1. Marketing proposal Prepared for Mr. and Mrs. Paul Kierce

2. Hiring a Broker to Market Your Home Should be a Business Decision Broker selection is the most important element in the process

3. You Could Hire a Real Estate Broker at a Reduced Rate You may think the money you’re saving is going into your pocket

4. Reward Sales Side Listing Side Marketing Fee What the Public Thinks Total Fee Survey of recent home sellers indicate that 85% felt the selling agent earned the fee.* 85% * Survey by NAR Survey of recent home sellers indicate that 87% felt the listing agent did not earn the fee.* 87%

5. The “Tangibles” MLS Key Box Advertising Public Open Houses Signs Feature Sheets Magnets, Pens and Pads Broker Open Houses ‘Just Listed’ Announcements Real Estate Magazine Advertising Internet Advertising Home Warranties Corporate Relocation Affiliation Property Preparation Consultants (800) Telephone Number on Signs Advertising Your Home Every Week Until Sold Advertise Your Home on Video National Advertising in Real Estate Publications

6. Example: Gardenburger spends 2/3 of its advertising budget on SuperBowl ad and created an overnight success Real Estate Product vs. Commodity Seller establishes price Direct relationship to advertising and marketing of product. Product Buyer establishes value No relationship to advertising Commodity Example: Have you ever seen an ad for the sale of soy bean futures or IBM stock? With a commodity, prices go up when there’s more than one buyer. It’s the price point which creates positive and negative energy.

7. FACT: Buyers Buy When They Perceive Value Inventory sells at its highest price in the first days of exposure

8. The Buyer Pool Perception: Fewer buyers in the marketplace = Buyer’s Market

9. The Buyer Pool Perception: More buyers in the marketplace = Seller’s Market

10. The Buyer Pool Scale of Value The Paradigm Shift The Reality: The buyer pool remains relatively constant. Prices go UP and DOWN

11. The First 14 Days Are the Most Critical in the Marketing of Your Property We’ll show you the statistics

12. The Importance of Market Positioning What is it worth? Buyers wanting to buy What will it take? Buyers prepared to buy Buyers just entering market % of Buyers

13. 14-Day Listing Follow-Up PROPERTY ADDRESS : ____________________________________________ AGENT : ________________________ Open House Date: ______________ List Price : _____________ Day #13 Shows: Repeat Shows: Feedback: Day #14 Shows: Repeat Shows: Feedback: Day #5 Shows: Repeat Shows: Feedback: Day #6 Shows: Repeat Shows: Feedback: Day #7 Shows: Repeat Shows: Feedback: Day #8 Shows: Repeat Shows: Feedback: Day #9 Shows: Repeat Shows: Feedback: Day #10 Shows: Repeat Shows: Feedback: Day #11 Shows: Repeat Shows: Feedback: Day #12 Shows: Repeat Shows: Feedback: Time to re-evaluate property and arrange personal meeting with seller (set date): ______________ Results of meeting: _________________________________________________________________ Three Phases of Showing: 3. NO SHOWS 3. NO SHOWS : home is above the market; no perception of value 1. REPEAT SHOWINGS: 1. REPEAT SHOWINGS: home being shown continuously with second looks 2. SHOWINGS BUT NO SECOND LOOKS: 2. SHOWINGS BUT NO SECOND LOOKS: home being shown but not perceived as a good value Day #1 Shows: Repeat Shows: Feedback: Day #2 Shows: Repeat Shows: Feedback: Day #3 Shows: Repeat Shows: Feedback: Day #4 Shows: Repeat Shows: Feedback:

14. Newspaper Advertising vs. the Internet Over 75% of today’s homebuyers begin their search on the internet

15. Inventory coming on…Inventory going off… What is the Market Doing? Inventory coming on…Inventory going off… Prices go DOWN Prices go UP

16. Depreciating Market Appreciating Market Abundance of energy and no inventory Abundance of inventory and no energy Competitive pricing makes your home look good compared to the other inventory and creates the same environment as an Appreciating Market.

17. Our Job as Marketing Consultants: Educate seller– –To market conditions and marketing concepts Create a perception of value– –To stimulate the buyer pool to make offers Negotiate the sale– –To net the seller(s) top dollar for their home

18. Market Study Uses current market data Analyzes buyer criteria Requires in-depth inventory knowledge Assists in choice of initial market position Assists in repositioning