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Melissa LampugnanoREALTOR(904) 330-4457

In 2006, Pat Vredevoogd-Combs, past president of the National Association ofREALTORS, testified before the House Financial Services Committee on Housing &provided the following list:Pre-Listing Activities1. Make appointment with seller for listing presentation2. Send seller a written or e-mail confirmation of listing appointment & call to confirm3. Review pre-appointment questions4. Research all comparable currently listed properties5. Research sales activity for past 18 months from MLS & public records databases6. Research “Average Days on Market” for property of this type, price range & location7. Download & review property tax roll information8. Prepare “Comparable Market Analysis” (CMA) to establish fair market value9. Obtain copy of subdivision plat/complex lay-out10. Research property’s ownership & deed type11. Research property’s public record information for lot size & dimensions12. Research & verify legal description13. Research property’s land use coding & deed restrictions14. Research property’s current use & zoning15. Verify legal names of owner(s) in county’s public property records16. Prepare listing presentation package with above materials17. Perform exterior “Curb Appeal Assessment” of subject property18. Compile & assemble formal file on property19. Confirm current public schools & explain impact of schools on market value20. Review listing appointment checklist to ensure all steps & actions are completedListing Appointment Presentation21. Give seller an overview of current market conditions & projections22. Review agent’s & company’s credentials & accomplishments in the market23. Present company’s profile & position or “niche” in the marketplace24. Present CMA to Seller, incl. Comparables, Solds, Current Listings & Expireds25. Offer pricing strategy based on professional judgment & current market conditions26. Discuss Goals With Seller To Market Effectively27. Explain market power & benefits of Multiple Listing Service

Listing Appointment Presentation (continued)28. Explain market power of web marketing, IDX & REALTOR.com29. Explain the work you do “behind the scenes” & availability on weekends30. Explain role in screening for qualified buyers & protect seller from curiosity seekers31. Present & discuss strategic master marketing plan32. Explain different agency relationships & determine seller’s preference33. Review & explain all clauses in Listing Contract & Addendum & obtain seller’s signature Once Property is Under Listing Agreement34. Review current title information35. Measure overall & heated square footage36. Measure interior room sizes37. Confirm lot size via owner’s copy of certified survey, if available38. Note any & all unrecorded property lines, agreements, easements39. Obtain house plans, if applicable & available40. Review house plans & make copy41. Order plat map for retention in property’s listing file42. Prepare showing instructions for buyers’ agents & showing times with seller43. Obtain current mortgage loan(s) information: companies & loan account numbers44. Verify current loan information with lender(s)45. Check assumability of loan(s) & any special requirements46. Discuss possible buyer financing alternatives & options with seller47. Review current appraisal if available48. Identify Home Owner Association manager if applicable49. Verify Homeowner Association Fees with manager – mandatory or optional & fees50. Order copy of Homeowner Association bylaws, if applicable51. Research electricity availability & supplier’s name & phone number52. Calculate average utility usage from last 12 months of bills53. Research & verify city sewer/septic tank system54. Water System: Calculate average water fees or rates from last 12 months of bills )55. Well Water: Confirm well status, depth & output from Well Report56. Natural Gas: Research/verify availability & supplier’s name & phone number57. Verify security system, current term of service & whether owned or leased58. Verify if seller has transferable Termite Bond

Listing Appointment Presentation (continued)59. Ascertain need for lead-based paint disclosure60. Prepare detailed list of property amenities & assess market impact61. Prepare detailed list of property’s “Inclusions & Conveyances with Sale”62. Compile list of completed repairs & maintenance items63. Send “Vacancy Checklist” to seller if property is vacant64. Explain benefits of Home Owner Warranty to seller65. Assist sellers with completion & submission of Home Owner Warranty Application66. Place Home Owner Warranty in property file for conveyance at time of sale67. Have extra key made for lockbox68. Verify if property has rental units involved. And if so:69. * Make copies of all leases for retention in listing file70. * Verify all rents & deposits71. * Inform tenants of listing & discuss how showings will be handled72. Arrange for installation of yard sign73. Assist seller with completion of Seller’s Disclosure form74. “New Listing Checklist” Completed75. Review Curb Appeal Assessment & provide suggestions to improve salability76. Review Interior Décor Assessment & suggest changes to shorten time on market77. Load listing into transaction management software programEntering Property in Multiple Listing Service Database78. Prepare MLS Profile Sheet79. Enter property data from Profile Sheet into MLS Listing Database80. Proofread MLS database listing for accuracy – incl proper placement in map81. Add property to company’s Active Listings list82. Provide seller copies of Listing Agreement & MLS Profile Sheet within 48 hours83. Take additional photos for upload into MLS & use in flyers.

Marketing The Listing84. Create print & Internet ads with seller’s input85. Coordinate showings with owners, tenants, & other REALTORS®. Return all calls86. Install electronic lock box if authorized. Program agreed-to showing times87. Prepare mailing & contact list88. Generate mail-merge letters to contact list89. Order “Just Listed” labels & reports90. Prepare flyers & feedback faxes91. Review comparable MLS listings regularly to ensure property remains competitive92. Prepare property marketing brochure for seller’s review93. Arrange for printing or copying of supply of marketing brochures or flyers94. Place marketing brochures in all company agent mail boxes95. Upload listing to company & agent Internet site, if applicable96. Mail Out “Just Listed” notice to all neighborhood residents97. Advise Network Referral Program of listing98. Provide marketing data to buyers coming thru international relocation networks99. Provide marketing data to buyers coming from referral network100. Provide “Special Feature” cards for marketing, if applicable101. Submit ads to company’s participating Internet real estate sites102. Price changes conveyed promptly to all Internet groups103. Reprint/supply brochures promptly as needed104. Loan information reviewed & updated in MLS as required105. Feedback e-mails/faxes sent to buyers’ agents after showings106. Review weekly Market Study107. Discuss feedback from showings with seller to determine if changes are needed108. Place regular weekly update calls to seller to discuss marketing & pricing109. Promptly enter price changes in MLS listing database110. Receive & review all Offer to Purchase contracts submitted by buyers' agents.111. Evaluate offer(s) & prepare a “net sheet” for the owner for comparison purposes

The Offer and Contract112. Counsel seller on offers. Explain merits & weakness of each offer113. Contact buyers’ agents to review buyer’s qualifications & discuss offer114. Deliver Seller’s Disclosure to buyer upon request & prior to offer if possible115. Confirm buyer is pre-qualified by calling Loan Officer116. Obtain pre-qualification letter on buyer from Loan Officer117. Negotiate all offers on seller’s behalf, set time limit for loan approval & closing118. Prepare & convey counteroffers, acceptance or amendments to buyer’s agent119. Fax copies of contract & all addendums to closing attorney or title company120. When Offer to Purchase Contract is accepted, deliver to buyer’s agent121. Record & promptly deposit buyer’s earnest money in escrow account.122. Disseminate “Under-Contract Showing Restrictions” as seller requests123. Deliver copies of fully signed Offer to Purchase contract to seller124. Fax/deliver copies of Offer to Purchase contract to Selling Agent125. Fax copies of Offer to Purchase contract to lender126. Provide copies of signed Offer to Purchase contract for office file127. Advise seller on additional offers submitted between contract & closing128. Change status in MLS to “Sale Pending”129. Update transaction management program show “Sale Pending”130. Review buyer’s credit report — Advise seller of worst & best case scenarios131. Provide credit report information to seller if property will be seller-financed132. Assist buyer with obtaining financing, if applicable & follow-up as necessary133. Coordinate with lender on Discount Points being locked in with dates134. Deliver unrecorded property information to buyer135. Order septic system inspection, if applicable136. Receive & review septic system report & assess any possible impact on sale137. Deliver copy of septic system inspection report lender & buyer138. Deliver Well Flow Test Report copies to lender & buyer & property listing file139. Verify termite inspection ordered140. Verify mold inspection ordered, if required

Tracking the Loan Process141. Confirm Verifications Of Deposit & Buyer’s Employment Have Been Returned142. Follow Loan Processing Through To The Underwriter143. Add lender & other vendors to your management program so agents, buyer & seller can track progress of sale144. Contact lender weekly to ensure processing is on track145. Relay final approval of buyer’s loan application to sellerHome Inspection146. Coordinate buyer’s professional home inspection with seller147. Review home inspector’s report148. Enter completion into transaction management tracking software program149. Explain seller’s responsibilities & interpret any clauses in the contract150. Ensure seller’s compliance with Home Inspection Clause requirements151. Assist seller with identifying contractors to perform any required repairs152. Negotiate payment & oversee all required repairs on seller’s behalf, if neededThe Appraisal153. Schedule Appraisal154. Provide comparable sales used in market pricing to Appraiser155. Follow-Up On Appraisal156. Enter completion into transaction management program157. Assist seller in questioning appraisal report if it seems too low

Closing Preparations and Duties158. Contract Is Signed By All Parties159. Coordinate closing process with buyer’s agent & lender160. Update closing forms & files161. Ensure all parties have all forms & information needed to close the sale162. Select location where closing will be held163. Confirm closing date & time & notify all parties164. Assist in solving any title problems or in obtaining Death Certificates165. Work with buyer’s agent in scheduling buyer’s Final Walk-Thru prior to closing166. Research all tax, HOA, utility & other applicable prorations167. Request final closing figures from closing agent (attorney or title company)168. Receive & carefully review closing figures to ensure accuracy of preparation169. Forward verified closing figures to buyer’s agent170. Request copy of closing documents from closing agent171. Confirm buyer & buyer’s agent have received title insurance commitment172. Provide “Home Owners Warranty” for availability at closing173. Reviews all closing documents carefully for errors174. Forward closing documents to absentee seller as requested175. Review documents with closing agent (attorney)176. Provide earnest money deposit check from escrow account to closing agent177. Coordinate closing with seller’s next purchase & resolve any timing problems178. Have a “no surprises” closing so seller receives a net proceeds check at closing179. Refer sellers to one of the best agents at their destination, if applicable180. Change MLS status to Sold. Enter sale date, price, selling broker, etc.181. Close out listing in your management programFollow Up After Closing182.Answer ?s about filing claims with Home Owner Warranty company if requested183. Attempt to clarify & resolve any conflicts about repairs if buyer is not satisfied184. Respond to any calls & provide any information required from office files.