The real estate industry offers agents substantial earning potential, especially when they employ the right strategies. Earnings for real estate agents are often based on commissions from property sales, and maximizing this income requires a focused approach to boost revenue. Here are five simple and effective strategies real estate agents can use to increase their income.
1. Understand Commissions
Commissions are the foundation of most real estate agents’ income. A commission is a percentage of a property’s sale price, typically ranging from 5% to 6%, though this can vary by region. In Ontario, for instance, if an agent sells a $500,000 home at a 5% commission, the gross commission comes to $25,000. However, this amount is frequently shared among other agents involved in the sale, along with the brokerage.
Understanding how commissions work can empower agents to negotiate better deals and maximize their take-home pay. By being familiar with commission rates and how they’re structured, agents can better anticipate their earnings and adjust their business strategies accordingly. It’s also beneficial to compare commission rates in different property types to see where the most potential lies.
2. Explore Commercial Properties
While residential real estate is a popular starting point for many agents, commercial properties often provide even higher commission opportunities. This is due to the generally higher sale prices of commercial properties compared to residential ones. Additionally, commission rates on commercial property transactions can sometimes be negotiated at a higher percentage.
Commercial properties require a specific knowledge base, but the potential returns can be worth the effort, especially in active, high-demand markets. Agents who venture into commercial real estate may find that even selling fewer commercial properties can significantly boost their income due to higher individual commissions.
3. Increase Sales Volume
One of the simplest ways to increase earnings is to close more deals. In real estate, the more properties an agent sells, the higher their income. By focusing on lead generation, agents can ensure a consistent pipeline of clients, which can help increase sales volume over time. Successful agents are proactive in generating leads, quickly following up on client inquiries, and closing deals as efficiently as possible.
Boosting sales volume is especially useful in a fluctuating market. When the real estate market slows, having a higher volume of transactions can stabilize an agent’s income and provide a buffer. It’s also essential to streamline the sales process—staying organized, using CRM tools, and setting clear goals for closing deals can all support higher sales volume.
4. Negotiate Higher Splits
In addition to understanding commissions, agents should consider negotiating their commission splits. Many real estate brokerages offer agents varying split rates, which is the percentage of commission the agent keeps versus what the brokerage retains. By securing a higher split rate, agents can keep a more significant portion of their commissions for each sale.
Negotiating a higher split often depends on the agent’s experience, performance, and value to the agency. However, demonstrating a track record of success can give agents leverage to request a better split. Keeping a greater share of each transaction’s commission directly contributes to income growth, even without increasing sales volume.
5. Offer Extra Services
Adding extra services to the standard real estate package can help agents stand out in a competitive market. Services such as home staging, professional photography, video tours, and digital marketing support can attract more clients and increase the chances of closing deals. These added services also demonstrate an agent’s commitment to helping clients present their properties effectively, which can lead to higher satisfaction rates and repeat business.
Offering additional services can often lead to increased referrals as well. Clients who have a positive experience are more likely to recommend an agent to friends and family, which can expand an agent’s network and increase future earning potential. This added value is a small investment for agents that can yield substantial returns over time.
Conclusion: Building a Steady Income as a Real Estate Agent
While there’s no single answer to how much a typical real estate agent can make, income potential is highly influenced by the strategies agents use. By focusing on commission knowledge, exploring commercial properties, increasing sales volume, negotiating better splits, and offering extra services, real estate agents can see their income grow significantly.
It’s essential for agents to stay informed about market trends and adapt their strategies to current conditions. By actively managing their approach to real estate sales, agents can cultivate a reliable and growing income.
