Salaries of luxury real estate brokers in Moscow have reached 1 million rubles per month. We tell you what makes up the salary of real estate agents who sell high-budget housing in the capital
There are legends about the earnings of luxury real estate brokers in Moscow. After all, the cost of the most expensive apartments in the capital reaches billions and even trillions of rubles. At the same time, commissions for transactions in high-budget housing segments are quite high.
Together with experts, we tell you how much agents for the sale of luxury apartments in Moscow earn in 2024.
Who is a luxury housing broker?
As a rule, a broker does business within the framework of a real estate company, experts noted. “The company provides training, a workplace, access to information, marketing materials, legal support, etc. For successful work, a real estate agent must have high competence, experience and reputation. If these three components grow from year to year, then the broker’s customer base is also growing, there are repeated requests from satisfied customers and, as a result, the number of transactions and income are increasing,” said Grigory Ashikhmin, a member of the board of AREA (Association of Luxury Real Estate Agencies).
If we talk about novice specialists, employers often do not put forward strict requirements for them, as they are ready to raise professionals within the company, analysts say. The basic skills required for a novice broker are basic PC skills, as well as a desire to learn and develop. Such requirements are indicated in the description of most vacancies, said Kirill Pshenichnykh, Director of the Office Professions category at Avito Jobs. He clarified that an experienced broker should not only possess flexible skills important for the industry — communication skills, responsibility and the ability to hear the client’s wishes, but also know the market well, adapt quickly to changes and trends and be able to train novice brokers.
“Today, an elite broker has become a financial specialist in many ways, since his task is not just to sell or buy an apartment, but also to help the client form an investment portfolio. It is worth noting that the main advantages of brokers working in the elite segment are high emotional intelligence, respectable appearance and good manners, broad horizons, encyclopedic knowledge in various fields, not only in real estate — a broker needs to understand economics, art, history. It is important for an elite broker to be in touch 24/7, to be very responsible, decent and clean in financial matters. We must always try to be positive, to support the client in everything — and then he will stay with such a broker for many years,” summed up Alexey Chumalov, General Director of the Kalinka Ecosystem high—budget real estate agency.
What does the patch consist of?
To begin with, it is important to note that, as a rule, brokers do not receive salaries in the traditional sense of the word. The practice of paying a certain percentage of the commission from a transaction that the broker helped arrange for the client has been adopted for a long time, some kind of minimum monthly rate is paid by companies in very rare cases.
“This is primarily explained by motivation — the broker is a very independent employee, in fact, not tied to the office, building his own communication with the client. Therefore, the commission is the motivation and disciplining factor necessary for the transaction. Some large real estate companies even have a time limit for conducting the first transaction — for example, six months. If the agent does not make a deal during this time, they say goodbye to him. It is believed that the broker, coming to the company, receives other resources: a database, access to clients (mainly during duty), funds are allocated for advertising the objects that he sells, his workplace is organized, and so on. All these costs are borne by the company all the time until there are no transactions. Hence such harsh probation conditions,” said Viktor Sadygov, owner of the Nika Estate luxury real estate agency.
Photo: Dmitry Serebryakov / TASS
The number of transactions certainly differs between experienced brokers and beginners, but there cannot be any general statistics, experts say. An experienced broker in active mode can conduct up to five transactions per month, and a beginner — one or two, Ashikhmin noted. “Again, a deal is always an individual approach, especially in the elite Moscow market. Starting to work with a client, it is difficult to estimate the time and time costs, a lot of factors arise in the process. Therefore, it is customary to consider the effectiveness of the broker’s work by year, as in the saying “chickens are counted in autumn,” the expert concluded.
“It is worth noting that if an elite broker managed to make a billion-dollar deal, he can rest for a whole year, and without worrying about his daily bread. But someone specializes in super-expensive objects, and for someone it is easier to work with cheaper lots, where there are more deals. This is an individual specificity, but if you output average trends, then, of course, there are few brokers who are able to work with top lots and clients. We have several such companies in our company, and today they are no longer brokers, but option partners of the agency,” Viktor Sadygov summed up.
How much do brokers earn
According to the data hh.ru The median salary offered to a luxury real estate broker during 2024 is at the level of 385 thousand rubles, which is 85 thousand more than a year earlier. At the same time, the maximum earnings announced in vacancies this year range from 600 thousand to 1 million rubles.
Earnings are affected by the volume of transactions, the amount of profit and regularity. “On average, brokers receive 25-30% of the company’s commission, and the company’s commissions are 4-6%. Maybe more, it depends on the results and KPIs of each broker,” said a member of the AREA board.
“Developers offer their own terms, and if this is an exclusive cooperation, then the percentage that a broker can earn is always higher than the market. In our company, in 2024, a new broker concluded a deal for 3 billion rubles. The broker who conducted it became an option partner of the agency as a result. This is an infrequent case, as usually an option partner can be a broker with at least three years of experience in the company,” Viktor Sadygov from Nika Estate summed up.
“It is worth noting that companies often indicate salary ranges of possible income in vacancies, since the final amount depends on two factors: the percentage of transactions and the sales plan. The possible income at the starting position is about 70-150 thousand rubles per month. At the same time, a professional broker with relevant experience of more than three years in the capital can earn 1 million rubles per month and above,” said Kirill Pshenichnykh, director of the Office Professions category at Avito Jobs.
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