3. INITIAL CONTACT  Get as much information about the seller and the property as possible  Get / learn the seller’s motivation  Establish rapport with common elements  Always have a POSITIVE ATTITUDE with your words  Learn about seller’s next move after the sale  Educate seller about our Selling Programs  Educate seller about our “selling rebate”  Educate seller about our “buyer reward” incentives  Don’t get too carried away on the initial call  Keep the questions “open ended” at all times; this will give you control of the call ie: “this or that” or “1 or 2”.  Don’t get shut down with direct “yes or no” questions in random conversation; save that for paperwork questions. ALWAYS BE POSITIVE ALWAYS BE PROFESSIONAL

4. THE MARKET ANALYSIS  Print property tax record to get description  Prepare property CMA relating to subdivision  Prepare a wider range CMA if area is rural  CMA is to be within 180 days to conform to appraisers  Extend CMA beyond 180 days should insufficient comparables be available  Rural properties may require substantial distance to other farm(s) or towns to establish a price guideline  If many properties exists with a wide variety of similar properties; engage tax value comparison  Always view the property to be listed to get a proper perspective and to know the property condition  Always give the seller a realistic “property evaluation” DON’T MESS THIS UP!

5. LISTING MATERIALS  Obtain listing contract packet and fill document accordingly  Confirm that all the required documents for the jurisdiction are included  Place the CMA documents in the listing folder  Place business card and brochure for contact  Print “listing presentations” which seem to be of most interest to the seller including FAQ’s.  Prepare a sample invoice of pricing for the seller to evaluate and understand  Prepare a invoice showing a potential overall cost to give seller an estimated “net proceed” estimate  Include a copy of “company comparison” ALWAYS ASK FOR THE BUSINESS

6. NO PROMISSES NO SPECIFIC TIME TO SELL NO SPECIFIC PRICE NO SPECIFIC ADVERTISING CAMPAIGN WE ARE NOT PHYCICS “A La Carte” Seller has the control

7. OUR GUARANTEE Most affordable system Most flexible selling system Only company to give rebates Buyer Rewards incentives Higher commission to Buyer Brokers CASH incentives for all participants THIS IS OUR SIGNATURE

8. PRESENTATION SEQUENCE 1)Get acquainted with the seller 2)Begin by showing interest in viewing property; do not exaggerate about the property 3)Begin with selling presentations with the computer notebook 4)Explain our seller benefits and listing rebate 5)Explain the benefit of our “buyer reward” program 6)Show and compare our company to others 7)Handle the seller’s questions with the “FAQ” presentation 8)Go to the CMA presentations 9)Do the “pricing presentation” if needed 10)Ask for the business 11)Finalize the transaction with a signed listing STAY FOCUSSED ASK FOR THE BUSINESS