What the 2022 NAR Profile of Home Buyers and Sellers Tells Us
In this episode, we dive into the latest data from the 2022 NAR Profile of Home Buyers and Sellers. This annual report from the National Association of REALTORS® gives us a detailed look at real estate consumer behavior and trends—and it’s always one of our most-listened-to episodes. We’re doing the hard work for you: breaking down 142 pages of valuable stats into easy-to-digest takeaways. Whether you’re curious about buyer behavior, the typical seller profile, or how your business fits into the big picture, this episode has what you need.
Why This Report Matters
Since 1981, the National Association of REALTORS® has published this in-depth study annually. The 2022 NAR Profile of Home Buyers and Sellers collected responses from over 4,800 recent home buyers through a 129-question survey—talk about dedication! The report is a gold mine for REALTORS® looking to understand how buyer and seller behavior evolves over time. And yes, this year’s report shows we are in a transitional period in the real estate market.
The Buyer Breakdown: Who’s Buying and What They’re Facing
First-time buyers made up just 26% of purchases—down from previous years—highlighting the ongoing affordability crisis. Most first-time buyers put down 6%, and 97% of them financed their home purchase. The average age of a first-time buyer increased to 36. Buyers are taking longer to find homes, with the home search now lasting 10 weeks, up from 8 weeks the previous year.
A surprising stat? The median distance buyers moved jumped from 15 miles to 50 miles, reflecting the rise in remote work and desire for more affordable or spacious living. Also, single male buyers were least likely to compromise, while single female buyers continue to rise in homeownership share.
Where Buyers Find Agents (and Why You Should Care)
A consistent 86% of buyers used a real estate agent, and most only interviewed one. Referrals remain the top way buyers find their agent, but a growing percentage (10%) are clicking online buttons and accidentally getting connected to agents they didn’t choose intentionally. That’s a wake-up call—REALTORS® must educate their sphere so they don’t lose clients to online lead traps.
Only 49% of buyers said they relied on their agent to find the right home—meaning more than half found the home themselves but still relied on their agent for guidance. The real value? Your expertise, negotiation skills, and trusted advice.
Shifting Seller Stats: Who’s Selling and Why
The typical home seller in 2022 was 60 years old, up from 56 the year before. Their top motivation? Moving closer to family. Most had lived in their homes for 10 years or more. And 86% of them also used a real estate agent.
Sellers got 100% of their listing price in 2022—the highest recorded since 2002. Homes typically sold in two weeks, slightly longer than the one-week median from 2021. And 80% of sellers only interviewed one agent before listing. This confirms that staying top of mind is more important than perfecting your listing presentation.
Why Referrals and Repeat Clients Still Rule
A full 63% of sellers used a referred agent or someone they had worked with before. And 27% of sellers had already referred their agent to someone else four or more times. The takeaway? Your current clients are your future business. Serve them well and stay in touch.
The FSBO Myth and the Truth About Value
Only 10% of home sales were For Sale By Owner (FSBO), and in suburban areas that number drops to just 6%. In rural areas, it rises to 13%. Even more telling—half of FSBO sales were to someone the seller already knew. FSBOs had a median sale price of $225,000, compared to $345,000 for agent-assisted sales. That’s a difference of $120,000!
What This Means for Your Real Estate Business
Data from the 2022 NAR Profile of Home Buyers and Sellers is more than just trivia—it helps you shape your business. Want more listings? Focus on people most likely to sell: homeowners aged 35–44 who’ve been in their homes 6–10 years, and those 55+ who’ve been there over 21 years.
And don’t forget: 58% of buyers already owned a home when they reached out. That means the buyer lead in your inbox might also be a seller.
Be the First Agent They See
Most consumers are choosing the first agent they meet face to face. So, schedule that coffee date or in-person consult ASAP. If you want the business, you have to show up early in the process—not just when they’re ready to sign.
Final Thoughts
If you want to thrive in today’s market, know your stats and meet your clients where they are. The 2022 NAR Profile of Home Buyers and Sellers offers an honest look at what your clients are doing—and how you can show up for them. Use this data to guide your marketing, improve your systems, and stay relevant in an ever-changing industry.
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