02/06/2026
Let's Talk About Velocity There’s a lot of noise in real estate right now.
Emails. Listings. “Market share” graphics. Activity everywhere.
But activity isn’t the same thing as velocity.
Velocity is simple:
How many deals actually close.
Not what’s listed. Not what’s marketed. What sells.
So instead of talking about hype, we looked at closed multifamily and commercial sales, based on recorded CoStar data and reviewed using AI to analyze real transaction patterns. This does not include off-market deals, internal transfers, or non–arm’s-length transactions. It’s not perfect, but it’s directionally accurate.
Here’s what the numbers really show.
What the Average Agent Is Doing
Across multifamily and small-to-mid commercial:
• The average agent closes about 1 deal per year
• Annual volume typically falls between $2–3M
• Over a four-year period, many agents close 3–4 deals total
That’s not a criticism. It’s reality.
Most agents spend more time marketing than transacting.
What “Top Producers” Actually Do
When you strip out teams, institutional portfolios, and career totals, the picture sharpens fast.
Top 5% of agents
• 4–5 closed deals per year
• $12–18M in annual volume
Top 2%
• 6–8 deals per year
• $20–30M annually
Top 1%
• 9–12 deals per year
• $35–50M annually
These brokers aren’t closing every week.
They’re closing consistently, quarter after quarter.
That’s velocity.
What This Means for the Market
The market isn’t dead.
Capital hasn’t disappeared.
Buyers are still active.
But ex*****on is concentrated.
A small percentage of brokers account for the majority of closings, while a much larger group remains visible but inactive.
That’s the difference between looking busy and being effective.
The Real Questions to Ask
Instead of:
• Who has the most listings?
• Who sends the most emails?
• Who looks busiest online?
Ask:
• Who is actually closing deals?
• How often?
• In what price band?
• Year after year?
