The income and sales volume of National Association of Realtors® (NAR) members dropped slightly over the last year, but membership increased as younger members continue to enter the industry, according to the 2018 National Association of Realtors Member Profile.
Over the past year, the number of new members rose from 1.22 million in March 2017 to 1.3 million in April 2018. Almost one in three U.S. Realtor members (29 percent) have less than two-years’ experience, an increase from 28 percent.
“While inventory shortages continue and home prices remain high, NAR has seen a whopping 6 percent increase in membership over the last year,” says Lawrence Yun, NAR chief economist. “Younger Americans are seeking business opportunities that working in real estate provides, but the overall trend is a slightly older age profile.”
The survey’s results are representative of the nation’s 1.3 million Realtors. Members of NAR account for about half of all active real estate licensees in the U.S.
Demographic characteristics of Realtors
Realtors’ median age was 54 this year – slightly up from the last two years at 53. Sixty-three percent of Realtors are female, and the typical Realtor is a 54-year-old white female who attended college and is a homeowner.
The most common first careers reported are in management, business or finance, or in sales and retail, both at 16 percent. Only five percent of Realtors said real estate was their first career; 72 percent said real estate is their only occupation, a number that jumps to 82 percent among members with 16 or more years of experience.
Sixty-five percent of Realtors are licensed sales agents (same as last year), 21 percent hold broker licenses (down from 22 percent), and 15 percent hold broker associate licenses (same as last year).
NAR’s newest members tended to be more diverse than more experienced members; 25 percent of members with two years of experience or less were minorities, up from 22 percent last year.
Business activity of Realtors
According to the survey, the main factors that limit potential clients in completing transactions are difficulty finding the right property (35 percent), housing affordability (17 percent), and difficulty in obtaining mortgage financing (12 percent).
Impacted by low inventory, an agent’s typical number of transactions decreased slightly from 12 transactions in 2016 to 11 transactions in 2017. Despite rising home prices again in 2017, the median brokerage sales volume decreased to $1.8 million in 2017 from $1.9 million in 2016.
“A familiar story lingers from last year, as limited inventory continues to plague many housing markets across the country. For the fifth year in a row, the difficulty finding the right property has surpassed the difficulty in obtaining a mortgage as the most cited reason limiting potential homebuyers,” says Yun.
The typical Realtor earned 12 percent of their business from repeat clients and customers (13 percent in 2017) and 17 percent through referral from past clients and customers (18 percent in 2017).
Realtors’ web presence and use of social media has increased in recent years as a valuable marketing tool to reach clients and build online communities. Sixty-eight percent of members have their own website, the same number as last year; 71 percent were on Facebook for professional use and 59 percent were on LinkedIn (same as last year).
Finally, 80 percent are certain they’ll remain in the real estate business; 5 percent of all members were uncertain whether they would remain in the business. NAR’s newest members were least certain they would remain.
Office and firm affiliation of Realtors
The survey looked at office and firm affiliation for members and found that over half of Realtors continue to report that they work for an independent company: 58 percent of those are licensed as brokers and broker associates (up from 56 percent in 2017), and 49 percent are licensed as sales agents, an increase of one percent since 2017.
Nearly nine in 10 members are independent contractors at their firms, the same as last year.
Forty-four percent of members worked at one office firm while a quarter of members worked at a firm with two to four offices. The typical member had been with their current firm for four years.
© 2018 Florida Realtors