How to become a real estate agent in India: RERA, skills, 90 days

Who can become a real estate agent in India?

There is no national licensing exam or minimum degree for property agents. Individuals, sole proprietors, partnership firms, LLPs and companies can all work as agents. What the law cares about is the activity: the RERA Act, 2016 defines a real estate agent (Section 2(zm)) as anyone who negotiates or acts for someone in the sale of a plot, apartment or building in a real estate project and earns a commission or fee for it — including people who simply introduce buyers and sellers through any medium.

That definition is broad. A part-time referrer who is paid for an introduction to a new project falls within it, as does a full brokerage office.

When do you need RERA agent registration?

Section 9(1) of the Act says no real estate agent shall facilitate the sale or purchase of any plot, apartment or building in a project registered under Section 3 without first registering with the state authority. If you plan to sell new-launch or under-construction inventory for developers — the core of channel-partner work — registration is not optional.

You apply to the Real Estate Regulatory Authority of your state in the form, manner and with the fee and documents its rules prescribe (Section 9(2)). The authority grants a single registration for the entire state or union territory, or rejects it with written reasons after hearing you (Section 9(3)). If it neither rejects the application nor points out a deficiency within the period set by the rules, you are deemed registered (Section 9(4)). Once registered, you must quote your registration number in every sale you facilitate (Section 9(5)).

Validity and renewal are left to each state (Section 9(6)), and the authority can suspend or revoke a registration for breaches or for registration obtained by misrepresentation or fraud, after a hearing (Section 9(7)). Working without registration, or breaching your duties, attracts a penalty under Section 62 of ten thousand rupees for every day the default continues, which can cumulatively extend up to five per cent of the cost of the plot, apartment or building whose sale or purchase you facilitated, as determined by the authority.

What the registration looks like in Uttar Pradesh

States differ, so read your own authority’s rules. Uttar Pradesh is a useful example because it has published every step. The Uttar Pradesh Real Estate Regulatory Authority (UP RERA) requires a four-day classroom Real Estate Agent Training & Certification Program, run by UP RERA in Lucknow and Greater Noida, before you can apply. Full attendance is needed to sit the exam, and the registration form opens only after UP RERA uploads your certificate.

What duties does Section 10 place on an agent?

Registration comes with standing obligations. Under Section 10 a registered agent must:

• Not facilitate the sale or purchase of any unit in a project that is not registered with the authority.
• Maintain books of account, records and documents as the rules prescribe.
• Not use unfair trade practices — falsely claiming your services are of a particular standard or grade, claiming approvals or affiliations that you or the promoter do not have, false or misleading statements about your services, or ads for services you do not intend to offer.
• Help the buyer get all the information and documents they are entitled to at the time of booking.
• Carry out any other functions the state rules prescribe.

Skills and tools a new agent needs

Most of the job is listening and following up. Buyers want someone who knows the micro-market — which societies have water issues, how long the commute really is at 9 am, what a 2 BHK in a given tower sold for last quarter — and who calls back when promised.

• Area and document literacy: carpet area vs built-up and super built-up, Occupancy certificate (OC), Commencement certificate (CC), Agreement for sale and Sale deed.
• Phone discipline: answer enquiries within minutes, log every call and its outcome, never let an RNR lead go cold.
• Negotiation and writing: confirm every offer, token amount and brokerage term in writing.
• Compliance: TRAI’s 7-day enquiry window for promotional calls and SMS, DND, and the DPDP Act for client data.
• A CRM instead of notebooks and spreadsheets, so leads, listings, visits and deals live in one place.

How do real estate agents earn?

Agents earn brokerage: a fee agreed with the client, usually a percentage of the deal value for sales or a set number of days’ or months’ rent for rentals. There is no statutory rate, and customs vary by city and by side (buyer, seller, tenant, owner). In new-project sales, developers pay channel partners a commission under their CP agreement.

Put the terms in writing before the first site visit: the amount or formula, who pays, when it falls due (token, agreement or registration), and what happens if the deal is done directly later. Raise a proper invoice when it is due. If you are registered under GST, the invoice must carry your GSTIN and charge GST at the rate that applies to your service; check the current rate on the CBIC portal or with your accountant. Developers may deduct TDS from your commission, so keep your PAN on file with them.

In PropZolo, deals carry the agreed brokerage and splits, and the commission module raises GST invoices and tracks TDS — so you can see what is earned, invoiced and received.

A plan for your first 90 days

Treat the first three months as setting up the business, not chasing every enquiry in the city.

1. 01Days 1–15: pick one micro-market, walk every society in it, register with your state RERA authority if you will sell project inventory, and write your standard brokerage terms.
2. 02Days 16–30: build an inventory of 30–50 verified listings with photos, carpet area, rent or price and owner contact; meet developers active in your area.
3. 03Days 31–60: list on property portals, run a small local campaign, reply to every enquiry within minutes and call twice before marking a lead RNR.
4. 04Days 61–90: review your numbers weekly — enquiries, connected calls, site visits, offers — and drop what does not convert. Ask every closed client for a referral.

Questions