Ask almost any top-producing REALTOR® where most of their business comes from, and you'll likely hear the same answer:

"Referrals and repeat clients."

While online advertising, social media, and paid lead generation all have their place, the most sustainable real estate businesses are often built on something much simpler—trust.

A referral-based business doesn't happen overnight. It's the result of consistently delivering exceptional service, staying connected with people, and becoming the REALTOR® your clients are excited to recommend.

If you're looking to build a business that generates opportunities year after year, here are 10 strategies to help you get there.

1. Treat Every Client Like They're Your Most Important Client

Every transaction matters.

Whether someone is purchasing their first condo or selling a luxury home, your level of service should remain the same.

People remember how you made them feel long after they forget the details of the transaction.

Top REALTORS® know that today's first-time buyer could become tomorrow's repeat client—or refer several friends and family members over the years.

Exceptional service is the foundation of every referral business.

2. Stay in Touch After Closing

One of the biggest mistakes REALTORS® make is disappearing after possession day.

Closing the deal shouldn't end the relationship.

Stay connected by:

• Sending home anniversary messages

• Checking in a few times each year

• Sharing local market updates

• Sending holiday greetings

• Congratulating clients on milestones

These small gestures help keep you top of mind when someone asks, "Do you know a good REALTOR®?"

3. Become a Valuable Resource

Your clients don't only need help buying and selling homes.

They also need trusted professionals.

Build a network of reliable:

• Mortgage brokers

• Lawyers

• Home inspectors

• Contractors

• Landscapers

• Painters

• Electricians

• Plumbers

When you connect clients with quality professionals, you become more than a REALTOR®—you become a trusted advisor.

4. Ask for Referrals Naturally

Many agents avoid asking for referrals because they worry about sounding pushy.

The key is to keep it conversational.

Instead of saying:

"Do you know anyone buying or selling?"

Try something like:

"If you ever have a friend or family member with real estate questions, I'd be happy to help—even if they just need advice."

This approach feels genuine and reinforces that you're there to provide value first.

5. Build Your Local Reputation

People like working with someone who knows the community.

Share helpful information about:

• Ottawa neighbourhoods

• Local businesses

• Market updates

• Community events

• New developments

• Homeownership tips

Over time, you'll become known as someone who genuinely understands the local market—not just someone trying to make a sale.

6. Deliver an Experience Worth Talking About

Think about businesses you've recommended to friends.

Chances are, they exceeded your expectations.

The same applies to real estate.

Look for opportunities to surprise and delight your clients through:

• Excellent communication

• Quick responses

• Thoughtful closing gifts

• Helpful checklists

• Regular updates

• Professional advice

People naturally refer businesses that provide memorable experiences.

7. Stay Visible

Out of sight often means out of mind.

Consistency matters.

Stay connected through:

• Social media

• Monthly newsletters

• Community events

• Educational blog posts

• Local sponsorships

• Client appreciation events

You don't need to post every day—you simply need to remain visible and valuable.

8. Invest in Relationships, Not Just Marketing

Paid advertising can generate leads.

Relationships generate loyalty.

Spend time:

• Meeting local business owners

• Networking

• Volunteering

• Attending community events

• Supporting charities

• Joining professional organizations

The strongest referral networks are built face-to-face.

9. Choose a Brokerage That Supports Relationship Building

Not every brokerage encourages the same business model.

Some focus heavily on lead generation.

Others emphasize building long-term client relationships.

A brokerage that provides:

• CRM tools

• Marketing support

• Training

• Mentorship

• Client follow-up systems

• Business coaching

can help agents develop sustainable referral-based businesses rather than constantly chasing the next transaction.

10. Play the Long Game

A referral-based business isn't built in six months.

It's built over years.

Every happy client becomes part of your reputation.

Every conversation strengthens your network.

Every positive experience increases the likelihood that someone will recommend you in the future.

The most successful REALTORS® understand that today's effort creates tomorrow's opportunities.

Why Referrals Matter More Than Ever

A referral isn't just another lead.

It often comes with something far more valuable:

Trust.

When someone recommends you to a friend or family member, much of the credibility has already been established.

That often leads to:

• Stronger client relationships

• Smoother conversations

• Higher conversion rates

• More enjoyable transactions

Referral clients frequently become referral sources themselves, creating a cycle of sustainable business growth.

Frequently Asked Questions

How long does it take to build a referral-based real estate business?

It varies, but most REALTORS® build strong referral networks over several years by consistently providing excellent service and staying connected with past clients.

Should new REALTORS® focus on referrals?

Absolutely. While it takes time to build a referral network, starting early helps create lasting relationships that support your business for years to come.

Is it okay to ask clients for referrals?

Yes—as long as it's done naturally and respectfully. Focus on offering value and letting clients know you're happy to help their friends and family if they ever need real estate advice.

How often should I stay in touch with past clients?

There's no perfect schedule, but checking in several times a year through emails, market updates, anniversaries, or community events helps keep your relationship strong.

Do referral-based businesses still need marketing?

Yes. Marketing helps you stay visible and reinforces your expertise, making it easier for past clients to remember and recommend you when opportunities arise.

Can the right brokerage help me build a referral business?

Absolutely. A brokerage that provides mentorship, CRM systems, training, and relationship-focused business strategies can help REALTORS® create long-term, referral-driven success.

Final Thoughts

Building a referral-based real estate business doesn't require expensive advertising campaigns or a constant stream of purchased leads. It requires something much more valuable: trust.

By consistently delivering exceptional service, staying connected with past clients, becoming an active member of your community, and focusing on relationships instead of transactions, you'll create a business that continues to grow through word-of-mouth.

The best REALTORS® understand that every client interaction is an opportunity to earn not just a sale, but a lifelong advocate. And when paired with the support of a brokerage that values relationships, education, and long-term growth, those referrals can become the foundation of a rewarding and sustainable real estate career.

In real estate, the strongest marketing strategy has always been the same: take great care of people, and they'll tell others about you.

What separates Ottawa's most successful REALTORS® from everyone else?

Is it luck?

A bigger marketing budget?

Years of experience?

While those things can certainly help, they aren't what consistently create long-term success. If you talk to top-producing REALTORS® across Ottawa, you'll quickly notice a common theme: their success is built on habits, not shortcuts.

The agents who consistently grow their business year after year aren't necessarily the loudest on social media or the ones closing the most transactions overnight. Instead, they've developed routines that help them stay organized, build stronger relationships, and continuously improve.

Whether you're a brand-new REALTOR® or an experienced agent looking to take your business to the next level, here are the habits that Ottawa's top-performing agents have in common.

1. They Start Every Day With a Plan

Successful REALTORS® don't wake up wondering what they'll do that day.

Instead, they begin each morning with a clear plan.

Their calendars often include:

• Prospecting time

• Client follow-ups

• Showings

• Listing appointments

• Marketing tasks

• Administrative work

• Professional development

Rather than reacting to their day, they take control of it.

Consistency beats chaos.

2. They Prioritize Relationships Over Transactions

The best REALTORS® understand that they're not just selling homes—they're building lifelong relationships.

Top agents stay connected with past clients by:

• Sending market updates

• Celebrating anniversaries

• Checking in periodically

• Supporting local businesses

• Attending community events

A happy client today could become a repeat client—or refer friends and family—for years to come.

3. They Know Ottawa's Neighbourhoods Inside and Out

Ottawa isn't just one real estate market—it's dozens of unique communities.

Top-performing agents understand the differences between neighbourhoods like:

• Westboro

• The Glebe

• Kanata

• Barrhaven

• Orléans

• Riverside South

• Alta Vista

• Manotick

• Stittsville

• Centretown

They know local schools, parks, transit, future developments, and current market conditions.

This local expertise helps clients make informed decisions and builds credibility.

4. They Never Stop Learning

The real estate industry is constantly changing.

Mortgage rules evolve.

Technology advances.

Marketing trends shift.

Successful REALTORS® make learning a regular part of their business by investing in:

• Industry training

• Contract education

• Negotiation skills

• AI and technology

• Marketing workshops

• Market analysis

The more they learn, the more value they bring to their clients.

5. They Follow Up Consistently

One conversation rarely leads to a transaction.

The best agents understand that consistent follow-up is where many deals are won.

Whether someone visits an open house, downloads a market report, or asks a simple question, successful REALTORS® stay in touch without being pushy.

They know that timing matters.

The client who isn't ready today could become tomorrow's listing.

6. They Embrace Technology

Technology has transformed real estate, and top-performing agents use it to work smarter—not harder.

Many rely on:

• Customer Relationship Management (CRM) software

• Electronic signatures

• Digital transaction management

• AI tools

• Video marketing

• Social media scheduling

• Cloud-based organization

These tools free up time for what matters most: building relationships and serving clients.

7. They Protect Their Reputation

In a city like Ottawa, reputation travels quickly.

Successful REALTORS® understand that every interaction contributes to their personal brand.

They:

• Return phone calls promptly

• Communicate honestly

• Meet deadlines

• Treat other agents with respect

• Keep their promises

Trust is earned through consistent actions—not marketing slogans.

8. They Market Themselves Consistently

The best agents don't disappear between listings.

Instead, they consistently create value through:

• Market updates

• Educational blog posts

• Community highlights

• Social media

• Email newsletters

• Videos

• Open houses

People are more likely to work with the REALTOR® they recognize and trust.

Consistency builds familiarity.

9. They Surround Themselves With the Right People

No successful REALTOR® builds a business entirely alone.

Top agents often surround themselves with:

• Mentors

• Supportive colleagues

• Mortgage professionals

• Lawyers

• Home inspectors

• Contractors

• Financial advisors

Having a reliable network benefits both the agent and their clients.

10. They Focus on Long-Term Growth

Successful REALTORS® don't chase every trend or every lead source.

Instead, they build businesses designed to last.

They invest in:

• Relationships

• Systems

• Education

• Personal branding

• Community involvement

They understand that sustainable success is built one client at a time.

11. They Choose the Right Brokerage

One of the most overlooked habits of successful REALTORS® is surrounding themselves with the right brokerage.

Top-performing agents often look for brokerages that provide:

• Accessible leadership

• Ongoing training

• Marketing support

• Modern technology

• Administrative assistance

• Collaborative culture

A great brokerage helps agents spend more time serving clients and less time solving avoidable problems.

12. They Stay Consistent—Especially During Slow Markets

Perhaps the biggest difference between average agents and exceptional ones is consistency.

When the market slows, top REALTORS® don't stop prospecting.

They continue:

• Creating content

• Networking

• Learning

• Following up

• Hosting open houses

• Building relationships

They understand that the work they do today often produces results months later.

Success is rarely about one great month.

It's about consistently showing up year after year.

Success Isn't Built Overnight

Every top-producing REALTOR® started exactly where every new agent starts.

With no listings.

No referrals.

No repeat clients.

What separates them today isn't talent alone—it's years of consistent habits, continuous learning, and genuine relationship-building.

The encouraging part?

These habits can be developed by anyone willing to commit to them.

Frequently Asked Questions

What makes a successful REALTOR® in Ottawa?

Strong local market knowledge, excellent communication, consistent follow-up, professionalism, and a commitment to lifelong learning are all qualities shared by many successful Ottawa REALTORS®.

Do top REALTORS® rely mostly on referrals?

Many experienced agents receive a significant portion of their business through repeat clients and referrals, thanks to years of building trust and delivering exceptional service.

Is social media necessary to succeed?

Social media is a valuable marketing tool, but it's only one piece of a successful business. Relationships, community involvement, and excellent client service remain just as important.

How important is choosing the right brokerage?

A supportive brokerage can provide mentorship, training, technology, and administrative resources that help REALTORS® grow their business more efficiently.

Can new REALTORS® develop these habits?

Absolutely. In fact, building these habits early in your career can create a strong foundation for long-term success.

What's the biggest mistake new REALTORS® make?

Many focus too much on finding quick transactions instead of building relationships. The most successful agents understand that trust and consistency lead to long-term business.

Final Thoughts

Ottawa's most successful REALTORS® aren't defined by one spectacular year or one record-breaking sale. They're defined by the habits they repeat every single day.

They invest in relationships, continuously improve their skills, stay informed about their local market, embrace technology, and surround themselves with people who help them grow. Perhaps most importantly, they understand that real estate is a relationship business built on trust, consistency, and professionalism.

Whether you're just beginning your career or looking to elevate your business, adopting even a few of these habits can have a lasting impact. Success in real estate isn't about finding the perfect shortcut—it's about building the right routines and showing up for your clients every single day.

Getting your real estate licence is an exciting milestone—but it's really just the beginning.

One of the biggest mistakes new REALTORS® make is assuming they're ready to jump into a transaction immediately. While your licensing education gives you the foundation, there's still plenty to prepare before you represent your first buyer or seller.

The good news? You don't need to have everything figured out on day one.

By focusing on the essentials, you'll feel more confident, stay organized, and provide a better experience for your clients.

Here's a practical checklist every new REALTOR® should complete before their first deal.

✅ 1. Choose the Right Brokerage

Your brokerage is one of the biggest factors in your early success.

Before you join, ask yourself:

• Does this brokerage provide mentorship?

• Is the leadership accessible?

• What training is included?

• What technology do they provide?

• Is there administrative support?

• What's the office culture like?

The right brokerage can shorten your learning curve and give you confidence as you navigate your first transactions.

✅ 2. Learn Your Local Market

Clients expect their REALTOR® to know the area.

Spend time researching:

• Average sale prices

• Days on market

• Current inventory

• School districts

• Transit routes

• Planned developments

• Local amenities

• Neighbourhood trends

If you're in Ottawa, make it a goal to become familiar with communities like Barrhaven, Kanata, Orléans, Stittsville, Westboro, Centretown, Alta Vista, Riverside South, and The Glebe.

The more local knowledge you have, the more value you can provide.

✅ 3. Set Up Your Business Properly

Treat your real estate career like a business from the beginning.

Create:

• A professional email address

• A business phone number (if needed)

• A calendar system

• Digital file organization

• Contact database

• Budget

• Business plan

Simple systems today can save hours of stress later.

✅ 4. Get Comfortable With Your Technology

Before meeting clients, make sure you know how to use the tools your brokerage provides.

Practice using:

• MLS® system

• CRM software

• Electronic signatures

• Digital transaction management

• Showing scheduling tools

• Marketing platforms

You don't want to be learning these for the first time while working with a client.

✅ 5. Build Your Professional Brand

You don't need an expensive marketing campaign.

Start with the basics:

• Professional headshots

• Business cards

• Social media profiles

• Email signature

• Consistent branding

• Professional biography

People are more likely to trust someone who presents themselves professionally.

✅ 6. Create Your Sphere of Influence List

Your first clients often come from people you already know.

Make a list of:

• Family

• Friends

• Former coworkers

• Classmates

• Neighbours

• Community members

• Local business owners

Then let them know you've started your real estate career.

You're not asking for business.

You're simply letting people know you're available as a resource.

✅ 7. Find a Mentor

Even experienced professionals ask questions.

Find someone you trust who can help you with:

• Contracts

• Pricing

• Negotiations

• Client communication

• Difficult situations

Many brokerages offer formal mentorship programs, while others encourage experienced agents to help newer REALTORS®.

Don't be afraid to ask for guidance.

✅ 8. Understand the Buying and Selling Process

Before your first client, walk through an entire transaction from beginning to end.

Review:

• Buyer consultations

• Listing appointments

• Offers

• Conditions

• Home inspections

• Financing

• Closing process

The more familiar you are with the process, the more confident you'll feel.

✅ 9. Prepare Your Marketing Materials

Have a few resources ready before someone asks.

Examples include:

• Buyer guide

• Seller guide

• Business cards

• Market update template

• Open house sign-in sheet

• Property feature sheets

Preparation creates confidence.

✅ 10. Learn How to Handle Common Questions

Clients will ask things like:

• Is now a good time to buy?

• How much is my home worth?

• What's happening in the Ottawa market?

• How much do I need for a down payment?

• What neighbourhood should I consider?

You don't need every answer memorized.

But you should know where to find reliable information quickly.

✅ 11. Create a Follow-Up System

Many opportunities are lost because agents don't stay in touch.

Set reminders to:

• Follow up after open houses

• Check in with prospects

• Send market updates

• Congratulate clients on milestones

• Stay connected with past clients

Relationships build businesses.

✅ 12. Prepare Financially

Remember, commissions don't arrive immediately.

Budget for:

• Living expenses

• Brokerage fees

• Marketing

• Transportation

• Professional memberships

• Technology

Having savings allows you to focus on building your business rather than worrying about your next paycheque.

Don't Try to Know Everything

One of the biggest misconceptions new REALTORS® have is believing they need all the answers before helping clients.

You don't.

Great agents know when to ask questions, consult experienced colleagues, and seek guidance from their brokerage.

Confidence comes from preparation—not pretending to know everything.

Your First Deal Is a Learning Experience

No matter how prepared you are, your first transaction will teach you valuable lessons.

That's normal.

Every experienced REALTOR® remembers their first deal.

The goal isn't perfection.

The goal is providing excellent service while continuing to learn.

Frequently Asked Questions

What should new REALTORS® do before getting their first client?

Focus on learning your local market, setting up your business systems, understanding the transaction process, building your professional brand, and choosing a supportive brokerage.

Do I need a website before my first deal?

Not necessarily. While a website can be helpful, many new REALTORS® successfully build their first clients through networking, referrals, social media, and open houses.

Should I have a mentor?

Absolutely. Having an experienced REALTOR® available for advice can make your first transactions much less stressful and help you avoid common mistakes.

How important is choosing the right brokerage?

It's one of the most important decisions you'll make. A brokerage that offers mentorship, training, technology, and administrative support can accelerate your growth significantly.

Do I need to know every neighbourhood?

No—but you should have a strong understanding of the areas you plan to serve and continue learning as your business grows.

How long does it take to close a first deal?

Every REALTOR®'s journey is different. Some secure a client within weeks, while others take several months. Consistency, networking, and relationship-building are key.

Final Thoughts

Getting licensed is an exciting achievement, but it's only the first step in building a successful real estate career. Taking the time to prepare before your first deal will not only make you feel more confident, but it will also help you provide a better experience for your clients.

By learning your market, organizing your business, building your brand, and surrounding yourself with the right support, you'll create a strong foundation for long-term success.

Perhaps most importantly, choose a brokerage that invests in your growth. The right leadership, mentorship, technology, and culture can make a tremendous difference during your first year in real estate—and well beyond.

Your first deal won't define your career, but the habits and preparation you develop before it just might.

Choosing a brokerage is one of the most important decisions you'll make as a REALTOR®.

Whether you're a brand-new agent getting licensed or an experienced REALTOR® thinking about making a change, your brokerage will play a major role in your day-to-day business.

But here's something many agents forget:

The brokerage is interviewing you—but you're interviewing them, too.

A polished presentation, impressive office, or attractive commission split can make a great first impression. However, what happens behind the scenes often has a much bigger impact on your long-term success.

Here are some of the biggest red flags to watch for before committing to a brokerage.

1. They Can't Clearly Explain Their Fees

Every brokerage has fees.

That's normal.

The problem is when those fees aren't explained clearly.

Ask questions like:

• What monthly fees are there?

• Are there transaction fees?

• Are there technology fees?

• Are there marketing fees?

• Are there franchise fees?

• Are there desk fees?

• Are there annual fees?

If the answers are vague—or the numbers keep changing—you should ask more questions before signing anything.

Transparency builds trust.

2. Everything Is About Commission Splits

If the conversation revolves almost entirely around commission splits, that's worth paying attention to.

A great brokerage should also talk about:

• Training

• Mentorship

• Technology

• Administrative support

• Marketing

• Leadership

• Culture

The highest split doesn't always produce the highest income.

Many top-producing REALTORS® choose brokerages that help them grow rather than simply offering the biggest percentage.

3. Leadership Is Hard to Reach

Ask yourself:

Can you actually meet the Broker of Record?

Can you speak with leadership?

Will they be available when you have questions?

Real estate moves quickly, and sometimes you need guidance immediately.

If leadership seems unavailable before you've even joined, imagine what it might be like after you're an agent there.

4. There's Little or No Training

Especially for newer REALTORS®, training is invaluable.

Ask:

• How often is training offered?

• Is there one-on-one coaching?

• Do experienced agents mentor newer agents?

• Are there contract workshops?

• Is technology training included?

If the answer is simply:

"You'll figure it out."

That should raise concerns.

The best brokerages never stop investing in their agents.

5. The Office Feels Divided

Pay attention to the atmosphere when you visit.

Do agents seem approachable?

Are people collaborating?

Do they acknowledge one another?

Or does everyone keep to themselves?

Culture matters more than many people realize.

You'll likely spend years working with these people.

Choose an environment where you can learn, grow, and enjoy coming to work.

6. High Agent Turnover

Every brokerage loses agents occasionally.

That's normal.

But if agents are constantly leaving, ask why.

High turnover may indicate:

• Poor leadership

• Lack of support

• Weak culture

• Unrealistic expectations

• Communication issues

Don't be afraid to ask how long agents typically stay.

7. No Clear Value Beyond Hanging Your Licence

Ask yourself:

"What am I actually getting?"

A brokerage should provide more than a place to process paperwork.

Look for value such as:

• Training

• Technology

• Marketing support

• Compliance assistance

• Leadership

• Networking

• Business development

If you're paying monthly fees, make sure you're receiving meaningful resources in return.

8. Technology Feels Outdated

Today's REALTORS® rely on technology every day.

Ask what tools are included.

Examples include:

• CRM systems

• Digital transaction management

• Electronic signatures

• Marketing software

• AI tools

• Cloud storage

If a brokerage isn't keeping up with technology, you may end up purchasing these services yourself.

9. They Promise Instant Success

Be cautious of statements like:

• "You'll close 50 deals your first year."

• "You'll never have to prospect."

• "Leads are guaranteed."

• "Success is automatic."

Real estate takes work.

A good brokerage sets realistic expectations while providing the tools to help you succeed.

If something sounds too good to be true, it probably is.

10. They Don't Ask About Your Goals

One of the biggest green flags is when a brokerage asks about you.

Questions like:

• Where do you want your business to be in five years?

• What support are you looking for?

• What challenges are you facing?

• What kind of business do you want to build?

If the conversation feels more like a sales pitch than a discussion about your future, they may be more focused on adding another licence than helping another agent succeed.

Questions Every REALTOR® Should Ask

Before making your decision, consider asking:

• What training is included?

• How accessible is management?

• What's your agent retention like?

• What technology do you provide?

• How are new agents supported?

• Can I speak with current agents?

• What makes your brokerage different?

• How do you help agents grow?

The answers will tell you far more than any brochure.

Remember: You're Choosing a Business Partner

Your brokerage isn't just where your licence hangs.

It's part of your business.

The right brokerage should:

• Support your goals.

• Help solve problems.

• Invest in your growth.

• Encourage collaboration.

• Make serving your clients easier.

Choosing carefully today can have a lasting impact on your career.

Frequently Asked Questions

What's the biggest red flag when choosing a brokerage?

A lack of transparency around fees, poor leadership accessibility, and little investment in agent success are among the biggest warning signs.

Should commission splits be my main focus?

No. While compensation matters, successful REALTORS® also evaluate leadership, culture, technology, training, marketing support, and long-term opportunities.

Is it okay to interview multiple brokerages?

Absolutely. Comparing several brokerages helps you understand what's available and identify the environment that best fits your business goals.

Should I speak with current agents?

Yes. Current agents can provide valuable insight into the brokerage's culture, leadership, communication, and day-to-day support.

What if a brokerage promises lots of leads?

Ask detailed questions about how leads are generated, distributed, and converted. Be cautious of guarantees that sound unrealistic.

Can I switch brokerages later?

Yes. Many REALTORS® switch brokerages during their careers as their goals, business, and support needs evolve.

Final Thoughts

Choosing a brokerage is about far more than comparing commission splits or monthly fees. The right brokerage should provide leadership you can trust, technology that helps you work more efficiently, a culture that encourages collaboration, and resources that allow your business to grow.

Take your time during the interview process. Ask thoughtful questions, meet the leadership team, and speak with current agents whenever possible. Remember, you're not simply choosing a place to work—you're selecting a long-term business partner.

A great brokerage won't pressure you into joining. Instead, it will demonstrate its value through transparency, support, and a genuine commitment to helping you succeed.

Finding the right fit today can make all the difference in the career you build tomorrow.

Thinking about becoming a REALTOR® in Ottawa? Learn how much money you should realistically save before getting licensed, including startup costs, living expenses, and budgeting tips for your first year in real estate.

Becoming a REALTOR® is an exciting career move, but one of the biggest questions aspiring agents ask is:

"How much money should I save before getting licensed?"

The honest answer?

There's no magic number, but having a financial cushion can make a huge difference during your first year in real estate.

Unlike a traditional 9-to-5 job, REALTORS® are typically paid only when a transaction closes. That means there may be weeks—or even months—between the day you get licensed and the day you receive your first commission cheque.

If you're planning to start your real estate career in Ottawa, here's what you should consider before making the leap.

Why Saving Money Before You Start Is So Important

Real estate is often described as one of the best businesses you can own—but it's still a business.

In the beginning, you'll likely spend money before you make money.

You'll be investing in:

• Your education

• Licensing

• Brokerage fees

• Marketing

• Technology

• Transportation

• Professional memberships

At the same time, your regular monthly bills don't stop.

Having savings gives you the freedom to focus on building your business instead of worrying about paying next month's rent or mortgage.

Understand That Commission Income Takes Time

One of the biggest misconceptions about real estate is that new agents start earning immediately.

In reality, here's what often happens:

1. Complete your licensing education.

2. Join a brokerage.

3. Build your network.

4. Find your first client.

5. Help them buy or sell a home.

6. Wait for the transaction to close.

7. Finally receive your commission.

Depending on your market, experience, and network, this process could take several months.

Planning for that gap is one of the smartest things you can do.

What Expenses Should You Budget For?

Before thinking about savings, it's important to understand where your money will go.

Licensing & Education

You'll need to budget for the required education and licensing process before you can legally trade in real estate.

Brokerage Costs

Every brokerage is different.

Possible expenses include:

• Monthly fees

• Technology fees

• Transaction fees

• Commission splits

• Marketing contributions

Remember to compare value, not just cost.

A brokerage offering mentorship, training, and technology may help you build your business faster.

Professional Memberships

Most REALTORS® also pay recurring dues for access to professional associations and MLS® services.

These memberships provide valuable tools and resources but should be included in your annual budget.

Marketing

Even in your first year, you'll likely invest in:

• Business cards

• Professional headshots

• Social media

• Personal branding

• Client gifts

• Open house materials

You don't need to spend a fortune, but presenting yourself professionally matters.

Transportation

Ottawa is a large city.

You'll spend time driving between:

• Showings

• Listing appointments

• Home inspections

• Open houses

• Client meetings

Don't forget to budget for:

• Fuel

• Insurance

• Maintenance

• Parking

Technology

Many REALTORS® rely on tools such as:

• CRM software

• Electronic signatures

• Cloud storage

• Marketing platforms

• AI productivity tools

Some brokerages include these services, while others charge separately.

Don't Forget Your Personal Living Expenses

This is where many new agents underestimate their financial needs.

Even if your business expenses are manageable, you'll still need to cover:

• Rent or mortgage

• Groceries

• Utilities

• Cell phone

• Internet

• Insurance

• Car payments

• Entertainment

• Unexpected emergencies

Your personal budget matters just as much as your business budget.

So...How Much Should You Save?

While everyone's financial situation is different, many experienced REALTORS® suggest having three to six months of living expenses saved before relying on real estate as your primary source of income.

If you're leaving a stable full-time job, a larger financial cushion may help reduce stress while you establish your business.

For example, ask yourself:

• How much do I spend each month?

• How long could I comfortably go without a commission?

• Could I continue investing in my business during that time?

The more prepared you are financially, the more patient you can be while building relationships and finding clients.

Can You Keep Your Current Job?

Many new REALTORS® choose to transition gradually.

Some continue working another job while they:

• Complete licensing

• Build their network

• Learn the industry

• Close their first few transactions

This approach isn't right for everyone, but it can reduce financial pressure during the early stages of your career.

Ways to Reduce Startup Costs

You don't have to spend thousands immediately.

Here are a few ways to stretch your budget:

Focus on Relationships

Your first clients often come from people you already know—not expensive online lead platforms.

Use the Resources Your Brokerage Provides

Many brokerages include:

• Marketing templates

• CRM systems

• Training

• Administrative support

• Technology

Take advantage of what's already available before purchasing additional tools.

Invest Slowly

Start with the essentials.

You can always upgrade your website, branding, and marketing as your business grows.

The Right Brokerage Can Save You Thousands

One of the smartest financial decisions you can make is choosing a brokerage that supports new agents.

Look for one that provides:

• Mentorship

• Technology

• Marketing resources

• Professional development

• Administrative support

• Collaborative culture

These resources can significantly reduce your out-of-pocket costs while helping you build confidence and avoid expensive mistakes.

Remember, the lowest monthly fee doesn't always offer the best overall value.

Frequently Asked Questions

How much money should I save before becoming a REALTOR®?

While every situation is different, many professionals recommend saving at least three to six months of personal living expenses before relying on commission income.

Will I earn money immediately after getting licensed?

Not usually. It often takes time to build relationships, secure clients, and complete transactions before receiving your first commission.

What are the biggest expenses for new REALTORS®?

Common expenses include licensing, brokerage fees, professional memberships, marketing, transportation, technology, and everyday living costs.

Can I work another job while starting in real estate?

Yes. Many new REALTORS® choose to transition gradually while building their client base and gaining experience.

Should I choose the brokerage with the lowest fees?

Not necessarily. Consider the overall value, including mentorship, training, technology, marketing support, and administrative resources.

Is real estate still a good career in Ottawa?

For motivated individuals who enjoy helping people, building relationships, and running their own business, Ottawa continues to offer excellent long-term opportunities thanks to its stable housing market and diverse communities.

Final Thoughts

Starting a real estate career in Ottawa is an exciting opportunity, but success begins with preparation. Having a financial cushion before getting licensed allows you to focus on learning the business, building relationships, and providing exceptional service instead of worrying about your next paycheque.

While everyone's financial situation is unique, planning for both business and personal expenses can make your transition into real estate much smoother. Combine that preparation with hard work, consistency, and the support of a brokerage that genuinely invests in its agents, and you'll be setting yourself up for long-term success.

Real estate is a career built over time—not overnight. The more prepared you are from day one, the stronger your foundation will be.

When people think about why successful REALTORS® switch brokerages, the first thing that usually comes to mind is commission splits.

But if you ask experienced, top-producing agents what really influences their decision, you'll often hear a very different answer.

While compensation certainly matters, the most successful REALTORS® understand that a brokerage is more than just a place to hang your licence—it's a business partner.

The right brokerage should help you grow, support your clients, and make your day-to-day business easier. The wrong one can create unnecessary roadblocks that slow your momentum.

If you're evaluating your options, here are the key things top-producing REALTORS® tend to look for when choosing a brokerage.

1. Leadership They Can Actually Reach

One of the biggest differences between a good brokerage and a great one is leadership.

Top agents don't just want a Broker of Record whose name appears on paperwork—they want leaders who are:

• Accessible

• Knowledgeable

• Responsive

• Supportive

• Invested in their agents' success

Real estate can move quickly, and sometimes you need answers just as fast. Knowing you can pick up the phone and speak with someone experienced provides confidence when navigating complex situations.

Strong leadership creates strong agents.

2. A Brokerage That Invests in Its Agents

Top producers know that growth never stops.

That's why they look for brokerages that continually invest in:

• Professional development

• Sales training

• Marketing education

• Contract updates

• AI and technology workshops

• Business planning

• Guest speakers

The best brokerages create an environment where learning is part of the culture—not something that ends after onboarding.

3. Technology That Saves Time

Successful REALTORS® understand the value of efficiency.

Instead of juggling multiple platforms, they appreciate brokerages that provide modern technology, such as:

• Customer Relationship Management (CRM) systems

• Digital transaction management

• Electronic signatures

• Marketing platforms

• Cloud-based document storage

• AI tools

• Website solutions

The less time spent on administration, the more time available for serving clients and generating business.

4. A Positive, Collaborative Culture

Culture is difficult to measure, but you'll know it when you experience it.

Ask yourself:

• Do agents support one another?

• Is knowledge shared freely?

• Are experienced agents approachable?

• Does the office feel welcoming?

The best brokerages foster collaboration rather than competition.

Successful agents understand that being surrounded by ambitious, supportive professionals benefits everyone.

5. Marketing Support That Elevates Your Brand

Top-producing REALTORS® understand that marketing isn't just about posting listings.

It's about building a recognizable, professional brand.

Brokerages that offer resources such as:

• Social media templates

• Graphic design

• Listing presentations

• Video support

• Print materials

• Digital marketing guidance

allow agents to focus more on relationships and less on designing everything from scratch.

6. Administrative Support That Reduces Stress

Behind every successful REALTOR® is a mountain of paperwork.

Administrative support can make an enormous difference by helping with:

• Compliance

• Transaction processing

• Document management

• Brokerage procedures

The result?

More time spent with clients and less time chasing paperwork.

7. A Brokerage That Encourages Personal Branding

Years ago, many brokerages wanted every agent to market themselves exactly the same way.

Today's successful brokerages understand something different:

People hire people.

Top-producing REALTORS® want the flexibility to build their own identity while benefiting from the credibility and support of their brokerage.

A brokerage should strengthen your brand—not overshadow it.

8. Stability and Reputation

Clients notice where you work.

A brokerage with a strong reputation for professionalism, ethics, and client service can add credibility to your own business.

Likewise, working in an environment known for integrity makes it easier to earn trust from buyers and sellers.

Reputation matters—both yours and your brokerage's.

9. Room to Grow

Today's top producer may become tomorrow's team leader, mentor, or investor.

Successful agents often ask questions like:

• Can I build a team here?

• Will this brokerage support my long-term goals?

• Can my business evolve without needing to move again?

A brokerage should grow alongside your ambitions.

10. They Think Beyond Commission Splits

Perhaps the biggest difference between newer agents and experienced top producers is perspective.

Rather than asking:

"What's the highest commission split?"

They ask:

• Will this brokerage help me make more money overall?

• Will it save me time?

• Will it improve my client experience?

• Will it reduce stress?

• Will it help me grow over the next five years?

Sometimes the brokerage offering the highest split isn't the one providing the greatest overall value.

The smartest agents evaluate the complete picture.

Questions Every REALTOR® Should Ask Before Switching Brokerages

If you're considering a move, don't be afraid to ask:

• What training is included?

• How accessible is leadership?

• What technology is provided?

• Is marketing support available?

• What's the office culture like?

• How are agents supported during difficult transactions?

• Are there opportunities for professional growth?

• What makes this brokerage different?

The answers often reveal much more than a commission sheet ever could.

The Right Brokerage Should Make Your Business Easier

A brokerage isn't just where your licence hangs.

It's part of your business.

The right brokerage should:

• Help you solve problems.

• Support your growth.

• Encourage collaboration.

• Invest in your success.

• Give you the tools to better serve your clients.

When those pieces come together, agents can focus on what they do best: building relationships and helping people navigate one of the biggest decisions of their lives.

Frequently Asked Questions

What's the most important thing top-producing REALTORS® look for in a brokerage?

While every agent has different priorities, many successful REALTORS® value accessible leadership, strong culture, ongoing education, modern technology, and administrative support over commission splits alone.

Is a higher commission split always better?

Not necessarily. A brokerage offering excellent training, marketing, technology, and support can often help agents increase their overall income despite a lower split.

How important is brokerage culture?

Very important. A collaborative environment where agents support one another often leads to better learning opportunities, stronger relationships, and a more enjoyable work experience.

Should experienced REALTORS® still look for training?

Absolutely. Real estate is constantly evolving, and the best agents continue investing in their skills throughout their careers.

Does technology really make a difference?

Yes. Modern tools can streamline paperwork, improve communication, automate marketing, and free up valuable time for client-facing activities.

How do I know if it's time to switch brokerages?

If your current brokerage no longer aligns with your business goals, lacks the support or resources you need, or isn't helping you grow professionally, it may be worth exploring other options.

Final Thoughts

Top-producing REALTORS® understand that success isn't built on commission splits alone. It's built on having the right people, systems, leadership, and culture behind you.

The best brokerages don't simply process transactions—they create an environment where agents can thrive. They invest in education, embrace technology, foster collaboration, and genuinely care about the long-term success of their REALTORS®.

If you're evaluating your next move, take the time to look beyond the numbers. Meet the leadership team, talk to the agents, ask meaningful questions, and consider how each brokerage will support your business not just today, but years down the road.

Choosing the right brokerage isn't just a career decision—it's an investment in the future of your business.

One of the first questions every new REALTOR® asks is:

"Where am I going to find my first clients?"

If you've spent any time online, you've probably seen companies promising hundreds of leads for a monthly fee. While paid leads can be part of a long-term business strategy, they're rarely the best place for a new agent to start.

The truth is, many successful REALTORS® built thriving businesses long before online lead generation became popular. They focused on relationships, consistency, and becoming known in their community.

If you're just getting started, here are some of the best ways to find your first 10 clients—without buying leads.

1. Start With Your Sphere of Influence

Your first clients are often closer than you think.

Make a list of everyone you know, including:

• Family

• Friends

• Former coworkers

• Neighbours

• Classmates

• Sports teammates

• Community groups

• Local business owners

This isn't about asking people to buy or sell immediately.

It's about letting people know:

"I've started my career in real estate, and I'd love to be a resource if you ever have questions about the market."

People can't refer you if they don't know what you do.

2. Become the Local Market Expert

You don't need years of experience to provide value.

Start creating helpful content about your local market, such as:

• Neighbourhood spotlights

• Monthly market updates

• First-time buyer tips

• Home maintenance advice

• Community events

• New developments

When people consistently see you sharing useful information, they begin to associate you with real estate expertise.

Remember: education builds trust.

3. Host Open Houses

Open houses remain one of the best opportunities for new REALTORS®.

Even if it's not your listing, hosting an open house allows you to:

• Meet active buyers

• Practise conversations

• Learn neighbourhoods

• Build confidence

• Expand your database

Every visitor is a potential future client—or someone who knows one.

4. Get Involved in Your Community

People like working with people they know.

Volunteer, attend local events, and support community initiatives.

Some ideas include:

• Charity fundraisers

• Local festivals

• Chamber of Commerce events

• Sports leagues

• Community associations

• School events

Building genuine relationships often leads to business naturally over time.

5. Stay Active on Social Media

You don't need thousands of followers to generate business.

Focus on consistency instead.

Share content like:

• New listings

• Market updates

• Behind-the-scenes moments

• Home buying tips

• Client success stories (with permission)

• Local businesses

• Community events

People often choose the REALTOR® they see regularly—not necessarily the one with the biggest following.

6. Build Relationships With Local Businesses

Think beyond traditional networking.

Introduce yourself to:

• Mortgage brokers

• Home inspectors

• Lawyers

• Contractors

• Landscapers

• Financial advisors

• Insurance professionals

Strong professional relationships can become excellent referral sources over time.

Remember, referrals are a two-way street.

7. Follow Up Consistently

Many opportunities are lost simply because agents don't follow up.

Whether someone visits an open house or asks a question online, make it a habit to stay in touch.

Examples include:

• Sending a market update

• Checking in after a few weeks

• Sharing a helpful article

• Congratulating them on milestones

Consistency keeps you top of mind.

8. Ask for Referrals (The Right Way)

Many new REALTORS® hesitate to ask for referrals because they don't want to sound pushy.

Instead of asking:

"Do you know anyone buying or selling?"

Try something like:

"If you hear of anyone with real estate questions, I'd be happy to help. Even if they're just looking for advice."

It's conversational, low-pressure, and positions you as a helpful resource.

9. Focus on Relationships, Not Transactions

One mistake many new agents make is treating every conversation like a sales opportunity.

Instead, focus on helping people.

Answer questions.

Provide advice.

Offer resources.

Recommend professionals.

Even if someone isn't buying today, they'll remember how you made them feel.

Real estate is a relationship business.

10. Choose a Brokerage That Supports Growth

One of the most overlooked ways to find your first clients is by joining a brokerage that invests in its agents.

A supportive brokerage can provide:

• Mentorship

• Networking opportunities

• Training

• Open house opportunities

• Marketing resources

• Technology

• Accountability

The right environment can accelerate your learning and help you build confidence while growing your business.

You don't have to figure everything out on your own.

What About Buying Leads?

There's nothing inherently wrong with paid leads.

In fact, many experienced REALTORS® use them successfully.

However, buying leads too early can become expensive if you haven't yet developed:

• Strong communication skills

• Follow-up systems

• Conversion strategies

• Time management

Before investing heavily in paid advertising, build a solid foundation through relationships and referrals.

Those skills will serve you for your entire career.

The First 10 Clients Are the Hardest

Every successful REALTOR® remembers the challenge of finding those first few clients.

The good news?

Once you've helped people successfully, your business often begins to grow through referrals, repeat clients, and word-of-mouth.

The first 10 clients aren't just transactions—they're the foundation of your reputation.

Treat them accordingly.

Frequently Asked Questions

How do new REALTORS® find clients without buying leads?

Most new agents start by leveraging their personal network, hosting open houses, creating local market content, networking in their community, and building referral relationships with other professionals.

Should I spend money on online leads right away?

Not necessarily. While paid leads can work, many successful agents recommend building your database and refining your sales process before making significant investments in lead generation.

How important is social media?

Very important—but consistency matters more than follower count. Sharing valuable, local content helps establish credibility and keeps you top of mind with your network.

How long does it take to get your first client?

Every REALTOR®'s journey is different. Some secure a client within weeks, while others take several months. Staying consistent and focusing on relationship-building is key.

Can open houses really generate business?

Absolutely. Open houses provide an opportunity to meet active buyers, expand your network, practise your skills, and create future client relationships.

Does the brokerage I choose make a difference?

Yes. A brokerage that offers mentorship, training, networking opportunities, and a collaborative culture can significantly help new REALTORS® build confidence and grow their client base more quickly.

Final Thoughts

Getting your first 10 clients can feel intimidating, but it doesn't require a massive advertising budget or expensive online lead programs.

The most successful REALTORS® understand that lasting businesses are built on relationships, trust, and consistency. By staying visible in your community, providing valuable information, following up with people, and focusing on helping rather than selling, you'll create a foundation that continues to generate referrals long after those first transactions close.

And remember, you don't have to build your business alone. The right brokerage can provide mentorship, opportunities, and support that make the journey to your first 10 clients—and beyond—much smoother.

The goal isn't just to find clients. It's to build relationships that last for years.

Starting a career in real estate can be exciting, but it's also important to understand that becoming a successful REALTOR® requires an investment—not just of your time, but of your money.

One of the biggest surprises for new agents is that real estate is a business, and like any business, there are startup and ongoing expenses. While the earning potential can be significant, it's wise to understand the costs before you receive your first commission cheque.

If you're thinking about becoming a REALTOR® or you've recently earned your licence, here's a breakdown of the biggest expenses you'll likely encounter and how to prepare for them.

1. Licensing & Registration Fees

Before you can legally trade in real estate, you'll need to complete Ontario's licensing requirements and register with a brokerage.

These initial costs can include:

• Education courses

• Licensing examinations

• Registration fees

• Initial brokerage paperwork

While exact costs vary, this is typically one of the largest upfront investments you'll make before officially launching your career.

Tip: Budget for these expenses well before you expect your first deal to close.

2. Brokerage Fees

Every brokerage structures its fees differently.

Depending on where you work, you may encounter:

• Monthly desk fees

• Technology fees

• Commission splits

• Transaction fees

• Administrative fees

• Marketing contributions

Don't focus solely on the lowest fees. Instead, consider the value you're receiving in return, such as mentorship, training, technology, marketing support, and administrative assistance.

Sometimes paying slightly more for the right brokerage can help you earn significantly more over the long term.

3. Real Estate Board & Association Dues

Most REALTORS® belong to local, provincial, and national associations.

These memberships provide access to:

• MLS® systems

• Professional education

• Industry resources

• Standard forms

• Networking opportunities

These dues are typically recurring and should be factored into your annual budget.

4. Marketing & Branding

One of the fastest ways to build your business is to invest in your brand.

Common marketing expenses include:

• Professional headshots

• Business cards

• Open house signs

• For Sale signs

• Personal website

• Social media advertising

• Email marketing

• Client gifts

• Promotional materials

You don't need to spend thousands immediately, but presenting yourself professionally can make a lasting impression.

5. Technology & Software

Today's REALTORS® rely heavily on technology.

Depending on your brokerage, you may need to budget for:

• Customer Relationship Management (CRM) software

• Digital transaction platforms

• Electronic signature software

• Cloud storage

• Marketing design tools

• Video editing software

• AI productivity tools

• Scheduling software

The right technology can save time and help you stay organized as your business grows.

6. Vehicle & Transportation Costs

Real estate is rarely a desk job.

You'll spend plenty of time:

• Showing properties

• Meeting clients

• Attending inspections

• Visiting listings

• Hosting open houses

This means budgeting for:

• Fuel

• Vehicle maintenance

• Car payments (if applicable)

• Insurance

• Parking

• Cleaning

Reliable transportation is essential, especially in a market like Ottawa where you'll likely be travelling across the city and surrounding communities.

7. Insurance

Professional insurance is another necessary business expense.

Depending on your brokerage and licensing requirements, you may need coverage related to:

• Errors and omissions (E&O) insurance

• Business liability

• Vehicle insurance

These protections help safeguard both you and your clients.

8. Continuing Education

The learning doesn't stop once you're licensed.

Successful REALTORS® regularly invest in:

• Industry conferences

• Professional development

• Sales coaching

• Negotiation training

• Technology workshops

• Marketing courses

The agents who consistently improve their skills often see the greatest long-term success.

9. Client Entertainment & Appreciation

Building relationships is at the heart of real estate.

Many agents choose to budget for:

• Coffee meetings

• Client lunches

• Closing gifts

• Holiday cards

• Appreciation events

These gestures aren't required, but they can strengthen relationships and encourage repeat business and referrals.

10. Living Expenses While Building Your Business

This is often the most overlooked expense.

Unlike many careers, real estate income isn't guaranteed every two weeks.

It may take several months before your first commission closes.

That's why it's important to have enough savings to cover:

• Rent or mortgage

• Utilities

• Groceries

• Phone bill

• Personal expenses

Many experienced REALTORS® recommend having several months of living expenses set aside before starting full-time.

Financial breathing room allows you to focus on learning and serving clients rather than feeling pressured to close a deal immediately.

Ways to Keep Costs Under Control

Starting smart doesn't mean spending big.

Here are a few practical ways to manage expenses:

✔ Focus on building relationships before buying expensive leads.

✔ Take advantage of the training and technology your brokerage already provides.

✔ Invest in quality branding, but don't overspend on unnecessary marketing early on.

✔ Track every business expense for budgeting and tax purposes.

✔ Build an emergency fund before relying solely on commission income.

Choosing the Right Brokerage Can Save You Money

Not all expenses come out of your pocket.

Some brokerages provide:

• CRM systems

• Marketing templates

• Transaction management software

• Professional training

• Administrative support

• Website solutions

These resources can save new agents thousands of dollars while helping them build their business more efficiently.

When comparing brokerages, ask what's included—not just what you'll pay.

Frequently Asked Questions

How much money should I save before becoming a REALTOR®?

Everyone's situation is different, but many professionals recommend having several months of personal living expenses available while you build your business.

What's the biggest expense for most new REALTORS®?

For many agents, brokerage fees, marketing, transportation, and maintaining personal living expenses before receiving regular commissions represent the largest ongoing costs.

Do brokerages cover marketing costs?

Some do, while others provide templates, technology, or optional marketing programs. Every brokerage operates differently, so it's important to ask what resources are included.

Is real estate expensive to get into?

Compared to some professions, there are startup costs associated with licensing, board memberships, and launching your business. However, careful budgeting can help make the transition much smoother.

Should I buy expensive leads as a new agent?

Not necessarily. Many successful REALTORS® build their businesses through networking, referrals, open houses, community involvement, and consistent relationship-building before investing heavily in paid lead generation.

Can the right brokerage reduce my business expenses?

Absolutely. Many brokerages include technology, training, marketing resources, and administrative support that can significantly reduce out-of-pocket costs while helping you grow your business.

Final Thoughts

Starting a career in real estate is an investment in your future, but like any business, success requires planning. Understanding your startup and ongoing expenses can help you avoid surprises and make smarter financial decisions as you build your career.

While licensing fees, brokerage costs, marketing, technology, and transportation are all important considerations, one of the most valuable investments you can make is choosing a brokerage that provides the tools, education, and support you need to succeed.

With realistic expectations, a solid budget, and the right environment, you'll be in a much stronger position to focus on what truly matters: building relationships, serving clients, and creating a successful real estate business for years to come.

One of the biggest decisions you'll make as a REALTOR®—especially early in your career—is whether to join a real estate team or build your business as a solo agent.

There's no one-size-fits-all answer.

Some of Ottawa's top-producing REALTORS® thrive on high-performing teams, while others have built incredibly successful independent businesses. The key is understanding your personality, goals, and the type of support you need.

Before making your decision, here's what you should consider.

What Does a Real Estate Team Actually Do?

A real estate team typically consists of multiple REALTORS® working together under one brand or team leader.

Depending on the team, there may also be:

• Administrative staff

• Transaction coordinators

• Marketing specialists

• Showing assistants

• Buyer agents

• Listing specialists

Instead of running every part of the business yourself, responsibilities are often shared.

The Benefits of Joining a Team

1. Mentorship From Day One

For newer agents, this is often the biggest advantage.

Instead of figuring everything out on your own, you'll likely have experienced agents to help with:

• Contracts

• Negotiations

• Listing appointments

• Buyer consultations

• Difficult situations

• Pricing strategies

Learning alongside experienced REALTORS® can dramatically shorten your learning curve.

2. More Leads

Many successful teams invest heavily in marketing.

That often means:

• Online leads

• Sign calls

• Website inquiries

• Open house opportunities

• Referral business

Instead of wondering where your next client will come from, you'll often have more opportunities to work with active buyers and sellers.

3. Less Administrative Work

Many teams have dedicated staff handling paperwork and transaction coordination.

That allows agents to spend more time doing what actually generates income:

• Meeting clients

• Showing homes

• Prospecting

• Negotiating deals

4. Accountability

Working independently requires a lot of discipline.

On a team, you'll often benefit from:

• Weekly meetings

• Sales coaching

• Goal setting

• Accountability partners

For some personalities, this structure is incredibly valuable.

The Downsides of Joining a Team

Of course, there are trade-offs.

Commission Splits

Since the team often provides leads, support, and marketing, you'll usually share part of your commission.

Less Freedom

Some teams have expectations around:

• Office hours

• Lead response times

• Marketing

• Branding

• Vacation schedules

If you enjoy complete independence, this can feel restrictive.

Building Someone Else's Brand

While you'll certainly grow your own experience, much of the public recognition may go to the team rather than your individual brand.

The Benefits of Working Solo

1. You're the Boss

Every decision is yours.

You decide:

• Your schedule

• Your branding

• Your marketing

• Your niche

• Your business plan

Many experienced REALTORS® love the freedom that comes with independence.

2. Keep More of Your Commission

Without a team split, you'll generally retain a larger portion of each transaction (subject to your brokerage's commission structure).

For established agents with strong referral networks, this can make a significant difference over time.

3. Build Your Own Brand

Every listing, every review, every social media post helps build your reputation—not someone else's.

Over time, this can become one of your greatest business assets.

4. Complete Flexibility

Want to specialize in:

• Luxury homes?

• Condominiums?

• First-time buyers?

• Investment properties?

• Rural properties?

Working independently gives you complete control over your business direction.

The Challenges of Going Solo

While independence has its advantages, it also comes with more responsibility.

You'll need to manage:

• Marketing

• Lead generation

• Administration

• Contracts

• Client communication

• Business planning

Without strong systems, it can quickly become overwhelming.

The Brokerage You Choose Still Matters

Whether you're joining a team or working independently, your brokerage plays a huge role in your success.

A supportive brokerage can provide:

• Training

• Leadership

• Compliance support

• Marketing resources

• Technology

• Collaboration opportunities

In fact, many independent agents succeed because they have a brokerage that offers the support of a team—without requiring them to join one.

That's why it's important to evaluate both the team and the brokerage before making a decision.

Questions to Ask Yourself

Before deciding, consider these questions:

Are you comfortable finding your own clients?

If not, a team may provide a smoother start.

Do you enjoy working collaboratively?

If you thrive in group environments, you'll likely appreciate team culture.

How important is flexibility?

If complete independence matters to you, working solo may be the better fit.

Are you looking for mentorship?

New agents often benefit tremendously from experienced guidance.

What's your long-term goal?

Do you eventually want to:

• Build your own brand?

• Start your own team?

• Become a top-producing independent agent?

Your answer today doesn't have to be your answer forever.

Can You Switch Later?

Absolutely.

Many REALTORS® begin their careers on a team, gain valuable experience, and later transition to running their own independent business.

Others spend years working solo before joining a team to improve work-life balance or increase production.

Your career isn't locked into one path.

Team vs. Solo: A Quick Comparison

Neither option is universally better.

The right choice depends on your goals and personality.

Frequently Asked Questions

Is joining a real estate team better for new agents?

For many new REALTORS®, yes. A good team can provide mentorship, systems, lead opportunities, and confidence while learning the business.

Can solo agents still be successful?

Absolutely. Many of Ottawa's top-producing REALTORS® operate independently and have built strong referral-based businesses over many years.

Do teams provide leads?

Many do, but every team is different. Be sure to ask how leads are distributed and what expectations come with them.

Will I earn less on a team?

You may share part of your commission, but access to more leads, mentorship, and support can often offset that difference—especially early in your career.

Can I leave a team later?

Yes. Many REALTORS® eventually transition from team environments to independent businesses as their confidence and client base grow.

Should I choose a team or the right brokerage first?

Ideally, evaluate both. A great team within a supportive brokerage can be an excellent combination, while a strong brokerage may provide enough training and resources that you don't feel the need to join a team at all.

Final Thoughts

The decision to join a real estate team or work independently isn't about choosing the "better" option—it's about choosing the right option for where you are in your career.

If you're brand new, a team can provide valuable guidance, accountability, and experience. If you've already built a solid client base and enjoy running your own business, working independently may give you the flexibility and control you're looking for.

Regardless of which path you choose, one factor remains constant: the brokerage behind you matters. The right brokerage should provide leadership, education, technology, and a collaborative environment that helps you succeed—whether you're part of a team or building your own brand.

Take your time, ask plenty of questions, and remember that your career can evolve. Many successful REALTORS® have experienced both paths before finding the one that fit them best.

Spend enough time in Ottawa's real estate industry, and you'll notice something interesting.

The agents who consistently perform at a high level aren't necessarily the ones who have been in the business the longest. They aren't always the loudest on social media or the ones with the biggest advertising budgets either.

Instead, the most successful REALTORS® tend to share many of the same habits. They show up consistently, continue learning, prioritize relationships, and treat their business like a business—not a hobby.

Whether you're a brand-new REALTOR® or an experienced agent looking to take your business to the next level, here are some of the habits that separate Ottawa's top performers from the rest.

1. They Know Their Market Better Than Anyone

Top REALTORS® don't just know Ottawa—they know micro-markets.

They understand:

• Average sale prices

• Days on market

• Inventory levels

• School districts

• Transit projects

• Future developments

• Condo buildings

• Neighbourhood trends

When clients ask questions, they don't guess—they know, or they know where to find the answer.

In a market like Ottawa, local knowledge builds trust.

2. They Build Relationships, Not Just Transactions

The best agents understand that a transaction lasts a few weeks.

A relationship can last decades.

Successful REALTORS® regularly:

• Check in with past clients

• Celebrate milestones

• Send market updates

• Stay active in their communities

• Ask for referrals naturally

Many of Ottawa's top-producing agents generate a large portion of their business from repeat clients and referrals.

3. They Treat Every Client Like Their Only Client

Whether someone is buying a $350,000 condo or a $2 million home, exceptional service should never change.

Top REALTORS® know that today's first-time buyer could become tomorrow's luxury client—or refer friends and family for years to come.

Consistency matters.

4. They Never Stop Learning

The real estate industry changes constantly.

Successful agents stay ahead by investing in:

• Market education

• Contract updates

• Negotiation skills

• Marketing strategies

• AI tools

• Technology

• Professional development

The best agents never assume they've learned everything.

5. They Protect Their Reputation

Real estate is built on trust.

Top REALTORS® know that their reputation follows them everywhere.

They:

• Return calls promptly

• Communicate honestly

• Show up on time

• Keep their promises

• Treat other agents professionally

One great experience often leads to another opportunity.

6. They Use Technology to Work Smarter

Technology doesn't replace relationships—it enhances them.

Successful REALTORS® leverage tools like:

• Customer relationship management (CRM) systems

• Electronic signatures

• Digital transaction management

• AI for marketing ideas and content

• Video walkthroughs

• Social media scheduling

The goal isn't to replace the personal touch—it's to create more time for it.

7. They Stay Consistent, Even During Slow Markets

One of the biggest differences between average and exceptional agents is consistency.

When the market slows, top REALTORS® don't disappear.

Instead, they continue:

• Prospecting

• Networking

• Creating content

• Hosting open houses

• Following up with leads

• Learning new skills

They understand that the work they do today often produces results months down the road.

8. They Invest in Their Personal Brand

People don't just hire a brokerage—they hire an individual REALTOR®.

That's why successful agents focus on building a recognizable and trustworthy personal brand.

This can include:

• Professional photography

• Consistent social media

• Educational content

• Community involvement

• Authentic communication

The goal isn't to become famous—it's to become familiar.

9. They Know the Importance of the Right Brokerage

Even the best agents benefit from the right support system.

Many successful REALTORS® choose brokerages that provide:

• Ongoing training

• Accessible leadership

• Collaborative culture

• Modern technology

• Marketing support

• Administrative assistance

A brokerage should remove obstacles, not create them.

The right environment allows agents to spend more time serving clients and growing their business.

10. They Think Long-Term

Top REALTORS® don't chase quick wins.

They build businesses designed to last.

That means:

• Nurturing relationships

• Maintaining professionalism

• Investing in education

• Giving back to the community

• Continuously improving their systems

Real estate is a marathon, not a sprint.

Success Isn't About Luck

From the outside, it can look like some agents are naturally successful.

But behind every successful REALTOR® are years of consistent effort, learning, and relationship-building.

The habits listed above aren't reserved for top producers—they're available to every agent willing to put in the work.

Small improvements made consistently often lead to big results over time.

Frequently Asked Questions

What makes a successful REALTOR® in Ottawa?

Strong local market knowledge, excellent communication, consistent follow-up, professionalism, and a commitment to lifelong learning are all key ingredients for long-term success.

Do top REALTORS® rely on referrals?

Yes. Many experienced agents receive a significant portion of their business through repeat clients and referrals, which are built on trust and exceptional service.

Is social media necessary for success?

While social media can be a valuable marketing tool, it's only one piece of the puzzle. Building relationships, delivering excellent service, and maintaining a strong reputation remain just as important.

How important is choosing the right brokerage?

A supportive brokerage can provide mentorship, technology, training, administrative assistance, and a collaborative environment that helps agents grow more efficiently.

Can new REALTORS® develop these habits?

Absolutely. These habits aren't based on years of experience—they're based on consistency and a willingness to learn. New agents who adopt them early often build a stronger foundation for long-term success.

What's the biggest mistake new agents make?

Many focus solely on finding the next transaction instead of building lasting relationships. Long-term success comes from creating trust, staying connected with clients, and treating every interaction as an opportunity to build your reputation.

Final Thoughts

Success in Ottawa real estate doesn't happen overnight, and there's no single formula that works for everyone. However, the city's most respected REALTORS® tend to have one thing in common: they approach their careers with professionalism, consistency, and a genuine commitment to helping people.

They study the market, embrace new technology, continue learning, invest in relationships, and understand that choosing the right brokerage and support system can make a meaningful difference over the course of a career.

Whether you're just getting started or considering your next chapter in real estate, focusing on these habits can help you build a business that's not only successful—but sustainable for years to come.

The Ottawa Real Estate Board (OREB) recently released its June 2026 Market Update, and while the report is filled with statistics, the overall message is surprisingly simple:

Ottawa's housing market remains balanced—but not every type of property is performing the same.

If you're planning to buy or sell a home this summer, here's what the latest numbers actually mean and why it's important to look beyond the headlines.

Ottawa Is Still a Balanced Market

One of the biggest takeaways from OREB's report is that Ottawa continues to be a balanced real estate market.

In other words, we're not seeing the intense seller's market of 2021 and early 2022, but we're also nowhere near a market crash.

Instead, buyers have more inventory to choose from, while well-priced homes continue to sell in a reasonable amount of time.

That's good news for both buyers and sellers.

Inventory Is Higher—And That's Giving Buyers More Choice

One of the biggest changes over the past year has been the increase in available homes.

As more listings come onto the market, buyers have more options than they've had in several years.

Instead of feeling pressured to make an offer on the first home they see, buyers can now:

• Compare multiple properties

• Negotiate more confidently

• Include financing or inspection conditions

• Take a little more time before making a decision

This doesn't necessarily mean homes are sitting unsold—it simply means buyers finally have some breathing room.

Not Every Property Type Is Performing the Same

Perhaps the most important takeaway from the report is that Ottawa isn't one single market.

Different property types are behaving very differently.

Detached Homes Continue to Hold Their Value

Single-family homes remain the strongest segment of the market.

Inventory remains relatively low, demand continues to be steady, and homes that are priced correctly are still attracting buyers.

If you're selling a detached home in a desirable neighbourhood, today's market is still working in your favour.

Townhomes Are Becoming More Competitive

Townhomes have seen more inventory come onto the market compared to last year.

That means buyers have more options, and sellers need to pay closer attention to pricing and presentation.

While townhomes are still selling, buyers have gained a little more negotiating power than they had a year ago.

Condos Remain the Softest Segment

This was perhaps the biggest story in OREB's report.

Apartment-style condos currently have the highest inventory levels in Ottawa.

That means:

• More listings

• Longer selling times

• More negotiating room

• Greater price sensitivity

For buyers considering a condo, this could be one of the best opportunities we've seen in several years.

Buildings in areas like Centretown, Little Italy, Westboro, and Downtown are offering buyers more selection than during the peak market years.

Prices Aren't Falling Across Ottawa

Some headlines might suggest the market is slowing, but that's only part of the story.

The average sale price in June actually increased slightly compared to last year.

At the same time, benchmark prices softened in certain segments—particularly townhomes and condos.

This doesn't mean Ottawa is experiencing a broad price correction.

Instead, it shows that different property types are responding differently to increased inventory.

Homes Are Still Selling

One statistic that often gets overlooked is how close homes are selling to their asking price.

According to OREB, the average home sold for approximately 98.5% of its list price.

That's an important number.

It tells us that buyers are negotiating a little more than they were a few years ago, but sellers are still achieving very strong prices when homes are priced appropriately.

The median time on market also increased only slightly—from 19 days to 22 days.

In other words, good homes are still selling.

Ottawa's Suburbs Continue to Lead the Market

The majority of June's home sales took place in Ottawa's suburban communities.

Neighbourhoods in the south, west, and east suburbs—including Barrhaven, Riverside South, Kanata, Stittsville, and Orléans—continued to account for more than 70% of all sales.

These communities remain popular because they offer:

• Family-friendly neighbourhoods

• Newer housing stock

• Schools and parks

• Good highway access

• A variety of housing options

However, market conditions still vary from one neighbourhood to another, reinforcing the importance of local expertise.

What About Interest Rates?

The Bank of Canada held its policy rate steady in June, providing some stability for buyers.

While affordability remains a challenge for many households, a stable interest rate environment has helped restore confidence to the market.

Combined with increased inventory, many buyers are finding themselves in a much less competitive environment than they experienced just a few years ago.

Looking Ahead

OREB also highlighted an important trend worth watching.

Ottawa currently has thousands of apartment units under construction.

As these projects are completed over the next few years, they could increase supply in the condo market even further.

That doesn't necessarily mean prices will fall dramatically, but it does suggest that condo buyers may continue to have plenty of choice.

Detached homes, on the other hand, are expected to remain more resilient because inventory remains comparatively lower.

What This Means for Buyers

If you're buying a home this summer:

• You'll likely have more listings to choose from.

• You may have more room to negotiate.

• Financing and inspection conditions are becoming more common again.

• Condo buyers, in particular, have greater leverage than they've had in recent years.

Patience can be an advantage—but don't assume every property will come with a steep discount. Well-priced homes in desirable neighbourhoods continue to attract strong interest.

What This Means for Sellers

If you're selling your home:

• Pricing accurately is more important than ever.

• Professional photography, staging, and marketing matter.

• Detached homes continue to perform well.

• Condo and townhouse sellers should be prepared for more competition.

Today's market rewards realistic pricing rather than "testing the market" with an inflated list price.

Final Thoughts

June's market update confirms what many buyers and sellers have already been experiencing: Ottawa remains one of Canada's most balanced real estate markets.

Yes, inventory is higher than it was a few years ago. Yes, buyers have more options. But homes are still selling, prices have remained relatively stable overall, and demand continues to absorb new listings at a healthy pace.

The biggest lesson from this month's report is that there is no single Ottawa market. Detached homes, townhomes, and condos are each telling a different story, and neighbourhood-level trends matter more than ever.

Whether you're buying your first home, upgrading, downsizing, or investing, understanding what's happening in your specific area—not just the city as a whole—is the key to making informed real estate decisions.

If you've been watching Ottawa real estate this year, you've probably noticed one trend: condos are taking longer to sell than they were just a few years ago.

While detached homes and well-priced townhouses continue to attract strong demand, many condominium listings are sitting on the market longer, giving buyers more negotiating power than they've had in years.

Does that mean Ottawa is officially a condo buyer's market?

Not everywhere—but in many segments, buyers are certainly gaining the upper hand.

Here's what's happening and which Ottawa condo buildings are worth keeping an eye on.

What Is a Buyer's Market?

A buyer's market occurs when there are more homes for sale than there are active buyers.

For condo purchasers, that often means:

• More listings to choose from

• Longer time to make decisions

• Fewer bidding wars

• More room to negotiate on price

• Greater chance of including financing and inspection conditions

Compared to the pandemic market of 2021 and early 2022, today's condo market is much less competitive.

Why Condos Have Slowed Down

Several factors are contributing to softer condo demand.

Higher Condo Fees

As buildings age, operating costs often increase. Buyers are paying closer attention to monthly condo fees and what they include.

A condo with a lower purchase price but very high monthly fees may not be as affordable as it first appears.

Interest Rates Changed Buyer Budgets

Although borrowing costs have stabilized compared to recent years, higher mortgage rates than those seen during the pandemic continue to affect affordability.

Many buyers who once qualified for a downtown condo are now comparing those monthly costs with townhomes in suburban communities.

More Inventory

There are simply more condos available today than there were a few years ago.

This gives buyers the luxury of comparing multiple buildings, layouts, and locations before making an offer.

Where Buyers Are Finding Opportunities

Not every condo building is experiencing the same level of demand.

Here are a few buildings that continue to stand out for different types of buyers.

105 Champagne Avenue South – Little Italy

One of the best options for students and young professionals.

Why it's popular:

• Steps to Carling O-Train Station

• Walking distance to Carleton University

• Close to Dow's Lake

• Easy commute to downtown

• Modern amenities

• Strong rental demand

If you've worked with buyers or investors in this building, you'll know it has remained one of Little Italy's most desirable condo addresses.

SOBA – 203 Catherine Street

Located on the edge of Centretown and the Glebe, SOBA attracts buyers looking for an urban lifestyle.

Highlights include:

• Modern architecture

• Rooftop amenities

• Walkable location

• Close to Elgin Street and Bank Street

• Popular with professionals

As more inventory becomes available downtown, buyers often have greater flexibility when negotiating in buildings like SOBA.

Gotham – 224 Lyon Street North

One of Ottawa's most recognizable condo buildings.

Why buyers like Gotham:

• Loft-inspired layouts

• Floor-to-ceiling windows

• Downtown location

• Steps to Lyon LRT Station

• Popular with professionals working in the core

For buyers who value design and transit access, Gotham remains a standout.

429 Kent Street

This boutique downtown building continues to attract first-time buyers and professionals.

Benefits include:

• Walkability

• Larger layouts than many newer condos

• Easy access to restaurants and cafés

• Close to Parliament Hill

Compared to newer luxury towers, buyers may find better value per square foot here.

The Bowery – 255 Bay Street

The Bowery has become one of Centretown's landmark condo towers.

Features include:

• Fitness centre

• Party room

• Rooftop amenities

• Modern finishes

• Walking distance to the downtown business district

Buyers considering newer construction should compare prices here with other downtown options before making a decision.

Cathedral Hill – 428 Sparks Street

If you're looking for luxury, Cathedral Hill deserves consideration.

Known for:

• Premium finishes

• Views of the Ottawa River

• High-end amenities

• Excellent location near Parliament Hill

Luxury condos have generally seen slower activity than entry-level units, creating opportunities for well-qualified buyers.

Claridge Plaza – 200 Rideau Street

For buyers wanting to live in the ByWard Market area, Claridge Plaza remains a popular choice.

Pros include:

• Indoor pool

• Gym

• Walkability

• LRT access

• Close to the University of Ottawa

Because several buildings compete in this area, buyers often have more options than they did a few years ago.

What Buyers Should Look for Beyond Price

Choosing the right condo isn't just about the purchase price.

Pay attention to:

Condo Fees

Understand exactly what they cover. Some include heat, water, building insurance, and amenities, while others cover less.

Reserve Fund

A healthy reserve fund helps prepare for future repairs and can reduce the risk of large special assessments.

Status Certificate

Review the building's financial health, bylaws, insurance, and any ongoing legal matters before purchasing.

Amenities

Think about which amenities you'll actually use. A rooftop terrace or gym can be a great feature, but it also contributes to monthly operating costs.

Future Resale Value

Buildings close to LRT stations, universities, hospitals, and employment hubs often maintain stronger long-term demand.

Is Now a Good Time to Buy a Condo?

For many buyers, the answer is yes.

Compared to recent years, today's market offers:

• More inventory

• Less competition

• Greater negotiating power

• More conditional offers being accepted

If you've been waiting for a less stressful buying experience, this could be one of the better opportunities we've seen in several years.

That doesn't mean every condo is a bargain, but buyers generally have more leverage than they did during Ottawa's hottest market.

Frequently Asked Questions

Is Ottawa currently a buyer's market for condos?

In many price ranges, yes. Increased inventory and longer days on market have created better conditions for buyers than during the pandemic market.

Are condo prices falling?

Some buildings and neighbourhoods have seen softer pricing, while others have remained relatively stable. Location, condo fees, amenities, and building reputation all play a role.

What should I look for before buying a condo?

Review the status certificate, reserve fund, condo fees, building rules, and recent sales before making an offer.

Which Ottawa condo buildings are good for young professionals?

Buildings such as 105 Champagne Avenue South, SOBA (203 Catherine Street), Gotham (224 Lyon Street North), 429 Kent Street, and The Bowery (255 Bay Street) remain popular because of their walkability, transit access, and proximity to major employment centres.

Are condos a good investment in Ottawa?

They can be, particularly in buildings with strong management, reasonable condo fees, desirable locations, and consistent rental demand.

Should I buy a condo or a townhouse?

It depends on your budget and lifestyle. Condos typically require less maintenance and offer urban convenience, while townhouses provide more living space and fewer shared elements.

Final Thoughts

Ottawa's condo market has shifted, giving buyers more choices and greater negotiating power than they've had in years. While detached homes in many neighbourhoods continue to move quickly, many condo buyers can now take their time, compare buildings, and negotiate more favourable terms.

If you're considering condo living, focus on buildings with proven management, healthy reserve funds, reasonable fees, and locations that will remain desirable over the long term. Buildings like 105 Champagne Avenue South, 203 Catherine Street (SOBA), 224 Lyon Street North (Gotham), 429 Kent Street, 255 Bay Street (The Bowery), and 428 Sparks Street (Cathedral Hill) continue to be among Ottawa's stronger options for both homeowners and investors.

As always, every building is different. Looking beyond the listing price—and understanding the building itself—is what often separates a good purchase from a great one.