Key takeaways
- Registration and licensing requirements for property agents differ by city and scheme; confirm them with the relevant development authority, society office or chamber of commerce.
- An agency’s real asset is access to inventory: build relationships with a few developers and societies before spending heavily on marketing.
- Commission rates in Pakistan vary by deal, project and city and are negotiated; agree them in writing before you sell.
- Record every lead with its source from day one, so you know within three months which channels actually produce buyers.
- Set up systems for leads, inventory, bookings and money in the first month, while the business is small enough to do it cleanly.
To start a real estate agency in Pakistan, set up a registered business and office, confirm any local registration requirements with the relevant development authority or society, build relationships with developers who will give you inventory, and put simple systems in place for leads, bookings and money from day one. The agencies that last are not the ones with the biggest launch, but the ones that follow up every lead and keep clean records.
This checklist is for people opening a new property agency or turning an informal dealership into a proper business. It is practical rather than legal: where rules apply, it tells you who to ask rather than inventing answers.
Step 1: Registration and office basics
Requirements for property agents differ between cities, development authorities and private schemes. Some societies and authorities maintain their own registration or dealer lists; some markets have associations of estate agents. Do not rely on hearsay — check with the bodies that apply to the areas you plan to work in.
- Decide on a business structure (sole proprietorship, partnership or company) with advice from a chartered accountant or lawyer.
- Register for tax as advised by your accountant; confirm your obligations with FBR and your provincial revenue authority.
- Ask the development authority or society offices in your target areas whether dealers must register with them.
- Contact your local chamber of commerce or real estate association about membership and local practice.
- Open a separate business bank account and, if you will accept wallet payments, a business Easypaisa or JazzCash account.
- Prepare standard documents with a lawyer: token receipt, booking form, agent agreement and co-agent commission agreement.
Step 2: Build inventory relationships with developers and societies
A new agency without inventory is just a phone number. Your first job is to secure things to sell: plots, files, houses, apartments or shops. In Pakistan that usually means three sources.
| Source | What it looks like | What you need to win it |
|---|---|---|
| Developers and new schemes | Sales authorisation or allocation of plots, files or apartments in a new project | A track record or a sales plan, a proper office and reliable reporting |
| Established societies | Resale plots and houses in DHA-type and Bahria-type schemes and other societies | Local knowledge, owner contacts and a reputation for honest dealing |
| Individual owners and investors | Owners who want to sell or rent one or several units | Trust, quick response and clear commission terms |
| Other dealers | Co-agency deals where one dealer has the buyer and another the unit | Fair, written commission splits and paying on time |
Start narrow. It is better to know two schemes deeply — block by block, which plots are corner or park-facing, how possession is progressing, what transfer involves — than to list everything in the city. Buyers trust the dealer who answers detailed questions instantly.
Keep every unit in one inventory list, marking which are your own, which are from partnered projects and which are listing-only from third parties. Note size in marla or kanal, and remember that marla size is not uniform: many societies use 225 square feet while the traditional measure is 272.25 square feet, so always state the society’s definition.
Step 3: Lead generation for a new property agency
Pakistani property buyers find dealers through a mix of channels. A new agency should test several cheaply, measure them, and then spend more on what works.
- Walk-ins: signage at the office and in the scheme; often the highest-quality leads.
- Property portals: listings with clear photos, accurate size and an honest price.
- Facebook, Instagram and YouTube: short videos of plots, development progress and possession updates.
- WhatsApp: broadcast lists of interested buyers and investors, with their permission.
- Dealer network: co-agency with other dealers who have buyers but no inventory.
- Overseas Pakistanis: referrals through existing clients’ families, plus video walkthroughs.
- Referrals: past buyers are your cheapest source; ask every satisfied client.
Whatever channels you use, record the source of every lead. Within three months you will know which ones produce bookings and which only produce calls. Our guide to tracking leads from portals and social media explains how to set this up.
Step 4: Team roles in a small agency
Most new agencies start with the owner plus two to five people. Roles overlap at first, but writing them down prevents confusion as you grow.
| Role | Main responsibilities | What they should see in your systems |
|---|---|---|
| Owner / principal | Developer relationships, pricing decisions, approvals, finance | Everything |
| Sales agent | Answer leads, site visits, negotiate, book units | Their own leads and customers, available inventory |
| Office / admin | Walk-ins, documents, receipts, filing | Customers, bookings and documents |
| Accounts | Receipts, expenses, salaries, commissions, reconciliation | Accounts, ledger, invoices |
| Marketing (often part-time) | Social media, portal listings, campaigns | Campaigns and lead sources |
Decide from the start who can see which data. A new agent does not need every customer’s phone number or the full ledger. Role-based access, like JRealtor’s roles and permissions, makes that easy and protects your client list if someone leaves.
Step 5: Pricing and commission norms
Commission in Pakistani real estate is not fixed. It varies by city, scheme, property type, deal size and whether you represent the buyer, the seller or a developer, and it is negotiated. Some deals involve commission from one side only; co-agency deals split it between dealers.
- Ask the developers and owners you work with what they offer, and get it in writing.
- Agree your own agents’ share and when it is paid, and put it in their agreement.
- Agree co-agency splits before the deal, not after.
- Decide what happens to commission if a booking is cancelled.
- Record the agreed figures on each sale so payouts are not argued over months later.
Step 6: Systems and software from day one
The cheapest time to set up proper systems is before you have a backlog. A new agency needs, at minimum: a lead list with follow-up dates, an inventory list with live status, a booking record that prevents selling the same unit twice, installment schedules for buyers on payment plans, and accounts for cash, bank and wallet money.
You can start with spreadsheets, but they fail predictably once two or three people edit them. Purpose-built software keeps everyone on one version. JRealtor covers lead management, inventory, bookings, installments, HR and accounting in rupees, works on phones and computers, and starts from Rs 2,500 per month for up to 5 users — see pricing. If you are comparing options, read how to choose real estate software in Pakistan.
Your first 90 days: a practical plan
| Period | Focus | Outcomes to aim for |
|---|---|---|
| Days 1–15 | Setup | Business and bank account opened, local requirements checked, standard documents drafted, software set up with users and roles |
| Days 16–30 | Inventory | Agreements with at least a few developers or owners, every unit entered with size, price and status |
| Days 31–45 | Lead engine | Portal listings live, social media posting weekly, dealer network contacted, every lead recorded with source |
| Days 46–60 | Sales discipline | Daily follow-up routine, weekly pipeline review, first bookings recorded with holds and down payments |
| Days 61–75 | Money | Invoices and receipts for every payment, expenses recorded daily, first monthly close completed |
| Days 76–90 | Review | Cost and bookings per lead source compared, weak channels cut, commission payouts settled on time |
Habits that keep an agency running
- Follow up every lead within the same working day.
- Never quote a unit without checking it is still available.
- Give a receipt for every rupee, including token money.
- Pay co-agents and staff commissions on time; your reputation in the dealer network depends on it.
- Review leads, bookings and money every week, not only at month end.
- Tell buyers the truth about development progress and transfer timelines.
When you are ready to manage a growing team, our guide on managing a real estate sales team covers lead assignment, targets, attendance and commissions. And if you want to set up your systems now, you can start a 7-day free trial of JRealtor with no payment details required.
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Frequently asked questions
Do I need a licence to become a property dealer in Pakistan? +
Requirements differ between cities, development authorities and private housing schemes, and they change over time. Check with the development authority, society offices and local chamber of commerce for the areas you plan to work in. A lawyer can confirm what applies to your business structure.
How much commission do real estate agents earn in Pakistan? +
There is no single rate. Commission varies by city, scheme, property type and deal size, and it is negotiated between the agency, the developer or owner, and any co-agents. Always agree it in writing before you sell.
How do new agencies get inventory to sell? +
Usually through developers seeking sales partners for new projects, owners in established societies who want to sell, and co-agency deals with other dealers. Focus on knowing a few schemes deeply rather than listing everything. Reliability and honest reporting win long-term inventory relationships.
What software does a new real estate agency need? +
At minimum, a way to track leads and follow-ups, an inventory list with live availability, booking records that prevent double-selling, installment schedules and basic accounts. JRealtor covers all of these in one system starting at Rs 2,500 per month for up to 5 users, with a 7-day free trial.
What should I focus on in the first three months? +
Secure inventory, set up a reliable lead-generation routine, follow up every lead quickly and keep clean records of bookings and money. Track where each lead came from so you can cut channels that do not produce bookings by the end of month three.