21 Years in Real Estate: What It Takes to Go the Distance
Hi there! I’m Kim Barber—real estate agent, investor, and coach. If you’re a real estate agent or thinking about jumping into this industry, I know firsthand how challenging it can be. So today, I’m excited to share some of my journey and key lessons I’ve learned that can help you succeed, whether you’re just starting or looking to level up your career.
Why I Left a Great Tech Career for Real Estate
You’re probably wondering: Why would anyone leave a stable, high-paying tech job for a career with a notoriously high failure rate? (Did you know 87% of real estate agents don’t make it past five years? Yikes!)
For me, it came down to freedom. In my previous role as a tech executive, I dealt with the office politics, long meetings, and rigid schedules that left me craving more control over my future. At 30 years old, I was making six figures, but I wanted more flexibility and independence.
That said, making the leap wasn’t easy. I didn’t just quit my job one day and hope for the best. I had a plan—and this is a tip I give every aspiring agent: make sure you have at least six months of financial reserves before starting. This cushion will help you focus on building your business without the stress of needing a paycheck right away.
How I Hit the Ground Running
When I made the switch, I did two things that helped me start strong:
I diversified my lead sources.
I didn’t rely on just one way to get clients. I tapped into my network (sphere of influence), worked with expired listings and for-sale-by-owner (FSBO) properties, and held open houses. Eventually, I added geographic farming and short sales to my strategy. Having multiple lead sources meant that if one slowed down, I had others to keep me going.
I mastered scripts and role-playing.
I knew I needed to be confident in what I said to potential clients, so I spent four years practicing scripts every morning. I role-played with a coach and studied objections. Knowing exactly what to say and how to say it gave me a competitive edge—and it’s something I recommend to all agents.
When the Market Changes, You Have to Adapt
One of the biggest lessons I’ve learned in 20 years is that you have to move with the market. In 2008, the housing crisis hit, and suddenly, short sales and foreclosures were everywhere. I quickly shifted my focus to those niches and became an expert. That adaptability allowed me to not only survive the downturn but thrive in it.
And now, in 2024, we’re seeing big changes again with buyer and seller commissions and shifting market dynamics. My advice? Don’t panic. Communicate your value clearly. Whether you’re working with buyers, sellers, or investors, show them why hiring you is worth it.
Work-Life Balance Is Non-Negotiable
In my early years, I worked non-stop, especially when I had 85 listings during the REO (real estate-owned) boom. I burned out. Badly. Over time, I realized that having systems and boundaries is essential to long-term success and happiness.
Here are two key systems I use to maintain balance:
Separate work from personal life: I don’t give my personal phone number to clients. Instead, I use a business line connected to my CRM so I can unplug when I need to.
Set clear working hours: My clients know when they can reach me, and they respect those boundaries.
Proven Systems and Strategies Are Game-Changers
One of the biggest reasons I’ve been able to sustain success is my commitment to proven systems and automation. Early on, I didn’t have a streamlined way to track leads, and it cost me—big time. At one point, I realized we had lost $3.2 million in potential commissions simply because we weren’t following up properly. That experience led me to create workflow automations that ensure no lead slips through the cracks.
If you’re an agent looking to scale, having systems in place will save you time, money, and stress. Trust me on this one!
The Importance of Knowing Your "Why"
What keeps you going when things get tough? For me, it’s my “why.” I’ve built a life where I can work with clients I love, coach ambitious agents, and still have time for my family and personal goals.
Whether your “why” is financial freedom, creating generational wealth, or having a flexible schedule, keeping that purpose front and center will help you persevere through challenges.
Building Your Dream Life
Real estate is not for the faint of heart, but if you’re willing to put in the work, it can be incredibly rewarding. The key is to stay adaptable, continuously learn, and protect your time and energy.
I hope my story and tips have been helpful! If you found value in this post, let me know in the comments below. And if you’re interested in more tips, tricks, and insights, feel free to subscribe to my YouTube channel. I’d love to help you build your dream real estate career!
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