I get asked a lot about how long it takes to “make it” in real estate. People see agents driving flash cars and assume they struck it lucky straight away. Let me tell you the truth about overnight success in real estate: it usually takes about five years.
Year One: Survival Mode
Your first year is about learning the ropes and not going broke. If you close a few deals and cover your expenses, you’re doing well. Most agents who quit do it in their first year because they expect immediate results.
Year Two: Finding Your Feet
This is when things start to click. You understand the process, you’ve got some runs on the board, and people are starting to refer business to you. You’re still working incredibly hard, at least you can see progress.
Year Three: Building Momentum
Your database is growing, you’re getting repeat clients, and referrals are starting to come in regularly. This is when real estate starts to feel less like a job and more like a business.
Year Four: Hitting Your Stride
You’ve got systems in place, a solid reputation, and a steady stream of business. You’re not just reacting to opportunities anymore – you’re creating them.
Year Five: The “Overnight” Success
This is when people start noticing your success and thinking you got lucky. What they don’t see is the five years of 60-hour weeks, the deals that fell through, the clients who changed their minds, and all the times you questioned whether you’d made the right choice.
The Real Secret
There’s no shortcut to success in real estate. The agents who last are the ones who understand it’s a marathon, not a sprint. They focus on building relationships, not just closing deals. They invest in their education and constantly work on improving their skills.
My Advice
If you’re in your first couple of years and feeling frustrated with your progress, that’s normal. Keep showing up, keep learning, and keep putting your clients first. The results will come, they’ll come on real estate’s timeline, not yours.
And if you’re thinking about getting into real estate because you want quick money, do yourself a favour and find something else. If you’re prepared to put in the work and play the long game, there’s no better industry to be in.
The overnight success you see? It’s usually five years in the making.