The market is active. Homes are selling. So why are some agents making less money than before? The answer might surprise you — it has nothing to do with the market.
The empty office problem
Picture a nice real estate office. Nice desks. Good lighting. A sign on the wall that says “Closed Deals.” But the chairs are empty. Nobody comes in. And for a lot of agents, the paychecks have gotten smaller too.
This has been a real pattern since 2020. Many agents stopped going into the office. They stayed home. But here is the thing — the market did not slow down for everyone. Some agents kept selling. Others did not. What was the difference?
“When there are fewer market opportunities, some people leave the business.” — NAR Chief Economist Lawrence Yun (NAR, 2025)
The number one reason many agents are not closing deals like they used to? They stopped showing up. Not in a complicated way. No fancy skill is needed. Just being present — for clients, for the community, for the work — makes a huge difference.
What the numbers say about the Carolina markets
Here in North Carolina and South Carolina, the real estate market is very much alive. Prices are still going up. New people are still moving in every day. There are real deals to be made.
$360K
NC median home price (Feb 2026, NC REALTORS®)
+11%
NC inventory growth year-over-year (NC REALTORS®, 2026)
$4.2B
SC short-term rental economic impact per year (SC REALTORS®, 2023)
Top 10
Greenville-Anderson, SC named a top U.S. hot spot by NAR (2025)
According to NC REALTORS®, North Carolina’s inventory rose 11% year-over-year as of early 2026, and the median sales price reached $360,000. That means more listings, more buyers, and more chances for agents who are actively working the market.
In South Carolina, the National Association of REALTORS® named Greenville-Anderson one of the top 10 real estate hot spots in the country for 2025. The Charlotte-Concord-Gastonia area — which covers both Carolinas — also made that list. These are growing markets full of opportunity.
So why are some agents falling behind?
NAR’s 2025 Member Profile found that the typical REALTOR® completed just 10 transaction sides in 2024. The median gross income rose to $58,100 — but those numbers are averages. Many agents earn far less. Some earn almost nothing.
The agents who are doing well have one thing in common: they show up. They call clients. They go to community events. They meet people face-to-face. They follow up. They are present in their market every single day.
The agents who are struggling often do not do those things. They wait for the phone to ring. They hope the internet will do the work for them. But real estate has always been a people business — and people want to work with agents they know and trust.
The NAR Code of Ethics requires REALTORS® to “protect and promote the interests of their client.” That starts with actually being there for them — not just when it is easy, but every step of the way. (NAR Code of Ethics, 2026)
Simple habits that make a big difference
You do not need to be a superstar to do well in the Carolina real estate market right now. You just need to be consistent. Here are habits that top-producing agents in NC and SC use every day:
- Show up in person. Meet buyers and sellers face-to-face when you can. Open houses, neighborhood events, and local networking groups all help you build real connections.
- Follow up fast. When someone reaches out, respond quickly. A study by NAR found that buyers and sellers often choose the first agent who gets back to them.
- Know your local market. In NC, cities like Charlotte, Raleigh, and Asheville each have different price trends and buyer needs. In SC, Myrtle Beach, Charleston, and Greenville have different dynamics too. Know your area well.
- Stay informed about new rules. NAR’s business practice changes that took effect in August 2024 changed how buyer agent compensation works. Agents who understand the new rules can explain them clearly to clients — and that builds trust.
- Use a buyer agreement. Written buyer representation agreements are now required before touring homes. NC has had this practice since the 1990s, so Carolina agents have an advantage here.
- Build community ties. Sponsor a local event. Join a neighborhood Facebook group. Be the person people think of when they say, “I know a great real estate agent.”
What NAR says about staying professional
The National Association of REALTORS® has a clear Code of Ethics that all REALTORS® must follow. It covers how to treat clients honestly, how to work with other agents, and how to handle compensation. REALTORS® are required to complete ethics training every three years.
One key rule: broker compensation is not set by law and is fully negotiable. Agents must be upfront with clients about how they are paid. This kind of honesty is not just required — it builds the kind of trust that leads to referrals and repeat business.
All REALTORS® must avoid “exaggeration, misrepresentation or concealment of the facts.” This means being truthful about home values, market conditions, and your own experience — especially important in fast-moving Carolina markets. (NAR Code of Ethics, 2026)
The bottom line for Carolina agents
The Carolinas are among the best places in the country to be a real estate agent right now. North Carolina’s inventory is growing. South Carolina keeps attracting new residents. Charlotte, Raleigh, Asheville, Greenville, Charleston, Myrtle Beach — these markets are full of buyers and sellers who need good agents.
The agents who will win are the ones who show up. Not just online — but in person, in their communities, at their desks, and on the phone with clients who need them.
No special skill required. Just consistency. Just showing up.