The Numbers Behind the Specialist Difference
Every number on our site comes from the National Association of REALTORS® (NAR). This page shows where each number comes from and how we did the math.
Where Each Number Comes From
How We Got Fewer Than 1
NAR does not track how many new homes each agent sells. So we did the math from NAR’s own numbers.
- +12% of buyers bought a new home. 88% bought a resale home. (Chapter 2 highlights, page 25)
- +63% of new home buyers bought through an agent. 92% of resale buyers bought through an agent. (Exhibit 4‑2, page 52)
The limits. NAR does not report new home closings per agent, so this is an estimate. Treat 0.77 as a national benchmark, not a record of any one agent’s business. (Sources 1 and 2)
Questions About the Math
Why 12% and Not 16%?+
NAR’s 2025 Profile of Home Buyers and Sellers gives two new home numbers. The Chapter 2 highlights (page 25) say 12% of buyers in the survey bought a new home. Exhibit 2‑1 (page 26) says new homes were 16% of all home sales in 2024.
The two numbers measure different things. The 12% comes from the buyers who answered NAR’s survey for July 2024 to June 2025. The 63% and the 92% in our math come from those same buyers (Exhibit 4‑2, page 52). The 16% combines Census new home sales with NAR existing home sales for calendar 2024. We use 12% so every number in the math comes from the same group of buyers.
Why Is 0.77 Likely High?+
NAR’s 9 counts every side an agent closed, buyer sides and seller sides. NAR’s buyer survey covers buyers only, so our math applies the buyer survey’s numbers to all 9 sides.
NAR does not report how many seller sides are new homes. We worked for builders for decades, and builders rarely hire an outside agent to list a new home. A very small share of very small builders do. That means almost all of an agent’s seller sides are resale homes. The real number is likely lower than 0.77.
What Do “Closing” and “Typical Agent” Mean?+
NAR counts “transaction sides.” A side is one agent’s part in one sale. If an agent helps a buyer purchase a home, that is one side. On our site, each closing is one side.
NAR surveys its own members, so the typical agent is the typical REALTOR® in the 2026 Member Profile. NAR reports the 9 for members who work in brokerage (Exhibit 2‑5, page 19).
More From the NAR Reports
Many Agents Have Only a Few Closings a Year+
| Closings in 2025 | Share of agents |
|---|---|
| 0 | 6% |
| 1 to 5 | 30% |
| 6 to 10 | 23% |
| 11 to 15 | 17% |
| 16 to 20 | 8% |
| 21 to 50 | 15% |
| 51 or more | 2% |
36% of agents had 5 or fewer closings in 2025. 6% closed none. (Source 1, Exhibit 2‑5)
Newer Agents Close Even Fewer+
Among agents with 2 years or less in the business:
- +31% had no closings in 2025.
- +75% closed 5 or fewer.
- +The typical newer agent closed 2.
(Source 1, Exhibit 2‑6)
Many New Home Buyers Go Straight to the Builder+
35% of new home buyers bought directly from the builder or the builder’s agent. 63% bought through an agent or broker. (Source 2, Exhibit 4‑2)
Why Buyers Choose New Homes+
22% of new home buyers wanted to choose and customize design features. 17% wanted the amenities of a new home community. (Source 2, Exhibit 2‑2)
What Buyers Say Their Agent Did for Them+
- +54% said their agent pointed out features or faults they missed.
- +52% said their agent helped them understand the process. Among first-time buyers, 76% said this.
- +45% said their agent negotiated better contract terms.
- +35% said their agent negotiated a better price.
(Source 2, Exhibit 4‑5)
What This Means for You
A general agent can be a great resale agent. New construction is a different job. It runs on builder contracts, builder lenders, build schedules, and a sales team that works for the builder. An agent learns those things by doing them over and over. The numbers suggest many agents don’t get that practice. Ask before you hire.
Questions to Ask Any Agent
- +How many new construction buyers did you represent in the last 12 months?
- +Which builders and communities?
- +What do you do for me between contract and closing?
- +How do you compare the builder’s lender incentives with an outside lender?
- +How do you handle inspections during the build?
Sources
- National Association of REALTORS®, 2026 Member Profile. Covers 2025 activity. Exhibit 2‑5 (page 19) and Exhibit 2‑6 (page 20).
NAR summary · Full report - National Association of REALTORS®, 2025 Profile of Home Buyers and Sellers. Covers purchases from July 2024 to June 2025. Chapter 2 highlights (page 25), Exhibit 2‑1 (page 26), Exhibit 2‑2 (page 27), Exhibit 4‑2 (page 52), Exhibit 4‑5 (page 55), and Exhibit 4‑8 (page 58).
NAR highlights · Full report
BuilderBuyer+ is not affiliated with NAR. NAR has not reviewed our estimate. Numbers checked October 22, 2026.
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