A lot of people see the closing photo. They see the keys changing hands, the beautiful homes, and the announcement that another property has sold.
They rarely see the months of work behind that moment. They do not see the calls that go unanswered, the deal that falls apart the night before closing, or the conversation with a seller who needs to hear that the market does not support the price they hoped to get.
After 31 years in real estate, I still love this profession. I also know how hard it can be. If you are thinking about becoming a Realtor in 2026, you deserve to hear the good, the bad, and the ugly.
The good: You get to be part of people’s lives
A home sale is rarely just a transaction. It might be a couple buying their first home, a family finding space to grow, or someone selling a property filled with decades of memories. A client may be celebrating a new opportunity or navigating a difficult change.
Being invited into those moments is a privilege. When I help someone make a sound decision and see their relief at the closing table, I remember why I do this. The relationships often last long after the sale. Clients become friends. Their children grow up, and years later, they call when it is time for their next move.
There is also tremendous room to build a career around your strengths. I enjoy the strategy of pricing a home, the creativity of marketing it, and the challenge of finding the right buyer. No two properties or clients are exactly alike. Even after three decades, I am still learning.
“The best part of being a Realtor is knowing that your work can change the direction of someone’s life. Treat that responsibility with care, and the relationships you build will outlast any commission check.” — Wyatt Poindexter
The bad: The work does not stop when the showing ends
Real estate offers flexibility, but that flexibility can be misunderstood. Clients need help after work, on weekends, and sometimes when you had planned to be off. A showing can turn into an offer. An offer can turn into a negotiation. An inspection can change the entire direction of a deal.
Much of the job happens before anyone pays you. You research the market, prepare a listing, pay for photography and marketing, answer questions, coordinate showings, and work through problems. If a property does not sell or a buyer walks away, you may have spent substantial time and money without earning anything from that transaction.
For luxury listings, my marketing investment can run from $5,000 to $10,000 or more per home. That is a business decision I make because the presentation matters. New agents may not spend at that level, but they still need to understand a basic truth: having a license does not mean you have a business. You have to build one.
The ugly: Some deals fall apart, and hard work does not guarantee a paycheck
This is the part people often leave out of the conversation.
Buyers can back out late in a transaction. A financing issue can surface. An inspection can reveal a costly problem. A seller may reject the market’s feedback and leave a home priced too high for months. Sometimes another agent does not communicate well, and your client still expects you to find a way forward.
You have to deliver disappointing news without losing your professionalism. You have to protect your client’s interests while keeping your emotions out of the negotiation. And you have to get up the next morning and do the work again.
I earned $600 my first year in real estate. I share that because a new agent might see where I am today and assume it happened quickly. It did not. This career has taken years of consistency, financial commitment, mistakes, and lessons I could not have learned in a classroom.
Starting in 2026 takes patience and a plan
This is a demanding year to enter the business. Nationally, existing-home sales declined in August while inventory rose to a 4.9-month supply, giving many buyers more room to negotiate. Those national figures do not describe every Oklahoma neighborhood, but they reflect a market where pricing, preparation, and negotiation matter greatly. nar.realtor
New agents are also competing for trust against people with established relationships and years of experience. The National Association of Realtors reported that members with two years or less of experience earned a median of $8,000 from real estate activities in 2025. That figure is a reminder to plan carefully for the financial side of starting out. nar.realtor
If you are getting licensed this year, learn your contracts. Study your market every day. Understand financing and inspections. Find experienced people willing to answer questions, and be honest when you do not know something. Follow up when you say you will. Be present for your clients. Build relationships before you need business from them.
Most of all, give yourself time. Your first year does not define the career you can build.
“A difficult market can teach a new Realtor the habits that will carry them for decades: tell the truth, know the numbers, do the work, and take care of people. Keep showing up.” — Wyatt Poindexter
Why I still choose this career
I have a love-hate relationship with real estate at times. I think many honest Realtors do. The pressure is real, and the difficult days can be very difficult.
But there is nothing quite like guiding a client through a major decision and knowing you served them well. That feeling has kept me in this profession for 31 years. Being a Realtor means earning trust repeatedly, especially when the answer is not easy to give.
At The Agency Oklahoma, we bring that commitment to clients across Oklahoma City, Edmond, and Tulsa, as well as Grand Lake and Carlton Landing. Whether someone is buying a first home or selling a distinctive luxury property, they deserve thoughtful advice, honest market guidance, and an agent who will stay engaged from the first conversation through closing.
Wyatt Poindexter
Managing Partner, The Agency Oklahoma
405-417-5466
www.OKLuxuryHomes.com
