The document discusses the marketing system and services provided by a real estate agent to both sellers and buyers. For sellers, the agent implements a comprehensive marketing plan including online, print, and community exposure to find buyers. For buyers, the agent provides access to listings through their pool of buyers and network to help find a home through comparison shopping. The agent discloses their duties around agency representation and obtaining consent for dual agency if needed.

1. Valerie Whiteman Broker in Charge, ABR, e-Pro, CCRE, RECS DON’T MAKE A MOVE WITHOUT IT! MARKETING SYSTEM 11-03 The Imperial Group International

2. PLEASE DON’T SHARE ANY CONFIDENTIAL INFORMATION WITH ME THAT YOU WOULDN’T WANT ME TO SHARE WITH ONE OF OUR CLIENTS. UNTIL YOU HIRE US

3. I AM A FULL TIME REAL ESTATE PROFESSIONAL. SELECTING YOUR REALTOR IS CRUCIAL

5. OUR MARKETING SYSTEM A SYSTEMATIC UTILIZATION OF TOOLS AND PROGRAMS THAT MEET THE NEEDS OF OUR SELLER CLIENTS.

11. THE MARKET

12. PRICE PREFERENCES / SINGLE FAMILY AND CONDOMINIUMS

13. MLS SALES

14. MLS ACTIVE LISTINGS

15. MLS DAYS ON THE MARKET

16. MLS AVE. PRICE

17. MLS SP : LP RATIO

18. IF YOU ARE NOT GETTING THESE TOOLS AND PROGRAMS . . . YOU ARE NOT GETTING OUR MARKETING SYSTEM . . . AND MAY BE PAYING TOO MUCH FOR THE LIMITED EXPOSURE YOUR HOME WILL GET! YOU GET WHAT YOU PAY FOR !

19. MARKETING SUCCESS THROUGH PROPERTY EXPOSURE NUMBER OF IMPRESSIONS FREQUENCY REACH HOW WE GET EXPOSURE: HELP CREATE OUR POOL OF BUYERS

23. RELOCATION SERVICES. WE CAN HELP YOU FIND INFORMATION ON ANY CITY IN THE U.S. AND TIE YOU INTO A REAL ESTATE COMPANY THAT WILL HELP YOU IN YOUR DESTINATION AREA.

24. HOME INSPECTION A HOME INPECTION CAN BE VERY VALUABLE. WE WILL GO OVER THE DOCUMENTS, WHEN APPROPRIATE, AND DISCUSS HOW IT AFFECTS THE TRANSACTION.

25. SELLER DISCLOSURE LAW OWNERS OF RESIDENTIAL REAL ESTATE ARE REQUIRED TO PROVIDE PURCHASER A COMPLETED PROPERTY CONDITION DISCLOSURE STATEMENT PRIOR TO SIGNING A CONTRACT OF SALE,

26. A HOME PROTECTION PLAN CAN HELP ! PROTECTS SELLER FROM LISTING TO CLOSING. PROTECTS BUYER FOR ONE YEAR FROM CLOSING

27. MARKETING SUCCESS THROUGH SELLER INVOLVEMENT. TO MARKET A PROPERTY EFFECTIVELY, WE NEED TO LEARN MORE ABOUT YOUR HOME, ITS UNIQUE FEATURES AND APPEAL, THE LIFE-STYLE IT PROVIDES, AND THE AREA.

29. I’LL STAY IN TOUCH.

30. I’LL STAY IN TOUCH.

31. HOW SOON WILL IT SELL ? PRICING, MERCHANDISING AND MARKETING ARE KEY.

32. INTERNET MARKETING IN A RECENT NAR SURVEY, 95%OF HOMEBUYERS USED THE INTERNET TO SEARCH FOR A HOME. 90% OF INTERNET GROUP ALSO USED AN AGENT.

33. BUYERS SELECT HOMES BY “COMPARISON” SHOPPING.

34. MARKET ACTIVITY AND TIME. TIME ON MARKET IN WEEKS ACTIVITY 1 2 3 4 5 6 7 8 9 10 11 12 13 14

35. THE MARKETPLACE MARKETING FACTORS WHO CONTROLS MARKET POSITION SELLER SALABILITY SELLER MARKETING PROGRAM REAL ESTATE CO. VALUE BUYER

36. DON’T BUY TO SATISFY SELLER’S NEEDS…….. BUYERS BUY THE BEST VALUE…….. BUYERS

39. WRONG PRICE ATTRACTS WRONG BUYERS ASKING PRICE $100,000 $ 85,000 MARKET VALUE $100,000 BUYERS WON’T SEE THE VALUE OR MAKE OFFERS (LOOKERS WON’T LIKE) $85,000 BUYERS WON’T BE LOOKING IN THE HIGHER PRICE RANGE

40. PRICE EXPOSURE PYRAMID* MARKET VALUE -10% -15% +10% +15% 90% 75% 60% 30% 10% ASKING PRICE TO MARKET VALUE % OF BUYERS WHO LOOK -EVEN AT MARKET VALUE WE WON’T HAVE 100% OF THE BUYERS ! -WHY USE YOUR HOME TO SELL THE OTHERS IN THE NEIGHBORHOOD ?

41. “ IF YOU THINK IT IS EXPENSIVE TO HIRE A PROFESSIONAL? -- -- -- WAIT UNTIL YOU HIRE AN AMATEUR.” FOOD FOR THOUGHT

42. OUR TRAINING MAKES A DIFFERENCE

43. FROM LISTING TO CLOSING DEED APPRAISAL MARKET VALUE ARM FINANCING SETTLEMENT STATEMENT LIENS ATTORNEYS INSPECTIONS CONTRACTS TITLE WORK PRO-RATED COSTS CL 100 LETTER CLOSING POINTS BUYER AGREEMENTS DUAL AGENCY LOAN COMMITMENT OWNER FINANCING SCREENING BUYERS POOL OF BUYERS MERCHANDISING SELLER DISCLOSURES BUYER DISCLOSURES CONDITION OF PROP. DISCLOSURE MOLD CLOSING COSTS HORIZONTAL PROPERTY REGIME QUALIFYING

44. POLICY REGARDING AGENCY _______________WILL REPRESENT SELLERS IN THE SALE OF THEIR HOMES AND BUYERS IN THE PURCHASE OF A HOME. WE WILL ALSO PRACTICE, IF NECESSARY, CONSENTUAL DUAL AGENCY OF AN IN-HOUSE LISTING. THIS TYPE OF RELATIONSHIP WILL ONLY EXIST AFTER MAKING FULL DISCLOSURE TO, AND OBTAINING THE INFORMED CONSENT OF, ALL PARTIES TO THE TRANSACTION.

56. SUBAGENCY OPTION A SUBAGENT IS A DESIGNATED BROKER AND ALL ASSOCIATED LICENSEES ENGAGED BY A BROKER OF ANOTHER COMPANY TO ACT AS AGENT FOR THEIR CLIENT. A SUBAGENT OWES THE SAME DUTIES AND RESPONSIBILITIES TO THE CLIENT AS THE CLIENT’S PRIMARY BROKER.

58. EQUAL HOUSING OPPORTUNITY THIS COMPANY PROHIBITS ANY AGENT OR STAFF MEMBER FROM DISCRIMINATING AGAINST ANY PERSON IN THE PROVISION OF ANY OF THE COMPANY’S SERVICES ON THE BASIS OF RACE, COLOR, RELIGION, SEX, HANDICAP, FAMILIAL STATUS OR NATIONAL ORIGIN.

59. IS THIS A MARKETING PLAN THAT YOU FEEL WILL MEET YOUR NEEDS? LET’S GET STARTED!

60. TOM MAESER CRB, ABR, GRI, RECS BUYER REPRESENTATION DON.T MAKE A MOVE WITHOUT IT! MARKETING SYSTEM 9-03

61. PLEASE DON’T SHARE ANY CONFIDENTIAL INFORMATION WITH ME THAT YOU WOULDN’T WANT ME TO SHARE WITH ONE OF OUR CLIENTS. UNTIL YOU HIRE US

63. I AM A FULL TIME REAL ESTATE PROFESSIONAL. SELECTING YOUR REALTOR IS CRUCIAL

66. HOW SOON WILL I FIND A PROPERTY ? AGENCY DISCLOSURE, QUALIFYING, SELECTING PROPERTY, CONTRACT WRITING AND NEGOTIATING ARE KEY.

69. THE MARKET

70. THE MARKET AS YOUR AGENT, I CAN DO A COMPETITIVE MARKET ANALYSIS FOR YOU

71. PRICE PREFERENCES / SINGLE FAMILY AND CONDOMINIUMS

72. MLS SALES

73. MLS ACTIVE LISTINGS

74. MLS DAYS ON THE MARKET

75. MLS AVE. PRICE

76. MLS SP : LP RATIO

77. BUYERS SELECT HOMES BY “COMPARISON” SHOPPING.

80. RELOCATION SERVICES . WE CAN HELP YOU FIND INFORMATION ON ANY CITY IN THE U.S. AND TIE YOU INTO A REAL ESTATE COMPANY THAT WILL HELP YOU IN YOUR DESTINATION AREA .

81. HOME INSPECTION A HOME INPECTION CAN BE VERY VALUABLE. WE WILL GO OVER THE DOCUMENTS, WHEN APPROPRIATE, AND DISCUSS HOW IT AFFECTS THE TRANSACTION.

82. SELLER DISCLOSURE LAW OWNERS OF RESIDENTIAL REAL ESTATE ARE REQUIRED TO PROVIDE PURCHASER A COMPLETED PROPERTY CONDITION DISCLOSURE STATEMENT PRIOR TO SIGNING A CONTRACT OF SALE,

83. A HOME PROTECTION PLAN? PROTECTS SELLER FROM LISTING TO CLOSING. PROTECTS BUYER FOR ONE YEAR FROM CLOSING

84. OUR TRAINING MAKES A DIFFERENCE

85. I’LL STAY IN TOUCH

86. FROM LISTING TO CLOSING DEED APPRAISAL MARKET VALUE ARM FINANCING SETTLEMENT STATEMENT LIENS ATTORNEYS INSPECTIONS CONTRACTS TITLE WORK PRO-RATED COSTS CL 100 LETTER CLOSING POINTS BUYER AGREEMENTS DUAL AGENCY LOAN COMMITMENT OWNER FINANCING SCREENING BUYERS POOL OF BUYERS MERCHANDISING SELLER DISCLOSURES BUYER DISCLOSURES CONDITION OF PROP. DISCLOSURE MOLD CLOSING COSTS HORIZONTAL PROPERTY REGIME QUALIFYING

87. IF YOU THINK IT IS EXPENSIVE TO HIRE A PROFESSIONAL? -- -- -- WAIT UNTIL YOU HIRE AN AMATEUR. FOOD FOR THOUGHT

88. POLICY REGARDING AGENCY _______________WILL REPRESENT SELLERS IN THE SALE OF THEIR HOMES AND BUYERS IN THE PURCHASE OF A HOME. WE WILL ALSO PRACTICE, IF NECESSARY, CONSENTUAL DUAL AGENCY OF AN IN-HOUSE LISTING. THIS TYPE OF RELATIONSHIP WILL ONLY EXIST AFTER MAKING FULL DISCLOSURE TO, AND OBTAINING THE INFORMED CONSENT OF, ALL PARTIES TO THE TRANSACTION.

101. SUBAGENCY OPTION A SUBAGENT IS A DESIGNATED BROKER AND ALL ASSOCIATED LICENSEES ENGAGED BY A BROKER OF ANOTHER COMPANY TO ACT AS AGENT FOR THEIR CLIENT. A SUBAGENT OWES THE SAME DUTIES AND RESPONSIBILITIES TO THE CLIENT AS THE CLIENT’S PRIMARY BROKER.

106. EQUAL HOUSING OPPORTUNITY : THIS COMPANY PROHIBITS ANY AGENT OR STAFF MEMBER FROM DISCRIMINATING AGAINST ANY PERSON IN THE PROVISION OF ANY OF THE COMPANY’S SERVICES ON THE BASIS OF RACE, COLOR, RELIGION, SEX, HANDICAP, FAMILIAL STATUS OR NATIONAL ORIGIN .

107. BUYERS DECISION THE HOME YOU LOOKED AT TODAY - AND WANT TO THINK ABOUT UNTIL TOMORROW. . . IS THE HOME SOMEONE ELSE SAW YESTERDAY. . . AND WILL BUY TODAY.

108. Valerie Whiteman Broker in Charge, ABR, e-Pro, CCRE, RECS DON’T MAKE A MOVE WITHOUT IT! MARKETING SYSTEM 11-03 The Imperial Group International

109. IS THIS A PROGRAM THAT YOU FEEL WILL MEET YOUR NEEDS? LET’S GET STARTED!