Business/Legal: 1) Verification of Property Condition (Buyer Final Inspection) (C.A.R. Form VP) 2) Cooperating Broker Compensation Agreement and Escrow Instructions(C.A.R. Form CBC) 3) Marketing and Business Development: 1) 3 Major themes in our current market. 2) Market Stats (Fresno MLS all areas) 3) Seller Benefits 4) Buyer Benefits 5) Control the Narrative

Business/Legal: 1) Assignment of Agreement Addendum (C.A.R. Form AOAA) 2) Cross Pre-qualification practices 3) Secret or Undisclosed Compensation 4) Legal Referral Fees: Business Development: 1) You vs. The Discount Broker 2) Moving Your Sellers Out!!!!

Business/Legal: 1) Notice to Buyer to Perform (C.A.R. Form NBP) 2) Seller License to Remain in Possession (C.A.R. Form SIP) 3) ers Purchase of Replacement Property (C.A.R. Form SPRP) Buisiness Development: 1) New York Times 2) 10 Days of Ninja (20-29) 3) List to Live!

Business/Legal: 1) Earnest Money Deposit and Verification funds 2) Seller’s right to cancel (No deposit or funds) 3) Work with real buyers (Effective and Efficiently) 4) er Pre-Occupancy Storage Addendum (C.A.R. Form POSA) FHA for Condos: Business Development: 1) Grow your database and make it “vertical” 2) Posting on Facebook 3) Holiday Bike Giveaway

Business/Legal: 1) Earnest Money Deposit and Verification funds 2) Seller’s right to cancel (No deposit or funds) 3) Work with real buyers (Effective and Efficiently) 4) er Pre-Occupancy Storage Addendum (C.A.R. Form POSA) FHA for Condos: Business Development: 1) Grow your database and make it “vertical” 2) Posting on Facebook 3) Holiday Bike Giveaway

Business/Legal: 1) Interperter / Translator Agreem 2) Disclosure Responsibility Addendum ( London Forms ) Business Development: 1) Win the confidence of your clients 2) Overall Market Perceptions and Facts 3) Questions to get clients off the fence ( Buyers ) 4) Show the numbers ( But ALWAYS remember to tell a story – you are the story teller.

Business/Legal: 1) Some things to consider avoiding..... 2) Interim Occupancy Agreement 3) Always include the DRA in your counter offer 4) Sales and Market (ing)! 5) Be intentional in everything we do... Be intentional with your real estate.

Business/Legal: 1) Some things to consider avoiding..... 2) Interim Occupancy Agreement 3) Always include the DRA in your counter offer 4) Sales and Market (ing)! 5) Be intentional in everything we do... Be intentional with your real estate.

Business/Legal: 1) Use the Seller’s Purchase of Replacement Property C.A.R. Form SPRP 2) There is no such thing as a 2-4-5 listing 3) Exclusive - Full Service Listing 6

Housekeeping - Getting The Listing: 1) Most Important Fact in Selling 2) Get to the Price Right Away 3) Crucial Conversations 4) 5 Stages of Change (For Sellers) - Pre-Listing Interview: 1) Reasons 2) Fundamental Questions 3) Provide Idea of Homes Conditions 4) Your Marching Orders 5) Your Competition 6) FSBO 7) Have we missed anything? 8) 1 or 2 Call Process?