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Start Your Career in California Real Estate
Become a REALTOR®
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
The Honest Truth About This Career
Real estate is entrepreneurial work. It rewards persistence, networking, and experience. Nearly one in three new REALTORS® working in home sales closed no home sales in 2025. We would rather you know the numbers up front.
Income Reality
Source: National Association of REALTORS® 2026 Member Profile (2025 data).
$59,200 median gross income for REALTORS® nationwide in 2025.
$37,000 median net income after taxes and business expenses.
$41,700 median gross income for REALTORS® with a sales agent license. Most new agents start with this license.
$8,000 median gross income for agents with 2 years or less experience. 62% of new agents earned under $10,000.
New agents working in home sales had a median of 2 transactions in 2025, and 31% closed no home sales. Agents with 6 or more years of experience had a median of 10.
$88,500 median for agents with 16+ years experience. Income grows substantially for those who stay.
86% of REALTORS® are independent contractors (1099, not W-2). Only 4% receive health insurance from their firm.
California Licensee Reality
Sources: California Department of Real Estate; California Association of REALTORS®.
More than 400,000 real estate licensees in California, but fewer than half are REALTORS®. The people who actually close deals are overwhelmingly REALTORS®.
In July 2026, 75% of California salespersons due for renewal renewed their license. About one in four did not.
Who Tends to Succeed
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). The numbers show why relationships matter. In 2025, new agents got a median of 0% of their business from past clients and referrals, while agents with 16 or more years got 49% from repeat clients and 32% from referrals. If those things appeal to you, the income reality above is not the ceiling. It is the median. Top agents in San Diego County earn well into six and seven figures.
The Steps
Your Path to Becoming a REALTOR® in San Diego County.
Four steps from where you are now to actively working with clients. Plan on 3 to 4 months minimum.
Step 1: Complete Pre-License Education
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.
Step 2: Pass the DRE Exam
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 $50) for the background check. The exam is in-person at a DRE testing center. Many people take it more than once.
Step 3: Find a Brokerage
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.
Step 4: Become a REALTOR®
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
Live Pre-Licensing Classes in San Diego
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
Choosing the Right Brokerage
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. Nationally, 53% of REALTORS® work with an independent brokerage and 41% with a franchise. About one in five works on a team, typically of four people.
Franchise Brokerage
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.
Independent Brokerage
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.
Virtual Brokerage
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.
Questions to Ask Any Brokerage Before You Sign
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?
If you join a team that provides leads, what split do the team and the lead source take, and how much of each commission will you keep?
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
Salesperson vs Broker
Two California licensing levels. Most people start as a salesperson and may progress to broker over time.
Real Estate Salesperson
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.
Real Estate Broker
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
What Year One Actually Costs
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.
Getting Licensed (One-Time, About $1,200)
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
Joining the Profession (Year One, About $1,900)
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
Business Setup (Year One, About $1,200)
Errors and Omissions insurance: about $400 (ask your brokerage first; 44% of REALTORS® get this through their firm)
Business cards, signs, website: about $300
Initial marketing budget (first 6 months): about $500
Total Year One: About $4,300
This number assumes you pay everything up front. PSAR's payment plan lets you spread part of the local, state, national, MLS, and lockbox fees across the year with a monthly fee, along with a payment due at the time you apply. Find the Join-PSAR button at the top of the page to calculate cost estimates up front.
Not included: day-to-day business costs. In 2025, sales agents spent a median of $7,490 on their business, with vehicle costs the largest item at $1,390 (NAR 2026 Member Profile).
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.
Year Two and Beyond (Annual)
Step 4 Deep Dive
Why Be a REALTOR® and Not Just Licensed
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 more than 400,000 real estate licensees, but fewer than half 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. PSAR provides CRMLS access to its REALTOR® members, and also to California brokers, the agents who work under them, and appraisers who subscribe through PSAR without becoming REALTORS®.
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.
Joining a REALTOR® association is voluntary. For most agents who plan to sell homes in San Diego County, it is how they get MLS access, professional tools, and the support they need to do the work.
Why Choose PSAR
What you can expect as a PSAR member.
Service That Answers
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.
Education That Compounds
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.
Committees Open to Every Member
Every PSAR committee except Professional Standards is open to any member. Attend three meetings in a row and you are offered a seat. At orientation, new members are invited to come to pitch sessions, join committees, and get involved.
Serving All of San Diego County
PSAR serves all of San Diego County from three service centers in Chula Vista, El Cajon, and Clairemont. About one in three PSAR members lives or works in central San Diego. PSAR has more than 4,000 members and MLS subscribers, including about 3,750 REALTOR® members. Over the past year, PSAR grew about 5%, while the number of REALTORS® in San Diego County fell about 4% (NAR counts of primary members, October 2025 to October 2026).
Common Questions
Frequently Asked 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 a REALTOR®?
A REALTOR® is a real estate professional who is a member of the National Association of REALTORS® and agrees to follow the REALTOR® Code of Ethics. In California, you become a REALTOR® by joining a local association such as PSAR, which also makes you a member of the California Association of REALTORS® and NAR. Not every licensed agent is a REALTOR®. In California, fewer than half are.
Is PSAR the same as the California Department of Real Estate (DRE)?
No. The DRE is the state agency that issues, renews, and disciplines real estate licenses. PSAR is a professional association that brokers choose to join. When a broker joins, each agent who works under that broker either joins too or the broker pays a fee for that agent. PSAR's education, forms, and compliance tools help members stay within DRE rules. License complaints go to the DRE. Ethics complaints against REALTORS® and disputes between REALTORS® go to PSAR.
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. In 2025, REALTORS® with a sales agent license worked a median of 30 hours a week, and those with a broker license worked 40. 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. In 2025, only 48% of REALTORS® with two years or less experience said real estate was their only occupation, and it was the main source of household income for only 27% of them.
Is it too late to start a career in real estate?
No. Only 6% of REALTORS® say real estate was their first career. The most common earlier careers are sales and retail (15%) and management, business, or finance (15%). The median age of REALTORS® with two years or less experience is 45.
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.
Which REALTOR® association should I join in San Diego County?
The Pacific Southwest Association of REALTORS® (PSAR) serves all of San Diego County from three service centers in Chula Vista, El Cajon, and Clairemont. Founded in 1928, PSAR has more than 4,000 members and MLS subscribers, and about one in three lives or works in central San Diego. PSAR members get MLS access through CRMLS. Agents who use CRMLS represented about 45% of the buyers and sellers in San Diego County real estate sales in the 12 months ending November 1, 2026.
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