Which licence covers sales?
In NSW, one real estate agent licence covers selling, leasing and managing property for clients. NSW Fair Trading lists the class 2 functions as selling, buying or exchanging property, negotiating with clients and vendors, and collecting rent, bonds and deposits. If you already hold a class 2 licence as a property manager, you can move into a sales role under the same licence. The licence does not let you call auctions. That needs separate auctioneer accreditation.
If you work as an assistant agent on a certificate of registration, you can move into sales as well. The limits stay the same. You cannot sign a contract for the sale of land or enter into an agency agreement, and that includes sales listings. A supervising agent signs those. The certificate lasts 4 years and cannot be renewed, so you must finish your qualifications and step up to class 2 within that time.
How income and hours change
Most property managers earn a set salary. A sales role is built around commission. Under the Real Estate Industry Award, a Level 2 representative must be paid at least $1,119.10 for a 38-hour week, or $58,193 a year. Many agencies pay a base close to that minimum and add commission on each sale. Your income will swing more from month to month than it did in property management, and the first year is often the thinnest because you start with no stock and no settled sales.
The hours fall in different places. In property management, most of the work happens in business hours, with the odd emergency repair after dark. In sales, the work follows the buyers and vendors. Expect Saturday open homes and auctions, evening appraisals, and phone calls whenever a negotiation is live. Before you sign, ask how the agency handles weekends and time in lieu.
Using the landlords you already know
Your rent roll is a list of property owners who already trust you with an asset. Some will sell, some will buy another investment, and some will refer friends. That is a head start most new salespeople do not have. Raise it with your principal early. Many agencies run an internal referral arrangement between the rental and sales departments, and your move should be agreed openly so the management team keeps its landlords.
Work out which owners are likely to sell in the next year or two: long-held properties, owners nearing retirement, and portfolios carrying costly repairs. Keep the relationship professional. Owners signed a management agreement with the agency, so their contact details belong to the agency, not to you. Taking that data to a competitor can breach your employment contract and privacy law.
Approaching a sales team
Start inside your own agency if you can. Ask the head of sales whether you can help at open homes, run the buyer database or take on a sales associate role for a period. A sales assistant or associate job under an established agent teaches you prospecting, appraisals, campaigns and negotiation while you keep a steadier wage.
If you approach another agency, bring numbers. Show how many owners you manage, your retention record, any appraisals you have referred and the suburbs you know well. Sales leaders hire people who can bring in listings. Ask how the base and commission split works, who supplies the leads, and whether there is any commission-only arrangement. Then work out what you need to earn before you make the move.
Pay
AUD a year, before tax. Award rows are the official Real Estate Industry Award 2020 minimums effective 1 July 2026. Other rows are modelled from ABS Employee Earnings and Hours, May 2025, moved to 2026 with a wage index; state figures are modelled, and actual sales income depends mostly on commission and listings. Refer to the Real Estate Sales salary guide for figures from live adverts.
What you need
- Real estate agent licence (NSW)A class 1 or class 2 licence lets you sell property for clients. Class 2 holders cannot open a trust account or act as licensee in charge.
- Assistant agent limitsCertificate holders can take part in sales work but cannot sign sales contracts or agency agreements. They must be supervised by a class 1 licensee in charge.
- Four-year certificate windowAn assistant agent certificate lasts 4 years and cannot be renewed. You need to reach class 2 within that time or stop working as an assistant agent.
- Auctioneer accreditationA real estate agent licence does not let you call auctions in NSW. You need separate auctioneer accreditation.
- Conditions for commission-onlyUnder clause 16.7 of the award, sales staff at Level 2 or above can agree in writing to commission-only pay if they also meet the licence, age, 12 months' sales experience and 125% income conditions. Casual, part-time, junior, Level 1 and trainee employees cannot.
State by state
| New South Wales | NSW Fair Trading issues one real estate agent licence that covers selling, leasing and property management. You must hold an assistant agent certificate for at least 12 months before you can apply for class 2, and hold class 2 for 2 years before you can apply for class 1. |
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How to get there
- Before you moveConfirm your licence statusCheck whether you hold a class 2 licence or an assistant agent certificate. In NSW, either one allows sales work, but assistant agents have signing limits.
- While still managingBuild sales exposure in your current roleHelp at open homes, refer landlords who want appraisals, and learn the agency's sales CRM and campaign process.
- First role in salesTake a sales associate or assistant roleSupport an established agent with buyers, campaigns and paperwork while you keep a steadier base wage.
- After 12+ monthsStep up from certificate to class 2 (NSW)Assistant agents need at least 12 months on the certificate under supervision, plus the required qualifications, before applying for class 2.
- Once licensedList and sell under your own nameStart working your own appraisals and listings, drawing on landlord referrals and your local market knowledge.
- After 2 years on class 2Move toward class 1 (NSW)After 2 years on a class 2 licence, you can apply for class 1. That lets you work independently or act as licensee in charge.
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Questions people ask
Do I need a new licence to sell if I already manage property in NSW?
No, if you hold a class 2 real estate agent licence. In NSW, the same licence covers selling, leasing and managing real estate for clients. Calling auctions is the exception, because that needs separate auctioneer accreditation.
Can an assistant agent work in sales?
Yes, within limits. An assistant agent can do most sales functions, but cannot sign a contract for the sale of land or enter into an agency agreement. A class 1 licensee in charge must supervise the work.
Will I earn less at first in sales?
Many people do, because commission depends on settled sales and a new agent starts with no listings. The award floor for a Level 2 representative is $58,193 a year unless you have a valid commission-only agreement. The modelled national figure for real estate sales is about $80,700 a year.
Can an agency put me on commission-only straight away?
Usually not. Under clause 16.7 of the award, you need all of these: you are at Level 2 or above in property sales or commercial, industrial or retail leasing; you agree in writing; you are licensed or registered to work as a salesperson; and you are at least 21. You must also have worked in property sales or commercial leasing at Level 2 or higher (or run your own real estate business) for at least 12 consecutive months in the previous 3 years. Finally, you must have earned at least 125% of your classification rate in any 12 consecutive months in that period, unless you ran your own real estate business. Casual, part-time, junior, Level 1 and trainee employees cannot be paid commission-only. A property manager moving into sales usually will not qualify until they have 12 months of sales experience.
Can I take my landlords with me to a new agency?
The management agreements and client records belong to the agency you work for. Using that data at a competitor can breach your employment contract and privacy law. The safer route is to agree an internal referral arrangement, or rely on owners who contact you on their own.
