3. Business Characteristics

5. Primary Specialty Area

6. Secondary Specialty Area

7. Years of Experience in Real Estate

8. Number of Personal Assistants ALL REALTORS® Broker-Owner (without selling) Broker-Owner (with selling) Associate Broker Manager (without selling) Manager (with sellling) Sales Agent None 83% 64% 70% 82% 71% 73% 87% One 14 32 24 15 16 18 11 Two 2 3 4 2 2 6 1 Three or more 1 2 2 1 10 2 0

10. Will Remain Active in Real Estate for Two More Years by Experience All Members 2 years or less 3 to 5 years 6 to 15 years 16 years or more Very certain 74% 69% 72% 75% 76% Somewhat certain 18 23 20 17 17 Not certain 8 8 8 8 7

11. Business Activity

12. Business Activity 2009 Survey 2010 Survey Properties appraised 200 200 Transaction sides 7 7 Percent of members who had a transaction involving a foreclosure 41% 48% Percent of members who had a transaction involving a short sale 28% 40% Brokerage sales volume $1.2 million $1.2 million Number of properties managed 40 33

13. Transaction Sides

14. Most Important Factor Limiting Clients RESIDENTIAL SPECIALISTS ALL REALTORS® All Broker/ Broker Associate Sales Agent Commercial Specialists Difficulty in obtaining mortgage finance 34% 33% 34% 32% 48% Expectation that prices might fall further 23 23 22 23 19 Low consumer confidence 13 13 16 11 12 Difficulty in finding the right property 11 12 9 13 8 No factors are limiting potential clients 7 7 7 8 7 Concern about losing job 6 6 6 6 1 Ability to sell existing home 1 1 1 1 0 Expectation that mortgage rates might come down 0 0 0 1 1 Other 5 5 5 6 3

15. How Recent Home Buyers are Viewing Their Home Purchase

17. Technology

18. Changes in Technology Communication Source 2009 Survey 2010 Survey Realtor website 60% 63% Realtor blog 7 10 Realtor blog for members 29 and younger 6 18 Use of social media 35 51 Use of social media for members 50 to 59 32 52

19. Blog Use ALL REALTORS® AGE 2010 Survey 2009 Survey 29 or younger 30 to 39 40 to 49 50 to 59 60 or older Have a blog 10% 7% 18% 16% 12% 9% 6% Do not have a blog 77 80 63 67 71 78 85 Do not have a blog, but plan to in the future 12 13 17 16 16 12 8

20. Social Media Use ALL REALTORS® 29 or younger 30 to 39 40 to 49 50 to 59 60 or older Yes 51% 79% 72% 63% 52% 34% No 36 12 19 25 36 51 No, but plan to in the future 12 8 8 12 11 14

21. Firm Web Presence

22. Median Amount Spent on Website

23. Inquiries from Website ALL REALTORS® Broker-Owner (without selling) Broker-Owner (with selling) Associate Broker Manager (without selling) Manager (with sellling) Sales Agent None 27% 16% 24% 20% 17% 19% 31% 1 to 5 inquiries 35 25 31 36 31 33 37 6 to 10 inquiries 12 4 10 15 19 12 11 to 20 inquiries 9 6 10 10 10 6 8 21 to 50 inquiries 7 12 10 7 8 10 6 51 to 100 inquiries 4 6 6 5 7 2 3 More than 100 inquiries 6 31 9 7 26 10 4 Median (inquiries) 4 20 4 4 12 5 3

24. Inquiries from Website by the Amount Spent to Maintain

25. Percent of Business from Website by the Amount to Maintain

26. Income and Expenses

27. Compensation Structures REAL ESTATE EXPERIENCE ALL REALTORS® 2 years or less 3 to 5 years 6 to 15 years 16 years or more Percentage commission split 69% 83% 80% 69% 60% 100% Commission 18 9 12 19 22 Commission plus share of profits 3 3 3 3 3 Salary only 2 1 1 2 2 Salary plus share of profits/production bonus 3 2 1 2 5 Share of profits only 1 1 0 0 2 Other 4 3 2 4 6

28. Commission Split by Years of Experience

29. Median Gross Annual Income, 2009

30. Median Net Annual Income, 2009

31. Median Gross Annual Income, 2009

32. Median Net Annual Income, 2009

33. Expenses in 2009 Total Expenses $5,480 Business Use of Vehicle 1,580 Technology 720 Professional Development 700 Administrative 690 Marketing of Services 690 Median percent spent on online marketing 10 percent Business Promotion 670 Affinity/Referral Relationship 0 Office/Lease Building 0

34. Office and Firm Affiliation

35. Where do our members work?

37. Relationship to the Firm

38. Benefits from the Firm 2010 Survey Employees Independent Contractors Paid vacation/sick days 12% 40% 10% Errors and omissions (liability insurance) 11 28 10 Health insurance 6 45 2 Pension/SEP/401(K) 3 31 1 Life insurance 3 31 1 Dental insurance 3 28 1 Disability insurance (long-term care) 2 19 1 Vision care 3 20 1 Other 2 5 1 None 73 30 77

39. Demographics

41. Where to Find Your Copy Via the “Right Tools, Right Now” webpage: http://www.realtor.org/prodser.nsf/RightTools/ResearchTools?OpenDocument OR Via the Realtor.org Store: http://www.realtor.org/prodser.nsf/products/E186-45-09?OpenDocument