Starting a real estate career can be exciting, but it is also often misunderstood. Many people picture flexible schedules, beautiful homes, and quick commissions. While those can be part of the business, the reality is that building a real estate career takes consistency, training, local market knowledge, financial preparation, and the right support system.

To better understand what new agents should expect, we spoke with three Ruhl&Ruhl Realtors broker managers: Sally Atwell, Designated Managing Broker of the Davenport office serving the Quad Cities area; Melissa Schwenker, Managing Broker of the Burlington office and full-time selling agent serving southeast Iowa, western Illinois, and Missouri-area communities; and Jeramy Jennings, Managing Broker of the DeWitt office serving DeWitt, the Quad Cities, Clinton/Fulton, Maquoketa, Jackson County, and nearby small-town markets.

Their advice was honest, practical, and encouraging. Real estate success does not happen by accident. It happens when new agents show up consistently, build relationships, keep learning, understand their local market, and choose a brokerage that helps them grow. 

Quick Answer: What Does It Take to Succeed as a Real Estate Agent?

To succeed as a real estate agent, you need more than a license. You need a strong work ethic, clear communication skills, organization, self-motivation, financial preparation, local market knowledge, and consistent training. New agents should be ready to build their business from the ground up, stay active in the office, follow proven systems, market themselves regularly, and lean on mentorship from experienced agents and broker managers.

As Jeramy Jennings put it:

"You have to change your thinking from starting a career to starting a business. Nothing happens unless you make it happen. Ruhl will give you all the training in the world, but unless you actually get off the couch and go put the work in, none of it matters."

At Ruhl&Ruhl Realtors, new agents are supported with training, mentorship, sales meetings, skill development, forms classes, technology, marketing tools, referrals, CRM support, and a local culture built around partnership. 

Real Estate Has Changed, and Agents Need to Be Prepared

The real estate industry has become more competitive in recent years. Sally Atwell, who has been in the industry for 23 years, has seen more smaller brokerages enter the Quad Cities market, which means more agents competing for business.

Melissa Schwenker has seen similar changes across the markets she serves, noting that the business is more competitive, there are more agents, and technology has significantly changed the way agents market themselves and their listings.

Jeramy Jennings has also noticed a meaningful shift in the level of preparation required to succeed.

"In the last few years, there has really been a gap created between top-tier and highly trained agents and those that are not. Agents need to really work on getting new listings priced correctly, and each transaction has taken a little more [time and expertise] to get to the closing table. And that's when Ruhl's training and Skill Development programs can shine."

Today's real estate agents do much more than open doors. They advise clients, price homes strategically, navigate inspections, communicate with lenders and attorneys, market listings, manage timelines, solve problems, and help transactions reach the closing table. In a changing market, preparation matters.

The Most Important Quality in a New Real Estate Agent: Showing Up

Across all three interviews, one theme came through again and again: successful agents show up.

Sally said she looks for someone who fits the culture of the office, is not afraid of hard work, wants to be a full-time Realtor, and is willing to learn alongside the team.

"I look for someone who will fit in with the culture in our office. Also, someone who is not afraid of hard work and will be a full-time Realtor, show[s] up every day to learn, and be a part of the team."

For Sally, consistency is one of the biggest differences between agents who build momentum and agents who struggle.

"You have to show up every day! Those who show up and follow the Ninja System are successful."

Melissa agreed that successful agents have a daily focus in the business. She looks for availability, self-motivation, financial readiness, and a willingness to create business rather than wait for business to appear.

Jeramy also emphasized showing up, but he connected it to grit, humility, and office culture.

"The biggest quality I look for is someone that wants to work hard. The first year can get pretty hard and test your grit, but those that power through and make it to the other side really figure out how to make it work. I'm also most interested in new agents that are humble. You don't know what you don't know, so be in the office, become a part of our DeWitt culture, and ask the questions."

That office connection matters. According to Jeramy, new agents do not have to figure everything out alone.

"Every DeWitt agent is happy to share their knowledge and help you grow, but you have to be in the office and ask the questions."

Showing up does not only mean being physically present in the office, although that matters. It also means showing up for training, clients, open houses, community involvement, and consistent marketing. In real estate, momentum is built through steady effort.

Can Anyone Become a Successful Real Estate Agent?

The managers agreed that successful agents do not have to come from one specific background. With the right mindset, training, and work ethic, many different types of people can build a successful real estate career.

Melissa said:

"I think anyone can be successful if they are willing to work for it."

Sally agreed that the right mindset and training matter most. Jeramy added that different backgrounds can actually be a strength because agents can build a business around their existing relationships, interests, and community connections.

"I don't think you really need a certain background to do this career. You just need the right mindset. In my opinion, the different backgrounds are actually very helpful in real estate. What's great about real estate is that you can wrap it around your life."

That is an important point for anyone wondering whether they "fit" in real estate. A successful real estate career does not require someone to erase who they are or become overly sales-focused. It requires learning how to connect the work to the life and relationships they already have.

Jeramy explained it this way:

"Getting licensed, you don't need to leave your identity at the door and create a new one. You just need to figure out how to wrap your real estate business around your interests. If you're a musician, then have a blast connecting with your sphere of influence over that. If you're involved in your local church, then let those people know you can help them with their real estate needs."

Real estate success often starts with the people who already know, like, and trust you. The key is helping those people connect your name with real estate, then consistently showing up with value, professionalism, and follow-through.

Common Misconceptions About Becoming a Real Estate Agent

Many people underestimate what it takes to start a real estate career. One of the biggest misconceptions is that real estate is easy money.

Sally explained that some people think getting licensed is easy, clients are endless, and agents simply drive around town looking at houses.

"They think all you do is drive around town and go into houses. They also think that there is an endless supply of clients. They don't realize that they must build the business from the ground up."

Melissa hears a similar misconception from people who assume the business is easier, or more instantly profitable, than it really is:

"It is so easy. We make so much money."

But a real estate license is only the starting point. The real work begins after that.

Jeramy pointed out another important misconception: pre-license classes are necessary, but they do not fully teach the day-to-day work of being a real estate agent.

"Mostly everything you learn in your pre-license class is not used daily in the day-to-day real estate business. It's important to pick a brokerage that will do your hands-on training and has a great team of successful agents that are actually willing to help you build your business."

That is why the right brokerage matters. New agents need more than a place to hang their license. They need practical training, accessible leadership, real systems, and a culture where experienced agents are willing to help.

What Does It Take to Get Started in Real Estate?

Getting started in real estate takes more than passing a test. New agents need to understand the licensing process, prepare for upfront costs, and have enough financial cushion to focus on building their business.

Sally's advice is direct and realistic:

"It takes time and money. For Iowa, you need to take 96 hours of class and pass both a state and national exam and then join the local board of Realtors. The cost can be up to $2,400. You also need to have approximately six months of your monthly bills saved so that you can focus on real estate and not be worried about paying your bills. Then you need to show up each day and treat it like a normal job."

That financial preparation matters because a new agent may not earn income right away. Sally noted that it can take four to six months, or sometimes longer, before a new agent starts making money. Melissa also recommends having at least three to six months of savings before getting started.

Timelines can vary. Melissa said some agents may close their first deal in 30 to 45 days, while Jeramy said he likes to see new agents have something on the books on or before the six-month mark. The main takeaway is that new agents should plan for a slower start, stay consistent, and give themselves enough breathing room to build their business the right way.

The First Year in Real Estate Is Challenging, But It Builds the Foundation

The first year in real estate is often the hardest. New agents are learning contracts, systems, marketing, lead generation, client communication, time management, and how to handle rejection, often all at once.

Sally described the first year as very challenging and said new agents need to understand that this is not a business they can successfully start alone from home.

"It's very challenging. They need to know that they may not make any money for four to six months, maybe longer. They also need to know that this is not a business you can start from home. You need support from your broker and the other agents in the office."

Jeramy explained that after getting licensed, many new agents experience a "now what?" moment. That is when the brokerage relationship becomes critical.

"As you go through pre-licensing, you are working as hard as you can to get to the finish line, getting your license. Then there is this feeling of 'now what?' that sets in. That's where your brokerage comes in to help you move to the next step."

He also stressed that agents should think about their brokerage relationship as a partnership.

"You should think of your relationship with your brokerage as a partnership. Too many people treat it like the broker is your employer. We are not. It's a partnership and we should both be putting in the time to build your business for you."

The early months can feel unproductive, even when agents are doing the right things. But those first conversations, open houses, mailings, social media posts, and community connections are laying the foundation for future business.

Jeramy explained:

"There will be a lot of time, especially in the first few months, where you feel like you are putting in the work and not getting results. But you have to put your business-owner mindset on and remember that you are laying the groundwork and foundation for years of business."

That is why patience and consistency matter so much in the first year. New agents who keep showing up, keep learning, and keep building relationships are creating the habits and connections that can lead to long-term success.

The Skills New Real Estate Agents Need Most

Successful real estate agents do not need to fit one personality type, but they do need to be dependable, organized, and willing to communicate clearly. Early on, those habits often matter more than having a traditional sales background.

Sally said:

"You need to be a self-starter with wonderful communication and organizational skills. You need to be calm, but forceful."

That balance is important. New agents have to manage their time, follow up consistently, keep transactions moving, and guide clients through important decisions with confidence.

Jeramy sees communication as one of the most important skills a new agent can develop, both during the transaction and in how they market themselves to the public.

"In my opinion, communication is the most important. And communication during the transaction, as well as communicating, or marketing, to the public who you are and how you can help them. Be the source of information."

For new agents who worry they are not "salesy" enough, Jeramy offers a helpful perspective:

"Sales skills can certainly help, but I've seen plenty of non-'salesy' people that are very successful in this business. Don't think of it as sales, but think of it as consulting. I'm not taking someone through a home and trying to sell it to them. I'm taking someone through a home and evaluating it on the compatibility of what they need."

That mindset shift is powerful. A good real estate agent is not simply trying to sell a house. They are helping clients understand their options, evaluate whether a home fits their needs, and make confident decisions.

What does a Typical Day Look Like for a Real Estate Agent?

While every agent's schedule looks different, successful agents tend to share similar daily habits.

They stay active in the business. They communicate with clients. They follow up with their sphere. They work their hot and warm lists. They attend sales meetings, participate in training, hold open houses, talk about real estate outside the office, and stay visible in their community.

Sally described what a strong daily routine may look like:

"The morning should consist of making your customer service or prospecting calls, staying in touch with anyone involved in the deals you have pending, both voice-to-voice or via email. Then hopefully you have clients you can meet with in the afternoon and evening."

Melissa described a typical day as showing up at the office, marketing yourself, and checking in with clients and potential clients.

Jeramy recommends being intentional about how the day is structured.

"Be intentional about getting up, getting ready, and working on the important things. Work on your hot list and warm list every day. Try to spend the mornings working on your business, in the office, database, marketing, planning, and then work in your business in the afternoons and evenings with showings, listing appointments, and clients."

Jeramy summed up one of the simplest and most important habits this way:

"Hands down, the most important habit or routine that successful agents have is showing up. It seems simple, but each one of my high-producing agents is in the office regularly. They are active in their business daily, great communicators with their clients, and go the extra mile to make sure clients are well taken care of."

For new agents, those habits can make a major difference. Success in real estate is rarely built from one big moment. It is built through consistent follow-up, steady communication, ongoing learning, and a willingness to show up even when the results are not immediate.

Why the Right Brokerage Matters

Choosing the right brokerage can make a major difference, especially in the first few years of a real estate career. The brokerage you choose should give you more than a place to hang your license. It should give you a strong foundation, practical training, local guidance, and the support you need to grow with confidence.

Sally said it best:

"You need to start with a firm foundation."

Melissa also emphasized how important the right brokerage is for agents who want to learn how to be successful. Jeramy described it as everything.

When Jeramy was getting licensed, a family member gave him advice that changed how he evaluated brokerages.

"His advice was to ignore everything, comp plans, desk fees, fancy technology, and find the company with the best training. After that, I started to dig a little deeper into my brokerage search and easily landed at Ruhl&Ruhl."

The right brokerage should help agents learn both how to do the business and how to generate the business. That includes guidance with contracts, forms, systems, pricing, local market knowledge, marketing, client service, lead generation, and long-term business planning.

At Ruhl&Ruhl, broker managers describe the relationship as a true partnership. The goal is not only to help agents close deals, but to help them build a sustainable career and life.

Jeramy explained:

"With Ruhl, it's treated as a partnership. Not only do we give you the foundational training that you need to understand the business, we also teach you the Ninja Selling system on how to get the business. There are two major parts of the business: doing the business and generating the business. We help you with both."

A strong brokerage gives agents more than tools and training. It creates a community where people learn from each other, encourage each other, and grow together.

How Ruhl&Ruhl Supports New Agents

Ruhl&Ruhl Realtors offers new agents a strong support system through training, mentorship, coaching, sales meetings, technology, and office culture. From the beginning, new agents are surrounded by people who want to help them learn the business, build confidence, and grow their career.

Sally shared that new agents are paired with a mentor to help them get started. In the Davenport office, she said even agents who are not formal mentors are willing to step in, answer questions, and offer guidance. Training opportunities include forms classes, sales meetings, Mastery, and ongoing skill development.

She also explained the heart behind that support:

"We care about our agents. We want them to be successful, and we treat them like partners."

Melissa said Ruhl&Ruhl provides a wide range of training opportunities, with resources available 24/7. She also mentioned support through referrals, marketing skills, and CRM tools, all of which help agents stay organized, build relationships, and serve their clients well.

Jeramy highlighted Ruhl&Ruhl's Skill Development Training, where agents learn how the business actually works using real systems such as CRM and MLS tools.

"Our Skill Development Training is top notch. Laura and Susan do a great job of taking everything you've learned in the previous classes and bringing it back to how the business actually works. Plus, you get to go over everything again with access to our systems, CRM, MLS, and more. It makes a huge difference. In addition, your mentor and Managing Broker can help it all tie together."

He also pointed to weekly sales meetings, roundtable discussions, company-wide training, and ongoing education as important parts of the support system.

One standout resource is the Friday Forms Class taught by Ruhl&Ruhl's in-house attorney, Mike Wendt, Managing Broker of the Moline office.

"Each Friday we have a Forms Class taught by Ruhl's in-house attorney, Mike Wendt. It is by far the best 'bang for your buck' in a one-hour real estate class you will find. You may think it's just Mike explaining a form to you, but in reality, Mike is going through real-life situations from decades of experience, tying it all back to these forms."

For new agents, that kind of practical, ongoing support can make a big difference. In a competitive real estate market, agents need more than a license. They need real-world training, local market knowledge, systems they can use, and people they can turn to when questions come up.

But support is not limited to meetings, classes, or office conversations. As Jeramy shared, "[Many] relationships aren't always built in a conference room, they are built living life with your people."

That connection is part of what helps new agents feel supported as they grow. At Ruhl&Ruhl, agents are not expected to figure everything out alone. They have mentors, managers, trainers, peers, and a company culture built around helping people succeed.

Local Market Knowledge Gives Agents an Advantage

Real estate is local. What works in one market may not work in another, and clients rely on agents to understand the communities they serve. Local market knowledge helps agents guide clients through pricing, marketing, negotiations, timing, and important decisions with confidence. 

Sally said local market knowledge is very important because agents need to advise clients on the market. In the Quad Cities, Ruhl&Ruhl agents work with a wide range of buyers and sellers.

"In the Quad Cities, we have houses for all walks of life. From first-time homebuyers to those that want million-dollar homes."

Melissa serves a broad regional market that includes parts of southeast Iowa, western Illinois, and Missouri-area communities. That wide footprint gives agents opportunities across different price points, communities, and client needs.

Jeramy's DeWitt office is centrally located, allowing agents to serve DeWitt, the Quad Cities, Clinton/Fulton, Maquoketa, Jackson County, and small towns along Highway 30.

"DeWitt is a small community and there are a lot of real estate agents here. We help agents be successful by branching out into the surrounding communities. We are unique in that we are centrally located between the Quad Cities, Clinton/Fulton, and Maquoketa, plus all the small towns along Highway 30."

For agents, local knowledge helps build trust. Clients want to work with someone who understands not only home prices, but also neighborhoods, community amenities, commute patterns, local demand, and how each market may differ from the next.

As Jeramy said:

"Some markets are vastly different. Go with the brokerage and agent that knows your local market."

Community Involvement Helps New Agents Build Trust

Real estate is a relationship business, and community involvement can help new agents become known and trusted. Melissa encouraged agents to belong to groups and build connections, while Jeramy noted that DeWitt agents have opportunities to get involved through neighbor-focused service, chamber projects, and local events.

Community involvement should feel genuine. New agents do not need to become someone they are not. They can build their business around the people, places, and interests already in their life, whether that includes volunteering, local organizations, school activities, business groups, or simply being present and helpful in the community.

Over time, those connections can help people associate an agent's name with real estate. When agents show up consistently, serve others well, and stay involved in the communities they care about, they build trust in a natural and meaningful way.

What New Agents Should Focus on in Their First 90 Days

The first 90 days are critical because this is when new agents begin building awareness, confidence, and consistency. Sally recommends using that time to learn the forms, take as many training classes as possible, and show up. Melissa recommends building a strong database so agents have a clear place to start when staying connected with potential clients and referral sources.

Jeramy said visibility should also be a major focus:

"Connect your name with 'real estate' in the eyes of your sphere of influence. Send out the intro postcards, follow up with a letter, get your social media set up, get your marketing pieces set up, and then start doing the business. Do the open houses and post it all over your socials. Let the public see you do the business. The more they see, the more they trust you."

For new agents, that visibility matters. People need to see that you are actively learning, working, and serving clients. The more consistently you show up in your office, your marketing, and your community, the easier it becomes for your sphere to remember you when a real estate need comes up.

The goal is not to have everything figured out immediately. The goal is to build momentum. By learning the systems, creating a database, attending training, marketing consistently, and letting people see you doing the work, new agents can begin building the foundation for a long-term real estate career.

The Role of Technology and Marketing in Real Estate Success

Technology has changed how agents manage transactions, communicate with clients, and market their business. Sally said it plays a major role in helping agents stay connected with their sphere, while Melissa described it as an important piece of building a successful real estate career.

Jeramy sees technology as useful on both sides of the business: the transaction side and the marketing side.

"It makes things so much easier. I can't imagine driving all around the countryside getting signatures on contracts. It helps us communicate with our lending, attorney, title, and insurance partners so much easier. On the other side of the business, it is crucial for your marketing."

He also noted that AI is already changing real estate marketing and media creation, and that shift will likely continue.

Still, technology works best when it supports strong relationships. The best agents use tools to communicate more clearly, market more consistently, manage details more efficiently, and stay connected with the people they serve. In real estate, technology can make the work easier, but trust, follow-through, and personal connection still matter most.

Advice for Anyone Thinking About a Real Estate Career

If you are thinking about becoming a real estate agent, preparation is one of the best things you can do before taking the first step. That means researching brokerages, asking honest questions, understanding the schedule, and making sure you have the financial cushion to build your business with confidence.

Sally recommends being realistic about both the opportunity and the commitment:

"Meet with a few brokerages and ask a lot of questions. Then be sure that you and your family are ready for you to work seven days a week, at all hours of the day."

Jeramy also encourages future agents to think ahead financially, especially during the first year:

"Set yourself up for success. Put the pieces together early so you have some capital to work through that first year."

Melissa shared similar advice, recommending that new agents start saving before they begin so they can support themselves while building their business.

Real estate can be a rewarding career, but it requires commitment, consistency, and patience. The agents who succeed are the ones who stay engaged, keep learning, build relationships, and continue showing up even when the first year is difficult.

Build Your Real Estate Career with Ruhl&Ruhl Realtors

A successful real estate career starts with the right foundation. At Ruhl&Ruhl Realtors, new agents are supported by experienced broker managers, mentors, training programs, practical skill development, marketing tools, technology, local market knowledge, and a culture built around helping agents grow.

Whether you are considering a real estate career in the Quad Cities, DeWitt, Clinton, Burlington, Muscatine, southeast Iowa, western Illinois, or the surrounding communities, the right support can make all the difference.

If you are ready to explore a career in real estate, start your real estate career with Ruhl&Ruhl Realtors and learn more about the training, mentorship, and support that can help you build your business with confidence. With Ruhl&Ruhl, you are Never on Your Own!