People like the shiny version of real estate: the headlines, record sales, and social media excitement. What is often overlooked is what it actually takes to sustain this business over the long term. Longevity in the real estate industry is not built on name recognition. It is built on resilience, consistency and values that withstand market downturns.
After nearly 30 years in the industry, one thing is clear: the agents and leaders who survive aren’t the loudest or flashiest. They are willing to do the difficult, unlauded work that no one is looking at, and they do it year after year.
5 Lessons I Learned in 27 Years in Real Estate
Here are five lessons that have shaped my nearly 30 years in the real estate industry and guide how I work and live today.
Longevity is built by cycles, not moments
Real estate is cyclical in nature. Boom markets give way to corrections. Business models evolve. Leadership trends come and go. While technology promises to streamline or replace some processes, trust, judgment, and human relationships remain irreplaceable.
I entered the industry early in my career at a time when the market was unusually stable. Trading was steady, optimism was high, and for a while it felt like progress was guaranteed. Then the market crashed. Almost overnight, my confidence disappeared. The deal stalled, fear set in, and I was forced to face a reality that many professionals don’t face until much later. It means that survival itself has become a job.
It was then that I learned what it actually takes to live a long life. I couldn’t wait for things to get better. I had to find a way to endure long enough to recover. It meant leaning into service even when there was no immediate reward, showing up for customers and colleagues even when there was no money, and working to maintain trust rather than chasing short-term wins. Those choices didn’t necessarily help me in the moment, but they guided me into the next cycle.
After 27 years in this business, I am always prepared for change to occur. Adaptability is still important, but only if it is based on values. Tools are subject to change. Branding can change. Strategy can be rewritten. But no amount of innovation can make up for the loss of ethics, respect, and customer experience. The market usually doesn’t end a career. There are cultural mismatches.
Culture is practiced, not declared.
In the post-COVID-19 years, many in the industry have begun to reevaluate not only how they work, but also where and with whom they work. That re-evaluation is still ongoing. Experienced agents in particular want an environment that recognizes them as individuals rather than interchangeable producers.
I felt this change personally. After several decades in business, I’ve noticed a growing disconnect between the culture many companies claim to have and the experience agents they experience every day. The words sounded right, but the support, trust, and humanity didn’t always follow. Rather than wait for that gap to close, I made the decision to create an environment that seemed to be lacking.
The launch of The Agency Seattle wasn’t about scale or disruption; it was about practicality. Building a culture where people are seen, respected, and supported requires intention in the small moments: how decisions are made, how people are spoken to under pressure, and whether leadership is shown when there is nothing to be gained. Culture is not defined by a mission statement. It is defined by action.
Real estate is a very personal profession. It intersects with economics, family, time, and identity. The culture surrounding the job is important. People do better work and stay when they feel supported, respected, and trusted.
Community involvement builds trust that marketing cannot.
Over time, I realized that community involvement is not a branding exercise. It’s a long-term commitment. Intentionally deciding where and how we show up shapes the way our business is experienced, often in ways that aren’t immediately measurable.
When we moved into the Old Bellevue space and continued our expansion into Madison Park, the goal wasn’t size or name recognition. The idea was to create a space that felt open and human, one that supported local artists, welcomed conversation, and gave back through philanthropy. These choices may not move quarterly metrics, but they shape how your business is experienced over time. And experience builds trust.
That lesson came into focus for me one afternoon as I was preparing a space in Madison Park. A longtime resident knocked on the door and asked what was inside. When I told her about us, she stopped and asked a simple but powerful question. “How are you different and how can you be part of this community?” I invited her in and we talked. We talked less about real estate and more about her life in the neighborhood and what it has meant to her over the past 40 years.
At one point, she told me that no one had asked her about her experience in the area during that time. She told a story that gave me a deeper understanding of why communities are so important to the people who live in them, and why acting with curiosity and respect is more important than any other launch campaign.
Relationships deepen when intermediaries become true participants in a region, rather than just operating a business within it. Trust grows through consistency and contribution, not campaigns. In an industry that puts people first, such trust is not just a “nice-to-have.” That’s basic.
Grit is about consistency, not quantity.
Although grit is often celebrated in the industry, it is rarely clearly defined. Grit is not bravado or bravado. It’s consistency. Stay in the game through market changes, be willing to do uncomfortable work, and maintain standards when compromise is easy.
This was most evident in tough markets where there was a lack of listed stocks and increased pressure. Often, agents begin to undermine each other, lowering commissions, cutting services, and starting a race to the bottom in the name of survival. Early on, I had to decide whether to follow that pattern or stick to the value I bring.
My position has always been simple. My worth is my worth. We do not offer discounts based on market conditions. Even if the situation becomes more difficult, the job does not become less important, it becomes more demanding. Clients need more guidance, more judgment, more advocacy than that. So instead of lowering my standards, I lean into them even more.
The choice wasn’t always easy, but it was always beneficial to me. Markets move up and down. What lasts is the trust built by showing the same level of dedication, effort, and integrity every cycle. Such grit is not loud, but it lasts for a long time.
Human-centered leadership sustains careers
The real estate industry remains, at its heart, a business that puts people first. The way a leader shows up, the culture they create, and the values they model shape not just their deals, but their careers.
I learned that human-centered leadership is not something you proclaim, but something people experience in moments of pressure. When agents face unfamiliar territory or high-stakes decisions, what matters most is not hierarchy or process, but knowing that someone is on their side. Not to take over, but to help them think clearly, stay grounded, and make confident decisions.
Transactional leadership may produce short-term results, but it rarely builds long-lasting careers. Leaders and organizations that persevere lead with consistency, respect, and accountability, especially when the going gets tough.
Something that remains over time
After 27 years in the real estate business, one truth has become clear to me. That means longevity is not a coincidence. It is built on stable leadership, lived values and a commitment to people beyond optics.
Consistently applying grit, generosity, and respect will not only create a stronger business; They are creating an industry that professionals can be proud to work in for the long term.
Throughout this month, we are focusing on ‘New Mediation Strategies’. How securities companies operate in 2026 will be no different than before. From corporate giants to finicky indies, we map the new playing field and talk to brokerage leaders across the country about what’s working now and what’s next.
Jen Cameron is a managing partner at The Agency Seattle and host of the podcast Homegirl Knows Best. Connect with her on Instagram.
