Too many real estate professionals fall into the trap of believing that more deals automatically means more success. They use production numbers as the ultimate yardstick. If you closed 5 transactions while another agent closed 25, the assumption is that the second agent must be better, smarter, or more talented. But real estate is far more complex than a scoreboard of deals closed, and judging others based solely on volume ignores the reality that every agent has different goals, strengths, markets, and definitions of success.
The Volume-Driven Mindset
Deal count and annual production can be intoxicating metrics. They’re easy to measure, easy to brag about, and easy to post online. Social media is full of “just sold” graphics, leaderboard updates, and yearly recap posts that frame success as a simple equation: more deals = more credibility.
But here’s the problem: numbers don’t tell the whole story. An agent doing five $2 million transactions might generate more income — and deliver just as much value — as an agent doing 25 $200,000 transactions. Yet in the eyes of a culture obsessed with volume, the agent with fewer deals risks being looked down upon.
How Agents Use Numbers to Judge Each Other
In many brokerages and agent circles, deal count becomes a tool for comparison and status. Agents may:
Boast about hitting production milestones.
Dismiss or talk down to agents with lower numbers.
Use volume as proof of expertise, regardless of actual client satisfaction.
Subtly (or not so subtly) suggest that lower-producing agents don’t belong in the same conversation.
This atmosphere fosters insecurity among new or slower-growing agents and inflates egos among those producing at higher levels. But the reality is, high volume doesn’t always equal better service, and lower volume doesn’t always signal failure.
The Hidden Costs of the Deal-Count Obsession
The culture of judging agents by production can create damaging ripple effects:
Burnout – Agents push themselves to chase volume at the expense of balance and health.
Misaligned goals – Realtors may feel forced to scale when they would rather run lean, client-focused businesses.
Toxic competition – Instead of collaboration, agents treat each other as rivals, tearing others down to elevate themselves.
Devalued service – Quality client care takes a back seat to quantity-driven bragging rights.
This is not sustainable for the industry. Clients don’t hire an agent because they’re number one on a leaderboard. They hire an agent they trust, who communicates effectively, and who can guide them through one of the most important decisions of their lives.
Rethinking Success in Real Estate
The truth is, success looks different for every agent. Some thrive on high volume and large teams, building businesses designed to handle dozens of deals at once. Others prefer boutique practices, serving fewer clients at a higher price point or with a more personal, hands-on approach. Both models can be equally successful — depending on the agent’s goals, lifestyle, and market.
Tim Garrity’s perspective challenges the assumption that volume alone should define worth. Real estate should not be about making other agents feel “less than” because they do fewer deals. It should be about building careers that align with individual strengths and creating meaningful client experiences.
The Ego Factor
Why does deal count matter so much among agents? Ego. Production numbers become a way to posture, to elevate oneself above others. By pointing to volume as proof of superiority, some agents create a false sense of hierarchy. But ego-driven posturing is short-sighted. Clients rarely care about how many deals their agent closed last year — they care about how their own deal is being handled today.
Moving Beyond the Numbers Game
For the industry to thrive, agents need to shift away from comparing themselves based solely on volume. Instead, focus on:
Client outcomes – Did you deliver results and satisfaction?
Professional growth – Are you developing skills and strategies that make you better year after year?
Personal alignment – Does your business model support the lifestyle you want to live?
Collaboration – Are you building positive relationships with peers that make transactions smoother for everyone?
Agents who step out of the volume race and redefine success for themselves are not only more fulfilled — they’re also more resilient. They build careers on strong foundations, not fragile egos.