The Long Game: Why 30 Years of Professionalism Still Matters in Real Estate

In slower markets, the difference between dabblers and dedicated professionals becomes clear.

Even in today’s slower market, many agents aren’t stepping back—they’re doubling down. Recent National Association of REALTORS® (NAR) data shows that membership remains stronger than expected, with 1.45 million members as of May 31, 2025, exceeding projections by nearly 4%. At the same time, the median gross income rose to $58,100 in 2024 from $55,800, while the typical member completed 10 transaction sides with a sales volume of $2.5M—unchanged from 2023.

Notice the “income” on that list. It’s lower than many people think—and it hasn’t moved in years. If you’ve read our previous blog on the value of professional representation, you know why this matters. The next time you’re tempted to ask for a discount on the professional fee, remember: better costs more. Always has; always will.

By the Numbers

These figures point to a key truth: the industry is maturing. The median years of experience have risen, and fewer newer entrants are sticking around. In slower markets, the difference between dabblers and dedicated professionals becomes clear.

Professionalism That Endures

For 30 years, we’ve built our careers not on market timing or short-term gains, but on steady, client-focused excellence. We’ve weathered booms, busts, and everything in between—because we treat real estate as a profession, not a temporary experiment.

While popular television and social media can make real estate look like a quick, glamorous sprint to big paydays, the truth is very different. Success here isn’t scripted. It’s built on market expertise, relentless follow-through, skilled negotiation, and the ability to solve complex challenges—qualities that develop over years, not overnight.

The fake careers portrayed on reality shows and social media bear no resemblance to the real work of this profession. There’s no script, no glamorous montage of instant success. In the real world, transactions are built on market knowledge, negotiation skill, persistence, and relationships—things you can’t fake for long.

Credentials That Reflect Real Performance

In an industry where anyone can get a license, true differentiation comes from performance-based recognition and measurable success. Our GUILD™ recognition from the Institute for Luxury Home Marketing is a prime example. This credential is earned—never purchased—and awarded only to those who demonstrate consistent results in the million-dollar-and-up market.

Lifelong Learning as a Competitive Edge

Markets evolve. Buyer behaviors shift. Technology transforms how properties are marketed and sold. We’ve never stopped learning—whether mastering advanced negotiation, refining luxury marketing strategies, or leveraging cutting-edge analytics—because the best way to serve our clients is to stay ahead of change.

Experience You Can Rely On

Over three decades, we’ve seen many join the field chasing opportunity in strong markets—only to exit when conditions became challenging. Our staying power comes from adaptability, deep market knowledge, and building lasting relationships. Clients return to us because they know we’re here for the long term.

If you want advice grounded in three decades of proven results—backed by performance-based credentials and a commitment to lifelong learning—let’s talk. The market changes, but our drive and our standards never have.

— Craig Hogan & Rudy Zavala
Hogan Zavala Group | Engel & Völkers Chicago

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