How Much Money Do Real Estate Agents Make? Insights and Practical Strategies to Boost Income

How much money do real estate agents really make?

It’s a question that sparks curiosity, but the answer isn’t straightforward. From barely scraping by to earning six or seven figures, the range of earnings in real estate is immense.

This article combines insights from Greg Harrelson’s coaching call and our original discussion on agent income to give you both a theoretical understanding of the numbers and actionable strategies to boost your own earnings.

For even more expert advice, don’t forget to check out RGMastery.com—Greg’s coaching program packed with tools and tips for real estate success.

How Much Do Agents Typically Earn?

According to the U.S. Bureau of Labor Statistics (BLS), the median annual wage for real estate agents in 2022 was approximately $48,770. But let’s be real—these numbers barely scratch the surface.

Real estate income can range from part-time agents earning $10,000 or less to top producers making well over $1 million annually.

As Greg says, “There is no ceiling in this business. How much you make is directly tied to how much effort and strategy you bring to the table.” Let’s break down what drives those numbers and why some agents soar while others struggle.

Factors Influencing Agent Income

Experience

New agents typically earn less as they build their network and reputation. Experienced agents, especially those in luxury markets, can close deals with hefty commissions. Greg emphasizes, “Your first few years are about planting seeds. The big paydays come when those seeds grow into referrals and repeat clients.”

Location

Greg points out, “You can’t ignore location—an agent in New York or LA will have a different average deal size than someone in a smaller town.” Earnings vary significantly by region.

Commission Structures

The standard commission is around 5-6% of a property’s sale price, split between the buyer’s and seller’s agents and their brokerages. High-value markets naturally lead to higher earnings per transaction.

Additional Factors Impacting Income

Greg also mentions that market conditions play a huge role. “In a hot market, properties move faster, and you can close more deals. But when things cool down, that’s when strategy really matters.” Other factors include:

Brokerage Splits

Some brokerages take a larger cut of commissions, so choosing the right one can impact your take-home pay.

Time Commitment

“Part-time agents will always have a harder time hitting big numbers. If you’re in, be all in,” says Greg.

Specialization

Agents focusing on niches like luxury homes, vacation properties, or investment portfolios often earn more by commanding higher commissions.

The Greg Harrelson Effect: Effort and Strategy

“Look, the only thing limiting you is how consistent you are with the right activities,” Greg says. “I know agents making $30,000 who are smarter than agents making $700,000. The difference? Execution.”

Greg’s key takeaway is simple: successful agents are the ones who focus their time on revenue-generating activities. “Your income is directly proportional to the time you spend on actions that move the needle,” he adds.

Here’s what Greg suggests:

Outbound Efforts

Cold calling, prospecting, and maintaining relationships with expired listings. These are non-negotiables for consistent deal flow.

Inbound Marketing

Using blogs, social media, and email campaigns to attract clients passively. Greg adds, “Your online presence is like your storefront. Keep it polished.”

Strategy 1: The Call, Call, Text Framework

Greg’s “Call, Call, Text” method is simple but brilliant. Here’s how it works:

1) Morning Calls

Reach out to your database first thing in the morning. “You’re fresh, they’re fresh—it’s the perfect time to make connections,” Greg says.

2) Afternoon Follow-Ups

Call those who didn’t answer during the morning. Adjust your messaging to align with their likely availability.

3) Evening Texts

Send a personalized text to those who haven’t responded. Greg explains, “People are busy, but a well-timed text often gets a reply.”

Strategy 2: Consolidate and Leverage Your CRM

A messy CRM can cost you deals. Greg’s advice? “If you don’t know where your leads are in the pipeline, you’re leaving money on the table.” Here’s how to get your CRM working for you:

Categorize Leads

Hot leads, past clients, and long-term prospects each need a different approach. “Segmentation is key,” Greg says.

Set Reminders

Automate follow-up tasks so no lead slips through the cracks.

Personalize Communication

Tailor your emails and messages. “The more personal, the more effective,” Greg emphasizes.

Strategy 3: Combine Inbound and Outbound Efforts

For long-term success, agents need to master both outbound and inbound strategies. Greg’s take: “Outbound gets you deals now. Inbound sets you up for later. You need both.”

Outbound

Cold calling, door knocking, and circle prospecting. These are your immediate lead generators.

Inbound

Blogging, social media, and email campaigns. Over time, these attract clients passively.

Greg suggests allocating 80% of your time to outbound activities and 20% to inbound. “You’ve got to focus on what brings in revenue today while building your brand for tomorrow,” he explains.

Tools to Enhance These Strategies

Greg loves tools that save time and boost efficiency. Here are his top picks:

Real Geeks CRM—For advanced lead management and automation.

Call Scripts—To keep your messaging sharp and consistent.

Social Media Schedulers—Tools like Hootsuite or Buffer streamline content distribution.

Analytics Platforms—Measure your results and adjust your strategies accordingly.

Conclusion

Greg Harrelson’s strategies aren’t just advice—they’re a roadmap to real estate success. From understanding how much agents can earn to practical methods like “Call, Call, Text,” mastering your CRM, and balancing inbound and outbound marketing, these insights can transform your business.

As Greg says, “Consistency beats intensity every time. Take these steps, stick to them, and watch your income grow.”

Ready for more? Join RGMastery.com and get direct access to Greg’s coaching—because your success starts here!