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How to Become A Real Estate Sales Agent

Career outcome icon – Real Estate Sales Agent

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What is a Real Estate Sales Agent

A Real Estate Sales Agent is the person who helps Australians buy, sell, and lease property. It is one of the most active and people-focused careers in the country.

Agents list properties, run open homes, and guide buyers through inspections. They advise sellers on pricing and marketing, negotiate offers, and help get deals across the line. Every day is different.

The work also covers leasing, paperwork, and client follow-up. Agents keep track of tenancy agreements, collect rent, and stay on top of local market trends. Organisation is key.

Real estate sales rewards hard work and relationship-building. Top earners combine a base salary with strong commission income. It is a career where effort directly drives results.

Career Outlook for Real Estate Sales Agent

Real estate is a strong career choice in Australia (yourcareer.gov.au, 2025). Around 24,900 people work as Real Estate Agents across the country. The median age in the profession is 43, and women make up 36% of the workforce.

About 79% of agents work full-time, averaging 46 hours per week (yourcareer.gov.au, 2025). Median weekly earnings are $1,320, or around $68,640 per year. Many agents earn above this through commission on successful sales.

Future demand for Real Estate Agents is rated as strong (yourcareer.gov.au, 2025). Property activity in Australia stays active. Skilled agents who build a local reputation can expect steady work and solid income growth over time.

On this Article

Introduction

Average Salaries

Resources

Steps to Become a Real Estate Sales Agent

Step 1: Complete the Certificate IV in Real Estate Practice (CPP41419)

Enrol in the Certificate IV in Real Estate Practice (CPP41419) at a TAFE or registered training organisation (RTO). This qualification takes 12 to 18 months part-time or around 6 months full-time. It covers property law, sales techniques, leasing, and client management. It is the standard entry requirement for a real estate licence in most Australian states and territories.

Step 2: Apply for a real estate licence or registration in your state or territory

Each state and territory has its own licensing or registration body. In NSW, apply through NSW Fair Trading. In QLD, apply through the Office of Fair Trading. In VIC, apply through Consumer Affairs Victoria. In WA, apply through Consumer Protection. Check your state’s requirements, as the process, fees, and required training units can differ slightly.

Step 3: Gain experience under a licensed real estate agent

Most new agents start as a sales assistant or trainee at an established agency. Working with experienced agents lets you learn the sales process, property management, and client handling first-hand. Aim for at least 12 months in an agency before taking on more independent responsibilities.

Step 4: Join your state’s Real Estate Institute

Consider joining your state’s Real Estate Institute, such as REINSW (NSW), REIQ (QLD), REIV (VIC), or REIWA (WA). Membership gives you access to industry training, legal support, and networking events. It also signals professionalism to clients and employers.

Step 5: Build your client network and local reputation

Success in real estate depends on referrals and repeat business. Attend local events, connect with mortgage brokers and conveyancers, and ask satisfied clients for referrals. A strong personal brand and local reputation take time to build but pay off long-term.

Step 6: Advance to a full agent licence or agency principal role

In many states, the initial registration allows you to work as a salesperson under a licensed agent. To work independently or run your own agency, you will need a full real estate agent licence. This usually needs extra units of study and at least 2 years of industry experience. Your state’s Real Estate Institute can advise on the exact pathway.

What does a Real Estate Sales Agent do?

A typical day for a Real Estate Sales Agent is busy and varied. Agents start by following up with clients, checking new listings, and planning property inspections. They spend time on the road, meeting buyers and sellers at properties across their area. Back at the office, they write up property descriptions, organise advertising, and handle paperwork for active sales and leases. Networking with mortgage brokers, conveyancers, and other agents is also part of the job. No two days are the same, and that is what many agents love about the work.

Tasks

Real Estate Sales Agents are the link between buyers and sellers in the property market. They guide clients through every step of buying, selling, or leasing a property. The role is fast-paced and hands-on.

  • Listing properties – List properties for sale or lease and inspect them. Advise buyers on features and sale terms.
  • Advising vendors – Give sellers advice on marketing options, including auctions and open house events.
  • Cataloguing and advertising – Prepare property details and arrange advertising to reach buyers and tenants.
  • Matching buyers – Assess buyers’ needs and find the right properties for them to consider.
  • Providing valuations – Advise on property value and help both parties agree on settlement terms.
  • Collecting rent – Hold rent paid by tenants and pass it to the owner on schedule.
  • Monitoring compliance – Address tenancy breaches and follow up on rental arrears.
  • Running the agency – Help build business plans, budgets, and agency policies.
  • Extra services – Help clients find finance, conveyancing, or property maintenance support.

Skills for Success

To succeed as a Real Estate Sales Agent, you need great communication skills above all else. You will spend your days talking to buyers, sellers, and tenants, so clarity and confidence matter a lot.

Local market knowledge is a real advantage. Deep knowledge of property values and suburb trends helps you give better advice. Clients trust agents who know their local area well.

You also need to stay organised, manage your time well, and adapt quickly when things change. Digital skills, including comfort with listing platforms and CRM tools, are now expected in the role.

Skills & Attributes

  • Strong communication and negotiation skills
  • Customer service orientation
  • Knowledge of real estate laws and regulations
  • Ability to assess property values
  • Marketing and advertising skills
  • Networking and relationship-building abilities
  • Time management and organisational skills
  • Problem-solving skills
  • Attention to detail
  • Self-motivation and resilience
  • Financial literacy
  • Understanding of local market trends
  • Ability to work both independently and as part of a team
  • Technology skills, including real estate software and listing platforms

Average Salaries

Real Estate Sales Agents in Australia earn a median of $1,320 per week, or around $68,640 per year (yourcareer.gov.au, 2025). Income usually includes a base salary plus commission on completed sales. Entry-level agents may earn around $52,000 per year. Experienced agents in active markets can earn $120,000 or more.

min $52 K

max $120 K

av $69 K

About the author

Laura Atkinson - Course Finder Groups
Laura Atkinson

Laura Atkinson is an Account Management and SEM specialist at Course Finder Group with six years' experience in the Australian education sector. She works day to day with universities, TAFEs and independent training providers, which gives her a close view of how courses map to real career outcomes. She writes practical guidance on career pathways, choosing the right qualification and what to expect when moving into a new field.