Real Estate Brokers and Sales Agents

 1. OVERVIEW

Real Estate Brokers and Sales Agents assist clients in buying, selling, and renting residential, commercial, and industrial properties. They guide clients through property listings, negotiations, contracts, and closings. Brokers may operate independently, while sales agents must work under a licensed broker.

• 2024 Median Pay:

• Brokers: $72,280/year

• Sales Agents: $56,320/year

• Job Growth (2023–2033): +2% (Slower than average)

• Typical Education: High school diploma or equivalent + state licensure

2. ROLE BREAKDOWN BY LEVEL

ENTRY LEVEL

• Job Titles: Real Estate Sales Agent, Associate Realtor

• Education: High School Diploma or GED; some college coursework helpful (e.g., Business, Real Estate)

• Experience: None required; must complete prelicensing training and pass state licensing exam

• Certifications (Required):

• State Real Estate License

• Continuing Education Units (CEUs) as required for renewal

• Core Duties:

• Assist buyers/renters in viewing and selecting properties

• List properties for sale/rent with broker

• Schedule showings and open houses

• Prepare basic documents and agreements

• Network and prospect for new clients

• Salary Range: $31,940–$60,000 (commission-based)

MID LEVEL

• Job Titles: Experienced Sales Agent, Buyer’s Agent, Listing Agent

• Education: High School or Associate degree; Bachelor's in Business, Marketing, or Real Estate preferred

• Experience: 3–6 years as a licensed sales agent

• Certifications (Recommended):

• Certified Residential Specialist (CRS)

• Accredited Buyer’s Representative (ABR)

• Core Duties:

• Advise clients on market conditions and pricing

• Negotiate offers and manage inspections/closings

• Build a personal brand and lead-generation strategy

• Mentor junior agents

• Represent buyers/sellers in high-value transactions

• Salary Range: $60,000–$100,000+

SENIOR LEVEL

• Job Titles: Real Estate Broker, Managing Broker, Team Lead, Brokerage Owner

• Education: Bachelor’s degree often preferred; formal business training beneficial

• Experience: 7–10+ years in real estate; must meet state requirements for broker license

• Certifications (Recommended):

• Real Estate Broker License

• Graduate, REALTOR® Institute (GRI)

• Broker Price Opinion Resource (BPOR)

• Core Duties:

• Manage real estate firm or team of agents

• Ensure compliance with legal and ethical standards

• Train and supervise sales agents

• Oversee marketing and business development

• Handle complex negotiations and legal documentation

• Salary Range: $90,000–$150,000+ (including firm profits/commissions)

3. HOW TO BECOME ONE

• Education: High school diploma minimum; some college or real estate coursework preferred

• Training:

• Complete a state-approved prelicensing course

• Pass the real estate licensing exam

• Ongoing CEUs for license renewal

• Certifications:

• Real Estate License (state-specific)

• Optional credentials via National Association of Realtors (NAR)

• Career Path:
  Agent → Lead Agent → Broker → Managing Broker/Business Owner

4. SKILLS & TOOLS

Core Skills:

• Negotiation and sales

• Communication and client service

• Time management and self-motivation

• Market research and analysis

• Legal and regulatory knowledge

Tools & Technology:

• MLS (Multiple Listing Service)

• CRM software (e.g., HubSpot, Follow Up Boss)

• Digital marketing tools (e.g., Canva, Facebook Ads)

• Virtual tour software

• E-signature platforms (DocuSign)

5. WORK ENVIRONMENT

• Industries: Real estate firms, property management companies, self-employed

• Conditions: Fast-paced, high-pressure, commission-driven

• Schedules: Irregular hours, including evenings and weekends

• Settings: Home office, client properties, showings, and closings

6. JOB OUTLOOK

• Growth Rate (2023–2033): +2% (slower than average)

• Annual Openings: ~46,000

• Growth Drivers:

• Housing market fluctuations

• Retirements and turnover

• Continued demand for buying/selling expertise

• Challenges:

• Market volatility

• Technology displacing traditional agent roles

• High competition

7. RELATED OCCUPATIONS

• Role: Insurance Sales Agents | Salary: $60,370 | Education Level: High School Diploma

• Role: Loan Officers | Salary: $74,180 | Education Level: Bachelor’s Degree

• Role: Property, Real Estate & Community Managers | Salary: $66,700 | Education Level: High School Diploma or higher

• Role: Appraisers and Assessors of Real Estate | Salary: $65,420 | Education Level: Bachelor’s Degree

• Role: Personal Financial Advisors | Salary: $102,140 | Education Level: Bachelor’s Degree

8. RESOURCES FOR LEARNING & ADVANCEMENT

Courses & Certifications:

• National Association of Realtors (realtor.org)

• Real Estate Express (realestateexpress.com)

• Kaplan Real Estate Education

• Coursera: Real Estate Principles

• CE Shop for license renewal

Books:

• The Millionaire Real Estate Agent by Gary Keller

• Your First Year in Real Estate by Dirk Zeller

• Shift by Gary Keller

Videos & Communities:

• YouTube Channels: “Graham Stephan,” “BiggerPockets,” “Loida Velasquez”

• Podcasts: Real Estate Rockstars, BiggerPockets Podcast

• Reddit: r/RealEstate, r/Realtors

9. REGIONAL DATA & EMPLOYMENT TRENDS

Top-Paying States (2024):

• New York

• Massachusetts

• California

• Connecticut

• Colorado

High-Demand Areas:

• Urban and suburban regions with active housing markets

• Retirement and relocation destinations (e.g., Florida, Arizona)

Trends:

• Increased virtual real estate tools and online closings

• Growing use of AI for property matching and valuation

• Expansion into luxury and international markets

Sources:

• Bureau of Labor Statistics (bls.gov/ooh/sales/real-estate-brokers-and-sales-agents.htm)

• National Association of Realtors (nar.realtor)

• Real Estate Express, Kaplan, CE Shop, YouTube, Reddit