Why the 20% Makes the Most Money in Real Estate

In business (and life in general), success often adheres to the 80/20 rule: 80% of total success is enjoyed by the top 20%, and real estate is no different. In other words, 80% of real estate transactions are the work of the top 20% real estate agents.

In British Columbia, the income gap between top performers and the average agent highlights this principle. For instance, data from the Canadian Job Bank shows that even though the expected income range for a real estate agent in BC is $36,973 - $159,000, the median income is actually only $58,400.

Understanding this disparity and why it exists is essential for aspiring agents. To break into the top tier, you need more than just ambition; you need strategic preparation.

How Do the Top 20% Outperform the 80%?

Success in real estate doesn’t happen by accident. The top 20% consistently excel because of specific traits and practices that they exercise that the bottom 80% don’t.

Work Ethic

The top agents treat real estate as a business, not just a side hustle. They commit to long hours, especially in the beginning of building their real estate career. They dedicate time to prospecting daily, and maintain a disciplined schedule. It’s this relentless work ethic and effort that helps them build a client base.

Communication and Networking

At the end of the day, real estate is a business that is 100% driven by relationships. The top agents have mastered effective communication—listening to clients, providing clear information, and negotiating confidently.

As part of good communication, they prioritize networking and making new connections, consistently expanding their circle of influence through industry events, social media, and local community involvement.

Likeability and Trustworthiness

Being personable and trustworthy are non-negotiable traits for top earners. When someone buys or sells a house, they’re often making the largest financial transaction that they ever will in their life. They’ll only choose an agent that they feel comfortable with, one that gives them a good vibe from the get-go. Top agents build long-term client relationships, and many of the best agents actually build friendships with their clients as a result of doing a good job.

Continuous Learning

The real estate landscape is ever-evolving, from market trends to regulatory changes. Top agents stay ahead by committing to lifelong learning—attending seminars, completing advanced certifications, and studying market analytics. They understand that their expertise is a key selling point.

But it doesn’t stop with understanding real estate better than everyone else—the top real estate agents are continuously investing in their personal growth. Becoming better versions of themselves through seminars and events, in order to do a better job for their clients.

Commitment to Excellence

Education and training play a pivotal role in achieving real estate success. Even before obtaining a license, aspiring agents who invest in high-quality tutorials develop a strong foundation.

Once licensed, top agents seek out successful peers as mentors, learning from their strategies and adopting best practices. Surrounding yourself with high achievers reinforces a mindset of excellence. After all, we generally mirror the behaviors of those that we spend the most time with.

Common Mistakes the 80% Make

Many of the agents that are in the bottom 80% fall short due to the same common pitfalls that undermine their potential.

Inadequate Mental Preparation

New agents frequently underestimate the work that goes into obtaining their real estate license and being a real estate agent. Without a solid foundation, they struggle to get their license quickly, getting off to a rocky start to their real estate career.

Then others envision selling a house once a month and jetting off to Mexico to drink cervezas on the beach, not understanding the work it takes to be a successful real estate agent.

Short-Term Mindset

Real estate success requires patience. Yet, many agents expect immediate results and give up and chase another shiny object when quick wins don’t materialize. The top 20% understand that it can take months—or even years—to build a thriving real estate business.

Failure to Differentiate

Generic marketing strategies often lead to forgettable agents. If a real estate agent does what everyone else is doing, they’ll have similar results to everyone else.

Top agents focus on how they can be different from everyone else. A target demographic that they can stand out and be the go-to realtor for. A unique differentiator that makes people remember them and their branding. Differentiate or die!... (as a real estate agent, of course)

Statistics Every Aspiring Agent Should Know

• In BC, approximately 8,000 students enroll annually in the real estate licensing course, yet there are less than 30,000 total active agents.
• Every year, over 30% of licensed agents won’t close any deals, which really highlights the challenges of achieving top-tier success.
• Similarly, another 30% of licensed real estate agents only sell 1-2 houses every year.

Success in real estate is difficult! The average real estate agent will sell less than 2 houses every year. Even if those houses are over $1 million, it won’t result in an impressive salary considering the hefty expenses involved in the real estate space.

How to Find a Real Estate Tutorial That Will Prepare You to Be a Top 20% Agent

The path to joining the top 20% starts with the right educational foundation.

First, look for a tutorial that offers a comprehensive curriculum; going over everything you may need to know when it comes to being a real estate agent. With programs like ours at Excel Realty Academy, we cover everything from market analysis to exam preparation.

Look for a tutorial that creates a learning environment that inspires growth. One with small class sizes and personalized coaching to ensure that you get the teaching attention you need.

Begin Your Journey to Being a Top 20% Real Estate Agent Today

Becoming a top-performing real estate agent starts with a strong educational foundation. Choosing a reputable program like Excel Realty Academy ensures you acquire the knowledge, skills, and confidence to “excel”. Oops, I promise that was unintentional.

From licensing exam preparation to understanding market dynamics, the right education gives you a critical head start.

Excel Realty Academy supports your journey with personalized learning and practical tools, helping you build a career in the top 20% of earners.

Breaking into the top 20% of real estate agents requires more than ambition—it demands preparation, perseverance, and the right foundation. By choosing Excel Realty Academy, you’ll gain the knowledge and skills needed to thrive. Take the first step today and set your sights on becoming a top performer in BC’s competitive real estate market.