In Kenya’s real estate, hitting KES 100,000 per month is a milestone. It means you’ve built a system that brings in leads, converts them, and pays you consistently.
But here’s the truth: most agents never get there.
They’re stuck making KES 20K–50K a month, chasing leads that don’t convert, and depending on luck.
So what exactly do the top agents — the ones consistently earning KES 100K or more — do differently?
Let’s break it down step by step.
The Exact Steps Top Real Estate Agents Take to Earn Above KES 100,000/Month in Kenya
Step 1: They Pick a Clear Niche
Top agents don’t try to do everything. They choose a specific focus and dominate it.
✅ Common niches:
- Land sales in specific counties (e.g.,Kiambu, Kajiado, Machakos, Mombasa, etc)
- Apartment letting or Sales in Nairobi or major towns
- Short-term rental management (Airbnb, furnished units)
- Commercial leasing or office space brokerage
🔑 Why it matters: Niche agents become the go-to person in that area. They waste less time and close deals faster.
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Step 2: They Set Monthly Income Targets
Instead of hoping, they do the math.
Example:
If your goal is KES 100K/month, and you earn 3% commission on a KES 2M plot = KES 60K
You only need 2 sales a month to pass the 100K mark.
Or:
If you earn KES 10K per rental, you need to let 10 houses/month.
🔑 Why it matters: Clear targets help you focus on the right activities — not just staying busy.
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Step 3: They Build a Daily Visibility System
Top agents don’t wait for clients to find them. They show up daily — online and offline.
Common strategies:
- Daily WhatsApp status updates with listings or tips
- TikTok or Instagram Reels of property tours
- Facebook groups and pages with consistent posting
- Offline: showing land, houses or attending networking events.
🔑 Why it matters: Clients only trust agents they see often. Visibility builds credibility.
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Step 4: They Follow Up Religiously
Most leads don’t convert on Day 1 — but top agents follow up until they do.
Their system includes:
- Makig cold calls.
- Sendig email followups.
- Using WhatsApp broadcast lists for updates.
- Scheduling follow-ups in Google Calendar or a notebook.
- Re-sharing listings weekly with fresh angles or urgency.
🔑 Why it matters: Money is in the follow-up. Lazy agents chase new leads. Top agents nurture existing ones.
Step 5: They Invest in Their Brand
Top agents know people don’t just buy property — they buy trust. So they invest in how they show up.
Branding investments include:
- Clean, professional photos of themselves
- Logos and property templates (Canva or hired designer)
- Professional videography or walkthroughs for listings
- Sharing client testimonials and success stories
🔑 Why it matters: A strong brand makes you look experienced — even if you’re just getting started.
Step 6: They Learn Fast & Outsource Smart
Top agents are always learning and improving:
- They network with other agents.
- They take courses (sales, negotiation, proptech).
- They watch YouTube videos to improve scripts or ads
- They outsource editing, photography, or social media if needed
🔑 Why it matters: Time is money. Top agents focus on income-generating tasks and outsource the rest when they can.
Step 7: They Build a Referral Machine
Once clients trust them, top agents ask for referrals intentionally.
How?
- “Do you know someone else looking to buy?” after every conversation.
- Offering referral bonuses or incentives
- Staying top-of-mind so past clients recommend them
🔑 Why it matters: Referrals = warm leads = faster sales.
Final Thoughts:
If you’re earning less than KES 100K/month in real estate, chances are you’re missing one or more of these steps.
Here’s a quick checklist:
✅ Do you have a clear niche?
✅ Do you know your monthly target and how many deals it takes?
✅ Are you showing up — online and offline?
✅ Do you follow up consistently?
✅ Is your brand making people trust you?
✅ Are you learning and improving every week?
✅ Are you actively building referrals?
If not — start now. You don’t need magic. You need a system and consistency.
Want more?
I’ll be sharing more real estate growth tips every week.
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