A surprising hiring trend is emerging among successful real estate teams in secondary markets: many top agents started their careers in education. Joseph Hamer’s team at ReeceNichols South Central Kansas is entirely made up of current or former educators, a structure he says is intentional and reflects a clear insight into what makes agents effective in these markets.
“A lot of top-producing agents were in education first,” Hamer says. “That has a lot to do with understanding how to work with many different people, being patient, breaking things down in different ways, and juggling a lot at once.”
Hamer argues that the link between teaching experience and real estate success is not accidental. The ability to manage a classroom of diverse learners, communicate complex ideas clearly, and handle multiple demands at once directly translates to real estate – especially in markets where client education is a key advantage.
Individual Assessment as a Core Skill
Effective teaching requires assessing each student’s learning style and tailoring communication accordingly. Teachers know that some students are ready to advance quickly, while others need more guidance. Hamer applies this same principle to real estate clients.
“Getting to know clients individually, just like you would get to know your students,” Hamer says. “One client is ready to move fast, another needs more time and explanation. You adjust for each person.”
This individualized approach is critical in secondary markets, where clients’ experience levels vary widely. Out-of-state investors may know real estate but lack insight into local trends. Local first-time buyers might see the community but little about financing or contracts. Educators are trained to meet people where they are and build understanding step by step.
Hamer’s goal is for every client to feel comfortable and confident in significant decisions. Achieving this requires reading client cues, adjusting communication style, and knowing when to provide detailed explanations versus when to move quickly through familiar territory.
Translating Complexity for Clients
Real estate transactions have become more complicated as regulations grow, financing options multiply, and market conditions shift. Most clients buy or sell a home only a handful of times, often with years between transactions. Even experienced clients may be unfamiliar with current practices.
“Buying and selling real estate is often the biggest transaction someone will go through,” Hamer says. “They might do it seven times in their life, but usually not in quick succession. Even if they’ve done it before, it can still be confusing if it’s not explained clearly.”
Educators excel at breaking down complex topics into understandable pieces. Hamer notes that much of the math involved in real estate is simple, but only if it’s presented clearly, without assuming prior knowledge.
This ability to translate complexity is critical when discussing market conditions, financing options, inspection reports, and closing procedures – especially for clients seeing these concepts for the first time or after a long gap. Teachers are trained to simplify without patronizing, a skill that directly benefits client communication.
Managing Multiple Demands
Teachers routinely manage competing priorities: lesson planning, grading, parent communication, administrative tasks, and classroom management. Real estate agents face similar demands, balancing client needs, transaction deadlines, lender requirements, inspections, and closing logistics.
Hamer says that the ability to stay organized and composed while handling multiple tasks at once is a core teaching skill that serves agents well. “There’s definitely a lot of overlap between education and real estate,” he says. “The difference is that in real estate, a lot more is usually on the line during those transactions.”
The stakes are higher. A teacher’s mistake might affect a student’s grade, while an agent’s error can cost a client thousands of dollars or jeopardize a deal. But the underlying skill – managing complex, parallel processes while maintaining attention to detail – is the same.
Patience as a Professional Asset
Patience, essential in teaching, is equally valuable in real estate. Clients often need time to process information, make decisions, or work through uncertainty or emotion. Educators are trained to support this process while keeping progress on track.
Hamer’s move from assistant principal to full-time real estate agent reflects this patience-driven style. “If you’d asked me about my job as an assistant principal, I probably would have changed the subject,” he says. “But if you talked to me about real estate, you might have regretted it, because I would just go on and on.”
This enthusiasm, combined with the communication and organizational skills developed through teaching, has led to strong results. Hamer reports around $9 million in volume across more than 40 transactions in 2025 – a level of production he attributes in part to his educational background.
A Real Competitive Edge
Traditionally, the real estate industry has emphasized personality and relentless hustle as the keys to success. But as transactions become more complicated, regulations increase, and clients arrive better informed, the ability to educate, communicate clearly, and adapt to individual needs may be what separates good agents from exceptional ones.
Whether the flow of teachers into real estate will continue remains to be seen. However, in secondary markets where client education is crucial and transaction complexity is rising, teaching experience offers a concrete advantage that goes far beyond generic “people skills.”
For Hamer and his team, the educator’s toolkit – individualized assessment, clear communication, organization, and patience – has become a foundation for building trust and closing deals in a challenging market. As real estate transactions grow more complex and clients demand more guidance, the skills honed in the classroom are proving to be a powerful asset in the field.