2003 NAR Member Profile $35 $35

NAR Membership 1,200,000 The worlds largest Trade Organization

Typical REALTOR® 51 year old married female Has higher education Owns a home Affiliated with independently owned non franchised firm Works 40 hours per week Averages 13 sides per year Gross income of $52,200

Demographic Characteristics of REALTORS®

55% are female 52% of Brokers are female –1978 only 21% female Average age 51 –1978 average age 42 73% married

Income $52,200 income –25% over $100,000 Median household annual income of $100,400 –138% higher than the median household income in the US

91% of REALTORS own a home –68% of US owns home 90% have education beyond high school 15% fluent in second language

Business Characteristics

Years of Experience 13 years Median 24% have 16 – 25 years experience 15% have 26 – 39 years experience 19% have 6 – 10 years experience

Agents Income increases with years of experience

Hours Worked hours per week hours per week hours per week

Income by hours worked per week $ 32,300 for 20 hours $ 43,700 for hours $ 61,200 for 40 – 59 hours $105,300 for 60+ hours

73% percentage commission split 20% on 100% 2% Commission plus share of profits 2% Salary plus share of profits

13 Sides and 1.8 million is median sales volume

Average REALTOR spent $6,900 or 13% of income on technology, professional development, administration and marketing. $1,200 on promotion and marketing

The average realtor spent $700 on professional development and $900 on technology

79% of REALTORS have no assistant 15% HAVE 1 assistant 4% have 2 assistants

Professional Designations 12% - Accredited Buyer Representative 1% - Certified Commercial Investment Member 2% - Certified Real Estate Brokerage Manager 10% - Certified Residential Specialist 3% - ePro Internet Certification 19% - Graduate REALTOR Institute

Office Affiliation

51% Independent Non franchised Company 31% Independent Franchised Company 14% Frachised subsidary of National or Regional Corporation 4% Non Frachised Subsidary of National or Regional Corporation

Median Gross income by number Sales agents in firm $56,6001 – 5 $47,7006 – 25 $52,00026 – 50 $55,70051 – 100 $53, $50, – 999 $50,

91% of agents are independent Contractors 9% are Employees

The average agent has been with their current firm for 3 years

Benefits provided through firm 71% Errors and ommissions 12% Health Insurance 8% Pension - SEP – 401(K) 7% Paid vacation 7% Life Insurance 6% Dental insurance 5% Disability Insurance 4% Vision Care

Technology

What technology Agents use 91%Cell Phone 80% 50% Digital Camera 5% Wireless Internet

Frequency of communication by with clients 6% Never 17%> 10% 19%10 – 25% 22%26 – 50% 36%More than 50%

Use of Software 89% MLS 69% CMA 51%Document Prep 34%Contact Management 32%Graphics – Presentaion 16%Transaction Management 15%Loan Analysis 15%Customer Relationship Management 8%Property Management

46% of agents have a web site that is not part of their firms web site. 87% of firms have a web site

In 2002 Business Generated by Web Site 34%None 36%10% or less 15%11 – 25% 6%26 – 33% 3%34 – 50% 2%51 – 67%

Where REALTORS place their listings 84% REALTOR.com 83%Firm Web Site 69%Local REALTOR Association Site 51%Fracnhiser’s Web Site 50%Personal Web Site 36%Local Newspaper 36%Local Real Estae Magazine 31%IDX Broker Reciprocity 22%Yahoo! Real Estate 10%MSN

The share of REALTORS posting listings on their personal Web site doubled from 25% in 2001 to 50% in 2003

Prior Full Time Careers 19% Other 15% Sales 14% Other Professional 13% Management 9% Administration 6% Education 6% None 5% Homemaker