1. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS The Ultimate Listing Presentation

2. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS A Customized Home Marketing Proposal prepared especially for: Created by: Scot Kenkel ABC REALTORS Geoff and Lisa Scott 234 Happy Hollow Lane

3. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Our Meeting Today: 1.Ask Questions 2.Tour Your Property 3.My Marketing System 4.Discuss $$$$$$$$$$ 5.Explain the Forms

4. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS 1. Why are you moving and where are you moving? 2. When do you want /have to move? 3. How long have you lived in your present home? 4. What “major improvements” have you made on your present home? 5. Who else are you talking with about the sale of your house? 6. What other source of funds do you have available to you? 7. How do you feel about owner financing? 8. How did you arrive at your price? 9. What is most important to you? Pricing? Timing? Convenience? 10. What would it do to your plans if you couldn’t sell? 11. What would it take to get you to list with me today?

5. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Inspect Your Property

6. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Your Personal Objective: 1. Highest Price 2. Shortest Time 3. Least Aggravation My Professional Objective: 1. Highest Price 2. Shortest Time 3. Least Aggravation

7. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Personal Slogan…etc My Name Designations Accomplishments About Me Page

8. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS About Me Page

9. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS About My Company Page ABC Realtors, Inc. # of Offices/Agents/Affiliations Accomplishments

10. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS About My Company Page We work with everyone!! Our Industry Colleagues…

11. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS

12. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 1 Assemble accurate information about your home.

13. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 2 Create and review a thorough “Prepare to Sell” action item checklist.

14. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 3 Order the placement of professional signage.

15. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 4 Create ad copy and images for marketing pieces.

16. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 5 Enter detailed information into local Multiple List Service.

17. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 6 Develop print and digital marketing pieces for distribution.

18. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 7 Upload information to local and national web sites.

19. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 8 Launch targeted “Industry Awareness Campaign”

20. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 9 Launch targeted marketing pieces --- postcards, fax broadcasts, e-mails, flyers.

21. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 10 Qualify Buyers and Coordinate Home Showings

22. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Step 11 Negotiate and explain all purchase offers

23. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Regular Reports Weekly Marketing Efforts Showing Responses Pricing Opinions Competitive Analysis

24. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS The Choice is yours… The “Gamble” or… My Proven “System”

25. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Finances

26. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS 6 Factors That Influence the Sale of Real Estate PRICE CONDITION OF HOME FINANCING TIMING COMPETITION MARKETING

27. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Factors Beyond Our Control Factors Within Our Control Physical Features of the Home Market Conditions The Competition Listing Price & Terms Property Condition Inside & Outside Availability of Property (Ease of Showing) Marketing Strategy

28. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Our Goal Get Your Home Sold!

29. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS $$ Wholesale Retail Your List Price TIME Avg. market time +/- Sell today! 180+/- Days 3 Different Prices for your HOME!!

30. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS 70% 80% 90% 100% A FEW DAYS Full Market Time-Frame The “PRICING PYRAMID”

31. Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111 Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Forms