Coldwell Banker Warburg’s Kevlin Guzman details ancillary revenue streams for agents, including referral networks, investments, speaking, and content.
In the real estate industry, commissions are the most important number and the number that everyone sees. But these numbers are just results, not the business itself.
If your entire strategy and plan is reset every time a trade is completed, you’ll feel disempowered, busy, and burnt out from all that busyness.
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Real wealth-building agents think beyond their next deal. They build relationships, referral pipelines, and investments. They generate income that accumulates, rather than income that disappears the moment a wire transfer occurs.
The real benefits come from building around transactions, not just within them. That’s where things change.
Secondary income is about management, not value addition
Every transaction already involves mortgages, title, insurance, staging, relocation, and even property management. These services exist whether you intentionally use them or not. A powerful agent decides to become a connector.
Referring clients to trusted partners and colleagues improves the overall experience and reduces risk for those clients, while also protecting your own reputation. Indeed, you may also be participating in value creation. But it’s not about trying to squeeze more out of the agreement. Instead, just recognize that you are at the fulcrum.
Your referral business is scalable if you treat it that way.
I’ve seen agents for years quietly build referral networks before the rewards show up. they keep in touch. They show up at industry events. They make thoughtful introductions. They check in without asking for anything.
Then one day it clicked.
An agent I know spent three years building relationships with brokers in Palm Beach, Boston, and Connecticut. There are no immediate returns. Just consistency.
Then one of her longtime customers in Manhattan decided to buy in Florida. Instead of panicking, she had two trusted partners on hand. That one introduction turned into multiple deals, repeat business, and a constant stream of cross-market opportunities.
Referrals did not “flow in” by chance. They are earned through perseverance and will.
Ownership changes the equation
There is a notable difference between an agent who only sells real estate and an agent who owns the property. Ownership forces a different lens. Think long-term about cash flows, valuations, and timing, and assess risk differently. You stop seeing real estate as inventory and start seeing it as an asset.
You don’t need a large portfolio. It starts with participation. One property, one partnership, or one smart move. Fees generate income.
Ownership creates choice.
Influence becomes a source of income
Real estate professionals often underestimate the value of their perspective. Developers are looking for operators who understand the psychology of absorption and pricing. Brands want authenticity. Organizations want leaders who have actually built something.
Developing a clear perspective can lead to other things, such as speaking engagements, advisory work, and consulting opportunities, for example. These opportunities should naturally start coming to you because your name carries weight and doors will start opening.
Consistent content can silently create influence
Rather than trying to go viral, content is meant to stay around. Consistently sharing your insights through text, video, or speaking opportunities will further increase your credibility. People feel like they know how you think before they even meet you.
That familiarity drives referrals. That drives the invitation. That creates opportunities. You can increase awareness without knocking on the door.
Shifts that really matter
The key is to think differently and not try to make ends meet by giving yourself some new side projects. Strong agents have multiple income streams and are built around trading. They invest in and expand their networks to increase their visibility. They build businesses that can breathe and are agile. They understand that just because a contract is signed doesn’t mean the job is done.
Kevelyn Guzman is a regional vice president at Coldwell Banker Warburg. Connect with her on Instagram and LinkedIn.
