Awesome facts and figures from the National Association of REALTORS®, leading real estate trainers, and more! Check out these 25 key facts every Realtor should know! Learn about real estate CRM, how many buyers and sellers say they'll refer their agent, and more!

1. 25 Key Facts Every
REALTOR® Should Know

2. Introduction
At IXACT Contact, we’ve compiled some
fantastic stats and figures we think every
agent should know. As you read through them,
we hope you recognize the importance of
staying in touch with leads and past clients. A
real estate CRM is the tool that will make it
easy for you to do so.
With a CRM, you’ll see more referrals and
repeat business flow your way. Please make
sure you share this presentation with your
colleagues after reading it. Enjoy!

3. Source: National Association of
REALTORS® (NAR) 2012 Profile
of Home Buyers and Sellers
40% of buyers were referred to an
agent from a friend or family member
and 10% worked with an agent they’ve
worked with in the past.
Two-thirds of recent buyers only
interviewed one agent before deciding
which agent to go with.

4. Source: National Association of
REALTORS® (NAR) 2012 Profile
of Home Buyers and Sellers
About nine in 10 buyers would
recommend their agent or use their
services again.
38% of sellers found their agent
through a referral by friends or family.

5. Source: National Association of
REALTORS® (NAR) 2012 Profile
of Home Buyers and Sellers
23% of sellers worked with the same
agent they worked with previously to buy
or sell a home.
Approximately two-thirds of home
sellers only contacted one agent before
making a hiring decision.

6. Source: National Association of
REALTORS® (NAR) 2012 Profile
of Home Buyers and Sellers
Among recent sellers who were
represented by a Realtor, 84% said they
would definitely (66%) or probably (18%)
use that agent again or recommend
them to others.

7. Source: 2013 California Home
Buyer Survey
The top three reasons for
dissatisfaction with an agent were slow
response times (82%), ineffective/
inefficient communication (48%), and
undesirable communication methods
(43%).
Of the top three reasons clients were
dissatisfied with their agent, all revolved
around communication.

8. Source: ActiveRain Real Estate
Network
Study: Real Estate Marketing and
Software: The Price is Right 2012
The most successful Realtors (those
earning over 100K a year) spent more
money (five to ten times more) on
marketing than their colleagues who
earn less than that.

9. Source: ActiveRain Real Estate
Network
Study: Real Estate Marketing and
Software: The Price is Right 2012
Agents earning over $100k a year said that a
highly customizable website, contact
management, and virtual tours to highlight
their listings were important to them.
The top tools among agents earning over
$100K a year were IDX websites, CMA
software, real estate CRM & email.

10. Source: ActiveRain Real Estate
Network
Study: Rich Real Estate Agent, Poor
Real Estate Agent
Agents earning over $100K a year spent six
times as much on technology as those earning
less than $35K a year.
The average agent making over $100K a
year spent $3,000-5,000 per year on
technology, while those making under $35K
spent $500 to $1,000 per year.

11. Source: ActiveRain Real Estate
Network
Study: Rich Real Estate Agent, Poor
Real Estate Agent
Those making over $100K a year spent ten
times more on marketing than those making
under $35K.
The highest earning Realtors spent more on
their CRM and website then the lowest
earning ones.

12. Source: ActiveRain Real Estate
Network
Study: Rich Real Estate Agent, Poor
Real Estate Agent
Almost twice as many high earners (making
more than $100K a year) used a CRM than
low earning ones.
Agents earning over $100K a year were 54%
more likely to use e-Newsletters and drip
marketing campaigns than those earning
under $35K.

13. Source: Richard Robbins
International
The top reasons a prospect won’t move
forward with you is that they don’t trust you,
they don’t have confidence in you, they don’t
have a need, and/ or they don’t have the
urgency/motivation.
The average agent is selling between four to
six homes per year.
It takes five times the amount of money,
time, and energy to find and service a new
customer then it does to maintain and service
an existing one.

14. Source: The Referral & Repeat
Marketing Book by Morris Real
Estate Marketing Group
The average person knows between
three to five people who will move each
year.
The three essential components to a
successful referral and repeat marketing
program are the right people, the right
message, and the right frequency.

15. Source: The Referral & Repeat
Marketing Book by Morris Real
Estate Marketing Group
Realtors should be in contact with the
homeowners in their community at least
17 times per year.
Realtors can expect a 13% return from
their real estate database. That is 13
transactions for every 100 people in the
database to whom they market to.

16. Conclusion
We hope that this presentation has been
helpful, interesting, and informative.
The importance of nurturing and
strengthening the existing relationships
you’ve built is key to getting referrals and
repeat business from past clients.

17. Conclusion
A real estate CRM will be instrumental in
helping you grow your relationships,
keep in touch, stay organized, and
remain “top of mind,” with everyone in
your database. These are some pretty
major business benefits for a cost that’s
typically less than $40 per month. Good
luck and happy selling!

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