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HOME SELLING AND REAL ESTATE PROFESSIONALS

Exhibit 7-1 METHOD USED TO FIND REAL ESTATE AGENT, BY FIRST TIME OR REPEAT SELLERExhibit 7-2 METHOD USED TO FIND REAL ESTATE AGENT, BY MILES MOVEDExhibit 7-3 NUMBER OF AGENTS CONTACTED BEFORE SELECTING ONE TO ASSIST WITH SALE OF

HOMEExhibit 7-4 SELLER USED THE SAME REAL ESTATE AGENT FOR THEIR HOME PURCHASE, BY MILES

MOVEDExhibit 7-5 HOME LISTED ON MULTIPLE LISTING SERVICEExhibit 7-6 LEVEL OF SERVICE PROVIDED BY THE REAL ESTATE AGENTExhibit 7-7 WHAT SELLERS MOST WANT FROM REAL ESTATE AGENTS, BY LEVEL OF SERVICE

PROVIDED BY THE AGENTExhibit 7-8 MOST IMPORTANT FACTOR IN CHOOSING A REAL ESTATE AGENT TO SELL HOME, BY LEVEL

OF SERVICE PROVIDED BY THE AGENTExhibit 7-9 METHODS REAL ESTATE AGENT USED TO MARKET HOMEExhibit 7-10 HOW REAL ESTATE AGENT WAS COMPENSATEDExhibit 7-11 NEGOTIATING THE COMMISSION RATE OR FEE WITH THE REAL ESTATE AGENTExhibit 7-12 WOULD SELLER USE REAL ESTATE AGENT AGAIN OR RECOMMEND TO OTHERSExhibit 7-13 HOW MANY TIMES SELLER RECOMMENDED TYPICAL AGENT

The 2017 Profile of Home Buyers and Sellers


Exhibit 7-1METHOD USED TO FIND REAL ESTATE AGENT, BY FIRST TIME OR REPEAT SELLER(Percentage Distribution)

Indiana

All sellersFirst-time

SellerRepeat

SellerReferred by (or is) a friend, neighbor or relative 43% 51% 40%Used agent previously to buy or sell a home 25 20 27Visited an open house and met agent 5 8 4Internet website (without a specific reference) 5 6 3Personal contact by agent (telephone, email, etc.) 5 6 4Referred by another real estate or broker 5 2 7Saw contact information on For Sale/Open House sign 1 * 2Referred through employer or relocation company 1 * 1Direct mail (newsletter, flyer, postcard, etc.) * * *Walked into or called office and agent was on duty 2 2 2Newspaper, Yellow pages or home book ad 1 * 1Advertising specialty (calendar, magnet, etc.) * * *Crowdsourcing through social media/knew the person through social media* * *Saw the person's social media page without a connection * * *Other 8 6 8

U.S.

All sellersFirst-time

SellerRepeat

SellerReferred by (or is) a friend, neighbor or relative 41% 47% 39%Used agent previously to buy or sell a home 23 20 25Personal contact by agent (telephone, email, etc.) 5 4 6Internet website (without a specific reference) 5 5 4Visited an open house and met agent 4 4 4Referred by another real estate or broker 3 3 3

Saw contact information on For Sale/Open House sign 2 1 3Referred through employer or relocation company 2 1 2Direct mail (newsletter, flyer, postcard, etc.) 2 2 2Walked into or called office and agent was on duty 1 2 1Newspaper, Yellow pages or home book ad * 1 *Advertising specialty (calendar, magnet, etc.) * 1 *Crowdsourcing through social media/knew the person through social media * 1 *Saw the person's social media page without a connection * * *Other 10 9 10

* Less than 1 percent



Exhibit 7-2METHOD USED TO FIND REAL ESTATE AGENT, BY MILES MOVED(Percentage Distribution)

Indiana

All sellers10 miles

or less11 to 20

miles21 to 50

miles51 to 100

miles101 to

500 miles501or more

Referred by (or is) a friend, neighbor or relative 43% 46% 48% 50% 43% 35% 17%Used agent previously to buy or sell a home 25 24 22 20 14 29 33Visited an open house and met agent 5 6 11 * * * 8Internet website (without a specific reference) 5 4 * 10 * 6 17Personal contact by agent (telephone, email, etc.) 5 6 7 * * * 8Referred by another real estate or broker 5 3 * 10 14 12 8Saw contact information on For Sale/Open House sign 1 3 * * * * *Referred through employer or relocation company 1 * * * * 6 *Direct mail (newsletter, flyer, postcard, etc.) * * * * * * *Walked into or called office and agent was on duty 2 1 4 * 14 *Newspaper, Yellow pages or home book ad 1 1 * * * * *Advertising specialty (calendar, magnet, etc.) * * * * * *Crowdsourcing through social media/knew the person through social media * * * * * * *Saw the person's social media page without a connection * * * * * * *Other 8 6 7 * 14 12 8

U.S.

All sellers10 miles

or less11 to 20

miles21 to 50

miles51 to 100

miles101 to

500 miles501or more

Referred by (or is) a friend, neighbor or relative 41% 40% 48% 34% 47% 41% 45%Used agent previously to buy or sell a home 23 28 25 23 11 22 16Personal contact by agent (telephone, email, etc.) 5 5 6 6 4 7 4Internet website (without a specific reference) 5 4 3 6 7 3 7Visited an open house and met agent 4 5 4 6 3 2 1Referred by another real estate or broker 3 3 1 3 5 5 4Saw contact information on For Sale/Open House sign 2 2 3 1 3 2 4Referred through employer or relocation company 2 1 1 3 6Direct mail (newsletter, flyer, postcard, etc.) 2 2 * 2 1 1 3Walked into or called office and agent was on duty 1 1 1 2 1 3 2Newspaper, Yellow pages or home book ad * 1 * 1 1 * *

Advertising specialty (calendar, magnet, etc.) * 1 * 1 * * *

Crowdsourcing through social media/knew the person through social media * * * * * * *Saw the person's social media page without a connection * * * 1 * * *Other 10 9 7 13 16 9 10



Exhibit 7-3NUMBER OF AGENTS CONTACTED BEFORE SELECTING ONE TO ASSIST WITH SALE OF HOME(Percentage Distribution)

Indiana

One 81%Two 14%Three 5%Four 1%Five or more *


U.S.

One 74%Two 15Three 7Four 2Five or more 1

81%

14%

5%1% 0%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

One Two Three Four Five or more

NUMBER OF AGENTS CONTACTED BEFORE SELECTING ONE TO ASSIST WITH SALE OF HOME

(Percentage Distribution)

Indiana

74%

15%

7%2% 1%

0%

10%

20%

30%

40%

50%

60%

70%

80%

One Two Three Four Five or more

NUMBER OF AGENTS CONTACTED BEFORE SELECTING ONE TO ASSIST WITH SALE OF HOME


U.S



Exhibit 7-4SELLER USED THE SAME REAL ESTATE AGENT FOR THEIR HOME PURCHASE, BY MILES MOVED(Percentage Distribution Among Sellers Who Used an Agent to Purchase a Home)

Indiana

10 miles or less

11 to 20 miles

21 to 50 miles

51 to 100 miles

101 to 500 miles

501or more

Yes 66% 93% 83% 70% 27% 6% 0%No 34% 7% 17% 30% 73% 94% 100%

U.S.

All sellers

10 miles or less

11 to 20 miles

21 to 50 miles

51 to 100 miles

101 to 500 miles

501or more

Used the same agent 53% 79% 84% 62% 23% 8% 4%Used a different agent 47% 21 16 38 77 92 96

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

All sellers 10 miles or less 11 to 20 miles 21 to 50 miles 51 to 100 miles 101 to 500 miles 501or more

53%

79% 84%

62%

23%8% 4%

47%

21 16

38

7792 96

Used the same agent Used a different agent



Exhibit 7-5HOME LISTED ON MULTIPLE LISTING SERVICE(Percentage Distribution)

Indiana

Yes 80%No 4%Don't know 16%

U.S.

Yes 90%No 4%Don't know 6%

Yes, 80%

No, 4%

Don't know, 16%

HOME LISTED ON MULTIPLE LISTING SERVICE(Percentage Distribution)

Indiana

Yes, 90%

No, 4%

Don't know, 6%

HOME LISTED ON MULTIPLE LISTING SERVICE(Percentage Distribution)

U.S.



Exhibit 7-6LEVEL OF SERVICE PROVIDED BY THE REAL ESTATE AGENT(Percentage Distribution)

Indiana

A broad range of services and management of most aspects of the home sale

84%

A limited set of services as requested by the seller

10%

The agent listed the home on the MLS and performed few if any additional services

7%

U.S.

LEVEL OF SERVICE PROVIDED BY THE REAL ESTATE AGENT(Percentage Distribution)

2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017


83% 81% 81% 80% 80% 80% 80% 81% 79% 79% 83% 82%


9% 9% 9% 9% 8% 10% 8% 9% 9% 9% 8% 9%


8% 9% 9% 11% 11% 10% 12% 10% 12% 12% 9% 9%

A broad range of services

and management

of most aspects of the

home sale, 84%

A limited set of services as requested by

the seller, 10%

The agent listed the

home on the MLS and

performed few if any additional

services, 7%

LEVEL OF SERVICE PROVIDED BY THE REAL ESTATE AGENT


Indiana

Indiana

83% 81% 81% 80% 80% 80% 80% 81% 79% 79% 83% 82%

9% 9% 9% 9% 8% 10% 8% 9% 9% 9%8% 9%

8% 9% 9% 11% 11% 10% 12% 10% 12% 12% 9% 9%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017

LEVEL OF SERVICE PROVIDED BY THE REAL ESTATE AGENT 2006-2017






Exhibit 7-7WHAT SELLERS MOST WANT FROM REAL ESTATE AGENTS, BY LEVEL OF SERVICE PROVIDED BY THE AGENT(Percentage Distribution)

Indiana

All sellers

A broad range of services and

management of most aspects of the home

sale

A limited set of services as

requested by the seller

The agent listed the home on the MLS

and performed few if any additional

servicesHelp price home competitively 18% 19% 8% 20%Help sell the home within specific timeframe 18 15 23 50Help find a buyer for home 13 15 * *Help seller market home to potential buyers 16 18 8 10Help seller find ways to fix up home to sell it for more 16 15 38 *Help with negotiation and dealing with buyers 7 8 * 10Help with paperwork/inspections/preparing for settlement 6 5 15 10Help seller see homes available to purchase 4 4 8 *Other * * * *


U.S.

All sellers


management of most aspects of the home

sale



The agent listed the home on the MLS

and performed few if any additional

servicesHelp seller market home to potential buyers 21% 21% 15% 22%Help sell the home within specific timeframe 20 19 25 26Help price home competitively 18 19 13 15Help find a buyer for home 15 14 21 15Help seller find ways to fix up home to sell it for more 15 16 12 11Help with negotiation and dealing with buyers 6 6 5 5Help with paperwork/inspections/preparing for settlement 3 3 3 5Help seller see homes available to purchase 1 1 4 *Help create and post videos to provide tour of my home 1 1 * *Other 1 1 2 2


LEVEL OF SERVICE SOUGHT FROM THE AGENT BY THE SELLER




Exhibit 7-8MOST IMPORTANT FACTOR IN CHOOSING A REAL ESTATE AGENT TO SELL HOME, BY LEVEL OF SERVICE PROVIDED BY THE AGENT(Percentage Distribution)

Indiana

All sellers


management of most aspects of the

home sale



The agent listed the home on the MLS and performed few if any

additional servicesReputation of agent 40% 42% 15% 44%Agent is honest and trustworthy 20 21 15 *Agent is friend or family member 17 13 46 33Agent’s knowledge of the neighborhood 1 2 * *Agent’s association with a particular firm 3 2 15 *Agent has caring personality/good listener 6 7 * *Agent's commission 4 4 * 11Agent seems 100% accessible because of use of technology like tablet or smartphone5 5 8 *Professional designations held by agent 2 2 * 11Other 2 2 * *

U.S.

All sellers


management of most aspects of the

home sale



The agent listed the home on the MLS and performed few if any

additional servicesReputation of agent 34% 36% 26% 25%Agent is honest and trustworthy 18 18 14 18Agent is friend or family member 16 16 16 13Agent’s knowledge of the neighborhood 12 11 17 14Agent has caring personality/good listener 5 5 5 5Agent's commission 4 3 7 5Agent’s association with a particular firm 3 3 2 9Agent seems 100% accessible because of use of technology like tablet or smartphone 3 3 7 5Professional designations held by agent 1 1 * 1Other 4 3 9 8





Exhibit 7-9METHODS REAL ESTATE AGENT USED TO MARKET HOME(Percent of Respondents Among Sellers Who Used an Agent)

Indiana

All HomesMultiple Listing (MLS) website 76%Yard sign 74Open house 39Real estate agent website 44Real estate company website 48Realtor.com 58Third party aggregators 42Print newspaper advertisement 8Direct mail (flyers, postcards, etc.) 3Real estate magazine 8Newspaper website *Video 7Other Web sites with real estate listings (e.g. Google, Yahoo) 7Real estate magazine website 4Social networking websites (e.g. Facebook,Twitter, etc.) 19Online Classified Ads 10Video hosting Web sites (e.g. Youtube, etc.) 1Television 3Other 2


U.S.All Homes

Multiple Listing (MLS) website 87%Yard sign 68Realtor.com 51Open house 51Real estate agent website 50Real estate company website 45Third party aggregators 44Third party aggregators 44Social networking websites (e.g. Facebook,Twitter, etc.) 17Video 11Print newspaper advertisement 10Direct mail (flyers, postcards, etc.) 10Online Classified Ads 9Other Web sites with real estate listings 7Real estate magazine website 5Real estate magazine 5



Exhibit 7-10HOW REAL ESTATE AGENT WAS COMPENSATED(Percentage Distribution)

Indiana

Paid by seller 69% Percent of sales price 92 Flat fee 2 Per task fee * Other 1 Don't Know 5Paid by buyer and seller 13Paid by buyer only 8Other 1Don't Know 9

U.S.

Paid by seller 76% Percent of sales price 71 Flat fee 3 Per task fee * Other * Don't Know 2Paid by buyer and seller 13Paid by buyer only 6Other 2Don't Know 4




Exhibit 7-11NEGOTIATING THE COMMISSION RATE OR FEE WITH THE REAL ESTATE AGENT(Percentage Distribution)

Indiana

Real estate agent initiated discussion of compensation

44%

Client brought up the topic and the real estate agent was able and willing to negotiate their commission or fee

12

Client brought up the topic and the real estate agent was unwilling or unable to negotiate their commission or fee

6

Client did know commissions and fees could be negotiated but did not bring up the topic

18

Client did not know commissions and fees could be negotiated

21

U.S.

Real estate agent initiated discussion of compensation

48%

Client brought up the topic and the real estate agent was able and willing to negotiate their commission or fee

20

Client brought up the topic and the real estate agent was unwilling or unable to negotiate their commission or fee

8

Client did know commissions and fees could be negotiated but did not bring up the topic

10

Client did not know commissions and fees could be negotiated

15

Real estate agent initiated discussion of compensation, 48%

Client brought up the topic and the real

estate agent was able and willing to

negotiate their commission or fee, 20

Client brought up the topic and the real estate agent was

unwilling or unable to negotiate their

commission or fee, 8

Client did know commissions and fees could be negotiated but did not bring up

the topic, 10

Client did not know commissions and fees could be negotiated,

15



Exhibit 7-12WOULD SELLER USE REAL ESTATE AGENT AGAIN OR RECOMMEND TO OTHERS(Percentage Distribution)

Indiana

All sellers

10 miles or less

11 to 20 miles

21 to 50 miles

51 to 100 miles

101 to 500 miles

501or more

Definitely 74% 73 74 100 86 59 73%Probably 14% 19 15 * 14 6 9%Probably Not 6% 3 4 * * 18 18%Definitely Not 5% 4 7 * * 12 0%Don't Know/ Not Sure

1% 1 * * * 6 0%

U.S.

All sellers

10 miles or less

11 to 20 miles

21 to 50 miles

51 to 100 miles

101 to 500 miles

501or more

Definitely 67% 70% 71% 63% 57% 64% 64%Probably 18 16 17 21 27 19 19Probably Not 7 7 6 7 8 5 8Definitely Not 7 6 6 7 6 9 8Don't Know/ Not Sure 2 1 1 2 2 3 2



Exhibit 7-13HOW MANY TIMES SELLER RECOMMENDED TYPICAL AGENT(Percentage distribution)

Indiana

All Sellers

None 23%One time 20Two times 22Three times 13Four or more times 22

Times recommended since buying (median) 2

U.S.

All Sellers

None 37%One time 13Two times 18Three times 11Four or more times 22

Times recommended since buying (median) 2


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