TABLE OF CONTENTS

Orientation and Outline Our History and Philosophy Mission Statement

Chapter 1 Orientation REALTY EXPERTS Training Academy Classes REALTY EXPERTS Training for Success REALTY EXPERTS Training Academy Course Expectations What the Dictionary Says: Who is an EXPERT

Chapter 2 Jump Start To Success Quick Start Checklist Your 90 Day Program for Success What EXPERTS Should Know in a Buyers Market Building Your Business in a Changing or Declining Market Do Not Call Registry Agent Productivity Report The Realty EXPERT Test Questions for an EXPERT to Answer What is my Job as a Realtor?

Chapter 3 Sphere of Influence Marketing Sphere of Influence Marketing System Explanation

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Announcement Letter for New Agents My Real Estate Update For My Friends and Family Do You Know a Buyer? Do You Know a Seller? Developing a Center of Influence Past Client Value & Prospecting Avoiding Foreclosure Marketing System

Chapter 4 Scripts How to Role-Play Effectively & How to Learn Scripts Your Center of Influence FSBO Script Expired Script Just Listed Script Just Sold Script

Chapter 5 Listing Process and Presentation Listing Process Pre-Qualifying the Listing Presentation Script The One-Minute Presentation The CMA Presentation The Price Objection Script Powerful Closes for Pricing Presentation Handling Objections Script From Sellers
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The Listing Plan of Action The Listing Plan of Action Scripts Where Buyers Come From Powerful Closes for Listing Presentation Features of your clients Home

Chapter 6 Pre-Selling Package Pre-Selling Package Mission Statement Personal List of References What are You Concerned About? Pre-Listing Important Information The Listing Plan of Action Comparative Market Analysis Comparative Market Analysis Chart Your Net Sheet Contracts and Disclosures Home Showing preparation & Showing the House

Chapter 7 Sample Listing Contracts Policy of J & P Financial, Inc. Information Sheet Residential Listing Agreement Wood Destroying Pest Inspection
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J & P Financial, Inc. Addendum Sellers Listing Information Checklist Counter Offer Authorization to Receive and Convey Information Agents Visual Inspection Checklist

Chapter 8 Home Marketing Systems Fulfilling Your Listing Promises Home Showing Book System Marketing in a Buyers Market How to Generate Leads Newsletter Short Pay MLS Rules Short Pay A New Term in Real Estate

Chapter 9 Buyer Selling Process Major Rules to Follow At All Times During the Buying Process Getting the Appointment At the Appointment Showing Homes

Chapter 10 Buyers Workbook and Presentation Home Buyer Workbook Agent Cover Mission Statement Home Buyer Letter
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Step I Step II Step III Steps IV and V Step VI Step VII Commitment Letter to be signed Real Estate Agency Relationships to be signed Important: What We Dont Do to be signed Home Buyer Workbook Client Cover Mission Statement Commitment Letter- Client copy Real Estate Agency Relationships Client Copy Important: What We Dont Do client copy Home Buying One Step at a Time Information Needed at Loan Application Notes

Chapter 11 Loans, Our Loan Advantage Loans, What an EXPERT Must Know

Chapter 12 Sample Purchase Contracts Buyers Contracts Information Sheet

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Transaction Checklist Policy of J & P Financial, Inc. Residential Purchase Agreement Addendum to the Purchase Agreement J & P Financial, Inc. Addendum Counter Offer Contingency for Sale or Purchase Agents Visual Inspection Checklist Notice to Seller to Perform

Chapter 13 Negotiating and Fulfilling the Contract Negotiating the Purchase Fulfilling the Contract Loans Fund. and On Time - Our What An Expert Must Know

Chapter 14 Objections (40) Real Estate Objections Handled

Chapter 15 Review The Realty Experts Test Joes Questions to Ask Questions for an EXPERT to Answer Building a Strong Foundation in Real Estate How is an Expert
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Realty Experts Training Academy Course Expectations Agent Productivity Report

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Our History and Philosophy

Both Paula and Joe Cobb, broker/owners have been licensed in California to sell real estate for over 30 years. Their experiences until 1983 were in different locations. Paula was an active Broker and investor in the Sacramento area with 4 children, and Joe was an active Broker and investor in the San Diego area, with 3 children. In 1989 they married and continued their separate real estate careers until 1993 when they opened a Realty Executives franchise office in Rancho Bernardo, together. The franchise was unknown in that area. By 2005 they built their business to five offices and 180 agents. As of September 1, 2005 they separated from Realty Executives and changed their name to Realty Experts which immediately allowed them to open offices in El Cajon, Long Beach and Murrieta. The name Realty Experts, as a banner to go by, is a textbook success strategy: Name your company by what it does and what it stands for. Our focus is on being Experts. We hold that as our standard of service to our agents and the public. Our agents attend regular training sessions designed to promote the education, and sharpen the skills it takes to be an expert in real estate. We teach our agents to run their own successful career real estate business. It is based on the simple fact that if you do what is in the best interest of your clients they will want to continue to do business with you and will refer their friends and neighbors to you whenever they need real estate assistance. The foundations of Expert service are honesty, knowledge, integrity, and excellence. We listen to our clients, prescribe expert strategies, and deliver on our promises. We recognize we are not perfect but strive for perfection. As ethical and honest Realty Experts it is our duty to communicate with sellers and buyers in a way they see is clearly in their best interest. The truth is our test. In that regard we must be the messenger. Just as a doctor may tell you what you need to hear. It is our duty to be the best real estate sales person possible. After all, sellers are paying us lots of money to do just that, sell! When negotiating for the sale experts always look for the Win/ Win that must be present in every contract to make it successful. This is always based on full disclosure and honesty in all aspects of the purchase or sale. As Experts we are encouraging and guiding several people with different personalities and emotions to accomplish a single goal; the fulfillment of that contract. Experts deal successfully with extreme tensions and emotions associated with the purchase of the biggest asset most people will ever own, the biggest debt people will ever incur, and the biggest unknown of relocating away from job, family and friends, people will ever experience.

We earn our commissions. "We must be the calm in the middle of the storm, the captain at the helm as it plows against the waves."

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Mission Statement
Our Mission, desire and goal at RealtyExperts is to assist all parties in accomplishing their goals and allowing them to obtain a satisfactory conclusion to the purchase or sale of their real estate. All of our efforts are geared to meet this end. As we strive to accomplish this, we base our actions on the following governing values. 1. We will constantly strive to be the most professional REALTOR in San Diego and the surrounding cities. Knowledge will be our partner in achieving the success that comes with being the best. 2. We will always be better prepared than our competitors, and are committed to provide superior service to our clients. 3. We will take the time to listen to our clients and their needs and assist them in producing a plan of action that will be quickly implemented and result in the realization of their goals. 4. We serve the customer. We are customer driven and in concert with our other values, we give customers what they seek. 5. We value our Associates - We recognize that RealtyExperts is only as good as its Associates. We commit to provide a productive and solid career for all RealtyExperts Associates. 6. We practice teamwork We consider those who work for our associates with RealtyExperts as members of our team. We recognize that each customer, associate, or consultant has a unique contribution to make to our team effort. 7. We welcome innovation and adaptation to change We constantly evaluate what were doing and compare it to what is possible and what is needed. Nothing in real estate, and to that effect, society, remains the same, and neither can we. 8. We search for, live by, and teach correct principles Our services are based on correct principles that, when applied, produce positive results. We continuously search to learn more and adjust to what we learn. 9. We make a positive difference in peoples lives Our investment recommendations go beyond being profitable and informative. They empower individuals and organizations to make meaningful changes and advances in their goals. These are top priorities for RealtyExperts. Meeting them will enable us to realize Our Mission. I Agree to this Mission Statement.

Expert: ____________________________________________________ Date:________________

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Pre-Selling Package
Dear I have prepared this package with the intent to help you sell your home as soon as possible, for the highest possible price. Enclosed are all of the forms necessary for you and me to accomplish that goal. Please fill them out, especially, including your homes features that a buyer needs to know about, so they can appreciate it in the way you have since you moved in. My job is to encourage as many people to see your home as possible, and your job is to make the home as presentable as possible once a potential buyer sees it. We are like fishermen in this process. Our bait must be attractive and our hook and line must be strong to catch just the right buyer. Remember we must see the bait (your home) through the eyes of the buyer in order to do this. Thank you again for filling as much of this out as you can, so that our time together can be as efficient as possible. Please make sure to you fill out your concerns page, so that all of your questions can be answered. I look forward to seeing you at __________ On_______________

When it Comes to Real Estate Only an Expert Will Do!

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R EA LT Y EX PER T S T R A IN IN G A C A DEM Y C LA SSES:

Forum 1. The Decision. Disc. 1 The next 5 yearsWhy buyers buy and why sellers sell. Put in motion the 90 days to success. Start the Quick start checklist. Develop your briefcase and real estate tools. Forum 2. The Real Estate Test. Disc. 2 What successful agents must do to have a long term business. The Mission Statement is a way of life. Disc. 2 Forum 3. Managing Your Time. Disc. 3 Goal Setting. Your weekly schedule. 90 days to success. Always be prepared. What to carry with you at all times. Focus on WIN. Find lead. Get appointment. Pre-qualify appointment. Send pre-listing. Present and close. Complete contract. Put on S.O.I. Forum 4. Prospecting for Buyers and Sellers. Disc. 4 Know what to say, how to say it and when to say it. Only 5 ways. Forum 5. Working Past Clients and Centers of Influence. Disc. 5 What is the value of your client? Permission marketing. Every day system. What to send. When to send. Forum 6. The Pre-Qualifying Process. Disc. 6 Pre-qualify everyone, all the time. Forum 7. Lead Follow-Up. Disc. 7 Go for the appointment. The listing process. Pre-Listing Package. How to organize a follow up system. Forum 8. The Listing Presentation. Disc. 8 One Minute and More. Forum 9. Pricing Property. Disc. 9 The Price Presentation.

Forum 10. Handling Objections. Disc. 10 There are only a few objections. Know how to respond to those few. Forum 11. Closing and Negotiating. Disc. 11 Ask over and over after micro-clarifying the objections. Objections are Questions that need answered. Forum 12. Working with Buyers. Disc. 12 Buyers Workbook and Loan Origination. How to show homes efficiently. Always know your top two favorites. Always pre-qualify.

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Forum 13. Tracking your numbers. Disc. 13 Know and analyze your ratios. Daily, Weekly, Monthly, Yearly. All successful businesses do this.

Forum 14. Practicing Scripts and Developing Skills. Disc. 14 Memorize. Practice knowing What to Say, How to Say it, and When to Say it. Forum 15. Business Planning. Disc. 15 You are in business and you must treat it like a Business. Who is your Boss? What does your Boss want you to do with your time and what is the end result of the efforts you put forth? Systems for Prospecting, Appointment Setting, Pre-listing, and Package, Pre-qual, Presentation, Follow up, Complete Sale, Escrow Processing Forum 16. Customer Service. Disc. 16 Again, our mission statement. Our whole success is based on our customer service. Systems for everything! Forum 17. Mindset. Disc. 17 Your attitude determines your altitude. Who is an Expert? You MUST KNOW YOU ARE THE RIGHT CHOICE, AND WHY, for your contact because you will do a better job than other agents out there. Anyone can sell when they know in their heart they can do a great job. Forum 18. Money Management and Profitability. Disc. 18 What about profit? Spend only what brings in a profit. Look at the long term and at the return on your time and money. Test: Are you doing what it takes to succeed? SOI, Know Scripts, Know how to sell a House, How to work with Buyers, How to handle objections. Are you time Managing. Have you listed or sold yet. ( you should have at least 1 listing and 1 sale by now if you are doing what you should do.. "WHEN IT COMES TO REAL ESTATE"...ONLY AN EXPERT WILL DO! "WHO WOULD Y O U RECOMMEND TO JOIN US?"

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REALTY EXPERTS Training for Success

This booklet is designed to introduce the expert to the process of building their own business. That process is one of constantly reviewing goals and putting in place systems that meet those goals. It takes discipline. Most importantly you are your own boss, and your own employee. So, you have to constantly be asking: am I, (the employee) doing what is expected by my boss? (me). Yes, if you got in the real estate business to get away from a demanding boss, you may have just found a MORE demanding boss if you truly want to be successful. Ok, now what does that word successful really mean? It means you accomplish your own goals based on what you have decided in all phases of your life. It includes balancing all aspects of your life so that you have as much happiness, enjoyment, accomplishment, and financial rewards as YOU PERSONALLY decide you want. It is the process of getting from where you are to where you want to be. It is the recognition that you CAN do things you want to do, if you DO things that will get you there. If the reason you are in Real Estate is to make enough money to be financially free, you need to know exactly what that means to you. How much do you need? What do you have to do to get there? Be honest with yourself!!!! You chose real estate as your career. Be committed to work. Most of us hate that word work. It means doing what we really may not want to do in order to reach our goal of getting paid by our employer, (us). Wow, does that mean I must punch a time clock and focus on doing what my employer says I have to do when I may not feel like it? Every day, every minute, every hour he/she says I am to work? I cant just go into the office, have a cup of coffee and read the paper and talk to who ever is there while I make a flyer or push some papers and fool around with my personal e-mails while waiting for some one to walk in the door or the phone to ring? Can I go on caravans with friends, eat all that good food and talk to fellow agents? Think about it. If you really want to be paid you need to be productive. Can you conceive of the time you might sell a house to one of those agents? If not, you are wasting your time! If you dont need much money I guess you can do all of this fun stuff. If you personally have decided to make your time pay off you must concentrate on finding out what is most effective, efficient, and productive and set those things in place for you. Discipline! You will be surprised. Once you have your systems in place, and you get over the reluctance to do what it takes to be successful in your career, you will be rewarded in many more ways than just financially. The feeling of helping people accomplish their goals (while you are reaching yours) is a huge plus. I personally love it!

KEY TOPICS: Orientation, Company Benefits, our Uniqueness. Buyers Contracts Sellers Contracts Quick view of what successful agents do Quick start checklist Sphere of Influence Marketing Time Management. No option if you want to succeed. Setting and sticking to your goals Why scripts? What scripts? Objection handling. FSBOs

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Sphere of Influence. Daily, Weekly Review. Prelisting and Listing Presentations. Handling specific seller objections Agent productivity report. Accountability (your bosses payroll time card) Connecting scripts, schedules, and accountability. Listing presentation options and scripts Script mastery. Objection handling. Defending your commission Review Final

All experts should know how to properly qualify a buyer. Therefore you MUST take the classes our loan department offers on loans, credit, and qualifying. We have an extensive tape library of the best seminar speakers in the business as well as excellent articles on systems and tools to use in the business. They are there for your use. Your continuing education in real estate is of utmost importance. Every dime you spend on seminars and classes through the associations, local and national, pay off in higher income. You should attend all Tempo Classes as well as Association classes on 1031 exchanges, investment analysis, legal aspects and the latest technological aids. You should immediately plan on taking the GRI (Graduate of Real Estate Institute) courses to qualify for you GRI designation. This course gives you a very good overview of the WHOLE real estate field. It includes a good background in investment analysis and sales, commercial sales, commercial leasing, business opportunities, land sales, land development, lending and property management. You should also seek other designations that appeal to you: CRS, SRES,CCIM and many more. And, you can find a place at REALTY EXPERTS that fits your own personality in the real estate business. It could be as a buyers agent, a residential listing agent, an investment counselor, a commercial agent, a loan officer, a property manager, a transaction coordinator, a loan processor, a marketing director, or a part of our A team. All of them will require the disciplines outlined on this page and the attitude that you will do what it will take to be an EXPERT in your chosen career.

We are full fledged members of the National Association of REALTORS. The Code of Ethics, training, support and association with true professionals is well worth the membership fees. Many free, or discounted services are provided at the local, state, and national level, including free Winforms (sales contracts and disclosures), statistical analysis, and specialized training and information. We aspire to meet the standards of true Experts in the field of selling Real Estate. Therefore it is important for all Realty Experts to seek out and take classes and seminars which improve and reinforce their knowledge in their chosen field. We adhere to the belief that a true Expert would go about their business in an organized and systematic way to assure a positive outcome for themselves and for their clients. For example, it makes good sense to meet potential buying clients for the first time at one of our offices in a business setting so that you can concentrate on qualifying them. It is professional, efficient, and in a controlled environment with all the tools you need. We teach you to originate the loan at that time using your wireless laptop or our computers. The real purpose of that meeting is to find out if the
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buyers are genuinely motivated, and able to buy through you and to find out if you are willing to work with them, knowing what type of persons they are. Walk away when you discover they are not ready, willing and able to buy through you immediately. (Dont waste your time!) Always know and seek where your next sale is coming from. It is like medical triage. Help only those that can be saved. A system! Whenever you meet someone you have a system that turns the conversation to real estate so they know what you do and you demonstrate exceptional knowledge of your field and that you are happy to help them and at the very least send real estate information to them on a regular basis. It is a system of adding people to your sphere of influence and impressing them so they know who you are by name and how to reach you and think of you as their real estate information resource. You have a system in place that keeps your name and what you do, and how really good you are in the minds of your sphere of influence. When they or someone they know is going to need an agent they immediately think of you. When you discover someone needing your services you have a system of working with them that is foolproof. Go for the appointment, qualify, present, qualify, get commitment, and focus on giving the client what they want, when they want it. Always ask all of the questions you want, and need to ask. It is a system of knowing what to say, and when to say it. You have systems of prospecting in place and know that you must be proactive in sales, not just reactive. That means you do not just wait for someone to call or come up to you but you must call or go after them. Sphere of influence, FSBOs, expireds, clubs, attorneys, accountants, persons with more than one property, investors, renters, move up people, move down people. You have systems to overcome objections, and to close for a commitment. Above all, we know a true Expert is in charge of his or her time. They have set aside specific times to prospect, to present and to follow up as well as be with the people they love. They run their own lives instead of allowing others to run it for them, or for it to just happen. They know where they are going and how they are getting there. They have goals and a plan to reach them. Company Benefits, and Our Uniqueness: The attitude by all of our Experts Team that you are our client. Our job is to help you in every way to serve your clients and to do a better and better job so that you will be continually improving, succeeding and making more money. Our services are provided to allow you to do your job of prospecting, presenting and following up with your clients instead of the time-consuming detail work. Transaction coordinating is provided, not to remove your responsibility of making sure clients interests are protected, but to assist you in seeking the paperwork needed during the sale to comply with the contract and the laws. For a fee we will organize your transaction file according to our requirements.

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Secretarial service is provided for those few times you might need it, such as data entry, special mailings, letter writing, design, and website design.

Marketing services are provided for design and preparation of flyers, and postcard just listed and just sold mailings. We also provide standard websites and assist you in getting your domain name set up. Our automatic e-mail service through 1parkplace is a pre-designed, turn-key automatic series of letters and newsletters that you can use just by adding client names to a list. But, even more, it is a fully functioning lead generating system. Your e-mail address, name and photo are put in place as a service to you. A Uniqueness. Our offices are all keyed alike so that you can use any you choose whenever you need to. They have conference rooms, computers, printers, copiers, phones, and faxes. Just use your code to operate the long distance lines and the copiers. A Uniqueness. Coaching is provided every other week for hour to give personal accountability and help in reaching your goals. Your coach has been coached by Rich Rector who has recruited and trained over 1,300 agents in a 4 year period and coach top performing offices through Mike Ferry organization the last several years. Your coach has 30 years of experience in real estate. A Uniqueness. You are trained to do loan origination and get paid for it. And it is a special added service other franchises do not have. A Uniqueness. You are trained to run your own business and use your own phone number. A Uniqueness.

We are a One Stop Shop for real estate. We are affiliated by ownership with Advantage Title Company and have in-house Escrow, Mortgage, and Property Management, as well as a Commercial Department. It is always in your best interest and in the best interest of your clients to use any of these services when you can.

TOOLS OF THE TRADE: FOR EXPERTS * ATTITUDE: The most important tool you have is your attitude. You MUST have an attitude that is positive and motivated to reach your goal, no matter what. That attitude should NOT be one that says I will try to succeed and if it doesnt work out I will quit and try something else. The attitude MUST be I will do what it takes to be a success, no matter what. The second attitude is the willingness to ask questions of your broker, mentors, teachers and actively listen to their answers and apply their lessons. * CELL PHONE: No choice, you MUST have a personal cell phone and carry it with you all the time. This is the Buck Rogers communicator. All of your business calls should be directed to this number and your voice mail should welcome your clients or potential clients to leave a message so you can serve them.

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* LAPTOP COMPUTER: It must be wireless! All of our offices give you access through wired or wireless hubs that allow you to access the internet on your own laptop. You must be in the 21st Century to compete against the upcoming and now active real estate agent who knows, and has grown up with computers. Your computer is your friend. It allows you to efficiently do the time management, contact management, calendar, and the communications by mail or e-mail that are MANDATORY in this business. Let alone the searching of the MLS etc.

* MLS E-KEY ORGANIZER: You really MUST have the new Supra Zire Organizer and lock box key or whatever is BETTER. Too many reasons but just to start; it gives you a quick look at what is on the market every day in your chosen areas. It tells you who saw your listings and what they thought. It gives you your calendar and prompts you on all your appointments. It has your complete address book so you will always be able to reach your clients or vendors. It has your Necessary financial calculator. And much more! * BRIEFCASE: Again, no choice. Pick one that can carry your buyer and seller packets, maps, client folders and secretarial type tools such as a GOOD stapler, scotch tape, measuring tape (25ft)., pens, pencils, your personal brochures, hand outs for Home Warranty, Inspectors, and your prelisting and selling interview materials. Try and get one that you can easily carry. Put a $20 bill in there to use in an emergency when you need it. (Gas, lunch break, batteries for your watch, etc.) * TOOL BOX: Flashlight, hammer, screw driver sets, pliers, measuring tape (100ft.), sets of screws and bolts for signs, an awl, for minor home repairs. You can add things you feel you are competent to use. * * * * * * * * * * * WHEN LISTING: You should have a standard prelisting package prepared and ready to use at a moments notice. You should always bring with you one trip, assumptive close items: ONE (MINIMUM) YARD SIGN AND PORTABLE STAKE WITH SLEDGE HAMMER: LOCKBOX PLASTIC FLYER DISPLAY BOX . For inside. (For your flyers you have prepared in advance). PLASTIC OUTSIDE DISPLAY BOX For signs. (No Prices on flyers) All contracts and disclosures the sellers must sign. WHEN DOING OPEN HOUSES: Always put sign in yard Tuesday before the open house announcing it. You should have at least 6 signs (or more) placed each open house. If vacant bring chair and folding table Your Home Book for the home. (Further described in this Training Manual) Printer and paper for your laptop. (Be ready to find a home for a buyer who may walk in) Newspaper real estate ads to refer to if needed. List of new home developments to drive to with new clients

* AN ACTIVE WEBSITE which can be used to inform your clients and can be a platform for permission marketing We provide it free however the lead generating system is a small cost. * We recommend the lead generating system provided to our agents at a discount by 1parkplace. It is a lead generating system that automatically sends your potential clients and past clients e-mails and newsletters and reports that reminds them of your services.
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TWO EARS AND ONE MOUTH, to be used in that proportion

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Realty Experts Training Academy Course Expectations

When You Want to Be The Best.

Only an Expert Will Do! 1. 2. 3. 4. 5. Must complete 90 Days to Success program, meeting minimum Goals. Send announcement letter to all of your sphere of influence. Establish a database system for all your contacts. Outlook or other database systems. Top Producer, 3x5 cards, etc. Contact program plan. Dates of what you will send and when all mailings for the year will go out. Weekly calendar schedule, Monthly calendar and yearly calendar including vacations. You must follow and adjust this calendar during your training. Must know how to prospect, present, & follow up. Prospecting systems in place with scripts memorized. Memorize the scripts for prospecting, objection handling and presenting. Must know and role play and practice regularly. Call around sold and new on the market in your farm. Know what to say, how to say it, and when to say it. Establish two farm areas to call. Just Listed and Just Sold condos and homes. Look for quick turnover areas and work those. Get the information from Advantage Title. Attend title company classes. Qualify appointments. Know scripts to set appointment. Must know how to use a listing presentation, prelisting package and buyer and seller work books. Set specific Goals for the year using a written Business Plan.

6. 7. 8. 9. 10.

11. 12. 13. 14.

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15. Must track numbers daily, weekly, monthly, quarterly, and yearly. Numbers for every aspect of your business including Income, Expenses, and Profit, as well as activities that lead to sales and income. 16. Know contracts, read and be able to explain in detail. 17. Must know how to do loan origination. Specific class. How to fill out and read a loan application. How to run and analyze a credit report. How to prequalify buyers. 18. Know how to show homes Expertly. 19. You must have tools of trade always available or in car ready when needed in briefcase or box: Prelisting packages, Listing contracts, Sellers net sheet, Buyer workbook, Purchase contracts, Buyer net sheet, fax headers, calculator, cards, pens, lock box, Realtor mls key, personal brochures, business cards, flyers, laptop, etc. You must be ready at a moments notice to meet with buyers or sellers and have all that you need to give Expert service. 20. Keep accurate memos with your files to show when and what was said. Mail, e-mail or fax to confirm conversations. Keep a copy and write in log to keep with every file. 21. In the end every agent must know and be proficient in the four things their job requires. Prospecting, prequalifying, presenting, and following up. 22. How to sell homes. Must be proficient in using the MLS; searching for properties, doing a Competitive Market Analysis, listings and searches by email, and statistical analysis. 23. How to use Winforms and our website for forms and contracts. 24. Marketing homes. Website, automatic e-mail . 25. Quick start checklist is complete. 26. Keys: 1) Find someone motivated to buy or sell real estate. 2) Prequalify them and set an appointment. 3) Give them a phenomenal presentation that compels them to want to sign and sign them up. 4) Follow-up, obtain a sales contract and close it. 5) Add them to your sphere of influence
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27. Finish 90 days to success 28. Complete and pass Realty Experts Training Academy Oral interview and exam. 29. Must know how to market homes. Open houses, calling in area, ads that work, mailing that works, staging the property, magic words that bring response. 29. Most of all always know and focus on your mission statement which leads you to KNOW WHY YOU SPECIFICALLY ARE THE BEST AGENT ANYONE CAN CHOOSE FOR THEIR REAL ESTATE NEEDS. 23. List 6 specific reasons your prospects should work with you that are unique to you and your company. (your competitive edge)

I commit to learning all of the above and acknowledge that these are the keys to being an Expert in Real Estate. Expert signature Date

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What the Dictionary Says:

Who is an Expert?
An expert is someone widely recognized as a reliable

technique, or skill whose judgment is accorded authority and status by the public or
their peers. Experts have prolonged or intense experience through practice and education in a particular field.
Expert
noun

source of knowledge,

adj

1. Someone with great skill in, or extensive knowledge of, a particular subject. Thesaurus: professional, master, ace, virtuoso, authority, wizard. 1. Highly skilled or extremely knowledgeable. Thesaurus: skilled, trained, professional, experienced, practiced, facile, adept, adroit, masterly, and proficient. 2. Relating to or done by an expert or experts.

Etym ology : 14c as adj; 19c as noun: from Latin expertus, from experiri

Source of

to try.

Who is a Realty Expert?

Someone Who is or Tries (Aspires, Commits) to be a Real Estate Expert. Someone who can rely on the expertise of Experienced Experts To Assist in providing Excellent, Expert Service in Real Estate.

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Things to know and learn to be a Realty Expert:

- Real Estate law. You have a license that says you do. - Title and Ownership issues. - How to Determine Real Estate Values. - Why own Real Estate vs. Renting. - Why Real Estate Investing Beats All Else. - Why Belonging to The Association of Realtors is Important. - Continuing Education is absolutely Necessary. - Factors in Location, Location, and Location. - Knowledgeable in Demographics, Availability of Schools, Shopping, Employment, and Community and Area Growth Patterns. - How to find, show, and sell new homes. - How to find, show, and sell used homes. - How to Search for Properties through the mls and title companies. - How to fully use the mls programs for presentations and follow up with clients and potential clients. - How to Communicate with Buyers and Sellers in a way that maintains confidence in their ability based on facts, truth, honesty, and follow through. - How to Market and Sell Real Estate. This includes how and where to find buyers by calling, mailing, and advertising. - A Proficient Sales Person who Knows How to Find and Help Buyers and Sellers Accomplish their Goals. One who can find out what they want and give it to them. - You know what to say, when to say it, and how to say it to do your job. - How to write and follow real estate purchase and listing contracts in such a way as to protect and serve your clients. - How to negotiate. - How the escrow and closing process works so that you can guide and oversee it properly. - Know your role as agent in the whole process. - Know and be confident in the reasons a client should choose you over another agent. - How to work effectively and efficiently. - How to run an effective and profitable service business which includes: how to set and follow a Business Plan, how to keep records for improvement and analysis, and how to have a life.

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Quick Start Checklist

_________Turn in your Press Release and Photo to office. _________Join Association or transfer. _________Join Sandicor or transfer. _________Set up all of your sphere of influence in your contact management software and E-mail, Or, give to Marketing to mail a postcard announcement of your joining us, or make sure you send the announcement to all of your sphere of Influence. _________Obtain Lockbox e-Key organizer. Learn how to use it. _________Obtain or set up Laptop and obtain Contact Management Software, Outlook, Executive Agent, Top Producer, etc. or use 3 x 5 cards etc. _________Obtain & set up Cell Phone or your chosen business line to receive all incoming calls. _________Obtain and start using all of the Real Estate Tools. Briefcase organized, tool box for agents in car etc. _________Go to orientation for the company. Learn where to go for Company information, forms, systems. Study and use our Mission Statement. _________Follow 90 Day Program for Success. _________Go to all classes you can, whether at the Association, other seminars, or our training. _________Sign up for our classes. Especially Orientation, Loan Origination, Training Academy and Contracts. _________Learn How to use Winforms. _________Meet with marketing to pre-set up templates for flyers and mailings. _________How to obtain forms and information on website: realtyexperts.net _________Prepare your Cash requirements study. _________Prepare a list of your long term and short term goals in every category of your life. _________Prepare a short term and long term business plan. Include education and activity systems to be put in place. _________Prepare your daily and weekly activity schedules to meet your goals. _________Learn Tempo completely. Beginner and Advanced Classes.

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Checklist continued page 2

_________Learn how to find property and do CMAs. Search by Zip code, Sq. Ft. and year built. _________Learn prospecting scripts. _________Learn how to qualify and work with Sellers and how to use Pre- Selling Packet. _________Learn Scripts for Listing Presentations. _________Learn Scripts for objection handling. _________Learn Scripts for closing. _________Learn the Listing Plan of Action and the listing plan of action scripts. _________Learn how to qualify and work with Buyers, and how to use Buyers Workbook. _________Write 10 personal notes each week. _________Call 20 on your sphere of influence each week. _________Add 10 to your sphere of influence weekly. _________Prepare your standard pre-listing package kit. _________Pick an area you want to specialize in. Let the office know. _________Do a statistical study of the area you want to list and sell in. Include market time and number of actives by price and square footage. _________Learn and study New Homes List. Be prepared to take all buyers to new homes first. _________Take Real Estate Self Test, and pass with a high score.

Date Completed: ______________________________Trainer: ________________________________

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Mike Ferrys 90 Day Program for Success

You Can adjust this to your own schedule: First 30 days: 1. Learn and internalize the Prequalification and Listing Presentation scripts. Practice and role-play for 2 hours per day: one hour in the morning, one hour in the evening. 2. Start Sphere of Influence file, get to 100 names ASAP. 3. Prospect 3 hours per day, 5 days per week for first 30 days, 10-COI, 20- Just Listed/Sold. Call Sphere of Influence first to warm up. 4. Preview property 2 hours per day, 5 days per week. Min. 8 houses per day. 5. Create a 90 day schedule completely in advance: 2 hrs. Script practice; 3 hrs. prospecting; 2 hrs home previewing; 1 hr. return call and lead home follow-up. 6. Set a minimum of 4 appointments of any kind in the first month. 7. At days end, if you have no appointments set up, stop and visit 2 FSBOs and 2 Expireds. 8. Make sure you download 100% of the scripts off of the internet. Second 30 days: 1. Learn and internalize FSBO, Expired, Just Listed/Sold Scripts, 2 hrs. Per day. 2. Develop a simple lead follow up system without a computer/. 3x5 cards. 3. Continue previewing property for 2 hours per day. 4. Add 1 hr. to your day, doing lead follow up and pre-qualifying . If no prequalification leads, prospect more. 5. Prospect 4 hrs. per day; 5-7 FSBO & Expireds, 5-7 SOI, remaining balance ; Just Listed/Sold. 6. Start tracking each day: Hours prospecting/Contacts//Listings Taken/Appointments. 7. Refer daily to 3 words: ATTITUDE, APPROACH, and EXPECTATIONS. 8. At the end of each day, answer 3 questions: a. What did I do well today? b. What do I need to improve on? c. Whats the most important thing that I learned? 9. Make a minimum of 6 appointments for the month, 3 contracts signed.
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Third 30 days: 1. 2. 3. 4. 5. 1 hr per day role playing. 40 quality contacts per day. Track all numbers & report them to somebody every week. Follow schedule 100%. 8 Appointments, 4 contracts signed.

Action Steps to Make This Easier: 1. Get as much daily positive input as possible. 2. Find at least 2 accountability partners to talk to 3 xs per week. 3. Since frustration is part of the process, be fanatical about doing some exercise and eating better. 4. If youre brave, share this with your manager/broker and spouse. 5. Keep the schedule simple for the 90 days.

YEAH!!!!!!!!!!

You made it!

NO GOAL = OUT OF CONTROL

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What Experts Should Know in a Buyers Market

Joes Experience and Observations: 1) You have NO OPTION to contacting all of your Sphere of influence on a regular basis by mail, e-mail, phone, and in person. YOU MUST get them to believe in you as an Expert in Real Estate and to refer you. Every successful agent does this without fail. 2) You must be systematized, and organized. You should always carry all of the tools of the trade you need in your car at all times. Buyers contracts, Listing contracts, Pre-listing package contents. Maps, statistics. School or area info. 3) You must be a REGIONAL AGENT, not just a local agent. Your sphere of influence is usually dispersed and buyers need to be held onto like glue.They are gold!!! If one area of Southern California is slow, another is still in demand. Know those areas. 4) You must be proactive. Call, walk, talk to lots of people. Always let everyone know you are in Real Estate. Use your car signs. 5) You must show every buyer new homes if they are in their price range and area. They often are the best buy. 6) Listings MUST BE PRICED RIGHT!! Or they wont sell. Starting too high means the home will sell for less than others; eventually if the seller is motivated. 7) Interest rates can go higher, I have seen 18%!!!!!! Therefore anyone thinking of buying or selling MUST BUY OR SELL NOW! We know the interest rate now but have no crystal ball for the future. WAITING IS NOT IN THE BEST INTEREST OF ANY OF YOUR CLIENTS. Your job is tell them why in the most effective way.

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8) You MUST LEARN WHAT TO SAY, HOW TO SAY IT, AND WHEN TO SAY IT. It is in the best interest of the people you are talking with to be convinced of the TRUTH. First, YOU must be convinced and believe: You are the best agent to help them (KNOW WHY) They must buy or sell now. Time is of the essence! Real estate will always go up in value in time, (historically doubles ever 8-12 years!) It is the best investment a person can have. We sell time. (they can go to school and learn like you but you save them that trouble) How to find, price, legally execute, protect their best interests and find the best property or buyer and negotiate the best price) 9) Open houses during the week with at least 8 signs out and contacting all neighbors in the area to let them know about the house, sending flyers to your sphere. 10) Pick a farm and walk it and make your name known. Must be a high turn over area. Usually a condo is best to start. 11) Must know your areas like the back of your hand. When you go for a listing you must have seen the comparable properties When a new listing pops up in your area, you must go preview it immediately. You must know statistics You must know drive times You must know schools You must know shopping You must know temperate zones
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12)You must know creative financing. Seller buy downs. 13)You must know how to work a contingent offer. 14)You must know pros and cons of lease options. 15)You must know where to advertise and what to say. 16)You must communicate with sellers more often. 17)You must reduce price when it doesnt sell. 18)You must make it easy for a buyer to buy your listing. Provide all of the disclosures and reports up front, or as soon as offer accepted, including termite, property inspection, property ID, and preliminary title report. 19)You must work smarter and more efficiently with a calendar and note taking process throughout. (systems) 20)You must track all of your numbers. Hours worked Contacts Leads Appointments Listings Sales Sphere of influence Income and expenses. 21)You must have clear cut goals and a written business plan. An Expert is in this career for the Long Haul!!!

ONWARD! UPWARD!!
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What Experts Must Know in 2006:

Background: The last 8 years have been essentially a Sellers Market. Everyone saw prices going up and they could afford buying at historically low, low interest rates. First time buyers,(renters), were able to buy but had a very hard time picking the perfect house for themselves because too many people were offering on the same house. Buyers who could qualify at those prices were plentiful then. Also, the real estate market became the new investment vehicle for those who saw the stock market treat them badly. Truly much of the demand for housing, thus the increase in prices was due to Speculators who thought they were Investors. An Investor is one who understands the long term value of the vehicle, a Speculator is one who buys for quick profit on nearly immediate resale. Real estate is a proven investment vehicle that historically doubles every 8 to 12 years. (It did this even during the depression.) Therefore, in general, you see that if real estate has doubled in the last 5 years you can expect little appreciation over the next 5 years in order to settle into the historical pattern. Those who were peculators are responsible for a large part of that price increase. They will want to sell because they probably didnt realize the good, gold plated, renters we had 5 years ago are no longer there and the rents will not sustain the mortgages. But, they wont want to sell for less than they purchased for and usually do have the ability to hold on. Things to know: Our location in Southern California has weather that appeals to people around the world. Construction of public transportation projects are going to allow better commuting instead of the traffic bottlenecks keeping prices low in some areas Our economy is strong. Interest rates are expected to remain at historical lows. But they seem to be headed up so everyone must jump on what they have today. We dont know how high they will go.

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Buyers and sellers the next 5 years: Why Buyers buy: 1) Proven long term investment. Elements: Appreciation, principle pay down, tax benefits, fixed housing costs. (no rent raises) 2) Pride of ownership. Elements: freedom to change your surroundings, make the house a home 3) Retirement equity. Why Sellers Sell: 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) Downsize, Upsize. Death. Divorce. Lost job. Lost income. Medical bills. Cant make payments on adjusted loan. Relocation. Need cash. Need cash flow. Increase return on investment.

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Revised on 11/28/06

Building Your Business in a Changing or Declining Market By Mike Ferry

If you were a student of the real estate business over the past 40 to 50 years, you would understand that one of the most interesting parts of this industry is the market fluctuations that take place on a regular basis. Like any other business, real estate is very cyclical, and in most cases the peaks and valleys occur every 4 to 6 years in different markets at different times. It is not uncommon to have one real estate market thriving and in another state the market being totally depressed. In either case, these markets change, move up and in some cases move down depending on a number of factors. At the Mike Ferry Organization I have been preaching for over 30 years that the best market for our customers to thrive in is a changing or declining market. The reason for this is that the real estate business is a non-skill oriented business and the Mike Ferry trained agents are high skilled salespeople who can capitalize in a market that is changing quickly. Most agents either panic or become negative in a changing market with the result being low productivity and an early exit from the business. MFO agents, like yourself, are in a position to capitalize on this market because their sales skills bring higher value to buyers and sellers which puts them in higher demand in the market place. This is your time to shine this is the time when the competition moves away from aggressive sales and marketing which allows you to build your business. The following are very important steps that each of us must take to build our business during 2006 and 2007 as the market changes throughout North America and in some cases starts to decline. As we move thither from the abnormal market that we have experienced during the last 6 to 8 years and into a more normal market we have to adjust our work habits our skills and our mindset. It is very important that each of us start working on this process now. By a normal market I mean ... we no longer can list a home on Monday and expect to have three offers by Thursday. We no longer will list a property and have the price bid up instantly through multiple offers we will see a much higher number of expired listings than we have seen in the past who will have a greater need for our services than they have had for the past 6 to 8 years. For Sale By Owners will no longer be selling before they get their ads in the paper and the number of For Sale By Owners available to each of you will increase. In a normal market as we shift from a strong sellers market to a buyers market we will see the number of homes for sale increasing while at the same time the number of sales remaining flat or decreasing. We will also see not only a decrease in the agent population but a probable decrease in the number of agents applying for licenses which is to your advantage. At the same time it is not uncommon to see widespread negativity among the agents in your marketplace as they are not able to adjust to the changes taking place and therefore their attitudes become negative, their work habits become less effective and their production decreases. In a normal market there is a slow down in the rapid appreciation that we have seen and the need for stronger pricing becomes critical. It is not uncommon to see the prices of properties overall sliding and two things that happen in a normal market that we dont see in an abnormal market are A) there will be
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less of the get rich quick attitudes that Investors and Buyers and Agents feel in an abnormal market and B) there will be a slow down in people flipping properties to make quick profits. The sooner each of us accepts the above as the reality of the marketplace, the faster we can increase the amount of business we are doing and solidify our income. If you started in real estate between 1998 and the present day, you need to take a very careful look at what I just said and what I am about to say if you want your business to keep growing. The reason being is that from 1998 to the present (in most markets in the country), the real estate market was booming at a pace that was unfamiliar to most veterans. It was virtually a no brainer market if you showed up for work on a regular basis dressed reasonably nice and didnt say anything real stupid to the Buyers and Sellers you could make money in real estate. In most parts of the country, that has stopped. So.. Do the following today talk to your coach about these put them into action and dont allow yourself to buy into the negative attitudes and behaviors of the other agents nor can you allow yourself to not adapt quickly. 1. Dont use your 2005 ratios for listing and selling property in the years 2006 and 2007. Redefine your contacts to a listing presentation, your contacts to a listing taken and your contacts to a listing sold immediately. 2. You must expand your market territory by at least 50% immediately. By expand, I mean not only the physical market place that you work but the prospecting methods that you use and the amount of energy you put into lead generation. 3. You have to double the number of listings you take monthly and expect them to be on the market longer ... which will generate more sign and ad calls to you. 4. Eliminate poor quality prospects, leads and listings immediately. By poor I mean a lack of strong motivation to do something now or a poor attitude towards you and the work that you are trying to do and eliminate rigid, non-flexible Sellers or Buyers. 5. You must determine at what point you become overwhelmed by the number of prospects you have, leads you have generated, listings you have in inventory or pendings you have in process. By overwhelmed, I mean (you cant handle any more mentally) which means for your business to grow you have to be prepared to expand everything you do by 25 to 50%. 6. You have to be prepared to go back for a listing a second time 50% of the time. Sellers will make slower decisions and they will comparison shop more because they also have the fear of making the wrong decision. So going back a second time to get the contract signed becomes important. 7. You must become an Expert at market statistics which you can use both on your listing presentation as well as use when you are going back for price reductions. The statistics that you must be aware of are: a. b. c. d. e. f.
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Average days on market The new listing for week or month The total active properties for sale The total properties going under contract The total closed The total expireds

 and if you want to be real strong compare previous year. 8. Dramatically increase your communication with the sellers including updating them as to any activities in the marketplace and if necessary, provide them twice a month with a CMA ... to help them see the prices. 9. Being stronger in your pre-qualifing process is important because you only want to spend your time in front of highly motivated, qualified sellers. 10. Put a 21 day price reduction form into your pre-listing package and make it part of your presentation. 11. Ask for 5 or 10% price reductions as minimums versus continuous small ones which aggravate the Sellers. 12. Since pricing becomes a critical factor work on practicing the CMA portion of your presentation, being strong in that portion of your presentation and being totally honest in your presentation regarding the marketplace. 13. Start immediately using 100% of the listing presentation scripts it will allow the clients to understand the process. 14. Redefine your listing Plan of Action ... include it in every listing package and use it in every listing presentation. 15. Strongly consider raising your commissions to 7% consider paying 4% to the selling agent and keeping 3% for yourself. This creates an incentive for agents to show your listings. 16. Spend a minimum of one hour per day working on your sales skills as you have to become extremely effective in the basic sales process if you want to move your business forward. This would include more time in intense role-play, finding three or four strong accountability partners and attending both the Action Workshop and Productivity School as soon as possible. 17. Intensify your lead generation and make sure your schedule is adjusted to allow for it. By intensifying your lead generation I want you to use the scripts and call every Expired and By Owner in your marketplace. Become an Expert at them. Start using the mapping process which not only brings you the By Owners and Expireds but also has you knocking on doors and making phone calls around properties that you are previewing and prospecting to. You must identify the top 20% of your Spheres of Influence and call them monthly to generate leads. Be more intense in contacting the balance of your Spheres of Influence and Past Clients, making sure you are bringing them something of value and asking for referrals. 18. Take advantage of Arch Communications lead generation systems, or something similar. 19. Spend one night a week and one weekend a month doing intense prospecting. 20. Adopt clients on the other side of the transaction, as well as adopting the clients of agents who have left the business and the dead files in your office. 21. Dont settle for anything less than a 6 month listing, knowing that even longer listings are important.
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22. Become more fanatical in your lead follow-up and dont quit calling them until you either get an appointment or feel good about throwing them away. 23. We have to define for ourselves the meaning of the words Hard Work. Then we have to increase both the amount and intensity of the work that we do based on our definition. 24. Preview more property at least 5 properties per day. 25. If you are going to work with buyers, dont be afraid to hold an effective Open House once a week, create minimum standards for the buyers and pre-qualify them intensely. 26. Get a thorough understanding immediately of the cost of securing, servicing and selling a listing. 27. Consider taking my 90 Day Work Plan and using it immediately. 28. Several times a day check to make sure your ego is not running your business instead of good common sense. 29. When working with a lead, a prospect, a buyer or seller close a minimum of 5 times for the signature, or at least one more time than you are comfortable with. 30. Create a sale-ability checklist for your inventory. This would include the days on the market, the motivation of your seller on a scale of 1-10, rating the condition of the property, the percentage of list price that is too high etc. To make all of these thoughts work for you, you need to work on being as coachable as possible which means you cant miss a coaching call under any circumstance and you have to eliminate the thought that I am an independent contractor You cant tell me what to do. The faster you eliminate this kind of thinking and the sooner you accept outside advice, the easier it is to do the 30 points from above. The next portion is on mindset. Use all or any of the following to keep your head in the game and your mind strong and positive as you deal with this market. 1. 2. 3. 4. Eliminate as many negative factors as possible from your life. Make your environment distraction free. Watch the MDFSS weekly seminars. If you are involved in our coaching, listen to Mikes Daily Messages, read Mikes Daily Emails and read Mikes book selections. Eliminate emotion and drama and replace it with the reality of hard work. Consider using 2 or 3 strong affirmations 2 or 3 times a day and consider using some form of meditation to relax yourself and get re-focused. Read powerful, positive books a few pages at a time and listen to motivational tapes and messages in your car as you work throughout the day.

5. 6.

7.

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8. 9. 10. 11. 12. 13. 14.

Review your goals and plans daily. Change your routine ... start exercising, eating better, getting up earlier. Talk to positive, inspiring people every day. Work on your energy and enthusiasm every day. Upgrade your dress, your appearance and your attitude. Work on developing more versatility. Remember the importance of the accumulation effect.

As you can see, each of us has a lot of work to do and we need to start on it immediately. Talk to your coach, send me an email, but dont let these ideas remain in your mind unclear so they cannot be used today. Together we can make 2006 and 2007 the most productive and profitable years of your career. Lets start today. Mike

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Do Not Call Registry

You are concerned about the do not call list? That is why I am proud to have you as an Expert in our Company, because you want to do everything right. :) I can send to you a few of the FSBO lists by Landvoice that I get and hope it will work for you. It is set up to download into the REDEX, Expired Lists, program which gives you all of their contact phone numbers and identifies those on the Do-Not-Call Registry for you and therefore gives you a better do not call list of people. Often there will be more than one phone number and one of them will not be on the do not call registry. That solves the technical side. I know you are concerned about that list and it is helpful to know if you truly are trying to help people your voice should tell it. Expired people when asked "is your home still available" cannot object to that call outright. It is a fair question by a Real Estate person who is calling BECAUSE they wanted to sell their home and authorized that number to be used for that purpose in the first place. For sale by Owners when asked that same question have personally put their phone number out to find buyers and therefore have no right to complain when you call and do not apply to the rules of the List. So, my attitude is I want to help them if they still want to sell by bringing a buyer as both say they want:) When you review Landvoice and Redex and see you want to use them, you will need to sign up for them yourself.
DO-NOT-CALL RULESAND PROCEDURES according to C.A.R.: Q. If I make telephone solicitations, how do I check the do-not-call registry? A. No person or company shall initiate any telephone solicitation to residential consumers whose telephone numbers are on the do-not-call registry (47 C.F.R. 64.1200(c)(2)). Calls that are made based on or by written permission, established business relationships, or personal relationships are excluded from the definition of telephone solicitation (47 C.F.R. 64.1200(f)(9)). For covered calls, you must access the do-not-call database at https://telemarketing.donotcall.gov. Salespersons should check with their brokers or managers before accessing the do-not-call registry to determine whether the real estate brokerage intends to access the registry on a company-wide basis or a salesperson-by-salesperson basis. The do-not-call database only provides the telephone numbers of registrants, sorted by area codes. Upon accessing the do-notcall database, you must scrub your call list periodically. Scrubbing means cross-checking the do-not-call registry with your own call list, and dropping from your call list the telephone numbers of people who have registered. You must scrub your call list at least once every 31 days and maintain records documenting this process. This 31-day rule came into effect on January 1, 2005. 47 C.F.R. 64.1200(c)(2)(i)(D). On subsequent visits to the FTCs website, you will be able to download either a complete updated list of telephone numbers from the area codes you have selected or a more limited list showing additions and deletions from when you last downloaded. For more information, go to https://telemarketing.donotcall.gov/FAQ/FAQBusiness.aspx.

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Q. What should I do if I want to solicit business from someone listed on the do-not-call registry, but I dont fall within any of the exemptions to the do-not-call rules? A. Even though you cannot call someone listed on the do-not-call registry (or you dont want to check the do-not-call registry), there are many other acceptable ways for you to contact that person to solicit business. Here are some suggestions for possible alternatives:

Call Work: You may call someone at their place of business without checking the do-not-call registry. Of course, you should be mindful of the possibility that the person (or that persons employer) does not want to be disturbed by you at work. Go to Someones Home: You may go to someones home for a face-to-face meeting without regard to the do-not-call rules. Consider bringing along a letter to drop off in the event that person is not home or not available. Face-to-face meetings are probably the most effective way for REALTORS to market their services. Send a Letter: You may send a letter to a person you are trying to contact by regular mail, UPS, FedEx, or handdelivery. You can, for example, enclose a C.A.R. standard-form Consent for Communications (CFC) and a stamped, self-addressed return envelope for that person to sign and return. A properly completed and signed CFC allows you to call that person in the future without checking the do-not-call registry. Send a Fax or E-Mail: You may send a fax or e-mail, but you must comply with applicable laws if any (see Questions 33 and 34). Have Someone Call You: You can always have someone contact you. For example, if your client, Mr. X, gives you the name and home phone of a referral, Ms. Y, you may simply ask Mr. X to please have Ms. Y call you anytime, day or night, at her convenience. More Effective Cold Calling: Cold calling a farm area with many of the owners listed on the do-not-call registry can be disheartening, but it may also be a blessing in disguise. Your advertising efforts may ultimately be more effective if you dont call people who have indicated they dislike receiving telemarketing calls. Ultimately, what matters the most is not how many people you have to call, but how well you do on each call. Change Marketing Practices: REALTORS may be able to alter some of their current marketing practices to fall within one of the do-not-call exemptions

Q. What are the rules for calling to solicit business from consumers who are not listed on the do-not-call registry? A. You may call a telephone number that is not listed on the do-not-call registry as long as you comply with other telemarketing requirements. Telemarketing is very broadly defined as the initiation of a telephone call or message for the purpose of encouraging the purchase or rental of, or investment in, property, goods, or services, which is transmitted to any person (47 C.F.R. 64.1200(f)(7)). Furthermore, there is no exception from the definition of telemarketing for calls made based upon written permission, established business relationship, or personal relationship. The general telemarketing requirements are as follows:

Hours: Do not initiate any telephone solicitation before the hour of 8 a.m. or after 9 p.m. (local time at the called partys location) (47 C.F.R. 64.1200(c)(1)). Stay on Line: Do not disconnect an unanswered telemarketing call before at least 15 seconds or four rings (47 C.F.R. 64.1200(a)(5)). Identify Yourself: When you call, you must give: (1) your name; (2) your companys name; and (3) your telephone number or address where you may be contacted. The telephone number cannot be a 900 number or any other number for which charges exceed local or long distance charges. 47 C.F.R. 64.1200(d)(4). Company-Specific Procedures: You must maintain company-specific do-not-call procedures (47 C.F.R. 64.1200(d)) (See Question 30). Caller I.D.: Do not block caller I.D. (47 C.F.R. 64.1601(e)(ii)). Your caller I.D. information must include your name (when made available by your carrier) and number (or acceptable alternative) (47 C.F.R. 64.1601(e)(i)).

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OUR COMPANYS DO-NOT-CALL POLICY (As of November 20, 2006) Our company has established and implemented the following written policy and procedures for maintaining a do-not-call list. It is our companys intent to honor anyones do-not-call request in a systematic and timely manner. It is also our intent to fully comply with any and all applicable do-not-call rules as a matter of course in our routine business practices. These rules are generally set forth at sections 64.1200 et seq. of Title 47 of the Code of Federal Regulations pertaining to the Telephone Consumer Protection Act of 1991. Our company requires our sales staff and other personnel to read, understand, and strictly adhere to the following rules and procedures:

Checking Company-Specific Do-Not-Call List: Do not initiate any call to any home or cell phone number for the purpose of soliciting business unless you first check our company-specific do-not-call list if any. There is no exception to this rule for calls made based on written permission, established business relationship, or personal relationship. Our company will provide you with a copy of, or instructions for accessing, our company-specific do-not-call list if any. If you do not have a copy of or access to our company-specific do-not-call list, inform your broker or manager immediately. Honoring Do-Not-Call Requests: If the purpose of your call is to solicit business, you must refrain from calling anyones home or cell phone number listed on our company-specific do-not-call list if any. Honor any do-not-call request for five years, unless the person asks to be removed. Do not share our companys do-not-call list with anyone outside our company. Verbal Do-Not-Call Requests: If anyone you speak with over the telephone or in person requests for our company to refrain from calling that person, you must immediately write down or otherwise record the following information: (1) the persons name, if provided; (2) the persons home and/or cell phone number(s) to be placed on our company-specific do-not-call list; (3) the date and time of the do-not-call request; and (4) any other information deemed necessary. Immediately place this information on our company-specific do-not-call list and inform your broker or manager accordingly. Your immediate attention in this matter is essential because our company must honor the do-not-call request within a reasonable time, not to exceed 30 days from the date of the request. Written Do-Not-Call Requests: If you receive a do-not-call request by mail, fax, e-mail, or any other method, you should date and time stamp the do-not-call request. Immediately place the information on our company-specific do-not-call list and inform your broker or manager accordingly. Requests for Our Do-Not-Call Policy: If you receive any request for our companys written policy for maintaining a do-not-call list, you must immediately bring this to the attention of your broker or manager for proper handling. Our Affiliated Entities: Absent a contrary request from a customer, a do-not-call request applies to our company and not our affiliated entities, if any, unless the customer reasonably expects them to be included given the identification of the caller and the product being advertised. Any Questions? If you have any questions or concerns about the do-not-call rules, bring it immediately to the attention of your broker or manager. Joe Cobb 858 967-8801 *****

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Agent Productivity Report

Agent Name: Categories
Hours Prospecting No. of Contacts Leads Generated Listing Appts Set Listing Appts Held Listings Taken Outbound Referals Sent Open Houses Held Price Reductions Listing Inventory Buyers Appts Set Buyers Appts Held Mortgages Originated Buyer Rep Agreements Listings Sold/Escrows Buyers Sold/Escrows Closings by Listings Closings by Buyers Total Closings Listings Exp/Cancelled Sales Cancelled Total Hours Worked Total SOI Names
Week 1 Week 2

Beginning Date:
Week 3 Week 4 Week 5 Week 6

Sales Goal: $
Week 7 Week 8 Week 9

Goal in Numbers Sold:

Week 10 Week 11 Week 12 TOTALS

0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

Revised on 11/28/06

Revised on 11/28/06

The Realty Expert Test

Here are the 20 aspects of The Mike Ferry System. Rate yourself from 1 10 in each category. 1 = not doing it at all 10 = I should be teaching, Im good at it.

Real Estate is my ___________________________________ (Choose One: Job, Career, Business )

1. Time Management - Are you fitting everything in and getting everything done? Family, spiritual, mental, relaxation, fitness, romance, etc How would you rate yourself? 1 2 3 4 5 6 7 8 9 10 2. Past Clients and Centers of Influence - How many do you have on your list? How many deals do you get from that each year? Mike says you should get 10% of your list every year how much money are you leaving on the table? 1 2 3 4 5 6 7 8 9 10 3. Pre-Qualifying - Ever go on appointments only to find out they dont have to move? What does that do to your mindset that day? 1 2 3 4 5 6 7 8 9 10 4. Lead Follow-Up - How many people slip through your fingers each month that end up doing a transaction? How much money do you leave on the table? 1 2 3 4 5 6 7 8 9 10 5. Listing Presentation - How long do you normally spend? 1 2 3 4 5 6 7 8 MFO 30 minutes max. 9 10

6. Pricing Property - Are you getting multiple offers and starting bidding wars because your properties are so well priced? 1 2 3 4 5 6 7 8 9 10 7. Handling Objections - When you master objections, people actual stop giving them to you. 1 2 3 4 5 6 7 8 9 10 8. Closing Skills - How many closes do you know? How many closes do you practice? How many times do you close before you give up? 1 2 3 4 5 6 7 8 9 10 9. Negotiating Do you have an easy or hard time convincing really stubborn buyers and sellers to take your advice? 1 2 3 4 5 6 7 8 9 10 10. Working with Buyers Following the MFO system you will close buyers within 3 showings whats your average now? 1 2 3 4 5 6 7 8 9 10 11. Administration and Staffing Your job is to bring business in, your staffs job is to get it closed. 1 2 3 4 5 6 7 8 9 10
Revised on 11/28/06

12. Customer Service Is it systematic? Does it happen the same way every time? 1 2 3 4 5 6 7 8 9 10 13. Business Planning Do you work from a plan? Does it include all the areas weve talked about? Or are you choosing a goal and then doing it without a plan? 1 2 3 4 5 6 7 8 9 10 14. Tracking your Numbers If you had zero leads right now and I asked you to get a listing a week would you know who to call and how many you would have to call to get it? Do you keep track of your activities? 1 2 3 4 5 6 7 8 9 10 15. Practicing Scripts and Developing Skills How much time do you devote to practicing each day? Whats the only thing that makes you money? (Talking.) 1 2 3 4 5 6 7 8 9 10 16. Mindset Are you reading books every month, doing affirmations, listening to tapes, going to seminars/training, and other mental development work? 1 2 3 4 5 6 7 8 9 10 17. Goal Setting Do you have specific and measurable goals defined in the five equities of your life? Family, Financial, Spiritual, Physical & Business? 1 2 3 4 5 6 7 8 9 10 18. Money Management and Profitability Do you have a monthly profit and loss statement? What is your profitability? Do you pay your taxes on time? 1 2 3 4 5 6 7 8 9 10 19. Systems Lead generation, appointment system, buyer system, deal pending system, past client follow-up system and customer service system. 1 2 3 4 5 6 7 8 9 10 20. Prospecting Do you predictably generate business each and every day regardless of the circumstances of your life? 1 2 3 4 5 6 7 8 9 10

The Average Agent making over a million dollars a year and working five days a week scores over 175 out of 200 where do you fall?

Revised on 11/28/06

Questions for an Expert to Answer:

What is Important Now? (WIN)

Why should a buyer choose me over anyone else? (What is my UNIQUENESS?):

1)____________________________________________________________ _____________________________________________________________ 2)____________________________________________________________ _____________________________________________________________ 3)____________________________________________________________ _____________________________________________________________ 4)____________________________________________________________ _____________________________________________________________ 5)____________________________________________________________ _____________________________________________________________ 6)____________________________________________________________ _____________________________________________________________

What is my job as a Realtor? First___________________________________________________________________ Second_________________________________________________________________ Third__________________________________________________________________ Fourth__________________________________________________________________ Fifth___________________________________________________________________ Sixth___________________________________________________________________

Revised on 11/28/06

What is my Job as a Realtor?

1) Find motivated buyers or sellers. From everyone you meet or talk to plus: Sphere of influence. For Sale by Owners Expired. Just Listed Just Sold 2) Qualify them Two ways: a) Are they COMMITTED to another agent?

Ask Questions:
Do you have an agent? Are you committed to that agent? Are you positive that agent will work 100% in your best interest? (If they are committed to another agent wish them well and refer them to their agent for ALL real estate issues and take them off your Sphere of Influence list. DO NOT WASTE YOUR TIME ON THEM b) Are they Ready, Willing and Able to buy or sell?

Ask Questions:
What? (What is their goal? How many bedrooms? Square feet? Location? Etc.) Why? (Motivation is EVERYTHING; cash; up; down; divorce; marriage; new baby etc.) When? (Must be soon) Where? (Must be Possible) Who are Decision Makers? Have you been prequalified? By whom?

Are you committed to them for the loan?

Revised on 11/28/06

How much do you qualify for? At what interest rate? What was your FICO score?

If not prequalified:
What do you do? Where do you work? How long have you worked there? How much do you make? What are your car payments? How much money do you have for closing costs and down payment? Do you have to sell in order to buy? If investment: Is this a 1031 exchange? Did you do a 1031 exchange into the property and then convert to primary residence?

DECIDE IF QUALIFIED NOW OR NEED TO BE ON SPHERE OF INFLUENCE UNTIL READY. IF READY: (If new contact ask their
permission to put them on Sphere of Influence and send them a nice note to confirm it is done) 3) Make an appointment. Confirm, re-qualify, and prepare. If listing, send prelisting package. 4) Present and close 5) Market, follow up An Expert job! 6) Negotiate offers and firm up contract and Escrow.

7) Oversee details of Escrow to close. 8) Ask for referrals.

9) Add to sphere of influence. Stay in communication and ask for referrals often. YOUR GOAL IS TO ADD TO YOUR SPHERE OF INFLUENCE DAILY AND WEEKLY
Revised on 11/28/06

Revised on 11/28/06

Sphere of Influence Marketing

Objective is to put your name and system of selling clearly in the minds of all of the
people you connect with. It is designed to make you look like the most knowledgeable, creative and active real estate agent they know. Therefore, you will be the one who will come to mind when they have real estate needs, the one to whom they will refer their friends or relatives, above other agents they may know or have friendships with.

Method is to stand out in your marketing by actually proactively looking for a buyer
for the home you want to sell. By asking the question Do You Know A Buyer For This Home? you are focusing on your clients need for a buyer, not on how great you are because you Just Listed this home. By sending this each month you will, over time, give the recipients of this mailing the feeling you are the best choice and a true expert in real estate. It becomes obvious that you are UNIQUELY QUALIFIED when it comes to real estate sales.

Your Message is that you are constantly marketing homes for sellers and helping
buyers find homes. That is what people want their agents to do. And you also seem to have more statistics of value than other agents who send the same old CMAs and fancy newsletters. Therefore you are an Expert. And because you have a personal note at the bottom of the front page, and you hand write their address and have a personal return mail label, you are connecting with them personally.

Revised on 11/28/06

Sample Announcement Letter:

Dear Friends and Family; When I decided to become a real estate professional, one of the first things I did was make a list of all the people I know and have met over the years. I felt it was best to write to let all of you know what I am doing now. I am working with a great company in San Diego called Realty Experts, doing what I should have been doing many years ago, sales! As I am guessing, most of you are comfortably settled in your home and do not have any intention of moving in the near future. However most of you at one time or another come across friends, relatives or acquaintances that may want to move in to San Diego and I would appreciate the opportunity to get them settled here. If that person is out of state I can still help. My company has a national relocation referral network. Call me and I will be happy to refer you to a qualified Realtor in your area. Again, Im really excited about my new career and look forward to hearing from you! Please accept my cards and a referral sheet I have enclosed. If you wish to fill it out just put it in the self addressed envelope enclosed so you can send it back with ease. If you have any questions about any aspect of real estate, including refinancing and loans, please dont hesitate to call me.

Best regards,

Realty Expert

Revised on 11/28/06

Happy August Travel Times My Real Estate Update For My Friends and Family
Quick Market Info: 1) July in 92128 (detached single family homes) Average price homes sold: $684,798 Median price homes sold: $635,100 Number of homes listed: 98 Number of homes sold: 41 Days the ones that sold were on the Market: 52 Number of active listings as of 8-16-2006: 232 2) Interest rates 30 year fixed today 6.54% 3) Vacancy rates 4.5% 4) Homes that sell are selling for 95.65% of asking price
The good news in this market is that if you want to buy you can choose from many available homes, and have time to negotiate without competing bids. If you want to sell, your home will sell, but you must price it right and have EXPERT marketing strategy.

Revised on 11/28/06

Reminder: If you happen to accidentally run across someone who can use an Expert Realtor like me. let me know and I will help them accomplish their goal in a way that will make you proud 858 967-8801 or JohnSmith@realtyexperts.net I appreciate your confidence in me.

Do You Know a Buyer For this Home?

123 EASY ST. Rancho Bernardo

Asking $635,000
4 BEDROOM 3 Baths 2300 Square feet

If You Do, Give Me A Call:

John Q. Smith Your Realtor

858 485-5554
Revised on 11/28/06

Do You Know a Seller For These Buyers?

John and Sally Smith With their kids Andy and Ashley Looking for 4 Bedroom 3 Bath with large lot in the Poway Area Price Between $700,000 and $800,000, close to the High School. Must move by October 1st.

Willa and Alex Farnsworth With their kids Amy, Jim, and William Looking for a 5 Bedroom 5 Bath Home in Carmel Valley Price under $1.8 million Must move by September 20th

If You Do, Give Me A Call: John Q. Smith Your Realtor 858 485-5554

Revised on 11/28/06

Developing a Sphere of Influence

Use the following list to jog your memory for additional names of contacts. Ask yourself if you know anyone who is at all involved in any of the following. Write name next to each, if none, cross them out. Accountant Advertising Aerobics Airline Alarm Systems Animal Health/Vet Apartments Appraisers Architects Art Athletics Attorney Automobile Baby-sitters Banking Barber Bartender Baseball Beauty Salon Beeper Bible School Boats Bonds/Stocks Bookkeeping Bowling Brokers Builders Cable TV Camping Carpet Cleaning Cellular Phones CPAs Chiropractors Church Cleaners Colleges Computer Construction Consulting Contractors Cosmetics Country Clubs Credit Union Day Care Delivery Dentists Dermatologists Doctors Dry Wall Electrician Engineering Firemen Fishermen Florist Furniture Gardens Golfing Groceries Gymnastics Hair Care Handicapped Handyman Hardware Health Club Health Insurance Horses Hospitals Hotels Hunting Insurance Investments Jewelry Laundries Lawn Care Libraries Limousines Loans Management Manufacturing Mechanics Medical Mortgages Motels Museums Music Mutual Funds Newspapers Nurses Nutrition Office Machines Office Furniture Optometrists Orthodontist Pediatricians Pedicures Pensions Pest Control Pets Pharmacies Phones Physician Plumbing Podiatrist Pools Preschools Printing Property Management Rental Agencies Resorts Restaurants Roofing Satellites School Secretaries Shoe Repair Siding Signs Skating Skiing Skydiving Soccer Softball Software Spas Sporting Goods Surgeons Tailors Teachers Telecommunications Tennis Theaters Title Company Training Typesetting Universities Video Waste Weddings Wine

Revised on 11/28/06

PAST CLIENT PROSPECTING

They are the foundation of your Real Estate Business

What is the Value of Your Real Estate Client?

CLIENT VALUE ASSESSMENT - 10 YEAR PERIOD

1. 2. 3.

My average sales price: ______________________________ My average commission: _____________________________ Number of times client should utilize your service in 10 years: ___________________________ Number of referrals in a 10 year period: ____________________________________ (2) _________X _________ (3) = (A) (2) _________X _________ (4) = (B) A+B= Value of Client

4.

5.

My Raving Fan is Worth ___________________to Me! Example: 1. 2. 3. 4. 5. Sales Price: $ Average Commission: $ 8,000 Number of Times in 10 Years 2 16,000 Number of Referrals in 10 Years 3 $8,000 x 2 = $ 16,000 $8,000 x 3 = $ 24,000 A + B = $ 40,000

Revised on 11/28/06

HOW TO INCREASE THE PERCENTAGES

1. Excellent Client Service

2. Excellent Follow Up

3. Excellent Thank You System

4. Mailings 4 12 Times a Year

5. Phone Calls 3 Times a Year

6. Personal Visit / Meeting Once a Year

7. 800 Number

Date Completed: __________________________________________________________________ Questions: _______________________________________________________________________ How would you improve this? ________________________________________________________
Revised on 11/28/06

CLIENT FOR LIFE CHECKLIST

COMMUNICATION CHECKLIST: _____ _____ _____ _____ _____ _____ _____ 1. 2. 3. 6. 4. 5. 8. Enter in CLIENT PROFILE follow up system. Thank you for meeting letter or card sent Thank you for listing letter sent Set up voice 800 account (if applicable) Affiliate letter sent Assistant 800 Number

_____

9.

Real Estate updates letter sent - Assistant introduction call

_____ _____ _____ _____ _____ _____

7. 8. 9. 10. 11. 12.

Ad letter Copy of MLS Brochure copy sent - Cards Self Addressed Stamped Envelopes In Escrow Letter Moving card Count down to close (WHAT CAN YOU ADD?)

AFTER CLOSE COMMUNICATION CHECKLIST _____ _____ _____ _____ _____ _____
Revised on 11/28/06

1. 2. 3. 4. 5. 6.

Anniversary letter Closing statement letter Survey questionnaire Happy Holiday call End of year ad Movie / Party for clients

_____

7.

Perks Club

Date Completed: _________________________________________________ Initials: _____________ Questions: __________________________________________________________________________ How would you improve this?___________________________________________________________

SURVEY
Date Dear __________________ Congratulations on the successful close of your escrow! I am pleased to have been of service to you, and hope to be of service in the future. In the meantime, Id appreciate your help in this reality check of my performance. Your opinion is important to me, and I appreciate your taking the time to complete this survey. On a scale of one to ten, one being poor and ten being excellent, how would you rate your experience of my service in these areas? Knowledge Listening Skills Problem Solving Availability Enthusiasm Communication General Conduct Easy to Work With? Source of Information 1 1 1 1 1 1 1 1 1 2 2 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 3 4 4 4 4 4 4 4 4 4 5 5 5 5 5 5 5 5 5 6 6 6 6 6 6 6 6 6 7 7 7 7 7 7 7 7 7 8 8 8 8 8 8 8 8 8 9 9 9 9 9 9 9 9 9 10 10 10 10 10 10 10 10 10

What did you like about working with me? _________________________________________________ ____________________________________________________________________________________ Would you utilize my services in another transaction?________________________________________ ____________________________________________________________________________________ Would you refer your family and friends to me?_____________________________________________ ____________________________________________________________________________________ May I use you as a reference? ___________________________________________________________ ____________________________________________________________________________________ Would you be interested in writing a letter of recommendation for me? __________________________
Revised on 11/28/06

____________________________________________________________________________________ Is there anyone you know of whos interested in buying or selling real estate in the future?___________ ____________________________________________________________________________________ Name/Phone Numbers: ________________________________________________________________

Thanks again!

(*AGENTS NAME*)

CONGRATULATIONS
AMORTIZATION SCHEDULE
June 1, 1996 Mr. & Mrs. John Homebuyer 123 First Street Danville, CA 94526

Dear Mr. & Mrs. Homebuyer, CONGRATULATIONS on the purchase of your new home! After we closed escrow, I was talking with your agent, (Agent Name), about how well everything went with our transaction. In discussing the terms of your loan, we agreed that is it unbelievable that more people are NOT taking advantage of these low interest rates! Our brainstorming lead to an idea we wanted to share with you. We did a side-by-side comparison of your regular amortization schedule, compared to one with an additional $100.00 per month added to the regular payment. The table on the RIGHT SIDE is based on the regular payment plus $100.00 per month. It may not seem like much, and it would easily fit into your budget, but LOOK at the results: YOUR $100.00 PER MONTH WILL SAVE YOU $63,311.15 AND 5.83 YEARS OFF THE TERM OF THE LOAN! I dont think that people realize the impact of such a simple idea! This doesnt only apply to a new purchase loan like yours. In fact, Im sure you must have friends or family that would like to see a similar comparison done on their loan. We would be happy to help them out too! Just have them call myself or (Agent) and well get the figures off to them immediately! If you have any further questions, please feel free to call __________________. Best Wishes!!

Revised on 11/28/06

Joe Awesome Senior Loan Officer PS Please direct your real estate questions and referrals to your agent: Agents Name Address, Phone Number

SURVEY
June 1,1997 *TITLE* *FIRST* *LAST* *COMPANY* *Mail Address Own 1* *City, State, Zip*

Dear *GREET*: Every year on the anniversary of your transaction with me, I like to remind you that I am still in the business, working hard, and hoping you will refer me to your family, friends and co-workers. Should any of them be in need of the best representation in (*CITY*) and the surrounding areas, I will roll out the red carpet treatment. However, this year I would like to dispel the rumors that the Southern California real estate market is falling apart. Sure, it has never been a better time to buy, prices are stable and rates are low. There are buyers! In fact, I havent seen a more normal market in the last (Number) years. Please be assured I am available to help make your needs, and the needs of your friends, family and coworkers a reality! Sincerely,

(*AGENTS NAME*)

Revised on 11/28/06

CLIENT PROFILE FOR LIFE

MY RAVING FANS

OWNER INFORMATION Last:_________________________ First:_________________________ Nickname:_______________ Company:_____________________ First: _________________________ Company:_____________________ First: _________________________ OWNER CONTACT INFORMATION: Mail To:___________________________________________ Client ID:________________________ City: ________________________ State:________________ Zip Code:________________________ H)Phone:_______________________________ W)Phone 1:__________________________________ H)Phone 2:______________________________ Email ________________________________ Time of Meeting: 1.______________________________________ 2.______________________________________ 3.______________________________________ Reason: ______________________________________ ______________________________________ ______________________________________

Notes: _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ WANT (WHAT DO THEY HAVE?)
Revised on 11/28/06

TYPE 1. 2. 3. ACTIVITY REPORT TYPE 1. 2. 3.

AREA

VALUE

ADDRESS

COMMENTS

AREA

VALUE

ADDRESS

COMMENTS

SPECIAL DATES: 1. Anniversary: _________________________________________ 2. Birthdate: ____________________________________________ 3. Wedding Anniversary: _________________________________ SPECIAL INTERESTS: 1. Charities: ____________________________________________ 2. Sports: ______________________________________________ 3. Hobbies: ____________________________________________ 4. Other: ______________________________________________ 5. Other: ______________________________________________ SPECIAL COMMENTS: 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 4. ______________________________________________________ CHILDREN: 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 4. ______________________________________________________ PETS: 1. ______________________________________________________ 2. ______________________________________________________
Revised on 11/28/06

3. ______________________________________________________ WHAT I LIKE BEST ABOUT THIS CLIENT: 1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 4. ______________________________________________________

Revised on 11/28/06

Avoid Foreclosure Marketing System:

Background: The past few years have seen many people buy homes using adjustable rate mortgages and 100% financing schemes that will tempt or force too many to stop making payments on their homes with foreclosure and financial loss the result. Solutions: 1) Provide classes for people to help them be more responsible with their finances and to show them alternatives to losing their homes. 2) Provide Free Mortgage Assessments through flyers and ads to prospects and clients and sphere of influence. A) Find out the specific information on each loan. B) Do a mortgage amortization following that information projected over a 10 year term C) Find the value of the home and do a projection of the value over a 10 year period. (historically home prices double every 10 to 12 years) This should reinforce the homeowners belief in homeownership. D) Compare the mortgage with other mortgages by showing their costs and amortization side by side and discover if refinancing is an option 3) Look at all alternatives. A) Refinance. B) Get equity loan. C) Approach current lender to see if they may allow alternative payment structure. D) Sell outright. E) Lease. F) Lease with option to buy. G) Rent a room. H) Look for tenant in common investor who would help with payments. I) Get a second job J) Adjust your cash flow income vs. expenses. Budget. Pitfalls to foreclosure and short sales are extreme and should be avoided with all out effort.

Revised on 11/28/06

HOW TO ROLE-PLAY EFFECTIVELY

1. Stand up while role-playing! 2. Always smile, smile, smile 3. Be enthusiastic! 4. Arms in ready position! 5. Positive role-play manner! 6. Follow scripts verbatim!

HOW TO LEARN SCRIPTS

1. 2. 3. 4. 5. Read out loud as fast as you can Chant as a group line by line Learn the body and tonality Role-play with instructor as a group Role-play with a partner

Revised on 11/28/06

The Center Of Influence Or Past Client Script

(You are calling people you know and who you have asked permission to be on your marketing and referral list. They have agreed to your calling them periodically to see if they have run across people who may want to buy or sell real estate) 1. Hi, this is __________. This is the business calldo you have a minute for me? 2. Do you know someone that would like to buy or sell real estate in the near future? Anybody in the next 7-10 days? 3. Just to jog your memory: can you think of anyone in your (church group, family, neighborhood, and office)that may need my services at this time? (X) Great! (obviously, use the examples that best suit the person you are calling) 4. Would you mind if I give them a call? 5. By the way, Just to cover this base, do you plan on moving? (X) Terrific!

NOW SEND THEM A HAND WRITTEN CARD It was nice talking to you.

Revised on 11/28/06

FSBO Script
Hi, Im calling about the home for saleis this the owner? I am _______with Realty Experts and I was wondering Is it still available? Are you co-operating with agents who might actually bring a buyer who write an offer you accept, and at a price that includes a commission. 1. If you sold this homewhere would you go next? (LA) Thats exciting! 2. 3. How soon do you have to be there? (3 months) Fantastic!

How would you rate your motivation to moveon a scale of 1 to 10? (5) Good for you! What methods are you using for marketing your home? Thats great! (Signs and ads)

4.

5. 6.

How did you determine your sales price? (Other agents) Fantastic! Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific! Why did you decide to sell yourselfrather than list with a real estate agent? (Save the commission) Great! If you were to listwhich agent would you list with? (None in mind) Fantastic! How did you happen to pick that agent? ( ) Good for you!

7.

8. 9.

10. If you were to listwhat would you expect the agent to doto sell your home? ( ) Thats great! 11. How much time will you takebefore you will considerinterviewing the right agent for the job of selling your home? ( ) Excellent! 12. What has to happenbefore you considerhiring an agent? ( 13. Are you familiar with the techniques I use to sell homes? ( ) Perfect!

) Youre kidding!

14. What would be the best time to show you_______________or _______________? (IF THEY WOULD BE A GOOD ADDITION TO YOUR SPHERE OF INFLUENCE ASK IF THEY WOULD LIKE TO RECEIVE THE UNIQUE MAILING, E-MAIL YOU DO. Then send them a hand written card confirming you added their name.)
Revised on 11/28/06

Revised on 11/28/06

Expired Script
Over The Phone

Hi, Im looking for ________ Hi_______ my name is_______ with______ Im sure youve figured out that your home came up on our computer as an expired listingand I was calling to see 1. When do you plan on interviewing the right agent for the job of selling your home? (Never) Terrific! / Really! If you sold this homewhere would you go next? (LA) Thats exciting! How soon do you have to be there? (Already) Ouch! _______ what do you think stopped your home from selling? (The agent) Really! How did you happen to pick the last agent you listed with? (Referral) Great! What did that agent dothat you liked best? (Nothing) Ouch! What do you feel they should have done? (Sold my house) Really! What will you expect from the next agent you choose? (Sell my house) Terrific! Have you already chosen an agent to work with? (No) Wonderful!

2. 3. 4. 5. 6. 7. 8. 9.

10. I would like to apply for the job of selling your homeare you familiar with the techniques I use to sell homes? (No) Youre kidding! 11. What would be the best time to show youMonday or Tuesday at ______?

(IF THEY WOULD BE A GOOD ADDITION TO YOUR SPHERE OF INFLUENCE ASK IF THEY WOULD LIKE TO RECEIVE THE UNIQUE MAILING, E-MAIL YOU DO Then send them a hand written card confirming you added their name.)

Revised on 11/28/06

Just Listed Script

Hi, my name is __________ with__________ The reason for my call is that I am trying to find a buyer for a home for sale over on ________________________________ . And I was wonderingwho do you know?, anyone, a friend or relative who would like to move into our area? (No one) Fantastic! I appreciate you taking that time to think about ittell me 1. 2. 3. 4. 5. 6. When do you plan on moving? (Never) Terrific! How long have you lived at this address? (10 years) Great! Where did you move from? (LA) Good for you! How did you happen to pick this area? (Job transfer) Excellent!

If you were to movewhere would you go next? (Back to LA) Thats exciting! And when would that be? (3 months) Fantastic! Only go forward if they say 3 months or less!

7. Obviouslyyou realize it could take 1 to 3 months in this market to get a home solddid you know that? (No) Terrific! 8. Somy question isdo you have to be sold in 1 monthor do you want to start selling at that time? (Sold) Wonderful! 9. Fortunatelyto get you one step closer to LAall we need to do nowis simply set an appointmentso I can help you get what you wantin the time you wantwont that be great? Fantastic! 10. Which would be better for youMonday or Tuesday at 4 p.m.? (IF THEY WOULD BE A GOOD ADDITION TO YOUR SPHERE OF INFLUENCE ASK IF THEY WOULD LIKE TO RECEIVE THE UNIQUE MAILING, E-MAIL YOU DO Then send them a hand written card confirming you added their name. )

Revised on 11/28/06

Just Sold Script

Hi, this is __________ with__________. The home around the corner on_____________ recently sold and we are trying to find a home for the buyers in this area. Do you know anyone, a friend or a neighbor, who would like to sell their home in the near future?.......... We know when someone sells a homeusually two more sell right awaySo I was wondering 1. 2. 3. 4. 5. 6. When do you plan on moving? (Never) Terrific! How long have you lived at this address? (10 years) Great! Where did you move from? (LA) Good for you! How did you happen to pick this area? (Job transfer) Excellent!

If you were to movewhere would you go next? (Back to LA) Thats exciting! And when would that be? (3 months) Fantastic! Only go forward if they say 3 months or less!

7. Obviouslyyou realize it could take 1 to 3 months in this market to get a home solddid you know that? (No) Terrific! 8. Somy question isdo you have to be sold in 1 monthor do you want to start selling at that time? (Sold) Wonderful! 9. Fortunatelyto get you one step closer to LAall we need to do nowis simply set an appointmentso I can help you get what you wantin the time you wantwont that be great? Fantastic! 10. Which would be better for youMonday or Tuesday at 4 p.m.? (IF THEY WOULD BE A GOOD ADDITION TO YOUR SPHERE OF INFLUENCE ASK IF THEY WOULD LIKE TO RECEIVE THE UNIQUE MAILING, E-MAIL YOU DO Then send them a hand written card confirming you added their name.. )

Revised on 11/28/06

The 7 Fool Proof Steps to Lead Generation, Prequalification, and Appointment Setting for Realty Experts
1. Your Daily Job is to find ready, willing, and able Buyers and/or Sellers. 2. You must first talk to as many people as possible in your allotted time. There are two ways: In person or by phone. Eyeball to eyeball, or ear to ear. 3. When you meet a new person always turn the conversation to Real Estate. If you are prospecting using one of our 5 systems and follow that system to talk and make contact: 1)S.O.I. 2) Fisbo 3)Expired 4)Find Buyer For Listing 5)Find Seller for Buyer. 4. You tell them who you are (a Realty Expert) and ask if they know anyone wanting to buy or sell real estate in the near future because I(you) want to help them because it is such a great time to buy Low interest rates, bottom market prices, etc.. 5. When they offer a referral follow it up and when they say they may be thinking of buying in the near future you prequalify them with the 6 Questions: (use your five fingers and your wrist as memory triggers .) 1). Who are they and who will influence the decision to buy? 2). What are they looking for including location, size of house and yard, numbers of bedrooms and baths, etc.? 3). How are they going to pay for it. How much down, how much loan do they qualify for? How long on job? How much is(are) your car payment(s), etc.? The idea is to see if they qualify to buy the type of home they described they are looking for. Often a great opening is have you been prequalified for a loan? That can tell you if they may have been working with an agent. Find out what they did qualify for and when that was. 4). Why do they want to move? Look for motivation. House too small for growing family, house too big for empty nesters, closer to work, etc. It is the one most important reason the purchase will go through. Without knowing this you are without the most important information you need to overcome problems in the escrow and remind them of their goal. 5). When do they plan on the purchase? Your goal is to find those who are ready, willing, and able to buy NOW so that you do not waste your time with looky loos. They may answer we are waiting until next year. That is your opportunity to ask why. The answer will give you an opportunity to convert a good many to immediately purchasing. Lowest interest rates, bottom market now, prices going up, etc. And finally, 6). Are you committed to another real estate agent to handle the offer and purchase for you?

Make sure you continue asking sub-questions of all 6 of the above for complete clarification of each. Your queries may convert some who at first do not sound qualified into qualified for an appointment. Only after you are satisfied they are ready, willing and able to buy now and they are not committed to using someone else do you proceed. FOR SELLERS THE SAME SIX QUESTIONS APPLY BUT DESIGNED TO HELP SELLERS 6. Make an appointment. I would love to apply for the job of helping you however I do not know if I can help you. There is only one way to find out and that is if you and your spouse can join me for a free consultation in my office. (FOR SELLERS THE APPOINTMENT COULD BE IN THEIR HOME WHEN APPROPRIATE.) I promise to give you the gift of time during our meeting. You will learn enough at our meeting to save many hours of effort no matter who you choose to help you. I will give a big head start. There will be 3 outcomes to our meeting. The first and one I hope we will choose is that we both agree to work together to find your home. The second is you decide to work with someone else. And the third is I decide I cannot help you. Any of the 3 is ok with me. Always close for a tentative time subject to the spouses confirmation. When would be a good time for you on Tuesday afternoon or evening..etc. Call them before the appointment to confirm so you waste no time.

7.

Put all qualified, or close to qualified, non committed people on your sphere of influence. This is permission marketing. Say: I have this very informative mailing I send to all of my friends and relatives to keep them up to date in real estate. It goes way beyond what other agents do. Would you be interested in receiving it? 60% should want to be on that list from my own experience. Get their e-mail, address , and phone number and within 24 hours send them a note confirming they are on the list and letting them know you will probably check with them by phone to make sure they received the mailing. You did what you said you would do.

The Realty Experts Listing Process

I would like each of you to follow this process verbatim. It will help each of you secure a higher percentage of the listing presentations you go on. Remember, if we can increase our closing percentage were earning additional income with no more time spent. Step 1 Pre-qualify 100% of all prospects 100% of the time no exceptions Step 2 Mail or Deliver a Pre-Listing Package which includes a) Pre-Selling Package Letter b) Mission Statement c) Concerns List d) Personal references (4 or 5 only) e) Pre Listing Information f) A copy of your Plan of Action g) A complete CMA (3-5 comparable listings, solds and the list price you recommend). h) A completed net sheet i) A completed contract j) All Disclosure Statements k) Showing Home tips Step 3 Call back and confirm that theyve looked at the package and are prepared for your appointment Step 4 Make sure you see all of the homes that are active on your CMA so that you can absolutely look them in the eye and tell them how their home compares feature by feature. You are an expert, this is the way you show it. Step 4 Show up physically, mentally and emotionally Step 5 Use the scripts verbatim NOTE: Spend the time to prepare and make sure you know the CMA and competing homes and therefore are sure of the price you pick. Use the appraisers approach to value. Only search by 3 things: area or zip, Square footage +/-, year built +/-. Adjust your search for those up and down so that you will have approximately 20-30 homes for all active pending and sold. Think like a buyer and buyers agent to pick the homes for comparison. It is all about the buyer and what he/she will be looking for in price, features, and location. Your job is to get the seller to think like a buyer.
Revised on 11/28/06

Pre-Qualifying The Listing Presentation Script

Before I come outthere are a number of questions I need to ask youOK? 1. If what I say makes senseand you feel comfortable and confident that I cansell your homeare you planning tolist your home with mewhen I come out on __________? Are you planning to interview more than one agent for the job of selling your home? Tell me againwhere are you moving to? How soon do you have to be there? (3 mos.) Great! When I see youhow much do you want to list your home for? As a professional real estate agentI study homes and prices everydaytherefore I assume youll list with meat a price that will cause your home to sellcorrect? Sowhats the price you wont go below? 6. 7. 8. 9. How much do you owe on the property? ($100,000) Excellent! Have you ever thought about selling it yourself? (No) Terrific! (Yes) Interesting! Will you help finance the home for the buyeror do you want all your cash out? Would you please describe your home for me?

2. 3. 4. 5.

10. Ill be sending over a package of informationwill you take a few moments and review it? Thank you. 11. Do you have any questions before I arrive? (No) Great! 12. So you knowour meeting should only take between five and twenty-five minutesis that OK? Ill look forward to seeing you on _____________ at _______________.

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The One-Minute Presentation

Hithanks again for having me overIm excited about getting your home on the marketand getting it sold Do you mind if I take a quick look at your home? I wrote down threereal important questions for you 1. 2. 3. Do you absolutely have to sell your home? ( ) Fantastic! Will you price your home to sell? ( ) Great! ( ) Excellent!

Do youwant meto handle the sale for you?

All we need to do now is simplysign the contractso I can help you get what you wantin the time you wantwont that be great.

Only close for the signature at the end of the One-Minute Presentation when you have qualified and know the following: 1. They know you. 2. They want to hire you. 3. They will list at your price.

I went to the Productivity School to help build my confidence and get over my fear of prospecting. Thank you for helping me. John Brophy
Revised on 11/28/06

The C.M.A. Presentation

4. (Name) at the end of my presentation tonightoneof three things will happen #1 Youll have the opportunity tolist your home with meor #2 Youll decide not tolist your home with meor #3 Ill decide not to take your listingany one is fine 5. Lets quickly take a moment and review the questions I asked you over the phone A) B) C) D) E) F) G) 6. You said you were moving to __________right? You said you were moving because _________? Is that right? You said you had to be there by __________ correct? You would like to price your home at ___________ right? Andyou said you owe ___________ is that right? Nowyou werent planning on selling it yourself, were you? Terrific! You did (did not) want all your money outcorrect? Wonderful!

Nowthere are only two issues we have to look at tonightnumber oneyour motivation tosell this homeandnumber twothe price we set on your home Ive prepared what we call a Comparative Market AnalysisThere are two parts to this researchPart Onewe callfantasylandwhat homeowners list homes forpart twowe callrealitywhat real estate agents list and sell homes forWere going to have todecide tonightwhere youre going to spend your time The purpose of the Comparative Market Analysisis to determine the value of your homein the eyes of a buyer Do you know how buyers determine value? Buyers determine value by comparison shopping. They look at the price of your home based on its features and benefits, and compare it with the features and benefits of similar homes that have sold recently or are currently on the market. Does that make sense?

7.

8.

9.

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10. For exampleif you were going to purchase a new carand one dealership had a car for $20,000and another dealership had the same car for $20,000butit had a CD player and fancy rimsWhich car would be more valuable?... why? 11. What if the first dealershipput the car with NO CD player and rimson sale for $15,000 Which would be a better value then? why? 12. So you can seethat if you want to increase value: (a) Lower the priceor (b) Have more features and benefitsfor the same priceDoes that make sense? Good! 13. Sounless you are planning to add more features and benefits to your homeAre you?... (No) price is the only issueCan I show you what I mean? (a) (b) (c) (d) (e) (f) This home is just like yours How may bedrooms? How many baths? How many square feet? Do you know this neighborhood? Have you seen this house?

(Based on the features and benefits of the home tell them) 1. Your house is better 2. This house is a little better than yours 3. This house is very similar to yours

(Justify why you said that by comparing their features and benefits) (g) What price are they asking? (h) Look how long its been on the market (i) You need to be in ________by________ right?

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14. What price do you feel we should useto create value in the eyes of the buyerand get someone to decide to buy your home versus the competition? (If their price is unrealistic proceed to #17) 15. Now that youve seen these pricesIm going to recommend a price of $__________ will you (name)list your home with mefor that price tonight? 16. All we need to do is simplysign the contractso I can help you get what you wantin the time you wantwont that be great?

Revised on 11/28/06

The Price Objection Script

17. _________what price do you absolutely have to have? ( ) Ouch!

18. Based on that there are a couple of real important questions I need to ask you 19. Specificallywhy do you feel your home is worth $_________ more than your neighbors? 20. (Name) in todays market placethat means youve simply brought your home up to selling standardright? 21. All homes need _________ right? 22. Let me ask you a questionIf a buyer wants to buy your homebutthey plan to get rid of ________ the moment they buy your homehow much is it worth then? Exactly! 23. Did you add that to your home for the next buyerorfor your own enjoyment? 24. If you were purchasing a homeand two similar homes were for saleone for __________ and one for__________ which would you, buy? 25. Wouldnt you want to use the extra ________ to do what you wanted to the home? 26. Dont you think most buyers would feel just like you? Of course they would. 27. Thats whyIm going to recommenda price of $ _______ based on what we know do you want to list your home for that price tonight? All we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great?
Revised on 11/28/06

Powerful Closes for Pricing Presentation

1. If I had Cadillac that was worth $15,000 and I was advertising it for $25,000 under what conditions would it sell? A. Only if there were no other Cadillacs available right? Or if there was something incredibly unique that could be valued as being worth $10,000 more than a normal Cadillac does that make sense? B. Have I shown you other homes on the market similar to yours? So buyers have other options dont they? So the only issue is Are your extras so incredible and unique that someone would be willing to pay $_______ more when they could buy the one down the street and upgrade it to their own personal taste for the same money Does that make sense? Did you buy this home with all the extras? or did you add them for your own comfort and enjoyment? Based on that what price is the obvious choice?

C.

D.

E.

2. Id rather receive 10 offers and give us the power to negotiate than list at your price and not receive any offers at all (Name) lets start tonight at___ Go ahead and sign the contract. 3. Ill put the home on the market at that price for the next two weeks as an experiment If we have lots of showings and no offers the market is telling us its priced too high If we have no showings and no offers then the market is telling us this price is waaay too high! A. So lets do this Sign an automatic price reduction form and Ill only submit it after we agree the market says its too high Go ahead and sign the contract.

B.

Revised on 11/28/06

Handling Objections Scripts

From Sellers

1.

We want to only give you a 30/90 day listing. Im sorryI wont do that ____ months is our company policy therefore all we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract

2.

We were thinking about (X) company or weve never heard of your company. I can understand your concern and I think you realize a company doesnt sell a home its the individual agents activities Do you fell I can sell your home? Terrific! All we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract

3.

Well save the commission by selling it ourselves. I agree you can save the commission by selling it yourself are you aware that today, over ______ homes are for sale last month only ______ actually sold thats a _______ month supply of homes if no other homes come on the market and last month _______ homes went on the market! (Wait for answer) And whats worse is the fact that only 2% of all For Sale By Owner sell themselves and 98% are listed and sold by real estate agents Can you afford to have only a 2% chance of selling your home? Lets do the right thing and simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract!

4.

Lets list high, we can always come down later.

Revised on 11/28/06

I understand you want to list high to leave room for negotiating and have you considered the problem that creates for you? Most people wont even bother looking at properties that are priced too high would you rather have a bidding war on your home or nor have an opportunity to negotiate any offers at all? All we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract. 5. We want to think it over. That great and since three minds are better then two lets think out loud together tell me what are you thinking about? 5A. We want to sleep on it. Youre right this is a big decision isnt it? Yet the decision must be made based upon what you want correct? Lets do this sign the contract tonight contingent upon your approval within 24 hours that way we both win can I tell you how? You have 24 hours with no pressure so you can feel comfortable and sleep on it tonight then Ill call you in the morning and you simply tell me yes or no. If you say no Ill rip up the contract and you have no obligation if you say yes Ill begin marketing your property immediately either way All we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract.
Revised on 11/28/06

6.

I have a friend in the business. I can appreciate that and almost everyone does so let me ask you do you absolutely have to sell this home or are you just looking to do your friend a favor? Obviously you had me out for a reason right? Do you feel I can sell your home? Terrific! All we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract.

7.

Another agent said they could get me more money. I can appreciate that and what you probably dont understand is this An agent that will list your property overpriced assumes they can take the listing now and then start beating you up on the price week after week after week after week is that what you want Who would! Theyre afraid to tell you the truthup front __________ do you want the truth? Of course you do? Lets do the right thing and simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract.

Revised on 11/28/06

8.

You havent sold any home in my area. Thats a valid concern the obvious reason youll choose me now is that my company has homes for sale all over the community Meaning when you sign the contract tonight we can expose your property to potential buyers from all over the area do you realize how important that kind of exposure is? Now isnt that what you want of course it is Therefore all we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract.

9.

What do you do to sell the home? Thats a valid concern and let me ask you are you aware that there are two kinds of real estate agents? There are passive and active I am an active agent meaning when you sign the contract tonight I will spend my time actively marketing your home to the public and to the other active agents in town isnt that what you want? You want someone who will work actively and aggressively to get your home sold right? Terrific! All we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract.

Revised on 11/28/06

9A. We want you to cut your commission. No any other questions? Sign the contract. 10. The other agent said he/she would. I can appreciate that can I tell you why that makes me nervous? If other agents do not have the courage to stand up to you regarding their own worth how strong could they possibly be defending you and the price we set for your home _________ I have that courage do you feel I can sell your home? (YES) Terrific! All we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great? Sign the contract.

Revised on 11/28/06

The Listing Plan of Action

My Objectives Are the Following: 1. 2. 3. To assist in getting as many qualified buyers as possible into your home until it is sold. To communicate to you weekly the results of our activities. To assist you in negotiating the highest dollar value ...between you and the buyer.

The Following Are the Steps I Take to Get a Home Sold ... the Pro-Active Approach: 1. 2. 3. 4. Submit your home to our local Multiple Listing Service. Price your home competitively ... to open the market vs. narrowing the market. Promote your home at the company sales meeting. Develop a list of features of your home for the Brokers to use with their potential buyers. Fax a features sheet to the top _______ agents in the marketplace for their potential buyers. Suggest & advise as to any changes you may want to make in your property to make it more saleable. Constantly update you as to any changes in the marketplace. Prospect ______ hours per day and talk to _______ people per day looking for potential buyers. Contact over the next seven days my buyer leads, center of influence and past clients for their referrals and prospective buyers.

5.

6.

7. 8.

9.

10. Add additional exposure through a professional sign and lock-box. 11. Whenever possible pre-qualify the prospective buyers.

Revised on 11/28/06

12. Keep you aware of the various methods of financing that a buyer might want to use. 13. When possible have the cooperating Broker in the area tour your home. 14. Follow-up on the salespeople who have shown your homefor their feedback and response. 15. Assist you in arranging interim financingif necessary. 16. Represent you on all offer presentationsto assure you in negotiating the best possible price and terms. 17. Handle all the follow-up upon a contract being acceptedall mortgage, title and other closing procedures. 18. Deliver your check at the closing.

Revised on 11/28/06

The Listing Plan of Action Scripts

Mr. & Mrs. Seller there are two ways to get a home sold once it is listed. They are wait for a buyer to show up, or wait for another agent to bring a buyer to it. Or ... I can spend my time trying to find a buyer or promote other agents to bring one to us. Ive chosen the second method okay? As Ive written, my objectives are the following (Read the 3 objectives ... or ask them if they had a chance to read them from your pre-listing package.) Okay, here are the steps I take to get a home sold! Read #1 Are you familiar with how our MLS works here locally? Yes or no ... As you know there are _______ members of our local Board ... A small percentage may have a prospect interested in your home at this time you do want me to submit your home to MLS dont you? Read #2 As you can see from our discussion price is always a major factor in selling a home, would you agree that we have to open our market as wide as possible? Read #3 Our office has a weekly meeting of the agents to promote our listings to each otheris there anything in particular you would like me to tell them? Read #4 Would you share with me the various features youd like me to list on the features sheet please? Read #5 Ive developed a list of the top 25 agents in the area, the ones like myself who are very active in the marketplace ... is there anything in particular youd like me to tell them? Are there any agents youd also like me to notify regarding your home being for sale? Read #6 Im always looking for agent feedback after showings ... to improve saleability. Are there any changes youre planning to make in the next few days to your home? Read #7 Go on to #8. Read #8 One of my two jobs is to find a buyer for your home so I prospect daily is there anyone you know that I should be calling regarding the purchase of your home? Read #9 Go on to #10. Read #10 You do want a sign and a lock-box dont you?

Revised on 11/28/06

Read #11 Unfortunately you and I cant control who shows the property or the qualifications of their prospects Ill do the best I can to convince all the agents to prequalifyokay? Read #12 Go on to #13. Read #13 Go on to #14. Read #14 Would you mind keeping the cards of the salespeople, so I can pick them up and follow-up? Where would you like to keep them for me? Read #15 Go on to #16. Read #16 Will you generally be available on weeknights or should I call you at the officewhen an offer comes in? Read#17 Go on to #l8. Read #18 This is the part we all like the best, its when you get your 94% and we get our 6%. Are there any other questions about what Ill be doing to get your home sold?

Revised on 11/28/06

Handling Objections Scripts

From Sellers

Bought an Open House they saw

1%
Bought for a combination of reasons

3%
Bought Advertised Property

3%
Referral by relocation service

7%
Responded to an Open House, but purchased a different home

8%
Responded to an ad, but purchased a different home

18%
For Sale Signs

20%
Name/Firm Recognition or Salesperson Contact

40%

Source: National Association of REALTORS

Revised on 11/28/06

Powerful Closes for Listing Presentation

1. Do you feel I can sell your home? Sign the contract. 2. Is there anything else stopping you from listing your home with me tonight? Sign the contract. 3. As a professional serviceand to start our relationshipIll call the agents you still have appointments with and cancel the appointments for you Would you like to know what Im going to say? A. They thought you were terrific They wanted to give you a chance but I convinced them to list with me tonight! If you have any buyers go ahead and bring them by the lockbox will be on the door tomorrow morning! Lets make a list of who I need to call.

B.

4. Mr. & Mrs. Seller Based on your time frame what you want for your home and the marketing and exposure you need Im the right person for the job Put me to work for you right now Sign the contract. 5. Have you noticed that all Realtors say basically the same thing? A. B. C. Let me show you how I separate myself from my competition (show track record) (Name) I sell _____ homes per year while my competitors average ____ per year If you were going to hire a doctor to perform surgery would you hire someone who does it now and then or the doctor whos done it day in and day out for years?... Why? I agree! Go ahead and sign the contract.

D.

6. When would you like to receive your first offer? All we need to do now is simply sign the contract so I can help you get what you want in the time you want wont that be great?

Revised on 11/28/06

Features of Your Home

Please take a moment to write down the features and benefits of your home that a buyer should be aware of. 1) Why did you buy the house? ______________________________________________ ________________________________________________________________________

2) Home features that you have really enjoyed: ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

3) If you disagree with the price set for your home. Please explain why you feel your home is worth more or less that those similar to yours that have sold. ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

What price do you think should be set for your home? ____________________________

Revised on 11/28/06

Pre-Selling Package
Dear I have prepared this package with the intent to help you sell your home as soon as possible for the highest possible price. Enclosed are all of the forms necessary for you and I to accomplish that goal. Please fill them out including especially the features of your home that a buyer needs to know so they can appreciate it in the way you have since you moved in. My job is to encourage as many people to see your home as possible and your job is to make the home as presentable as possible once a potential buyer sees it. We are like fishermen in this process. Our bait must be attractive and our hook and line must be strong to catch just the right buyer. Remember we must see the bait (your home) through the eyes of the buyer in order to do this. Thank you again for filling as much of this out as you can so that our time together can be as efficient as possible. Please make sure to fill out your concerns page so that all of your questions can be answered. I look forward to seeing you at __________ On_______________

When it Comes to Real Estate Only an Expert Will Do!

Revised on 11/28/06

Mission Statement
Our Mission, desire and goal at RealtyExperts is to assist all parties in accomplishing their goals and allowing them to obtain a satisfactory conclusion to the purchase or sale of their real estate. All of our efforts are geared to meet this end. As we strive to accomplish this, we base our actions on the following governing values. 1. We will constantly strive to be the most professional REALTOR in San Diego and the surrounding cities. Knowledge will be our partner in achieving the success that comes with being the best. 2. We will always be better prepared than our competitors, and are committed to provide superior service to our clients. 3. We will take this time to listen to our clients and their needs and assist them in producing a plan of action that will be quickly implemented and result in the realization of their goals. 4. We serve the customer. We are customer driven and in concert with our other values, we give customers what they seek. 5. We value our Associates - We recognize that RealtyExperts is only as good as its Associates. We commit to provide a productive and solid career for all RealtyExperts Associates. 6. We practice teamwork We consider those who work for our associates with RealtyExperts as members of our team. We recognize that each customer, associate, or consultant has a unique contribution to make to our team effort. 7. We welcome innovation and adapt to change We constantly evaluate what were doing and compare it to what is possible and what is needed. Nothing in real estate, and to that effect society, remains the same and neither can we. 8. We search for, live by, and teach correct principles Our services are based on correct principles that, when applied, produce positive results. We continuously search to learn more and adjust to what we learn. 9. We make a positive difference in peoples lives Our investment recommendations go beyond being profitable and informative. They empower individuals and organizations to make meaningful changes and advances in their goals. These are top priorities for RealtyExperts. Meeting them will enable us to realize Our Mission. I Agree to this Mission Statement.

Expert: ____________________________________________________ Date:________________

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THE FOLLOWING IS A PERSONAL LIST OF REFERENCES

Name 1. 2. 3. 4. 5. 6.

Phone #

Revised on 11/28/06

WHAT ARE YOU CONCERNED ABOUT?

I want to act in YOUR best interest. I am eager to have you share with me your concerns and expectations about the marketing of your property. Please take a moment to complete the survey below. Not Concerned Buyers Qualifications? Multiple Listings? Broker Commissions? Showing Procedures? Advertising? Open Houses? Inconveniences? Possessions? Pricing? Closing Costs? Security? Lockbox? Saleability? Financing? Negotiating? 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 Very Concerned 4 4 4 4 4 4 4 4 4 4 4 4 4 4 4 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5

Thank You

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Important Information:
Please take a moment to thoughtfully fill this out together before I see you.
1. Where are you moving? __________________________________________________________ City State 2. Why are you moving? ____________________________________________________________ ________________________________________________________________________________ 3. How soon do you have to be there? _________________________________________________ 4. Do you absolutely have to sell? _____________________________________________________ 5. What would happen if your home did not sell? ________We would rent it. ________We would stay here. 7. How much do you want to list your home for? ____________ Realistically?________________ 8. How much do you owe on your home? ______________________________________________ 9. Will you help finance the home for the buyer?______ Partially? ________________________ 10. How would you rate your home on a scale of 1-10? __________________________________ 11. What were all of the good things about this home that caused you to buy it? ______________ ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ 12. What would you add to this list as a result of your improvements for the next buyer? _______ ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ (Check one please)

__________It will sell because we will do what it takes.

Revised on 11/28/06

13.

Is there anything negative about your home you would want to know if you were the buyer? _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________

14.

Who are all of the decision makers who need to sign a purchase contract? _______________ _______________________________________________________________________________ ______________________________________________________________________________

15.

What is the date you would like to start showing your home? _________________________

16.

If what I say makes sense and you feel comfortable and confident that I can sell your home are you planning to list your home with me? Yes No (circle one please) Contacting you at any time will be very important. Please list all of the numbers and e-mails at which I can reach you.

17.

Seller: _________________________________________Work: _________________________

Home: ___________________Cell: ___________________e-mail: _______________________

Seller: _________________________________________Work: _________________________

Home: ___________________Cell: ___________________e-mail: _______________________

Seller: _________________________________________Work: _________________________

Home: ___________________Cell: ___________________e-mail: _______________________

Revised on 11/28/06

The Listing Plan of Action

My Objectives Are the Following:

1. 2. 3.

To assist in getting as many qualified buyers as possible into your home until it is sold. To communicate to you weekly the results of our activities.
To assist you in negotiating the highest dollar value between you and the buyer.

The Following Are the Steps I Take to Get a Home Sold ... the Pro-Active Approach: 1. Submit your home to our local Multiple Listing Service. I will make sure the remarks section of the listing will maximize the interest a buyer may have to see the home in person. This is an art and necessity because it will potentially be seen by thousands of people on many websites all over the country. I have expert company help in making sure it is the best it can be. 2. 3. 4. Price your home competitively to open the market vs. narrowing the market. Promote your home at the company sales meeting and to local agents. Develop a Home Showing Book with list of features of your home for the Brokers to use with their potential buyers. It is a comprehensive book of what a buyer wants to know. It will include neighborhood information and loan options showing possible payment options so the buyer feels comfortable buying the home. E-mail a features sheet to the top agents in the marketplace for their potential buyers. Suggest & advise as to any changes you may want to make in your property to make it more saleable. Constantly update you as to any changes in the marketplace. Prospect hours per day and talk to ________ people per day looking for potential buyers. Contact over the next seven days my buyer leads, sphere of influence and past clients or their referrals and prospective buyers by mail and by phone. Add additional exposure through a. professional sign and lock-box. Whenever possible pre-qualify the prospective buyers. Keep you aware of the various methods of financing that a buyer might want to use and suggest creative buyer market approaches to selling your home.

5. 6.

7. 8. 9.

10. 11. 12.

Revised on 11/28/06

13. 14.

When possible have the cooperating Brokers in the area tour your home. Follow-up on the salespeople who have shown your home for their feedback and response. Advertise every Sunday in the Open House or classified section of the paper and in the on line website of the local paper focusing on getting the phone to ring. Have at least one Mega open house for your home in the first 3 weeks. Assist you in arranging interim financing, if necessary. Represent you on all offer presentations ... to assure you in negotiating the best possible price and terms. Handle and oversee all the follow-up upon a contract being accepted ... all mortgage, title and other closing procedures. Deliver your check when possible at the closing.

15.

16. 17. 18.

19.

20.

We Are a Team It Takes All of Us to Make the Sale Possible

My Job is to bring as many buyers as possible to your home and to encourage as many offers as possible. Your job is to make sure the home is presentable to all who come. Experience has shown all buyers want to offer a very low price at first. Our job is to treat all offers seriously no matter how low they start. It is like fishing. The bait has to be attractive and the method of hooking and reeling in the buyer makes the difference.

Revised on 11/28/06

CMA
(Comparative Market Analysis)

The three factors considered in selling your home are location, condition, & priceare they all related?

LOCATION Your homes location and setting influence its value. A home inside a quiet subdivision sells for more than the identical home on a busy street. Remote areas typically sell for less than closed in areas, Views, streams, and trees usually enhance value. You obviously have no control over location.

CONDITION New homes enjoy a marketing edge over resale homes because they are shiny & clean. Also, builders enhance their appeal by offering model homes (clean, bright, and decorated in current colors and amenities) for buyers to examine. Our goal is to make your home as close to a model as possible...being sensitive to costs. You have nearly complete control over condition & you increase value & decrease marketing time by being sure your property is in the best possible condition.

PRICING If IBM stock is trading between 104 & 108, it does no good to insist on selling at 112. Likewise, your home must he priced within the appropriate range. You must actually sell your property twice: first to a buyer & then to an appraiser. The buyer is more subjective & compares the amenities of your home to those of other homes in the same price range. The appraiser is more objective and compares age, size & cost-identifiable features in your home against other properties that have sold.

The following is a CMA of similar homes in your area. After reviewing similar properties that have sold my suggested list price will be circled in RED.
Revised on 11/28/06

Comparative Market Analysis Chart

Property Type: Single Family Attached Subject Property # 1 2 3 4 MLS# Address Unit# 148 126 225 114 ZIP 92027 92027 92027 92027 MAPCD BR Baths ESF 1110C7 1110C7 1110C7 1110C7 2 2 2 3 2 Number of Properties: 4 2 1 1 2 1.50 964 828 828 1053 918 LP/ SF $223 $297 $289 $294 $276 List Price $215,000 $245,900 V $239,000 V $310,000 V $252,475 DOM 29 2 351 25 102 066066191 475 Midway 061074671 475 Midway Dr 051067414 475 Midway Dr 061067788 475 Midway Average Status: Active

Revised on 11/28/06

Property Type: Single Family Attached Subject Property # 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 MLS# Address Unit# 226 137 174 169 127 148 220 246 249 255 140 250 240 131 125 126 249 164 220 174 155 149 163 ZIP 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 92027 COE 2/27/2004 2/27/2004 3/03/2004 1/21/2004 2/27/2004 3/04/2004 3/01/2004 2/03/2004 4/27/2004 4/01/2004 8/16/2006 6/08/2004 5/21/2004 4/29/2004 6/15/2004 3/27/2005 1/31/2006 3/16/2005 5/26/2004 3/19/2004 3/25/2005 3/04/2005 9/27/2004 8/24/2004 1/05/2005 5/28/2005 5/02/2006 3/22/2006

Status: Sold

BR Baths ESF 2 2 2 2 2 2 2 3 2 4 2 2 2 3 2 2 2 2 2 2 4 2 2 2 3 3 3 3 3 3 2 1 1 1.5 1.5 1 2 2 2 2 2 1 2 1 2 1 1 2 1.5 2 1.5 1.75 2 1.5 2 2 2 2 2 2 2 828 828

List Price $165,000 $169,950

LP/ SF Sold Price SP/ SF DOM $199 $205 $180 $169 $218 $187 $187 $183 $0 $175 $254 $227 $254 $214 $284 $228 $243 $228 $228 $241 $187 $239 $241 $258 $237 $256 $255 $261 $264 $285 $227 $157,500 $169,950 $170,000 $174,900 $180,000 $180,000 $185,000 $200,000 $204,000 $205,000 $209,300 $217,000 $225,000 $225,000 $230,000 $230,000 $234,000 $235,000 $235,000 $238,000 $238,000 $240,000 $245,000 $245,000 $250,000 $265,000 $269,000 $275,000 $290,000 $299,000 $224,021 $190 $205 $165 $169 $217 $187 $192 $162 $0 $166 $253 $225 $272 $214 $278 $218 $243 $228 $228 $231 $193 $249 $237 $254 $237 $252 $255 $261 $235 $284 $224 100 90 2 75 30 6 31 22 0 122 10 2 3 23 8 114 3 14 157 5 12 109 91 4 70 125 44 11 60 49 48

031058826 475 MIDWAY N 031055669 475 MIDWAY 046005647 475 MIDWAY DRIVE N 031047027 475 MIDWAY DR. N 036064772 475 Midway N. 041002660 475 Midway 031065230 475 Midway N 032054818 475 Midway Drive 041014587 475 Midway 036050594 475 Midway Dr 061056329 475 Midway Dr. N 046024549 475 Midway N. 041019039 475 Midway Dr 046002600 475 Midway Dr 041024489 475 Midway Drive 041070674 475 Midway 056088078 475 Midway 041041240 475 MIDWAY DRIVE 048049574 475 Midway Dr. N 046019534 475 MIDWAY DR. N 044005068 475 Midway Dr 044070732 475 Midway Dr 041068418 475 Midway Dr 041043541 475 Midway Dr N 041026145 475 Midway Drive 046055489 475 Midway Drive 041067264 475 Midway 056018061 475 Midway Dr 066017323 475 Midway 066001447 475 MIDWAY DR Average

1030 $185,000 1032 $174,900 828 964 964 0 828 964 828 828 964 $180,876 V $179,900 $180,000 $204,000 $209,900 $219,000 $210,000 $235,000 V $234,000

1232 $224,900 1232 $215,000

1053 $224,876 V 1053 $240,000 1032 $235,000 1032 $235,000 1032 $249,000 V 1232 $229,900 964 964 $230,000 $249,000 V 1032 $249,000 V 1053 $250,000 1053 $269,900 1053 $269,000 V 1053 $275,000 V 1232 $325,000 V 1053 $299,900 $227,266

92027 10/01/2004

#219 92027 #114 92027 203 109 105 246 210 92027 92027 92027 92027

92027 12/30/2004

1.68 1,008

Number of Properties: 30

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Your Net Sheet

The following net sheet will show all of your estimated costs with your net proceeds circled in RED

Revised on 11/28/06

Contracts and Disclosures

The following contracts and disclosures must be signed and completed by our appointment. I have placed tabs to show you exactly where to sign. Any questions and concerns you have will be addressed first thing at our scheduled appointment time. Thank you

Revised on 11/28/06

PREPARATION FOR SHOWING:

First Impressions are lasting. The front door greets prospects. Make sure it is fresh, clean, & scrubbed looking. Keep lawn trimmed and edged, and the yard free clutter. Decorate for a quick sale. Faded walls & worn woodwork reduce appeal. Why try to sell prospects how your home could look. A quicker sale at a higher price will bring positive results. Let the sun shine in Open draperies & curtains & let prospects see how cheerful your home can be. Dark rooms do not appeal! Fix that faucet! Dripping water & discolored sinks suggests faulty plumbing. Repairs can make a big difference Lose knobs, sticking doors & windows, warped cabinets & minor flaws detract from home value. Have them fixed. From top to bottom Display the full value of your attic, basement and other utility space by removing all unnecessary articles. Brighten dark, dull basements by painting walls. Safety First Keep stairways clear. Avoid cluttered appearance & possible injuries. Make closets look bigger Neat, well-ordered closets show that the space in ample. Bathrooms help sell homes Check & repair caulking in bathtubs & showers. Make this room sparkle. Arrange bathrooms neatly Remove excess furniture. Use attractive bedspreads & freshly laundered curtains. Can you see the light? Illumination is like a welcome sign. Potential buyers will feel a growing warmth when you turn on all your lights for an evening prospect.

SHOWING THE HOUSE:

Threes a crowd Avoid having too many people present during inspections. Potential buyers will feel like intruders & will hurry through the house. Music is mellow But not when showing a house, Turn off the blaring radio or television.. Let the salesperson & buyer talk, free of disturbances. Pets underfoot? Keep them out of the way-preferably out of the house. Silence is golden Be courteous but dont force conversation with potential buyers. They want to inspect your house not pay a social call. Be it ever so humble Never apologize for the appearance of your home, After all, it has been lived in. Let the trained salesperson answer objections. This is their job. In the background The salesperson knows the buyers requirements and can better emphasize the features of your home when you dont tag along. You will be called if needed. Why put the cart before the horse? Trying to dispose of furniture & furnishings to potential buyers before they have purchased the house often loses a sale. A word to the wise Let our realtor discuss price, terms, possessions and other factors with the customer. Realtors are eminently qualified to bring negotiations to a favorable conclusion.

Revised on 11/28/06

POLICY OF J & P FINANCIAL, INC.

Sale, Listing and Property Management Contracts 1. All Contracts Must Include: (If co-op doesnt, then we need to counter offer to include) 2-page APA-11 SDAR Addendum to the Purchase Contract 5 page SAD-11 SDAR Sellers Additional Disclosure 1 page MD-11 SDAR Mold Disclosure Local Area Disclosures for San Diego County (SDAR) Property ID (or comparable) Disclosures Includes: CA Property Tax Acknowledgment Page CA Property Tax Disclosure Report Earthquake Hazard Report (pre 1960) Environmental Hazard Receipt Proposition U J & P Financial Addendum 2. Agents must fill out: Agents Visual Inspection Checklist, C.M.A. and Net Sheet. 3. Sellers must fill out (in addition to disclosures) Sellers Listing Checklist Condo/P.U.D. Information Sheet Statement of Facts

Policy: As soon as a Listing, Purchase, Property Management, or Lease Contract is created the agent is to transmit that contract with the appropriate information sheet to Dagmar Hammond, Administrator in the Escondido Office by faxing it to 760-738-1221. The Transaction Listing and Selling Information Sheet MUST be filled out completely and attached to any of the above transactions. To make it easy, just remember when you are faxing a contract to the other agent, your client, or to escrow just fax one to Dagmar also. Include the Agency Disclosure in each case. Dagmar will give the contracts to Joe or an authorized broker for review as required by law. As soon as possible be sure to transmit the contracts that are completed with the original signatures to Dagmar by putting them in her mailbox in the office you work from. When an unusual issue comes up and causes concern to you, or your client. Immediately contact Joe Cobb by phone or voice mail and let him know. If you get his voice mail, please leave a full message explaining all the issues so that he can respond to you by voicemail if he cannot reach you. Joe will want to have in his possession that contract and the document that is of concern and a written summary of the issues if possible. Joes Cell Phone: (858) 967-8801 or Administration Office (760) 738-9246. Always use the transmittal form in your listing or selling packet to send documents to agents and clients to keep track of their location. And, always write notes and letters to confirm or clarify all issues as they come up. We strongly urge you to use a carbonized memo form available at any
Revised on 11/28/06

stationers. Keep all of those notes and transmittals in the file. These should all be used in conjunction with a Communication Log, which should be in the file upon closing. Please instruct Escrow to send the Broker copies of the escrow instructions, closing documents, commission disbursements, and commission check to: Dagmar Hammond c/o J & P Financial, Inc. Administrative Offices at 1761 South Escondido Blvd., Escondido, CA 92025 Fax: (760) 738-1221. Dagmar will fax the commission instructions to Escrow when she has verified the amount. We pay directly from escrow when Dagmar has the file with all the original documents completed less the papers escrow will send with the check. This is to be in her possession and she is to verify its completeness before faxing the Commission Disbursement Authorization or issuing the Commission Check. On occasion, upon close of escrow, we have received an office file from our executives, which was either incomplete and/or not in proper order and not fastened with a fastener. A complete file is in order per our transaction check list, starting with copy of Earnest Deposit Check on the bottom of the file and the escrow closing statement should be the last document in the file on top. Unfortunately, our Administration Office does not have the time to complete, re-arrange or sort out your files, which are submitted to us at close of Escrow. A secretarial fee of $75.00 will be charged, if we have to complete or arrange your file. You have three choices at close of escrow: 1) submit a complete file per transaction check list and you will be paid immediately, 2) submit a complete file not in proper order and we will bill you $75.00 and payment will be delayed one day, or 3) Submit an incomplete file and you wait for the check until it is complete. (State Law requires a complete file) All original files must be in the Escondido Office. Administrator: Dagmar Hammond (760) 738-9246 I understand and agree to abide by the above:

__________________________________________________________________________________ Agent or Broker Associate Date J & P Financial, Inc. Administrative Offices: 1761 S. Escondido Blvd. Escondido, CA 92025 Office: (760) 738-9246 Fax: (760) 738-1221

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TRANSACTION LISTING AND SELLING INFORMATION SHEET

(*)=Required its a MUST *SOURCE: _______________________________________ *We Represent:

_____Buyer _____Seller _____Both

________________________________________________________Zip: ________________ Property Type: ___________________ Property Address OUR EXPERT: ____________________________________________________ PHONE: _________________________________ AGENT ASSISTING DURING MY ABSENCE: _______________________________PHONE: _____________________________

*ACCEPTANCE DATE: _________________* SALES PRICES: ________________ *COMMISSION %: _______________ * CLOSE OF ESCROW: ________________

LISTING:
*LISTING AGENT: _________________________________________ *COMPANY: ___________________________________ *ADDRESS: ________________________________________________________________________________________________ * PHONE: __________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: __________________________________________________*FAX: ________________________________________ *MLS #___________________________________________ *APN#:__________________________________________________ *LISTING DATE: __________________________________ *LISTING EXP. DATE: ____________________________________________ *LISTING PRICE: __________________________________*YEAR BUILT: ___________________________________________ TRANSACTION COORDINATOR: ___________________________________________________________________________ *ADDRESS: ________________________________________________________________________________________________ *PHONE: ___________________________________________________*CELL PHONE__________________________________ *E-MAIL: __________________________________________________ *FAX: __________________________________________ *SELLER (S): ______________________________________________________________________________________________ *CONTACT ADDRESS: ______________________________________________________________________________________ *PHONE: ___________________________________________________*CELL PHONE__________________________________ *E-MAIL: __________________________________________________ *FAX: __________________________________________

SELLING:
SELLING AGENT: __________________________________________*COMPANY: ____________________________________ *ADDRESS: ________________________________________________________________________________________________ *PHONE: ___________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: ___________________________________________________*FAX: _________________________________________ TRANSACTION COORDINATOR: ____________________________________________________________________________ *ADDRESS: ________________________________________________________________________________________________ *PHONE: ___________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: ___________________________________________________*FAX: _________________________________________ *BUYER (S): _______________________________________________________________________________________________ *CONTACT ADDRESS: ______________________________________________________________________________________ *PHONE: ___________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: ___________________________________________________*FAX: _________________________________________

SERVICES:
*ESCROW: _____________________________________*ESCROW OFFICER: ________________________________________ *ADDRESS: ________________________________________________________________________________________________ *ESCROW #: _______________________________________*SCHEDULED COE: _____________________________________ *PHONE: ___________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: ___________________________________________________*FAX: _________________________________________ TITLE CO.: _____________________________________________*PHONE: ______________________________________________ *TITLE REP.: ________________________________________ *FAX: ________________________________________________ TITLE ORDER #: ____________________________________*E-MAIL: ______________________________________________
LENDER: ___________________________________________________ E-MAIL:__________________________________________________ ADDRESS: _____________________________________________________________________________________________________________ PROCESSOR: __________________________________________ PHONE: _________________________ FAX: _________________________ PEST INSPECTION CO: _________________________________________ HOME WARRANTY: __________________________________________________ NATURAL HAZARD COMPANY: _______________________________________ HOMEOWNER ASSOCIATION: ________________________________________ CONTACT: ___________________________________________________________ PHONE: ________________________________________ CONF #: _______________________________________ ORDER #:______________________________________ PHONE: _______________________________________ MONTHLY FEE: _______________________________

REFERRAL FEE: _______________% COMPANY: _________________________________ ADDRESS: __________________________________ _____________________________________________

AGENT: _________________________________________________ PHONE & FAX: ___________________________________________ TAX ID: _________________________________________________ OR BROKER TAX ID #: ____________________________________

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J & P FINANCIAL, INC. ADDENDUM

REAL ESTATE DISCLOSURES AND ADDENDUM TO REAL ESTATE PURCHASE AGREEMENT
For the purchase of the property located at____________________________________________Dated___________________

This advisory consists of disclosures and disclaimers. It is not intended to alarm you or to limit our legitimate duty as agents to you, but it does point out some limitations on our liability and is intended to educate you and to inform everyone involved that in purchasing or selling something as valuable as Real Estate, you have responsibility to yourself to take special precautions to investigate and to rely on appropriate experts not on Agents, Brokers, or Sellers, when you have questions, doubts or concerns about the condition of the home, tax, legal, or other issues.
1. ACCESS OR RIGHT OF WAY: If ingress and egress to the property is via an easement, which crosses one or more third partys property, Buyer(s) is advised to investigate the legal ramifications of the easement (Easements may or may not be recorded). Unrecorded (Prescriptive) easements, and the rights of parties involved in the use of said easement, should be reviewed with the attorney of the Buyers choice. PRIVATE ROADS: If the property is accessed or affected by a private road, which is shared with one or more other properties, then Buyer(s) needs to determine, and seller needs to disclose, the existence of any private road maintenance agreement. If no such agreement exists, Civil Code 845c provides that The costs shall be shared proportionally to the use made of the easement by each owner. Buyer(s) should contact City/County officials and/or their attorney to evaluate their potential responsibilities. 2. BUILDING CODES: buyer(s) understands that the construction and use of the structures may not conform to current Building Codes and is advised to contact the appropriate Planning, Building and/or Environmental Health Departments and any other public agency of the jurisdiction in which the property lies, to satisfy themselves as to consequences of purchasing the subject property. Uses may be legal, Non-conforming or illegal non-conforming uses. The consequences of this could be that if the improvements on the property are destroyed, the governing agencies my not allow reconstruction in the same configuration as presently exists. Another possible consequence of lack of proper permits or zoning could be difficulty in financing the property. SECOND UNITS: The construction and use of additional dwelling units, including in law or Granny units, may be unlawful. Buyer should verify the legality of any existing or planned second units with the local planning and building departments under Civil Code Section 2079.3 Brokers do not have a duty to inspect public records or permits concerning the size, title or the use of the property. In some areas zoning restrictions exist prohibiting building second or Granny units. The buyer acknowledges and understands that for confirmation of both present and future uses, it is necessary to consult with the mentioned public agencies. BUILDING PERMITS, MODIFICATIONS AND USE RESTRICTIONS: homeowners often may have made changes without permits according to government regulation and restrictions. Non-complying items generally may be required by government agencies to be modified or removed. Some noncomplying items may be dangerous until corrected. Existing uses of the property may or may not be consistent with public or private restrictions. Buyer(s) should consult their insurer and insurance broker regarding proper coverage to insure for reconstruction at future costs and to applicable building codes. Buyer(s) should never assume that they can get waivers of private or government restrictions or that such restrictions will prohibit neighbors from altering their properties in a manner the Buyer(s) finds undesirable. Buyer(s) should consult inspection experts, architects, attorneys and/or government officials regarding these matters. Information is available through appropriate

governmental agencies and private information providers. Brokers and their agents are not qualified by their license to review, or interpret any such information.

Buyers Initials (

Sellers Initials (

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3. SUBSTANDARD PARCEL DISCLOSURE PRE-EXISTING NON-CONFORMING: If the property you are purchasing is smaller than current San Diego County standards for a building site serviced by domestic water well and septic sewage disposal system it could be considered pre-existing non-conforming, which means the standards have changed since the property was originally subdivided and approved for construction. 4. SEWAGE DISPOSAL SYSTEM (SEPTIC SYSTEM): The property may not be connected to a sewer system. Wasted water disposal is by a septic system located on or near the property. Buyer(s) are advised to have a septic system inspected by a qualified Sanitary Engineer to determine adequacy for Buyer(s) intended present and future use. NO warranty is made by the Seller(s), Brokers, or the Agents in this transaction, regarding the condition of the septic system. The Buyer(s) understand that in the event of destruction or failure of improvements, governing agencies may not permit reconstruction of the same size and type of improvements that presently exists. Buyer(s) should also determine if issuance of a county permit for repair or replacement of the septic system improvements is possible under present code. Governing entities often times require periodic inspections to monitor a Non-standard septic system and may charge a fee for doing so. In some instances the property you are purchasing is smaller than current standards for a building site serviced by a septic sewage disposal system it could be considered Pre-existing non-conforming, which means the standards have changed since the property was originally subdivided and approved for construction. In the event that the existing septic sewage disposal system were to fail, it is important to you that there is adequate room to repair and/or expand the leach field. You are advised to consult the Environmental Health Department or a qualified Sanitary Engineer of your choice, to determine the ability to repair or expand the septic sewage disposal system in the event of failure. PRIVATE WASTE DISPOSAL SYSTEM: If the property is serviced by a private waste disposal system (the System), it is strongly recommended that a qualified professional be retained to inspect the system. Buyer(s) is aware that the Broker has no expertise regarding its condition, capacity or future expansion, nor whether the System is adequate for use by Buyer(s). Buyer(s) is aware that any changes in the use of the System may adversely affect its efficiency. 5. WELL AND WATER SYSTEM: the property may be served by a water well or community water system. In the event that water is supplied to the property by and means other than a utility company, the Buyer(s) is encouraged to obtain an inspection of the well and/or water system for soundness and quality of water by a Licensed Professional and to obtain a chemical analysis of the water for quality, adequacy and performance of well system components, since water well capacity may change at any time. Buyer(s) is advised to consult with a Licensed Professional as to their intended use for the property and perform and extended well capacity test to meet their needs. Any test is only valid on the date of that test; there are no guarantees as to the duration of any well. Buyer(s) is advised to consult Environmental Health Departments and other agencies to determine if this property is in a water scarce area. 6. HAZARDOUS MATERIAL: Should Buyer(s) grant Seller(s) permission to leave hazardous materials on the property at close of escrow, Buyer hereby assumes any and all responsibility and/or liability for the proper disposal of these materials. Further, Buyer(s) agrees to indemnify, defend, protect and hold cooperating brokers, J & P FINANCIAL, INC., dba REALTY EXPERTS, and its Agents, employees, subsidiaries, parent corporation and independent contractors harmless for and against any and all liabilities, costs (including attorney fees and costs incurred in enforcing this indemnity provision), expenses, damages, loses, and claims arising from, out of or in connection with any damage to property, injury to persons, and/or other liability in any manner connected with hazardous materials at the Property. 7. TENANT IN POSSESSION: If, despite a contractual obligation to deliver the subject property vacant at close of escrow, a tenant remains in possession of the property at close of escrow, Buyer, at Buyers sole option, shall have the right to (1) Close escrow with the tenant in possession; (2) Cancel the agreement and any escrow related thereto; or (3) Extend the escrow, day to day, at Buyers option, until Buyer decides to exercise either option 1 or 2 above.

Buyers Initials (

Sellers Initials (

8. WALK THROUGH INSPECTION: Prior to the close of escrow, Mr. / Mrs. Buyer have the right to a walk through inspection. This inspection is usually conducted during the last week of the escrow period. The purpose of this
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inspection is to see if the property is in approximately the same condition as it was on the day the contract to purchase was signed. Another purpose of the inspection is to determine if the repairs and/or clean up work, agreed to in the contract, has been accomplished. If these contractually agreed upon items have not been accomplished, arrangements can be made to ensure that they will. This can be done during the remaining days prior to close of escrow, or funds can be held in escrow to ensure the task(s) are completed. J & P FINANCIAL, INC., dba REALTY EXPERTS encourages every buyer to attend the walk through inspection, as it is their last opportunity to see for themselves the status of the above-mentioned items. In spite of the recommendations of J & P FINANCIAL, INC., dba REALTY EXPERTS and its agents to attend the Walk through Inspection, Buyer(s) may decide NOT to participate. By signing below, the buyers acknowledge that they have been given a choice to accept or decline this opportunity. 9. BUYERS SUBSEQUENT PURCHASE: In the event this transaction is not concluded and within twelve (12) months following the date of this offer Buyer or any related person, acting directly or indirectly, executes an agreement to acquire the Property or any interest in the Property from Seller or Sellers successors-in-interest, Buyer hereby agrees to pay to Broker the commission specified in the herein appurtenant Commission Agreement. For purposes of this Agreement, (a) related person includes any person related by blood, marriage, or business relationship, and any entity which controls or is controlled by Buyer or any related person, excluding Brokers herein, and (b) successor-in-interest includes, without limitation, any person or entity which acquires the Property from Seller, whether through voluntary or involuntary transfer, including foreclosure, or by operation of law. 10. CONTROLLED BUSINESS ARRANGEMENT DISCLOSURE: Buyer(s), Borrower(s), and Seller(s) are

aware that: J & P FINANCIAL, INC. is doing business as REALTY EXPERTS and J & P FINANCIAL, Inc. Escrow Department, and J & P FINANCIAL, Inc. Mortgage Department and REALTY
EXPERTS and its agents may receive all or part of the Lender Fees disclosed in detail on the HUD 1 Settlement Statement, Good Faith Estimate of Closing Costs, and California Disclosure. All parties are aware that they ARE NOT obligated to use our Escrow or accept a mortgage loan from the above-mentioned entities as a condition of your purchase through REALTY EXPERTS. Buyers and Sellers are aware the owners of J & P Financial Inc.,

also have a financial interest in ADVANTAGE TITLE COMPANY & ESCROW.

11. DOCUMENTATION COMPLIANCE FEE: Buyer and Seller acknowledge that Federal, State and/or Local government agencies require evidence of compliance with certain regulated disclosures and/or statements in conjunction with the transfer of real property. These documentation requirements include, but are not limited to, compliance with the Foreign Investment in Real Property Tax Act (FIRPTA), California Out of State Seller Withholding Affidavit, Local Government Property Report, Smoke Detector and Water Heater Compliance Statements, Retrofit Compliance Certification, Real Estate Transfer Disclosure Statement, Natural Hazards Disclosure Statement, Lead- Based Paint Disclosures, Earthquake Safety Disclosure, and Environmental Hazards Disclosures.

Buyer and/or Seller, if represented by Realty Experts, in consideration of Realty Experts assistance in the preparation and handling of the required compliance documents agree to pay Realty Experts through escrow the sum of $350.00, representing a documentation compliance fee. Said sum shall be payable to Realty Experts only upon the closing of the transaction contemplated by this Agreement. Buyer and/or Seller also acknowledge that in addition to the above fee, third party information providers and/or government agencies may require additional fees and costs.
12. 1031 EXCHANGE PROPERTIES: There is considerable Tax consequence of selling a home that has been exchanged according to section 1031 rules and converted to a primary residence. If this purchase and/or sale is subject to a 1031 exchange or this property was purchased through 1031 exchange and converted to personal residence, parties are strongly advised to seek their own legal and tax advice to review all contracts to assure their expectations are met. Buyers Initials ( ) ( ) Sellers Initials ( ) ( ) THE UNDERSIGNED BUYER (S) AND SELLER (S) ACKNOWLEDGE BY THEIR SIGNATURES BELOW THAT THE HAVE READ AND UNDERSTAND THESE DISCLOSURES AND THAT THEY ARE RELYING UPON THEIR
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OWN INDEPENDENT INVESTIGATION AND CONSIDERATION REGARDING ALL MATTERS AND NOT UPON ANY REPRESENTATION BY SELLER OR REAL ESTATE AGENTS OR BROKERS. ASSOCIATE LICENSEE (S) AND BROKER (S) SHALL NOT HAVE THE DUTY OR RESPONSIBILITY TO PERFORM THE FOLLOWING: 1. DECIDE THE PURCHASE PRICE OF THE SUBJECT PROPERTY. 2. GUARANTEE THE CONDITION OF THE SUBJECT PROPERTY. 3. HAVE RESPONSIBILITY OR LIABILITY FOR DEFECTS THAT ARE NOT KNOWN TO ASSOCIATE LICENSEE OR BROKER AND ARE NOT OBSERVABLE BY A REASONABLY DILIGENT VISUAL INSPECTION OF ACCESSIBLE AREAS OF THE SUBJECT PROPERTY. 4. VERIFY, INSPECT, GUARANTEE OR WARRANT THE REPAIRS PERFORMED BY OR AT THE INSTRUCTION OF SELLER OR BUYER. 5. IDENTIFY PROPERTY BOUNDARY LINES TO VERIFY LOT SIZE OR SQUARE FOOTAGE. 6. VERIFY INSPECTION REPORTS AND REPRESENTATIONS MADE BY OTHERS, INCLUDING, BUT NOT LIMITED TO, TERMITE OR PEST CONTROL INSPECTIORS OR THEIR CLEARANCE, CONTRACTORS, HOME INSPECTORS, SOILS OR OTHER ENGINEERS AND ANY OTHER INSPECTIONS OR REPRESENTATIONS MADE BY OTHERS CONCERNING THE CONDITION OF THE SUBJECT PROPERTY. 7. PROVIDE LEGAL OR TAX ADVICE. 8. INSPECTIONS OF AREAS OFF THE SITE OF THE SUBJECT PROPERTY. 9. OBTAIN, REVIEW OR VERIFY PERMITS. 10. INSPECT PUBLIC RECORDS CONCERNING THE TITLE, SIZE, OR USE OF THE SUBJECT PROPERTY. 11. INVESTIGATE OR ADVISE ON SOIL STABILITY, GEOLOGIC CONDITIONS, DRAINAGE, HAZARDOUS SUBSTANCES, STRUCTURAL CONDITIONS OF IMPROVEMENTS, OR THE CONDITION OF THE ROOF, HEATING, AIR CONDITIONING, PLUMBING, ELECTRICAL, WELL, SEWER, SEPTIC SYSTEM, WASTE DISPOSAL OR ANY OTHER SYSTEMS. 12. PROVIDE ANY ADVICE OR INFORMATION THAT EXCEEDS THE KNOWLEDGE, EDUCATION, OR EXPERIENCE REQUIRED TO OBTAIN A REAL ESTATE LICENSE. I/ WE HAVE READ THIS ADDENDUM AND UNDERSTAND ITS CONTENTS. I/ WE ACKNOWLEDGE RECEIPT OF A COPY OF THIS ADDENDUM AND HAVE RECEIVED A COPY OF THIS ADDENDUM.

Buyer:

Date:

Buyer:

Date:

Seller:

Date:

Seller:

Date:
Administrative Office 1761 So. Escondido Blvd. Escondido, CA 92025 Office: (760) 738-9246 Fax: (760) 738-1221

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Fulfilling Your Listing Promises

Now the home is listed. Lets get it sold!

The key to a happy client and a successful sale is to never promise anything you are not going to do. In fact you should always under promise and over deliver. Example: If you said you would call around the listing you definitely should do
that because your owners will find out from their neighbors if you called. And it is honestly one of the best ways to find buyers and sellers.

Things to do: 1) Sign in yard 2) Lockbox 3) Flyers with lending options 4) Mls with enhanced listing for the Realtor.com (multiple pictures, or visual tour) 5) Home Book showing all Good and Disclosures about the property 6) Advertise every Sunday till sold in classified or open house. 7) Stage the home. Have the seller improve what needs improvement. 8) E-mail to other agents. 9) Include flyer in mailings all mailings. Use our contact system. 10) Communicate with seller a MINIMUM of once per week to discuss the people who have seen the home and review pricing or improvements for home if needed. 11) Advertise in the House Trader. 12) Caravan with drawing for agent who guesses on the back of their card the closest to the actual sales price. This helps the seller see what other agents say and cuts off another agent from claiming the list price is too low. 13) Call all showing agents to find out about their clients interest in the property. If there is interest encourage an offer no matter their suggested price. 14) Treat all offers seriously no matter how low they may be and counter when appropriate. 15) Your only goal is to get an offer and allow the sellers to decide to accept it or counter it. Remember You are Looking to Keep Your Clients For Life as Repeat and Referrals
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Home Showing Book System

Approach is to give the buyer as much information about the property
as possible to encourage them to write an offer and to remove the fear of the unknown they often have. It also gives them the reasons to buy that specific home and why the seller bought it and the improvements they made to make it their home.

Method is to place an attractive 3 ring binder with tabs for buyer

review of the basic information they would want to know about the property.

Contents:
Guest Sign in Registry at the top of the page: Would you like to be notified if the price changes? Name, address, phone# e-mail, your agent, their phone#. Letter of introduction concerning the area and neighborhood. Flyer with pictures. Features of Your Home showing why the sellers bought the home, improvements they made and the things the seller want the buyer to know.

Loans Available for this Property showing loan payments and

options. Builders floor plan if available. Title plot plan Schools Shopping

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Churches Parks and Recreation Copy of Buyers Home Warranty (flyer) Copy of the Termite Report Copy of the Sellers Home Inspection with notes as to items fixed. Copy of the Property ID Natural Hazard Plus Disclosure Copy of the Preliminary Title Report showing easements etc. Homeowner Association Information and Rules and Regulations if applicable. Copy of the Statutory and Additional Disclosures Copy of the Agents Visual Inspection

NOTE: Always Make two copies of these so that if the book

disappears you will have another copy file you can

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Marketing in a Buyers Market

Dont waste your money!!!!!!! Flyers to Sphere of Influence Only minimum lines in classified. Make the phone ring.. steal this! Mega Open houses Wed. Thurs. Sat. Sun. Use at least 6, go for 8 to 10 signs. Always advertise with name and number. Sign Open Sunday 1:00 to 4:00 Remarks section is your best advertising. Flyers and call in neighborhood Do You Know a Buyer For This Home? Offer higher commission for selling agent or Bonus to selling agent Lease to own. Option to buy. Seller carry back 5.9% Owner will Carry at 5.9% Buy down loan.. Trade your house for mine. Ill buy yours for cash if you buy Mine Accepting contingent offers rent to close - remove all other contingences. Your price my terms My price your terms House Trader .. Maybe Harmon Homes Advertise payment not price .. always show APR and terms Call, mail, agents of, and sellers of homes in move up price range Push the first time home buyer option. Down Payment Assistance etc. Short sales --- Foreclosures -- Reos -- Relocation Expand your territory!!! Look for where properties are selling
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How To Generate Leads While Delivering World Class Service

Delivering world class service can be one of the best lead generation activities you can do. Lead generation doesnt stop after you get the listing. In fact, some of your best lead generation opportunities come as a result of delivering world class service. Here are some of the great opportunities you have:

The Sign
As soon as you get a new listing, a whole new world of lead generation opportunities opens itself up for you, starting with the sign. The sign on the lawn is going to attract an immediate interest and how you handle it will determine whether it will be a goldmine of leads or just another thing you do to sell the house. If you have ever looked for a house, you know you are constantly driving around neighborhoods looking for just the right house. If you have done this long enough, you gain a new appreciation for how buyers want information. Most For Sale signs provide no information at all. Sometimes, if you are lucky, there is a brochure box (usually empty) that gives you some the homes details. Imagine how great it would be if you could drive up to a house and see a sign that said, For Sale. Zero down payment. $1,500 per month. Free Recorded message 1800-888-888. Or another sign telling you to tune the car radio to 1510 am for information about the home. What prospective home buyer wouldnt want to go to the brochure box, take the brochure and read that even more information about the home is offered on a free recorded message? Start thinking about your signs as creating a buying experience. Does it attract attention? Is it dull and boring, similar to your competitors signs that spark little interest? What kind of information do buyers need? Want? Are they able to get it from your sign? How do you motivate them to call you? Spend some time thinking like a buyer and drive by a few of your listings experiencing it from their point of view.

Just Listed letter or postcards

Another opportunity for lead generation is in contacting the neighbors around a new listing. They are going to be very interested in whats going on around them. One of the big mistakes happening all the time is people sending out just listed postcards to 1000 or more homes. Blanketing the entire neighborhood does not require

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that many cards. Instead, try sending out a postcard to the 50 immediate neighbors to the listing and think about creating a relationship whereby you keep them up-to-date on whats going on in their neighborhood. Another very effective technique is to send a letter from the seller to their neighbors. Tell them that they are selling the house and asking the neighbors to help them by letting people they work with and are friends with know about the house. By-the-way, after the sale, use the seller to write a letter to their neighbors telling them how well you serviced the transaction. Very Powerful!

Weekly Updates
If you set the stage early in the relationship that you work By Referral Only and that you need their help, you can empower them to help you by giving your sellers business cards with information about their house. And also information about a Hotline you setup where buyers can get free recorded information on homes they can buy with Zero, or low down payments. If you have an understanding with the sellers that you will keep them up-to-date on activity weekly, you can use this opportunity to ask them who they have met during the week that is looking to buy a home. If you have 20 listings and you call them all once per week, you will have 1000 opportunities over the course of the year to get referrals from your sellers.

Just Sold
When a property sells, you have an opportunity to re-connect all the neighbors to that listing in case any of them are going to be selling their homes. Statistics are very high that someone within the 50 home radius is going to be selling their house in the next 90 days. If you are offering them free information on how they can sell their house in less than 60 days, and all they have to do is call a free recorded message, there is a good chance that they will at least call for the information. Again, this isnt something that you need to send out to 1000 homes or blanket the entire neighborhood to have success. Its about a more intimate communication with the 30 homes immediately around the home you just sold.

Endorsement Letters
The most powerful thing you can do after you have sold a home is send a letter going back into the neighborhood from the sellers. A letter that comes in an envelope with the sellers return address, written from the sellers voice, and signed by the seller. An endorsement letter like this to the neighbors about the experience they had working with you, and how they were able to sell their house quickly and for a great price can be one of the best tools you have. Testimonials are most powerful if you use them right. Empty accolades like, Art was terrific, hes honest, hardworking and he really delivers great service. I would recommend Art to anyone! is absolutely empty.
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Terrific, honest, and great service are some e of the fluffiest words in marketing. They sound good, but they really dont say anything at all. What youre looking for is a benefit packed story of how you helped someone just like your prospect sell or buy a home. When a prospect reads or hears a story of success from someone who is just like them, it leads them to the conclusion that if they follow the same steps, or do the same thing as the people in the story, they will get the same results. Imagine your prospects hearing something like this: My name is Dan Smith and we used to live in a cramped 2-bedroom apartment in Riverdale. We are trying to save up enough money to buy a home of our own but every time we saved a little money, it seemed like something would come up that we needed instead and we were right back where we started from. We were getting very discouraged. One day, I went out to my car and there was a flyer on the windshield that said we could buy a home with a Zero Down payment. I took the flyer home and called the too-free number. When I heard we could buy homes in Budd Lake with a down payment, I called Art Deden right away. He answered all my questions and got us approved for a Zero Down Payment mortgage. Six days later we found the perfect home on a quiet street with a big yard for our son to play in. The best part was that our mortgage payments are $70 less than we were paying in rent! If youre frustrated with trying to save up enough money to buy a house, call Art Deden and let him help you buy the home of your dreams with little or no money down! This testimonial is much more motivating because it illustrates what how someone could buy a home and live their dream. How do you get those testimonials? Here is a simple 3-step plan to get all the testimonials youll ever need: Step 1: Get a multiple box voicemail service These are very inexpensive and allow you to create an archive of audio testimonials. Step 2: List 10 of your biggest fans Your best advocates. People you were able to help buy or sell a home that would be willing to tell their story. Tell them youre setting up a success story hotline and would really like them to be included. Have them call in and share their story in their own words following the format above.

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Step 3: Every time you help someone buy or sell, have them record their story on a new extension. Pretty soon youll have a complete archive of success stories you can share with your prospects. Youll be able to pick and choose the ones that most match your prospects situation. So, next time you get a new listing, start thinking about opportunities you have to generate new leads and at the same time delivers World Class Service.

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MLS Offers of Compensation on Short Pay and Probate Transactions

-------------------------------------------------------------------------------Member Legal Services Tel 213.739.8282 Fax 213.480.7724 August 12, 2006 (revised)
Copyright 2006 CALIFORNIA ASSOCIATION OF REALTORS (C.A.R.). Permission is granted to C.A.R. members only to reprint and use this material for non-commercial purposes provided credit is given to the C.A.R. Legal Department. Other reproduction or use is strictly prohibited without the express written permission of the C.A.R. Legal Department. All rights reserved.

-------------------------------------------------------------------------------Introduction Short pay transactions or "short sales" are transactions where the seller owes more on his or her home than the home is worth. Probate sales are transactions where the final disposition of the property may be subject to court approval. The distinct nature of these listings enable a third-party lender or a court to intervene in the terms of sale and ask a listing broker to reduce the gross commission offered on the property. As such, NAR policy gives local MLSs the choice to allow listing brokers to condition their offers of compensation on lender or court approval for these types of transactions. They are the only allowable exceptions to NARs policy prohibiting conditional offers of compensation in the MLS. This legal article addresses the rules for MLSs that choose to allow conditional offers and those that do not allow conditional offers. Q 1. May a lender request that the brokers reduce their compensation as a condition of approval of a short pay transaction? A Yes. Just like any principal in a transaction may request that the brokers reduce their compensation, a lender can also request the brokers to reduce their compensation in a short pay transaction. However, since the lender is not a party to the listing agreement between the seller and the listing broker, the listing broker is not obligated to reduce or modify his or her commission agreement with the seller. Even so, since the lender's approval is typically required in a short sale for the transaction to be successful, the brokers have a business decision to make as to whether or not to reduce or modify their compensation in order to close the transaction. Q 2. If a listing broker wants to make the compensation offered to the cooperating broker through the MLS contingent on a lender's approval, can he or she do so? A It depends on whether your local MLS allows conditional offers of compensation. NAR policy gives local MLSs the choice of allowing listing brokers to condition their offers of compensation in the case of short sales on lender approval, or in the case of probate sales on court approval. (See NAR Handbook on MLS Policy, principally Section G on Commission/Cooperative Compensation Offers, section 1, note 2.) C.A.R. has adopted such an allowance into the C.A.R. Model MLS Rules--see section 7.15 on Estate Sale, Probate, Bankruptcy and Lender Approval Listings--however, since NAR does not mandate that all MLSs adopt
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such a policy, you should consult your local MLS prior to submitting a listing with a conditional offer of compensation. Q 3. What information is the listing broker required to communicate to potential cooperating brokers in order to condition an offer of compensation on lender or court approval ? A Under the N.A.R. policy statement, compensation payable to a cooperating broker may be reduced upon the request of a lender or court if the following information is disclosed by the listing broker through the MLS prior to presentation of an offer by the cooperating broker: 1) the fact that gross commission is subject to court or lender approval (e.g. "short sale-subject to lender approval"; and 2) the potential reduction in compensation payable to the cooperating office (e.g. "potential reduction of 1%"), or the method by which any reduction in compensation will be allocated between the listing and cooperating brokers (e.g. "any reduction to be absorbed by cooperating broker"). Q 4. Is there any specific language that is required by the NAR policy, and where should information regarding conditional compensation be displayed in the MLS? A NAR has provided guidance only as to what information must be made known to cooperating brokers. As long as the nature of the conditional offer is communicated clearly, the specific language and display will largely be determined by the MLS and local practice. It is likely the required information will appear either in the "remarks" section or in a dedicated field created by the MLS. For example, the remarks may contain language such as "Short Sale. Compensation subject to lender approval. Any reduction split 50/50." The MLS may also choose to create a separate field which allows a listing broker to note that a particular listing is a short sale; compensation is subject to lender approval; and the allocation of any requested reduction. This could be accomplished by text or some form of code (e.g. "SS-75/25" means the listing broker will absorb 75% of the reduction). Keep in mind the allocation of any requested reduction is at the sole discretion of the listing broker. However, the cooperating broker must always be given notice of any conditions on the offer of compensation. Q 5. What if your local MLS does not allow conditional offers of compensation? A The listing broker will be obligated to pay the compensation offered, even if a request is made by a lender to reduce the gross commission. If a lender does make such a request, the listing broker can ask the cooperating broker to accept a reduced commission; however, under the C.A.R. Model MLS Rules (7.16), the cooperating broker is not obligated to accept a reduction. If the cooperating broker refuses to work with the listing broker in reducing his or her part of the compensation, the matter is similar to any other sale where the principals cannot agree on price and they ask the brokers to reduce their commissions. The listing broker then has a business decision to make as to whether or not to take the entire cut in commission or whether to refuse to take the cut, thereby making it unlikely the sale will go through. Therefore, the listing broker cannot assume the cooperating broker will take a proportionate cut of what has been offered in the MLS. Q 6. If the listing broker has indicated in the MLS that it is a short sale due to the lender's involvement in approving the sale, what can a cooperating broker do to protect against getting a minimal amount of compensation? A One option is for the cooperating broker to enter into a buyer/broker compensation agreement. This will assure that the compensation will come from either the buyer or what is offered through the MLS, or a combination of both. Another option is for the cooperating broker to communicate to the listing broker the minimum floor to which they will agree. It is best to confirm this in writing and in advance.

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Q 7. How can brokers resolve their disputes if it is unclear whether the brokers agreed to modify their commission agreement in a short pay transaction? A Such disputes can be submitted to local Association mediation or arbitration in accordance with local rules. Q 8. Where can I obtain additional information? A This memorandum is just one of the many legal publications and services offered by C.A.R. to its members. For a complete listing of C.A.R.s legal products and services, please visit C.A.R. Online at www.car.org.

Readers who require specific advice should consult an attorney. C.A.R. members requiring legal assistance may contact C.A.R.s Member Legal Hotline at 213.739.8282, Monday through Friday, 9:00 A.M. to 6:00 P.M. C.A.R. members who are broker-owners, office managers or Designated REALTORS may contact the Member Legal Hotline at 213.739.8350 to receive expedited service. Members may also fax or e-mail inquiries to the Member Legal Hotline at 213.480.7724 or legal_hotline@car.org. Written correspondence should be addressed to: California Association of REALTORS Member Legal Services 525 South Virgil Avenue Los Angeles, California 90020
-------------------------------------------------------------------------------The information contained herein is believed accurate as of August 12, 2006. It is intended to provide general answers to general questions and is not intended as a substitute for individual legal advice. Advice in specific situations may differ depending upon a wide variety of factors. Therefore, readers with specific legal questions should seek the advice of an attorney.

Home > Legal > 2006 Q&As > MLS Offers of Compensation on Short Pay and Probate Transactions

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SHORT PAY A NEW TERM IN REAL ESTATE

The Real estate industry in the state of California is suffering from a near depression. The first dilemma is that a tremendous number of people have been unemployed or underemployed and forced to take positions that do not generate the income they once had A supplemental complication to the industry is the declining value of housing, which is assumed to be based on oversupply and poor economic conditions. Properties which have deficient equity and are delinquent in payments leave most homeowners assuming they have only one solution foreclosure. Wrong! Short pay/sale is the latest vogue term in real estate Lenders may refer to the idea as a discounted payoff. The latter basically entails a financial institution accepting less than what is owed in lieu of foreclosure. With an uncertain housing market it behooves an institution to try to sell a property at mitigated loss rather than prolong the inevitable foreclosure process. The foreclosure process is not only a costly procedure the lending institution will have to endure, but it doesnt guarantee an expedient repossession of the property in question because of the possibility of the borrower filing bankruptcy. Even if repossession were to take place, an institution is faced with assuming carrying costs fur months until the property finally sells. A lender will not take less on a loan simply because the home has devalued and the borrower doesnt like owing more on the home than its worth. A lender will consider short pay as a last resort, to avoid the tremendous cost to itself if it has to foreclose on the property. Typically, a homeowner finds the economy has forced circumstances upon them that do not allow them to keep the loan current on the home. If the loan is low enough that the homeowner can sell the home and pay off the loan, fee, taxes, etc., the lender will not consider a short payoff. If the owner chooses to allow foreclosure in this instance theyre making a grave mistake. If they hope to negotiate with the bank on the amount of the deed owed, though having enough equity in the home to pay off all of the encumbrances, again a mistake. A short pay is not a way to protect equity and strong-arm a bank. It solely a mutual business arrangement between lender and borrower to avoid the expense of foreclosure to the bank and the impact of destroyed credit to the homeowner.

WHO SHOULD CONSIDER A SHORT PAY?

Only those in the most desperate situations should consider it. Anyone who cannot afford to make payments on their home but has equity should sell the home outright and pay off the debts against it. Those who owe too much to sell must communicate with their lender and ask for the short pay, so they can sell the home to avoid foreclosure. Some homeowners feel they can ask a bank to take less, sell the home, then pull money out of savings and buy a bigger house. An act of God to pull off, though its been done.

WHAT TO DO? First, how many loans are there against the property? The most senior loan usually wont negotiate the amount owed if they feel they can foreclosure on the home, sell the property and recover the loan debt and costs. If there is a second or third, etc., deed of trust recorded against the home, whichever serves to gain the most through foreclosure will be the least helpful to the borrower. If someone has a second deed of trust, the latter will usually negotiate the loss, realizing if the first trust deed forecloses, the second deed will realize as a return. The second may negotiate if they feel they can have loaned. If they will ultimately receive nothing, theyll usually allow foreclosure to take place to spite the borrower and the first trust deed. The same attitude exists for any lien against the property, which would realize nothing (third trust deeds, mechanics liens, etc.). However, each lending entity must be negotiated with independently. Realizing a short pay may be the only way to avoid foreclosure; what does a bank usually require to initiate proceedings? To begin with, a purchase contract from a buyer, then verbal communication and a lot of time, often many weeks of waiting. Then the bank will want a volume of information from the homeowner and the property. Different banks require different documentation, based upon who the true owner of the note is. Keep in mind that the majority of banks sell off their loans on the secondary mortgage market and are reimbursed their funds loans by either a quasi-government institution, or an investor of some kind. In turn, the funds borrowed and reimbursed by the latter are insured by private mortgage insurance (PMI) if the loan is secured by less than 20% of the propertys value as a down payment Often, though the

loan may have been sold to another institution, the original lender may remain the servicer of the note, or the buyer of the file may contract with a servicing company to collect payments on the loan. In all cases this adds another bureaucratic layer to the negotiation process. If the file is owned by Fannie Mae or Freddie Mac (the government), each has requirements, which must be met in order to negotiate the short pay. Usually these notes are in amounts called conforming funds, less than $203,000. However, if the loan figures are in excess of the latter then the file is privately held either by the institution which originated the loan or an investor (i.e. an insurance company, etc.), which purchased the note. In the latter case the individual investor sets the requirements for the short pay. Nevertheless, if private mortgage insurance is involved (PMI) they become a responsible party to the negotiations, as they will be reimbursing the loss to the parties at hand. Then PMI too becomes a principal and requires its own documentation to insure the file and reimburse the loss to the bank, investor, ET. Al. Basically the concept the lender/servicer is trying to communicate is demonstration of how the borrower can unqualify for the original loan made them in order to qualify for the short pay agreement. Whats the damage done to the borrower after a successful short pay has been granted and the loan is paid off? Sometimes the borrower after a successful short pay has been granted and the loan is paid off? Sometimes the borrower receives a 1099 from the bank (note holders) loss on the loan. However, amazingly a short pay usually does not reflect poorly on a credit report. Eighty percent of the loan paid in full. Nevertheless, if the lending entity has sustained a severe loss it may report the as settled there is no code or law governing the means by which a bank settles its debts with borrowers or the means by which the former may report the settlement to the various credit bureaus in the case of a short pay. Nevertheless, though short payoffs are complicated and time consuming, their successful outcome certainly is superior to a foreclosure on ones credit record. Mike Lebecki is a broker with Realty Executives of Santa Clarita (805) 250-8600 Reprinted by permission from the Los Angeles Business Journal.

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THE SHORT-SALE SIDE OF MI

Transactions known as short sales generally are subject to approval by the lender holding the upside-down sellers mortgage. While many factors influence lenders short payoff decisions, the presence or absence of mortgage insurance (MI) can be crucial. If the mortgage is insured, the insurer will reimburse part of the lenders loss from approving the short-sale transaction. REALTORS understand the importance of MI in a short-sale situation. They arent shy about asking whether the sellers mortgage is insured and, if appropriate, contacting the insurer directly. But suppose the lender refuses to disclose the insurers identity? If that happens, the REALTOR and seller have no other way to obtain that part of the negotiations. Can lenders restrict access to the identity of the insurer even though the seller has been paying for the MI? You bet. While many lenders routinely make such disclosures, others prefer to keep such information to themselves, notes David Katkov, director of marketing for PMI Mortgage Insurance Co. in San Francisco. Lender reluctance may be a recognition of insurers understandable lack of enthusiasm for short Sales. If we insured against a decline in the value of the property and negotiated short payoffs any time a borrower has an unfavorable situation or negative equity, the cost of the insurance would be prohibitive. We have to count on borrowers doing everything possible to honor their obligations, says Charles M. Reid, president and chief executive officer of United Guaranty Corporation and 1994 president of the Mortgage Insurance Companies of America. Even when a short-sale clearly is a win-win option, insurers discourage REALTORS from contacting the MI company directly. What is truly the borrowers best interest is to work with the

servicing company that manages the loan and has a department for resolving claims issues. To inject a REALTOR may create settlement, Katkov comments. REALTORS tend to disagree with that position, especially since lenders sometimes prefer to allow insurers to cover any losses resulting from eventual foreclosures, rather than spend time analyzing borrowers short-payoff proposals. Further, the insurer may have a greater incentive than the lender to negotiate a short-payoff, which will benefit the insurer and preserve the borrowers credit. For those reasons, C.A.R. and NA.R. recently passed action items supporting efforts to require lenders to disclose the identity of the insurer to the borrower. Prospects appear favorable, since its difficult to argue that giving borrowers more information is a poor idea. However, action would be required at both the federal and state levels because some lenders are federally chartered and others are state chartered. If disclosure is mandated, REALTORS and sellers will have one more avenue to pursue a positive short-sale outcome.

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What an Experts Should Do:

1) Make sure your clients are fully aware of all of their options, costs and risks. Those include tax, legal, and financial responsibilities. 2) Make sure your clients accept full responsibility of a short sale contract by using all of the short sale C.A.R. and S.D.A.R. forms and disclosures. 3) Make sure authority (in writing) to talk to all parties on behalf of your client. 4) Make sure you have all of the information necessary before you market the property and approach a lender. That includes a very detailed explanation of the market, including number of competing properties and their prices, length of time homes are on the market, positives and negatives of this particular property. (everything you would want to know if you were the decision maker) 5) Follow the procedures as outlined in the various seminars and materials we have in our office. Verify them with Joe Cobb as you go along.

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MAJOR RULES TO FOLLOW AT ALL TIMES DURING THE BUYING PROCESS:

1) ALWAYS ONLY MEET WITH BOTH (ALL) DECISION MAKERS FOR THE FIRST APPOINTMENT AND SHOWINGS. YOUR JOB IS TO DISCERN WHAT THEY BOTH AGREE ABOUT AND FIND SOMETHING THEY BOTH WANT. IT OFTEN INCLUDES ASKING EACH OF THEM THE SAME QUESTION AND LISTENING TO THEIR ANSWER AND (MAYBE) COUNSELING THEM. YOU HAVE TO MAKE SURE YOUR CLIENTS AGREE. 2) NEVER PRESUME THEY WILL WORK WITH YOU UNTIL YOU HAVE RECEIVED THEIR COMMITMENT. (AND THEN, KEEP REMINDING THEM WHEN APPROPRIATE) 3) NEVER WORK FOR ANYONE UNLESS THEY ARE: 1) READY, WILLING, AND ABLE TO BUY, AND 2) THEY WILL ABSOLUTELY BUY UNDER EVERY CIRCUMSTANCE WITH YOU SO YOU WILL BE PAID. 4) ALWAYS SHOW THEM NEW HOMES IN THE AREAS THEY WANT TO BUY AND SIGN THEM IN. (FIRST, IF POSSIBLE) 5) NEVER TAKE THEM TO SHOWINGS UNLESS THEY ARE IN A POSITION TO WRITE OFFERS. (ASK EACH TIME YOU MEET) 6) THE SYSTEM FOR SHOWING IS TO GIVE THEM AN ASSIGNMENT WHICH IS TO KEEP TRACK OF EACH HOME AS YOU GO AND PUT THEM IN ORDER OF THE TOP TWO OR THREE THEY LIKE THE BEST EVERY TIME THEY SEE ANOTHER HOME. DO NOT SHOW THEM THE NEXT HOME UNTIL THEY DO THIS! 7) SHOWING IS NOTHING MORE THAN ELIMINATING ALL HOMES YOUR BUYERS WANT TO SEE AND NARROWING IT DOWN TO THE ONES (TWO OR THREE) THEY THINK WILL WORK AND PICKING THE ONE AT THE TOP TO WRITE AN OFFER LEAVING THE OTHER ONE OR TWO TO GO FOR IN CASE THE OFFER DOESNT WORK.

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8) I LOVE WALKING INTO A SELLERS HOUSE TO PRESENT AN OFFER AND LETTING THEM KNOW IF THIS DOESNT WORK WE WILL BE OFFERING ON SUCH AND SUCH HOME. (KIND OF GIVES THEM AN INCENTIVE TO TAKE THE OFFER SERIOUSLY) 9) ALWAYS ASK QUESTIONS YOU NEED TO HAVE THE ANSWERS TO. SUCH AS: DO YOU SEE THE POWER LINES IN THE BACK YARD? DO YOU HEAR THE STREET NOISE? (SOMETIMES THESE ARE ADVANTAGES BECAUSE BY PUTTING UP WITH THINGS LIKE THIS THEY CAN BUY IN A DESIREABLE AREA THEY WOULDNT OTHERWISE BE ABLE TO BUY IN. 10) PRIOR TO WRITING AN OFFER ALWAYS CALL THE LISTING AGENT TO FIND OUT IMPORTANT THINGS ABOUT THE PROPERTY OR SELLERS IN ORDER TO SAVE TIME IN WRITING COUNTER OFFERS OR WRITING ON A HOME ALREADY SOLD. ASK: 1) ARE THERE ANY DISCLOSURES THAT ARE NEGATIVE ON THE PROPERTY? 2) HOW DID YOU COME UP WITH THE PRICE YOUR SELLERS ARE ASKING? 3) DO YOU THINK THE PROPERTY WILL APPRAISE AT THAT? 4) HOW SOON MUST THE SELLERS MOVE? 5) WHY ARE THEY SELLING? 6) HAVE THEY HAD OTHER OFFERS? 6) DID THEY DO A PROPERTY INSPECTION? 7) HAVE THEY DONE A TERMITE REPORT? 8) IS IT CLEAR? 9) IS THERE A CONTINGENCY THE SELLER WILL NEED TO INCLUDE IN THE ACCEPTANCE? (MAYBE IT WILL BE A CONTINGENCY THAT IS UNREASONABLE. FOR INSTANCE, CONTINGENT ON THE SELLER ACQUIRING AN UNKNOWN PROPERTY FOR A PRICE THAT MAY NOT BE POSSIBLE.) 9) WHAT PRICE DO YOU THINK WE HAVE TO COME UP TO IN ORDER TO GET THIS IN ESCROW? (IF YOU ASK, THERE IS A GREAT CHANCE YOU WILL FIND OUT) WHEN YOU ARE DONE WITH THE CONVERSATION YOU AND YOUR BUYERS WILL BE IN AN EXPERT POSITION TO WRITE THE OFFER. OR DECIDE NOT TO WRITE THE OFFER. HOPEFULLY YOU WILL KNOW LENGTH OF ESCROW, A FEELING OF WHAT THE SELLERS WILL ACCEPT, CONDITION OF THE PROPERTY AND MOTIVATIONS OF THE SELLERS.

11) ONCE YOU ARE WRITING AN OFFER. ALWAYS USE ALL OF THE COMPANY REQUIRED DOCUMENTS AND DISCLOSURES AND
Revised on 11/28/06

MAKE SURE YOUR CLIENT HAS READ AND KNOWS EVERY PORTION OF WHAT THEY ARE SIGNING. (TAKING THE TIME UPON OBTAINING THE SIGNATURE OFTEN SAVES TIME AND TROUBLE LATER) 12) ALWAYS TELL THE ABSOLUTE TRUTH ABOUT EVERYTHING..IF YOU DO NOT KNOW, TELL THEM THAT. 13) IF YOU SEE THEY MAY BE TAKING A RISK YOU WOULD NOT TAKE. LET THEM KNOW IN WRITING AND LET THEM MAKE THEIR OWN DECISION. 14) ALWAYS REPORT TO THE BUYERS EVERYTHING YOU SEE ABOUT THE HOUSE AND THE NEIGHBORHOOD THAT THEY SHOULD BE AWARE OF. 15) ALWAYS SEEK A WIN/ WIN IN EVERY TRANSACTION. (THAT IS THE GLUE THAT KEEPS IT GOING) 16) ALWAYS TRY TO PRESENT THE OFFER TO THE SELLERS YOURSELF IF YOU CAN. ONCE IT IS PRESENTED THE SELLERS AGENT WILL WORK WITH THE SELLER TOGETHER TO REVIEW IT TO ACCEPT OR WRITE A COUNTER. IF YOU CAN JUST SEE IF THEY CAN COME UP WITH THE COUNTER OR ACCEPTANCE WHILE YOU WAIT IN YOUR CAR YOU ARE MORE LIKELY TO GET IT ACCEPTED. 17) ALWAYS CALL JOE ON HIS CELL PHONE 858 967-8800 IF YOU SEE A PROBLEM DEVELOPING OR YOU NEED EXPERT HELP. In the event he does not answer, ALWAYS LEAVE A FULL MESSAGE OUTLINING THE WHOLE SITUATION SO HE CAN CALL BACK AND LEAVE A RESPONSE ON YOUR VOICEMAIL IF HE CANNOT REACH YOU. IF IT IS EXTREMELY TIME SENSITIVE LEAVE THE ABOVE MESSAGE AND CALL PAULA ON HER CELL 858 967-8800. LEAVE A FULL MESSAGE AND THEN CALL DAGMAR AT THE OFFICE 760 738-9246. She will be there 5 days a week.

Revised on 11/28/06

Getting the Appointment

Scenario: Your prospecting pays off: You

have just been given a referral of someone who would like to buy a home, or you are cold calling for prospects or you have just met someone at church, or a ball game, or a group you belong to who said they may want to buy (or sell) real estate. If it is a buyer follow this routine:

You have 2 purposes (goals, reasons, objectives); Only two: First: Qualify them to see if they are motivated enough to work with, reasonably able financially, (READY, WILLING AND ABLE) and uncommitted to other agents. Second: Set an appointment. 1) 2) Build Rapport with them. Mimic, mirror, and match their tone, speaking pace, and volume. Qualify them: a) Ask them if they are already working with or committed to another agent to write up an offer? If they say yes, clarify your question by asking questions like: Are you happy with their service? If they are unmovable thank them for their time. If they say no, ask them if you may be of service to them. b) Ask them motivation questions to see if they are a good lead: How soon are you planning to buy? Develop a system for each response: Example: if they say 3 months-prequalify and start emailing them and set an appointment as soon as they are ready, 6 months-add them to your sphere, and send them monthly news letter, follow up monthly. You are looking for those that are motivated to buy within 7 to 10 days. Immediately make that appointment. Why do you want to buy? Where do you work? How long have you worked there? (Need 2 yrs same work) What is your monthly income? What is the maximum monthly payment you are comfortable with? Does that include taxes & insurance, or is that just principal & interest? Do you have money for a down payment and closing costs or someone who can gift this to you? What is your credit score like? Have you had any late payments recently? Judgments? Collections? Bankruptcy? Do you have a lot of debt, or high balances on your credit cards? 3) If they sound good, set an appointment by explaining its importance by saying the following: a) At the appointment, we will determine one of the following: 1) We can work together, and I can help you 2) You decide you dont want to work with me which is perfectly okay 3) I decide I cant help you at this time, but I would be glad to refer you to another agent. b) You will obtain a complete analysis of your ability to buy, and compare what you

Revised on 11/28/06

would like to accomplish with what you can accomplish financially. This will be a huge advantage to you no matter whom you choose to help you.

4)

It is appropriate at that time tell the client that you are willing to work with them given they meet the following conditions: a) They are committed to working solely with you. If not, refer them to another agent. you will have them sign the commitment letter of understanding if you work together. b) The client is willing to write up an offer on a house that they like on the spot, acknowledging the fact that no home is going to be perfect. Emphasize the importance of meeting at the office in a professional setting: a) Their time is very valuable (what we sell is time.) b) Tell them they will walk away with very valuable information. c) Printers, faxes, computers, conference rooms are at our disposal, and we can concentrate on helping you. Close the call & Set the appointment a) Use an A or B close. I have Monday at 4 or Tuesday at 2, which would you prefer? b) Tell them that all parties taking part in the buying process must be present at the appointment.

5)

6)

*Once you schedule the appointment, DONT discuss anything else until you arrive at the appointment. If they ask other questions, say, I can appreciate your concerns, and I will be sure to address that issue the first thing at our appointment. Or, ask them to develop a list of questions that they would like to discuss at the appointment. *Follow up with your client the day of or the day prior to make sure they remember to come to the appointment. Bring buyer workbook and initial loan packet to the appointment.

Revised on 11/28/06

Revised on 11/28/06

At the Appointment
1) 2) 3) Build Rapport, and then have them fill out the home buyer workbook (steps 1-3) Have them fill out initial loan packet (Step 4) a) Loan Application, Questionnaire, Credit Authorization. Run their Credit (Step 5) b) Review credit report with them. Show them their mid fico score, look for any derogatory issues, tell them how they can improve their score. c) *Make sure everything that shows up on their credit report belongs to them. d) Provide them with a copy of the report. Fill out pre-qualification worksheet in buyer home workbook. (Step 6) Pre-qualify the client using the Bottom-Line CD. Input their income and monthly debt into the program. Determine their maximum purchase price range by increasing the price until the back-end ratio is at 38%. Make sure they will be comfortable with the monthly payments, and print out the form. *You can also calculate the interest-only payment by hand for them. You now know the approximate purchase price they qualify for, the amount of their down payment and cash they have to complete the sale, and the loan payment PITI they qualify for. Your job is to transmit all of the loan origination papers to the loan officers in J&P Financial, Inc. so they can VERIFY YOUR CONCLUSIONS AND START THE LOAN PROCESSING AS SOON AS POSSIBLE. 5) Next review our mission statement with your clients POINT BY POINT or have them read it themselves so they can see the level of commitment YOU, AS AN EXPERT, have to them once they agree to work together with you to find their home. If you feel you can help them and they are ready, willing and able to buy (NOW). Ask if they feel they want to work with you to find them a home. Say something like: As a result of all of the information we have discovered today I feel I can help you find your home and I am willing to commit to that process if you are. It is appropriate at that time to tell the client that you are willing to work with them ONLY IF they meet the following conditions: a) They are committed to working solely with you. They must sign the commitment letter in order for you to work with them. (understand and agree to follow) If not, refer them to another agent if you can. b) They are willing to write up an offer on a house that they like on the spot, acknowledging the fact that no home is going to be perfect. No house is perfect! The process is to find the home that comes the closest that is on the market NOW.

4)

Revised on 11/28/06

6)

Review and finalize by all signatures the Commitment letter. (Step 7). MAKE SURE YOU TAKE YOURE TIME ON THIS STEP AND THEY THOROUGHLY KNOW AND UNDERSTAND FOR SURE AND AGREE TO ONLY USE YOU WHEN THEY BUY THEIR NEXT HOME, NO MATTER WHERE THEY MAY FIND IT!!!! (Obviously, you MUST commit to religiously pursuing that home for them, the minute they are not on your schedule or out of your sight they will go off and you lose!) Have them sign the Agency Relationship Disclosure. This gets them further committed to the process WITH you. Make sure you go over everything on the IMPORTANT, WHAT WE DONT DO.. Disclosure to the Agency Relationship Disclosure. READ IT IN DETAIL OUT LOUD WITH THEM ..SO THERE IS NO QUESTION IN YOUR MIND OR THEIRS EXACTLY WHAT WE DO AND DO NOT DO. (TOO OFTEN AS AGENTS WE FORGET OUR OWN LIMITS, THAT IS WHEN WE GET IN TROUBLE AND EXPERTS DO NOT GET IN TROUBLE)

7)

8)

9)

Now review the HOME BUYING ONE STEP AT A TIME and check off the first two items on the list and review the process with them. Show them the list of items they may need to process their loan. Make sure you give them their HOME BUYERS WORKBOOK with all of the forms they signed with your signature on them.

10) 11)

Immediately, (that day, or AS SOON AS POSSIBLE) Continue on the HOME BUYING LIST - ONE STEP AT A TIME and find that home!!!

Revised on 11/28/06

Revised on 11/28/06

SHOWING HOMES
1) Look up houses with them in price range and in the areas they choose as their preference on the MLS. Seek out specific neighborhoods they are interested in with them, and then zero in on homes they want to see. Have THEM choose the ones THEY want to see and print out the clients listing and the realtors one for you. Call the occupants and let them know you will be coming by sometime between____and ______. It is important to allow at least a two hour window so you can allow your buyers to spend as much time as they want at each home. If your buyers are motivated to write an offer as soon as they find the home that closest meets their needs they will be willing to spend the time needed to see homes with you. This is the most important thing to know: YOU ARE LIKE A FISHERMAN WITH A FISH ON THE HOOK! You cannot let the line loose or the fish will go away. Buyers are the same as fish. You must stay the course!!!! That means you are with them every inch of the way as they look for homes. That is your commitment to them!!!! Remember always to show them new homes first as soon as you can. Most of the really good prices, terms, and Best Buys are new homes because builders have MUCH more at risk and want to reduce their inventory as soon as possible so they can stay afloat financially. Seek out all of the new home developments they qualify for in all of the areas they might consider. Sell them on seeing the new homes first so they can see what is available and how, if they do not buy new, they can decorate their own used home to make it like new. (From experience, you must do this for sure!!! Too many have worked there agent to death putting a used home in escrow and then during the inspection period gone to a new home and lost the escrow, sale and didnt get paid at all even when the developer was willing to pay a 3% commission just for signing them into that same development!! Put first things first!!!! Show the client selected houses, or set an appointment with them to see homes at their very next available time. Remember; do not go out with a buyer unless they are willing to write an offer that day. Things happen between appointments so ALWAYS ASK AGAIN. Did you bring your checkbook, and are you ready to write an offer if one of these homes feels right to you. Your time is too valuable! If they say no, ask what has happened since you met last? Reschedule to a time they can be in the position to write an offer when they find their home. 4) 5) 6) Print out or copy a map and put numbers on each location of a property. Identify the agent and client copies by the same numbers and give your clients the map and numbered property pages. Get a letter of pre-qualification from our loan Dept. so that you can submit this with your offers. Call us anytime for this. Weekends okay

2)

3)

7)

Make sure to ask them to tell you if they dont think you are doing a good job because you want to give them the best service possible. Write up offer, introduce clients to our loan officer, and get loan started! x

8) 9)

Revised on 11/28/06

Home Buyer Workbook

The information you provide to us in this workbook is necessary to make sure we efficiently meet your needs.

We want you to be so happy with our service that you will think of us and refer us in the future for all your real estate needs.

Only An Expert Will Do !

Revised on 11/28/06

Agent Cover

Mission Statement
Our Mission, desire and goal at RealtyExperts is to assist all parties in accomplishing their goals and allowing them to obtain a satisfactory conclusion to the purchase or sale of their real estate. All of our efforts are geared to meet this end. As we strive to accomplish this, we base our actions on the following governing values. 1. We will constantly strive to be the most professional REALTOR in San Diego and the surrounding cities. Knowledge will be our partner in achieving the success that comes with being the best. 2. We will always be better prepared than our competitors, and are committed to provide superior service to our clients. 3. We will take this time to listen to our clients and their needs and assist them in producing a plan of action that will be quickly implemented and result in the realization of their goals. 4. We serve the customer. We are customer driven and in concert with our other values, we give customers what they seek. 5. We value our Associates - We recognize that RealtyExperts is only as good as its Associates. We commit to provide a productive and solid career for all RealtyExperts Associates. 6. We practice teamwork We consider those who work for our associates with RealtyExperts as members of our team. We recognize that each customer, associate, or consultant has a unique contribution to make to our team effort. 7. We welcome innovation and adapt to change We constantly evaluate what were doing and compare it to what is possible and what is needed. Nothing in real estate, and to that effect society, remains the same and neither can we. 8. We search for, live by, and teach correct principles Our services are based on correct principles that, when applied, produce positive results. We continuously search to learn more and adjust to what we learn. 9. We make a positive difference in peoples lives Our investment recommendations go beyond being profitable and informative. They empower individuals and organizations to make meaningful changes and advances in their goals. These are top priorities for RealtyExperts. Meeting them will enable us to realize Our Mission. I Agree to this Mission Statement.

Expert: ____________________________________________________ Date:________________

Revised on 11/28/06

Dear Home Buyer, Thank you for giving me the opportunity to help guide you through your Home Buying Process. It can be very confusing and sometimes complicated and is always important to you, you family, your future, and to me. Please be assured you will receive my very best service incorporating all my experience and training to make a committed effort to have his process to be understandable, and hassle free, and a pleasure for all involved. So lets get started! The information in this workbook will educate and assist you with the following: Help determine your wants and need and ability to buy Steps of the buying process Loan information Showing you properties that will meet your criteria Writing, Presenting, and Negotiating the offer Explaining the Escrow and Title process Physical inspection process Home warranties

I look forward to working with you during the entire home buying process. I welcome any questions you may have after reading this information. Your answers to the following questions are vital to our decisions. Please feel free to contact me anytime.

Your Realtor

Revised on 11/28/06

STEP I
Buyers Information
Where did you hear of us? ___________________________________________________ On a scale of 1 to 10 how motivated are you to buy at this time (circle one) 1 2 3 4 5 6 7 8 9 10 (1 means I dont really need to buy and 10 means I really need to buy now).
Name: _____________________________________________________Date: _______________________ Address: _________________________________________________ City: _________________________ Home Phone: __________________________________Work Phone: _____________________________ E-Mail:_________________________________________ Other Phone: ___________________________
Childrens Names Ages:

______________________________________________________________________________________________ ______________________________________________________________________________________________

___________________________________________________________________________________________
______________________________________________________________________________________________

Do you have any pets? _______________ What kind? _________________________________________ Where are you employed? (Location)_______________________________________________________ Where is your spouse employed? (Location)__________________________________________________ Are you currently working with another Broker? ________If yes, which broker? __________________ _______________________________________________________________________________________ Currently, are you A Homeowner? 1st Time Buyer (circle one)

How soon would you like to move? ____________Have you started looking for a home? ____________ If so, how long have you been looking? ____________What did you see that you liked? _____________ _______________________________________________________________________________________ _______________________________________________________________________________________

Revised on 11/28/06

STEP II
Buyers Needs Evaluation
OWN: _____________________________RENT:____________________________________ WHAT TYPE OF HOME WOULD YOU LIKE? ___________________________________ BEDROOMS_______________BATHS_____________FAMILY ROOM______________ SEPARATE DINING ROOM______EATIN KITCHEN______ FLOOR PLAN_______ STORIES________________ LOT SIZE_________________ SQ. FEET_______________ LEVEL YARD________________ POOL________________ HOT TUB_______________ PLAY AREA_____________ AREA___________ SCHOOL DISTRICT______________ TRANSPORTATION NEEDS_____________________ FIREPLACE_________________ ANY OTHER NEEDS OR FEATURES__________________________________________ ______________________________________________________________________________ WHY HAVE YOU DECIDED TO MOVE? ________________________________________ ______________________________________________________________________________ SPECIFICALLY WHICH HOBBIES & SPECIAL INTERESTS (Tennis, Golf, Etc.) ____ __________________________________________________________________ AREAS, NEIGHBORHOODS OR HOMES YOU LIKE? LIST YOUR TOP 3 AREAS YOU WOULD MOVE TO. ______________________________________________________ ______________________________________________________________________________ IS YOUR HOME CURRENTLY ON THE MARKET? ____________ AT WHAT PRICE? ________________________ IS THERE ANYTHING WHICH WILL PRECLUDE YOU FROM PURCHASING A HOME TODAY? ______________________________________________________________ ADDITIONAL NOTES: ________________________________________________________ ______________________________________________________________________________

Revised on 11/28/06

STEP III
Financial Considerations
Buyer 1 ________________________________ Buyer 2 _______________________________ Employer _______________________________Employer ______________________________ Title ___________________________________ Title _________________________________ Length of Employ. ________________________Length of Employ. ______________________ Annual Income __________________________ Annual Income _________________________ Other assets or income ____________________ _______________________________________ _______________________________________ _________________________ _________________________ _________________________

Have you committed to a lender? _________________________________________________ Loan Officer: __________________________________________________________________ Company Name: _______________________________________________________________ Phone Number: ________________________________________________________________ Type of Loan (circle) Arm Fixed 30 Fixed 5 7 10 years

Loan amount you have been approved for ____________________________________________ Have you received pre-qualification letter? ___________________________________________ Credit report completed? ______________ What Date? _________ FICO Scores? ___________ Closing cost estimate ____________________________________________________________ Maximum cash for purchase available ______________________________________________ Source of funds (You must provide verification to Seller within 7 days) ____________________ _____________________________________________________________________________ Max. monthly payment incl. Principal, interest & taxes _________________________________ Present monthly payment Rent ____________________________________________________ Prepayment penalty on current loan ________________________________________________ Do you need to sell a home in order to buy? __________________________________________ Notes ________________________________________________________________________ ______________________________________________________________________________ I hereby Authorize____________________________________to contact the above named lender to obtain and transmit information necessary to expedite my purchase. ______________________________________________________________________________ Buyer Date
Revised on 11/28/06

STEP IV
Fill out Loan Application and Credit Authorization

STEP V
Run Credit Report and Review with Clients to make sure all items are theirs

Revised on 11/28/06

STEP VI
Prequalification Worksheet
Date: ________________ Requesting Agent: ____________________ FICO Scores: ________ Address: _________________________________________ City: ________________________ GROSS MONTHLY INCOME: MONTHLY DEBT: Car Payments: __________________________ Borrower # 1: _________________________ Borrower # 2 __________________________ Other: _______________________________ TOTAL INCOME: _____________________ Credit Cards: ___________________________ Alimony: ______________________________ Child Support: __________________________ Other: ________________________________ TOTAL DEBT: _________________________ DOWN PAYMENT: Amount: ____________________ Source: _________________________ CREDIT: Bankruptcy: _________________ Judgments: ______________________

We now Know our Price Range: Sales / Purchase Price: _____________________________________________ Down Payment: ___________________________________________________ Loan Amount: ___________________________________________________
(Financing Options Allow a Higher Price) Loan Program: ________________________ Interest Rate: _________________________ LTV: _______________________________ P & I: ______________________________

Margin: ____________ Index: ________________ Insurance: ___________________________ Caps: ___________________________________ PITI: _______________________________ Housing Ratio: _____________________ Total Debt Ratio: _____________________________ Comments: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Homeowners Association: _________________________ Dues: _________________________ Private Mortgage Insurance: ______________________________________________________

Revised on 11/28/06

Step VII
Commitment Letter
MY COMMITMENT TO YOU I am a full time profession agent; I am educated in the legal aspects of real estate practice and licensed by the State of California to provide real estate services. As a member of both the California and National Associations of REALTORS; I abide by a strict Code of Ethics to provide you with the highest level of service. As an associate agent, I am part of one of the strongest networks of professional REALTORS. I earn my living by serving the needs of homebuyers and sellers with integrity. As an Agent/Broker with Realty Experts I have committed to provide Expert Service as evidenced by our Mission Statement. SKILLED SERVICE A large part of my work is performed behind the scenes ; previewing homes, researching comparable sales, gaining market knowledge, evaluating changing legislation, and maintaining my professional credentials. For every hour I spend showing you homes, I will have spent up to ten hours preparing. I am constantly acquiring information that will help me to better serve you. HOW I AM COMPENSATED I am not paid a traditional salary; I work entirely on commission, which I receive only if I initiate and complete a transaction for you. I am compensated only when all of your needs have been satisfied and you take ownership of your new home. All of the services I provide are uncompensated unless you purchase a home through me. Real Estate commissions traditionally are paid at the close of escrow from the sellers proceeds. MY COMMITMENT TO YOU AND YOUR COMMITMENT TO ME I will invest substantial time and effort in locating your home, and will represent you with unequalled integrity throughout the purchase of that home. In return, I request your loyalty- a commitment that you will work with me, exclusively, in selecting and purchasing your home. PUTTING ME TO WORK FOR YOU If you see any home that interests you, ask me about it. Whether it is advertised by sign, in the newspapers, a For Sale By Owner, listed with another agent, a new home or not even on the market; I am able to best represent you in the pursuit of the property by counseling with you as we write the offer and negotiate the best price and terms on your behalf. If you have any questions about how I work, please ask. Our professional relationship and our mutual commitment are critical to the successful purchase of just the right home for you. ACKNOWLEDGED BY (Buyer) (Buyer) Agent for Buyer:
Revised 8/22/2007

Date: ___________________ Date: ___________________ Date: ___________________

Commitment Letter
MY COMMITMENT TO YOU I am a full time profession agent; I am educated in the legal aspects of real estate practice and licensed by the State of California to provide real estate services. As a member of both the California and National Associations of REALTORS; I abide by a strict Code of Ethics to provide you with the highest level of service. As an associate agent, I am part of one of the strongest networks of professional REALTORS. I earn my living by serving the needs of homebuyers and sellers with integrity. As an Agent/Broker with Realty Experts I have committed to provide Expert Service as evidenced by our Mission Statement. SKILLED SERVICE A large part of my work is performed behind the scenes ; previewing homes, researching comparable sales, gaining market knowledge, evaluating changing legislation, and maintaining my professional credentials. For every hour I spend showing you homes, I will have spent up to ten hours preparing. I am constantly acquiring information that will help me to better serve you. HOW I AM COMPENSATED I am not paid a traditional salary; I work entirely on commission, which I receive only if I initiate and complete a transaction for you. I am compensated only when all of your needs have been satisfied and you take ownership of your new home. All of the services I provide are uncompensated unless you purchase a home through me. Real Estate commissions traditionally are paid at the close of escrow from the sellers proceeds. MY COMMITMENT TO YOU AND YOUR COMMITMENT TO ME I will invest substantial time and effort in locating your home, and will represent you with unequalled integrity throughout the purchase of that home. In return, I request your loyalty- a commitment that you will work with me, exclusively, in selecting and purchasing your home. PUTTING ME TO WORK FOR YOU If you see any home that interests you, ask me about it. Whether it is advertised by sign, in the newspapers, a For Sale By Owner, listed with another agent, or not even on the market; I am able to best represent you in the pursuit of the property. If you have any questions about how I work, please ask. Our professional relationship is critical to the successful purchase of your home. ACKNOWLEDGED BY (Buyer) (Buyer) Agent for Buyer: Date: ___________________ Date: ___________________ Date: ___________________

Commitment Letter
Revised on 11/28/06

Revised on 11/28/06

IMPORTANT WHAT WE DONT DO.

ADDENDUM TO DISCLOSURE REGARDING REAL ESTATE AGENCY RELATIONSHIP
Seller/ Buyers and Broker agree to exercise due diligence and reasonable efforts to achieve the purpose of the agency relationship. Seller/ Buyers acknowledgement that the broker shall conduct a reasonably competent and diligent, onsite visual inspection of the accessible areas of the property only, and disclose to the buyer all facts materially affecting the value or desirability of such property that are revealed by this inspection. Unless otherwise specified in writing, any information provided through broker in the course of this agency has not been and will not be verified by Broker. By the signing of this Addendum, Seller/ Buyer and Broker agree that the scope of the Brokers representation of the Buyer/Seller is limited by the terms of this Addendum. Associate licensee and Broker shall not have the duty or responsibility to perform the following: (1) Decide the purchase price of the subject property. (2) Guarantee the condition of the subject property. (3) Have responsibility or liability for defects that are not known to Associate licensee or Broker and are not observable by a reasonably diligent visual inspection of accessible areas of the subject property. (4) Verify, inspect, guaranty, or warrant the repairs performed by or at the instruction of the Seller. (5) Identify property boundary line or verify lot Sq. Ft. (6) verify inspection reports and representations made by others, including, but not limited to termite or pest control inspectors or their clearance, contractors, home inspectors, soils or other engineers and any other inspections or representations made by other engineers and any other inspections or representations made by others concerning the condition of the subject property. (7) Provide legal or tax advice. (8) inspections of areas off the site of the subject property. (9) Obtain, review, or verify permit. (10) Inspect public records concerning the title or use of the subject property. (11) Investigate or advise on soil stability, geologic conditions, drainage, hazardous substances, structural conditions of improvements, or the condition of the roof, heating, air conditioning, plumbing, electrical, well, sewer, septic, waste disposal, or other systems. (12) Provide any advice or information that exceeds the knowledge, education, or experience required to obtain a real estate license. I/WE HAVE READ AND UNDERSTAND THIS ADDENDUM AND ACKNOWLEDGE RECEIPT OF A COPY OF THIS ADDENDUM TO THE DISCLOSURE REGARDING REAL ESTATE AGENCY RELATIONSHIPS. Buyer /Seller: ______________________________________ Date: ________________________ Buyer/ Seller: ______________________________________ Date: ________________________ Agent: ___________________________ By: ___________________________ Date: __________ (Print Name) (Associated Licensee or Broker Sign)

Agent Page 9
Revised on 11/28/06

Home Buyer Workbook

We want you to be so happy with our service that you will think of us and refer us in the future for all your real estate needs.

Only An Expert Will Do !

Revised on 11/28/06

Client Cover

Mission Statement
Our Mission, desire and goal at RealtyExperts is to assist all parties in accomplishing their goals and allowing them to obtain a satisfactory conclusion to the purchase or sale of their real estate. All of our efforts are geared to meet this end. As we strive to accomplish this, we base our actions on the following governing values. 1. We will constantly strive to be the most professional REALTOR in San Diego and the surrounding cities. Knowledge will be our partner in achieving the success that comes with being the best. 2. We will always be better prepared than our competitors, and are committed to provide superior service to our clients. 3. We will take this time to listen to our clients and their needs and assist them in producing a plan of action that will be quickly implemented and result in the realization of their goals. 4. We serve the customer. We are customer driven and in concert with our other values, we give customers what they seek. 5. We value our Associates - We recognize that RealtyExperts is only as good as its Associates. We commit to provide a productive and solid career for all RealtyExperts Associates. 6. We practice teamwork We consider those who work for our associates with RealtyExperts as members of our team. We recognize that each customer, associate, or consultant has a unique contribution to make to our team effort. 7. We welcome innovation and adapt to change We constantly evaluate what were doing and compare it to what is possible and what is needed. Nothing in real estate, and to that effect society, remains the same and neither can we. 8. We search for, live by, and teach correct principles Our services are based on correct principles that, when applied, produce positive results. We continuously search to learn more and adjust to what we learn. 9. We make a positive difference in peoples lives Our investment recommendations go beyond being profitable and informative. They empower individuals and organizations to make meaningful changes and advances in their goals. These are top priorities for RealtyExperts. Meeting them will enable us to realize Our Mission. I Agree to this Mission Statement.

Expert: ____________________________________________________ Date:________________

Revised on 11/28/06

Commitment Letter
MY COMMITMENT TO YOU I am a full time profession agent; I am educated in the legal aspects of real estate practice and licensed by the State of California to provide real estate services. As a member of both the California and National Associations of REALTORS; I abide by a strict Code of Ethics to provide you with the highest level of service. As an associate agent, I am part of one of the strongest networks of professional REALTORS. I earn my living by serving the needs of homebuyers and sellers with integrity. As an Agent/Broker with Realty Experts I have committed to provide Expert Service as evidenced by our Mission Statement. SKILLED SERVICE A large part of my work is performed behind the scenes ; previewing homes, researching comparable sales, gaining market knowledge, evaluating changing legislation, and maintaining my professional credentials. For every hour I spend showing you homes, I will have spent up to ten hours preparing. I am constantly acquiring information that will help me to better serve you. HOW I AM COMPENSATED I am not paid a traditional salary; I work entirely on commission, which I receive only if I initiate and complete a transaction for you. I am compensated only when all of your needs have been satisfied and you take ownership of your new home. All of the services I provide are uncompensated unless you purchase a home through me. Real Estate commissions traditionally are paid at the close of escrow from the sellers proceeds. MY COMMITMENT TO YOU AND YOUR COMMITMENT TO ME I will invest substantial time and effort in locating your home, and will represent you with unequalled integrity throughout the purchase of that home. In return, I request your loyalty- a commitment that you will work with me, exclusively, in selecting and purchasing your home. PUTTING ME TO WORK FOR YOU If you see any home that interests you, ask me about it. Whether it is advertised by sign, in the newspapers, a For Sale By Owner, listed with another agent, or not even on the market; I am able to best represent you in the pursuit of the property. If you have any questions about how I work, please ask. Our professional relationship is critical to the successful purchase of your home. ACKNOWLEDGED BY (Buyer) (Buyer) Agent for Buyer: Date: ___________________ Date: ___________________ Date: ___________________

Commitment Letter
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IMPORTANT WHAT WE DONT DO.

ADDENDUM TO DISCLOSURE REGARDING REAL ESTATE AGENCY RELATIONSHIP
Seller/ Buyers and Broker agree to exercise due diligence and reasonable efforts to achieve the purpose of the agency relationship. Seller/ Buyers acknowledgement that the broker shall conduct a reasonably competent and diligent, onsite visual inspection of the accessible areas of the property only, and disclose to the buyer all facts materially affecting the value or desirability of such property that are revealed by this inspection. Unless otherwise specified in writing, any information provided through broker in the course of this agency has not been and will not be verified by Broker. By the signing of this Addendum, Seller/ Buyer and Broker agree that the scope of the Brokers representation of the Buyer/Seller is limited by the terms of this Addendum. Associate licensee and Broker shall not have the duty or responsibility to perform the following: (1) Decide the purchase price of the subject property. (2) Guarantee the condition of the subject property. (3) Have responsibility or liability for defects that are not known to Associate licensee or Broker and are not observable by a reasonably diligent visual inspection of accessible areas of the subject property. (4) Verify, inspect, guaranty, or warrant the repairs performed by or at the instruction of the Seller. (5) Identify property boundary line or verify lot Sq. Ft. (6) verify inspection reports and representations made by others, including, but not limited to termite or pest control inspectors or their clearance, contractors, home inspectors, soils or other engineers and any other inspections or representations made by other engineers and any other inspections or representations made by others concerning the condition of the subject property. (7) Provide legal or tax advice. (8) inspections of areas off the site of the subject property. (9) Obtain, review, or verify permit. (10) Inspect public records concerning the title or use of the subject property. (11) Investigate or advise on soil stability, geologic conditions, drainage, hazardous substances, structural conditions of improvements, or the condition of the roof, heating, air conditioning, plumbing, electrical, well, sewer, septic, waste disposal, or other systems. (12) Provide any advice or information that exceeds the knowledge, education, or experience required to obtain a real estate license. I/WE HAVE READ AND UNDERSTAND THIS ADDENDUM AND ACKNOWLEDGE RECEIPT OF A COPY OF THIS ADDENDUM TO THE DISCLOSURE REGARDING REAL ESTATE AGENCY RELATIONSHIPS. Buyer /Seller: ______________________________________ Date: ________________________ Buyer/ Seller: ______________________________________ Date: ________________________ Agent: ___________________________ By: ___________________________ Date: __________ (Print Name) (Associated Licensee or Broker Sign)

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HOME BUYING - ONE STEP AT A TIME

Select an agent and establish a relationship. I am a full time, professional agent with extensive market knowledge. We will work closely together to find the right home for you.

Initial consultation with your agent to evaluate your needs and resources Once I establish your needs, I will provide guidance to your financial needs. You will obtain information in order to get the best financing available. We will meet to discuss your needs and analyze your resources. We will commit to working together according to our commitment letter.

Identify Property to Buy I will show you homes based upon the criteria that we establish. The more precise and direct you are with me, the more successful your search will be.

Determine Sellers motivation Once you have found the home that you wish to purchase, I will do the necessary research to help you structure an effective offer.

Write offer to Purchase I will draft the Purchase Agreement for you, advising you on protective contingencies, customary practices, and local regulations. At this time you will need to provide an earnest money deposit, usually from 1 to 3% of the purchase price (the deposit is not cashed until your offer has been accepted by the Seller).

Presentation of offer I will present your offer to the Seller and the Sellers agent. The seller has three options: they can accept your offer, counter your offer, or reject your offer. My personal knowledge of your needs and qualifications will enable me to represent you in the best way possible.

Sellers response I will review the Sellers response with you. My negotiating skills and knowledge will benefit you in reaching a final agreement.

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HOME BUYING- ONE STEP AT A TIME

Open escrow When the Purchase Agreement is accepted and signed by all parties, I will open escrow for you. At this time your earnest money will be deposited. The escrow will receive, hold and disburse all funds associated with your transaction.

Contingency period ( Usually 17 Days ) This is the time allowed per your Purchase Agreement to obtain financing, perform Inspections, and satisfy any other contingencies to which your purchase is subject. Typical contingencies include: Approval of the Sellers Transfer Disclosure Statements Approval of the Preliminary Report from the Title Company Loan approval, including an appraisal of the Property Physical inspections of the property Pest inspection and certification

Homeowners Insurance As soon as possible notify the Escrow Officer to make sure our policy is in effect at close of escrow. You need to pick your insurance agent. Down Payment funds. You will need a Cashiers Check or money transfer several days prior to the closing date of escrow. Close escrow When all of the conditions of the Purchase Agreement have been met, you will sign your loan documents and closing papers. You will deposit the balance of your down payment and closing costs to escrow and your lender will deposit the balance of the purchase price. The Deed will then be recorded at the County Recorders Office and you will take ownership of your home.

TAKE A TIP FROM ME: CALL MOVERS NOW So you can shop for the best price.

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INFORMATION NEEDED AT LOAN APPLICATION

Photo copy of Picture ID and of Social Security Card Residence Addresses- past 2 years; if rental include landlord name and phone number Names, Addresses and phone numbers of each employer- past 2 years Gross Monthly Salary. Base only: OVT & Bonus list separate. Names, Addresses, Account Numbers & Balances of all Checking & Savings Accounts last 2 months of bank statements. Names, Addresses, Account Numbers, Balances and Monthly Payments of all Open Loans. Names, Account Numbers, Balances and Monthly Payments of all credit Cards. Addresses of other real estate owned. Loan information on other real estate owned. Estimated Value of Furniture and Personal Property Certificate of Eligibility and DD214s (V.A. only)

W2s (most current 2 years) and current 30 days worth of pay check stubs. Full divorce decree if applicable. Copy of Bankruptcy and discharge papers if applicable.

Revised on 9/28/06

NOTES
_________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________
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LOANS OUR LOAN ADVANTAGE

Experts know and remember one important fact: Almost all Real Estate Transactions involve mortgages and the job of the Expert Listing Agent and the Selling Agent is to make sure the loan is qualified and is funded on time. Translated: I. EXPERT ADVANTAGE NUMBER ONE: A Realty Expert knows the job of the listing agent and selling agent is to make sure the buyers loan is good. That means a major concern of the expert is to know for sure the loan the buyers qualify for the loan on the contract. Too many listing agents and selling agents rely on the appointed loan officer to give them information which often is not completely truthful. Therefore they are relying on someone they usually do not know to be competent and completely accurate and timely in their job. No, the expert relies on his knowledge of the loan process and basic facts:

1) Fact is the Loan Approval, or Loan Pre approval, let alone the old Loan Prequalification letters are often made up by a mortgage company to get by the beginning contract process as the lender looks for a loan. 2) The only way you can know if the loan is good is to have the authority to ask the questions: What is the fico score? What is the debt to income ratio? What are the conditions for loan approval? Are they doable? What is the interest rate they are approved for? ARM? 100%? Fixed Rate? How soon, realistically, can it be approved? Docs ordered? Funded? What are the pre Doc conditions? Pre Funding conditions? Pre Recording conditions? (That is why we require signatures on the form Authorization to Receive and Convey Information from both buyer and sellers in a transaction)

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Consider how easy it would be to ask all of the right questions if the loans were done by our Loan Department? That is why we want you to be the loan originator so you will intimately know the condition of your buyer directly from the application and credit report! 3) It is the responsibility of the Listing Expert (And the Selling Expert, but I am emphasizing the Listing here because so few agents get this point) to make sure the Loan is good so the close of escrow happens as represented by: 1) Setting a time limit for removal of loan contingency. 2) Knowing what stage the loan process is in at all times during the escrow by speaking to the loan processor, escrow officer and lender asking appropriate questions. 3) Knowing and being involved in the appraisal process. Having a detailed knowledge of the Competitive Market Analysis for your listing. Finding out what properties in escrow have sold for, etc. 4) Watching the process as the last few weeks of the contract approach and projecting the actual time each remaining step of the loan may take to make sure the close is on time. 5) Knowing options. Buyers have lots of loan options. An Expert knows about the options enough to ask loan officers the applicability of any of those options when needed in a transaction. Just know that the options include No Down, Low Start Rate Loans, Fixed Rate 30 to 50 Year Loans, Interest Only Loans Up To 10 Years, and fabulous first time home buyer programs that apply to people making almost $100,000 a year! Know if your clients qualify for these!

II. EXPERT ADVANTAGE NUMBER TWO: Realty Experts is first, and foremost, a real estate company that provides loans and escrow as a way of giving expert service to buyers and sellers. The difference is our approach is to build a real estate customer for life while the Normal Mortgage company charges more of a mark up of 2 to 3 points knowing they may never see them again, while we usually shoot for 1 to 2 points per loan. A huge savings for most borrowers!
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Buyers Contracts
The most important thing about the purchase contracts to remember is that they are as is contracts. Over the years, until this contract came out a year and ago, we had contracts that variously gave the buyers the ability to require sellers bring the property to a safe standard. This contract puts the responsibility on the buyers to make sure the property is to the standard they deem acceptable. If it is not, they can ask the seller to fix it. However, the seller has a right to say no and the buyers recourse is simply to back out. As is means what you see is what you get. This contract requires all contingencies be removed in writing. This creates an urgency to meet time deadlines for said contingencies to be removed. A seller must be more diligent to make sure the buyer is proceeding in the sale. The use of 24 hour notice to perform must be a regular tool we agents use to keep the transaction going. This contract allows the seller to cancel if the deadlines are not met and the close of escrow is not as per the contract. This contract allows the buyer to cancel for any reason within the (17 day) contingency removal period. It also mandates the use of Wood Destroying Pest Addendum if you want the clearance. It is the form you use to allocate costs and responsibilities. Other addendums apply for contingencies for sale, or purchase of another home by the parties. See the sample purchase contract attached. See our Policy of J & P Financial, Inc. It sets out our expectations and policies that assure real estate laws and good business practices are followed.

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TRANSACTION LISTING AND SELLING INFORMATION SHEET

(*)=Required its a MUST *SOURCE: _______________________________________ *We Represent:

_____Buyer _____Seller _____Both

________________________________________________________Zip: ________________ Property Type: ___________________ Address OUR EXPERT: ____________________________________________________ PHONE: _________________________________ AGENT ASSISTING DURING MY ABSENCE: _______________________________PHONE: _____________________________

*ACCEPTANCE DATE: _________________* SALES PRICES: ________________ *COMMISSION %: _______________ * CLOSE OF ESCROW: ________________

LISTING:
*LISTING AGENT: _________________________________________ *COMPANY: ___________________________________ *ADDRESS: ________________________________________________________________________________________________ * PHONE: __________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: __________________________________________________*FAX: ________________________________________ *MLS #___________________________________________ *APN#:__________________________________________________ *LISTING DATE: __________________________________ *EXP. DATE: ____________________________________________ *LISTING PRICE: __________________________________*YEAR BUILT: ___________________________________________ TRANSACTION COORDINATOR: ___________________________________________________________________________ *ADDRESS: ________________________________________________________________________________________________ *PHONE: ___________________________________________________*CELL PHONE__________________________________ *E-MAIL: __________________________________________________ *FAX: __________________________________________ *SELLER (S): ______________________________________________________________________________________________ *CONTACT ADDRESS: ______________________________________________________________________________________ *PHONE: ___________________________________________________*CELL PHONE__________________________________ *E-MAIL: __________________________________________________ *FAX: __________________________________________

SELLING:
SELLING AGENT: __________________________________________*COMPANY: ____________________________________ *ADDRESS: ________________________________________________________________________________________________ *PHONE: ___________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: ___________________________________________________*FAX: _________________________________________ TRANSACTION COORDINATOR: ____________________________________________________________________________ *ADDRESS: ________________________________________________________________________________________________ *PHONE: ___________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: ___________________________________________________*FAX: _________________________________________ *BUYER (S): _______________________________________________________________________________________________ *CONTACT ADDRESS: ______________________________________________________________________________________ *PHONE: ___________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: ___________________________________________________*FAX: _________________________________________

SERVICES:
*ESCROW: _____________________________________*ESCROW OFFICER: ________________________________________ *ADDRESS: ________________________________________________________________________________________________ *ESCROW #: _______________________________________*SCHEDULED COE: _____________________________________ *PHONE: ___________________________________________________ *CELL PHONE: _________________________________ *E-MAIL: ___________________________________________________*FAX: _________________________________________ TITLE: _____________________________________________*PHONE: ______________________________________________ *TITLE REP.: ________________________________________ *FAX: ________________________________________________ TITLE ORDER #: ____________________________________*E-MAIL: ______________________________________________
LENDER: ___________________________________________________ E-MAIL:__________________________________________________ ADDRESS: _____________________________________________________________________________________________________________ PROCESSOR: __________________________________________ PHONE: _________________________ FAX: _________________________ PEST INSPECTION CO: _________________________________________ ______ PHONE: ________________________________________ HOME WARRANTY: __________________________________________________ CONF #: _______________________________________ NATURAL HAZARD COMPANY: _______________________________________ ORDER #:______________________________________ HOMEOWNER ASSOCIATION: ________________________________________ PHONE: _______________________________________ CONTACT: ___________________________________________________________ MONTHLY FEE: _______________________________

REFERRAL FEE: _______________% COMPANY: _________________________________ ADDRESS: __________________________________ _____________________________________________

AGENT: _________________________________________________ PHONE & FAX: ___________________________________________ TAX ID: _________________________________________________ OR BROKER TAX ID #: ____________________________________

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POLICY OF J & P FINANCIAL, INC.

Sale, Listing and Property Management Contracts 1. All Contracts Must Include: (If co-op doesnt, then we need to counter offer to include) 2-page APA-11 SDAR Addendum to the Purchase Contract 5 page SAD-11 SDAR Sellers Additional Disclosure 1 page MD-11 SDAR Mold Disclosure Local Area Disclosures for San Diego County (SDAR) Property ID (or comparable) Disclosures Includes: CA Property Tax Acknowledgment Page CA Property Tax Disclosure Report Earthquake Hazard Report (pre 1960) Environmental Hazard Receipt Proposition U J & P Financial Addendum 2. Agents must fill out: Agents Visual Inspection Checklist, C.M.A. and Net Sheet. 3. Sellers must fill out (in addition to disclosures) Sellers Listing Checklist Condo/P.U.D. Information Sheet Statement of Facts

Policy: As soon as a Listing, Purchase, Property Management, or Lease Contract is created the agent is to transmit that contract with the appropriate information sheet to Dagmar Hammond, Administrator in the Escondido Office by faxing it to 760-738-1221. The Transaction Listing and Selling Information Sheet MUST be filled out completely and attached to any of the above transactions. To make it easy, just remember when you are faxing a contract to the other agent, your client, or to escrow just fax one to Dagmar also. Include the Agency Disclosure in each case. Dagmar will give the contracts to Joe or an authorized broker for review as required by law. As soon as possible be sure to transmit the contracts that are completed with the original signatures to Dagmar by putting them in her mailbox in the office you work from. When an unusual issue comes up and causes concern to you, or your client. Immediately contact Joe Cobb by phone or voice mail and let him know. If you get his voice mail, please leave a full message explaining all the issues so that he can respond to you by voicemail if he cannot reach you. Joe will want to have in his possession that contract and the document that is of concern and a written summary of the issues if possible. Joes Cell Phone: (858) 967-8801 or Administration Office (760) 738-9246. Always use the transmittal form in your listing or selling packet to send documents to agents and clients to keep track of their location. And, always write notes and letters to confirm or clarify all issues as they come up. We strongly urge you to use a carbonized memo form available at any
Revised on 11/28/06

stationers. Keep all of those notes and transmittals in the file. These should all be used in conjunction with a Communication Log, which should be in the file upon closing. Please instruct Escrow to send the Broker copies of the escrow instructions, closing documents, commission disbursements, and commission check to: Dagmar Hammond c/o J & P Financial, Inc. Administrative Offices at 1761 South Escondido Blvd., Escondido, CA 92025 Fax: (760) 738-1221. Dagmar will fax the commission instructions to Escrow when she has verified the amount. We pay directly from escrow when Dagmar has the file with all the original documents completed less the papers escrow will send with the check. This is to be in her possession and she is to verify its completeness before faxing the Commission Disbursement Authorization or issuing the Commission Check. On occasion, upon close of escrow, we have received an office file from our executives, which was either incomplete and/or not in proper order and not fastened with a fastener. A complete file is in order per our transaction check list, starting with copy of Earnest Deposit Check on the bottom of the file and the escrow closing statement should be the last document in the file on top. Unfortunately, our Administration Office does not have the time to complete, re-arrange or sort out your files, which are submitted to us at close of Escrow. A secretarial fee of $75.00 will be charged, if we have to complete or arrange your file. You have three choices at close of escrow: 1) submit a complete file per transaction check list and you will be paid immediately, 2) submit a complete file not in proper order and we will bill you $75.00 and payment will be delayed one day, or 3) Submit an incomplete file and you wait for the check until it is complete. (State Law requires a complete file) All original files must be in the Escondido Office. Administrator: Dagmar Hammond (760) 738-9246 I understand and agree to abide by the above:

__________________________________________________________________________________ Agent or Broker Associate Date J & P Financial, Inc. Administrative Offices: 1761 S. Escondido Blvd. Escondido, CA 92025 Office: (760) 738-9246 Fax: (760) 738-1221

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J & P FINANCIAL, INC. ADDENDUM

REAL ESTATE DISCLOSURES AND ADDENDUM TO REAL ESTATE PURCHASE AGREEMENT
For the purchase of the property located at____________________________________________Dated___________________

This advisory consists of disclosures and disclaimers. It is not intended to alarm you or to limit our legitimate duty as agents to you, but it does point out some limitations on our liability and is intended to educate you and to inform everyone involved that in purchasing or selling something as valuable as Real Estate, you have responsibility to yourself to take special precautions to investigate and to rely on appropriate experts not on Agents, Brokers, or Sellers, when you have questions, doubts or concerns about the condition of the home, tax, legal, or other issues.
1. ACCESS OR RIGHT OF WAY: If ingress and egress to the property is via an easement, which crosses one or more third partys property, Buyer(s) is advised to investigate the legal ramifications of the easement (Easements may or may not be recorded). Unrecorded (Prescriptive) easements, and the rights of parties involved in the use of said easement, should be reviewed with the attorney of the Buyers choice. PRIVATE ROADS: If the property is accessed or affected by a private road, which is shared with one or more other properties, then Buyer(s) needs to determine, and seller needs to disclose, the existence of any private road maintenance agreement. If no such agreement exists, Civil Code 845c provides that The costs shall be shared proportionally to the use made of the easement by each owner. Buyer(s) should contact City/County officials and/or their attorney to evaluate their potential responsibilities. 2. BUILDING CODES: buyer(s) understands that the construction and use of the structures may not conform to current Building Codes and is advised to contact the appropriate Planning, Building and/or Environmental Health Departments and any other public agency of the jurisdiction in which the property lies, to satisfy themselves as to consequences of purchasing the subject property. Uses may be legal, Non-conforming or illegal non-conforming uses. The consequences of this could be that if the improvements on the property are destroyed, the governing agencies my not allow reconstruction in the same configuration as presently exists. Another possible consequence of lack of proper permits or zoning could be difficulty in financing the property. SECOND UNITS: The construction and use of additional dwelling units, including in law or Granny units, may be unlawful. Buyer should verify the legality of any existing or planned second units with the local planning and building departments under Civil Code Section 2079.3 Brokers do not have a duty to inspect public records or permits concerning the size, title or the use of the property. In some areas zoning restrictions exist prohibiting building second or Granny units. The buyer acknowledges and understands that for confirmation of both present and future uses, it is necessary to consult with the mentioned public agencies. BUILDING PERMITS, MODIFICATIONS AND USE RESTRICTIONS: homeowners often may have made changes without permits according to government regulation and restrictions. Non-complying items generally may be required by government agencies to be modified or removed. Some noncomplying items may be dangerous until corrected. Existing uses of the property may or may not be consistent with public or private restrictions. Buyer(s) should consult their insurer and insurance broker regarding proper coverage to insure for reconstruction at future costs and to applicable building codes. Buyer(s) should never assume that they can get waivers of private or government restrictions or that such restrictions will prohibit neighbors from altering their properties in a manner the Buyer(s) finds undesirable. Buyer(s) should consult inspection experts, architects, attorneys and/or government officials regarding these matters. Information is available through appropriate

governmental agencies and private information providers. Brokers and their agents are not qualified by their license to review, or interpret any such information.

Buyers Initials (

Sellers Initials (

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3. SUBSTANDARD PARCEL DISCLOSURE PRE-EXISTING NON-CONFORMING: If the property you are purchasing is smaller than current San Diego County standards for a building site serviced by domestic water well and septic sewage disposal system it could be considered pre-existing non-conforming, which means the standards have changed since the property was originally subdivided and approved for construction. 4. SEWAGE DISPOSAL SYSTEM (SEPTIC SYSTEM): The property may not be connected to a sewer system. Wasted water disposal is by a septic system located on or near the property. Buyer(s) are advised to have a septic system inspected by a qualified Sanitary Engineer to determine adequacy for Buyer(s) intended present and future use. NO warranty is made by the Seller(s), Brokers, or the Agents in this transaction, regarding the condition of the septic system. The Buyer(s) understand that in the event of destruction or failure of improvements, governing agencies may not permit reconstruction of the same size and type of improvements that presently exists. Buyer(s) should also determine if issuance of a county permit for repair or replacement of the septic system improvements is possible under present code. Governing entities often times require periodic inspections to monitor a Non-standard septic system and may charge a fee for doing so. In some instances the property you are purchasing is smaller than current standards for a building site serviced by a septic sewage disposal system it could be considered Pre-existing non-conforming, which means the standards have changed since the property was originally subdivided and approved for construction. In the event that the existing septic sewage disposal system were to fail, it is important to you that there is adequate room to repair and/or expand the leach field. You are advised to consult the Environmental Health Department or a qualified Sanitary Engineer of your choice, to determine the ability to repair or expand the septic sewage disposal system in the event of failure. PRIVATE WASTE DISPOSAL SYSTEM: If the property is serviced by a private waste disposal system (the System), it is strongly recommended that a qualified professional be retained to inspect the system. Buyer(s) is aware that the Broker has no expertise regarding its condition, capacity or future expansion, nor whether the System is adequate for use by Buyer(s). Buyer(s) is aware that any changes in the use of the System may adversely affect its efficiency. 5. WELL AND WATER SYSTEM: the property may be served by a water well or community water system. In the event that water is supplied to the property by and means other than a utility company, the Buyer(s) is encouraged to obtain an inspection of the well and/or water system for soundness and quality of water by a Licensed Professional and to obtain a chemical analysis of the water for quality, adequacy and performance of well system components, since water well capacity may change at any time. Buyer(s) is advised to consult with a Licensed Professional as to their intended use for the property and perform and extended well capacity test to meet their needs. Any test is only valid on the date of that test; there are no guarantees as to the duration of any well. Buyer(s) is advised to consult Environmental Health Departments and other agencies to determine if this property is in a water scarce area. 6. HAZARDOUS MATERIAL: Should Buyer(s) grant Seller(s) permission to leave hazardous materials on the property at close of escrow, Buyer hereby assumes any and all responsibility and/or liability for the proper disposal of these materials. Further, Buyer(s) agrees to indemnify, defend, protect and hold cooperating brokers, J & P FINANCIAL, INC., dba REALTY EXPERTS, and its Agents, employees, subsidiaries, parent corporation and independent contractors harmless for and against any and all liabilities, costs (including attorney fees and costs incurred in enforcing this indemnity provision), expenses, damages, loses, and claims arising from, out of or in connection with any damage to property, injury to persons, and/or other liability in any manner connected with hazardous materials at the Property. 7. TENANT IN POSSESSION: If, despite a contractual obligation to deliver the subject property vacant at close of escrow, a tenant remains in possession of the property at close of escrow, Buyer, at Buyers sole option, shall have the right to (1) Close escrow with the tenant in possession; (2) Cancel the agreement and any escrow related thereto; or (3) Extend the escrow, day to day, at Buyers option, until Buyer decides to exercise either option 1 or 2 above.

Buyers Initials (

Sellers Initials (

8. WALK THROUGH INSPECTION: Prior to the close of escrow, Mr. / Mrs. Buyer have the right to a walk through inspection. This inspection is usually conducted during the last week of the escrow period. The purpose of this inspection is to see if the property is in approximately the same condition as it was on the day the contract to
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purchase was signed. Another purpose of the inspection is to determine if the repairs and/or clean up work, agreed to in the contract, has been accomplished. If these contractually agreed upon items have not been accomplished, arrangements can be made to ensure that they will. This can be done during the remaining days prior to close of escrow, or funds can be held in escrow to ensure the task(s) are completed. J & P FINANCIAL, INC., dba REALTY EXPERTS encourages every buyer to attend the walk through inspection, as it is their last opportunity to see for themselves the status of the above-mentioned items. In spite of the recommendations of J & P FINANCIAL, INC., dba REALTY EXPERTS and its agents to attend the Walk through Inspection, Buyer(s) may decide NOT to participate. By signing below, the buyers acknowledge that they have been given a choice to accept or decline this opportunity. 9. BUYERS SUBSEQUENT PURCHASE: In the event this transaction is not concluded and within twelve (12) months following the date of this offer Buyer or any related person, acting directly or indirectly, executes an agreement to acquire the Property or any interest in the Property from Seller or Sellers successors-in-interest, Buyer hereby agrees to pay to Broker the commission specified in the herein appurtenant Commission Agreement. For purposes of this Agreement, (a) related person includes any person related by blood, marriage, or business relationship, and any entity which controls or is controlled by Buyer or any related person, excluding Brokers herein, and (b) successor-in-interest includes, without limitation, any person or entity which acquires the Property from Seller, whether through voluntary or involuntary transfer, including foreclosure, or by operation of law. 10. CONTROLLED BUSINESS ARRANGEMENT DISCLOSURE: Buyer(s), Borrower(s), and Seller(s) are

aware that: J & P FINANCIAL, INC. is doing business as REALTY EXPERTS and J & P FINANCIAL, Inc. Escrow Department, and J & P FINANCIAL, Inc. Mortgage Department and REALTY
EXPERTS and its agents may receive all or part of the Lender Fees disclosed in detail on the HUD 1 Settlement Statement, Good Faith Estimate of Closing Costs, and California Disclosure. All parties are aware that they ARE NOT obligated to use our Escrow or accept a mortgage loan from the above-mentioned entities as a condition of your purchase through REALTY EXPERTS. Buyers and Sellers are aware the owners of J & P Financial Inc.,

also have a financial interest in ADVANTAGE TITLE COMPANY & ESCROW.

11. DOCUMENTATION COMPLIANCE FEE: Buyer and Seller acknowledge that Federal, State and/or Local government agencies require evidence of compliance with certain regulated disclosures and/or statements in conjunction with the transfer of real property. These documentation requirements include, but are not limited to, compliance with the Foreign Investment in Real Property Tax Act (FIRPTA), California Out of State Seller Withholding Affidavit, Local Government Property Report, Smoke Detector and Water Heater Compliance Statements, Retrofit Compliance Certification, Real Estate Transfer Disclosure Statement, Natural Hazards Disclosure Statement, Lead- Based Paint Disclosures, Earthquake Safety Disclosure, and Environmental Hazards Disclosures.

Buyer and/or Seller, if represented by Realty Experts, in consideration of Realty Experts assistance in the preparation and handling of the required compliance documents agree to pay Realty Experts through escrow the sum of $350.00, representing a documentation compliance fee. Said sum shall be payable to Realty Experts only upon the closing of the transaction contemplated by this Agreement. Buyer and/or Seller also acknowledge that in addition to the above fee, third party information providers and/or government agencies may require additional fees and costs.
12. 1031 EXCHANGE PROPERTIES: There is considerable Tax consequence of selling a home that has been exchanged according to section 1031 rules and converted to a primary residence. If this purchase and/or sale is subject to a 1031 exchange or this property was purchased through 1031 exchange and converted to personal residence, parties are strongly advised to seek their own legal and tax advice to review all contracts to assure their expectations are met. Buyers Initials ( ) ( ) Sellers Initials ( ) ( )

THE UNDERSIGNED BUYER (S) AND SELLER (S) ACKNOWLEDGE BY THEIR SIGNATURES BELOW THAT THE HAVE READ AND UNDERSTAND THESE DISCLOSURES AND THAT THEY ARE RELYING UPON THEIR
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OWN INDEPENDENT INVESTIGATION AND CONSIDERATION REGARDING ALL MATTERS AND NOT UPON ANY REPRESENTATION BY SELLER OR REAL ESTATE AGENTS OR BROKERS. ASSOCIATE LICENSEE (S) AND BROKER (S) SHALL NOT HAVE THE DUTY OR RESPONSIBILITY TO PERFORM THE FOLLOWING: 1. DECIDE THE PURCHASE PRICE OF THE SUBJECT PROPERTY. 2. GUARANTEE THE CONDITION OF THE SUBJECT PROPERTY. 3. HAVE RESPONSIBILITY OR LIABILITY FOR DEFECTS THAT ARE NOT KNOWN TO ASSOCIATE LICENSEE OR BROKER AND ARE NOT OBSERVABLE BY A REASONABLY DILIGENT VISUAL INSPECTION OF ACCESSIBLE AREAS OF THE SUBJECT PROPERTY. 4. VERIFY, INSPECT, GUARANTEE OR WARRANT THE REPAIRS PERFORMED BY OR AT THE INSTRUCTION OF SELLER OR BUYER. 5. IDENTIFY PROPERTY BOUNDARY LINES TO VERIFY LOT SIZE OR SQUARE FOOTAGE. 6. VERIFY INSPECTION REPORTS AND REPRESENTATIONS MADE BY OTHERS, INCLUDING, BUT NOT LIMITED TO, TERMITE OR PEST CONTROL INSPECTIORS OR THEIR CLEARANCE, CONTRACTORS, HOME INSPECTORS, SOILS OR OTHER ENGINEERS AND ANY OTHER INSPECTIONS OR REPRESENTATIONS MADE BY OTHERS CONCERNING THE CONDITION OF THE SUBJECT PROPERTY. 7. PROVIDE LEGAL OR TAX ADVICE. 8. INSPECTIONS OF AREAS OFF THE SITE OF THE SUBJECT PROPERTY. 9. OBTAIN, REVIEW OR VERIFY PERMITS. 10. INSPECT PUBLIC RECORDS CONCERNING THE TITLE, SIZE, OR USE OF THE SUBJECT PROPERTY. 11. INVESTIGATE OR ADVISE ON SOIL STABILITY, GEOLOGIC CONDITIONS, DRAINAGE, HAZARDOUS SUBSTANCES, STRUCTURAL CONDITIONS OF IMPROVEMENTS, OR THE CONDITION OF THE ROOF, HEATING, AIR CONDITIONING, PLUMBING, ELECTRICAL, WELL, SEWER, SEPTIC SYSTEM, WASTE DISPOSAL OR ANY OTHER SYSTEMS. 12. PROVIDE ANY ADVICE OR INFORMATION THAT EXCEEDS THE KNOWLEDGE, EDUCATION, OR EXPERIENCE REQUIRED TO OBTAIN A REAL ESTATE LICENSE. I/ WE HAVE READ THIS ADDENDUM AND UNDERSTAND ITS CONTENTS. I/ WE ACKNOWLEDGE RECEIPT OF A COPY OF THIS ADDENDUM AND HAVE RECEIVED A COPY OF THIS ADDENDUM.

Buyer:

Date:

Buyer:

Date:

Seller:

Date:

Seller:

Date:
Administrative Office 1761 So. Escondido Blvd. Escondido, CA 92025 Office: (760) 738-9246 Fax: (760) 738-1221

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NEGOTIATING THE PURCHASE for the BUYER: 1) I LOVE WALKING INTO A SELLERS HOUSE TO PRESENT AN OFFER AND LETTING THEM KNOW IF THIS DOESNT WORK WE WILL BE OFFERING ON SUCH AND SUCH HOME. (KIND OF GIVES THEM AN INCENTIVE TO TAKE THE OFFER SERIOUSLY) That is why we make sure the buyer picks their top 3 choices each time they see a home. They will know they could be happy with either of those 3 but prefer their #1 over #2 and #3. Their mindset is to buy one of them but focus on one at a time. 2) Try always to present the offer in person. You have the right to do this according to our MLS rules. Prepare in detail the presentation. Know everything you can find out about the motivation and the terms the sellers will want or insist on. (If you know they must move in 60 days you will want to write the offer with a 60 day escrow) Look at everything they may want to counter and be prepared to respond to their concerns. You always want to seek a win win for both buyers and sellers. 3) Know also everything you can about the CMA for that property in the same way you would if you were going on a listing presentation. Usually you will have seen the competing properties so you can share with them how their property compares. The price challenge is the same also. 4) Know why your buyers like it. Tell the sellers what the buyers like about the property that made them want it over their #2 choice but emphasize if they cant buy this home they will put an offer on the second one. The sellers need to feel like the buyers do want the home. But, at the right price and terms. 5) Remind the sellers they sought a buyer for the last (number of days on the market) and it may take as long or longer to find another buyer. A bird in the hand is worth two in the bush. Also, that time wait for another buyer will cost the amount of hard cash related to the cost of the PITI while you wait in addition to the uncertainty of whether it will sell or not. 6) If they accept the offer or seek to counter reasonably they will know for sure this whole process of selling (making beds, keeping the house and kids toys in order, being invaded at odd inconvenient times) is coming to an end. And, they can get to where they want to go at the time they want.

The key to a successful contract and escrow is the motivation of both parties to accomplish the purchase and sale on the Terms agreed upon: Win-Win
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FULFILLING THE CONTRACT

1) THE KEY TO THE CLOSE IS TO KNOW ABSOLUTELY THE MOTIVATION OF ALL PARTIES THAT CAUSED THEM TO SIGN THE CONTRACT. YOU WILL HAVE TO REMIND THEM IF IT IS A NORMAL ESCROW!!!!! 2) SIGNING THE PURCHASE AGREEMENT IS LIKE THE FIRST STEP OF A PREGNANCY!! ALONG THE WAY THERE WILL BE STRETCHING AND STRAIN, WONDERING AND WORRY, THE POSIBILITY OF AN UNWANTED TERMINATION (17 DAY REMOVAL OF CONTINGENCIES), PREPARATION (LOAN AND MOVING ISSUES), ANTICIPATION AND PAIN (THE FINALIZATION OF THE LOAN AND THE DELIVERY (COMPLETION OF THE ESCROW) AND FINALLY THE ENJOYMENT OF THE RESULTS AND UNPACKING: GOAL ACCOMPLISHED!!!! 3) CONSIDER THESE QUESTIONS: 1) DO YOU LIKE TO MOVE? 2) DO YOU LIKE TO PACK AND UNPACK? 3) DO YOU LIKE TRUSTING A MOVING COMPANY TO MOVE? 4) DO YOU LIKE LEAVING YOUR FRIENDS AND NEIGHBORS? 5) DO YOU LIKE FIXING UP AND CLEANING ANOTHER HOME AFTER YOU ALREADY DID IT FOR THE ONE YOU ARE MOVING FROM? 6) IF YOU REALLY DIDNT WANT TO MOVE OUT OF SAN DIEGO WOULD YOU BE HAPPY? 7) IF THE WIFE DIDNT WANT TO MOVE AND ANOTHER STRANGE WOMAN IS COMING INTO HER HOME SHE DECORATED AND LOVED TALKING ABOUT REDOING EVERYTHING WOULD SHE BE HAPPY OR EASY TO DEAL WITH? 8) THE LIST GOES ON!!!!!!!!

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4) ALWAYS KNOW ALL OF THE PARTIES IN THE TRANSACTION ARE UNDER STRESS. YOU MUST BE THE CALM, KIND, AND OBJECTIVE PERSON WHO WILL MAKE IT HAPPEN. 5) IF YOU SEE EMOTIONS GETTING OUT OF HAND, INCLUDING YOUR OWN, CALL JOE IMMEDIATELY!!!! 6) THE OTHER AGENT MAY BE DESPARATE FOR A COMMISSION OR BEING TREATED RUDELY BY HIS/HER CLIENT. (YOU DONT KNOW) JOE WILL HELP FOR SURE. 7) ONE OF THE MOST STRESSFULL THINGS YOU CAN DO IS MOVE! SO, IN A NUTSHELL, YOU HAVE AT LEAST 5 PEOPLE YOU HAVE TO DEAL WITH WHO ARE UNDER EXTREME STRESS!! TWO COUPLES AND THE OTHER AGENT. NOW, CONSIDER THAT OFTEN THERE IS ONE OF THE SELLERS OR BUYERS WHO REALLY MAY NOT WANT TO MOVE. THEY MAY HAVE TO FOLLOW A SPOUSE TO THEIR NEW JOB IN A LESS DESIREABLE PLACE TO LIVE IF THEY ARE THE SELLERS. LIKEWISE YOUR BUYERS MAY BE SIGNING LOAN DOCS FOR WAY MORE THAN THEIR BRAIN CAN FATHOM! AND ONE OF THEM MAY NOT HAVE WANTED TO MOVE TOO! 8) ALWAYS CALL JOE ON HIS CELL PHONE 858 967-8801 IF YOU SEE A PROBLEM DEVELOPING OR YOU NEED EXPERT HELP. In the event he does not answer, ALWAYS LEAVE A FULL MESSAGE OUTLINING THE WHOLE SITUATION SO HE CAN CALL BACK AND LEAVE A RESPONSE ON YOUR VOICEMAIL IF HE CANNOT REACH YOU. IF IT IS EXTREMELY TIME SENSITIVE LEAVE THE ABOVE MESSAGE AND CALL PAULA ON HER CELL 858 967-8800. LEAVE A FULL MESSAGE AND THEN CALL DAGMAR AT THE OFFICE 760 738-9246. She will be there 5 days a week.

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9) IT IS IMPORTANT TO ALWAYS PICK ESCROW, TITLE, MORTGAGE, HOME WARRANTY, NATURAL HAZARD, HOME INSPECTORS, AND TERMITE PEOPLE YOU HAVE CONFIDENCE IN WHEN YOU WRITE THE OFFER. THEY ALL SHOULD BE YOUR ASSISTANTS WITH THE MUTUAL GOAL OF COMPLETING YOUR CONTRACT AND ESCROW IN THE MOST EFFICIENT AND COOPERATIVE WAY. THINK OF ITAS A TEAM OF PEOPLE WHO HAVE THE SAME GOAL. THE OTHER AGENT HAS AN INCENTIVE TO CLOSE JUST LIKE YOU DO. USE THIS KNOWLEDGE TO YOUR BENEFIT. ALL OF THIS SHOWS HOW IMPORTANT IT IS TO USE OUR IN-HOUSE SERVICES WHICH ARE THERE FOR YOUR CONVENIENCE AND TO BEST SERVE YOUR CLIENT.

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LOANS OUR EXPERT ADVANTAGE

We close escrows because loans fund. And on time! Experts know and remember one important fact: Almost all Real Estate Transactions involve mortgages and the job of the Expert Listing Agent and the Selling Agent is to make sure the loan is qualified and is funded on time. Translated: A Realty Expert knows the job of the listing agent and selling agent is to make sure the buyers loan is good. That means a major concern of the expert is to know for sure the buyers qualify for the loan on the contract. Too many listing agents and selling agents rely on the appointed loan officer to give them information which often is not completely truthful. Therefore they are relying on someone they usually do not know to be competent and completely accurate and timely in their job. No, the expert relies on his/her own knowledge of the loan process and basic facts: 1) Fact is the Loan Approval, or Loan Pre approval, let alone the old Loan Prequalification letters are often made up by a mortgage company to get by the beginning contract process as the lender looks for a loan. 2) The only way you can know if the loan is good is to have the authority to ask the questions: What is the fico score? What is the debt to income ratio? What are the conditions for loan approval? Are they doable? What is the interest rate they are approved for? ARM? 100%? Fixed Rate? How soon, realistically, can it be approved? Docs ordered? Funded? What are the pre Doc conditions? Pre Funding conditions? Pre Recording conditions? (That is why we require signatures on the form Authorization to Receive and Convey Information from both buyer and sellers in a transaction) Consider how easy it would be to ask all of the right questions if the loans were done by our Loan Department? That is why we want you to be the loan originator so you will intimately know the condition of your buyer directly from the application and credit report! 3) It is the responsibility of the Listing Expert (And the Selling Expert, but I am emphasizing the Listing here because so few agents get this point) to make sure the Loan is good so the close of escrow happens as represented by: 1) Setting a time limit for removal of loan contingency. 2) Knowing what stage the loan process is in at all times during the escrow by speaking to the loan processor, escrow officer and lender asking appropriate questions.
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3) Knowing and being involved in the appraisal process. Having a detailed knowledge of the Competitive Market Analysis for your listing. Finding out what properties in escrow have sold for, etc. 4) Watching the process as the last few weeks of the contract approach and projecting the actual time each remaining step of the loan may take to make sure the close is on time. 5) Knowing options. Buyers have lots of loan options. An Expert knows about the options enough to ask loan officers the applicability of any of those options when needed in a transaction. Just know that the options include No Down, Low Start Rate Loans, Fixed Rate 30 to 50 Year Loans, Interest Only Loans Up To 10 Years, and fabulous first time home buyer programs that apply to people making almost $100,000 a year! Know if your clients qualify for these!

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40 Real Estate Objections Handled

1. If I list my home with you and buy my next home from you, will you cut your commission? (You are the boss of your company on this and you could decide to do this.) If not: You bow, I can appreciate that, and I want to be up front with you and say NO, I will not cut my commissions, and for one very simple reason. As a professional my time has a certain value and I only work with people, like yourself, that realize the value of my service consider this If an agent is willing to cut his or her commission, just like that, how well do you think they will hold up when it comes to negotiating the best possible price for your home? I want to demonstrate, up front, how tough I am going to be for you therefore, cutting my commission is not an option does that make sense? 2. I have to keep my promise to the agent from which I originally bought the home. Thats great, I can appreciate your loyalty and that is a quality that I respect in people so, Im curious, considering marketing your biggest asset is important let me ask you this Has there ever been a time when you decided to buy something or do something and a friend said, Hey, no problem. When you need help, I can do it and in the end, because you didnt check around to compare price and services, you really didnt get what you wanted?... Have you ever been there before? (YES) Well, I think you might find that this time may be just like that time, and with that in mind, Im sure you can see the importance of having me over to give you a second opinion that wouldnt hurt anything, would it? 3. I have seen this marketing plan from many different agents ... what makes yours different? Id level shift You know what? Youre right! There are a certain number of things any agent can do to get a home sold but the difference is the key. You have me personally working to get your home sold following a system I know that works in an expert way. My Mission Statement is
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my standard which means I do the process very differently than others. and I think the final decision is not only based on what I do differently I think the real issue is how you feel about the agent representing you so tell me, what qualities are you looking for in an agent? Did you see how I shifted from What do you do different, to What qualities are you looking for? Top Agent Alternative: My results! 4. Why is your price so much lower than the other agents that we have talked to? I mean, they have comps that show higher prices than yours. Its kind of confusing isnt it? I mean, you might interview four agents and you get four different pricesright? (Yes, why is that?) You are probably thinking, why did this person come in with such a low price? Doesnt he or she want to get our listing? Well, my answer is Yes and No. You see, there is a very big difference in the way that I operate and the way that most agents operate. Some agents might manipulate the computer to show figures that they think you want to hear. As a Realty Expert I use the same process an appraiser uses to find comparables. It gives you the most accurate information. Would you like to see that process? Unfortunately, some agents dont do much or get much business. Getting your listing makes them feel like they are accomplishing something Whereas, I, on the other hand, I dont just take listings. I take sales Do you want to know why I say that? (Sure) I tell nice people like you the truth. Did you know that only _____% of the homes that are listed for sale actually sell? Lets look again at your zip code______(area, or neighborhood)

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Top Agent Alternative: My comps show the price I have indicated. I will take the listing if you will agree and sign an acknowledgment form tonight that you will reduce the listing to my price in 30 days. I would rather see you turn down 10 offers than never get one. Top Agent Alternative: They emphasize listed prices. All I am concerned with is what is sold and has closed escrow. You wouldnt want to base your price on erroneous information, would you? Top Agent Alternative: There are two places you can price your home ... you can list it where it sits or you can list it where it sells. Which is better for you? 5. Ill sell my home when the values go up! If a prospect has no reason to sell their house then that is a condition. You cant overcome conditions. 6. How much advertising will you do, because I want a lot of advertising? I hear you say that advertising is a concern... are you familiar with the difference between passive and active marketing? (No?) Passive marketing is basically sitting around with your fingers crossed waiting for a buyer to show up and buy your home Passive marketing is holding open houses, sending out flyers and advertising in the newspaper You see, these methods are passive and you cant predict if they will work or not. Yet, agents that dont want to work at getting your home sold will insist that they have sold many homes this way and do you know why? I agree, you can get a home sold that way but, you cant guarantee it. Do you understand what I mean by passive? Basically sitting around waiting to get your home sold.
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Active marketing on the other hand is much more aggressive and very predictable. I will be on the phone every single day and call 10, 25, 50 even 100 people asking them if they would like to buy your home, if they know someone who would like to buy your home, or, if they would like to sell their house Do you know why I ask them if they would like me to sell their house? (Why) You see, the more signs I have out in the community, the more buyers that will call on those signs. The more buyer calls I get, the more people I can show your house to Now, which way, passive or active, do you think gets more homes sold? Would you like me to spend all my time and effort doing what is proven to get your home sold or would you like me to sit around with my fingers crossed hoping a buyer happens to call? Top Agent Alternative: I advertise to the brokerage community; it has the qualified buyers for which we are looking. (Passive vs. active, etc.) 7. Youre too busy, you have so many listings, we want someone who can give us the attention we deserve. Id level shift this one, Id say I can appreciate that and you probably havent had a chance to think about the advantage I have over my fellow agents in town You see, the more listings I have, the more signs I have on the street. The more signs I have on the street, the more calls I get from buyers .., and, of course, most of those buyers dont buy the house they call about and many of them will very interested in your house. Can you see the advantage of listing with an agent that has 20-30 signs on the street working for you? Top Agent Alternative:
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Its funny you should say that Benjamin Franklin said, If you need something done, ask a busy person. 8. I want to find a house before I put mine on the market. I agree, finding your new home is important and the unfortunate thing is it may take as long as three months for your home to sell. Then it will take another two months to get all of the paperwork done and, by that time, any home that you would have found would already be sold. Lets get the listing agreement signed right now and get to work on getting your home sold tonight, so you dont have to wait any longer than is necessary to get moved into your new home sound good? Top Agent Alternative: I understand your concern about your new home. Ive brought you a list of current listings that fit your need. Check these out and we will start looking. Once this house goes under contract, we will put a contract on your #1 choice - Close both homes the same day - One move for you! You are in good hands. I will take care of you. Top Agent Alternative: Terrific! Have you seen a home or are you ready to make an offer on one? (No) Great, let me go ahead and schedule a time with my lender and buyer/showing agent. They can handle that for you. Lets go ahead and write up the contract now. 9. You dont handle homes in our price range. Id level shift Youre right, I dont sell a lot of homes in your price range and thats exactly why Im here tonight I usually sell homes in lower price ranges and what I find is after I sell my clients home, a great many of them move up to your price range. Therefore, it only makes sense that the next logical step for me is to start to sell your price range as well, considering I already have a relationship with many of the buyers that will be interested in your home does that make
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sense?

10.

I need to net this amount in order to move. I have to be at my new job in 90 days, but I cant afford to buy a new home if I take a loss. I can appreciate the position that you are in. Many people in our area are in the same position and you know Im curious. Has there ever been a time when you knew you were going to have to make a sacrifice? I mean, you knew it was going to be tough and in the end, after analyzing all of your options, you realized that there was only one thing to do put your head down, grit your teeth and go for it But you found that in the end, it all worked out. You made it through the tough times and life went on, maybe even better than before Have you ever been there before? (Well, yes) This time is just like that time as you can see, the competitive market analysis shows that there is no way anyone is going to give you what you need to make this move My question is this. Is it more important to get out from under this house, take the new job and work through the tough times or are you in a position to keep making mortgage payments on this house for a couple of years until property values go back up? Help your prospects to see that they have probably been in tough places before and made it through and his time is no different.

11.

If I have to sell at that price, then I will sell it myself. I can appreciate your frustration with the market place and I was wondering, what specifically causes you to believe that you can sell this home yourself, when less than _____% of the homes listed for sale with Real Estate Agents are selling? (I dont know but, I cant afford to sell at that price) Ah-ha! The real objection comes out! Now dig more, find out the true motivation and handle the objection the way 1 have already taught you.

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Top Agent Alternative: No matter what you ask for, the homeowners are trying to save money by selling their homes themselves. I can create more competition through the brokerage community. Heres a derivative of the same one

12.

If we have to sell that low we will sell it ourselves and pay 3% to the agent that sells it. I completely understand your point of view Mr. and Mrs. Seller and it sounds like you havent been involved in this kind of transaction in a while can I tell you why? (Sure!) Agents work with buyers because it is easy. You show the house, the agent writes an offer, and the agent on the listing side handles the next three months of legal paperwork trying to get the deal closed does that make sense? (Yes) If you list it for sale yourself, who will follow up with the three months worth of legal paperwork you? If so, what agent will want to risk the fact that you have never done it before? Let me ask you this ... if you were an agent, would you rather show homes that were listed with professional agents that worked to get deals closed? Would you rather show a home and keep your fingers crossed, hoping that you dont get sued by the buyers because some legal aspect was overlooked by the homeowners and the transaction didnt get done which would you rather do? Do you see my point? (Yes) Your idea sounds valid. It just doesnt fit into todays lawsuit-happy reality.. Im sorry Are there any other questions I can answer before you sign the listing agreement? Top Agent Alternative: That may sound good, but then nobody is pushing your property. If nobody pushes it, nobody shows it. If nobody shows it, then I guess it wont sell.

13.

We dont want to list at a price that will get it sold in one week.

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First of all, why would you tell them that it was going to sell in a week, unless they told you they needed to be gone in a week? The only reason you would get that objection is if you were getting overly egotistical and ambitious and bragging .., Ill sell you home in a week It is more important to listen to when they want to be gone and tell them that your price will get them there on time and maybe even a week or two sooner! You created that objection yourself, so Im not going to handle it. Top Agent Alternative: Id rather turn down 10 offers than never get one Ill work with you to get the right price for your home. What about this one 14. We can always come down in price later. Youre right, unfortunately here is what happens when you have that approach:.. when we come out of the shoot with our home overpriced all the agents that show properties will instantly write you off as non-motivated sellers can I explain what that means from an agents perspective? (Sure) The higher a price is on a property, the less a seller needs to sell it at least thats what the agents believe purely from their past experience Now, a non-motivated seller means that even if you come down in price later, two things will happen. Most agents wont even realize your home has been reduced. Now, you might say, cant we send them a flyer telling them that its been reduced? Yes, we could send everyone a flyer telling them that the price has been reduced, but agents get 500 flyers a week and there is a good chance it will go unnoticed. If they see that you had the home priced real high in the beginning, that will tell them that you were kind of unrealistic when we listed the property. Meaning that you didnt believe that what I
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was saying was true all agents interpret this as trouble when it comes to getting the deal closed. Do you understand why? If we price it to sell right from the beginning, our odds of getting agents to show it is much higher. Top Agent Alternative: Often buyers who want to live in this neighborhood are waiting for homes to be listed they want to buy Those buyers are your most motivated buyers.but if your home is listed too high they may be scared away..and. By the time you lower your price, the buyer for your home will have bought another. Do you want to lose that buyer? 15. We arent quite ready yet, we need to finish a couple of projects around the house before we put it on the market. 1 would say I agree that making sure the house is up to par is important.. .Why dont we complete the paperwork now and while you are doing your projects Ill get the flyer done and paperwork processed so when you are ready I will be ready too! Well show it when it is ready. How much money will you spend on those? Lets get together and I will give you my professional opinion what will help sell without spending more money than necessary. And. save you the time and money, does that sound good? We can kill two birds with one stoneand get the paperwork going too. 16. Will you cut your commissions? Other agents will. You know, youre right, there are a lot of desperate agents, especially in this market, and Im a little concerned can I tell you why? (Yes) Do you own anything more valuable than this home? (No) Could you say that it is your most valuable possession? (Yes) If an agent is so desperate that they are willing to broadcast the fact that they dont think they have any value as a Realtor, then Im confused.
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Is that the type of person you want sitting across from the negotiating table trying to negotiate you a better price? We are talking about a person who has already admitted that he or she doesnt even see the value they should bring to the table . It takes a lot of time, effort and knowledge to sell a home today Is that the type of person you want to represent you in the most valuable transaction of your life? (No)

Heres one for the top producers, I have to say something before I give it to you. The more conviction you have the less you will get objections like this. In fact, this objection is purely a function of a weak presentation if you sound hesitant your prospect will begin looking for ways to exploit your weakness. I would interpret this objection as your prospect telling you I dont think you have any value so you need to reduce your commission. Top Agent Alternative: They may feel they are worthless. If they will reduce their price at the listing table, what will they do at the negotiating table? I will be firm and professional on both my fee and your price, particularly at the negotiating table. Top Agent Alternative: Commissions arent negotiable with agents that sell homes daily. They are only negotiable with realtors who dont believe in the services that they offer. Now you told me you had to be gone in 90 days, right? You need a strong service agent that sells home, right? Here it is 17. It seems like 6% should be enough to cover your expenses without paying an additional $350 transaction fee. I would level shift from money to peace of mind Id say
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I hear your concern that you do not want to waste your money. I have found by having our transaction coordinator watching over my escrows I have a person you can rely on to make sure we are in complete compliance with the forms, disclosures, laws and the contract. ..Its really the peace of mind you will experience when you use my service Unfortunately, most agents dont run their business like a business. That means they dont have all the support necessary to guarantee your home will sell and what is even more important than that is having staff necessary to get the deal closed. Did you know that only_____% of the homes listed for sale actually sell? (No) Well, even worse is this, did you know that only _____% of the homes that get offers actually end up closing? (No) The reason you are going to pay me more is simple. Every house I list for sale sells, and my staff gets them closed so you walk away with a nice big check in your hand I mean, thats what you want isnt it? Top Agent Alternative: I have a Document Compliance Specialist who does nothing but track your transaction on a daily basis. You can lose more than $350 by not having someone watching you deal daily. Two heads are better than one and it is too important to take a chance on missing something. Top Agent Alternative: I understand. Remember I get 3% of the 6%, which I split with my company then I take off for my expenses. The transaction coordinator is an insurance policy that your home will close escrow, Top Agent Alternative: When you get a loan you pay points and a processing fee. Its the same thing. Isnt it worth $350 to have me and my six assistants working for you? Heres one on the list that is pretty hard
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18.

Why dont you advertise? Everyone else we talk to says they do the same thing as you plus they advertise. Id say Obviously that is a valid concern and Im glad you brought it up you see, I want you to realize that if an agent tells you that he or she does the things that I say Im going to do, which is to Actively prospect daily every single day to get your home sold Then he or she is more than likely stretching the truth a little. Can I tell you why I think that? (Sure) Agents that advertise a lot dont want to work. So, what these individuals will tell you is that they actively prospect every day to impress you But, let me ask you a question if you could sell a home without spending 50% of you money would you? (Yes) I mean, all smart business people would wouldnt they? (Yes) Either they are not so smart, or they arent telling you the whole truth does that make sense? Heres another one on the list

19.

You dont hold open houses why? I would say exactly the same thing I said about advertising and talk about passive versus active marketing. Heres one you were guaranteed the last interview and after all is said and done they say

20.

We still need to interview one more agent. (Even after they promised you would be last) Okay? First of all that is not the real objection they are just saying to you We dont see why we should pay you the money to sell our home thats why you should leave.

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So, what we need to do is flush out the real objection. Use the What specifically causes you to believe but, only if you are in good rapport, otherwise it might be a little too strong For a less direct version that will still flush out the real objection, try something like this You know I can appreciate the fact that you want another opinion, and the fact that I was told that I would be the last agent interviewed only tells me one thing. Do you want to know what it is? (Yes) Somewhere, somehow, I have not completely convinced you that I can sell you home. So tell me What is it, specifically, that is stopping you from signing the listing contract with me tonight? Now, youre going to get a real objection and you can use one of the patterns I taught you to handle it Top Agent Alternative: I can appreciate that before we met today that you set up another appointment with another realtor. Im sure you will agree that my qualifications will be tough to beat. Ill be happy to call the other agent, cancel your appointment and it will be one less delay in getting your home sold. Top Agent Alternative Agents work together. I will call __________ and tell him/her your home is listed and they can bring their buyers anytime. Heres another objection for those of you trying to convert your Real Estate business into a real business. This means you are asking your prospects to come into the office for appointments. What if the person says 21. It is important to us that you see our home, even though you dont think it will make a difference in price. We want you to see it. We will only meet with you at our home.

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The only time you get this one is if you are using the Mike Ferry Appointment in the Office strategy. Heres how I would handle it. I understand that seeing your home is important to you and thats why Im willing to make an exception for you under one condition If I decide to come over to your house and I present something that makes sense to you and you understand exactly how Im going to get your home sold, and you feel comfortable with it are you going to list your home for sale with me at that point? If the answer is yes, go! If the answer is maybe, thne you need to decide what you want to do. Top Agent Alternative: Why dont I come by on my way to the office tomorrow morning? Ill look at it then, and see you here at 5:00 p.m. tomorrow night. That way I can show you our office set-up. Top Agent Alternative: I will see your home once its listed. You see I spend all my time out in the field looking for buyers to sell my listings. So, when your home is listed, I will be doing the same thing. What if they say this one? 22. We want to have an exclusion in the listing contract in case our company, friend or neighbor wants to buy it. Id say I agree that its important to be thorough when we are filling out this contract and let me ask you this Why havent you already sold the home to your company, friend or neighbor? (No one has made us an offer) Your personal marketing hasnt worked and thats why youre hiring me is that right? (Thats right) So, Im curious as to why I should waive my commission. If my marketing works well enough to convince your company, friend or neighbor to buy it isnt that what you are paying me for in the first place? Arent you hiring me to let the public know your home is for sale and convince people that they should buy it? So, why would I cut my commission if my marketing works?
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Top Agent Alternative: You have 24 hours to let them know youre listed. Call them. They do or they dont. Heres one 23. We want to compare what you are saying to other Realtors Id use the what specifically pattern. Great! I think that is one of the best things that you could do and before I go tell me, what is it specifically that is stopping you from picking up that pen and signing your home with me? (Were just a little shocked by the price) Hey, I understand and let me ask you this if I can help you to realize that your home will not sell for a dollar more than what I have told you if you felt completely satisfied that is was true would you still want to waste your valuable time talking to another Realtor, or, would you list with me tonight? (Well, I guess if we felt comfortable, we would list with you tonight) Great! Then simply go back through the CMA and convince them. Next one on the list 24. Why should we choose you? The only way to answer this one is to know what makes you different from other agents. Since that is different with every agent Ill leave that one up to you. Next one on the list 25. We want to think it over I would force them to make the general more specific. I can appreciate that making a logical decision is important so tell me, what is it specifically that youre going to have to think over? Now, they will give you the real hidden objection and you can handle it using the patterns you have already learned. Next one on the list 26. An expired listing says The last agent never showed our home himself and neither did anyone else from his office. Did they promise you that they would be showing your home non-stop? (Yes) Well then, I can appreciate what youre telling me you see I promise you I will not be showing your home. Do you want to know why? (Yes)
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The agents in my office are not part of the top 100 agents in the area that sell 88% of the homes listed for sale. Im curious did you want me marketing your property to the people that sell the homes or the agents that just do okay? (The agents that sell the homes) Thats why I promise to market your home to the agents that sell homes and not the agents that dont is that okay with you? (Yes) I thought so. Top Agent Alternative: Youre kidding! Next one on the list is from a FSBO 27. We will only list with agents that have bought clients by while we were selling on our own. I can understand why you might think that is a smart thing to do I mean it only seems logical doesnt it? (Yes) Youre right, it does seem logical, unless you know how the Real Estate business works can I tell you in on a little secret? (Sure) Well, there are two types of agents listing agents and buyers agents. Of course both list and sell, but let me ask you this You want to list your home for sale and get it sold, right? (Right!) Then you want an agent that knows marketing does that make sense? (Yes) Agents that take buyers to FSBOs arent marketing agents, they are buyers agents they specialize in selling one-on-one. So, Im curious, which do you think is going to get your home sold an agent that tried to sell people one at a time, or an agent that sells to the masses trying to pinpoint that one perfect buyer for your home? Im sure no other agent even took the time to explain that to you did they? (No) Do you see why it makes sense to list with an agent like me that spends all day marketing your property on a mass scale? 28. We want to try selling it ourselves. I totally understand the thought of trying to get a home sold yourself I mean, lets face it saving that commission can mean some good money in you pocket, right? (Right!) So, Im curious, are you familiar with the difference between passive and active marketing? (No)
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Real quick passive marketing is basically sitting around doing nothing like holding open houses, sending out flyers or advertising in the newspaper Were you thinking about doing any of these things? (Yeah) I was afraid of that! These methods only work about 25% of the time! Yet, agents sell these concepts as if this was the answer to all your problemsright? (Right) Which then makes you think well, whats so hard about that I could do that right? (Right) The problem is this doesnt get a home sold anymore Do you understand now what I mean by passive sitting around with your fingers crossed waiting for the buyer? Active marketing, on the other hand, is literally getting on the phone every single day and personally contacting as many people as I can, 25, 50, even 100 a day. The key is asking them if they would like to buy your home, if they know someone who would like to buy your home, or if they would like to sell their home. Do you know why I ask if they would like to sell their home? Because the more signs I have, the more buyers calls I get to show your home does that make sense? Now which way, passive or active, do you believe will get more homes sold? And you understand that I am going active marketing on you as we speak, right? So, how many people do you think you could call a day to try and get your home sold and by the way, have you ever done telephone soliciting before? Top Agent Alternative: You can try it. Lots of people do. It is like going to Las Vegas. Millions of people go and every now an then someone hits the jackpot, but the vast majority of people lose money, or Las Vegas wouldnt be there. Every now and then a seller hits the jackpot, but the vast majority needs a Realtor, or the Real Estate Industry wouldnt be here. Top Agent Alternative: Lets talk, okay? John, you are an attorney and try cases in court daily. I cant imagine walking in and trying the case myself. I am a professional Real Estate agent. I know what I am doing. I am here to release you from the extra stress. I have a record 98.8% full contract. I earn my commission. I bring you top dollar. I close the deal. Next one on the list 29. We have a good friend in the business.

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I can appreciate that, almost everybody does, so when would you like to see how 85% of the homes I list for sale sell and why only 40% of the homes listed with other agents sell tonight at 6:00 or tonight at 7:30? Top Agent Alternative: Your friends will want the very best for you. I will be happy to call them for you. Top Agent Alternative: Are you willing to jeopardize your friendship? Top Agent Alternative: You owe your friend friendship. You own me nothing. But you owe yourself the best. Dont you want the best agent working for you? Now, this is an unusual one, but very relevant for big Mike Ferry Offices 30. 10 other agents from your office have called today; I wish you would just lay off. Id say I can understand your frustration. Are you beginning to realize that our office gets the job done? (Yeah, but youre driving me crazy) I agree its a living nightmare isnt it? (Yes) And Im sure you can see that when you list your home for sale with one of the agents in our office, you are putting one of the most powerful Real Estate teams in the area to work for you. Im curios, did you want a group of wimpy, non-aggressive agents working to sell your home or would you rather have hard-core, aggressive agents like those in our office? Top Agent Alternative: Our company wants to be sure your home gets sold. As you can see, we are the most aggressive agents in town. When today can we get together? How about this one 31. We told you we werent going to list our home until next year! Why dont you stop calling, we will call you when we are ready! Well, my friend, this is a condition that you have created! If you write a follow up letter that prospects find valuable, then you can call them every month and talk to them about what you wrote.
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But, since you send your regular old Real Estate stuff that everyone sends and no one cares about (especially your prospect), you just look like a pest and there isnt much you can do about it! Top Agent Alternative: Peoples plans change quite often and you may not have my name handy if you need a change. This aggressive approach is what you will need to find the right buyer for your home. Top Agent Alternative: Because we find peoples plans change we like to keep in touch. Who do you know who is ready now that I can contact? Next one 32. Your office is not close to our home. This sounds like a smoke screen, so Im going to flush them out I agree, its not right around the corner from your home and tell me, why is that important to you? Now youll get the real objection more service, less cost, whatever. Another one 33. Well list after the holidays. Id say I think thats perfectly valid and tell me, how many days during November and December are you going to want all to yourself? (About five) Five, thats great. Now, did you know that exactly ____% of the homes listed for sale actually sell? (No) Did you know that right now there are _____ homes listed for sale? (No) Did you know that the Board of Realtors showed that last year more homes came on the market in spring than any other time of the year? (No) So, I guess my question is this if I promise to keep everyone out of your hair for those five days would you still want to compete against potentially 6,000 homes for sale in the spring or the 2,000 homes for sale now if you knew that nobody or nothing would disturb you at your request? Top Agent Alternative: Lets get a jump-start on our competition. Why not complete the paperwork now, Ill get the flyer made and paperwork processed and will line up buyers. So when you are ready well be ahead of the others who are just getting started.
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Were getting close only 7 more on my list. Heres one you get from Expired all the time 34. Were already committed to another agent. Id say Great! So, you have already signed a listing agreement? (Well, no) So, you are not committed, you are just promised right? (Right) You know I really dont care if you list your house with me If youre thinking of interviewing more agents for the job of selling your home it is vitally important that you understand the different marketing approaches so you dont get burned the next time You dont want to get burned again do you? So let me ask you this do you know the difference between passive marketing and active marketing? (No) You dont! Passive marketing is basically sitting around doing nothing like, holding open houses, sending out flyers or advertising in the newspaper. Did your last agent use any of these methods? (Yeah) I was afraid of that! These methods have been ineffective! Yet, your last agent sold it to you as if this was the answer to all your problems right? Do you understand what I mean by passive basically, sitting around with our fingers crossed waiting for the buyer? Active marketing, on the other hand, is literally getting on the phone every single day and personally contacting as many people as I can, 25, 50, even 100 a day. The key is asking them if they would like to buy your home? Because the more signs I have the more buyers calls I get to show your home that makes sense doesnt it? Now which way, passive or active, do you believe will get more homes sold? And you understand that I am doing active marketing on you as we speak, right? Got them! I dont think I have explained what Im doing when I give the comparison between passive and active marketing.
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Thats what we call a future pace basically what my objective is is to cut the other agents off at the kneecaps by educating the customers to the realities of the market place. Now, when they re sitting in front of the other agent, what question are they going to ask? How many people do you call each day? Top Agent Alternative: Make sure you have made the right commitment by seeing me and then making your decision. If they have better qualifications than me you can go ahead and list with them. Heres one off the list what is this, an objection or a condition? 35. We want to wait for the market to come back before we try and sell it again. Can you get around the fact that they dont want to sell? No! But, and I mean BUT, you may want to keep digging and see if they have an underlying motivation that we dont know about that is forcing them to sell now! The fact is if you dont know how to match peoples communications patterns, they oftentimes wont feel comfortable telling you the truth and so you need to dig more! Top Agent Alternative: In todays economy the market is going to do one of two things, either remain the same or continue to go down, so you see waiting just doesnt help does it? Heres one from a FSBO 36. Im getting a lot of interested buyers through my house. I think Ill be able to sell it in a week. So, what do I need you for? You tell me objection or condition? CONDITION!!! If they can sell it themselves what do they need you for? All you can say is this If you dont sell it, when will you be interviewing agents for the job of selling your home? Find out when and keep following up! Heres one you get during a negotiation 37. This offer is too low; were going to wait for a more reasonable offer. Use the Whats Important About questions that you learned in the Over the Phone training or off my Telephone Sale in the 90s tapes. Top Agent Alternative:
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99% of the time your first offer is your best. Are you willing to roll the dice for a 1% chance? Top Agent Alternative: We are lucky to have an offer in todays economy. We could wait, and maybe there will be another offer, but it may take 4 months, 6 months, maybe even more, and even then the offer could be even lower. 38. Youre lowered our price three times already and its still not sold. How can you ask us to drop our price again? Id say Your frustration is valid. I mean the marketplace is slipping out from underneath you so, let me ask you this When your neighbors home, which is exactly the same model as yours, sells for $5,000 less than you are asking who would pay more? Even more importantly there are 3 other properties on the market, just like yours. One property is listed for $1,000 less than yours, another is $2,000 more than yours and the last one is $1,500 less than yours. If anybody is going to buy a 3-bedroom, 2 bath with a 2-car garage, it will be the home that is priced the lowest. You hired me to tell you the truth and get your home sold. If I could sell it for more, dont you think I want a higher commission? Im sorry reality is so painful. If you would like, we could cancel our listing agreement and I could give you the names and numbers of a couple of agents that specialize in overpriced homes that never sell. Is that what you want or do you still want to work with someone that is on your side and tells the truth? At which point they may throw out the next objection on our list 39. If we lower the price any lower, we wont have enough equity to move. Here again we must resort to touching their motivational buttons Let me demonstrate the Whats Important About questions for you. Whats important about moving? (Ive got that new job I have to get to) A new job, thats great!
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So, hows that important to you you know, the new job, I mean, what will that do? (Well, Im going to make more money and Ill be able to give my family the life that it wants) So, youre going to make more money and give your family a better life thats exciting, isnt it? (Yes) So, ultimately, youre working at your new job, making lots of money, you are providing a great life for your family. What will all of this do for you? (I dont know, I guess it will just make me happy) Isnt that a great feeling? (Yes) So, fortunately, to get you one step closer to just being happy, your providing a great life for your family and your making lots of money at your new job, all we need to do now is simply make the sacrifice and lower your price, so then I can help you get what you want in the time you want wont that be great? (Yes, I guess thats what we have to do) Top Agent Alternative: If you really need to move, you will have to adjust your expectation level for your new destination. I can help you find something suitable. By the time your equity flows in your current home, prices will be higher everywhere else and you have the same problem. Top Agent Alternative: Buyers dont care what you are going to net. Will you be concerned about what the seller nets when you purchase? Now we made it! The last objection on the infamous list! Its a price reduction objection, they say 40. We have a unique home; the right buyer just hasnt come through yet! Okay, here we go Id say Youre right! You do have a unique home and I hate to tell you this but at this price, we will probably never get the right buyer in here can I tell you why? (Yes) Because 90% of all buyers are represented by Real Estate Agents and Real Estate Agents will qualify the buyer to find out how much they want to spend, how many bedrooms, how many bathrooms, what amenities they want and so on The problem is, the unique qualities of your home do not show up on the computer where Real Estate Agents get their information Meaning that based on your price, the number of rooms, baths and amenities you will not get anybody through here no matter how hard I market to these agents. In their mind, it isnt the best buy on the market. They feel they are not serving their clients do you see my point? Top Agent Alternative:
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Thats the very reason you need me to maximize your exposure and get enough buyers through that will ferret out the buyer looking for something different. Top Agent Alternative: Buyers arent looking for a unique home; theyre looking for the best-priced homes. Are you getting the picture you can handle almost any objection that you come across if you simply practice using he patterns Always, always, always agree with your prospects that their concern is valid using I can appreciate that I agree I understand Thats a valid concern Tell them things like, Most of my customers bring up that same exact point just before they list their homes with me. Then, remembernever, never, never use the word But. It basically tells the prospect that they are wrong and if you tell them that they are wrong, then they will naturally look for how you are wrong and thats the last thing you want to happen Use the word And to transition into your objection handling patterns. That way, after you tell the prospect that their concern is justified or basically okay, they will look for how you are justified in what you say to them Always remember to use basic human nature to your advantage. So, now that you have validated your prospect and used the word And to transition, you can use one of these three patterns to handle the objection First of all, always break the generalization down to the specifics using reverse inductive logic or anti cause and effect language Use the pattern What specifically causes you to believe? Especially when they say things like Your office is so small, we were thinking of listing with a larger office with more agents. You can say, What specifically causes you to believe that a larger office has a better chance at selling your home than a smaller one? This way your prospect can tell you what they are really thinking and you can gently show them they have been misinformed.
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The second pattern we need to review is how to use your prospects past experiences to your advantage. You say Has there ever been a time when? Then explain a similar situation Get agreement that they have, in fact, been in that similar situation before. Tell them This time is just like that time basically trying the past and the future together for them. And finally, explaining just how this time and last time are the same. The last pattern we can use is level shifting which is basically telling the prospect something like I hear what youre saying about the price being a little low and I think what were really talking about here is freedom. Then you go on to show how you can provide them with that freedom and how the freedom overshadows the pricing difference. Well, with that, I have to say See you soon and I hope to see you again at one of our future Mike Ferry Events!

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The Realty Expert Test

Here are the 20 aspects of The Mike Ferry System. Rate yourself from 1 10 in each category. 1 = not doing it at all 10 = I should be teaching, Im good at it.

Real Estate is my ___________________________________ (Choose One: Job, Career, Business )

1. Time Management - Are you fitting everything in and getting everything done? Family, spiritual, mental, relaxation, fitness, romance, etc How would you rate yourself? 1 2 3 4 5 6 7 8 9 10 2. Past Clients and Centers of Influence - How many do you have on your list? How many deals do you get from that each year? Mike says you should get 10% of your list every year how much money are you leaving on the table? 1 2 3 4 5 6 7 8 9 10 3. Pre-Qualifying - Ever go on appointments only to find out they dont have to move? What does that do to your mindset that day? 1 2 3 4 5 6 7 8 9 10 4. Lead Follow-Up - How many people slip through your fingers each month that end up doing a transaction? How much money do you leave on the table? 1 2 3 4 5 6 7 8 9 10 5. Listing Presentation - How long do you normally spend? 1 2 3 4 5 6 7 8 MFO 30 minutes max. 9 10

6. Pricing Property - Are you getting multiple offers and starting bidding wars because your properties are so well priced? 1 2 3 4 5 6 7 8 9 10 7. Handling Objections - When you master objections, people actual stop giving them to you. 1 2 3 4 5 6 7 8 9 10 8. Closing Skills - How many closes do you know? How many closes do you practice? How many times do you close before you give up? 1 2 3 4 5 6 7 8 9 10 9. Negotiating Do you have an easy or hard time convincing really stubborn buyers and sellers to take your advice? 1 2 3 4 5 6 7 8 9 10 10. Working with Buyers Following the MFO system you will close buyers within 3 showings whats your average now? 1 2 3 4 5 6 7 8 9 10 11. Administration and Staffing Your job is to bring business in, your staffs job is to get it closed. 1 2 3 4 5 6 7 8 9 10
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12. Customer Service Is it systematic? Does it happen the same way every time? 1 2 3 4 5 6 7 8 9 10 13. Business Planning Do you work from a plan? Does it include all the areas weve talked about? Or are you choosing a goal and then doing it without a plan? 1 2 3 4 5 6 7 8 9 10 14. Tracking your Numbers If you had zero leads right now and I asked you to get a listing a week would you know who to call and how many you would have to call to get it? Do you keep track of your activities? 1 2 3 4 5 6 7 8 9 10 15. Practicing Scripts and Developing Skills How much time do you devote to practicing each day? Whats the only thing that makes you money? (Talking.) 1 2 3 4 5 6 7 8 9 10 16. Mindset Are you reading books every month, doing affirmations, listening to tapes, going to seminars/training, and other mental development work? 1 2 3 4 5 6 7 8 9 10 17. Goal Setting Do you have specific and measurable goals defined in the five equities of your life? Family, Financial, Spiritual, Physical & Business? 1 2 3 4 5 6 7 8 9 10 18. Money Management and Profitability Do you have a monthly profit and loss statement? What is your profitability? Do you pay your taxes on time? 1 2 3 4 5 6 7 8 9 10 19. Systems Lead generation, appointment system, buyer system, deal pending system, past client follow-up system and customer service system. 1 2 3 4 5 6 7 8 9 10 20. Prospecting Do you predictably generate business each and every day regardless of the circumstances of your life? 1 2 3 4 5 6 7 8 9 10

The Average Agent making over a million dollars a year and working five days a week scores over 175 out of 200 where do you fall?

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Questions to Ask:
General Qualifying Questions: Do you know anyone (maybe a friend or relative?) who might be thinking of buying or selling real estate: In the next year? In the near future? Maybe buying or selling investment property? Do you know what a 1031 exchange is? Thank you for you answer.By the way, when do you think you might be moving? If you were to move where would you go? How soon do you think you want to be there? San Diego is such a nice place. What would cause you to want to move? How long have you lived in the neighborhood? What caused you to buy here? If you were to move, when would you want to be there? Wow, Do you have an agent you trust to help you sell your home? (buy your home?) Why did you pick that agent? Are you absolutely committed to that agent? If so, you should use that agent However, I want to be sure you are doing the right thingWhat do you know about that agent? What company do they work for? How long have they been in the business? Are they full time or part time? Will they control the whole process of selling your home? Or will they rely on their company to advertise and promote the property?

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Who will answer the phone on a sign or ad call? My Friend or Relative will be my agent: I want to make sure I understand.Do you want to do your friend (relative) a favor or do you want to have the best real estate agent who cares about you do the job for you? However, I want to be sure you are doing the right thingWhat do you know about that agent? What company do they work for? How long have they been in the business? Are they full time or part time? Will they control the whole process of selling your home? Or will they rely on their company to advertise and promote the property? Who will answer the phone on a sign or ad call?

I want to list with someone who isnt my friend or relative: I know that you just said you want someone else to sell (or buy) a home for you because you value our friendship and you dont want to risk losing it. But are you sure you want to entrust your most valuable asset to a stranger you dont know who doesnt care about you, rather to your friend (or relative) who you can trust and who cares about you, and who wants to make sure you are treated right? Do you know what I do to sell homes? (help buyers buy homes?) I have a great idea. I am willing to devote a part of my life to meet with you to see if I can help you. During that time I am positive I can give you extremely important information that will save you time no matter who you choose to help you. There will be three outcomes to our meeting, any is ok with me: First you and I will discover that we can work together and you want me to help you. Second, you will decide not to work with me. Third I will decide I cannot help you. Any is alright with me. When do you think you can meet? I really want to see if I can help you, the sooner the better..Would Tuesday at 4:00 be good for you? Etc. (make the appointment only

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if they are motivated to move within the next 3 or 4 months, otherwise suggest getting together when they are ready to move) Let me make sure of the information before our appointment Do you absolutely have to sell? When do you have to be there? Why are you moving? What would happen if your home did not sell? Are you interviewing more than one agent for the job? When you list the home how much do you want to list it for? What price do you think it should sell for?

I know I can give you my professional opinion about price, but most people like yourself have already looked at the other agents mailings and flyers left at your door and have a good idea about the price. So, based on that, what do you personally think it is should sell for? Wow, it sounds as if we really have our work cut out for us if you have to be there that soon!!! Did you know in this market, using the mls with over 10,000 hungry agent to help sell homes that it takes 60 to 90 days to sell homes and put them in escrow and of course it will take an additional 45 days to close escrow so you can get where you are going? Have you ever thought about selling the home yourself? For Sale By Owner: I know I would want to save the money in commission if I were you. However, Do you know who gets the commission when you sell a home yourself? Lets look at the type of buyer who goes to FSBOs. Do you think they might think of the commission when they make an offer? Are they qualified or are they looking by themselves because they were not qualified? Are they trying to steal a property?

Revised on 11/28/06

When it comes to accepting a low offer. Would you think about the commission? (oh, well, it looks like the same net we would have made if we had used a realtor) But wait, what about the paperwork? How to make sure the buyer is really going to buy? What are the disclosure laws? What if the buyer backs out? Did you know that according to a study by the National Association of Realtors people nationally who sell by themselves sell on an average of 23% lower than the real market value? . Can I tell you why? (They price it too high. They hold onto selling it by themselves until it is too late to sell it by a Realtor and have to accept the offer they get in order to get where they are going on time) Discount Broker: I can understand your wanting to save the commission by selling through a discount broker..Do you know why that may not be a good idea? Are they motivated to get you the highest net possible? Do they have the same skills, knowledge, and training as an expert full service realtor might have? If they think of themselves as worth less than what will they think about when it comes time to negotiate for the highest net for you? Can they afford to give you the investment of time and money to get your home sold at all? And the worst thing, when an offer comes in are you or they going to accept it at a price you might think you would net if it were marketed successfully by an Expert? Without the expert making sure it is done right? With a solid buyer and escrow? Sphere of influence: This is a business call. Is this a good time to talk? Have you run across anyone since we last talked who might be thinking of buying or selling within the next year? What about at work? How about P.T.A.? Church? Your neighbors? Etc. Thank you, Do you mind if I give them a call?

Revised on 11/28/06

Questions for an Expert to Answer:

What is Important Now? (WIN)

Why should a buyer choose me over anyone else? (What is my UNIQUENESS?):

1)____________________________________________________________ _____________________________________________________________ 2)____________________________________________________________ _____________________________________________________________ 3)____________________________________________________________ _____________________________________________________________ 4)____________________________________________________________ _____________________________________________________________ 5)____________________________________________________________ _____________________________________________________________ 6)____________________________________________________________ _____________________________________________________________

What is my job as a Realtor? First___________________________________________________________________ Second_________________________________________________________________ Third__________________________________________________________________ Fourth__________________________________________________________________ Fifth___________________________________________________________________ Sixth___________________________________________________________________

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What is my Job as a Realtor?

Answer: 1) Find motivated buyers or sellers. Sphere of influence. For Sale By Owners Expired. Just Listed Just Sold 2) Qualify them. What ? (What is their goal? How many bedrooms? Square feet? Location? Etc.) Why? (Motivation is EVERYTHING; cash; up; down; divorce; marriage; new Baby etc.) When? (Must be soon) Where? (Must be Possible) Who are Decision Makers? Do you have an agent? Are you committed to that agent?

Revised on 11/28/06

Have you been prequalified? By whom? Are you committed to them? How much do you qualify for? At what interest rate? What was your FICO score? What do you do? Where do you work? How long have you worked there? How much do you make? What are your car payments? How much money do you have for closing costs and down payment? Do you have to sell in order to buy? If investment: Is this a 1031 exchange? Did you do a 1031 exchange into the property and then convert to primary residence? 3) Make an appointment. Confirm, re-qualify, and prepare. If listing, send prelisting package. 4) Present 5) Follow up until in escrow. An Expert job! 6) Add to sphere of influence. Stay in communication and ask for referrals YOUR GOAL IS TO ADD TO YOUR SPHERE OF INFLUENCE DAILY AND WEEKLY

Revised on 11/28/06

Building a Strong Foundation in Real Estate: You must:

1) Have a defined COMMITMENT to the Real Estate Business Supported by a commitment to continuing education 2) Write, understand, and execute a business plan 3) Make a determined effort to master the sales skills and master your mindset 4) Develop time management systems that allow you to do your job and have time Off 5) Have an in depth understanding that real estate is a business and treat it that way 6) Have an unwavering determination to achieve the goals you set no matter what upsets you 7) Make a commitment to move away from traditional non productive activities 8) Work daily to control our emotional ups and downs 9) Sell yourself daily on the goals you set and the success you will have 10) Develop simple duplicatable systems which produce predictable results 11) Spend a little bit of time daily keeping track and monitoring your results 12) Understand the need and benefit of have an accountability partner or coach 13) Make the decision to be coachable and open to change 14) Work each day to remove your ego from the business so you can focus on your client or prospect, not yourself 15) Must eliminate greed and envy from the sales process 16) Make a commitment every day to control expenses and build a long term cash flow 17) Commit to building consistent lead generation 18) Have a strong commitment to past clients and centers of influence (networking) 19) Learn your numbers and adjusting your skills based on them 20) Master the basics of real estate and never allow yourself to believe you know it all 21) Practice every day the scripts What to say, How to say it, and When to say it 22) Commit to do your job every day no matter how you feel with a total commitment to all of the above.

Revised on 11/28/06

What the Dictionary Says:

Who is an Expert?
An expert is someone widely recognized as a reliable

technique, or skill whose judgment is accorded authority and status by the public or
their peers. Experts have prolonged or intense experience through practice and education in a particular field.
Expert
noun

source of knowledge,

adj

1. Someone with great skill in, or extensive knowledge of, a particular subject. Thesaurus: professional, master, ace, virtuoso, authority, wizard. 1. Highly skilled or extremely knowledgeable. Thesaurus: skilled, trained, professional, experienced, practiced, facile, adept, adroit, masterly, and proficient. 2. Relating to or done by an expert or experts.

Etym ology : 14c as adj; 19c as noun: from Latin expertus, from experiri

Source of

to try.

Who is a Realty Expert?

Someone Who is or Tries (Aspires, Commits) to be a Real Estate Expert. Someone who can rely on the expertise of an Experienced Experts To Assist in the providing Excellent, Expert Service in Real Estate.

Revised on 11/28/06

Things to know and learn to be a Realty Expert:

- Real Estate law. You have a license that says you do. - Title and Ownership issues. - How to Determine Real Estate Values. - Why own Real Estate vs. Renting. - Why Real Estate Investing Beats All Else. - Why Belonging to The Association of Realtors is Important. - Continuing Education is absolutely Necessary. - Factors in Location, Location, and Location. - Knowledgeable in Demographics, Availability of Schools, Shopping, Employment, and Community and Area Growth Patterns. - How to find, show, and sell new homes. - How to find, show, and sell used homes. - How to Search for Properties through the mls and title companies. - How to fully use the mls programs for presentations and follow up with clients and potential clients. - How to Communicate with Buyers and Sellers in a way that maintains confidence in their ability based on facts, truth, honesty, and follow through. - How to Market and Sell Real Estate. This includes how and where to find buyers by calling, mailing, and advertising. - A Proficient Sales Person who Knows How to Find and Help Buyers and Sellers Accomplish their Goals. One who can find out what they want and give it to them. You know what to say, when to say it, and how to say it to do your job. - How to write and follow real estate purchase and listing contracts in such a way as to protect and serve your clients. - How to negotiate. - How the escrow and closing process works so that you can guide and oversee it properly. - Know your role as agent in the whole process. - Know and be confident in the reasons a client should choose you over another agent. - How to work effectively and efficiently. - How to run an effective and profitable service business which includes: how to set and follow a Business Plan, how to keep records for improvement and analysis, and How to have a life.
Revised on 11/28/06

Realty Experts Training Academy Course Expectations

When You Want to Be The Best.

Only an Expert Will Do! 1. 2. 3. 4. 5. Must complete 90 days to Success program meeting minimum Goals. Send announcement letter to all of your sphere of influence. Establish a database system for all your contacts. Outlook or other database systems. Top Producer, 3x5 cards, etc. Contact program plan. Dates of what you will send and when all mailings for the year will go out. Weekly calendar schedule, Monthly calendar and yearly calendar including vacations. You must follow and adjust this calendar during your training. Must know how to prospect, present, & follow up. Prospecting systems in place with scripts memorized. Memorize the scripts for prospecting, objection handling and presenting. Must know and role play and practice regularly. Call around sold and new on the market in your farm. Know what to say, how to say it, and when to say it. Establish two farm areas to call just listed and just solds; condos and homes. Look for turn over areas and work those Get the information from Advantage Title. Attend title company classes. Qualify appointments. Know scripts to set appointment. Must know how to use a listing presentation, prelisting package and buyer and sellers work books. Set specific Goals for the year using a written Business Plan

6. 7. 8. 9. 10.

11. 12. 13. 14.

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15. Must track numbers daily, weekly, monthly, quarterly, and yearly. Numbers for every aspect of your business including Income, Expenses, and Profit, as well as activities that lead to sales and income. 16. Know contracts read and be able to explain in detail. 17. Must know how to do loan origination. Specific class. How to fill out and read a loan application. How to run and analyze a credit report. How to prequalify buyers. 18. Know how to show homes expertly. 19. You must have tools of trade always available or in car ready when needed in briefcase or box: Prelisting packages, listing contracts, sellers net sheet, Buyer workbook, purchase contracts, buyer net sheet, fax headers, calculator, cards, pens, lock box, realtor mls key, personal brochures, business cards, flyers, laptop, etc. You must be ready at a moments notice to meet with buyers or sellers and have all that you need to give Expert service. 20. Keep accurate memos with your files to show when and what was said. Mail, e-mail or fax to confirm conversations. Keep a copy and write in log to keep with every file. 21. In the end every agent must know and be proficient in the four things their job requires. Prospecting, prequalifying, presenting, and following up. 22. How to sell homes. Must be proficient in using the MLS; searching for properties, doing a Competitive Market Analysis, listings and searches by email, and statistical analysis. 23. How to use Winforms and our website for forms and contracts. 24. Marketing homes. Website, automatic e-mail . 25. Quick start checklist is complete. 26. Keys: 1) Find someone motivated to buy or sell real estate. 2) Prequalify them and set an appointment. 3) Give them a phenomenal presentation that compels them to want to sign and sign them up. 4) Follow-up, obtain a sales contract and close it. 5) Add them to your sphere of influence
Revised on 11/28/06

27. Finish 90 days to success 28. Complete and pass Realty Experts Training Academy Oral interview and exam. 29. Must know how to market homes. Open houses, calling in area, ads that work, mailing that works, staging the property, magic words that bring response. 29. Most of all always know and focus on your mission statement which leads you to KNOW WHY YOU SPECIFICALLY ARE THE BEST AGENT ANYONE CAN CHOOSE FOR THEIR REAL ESTATE NEEDS. 23. List 6 specific reasons your prospects should work with you that are unique to you and your company. (your competitive edge)

I commit to learning all of the above and acknowledge that these are the keys to being an Expert in Real Estate. Agent signature date

Revised on 11/28/06

An Expert (Rich) Approach to Real Estate Vs The Poor Agent Approach

Premise: Learn how to sell the right way and you will be Rich. As opposed to just going by the seat of your pants. What is Rich? *Confidence in knowing what to do. And knowing WHY buyers and sellers should use you. *Enough income to pay all your bills AND accumulate wealth. *Time for your family. *Time and money for travel and entertainment. *Doing what you love to do. Enjoy your extracurricular activities. Music? Golf? Tennis? *Keeping life simple. What is Poor? *Allowing fear to take overso that you do not do and say and act the way you know you should. *Lack of money all the time. *Feeling out of control of your life. *Lack of follow thru and follow up. *Lack of commitment. *Not enjoying what you do. KEEP IT SIMPLE SILLY: Everything about being expert is about systems that are automatically in place all the time. It is about knowing what to do and how to do it in advance of needing to do it. This gives you the confidence to say what you need to say, when you need to say it, and how to say it. Yes, it is much like playing the cards you are dealt so you usually win. Not all the time but usually. Know the processes: Find Buyers and Sellers. Only two ways which are eye-ball to eye-ball or ear to ear. Where to look? Everywhere!!!!!! Everywhere you go and by asking questions and listening to what they say. If you do not talk to people you wont succeed. Once you find a buyer: Qualify them BEFORE you do anything with them at all. Make sure they are Ready, Willing and Able to buy NOW. Memorize your qualifying questions of Who?, What?, How?, Why?, When? and are they available to work with you. If your Buyer Sounds Ready Willing and Able and Available: Make an appointment. Meet them in the office and USE THE WORKBOOK. Never take unqualified or uncommitted buyers out or spend time with them.

When you have a buyer Give Them What They Want. Remember always they are the decision makers and your job is to identify the decisions they need to make in choosing what homes to see and in picking their top three homes at every home they see so you and they can easily offer on the right one with a backup if you dont get the first one. And always Ask before you go out each time is they are ready to write an offer today if you find the right one. Also, remind them always that they will NEVER find the PERFECT home so it is a matter of compromising. Also, your job is to expose them to all of the homes on the market and it is their job to pick from them, NOT WAIT FOR THE PERFECT HOUSE. Always Show Show Them New Homes As Soon as You Can BEFORE THEY PICK a home IF POSSIBLE!!! Too often they are so used to seeing homes with you they decide, after they put a home in escrow, to go see new homes to get ideas for the one they buy and they fall in love with a new home you could have taken them to; and you lose out!! Time is of the Essence!!! The MINUTE your client decides this is a home they would like to offer on. DROP EVERYTHING AND WRITE THE OFFER. Always carry at least two full packets for Purchase contracts etc. with you in your car at ALL TIMES. This way you are never at a loss for the tools you need when you need them. THESE AND two listing packets are YOUR MAJOR TOOLS OF YOUR TRADE. Nothing Should Stop You From Writing the Offer.NOTHING!!!! They have there contingency period to solve all issues: No Checkbook, no problem! Loan details not completed, no problem! They are worried about the roof, no problem! They are worried about the heater or air conditioning, no problem! They have a home to sell, no problem, list it or make sure it is marketed correctly, no problem!! They are leaving town, get their numbers and e-mail, no problem! Present the offer yourself WITH the other agent. This gives you the opportunity to promote your buyers by telling them how qualified they are and also telling them they have picked another home they will be offering on if they cant come to terms with them. (I always get them to pick a back up so this is the TRUTH) You will again be following the TIME IS OF THE ESSENCE RULE which, if not followed gives the buyer and the seller a chance to get cold feet. It is in your clients BEST INTEREST to choose our in-house services. We are ALWAYS in a position where you can come to talk directly with your service provider. If there is a problem we will ALWAYS be in a better position to help you. Motivation is Everything!! We are MOST motivated to do a good job!! Always prepare your buyers and sellers for the escrow period The acceptance is the sperm and the egg coming together. The contingency period is the planned or unplanned abortion period. The loan and final approach is the rest of the pregnancy period which has stretch marks, pain, and throwing up. And the last week and close of escrow is the delivery period that has lots of pain, is often not on time and requires lots of effort along with lots of emotion. YOUR JOB IS TO BE THE CALM DR. WHO SEES THEM THROUGH ALL OF THIS. Your emotions have no place in this process. Just be patient and resolve all issues calmly and objectively just like a Doctor.

FEAR IS YOUR ENEMY. JUST DO WHAT YOU KNOW YOU SHOULD. NO MATTER WHAT!

Agent Productivity Report

Agent Name: Categories
Hours Prospecting No. of Contacts Leads Generated Listing Appts Set Listing Appts Held Listings Taken Outbound Referals Sent Open Houses Held Price Reductions Listing Inventory Buyers Appts Set Buyers Appts Held Mortgages Originated Buyer Rep Agreements Listings Sold/Escrows Buyers Sold/Escrows Closings by Listings Closings by Buyers Total Closings Listings Exp/Cancelled Sales Cancelled Total Hours Worked Total SOI Names
Week 1 Week 2

Beginning Date:
Week 3 Week 4 Week 5 Week 6

Sales Goal: $
Week 7 Week 8 Week 9

Goal in Numbers Sold:

Week 10 Week 11 Week 12 TOTALS

0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

Revised on 11/28/06