A real estate professional in 2025 is an entrepreneurial, service-minded expert who blends people skills, market knowledge, and technology to guide buyers, sellers, and investors through one of the biggest financial decisions of their lives.
Who becomes a REALTOR?
Many REALTORS do not start in real estate. Most arrive from prior full-time careers in sales or retail (16 percent) and management, business, or finance (15 percent), bringing transferable skills like customer service, negotiation, and problem-solving. Only about six percent report real estate as their first career, so switching into the field as an adult is common. Real estate becomes the only occupation for 71 percent of members, and this rises to 81 percent among those with 16 or more years of experience.
The typical REALTOR is a 57-year-old white female who attended college and owns her home, reflecting a profession that skews experienced and established. Sixty-three percent of REALTORS are women, and 84 percent own their primary residence, so many practitioners are personally invested in the homeownership journey they help others navigate. Newer entrants, however, tend to be younger and more diverse, with 37 percent of REALTORS with two years or less experience identifying as a racial or ethnic minority.
What does a REALTOR actually do?
Most REALTORS specialize in residential brokerage, helping clients buy and sell homes, though many also develop secondary specialties in areas like property management, relocation, and commercial brokerage. Seventy percent report residential brokerage as their primary focus, while property management specialists often manage dozens of single-family and multifamily properties. Beyond showings and contracts, daily tasks include prospecting, market analysis, negotiations, managing inspections, and coordinating with lenders, title companies, and other professionals.
The typical REALTOR worked 35 hours per week in 2024, though hours vary by role and stage of business, with managers who sell often working closer to 45 hours. In 2024, the median REALTOR closed 10 transaction sides with a total sales volume of 2.5 million, even in a market constrained by low inventory and affordability challenges. Housing affordability, expectations that mortgage rates might fall, and lack of inventory are now the top factors limiting clients from completing a purchase.
How does a real estate career grow?
Real estate is a relationship business, and the numbers show that success compounds over time. The typical member earns 20 percent of business from repeat clients and 21 percent from referrals, but that share grows significantly with experience. Among REALTORS with 16 or more years in the business, repeat clients account for a median of 41 percent of business and referrals for 28 percent, reflecting the payoff of consistent follow-up and strong client care. In contrast, those with two years or less experience typically have no repeat or referral business yet, and rely more heavily on new leads.
Income increases as that client base matures. Median gross income from real estate was 58,100 in 2024, up from 55,800 the year before. REALTORS with 16 or more years in the business had a median gross income of 78,900, compared with 8,100 for those with two years or less experience. Median business expenses were 8,010, with vehicle costs the largest single expense at 1,650, along with investments in technology, marketing, and professional development.
How do REALTORS use technology?
Modern REALTORS are highly tech-enabled. Ninety-five percent use a smartphone with email and internet daily or nearly every day, and most communicate with clients primarily through text, phone, and email. Sixty-eight percent have a personal business website, usually featuring property listings, information about the buying and selling process, and a link to their firm’s website. For professional networking and marketing, REALTORS are most active on Facebook, LinkedIn, and Instagram, where they showcase listings, share market updates, and stay visible to their sphere.
Technology does not replace relationships, but it amplifies them. Many REALTORS still receive little to no business from paid online leads—70 percent report no business from paid third-party lead generation—while non-client referrals often come from community groups, social media boards, and local involvement. Those who invest more in their websites and online presence tend to see higher inquiry volumes and a greater share of business generated digitally, but they still rely heavily on trust built face-to-face.
Lifestyle, stability, and impact
Real estate offers flexibility but also requires self-discipline and resilience. Most REALTORS are independent contractors (87 percent), responsible for managing their own time, expenses, benefits, and business planning. The median household income among REALTOR households is 132,000, with household income rising alongside experience and hours worked in the business. Many also build wealth through real estate themselves: 42 percent own at least one property beyond their primary residence, including vacation homes, investment properties, and commercial buildings.
Civic and community engagement are a strong part of the professional profile. Ninety-six percent of REALTORS are registered to vote, 93 percent voted in the last national election, and 68 percent report volunteering in their communities. Looking ahead, 74 percent of members say they are very certain they will remain in real estate over the next two years, signaling both confidence and long-term commitment to the profession.
For someone considering this path, the 2025 NAR Member Profile paints a clear picture: success as a REALTOR is built over years through education, consistent effort, strong relationships, and a willingness to adapt to changing markets and technology.