Selling Your Home with Jim Pappas

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Awards & Accomplishments

Total Sales in 2007-2009: $65,163,365

Jim Pappas

Prudential’s Chairman’s Circle Platinum– 2008 & 2010

AND

Previously the # 7 Realtor in the 19 stateNorthern Region for the

Prudential Franchise System in GCI

AND

Previously the # 1 independent Coldwell Banker Realtor in the state of Pennsylvania

Ranked #1 Realtor in individual sales for all Prudential Homesale Services Group

offices for 2009 & 2010!

Total Sales in 2010: $20,080,590

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• At 98% name recognition, Prudential is the most recognized of all real estate brands.

• Prudential Homesale Services Group is associated with quality, experience, service, and exceptional results.

• More local buyers select Prudential Homesale Services Group.

Prudential Homesale Agents Bring More Buyers

• Our locations provide a network system of referring buyers throughout 12 Pennsylvania counties.

• No other real estate firm will match our services.

Consumers prefer to work with

companies they know and trust

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One Company. One Purpose.

Complete real estate solutions from a neighbor you can trust.

The HomeSale Complete family of services work from the same set of Core Values:

• We don't claim success until our customer declares success.

• We want to earn our customers for life.

• We set the standards for customer excellence.

• We believe the quickest way to grow our organization is to grow our people.

• We believe we achieve more together.

• We think and act with a sense of urgency.

We help people

achieve their dreams!

Our HomeSale Complete

family of services:

All first mortgage products are provided by HomeSale Lending, LLC. HomeSale Lending, LLC may not be available in your area. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. ©2010 HomeSale Lending, LLC. All Rights Reserved.

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All companies are the same? You decide.

“Central & southeastern PA’s “Central & southeastern PA’s “Central & southeastern PA’s “Central & southeastern PA’s #1#1#1#1

Homeseller”Homeseller”Homeseller”Homeseller”

Prudential Homesale Services Group

Gateway Realty

Prudential Lancaster

Realty 1

Town & Country

Coldwell Banker Select

Hostetter Realty

6.38%

37.34%

Weichert RealtorsEngle & Hambright

2.67%

6.72%

2.99%

7.19%

2.65%

3.22%

3.01%

1.98%

Lancaster County

Top Ten Companies by 2010 Closed Volume

Sales results of 169 real estate companies were tabulated to produce this report of closed volume for 1/1/10 through 12/31/10.

Prudential HSG data based on Prudential HSG records; other companies’ data based on Keystone Multi-List.

Keystone MLS neither guarantees nor is in any way responsible for the accuracy of its data. Data maintained by Keystone

MLS may not reflect all real estate activity in the market.

Kingsway Realty

Re/Max Assoc. of Lancaster

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Kingsway Realty

Realty 1

Re/Max Associatesof Lancaster



45.77%9.86%

9.15%

6.34%

6.34%

3.52%




Closed Sales $500,000 and above

Top Six Companies by 2010 Closed Units

Sales results of 169 real estate companies were tabulated to produce this report of closed units for 1/1/10 through 12/31/10.




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$43,581,180

$608,816,943

$48,998,395

$52,574,222

$117,165,761

$43,190,313

$109,560,300

$48,717,610

$32,342,283

$103,959,743



Lancaster County

Top Ten Companies by 2010 Closed Volume


Gateway Realty


Realty 1

Town & Country

Re/Max Assoc. of Lancaster


Hostetter Realty






Kingsway Realty

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Exit Diamond Realty


Unruh Realty, Inc.

Kingsway Realty

Realty 1

26.71%

4.19%

12.04%

4.71%

14.92%

4.97%




Cocalico School District






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Unruh Realty, Inc.


Re/Max Associates of Lancaster

Kingsway Realty

Realty 1

27.51%

4.18%

4.81%

15.80%

11.09%

4.81%




Cocalico + Ephrata School Districts






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Associates Real Estate



Superior Realty

25.19%15.85%

13.94%

3.88%

14.55%

6.69%




Columbia School District

Top Six Companies by 2010 Closed Volume






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Kingsway Realty


25.91%

8.21%

10.52%

4.62%

5.13%

5.13%

Town & Country




Conestoga Valley School District


Realty 1





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Kingsway Realty

Hostetter Realty


23.49%

5.87%

10.54%

12.80%

3.92%

3.92%




Conestoga Valley + Elanco School Districts

Top Companies by 2010 Closed Units

Realty 1





Town & Country

5.57%

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Patriot Realty

Town & Country


44.31%8.85%

3.75%

5.39%

4.40%

2.86%




Donegal School District








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Realty 1

John Smith Real Estate

Town & Country


46.89%

7.05%

7.22%

2.65%

2.83%

4.73%




Elizabethtown + Donegal School Districts






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Realty 1

Town & Country

48.84%

4.98%

11.16%

3.15%

5.70%

2.27%




Elizabethtown School District


John Smith Real Estate






Brownstone Real Estate

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Unruh Realty, Inc.

Kingsway Realty

Gateway Realty

Realty 1


28.05%

4.36%

10.45%

16.38%

5.92%

4.70%




Ephrata Area School District






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Unruh Realty, Inc.

Kingsway Realty

Hostetter Realty

Realty 1


25.48%

9.56%

8.02%

16.27%

6.01%

3.66%




Elanco + Ephrata Area School Districts






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36.96%




Kingsway Realty

9.62%

3.80%

2.53%

12.03%

4.18%Weichert Realtors

Engle & Hambright




Hempfield School District






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Gateway Realty

Hostetter Realty


29.39%

5.31%

14.69%

2.82%

10.63%


8.13%



Lampeter-Strasburg School District






Kingsway Realty

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Puffer/Morris Real Estate

Kingsway Realty


29.10%9.12%

5.55%

6.97%

7.18%

6.22%




Lancaster City







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35.50%

4.47%

6.86%

9.68%

11.65%

4.06%

Cavalry Real Estate




Lancaster Township






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Kingsway Realty



32.47%10.23%

4.07%

7.94%

4.40%

5.18%





School District of Lancaster







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Unruh Realty, Inc.

Kingsway Realty

30.91%9.55%

7.05%

7.04%

5.91%

4.32%




Manheim Central School District


Gateway Realty






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Kingsway Realty


39.90%

6.39%

6.84%

11.15%

4.44%

4.39%




Manheim Township School District







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Charles & Associates




Kingsway Realty

38.56%

3.87%

5.56%

3.86%

10.96%

4.47%




Penn Manor School District






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Kingsway Realty

Beiler Campbell

Realty Professional Group

29.72%13.99%

6.64%

9.44%

3.85%

3.50%




Solanco School District






Re/Max at Jennersville

Town & Country

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Beiler Campbell

Kingsway Realty


Realty Professional Group

Gateway Realty

29.54%

6.77%

5.94%

10.90%

5.61%

4.95%




Solanco + Lampeter-Strasburg School Districts






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Beiler Campbell


Kingsway Realty

35.10%

4.56%

8.60%

3.79%

5.46%

4.30%




Solanco + Penn Manor School Districts








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33.54%8.46%

4.32%

3.63%

4.51%

8.18%



Solanco + Penn Manor + Lampeter-Strasburg School Districts




Gateway Realty

Kingsway Realty






Town & Country

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Dennis Beck Real Estate

Kingsway Realty



Town & Country

32.26%9.77%

7.51%

5.97%

5.31%

4.82%




Warwick School District






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Residential Real Estate Agencies – Top 10Ranked by dollar volume of sales.

Superior service and

expertise make

Prudential Homesale

the leader in

real estate sales.

Prudential

Homesale

Date published is June 2010. The Central Penn Business Journal’s list of residential real estate agencies is limited to those in or near Adams, Cumberland,

Dauphin, Lancaster, Lebanon, Perry, or York counties. Information came from the individual companies and other Business Journal research. To access the

Business Journal’s online database, visit www.centralpennbusiness.com and click List Central in the quick-links menu. Sales data for Jack Gaughen was not

available from the Central Penn Business Journal. It was retrieved from the CPML and RAYAC MLS systems on December 1, 2010.

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The only firm in south central PA with sales of more than $2 Billion

1997 2001 2007

2001 was Homesale’s first complete year of operations after

expansion into the York/Adams and Eastern Regions.

$2,092,800,000

$1,404,000,000

$535,000,000

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Lancaster County’s Broker of Choice

• Ranked by Central Penn Business Journal as the #1 home seller in the region.

• Honored by REALTrends as a national leader in home sales, mortgage services, and settlement services.

• Award We’re Most Proud Of:Preferred choice of Lancaster Newspaper readers, every year since inception of Readers’ Choice Awards.

Core Value: We don't claim success until our customer declares success.

Prudential Homesale is the #1 resource for Lancaster County

home buyers & sellers.

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Who is the Target Audience?

Source: National Association of REALTORS® “2010 Profile of Home Buyers & Sellers,” Exhibit 1-12

• Most first-time buyers were born between 1985-1976.

• The median age of first-time buyers is 30-Gen X.

• The median age of repeat buyers is 49-Baby Boomer.

• 89% of buyers overall use the Internet in their home search.

63% of buyers are

44 or younger.

95% of buyers in this age

group use the internet

for their home

search.

Age of First-Time and Repeat Buyers

All Buyers First-Time Buyers

Repeat Buyers Use Internet in home search

18 to 25 years 6% 11% *

25 to 34 years 36% 56% 15%

35 to 44 years 21% 19% 23%

45 to 54 years 17% 10% 24%

55 to 64 years 13% 4% 22%

65 to 74 years 6% 1% 12%

75 years or older

2% <1% 4%

95%

87%

62%

95%

87%

62%

95%95%

Source: National Association of REALTORS® “2010 Profile of Home Buyers & Sellers,” Exhibit 3-4

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Awareness of the Prudential Brand is almost

universal among Americans

Data Source: 2007 Wave 38 brand image study

General Public Affluent Americans

The Strength of the Brand

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Highest Average Sale Price

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MARKETING: How do buyers find the home they buy?

• 38% From their Real Estate Agent

• 37% On the Internet

• 11% Yard Sign

• 6% Friend, neighbor, or relative

• 4% Home Builder

• 2% Print Newspaper Ad

• 2% Directly from the Sellers

• < 1% Home Book or Magazine

86% of homes purchased are found through these top 3 sources

Less than 3% of homes are purchased as a result of print marketing.

Buyers rely primarily on their Real Estate Agent. It is important to selectan Agent working with a large network of other Agents who may havebuyers interested in a home like yours.

Source: National Association of REALTORS® “2010 Profile of Home Buyers & Sellers” Exhibit 3-9

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PrudentialHomesale.com

• Featured New Listing

– Qualifying listings will appear on the home

page and will be included in the New Listing

Archive for 30 days.

• Target marketing with My Home Finder.

• Highly-visible property search at top of

every page

• “Click & Zoom” Search by Map from the home page

• Advanced property search lets buyers search by

county, area, city, schools, zip code, price, property

type, and more.

• Bold open house search from home page.

• Buyers can request a showing online, anytime.

• Part of the Delta Network which gives Prudential

Homesale listings exposure on 32,600 Websites!

More features than any other local real estate Web site.

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More Buyers Visit PrudentialHomesale.com• The result - PrudentialHomesale.com is the most

visited local broker’s site in the region.• This means that more buyers are visiting

PrudentialHomesale.com to find properties like yours.

SOURCE: January 1, 2010 through December 31, 2010 data from Compete.com. PruHomesaleServices.com and PrudentialHomesale.com URL’s combined to show all traffic to the Prudential Homesale website. Some companies’ websites not included, either because their web traffic was too small to illustrate on this graph, or because their web traffic can not be articulated to Homesale’s local geographic footprint.

• The result - PrudentialHomesale.com is the most visited local broker’s site in the region.

• This means that more buyers are visiting PrudentialHomesale.com to find properties like you

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Listing Activity E-Mails

Alerts Every Day

Every day, until your property sells, you’ll receive email alerts that let you know:

• how many times your listing has been returned in Search Results.

• how many times the Property Details for your listing have been viewed.

• how many times your listing has been added to a prospective buyer’s portfolio.

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PrudentialHomesale.com Property Detail Pages

• Unlimited property photos

• Mortgage calculator

• School reports

• Community information

• Link to Google Maps with driving directions

• “E-mail To Friend” feature lets interested

buyers share your home with others.

• Bold “Request a Showing” button

- 45% of showing requests are made after

hours. The Online Showing Request

feature is an important strategy to create

a showing for your home at the moment

the buyer is excited about seeing it.

• Choice of four printable flier formats

• Online activity reports available upon

request

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Prudential Homesale properties are

advertised on an exclusive network of

32,600 websites.

Prudential Homesale properties are

advertised on an exclusive network of

32,600 websites.

In addition, homes are advertised on Realtor.com, Trulia, PrudentialProperties.com, Zillow, PropertyPursuit.com, Oodle, Homes.com, RealtyTrac, and CyberHomes, to name a few...

We’ve got connections! Our extensive marketing network is available to Central PA home sellers only through Prudential Homesale.

Everywhere. All the time.

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Because Realtor.com has millions of listings . . .

I will make yours stand out• Enhanced marketing

includes:

– Up to 25 jumbo PLUS photo emblem

– open house alerts

– attention-getting banners

– virtual tours

– printable brochure

• This enhanced marketing sets Prudential Homesale listings apart from the crowd

• Benefit: additional buyer excitement and interest in your home.

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Prudential Homesale Property Marketing

*Your Prudential Real Estate agent may elect to market your home on their FaceBook profile.

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Leading National & Local Media

* Your agent may advertise your home on his or her Facebook profile page.

• Local Print Media including Prudential Homesale Magazine!

• Homes and Land Magazine of Lancaster County ($79,000+)

• PLUS – Your home will be advertised on an Exclusive Network of 32,600 websites. Prudential Homesale is the ONLY local broker with access to this network.

Craigslist.org

*

Lancaster

Your property will be advertised in the most effective national and local media including:

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Standout on CraigsList.orgTypical CraigsList Ad

Prudential Homesale CraigsList Ad

• CraigsList.org receives

over 50 million unique

visitors monthly!

• People are looking

for real estate on

CraigsList.org

• Your property will appear

on CraigsList as a

professional online flier

complete with multiple

photos and full description

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Mobile Marketing Network

• PrudentialHomesale.com Mobile

• Realtor.com Mobile

• Homes.com Mobile, iPhone, and

Blackberry Apps

• Trulia Mobile and iPhone App

• Zillow Mobile and iPhone App

• Info 24/7 – Unique service featuring voice descriptions – can be

used with any phone!

Your home will be advertised on the leading local and national mobile real estate portals:

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National Search Engines

The most popular search engines have discovered that real estate is a hot search item, and have developed real estate portals to help consumers find properties. Prudential Homesale markets all properties for sale on these sites, including:

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• The largest distribution of any local broker magazine.

• 19,000 copies distributed throughout Lancaster County

• Buyers Love It! Reader friendly format displays properties in price order.

• Full color photo for homes $75,000+

• I will advertise your property in this popular magazine beginning with the next available issue – and every issue thereafter until its sold!

Prudential Homesale Magazine

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Listing featured in Prudential Homesale Magazine every issue until home is sold!

Prudential Homesale Magazine

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• Prudential Brokers throughout North America also refer their buyers to us.

• Added to this, we receive buyer leads from hundreds of other relocation sources.

• If you want to reach the out-of-town market, go with the leader. We sell thousands of homes to relocating buyers every year.

Our Relocation Network Brings Buyers

No other realty firm in our

area sells as many homes to

out-of-town buyers.

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• A client base from global Fortune 500 companies to U.S. government agencies.

• Global locations include Canada, France, Hong Kong, Mexico, Shanghai, Singapore, Taipei, Tokyo, United Kingdom and the United States.

• Prudential Real Estate certification programs assure that you get the benefits of working with the best of the best.

• J.D. Power agrees: Prudential Relocation represents some of the most influential corporate clients in the country.

Relocation and Business Development

Prudential Relocation offers a full-service

global mobility management firm.

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Marketing for Open Houses

• Open House and Directional Signage

• Local Marketing

– PrudentialHomesale.com

– WGAL.com

– LancasterOpenHouses.com

– Lancaster Sunday News

– Additional Local Print Media*

• National Advertising

– PrudentialProperties.com

– PrudentialRealEstate.com

– Realtor.com

– Trulia.com

– HDTV’s OpenHouse.com

– RealEstate.MSN.com

• Mobile Marketing

– PrudentialHomesale.com MOBILE

– Realtor.com MOBILE

– Trulia.com Mobile and iPhone app

*Depending on the location of your home, an open house may be advertised in additional local print media.

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• When a buyer calls, it’s critical to address their needs promptly to avoid their calling another real estate Company about another home.

• Many buyers look for homes on the weekend, when most real estate offices are closed.

• Only Prudential Homesale has a seven-day-per-week Call Center dedicated to systematically handling the valuable leads we receive.

• You will have the reassurance of knowing that I will personally answer the vast majority of calls on your home.

Buyer calls handled efficiently by Call Center

Call Center – Prudential Homesale – actual

Typical Firm – est.

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Showing Center . . . Ensures You the Most Showings

• Only Prudential Homesale takes a systematic approach to working with Buyers’ Agents to scheduling showings on your home.

• Showing Center staffed seven days per week with professional scheduling coordinators.

• The efficient way for Agents from ALL companies to show your home, so you get MORE showings.

• More showings mean a greater likelihood of finding the right buyer in the fastest time possible.

• Showing activity reports and feedbackavailable through your Prudential Homesale agent.

• One good showing = One good sale

Only at Prudential Homesale Services

Group!

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I Guarantee Your Experience in Writing

• You’ll receive a signed contract

outlining what Prudential Homesale

Services and I will do for you.

• Enjoy Peace Of Mind. If I cannot

perform the services outlined in the

Guarantee, you will be released from

your listing agreement.

• This level of safety and assurance is

only available with Prudential

Homesale Services Group.

See the Seller Services Guarantee for complete details.

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Network Growth

� Approximately 62,000 sales professionals

� Nearly 1,940 offices

� 406,000 transactions

� $129.4 billion in sales

� Presence in 50 states, nine Canadian provinces and Mexico

The Growth of Prudential

Data Source: Prudential Real Estate Report on Key Historical Statisics

1991 2009

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American Home Shield

• Help protect yourself from unexpected

home repair costs and add value to

your home with an American Home

Shield warranty.

• In 2010, American Home Shield paid

$233,000 in warranty claims on behalf

of Prudential Homesale customers.

• One out of four home warranty claims

are placed by the seller prior to

closing.

Statistics show that homes sell for

more money in less time with an

AHS Warranty.

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Give buyers the info they want……before they drive away.

Buyers can:

• Call from any phone to listen to current property details instantly

• Hear the estimated monthly mortgage payment

• Have the option to connect to your Prudential Homesale real estate agent to schedule a showing

• Have the option to receive information via text message

• Plus, photos available on iPhone, Blackberry, and other smart phones

Info 24/7 is Your Curbside Connection

24 HOURS A DAY • 7 DAYS A WEEKONE NUMBER TO CALL • 717-715-1835

Learn more at AllHomesAllPhones.com

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• It will help me to know what you want to achieve

from the sale of your home and the support you

expect to receive from me.

• Together, we can decide how the homeselling

process should be tailored to fit the unique

characteristics of your home.

Your Needs Come First

The process of marketing and selling your home must match your objectives, priorities and needs.

In order to best serve you, I will want to learn more about your plans, soplease feel free to ask questions and share your concerns with me. In thisway, I will understand your goals, helping us build a strong workingrelationship.

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� Price. Do you have specific expectations as to the selling price of your home? If so, what

do you base this figure on? Do you anticipate a certain amount of net proceeds from this

sale?

� Marketing Plan. Are there any specific activities you expect to see included in the

marketing of your home?

� Previous homeselling experience. Have you ever sold a home before? If so, how many

and how recently?

� Positive experiences. What were the most positive features of your previous homeselling

experiences? If you have never sold a home before, what would help make this a positive

experience?

� Concerns. Were there any unsatisfactory features of your previous homeselling

experiences that you hope to avoid this time? If you are selling your first home, are there

any problems or concerns about which you are worried?

� Expectations. What are your expectations of me as your real estate professional? What

specific services and support do you look forward to receiving from me?

Understanding your Expectations

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� What do you feel are the most appealing features of your home?

� What features does your home have that differentiate it from other similar

properties?

� What changes or enhancements would you suggest to make your home as

marketable as possible?

� What are the most attractive features of the surrounding neighborhood?

� Do you have any special terms or conditions regarding the sale of your home,

such as items of personal property to be excluded?

� Are you aware of any problems or concerns regarding your home or the

neighborhood that will need to be disclosed to prospective buyers?

What Should I Know About Your Home?

Each home has special features that may interest buyers.

Please tell me about your home.

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Strategy: Determine Buyer Quality

• Is this buyer actually able to

purchase your home?

• Are there mortgage-related

“conditions” that are likely to impede

a successful closing?

• What is the true negotiating strength

of the buyer?

• If you have multiple offers, which

offer really is the strongest?

• Depending on your risk tolerance,

the best offer might not be the

highest price.

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Performance-Based Compensation

• Commission is an Expense if you choose the wrong agent, an

Investment if you choose the right one.

• You don’t “save money” on a commission, because commission savings

versus value can only be determined at settlement.

• When you Invest in me, you can expect a Return on Investment.

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Positioning Your Home For The Market

• Determining the price of your home through a Competitive Market

Analysis, or CMA, is not the only way to position your home in the

current market.

• A CMA looks at properties that have already sold and often

doesn’t include private sale data.

• However, you are competing for buyer attention against properties

that are currently for sale (the total available inventory).

• It is important to determine the Correct Positioning Price to

achieve the highest Market Value for your home.

CMA Pricing versus Market Value

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Transaction & Risk Management

• Most problems that delay settlement are

caused by title issues, failed inspections and

insurance issues.

• Preliminary review of the settlement sheet

can reveal potential issues.

• Problems that are uncovered too close to

settlement may result in additional out-of-

pocket expenses for the seller,

postponement of settlement or killed

contracts.

• Better to be proactive in the beginning than

to be reactive near settlement.

As part of my Transaction and Risk Management strategy, I will help you maintain negotiating strength by identifying potential problems early.

Review our risk management guidelines to see how we

protect your interests.

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� Communication. How important is regular communication with your real estate

professional? What information is important to you? How often do you want to be

contacted, and what is your preferred way of staying in touch?

� Motivation. Why are you considering selling your home at this time? How far along are

you in the homeselling process? Are you just exploring the possibility of selling, or are

you definitely committed to putting your home on the market?

� Time frame. Is there a certain date by which the sale of this home needs to close? How

flexible are you on this time frame?

� Relocation assistance. Will you need information or assistance in moving to a new

area?

� Homeselling decisions. Are there any other individuals who will be involved in your

home sale decision? May I please have permission to speak with them?

Understanding your Expectations

The following questions will help me understand what is most important to you in the sale of your home.

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Contract Negotiation Skills & Strategies

• Contract Negotiation Skills

& Strategies

• Transaction & Risk Management

• Advertising, Marketing &

Merchandising

I will use proven strategies to establish, then maintain a strong

negotiating position for you:

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Exclusive Marketing Sources Generate Buyer Inquiries!

• In 2010, Prudential Homesale received 24,290 buyer inquiries from property advertising.

• These are leads delivered to real estate agents working for Prudential Homesale right here in Pennsylvania.

• 57% of these inquiries were generated by marketing sources that are ONLY available through Prudential Homesale.

• When you list your home for sale with Prudential Homesale, you will benefit from the most extensive and effective property advertising available in the market.

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Is now a good time to sell?

• Myth: “If I wait, my home willbe worth more, and I’ll make more of a profit.”

• Fact: As your home’s value increases, so does the value of other homes.

• Example:– Your home may sell for $200,000 today, but you think it would sell for 10% more, or

$220,000, next year.

– You want to buy a home that is $250,000 today.

– Assuming a 10% increase in home values, the home you want to buy would be $275,000 if you wait.

– You’d need an additional $5,000 to buy the home you want if you wait.

• And if mortgage interest rates rise, your buying power is decreased further.

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The Strength of the Brand

The Prudential name and “Rock®” logo have stood for

strength, stability, integrity and trust for over 30 years.

• Prudential Real Estate benefits from the name recognition and outstanding reputation of Prudential Financial.

• The Prudential Real Estate brand represents service, quality and exceptional value.

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Homesale VIP Services

Need to spruce up your home before you put iton the market?

Never Fear – Homesale VIP is Here!

• Prudential’s Free Homesale VIP Services can recommend quality, pre-screened, pre-approved vendors to get your home ready for the market.

• Homesale VIP Services is exclusive to Prudential Homesale.

• Buyers moving into the area love the convenience and security of our Homesale VIP Services.

• More buyers means more people looking atyour home!

“We Help People Achieve

Their Dreams”

Selling Your Home with Jim Pappas

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