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Highlights from the NAR Member Profile

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Business Characteristics of REALTORS®

  • 68% of REALTORS® were licensed sales agents
  • 20% held broker licenses
  • 13% held broker associate licenses
  • The typical REALTOR® had 8 years of experience, down from 9 last year.
  • 79% of REALTORS® were very certain they would remain active as a real estate professional for two more years.
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Business Activity of REALTORS®

  • At 60%, lack of inventory surpassed the difficulty finding the right property and housing affordability as the most important factor limiting potential clients from making a purchase.
  • Most REALTORS® worked 35 hours per week in 2020, down from 36 hours last year.
  • The typical REALTOR® earned 15% of their business from repeat clients and customers, and 19% through referrals from past clients and customers.
  • The typical property manager managed 39 properties in 2020, up from 35 properties in 2019.
Real estate agent showing a house to a family

Income and Expenses of REALTORS®

  • In 2020, 37% of REALTORS® were compensated under a fixed commission split (under 100%), followed by 23% with a graduated commission split (increases with productivity).
  • REALTORS® with 16 years or more experience had a median gross income of $75,000—down from %86,500 in 2019—compared to REALTORS® with 2 years or less experience that had a median gross income of $8,500—a decrease from $8,900 in 2019.
  • The largest expense category for most REALTORS® was vehicle expenses, which was $1,200.
Woman wearing a suit looking at a cell phone in a conference room

Office and Firm Affiliation of REALTORS®

  • 53% of REALTORS® were affiliated with an independent company.
  • 88% of members were independent contractors at their firms.
  • The median tenure for REALTORS® with their current firm was five years, up from a median of four years in the 2020 survey.
  • 8% of REALTORS® worked for a firm that was bought or merged in the past two years.
Woman with white hair talking to clients at a conference table

Technology

  • 69% of REALTORS® reported having a website for business use.
  • For professional use, REALTORS® were typically most active on Facebook, LinkedIn, and Instagram over other professional networking websites.
  • The method through which REALTORS® prefer to communicate with clients was text messaging (93%), followed by telephone (90%), and email (89%).
Businessman taking a picture of a house with a tablet

Demographic Characteristics of REALTORS®

  • The typical REALTOR® was a 54-year-old white female who attended college and was a homeowner.
  • 65% of all REALTORS® were female, up slightly from 64% last year.
  • The majority of REALTORS®—82%—own their primary residence and 37% own a secondary property.
Professional woman with clients, shaking the hand of a man in a wheelchair

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