Start Your Career in California Real Estate
Real estate can be one of the most rewarding careers in California, but it is built entirely on commitment and daily effort. The agents who succeed choose a system and work it hard, every single day. This page walks you through the path honestly, from your first pre-license class through joining the profession as a REALTOR®. We want you to make an informed decision, and if you choose this path, we want PSAR to be your home.
Start Your Pre-License CourseBe Informed
Real estate is entrepreneurial work. It rewards persistence, networking, and experience. Most people who get licensed never close a deal. We would rather you know the numbers up front.
Source: National Association of REALTORS® 2025 Member Profile (2024 transaction data).
$58,100 median gross income for REALTORS® nationwide in 2024.
$36,600 median net income after taxes and business expenses.
$8,100 median gross income for agents with 2 years or less experience. 62% of new agents earn under $10,000.
$78,900 median for agents with 16+ years experience. Income grows substantially for those who stay.
87% of REALTORS® are independent contractors (1099, not W-2). Only 4% receive health insurance from their firm.
Source: California Department of Real Estate.
415,352 active real estate licenses in California (December 2025), but only about 200,000 are REALTORS®. The people who actually close deals are overwhelmingly REALTORS®.
29% of California salesperson licenses are inactive, with the license parked at a broker but the agent not actually working in real estate.
The salesperson license renewal rate is 68%. Roughly one in three California agents does not renew at the end of their four-year cycle.
Successful agents tend to share a few traits: they are comfortable being self-employed, can budget for slow months, build relationships steadily over years rather than weeks, and are willing to learn the business side (contracts, marketing, taxes, technology). If those things appeal to you, the income reality above is not the ceiling. It is the average. Top agents in San Diego County earn well into six and seven figures.
The Steps
Four steps from where you are now to actively working with clients. Plan on 3 to 4 months minimum.
California requires 135 hours of DRE-approved coursework: Real Estate Principles, Real Estate Practice, and one elective. Plan on 8 to 16 weeks. PSAR partners with AGENT Real Estate Schools to deliver this locally in Clairemont with live-streamed classes.
After your coursework, schedule your salesperson exam through the California Department of Real Estate. The exam fee is $100 per attempt. You will also complete Live Scan fingerprinting (about $49) for the background check. The exam is in-person at a DRE testing center. Many people take it more than once.
California salespersons must work under a licensed broker. This is not optional. Your brokerage choice shapes your training, commission split, marketing support, and reputation. See the next section on choosing the right type for your career goals.
Joining PSAR (your local association), CAR (state), and NAR (national) makes you a REALTOR®. This unlocks MLS access through CRMLS, the Code of Ethics that consumers trust, education, advocacy, and a community of professionals. Most active practitioners in California are REALTORS®.
Step 1 Deep Dive
PSAR partners with AGENT Real Estate Schools to deliver the required 135 hours of pre-license coursework. Either live or live-streamed classes from our Clairemont location every Wednesday evening, 5:30 to 7:30 PM. Start any week, and finish in 12 weeks, hybrid in-person plus live stream format.
Course options: Salesperson ($599), Broker ($399 to $699), 1-Day Power Prep ($299). Exam prep support included. A three-payment plan is available at checkout. Save up to $100 with Career Day discounts.
Classes are PSAR-affiliated and run through AGENT Real Estate Schools (DRE-approved). Registration, payment, and student support are handled by AGENT directly.
Step 3 Deep Dive
Your brokerage is your home base. It affects your training, marketing support, commission split, and how you build your reputation. There are three main types in California. Each has real tradeoffs.
Pros: Larger professional network, brand recognition, more training, marketing materials provided, sometimes base pay and benefits.
Cons: Less individualized attention, stricter marketing guidelines, potentially lower commission splits to cover franchise costs.
Pros: More flexibility in your marketing, personalized training and mentorship, can leverage the broker's local reputation, often closer-knit team.
Cons: Less brand awareness with prospects, smaller team for referrals, may receive less initial training.
Pros: Higher commission splits (lower overhead), some offer benefits, full schedule flexibility.
Cons: No physical office, harder to build relationships with teammates, must self-manage training and mentorship, not for everyone.
What is the commission split for new agents, and how does it change with production?
What training do you provide in the first 90 days? The first year?
Do you provide leads, or is that on me?
Are there desk fees, transaction fees, or technology fees on top of the commission split?
Who do I call when I get stuck on a contract or face an ethics question?
Can I see the production numbers of agents at my experience level?
Career Path
Two California licensing levels. Most people start as a salesperson and may progress to broker over time.
Entry-level. Works under the supervision of a real estate broker. Most agents stay at this level their entire career. Requires 135 hours of pre-license education, the DRE salesperson exam, and a sponsoring broker.
Average time to qualify: 3 to 4 months from start.
Operates a brokerage or works independently. Requires either a college major or minor in real estate, or two years of real estate experience plus eight 45-hour college-level real estate courses. Lawyers who passed the bar can also apply directly.
Typical path: 2+ years as a salesperson, then additional coursework and the broker exam.
Be Realistic About Money
Plan for about $4,300 in your first year before you close your first deal. The breakdown is below. PSAR offers a payment plan that spreads dues across 12 months so the start-up burden is more manageable.
Pre-license courses through AGENT: $599
DRE exam fee: $100 (per attempt)
DRE license fee: $350 (good for 4 years)
Live Scan fingerprinting: about $50
Exam prep materials: about $100
One-time new-member fees included.
PSAR annual dues: $187
CAR annual dues: $342
NAR annual dues: $201
CAR new-member processing fee (one time): $200
PSAR onboarding fee (one time): $75
CRMLS access (full year + setup): about $760
SentriLock card for lockbox access: $129
Errors and Omissions insurance: about $400
Business cards, signs, website: about $300
Initial marketing budget (first 6 months): about $500
This number assumes you pay everything up front. PSAR's payment plan lets you spread the local, state, national, MLS, and lockbox fees across the year at about $114 per month, with a smaller payment due at the time you apply. The total still adds up to the same amount, but the burden is more manageable when you have no commission income yet.
Ongoing in Year 2 and beyond: about $1,600 in annual dues and fees once the one-time setup costs drop off, plus your business expenses, marketing, gas, phone, and continuing education for renewal.
Step 4 Deep Dive
A real estate license from the DRE lets you legally practice. Being a REALTOR® is the standard among professionals who actually close deals. California has 415,000+ active licensees, but only about 200,000 are REALTORS®. The people who consistently sell homes are overwhelmingly in that second group.
Joining the profession as a REALTOR® gives you four things a license alone does not:
MLS Access through CRMLS. You cannot list properties or search active inventory without it, and CRMLS access is tied to local REALTOR® association membership.
The REALTOR® Code of Ethics. Consumers know the difference. The R is a trust signal at the kitchen table.
Local advocacy and education. PSAR fights for your property rights at the city, county, and state level and provides ongoing training that keeps you competitive.
A community of practitioners. Mentorship, referrals, pitch sessions, and the network you build at PSAR is often the difference between an agent who quits in year two and one who is still selling in year ten.
If you plan to actually sell real estate in San Diego County, joining PSAR is not optional in any practical sense. It is how you get the tools and access you need to work.
Your Local Association
Three things set PSAR apart from other San Diego County options.
When you call PSAR, a person answers. No call trees, no ticket queues. Our staff knows the business and is empowered to solve your problem on the spot.
One of the most extensive class libraries in San Diego County. Live pitch sessions twice a week. Continuing education to keep you current and compliant.
4,000+ members across South County, East County, and Central San Diego. Three offices where you can meet, train, and work. A community you can lean on.
Common Questions
The questions we hear most often from prospective agents.
How do I become a real estate agent in California?
Complete 135 hours of DRE-approved pre-license education, pass the salesperson exam, submit your license application with fees, and find a sponsoring broker. Plan on 3 to 4 months minimum.
Do California real estate agents need a license?
Yes. You must be licensed to show homes, write contracts, negotiate deals, and earn commissions. Working without a license is illegal in California.
What is the difference between a salesperson and a broker?
A salesperson is an entry-level agent who works under a broker's supervision. A broker has more education and experience, and can operate independently or run a brokerage.
Can I take my pre-license courses online?
Yes. Most students now take coursework online. Classroom and live-stream options are also available. PSAR's partnership with AGENT delivers live-streamed classes from our Clairemont location.
Can I get my California real estate license entirely online?
Mostly. The DRE uses an eLicensing system for applications and tracking. However, the real estate exam and your background check fingerprinting must be completed in person.
How long does the DRE application process take?
About 3 to 4 months total. Coursework takes 8 to 16 weeks. The application then takes around 6 weeks to process, depending on DRE volume. You schedule the exam separately.
Does California offer real estate license reciprocity?
No. If you hold a license in another state, you must still complete the 135 hours of California pre-license education and apply for a California salesperson license.
Can I work part-time as a real estate agent?
Yes, but most successful agents work full-time. Real estate is relationship-driven and time-intensive. Most new agents take 6 to 12 months to close their first commission, which makes part-time difficult unless you have other income.
Should I quit my day job?
No, not at the start. Plan to have 6 to 12 months of living expenses saved before you go full time. Many new agents start part-time while keeping their existing job, then transition once their pipeline supports it.
How do I get paid as a real estate agent?
Almost entirely on commission. Commissions are negotiated per transaction and split between your brokerage and you. As an independent contractor, you pay self-employment taxes and cover your own expenses, marketing, and benefits.
Talk To Us
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Pacific Southwest Association of REALTORS® |
