Real Estate School vs Reality Why Canadian Realtors® Need Marketing and Business Skills

If you have ever talked to a brand new Realtor® fresh out of school, you know the look. Wide eyes. Excited. Hopeful. And then, about two weeks in, the reality sets in. They know how to fill out a contract and can recite rules about disclosures, but when it comes to finding clients or running a business, they feel like they have been tossed into the deep end without a life jacket.

 Image is for illustrative purposes only and may not represent actual Realtors® or The Sharp Advantage clients.

That is because real estate schools in Canada do a solid job teaching what keeps you legal and licensed, but they do not teach what keeps you in business. And the truth is, being a Realtor® is not just about selling homes. It is about being a business owner, a marketer, a communicator, and sometimes even a therapist.

Why Marketing Should Come First

Marketing is not something you get to later. It is the thing that keeps your business alive. You can be the most knowledgeable Realtor® in Ontario, but if no one knows you exist, you will not close a single deal.

Think about how most clients find Realtors® today. They go online. They search on Google. They scroll on Instagram. They watch short videos on TikTok or YouTube. Your marketing is the front door to your business, yet it is not part of what you learn in school.

This leaves new Realtors® guessing. Do I copy what other Realtors® are doing? Do I buy ads right away? Do I make awkward videos? Without guidance, it is easy to waste time and money and start second-guessing yourself.

The Business Skills Nobody Mentions

Marketing is the start, but business basics are what keep you standing.

Let’s say you are lucky enough to generate a few leads. Amazing! But what if you do not know how to manage your expenses, plan for taxes, or set aside money for slow months? That quick excitement can turn into stress very fast.

Realtors® are entrepreneurs. You are not just selling homes. You are building a business from scratch. You need to know how to track your numbers, manage time, handle client expectations, and stay consistent. These skills are not extras. They are survival.

Stories From the Field

I have seen this play out in many ways. Some new Realtors® put all their energy into social media ads without really knowing who they were trying to reach. After spending a lot of time and money, they ended up with few leads and a lot of frustration.

Others focus on building the perfect website or social media profile but never learn how to follow up with potential clients. They may look professional online, but without a system to convert interest into real conversations, their efforts do not translate into business.

Then there are Realtors® who keep it simple. They consistently share helpful updates, tips, or market insights in an honest and approachable way. Over time, they build trust, attract clients naturally, and generate referrals. Nothing complicated. Just consistent marketing and solid business practices.

Why Schools Avoid It

To be fair, real estate schools are designed to make sure you pass exams and follow the law. That is their role. But it leaves a gap between what is required on paper and what is required to actually succeed.

It is a bit like teaching someone to drive by giving them the rule book but never letting them sit behind the wheel. Yes, they technically know what is allowed, but when it comes to actually driving, they feel lost.

What Should Change

If real estate schools in Canada want to prepare Realtors® for success, they should start including:

• How to build a personal brand that feels authentic

• The basics of digital marketing, including video and social media

• Client communication skills that go beyond scripts and sound natural

• Time management and follow-up strategies

• Financial literacy for running a small business

  
  

These are the skills that turn a license into a career.

Making the Leap from School to Real World

Graduating from real estate school in Canada is an exciting milestone, but it is only the beginning. Knowing contracts and disclosures will keep you legal, but running a successful business takes more than that. Marketing, client communication, financial planning, and time management are the skills that separate Realtors® who survive from those who thrive.

Imagine walking into your first month fully prepared not just with a license, but with a strategy to attract clients, manage your finances, and build trust. That confidence comes from real-world knowledge, mentorship, and a willingness to keep learning beyond the classroom.

The truth is, no school can teach you everything. But seeking out training and guidance that fills the gaps will save you time, stress, and frustration. It will also allow you to focus on what really matters: connecting with clients, providing value, and growing a business that lasts.

Being a successful Realtor® is not just about knowing the rules. It is about knowing how to make the rules work for you and your clients. The sooner new Realtors® embrace that, the faster they can turn excitement into real, sustainable success.

Conclusion

In conclusion, the journey from a newly licensed Realtor® to a thriving business owner is filled with challenges. However, with the right mindset and skills, you can navigate this path successfully. Embrace marketing, understand your business, and connect with your clients.

Remember, you are not alone in this journey. Many have walked this path before you, and with the right support and knowledge, you can achieve your dreams in real estate.

See How The Sharp Advantage Can Help Build Real World Skills.

This blog is for informational and educational purposes only. It is not legal, financial, or professional real estate advice. The content is intended to provide general guidance and should not be relied upon as a substitute for professional advice. Readers in Ontario, Canada are encouraged to consult a licensed Realtor® or other qualified professional for guidance specific to their situation.