Soaring prices draw influx of real estate agents, but they face stiff competition

After closing about half a dozen deals in his first year, Hamilton took on a part-time job at a bar, where he worked for several years before returning to the real estate industry on a full-time basis last year.

Today, Hamilton is a sales representative at the Condo Store Realty Inc. and he says in just the first months of this year he has closed around 50 deals. But many realtors are not so lucky, he says.

As Toronto house prices have risen, so has the number of people looking to make easy money by selling real estate.

There are just shy of 80,000 realtors licensed to practice in the province, according to the Real Estate Council of Ontario. That’s up more than 26 per cent compared to five years ago, when there were nearly 63,000 agents.

In Toronto, there are 48,000 realtors who belong to the city’s real estate board — up from 34,000 in 2012, according to data from the Toronto Real Estate Board.

Part of the incentive is the low barrier to entry, says Hamilton. It takes just six months and costs around $2,500 to get your real estate licence, making it a tempting side hustle.

Realtors caution, however, that newcomers expecting to rake in big bucks without expending much effort are likely to be disappointed.

“It’s a very, very tough time to get into the market for a lot of realtors,” says Shawn Zigelstein, a sales representative with Royal LePage Your Community Realty.

“Yes, people are trying to capitalize. They say, ‘Oh, I’m going to go get my real estate licence, make myself a ton of money and walk away,’ but they don’t realize that 90 per cent of the business is done by 10 per cent of the agents.”

Eugene Mezini, a broker with Royal LePage Real Estate Professionals, said it’s typically relationships that give established realtors an edge. For instance, in the pre-construction condo space where Mezini has worked for the past seven years, developers typically have a roster of agents who they enlist whenever they have properties hitting the market.

“There are a lot more agents than when I joined but it’s not really a lot more competition from what I’ve seen,” says Mezini.

“It’s still the same people doing all the business and getting bigger and bigger. It’s not like their market share is eroding. Their market share is actually growing.”

Although a hot market can seem like a blessing for agents, who are paid a commission based on the selling price, Hamilton says in some ways it’s tougher.

Representing a buyer in today’s fiercely competitive market, where bidding wars abound, requires much more work than it did previously, says Hamilton. An agent may have to prepare numerous unsuccessful offers before finally managing to help a client snag a home.

In addition, the commission — typically five per cent of the selling price — is split between the buyer’s agent and the seller’s agent, and many realtors pay a portion of their commissions to their brokerages.

Zigelstein’s advice for those considering a career in the real estate industry is to go at it full time. That’s what Zigelstein says he did 13 years ago when he got his realtor’s licence, quit his job in the restaurant industry and went knocking on doors.

“It is very difficult to break in if you’re working a full-time job and then you say, ‘I’m going to do real estate on the side,’” says Zigelstein.

“Because at that point, how professional are you going to be? How knowledgeable are you going to be? Especially with market conditions that we’re seeing right now.”

Follow @alexposadzki on Twitter.

Alexandra Posadzki, The Canadian Press

Note to readers: This clarifies an April 20 story that said realtors earn a commission of five per cent of a home’s price. In fact, the commission is split between the buyer’s agent and the seller’s agent.

by Canadian Press

Soaring prices draw influx of real estate agents, but they face stiff competition

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