Fewer transactions. More competition. And yet… casual, part-time agents are sticking around.
In his latest newsletter, real estate tech strategist Mike DelPrete breaks down what’s really happening in the industry. And the numbers might surprise you. With 25% fewer sales in 2024 compared to 2021, you might expect the total number of agents to drop significantly.
Except that’s not happening. And part-time agents aren’t throwing in the towel.
In fact, the data shows that low-production agents—those closing five or fewer deals per year—are just as prevalent as ever. And higher-producing agents? They’re the ones feeling the pinch.
Byron Lazine and Nicole White discussed DelPrete’s latest newsletter on this week’s episode of The Real Word:
“Speaking of discipline and speaking of the best of the best, we’ve got a Mike DelPrete newsletter. He’s got smart, data-driven insights. This just came out this morning…”
DelPrete’s message provides a different perspective on the post-settlement real estate industry compared to the findings in a recent Relitix report (also covered on the pod).
Tune in to enjoy the full conversation:
The State of Agent Production in 2024
According to CoreLogic data (which covers 85% of the market), here’s how agent production is shaking out:
- The average producing agent closed 4 transactions in 2024, down from 5.1 in 2021.
- 40% of producing agents completed just 1–2 transactions this year.
- 63% of producing agents closed five or fewer deals, classifying them as part-time.
While you might expect a down market to weed out low-producing agents, that’s not what’s happening. Instead, the number of high-producing agents (6+ deals per year) is shrinking, while part-time agents continue to hold their ground.
Fewer Sales, But Agents Stick Around
Despite the 1 million fewer sales in 2024, there’s only been a 7% drop in producing agents. In other words, while transactions are down significantly, the agent population has barely budged.
This challenges the widespread assumption that a downturn in the housing market will naturally push casual agents out of the industry. Instead, the data shows:
- Part-time agents aren’t disappearing—if anything, they’re increasing.
- The ones leaving the industry aren’t the casual agents—it’s the high producers.
- With fewer transactions per agent, competition for each deal is fiercer than ever.
What This Means for Agents Moving Forward
Real estate remains a highly fragmented industry, and that’s not changing anytime soon. If you’re looking to stay competitive in a shrinking market, here’s what you need to focus on:
- Differentiate yourself. When most agents are only closing a few deals a year, the ones who stand out will win more business.
- Go all in on relationships. Conversations drive conversions—especially in a low-inventory market.
- Double down on skills. The agents who thrive in this market will be the ones who know their numbers, master negotiation, and show up consistently.
With fewer deals to go around, there’s no room for passive agents. The question isn’t whether casual agents will disappear—the data says they won’t. The real question is: Are you doing enough to make sure you’re not the one getting squeezed out?
