How Do Realtors Make 6 Figures?

Everybody wants to know the secret: how do real estate agents actually break the six-figure ceiling?
Most don’t. The average U.S. realtor makes under $60K a year. That’s the hard truth.

So when you see commercial brokers pulling in $250K, $500K, even millions, you’re not looking at luck. You’re looking at a system. A repeatable, brutal grind of skills, networks, and positioning. Let’s break it down.

1. It’s About Deals, Not Hours

Most jobs pay you for time. Real estate pays you for deals.
A single commercial deal in New York City can net six figures in commission, one transaction. Bob Knakal, the legendary broker who has closed more than 2,200 buildings worth over $20 billion in NYC, didn’t get there by selling homes one by one. He specialized in investment sales and scaled his deal size.

Think about that: Bob wasn’t chasing $300K condos. He was repping multimillion-dollar buildings. Same process, bigger zeros.

Lesson: Six figures in real estate isn’t about selling more, it’s about selling bigger.

2. Specialization Pays

Look at any top earner in CRE: they don’t do everything. They pick a lane and own it.

• Bob Knakal → Investment sales in New York.
  
  
• Aaron Jungreis → Known for multifamily brokerage.
  
  
• Spencer Levy (CBRE) → Capital markets voice, pulling monster deals.
  
  

Why? Because credibility compounds. When people know you as the guy for multifamily in Dallas or the woman for retail in Miami, your phone rings with the right deals.

Lesson: Pick a sector (multifamily, office, industrial, retail). Then pick a geography. Own it.

3. Volume of Relationships

Six-figure realtors don’t just “network.” They build a distribution system of trust.

Bob Knakal famously mapped every building in Manhattan and tracked every owner. He literally built a database of the market. That’s why he had the edge, he knew who owned what, who might sell, and when to call.

Most agents wait for leads. Top earners manufacture them. They prospect relentlessly: cold calls, warm calls, walk-ins, events, referrals.

Reality check: If you’re not talking to 20–50 new people every week, you’re not in the game.

4. Six Figures = Math, Not Magic

Here’s the formula you can’t ignore:

Average commission × Number of deals = Income.

• Residential: Average U.S. home ~$400K. 3% commission = $12K. To hit $100K, you need ~9 sales a year. That’s less than 1 a month.
  
  
• Commercial: Average small multifamily ~$2M. 2% commission = $40K. Do just 3 deals and you’re at six figures.
  
  

Now imagine a Bob Knakal–style $50M building at a 1.5% commission. That’s $750K on one closing.

Lesson: Bigger deals and higher frequency = escape velocity.

5. Work Ethic Most People Won’t Touch

Here’s the Alex Hormozi truth bomb:
The difference between a $60K agent and a $600K agent is output.

Top producers don’t just “work hard.” They outwork and outlast everyone else:

• 12-hour days on calls.
  
  
• Studying rent rolls and zoning codes like it’s finals week.
  
  
• Following up for years until an owner finally says “yes.”
  
  

Bob Knakal didn’t become Bob Knakal by sending 3 emails a day and hoping Zillow sent him leads. He treated brokerage like a pro sport - data, discipline, consistency.

6. Brand is Leverage

Today, six-figure agents are also media companies. The biggest names use LinkedIn, YouTube, podcasts, and newsletters to stay top-of-mind.

Example: Million Dollar Listing stars turned TV exposure into high-ticket pipelines. Commercial giants like Cushman & Wakefield or CBRE push their brokers to publish thought leadership.

If people see you as the market expert because you post deals, analysis, insights, they call you instead of the other 5,000 agents in your city.

Lesson: In 2025, you’re not just selling real estate. You’re selling attention + trust at scale.

7. Geographic Arbitrage

Let’s be real: your zip code matters.

• In Manhattan, a six-figure deal can happen in a single transaction.
  
  
• In Dallas or Atlanta, you can build volume faster because of growth markets and population inflows.
  
  
• In Cleveland or Detroit, deals are smaller, but cap rates are higher, so investors like yield. That makes it easier to close volume if you hustle.
  
  

The best agents position themselves where money is flowing, not where it’s drying up.

The Blueprint to 6 Figures (and Beyond)

1. Pick a lane. Specialize in a product type + geography.
   
   
2. Build the list. Know every owner in your territory.
   
   
3. Prospect like a maniac. 20–50 contacts per week minimum.
   
   
4. Scale deal size. Bigger deals, fewer headaches.
   
   
5. Outwork. 12-hour days until your market knows your name.
   
   
6. Leverage brand. Be the agent people trust before they meet you.
   
   
7. Stack wins. One deal, then another, then another. Momentum matters.
   
   

Final Word

How do realtors make six figures? They stop thinking like salespeople and start operating like deal machines.

Bob Knakal didn’t just show apartments. He built a system that owned New York investment sales. That’s why his name is legendary.

The formula is simple. Not easy, but simple:

• Specialize.
  
  
• Prospect.
  
  
• Do bigger deals.
  
  
• Build trust at scale.
  
  

Six figures isn’t a dream in real estate. It’s the baseline for those willing to outwork, outlearn, and outlast the competition.