23 May The Real Truth About Real Estate
Lessons From 20+ Years in the Industry
If you’ve ever wondered what it’s really like to build a long-term career in real estate, this one’s for you.
I’ve been a realtor in the Northwest Valley of Phoenix for over two decades. In that time, I’ve helped clients buy and sell more than $200 million worth of homes. But the truth is, those numbers only tell part of the story.
Because behind every sale is a lesson—and a whole lot of hard work.
So today, I want to pull back the curtain and share what I’ve learned over 20+ years in this industry. Whether you’re thinking about becoming an agent, already in the business, or just curious what really goes on behind the scenes, these are the truths I’ve lived—and the lessons I wish I’d known sooner.
Relationships Matter More Than Anything
Yes, even more than marketing, lead gen tools, or fancy systems. Relationships are the heartbeat of this business.
Early in my career, I realized that staying top of mind with clients and contacts is key. You can be the best negotiator in town, but if people forget about you the moment the deal closes, your pipeline dries up. I had to create systems that kept me connected—handwritten notes, check-in calls, pop-bys, even just remembering birthdays. Over time, this became the foundation of a business that sustains itself through repeat and referral clients.
Not Every Deal Is Worth It
This one took me years—and a few gray hairs—to learn. When you’re new, it’s easy to say yes to every client, every opportunity. But over time, I realized that some deals just aren’t worth the stress.
If someone is consistently disrespecting your time, your boundaries, or your values, walk away. Protect your peace. Real estate is stressful enough without carrying the weight of toxic transactions. The right clients will value your professionalism and trust your guidance. And those are the people who make this career deeply rewarding.
Technology Is a Tool, Not a Crutch
It’s wild to think how much has changed. I started writing contracts on carbon paper. Now, I can run my entire business from my phone.
But here’s the thing: all the tech in the world can’t replace the power of personal connection. Your CRM can remind you to follow up, but it’s the human moments—a kind word, a listening ear, a little extra effort—that build trust and loyalty.
Tech should support your business, not become the business. The agents who thrive long-term are the ones who embrace the tools but never lose the personal touch.
Real Estate Is the Hardest Job I’ve Ever Loved
Before real estate, I worked in the medical field in New York. That job was grueling. But in many ways, real estate has been even more demanding. You wear so many hats—advisor, negotiator, marketer, therapist, friend.
But it’s also the most rewarding work I’ve ever done. Helping someone find their dream home or guiding a family through a major life transition—it’s an honor. And it’s worth every late night, every unexpected challenge, every curveball the market throws at us.
So if you’re thinking about stepping into this industry, or maybe just needed a little reminder of why you started—know this: the work is hard. But the impact? That’s what makes it all worth it.
Curious what it takes to build a business like this from the ground up or thinking about buying or selling in the Northwest Valley of Phoenix?
I’m always happy to chat. Call or text me at (602) 329-7782.
Elise Fay Realtor, Sibbach Team | eXp Realty