2. Survive & Thrive! Larry Kendall

3. Strategy 12: Statistical Pricing System (Page 22)

4. Pricing Strategy You & seller against marketYou & seller against market Turn data into knowledgeTurn data into knowledge “Big picture to small picture”“Big picture to small picture” Keep it simple & visualKeep it simple & visual Differentiate – “Odds of Selling”Differentiate – “Odds of Selling”

5. David Knox Pricing Video www.davidknox.com

6. Repeat Sale Index www.ofheo.gov Office of Federal Housing Enterprise Oversight

8. Oregon Real Estate Markets (Home Appreciation Rate 1st Qtr. ‘07) 1-Yr. Qtr. 9) Corvallis 13.87% 1.46% 10) Bend 13.67% 0.37% 13) Salem 13.44% 1.85% 14) Portland-Vancouver 11.00% 1.33% 38) Eugene-Springfield 9.00% 0.75% United States Average 4.25% 0.45% Source: Office of Federal Housing Oversight

9. Greater Portland Market (Detached home supply/demand ) April May June Total Sales 2 nd Q 2007 2,405 2,572 2,496 7,473 For Sale 6/30/07 12,899 Odds of Selling 2 nd Q 2007 (7,473 ÷ 12,899 = 57.9%) Windermere Odds of Selling (983 ÷ 1,561 = 63%) Sales 2 nd Q 20062,606 3,0573,390 9,053 For Sale 6/30/06 9,340 Odds of Selling 2 nd Q 2006 (9,053 ÷ 9,304 = 97.30%) Source: Facts and Trends/RLS

10. “Would you like to see your odds?

12. Colorado Real Estate Markets (Home Appreciation Rate 1st Qtr. ‘07) 1-Yr. Qtr. 5-Yr. State of Colorado 3.30% 0.40% 21.15% Colorado Springs 4.17% 0.84% 27.25% Boulder 1.55% -0.28% 13.90% Denver 1.09% -0.34% 14.78% Fort Collins/Loveland 0.61% 1.38% 16.73% Greeley -1.56% -1.17% 11.52% Source: Office of Federal Housing Oversight

13. *Homes Listed and Sold on Northern Colorado’s Multiple List Service Copyright © 2007 The Group, Inc. Real Estate Fort Collins Housing Market Residential Listing Inventory Homes Listed Homes Sold

18. $320,000 - $339,999 (Detached home supply/demand ) The Market The Group, Inc. Sales 1st Q ’07 912 Homes Listed 1 st Q ’07 3313 Homes for sale 3/31/07 4617 Odds of Selling in 3 months 27% 92% Odds of Selling after 3 months 20% 71% Source: IRES

21. © www.JoanneDeLeon.com

22. © Property “B” Pricing Study

23. ScatterGrams & Price Lines www.scattergrampricing.com

24. The Pricing Paradox ( Dr. Barry Schwartz, Professor of Psychology Swarthmore College, “The Paradox of Choice”)

25. The Pricing Paradox (Research study of sellers) Group AGroup B Original List Price$600,000$600,000 Price Reduced$575,000$575,000 Price Reduced $550,000$550,000 First Offer $520,000$520,000 100% rejected 100% accept/counter * * Pointed out - purchased 10 years ago for$250,000 Source: Swarthmore College Research, Dr. Barry Schwartz