When all the figures are tabulated, the California Association of REALTORS^® (C.A.R.) projects a record year for California home sales in 2004 with the most units sold, highest home prices ever recorded, and a double-digit increase in the price of the single-family home for the third consecutive year.

With one in nine Americans living in California, the C.A.R.'s "2004 Survey of California Home Sellers" is worth reviewing to ascertain sellers' attitudes in this brisk state market.

Key findings in the report are:

• The percentage of sellers who used the Internet as a significant part of the home selling process nearly quadrupled from 12 percent in 2003 to 47 percent in 2004, quickly approaching the 56 percent used by homebuyers.

• Eighty percent of sellers were repeat home sellers, older and more affluent than first-time sellers (20 percent).

• Repeat sellers had a median age of 47 years compared with 39 years for first-time sellers.

• Baby boomers (41 percent of the population over age 25) accounted for 74 percent of all sales in 2004, playing a major role in move-up and second home markets.

• Sellers reported that buying a larger home (61 percent) or in a different location (41 percent) in the low mortgage rate and favorable sales climate (43 percent) was an important motivating factor in 2004.

• Sellers were concerned with interest rates that were low (40 percent) and rising (25 percent.) Few were concerned with "cashing-out," (15 percent).

• Seventy-six percent were concerned with the time it takes to sell, and 57 percent were concerned with the price of the home.

• Nearly all sellers chose their real estate agents using their qualifications (64 percent), first to respond (46 percent) and preparedness (56 percent) over their willingness to lower commissions (24 percent).

• Sellers relied on previous agent relationships (48 percent) and referrals to find their agents (11 percent,) while a smaller number used farming materials and other sources (24 percent).

• Sellers used the Internet to acquire information: comparables (91 percent,) neighborhood information (86 percent,) market conditions (71 percent,) and to find out about real estate agents (60 percent).

• Sellers reported that the information they found on the Internet was less useful than the information they received from their agents (59 percent.) One-third reported that the information differed between what was provided by agents and what sellers found on the Internet.

• Paradoxically, phone communications (41 percent) gained in importance despite sellers' increased use of the Internet. Face-to-face communications increased from 12 percent in 2003 to 28 percent in 2004. Email as a primary means of communication fell from 34 percent in 2003 to 31 percent in 2004.

• Client satisfaction depended critically on the effective communications between the agents and sellers. Sellers reported a "3.8" rating out of a possible "5" representing the highest level of satisfaction. Satisfied sellers were asked why they were satisfied with their agents: "worked hard on my behalf" (62 percent); "was always quick to respond" (57 percent); and "listened to what we needed (52 percent).

Published: January 11, 2005

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Blanche is a renowned author of five real estate books. Her newest, Bubbles, Booms and Busts: Make Money In Any Real Estate Market, McGraw-Hill, was rave-reviewed by The New York Times. She was also selected from hundreds of real estate experts to contribute to Donald Trump's book, Trump: The Best Real Estate Advice I Ever Received: 100 Top Experts Share Their Strategies, Rutledge Hill Press, and is featured on page 68. Order Now Review - Honors In 2006, Blanche was selected among scores of candidates to author two consumer real estate guidebooks for the National Association of Realtors: The NAR Guide to Home Buying, and The NAR Guide to Home Selling, Wiley & Sons. She is currently planning two new books for the NAR and its members.       Known for her keen insight into real estate industry issues and for her ability to make complex subjects easy to understand, Blanche is a sought-after keynote and continuing education speaker. Real estate organizations from MLSs, to brokerages, to franchisors, to associations hire her to provide up-to-the-minute analysis of real estate industry news and advice on how to improve revenues. Her passionate delivery, peppered with stinging wit, is a huge hit with audiences and fans. Don Klein, CEO Greater Nashville Association of Realtors, Blanche Evans, Richard Courtney, president 2007, GRAR "The GNAR membership meeting last week featured Blanche Evans as the keynote speaker. Her comments and insights resonated extremely well with those in attendance and we have had many requests for copies of her PowerPoint Presentation. She was a terrific part of the membership meeting and convention program!" - Don Klein, CEO Greater Nashville Association of Realtors Coverage from WSMV, Nashville - 8-14-2007 That Interview Guy - Get Inside The Head Of Today's Generation 2007 AE Institute Session - To purchase 2006 AE Institute Session - Parts 1 2 3 4 5 6 7 8 9 HouseValues Mastermind call - Parts 1 2 Blanche's fireside chat with Jeremy Conaway, HAR - Click here. For more articles by Blanche, click here.