You Think You Want to be a Real Estate Agent?

Napa Pros Share the Real Story

If you’ve ever watched a glossy real estate show like Selling Sunset, Million Dollar Beach Houses or Buying Beverly Hills, the job looks irresistible. Who wouldn’t want a career spent touring stunning homes, admiring designer interiors, and collecting hefty commission checks?

But how much of that is real—and how much is Hollywood?

To find out, we turned to two respected Napa Valley Realtors: Broker Associate Ellen Politz of Corcoran Icon Properties and Christina Winegar of Golden Gate Sotheby’s International Realty. Both have built long, successful careers in one of the most competitive markets in the country. And both are quick to point out that the job is far more complex, and far more meaningful, than what you see on screen.

What It Takes to Be a Good Realtor

“There’s a big difference between wanting to be a Realtor and actually being a good one,” writes Ellen Politz in an email. “People often enter real estate for the wrong reasons. They see television shows, social media posts, or headlines about large commissions and think it looks like easy money. It’s not.”

For Ellen, the heart of the profession is service.

“Real estate can be an incredibly rewarding career, but only for people who genuinely enjoy helping others through one of the biggest financial and emotional decisions of their lives.”

Christina Winegar agrees wholeheartedly.

“Being a great real estate agent takes much more than sales ability,” she says. “It requires integrity, strong communication skills, market knowledge, responsiveness, patience, and the ability to build lasting relationships. The best agents are problem solvers, strong negotiators, and trusted advisors who genuinely care about helping their clients navigate important life decisions.”

She adds that the people who thrive in real estate tend to share a common thread: “People who are drawn to real estate for the right reasons usually enjoy working with people, solving problems and building long-term relationships within their community.”

Ellen describes the ideal Realtor as someone with a blend of interpersonal and analytical strengths.

“A good Realtor usually has a unique combination of skills and personality traits,” she says. “They may personally enjoy house shopping and architecture. They often have a strong finance background or at least a solid understanding of budgeting, lending, and long-term investment value. They are detail-oriented, excellent communicators, patient listeners and true ‘people persons.’ Most importantly, they care deeply about guiding clients through an overwhelming process with honesty, integrity and professionalism.”

Ellen Politz of Corcoran Icon Properties

What Does a Realtor Actually Do?

According to the California Association of Realtors, “A real estate agent in California is a licensed professional who helps people buy, sell, or rent property. They act as a representative for either the buyer or seller, guiding clients through the process and ensuring compliance with California real estate laws.”

Their core responsibilities include:

•  Researching local market conditions

•  Setting competitive pricing

•  Showing properties

•  Negotiating purchase or lease agreements

•  Preparing and reviewing contracts, disclosures, and legal documents

•  Coordinating inspections, appraisals, financing, and closings

•  Explaining property details, legal obligations, and market trends

It sounds straightforward, until you talk to someone who does it every day.

Ellen is quick to point out that a good Realtor’s job goes far beyond unlocking doors.

“First, we spend time understanding what buyers truly want, not just the features they mention initially, but how they want to live, what they can comfortably afford, and what financial commitment makes sense for their future.”

And once a buyer finds a home?

“Then comes evaluating the property’s value and strategically writing an offer that has a chance of being accepted, sometimes even below list price,” she says. “After an offer is accepted, the real work often begins. There are inspections, and then sometimes more inspections; with roofers, plumbers, electricians, HVAC technicians, or structural engineers depending on what the initial reports uncover. Then comes negotiating repairs or credits to help offset unexpected costs for the buyer.”

Misconceptions and Reality

Christina says one of the biggest misunderstandings is how straightforward people think the job is.

“One common misconception from both buyers and sellers is that real estate transactions are simple,” she says. “In reality, a successful transaction involves far more than finding a property or accepting an offer; it requires strategy, negotiation, communication, problem solving and ongoing guidance throughout the process.”

And the moment a home goes into escrow? That’s when the real juggling act begins.

“Many people also assume the hardest part is over once the property goes into escrow, when in fact that is often when the most critical work begins. Successfully navigating a transaction to closing requires constant coordination, attention to detail and communication skills to manage the many moving parts behind the scenes.”

Even after nearly three decades in the business, Christina still encounters new challenges.

“What often surprises people about real estate is how unpredictable and constantly changing the business can be,” she explains. “No two days, transactions, or client situations are ever exactly the same. Every escrow presents its own personalities, circumstances, challenges, and unexpected issues to navigate. Even after nearly 30 years in the business, I still encounter new situations that require creativity, adaptability, and problem solving. That constant variety is part of what makes real estate both challenging and rewarding.”

Christina Winegar of Golden Gate Sotheby’s International Realty

A Real-Life Example

Ellen helped her oldest son buy his first home, and the experience became a teaching moment.

“Recently, I helped our oldest son purchase his first home in Napa,” she says. “Ironically, this is the same son who texted me two years ago, during all the national headlines about commission lawsuits, saying buyers would soon save money because they would no longer ‘need’ Realtors.”

But after months of searching?

“Fast forward to this year. After viewing over 45 homes, writing two offers, getting one accepted, canceling after inspections, and just closing on his first home in April, he had a very different perspective.”

On signing day, the two of them raced between the title company, the bank, the final walkthrough, and a round of remodeling items needed for his “fixer.”

“At one point he looked at me and said: ‘So real estate is not just writing up a contract for a buyer who found a house online or at an open house and getting paid?’ Exactly.”

The Pros and Cons of the Profession

The National Association of Realtors highlights several advantages of the career:

•  Setting your own schedule

•  Building deep trust with clients

•  Becoming a positive force in the community

•  Helping people achieve major life goals

But the job also comes with challenges:

•  No employer-provided benefits

•  Irregular income

•  Long or unpredictable hours

•  Weekend and evening work

•  Emotional and financial stress

Christina believes the best agents succeed because they understand the deeper purpose of the work.

“Ultimately what makes a great real estate agent is not just the ability to complete the transaction, but the ability to genuinely guide, support, and advocate for people through some of the most important decisions and transactions in their lives,” she says. “The best agents understand that success is built on trust, relationships, integrity, communication and consistently putting the client’s needs ahead of their own. Real estate is not just about houses; it’s about the people who live in them and the lives and memories connected to them. At its core, real estate is a people business, and the agents who make the greatest impact are the ones who never lose sight of that.”

Ellen echoes that sentiment.

“Buyers and sellers cannot control many parts of the home sale process. Lenders, inspections, appraisals, escrow timelines, insurance requirements, and moving logistics can all create stress and uncertainty. One of the most valuable things a Realtor can provide is calm, consistent communication that helps clients understand each step and feel more in control.”

“The best Realtors are not simply salespeople,” Ellen says. “They are advisors, negotiators, problem-solvers, project managers, counselors, and advocates. They help people navigate uncertainty with confidence. When done well, it’s not ‘easy money’ at all. It’s earned.”