Why Most Real Estate Agents Quit (And How to Be the Exception)

Roughly 87% of real estate agents don’t make it past year two. That stat might sound scary, but the good news? Their failure has nothing to do with talent and everything to do with preparation.

I’ve worked with thousands of agents—some who close a handful of deals a year, others who have built referral machines. The difference isn’t luck. It’s knowing how to treat this career like a business and a service, not just a hustle.

Here’s what the successful agents get right.

1. They Treat Real Estate as a Service, Not a Sales Gig

The best agents know they’re fiduciaries. That means putting the client’s interests first, even when it’s inconvenient.

I’ve seen agents push for 4-day closings to get their commission faster, even when that timeline makes inspections impossible. That’s not helping your client. That’s risking their future home over your next paycheck.

Want referrals? Serve your clients well. Explain the process. Guide them. Don’t just sell.

2. They Build a Financial Safety Net

One of the biggest reasons agents burn out is poor financial hygiene. That first tax bill hits hard when you haven’t saved for it.

Smart agents:

• Forecast their closings

• Track income and expenses like a real business

• Plan for slower months and seasonal dips

If you don’t already have a spreadsheet for this, today’s a great day to make one.

3. They Understand the Legal Side—or Know When to Call

You don’t need to be a lawyer, but you do need to know when to call one. Don’t freeze up when a survey shows an encroachment. Don’t pretend the contract doesn’t say the seller has to pay HOA transfer fees.

Agents who handle legal issues head-on, with help from a closing attorney, give clients more confidence and make closings smoother.

Want to level up your understanding of North Carolina closings? Start here: thomasandwebber.com/closings

4. They Actually Understand the Closing Process

Great agents know what it takes to get from contract to closing:

• Balancing the CD with the lender

• Solving title issues

• Confirming payoffs and repairs

• Communicating early when things go sideways

When you know how this works, you can be proactive instead of panicked.

5. Their Marketing Has a Clear Voice

If your Instagram feed is just closing day photos and “If you’re looking to buy or sell…” captions, it’s time to get specific.

Who do you serve best? What makes you different? What does the process look like for your clients?

Agents with a unique voice stand out. The rest blend in.

6. They Have Systems (Even If They’re Solo)

Systems aren’t just for teams. Even solo agents need checklists, calendaring tools, and automated reminders. Want to follow up consistently with leads? Want to actually remember that thing your client asked for? Systems make it all possible.

This business can become a long-term career—but only if you run it like one.

Want smooth closings and fewer surprises?
Send your contract to [email protected] or learn more at thomasandwebber.com/closings.