1. WHY ARE WE HAVING THIS TRAINING CLASS?? Prudential New Jersey

2. BRING TOGETHER OUR TOP CORPORATE RELOCATION AGENTS TO: DISCUSS 2004 RESULTS DISCUSS 2004 RESULTS REVIEW EXPECTATIONS REVIEW EXPECTATIONS STATUS OF MODULES STATUS OF MODULES SHARE MATERIALS & IDEAS SHARE MATERIALS & IDEAS RENTALS?? SETTLING IN?? RENTALS?? SETTLING IN?? HOW AND WHERE PNJP GETS RELO BUSINESS HOW AND WHERE PNJP GETS RELO BUSINESS DESTINATION SERVICES DESTINATION SERVICES HOME MARKETING HOME MARKETING Q&A Q&A

3. DESTINATION SERVICES PRM MINIMUM CONVERSION GOAL 80% PRM MINIMUM CONVERSION GOAL 80% OUR RESULTS WERE OUR RESULTS WERE 98% 98%

4. HOW DOES PNJP GET RELOCATION BUSINESS?? OUR REPUTATION OUR REPUTATION PAST CONTACTS PAST CONTACTS PERSONAL CONTACTS PERSONAL CONTACTS PRM PRM MARKETING EFFORTS BY DEPT. MARKETING EFFORTS BY DEPT. ALL OTHER RELOCATION COMPANIES ALL OTHER RELOCATION COMPANIES

5. BASIC DESTINATION SERVICES CALL TRANSFEREE SAME DAY CALL TRANSFEREE SAME DAY SEND INFORMATION SEND INFORMATION REACH NUMBERS FOR NJ REACH NUMBERS FOR NJ ARRANGE FOR PICK UP ARRANGE FOR PICK UP FEED BACK FEED BACK UPDATE FORMS / FILL OUT UPDATE FORMS / FILL OUT

6. BASIC DESTINATION SERVICES CALL OUR RELO DEPT IF: CALL OUR RELO DEPT IF: YOU CAN’T REACH EE YOU CAN’T REACH EE OUT OF YOUR SERVICE AREA OUT OF YOUR SERVICE AREA EMERGENCY EMERGENCY PERSONALITY CONFLICT PERSONALITY CONFLICT ANY PROBLEMS ANY PROBLEMS

7. NEVER EVER REFER A TRANSFEREE GIVEN TO YOU BY RELO REFER A TRANSFEREE GIVEN TO YOU BY RELO DISCUSS ANOTHER TRANSFEREE’S BENEFIT PACKAGE DISCUSS ANOTHER TRANSFEREE’S BENEFIT PACKAGE DISCUSS REFERRAL FEES DISCUSS REFERRAL FEES TAKE ANY BUSINESS FOR GRANTED TAKE ANY BUSINESS FOR GRANTED SIGN ANY REFERRAL AGREEMENTS OR AGREE TO PAY A REFERRAL SIGN ANY REFERRAL AGREEMENTS OR AGREE TO PAY A REFERRAL

8. RENTALS AND SETTLING IN PART OF THE RELOCATION PROCESS PART OF THE RELOCATION PROCESS MANY TIMES THE TOURS ARE PAID MANY TIMES THE TOURS ARE PAID HOW DO THE $$ WORK HOW DO THE $$ WORK WHY DOES IT TAKE SO LONG WHY DOES IT TAKE SO LONG WHAT IS “SETTLING IN”? WHAT IS “SETTLING IN”?

9. PREMARKETING CALL IMMEDIATELY CALL IMMEDIATELY AVAILABILITY FOR APPOINTMENT AVAILABILITY FOR APPOINTMENT TAKE TIME ON FIRST VISIT TAKE TIME ON FIRST VISIT WARN THEM YOU’LL BE TAKING PICTURES WARN THEM YOU’LL BE TAKING PICTURES

10. ERC REPORT COMMON MISTAKES REAL ESTATE FIRM & CONTACT REAL ESTATE FIRM & CONTACT AGENT PREPARER AGENT PREPARER CONTRIBUTORY VALUE CONTRIBUTORY VALUE TYPES OF COMPETING LISTINGS (100%) TYPES OF COMPETING LISTINGS (100%) INSPECT COMPETITION INSPECT COMPETITION PRICING PRICING

11. MARKETING STRATEGY INCLUDE THE BASICS INCLUDE THE BASICS BE CREATIVE BE CREATIVE DON’T PROMISE MORE THAN YOU CAN DELIVER DON’T PROMISE MORE THAN YOU CAN DELIVER RELOCATION DEPARTMENT MUST APPROVE FINAL REPORT RELOCATION DEPARTMENT MUST APPROVE FINAL REPORT

12. THE LISTING PERIOD 50/50 SPLIT ON COMMISSION 50/50 SPLIT ON COMMISSION FEEDBACK FEEDBACK FOLLOW-UP FOLLOW-UP AVAILABILITY AVAILABILITY PROFESSIONAL LOOKING MATERIAL PROFESSIONAL LOOKING MATERIAL

13. AMENDED VALUE SALE HANDLING AN OFFER HANDLING AN OFFER THE CONTRACT THE CONTRACT FOLLOW UP ON CONTINGENCIES FOLLOW UP ON CONTINGENCIES

14. UNDER CONTRACT AND VACANT MANAGE THE PROPERTY MANAGE THE PROPERTY UTILITIES,LAWN MAINTENANCE, SNOW REMOVAL ETC. UTILITIES,LAWN MAINTENANCE, SNOW REMOVAL ETC. C of O C of O SMOKE CERTIFICATES SMOKE CERTIFICATES REIMBURSEMENT OF EXPENSES REIMBURSEMENT OF EXPENSES ATTEND THE CLOSING ATTEND THE CLOSING