Let's talk about the biggest financial decision of your life: buying or selling a home.

It’s an emotional tightrope walk where the stakes are incredibly high, and the person guiding you—your Realtor—is supposed to be your expert, your advocate, and your shield.

But what if your guide hasn't actually guided anyone in a long, long time?

In 2024, the National Association of Realtors (NAR) dropped a statistic that should make every consumer pause and ask some hard questions: 74% of licensed Realtors nationwide did not sell a single home last year.

Read that again. Nearly three out of four agents carried the title "Realtor" without helping a single buyer or seller achieve their real estate goals. They paid their dues and kept their license, but they didn't do the work.

The McDonald's Test: A Lesson in Accountability

To grasp the true absurdity of this number, let's borrow a page from a business legend: Ray Kroc and McDonald's.

Imagine if 74% of McDonald's franchises across the country failed to sell a single hamburger, or even turn a profit, in a given year.

Would Ray Kroc, the visionary who built that global empire on consistency, quality, and rigorous training, allow those stores to keep their golden arches? Absolutely not.

Licenses would be revoked, standards would be enforced, and accountability would be immediate. Why? Because that level of failure damages the brand and betrays the customer. If you go to a McDonald's, you expect a consistent, high-quality experience. The public trusts the system because performance is mandatory.

The real estate industry is arguably more important to an individual's financial health, yet the standard seems far lower. The "Ray Kroc Lesson" is simple: holding a title should represent a commitment to measurable, consistent results, not just paying an annual fee.

The Hidden Cost of Inactivity

When the majority of professionals in a field aren't actively practicing their craft, the consequences ripple out and ultimately land squarely on you, the consumer.

1. You Pay the Price for Inexperience

Buying or selling is complicated. It requires up-to-the-minute market knowledge, sharp negotiation skills, and the practiced eye to spot potential pitfalls in a contract. An agent who never practices—or only treats real estate as a "side hustle"—simply cannot offer the expertise you deserve. You risk a slow sale, a low offer, or even a costly mistake because your guide's skills are rusty or non-existent.

2. Dedicated Professionals Suffer

There are thousands of dedicated, full-time Realtors who treat their job as a profession, not a pastime. They are the ones putting in the 60-hour weeks, mastering contract law, and getting clients exactly what they need. Their reputation is unfairly damaged when the public lumps them in with the three out of four agents who are inactive. The overall credibility of the profession is diluted.

3. Standards Are Lowered

Just as unprofitable franchises drag down a brand, non-practicing agents weaken the value of the "Realtor" designation. If the barrier to entry is just a license and annual dues, and not actual performance, the designation begins to lose its meaning.

Demand Excellence: How to Vet Your Agent

This startling statistic is not a call to abandon Realtors; it's a wake-up call to be an informed, demanding client.

The stakes are too high to settle for less than a true professional. The next time you interview a real estate agent, look beyond the slick headshot and ask these penetrating questions:

Real estate, just like a global franchise, thrives on professionalism and accountability. When 74% of the industry isn't producing, it signals a failure of standards. Consumers deserve better, and the industry must hold itself to a higher bar.

Just as Ray Kroc demanded results for McDonald's, homeowners and buyers should demand the same commitment, expertise, and measurable results from their real estate professionals.

It's your money, your home, and your peace of mind. Demand the pro.