Top Skills for This Career
BLS identifies these as the three highest-rated skills for this detailed occupation. TrustInEd adds the plain-language explanations so visitors understand what each skill means.
Adjusting effectively when priorities, conditions, tools, or expectations change.
Understanding customer needs and providing helpful, professional service.
Identifying problems, considering possible solutions, and choosing appropriate actions.
How Do You Prepare for This Career?
BLS describes the typical preparation for this occupation. Requirements can vary by employer, state, licensing rules and individual circumstances.
How to Become One
How to Become a Real Estate Broker or Sales Agent Real estate brokers and sales agents must be pleasant when interacting with clients. Real estate brokers and sales agents typically need a high school diploma or equivalent to enter the occupation. They also must complete a number of real estate courses and pass a licensing exam. States typically require licensed agents to have experience before obtaining a broker’s license.
Education
In addition to having a high school diploma, real estate brokers and sales agents must complete some real estate courses to be eligible for licensure. Although most brokers and agents must take state-accredited prelicensing courses to become licensed, some states waive this requirement if the candidate has taken college courses in real estate. Some community colleges and 4-year universities offer courses, degree programs, or certificate programs in real estate. These postsecondary credentials typically are not required, but many real estate brokers and sales agents have a bachelor’s degree. Courses in finance, business administration, economics, and law also may be useful. Prospective brokers who plan to open their own company may find it helpful to take business courses, such as marketing and accounting. In addition to offering prelicensing courses, many real estate associations have courses and professional development programs for both beginners and experienced agents. These courses cover a variety of topics, such as real estate fundamentals, real estate law, and mortgage financing.
Training
. In some states, a bachelor’s degree may be substituted for some experience or training requirements. State licenses typically must be renewed every 2 to 4 years. In most states, brokers and agents must complete continuing education courses to renew their license. Prospective brokers and agents should verify requirements with the real estate licensing commission of the state in which they wish to work. Work Experience in a Related Occupation Most states require that candidates for a broker’s license have experience working as a licensed real estate sales agent. Requirements vary by state, but most require at least 2 years of experience. Training Real estate sales agents improve their skills through practice and repetition. Training varies depending on the real estate company. Some provide formal training, while others allow their agents to enter the field immediately after obtaining their license. In some states, agents must be sponsored by a broker while they are working to get their license. Because of the sales environment and the complexity of real estate deals, new agents may observe and work closely with more senior agents. Larger real estate companies may provide formal classroom training for new agents as a way to gain knowledge and experience, while others provide training to employees studying for their real estate licensing exam. The length of training also may vary, depending on the number of real estate transactions in which the agent takes part. Agents involved in a large number of home sales may have a shorter period of on-the-job training than agents involved in few transactions. Advancement Sales agents may advance by getting a broker’s license. Brokers may open their own business or work as associate brokers to manage an independent office within a real estate company. Their responsibilities might include hiring, training, and assisting sales agents.
Licenses, Certifications & Registrations
All states require real estate brokers and sales agents to be licensed. Minimum requirements for candidate licensure vary by state but typically include being at least age 18, having a high school diploma or equivalent, completing prelicensing courses, and passing an exam. Some states have additional requirements, such as passing a background check. Licenses typically are not transferable between states. However, some states have reciprocity agreements that streamline the process for brokers and agents licensed in one state to get a license in another state. For a broker’s license, states typically require that candidates have a specified number of years of experience as a licensed sales agent and take additional formal
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Pay
the median annual wage for all workers was $50,980.
Job Outlook
Job Outlook Overall employment of real estate brokers and sales agents is projected to show little or no change from 2025 to 2035. Despite limited employment growth, about 40,400 openings for real estate brokers and sales agents are projected each year, on average, over the decade. Most of those openings are expected to result from the need to replace workers who transfer to different occupations or exit the labor force, such as to retire. Employment There will be a continued demand for real estate brokers and sales agents because people turn to these workers when looking for a new home, relocating, or purchasing property for a business, among other reasons. Employment is projected to grow along with the real estate market. Tighter credit regulations and increasing real estate prices may force some people to continue renting as opposed to entering the housing market, which may result in fewer new jobs for real estate brokers and sales agents. The real estate market is highly sensitive to fluctuations in the economy, and projected employment of real estate brokers and agents varies accordingly. In periods of economic growth or stability, employment should grow to accommodate people looking to buy homes and commercial or retail space. Alternatively, during periods of declining economic activity or rising interest rates, the amount of work for brokers and agents often slows and employment may decline. Real Estate Brokers and Sales Agents Percent change in employment, projected 2025–35 Total, all occupations 3% Real estate brokers and sales agents 2% Real estate sales agents 2% Real estate brokers 1% Other sales and related workers -1% Note: All Occupations includes all occupations in the U.S. Economy.
What They Do
What Real Estate Brokers and Sales Agents Do
Real estate brokers and sales agents help clients buy, sell, and rent properties. Although brokers and agents do similar work, brokers are licensed to manage their own real estate businesses. Sales agents must work with a real estate broker.
Duties
Real estate brokers and sales agents typically do the following:
- Solicit potential clients to buy, sell, and rent properties
- Advise clients on prices, mortgages, market conditions, and related information
- Compare properties to determine a competitive market price
- Generate lists of properties for sale or rent, including details such as location and features
- Promote properties through advertisements, open houses, and listing services
- Take prospective buyers or renters to see properties
- Present purchase offers to sellers for consideration
- Mediate negotiations between buyer and seller
- Ensure that terms of purchase contracts are met
- Prepare documents, such as closing statements, purchase agreements, and leases
Because of the complexity of buying or selling a residential or commercial property, people often seek help from real estate brokers and sales agents.
Most real estate brokers and sales agents sell residential property. Others sell commercial property, and a small number sell industrial, agricultural, or other types of real estate.
Real estate brokers and sales agents also may list and show commercial and residential properties for rent. They help clients seeking to rent a property find a property that best suits their needs.
Brokers and agents may represent either the buyer or the seller in a transaction. Buyers’ brokers and agents meet with clients to determine what they are looking for in a property and how much they can afford. Sellers’ brokers and agents meet with clients to help them decide how much to ask for and to assure them that the agent or broker can find them a qualified buyer.
Real estate brokers and sales agents must be knowledgeable about the real estate market in their area. To match properties to clients’ needs, they should be familiar with local communities, including knowing the crime information and the proximity to schools and shopping. Brokers and agents also must stay current on financing options; government programs; types of available mortgages; and real estate, zoning, and fair housing laws.
Some brokers and agents become active in community organizations and local real estate organizations to broaden their contacts and increase their sales.
The following are examples of types of real estate brokers and sales agents:
Real estate brokers are licensed to manage their own businesses. As independent businesspeople, brokers often sell real estate owned by others. In addition to helping clients buy and sell properties, they may help rent or manage properties for a fee. Many operate a real estate office, handling business details and overseeing the work of sales agents.
Real estate sales agents must work with a broker. Sales agents often work for brokers on a contract basis, earning a portion of the commission from each property they sell.
Work Environment
Work Environment
Real estate brokers held about 103,500 jobs in 2025. The largest employers of real estate brokers were as follows:
| Self-employed workers | 55% |
| Real estate and rental and leasing | 40 |
Real estate sales agents held about 427,000 jobs in 2025. The largest employers of real estate sales agents were as follows:
| Self-employed workers | 54% |
| Real estate and rental and leasing | 37 |
| Construction | 3 |
Workplace size for real estate brokers and sales agents ranges from a one-person business to a large firm with numerous branch offices. Many brokers have franchise agreements with national or regional real estate companies. Under this arrangement, the broker pays a fee to be affiliated with a widely known real estate organization.
Real estate brokers and sales agents typically work in an office setting. However, they spend much of their time away from their desks to show properties, see properties, and meet with current or prospective clients.
Work Schedules
Most real estate brokers and sales agents work full time, and some work more than 40 hours per week. Work schedules may vary and often include evenings and weekends to accommodate clients’ schedules. Many brokers and sales agents spend a significant amount of time networking and attending community events to meet potential clients. Although they frequently work irregular hours, many are able to set their own schedules.
Some brokers and sales agents work part time.
Important Qualities
The following are examples of qualities that are important for these workers to perform their duties. For more information, visit the Employment Projections (EP) skills data page. Business skills. Because most real estate brokers and sales agents are self-employed, they must be able to manage every aspect of their business, including billing and advertising. Interpersonal skills. Real estate brokers and sales agents spend much of their time interacting with others, such as clients and contractors. They must be pleasant, respectful, and dependable. Organizational skills. Real estate brokers and sales agents must be able to manage their own time for planning and prioritizing their work. Problem-solving skills. Real estate brokers and sales agents must be able to address concerns relating to a property. They also mediate negotiations between a seller and a buyer. Self-motivated. Because they often have little or no supervision, real estate brokers and sales agents must be able to work independently.
More Information
More Information, Including Links to O*NET
Learn more about real estate brokers and sales agents by visiting additional resources, including O*NET, a source on key characteristics of workers and occupations.
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Start with ED →Career data and occupational profile text are sourced from the U.S. Bureau of Labor Statistics Occupational Outlook Handbook and Employment Projections program. Education requirements are typical entry-level requirements and may vary by employer, state, occupation or individual circumstance. View the official BLS profile.