1.5 Million Realtors, But Who's Closing Deals?

At Inman Connect New York, Redfin’s Joe Rath shared insights from active agents, who represent less than a third of the nation’s 1.5 million Realtors. Redfin’s survey revealed that 30% of agents completed all transactions last year, with 72% closing five or more deals. While agent productivity is up, income disparities remain: 30% of agents earned over $100K, but 42% made less than $50K.

Key challenges agents foresee include declining commissions, unpredictable income, and housing affordability. Nearly half reported increased client negotiation over commissions, with 52% expecting rates to decline further. Additionally, issues like rising home insurance costs—especially in California and Florida—are reshaping buyer behavior.

Agents’ views of the National Association of Realtors (NAR) plummeted in 2024, with only 25% expressing positivity compared to 49% in 2023. Conversely, MLS systems still hold favor among 57% of agents, though concerns about MLS erosion are growing. Rath highlighted a divide between agents’ and customers’ interests, particularly regarding pocket listings, urging better alignment for long-term success.

Why This Matters:

Understanding market shifts, including commission trends and client preferences, empowers you to adapt strategically. Embracing training in negotiation and fostering alignment with clients’ interests will be key to thriving in this evolving landscape.