From August 2025 through January 2026, the Oliver Realty research team compiled transaction data from the National Association of REALTORS® (NAR) Member Profile surveys, supplemented by industry analyses examining over 1,500 agents across diverse U.S. markets. We analyzed median transaction sides, gross income figures, and regional performance benchmarks to establish a comprehensive understanding of realtor sales productivity in today's market. The average Realtor completes 10 transaction sides annually, yet this benchmark masks dramatic variations driven by experience, geography, and business model. The following data reveals how these factors shape sales volume across the profession.
Average Realtor Sales Per Year by Experience Level
The most direct answer to real estate sales productivity lies in examining how transaction volume correlates with years of experience. Newer agents face a steep learning curve, while veteran practitioners benefit from established referral networks and market knowledge.
Table 1: Average Realtor Sales Per Year by Experience Level — 2025
| Years of Experience | Median Transaction Sides | Median Gross Income | Percentage of Agent Population |
|---|---|---|---|
| 2 years or less | 3 | $8,100 | 18% |
| 3–5 years | 8 | $42,500 | 22% |
| 6–15 years | 12 | $70,000 | 35% |
| 16+ years | 14 | $78,900 | 25% |
| All Realtors (Median) | 10 | $58,100 | 100% |
Key Insights:
Transaction volume increases 167% between new agents and those with 3-5 years experience, demonstrating the steepest growth phase in early career
Income gap between newest and most experienced agents exceeds 9x, reflecting compounding advantages of client networks and market expertise
The largest population segment (35%) operates in the 6-15 year range, representing the profession's core workforce
Veterans (16+ years) comprise only one-quarter of agents but handle above-median volume, indicating strong retention among successful practitioners
Agents with less than two years of experience complete 70% fewer transactions than the industry median of 10 sides. The experience premium becomes evident when comparing new agents to veterans: those with 16 or more years in the business sell 40% more homes annually than mid-career agents. Only 25% of all Realtors achieve veteran-level sales volume, highlighting the competitive nature of sustained success in real estate.
The data shows that building a sustainable practice takes time. New agents must weather a period of low earnings while developing skills and client relationships. Those who persist through the first two years see transaction volume more than double as they enter years three through five.
While experience plays a critical role in agent productivity, the distribution of sales across the entire agent population reveals an even more striking reality about who is actually selling homes in America.
Distribution of Annual Sales Among U.S. Realtors — 2026
Understanding the median tells only part of the story. Examining how transactions distribute across all licensed agents exposes a fundamental imbalance in the real estate profession.
Table 2: Distribution of Annual Sales Among U.S. Realtors — 2026
| Annual Transaction Sides | Percentage of Agents | Cumulative Percentage |
|---|---|---|
| 0–1 sales | 49% | 49% |
| 2–5 sales | 21% | 70% |
| 6–10 sales | 15% | 85% |
| 11–15 sales | 8% | 93% |
| 16+ sales | 7% | 100% |
Key Insights:
Estimates suggest that roughly 15% of agents may account for well over half of all transactions in many markets.
The 49% minimal-production segment suggests significant license holding for non-primary income purposes
Seven percentage points separate agents at 11-15 sides from those at 16+ sides, indicating a meaningful threshold for high-volume operations
Cumulative distribution shows that approximately 85% of agents complete 10 or fewer transactions annually, highlighting how few exceed full-time production levels.
Nearly half of all licensed agents sold one home or fewer in 2025. This finding reflects the part-time nature of many real estate licenses, with individuals maintaining credentials while pursuing other careers or transitioning in or out of the profession. Only 15% of agents exceeded 10 transactions annually, a benchmark typically considered full-time production by industry standards.
In many markets, the top 7% of agents appear to account for a significant share — potentially 35–40% — of total transactions. This concentration means consumers seeking representation have vastly different options: a majority of licensed agents who rarely close deals, and a minority of high-volume practitioners who dominate market share.
The part-time versus full-time agent dynamic shapes consumer experience significantly. Buyers and sellers may wish to consider an agent’s recent transaction activity, as consistent market engagement can help ensure familiarity with evolving contracts, financing trends, and negotiation dynamics. Conversely, high-volume agents leverage systems, support staff, and deep market expertise but may have limited availability for individual clients.
For agents who do maintain consistent sales volume, income becomes the natural measure of success and the clearest indicator of business viability.
Realtor Income by Annual Transaction Volume
Transaction count matters, but profitability determines whether an agent can sustain a full-time career. The relationship between sales volume and income reveals the economic realities of real estate practice.
Table 3: Realtor Income by Annual Transaction Volume
| Transaction Sides Per Year | Median Gross Income | Net Income (After Expenses) | Typical Business Expenses |
|---|---|---|---|
| 0–1 | $2,500 | -$500 | $3,000 |
| 2–5 | $24,000 | $16,000 | $8,000 |
| 6–10 | $58,000 | $42,000 | $16,000 |
| 11–15 | $95,000 | $73,000 | $22,000 |
| 16+ | $165,000 | $135,000 | $30,000 |
Key Insights:
Expense-to-income ratios improve dramatically with scale: minimal producers operate at 120% expense ratio while top producers maintain just 18%
The $42,000 net income range at 6–10 sides often represents a point at which independent real estate practice becomes more financially sustainable.
Income scaling is non-linear: doubling production from 6-10 to 11-15 sides increases net income by 74%
Top producers' $30,000 expense level (10x that of minimal producers) reflects investment in business infrastructure that enables higher volume
Agents completing fewer than two transactions annually often operate at a net loss when business expenses are factored in. Maintaining a real estate license, MLS membership, insurance, marketing materials, and vehicle costs create a fixed expense baseline that low-volume agents cannot recover through commission income.
The income inflection point occurs at 6-8 transactions, where agents begin to earn sustainable full-time incomes approaching the U.S. median household income. At this production level, gross income covers operating costs with enough margin to support a livelihood. Top producers handling 16 or more sides annually typically invest more in marketing, technology, and administrative support, and may maintain net income margins in the 75–80% range after expenses, depending on their business model.
According to NAR data, 41% of veteran agents' business comes from repeat clients and referrals. This repeat business model reduces acquisition costs dramatically compared to agents constantly prospecting for new leads. For experienced agents, each closed transaction plants seeds for future business through satisfied clients who return or refer others.
Geographic factors and market dynamics also significantly influence agent productivity, creating regional variations that impact both transaction volume and earnings potential.
Average Realtor Sales Per Year by U.S. Region
Real estate markets vary dramatically by region due to price levels, inventory turnover rates, seasonal patterns, and agent competition. These regional factors create distinct productivity profiles across the United States.
Table 4: Average Realtor Sales Per Year by U.S. Region
| Region | Median Transaction Sides | Median Sales Volume | Median Home Price | Agent Saturation Index* |
|---|---|---|---|---|
| Northeast | 9 | $3.8M | $425,000 | High |
| South | 11 | $3.0M | $275,000 | Medium |
| Midwest | 10 | $2.1M | $210,000 | Medium |
| West | 9 | $4.5M | $515,000 | Very High |
Agent Saturation Index: Relative number of agents per 1,000 residents
Key Insights:
Commission potential per transaction varies 2.5x across regions due to price differences, meaning West Coast agents can match Southern agents' income with 20% fewer closings
Southern markets appear to show an inverse relationship between agent saturation and transaction volume
Transaction efficiency differs by region: West achieves $500K per transaction versus South's $273K, representing distinct business models
Agent saturation appears most impactful in high-price markets, where competition for limited inventory intensifies despite larger per-deal payoffs
Southern agents complete slightly more transactions annually due to higher inventory turnover, lower median prices that make homes accessible to more buyers, and faster transaction timelines. The South's combination of population growth and affordable housing creates conditions favorable to higher transaction counts per agent.
West Coast agents handle fewer transactions but higher dollar volumes, reflecting premium price-per-sale in markets like California, Washington, and Oregon. An agent selling nine homes at a $515,000 median price generates $4.5 million in volume, comparable to or exceeding agents in other regions selling more homes at lower prices. Commission income depends on volume, not transaction count alone.
Markets with high agent saturation, particularly the Northeast and West Coast, see more competition for listings and buyers. In these markets, experience and referral networks matter even more as agents compete for finite inventory and client attention. Lower-saturation markets in the South and Midwest may offer easier entry for new agents but often feature lower commission rates and price points.
Understanding these benchmarks provides valuable context, but examining how agent productivity has evolved over recent years reveals important trends about the profession's trajectory.
Historical Trends — How Agent Productivity Has Changed
Real estate agent productivity does not exist in a vacuum. Market conditions, inventory levels, interest rates, and the number of practicing agents all influence how many homes the typical Realtor sells each year.
Table 5: Historical Trends — How Agent Productivity Has Changed (2020-2025)
| Year | Median Sides | Median Income | Active Realtors (U.S.) | Sales per Agent Index |
|---|---|---|---|---|
| 2020 | 12 | $49,700 | 1,450,000 | 100 |
| 2021 | 14 | $54,300 | 1,560,000 | 108 |
| 2022 | 12 | $56,400 | 1,590,000 | 98 |
| 2023 | 10 | $55,800 | 1,570,000 | 92 |
| 2024 | 10 | $58,100 | 1,545,000 | 90 |
| 2025 | 10 | $58,100 | 1,520,000 | 90 |
Key Insights:
Income resilience during declining volume may reflect pricing adjustments, higher average home values, or shifts toward higher-value transactions
Agent population contraction of 4.4% from peak indicates market-driven consolidation toward more productive practitioners
The 16% productivity decline from the 2021 peak likely reflects a return to more normalized market conditions following historically elevated activity
Income growth of 17% over five years despite flat recent transaction volume demonstrates profession-wide adaptation to changing market dynamics
The 2021 spike reflects the post-pandemic housing boom when historically low interest rates, remote work flexibility, and stimulus-driven demand created exceptional market conditions. Median transaction sides reached 14, the highest level in recent history. This surge proved temporary.
As the Federal Reserve raised interest rates throughout 2022 and 2023 to combat inflation, housing affordability deteriorated. Monthly mortgage payments doubled for many buyers, shrinking the pool of qualified purchasers. Transaction sides fell back to 10, matching pre-pandemic norms. Despite lower transaction counts, median income held relatively steady, suggesting agents maintained or increased their commission rates and focused on higher-priced properties.
The agent population also plateaued and then declined slightly from its 2022 peak. Approximately 70,000 agents exited the profession as market conditions tightened, leaving those who remained to compete for fewer transactions. The sales per agent index, which measures productivity relative to the 2020 baseline, declined 10% by 2025.
Current market conditions present challenges but also opportunities. Inventory remains constrained in many markets, giving listing agents leverage. Buyers face less competition than during the 2020-2021 frenzy, creating conditions for successful buyer representation. Agents who adapt to a normalized market by emphasizing client service, local expertise, and professional competence can thrive even as overall transaction volume remains modest by recent standards.
What This Data Means for Buyers, Sellers, and Agents
These productivity benchmarks carry practical implications for everyone involved in residential real estate transactions.
For Home Buyers & Sellers:
When selecting a real estate agent, transaction history matters. Agents completing 8 or more transactions annually demonstrate consistent productivity and market engagement. Ask prospective agents about their sales volume, years of experience, and what percentage of their business comes from referrals. High referral rates signal satisfied clients who trusted the agent enough to recommend them.
Experience level directly correlates with income and transaction volume, as shown in the data. Newer agents may offer enthusiasm and availability, but veterans bring expertise from navigating hundreds of transactions, relationships with other agents and service providers, and pattern recognition that helps them spot potential issues before they become problems.
Top-performing agents may be selective about which clients they work with, focusing on serious buyers and sellers whose needs align with their expertise. This selectivity ensures they can deliver high-quality service to each client rather than spreading themselves thin across too many simultaneous transactions.
For Real Estate Agents:
The data presents a clear message: building a referral pipeline is essential for long-term success. Agents with 16 or more years of experience earn 73% more than the overall median, largely because repeat clients and referrals generate business without the marketing costs and time investment required to attract strangers.
Focus on client relationships over one-time transactions. Every closing is an opportunity to create a future referral source. Staying in touch with past clients, providing value beyond the transaction, and asking for referrals at appropriate moments build a sustainable business model.
Reaching 10 or more sides annually places an agent above 85% of all licensed practitioners. This threshold represents full-time professional status with sufficient income to support a livelihood. Agents struggling to reach this benchmark should evaluate whether they are investing adequate time, whether their market knowledge is current, and whether their client service merits referrals.
For Brokerages:
Training and mentorship significantly impact new agent retention. With 62% of agents with two or fewer years of experience earning less than $10,000, the profession suffers from high early-career attrition. Brokerages that provide structured training, assign mentors, and set realistic expectations help new agents survive the difficult first years.
Markets with high agent-to-resident ratios require stronger differentiation. In saturated markets, agents need clear value propositions, specialized expertise, or exceptional marketing to compete effectively. Brokerages should help agents identify and develop these differentiators rather than assuming general practice will succeed.
Technology, transaction coordination, and administrative support enable agents to handle higher transaction volumes without sacrificing service quality. Brokerages that invest in these systems create competitive advantages for their agents.
Requesting More Information
Oliver Realty uses industry-leading data and local market expertise to serve clients throughout our region. Our agents understand the benchmarks, but more importantly, they deliver the experience and results that matter most: smooth transactions, skilled negotiation, and outcomes that meet your goals.
If you'd like to learn more about working with an experienced agent in your area, we're here to help.
Sources
Oliver Realty Real Estate Market Analysis Author: Oliver Realty Research Team Location: United States Date: February 2026 https://oliverrealty.net/blog/2025-market-performance-analysis
2024 NAR Member Profile Author: National Association of REALTORS® Research Group Publication Date: August 2025 URL: **https://www.nar.realtor/research-and-statistics/research-reports/highlights-from-the-nar-member-profile**
Quick Real Estate Statistics Author: National Association of REALTORS® Publication Date: July 2024 URL: **https://www.nar.realtor/research-and-statistics/quick-real-estate-statistics**
Realtor Income Is Up 4% Overall, But 62% of New Agents Made Less Than $10K Author: Vanessa Bowman Publication: BAM (Business, Agent, Marketing) Publication Date: August 2025 URL: **https://nowbam.com/realtor-income-is-up-4-overall-but-62-of-new-agents-made-less-than-10k/**
Unlocking Growth With Real Estate Transaction Coordination Author: Luxury Presence Publication Date: 2025 URL: **https://www.luxurypresence.com/blogs/real-estate-transaction-coordination/**
Home Prices Increased in 73% of Metro Areas in Fourth Quarter of 2025 Author: National Association of REALTORS® Publication Date: January 2026 URL: **https://www.nar.realtor/newsroom/home-prices-increased-in-73-of-metro-areas-in-fourth-quarter-of-2025**
