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2013 MEMBER PROFILE- CALIFORNIA REPORT

2013 California Member Profile

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Page 1: 2013 California Member Profile

2013 MEMBER PROFILE- CALIFORNIA REPORT

Page 2: 2013 California Member Profile

BUSINESS CHARACTERISTICS OF CA MEMBERS

Page 3: 2013 California Member Profile

Key Findings• In 2012, 62 percent of members were licensed as sales agents

and 87 percent of those specialize in residential brokerage.• The typical REALTOR® in California has 15 years of experience, 2

years more than the typical REALTOR nationwide.• REALTORS® continue to incorporate the internet and online media

in their business. Seventy percent reported having a website for at least five years, 15 percent reported having a real estate blog and over half of members reported using social media.

• The most commonly found information on websites, among commercial and residential REALTORS®, is the member’s own listings.

• REALTORS® are more confident in the market and their business, with 82 percent of members stating they are very certain they will remain in the business for 2 more years.

Page 4: 2013 California Member Profile

Business Characteristics of CA Members• Years in Business By Function

*Non-sellingALL REALTORS® Broker-Owners* Manager* Sales Agent

0

5

10

15

20

25

30

35

40

15

3335

1113

2529

10

CAUS

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 5: 2013 California Member Profile

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

Broker Broker Associate Sales Agent Appraiser Other0%

10%

20%

30%

40%

50%

60%

70%

80%

29%

13%

62%

1% 0%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 6: 2013 California Member Profile

Business Characteristics of CA Members• Primary Business Specialty of REALTORS®

(Percent of Respondents)

Other

Residential Appraisal

Commercial Appraisal

Land Development

Counseling

Relocation

Commercial Brokerage

Property Management

Residential Brokerage

0% 10% 20% 30% 40% 50% 60% 70% 80% 90%

5%

0%

1%

1%

1%

1%

2%

6%

82%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 7: 2013 California Member Profile

Business Characteristics of CA Members

• Secondary Business Specialty of REALTORS® (Percent of Respondents)

Commercial Appraisal

Residential Appraisal

Residential Property Management

Counseling

Relocation

Commercial Property Management

Residential Brokerage

0% 5% 10% 15% 20% 25% 30% 35% 40% 45%1%1%2%

3%4%

7%8%

9%11%

16%21%

27%38%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 8: 2013 California Member Profile

Business Characteristics of CA Members• Primary Business Specialty of Sales Agents

(Percentage Distribution)

Residential bro-kerage

Commercial bro-kerage

Land/Development RelocationCounseling AppraisingProperty man-agement

International

Other

Residential Brokerage:

87%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 9: 2013 California Member Profile

Business Characteristics of CA Members

• Percent of Income from Real Estate Specialty (Percentage Distribution)

ALL REALTORS®0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

15%

41%44%

Less than 50% of Income50% to less than 100% of Income

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 10: 2013 California Member Profile

Business Characteristics of CA Members• REALTOR’S® Firm Web Presence (Percentage

Distribution)

Firm has website; 90%

Firm does not have website; 9%

Firm does not have website but plans to

in the future; 1%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 11: 2013 California Member Profile

Business Characteristics of CA Members• Active Use of Social or Professional Networking Websites (Percentage Distribution)

2013 20120%

10%20%30%40%50%60%70%80%90%

100%

55%46%

37% 41%

7%13%

Yes NoNo, but plan to in the future

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 12: 2013 California Member Profile

Business Characteristics of CA Members• Active Use of Social or Professional Networking Websites (Percentage Distribution)

ALL RE-ALTORS®

29 or younger

30 to 39

40 to 49

50 to 59

60 or older

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%55%

83%

57%

69%

56%

46%

37%

17%

25%

22%

34%

51%

740%

0%

1790%

820%

1000%

370%No, but plan to in the future NoYes

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 13: 2013 California Member Profile

Business Characteristics of CA Members• Real Estate Blogs (Percentage Distribution)

Have a blog 15%

Do not have a blog 73%

Do not have a blog, but plan to in the fu-

ture11%

Have a blog 13%

Do not have a blog 75%

Do not have a blog, but plan to in the fu-

ture12%

20122013

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 14: 2013 California Member Profile

Business Characteristics of CA Members• Real Estate Blogs (Percent Distribution)

ALL REALTORS

®29 or

younger30 to

3940 to

4950 to

5960 or older

Have a blog 15% 17% 32% 20% 17% 6%

Do not have a blog 73% 67% 46% 65% 63% 90%

Do not have a blog, but plan to in the future 11%  17% 18% 14% 20% 4%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 15: 2013 California Member Profile

Business Characteristics of CA Members•Will Remain Active As A Real Estate Professional For Next Two Years (Percent Distribution)

Very certain Somewhat certain Not certain0%

10%20%30%40%50%60%70%80%90%

100%

82%

12%6%

80%

14%6%

CA US

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 16: 2013 California Member Profile

Business Characteristics of CA Members•Will Remain Active As A Real Estate Professional For Next Two Years (Percent Distribution)

Very Certain Somewhat Certain Not Certain0%

10%20%30%40%50%60%70%80%90%

77%

16%

7%

82%

15%

4%

85%

9%6%

82%

12%7%

2 yrs. or less 3 to 5 yrs.6 to 15 yrs. 16 years or more

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 17: 2013 California Member Profile

Business Characteristics of CA Members

Will Remain Active As A Real Estate Professional During The Next Two Years

(Percent Distribution)Licensed As Real 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% 81% 77% 82% 85% 82%

Somewhat Certain 10% 13% 16% 15% 9% 12%

Not Certain 5% 6% 7% 4% 6% 7%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 18: 2013 California Member Profile

BUSINESS ACTIVITY OF CA MEMBERS

Page 19: 2013 California Member Profile

Key Findings• The typical agent nationwide had 12 transactions in 2012, up

2 transactions from the previous year. A typical agent in California continued to have 8 transactions as last year.

• In 2012, REALTORS® in California were still seeing slightly higher levels of distressed properties than the rest of the nation. A typical agent in California had one transaction involving a foreclosure and two transactions involving a short sale, compared to a typical agent nationwide who had one foreclosure and one short sale transactions.

• For the third year in a row, the difficulty in obtaining mortgage financing was nationally the most cited reason for potential clients. In California, 21 percent of members cited mortgage financing as a limiting factor, however the most important factor (39 percent) in limiting potential clients was difficulty in finding the right property.

Page 20: 2013 California Member Profile

Key Findings• Nationwide, the typical property management specialist

managed 49 properties in 2012 – the highest number on record in this survey, which is reflective of the strong rental conditions. In California the typical property manager managed 24 transactions.

• Most REALTORS® are still working 40 hours per week, a trend that has continued for several years.

• A typical REALTOR® in California spent a median of $320 to maintain a website in 2012, while a typical REALTOR® nationwide spent a median of $220.

• Websites do yield returns - members reported gaining typically three inquiries and 3 percent of their business from their websites.

Page 21: 2013 California Member Profile

Business Activity of CA Members

ALL REALTORS® Broker/ Broker Associate

Sales Agent0%

20%

40%

60%

80%

100%

19%

100% Commission

34%

8%

Percentage commission

split 68%

48%

82%

Percentage commission split

100% Commission

Commission plus share of profits

Salary only

Salary plus share of profits/produc-tion bonus

Share of profits only

Other

Compensation Structure(Percentage Distribution)

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 22: 2013 California Member Profile

Business Activity of CA MembersNumber of Transaction Sides or Commercial Deals, By

Specialty in 2012(Percentage Distribution)

ALL REALTORS®

Broker/ Broker Associate

Sales Agent Commercial Specialists

Res. Comm.

Res. Comm. Res. Comm.

Res. Comm.

0 transactions 3% 77% 76% 4% 2% 81% * 11%1 to 5 transactions 32 22 23 27 34 19 56 566 to 10 transactions 27 2 1 26 28 * 22 3311 to 15 transactions 17 * * 18 17 * * *16 to 20 transactions 7 * * 9 5 * 11 *21 to 50 transactions 13 * * 13 13 * * *51 transactions or more 3 * * 4 2 * 11 *SERIES: 2013 Member Profile Survey

SOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 23: 2013 California Member Profile

Business Activity of CA MembersNumber of Residential Sides and Commercial Sides, By

Experience (Percentage Distribution)

2 years or less

3 to 5 years 6 to 15 years 16 years or more

Res. Comm.

Res. Comm.

Res. Comm.

Res. Comm.

0 transactions 13% 86% 5% 82% 2% 81% 1% 69%1 to 5 transactions 67 14 33 14 32 18 27 296 to 10 transactions 17 * 25 4 29 1 27 211 to 15 transactions * * 15 * 16 * 21 *16 to 20 transactions 4 * 8 * 4 * 9 *21 to 50 transactions * * 13 * 16 * 11 *51 transactions or more * * 3 * 2 * 3 *Median (transactions) 4 * 8 * 8 * 10 **Less than 1%SERIES: 2013 Member Profile Survey

SOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 24: 2013 California Member Profile

Business Activity of CA MembersNumber of Transaction Sides Involving Properties in

Foreclosure in 2012(Percentage Distribution)

ALL REALTORS® Broker/ Broker Associate

Sales Agent

CA US CA US CA US0 transactions 45% 47% 37% 43% 49% 50%

1 to 5 transactions 41% 38% 45% 39% 39% 38%

6 to 10 transactions 7% 8% 9% 8% 7% 7%

11 to 15 transactions 2% 2% 1% 3% 2% 2%

16 to 20 transactions 2% 2% 2% 2% 1% 1%

21 transactions or more

3% 3% 5% 5% 2% 2%

Median (transactions)

1 1 2 1 1 *

*Less than 1%SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 25: 2013 California Member Profile

Business Activity of CA MembersNumber of Transaction Sides Involving Properties in

Foreclosure, By Experience in 2012 (Percentage Distribution)

2 years or less

3 to 5 years

6 to 15 years

16 years or more

0 transactions 78% 40% 41% 47%1 to 5 transactions 22% 53% 42% 40%6 to 10 transactions * 3% 9% 7%11 to 15 transactions * 3% 1% 2%16 to 20 transactions * * 3% 1%21 transactions or more * 3% 3% 4%Median (transactions) * 2 1 1*Less than 1%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 26: 2013 California Member Profile

Business Activity of CA MembersNumber of Short Sale Transactions, By Residential Specialty in

2012 (Percentage Distribution)

ALL REALTORS® Broker/ Broker Associate

Sales Agent

CA US CA US CA US0 transactions 32% 49% 30% 47% 34% 50%

1 to 5 transactions 56% 43% 56% 43% 55% 42%

6 to 10 transactions 7% 5% 9% 6% 7% 5%

11 transactions or more 5% 3% 6% 4% 5% 3%

Median (transactions)

2 1 3 1 2 *

*Less than 1%SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 27: 2013 California Member Profile

Business Activity of CA MembersNumber of Short Sale Transactions, By Experience, 2012

(Percentage Distribution)2 years or less

3 to 5 years

6 to 15 years

16 years or more

0 transactions 57% 25% 30% 33%1 to 5 transactions 44% 63% 56% 55%6 to 10 transactions * 8% 9% 7%11 to 15 transactions * 3% 3% 3%16 to 20 transactions * * 1% 1%21 transactions or more * 3% 2% 2%Median (transactions) * 2 2 2*Less than 1%        

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 28: 2013 California Member Profile

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

Other

No factors are limiting potential clients

Expectation that mortgage rates might come down

Concern about losing job

Ability to sell existing home

Low consumer confidence

Expectation that prices might fall further

Difficulty in obtaining mortgage finance

Difficulty in finding the right property

0.0% 10.0% 20.0% 30.0% 40.0% 50.0%3.4%

8.4%

0.2%

2.5%

0.0%

7.3%

25.5%

27.3%

19.5%

15.0%

11.0%

0.5%

1.7%

2.1%

3.6%

6.2%

20.5%

39.3%

20122011

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 29: 2013 California Member Profile

Business Activity of CA MembersBROKERAGE: SALES VOLUME, BY EXPERIENCE, 2012

(Percentage Distribution)ALL

REALTORS®

2 years or less

3 to 5 years

6 to 15 years

16 years or more

Less than $500,000 30% 52% 15% 31% 29%$500K to under $1 million 10 30 5 9 9$1 to under $1.5 million 8 * 20 10 6$1.5 to under $2 million 9 9 15 9 8$2 to under $3 million 12 * 20 12 13$3 to under $4 million 9 4 * 8 12$4 to under $5 million 5 4 * 7 5$5 to under $6 million 4 * 8 4 3$6 to under $7 million 2 * * 1 3$7 to under $8 million 2 * 3 1 2$8 to under $10 million 3 * 5 1 4$10 million or more 8 * 10 8 8Median (millions) $1.7 $0.3 $1.8 $1.6 $2.0*Less than 1%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 30: 2013 California Member Profile

Business Activity of CA Members• Brokerage Sales Volume, By Specialty, in 2012

ALL REALTORS® Broker/ Broker Assoc.

Sales Agent Commercial Specialists

0.0

0.5

1.0

1.5

2.0

2.5

3.0

3.5

4.0

1.72.1

1.6

3.8

1.51.7

1.3 1.4

CA USMedian (in mil-

lions)

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 31: 2013 California Member Profile

Business Activity of CA Members• BUSINESS ORIGINATED FROM AN OPEN HOUSE, 2012 (Percentage Distribution)

None Less than 10%

Up to 25% Up to 50% More than 50%

0%10%20%30%40%50%60%70% 59%

27%

8%3% 2%

65%

24%

7% 2% 1%

ALL REALTORS®

CAUS

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 32: 2013 California Member Profile

Business Activity of CA Members

BUSINESS GENERATED FROM AN OPEN HOUSE BY REAL ESTATE EXPERIENCE

(Percentage Distributions of a “Yes” Response) 2 yrs.

or less3 to 5 yrs.

6 to 15 yrs.

16 yrs. or more

Did you generate business from an open house?

43% 49% 43% 39%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 33: 2013 California Member Profile

Business Activity of CA MembersSHARE OF BUSINESS FROM PAST CONSUMERS AND CLIENTS, BY

PRIMARY REAL ESTATE SPECIALTY, 2012 (Percentage Distribution)

APPRAISAL BROKERAGE PROPERTY MANAGEMENT

ALL REALTORS

®

Residential

Commercial

Residential

Commercial

Residential

Commercial

Median 23% 76% 25% 21% 43% 10% 25%

*Less than 1%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 34: 2013 California Member Profile

Business Activity of CA Members• Amount of Business Through Referrals From Past Consumers and Clients, By Experience, 2012 (Percent Distribution)

All RE-AL-

TORS®

2 years or less 3 to 5 years 6 to 15 years 16 or more years

0%

5%

10%

15%

20%

25%

30%

23%

0%

22% 22%

28%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 35: 2013 California Member Profile

Business Activity of CA Members• Business Generated From REALTOR® Website in 2012 (Percentage Distribution)

None 1% to 5% 6% to 10% 11% to 25% 26% to 50% MoreThan 50%

0%

5%

10%

15%

20%

25%

30%

35% 33% 32%

18%

11%

1%

5%

32%

26%

16%

12%

8%5%

CA US

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 36: 2013 California Member Profile

Business Activity of CA Members• Repeat Business From Past Consumers and Clients, by Experience, 2012 (Percent Distribution)

ALL RE-ALTORS®

2 years or less 3 to 5 years 6 to 15 years 16 years or more

0%5%

10%15%20%25%30%35%40%45%50%

23%

0%

8%

15%

45%

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 37: 2013 California Member Profile

Business Characteristics & Activity of REALTORS®Characteristics (Percent of REALTORS® in the category)Years of Experience

Median 15 yrs.2 years or less 7%3 to 5 years 8%6 to 15 years 37%16 years or more 48%

Type of LicenseBroker 29%Broker Associate 13%Sales Agent 62%Appraiser 1%Other 0%

Technology  Have a website 90%Have a Real Estate Blog 15%Will remain active as a real estate professional in the next two years

Very certain 82%Somewhat certain 12%Not certain 6%

Business ActivityMedian hours worked per week 40 hrs.Brokerage Transactions

Median Number of Transactions  8Median Number of Transactions Involving Foreclosure 1Median Number of Transactions Involving Short sale 2

Median sales volume (millions) $1.7 millionPercent of repeat business from past consumers and clients (median) 23%Percent of business through referrals from past consumers and clients (median)

23%

Affiliation with Firm (Percent of REALTORS® in the category)Independent Contractor 84%Employee 5%Other 11%

Median size of firm, by number of brokers and agents 25Tenure at firm (median years) 7

Page 38: 2013 California Member Profile

INCOME AND EXPENSES

Page 39: 2013 California Member Profile

Key Findings• Median gross income for REALTORS® in 2012 was $50,400,

up from $48,200 the previous year.• Sixty-eight percent of respondents indicated percentage

split-commission as the prevailing method of compensation.• Median business expense for 2012 was $8,040.• The largest single expense category that REALTORS®

reported was their vehicle expense at $2,050.• Brokerage sales volume rose to $1.5 million in 2012 from

$1.3 million in 2011.

Page 40: 2013 California Member Profile

Income and Expenses • Annual Income of Realtors®, 2012 vs. 2011

(Percentage Distribution)

2012 2011$0

$10,000

$20,000

$30,000

$40,000

$50,000

$60,000

$50,400 $48,200$43,500

$34,900

CA US

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 41: 2013 California Member Profile

Income and Expenses • Annual Income of Realtors®, 2012 (Percentage Distribution)

ALL REALTORS® Sales Agents$0

$10,000

$20,000

$30,000

$40,000

$50,000

$60,000$50,400

$44,200$43,500

$35,700

CA US

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 42: 2013 California Member Profile

Income and Expenses Annual Income of REALTORS®, By Experience, 2012

(Percentage Distribution)Gross Income: Before taxes and expenses

ALL REALTORS®

2 years or less

3 to 5 years 6 to 15 years

16 years or more

Less than $10,000 14% 46% 11% 13% 10%$10,000 to $24,999 14 22 13 17 11$25,000 to $34,999 10 15 13 8 9$35,000 to $49,999 12 5 19 16 10$50,000 to $74,999 12 12 15 13 11$75,000 to $99,999 11 * 9 12 12$100,000 to $149,999 10 * 8 7 14$150,000 to $199,999 8 * 8 6 11$200,000 to $249,999 3 * 2 3 4$250,000 or more 6 * 2 5 8Median $50,400 $12,500 $44,800 $45,700 $74,100*Less than 1%          

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 43: 2013 California Member Profile

Income and Expenses ANNUAL INCOME OF REALTORS® (Gross Income: Before taxes and

expenses)By MAIN FUNCTION, 2012

(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 14% 17% 14% 17% * 6% 13%$10,000 to $24,999 14 * 9 6 * 6 18$25,000 to $34,999 10 50 5 8 * * 11$35,000 to $49,999 12 * 10 17 * 19 14$50,000 to $74,999 12 * 9 13 * 13 14$75,000 to $99,999 11 17 16 13 33 6 8$100,000 to $149,999 10 * 11 6 33 25 10$150,000 to $199,999 8 17 16 9 * 13 6$200,000 to $249,999 3 * 5 * 33 6 2$250,000 or more 6 * 4 11 * 6 5Median

$50,400$31,70

0 $78,900$55,30

0$125,1

00$99,20

0$44,20

0

Page 44: 2013 California Member Profile

Income and Expenses • Total Real Estate Expenses for CA REALTORS®

(Median)

Broker-Owner (without selling)

Manager (without selling)

Associate Broker

Sales Agent

ALL REALTORS®

Broker-Owner (with selling)

Manager (with selling)

$0 $5,000 $10,000 $15,000 $20,000

$2,490

$3,750

$5,300

$7,360

$8,040

$10,330

$14,980

SERIES: 2013 Member Profile SurveySOURCE: CALIFORNIA ASSOCIATION OF REALTORS®

Page 45: 2013 California Member Profile

Income and Expenses Business Expenses of REALTORS®, By License Type, 2012

(Median Values)ALL

REALTORS®

Broker/ Broker

Associate

Sales Agent

BUSINESS USE OF VEHICLE EXPENSE $2,050 $2,100 $2,010AFFINITY/REFERRAL RELATIONSHIP EXPENSES

$80 $250 *ADMINISTRATIVE EXPENSES $1,000 $1,260 $900MARKETING OF SERVICES EXPENSES $790 $930 $720PROFESSIONAL DEVELOPMENT EXPENSES

$780 $750 $800BUSINESS PROMOTION EXPENSE $810 $840 $810TECHNOLOGY PRODUCTS AND SERVICES EXPENSES $890 $1,020 $810*Less than 1%      

Page 46: 2013 California Member Profile

Income and Expenses Business Expenses of REALTORS®, By Main Function, 2012

(Median Values)Broker-Owner (witho

ut selling)

Broker-Owner (with

selling)

Associate Broker

Manager

(without selling)

Manager (with selling)

Sales Agent

BUSINESS USE OF VEHICLE EXPENSE $2,000 $2,720 $1,920 $1,250 $7,080 $2,080

AFFINITY/REFERRAL RELATIONSHIP EXPENSES $250 $250 * * $500 $80

ADMINISTRATIVE EXPENSES $12,000 $1,000 $1,100 $500 $2,500 $920

MARKETING OF SERVICES EXPENSES $330 $830 $970 $500 $2,000 $770

PROFESSIONAL DEVELOPMENT EXPENSES $830 $720 $920 $750 $1,370 $790

BUSINESS PROMOTION EXPENSE * $810 $800 $500 $2,130 $840

TECHNOLOGY PRODUCTS AND SERVICES EXPENSES $750 $1,120 $970 $750 $1,310 $810

Page 47: 2013 California Member Profile

OFFICE AND FIRM AFFILIATION OF REALTORS ®

Page 48: 2013 California Member Profile

Key Findings• 55 percent of REALTORS® are affiliated with an independent

company.• A typical REALTOR® in California works at a firm that

employs 25 agents and brokers, compared to 23 agents and brokers nationally.

• The median tenure for REALTORS® with their current firm is 7 years.

• Nine percent of REALTORS® worked for a firm that was bought or merged in the past two years.

Page 49: 2013 California Member Profile

Office and Firm Affiliation of REALTORS ® • Firm Affiliation of all REALTORS® (Percentage

Distribution)

In-de-

pen-dent company 55%

Fran-chised com-pany 41%

Other 4%

Page 50: 2013 California Member Profile

Office and Firm Affiliation of REALTORS ® • REALTOR® Affiliation with Firms (Percentage

Distribution)

Inde-pen-dent Con-

tractor, 84%

Em-ployee; 5%

Other; 11%

Page 51: 2013 California Member Profile

Office and Firm Affiliation of REALTORS ® •Median Size of Firm By Number of Commercial and Residential Brokers and Agents (Percentage Distribution)

CA

US

0 5 10 15 20 25

25

23

NUMBER OF COMMERCIAL AND RESIDENTIAL BROKERS AND AGENTS

Page 52: 2013 California Member Profile

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

Broker

Sales Agent

0 10 20 30 40 50 60

CA - 9

CA - 54

US - 15

US - 39

NUMBER OF COMMERCIAL AND RESIDENTIAL BROKERS AND AGENTS

Page 53: 2013 California Member Profile

Office and Firm Affiliation of REALTORS®

One 2 to 5 6 to 25 26 to 100 101 or more0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

86% 87%

75%

33%

42%

26%

62%54%

Firm Affiliation By Firm Size, 2012(Percentage Distribution)

Page 54: 2013 California Member Profile

Office and Firm Affiliation of REALTORS® • REALTOR® Changed Firm as a Result of a Merger (Percentage Distribution)

Yes, vol-

untar-ily; 42

No; 58

2013

Yes, vol-

untar-ily; 32

No; 60

2012

Yes, involuntar-ily8%

Page 55: 2013 California Member Profile

Office and Firm Affiliation of REALTORS®

TENURE OF CA REALTORS® AT THEIR PRESENT FIRM(Percentage Distribution)

MAIN FUNCTION IN FIRMAll

REALTORS®

Broker-Owner

(no selling)

Broker-Owner

(with selling)

Associate Broker

Manager (without selling)

Manager (with selling)

Sales Agent

1 yr. or less 9% * 2% * * 20% 12%2 yrs. 9% * 4% * * * 12% 3 yrs. 11% * 5% 13% * * 14% 4 yrs. 7% * 5% 7% * * 8% 5 yrs. 7 % * 7% 3% * 20% 7% 6 to 11 yrs. 29% 20% 32% 43% * 20% 26% 12 yrs. or more 29% 80% 46% 33% 100% 40% 21% Median (yrs.)

7 16 13 9 26 10 5*Less than 1%

Page 56: 2013 California Member Profile

Office and Firm Affiliation of REALTORS ® • Benefits Received Through Firm

Life insurance

Disability insurance (long-term care)

Vision care

Paid vacation/sick days

Other

Pension/SEP/401(K)

Dental insurance

Health insurance

Errors & Omissions insurance

None

0% 10% 20% 30% 40% 50% 60% 70%

2%

2%

2%

2%

2%

3%

3%

4%

17%

63%

Page 57: 2013 California Member Profile

DEMOGRAPHIC CHARACTERISTICS

Page 58: 2013 California Member Profile

Key Findings• In 2012 the typical REALTOR® is 58 years old, up from 55

years of age in 2012.• The majority of members are women, comprising 53 percent

of respondents.• Seventy-six percent of REALTORS® said that real estate was

their only occupation, and that number jumps slightly to 78 percent for those with 16 or more years of experience.

• Nationally, the median gross income of REALTOR® households was $99,400 in 2012, up from $94,100 in 2011. For California, the median gross income of REALTOR® households is $106,100 in 2012.

• A substantial majority of REALTORS®, 79 percent, own their primary residence.

Page 59: 2013 California Member Profile

Demographic Characteristics •Gender of REALTORS®, By Function (Percentage

Distribution)

Male Broker/Broker Asso-

ciates

Female Broker/Broker Associates

Male Sales Agents Female Sales Agents

0%

10%

20%

30%

40%

50%

60%

70%

57%

43% 40%

60%

48%52%

37%

63%

CA US

Page 60: 2013 California Member Profile

Demographic Characteristics

GENDER OF REALTORS®, By Main Function in Firm 2012(Percentage Distribution)

Broker-Owner

(without selling)

Broker-Owner (with

selling)

Associate Broker

Manager (without selling)

Manager (with

selling)Sales Agent Appraiser

CA US CA US CA US CA US CA US CA US CA USMale 43% 56% 63% 59% 60% 39% 33% 42% 50% 47% 41% 39% 100

% 73%Female 57% 44% 37% 41% 40% 61% 67% 58% 50% 53% 59% 61% * 27%*Less than 1%              

GENDER OF REALTORS®, By Type of License 2012

(Percentage Distribution)All REALTORS® Brokers/ Broker

Associates Sales Agents

CA US CA US CA USMale 47% 43% 57% 48% 40% 37%Female 53% 57% 43% 52% 60% 63%

Page 61: 2013 California Member Profile

Demographic Characteristics• Formal Education of REALTORS® (Percentage

Distribution)

High School Graduate; 6%Some Col-lege; 30%

Asso-ciate's

Degree; 11%

Bachelor's Degree;

30%

Some Graduate School; 11%

Graduate Degree;

13%

Page 62: 2013 California Member Profile

Demographic Characteristics• Prior Full-Time Careers of REALTORS® (Percent

Distribution)

Other

Community/Social services

Transportation

Computer/Mathematical

Manufacturing/Production

Healthcare

Education

Office/Admin support

Sales/Retail

0% 2% 4% 6% 8% 10% 12% 14% 16% 18% 20%18%

0%1%

1%2%

2%3%3%3%3%

4%4%4%

7%10%

15%16%

Page 63: 2013 California Member Profile

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

All RE-AL-

TORS®

2 years or less

3 to 5 years 6 to 15 years 16 years or more

0%10%20%30%40%50%60%70%80%90%

76%

65%

85%73% 78%

Page 64: 2013 California Member Profile

Demographic CharacteristicsREAL ESTATE INVESTMENTS OF

REALTORS®

(Percentage Distribution)All REALTORS®

Vacation Homes  None 86%One 10Two 2Three or more 2

Residential Properties (except primary residence and vacation homes)

None 46%One 19Two 25Three or more 10

Commercial PropertiesNone 72%One 11Two 10Three or more 7

Page 65: 2013 California Member Profile

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

White

Hispanic/Latino

Black/African American

Asian/Pacific Islander

American Indian/Eskimo/Aleut

Other

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

77%

9%

3%

11%

1%

3%

87%

5%

3%

4%

8%

1%

USCA

Page 66: 2013 California Member Profile

Demographics of A Typical CA REALTOR ®

Percent of REALTORS® in the category All REALTORS®

Gender of REALTOR®Male 47%Female 53%

AgeMedian Age 58

39 or younger 11%40 to 59 44%60 or older 45%

Education: Bachelor's degree or higher 54%

Real estate is only occupation 76%Marital Status 65% MarriedRace/Ethnicity

White 77%Hispanic/Latino 9%Black/African American 3%Asian/Pacific Islander 11%American Indian/Eskimo/Aleut 1%Other 3%

Homeownership rate 79%Real Estate Investments

At least one vacaction home 14%At least one residential

property 54%

At least one commercial property 28%

Fluent in other language 25%Country of birth

US 79%Outside of US 22%