1. Authorized Experts: Cars-Appraisals -What does an authorized expert-car appraiser sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which appraiser shop to choose? _____________________________________________________________________ Call Opening Questions: Do you provide on-site car appraisals? Do you also conduct some appraisals over the phone? As far as car appraisals go, do you provide pre-purchase appraisals and inspections? If so, do you also provide a detailed written report? What about for insurance purposes in the case of an accident? Do you also provide detailed written appraisals for someone looking to sell their car and provide proof of what the car is worth? Are you also able to appraise rare antique cars? What is your standard turnaround time once you have been hired? Do you use only professional certified appraisers? Do you also provide detailed appraisals for commercial vehicles? Do your potential clients care about some of these points-if so, could we discuss in more detail? Confidential Property of Mike Centorani/Matchcraft, Inc. 2009 Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

2. Authorized Experts: Cars-Appraisals Needs Analysis Questions: What are your most profitable/desirable types of appraisals? (possible headline) _________________________________________________________________________________ What % of your appraisals do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of appraisals do you handle? Would you like more of any of these type of appraisals? (ex. Jewelry, furniture, paintings, antiques, etc. headings) _________________________________________________________________________________________________ How many certified appraisers do you have? How many appraisals are they doing in a week (avg)? _____________________________________ _______________________________________ How many more appraisals (on average) could they do in a week? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one appraisal? (ROI) __________________________________________________________________________________ WHY is your appraisal company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your appraisers gone through any type of training? Are they professional and courteous? __________________________________________________________________________________ How far would you be willing to travel for an appraisal? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your appraisal company now? (continuity of ad messages) __________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions