, and errors and omissions insurance. These costs add up quickly and come straight out of their commission checks.
How to Become a Real Estate Agent (If You're Still Interested)
Despite the challenges, real estate can be a great career for the right person. If you're self-motivated, good with people, and willing to put in the work, here's how HouseJet recommends getting started:
First, research your state's licensing requirements. Every state is different, but most require you to complete a certain number of hours of pre-licensing education and pass a state exam. You can usually complete the coursework online at your own pace.
Once you pass the exam, you'll need to find a broker to work under. This step is critical because your broker provides training, support, and supervision as you learn the business. Look for a brokerage that offers strong training programs for new agents, reasonable commission splits, and a supportive team environment. Interview multiple brokers before making your choice—this relationship will shape your early career.
After joining a brokerage, focus on building your knowledge and skills. Shadow experienced agents, attend training sessions, and learn everything you can about your local market. Start building your sphere of influence by letting everyone you know that you're now in real estate.
Most importantly, develop systems for prospecting and follow-up right from the start. The agents who make it past that two-year mark are the ones who consistently generate new leads and nurture relationships, even when they're not seeing immediate results.
The Bottom Line
As HouseJet sees it, being a real estate agent isn't easy money or a part-time gig you can dabble in. It requires real commitment, financial runway to survive the early years, and the ability to handle rejection and uncertainty. But for those who approach it as a serious profession and do the daily work that success requires, it can provide both financial rewards and the satisfaction of helping people through one of the biggest decisions of their lives.
