For real estate brokerages, understanding the trends behind agent productivity and longevity is key to sustaining a high-performing team. How many deals per year classify an agent as "full-time"? What patterns indicate an agent may leave the industry? Let’s dive into industry data to help brokers set realistic expectations and spot warning signs before agent turnover impacts the business.
How Many Deals Define a Full-Time Agent?
While there’s no universal threshold, industry data suggests:
- 12+ transactions per year (at least one per month) is a common benchmark for a full-time agent.
- The median real estate agent closes 12 deals annually, according to the National Association of Realtors (NAR).
- Top producers (earning $100K+ annually) often complete 25-50+ transactions.
However, regional differences apply. For instance, an agent in a high-priced market may be full-time with 5-6 luxury transactions, whereas an agent in a lower-priced market may need 30+ deals to achieve the same income level.
Longevity in Real Estate: How Long Do Agents Stay in the Business?
- 87% of new agents exit the industry within five years (NAR).
- Agents with 3+ years in the business are significantly more likely to continue long-term.
- Those who reach the 16+ year mark earn a median income exceeding $100,000.
What This Means for Brokers: Brokers should focus recruitment and retention efforts on agents who have at least two years of experience and have crossed the threshold of consistent deal flow.
Identifying At-Risk Agents: Leading Indicators of Attrition
If brokerages can spot early warning signs of agent disengagement, they can intervene before losing talent. Here are some key indicators:
1. Declining Transaction Volume
- Agents with a year-over-year drop in deals by more than 25% are at risk of leaving.
- If an agent has zero closings in six months, they are 80% more likely to exit the business.
2. Lack of CRM Engagement & Lead Follow-Up
- Agents who fail to update their CRM or follow up with leads show early signs of disengagement.
- Tracking lead response times can highlight agents who may be mentally checking out.
3. Low Participation in Brokerage Meetings & Trainings
- Agents who stop attending sales meetings and training sessions may be losing motivation.
- A steady decline in engagement over 3-6 months is a strong signal of potential exit.
4. Shift in Commission-Based Earnings
- Agents who start taking on part-time work outside of real estate may be struggling financially.
- If an agent’s commission income falls below $30K annually, they are more likely to leave within a year
What Brokers Can Do to Reduce Agent Turnover
1. Proactive Coaching & Accountability
- Implement monthly check-ins with agents falling below the deal threshold.
- Provide lead generation support for agents struggling to build their pipeline.
2. Recognizing & Rewarding Milestones
- Celebrate when agents hit key transaction milestones (e.g., first 10 deals, first $100K income year).
- Offer financial planning guidance to help agents stay sustainable.
3. Creating a Culture of Support
- Build mentorship programs pairing new agents with successful producers.
- Encourage collaboration instead of competition to increase agent retention.
Real estate agent turnover is high, but brokerages that track transaction trends, engagement levels, and earnings data can make smarter retention moves. By focusing on deal volume, CRM activity, training participation, and financial stability, brokers can identify at-risk agents early and take steps to keep their team thriving.
Would you like deeper insights into your own agent data? Contact us at info@mavericksystems.com to explore how data-driven analytics can help your brokerage grow.
