Why 9 Out of 10 Home Buyers and Sellers Still Use a Real Estate Agent in 2025
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According to NAR's 2025 Profile of Home Buyers and Sellers, 88% of buyers and a record 91% of sellers used a real estate agent.
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FSBO homes sold for a median of $360,000 vs. $425,000 for agent-assisted sales — a $65,000 gap.
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43% of buyers and 66% of sellers found their agent through a referral or past relationship.
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Technology helps buyers search, but agents are still ranked the most useful source for making decisions.
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The data confirms what experienced agents already know: trust, expertise, and local knowledge drive results.
If you have spent any time online lately, you have probably seen the headlines suggesting that real estate agents are becoming irrelevant. Technology is disrupting everything, AI is changing the search process, and buyers can find listings on their own in seconds. So why are more people using real estate agents today than at almost any other point in recorded history?
The answer is in the data.
According to NAR's 2025 Profile of Home Buyers and Sellers — the most comprehensive annual study of consumer behavior in residential real estate — 88% of buyers purchased their home through a real estate agent or broker. On the seller side, a record 91% used an agent. The share of homes sold by owner dropped to an all-time low of just 5%.
This is not a coincidence. It is the market telling you something important. Here is what the numbers mean for buyers and sellers in Southwest Florida.
The Numbers Do Not Lie: Agent Use Is at an All-Time High
The National Association of Realtors has been tracking this data since 1981. The 2025 report, covering transactions from July 2024 through June 2025, shows the following:
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88% of home buyers used a real estate agent or broker
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91% of home sellers used a real estate agent — the highest percentage ever recorded
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Only 5% of sellers went the for-sale-by-owner (FSBO) route — an all-time low
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FSBO homes sold for a median of $360,000 vs. $425,000 for agent-assisted homes, a difference of $65,000
That last number deserves a closer look. Sellers who tried to go it alone left an average of $65,000 on the table compared to those who worked with an agent. In a market like Naples or Fort Myers, where prices at the upper end can run well into the millions, that gap gets even wider.
What Buyers Actually Want From Their Agent
Here is something the apps and portals cannot replicate: expertise in the room when it matters most.
NAR's report asked buyers what they valued most about their agent. The top answers were:
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Help finding the right home — cited by 50% of all buyers
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Negotiating terms of the sale — 13%
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Negotiating the price — 12%
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Help with paperwork — 7%
But the numbers that stand out most involve what buyers did not know they needed. More than half of all buyers — 54% — said their agent pointed out features or faults with a property they had not noticed themselves. For first-time buyers, 76% said their agent's guidance in understanding the overall buying process was invaluable.
Think about what that means in a market like Southwest Florida, where you are dealing with flood zone designations, aging infrastructure, HOA restrictions, and seasonal rental dynamics. A buyer scrolling Zillow from out of state is not equipped to catch what a seasoned local agent will see immediately.
What Sellers Prioritize — And Why Reputation Matters
On the seller side, the data tells a similar story. When asked what they wanted most from their agent, sellers ranked the following as their top priorities:
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Marketing the home to potential buyers
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Pricing the home competitively
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Selling within a specific timeframe
When it came to choosing which agent to hire, the NAR report found that reputation ranked as the number one factor (35% of sellers), followed by trustworthiness and honesty (21%).
This is why reviews, referrals, and real track records matter more than clever marketing copy. Sellers are not choosing an agent based on a mailer. They are choosing someone they trust to handle one of the biggest financial transactions of their life.
Referrals Still Run the Business — What That Means for You
One of the most revealing findings in the report: 43% of buyers found their agent through a referral from a friend, neighbor, or relative. Another 18% hired an agent they had worked with in the past. On the seller side, 66% found their agent through a referral or a previous working relationship.
That means the overwhelming majority of real estate business flows through trust networks, not ad clicks.
There is another number in the report that explains why that trust is so sticky. Most buyers interviewed only one agent before making their decision — 67% of first-time buyers and 76% of repeat buyers hired the first agent they spoke with. When someone refers you, you are not competing against a shortlist. You are already the answer.
Technology Did Not Replace Agents — It Made Them More Valuable
Every buyer in the NAR study used the internet during their home search. Nearly half, 46%, started their search online. Seventy percent used a mobile device. Digital tools are part of every transaction today.
But when asked to rank the most useful source of information throughout the entire buying process, 77% of buyers said their real estate agent was the most useful source overall. Online search tools, listing portals, and video sites all ranked lower.
As NAR's deputy chief economist Jessica Lautz put it: "Real estate agents remain indispensable in today's complex housing market. Beyond guiding buyers and sellers through what is often the largest financial decision of their lives, agents provide critical expertise, negotiation skills, and emotional support during an increasingly challenging process."
Technology gives buyers and sellers more information than ever. It does not give them better judgment. That is what an experienced agent provides.
What This Means If You Are Buying or Selling in Southwest Florida
The national data reflects what we see every day in Naples, Fort Myers, Bonita Springs, Estero, and Cape Coral. This market has layers that require local expertise:
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Flood zones and insurance costs that vary block by block
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HOA rules that can restrict rentals, pets, and renovations
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Luxury pricing benchmarks that differ significantly from county medians
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Divorce and probate transactions with legal complexity that goes beyond a standard sale
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Seasonal buyer patterns that affect days on market and negotiating leverage
Knowing which neighborhoods are appreciating, which buildings have special assessments coming, and which sellers are motivated — that is the kind of intelligence you get from working with someone who is in this market every day, not someone who Googled it.
Ready to Work With a Southwest Florida Agent You Can Trust?
The data makes the case clearly. But data alone does not close transactions. The right agent does.
Daniel Abreu is a licensed REALTOR and attorney who has spent his career in Southwest Florida real estate, title, and complex transactions — including luxury, divorce, and probate real estate. If you are buying or selling in Naples, Fort Myers, Bonita Springs, Estero, or Cape Coral, the conversation starts here.
Frequently Asked Questions
Why do most buyers still use a real estate agent when they can search online themselves?
Online tools show listings. They do not explain flood insurance costs, negotiate seller concessions, catch inspection red flags, or walk you through a contract. The NAR 2025 report found that 77% of buyers ranked their agent as the most useful source of information — above any website or app — because the role goes far beyond finding properties.
Is it worth hiring a real estate agent to sell my home in Southwest Florida?
The numbers are clear. Agent-assisted homes sold for a median of $425,000 in 2025, compared to $360,000 for FSBO sales. In a higher-priced market like Naples or Fort Myers, that gap compounds. Add the complexity of pricing, negotiating, marketing, and managing a closing, and the value becomes obvious.
How do most people find a real estate agent?
Referrals. According to NAR's 2025 data, 43% of buyers found their agent through a friend, neighbor, or relative — and 66% of sellers hired either a referred agent or someone they had worked with before. The best way to find a great agent is to ask people you trust who they used and would recommend again.
What should I look for when choosing a real estate agent?
NAR's data shows sellers prioritize reputation first (35%), followed by trustworthiness and honesty (21%). Beyond those qualities, look for demonstrated expertise in your specific situation — whether that is a luxury purchase, a divorce-related sale, or a probate property. Credentials, local market knowledge, and a proven track record matter.
Does it cost more to use a real estate agent in Florida?
Florida buyers and sellers negotiate compensation as part of their transaction. The structure changed following the NAR settlement in 2024, but agents continue to deliver value that far exceeds their cost — as the FSBO vs. agent-assisted price gap demonstrates.
