1. HDRE The World Changes. The Real Estate Market Changes. Real Estate Agents must Change… By: Mickey McNearney

2. The Millennium Changed 1999…would we survive Y2K?2008…we survived and thrive! Office Microsoft 2007

3. Music Changes 1999…Cassettes and Walkman2008…itunes and ipods

4. The Environment Changes 1999…Global Warming Fact or Fiction 2008…Global Warming A Reality Experts Predict Polar Bear Decline Global Warming Is Melting Their Ice Pack Habitat By Blaine Harden Washington Post Staff Writer Thursday, July 7, 2005; Page A03

5. The Political Landscape Changes 1999…Al Gore for President 2008…Al Gore wins Nobel Peace Prize & Academy Award

6. Gas Prices/Cars Change 1999… Unleaded.99/gal. Gas Guzzlers Rule the Road 2008…Unleaded 2.99/gal. Hybrids are “Hot”!

7. Cell Phones Change 1999…state of the art cell phone 2008…razr’s and iphones

8. Cameras Change 1999…Film Camera2008…Digital Camera

9. Computers Change 1999…Laptop2008…Laptop

10. Lock Boxes Change 1999…place the key on the box 2008…point the key at the box

11. Embrace Change That was then…1999 Stellar MLS system No online photos Post Dispatch Primary Marketing Tool Little or no email, no text messaging Cell Phones a luxury item No RE Websites Film Cameras & Developing This is now…2008 Rapattoni & Maris Xpress Multiple Photos & Virtual Tours Post Dispatch readership declining Email & Text Messaging Commonplace Cell Phones, a Necessity 85% Buyers use the Internet to search for properties Digital cameras & photos

12. High Definitions HDTV High-definition television (HDTV) is a digital television broadcasting system with greater resolution than traditional television systems. From Wikipediadigital television broadcastingresolution HDRE High-Definition Real Estate (HDRE) is a real estate agent with a greater resolve to work smart, embrace change and refine their skills.

13. Today’s Market: The “New” Norm Position Yourself for Success!

14. High Def Listing Agent Carefully Qualifies listing appointment Creates a highly precise CMA – Tightens CMA criteria to increase accuracy – Uses tax records to research info on FSBO’s Carefully tests the level of seller motivation –Short Sale, Pre-Foreclosure Customizes Marketing Plan to differentiate themselves Well versed on CBG Internet Advantage

15. LeadRouter Coldwellbanker.com Cbgundaker.com Realtor.com CBG Associate

16. High Def Listing Agent Prices Listings to Sell Stages Listings to Sell Uses Statistics to Reinforce points in Listing Presentation Prepared to answer the four questions 1.What’s your average selling price? 2.What percentage of your listings actually sold in the last 12 months? 3.What’s the average amount of time it took to sell these listings? 4.What’s your average list price to sale price ratio? Has an Effective Pricing Presentation

17. High Def Pricing Presentation Buying Up in a Down MarketPricing in a Changing Market

18. High Def Pricing Presentation Another Agent Will List it Higher We Can Always Come Down

19. High Def Listing Agents Defend Their Commission Educate Sellers regarding Commission Split Value Added Selling, Avoid Being a Commodity

20. High Def Listing Agents Defend Their Commission Contrast Cost Savings to Net Equity Contrast Full Service with Low Service Providers

21. High Def Buyers Agent Shows Value – Meets Buyers for Initial Consultation Illustrates “behind the scenes” research to buyers Previews property Consults with buyers about choosing the right lender Asks probing questions to help buyers focus on the important features of a home and determine needs Is able to effectively discuss agency and obtain signed Buyers Agency Agreement Determines Motivation Prepares buyers by giving them an overview of the process

22. High Def Buyers Agent Prepares the buyer to buy – Law of Contrast, show properties in proper order Makes it “Fun” to look at homes Lets them discover the home, remains emotionally neutral Avoids buyer confusion by helping buyers rate each home Uses Statistics to help buyers determine value

23. HDRE Change your thoughts and you change your world. Norman Vincent Peale (1898-1993)