Speak to an advisor: +61 2 9100 0480


your 2024 Financial Year accounting done for FREE


Get your 2024 Financial Year accounting done for FREE

if you’ve registered your company after July 1st, 2023!

Your Ultimate Guide: How to Start a Real Estate Business with Proven Strategies

Starting a real estate business can be your path to success, but what are the steps to actually get there? In this straightforward guide, you’ll find the essential building blocks: pinpointing a profitable niche, navigating the legal framework, crafting a solid financial plan, and effectively connecting with clients. Let’s break down the complexities of how to start a real estate business into achievable actions.


  1. Understanding the Real Estate Industry
  2. Crafting Your Unique Real Estate Business Vision
  3. Deciding on a Real Estate Niche
  4. Establishing Your Business Legally
  5. Developing a Comprehensive Business Plan
  6. Financial Planning and Management
  7. Obtaining a Real Estate License
  8. Crafting a Marketing Strategy
  9. Insurance and Risk Management
  10. Setting Up Shop: Choosing a Business Location
  11. Networking for Success in Real Estate
  12. Managing Client Relations
  13. Scaling Your Real Estate Business
  14. Avoiding Common Pitfalls

Key Takeaways

  • Starting a real estate business is high-reward but also high-risk, with a high failure rate within the first five years, necessitating deep industry knowledge and a clear business strategy.
  • It is essential to carve out a unique real estate business vision, establish a strong brand identity, and select a niche that aligns with personal expertise and interest to enhance chances of success.
  • Legally establishing a real estate business requires careful selection of the business structure due to implications on finances, tax obligations, and liabilities, and an understanding of real estate laws is paramount.
real estate plan

Understanding the Real Estate Industry

The real estate industry is a broad and varied landscape brimming with opportunities. It’s no secret that establishing your own real estate business has the potential to yield significant financial rewards. However, bear in mind that the majority of real estate agents do not succeed within the initial five years. This stark statistic underscores the risk of failure but also highlights the potential for profitability with the requisite expertise, experience, and understanding.

The industry is home to a range of real estate businesses, including:

  • Real estate wholesalers

  • Flippers

  • Agents

Each model has its unique strategies for acquiring, managing, and selling properties.

The current real estate market is characterised by dynamic activity, with millions of existing and newly built homes sold every year. The real estate industry employs an estimated combined workforce of 133,360 Australians through a network of 46,000 real estate businesses (Source: REIA). It’s clear that this is a thriving industry with numerous participants and market prospects.

Crafting Your Unique Real Estate Business Vision

The journey to establishing a successful real estate business begins with a vision. Your unique vision will act as your compass, guiding you towards your business goals. Recognising personal strengths, weaknesses, and specific areas of interest is pivotal in shaping this vision. Sharpening your business concept around these areas sets a robust foundation for success. This process of introspection is not just beneficial but essential when starting your own real estate agency.

A strong brand identity is another crucial factor in crafting your business vision. It shapes the public’s perception of your business and influences your reputation in the market. A unique logo communicates your brand values and solidifies your presence in the market. Identifying areas for differentiation and offering distinctive services allows you to establish a lasting competitive advantage in the market.

Deciding on a Real Estate Niche

Selecting a niche in the real estate industry is similar to discovering your ideal role. By focusing on a specific niche, you can:

  • Minimise competition

  • Cater to specific customer requirements

  • Provide more tailored service delivery

  • Increase your chances of success

This specialisation can be a game-changer and lead to a successful real estate career in the real estate industry, particularly when working with a reputable real estate company or collaborating with real estate investors.

Your selected niche should align with your interests and experience, ensuring that you have both passion and proficiency in your chosen domain. For example, boutique brokerages, which are smaller and often overseen by a single broker, are known for their personalised attention and creative branding flexibility. They offer a unique atmosphere where agents collaborate closely, though they may have smaller marketing budgets and less brand recognition than larger firms.

Establishing Your Business Legally

Setting up your business legally is a vital step in your journey towards becoming a successful real estate business owner. The legal structure you choose has implications on:

  • Taxes

  • Earnings

  • Losses

  • Exit plans

  • Legal obligations

It may be helpful from the outset to engage a speciliast in Business Registration (like Sleek) to ensure the authenticity and legality of deals and prevent potential legal complications.

Plus, a lawyer well-versed in the unique aspects of the real estate industry is a valuable asset to your business. They can assist in:

  • Establishing the business structure accurately

  • Navigating the complexities of real estate transactions

  • Ensuring legal setup and compliance

  • Adhering to real estate laws and regulations

Their legal expertise can be instrumental in the establishment of a sustainable and reputable business.

Selecting the Right Legal Structure

Choosing the right legal structure for your real estate business is a critical decision. The structure you select impacts various facets of your business, from taxes and liability to management and operations. A sole proprietorship, for instance, is often regarded as the most straightforward legal structure for a new real estate business. It’s simple to establish and offers complete control over the business.

Get the pros and cons of different business structures here.

However, a sole proprietorship also means that the business owner assumes personal responsibility for all the business’s debts and obligations. This means that any financial or legal issues faced by the business could potentially impact the owner’s personal assets. Therefore, understanding the implications of each legal structure is crucial to making an informed decision that aligns with your business goals.

Comprehending Real Estate Laws

Understanding real estate laws and regulations is a critical part of establishing your business legally. These laws encompass essential aspects related to:

  • operational aspects

  • business terms in leasing

  • investment

  • property ownership

Developing a Comprehensive Business Plan

Creating a detailed business plan serves as a roadmap for your real estate business. It elucidates your concept, serves as a strategic and operational blueprint, and is often a prerequisite for securing financial support. Your business plan should include:

  • Your business goals

  • Your target market

  • Financial projections

  • Marketing strategy

  • Operational plans

By including these elements in your business plan, you will have a comprehensive guide to help you navigate and grow your real estate business.

Your plan doesn’t have to be lengthy but should be sufficiently thorough to encompass the vital aspects of your business. A well-crafted business plan can present an overview of your business’s viability and forecasts, aiding in the conceptualisation of ideas and delineation of financial and operational objectives.

Check out Sleek’s free business plan to get started. Free download

Financial Planning and Management

Financial planning and management form the backbone of your real estate business. Besides industry fees, starting a real estate business involves expenses such as:

  • Office space

  • Furnishings

  • Insurance

  • Legal representation

  • Branding

  • Signage

  • A website

It’s essential to carefully assess these costs and ensure you have the financial resources to sustain your business until you start receiving payments from your first clients.

An accounting system is crucial for:

  • Recording, organising, and interpreting financial information

  • Tracking finances

  • Distinguishing between bookkeeping tasks and the more analytical and strategic aspects of accounting

  • Maintaining accurate financial records

  • Overseeing invoicing

  • Ensuring efficiency

  • Adhering to regulations

Professionals like bookkeepers and accountants can assist in these tasks.

As your business grows, strategies such as exploring diverse business financing options, emphasising cost management, and prioritising budgeting for growth and sustainability will become increasingly important.

Obtaining a Real Estate License

Acquiring a real estate license is a significant step towards building a successful real estate business. Not only is it a legal requirement for operating as a real estate agent and selling residential and commercial real estate, but it also imbues your business with credibility, making you a trusted real estate broker.

New agents typically must work with a brokerage for two to three years before becoming fully independent. This requirement helps ensure that agents receive the necessary training and experience. Joining professional organisations can further enhance your credibility and resources in the industry.


Crafting a Marketing Strategy

Marketing propels your real estate business towards your target market. A strategic marketing plan is vital for effectively promoting your business and engaging with potential clients. The first step in developing a marketing plan is to define your unique value proposition. What sets your business apart from the others? Identifying this can help you craft a compelling message that resonates with your target market.

To ensure a well-rounded approach, your marketing strategy should encompass both digital and traditional techniques. Let’s delve deeper into these two aspects.

Building a Digital Presence

In today’s digital age, having a strong online presence is no longer a luxury but a necessity. Your digital footprint begins with a professional website, which is crucial for establishing credibility and enabling prospective clients to discover and understand your services.

Social media platforms are powerful tools that can enhance your digital presence. By actively engaging with potential clients, displaying properties, and sharing relevant content, you can establish brand credibility and foster a connection with your target audience.

Optimising your website for organic search ensures easy accessibility for potential clients through search engines, leading to heightened visibility and increased traffic.

Traditional Marketing Techniques

While digital marketing is crucial, traditional marketing methods still hold their own in the real estate industry. Open houses, for instance, enable potential buyers to personally interact with properties, cultivating an emotional attachment and offering a comprehensive opportunity to visualise living in the space.

Print advertising provides tangible and visually appealing ads that can effectively capture the attention of targeted audiences. Networking events offer a platform for real estate professionals to broaden their professional network, make lasting impressions, and nurture collaborative relationships.

Other traditional marketing strategies that can enhance your brand visibility include:

  • Establishing yourself as an industry expert

  • Engaging with the community

  • Forming partnerships with related professionals

  • Using door hangers, flyers, and brochures

Insurance and Risk Management

Insurance acts as a protective shield for your real estate business, safeguarding you from various risks inherent in the industry. Professional indemnity insurance is essential for handling professional risks and potential errors, preparing your business for unforeseen circumstances.

Business insurance provides protection against potential claims, property damage, theft, intellectual property lawsuits, and other incidents that may arise during operations.

These services ensure that you get the best coverage for your needs with minimal effort.

Setting Up Shop: Choosing a Business Location

Selecting a strategic location for your real estate business can be compared to sowing a seed in rich soil. Market demand significantly influences the location of your business through its impact on home prices, buyer preferences, and the overall demand for real estate.

Accessibility is another crucial factor to consider when choosing a location. A convenient and accessible business location can significantly contribute to attracting clients and customers, as well as ensuring their satisfaction.

real estate success

Networking for Success in Real Estate

Networking forms the backbone of the real estate industry. It aids in the establishment of credibility and the expansion of a diverse network of individuals and businesses who can offer:

  • guidance

  • support

  • sales leads

  • opportunities for professional advancement

Building your personal brand, expanding your network through a personal real estate website, maintaining a strong social media presence, and hosting networking events are effective strategies for generating leads. Maintaining relationships with past clients enhances the likelihood of securing repeat business and referrals.

Always remember to approach potential clients with a friendly demeanour and invest time in building a rapport with them.

Managing Client Relations

Establishing and sustaining positive client relationships is vital to the success of your real estate business. Effective communication, follow-ups, and customer service can lead to repeat business and referrals.

It’s crucial to maintain relationships with past clients as they can lead to repeat business and referrals. When reaching out to potential clients, the emphasis should be on quality over quantity. It’s essential to invest time in building a rapport with potential clients and approach them with a friendly demeanor.

Before reaching out to a potential lead, conduct research, review their previous real estate transactions, prepare a set of questions, and be ready to respond to inquiries.

Scaling Your Real Estate Business

Growth is the backbone of any business, including the real estate industry. To ensure the long-term success of your real estate business, you need to implement strategies for growth and expansion.

Focusing on a specialised niche, refining your market message, strengthening your branding, bolstering investor confidence, and implementing rapid scaling and automation of specific tasks are recommended strategies for expanding your real estate business. Expanding your service offerings and penetrating new markets are also effective strategies for growth. CRM tools can also assist in managing business growth and the planning for scaling.

Avoiding Common Pitfalls

Every venture comes with its own set of challenges, and launching a real estate business is no different. Some common errors to be mindful of include:

  • Underestimating costs

  • Overlooking market research

  • Ignoring legal and tax implications

  • Poor property management

  • Failing to plan for scaling

Underestimating costs can result in financial shortfalls and disrupt the cash flow of your business, which is crucial for its operations and expansion. Neglecting market research can lead to a limited understanding of the target market, resulting in unsuitable property investments and ineffective marketing strategies. Disregarding legal and tax implications can lead to non-compliance with laws, financial penalties, fines, or more severe legal issues.

Helpful resources to read next

Frequently Asked Questions

How do I start a real estate business in Australia?

To start a real estate business in Australia, you need to register your business, obtain the required licenses and certifications, prepare a business plan, conduct market research, choose a legal entity, get a tax file number, secure business insurance, and select a suitable location.

Which real estate business is most profitable?

Investing in commercial real estate, such as office buildings, retail spaces, or industrial warehouses, can be highly profitable due to higher rental income compared to residential properties. Commercial real estate is known to yield higher returns than residential real estate.

How do I get started in real estate?

To get started in real estate, you can begin by completing a real estate registration course at a registered training organisation, obtaining a real estate license, joining a brokerage, and gaining experience under the supervision of a licensed agent. This could set you on the right path to a successful real estate career.

Why is it important to have a real estate license?

It is important to have a real estate license because it is a legal requirement for operating as a realtor and selling residential and commercial real estate, and it adds credibility within the industry.

How do I manage my finances when starting a real estate business?

When starting a real estate business, it’s crucial to thoroughly assess the costs involved and ensure you have sufficient financial resources to cover expenses until you start generating income. This is vital for the success and sustainability of your business.

Get your finances sorted with our all-in-one accounting services.

Let’s talk shop!

Leave our friendly team a message and we’ll be in touch in no time.

Disclaimer: The information on this website is intended for general informational purposes only and may not be specifically relevant to everyone’s personal situation. It should not be considered financial advice or a substitute for professional tax or accounting advice. Each individual’s circumstances are unique, and laws can vary. For tailored advice, please consult a qualified professional. Contact Sleek for further information on how we can help you.

Simplify your business. Talk to one of our experts today.


30 Days Money Back Guarantee

Our refund policy:

We care about you – within 30 days from your purchase, if you’re unhappy with our services, we’ll refund our fee. Email or call us, and we’ll process the refund within five working days.

What it doesn’t cover:

We will not be able to refund Government fees once the application has been submitted, nor any third-party processing fees.

When it applies:

We cannot guarantee any specific legal outcomes when you use our services. For instance, a company registration might be filed correctly but still get rejected by the Company Registry for reasons beyond our control. We can only refund our fees for issues we are directly responsible for. In the case that you purchase a service and later change your mind, we can’t issue a refund.

Our customer support team is at your disposal for any questions or issue you may face.

Get started today

Chat with us on WhatsApp from your mobile


Need help?

Our sales team is available from Mon - Fri 9am to 6pm (Sydney Time)

Let's get in touch

Book a time with our experts to guide you in finding the best solution.