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Where Do Buyers and Sellers Find Their Agent?

  • According to data found in NAR’s annual Profile of Home Buyers and Sellers, home buyers and sellers consistently report they truly rely on referrals from friends and family to find an agent or they use an agent they had worked with before.
  • Fifty-four percent of buyers and sixty-four percent of sellers found the agent they worked with either from a personal referral or they used an agent they had worked with before to buy and sell a home.
  • Due to this fact, two-thirds of both buyers and sellers only contact one agent before choosing an agent to work with.

  • Buyers are being assisted by professional real estate agents and brokers in what is often the most important transaction of their life. Their home purchase is not only the roof over their head or the garden they want to plant, but their nest egg for their future.
  • The most important skills and qualities buyers look for are honesty and integrity. The most important factors to sellers are the agent’s reputation, and that the agent is honest and trustworthy.
  • Annual data in the Member Profile validates what we hear from buyers and sellers on this point.
  • Forty-two percent of member business is from referrals and repeat clients – this increases as the member’s experience in the field of real estate increases, reaching sixty-four percent for those with 16 or more years of experience.
  • While many buyers find the home they purchase online, very few find the agent they end up working with online.

Jessica Lautz, Director, Member and Consumer Survey Research

Jessica Lautz is the Survey Research Manager. Jessica analyzes data and writes annual studies such as the Member Profile, the Profile of Home Buyers and Sellers, and the Commercial Member Profile.

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Comments
  1. do you have information for resort properties?

  2. Great info, then I am assuming Relators’ marketing efforts should be directed to existing clients and relationships!

  3. A referral is the life blood of the real estate business. Here in Fort Wayne Wayne Indiana I have proactively sought to nurture client relationships and provide, home sellers and buyers exclusive after the sale customer service. This article is further proof that as a REALTOR, reliability and integrity are rewarded with high quality referred leads.