Agent production data comes from recorded sales and MLS records. Read it in three layers: how much the agent closes, which side they represent, and who finances their buyers. Together those tell you whether an agent is a realistic partner, not just a busy one.
Deals and volume
Transaction count shows how often an agent closes; volume shows the dollar value. Two agents with 40 deals can look very different if one sells $250,000 condos and the other $1.2 million homes. Average sale price tells you which loan programs and buyer profiles fit them.
Buy side, listing side and double side
- Buy side: the agent represented the buyer. These deals matter most to a loan officer, because the buyer chooses financing.
- Listing side: the agent represented the seller. Useful for listing alerts and future move-up buyers, less for direct referrals.
- Double side: the agent represented both. Count it once in your head; it shows market presence more than buyer volume.
Lender and loan officer share
The most useful view for a loan officer is who financed the agent’s buyers. If one lender appears on most buy-side deals, the agent likely has a preferred partner. If financing is spread across many lenders, there is room for a new relationship.
What production data can’t tell you
- Cash deals have no lender, so some buyers won’t show financing.
- Some states don’t disclose sale prices, so volume may be incomplete there.
- Recent closings can take weeks to appear in public records.
- Data shows who financed a loan, not why the buyer chose them.
Use the numbers to choose who to call and what to ask, then let the conversation fill in the rest.
A quick checklist before you reach out
- Is the agent consistently active over the last 12 months?
- Are most of their deals buy side, or listings?
- Do their price ranges match the loans you do best?
- Is their financing concentrated with one lender, or spread out?
- What specific detail will you mention in your first message?
Broker Partner shows each of these on one agent profile, with charts by month and every financed deal listed. See how Broker Partner works.
Keep learning
Continue with the next Broker Partner guide. Real estate agent outreach emails that get replies