Danberry’s Business Development Division Components of this Division 1. Corporate Relocation 2. REO/Foreclosure Listings 3. Corporate Inventory Listings 4. Endless Rewards 5. Danberry Home Services

Who are the people that make up Business Development? Helen Ramer – Incoming/Outgoing Business Glennis Przymierski – Corporate Inventory & REO Joy Smothers – Corporate Inventory, REO, Property Management Mary Vogel – Billing Mary Jo Archer – Endless Rewards/Danberry Home Services Joyce DeLucia, Executive Vice President

Who is Cartus Cartus is a provider of third party relocation services. It is made up of CB’s, C21, ERA, Better Homes and Gardens, Southeby’s and a very few independent brokers.

CRITERIA FOR OUTGOING REFERRALS What is an Outgoing Referral? A person or persons moving from one city to another who has given permission to the Realtor to send/give/ his/her name, address, phone number and a general needs analysis to your company’s outgoing referral coordinator. This information is sent to the destination location for the purpose of providing information, counseling and real estate assistance to the person(s) in the destination city for homefinding or the resident city for homesale assistance.

BUYER REFERRALS:  A potential homebuyer to whom the service has been explained and who has agreed to be contacted by the destination area broker.  Name, address, and phone numbers for the customer  Destination city and state with a maximum of 2-3 separate geographic areas.  First homefinding trip is within a specified timeframe, preferably six months or less.  For those customers looking for employment (or retirees), a serious intent of their relocation is necessary-such as their present home being listed for sale.  Type of property or price range.  Military Transferees with orders.

LISTING REFERRALS  A homeowner interested in listing property to whom the service has been explained and who has agreed to be contacted by the designated broker servicing the geographic location of the property.  Conforms to local zoning and standards.  Not presently listed, or soon to expire.  Property is deemed to be salable by the destination area broker.

RENTALS Rental referrals do not have to be accepted by the destination broker. They are accepted at the discretion of the destination broker. They are not placed in Broker Center. However, if a referred party is expecting to rent for a period of six months or less courtesy and business opportunity would dictate providing assistance to that referral party. If a rental referral purchases within eighteen (18) months of the initial contact by the destination broker, a referral fee is due and payable to the referring Cartus Broker and Cartus Corporation in accordance with the referral fee schedule.

INFORMATION ONLY This is a professional courtesy extended to the departure Cartus Network Broker by the destination Cartus Network broker. Info. only referrals can be entered into Broker Center only if they are placed with a network broker. These do not count as an accepted outgoing referral.

SAMPLE CALCULATION OUTGOING REFERRAL The referral fee is paid by the destination broker: Sale/Purchase Price $100,000 Commission x 7% Gross Commission$ 7,000 Function Side$ 3,000 Referral Fee – 25%$ 750 Fee to Cartus$ 375 Fee to Agent$ Fee to Danberry$

Sources for Outgoing Referrals  Listings. Always ask where your customers are moving and would they like early information on taxes, housing, schools, etc.  Relatives or friends  FSBO’s  Your personal prospects – buyers  Personal R. E contacts who purchase for investment.  Vacation/Retirement Properties  Call-ins  Hits from your Web Page

Key Things to Remember  Your Business Development Div. can refer anywhere in the US and some International areas.  Referrals must go through this Division  Referrals must be qualified prior to sending them  Buyers.Listings are acceptable referrals  Follow up  Offer assistance to the other agent  Take Ownership  Send the kind of referral you would want to receive

OGR INFORMATION FOR AGENTS In order to be a designated Cartus Principal Broker Danberry must execute a contract that requires all outgoing referrals to be sent through the Cartus Network. Danberry is then given a designated number of referrals and closing goals to achieve annually and our results/goals are reviewed monthly and at the end of each year.

Danberry’s Commitment Strategic Alliance Agreement Danberry has signed a bilateral agreement with Cartus; Cartus agrees to send referrals to Danberry and Danberry agrees to send referrals through their network. Closing Goals Danberry is a Principal Broker in the Cartus Network. We are assigned goals annually and are evaluated on how well we’ve done. Our closing ratio is 33%.

Commitment Continued Compliance Danberry does not have a “no exceptions policy”, but we do evaluate an agent’s performance as team player.

THANK YOU JOYCE De LUCIA