When the REB Top 100 Agents list was released this year, one thing became clear — Australia’s elite agents aren’t just selling more property; they’re building smarter businesses.
Their success isn’t luck. It’s a strategy. And one pattern stood out: the top performers think about revenue differently.
💡 Beyond Listings and Settlements
For many agents, “revenue” means commission — and that’s it.
But the best in the business have multiple income engines running at once.
According to Real Estate Business (REB), there’s more than $1 billion in untapped referral income sitting dormant in Australian agencies. That’s money left on the table simply because teams aren’t connecting sales, property management, and finance divisions in a structured way. [1]
Top 100 agents don’t let that happen. They treat every client relationship as a business ecosystem — one that can generate repeat listings, landlord introductions, finance referrals, and buyer networks long after the first transaction closes.
🧭 Systems, Not Serendipity
It’s not about luck or personality; it’s about systems.
In REB’s annual Top 100 report, the best performers consistently credit their processes — CRMs, followup automation, and structured client care frameworks — as the reason they can turn single deals into ongoing income.
These agents map and measure every touchpoint:
- Which buyers become landlords
- Which vendors need property management
- Which referrers deliver steady new business
The outcome? Predictable revenue, consistent growth, and the bandwidth to focus on highervalue conversations.
🤝 Internal Referrals = Hidden Gold
The REB interoffice analysis shows that agencies capturing just 25 % of their internal referral potential can increase total group revenue by up to 15 % p.a.
That means the opportunity isn’t just in prospecting harder — it’s in connecting better.
Agencies that align sales, rentals, and finance teams under one client lifecycle are turning what used to be “handoffs” into profit centres.
🧠 What You Can Steal from the Best
If you want to think like the Top 100:
- Audit your hidden revenue — how many referrals are you missing because there’s no shared system?
- Incentivise collaboration — reward crossdepartment success, not just individual results.
- Leverage tech — use CRM workflows or referraltracking tools to ensure nothing slips.
- Track lifetime value — the client relationship doesn’t end at settlement; it compounds.
While internal referrals help build team cohesion and revenue, many top agents are also tapping into external referral streams by forming tight partnerships with trusted service providers — think conveyancers, finance brokers, and inspection specialists. These strategic alliances not only enhance the client journey but often result in reciprocal referrals and co-marketing opportunities. As competition heats up, having a go-to network of aligned professionals can turn every listing into a multi-channel income opportunity — all while delivering more value to vendors and buyers.
⚡ Final Thought
Australia’s top agents aren’t redefining real estate — they’re refining it.
They’re building layered, sustainable businesses where every connection counts.
And that’s the real difference between earning commission and creating revenue.
Sources
1. Real Estate Business – How agencies can unlock $1 billion in interoffice referral revenue (2025). https://www.realestatebusiness.com.au/sales/29725-how-agencies-can-unlock-1-billion-in-inter-office-referral-revenue
2. Real Estate Business – Australia’s Top 100 Agents 2025 Ranking Revealed (2025). https://www.realestatebusiness.com.au/industry/30080-australia-s-top-100-agents-2025-ranking-revealed