How to become a Real Estate Salesperson

Real estate salespeople arrange the sale of land, residential properties (such as houses and flats), businesses, factories, shops and farms on behalf of the owners.

Personal requirements of a Real Estate Salesperson

  • Good communication and negotiation skills
  • Good presentation and a pleasant manner
  • Able to network effectively
  • Able to work without direct supervision
  • Strong sales focus
  • Good organisational skills and attention to detail
  • Good working knowledge of the local area

Education & Training for a Real Estate Salesperson

To become a real estate salesperson you usually have to complete an accredited short course in real estate or property services or a VET qualification in property services, specialising in real estate, agency or agency management. As subjects and prerequisites can vary between institutions, you should contact your chosen institution for further information. You can also become a real estate salesperson through a traineeship in Property Services (Agency/Real Estate). Entry requirements may vary, but employers generally require Year 10. For more details, see Section 2. Ask your career adviser about the possibility of starting some of this training in school.

Duties & Tasks of a Real Estate Salesperson

Real estate salespeople may perform the following tasks:

  • discuss the method of sale, presentation of the property, costs and inspection times with vendors (sellers)
  • estimate the current market price and suggest a reserve or minimum selling price by preparing a Comparative Market Analysis (CMA)
  • list details of land or buildings for sale and arrange the advertising of properties
  • assess buyers’ needs and locate properties for their consideration
  • take prospective buyers to inspect properties
  • advise on merits of properties and the terms of sale
  • arrange legal agreements between vendors and buyers
  • arrange finance and insurance.

Working conditions for a Real Estate Salesperson

Real estate salespeople often work irregular hours, including weekends. This occupation involves a great deal of contact with the public and with associated professionals, such as builders, valuers, solicitors, conveyancers, and banking and local government personnel. Real estate salespeople may specialise in areas such as residential, commercial or business sales.

Employment Opportunities for a Real Estate Salesperson

Real estate salespersons may be employed or specialise in areas such as residential, commercial and business sales. Employment opportunities for this occupation vary depending on the state of the real estate industry. The property market is very sensitive to the general state of the economy and factors such as government policy and interest rates.


Real Estate Agent

A real estate agent carries out the functions of a real estate salesperson and also manages the activities of other real estate salespeople.

Additional Information
Real estate salespeople need to register with the relevant department in their state or territory. To be eligible for registration, you need to complete accredited training, obtain a National Police Certificate, and be 18 years or older. Depending on the responsibilities of the role, a licence may also be required.
Related careers