We were lucky to catch up with Jonathen Dark recently and have shared our conversation below.

Jonathen, appreciate you joining us today. Before we get into specifics, let’s talk about success more generally. What do you think it takes to be successful?

In real estate, success requires resilience, dedication, and a willingness to embrace challenges. It’s not a business where you can simply wake up and expect success to come easily—everyone faces their own trials and tribulations. I’ve experienced deals falling through despite my best efforts, clients suddenly disappearing, offers being outbid, buyers changing their minds, and even tough conversations with “For Sale by Owners.”

Do these moments define me as a bad agent? Absolutely not. The world of real estate is competitive, and success often comes down to how you handle setbacks. You can either take things personally and let them discourage you or learn to take it in stride and keep moving forward.

Another key to success is being honest and available. Always pick up the phone—ideally on the first ring. Many agents rely on texts or delayed responses, but being present and proactive sets you apart. When you answer the call and are 100% transparent, people respect you more, and word about your integrity spreads.

Lastly, real estate isn’t just about earning a paycheck—it’s about being a vital part of your community. You play a major role in helping people achieve their dreams, and with that comes a responsibility to show up, deliver, and make a positive impact. Most successful realtors would agree: success comes from your dedication to serving others, not just closing deals.

As always, we appreciate you sharing your insights and we’ve got a few more questions for you, but before we get to all of that can you take a minute to introduce yourself and give our readers some of your back background and context?

Who Am I?

~I’m Jonathen Dark, a Realtor with Coldwell Banker Realty, serving York and Adams counties in Pennsylvania. At just 20 years old, I’ve been in the real estate business for about a year and three months. My role as a Realtor is to guide clients through the process of buying or selling their homes.

This involves connecting clients with the right professionals, such as home loan officers, inspectors, title companies, and even movers or cleaners. I also handle all the necessary paperwork, ensuring clients understand exactly what they’re signing. Building trust is crucial in this line of work, as many people won’t sign a document unless they fully understand it and trust the person presenting it.

What Made Me Choose Real Estate?

~In high school, I wasn’t sure what career path to take, and college didn’t feel like the right option for me. I was an average student, excelling mostly in finance and interior design classes. I’ve always been a social person with a wide and diverse friend group, so meeting new people and engaging in different environments came naturally to me.

One day, I noticed a local Realtor hosting an open house near my home. Curious, I asked if I could observe what it’s like to work in real estate. He invited me to help set up the open house, and as people started arriving, I realized this could be a fun and rewarding career.

After graduating, I worked all summer, completed my real estate classes in the fall, and earned my license. That same Realtor, Alberto, took me under his wing and helped me close my first deal. I owe him a big thank-you for jumpstarting my career.

What Sets Me Apart From Most Realtors?

~I wouldn’t say I’m vastly different from other Realtors, but two qualities set me apart: my availability and my honesty.

Being only 20 years old, I have fewer responsibilities outside of work, which means I’m able to accommodate last-minute showings or quickly handle urgent tasks like submitting documents.

Honesty is another defining trait. In real estate, there are many difficult conversations—like explaining why a client can’t get their dream home or sharing the news that they’ve been outbid. While these moments are tough, I genuinely care about my clients and always reassure them that other opportunities will come. Just because one door closes doesn’t mean we stop trying.

What Are You Most Proud Of, and What Should Clients Know About You?

~I’m most proud of my ability to accomplish a lot in a short amount of time. Recently, I worked both sides of a cash deal—representing the buyer and seller—and managed to market and sell the home in less than two weeks. Both clients were thrilled and left me glowing 5-star reviews on Zillow.

What I’ve learned over time is that real estate is about more than just buying and selling homes. As a Realtor, you become an advisor, caregiver, mediator, therapist, and even a shoulder to cry on. It’s a stressful job, but also incredibly rewarding.

I also take pride in giving personalized gifts to my clients after closing. Whether it’s a housewarming gift or something that aligns with their hobbies or interests, it’s my way of showing appreciation and celebrating their milestone.

How did you put together the initial capital you needed to start your business?

Here’s a polished version of your response:

How Did I Save Enough to Start My Business?

As I mentioned earlier, I’m 20 years old, so saving up the initial funds to start my real estate career was a challenge. Before entering real estate, I worked multiple jobs. The summer after high school, I worked as a detailer at a car dealership and as a mover for the local school district. Between those two jobs and some support from my parents, I was able to save enough to pay for my real estate classes and books, which totaled about $800. At 18, that felt like a lot of money to save and spend all at once.

After the summer, I took a part-time job at Dick’s Sporting Goods while I worked on earning my real estate license. At first, the job helped cover my expenses, but I started to feel trapped. I got too comfortable with the steady paycheck and realized I wasn’t putting enough effort into launching my real estate career—I was just someone with a dream, stuck in a routine.

One day, I had a conversation with people I trusted about how to make it big in real estate. Their advice was clear: quit Dick’s and go all in. So, I gave my notice and set a random end date a few months out. By that time, I had a few thousand dollars saved, but most people around me thought I’d fail and end up back at Dick’s.

Two months later after quitting, I closed my first solo real estate deal. In just two weeks, I earned a commission that equaled a quarter of my annual wage from Dicks. That moment proved to me that betting on myself and taking the leap was the right decision.

Any stories or insights that might help us understand how you’ve built such a strong reputation?

Here’s a polished version of your response:

What Helped Build My Reputation?

One major factor that helped build my reputation was simply going to the office. I live 45 minutes away from my office, and while many might see that as an inconvenience, I saw it as an opportunity. In areas where most agents are local, everyone is competing for the same market, and collaboration can be limited.

By working in an office farther from home, I positioned myself as a go-to resource for clients and colleagues in that area. Many agents in my office prefer not to travel long distances for certain listings, so they trust me to handle those opportunities since I’m closer and reliable.

Another key aspect of building my reputation is hosting open houses consistently. I make it a goal to hold at least one open house per week and complement that effort with door-knocking in the neighborhood. This allows people in the area to meet me face-to-face before the open house, creating a personal connection and increasing trust.

These efforts have allowed me to stand out, gain referrals, and build lasting relationships in the community and with other agents.

Contact Info:

• Website: https://wadekroutteam.com/profile/jonathen-dark
• Instagram: https://instagram.com/rejonny_dark67?igshid=MmIzYWVlNDQ5Yg==
• Facebook: https://www.facebook.com/jonathen.dark
• Other: https://linktr.ee/rejonny