In Toronto, the term real estate agent gets thrown around a lot. Whether you’re scrolling Multiple Listing Service (MLS) listings, dodging condo flyers at intersections, or watching CP-24, the “agent” appears everywhere but what do they actually do? Who are they? And more importantly, how do they work?
In a city where real estate headlines dominate daily discourse, understanding the people behind the transactions- those helping Torontonians buy, sell, and lease homes and commercial spaces is essential. This one of the multi part labour market information series dives into the ecosystem of real estate professionals in Toronto, clarifying who’s who and how their roles differ, overlap, and evolve.
Toronto’s real estate market is one of the most active, expensive, and complex in North America. The city’s density, rapid development, and housing affordability challenges mean that real estate professionals aren’t just selling properties, they’re navigating zoning laws, multicultural client needs, immigration patterns, new tech tools, and shifting market conditions.
Who’s Who in Real Estate?
Real Estate Salespersons and Brokers in Ontario are regulated by the Real Estate Council of Ontario (RECO)[i]. When it comes to the people powering real estate offices across Toronto and beyond, the National Occupation Classification (NOC) system boils it all down to one key code: 63101-Real Estate Agents and Salespersons.
This single code covers a surprisingly wide spectrum of professionals. Whether you see the title Realtor, real estate agent, salesperson, broker, or even niche roles like commercial, residential, or industrial real estate agent, they all map back to the same classification. Although the terms are used interchangeably in the public sphere and even within the industry itself, but there are important functional distinctions between them. So, while NOC 63101 serves as a catch-all for these roles in official data and labour force analysis, understanding the nuances behind these titles is crucial for workforce planning, career exploration, and navigating the real estate industry.
- Real estate agent or salesperson is a general term for someone licensed to facilitate property transactions. They must work under a brokerage. Most agents in Toronto are self-employed, working under major brokerages like RE/MAX, Royal LePage, or Right at Home Realty.
- A broker typically has additional training and credentials. They may manage a brokerage, supervise other agents or operate independently. Brokers often act as team leads or franchise owners in Toronto. Some run boutique firms; others manage offices under national brands.
The major difference between brokers and agents is work independence. A broker has the qualifications to own or manage a brokerage. They have the license to manage real estate and employ real estate agents to sell houses. In contrast, real estate agents can’t operate independently. For them to sell houses, they must work under a broker.
- A Brokerage is a company licensed to trade in real estate. All agents must be registered under a brokerage. Some of the best real estate brokerages in Toronto, known for their service, market knowledge, and reliability are Royal LePage, RE/MAX Hallmark Realty Ltd, Sotheby’s International Realty Canada
- A Realtor® isn’t a job title. Not all brokers or salespeople carry the REALTOR® title. It is a trademarked designation reserved for those who are members of the Canadian Real Estate Association (CREA) and who uphold its rigorous standards and the REALTOR® Code of Ethics.
- Commercial Agents deal with business properties- retail units, office spaces, warehouses. These agents navigate complex leasing structures and investor clients, work with corporations, developers, or landlords. Major employers in Toronto include Avison Young, Cushman & Wakefield, and Colliers.
- Residential Agents specialize in helping individuals and families buy or sell homes. In Toronto, the bulk of these agents focus on Detached/semi-detached homes, Condos or Pre-construction units in areas.
- Industrial Agents, a lesser-known niche, these agents focus on warehouses, manufacturing spaces, and logistics hubs.
One Licence, Many Paths: Understanding Specializations in Real Estate
In Ontario, all aspiring real estate agents regardless of their intended area of practice follow the same foundational pathway to licensing. They must complete the Real Estate Salesperson Program offered through Humber College, the official education provider designated by the Real Estate Council of Ontario (RECO). In addition to Humber College, other RECO-approved institutions that offer the program are Algonquin College, Fleming College, Career Group College, and NIIT Canada in partnership with Humber Polytechnic.
To be admitted into the program, applicants must hold a Canadian secondary school diploma, a GED certificate, or an equivalent credential deemed acceptable. Proficiency in English is also required. Some programs may have additional admission requirements, which should be confirmed directly with the training providers.
This comprehensive program covers essential topics such as real estate law, professional ethics, and transaction processes. Learners must complete the Real Estate Salesperson Program within 24 months from the day they begin their first course. Upon successful completion, candidates are required to pass standardized provincial exams and have one year to apply for registration with RECO to legally trade in real estate.
While commercial, residential, and industrial real estate agents often share core responsibilities, their areas of specialization and the clients they serve can differ considerably. These differences are typically reflected in their day-to-day work and on-the-job training rather than in their formal credentials. So the real divergence between residential and commercial practice begins after licensing, through practical experience. Commercial agents typically work in brokerages that specialize in commercial transactions and offer tailored training in areas such as financial analysis, investment evaluation, and complex lease structures. These skills are essential for handling calculations related to return on investment, profit and loss statements, and tax planning strategies.
It is also more common for commercial brokers to hold university degrees often in fields like business, finance, or economics given the analytical and negotiation-heavy nature of their work. Residential agents, while also able to pursue additional education, are not formally required to hold a degree to succeed in the field.
For those looking to expand their professional scope, both residential and commercial agents may go on to complete the Broker Program (also administered through Humber College). Earning a broker licence opens the door to greater responsibilities, including the ability to manage a brokerage.
Spotlight: Fast Facts Ontario and Toronto
According to the Toronto Regional Real Estate Board (TRREB), there are currently over 70,000 licensed real estate professionals in the Greater Toronto Area (GTA) (TRREB, 2024). With a population of approximately 6.5 million, the GTA has one real estate agent for every 93 residents a striking ratio that highlights the sheer density of professionals in the field.
And then there’s the commission structure, a Toronto classic: 5% of the sale price, traditionally split between the buyer’s and seller’s agents. But as property values soared and market dynamics shifted, that tidy percentage has come under increasing scrutiny, with buyers, sellers, and even agents themselves questioning whether the model still makes sense in 2025 (Competition Bureau Canada, 2023; TRREB, 2024).
As of 2023, the Real Estate Council of Ontario (RECO) reports approximately 105,752 licensed agents and brokers a figure that includes everyone currently registered to trade in real estate across the province. RECO reports a modest increase of 2 per cent from 103,381 agents/brokers in 2022 to 105,752 at the end of 2023. However, industry insiders in 2025 estimate that the number of actively practicing agents is somewhat lower (around 85,000) though some forecasts suggest this could climb to nearly 98,000 in the near future.
Observations on Real Estate Job Ad Terminology & Role Focus
Job postings can be like open houses- you walk in expecting one thing, but the real story often reveals itself in the fine print. While scanning recent postings for Real Estate Agents, Realtors, and Real Estate Assistants across the GTA, a few patterns (and surprises) stood out. These observations are based on job posting data collected from JobsTO for roles advertised in the City of Toronto between April 2022 and the present. Here’s what’s happening on the “help wanted” side of the industry.
- The Job Ad Language Game-Some patterns in how roles are described:
Broad strokes over narrow labels: “Real Estate Agent” is used like a catch-all term, even when the work is highly specialized.
Assistant roles are evolving: Residential and commercial assistants aren’t just scheduling and filing—they’re often expected to support sales pipelines, coordinate marketing, and manage client communication.
Buzzword bingo: “Fast-paced environment,” “driven,” “goal-oriented,” “self-starter.” If you had a dollar for every time you saw these in a posting, you might not need that commission cheque.
- Licences and Learning- Almost all postings make one thing clear: you either have your Ontario Real Estate Salesperson/Broker License (and are in good standing) or you’re this close to completing the Humber College Real Estate Salesperson Program (same as above). The demand for fully licensed talent is strong, but there’s room for newcomers actively working through their credentials.
- The ‘Commercial’ Factor is Quietly Loud- You’d think residential real estate- buying and selling homes would dominate the listings, especially in Toronto’s hot housing market. But here’s the twist: When “residential” does appear, it’s often not in the way you expect. Out of several postings with the word “residential” in the title, only about half were truly for residential sales roles. The rest? Mostly residential real estate assistants supporting a broader range of transactions. It’s a reminder that in this market, job titles can be as broad (or as vague).
- The Pre-Construction Spotlight- Several job ads highlight experience in selling pre-construction condos and homes, navigating the fast-moving GTA resale market, working with both residential and commercial pre-builds. These roles lean heavily on sales skills, market knowledge, and the ability to talk floor plans and future amenities like you’ve lived there already.
- Land, Leasing, and Development- Commercial real estate postings often get right to the point: “Identify and secure new clients interested in land development or commercial leasing opportunities.”
- The Leads Game: Pre-Booked vs. Hustle-Your-Own- Some brokerages dangle a major perk around pre-booked buyer appointments saving agents from the grind of cold calls and prospecting. Others expect you to build your own client base from scratch. The choice often comes down to whether you want to walk into ready-made opportunities or thrive in the self-starter hustle.
- Digital Fluency is Non-Negotiable– Forget the image of the agent armed with just a notepad and a smile. Today’s real estate pros are expected to juggle: Toronto MLS, TREBB, BrokerBay, Microsoft Office & Google Workspace DocuSign & WebForms, CRM systems (from industry-specific platforms to Salesforce), Canva for sleek marketing materials, Email marketing tools like MailChimp.
- Marketing Chops Matter– Agents and assistants are no longer just deal-closers, they’re content creators. Graphic design skills (especially with Canva Pro) and social media savvy are becoming competitive differentiators. Some ads go so far as to call these skills a “big bonus,” reflecting the industry’s shift toward in-house marketing.
- Fees, Hours, and Pay-Perks like zero monthly fees, desk fees, or transaction fees are a selling point for many brokerages looking to attract talent. But there’s also a reality check: Evening or weekend work? Often required. Pay structure? Real estate-related positions reveal a notable variation in earning potential. A posting for a general “Real Estate Salesperson” role advertised a salary range of $50,000 to $100,000, suggesting a mid-range average income of $75,000. Meanwhile, a listing for a “REALTOR” role indicated a significantly higher potential, ranging from $100,000 to $250,000, averaging $175,000 annually. This wide spread reflects the commission-based nature of real estate work and the influence of factors like experience, brokerage brand, property type (residential vs commercial), and market conditions. Notably, many other postings referenced variable or performance-based earnings (e.g., from commission percentages or brokerage averages), indicating that actual incomes may differ substantially from these posted estimates.
Final Thoughts: It’s Not Just About Property, It’s About People
Beneath the glossy flyers and open house signs lies a diverse, evolving workforce—one that wears many titles but shares a common foundation. Whether it’s a Realtor closing a $3 million deal, an assistant juggling CRM tools and condo launches, or a commercial agent navigating warehouse leases, they’re all part of one intricate system. Understanding who they are, how they train, and what their job postings really say isn’t just helpful for jobseekers or policymakers, it’s essential for anyone trying to decode the human engine that keeps Toronto’s real estate market moving. In a city where everyone knows a Realtor but few know what they actually do, unpacking the roles behind the listings reveals a deeper truth: Toronto’s real estate market isn’t just about property- it’s about people, and the shifting skill sets they bring to an industry in constant motion.
Stay tuned for the next installment of this multi-part series, where we’ll dive deeper into labour market data on the Office of Real Estate Agents and Brokers, examining employment trends, earnings, and the evolving structure of this sector.
[i] The Real Estate Council of Ontario (RECO), which licenses and regulates salespersons and brokers, has recently come under scrutiny regarding financial oversight of iPro Realty. It is important to note that this matter does not relate to RECO’s regulatory role in licensing or overseeing individual agents. Instead, it highlights the broader importance of transparency and sound financial governance. Strengthening audit practices, enhancing reporting mechanisms, and modernizing digital systems can help ensure continued confidence in both consumer protection and the professionalism of Ontario’s real estate workforce.
