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Highlights from the NAR Member Profile

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Business Characteristics of REALTORS®

  • 67% of REALTORS® were licensed sales agents
  • 21% held broker licenses
  • 14% held broker associate licenses
  • The typical REALTOR® had 8 years of experience, the same as last year.
  • 79% of REALTORS® were very certain they will remain active as a real estate professional for the next two years.
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Business Activity of REALTORS®

  • At 57%, lack of inventory remains the most important factor limiting potential clients from making a purchase.
  • Most REALTORS® worked 35 hours per week in 2021, the same as last year.
  • The typical REALTOR® earned 16% of their business from repeat clients and customers, and 20% through referrals from past clients and customers.
  • The typical property manager managed 41 properties in 2021, slightly up from 39 properties in 2020.
Real estate agent showing clients a modern home with a glass wall and wooden deck

Income and Expenses of REALTORS®

  • In 2020, 36% of REALTORS® were compensated under a fixed commission split (under 100%), 20% with a graduated commission split (increases with productivity), and 18% with a capped commission split (rises to 100% after a predetermined threshold).
  • REALTORS® with 16 years or more experience had a median gross income of $85,000—up from $75,000 in 2020—compared to REALTORS® with 2 years or less experience that had a median gross income of $8,800—an increase from $8,500 in 2020.
  • The largest expense category for most REALTORS® was vehicle expenses, which was $1,460.
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Office and Firm Affiliation of REALTORS®

  • 54% of REALTORS® are affiliated with an independent company.
  • 87% of members are independent contractors at their firms.
  • The median tenure for REALTORS® with their current firm was five years, the same as last year.
  • 31% of REALTORS® worked for a firm that was bought or merged in the past two years.
Man in suit outdoors holding coffee cup, checking phone, and smiling

Technology and REALTORS®

  • 96% of REALTORS® reported using a smartphone nearly every day.
  • 68% of REALTORS® reported having a website for business use.
  • For professional use, REALTORS® were typically most active on Facebook, LinkedIn, and Instagram
  • REALTORS® most often communicate with clients via text messaging (94%), telephone (92%), and email (90%).
Real estate agent taking a photo of living room with a tablet

Demographic Characteristics of REALTORS®

  • The typical REALTOR® was a 56-year-old white female who attended college and was a homeowner.
  • 66% of all REALTORS® were female, up slightly from 65% last year.
  • The majority of REALTORS®—84%—own their primary residence and 37% own a secondary property.
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