6 Stats Every Realtor Should Know

Every year, NAR releases a mountain of data about what buyers and sellers are doing, thinking, and expecting. And every year, most agents either skim it or skip it altogether.

But if you’re trying to stand out, stay consistent, and get in front of the right people these stats matter. They show you how your prospects are finding agents, what influences their decisions, and where your marketing can hit harder.

We’re big believers in marketing with purpose. That starts with knowing your audience.

We pulled out six stats from NAR's most recent Profile of Home Buyers and Sellers that every Realtor should know.

Whether you’re sending postcards, running digital ads, or just trying to write a better follow-up email, these numbers will help you market smarter and stay one step ahead.

Characteristics of Home Buyers

1) 43 percent of buyers indicated that their first step was to look for properties on the internet

Even though the search starts online, that doesn’t mean your marketing should live only online. Direct mail gets you noticed early, before they start clicking around on Zillow. A well-timed postcard or letter puts your name and face in front of them so when they do start browsing, they’re more likely to search with you in mind

2) 21 percent of buyers reached out to a real estate agent as their initial action

That’s one in five buyers reaching out before even going online. If you’ve been showing up consistently in their mailbox with local market updates, helpful tips, or just reminders that you’re the neighborhood expert then there’s a good chance you’re the agent they’ll think to call first.

3) 88 percent of buyers would use their agent again or recommend to others

This stat is pure gold if you stay in touch. Direct mail helps you maintain top-of-mind awareness with past clients, so they don’t forget your name or lose your contact info when a friend or family member asks for a referral. It keeps that warm connection alive in a way that feels personal.

Characteristics of Home Sellers

4) The typical age of home sellers was 63 this year and is the highest ever recorded

Older sellers are more likely to respond to traditional marketing like mail, especially when it’s done well. A postcard or letter that speaks directly to downsizing, relocating, or making the most of their equity is more likely to get read by this group than another email in their cluttered inbox.

5) The median number of years a seller owned their home was 10 years

If someone’s been in their home for close to a decade, they’re likely starting to think about what’s next. A direct mail piece that targets longtime homeowners with relevant messaging (e.g., “Wondering what your home is worth in today’s market?”) can hit them right when they’re ready to take that next step.

You can also use this information when doing neighborhood farming campaigns and trying to generate new leads. Filter out the residents who have lived in their homes for less than 5 years to try to target them at the right time when they're ready.

6) 66 percent of recent sellers used an agent that was referred to them or used an agent they had worked with in the past

Referrals and repeat business don’t happen by accident. They happen because you stay visible and valuable over time. Direct mail helps you nurture those relationships long after the deal closes, so past clients keep you top of mind and are more likely to pass your name along when someone they know is ready to sell.