How Many Homes Are Agents Really Selling?

By Dennis Norman, on January 27th, 2025

The National Association of REALTORS® (NAR) recently released its 2024 Member Profile, offering valuable insights into the business activity of REALTORS®. One of the most compelling findings is in Chapter 2, particularly Exhibit 2-6, which sheds light on the number of residential transaction sides completed by agents. Here’s what the data reveals and why it matters.

Residential Sides: A Snapshot of REALTOR® Activity

In 2023, the median number of residential transaction sides completed by REALTORS® was 10, a decline from prior years, reflecting the challenges of the current housing market. The breakdown of residential sides highlights the disparity in activity levels:

27% of REALTORS® completed 1 to 5 transactions.
22% completed 6 to 10 transactions.
15% completed 11 to 15 transactions.
19% reported 21 to 50 transactions.
Only 3% completed 51 or more transactions.

Agents with 16 years or more of experience reported a higher median of 12 transactions, compared to just 2 for those with 2 years or less experience. This highlights the significance of experience in navigating market complexities and building a robust client base.

Key Factors Influencing REALTOR® Productivity

The report identifies several factors impacting residential business activity:

Lack of Inventory and Housing Affordability: Both factors tied for the top reason REALTORS® cited as limiting client transactions, with 26% of respondents selecting these challenges. The tight housing market, combined with rising home prices and interest rates, continues to constrain transaction opportunities.
Mortgage Rate Expectations: The expectation that mortgage rates might drop was another factor, cited by 19% of REALTORS®. This suggests that both buyers and sellers are hesitating, waiting for more favorable conditions.
Referral and Repeat Business: Experienced agents benefit significantly from their established networks. REALTORS® with 16 years or more experience derived a median of 42% of their business from repeat clients and 29% from referrals. In contrast, agents with less than two years of experience reported little to no repeat or referral business.

Why These Numbers Matter

For REALTORS®, understanding the trends in transaction sides and business sources provides actionable insights for strategizing in a competitive market. Key takeaways include:

Building Relationships is Critical: Referral and repeat business remain foundational for sustained success. Newer agents should prioritize networking and client relationship management to establish a long-term pipeline.
Adapting to Market Challenges: The constrained inventory and affordability issues demand innovative strategies, such as leveraging off-market opportunities and sharpening negotiation skills to help clients navigate the tough market.
The Value of Experience: The data underscores the advantages of experience, not just in transaction volume but also in accessing repeat and referral business. Mentorship and learning from seasoned agents can accelerate the growth of newer REALTORS®.

This data, outlined below, highlights the importance of continuous improvement and innovation in real estate. At MORE, REALTORS®, we pride ourselves on equipping our agents with the tools, training, and proprietary resources they need to excel. By fostering a culture of learning and providing cutting-edge solutions, our agents consistently outperform the market average, delivering exceptional service to clients and driving greater business success.