Overview of Meeting & Agenda

2013 Successes

SWOT Analysis

STRENGTHS

WEAKNESSES

OPPORTUNITIES

THREATS

2013 Franchise Sales Year in Review

2013 Update on Stats January 2013December 2013 Active Executives7,7907,805 Open Offices Avg. Executives Per Office Net positive 15 Executives

2013 Update on Stats 175 Leads in Leads/Month on Average RealtyExecutives.com Career Leads: 239 Leads Since February 20, Leads/Month on Average RealtyExecutives.com Franchise Sales Leads:

2013 Update on Stats Q – Q U.S. Data (6,142 Executives): $11.8 Billion = Closed Sales Volume 56,351 = Closed Transaction Sides 8.1 = Average Closed Units Per Licensee $1.7 Million = Average Closed Volume Per Licensee

2013 Update on Stats 2013 Canada Data (Based on 30 Offices): $3.4 Billion = Closed Sales Volume * Representative of 38% of total offices in Canada

Based on 2013 Business Plans The collective number of franchise sales “called” on your 2013 Business Plans was 130 total franchise sales I narrowed that number down based on something we thought was achievable to 85 as the 2013 quota Let’s look at our results…

Based on 2013 Business Plans Our Goal was 85 Franchise Sales Deals

We Accomplished 66 Franchise Sales Deals

We Covered a Wide Geographic Area 3 Provinces 19 States 3 Countries (1 New in Malaysia)

A Breakdown by Month in 2013 Month# of Deals January6 February5 March9 April2 May5 June11 July3 August7 September3 October9 November1 December5

A Breakdown by Deal Type Deal TypeHow Many Start-Up20 Conversion16 Branch Office21 M&A Branch5 Roll-In0 Assignment2 Territory Expansion1 International Master Franchise1

A Breakdown by Fee Models Fee Model TypeHow Many Flat Fee31 Hybrid21 GCI0 All Inclusive13

A Breakdown by Sales Leaders NameHow Many Bryan Brooks12 Rob Snedden9 Scott Gilmour7 Ken Durkee7 Bill Tarrabain/Brian Klingspon4 Steve & Nancy Summers4 Bruce Vinnick4

A Breakdown by Sales Leaders NameHow Many Jeff Moore3 Bessie Conway3 Randy McKinney/Drew Rambo2 Michael Neuman2 Greg Traynor2 Rick Brown2 Tim Waldron2

A Breakdown by Sales Leaders NameHow Many Doug Radford/Kyle Poskitt1 Dale Schaechterle1

Year Over Year Comparison Month January76 February45 March89 April72 May95 June711 July113 August57 September73 October19 November61 December35

Year Over Year Comparison Deal Type Start-Up1920 Conversion2116 Branch Office1321 M&A Branch55 Roll-In50 Assignment52 Territory Expansion41 International Master Franchise 31

Year Over Year Comparison Fee Model Type Flat Fee3731 Hybrid2021 GCI80 All Inclusive613

Year Over Year Comparison* 2012 Sales Leaders2013 Sales Leaders Bill Tarrabain/Brian Klingspon - 12 Scott Gilmour - 7 Scott Gilmour - 6Ken Durkee - 7 Ken Durkee – 5Bill Tarrabain/Brian Klingspon - 4 Steve Lagoudis – 4Steve & Nancy Summers – 4 Bruce Vinnick - 4 *Excluding REI Staff

2013 Year in Review Average # of Deals/Per Month: 5.5 Deals/Per Month in 2013

2013 Year in Review Average # of Deals We Needed to Do Per Month to Meet Quota: 7 Deals/Per Month in 2013

2013 Year in Review We fell short of our goal by 19 deals Those 19 deals belong to every region who fell short of their individual goal In many ways we found ways to overcome obstacles in 2013 but we need to be even more diligent about it in 2014

“Winning is not a sometime thing, it is an all the time thing. You don’t do things right once in a while…you do them right all the time.” - Vince Lombardi

Questions To Ask Ourselves Did we do everything possible to meet our goals? Did we stay focused on the goal ALL year? Did we study our competition and know how to sell against them? How can we work together to meet our goals in 2014?

Being a Student of the Game