So, you’re thinking about getting your license. You probably saw a TikTok of a guy in a tailored suit leaning against a white Lamborghini, or maybe you've spent too many Sunday nights watching Selling Sunset and thought, "I could do that." It looks easy. Show a few houses, sign some papers, collect a check for twenty grand.
Reality check? Most people fail.
Actually, the National Association of Realtors (NAR) has cited stats in the past suggesting that around 87% of all new agents leave the business within five years. That is a staggering number. It tells you right away that the barrier to entry isn't the problem—it's the barrier to survival. When people ask how hard is it to become a realtor, they usually mean the test. But the test is just the beginning of a very long, very steep hill.
The Pre-License Grind: Harder Than You Think, Easier Than It Should Be
Getting the license is the first hurdle. Each state has its own set of rules. In Texas, you're looking at 180 hours of coursework. In Florida, it’s 63. California sits at 135. You have to sit through hours of mind-numbingly boring material about land titles, easements, liens, and the Fair Housing Act. Honestly, it’s a lot of memorization. You aren't learning how to sell a house; you're learning how not to get sued by the state.
The exam itself isn't a walk in the park. It’s a two-part beast: national and state. Many people walk into that testing center feeling like a genius and walk out with a "fail" notice. According to various state real estate commissions, pass rates for first-timers often hover between 50% and 60%. It’s tricky. The questions are worded to trip you up.
But here is the kicker. Once you pass, you still don't know how to sell a house. The school teaches you the law, but it doesn't teach you how to negotiate a deal when a buyer finds mold in the attic or how to handle a seller who thinks their 1970s shag carpet adds "character" worth an extra $50,000.
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The "Invisible" Costs of Starting Out
Most people don't realize that becoming a realtor is like starting a small business with zero revenue and a ton of overhead. You don't just get a desk and a salary. It's the opposite. You pay to work.
First, you have the startup costs.
- Pre-licensing classes: $300 - $1,000
- Exam fees and background checks: $200 - $500
- State license fees: $100 - $400
- NAR Membership and local board dues: $600 - $1,000+ per year
- Errors & Omissions (E&O) Insurance: $500 - $1,000+ per year
Then there is the MLS. You cannot function without the Multiple Listing Service. Access to that data usually costs a few hundred dollars every quarter. You also need a brokerage. Most "big name" firms will charge you a monthly desk fee or take a significant cut of your commission. Some take 30%. Some take 50% until you hit a "cap."
If you don't have $5,000 to $10,000 in the bank when you start, you are going to feel the heat within ninety days. You're paying for gas, signage, professional photography for listings, and marketing. It adds up fast.
Lead Generation: The Great Filter
This is why it's so hard.
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Where do the clients come from? Your friends? Your family? They might love you, but they probably aren't buying a house this week. You have to find strangers who trust you with the biggest financial decision of their lives. That means cold calling, door knocking, or spending thousands on Zillow leads.
It’s a sales job. Total sales.
If you are an introvert who hates talking to strangers, real estate will be a nightmare. You have to be "on" all the time. You’re a therapist, a legal navigator, and a marketing expert all rolled into one. When a deal falls apart at 9:00 PM on a Friday because the inspection showed a cracked foundation, you’re the one who has to deliver the news and keep the client from hyperventilating.
The Psychological Toll of 100% Commission
There is no safety net. None.
You can work eighty hours a week for three months and earn exactly zero dollars. In fact, if you’re spending money on marketing, you could actually lose money. This is the part that breaks people. It’s hard to stay motivated when your bank account is draining and you've had four different buyers "ghost" you after you spent weekends showing them twenty houses.
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The "hustle" is real. You are on call 24/7. Buyers want to see houses on Saturdays. Sellers want to talk after they get off work at 6:00 PM. If you want a 9-to-5, this isn't it. You’re trading your freedom for the potential of high earnings, but that potential takes years to manifest.
Is It Worth It?
Despite the difficulty, thousands of people succeed every year. The ones who make it aren't necessarily the smartest; they are the most resilient. They treat it like a boring job. They show up, they make their calls, and they build a "sphere of influence."
Success usually hits around the two-year mark. That's when referrals start coming in. Suddenly, you aren't chasing leads; they are calling you. But getting to that two-year mark is the hardest thing you’ll ever do professionally.
Real-World Steps to Take Right Now
If you are serious about this, stop looking at Instagram and start looking at your local market data.
- Audit your finances. Ensure you have at least six months of living expenses saved up plus $5,000 for business startup costs. Do not skip this step.
- Interview brokerages. Don't just go with the one that has the prettiest office. Ask about their training programs for "newbies." Do they provide leads? What is the commission split?
- Shadow a pro. Ask a local agent if you can follow them for a day. Watch the paperwork, the difficult phone calls, and the mundane data entry. It’s not all house tours and champagne.
- Choose your school. Look for an accredited pre-licensing course that has a high exam pass rate. Online is usually cheaper and more flexible, but in-person classes offer better networking.
- Prepare for the "Dip." Understand that you will likely go 3 to 6 months without a single paycheck. Mental preparation is just as important as the legal study.
Real estate is a brutal, competitive, and expensive industry. It is "easy" to get a license, but it is incredibly hard to build a career. If you go in with your eyes open to the costs and the grind, you have a fighting chance to be in that 13% that actually makes it.