Generational Differences presentation from C.A.R. YPN Forum on May 5, 2011.

1. Working with Generations Keith Robinson Keith.robinson@bhghome.com 510.418.1918

2. Which one means the most to you? Elvis joins the Army. Jimi Hendrix dies. MTV debuts. Kurt Cobain dies. Justin Bieber cuts hair

3. http://economix.blogs.nytimes.com/2010/07/15/seniors-outnumber-teenagers-in-job-force/

4. Generations and Real Estate The average age of the buyer today is: 30

5. BoomersAge 47-65 Self centered hippies that turned into yuppies when they ran out of money

7. Entitled to the best

10. Self Motivated/Involved

11. Negotiators

12. High Tech Tools

13. Personal ConnectionWhy Me? Family/Friends over work Little brand loyalty Skeptical/Pragmatic

14. MillennialsAge 11-29 Multitasking, Facebooking, bloggers who will tweet all over you

15. “Multi-task” video

16. MillennialsAge 11-29 Very High Tech-speed Inclusive Collaborative (Idol Voting) Optimistic Financially Oriented Impersonal Pressured Impatient

17. Working with a Boomer Work Environment: Dress for the occasion Work Content Money is the scoreboard Compensation They want to be rewarded individually Organization Culture They tend to mold to the culture of the company Working Relationships It’s not about making friends, it’s about getting the job done

18. Working with a Gen X’er Work Environment: Casual Attire and personalization of work space Work Content Money means less if the work is fun, challenging and interesting Compensation They want to be rewarded individually and as a team. Prefer “life” bonuses over cash bonuses Organization Culture The culture of their office has to reflect their values Working Relationships Freedom is important but mentoring and connectivity are still key

19. Working with a Millennial Work Environment: Structured, supportive work environment Work Content Money matters, path matters the most Compensation They want to be rewarded individually high demand a path Organization Culture The culture of their office has to reflect their values and have a philanthropic focus Working Relationships Friends are family, no patience for “the norm” or “sacred cows”

20. Pew Research Center Study

21. Pew Research Center Study

22. Pew Research Center Study ?

23. Pew Research Center Study ?

24. Pew Research Center Study ?

25. Pew Research Center Study

26. Really???

27. Keith Robinsonkeith.robinson@bhghome.com510.418.1918

28. Appendix

29. 6 Things That Will Be Different Fewer agents doing more business. There will be a move towards a team structure. All of the freedom; none of the overhead.

30. Technology will be expected and a “minimum standard” not a value proposition for brands or for agents. 6 Things That Will Be Different

31. Fun will be a decision making criteria to the NextGen Realtor. The 2020 realtor doesn’t “live to work” they “work to live”. 6 Things That Will Be Different

32. Technology and connectivity will also continue to blur the lines of a 9-5 schedule. They will be “always on”. 6 Things That Will Be Different

33. Clear Path: The future realtor will want a clear, short path to something bigger that is not judged on tenure but on productivity 6 Things That Will Be Different

34. Human Connectivity: Emotional Intelligence and a sense that they are connected to something bigger is more important than ever to the 2020 realtor. 6 Things That Will Be Different

37. ACORN Principle Accommodate employee differences Create workplace choices Operate from a sophisticated management style Respect competence and initiative Nourish retention “Generations at Work”- Ron Zemke, Claire Raines and Bob Filipczak

38. Pew Research Center Study