Thinking of switching careers into real estate? Read this first

Career changes into real estate are often framed as decisive moments. A licence is obtained, a resignation letter is written, and a new chapter begins.

For Harrison Turner, the decision was not whether to enter real estate quickly, but whether he could do it in a way that was sustainable.

Now a sales associate to Ryan McCann at First National Cleveland in Queensland, Harrison came into the industry from a compliance role within a commercial law firm, working in conflicts of interest and regulatory oversight.

He had graduated with a Bachelor of Justice at Queensland University of Technology, and at the time, his longer-term ambition was to move into financial crime and counter-terrorism financing – real estate sat firmly on the periphery of his career plans.

“I actually loved the role I was in,” Harrison says. “I wasn’t unhappy.”

That made the decision to move into real estate harder.

When his cousin, First National Cleveland director Ryan McCann, encouraged him to move into sales, Harrison initially declined. In fact, he said no more than once.

“I didn’t want to jump just because the opportunity was there,” he says. “If I was going to change careers, I wanted to do it properly.”

Growing up around the business doesn’t make the decision easier

Harrison’s exposure to real estate began long before he considered it as a full-time career.

His mother, Lisa Turner, runs the rental division at First National Cleveland, and Harrison spent years working casually in the business, starting at reception, collecting rent and helping with customer service before moving into weekend open homes.

That proximity gave him a clear-eyed view of the industry.

“I saw how much work actually goes into it,” he says. “Not just the selling, but the systems, the follow-up, the pressure.”

Even after completing his licence and working part-time alongside Ryan, Harrison remained cautious.

“I always had one foot in each world,” he says. “Corporate offered structure and security. Real estate offered autonomy, but also a lot of risk.”

It took time, reflection and, eventually, a deadline. Ryan needed an answer. Harrison made the call.

“I didn’t even know what I was going to say when I dialled,” he says.

“But when he answered, I just said, ‘I’m in.’”

Why autonomy alone is not enough

Flexibility and income potential are often cited as the main reasons people are drawn to real estate, but Harrison says neither was what ultimately convinced him.

“The real privilege is being able to provide professional advice that actually influences someone’s future,” he says. “That responsibility carries weight.”

In corporate life, he says, responsibility is often segmented. In real estate, it is personal.

“You’re not just completing tasks,” he says. “People are trusting you with decisions that affect their finances, their families and their next stage of life.”

That level of accountability appealed to him, but only if it was paired with discipline.

“Autonomy without structure is where people get into trouble,” he says.

“You can’t just rely on freedom and hope it works out.”

Treating real estate like an apprenticeship, not a shortcut

One of the strongest influences on Harrison’s approach has been Ryan’s belief that real estate should be treated as a long-term apprenticeship rather than a fast-track career.

“He’s always told me it should be a four-year process,” Harrison says.

“It takes that long to really understand dialogue, negotiation and judgement.”

Every transaction is different, and experience, he says, cannot be rushed.

Rather than chasing early independence, Harrison chose to work as an associate, learning under someone with an established track record.

It was a deliberate decision, and one he believes many new entrants avoid to their detriment.

“There’s a reason the highest dropout rate is in the first 90 days,” he says.

“People underestimate what it takes to support yourself while learning.”

Real estate, he says, asks people to run a business before they understand the business.

“Without support, it’s incredibly hard to stay afloat long enough to actually get good at it.”

Working under Ryan has allowed Harrison to build capability and credibility at the same time.

“I’m building my own profile,” he says, “but I’m doing it with backing, which gives clients confidence and gives me room to learn properly.”

What carries over from corporate life

Harrison is careful not to overstate how directly his legal background translates into sales, but he says the habits it formed have been invaluable.

“Compliance trains you to notice detail,” he says. “You’re constantly assessing risk, reading fine print and thinking about consequences.”

Those skills now show up in how he approaches contracts, disclosures and process.

As legislative requirements in real estate increase, particularly around anti-money laundering and seller disclosures, that attention to detail has become increasingly relevant.

“It’s not about giving legal advice,” he says. “But being able to explain what’s happening and why builds confidence.”

He aksi believes agents sometimes underestimate how much reassurance clients need.

“We can’t just operate at surface level,” he says. “Clients don’t just want a transaction. They want clarity.”

Beating experience as a younger agent

At 26, Harrison is acutely aware that age can shape first impressions.

“I’ve definitely been overlooked,” he says. “People assume less experience means less capability.”

Rather than trying to out-talk more established agents, he focuses on preparation.

“My mentor always says the way you beat experience is by knowing your market inside out,” he says.

“When you can talk confidently about activity and outcomes, trust follows.”

The second factor, he says, is energy.

“Other agents may have more runs on the board,” he says, “but what they shouldn’t have over you is enthusiasm.”

Also, while personality plays a role in real estate, Harrison believes professionalism is built on structure.

“In almost four years, we’ve never deviated from our process,” he says.

“Every campaign follows the same framework.”

That consistency, he believes, is what builds confidence on both sides of a transaction and reinforces standards internally.

“We all wear the suit,” he says. “But some people take the profession more seriously than others.”

He sees real estate as a service industry still working to earn public trust.

“Everyone has a doctor or a dentist, but most people don’t have an agent,” Harrison says.

“My goal is that both the buyer and seller walk away with trust and a positive experience.”

Advice for professionals considering the move

For lawyers, corporate professionals and others weighing a transition into real estate, Harrison’s advice is measured.

“Work under someone,” he says. “Take the time to learn properly.”

He cautions against rushing independence or chasing early wins, arguing that credibility is earned slowly and lost quickly.

“You can’t just announce yourself as an agent and expect people to trust you,” he says. “Clients deserve experience behind the confidence.”

Longevity, in his view, comes down to patience and discipline.

“For me, real estate is an industry where work ethic is what separates the elite from everyone else. We all wear the suit, but not everyone treats the role with the same seriousness. Results don’t come overnight.

“Reputation takes time, and progress only comes from sticking to the process. In almost four years and every sale I’ve been involved in, we’ve never deviated from that process from start to finish. It demands discipline, zero complacency and consistent effort every single day.”

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