1. 2003 NAR Member Profile $35 $35

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

3. 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

4. Demographic Characteristics of REALTORS®

5. 55% are female 52% of Brokers are female –1978 only 21% female Average age 51 –1978 average age 42 73% married

6. 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

7. 91% of REALTORS own a home –68% of US owns home 90% have education beyond high school 15% fluent in second language

8. Business Characteristics

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

10. Agents Income increases with years of experience

11. Hours Worked 1999 45 hours per week 2001 43 hours per week 2003 40 hours per week

12. Income by hours worked per week $ 32,300 for 20 hours $ 43,700 for 20 -39 hours $ 61,200 for 40 – 59 hours $105,300 for 60+ hours

13. 73% percentage commission split 20% on 100% 2% Commission plus share of profits 2% Salary plus share of profits

14. 13 Sides and 1.8 million is median sales volume

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

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

17. 79% of REALTORS have no assistant 15% HAVE 1 assistant 4% have 2 assistants

18. 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

19. Office Affiliation

20. 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

21. Median Gross income by number Sales agents in firm $56,6001 – 5 $47,7006 – 25 $52,00026 – 50 $55,70051 – 100 $53,000101-500 $50,400501 – 999 $50,6001000+

22. 91% of agents are independent Contractors 9% are Employees

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

24. 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

25. Technology

26. What technology Agents use 91%Cell Phone 80%E-Mail 50% Digital Camera 5% Wireless Internet

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

28. 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

29. 46% of agents have a web site that is not part of their firms web site. 87% of firms have a web site

30. 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%

31. 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

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

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