The “Michael’s Homes” Marketing Advantage Plan Poczynek... · 2016-02-18 · The...

The “Michael’s Homes” Marketing Advantage PlanPrince Edward Island’s HIGH DEFINITION Full Time Real Estate Agentsince 1997. Marketing your property Socially and Globally.

Reported on CBC TV & Radio

Cable Head East $6,950,000.

Presented by:

Century 21 Northumberland (1987) LimitedCRS, CNE, ABR, CIAS, CDPE, ePro, RECS

Century 21 Northumberland (1987) LimitedDirect Line: (902) 888-8860michaelshomes.com | michaelshomesHD.com | michaelsadvantages.com

Successful Sales Process

1. Introduction (About Me)( )

2. Ask a series of questions

3 Preview your home3. Preview your home

4. Discuss marketing plan

&5. Establish price & estimate net

6. Explain forms & procedures

7. Address your concerns

8. MUTUAL DECISION

25+ Years Experience & Awards

• I have been involved with the Business of Real Estate (Residential and Commercial) since I was in my teens My top PEI sale is a record $4 800 000 Top negotiated off Island idealI was in my teens. My top PEI sale is a record $4,800,000. Top negotiated off Island ideal in was Ontario $120,000,000. (120 Million).

• Moved to PEI from Ontario & Licensed in 1997, became Top Earner in Atlantic Canada 2006, and #72 in Canada. More income = more marketing dollars for you. I have won

M t R b 2012

2006, and #72 in Canada. More income more marketing dollars for you. I have won multiple awards.

• Masters Ruby 2012• CENTURION® Producer 2011• Masters Ruby 2008• Masters Emerald 2007• CENTURION® Producer• 2006 Masters Emerald• 2005 Masters Ruby• 2004 Masters Ruby• 2002 Masters

Sil Cl b 1999

Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

• Silver Club 1999

My Credentials - CRS

CRS – Certified Residential Specialist– The Council of Residential Specialists awards the CRS designation to REALTORS® who complete intensive classroom courses as well as a required number of transactions; CRSs make up the top 3% of REALTORS® in the nation. “Certified Residential Specialist (CRS) agents have proven record of success—3X success, in fact. Compared to the average REALTOR®, CRS agents have been in the business nearly three times longer, have three times the number of annual transactions, and generate three times the amount of gross sales.”


My Credentials - CNE

CNE – Certified Negotiation Expert – This g pcourse is one of the top new designations in real estate and is taught nationally by the Real Estate Negotiation Institute.• Competitive Win-Lose Hard Bargaining vs Collaborative Win-Win• Competitive Win-Lose Hard Bargaining vs. Collaborative Win-Win

NegotiatingUnderstand the differences in these two classic approaches and how to use both approaches to get the best outcome for your client and yourself

• Psychology of BuyingLearn how the brain makes purchase decisions and how you can impact both sides of the brain in the decision making processP i P i i l• Persuasion PrinciplesScientifically proven persuasion approaches that increase your success rate at influencing others; includes scripts for real estate negotiation situations that utilize these proven persuasion approaches

• CNE Model and Planning GuideLearn how to proactively plan your real estate negotiations for success

• Case StudiesSee how these principles and approaches are applied in real estate negotiation situations in all kinds of markets

• Skill Practice/Role PlaysGet a chance to practice your new skills in a safe environment that will increase your success in the real world

• Group Discussion TopicsInnovative and creative approaches are discussed by small and large


Innovative and creative approaches are discussed by small and large groups that will help take your business to new levels

My Credentials - ABR

When you look for an ABR® before youWhen you look for an ABR® before you look for a home, you’ll be served, not sold. Your interests become their interests. And you’ll be working with someone who has gone the extra mile by completing g y gspecialized training in delivering the best in buyer-representation services. Plus, a REALTOR® who has an ABR® Designation also has an established track record with proven experience inrecord, with proven experience in representing the concerns of home buyers.

The ABR® Designation is awarded through the Real Estate Buyer’s Agent Council, or REBAC, which was founded in 1988 to promote superior buyer-representation skills and services. REBAC is an affiliate of the National Association of REALTORS® (NAR).


(NAR).

My Credentials - ePro

The e-PRO® advantage. Build your Business online.

e PRO® certification shows consumers thate-PRO® certification shows consumers that you are willing to go the extra mile to provide the most up-to-date and sophisticated service, and truly be a successful agent. Applying advanced technologies and social media strategies to your business plan expands your capabilities, increases your reach, and builds trust with your customers.


My Credentials – CIAS and CDPE

CIAS: Certified Investor Agent Specialist ACIAS: Certified Investor Agent Specialist. A Certified Investor Agent Specialist™ (CIAS) finds, creates, and closes with residential real estate investors with the knowledge and tools earned through comprehensive education and gexperience. CIAS-designated agents can streamline the process of real estate investment to increase returns for investor clients.

CDPE: Certified Distressed Property Expert.A Certified Distressed Property Expert® (CDPE) has a thorough understanding of complex issues in today’s turbulent real estate industry andin today s turbulent real estate industry and knowledge of foreclosure avoidance options available to homeowners. CDPEs can provide solutions, specifically short sales, for homeowners facing market hardships.


My Professional Experience

• A marketing and advertising expert specializing in Real Estate.

• Always in the lead of innovation includingprofessional digital photography aerialsprofessional digital photography, aerials,videos, Internet, Social Media, Blogs, E-mail lists, Weekly Newsletters, and more.

• The first and largest web presence• The first and largest web presencein Prince Edward Island since 1997.

• My background is sales, technology, advertising,k ti d b i Fi t b i t 15marketing, and business. First business at 15.


CENTURY 21® Northumberland (1987) Limited

• My company’s strengths#1 Office in the Area for Sales #1 in Entire Province for Listings• #1 Office in the Area for Sales, #1 in Entire Province for Listings.

• 25 years in business.• 24 agents, 22 full time. Our agents are the best trained on the Island.• Offices in Summerside, Kensington, O’Leary, and Borden (first to be seen off O ces Su e s de, e s gto , O ea y, a d o de ( st to be see o

the bridge).• Active in community events and charities.• Coverage from East Point to North Cape, and everywhere in between.

• Strength of the CENTURY 21 brand • CENTURY 21® continues to be the most recognized name in real estate*

• I have been a full time agent for 17 years in PEI.


*Source: 2007 Ad Tracking Study. The survey results are based on 1216 online interviews with a national random sample of adults (ages 25-54) who are equal decision makers and who have bought or sold a home within the past two years or plan to purchase or sell a home within the next two years. Brand awareness questions are based on a sample of 1216 respondents with a margin of error of +/- 2.4% at 90% confidence level. The study was conducted between February 19th - October 7th, 2007 by Millward Brown, a leading global market research organization.

A History of Proven Results

• Sold the Waterfront Mall (twice).Largest sale on MLS - Ever.

• Responsible for some of the• Responsible for some of thelargest sales in Summersideand on the Island.

• Sold more high end properties “sight unseen” then any agent on the Island.

• Sold properties that have been on the market for “Years” in 24 hours with the help of my Internet exposure and mailing list of over 21,527 subscribers.my Internet exposure and mailing list of over 21,527 subscribers.

• Our company has more listings then any company on the Island; including the Charlottetown firms by a huge margin. We are most likely to get the calls and the buyers Those who have the listings control the market


buyers. Those who have the listings – control the market.

Michael in Money Magazine


Michael in the New York Times


Michael in the New York Times (more than twice)


Michael in MoneySense Magazine


Michael in the Media

• CBC Radio• CBC TV Local News• CBC TV National News• All Local Radio StationsAll Local Radio Stations• The Journal Front Page (several times)• The Guardian Front Page (several times)

Th Gl b & M il• The Globe & Mail• And the list goes on and on ..

Search Google.


Get More with CENTURY 21®Get More with CENTURY 21®

Standard Services Customized Services• Multiple Listing Service• Local Advertising• Yard Sign

• National Advertising• Global Referral Network• Seller Service PledgeYard Sign

• Agent and Office Preview• Open House

R i d P t Di l

Seller Service Pledge• Quality Service Survey• Other Internet Websites

• Required Property Disclosures• Competitive Market Analysis• Featured on National Website• Financial Analysis• Time Analysis• Tips on Showing


Tips on Showing

Our “Exclusive” Real Estate Book

Century 21 Northumberland has it very own and exclusive R l E t t B k th t lReal Estate Book that only advertises our listings to over 400 locations Island Wide. Ten’s of Thousands of copiesTen s of Thousands of copies distributed.

2013 t t i 50 000 i2013 target is 50,000 copies Island Wide.


Michael’s “Exclusive” Social Media signage for 2012

New Social Media For SaleNew Social Media For Sale signs, and YouTube signs have potential purchasers stopping and taking notice and watching videos on-site. A 24 hour a day open house.


The Evolution towards Social Media Marketing.

The world has evolved from Search Engine CentricThe world has evolved from Search Engine Centric to Social Media Centric. This is my focus.

According to Compete PRO data for August 2013:According to Compete PRO data for August 2013:• 163.4 million American adults visited facebook.com• 162.5 million American adults visited youtube.com• 59.3 million visited blogspot.com59 3 o s ted b ogspot co• 41.2 million visited linkedin.com• 34.1 million visited twitter.com• 33.2 million visited wordpress.com• 33.1 million visited plus.google.com• 29.6 million visited pinterest.com• 25.6 million visited instagram.com• 23 5 million visited tumblr com


• 23.5 million visited tumblr.com

Get More with CENTURY 21®Get More with CENTURY 21®

• Tips on Marketing

• Tips on making house more saleable (staging). We have an in house stageran in house stager.

• Tips on holding open house

• Estimate of repairs• Estimate of repairs

• Security checklist

• Highlighted expired list• Highlighted expired list

• Company comparison chart

• Marketing checklist


• Marketing checklist

M t R i d N i R l E t tMost Recognized Name in Real Estate

Q “Which of these agencies , if any, is the Q g , y,most recognized name in real estate?”

S 2007 Ad T ki St d Th lt b d 1216 li i t i ith ti l d l f d lt ( 25 54) h l d i i k d h h b ht ld


Source: 2007 Ad Tracking Study. The survey results are based on 1216 online interviews with a national random sample of adults (ages 25-54) who are equal decision makers and who have bought or sold a home within the past two years or plan to purchase or sell a home within the next two years. Brand awareness questions are based on a sample of 1216 respondents with a margin of error of +/- 2.4% at 90% confidence level. The study was conducted between February 19th - October 7th, 2007 by Millward Brown, a leading global market research organization.

U li it d T ti i l (A S ll S l )Unsolicited Testimonials (A Small Sample)

"IfyouwantthetopagentontheislandMichaelismychoice.HehasagreatermarketingreachthananyotheragentIhavehadcontactwithandtheabilitytomatchit.Hisfee is higher but in the end when he moves your listing where others fail and at a bigger dollar you both win I am very satisfied with Michael's performance for my wife and I Ifeeishigherbutintheendwhenhemovesyourlistingwhereothersfailandatabiggerdollaryoubothwin.IamverysatisfiedwithMichael sperformanceformywifeandI.IdonotknowofamorecapableandresultsorientedagentinPEI.IhighlyendorseMichaelPoczynek."...ChrisfromQuebec,Canada.

"Havingbeenonyouremailmarketinglistforalmosttwoyears,ImusttakeamomenttocommendyouonyourhighlyprofessionalandinformativeemailsandlinkstoWebpageswithpropertydetails....CertainlyyourilluminatingemailshavehelpedacquaintmywifeandmewiththevaluesandvenuesonPEI.YouwillbethefirstpersonwecontactwhenwecanembarkonoursearchforaPEIretreat."...WhitfromCalifornia,USA.

"Michael You are too cool Keep up the good work " Brian former Century 21 Agent in PEI now in AlbertaMichael,Youaretoocool.Keepupthegoodwork. ...Brian,formerCentury21AgentinPEI,nowinAlberta.

"Mypropertywasonthemarketfor5yearswithotheragents,Michaellisteditandsolditin1hour! Thankyouforyourhelpandpersonalattention.YouarethefirstrealtoronPEItomakeadifference.Inthefuture,youwillbetheonlyonewhoIwillaskforhelp."...Rev.Richard,MD,USA

"YoudoniceworkMichaelandarethefirstREAtodothispropertyjustice. Thankyou." ...Richard,FL,USA.

"Michael:Ilikethespeedatwhichyoumove."...Patrick,Lawyer,Alberta.p y , y ,

"HiMichael, IthoughtitwasveryimpressivetodaywhenmyBlackberrywentoffat11:02withyourweeklynewsletter&thenmyfaxmachine withyourReadDrproperty.IwatchalotofrealestateshowsonTV&it'shardtobelieveanagentinSummersidePEhasabetterwebsite.Comparedtootheragentsyouareyearsaheadofthegame."...Tyler,Summerside,PE,BusinessMarketing/SalesSpecialist.

"HiMichael: YouarestillbyfarthemostprofessionalagentIhaveevercomeacross.Greatwebandaddisplays."...Rod,Ontario.

"HelloMichael, Thankyousomuchforallyourfinework.WelookforwardtorecommendingyoutoanyoneelsethatwantstofindtheirdreaminPEI.Ifyoueverneedamoreindepthtestimonialforpromotionalorotherreasons,pleasefeelfreetoaskus‐ Itwouldbeapleasure."...Alltheverybest,Marcus&Sophie,BC,Canada.

"Iappreciatedyourquickresponsesandtimelyservicethroughouttheexperience.Yourvideotoursofthehomesareagreatserviceandarealdifferentiator."...Matt,Montreal,Canada.

"InoticedyourYouTubevideoandamveryimpressedwithyourenthusiasm."...KarenC.,NorthRiver,NS,Canada.


Century 21 Northumberland – Marketing Advantages

Whi h f th didWhich one of these did you want to give up(if th t)?(if you use another agent)?

Larger printable versions of this chart may be found at:


Larger printable versions of this chart may be found at: MichaelsAdvantages.com

Local Real Estate Company Comparison Chart

Which one of these did you iwant to give up

(if you use another agent)?

Larger printable versions of this chart may be found at:



Ask a Series of Questions1. When did you first start thinking about selling your home?

2 Where would you like to move?2. Where would you like to move?

3. When would you like to be in your new home?

4. How long have you lived in your present home?

5. What improvements have you made to your present home?5. What improvements have you made to your present home?

6. If there was one thing that you could change with your present home, what would it be?

7. What was your original purchase price?

8. What is the balance on your present mortgage?y p g g

9. How did you arrive at your price?

10. How do you feel about owner financing?

11. What is most important to you? Price? Timing? Convenience?p y g

12. Who else have you been talking to about the sale of your home?

13. What would it do to your plans if you did not sell?

14. What major concerns do you have in making a move?


15. What would I have to do to get your home listed with me today?

Preview your Home

“Th h th E f B !”“Through the Eyes of a Buyer!”


The Evolution of Real Estate and Michael’s Firsts• 1997 – First Agent to have a Website on the Internet and on page 1 of Google most of the time for 14 years.

1998 FIRST TO ADVERTISE OPEN HOUSE IN ADVANCE WITH SIGNAGE• 1998 – FIRST TO ADVERTISE OPEN HOUSE IN ADVANCE WITH SIGNAGE

• 1999 – FIRST TO USE DIGITAL PHOTOPGRAPHY

• 2000 – FIRST TO OFFER A WEEKLY PEI REAL ESTATE NEWSLETTER

• 2001 – FIRST TO OFFER STAGING SERVICE & PROFESSIONAL PICTURES

• 2002 – FIRST TO OFFER HIGH SPEED DIGITAL AERIAL PHOTOGRAPHY

• 2006 FIRST TO BRING AERIAL PHOTOS TO THE INTERNET• 2006 – FIRST TO BRING AERIAL PHOTOS TO THE INTERNET

• 2008 – FIRST TO OFFER HD VIDEO

• 2009 – TWITTER, FACEBOOK, AND WORDPRESS (BLOG)

• 2010 – FIRST TO OFFER AERIAL HD VIDEO FOR REAL ESTATE IN PEI

• 2012 – YouTube Channel hits 300 Video Online, and over 300,000 views. Michael Obtains his CRS, ABR, and ePro Certifications. Point2 syndicates listings to over 350 websites. Social media now includes LinkedIn, Facebook YouTube Wordpress and more Kijiji advertising increased National Ad campaigns increased


Facebook, YouTube, Wordpress, and more. Kijiji advertising increased. National Ad campaigns increased.

• 2013 - On CBC TV and Radio three times with coverage of several properties.

Michael’s Listings now Syndicated to over 350 Websites.In addition to the alread e isting 60+ in ho se


In addition to the already existing 60+ in house.

Marketing Plan

• List your property on our company website including a virtual tour, slide show and photos of your home.

• Exposure with live video on michaelshomesHD.com• Internet marketing.• Have your listing posted to other real estate search websites that receive

millions of visitors.• Send out electronic notices about your home i.e., eNewsletters and

eCards Michael’s weekly newsletter YouTube subscribers Twitter MyeCards. Michael s weekly newsletter, YouTube subscribers, Twitter, My Blogs.

• Provide local advertising through The Journal and The Guardian.• Leverage the CENTURY 21® Global Referral Network to access leadsLeverage the CENTURY 21® Global Referral Network to access leads

from around the world.


Marketing Plan, Continued

• Introduce other unique marketing techniques appropriate for your property. – Enhanced listing display on Realtor.ca site to make your property stand

out with professional photos.– Video/virtual tour on YouTube.com, MySpace.com, LiveVideo.com.– Offer special Century 21/Centum Mortgage financing options. We are

the only one in Summerside with a full time in house mortgage broker.– Other special promotions.– Feature your property on my personal websites. I have more then

anyone.Pl t C i ’ Li t d th li l ifi d b it f– Place property on Craig’s List and other online classified websites for maximum exposure.


Marketing Plan, Continued (Internet Presence)• 18mckenna.com• 3stacy com

• michaelshomes.com• michealshomes com• 3stacy.com

• 708strang.com• 80stacy.com• apartmentbrokers ca

• michealshomes.com• peiaerialphotos.com• peibuy.com• peiproperties net• apartmentbrokers.ca

• bellavitapei.com• c21ici.com• c21pei com

• peiproperties.net• poczynek.com• princeedwardislandrealestate.com• renovatio ca• c21pei.com

• cableheadeast.com• flyfreetopei.com

greenwichdunes com

• renovatio.ca• renovatiobiz.com• sunburycove.com• sunburycoveestates com• greenwichdunes.com

• incomeunit.com• investinpei.com

michaelpoc nek com

• sunburycoveestates.com• supersmartagent.com• waterfrontmallpei.com• michaelsadvantages com


• michaelpoczynek.com • michaelsadvantages.com

Marketing Plan, Continued (Internet Presence, Continued)

• michaelshomeshd com• michaelshomeshd.com400,000 views, 17 sales/8 months,it’s the source for PEI Real Estatevideo. 365+ Videos Online.

• peivideos.com• videopei.com• videospei.com • princeedwardislandvideo.com• princeedwardislandvideos.com• videomarketingextreme.com• extremevideomarketing.com• peirealestatevideo.com• peirealestatevideos.com


Marketing Plan, Continued (Internet Presence, Continued)

• A mailing list of almost of over 21 527 subscribers interested in• A mailing list of almost of over 21,527 subscribers interested in PEI Real Estate. Some properties that have been on the market for years, have sold in seconds with this tool.

Selling a Home is all about market exposure and price.


CENTURY 21® National Advertising

• Multi-million dollar national advertising campaigns• Print, television and radio• Targeted advertising for Specialty Markets


CENTURY 21® National AdvertisingCENTURY 21® National Advertising


CENTURY 21® Gl b l R hCENTURY 21® Global Reach

Worldwide presenceWorldwide presence• Century21.com

international links and websites

• CENTURY 21® Global Referral Network

• Significant buyer opportunities - with over 8,000 offices and 140,000 sales associates worldwide

• Additional buyer yopportunities - with the CENTURY 21® Global Referral Network, an Internet based referral system for broker selection and distribution of referral


and distribution of referral leads

Home Buyers

• 97% of all home buyers used the Internet as a tool when searching for a home (2012)for a home (2012).

• 85% of home buyers are now looking for videos to find properties.

• 84% of recent home buyers found photos “very useful”* • 60% said the same about virtual tours*• 60% said the same about virtual tours• 96% of first time home buyers used the internet as an information

source in the home buying process*


*2007 NAR Profile of Home Buyers and Sellers

**Nielsen-Net Raings.com

What is the implication?Of Those Buyers Who Used the Internet, Where They First

Learned About the Home They Purchased

Real Estate Agent

Internet

Yard Sign

The Internet should be leveraged to attract more buyers


y

Source: 2007 National Association of REALTORS® Profile of Home Buyers and Sellers

Additional exposure for your listing

• Home Shows all across Canada including Alberta and New Brunswick.• Wall Street Journal (Fine Homes)• Globe & Mail• The Journal, The Guardian• Dan’s Paper Long Island New York• Dan s Paper – Long Island New York• Boston Herald, Boston Globe• Ebay• Loopnet.com (commercial)p ( )• ICIWorld (commercial) – I originally setup this system back in the days of dial up

modems and no Internet (Bulletin Board Systems).• Realtor.ca

C i Li t• CraigsList.org• YouTube.com• Kijiji.ca• Century 21 Fine Homes and Estates


Century 21 Fine Homes and Estates

Establish Price & Estimate Net: Competitive Market Analysisp yEstablishing the perfect price for your home!

• Recent Sales• Current (Active) Listings• Expired Listings

• How do you stack up against the competition?

• What will help your property sell• What will help your property sell faster?

• How much will you have after closing?


Seller Service Pledge – My Personal Commitment

• 21 points of differentiationp

– Commitment to service

– Agreement between you the seller and myyou, the seller and my CENTURY 21® office.



g

A Successful Home Sale!

Moving DayRemoval of Conditions

Conditionally AcceptedConditionally AcceptedNegotiations

Offer


ShowingActive on the market today

Any Questions?

I would like to address anyI would like to address any concerns or questions you

may have at this time.


Together we will …

Sell your home!


y

Put me to work for you!

CENTURY 21: The Gold Standard.


Thank you! For more information on Michael, please visit Li k dI d dd t tLinkedIn and add as a contact:

MICHAEL POCZYNEKCentury 21 Northumberland (1987) Limited

Direct Line: (902)888-8860Michaelshomes.com, MichaelshomesHD.com, & MichaelsAdvantages.com


YOUR CHOICEYOUR CHOICE


INVESTOR/MARKET VALUE

Wholesale RetailWholesale Retail

TIME TRIANGLE

Your Price

TIME TRIANGLE

__ (Investor) -15-20%_$___________________ 30 Days______

__(Motivated Buyer)_-10%_$___________________

___Market_$__________________

90 Days______

6-12 Months______


_+ 10-20% $___________________ 1-3 Years

Fuel To Get The Job DoneFuel To Get The Job Done

Ed tEdmonton

Disneyland

1810 Miles1810 Miles

72.4 Gallons


Possible Cost of WaitingPossible Cost of Waiting

1. Interest rates might go up $ _______________

h h h b h l $2. Their house might be worth less $ _______________

3. New home might cost more $ _______________

4. Law of supply and demand $ 4. Law of supply and demand $ _______________

5. Repair and lose money $ _______________

6. Tax changes $ _______________

7. Political change $ _______________

8. Cost of marketing $ _______________

9 Lost opportunit (specul tion ie job tr nsfer) $ 9. Lost opportunity (speculation ie job transfer) $ _______________

10. Double house payment $ _______________

11. Lost in the shuffle? $ _______________


12. Job stability – Economic conditions $ _______________

R E T E B S ESSFRIEND IN THE BUSINESS

You can fire a stranger You can fire a stranger

More objective advicej

Privacy

Friendship not in jeopardy

Money decisions based on YOUR Money decisions based on YOUR needs, not THEIRS


RE A R A OSE O EREPAIR AND LOSE MONEY

Never invest a NICKEL

Unless you get a DIME in return!y g


“CALL-ME-AFTER-THE-HOLIDAYS” HANDLER

1. LESS COMPETITION 5. SENSTIVE BUYERS MAKE

2. SERIOUS BUYERS AND CONVENIENT APPOINTMENTS

TRANSFEREES 6. POSITIONS YOU FOR SPRING

3. HAPPY MESS MARKET

4 BESTAGENTS STILL 7 “EXTRA MONEY” INCONVENIENCE


4. BESTAGENTS STILL 7. “EXTRA-MONEY” INCONVENIENCE

WORKING

COMMISSIONCOMMISSION

Which House Would You Sell?Which House Would You Sell?

7%

%6%

7%


5%

COMMISSIONCOMMISSION

How much would you like toHow much would you like to NET? (in your pocket)

a) $100,000 at 1% commission

b) $150,000 at 10% commission

Concern yourself with the NET, not the commission.


not the commission.

The “Michael’s Homes” Marketing Advantage Plan Poczynek... · 2016-02-18 · The...

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