'80% of Agents Will Never Use Tech,' Says First Team CEO, Revealing Surprising Success Without Digital Tools

Written by:

Steve Marcinuk

Date:

02 Jul 2025

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While real estate technology companies tout digital solutions as essential for agent success, Michele Harrington, CEO of First Team Real Estate, presents a contrasting reality: many top-producing agents still rely on basic tools like spreadsheets, challenging conventional wisdom about technology adoption in real estate.

The Technology Adoption Gap

“In reality, 80% of agents are never going to use tech,” Harrington says, citing internal data that reveals surprisingly low engagement with digital platforms. “When we have tech platforms and we can look at usage rates, they’re not great… out of 2,000 agents, 600 had logged in in the past 90 days.”

This revelation challenges the industry narrative that comprehensive technology adoption is crucial for success. According to Harrington, “We have a lot of extremely successful, multi million dollar GCI agents every year that just use a spreadsheet.”

Demographics and Traditional Methods

The industry’s age demographics play a significant role in technology adoption patterns. “You got to think our industry is still an older industry… I think the average agent is like 55 or 60,” Harrington explains. “They’re not necessarily going to adopt new technology. They’re going to do things the way they’ve done it.”

These experienced agents often rely on traditional methods – direct mail, neighborhood walking, and personal relationships – to maintain successful businesses.

The Human Element in Agent Success

Harrington argues that personal development and coaching matter more than technology adoption. “It’s really coaching them to be a better person… a better agent, a better leader in their community, a better wife, mother, father,” she says, emphasizing a holistic approach to agent support.

“Technology is great, but it’s not going to really change. It’s just going to make you more efficient. It’s not going to make you rich,” Harrington states. “Nothing changes everything. The only thing that’s going to change everything is you changing.”

The Solution: Balanced Support Systems

First Team’s approach focuses on providing both technological resources and comprehensive personal development support. While maintaining modern digital tools for agents who want them, the brokerage emphasizes coaching and holistic growth.

This balanced strategy suggests the industry might benefit from reconsidering its heavy emphasis on technology adoption, recognizing that traditional methods and personal development remain crucial elements of real estate success.