1. 2012 MEMBER PROFILE- CALIFORNIA REPORT

2. Business Characteristics of CA Members

3. SOURCE: CALIFORNIA ASSOCIATION OF REALTORS® Years in Business By Function *Non-selling

4. Business Characteristics of CA Members REALTORS® BY TYPE OF LICENSE (Percent of Respondents)

5. Business Characteristics of CA Members Secondary Business Specialty of REALTORS® (Percent of Respondents)

6. Business Characteristics of CA Members Primary Business Specialty of Sales Agents (Percentage Distribution)

7. Business Characteristics of CA Members Percent of Income from Real Estate Specialty Percentage Distribution

8. Business Characteristics of CA Members REALTOR’S® Firm Web Presence (Percentage Distribution)

9. Business Characteristics of CA Members

10. Active Use of Social or Professional Networking Websites (Percentage Distribution)

11. Business Characteristics of CA Members

12. Real Estate Blogs (Percent Distribution) AGE ALL REALTORS® 29 or younger30 to 3940 to 4950 to 5960 or older Have a blog 13% 20%19%12%13%12% Do not have a blog 75% 40%72%74% 78% Do not have a blog, but plan to in the future 12% 40%9%15%12%8%

13. Business Characteristics of CA Members

15. Will Remain Active As A Real Estate Professional During The Next Two Years (Percent Distribution) Licensed AsReal Estate Experience Broker/Broker Associate Sales Agent 2 yrs. or less 3 to 5 yrs. 6 to 15 yrs. 16 yrs. or more Very Certain 85%80%70%81%82%85% Somewhat Certain 12%14%20%13%14%10% Not Certain3%6%10%6%4%5%

16. Business Activity of CA Members

18. Number of Transaction Sides or Commercial Deals, By Specialty in 2011 (Percentage Distribution) ALL REALTORS® Broker/ Broker Associate Sales Agent Commercial Specialists CAUSCAUSCAUSCAUS 0 transactions 10%6%7%4%11%8%18%9% 1 to 5 transactions 28%27%26%23%30%29%18%34% 6 to 10 transactions 24%21%18%20%26%22%36%23% 11 to 15 transactions 15% 20%16%12%15%9%8% 16 to 20 transactions 7%10%9%10%7%10%*8% 21 to 50 transactions 14%18%17%21%13%15%18%16% 51 transactions or more 2%4% 5%2% *3% Median (transactions) 810 127888

19. Business Activity of CA Members Number of Transaction Sides or Commercial Deal in 2011, By Experience in 2011 (Percentage Distribution) 2 years or less3 to 5 years6 to 15 years16 years or more CAUSCAUSCAUSCAUS 0 transactions 36%17%13%5%8%5%6%5% 1 to 5 transactions 50%51%53%34%28%24% 22% 6 to 10 transactions 9%14%11%22%25%22%25%21% 11 to 15 transactions 2%11%6%15% 16%17%16% 16 to 20 transactions 2%6%*10%9%11%8%10% 21 to 50 transactions *2%15%13%14%20%16%21% 51 transactions or more **2%1%2%3%4%6% Median (transactions) 1348810 12 *Less than 1%

20. Business Activity of CA Members Number of Transaction Sides Involving Properties in Foreclosure in 2011 (Percentage Distribution) ALL REALTORS® Broker/ Broker Associate Sales Agent CAUSCAUSCAUS 0 transactions 37%44%32%41%39%45% 1 to 5 transactions 41%40%41% 40% 6 to 10 transactions 11%9%12%9%11%8% 11 to 15 transactions 3% 1%2%4%3% 16 to 20 transactions 2% 3%2% 1% 21 transactions or more 6%3%12%5%3%2% Median (transactions) 314141 *Less than 1%

21. Business Activity of CA Members Number of Transaction Sides Involving Properties in Foreclosure, By Experience in 2011 (Percentage Distribution) 2 years or less3 to 5 years6 to 15 years16 years or more 0 transactions 70%47%31%37% 1 to 5 transactions 23%33%45%43% 6 to 10 transactions 7%9%14%8% 11 to 15 transactions *2%4%3% 16 to 20 transactions *2%1%3% 21 transactions or more *7%5%7% Median (transactions) *144 *Less than 1%

22. Business Activity of CA Members Number of Short Sale Transactions, By Residential Specialty in 2011 (Percentage Distribution) ALL REALTORS® Broker/ Broker Associate Sales Agent CAUSCAUSCAUS 0 transactions 30%49%29%49%29%49% 1 to 5 transactions 55%43%55%43%55%42% 6 to 10 transactions 10%5%11%5%10%5% 11 to 15 transactions 2%3%2%3% 16 to 20 transactions 2%# # # 21 transactions or more 1%#7%#0%# Median (transactions) 21414 1 *Less than 1%

23. Business Activity of CA Members Number of Short Sale Transactions, By Experience, 2011 (Percentage Distribution) 2 years or less3 to 5 years6 to 15 years 16 years or more 0 transactions 56%30%25%33% 1 to 5 transactions 44%59%54%56% 6 to 10 transactions *7%13%9% 11 to 15 transactions *5%3%1% 16 to 20 transactions **4%1% 21 transactions or more **1% Median (transactions) *454 *Less than 1%

24. Business Activity of CA Members The Most Important Factor Limiting Potential Clients in Completing a Transaction (Percentage Distribution)

25. Business Activity of CA Members BROKERAGE: SALES VOLUME, BY EXPERIENCE, 2011 (Percentage Distribution) ALL REALTORS® 2 years or less 3 to 5 years 6 to 15 years 16 years or more Less than $500,00033%76%45%33%28% $500,000 to under $1 million 9917108 $1 to under $1.5 million87988 $1.5 to under $2 million929910 $2 to under $3 million82489 $3 to under $4 million82497 $4 to under $5 million62258 $5 to under $6 million5*245 $6 to under $7 million3**43 $7 to under $8 million2*222 $8 to under $10 million3**35 $10 million or more6*658 Median (millions)$1.6$0.3$0.7$1.5$2.0 *Less than 1%

26. Business Activity of CA Members

27. BUSINESS ORIGINATED FROM AN OPEN HOUSE, BY SPECIALTY, 2011 (Percentage Distribution)

28. Business Activity of CA Members BUSINESS GENERATED FROM AN OPEN HOUSE BY REAL ESTATE EXPERIENCE (Percentage Distributions of a “Yes” Response) 2 yrs. or less 3 to 5 yrs. 6 to 15 yrs. 16 yrs. or more Did you generate business from an open house? 43%44%49%47%

29. Business Activity of CA Members SHARE OF BUSINESS FROM PAST CONSUMERS AND CLIENTS, BY PRIMARY REAL ESTATE SPECIALTY, 2011 (Percentage Distribution) APPRAISALBROKERAGE PROPERTY MANAGEMENT ALL REALTORS ® ResidentialCommercialResidentialCommercialResidentialCommercial Median 20%21%*19%18%76%61% *Less than 1%

30. Business Activity of CA Members

31. Business Generated From REALTOR® Website in 2011 (Percentage Distribution)

32. Business Activity of CA Members Repeat Business From Past Consumers and Clients, by Experience, 2011 (Percent Distribution)

33. Business Characteristics & Activity of REALTORS® Characteristics (Percent of REALTORS® in the category) Years of Experience Median11 yrs. 2 years or less9% 3 to 5 years11% 6 to 15 years41% 16 years or more39% Type of License Broker26% Broker Associate12% Sales Agent65% Appraiser0% Other0% Technology Have a website86% Have a Real Estate Blog13% Will remain active as a real estate professional in the next two years Very certain82% Somewhat certain13% Not certain5% Business Activity Median hours worked per week40 hrs. Brokerage Transactions8 Median Number of Transactions Median Number of Transactions Involving Foreclosure3 Median Number of Transactions Involving Short sale2 Median sales volume (millions)$1.6 million Percent of repeat business from past consumers and clients (median)20% Percent of business through referrals from past consumers and clients (median)23% Affiliation with Firm (Percent of REALTORS® in the category) Independent Contractor64% Employee32% Other4% Median size of firm, by number of brokers and agents32% Tenure at firm (median years)5%

34. Business Characteristics & Activity of REALTORS® Characteristics (Percent of US REALTORS® in the category) Years of Experience Median13 yrs. 2 years or less8% 3 to 5 years10% 6 to 15 years39% 16 years or more43% Type of License Broker29% Broker Associate13% Sales Agent65% Appraiser0% Other0% Technology Have a website94% Have a Real Estate Blog15% Will remain active as a real estate professional in the next two years Very certain82% Somewhat certain12% Not certain6% Business Activity Median hours worked per week40 hrs. Brokerage Transactions8 Median Number of Transactions Median Number of Transactions Involving Foreclosure3 Median Number of Transactions Involving Short sale2 Median sales volume (millions)$1.6 million Percent of repeat business from past consumers and clients (median)20% Percent of business through referrals from past consumers and clients (median)23% Affiliation with Firm (Percent of REALTORS® in the category) Independent Contractor64% Employee32% Other4% Median size of firm, by number of brokers and agents32% Tenure at firm (median years)5%

35. Income and Expenses

36. Annual Income of Realtors®, 2011 (Percentage Distribution)

37. Income and Expenses Annual Income of REALTORS®, By Experience, 2011 (Percentage Distribution) Gross Income: Before taxes and expenses ALL REALTORS® 2 years or less 3 to 5 years6 to 15 years 16 years or more Less than $10,000 18%64%29%11%10% $10,000 to $24,999 1413151710 $25,000 to $34,999 979811 $35,000 to $49,999 118131112 $50,000 to $74,999 12371711 $75,000 to $99,999 1031311 $100,000 to $149,999 12*7 15 $150,000 to $199,999 7*489 $200,000 to $249,999 3*124 $250,000 or more 52138 Median $48,200$7,800$32,500$54,600$68,700 *Less than 1%

38. Income and Expenses ANNUAL INCOME OF REALTORS® (Gross Income: Before taxes and expenses) By MAIN FUNCTION, 2011 (Percentage Distribution) ALL REALTORS® Broker-Owner (without selling) Broker-Owner (with selling) Associate Broker Manager (without selling) Manager (with selling) Sales Agent Less than $10,000 17.733%7%16%*6%21% $10,000 to $24,999 13.5*10%7%25%13%15% $25,000 to $34,999 9.1*9%14%25%13%8% $35,000 to $49,999 1133%10%12%*13%10% $50,000 to $74,999 12.3*9%12%*13%14% $75,000 to $99,999 10.4*15%19%*6%9% $100,000 to $149,999 11.8*13%7%*6%13% $150,000 to $199,999 733%16%5%*13%5% $200,000 to $249,999 2.7*4%2%25%13%2% $250,000 or more 4.6*7%5%25%6%3% Median $48,200$42,500$82,200$ 52,400$35,000$62,400$42,900

39. Income and Expenses

40. Business Expenses of REALTORS®, By License Type, 2011 (Median Values) ALL REALTORS® Broker/ Broker Associate Sales Agent BUSINESS USE OF VEHICLE EXPENSE $2,070$2,770$1,770 AFFINITY/REFERRAL RELATIONSHIP EXPENSES $20$70* ADMINISTRATIVE EXPENSES $940$1,220$830 MARKETING OF SERVICES EXPENSES $720$880$630 PROFESSIONAL DEVELOPMENT EXPENSES $710$740$690 BUSINESS PROMOTION EXPENSE $770$880$720 TECHNOLOGY PRODUCTS AND SERVICES EXPENSES $780$890$710 *Less than 1%

41. Income and Expenses Business Expenses of REALTORS®, By Main Function, 2011 (Median Values) Broker- Owner (without selling) Broker- Owner (with selling) Associate Broker Manager (without selling) Manager (with selling) Sales Agent BUSINESS USE OF VEHICLE EXPENSE $3,750$2,250$4,110$2,000$3,120$1,930 AFFINITY/REFERRAL RELATIONSHIP EXPENSES *$70$500**$90 ADMINISTRATIVE EXPENSES $12,000$1,290$1,000$2,000$750$880 MARKETING OF SERVICES EXPENSES $750 $1,180$750$460$720 PROFESSIONAL DEVELOPMENT EXPENSES $750$670$770$1,750$750$700 BUSINESS PROMOTION EXPENSE *$870$1,130$630$380$770 TECHNOLOGY PRODUCTS AND SERVICES EXPENSES $630$910$1,050$1,250$460$740

42. Office and Firm Affiliation of REALTORS ®

43. Firm Affiliation of all REALTORS® (Percentage Distribution)

44. Office and Firm Affiliation of REALTORS ® REALTOR® Affiliation with Firms (Percentage Distribution)

45. Office and Firm Affiliation of REALTORS ® Median Size of Firm By Number of Commercial and Residential Brokers and Agents

46. Office and Firm Affiliation of REALTORS® Size of firm, by number of commercial and residential brokers and agents

47. Office and Firm Affiliation of REALTORS®

49. TENURE OF CA REALTORS ® AT THEIR PRESENT FIRM (Percentage Distribution) MAIN FUNCTION IN FIRM All REALTORS® Broker- Owner (no selling) Broker- Owner (with selling) Associate Broker Manager (without selling) Manager (with selling) Sales Agent 1 yr. or less16%*8%9%25%*20% 2 yrs.11%*8%6%25%8%13% 3 yrs.12%*11%21%*17%11% 4 yrs.9%*11%6%*17%10% 5 yrs.7%33%4%6%25%*7% 6 to 11 yrs.23%*20%24%25%50%23% 12 yrs. or more 23%67%38%29%*8%17% Median (yrs.) 51266464 *Less than 1%

50. Office and Firm Affiliation of REALTORS ® Benefits Received Through Firm

51. Demographic Characteristics

52. Gender of REALTORS®, By Function (Percentage Distribution)

53. Demographic Characteristics GENDER OF REALTORS®, By Main Function in Firm 2011 (Percentage Distribution) Broker- Owner (without selling) Broker- Owner (with selling) Associate Broker Manager (without selling) Manager (with selling) Sales AgentAppraiser CAUSCAUSCAUSCAUSCAUSCAUSCAUS Male 100 % 69%64%53%57%40%75%40%53%49%34%35%*62% Female*3236474460256047516665*38 *Less than 1% GENDER OF REALTORS®, By Type of License 2011 (Percentage Distribution) All REALTORS ® Brokers/ Broker Associates Sales Agents CAUSCAUSCAUS Male42%40%56%45%34%35% Female58%61%44%55%66%65%

54. Demographic Characteristics Formal Education of REALTORS® (Percentage Distribution)

55. Demographic Characteristics Prior Full-Time Careers of REALTORS® (Percent Distribution)

56. Demographic Characteristics Real Estate is Only Occupation (Percent “Yes”)

57. Demographic Characteristics REAL ESTATE INVESTMENTS OF REALTORS ® (Percentage Distribution) All REALTORS ® Vacation Homes None87% One7 Two2 Three or more5 Residential Properties (except primary residence and vacation homes) None52% One20 Two27 Three or more2 Commercial Properties None53% One10 Two25 Three or more12

58. Demographic Characteristics Racial and Ethnic Distribution of REALTORS® (Percentage of Respondents)

59. Demographics of A Typical CA REALTOR ® Percent of REALTORS ® in the category All REALTORS® Gender of REALTOR® Male 42% Female 58% Age Median Age 55 39 or younger 13% 40 to 59 49% 60 or older 38% Education: Bachelor's degree or higher 49% Real estate is only occupation 81% Marital Status 71% Married Race/Ethnicity White 76% Hispanic/Latino 13% Black/African American 3% Asian/Pacific Islander 7% American Indian/Eskimo/Aleut 1% Other 3% Homeownership rate 81% Real Estate Investments At least one vacaction home 14% At least one property 49% At least one commercial property 47% Fluent in other language 14% Country of birth US 81% Outside of US 19%