1. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com Buyers Names: ______________________________________________________________ Date:___________ Phone: (H)______________________ (W)_________________________ Phone: (Cell #1) __________________________ (Cell #2)___________________________ Fax: ____________________Email:________________________________________________ Address:______________________________________________________________________ 1.How did you hear about Walter or the property about which you are inquiring?________________________________________________________________ 2.How long have you been looking?_________________________________________ 3.Are you working with another agent/broker?_______________________________ If yes, who?_______________________________________________________________ Buyers: What Do I Say – The $10 at Close Magic Questions

2. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com 4.How many are in your family?_____________________________________________ 5.Do you own now, or are you renting?___________ Rent Amount? _____________ 6.Must you sell before buying (or complete the lease period before buying?) If yes, how long will that take?_______________________________________________ 7.Have you seen any homes/investment properties that you really liked?____________________________________________________________________ 8.If yes, why did you not buy it?_____________________________________________ 9.How soon do you need to move?__________________________________________ Why?_____________________________________________________________________ 10.If we can find the right property, are you prepared to make a decision now? _______ If not, when?_____________________________________________________ 11.What price range have you been considering? $____________ to $___________ 12.How much has a lender told you that you are qualified for? $____________ 13.What is your initial investment for the purchase? $_____________ Do you have a budget for monthly payments? $_______________________ What is the name of the lender that pre-approved you? _________________ 16. Please describe what you are looking for and WHY: Single Family:_______________Lot Size: _______________________ Townhouse/Condominium:_____Sq. Ft: _________________________ Bedrooms :__________________Bathrooms: _____________________ Family room/Great room:______ Fireplace:______________________ Garage: ____________________Age Preference:_________________ Pool: ______________________Schools:_______________________ Other features:_________________________________________________ _____________________________________________________________ _____________________________________________________________ Buyers: What Do I Say? The $100 at Close Magic Questions Page 3 17. Is there a particular location in the city you prefer?_____________________ Is there a particular style that you would prefer?_______________________ Is there anyone else who will be helping you make the decision about buying? ______________________________________________ What is your schedule for being involved in the process of finding a new home? _____________________________________________________________ _____________________________________________________________ What special requirements do you need in your new property from Walter? _____________________________________________________________ 22. Where are you employed? _______________________________________ Where is your spouse employed?___________________________________ 24.If Walter gives you 100% in the search and shows you secret property, will you buy your new property from him?___________________________ 25.What times are best for you to look?________________________________ How do you like us to communicate? i.e. phone, Email, or a posted website/intranet? ______________________________________________ Buyers: What Do I Say? The $100 at Close Magic Questions Page 4 27.I will have Walter call you so that he can go over details of the hunt and the next step. What is the best time to have him call you?_________________ At which number?______________________________________________ 28.What are your favorite ways to view property? _______________________ _____________________________________________________________ 29.How did you find Walter/the property?______________________________ 30.Close them on the importance of pre-approval letter from our lender. 31. Referred by:Name: _____________________________________________ Address: ___________________________________________ Phone: ____________________ Cell: ____________________ Email: _____________________________________________ Referral fee: ________________________________________ OFFICE SUMMARY: Price range $______________________ to $________________________ Down payment $______________________ to $________________________ Bdrms/Baths ________ /________ Units ______ to ______ Sq. Ft. ___________ Locations:_________________________________________________________ Comments: _________________________________________________________ Buyers: What Do I Say? The $100 at Close Magic Questions Page 5 Communication process:______________________________________________ __________________________________________________________________ Next step:__________________________________________________________ Search: S/____________ N/____________ E/____________ W/____________ Area:___________________________ Type:______________________________ Features:___________________________________________________________ Other: _____________________________________________________________ __________________________________________________________________ __________________________________________________________________ __________________________________________________________________ Buyer is a seller! Yes or No(see Seller question list!) Ask appropriate follow-up questions. REMEMBER: a sale of the buyers home will provide surety of close to a seller of the home that the buyer desires. This plus few, if any, contingencies, a large deposit, a pre-approval letter, as close to full price as possible, a note and picture from the buyers will almost guarantee an acceptance. How many of the above do you have?

3. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com 12.How much has a lender told you that you are qualified for? $_______________ 13.What is your initial investment for the purchase? $__________________________ 14.Do you have a budget for monthly payments? $____________________________ 15.What is the name of the lender that pre-approved you? ____________________ 16. Please describe what you are looking for and WHY: Single Family:__________________Lot Size: ______________________________ Townhouse/Condominium:_____Sq. Ft: ________________________________ Bedrooms :_____________________Bathrooms: __________________________ Family room/Great room:_______Fireplace:____________________________ Garage: _______________________Age Preference:______________________ Pool: ___________________________Schools:______________________________ Other features:____________________________________________________________ _________________________________________________________________________ 17. Is there a particular location in the city you prefer?_________________________

4. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com 18.Is there a particular style that you would prefer?_______________________ 19.Is there anyone else who will be helping you make the decision about buying? _________________________________________________________________ 20.What is your schedule for being involved in the process of finding a new home? ___________________________________________________________________ __________________________________________________________________________ 21.What special requirements do you need in your new property from Walter? __________________________________________________________________________ 22. Where are you employed? _______________________________________________ 23.Where is your spouse employed?__________________________________________ 24.If Walter gives you 100% in the search and shows you secret property, will you buy your new property from him?______________________________________ 25.What times are best for you to look?_______________________________________

5. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com 26.How do you like us to communicate? i.e. phone, Email, or a posted website/intranet? ________________________________________________________ 27.I will have Walter call you so that he can go over details of the hunt and the next step. What is the best time to have him call you?______________________ At which number?________________________________________________________ 28.What are your favorite ways to view property? _____________________________ __________________________________________________________________________ 29.How did you find Walter/the property?_____________________________________ 30.Close them on the importance of pre-approval letter from our lender. 31. Referred by:Name: _____________________________________________ Address: ___________________________________________ Phone: ____________________ Cell: ____________________ Email: _____________________________________________ Referral fee: ________________________________________

6. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com OFFICE SUMMARY: Price range $_________________________ to $____________________________ Down payment $_________________________ to $____________________________ Bdrms/Baths ________ /________ Units ______ to ______ Sq. Ft. ____________________ Locations:____________________________________________________________________ Comments: __________________________________________________________________ _____________________________________________________________________________ Communication process:______________________________________________________ _____________________________________________________________________________ Next step:____________________________________________________________________ Search: S/______________ N/______________ E/______________ W/_______________

7. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com Area:_________________________________ Type:__________________________________ Features:_____________________________________________________________________ Other: _______________________________________________________________________ ______________________________________________________________________________ Buyer is a seller! Yes or No(see Seller question list!) Ask appropriate follow-up questions. REMEMBER: a sale of the buyers home will provide surety of close to a seller of the home that the buyer desires. This plus few, if any, contingencies, a large deposit, a pre-approval letter, as close to full price as possible, a note and picture from the buyers will almost guarantee an acceptance. How many of the above do you have?

8. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com Date:____________________ Client Name:_______________________________ A.NEED: These are items that my new property must have! In fact, if it does not have these items, I probably will not buy it! 1.________________________________________________________________________ 2.________________________________________________________________________ 3.________________________________________________________________________ 4.________________________________________________________________________ 5.________________________________________________________________________ 6.________________________________________________________________________ 7.________________________________________________________________________ 8.________________________________________________________________________ 9.________________________________________________________________________ 10._______________________________________________________________________ The Need, Want, and Wish List for My New Investment

9. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com B.WANT: It would sure be nice to have these items in my new property, but I can live without them. 1.________________________________________________________________________ 2.________________________________________________________________________ 3.________________________________________________________________________ 4.________________________________________________________________________ 5.________________________________________________________________________ 6.________________________________________________________________________ 7.________________________________________________________________________ C.WISH: I wish these features were possible, and if you could get these items, I would be very pleased! 1.____________________________________________________________ 2.____________________________________________________________ 3.____________________________________________________________ 4.____________________________________________________________ __________________________________________________________________________ Buyer Signature Buyer Signature ____________________________________ Walter Sanford

10. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com Client Name:_________________________________________________________________ In all purchases, there are levels of anxiety. What bothers you? If I can learn about your concerns up front, I am in a better position to save you time and show you the right property. Please tell me your concerns. Least ConcernedtoMost Concerned 1. Schools12345 2. Down payment12345 3. Payments12345 4. Points/other costs12345 5. Closing costs12345 6. Neighborhoods12345 7. Security/Crime12345 8. Utility costs12345 9. Floor plan 12345 10. Garage12345 11. Yard space12345 12. RV parking12345 What Are You Concerned About?

11. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com Least ConcernedtoMost Concerned 13. Lack of steps12345 14. Room for piano12345 15. Cleanliness12345 16. Construction12345 17. Pool12345 18. Smart wiring12345 19. Closing time12345 20. Inspection for condition12345 21. Termites12345 22. Travel time12345 23. Storage12345 24. Kitchen12345 25. Family room12345 26. Bathrooms12345 27. Square footage12345

12. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com Least ConcernedtoMost Concerned 28. Close to: Police/fire stations12345 Schools12345 Shopping12345 Bus12345 Hospital12345 Parks12345 Day care centers12345 Sport centers12345 29. Construction quality12345 30. Mother-in-law room12345 31. High speed Internet12345 32. Feng Shui12345 33. Other:___________12345 34. Other:___________12345 35. Other:___________12345 36. Other:___________12345 37. Other:___________12345 38. Other:___________12345

13. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com Least ConcernedtoMost Concerned 39. Other:___________12345 40. Other:___________12345 41. Other:___________12345 42. Other:___________12345 43. Other:___________12345 44. Other:___________12345 45. Other:___________12345 __________________________________________________________________________ Buyer Signature Buyer Signature ____________________________________ Walter Sanford

14. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com 1.Do you work as a full-time REALTOR®? 2.Do you have full-time or part-time assistants to help me when you are busy? How many? 3.What are your specialties? 4.What are your professional designations? 5.How many properties have you sold to buyers in the last three (3) months? 6.In what price range for those properties? 7.How often should I expect to hear from you when we start looking at properties? 8.How will you let me know what you are doing to find me a property? 9.How do you keep up to date on available financing? A Buyers Guide to Interviewing a Real Estate Agent/Broker

15. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com 10.What is your opinion of home inspectors? 11.What are your expectations of me in this process? 12.Tell me your process of selecting properties for me to view. 13.Are you available to work within my time schedule? 14.Would you consider yourself a tough negotiator? Why? 15.Why should I work exclusively with you? 16.Who pays the commission? 17. Then who represents me? 18. Tell me about your affiliate team members. 19. Are you an owner, broker, or agent of the company?

16. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com 20. How much clout do you have with the lender that we choose? How about other team members? 21. Who do I talk to if you are not in the office? 22. Do you have references or testimonials? 23. What are REOs, short sales, probates, and auctions? Can you explain each one to me and do you specialize in any of them? 24.Will you show me for sale by owner properties? 25.Do you ever get leads on property that no one else knows about? What are they? 26.What is the best Internet site to view properties? 27.Do you have an IDX system? 28.How do you present offers when there is competition for the property?

17. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com 29.Whats the best way to reach you? Phone? Text? Email? 30.How do I know that I am paying market value or less? 31.What if the appraisal does not come in at purchase price? 32.How will I know the property is in the same condition at closing as it was when I saw it? 33.How do I know the improvements were done with city permits? 34.Will we be getting an inspection? Who negotiates the repairs? 35.How will you help me in negotiating my loan? __________________________________________________________________________ Buyer Signature Buyer Signature ____________________________________ Walter Sanford

18. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com I COULD HAVE YOUR HOME SOLD IN 24 HOURS! CALL 815.929.9258 NOW FOR DETAILS. While other agents are looking for buyers, I already have more than 30 buyers who are pre-qualified and ready to buy a home like yours NOW! In fact, I have already sold more than 123 properties this year, thanks in part to my unique Buyer Assistance Program. I have just one small problem.... Unfortunately, I have already shown my buyers every existing listing on todays market that I thought might come close to their criteria. As of (date), they can not seem to find a home that matches their needs. So, if you have been thinking about selling... Advertisement: I Could Have Your Home SOLD

19. 559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 walter@waltersanford.com www.waltersanford.com So, if you have been thinking about selling... If you are thinking of putting your home up for sale, before you call an agent for a market analysis, call my office today at 815.929.9258 and ask my assistant, Cyndi, for an extensive list of my buyers wants and needs on my Exclusive Buyer List. Each buyer has listed the area into which they want to move, their highest priorities in criteria, and the price range they are qualified for. Perhaps your home is already on this list! We will deliver this list to you, free of charge and with no obligation to you. After all, my intent is to keep my buyers happy and moving into the homes of their dreams. I hope yours is one of them. CALL WALTER SANFORD TODAY – 815.929.9258