1. Learn. Live. Lead. Life-long Learning and Real Estate Success Jessica Lautz November 9, 2013

2. Firm Provides Training Programs 2013 Profile of Real Estate Firms

3. Training and Education Required by Firm 2013 Profile of Real Estate Firms New Sales Agents Experienced Sales AgentsOther Staff Zero hours20%19%48% 1 to 10122421 11 to 20182814 21 to 40252012 41 to 801775 81 to 100511 100 or more hours411 Median (hours)21122

4. Training Resources Used All Firms One office Two offices Three offices Four or more offices Private education or training providers61% 63%64%68% Courses and training through the National Association of REALTORS®5154454044 Fellow real estate professionals4846545864 Franchise2419384250 REALTOR® University2021161914 Local college or university11128119 2013 Profile of Real Estate Firms

5. Certifications and Designations in Real Estate 2013 Profile of Real Estate Firms

6. Firm’s Reimbursement Of Educational Activities Full reimbursement Partial reimbursement No reimbursement Continuing education to maintain real estate license9%10%81% Real estate sales training81676 Obtaining a designation in real estate81479 Pre-license training71182 Obtaining a certification in real estate71381 Vocational educational programs3593 College degree programs2494 2013 Profile of Real Estate Firms

7. Educational Attainment by Members DegreesMemberCommercial Member High school graduate9%5% Some college/Associate’s Degree4131 Bachelor’s Degree3035 Some graduate school810 Graduate Degree1320 2013 Member Profile and 2013 Commercial Member Profile

8. Typical Work Week Typical member works 40 hours a week in real estate –Managers/appraisers typically 50 hours 77% real estate is the only occupation –65% w/2 years or less experience –83% of those with 16 years or more 47% real estate is primary source of income for household –64% who work 40+ hours a week –21% who work -40 hours a week 2013 Member Profile

9. Gross Annual Income, 2001-2012 2013 Member Profile

10. Distribution of Income Gross Income: Before taxes and expenses ALL REALTORS® Broker- Owner (without selling) Broker- Owner (with selling) Associate Broker Manager (without selling) Manager (with sellling) Sales AgentAppraiser Less than $10,00018% 13%15%8%5%22%2% $10,000 to $24,999157101406186 $25,000 to $34,99910 7 98 5 $35,000 to $49,9991210 156171215 $50,000 to $74,99914916 19221222 $75,000 to $99,999107131128159 $100,000 to $149,9999111472216920 $150,000 to $199,99957952448 $200,000 to $249,99923325424 $250,000 or more417651534 Median$43,500$62,800$66,300$46,100$81,900$66,600$35,700$76,200

11. Gross Annual Income by Hours Worked, 2012 2013 Member Profile

12. Gross Annual Income by Experience, 2012 2013 Member Profile

13. Years of Experience in Real Estate 2013 Member Profile

14. Age Rising 2013 Member Profile

15. Word of Mouth Business 42% of member business is from referrals and repeat clients 54% of buyers and 64% of sellers used an agent that was referred to them or they had worked with before 66% of buyers and sellers only contacted 1 agent More then 8 in 10 buyers and sellers would recommend their agent or use again 2013 Profile of Home Buyers and Sellers

16. Agent Use By Buyer High and Growing 2013 Profile of Home Buyers and Sellers

17. How Seller Sold Home 1991-2013

18. What Buyers Want Most From Their Agent 2013 Profile of Home Buyers and Sellers

19. What Sellers Want Most From Their Agent Help seller market home to potential buyers Help sell home within specific timeframe Help price the home competitively Help find a buyer for the home 2013 Profile of Home Buyers and Sellers