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® 2 years or less 3 to 5 years 6 to 15 years 16 years or more None 83% 94% 90% 82% 78% One 14 6 9 15 17 Two or more 4 1 1 3 5

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 73% 70% 74% 74% 73% Somewhat certain 18 19 17 18 17 Not certain 9 11 9 8 10

11. Business Activity

12. Business Activity 2009 Survey 2010 Survey 2011 Survey Properties appraised 200 200 200 Transaction sides 7 7 8 Percent of members who had a transaction involving a foreclosure 41% 48% 51% Percent of members who had a transaction involving a short sale 28% 40% 45% Brokerage sales volume $1.2 million $1.2 million $1.1 million Number of properties managed 40 33 25

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 33% 32% 35% 31% 42% Expectation that prices might fall further 26 26 24 28 22 Low consumer confidence 15 15 17 13 12 Difficulty in finding the right property 10 10 8 11 10 No factors are limiting potential clients 8 8 7 9 11 Concern about losing job 4 4 5 4 3 Expectation that mortgage rates might come down 1 1 1 1 1

16. Technology

17. Changes in Technology Communication Source 2009 Survey 2010 Survey 2011 Survey Realtor website 60% 63% 62% Realtor blog 7 10 10 Use of social media 35 51 49

18. Blog Use ALL REALTORS® AGE 2011 Survey 2010 Survey 29 or younger 30 to 39 40 to 49 50 to 59 60 or older Have a blog 10% 10% 16% 18% 12% 10% 6% Do not have a blog 81 77 69 66 77 79 88 Do not have a blog, but plan to in the future 9 12 15 15 11 10 6

19. Social Media Use ALL REALTORS® 29 or younger 30 to 39 40 to 49 50 to 59 60 or older Yes 49% 83% 72% 64% 52% 31% No 42 10 20 28 38 58 No, but plan to in the future 9 6 8 8 10 9

20. Firm Web Presence

21. Median Amount Spent on Website

22. Percent of Business from Website by Amount to Maintain

23. Income and Expenses

24. Compensation Structures All REALTORS Percentage commission split 68% 100% Commission 18 Commission plus share of profits 3 Salary plus share of profits/production bonus 3 Salary only 2 Share of profits only 1 Other 6 Median year-starting percentage commission split 70% Median year-ending percentage commission split 70%

25. Commission Split by Years of Experience

26. Gross Annual Income, 2010

27. Net Annual Income, 2010

28. Gross Annual Income by Experience, 2010

29. Net Annual Income by Experience, 2010

30. Expenses 2010 2010 2011 Total Expenses $5,480 $4,270 Business Use of Vehicle 1,580 1,680 Technology 720 630 Professional Development 700 600 Administrative 690 720 Marketing of Services 690 550 Median percent spent on online marketing 10% 10% Business Promotion 670 580 Affinity/Referral Relationship 0 0 Office/Lease Building 0 0

31. Office and Firm Affiliation

32. Where do our members work?

34. Relationship to the Firm

35. Benefits from the Firm ALL REALTORS® Employees Independent Contractors Errors and omissions (liability insurance) 20% 38% 19% Health insurance 5 37 2 Pension/SEP/401(K) 3 25 1 Life insurance 3 21 1 Dental insurance 3 24 1 Paid vacation/sick days 3 38 1 Vision care 2 19 1 Disability insurance (long-term care) 1 11 * Other 2 3 1 None 75 41 79

36. Demographics

38. For More Information Member Profile Webpage http:// www.realtor.org/topics/member_profile Economists Blog: http://economistsoutlook.blogs.realtor.org/ Via the FaceBook Page: http://www.facebook.com/narresearchgroup Via Twitter Account: http://twitter.com/#!/NAR_Research