Most professionals I can think of get paid for the work they perform. Some even charge for estimates, and others, including surgeons, charge even when they fail at what they were hired to do.
Real estate is different. Most of the time we are giving our services away to customers with only a vague hope of a payday down the road. Sometimes we invest a great deal of money marketing properties that never sell, only to have the seller relist the home at a lower price with another agent who then enjoys a pay day.
I had about 30 closings last year, and I drove 15,000 miles. Do you think I drove 500 miles for each successful closing? No, I drove most of those miles for buyers and sellers who received my services for free without any compensation for my time and travel.
This is okay with me. I love real estate. When it produces a payday, I know that it makes up for the uncompensated efforts I expended on behalf of other clients.
Occasionally I have a buyer who has me show him or her the exact house he or she wants to buy, and I handle the transaction — one showing, few miles of driving around, one contract written, one inspection handled, one closing attended — earning myself a 5-figure payday. The buyer, seeing how easy it was, might reasonably expect a rebate of my commission. But what about those times I showed a buyer 100 different homes, wrote one or two unsuccessful contracts, only to have that buyer rent instead of buy — or the buyer goes to an open house and buys without me?
A few years ago, I was considering listing 5 acres 30 miles up a canyon for $125,000, but the seller was so uncooperative that I ultimately declined the listing — but not before I had made three trips to the property and on one of those trips did $1,000 damage to my car’s underbody on his jagged culvert!
Such is the life of a real estate agent. We may seem overpaid when we are paid 5-figure commissions on a transaction, and you may think that’s unfair, but if we didn’t have those closings to make up for all the times we work for free or spend without reimbursement, it might be hard to justify becoming a real estate agent.
As it is, the average member of the National Association of Realtors earns less than $50,000 in gross commission income per year — before accounting for car, phone, MLS fees, Realtor dues, computer hardware & software, E&O insurance, and more.