Getting a job as a real estate agent requires earning a state license, then joining a brokerage that will sponsor your work. Unlike most careers, you won’t submit a resume and interview for a salaried position. Instead, you’ll invest in education and licensing upfront, choose a brokerage to hang your license with, and earn income through commissions on the properties you help buy or sell. The entire process, from enrolling in your first class to closing your first deal, typically takes three to six months.
Complete Your Pre-Licensing Education
Every state requires aspiring agents to finish a set number of classroom or online hours before sitting for the licensing exam. The exact requirement varies widely, from as few as 40 hours in some states to 90 hours or more in others. Courses cover real estate law, property ownership, contracts, financing, and ethics.
Pre-licensing courses cost between $300 and $600, depending on the provider and your state’s hour requirements. Online programs tend to fall on the lower end and let you study at your own pace, while in-person classes offer more structure and direct interaction with instructors. Most people finish their coursework in four to eight weeks if they study consistently.
Pass the State Licensing Exam
Once you complete your coursework, you’ll register for your state’s licensing exam, which is typically administered by Pearson VUE at designated testing centers. Most states split the test into a national portion covering general real estate principles and a state-specific portion on local laws and regulations. You need to pass both.
Budget $250 to $400 for the full exam process. That breaks down into an application fee (usually $25 to $30), the exam fee itself ($50 to $100), and fingerprinting plus a background check ($20 to $100). If you have any criminal history, you’ll need to disclose it on your application and provide court documents and a written explanation. A past conviction doesn’t automatically disqualify you, but the licensing board will review the details before approving your license.
If you don’t pass on your first attempt, most states let you retake the exam after a short waiting period. Focus your study time on the areas where your practice tests show weakness, particularly contract law and agency relationships, which trip up many first-time test takers.
Find a Sponsoring Broker
A real estate license alone doesn’t let you start selling. In every state, new agents must work under a licensed broker who supervises their transactions and provides legal and operational support. Choosing the right brokerage is one of the most important decisions you’ll make in your first year.
When evaluating brokerages, focus on a few key factors:
- Training programs: Look for structured onboarding. Good brokerages run multi-week training covering CRM systems, marketing platforms, offer writing, negotiation, and listing presentations. Some require new agents to attend sessions multiple times per week for several weeks.
- Lead generation support: As a new agent without an established network, you may not have the budget to compete with experienced agents on marketing. Brokerages that provide leads or share marketing tools can help you build momentum faster.
- Specialization: Think about whether you want to work in residential, commercial, or luxury real estate, and look for a brokerage with experience in that area.
- Growth opportunities: Ask whether you can take on additional responsibilities or advance into team leadership as your career develops.
Visit two or three brokerages before committing. Talk to newer agents already working there, not just the managing broker, to get an honest picture of the support and culture.
Understand How You’ll Get Paid
Real estate agents are independent contractors, not salaried employees. You earn a commission when a transaction closes, and that commission is split between you and your brokerage. Understanding your split structure matters because it directly determines your take-home pay.
The most common model is a traditional split, where the brokerage keeps a percentage of each commission. A 70/30 split means you keep 70% and the brokerage takes 30%. New agents often start at a less favorable ratio, such as 50/50 or 60/40, because the brokerage is investing heavily in training and support.
Some brokerages use a graduated split that rewards higher production. You might start at 50/50, then move to 80/20 once you’ve generated $50,000 in gross commissions for the brokerage. Others offer a 100% commission model where you keep everything you earn but pay a monthly desk fee or per-transaction fee, with an annual cap (often around $12,000). Once you hit that cap, you keep 100% for the rest of the year. This model tends to benefit experienced agents with consistent deal flow more than newcomers.
Budget for First-Year Costs
Beyond licensing, you’ll face several recurring expenses. Planning for them prevents cash flow surprises during the months before your first commission check arrives.
If you join the National Association of Realtors (NAR), national dues are $156 per year (prorated in your first year) plus a $45 special assessment. Your state and local real estate boards charge additional fees, typically a few hundred dollars annually combined. MLS access, which gives you the database to search and list properties, runs about $150 to $300 per year if your brokerage passes the cost to you.
On top of association fees, expect to spend money on business cards, a professional headshot, a basic website, and marketing materials. Many new agents also invest in a lockbox key or electronic access system, which can cost $200 to $400 annually. All told, first-year costs beyond your licensing typically range from $1,500 to $3,000, depending on how aggressively you market yourself.
Because commission income is irregular, especially early on, having three to six months of living expenses saved before you start gives you the runway to build your client base without financial panic.
Build Your Business From Day One
Getting licensed and joining a brokerage gets you in the door. What you do in your first 90 days largely determines whether you’ll still be in the business a year later. The agents who succeed treat their launch like a business opening, not a passive job start.
Your brokerage’s onboarding training will cover the technical skills: writing offers, using the CRM, creating listing presentations, and navigating contracts. But generating clients is your responsibility. Start by telling everyone in your existing network that you’re now a licensed agent. Former coworkers, neighbors, friends, and family members are your first potential referral sources.
Beyond your personal network, focus on activities that put you in front of potential buyers and sellers consistently. Hosting open houses for more experienced agents in your office is one of the fastest ways to meet active buyers. Attending community events, joining local business groups, and maintaining an active social media presence all contribute to name recognition over time.
Track every contact in your CRM and follow up regularly. Most real estate transactions come from relationships built over weeks or months, not instant conversions. The agents who maintain consistent outreach, even when it feels like nothing is happening, are the ones who build a sustainable pipeline.
Timeline From Start to First Sale
Here’s a realistic breakdown of how long each phase takes. Pre-licensing education runs four to eight weeks for most people. Scheduling and passing the exam adds another two to four weeks. Finding and joining a brokerage can happen within a week or two if you’ve been researching during your coursework. Brokerage onboarding and training typically takes two to three weeks.
From there, the time to your first closed transaction depends on your market and your effort level. Many new agents close their first deal within two to four months of getting licensed, though some take longer. The sales cycle in real estate naturally runs 30 to 60 days from a signed contract to closing, so even after you find a client, patience is part of the process.