This document contains various tips and resources for following up with real estate clients. It provides over 50 reasons to follow up organized into different categories such as general tips, the buying process, financial information, neighborhood data, and special interests. It also includes a section with links to additional resources on topics like mortgages, credit, neighborhoods, and different stages of the home buying process to share with clients.

1. MORE THAN
50 REASONSTO FOLLOW UP
10 WAYSTO BE A MOVOTO
SUPERSTAR
SUPPORT
LINKS FOR
FOLLOW UP
BRIDGE
LOANSare Back!
The Intersection of Real Estate and Technology
what
NOT TO DOwhile
obtaining
a mortgage
Volume 1 Fall / Winter 2014
FIRST EDITION!

3. 3The Intersection of Real Estate & Technology
SUPPORT LINKS
FOR FOLLOW UP
WORD SEARCH
10 WAYS TO BE A
MOVOTO SUPERSTAR
BRIDGE LOANS
CO-OP LIVING
MORE THAN
50 REASONS
TO FOLLOW UP
WHAT NOT TO DO
WHEN OBTAINING A MORTGAGE
4
8
7
10
1 9
20
22
IN THIS ISSUE...

4. Publisher/Owner:
Street and Curb Agency, LLC
242 N. 22nd Street, Suite A
Philadelphia, PA 19103
Stephen Carvelli, President
Editor | Stephen Carvelli > stevecarvelli@movoto.com
Designer | Lori Lozinski > lorianne.lozinski@gmail.com
Graphic Design/Layout:
Windmill Studio, LLC
426 Rosemont-Ringoes Road
Stockton, NJ 08559
windmill@comcast.net
MARKETING/ADVERTISING INQUIRIES:
stevecarvelli@yahoo.com 267-515-5820
STREET AND CURB AGENCY, LLC
242 N. 22nd Street, Suite A , Philadelphia, PA 19103
www.movoto.com
FALL / WINTER 2014 EDITION 1
4

5. Welcome to Street and Curb...
where Real Estate and Technology meet.
Today’s real estate industry is in flux--and this is good.
Our real estate world is flooded with changes--Not only are we facing
changes to mortgages and regulatory laws--but we are also seeing
changes to listing inventory with distressed properties and short
sales. These alterations to our marketplace are demanding enough,
but we are also experiencing a more profound change--a change to
our customer.
Buyers and sellers alike are becoming smarter. The internet provides
them with data, insight, commentary, and even a greater confidence
in entering the marketplace. The real estate professional’s superiority
of knowledge about the marketplace is being challenged, and this
challenge must not only be met--but also embraced.
We--as agents and brokers--must meet the customer on the tech
driven playing field--and prevail. We need to become smarter and
work harder for our clients. We must learn about technology and how
it can work to achieve our objective of buying or selling a home.
It is hoped that Street and Curb will help you to learn
that change is good, and knowledge of this change is even better.
Stephen Carvelli
from the EDITOR
The Intersection of Real Estate & Technology
5

6. In General
1.Touch base with them.
2. If you know that they or
a family member has been
sick, in a car accident,
or lost their job, check in with them
to see if they’re ok and to show that
you care.
3. (If lost job) ask what they’re
looking for and let them know
you will keep your eyes open.
4. Ask if they would like you to send
links to properties of interest.
Follow-up that creates value is critical in the early
phase of the home buying process. Your aim is to
build rapport and become your client’s go-to person.
Whenever you send information to a client, always
follow up with a “Did you get it?” call.
MORE THAN
50 REASONSTO
Follow Up!
6

7. 5. Call for feedback on properties
that you’ve sent.
6. Check to see if their time frame
for buying has changed.
7. Reconfirm what they’re looking for.
8. Comment on their recent activity
on Movoto.
9. Ask to show a property they have
visited several times on Movoto.
10. Set up a meeting to:
11. Reconfirm their motivation
for moving.
1 2. Set expectations about how you
like to work with clients. Send
them your agent brochure.
13. Mention a recent article about
their employer or what they do
for a living.
14. Call and ask if they have any
special needs that you can
investigate for them.
15. Ask about their experiences
with past agents.
• Meet with a lender
• Review the home buying process
• Explain how you will work with them
• Look at full MLS data
• Go over financing options
• Free buyer consultation
• Map out neighborhoods, etc.
Buying Process
16. Ask if they know how they want
to purchase.
17. Explain the process of buying a home.
Send information about
the steps.
18. Offer to give them blank contract
forms to review.
19. Explain how inspections and
property repairs work when they
make an offer.
20. Reconfirm “must have” and “like to
have” features in the home they
might buy.
21. Discuss long term goals for the home
they want to purchase (eg. staying or
leaving long or short term).
22. Tell them you have a city cost of living
resource for them.
23. (If this is a first purchase) Invite them
in for an information session on what
to expect.
24. Offer to show them how to use
Movoto.com features like favorite
homes, save searches or offer to
do the searching for them and
place properties in interest in their
Favorites and alerts.
25. Suggest they drive by specific homes.
You can also let them know you’ve
driven by some homes and ask if
they’d like to see them.
26. Offer to get condo docs or other
restrictions.
27. Notice changes in or additional saved
searches. Verify if their parameters
have changed.
Financial
28. See if they have met with a lender
for if they would like you to set up a
phone conference/meeting with one.
The Intersection of Real Estate Technology
7

8. 29. Explain a FICO score on a credit
report.
30. Ask if they would be interested
in repairing or improvig their
credit report. Send them a link
or information to assist.
31. Inform them about financing trends,
including rates, down payment, and
mortgage insurance.
32. Discuss changes in the financing
market that might affect them.
33. Tell them about new financing
programs that might be of inter-
est (e.g., first-time home buyer
programs, bond programs, down
payment assistance, etc.)
34. See if they would like you to
send a mortgage calculator.
See the Movoto Support Links
for follow-up.
35. Ask if they would like to have a
payment calculator to use. See
the Movoto Support Links
for follow-up.
Neighborhood
Market Data
36. Inquire about neighborhoods they
are searching in and ask what
attracted them to those specific
ones. Send them neighborhood
information.
37. Tell them about other neighbor-
hoods that have similar amenities
to where they are looking.
38. Tell them about alternate neighbor
hoods close to where they work.
39. Ask if they would like a market
analysis on a favorite property.
40. Talk about how interest rates
are going up or down.
41. (After adding Movoto widgets)
Send them to your personal web-
site to access Chalk scores and
other information.
42. Educate them on the market and
then follow up with information or
links to articles.
43. Explain buyer’s and seller’s
markets. Highlight each market’s
impact on their offer price and
number of offers they can expect to
make.
44. Tell them about where to access
crime stats on properties of
interest.
45. Ask if they would like any info
on youth sports, hobbies, points
of interest, daycare, parks, golf
courses, churches, hospitals, or
any other appropriate needs or
interests.
Verify their children’s ages.
46. Give them transportation informa-
tion for homes they have viewed on
Movoto.com.
47. Inform them about clubs or groups
of interest in the area where they
are looking.
48. Inform them about special events in
areas in which they have interest.
8

9. 9The Intersection of Real Estate Technology
E G A T R O M
W R H C O S R
A O O U T K F
G U M R I E S
E P E B D S N
N E M E E A A
T R R T R E O
S A F I C O L
L O T O V O M
Special Interests
If a Renter:
49. Ask if you can touch base from time
to time.
50. Verify how long their lease is
or will be.
If a Seller:
51. Verify if they have a house to
sell. Offer to do a market analysis.
52. Discuss when is the best time
to sell your home.
If an Invester:
53. Go over investment criteria so
you can be proactive in helping
them find a property that fits
their parameters.
54. Ask if they are interested in
information on the 1031 Tax Free
Exchanges.
Word Search Find the following words going
vertically, horizontally, and diagonally.
MORTGAGE (example)
FEDERAL
MOVOTO
HOME
LOAN
FICO
STREET
Unscramble the leftover letters to spell
“_ _ _ _ _ _ _ _ _”
CURB
CREDIT
LOT
AGENTS
GROUP
REO

10. 10
In General
City Data
http://www.city-data.com/
Neighborhood Walk Scores
http://www.walkscore.com/cit-
ies-and-neighborhoods/
Financial
Mortgage Affordability
Calculator
http://www.homepath.com/calcula-
tors_pop/index.html?type=
affordabilityht=900
Monthly Payment Calculator
http://www.mortgagecalculator.net/
Common Sense about
Improving Your Credit
http://www.experian.com/blogs/
ask-experian/2009/08/05/improv-
ing-your-credit-is-amatter-of-com-
mon-sense/
Keeping Up with Your Credit
http://www.creditkarma.com/
How to Repair and Improve
Your Credit Score
http://www.myfico.com/CreditEdu-
cation/ImproveYourScore.aspx
Each support link
is an additional
reason to follow-
up with your client,
and add value to
the relationship.
Added value
makes you their
go-to person
when they are
ready to buy. Just
copy the link and
paste it in an email
to your client.

11. 11The Intersection of Real Estate Technology
How a FICO Score
is Calculated
http://www.myfico.com/
CreditEducation/WhatsInYour-
Score.aspx
Buying Process
Steps in Buying a Home
http://portal.hud.gov/hudportal/
HUD?src=/topics/buying_a_home
Ten Questions to Ask
Inspectors
http://realtormag.realtor.org/
sales-and-marketing/hand-outs-for-
customers/for-buyers/10-questions-
ask-home-inspectors
What a Home Inspection
Should Cover
http://realtormag.realtor.org/
sales-and-marketing/hand-
outs-for-customers/for-buyers/
what-home-inspection-
should-cover
How to Buy a Home with
Low Down Payment
http://publications.usa.gov/epubli-
cations/low_down/low_down.htm
How to Buy a Home
with Low Down Payment
(En Español)
http://publications.usa.gov/epub-
lications/low_down/low_down_
sp.htm
Selling Process
How Much Value Does
Regular Maintenance
Add to Your Home
http://www.houselogic.com/
home-advice/maintenance-repair/
value-home-maintenance/
Questions to Ask
an Appraiser
https://www.isa-appraisers.org/
find-an-appraiser/questions-
to-ask-an-appraiser
Getting Ready to Sell
http://www.realtor.com/basics/sell/
prephome/getready.asp

12. 12

13. 13The Intersection of Real Estate Technology
GET YOUR COVERAGE RIGHT1

14. 14
UNDERSTAND THE
MOVOTO REFERRAL PROCESS2

15. 15The Intersection of Real Estate Technology
TIMING IS EVERYTHING:
BE QUICK RESPONSIVE3

16. 16
FOLLOW UP, FOLLOW UP,
FOLLOW UP!4

17. 17The Intersection of Real Estate Technology
MEET AS MANY CLIENTS
AS POSSIBLE5
UPDATE YOUR CLIENT LIST
SEVERAL TIMES A WEEK6

18. 18
UTILIZE THE AGENT RESOURCES
PAGE ON MOVOTO.COM7
ASK FOR HELP WHEN
YOU NEED IT8

19. 19The Intersection of Real Estate Technology
GET TO KNOW YOUR
AGENT SUCCESS PARTNER
EVERY REFERRAL IS A
POTENTIAL BUYER
9
10

20. 20
CONTINUED....10
Sources:
1
Kellog School of Management Lead Response Management Study, 2007
2
How Much Time Do You Have Before Web-Generated Leads Go Cold?
Lead Response Management Research Summary, Mareting Sherpa’s Business-to-Business Demand Generation, 2007
3
NAR 2013 Profile of Buyers and Sellers

21. 21The Intersection of Real Estate Technology
Then consider a bridge loan. Bridge Loans are designed to allow
a borrower to purchase a new single family house while they are
in the process of selling their existing home. A bridge loan
is a 1-year balloon loan, interest only
monthly payment, with the principal
due at maturity or upon sale
of current home, whichever
comes first.
The customer must be
selling a primary residence
and buying a new primary
residence and they can use
up $700,000 equity from their
current home. Just remember
that your customer will need to
qualify for the new mortgage with
their current mortgage payment
and the bridge loan payment.
Bridge
Loans:
Do you have a client that is buying a new
house and they have to wait until their current
house has sold to use the proceeds for the
closing on their new purchase?
T H E Y A R E B A C K !

22. 22
Co-op’s are a great option for starting out or downsizing.
Sometimes the co-op is a cheaper option. It is also a great for
people who travel a lot. Purchasing a co-op is different from
the norm but not all that scary.
If you haven’t shown or thought about co-op’s other than passing your license
test or completing continuing ed; here is a reminder of what you need to know
and share with your clients about buying a co-op.
Cabral,Keoni.CondoColors.2010.SanDiego,CA.Flickr.Photograph.September,2014.
Co-Op Living

23. 23The Intersection of Real Estate Technology
A co-op purchase is similar to buying a con-
dominium. Your client will still need to qualify
for the mortgage based on credit, income and
assets. The lender will need to collect infor-
mation from the co-op related to its financial
stability and legal status. Make sure you ask
the lender if there are any deal breakers for
them in approving a co-op, then check with the
board to see if they exist. Some lenders will not
approve co-ops that charge a flip tax or have a
high rental concentration. As long as the co-op
docs meet the investor guidelines, the lender
will issue an approval of the co-op which is
necessary for the mortgage approval.
But wait — it’s not over yet!
In order to purchase a co-op your client must
be approved by the co-op’s board both person-
ally and financially. This process is completely
outside of the lender. A co-op board can require
a potential buyer to provide such items such as
past years tax returns, bank statements, and
sometimes letters of reference. The co-op may
also pull a credit report and do a background
check on your client. The co-op will then either
approve or decline your client based on their
own review. Your client will need to provide a
copy of their co-op approval in order to obtain
mortgage approval.

24. 24
We were
two weeks from
closing and my
clients were
denied their
mortgage!!!
Yourdon,Ed.RiversidePark,firstdayofspring2011.Ansonia,NewYork.Flickr.Photograph.September,2014

25. 25The Intersection of Real Estate Technology
No New Credit: Even if your client has handed you their final
loan commitment, that does not mean they are 100% done with the process. A
week or so before closing all lenders must re-pull a new soft credit report. This
will not hurt your client’s credit score. It will only show the lender if the client has
obtained any new credit in the last 60 days. Adding new credit can lower credit
scores and increase the client’s debit to income ratio which quite possibly will
alter their approval status.
Wait until the last minute to
liquidate assets needed for closing:Make sure all your assets are inline and ready to go sooner than later. It is not
uncommon for a client to be using investment funds for the purchase of a new
house. It is also not uncommon for that same client to not want to liquidate those
funds until right before the closing. Before a loan can go to closing the buyer
must show a clear paper trail of enough liquid funds in one account for the down
payment and closing cost and verify where it all came from. The days of they
have a million dollars and could pay cash for the house, doesn’t work anymore.
Change your Employment status:Do not change employment status!!! Clients cannot switch from working as a
salaried W2 employee and decide they want to open their own business and
become self-employed even if it is the same line of work. If someone is out of
work (maternity, disability) they will always need to be back on the job before the
closing date and may need to show 30 days’ worth of pay stubs.
While no lending institution ever looks to deny
any customers, there are instances where it
is just unavoidable. Below are some helpful
hints on What Not To Do while obtaining
a mortgage.

26. 26
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609-306-3610
windmill@comcast.net
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windmill@comcast.net
426 Rosemont-Ringoes Rd., Stockton, New Jersey 08559
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Toll Free: 866-994-9980
www.integritynj.com
Call
Them!
Great Service! Monica Lee
Agent Success Partner @ Movoto LLC
650-241-3048 (Direct)

28. © 2014 STREET AND CURB AGENCY, LLC
242 N. 22nd Street, Suite A , Philadelphia, PA 19103
www.movoto.com