CareerStart #YouBelongHere
PREPARED BY Cahaya Dewi
TABLE OF CONTENTS I
Welcome
II
Who Does What MIBOR Map Vendor Handout Mindset DiSC
15 19 23 47
Goals 4 Step Buyer Process 4 Step Listing Process Listing Contract
57 73 83 105
Lending
133
Open Houses Prospecting
147 159
HSA Inspection 101 Carpenter Connect Brochure Carpenter Tools
175 195 221 227
Marketing 101
233
Client Service Center
249
Policy
259
III IV V VI VII VIII IX X XI XII XIII XIV XV XVI XVII XVIII XIX
XX
Career Start
3 7
2
Welcome
Career Start 3
4
Welcome to Carpenter Realtors® Congratulations on choosing real estate as your new career. Many people spend their entire lives dreaming of a career in real estate but never begin the process of making that dream a reality. You did! And we ‘re here to help you make it happen. You are an independent contractor, in business for yourself, associated with us, Carpenter Realtors. You are connected to us. We are committed to you. Our Vision Statement reads:
Carpenter Realtors® is a group of professionals connecting people with their dreams; honoring their commitments; and serving their community. It’s who we are. It’s what we are all about at Carpenter. We’re glad you have joined us in our “vision’’. There are three points I want to make. First, we find new agents who make the commitment to take full advantage of our training programs experience more long-term success in their careers. Our training builds the skill and confidence needed to excel. Second, agents who develop a business plan and follow it move to the next level in their business much faster. We’ll show you exactly how to do that. And third, successful agents treat their careers like a business. They show up at the office regularly, approach their prospecting with zeal and always follow-up. They’re committed to their success. Your Manager, Regional Manager and all of us at Carpenter are here to support you. We are a valuable resource. Get connected. We’re committed to help you develop a long-term rewarding career in real estate. At Carpenter, we are a community; we’re connected to each other; and we’re committed to you and to each other. My best to you,
It’s Carpenter’s people and their connections that set us apart from the rest.
“
“
Julianne Jaensson, President & CEO
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Who Does What
Career Start 7
8
Carpenter Realtors Department Contact List / Who Does What ACCOUNTING / ADMINISTRATION DEPARTMENT South Meridian Office at 8901 S. Main St., Indianapolis, IN 46217 WHO
PHONE NUMBER
EMAIL ADDRESS
Josh Hurley, Director of Accounting
317-887-6238 x 3706
jhurley@callcarpenter.com
Jessica Warfield, Payables/ Earnest Money Processor
317-887-6238 x 3707
accountspayable@callcarpenter.com
Teri Marxen, Commissions Processor 317-887-6238 x 3708
tmarxen@callcarpenter.com
John Asbury, Vice President & CFO
317-888-9311 x 3702
jasbury@callcarpenter.com
Tim Craig , Controller
317-888-9311 x 3704
tcraig@callcarpenter.com
MARKETING DEPARTMENT North Meridian Office at 8722 N. Meridian St., Indianapolis, IN 46260 MARKETING DEPARTMENT / 317-573-5464 / marketinghelp@callcarpenter.com Darcy Marlett, Director of Marketing 3808
dmarlett@callcarpenter.com
Andi Grimes, Marketing Assistant
andigrimes@callcarpenter.com
Samantha Bean, Graphic Designer
NORTH MERIDIAN ADMINSTRATION DEPARTMENT / 317-573-5464 North Meridian Office at 8722 N. Meridian St., Indianapolis, IN 46260 Jeana Culp, Training Director
3824
George Christodoulou, IT Manager Michelle Smith, Executive Assistant
jculp@callcarpenter.com gchrist@callcarpenter.com
3806
michellesmith@callcarpenter.com
David Caveness, Chairman
caveness@callcarpenter.com
Ryan Carrell, Vice President & COO
rcarrell@callcarpenter.com
Julianne Jaensson, President & CEO
9 jjaensson@callcarpenter.com
Carpenter Realtors Department Contact List / Who Does What Page 2 CLIENT SERVICE CENTER (RELOCATION) North Meridian Office at 8722 N. Meridian St., Indianapolis, IN 46260 317-573-5458 / 800-635-4043 (Office) 317-574-4780 (Fax) Deni Carrell, Director
3810
dcarrell@callcarpenter.com
Shelly Jett, Outbound Referral Coordinator
3809
sjett@callcarpenter.com
REGIONAL MANAGERS
OFFICE
Region #1 / Holly Downey
Columbus / 812-552-2921
hdowney@callcarpenter.com
Region #2 / Julianne Jaensson, CEO
North Meridian / 317-844-4400
jjaensson@callcarpenter.com
Region #3 / Ted Bitting, CSO
Brownsburg / 317-852-4091
tedbitting@callcarpenter.com
Region #4 / Amy Cordray
Mooresville / 317-831-2599
acordray@callcarpenter.com
Region #5 / Ryan Carrell, COO
North Meridian / 317-844-4400
rcarrell@callcarpenter.com
REGIONAL AREA ASSISTANTS
OFFICE
Region #1 / Morgan Carlton
Columbus / 812-552-2921
mcarlton@callcarpenter.com
Region #2 / Erin Johns
Noblesville / 317-770-1122
ejohns@callcarpenter.com
Region #3 / Jean Caudillo
Plainfield / 317-839-0099
jcaudillo@callcarpenter.com
Region #4 / Becca Schweitzer
Mooresville / 317-831-2599
becca@callcarpenter.com
Region #5 / Mikaela Hird
North Meridian / 317-844-4400
mhird@callcarpenter.com 10
Carpenter Realtors Department Contact List / Who Does What Page 3 ACCOUNTING
WHO
Activity Reports (Daily)
Jessica Warfield
accountspayable@callcarpenter.com
Activity Reports (Weekly/Monthly)
Josh Hurley
jhurley@callcarpenter.com
Closings
Teri Marxen
closings@callcarpenter.com
Earnest Money
Jessica Warfield
accountspayable@callcarpenter.com
Pending Audits
Josh Hurley
jhurley@callcarpenter.com
Petty Cash
Jessica Warfield
accountspayable@callcarpenter.com
TECH/MARKETING
WHO
Agent Branding
Darcy Marlett / Andi Grimes
marketinghelp@callcarpenter.com
Announcements / Public Relations
Darcy Marlett
marketinghelp@callcarpenter.com
Billing
Andi Grimes
andigrimes@callcarpenter.com
BOOST (Homespotter)
Darcy Marlett (Function) Andi Grimes (Open Houses)
marketinghelp@callcarpenter.com
Canva
Darcy Marlett / Andi Grimes
marketinghelp@callcarpenter.com
CarpenterConnect
Adam Montgomery
techhelp@callcarpenter.com
Classified / Personal Ads
Darcy Marlett
marketinghelp@callcarpenter.com
Cloud CMA
Jeana Culp
jculp@callcarpenter.com
HomeTour 360 (Matterport)
Andi Grimes
andigrimes@callcarpenter.com
LOCAL PAPERS - SEE LOCAL NEWSPAPER DEADLINES - We have multiple coordinators. Move Concierge
Ryan Carrell
rcarrell@callcarpenter.com 11
Carpenter Realtors Department Contact List / Who Does What Page 4 TECH/MARKETING, Continued
WHO
Photos - Agent and House
Andi Grimes
andigrimes@callcarpenter.com
Quantum Digital
Darcy Marlett / Andi Grimes
marketinghelp@callcarpenter.com
Showcase of Homes
Andi Grimes
andigrimes@callcarpenter.com
SocialBay
Andi Grimes
marketinghelp@callcarpenter.com
Social Media
Darcy Marlett / Andi Grimes
marketinghelp@callcarpenter.com
Testimonial Tree
Ryan Carrell
rcarrell@callcarpenter.com
WRTV Home of the Day
Andi Grimes
andigrimes@callcarpenter.com
NEW AGENTS
WHO
Announcements / Public Relations
Darcy Marlett
marketinghelp@callcarpenter.com
Employment Files (Completed)
Michelle Smith
michellesmith@callcarpenter.com
New Agent Onboarding
Regional Administrative Assistants
OFFICE SUPPLIES
Office Admins
PAYROLL / Timesheet Summaries
Paypoint Tim Craig
payroll@managepointe.worklio.com tcraig@callcarpenter.com
12
Carpenter Realtors Department Contact List / Who Does What Page 5 SIGNAGE
WHO
Agent Photo / Text Riders
Andi Grimes
andigrimes@callcarpenter.com
Agent Premier Signs
Andi Grimes
andigrimes@callcarpenter.com
CUSTOM Signs (Misc.)
Andi Grimes
andigrimes@callcarpenter.com
Directional Signs
Andi Grimes
andigrimes@callcarpenter.com
Feature & Open House Riders
Andi Grimes
andigrimes@callcarpenter.com
FOR SALE SIGNS & STAKES
SEE OFFICE ADMIN
LARGE Wooden Signs - this would be for acreage and commercial. There’s a form that has to be filled out and the Regional Manager has to approve the request. Open House Signs
Jessica Warfield
accountspayable@callcarpenter.com
Open House Flags
Dee Sign
www.deesign.com
TELEPHONES & INTERNET (Offices)
WHO
EMAIL/PHONE
George Christodoulou
gchrist@callcarpenter.com (317) 341-4503
Alex Christodoulou
alex@callcarpenter.com (765) 532-8653
WHO
EMAIL/PHONE
Alex Christodoulou
alex@callcarpenter.com (765) 532-8653
Agent Printer Setup
13
UPDATED: 3-12-2026
14
MIBOR Map
Career Start 15
16
MIBOR
Area Map - MIBOR BLC Coverage Area
17 https://mibor.zohodesk.com/portal/en/kb/articles/area-map-mibor-blc-coverage-area
18
Vendor Handout
Career Start 19
20
Vendor Descriptions and Links Program Email @callcarpenter.com
Save these important vendors and support, with your user name and passwords
Description Your business email for all of your Carpenter systems and business platforms.
CarpenterConnect
Business Management System
Mibor, ConnectBLC, BLC, MLS
Access to the database of homes for sale and history of sold properties
Broker Bay
Schedule your showings.
Skyslope, Skyslope Forms
Software for keeping all your transactions, contracts and utilization of E signature
Social Bay by BackAtYou
Your social media auto relevant posts.
Testimonial Tree
An automated system that contacts your clients for testimonials.
Cloud CMA
Make your CMA the most professional and complete it can be.
Quantum Digital
Direct Mail, Post Card program
HomeSpotter Boost digital ads
Targeted social media and online advertising for your new listings and open houses.
Website
Your login
mail.google.com
User Name: _____________________ Password: _____________________
carpenterconnect.callcarpenter.com Use your @callcarpenter.com email
User Name: _____________________ Password: _____________________
mibor.com
User Name: _____________________ Password: _____________________
brokerbay.com
User Name: _____________________ Password: _____________________
skyslope.com/
User Name: _____________________ Password: _____________________
https://smc.backatyou.com/site/login
User Name: _____________________ Password: _____________________
testimonialtree.com/login.aspx
User Name: _____________________ Password: _____________________
cloudcma.com/login
User Name: _____________________ Password: _____________________
quantumdigital.com/
User Name: _____________________ Password: _____________________
carpenter.homespotter.com
User Name: _____________________ Password: _____________________
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Mindset
Career Start 23
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CareerStart Mindset
TOPICS WE WILL DISCUSS TODAY ● Connections ● Mindset ● Business Plan ● Goals ● Daily Schedules
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FORD F- Family O- Occupation R- Recreation D-Dreams
FORD He who is asking the questions is in control of the conversation.
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FORD Easy to interview people vs sales calls. How do you feel when someone Calls you for a sale?
4 ENERGY QUADRANTS High Negative (sucks the air out of the room.)
High Positive (performance)
Low Negative
Low Positive
(quietly miserable)
(content)
27
YOUR VIBE IS CREATED BY: ● What you are feeling ● Your diet ● How you spend your time ● Positive self talk ● Reprogram your conscious mind ● The vibe you put out is the vibe you get back
The Good News and Bad News:
Limiting beliefs hold you back more than lack of skill
28
Conscious vs Subconscious Mind 1. The Conscious Brain 2. The Subconscious Conscious Mind 3. The Creative
The SubConscious Mind is running the show behind the scenes ●
●
●
Stores: ○ Beliefs ○ Habits ○ Emotional patterns ○ Past experiences Runs automatically: ○ 90–95% of daily behavior Controls: ○ Reactions ○ Comfort zones ○ Repeated outcomes 29
The Conscious Brain
This is where intention starts—but not where habits live
Responsible for: ● ● ● ●
Logic & reasoning Decision-making Goal setting Awareness of the present moment
Works when you are: ● ● ●
Focused Learning something new Making intentional choices
Goal Setting vs Reaching Goals Setting Goals is a function of the Conscious mind.
Achieving Goals is a function of the SubConscious mind.
30
Your Auto Pilot ● Your Self Image ● Your Self Talk ● Your Self Esteem
REPROGRAMMING YOUR Non-CONSCIOUS MIND: ● Your brain is a goal-striving mechanism. ● Imagine yourself attaining the very thing you desire. ● Cut out a picture of yourself achieving the goal. ● Make note cards telling yourself of the goal. ● Believe you can accomplish it. ● Own it. ● Live it.
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Why does this matter? Lasting change happens by influencing the subconscious through: ● Repetition ● Visualization ● Consistent action Align: ● What you think (conscious) ● What you believe (subconscious)
REPROGRAMMING YOUR Non-CONSCIOUS MIND: ● Gratitudes ● Journaling ● Affirmations ● Exercise ● Random Acts of Kindness- 3 Notes
32
Mindset
LIFE LIST Family
Occupation
Recreation/Drea ms
To be and to give
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● DO THIS WITH SPOUSE/PERSON ● KIDS ● FAMILY
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Good Goals ● ● ● ● ● ● ● ●
Short and Long Term Positive Seen Through your Eyes Use all 5 sensesCover all six areas in your vision statement Specific Written down yours present tense In the first person
Goals Specific to Real Estate ❏ Be on the board on one side or the other each week. ❏ Strive for a certain dollar volume by finding the corresponding income on the chart. ❏ Target listings, the buyers will follow. ❏ Rookie of the year, sales leader, listing leader of the year, etc.
34
Focus on ACTIVITIES and the production will follow!
Are you an on accident or on purpose Realtor?
35
WHERE WILL THESE TRANSACTIONS COME FROM? ● ● ● ● ● ● ● ● ●
FOR SALE BY OWNER FSBO SPHERE EXPIRED LISTINGS OPEN HOUSES FLOOR TIME CALL AROUNDS FARMING SOCIAL MEDIA MARKETING
Disc: Everybody up! ● Fast VS Slow ● People VS Task
36
What is DISC?
DISC categorizes people into four personality types: ● Driver ● Expressives ● Amiable ● Analytical Understanding DISC can help you sell to anyone.
Focus on results & pricing strategy
Dominance: (Driver) Core Traits: ●
Direct, decisive, competitive, results-driven
Motivated By: ●
Winning, results, control, efficiency
Strengths: ●
Gets things done quickly, Strong leadership presence, Makes decisions confidently
Challenges: ● ●
Can be blunt or impatient May overlook details or feelings
How to Communicate with D: ● ● ●
Be direct and to the point Focus on results and outcomes Avoid too much detail
37
Influence: (Expressive)
Focus on excitement & exposure
Core Traits: ●
Outgoing, enthusiastic, persuasive, social
Motivated By: ●
Recognition, relationships, fun, approval
Strengths: ●
Builds connections easily, Great communicator, High energy and optimism
Challenges: ● ●
Can lack follow-through May be disorganized
How to Communicate with I: ● ● ●
Be friendly and engaging Allow time for conversation Show enthusiasm
Steadiness: (Ameable) Focus on support & process
Core Traits: ●
Calm, patient, loyal, dependable
Motivated By: ●
Stability, security, relationships, harmony
Strengths: ●
Great listener, Loyal and supportive, Consistent and reliable
Challenges: ● ●
Resistant to change Avoids conflict
How to Communicate with: ● ● ●
Be patient and sincere Provide reassurance Avoid pressure or urgency
38
Conscientious: (Analytical) Core Traits: ●
Detail-oriented, logical, precise, systematic
Focus on data & comps
Motivated By: ●
Accuracy, quality, competence, data
Strengths: ●
Strong problem-solving, High standards, Organized and thorough
Challenges: ● ●
Can overanalyze May seem critical or reserved
How to Communicate with: ● ● ●
Provide data and details Be prepared and organized Avoid emotional pressure
Adapting your Communication Style: Adjust: ● ● ● ●
Pace Detail level Tone Decision-making style
Example: ● ● ● ●
D → Get to the bottom line I → Build rapport first S → Slow down and reassure C → Bring data and process
39
Strength in Flexibility ● The most successful agents: ○ Don’t just know their style ○ They adapt to others ● Flexibility = more trust + more closings
If you can read people, you can serve them better—and win more business
8 LISTS TO CULTIVATE • NETWORK
• EXPIREDS
• GEOGRAPHIC FARM
• FSBOS
• DEMOGRAPHIC FARM
• OPEN HOUSE CONTACTS
• PAST AND CURRENT CLIENTS
40
SORT AND PRIORITIZE ● A+ CLIENTS HAVE SENT YOU REFERRALS ● A CLIENTS WHO WILL SEND YOU REFERRALS. ● B CLIENTS WILL REFER YOU IF YOU ASK AND SHOW THEM HOW. ● C CLIENTS MIGHT REFER YOU. ● D PEOPLE WHO SHOULD BE DELETED FROM YOUR DATABASE
41
SPHERE OF INFLUENCE ● THEY ALREADY KNOW YOU AND LIKE YOU ● MAY BE YOUR FIRST SOURCE ● I’M YOUR BEST SOURCE FOR REAL ESTATE BUSINESS ● WHO DO YOU KNOW THAT MAY BE MOVING IN THE NEXT COUPLE OF MONTHS ● I WILL TAKE GREAT CARE OF THEM
NETWORKING CREATES SUCCESS
• 94% OF ALL REAL ESTATE SALES PEOPLE CONSISTENTLY EARNING $100,000 OR MORE ARE GETTING 80% OF THEIR BUSINESS FROM WORKING A PERSONAL REFERRAL SYSTEM.
42
Work Your Sphere
Let’s build your database!
●
INCLUDE ADDRESS, EMAIL, CELL PHONE.
●
MAKE CONSISTENT CONTACT.
●
TEACH THEM ABOUT YOUR SERVICES.
●
PROGRAM THEM TO THINK OF YOU WHEN THEY THINK REAL ESTATE.
●
EARN THEIR TRUST AND RESPECT.
●
DEVELOP AND MAINTAIN THEIR LOYALTY.
Who are they? • 15 – 25 RAVING FANS WHO EMERGE FROM YOUR SPHERE. • THEY HAVE A “REFERRAL” PERSONALITY. • THEY KNOW YOU AND LIKE YOU. • THEY WANT YOU TO SUCCEED. • PROGRAM THEM TO THINK OF YOU WHEN THEY THINK REAL ESTATE. • THEY ARE REWARDED WHEN YOU DO A GREAT JOB FOR THEIR FRIENDS.
43
WHO DO YOU KNOW? Car salesman
Doctor
Dentist
Hair stylists
Painter
Past Clients
Coworkers
Neighbors
Handymen
Family
Builders
HR department
Banker
Babysitter
HOA president
Attorney
Friends
Veterinarian
Insurance salesman Coaches
PTO president
ANNOUNCEMENTS
SEND THE 100 FREE ANNOUNCEMENTS.
SEND 10 AT A TIME AND FOLLOW UP WITH A PHONE CALL.
DOUBLE THE COMPANY’S EFFORTS BY PAYING FOR AS MANY AS THEY PROVIDE.
44
WORKING YOUR SPHERE Stay in
Stay in touch monthly by mail.
Talk
Talk to them on the phone every 2 months.
See
See them twice a year.
Let
Let them know you’ll do them proud.
Be
Be sure to thank them with a card or small gift every time they refer.
Tools to use: • ALWAYS HAVE A REAL ESTATE MESSAGE. • USE EMAIL CAMPAIGNS • USE QUANTUM CARDS. • USE YOUR PHONE. • GO TO LUNCH WITH THEM. • ALWAYS SEND THEM RECORDS OF YOUR SUCCESS.
45
Develop a Plan
Start by building your sphere list. Who on this list will be in your networking group? Identify a geographic farm. Do you want to focus on a demographic farm? Build and maintain a list of past and present clients. Include every new contact you get from open houses and prospecting.
Always
Use every tool Carpenter gives you for free.
Try to double their efforts.
Always follow up with a phone call or personal visit. Always say thank you with a small gift or note. Budget a certain amount to spend each year. 46
DiSC
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Goals
Career Start 57
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KĐĐƵƉĂƚŝŽŶͬ ĂƌĞĞƌ ϭ͘ͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺ
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ϭϬ͘ͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺ
ϭϬ͘ͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺ
ZĞĐƌĞĂƚŝŽŶͬ ƌĞĂŵƐ͗
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ϭϬ͘ͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺͺ
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DLJ >ŝĨĞ >ŝƐƚ ZĞĂƐŽŶƐ ĨŽƌ >ŝǀŝŶŐ &ĂŵŝůLJ͗
59
Annual Financial Goals
Mine to keep
_________________
Annual Living Expenses
_________________
Large Purchases
_________________
Business Costs (10% - 12%)
_________________
Recreation
_________________
Personal Growth
_________________
Family Growth
_________________
Business Growth
_________________
Debt reduction
_________________
Retirement Funds
_________________
Investments
_________________
Subtotal
_________________
To Give Away
_________________
Taxes
_________________
Receiving Goal
_________________
60
Business Plan Outline Step 1: Describe your business. What services do you provide?
What are Carpenter Realtor’s points of difference?
What is unique about what you have to offer?
What it the average sales price for your office? STEP 2: What is your target market? What are your demographics? Will you focus on a particular geographic, demographic or economic group? STEP 3: Develop your Strategy. Look at your market, customers and competition. How will the customer benefit from your service?
Evaluate strengths and weaknesses of each firm and competitor and look for opportunities.
Think competitively. How will you market your services? How will you make yourself stand out in the marketplace?
61
STEP 4: Financials Living Expenses
_______________________
Business Expenses
_______________________
Marketing Expenses _______________________ Savings, Investments _______________________ Goal Attainment
_______________________
TOTAL
_______________________
Income Required
_______________________
Average Sales Price _______________________ Average Commission _______________________ Required Income $______________divided by Average Commission ___________ = _______________ transactions required. _____ Transactions x ASP ______________ = $ _______________ Million Volume STEP 5: Formulate Specific Goals Based on the above figures, how much money do you need to make? Total dollar volume sold this represents. How many transactions is this? What other specific goals do you have? Rookie of the Year? Listing agent of the year?
62
STEP 6: Vision Statement Where do you see your business growing? In 1 year, I will sell $_____ of real estate. In order to accomplish this I will need to list _____ homes and sell _____ homes per week. In 2 years, I will sell $_____ of real estate. In order to accomplish this I will need to list _____ homes and sell _____ homes per week.
In 5 years, I will sell $_____ of real estate. In order to accomplish this I will need to list _____ homes and sell _____ homes per week. In 10 years, I will sell $_____ of real estate. In order to accomplish this I will need to list _____ homes and sell _____ homes per week. In 20 years, I will sell $_____ of real estate. In order to accomplish this I will need to list _____ homes and sell _____ homes per week.
Other goals I have for my career in real estate include:
12
3
63
64
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65
Developing a Center of Influence Use the following list to “jog” your memory for additional names of contacts. Ask yourself if you know anyone who is at all involved in any of the following. Write name next to each, if none, cross them out.
Accountant
Bookkeeping
Dermatologists
Advertising
Bowling
Doctors
Aerobics
Brokers
Dry Wall
Airline
Builders
Electrician
Alarm Systems
Cable TV
Engineering
Animal Health/Vet
Camping
Firemen
Apartments
Carpet Cleaning
Fishermen
Appraisers
Cellular Phones
Florist
Architects
CPA’s
Furniture
Art
Chiropractors
Gardens
Athletics
Church
Golfing
Attorney
Cleaners
Groceries
Automobile
Colleges
Gymnastics
Baby-sitters
Computer
Hair Care
Banking
Construction
Handicapped
Barber
Consulting
Handyman
Bartender
Contractors
Hardware
Baseball
Cosmetics
Health Club
Beauty Salon
Country Clubs
Health Ins.
Beeper
Credit Union
Horses
Bible School
Day Care
Hospitals
Boats
Delivery
Hotels
Bonds/Stocks
Dentists
Hunting
66
Insurance
Pets
Surgeons
Investments
Pharmacies
Tailors
Jewelry
Phones
Teachers
Laundries
Physician
Telecommunications
Lawn Care
Plumbing
Tennis
Libraries
Podiatrist
Theaters
Limousines
Pools
Title Comp.
Loans
Preschools
Training
Management
Printing
Typesetting
Manufacturing
Property Mgmt.
Universities
Mechanics
Rental Agencies
Video
Medical
Resorts
Waste
Mortgages
Restaurants
Weddings
Motels
Roofing
Wine
Museums
Satellites
Music
School
Mutual Funds
Secretaries
Newspapers
Shoe Repair
Nurses
Siding
Nutrition
Signs
Office Machines
Skating
Office Furniture
Skiing
Optometrists
Skydiving
Orthodontist
Soccer
Pediatricians
Softball
Pedicures
Software
Pensions
Spas
Pest Control
Sporting Goods
67
1st Quarter
Business Planning Calendar Reason to Call Pop-By Gift Idea Video Email Message Client Party Date/Theme Business Mixer Date/Theme B2B Endorsement Item of Value Additional Marketing Personal Dev. Events/Training # Days Off/Vacation
2nd Quarter
Agent/Client Lunches
Reason to Call Pop-By Gift Idea Video Email Message Client Party Date/Theme Business Mixer Date/Theme B2B Endorsement Item of Value Additional Marketing Personal Dev. Events/Training # Days Off/Vacation
3rd Quarter
Agent/Client Lunches
Reason to Call Pop-By Gift Idea Video Email Message Client Party Date/Theme Business Mixer Date/Theme B2B Endorsement Item of Value Additional Marketing Personal Dev. Events/Training # Days Off/Vacation
4th Quarter
Agent/Client Lunches
Reason to Call Pop-By Gift Idea Video Email Message Client Party Date/Theme Business Mixer Date/Theme B2B Endorsement Item of Value Additional Marketing Personal Dev. Events/Training # Days Off/Vacation Agent/Client Lunches
JANUARY
FEBRUARY
MARCH
Happy New Year
Bday Updates
Upcoming Solar Eclipse
Snow Much Fun - ice scraper
Heartfelt Appreciation
Girl Scout Cookies
Our Team is Growing
Surviving Winter
Spring Market
Chamber Meeting
Chamber Meeting
Chamber Meeting Chamber Table
Vision Boards
Continuing Ed Class
Continuing Ed Class
15
4
15
4
APRIL
MAY
JUNE
Spring Market
Contractors - Business Directory
Contractors - Business Directory
Girl Scout Cookies
Racing Theme
Sun Screen
Solar Eclipse
Summer is Coming
Solar Eclips Watch Chamber Meeting
Chamber Meeting
Solar Eclipse Weekend
Chamber Meeting
Golf Sponsorship Continuing Ed
4
4
4
4
4
4
JULY
AUGUST
SEPTEMBER
Contractors - Business Directory
Teachers - Have a Great School Yr
Sun Screen
Stu-pen-dous
Stu-pen-dous
Happy 4th - Firecracker Festifal
Back to School
Business Directory
Chamber Meeting
Chamber Meeting
Chamber Meeting
Golf Sponsorship
Golf Sponsorship
Bunco Night
15
4
4
4
4
4
OCTOBER
NOVEMBER
DECEMBER
Boo Do You Know?
Pies
New Owner Christmas Ornament
Leadership Conference
Halloween Town Movie Night Chamber Meeting
Chamber Meeting
Euchre Tournament
Dolly Parton Imagination Library
Chamber Meeting
Buffini Master Class
4
4
10
4
4
4
Be sure to plug these activities into your calendar: 1) Attend Live Buffini & Company Event or Training 1x/Quarter. 2) Host Business Mixer at least 1x/Quarter. 3) Host Client Party at least 2x/Year. buffiniandcompany.com • 1-800-945-3485
2023
68
My Quarterly Focus My Accomplishments from the Previous Quarter
4 Key Outcome Achievements
4 Key Outcome Targets
Referrals
Sales
Referrals
Sales
Income
Time Off
Income
Time Off
(for past 90 days)
(for next 90 days)
Business Assessment & Goals (for next 90 days) Sales & Marketing Customer Service Financial Management
5 Circle Focus
Month 1
Month 2
Month 3
Contacts Needed
Agent/Client Lunches
Agent/Client Lunches
Agent/Client Lunches
Pop-By/Reverse Pop-By
Agent/Client Lunches
Q # Focus
Client Party Date/Theme Additional Marketing Personal Dev. Events/Training B2B Endorsements/Mixer Budget/Goal
Actual Expenses
Budget/Goal
Actual Expenses
Budget/Goal
Actual Expenses
$
$
$
$
$
$
Finances # Days Off/Vacation 69
©2023 Buffini & Company. All rights reserved.
70
New Agent Checklist
Agent: ________________________________ Database: Contacts Added 25 ____ 100 ____ Reports Setup: Neighborhood Trend Reports: 25 ____ 100 ____ Market Reports:
25 ____ 100 ____
Open Houses Attended 1. ________________________ 2. ________________________ 3. ________________________ 4. ________________________ Open Houses Shadowed
Calls Made: (200) 25 ____ 50 ____
1. ________________________
75 ____ 100 ____
2. ________________________
Quantum Database Setup: _____ Announcements Sent: _____
Open Houses Held 1. ________________________ 2. ________________________
\\
Purchase Agreement Practice: 1. ________________________ 2. ________________________
3. ________________________ 4. ________________________ 5. ________________________
3. ________________________
6. ________________________
4. ________________________
7. ________________________
Listing Contract Practice: 1. ________________________
8. ________________________
2. ________________________
9. ________________________ 10.________________________
3. ________________________ 4. ________________________
Listing Appointment Shadowed: ________________________
________________________
Buyer Consultation Shadowed: ________________________
________________________
Closing Shadowed: ________________________
Four Step Listing Process Videos: ______ Buyer Packets: _____ Listing Packets: _____
________________________
Property Previews: Week 1: __________________________________ Week 2: __________________________________ Week 3: __________________________________ 71
72
4 Step Buyer Process
Career Start 73
74
The Carpenter Home Buyer Process
A proven Four-Step Process to secure buyer representation
STEP 1 Interview/Pre-qualification (See Buyer Questionnaire)
STEP 2 Carpenter Home Buyer Consultation (See The Home Buyer Process Brochure)
STEP 3 Establish Buyer Agency Agreement
STEP 4 Home Search and Purchase
The Process
callcarpenter.com 75
The Carpenter Home Buyer Process
Step One: The Buyer Questionnaire is critical to understanding the buyer’s needs and setting expectations
Buyer Questionnaire / Pre-Qualification Name/s____________________________________________________________________ Phone_______________________________
Phone_______________________________
Email________________________________ Email________________________________ Current Address______________________________________________________________ 1- What is motivating your home purchase? ____First Time Buyer ____Upsizing ____Downsizing ____Relocation ____Investment ____Other_______________________________ 2- What is your time frame for moving?______________________________________________ -What will do you if you can’t find a home in that time frame?___________________________ 3- Have you purchased a home before? YES / NO -How was that experience?____________________________________ 4- Are you interested in looking at? ____Existing Inventory Homes ____New to Market Homes ____New Construction ____FSBO ____Off Market Homes 5- What are the must-haves in your new home? Area/s_____________________ Beds__________ Bath__________ Sqft__________ Garage__________ Bsmt__________ Acreage_______ Other_______________________________ Price Range_______________________ 6- How are you searching for homes now?______________________________________
The Process
callcarpenter.com 76
0221
The Carpenter Home Buyer Process
Step One: The Buyer Questionnaire is critical to understanding the buyer’s needs and setting expectations
Buyer Questionnaire / Pre-Qualification Cont. 7- Have you signed an agency agreement with another Realtor? YES/NO 8- Where is your downpayment coming from? ____________________________________ 9- Are you getting a loan or paying cash? _________________ Have you started the loan process yet? YES / NO (yes) Who is that lender?____________________________________ (no) Would you prefer I have a lender call you to start the process: YES / NO 10- Do you have a home to sell before you can purchase? YES / NO 11- Do you have an idea of what your current home is worth? $_______________ 12- Do you have any questions regarding the home buying process? __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ 13- Discuss Next Steps: ____Get them pre-approved or Proof of Funds ____Set up an auto-home search ____Set up a buyer consultation/Agency Agreement signed ____Set up showing appointment (other)_____________________________________________________
The Process
callcarpenter.com 77
The Carpenter Home Buyer Process
Step Two: Buyer Consultation. Sharing the Process and Displaying Value
Buyer Consultation - Contents and Preparation Use a Carpenter Realtor Pocket Folder Left Side Pocket Folder Contents: Carpenter Home Buyer Trifold HSA Marketing Brochure
Right Side of Pocket Folder Contents: Carpenter Buyer Agency Agreement Copy of Purchase Agreement Optional Materials: Dependent on the client’s needs Community/School Info Copy of Seller’s Disclosure Comparable Properties List of Preferred Lenders Copy of an Inspection Agent’s Next Steps (This step may be at the first showing)
1. Review anything of importance from the Questionnaire a. Did they get pre-approved yet? i. Do they have questions about the pre-approval or any lending concerns? ii. Do they need to shop for a better rate or program? b. Is their home search criteria the same? c. Are there any other decision makers that need to get involved in the process? 2. Set expectations a. Share current state of the market segment they will be buying in: i. Does the area they are looking at have any inventory, what are the expectations of inventory in the near future? ii. Is there new construction in the area they are looking for that you need to introduce them to?
The Process
callcarpenter.com 78
The Carpenter Home Buyer Process
Step Two: Buyer Consultation. Sharing the Process and displaying value
Buyer Consultation cont. b. Explain how they can see the different types of inventory homes i. Explain FSBO options and the risks involved ii. Explain new construction representatives and how they work c. Explain how you can find potential off-market opportunities. i. Door-knocking in the neighborhood of choice ii. Networking within the Brokerage for an office-exclusive iii. Sending a letter campaign to a certain area 3. Go through the Home Buying Process Trifold. a. Share all steps in the “Home Buying Process” b. If they have bought before, then touch on things they liked or disliked. c. If they haven’t bought before then touch on things that would be possible surprises or hurdles, for instance: i. Offer terms ii. Possible seller/market expectations (multiple offers in their price range) iii. Lender expectations iv. Inspection expectations 4. After sharing the “Process” and relating that to their expectations, move into the “Next Steps” and into Buyer Agency Agreement 5. You have two options as you move into Step 3: a. If you sent the Buyer Agency and the buyer already signed it, then do a quick review of the document and/or ask if they have any questions. b. If you haven’t sent Buyer Agency for Digital Signatures then introduce it i. “I understand that buying a home is one of the biggest decisions people make, and as you can see the process can take a lot of turns. If we are going to work together to get you to a successful closing we need to review the Buyer Agency Agreement”
The Process
callcarpenter.com 79
The Carpenter Home Buyer Process
Step Three: Establish Buyer Agency
Introducing the Buyer Agency Agreement flows better when it immediately follows the Home Buying Process Consultation using the Carpenter Trifold Brochure 1. Introduction to presenting the document: a. “As I showed you in the trifold, there are many turns the process can take. If we are going to work together to get you to a successful closing, we need to review the Buyer Agency Agreement. Across the nation it is mandatory that Brokers disclose the obligations and duties to buyers, therefore Buyers enter into an Exclusive Agency Agreement with a broker, hiring one broker to help them through the home buying process” (Start filling out the Carpenter Buyer Agency Agreement) b. “You mentioned that you wanted to be moved into your new home by “_____________”, so let’s make our Agency Agreement for “___________________” months/days.” c. “Since we last spoke, have you entered into a buyer agency agreement with another broker?” i. If YES 1. “Do you know what the terms are for that agreement? Could you share a copy of the with me? I just want to be sure to avoid and conflict of a relationship. Can you share the addresses with me that you have seen with that agent?” 2. If they aren’t happy with their current agent, let them know there is an IAR Buyer Agency Mutual Release, without steering them into what they need to do to break their current contract. ii. If NO - Move forward with the Carpenter Buyer Agency Agreement 2. Review paragraph A of the Carpenter Buyers Agency Agreement, tying it into the Home Buying Process Trifold
The Process
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The Carpenter Home Buyer Process
Step Three: Establish Buyer Agency
3. Review paragraph B a. Remember that we have a compensation fee schedule that can correlate with the price range you discussed in the questionnaire b. You don’t need to spend any time fabricating scenarios c. Just be well-versed in the “Carpenter Broker Compensation Options” d. Reassure them: “As we go through the process of finding you the perfect home we will ask the seller to pay my copensation in the Purchase Agreement. My goal is to get as much of that covered. Rest assured you will always be in control.” 4. Review paragraphs C through L. Always spend more time on the items they may have questions about and address any concerns that you may have flushed out when working through Steps 1 and 2 of the Home Buying Process. 5. If client is hesitant or refuses to sign, share the page 6, Notice of Buyer Agency Termination. (Would you list a home without a Listing Contract?) a. “If at any time you feel that I am not working in your best interest, you can initiate this termination" b. “If at any time, I feel like you aren’t working towards a successful purchase and closing then I will execute the termination… you see, I would rather turn you down now that let you down later” c. “I understand we just met and you are concerned, how about we just do a 24 hour agreement to just cover homes I show you today?” 6. Create a file in Skyslope forms and upload the executed Buyer Agency Agreement into your clients’ file.
The Process
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The Carpenter Home Buyer Process
Step Four: Home Search and Purchase
This is business as usual: Setting up a search, showing homes, offer negotiations, purchasing the home. There is a slight possibility of showing homes and writing offers on homes that aren’t offering buyer broker compensation (BAC)
Home Search and Showings 1. If you haven’t already: Set up a home search. Refer to the question “How are you searching for homes now?” a. Figure out how to best communicate b. Share your personalized Carpenter App with them c. Educate them on how the Auto-Search will work and how you can communicate with each other through it 2. Set Showing Expectations: Decide how you will work together on showings. a. Is there a certain time of day, day of the week, etc that works best for them? b. Are they going to drive by homes before setting showings? c. Are they going to expect you to jump at a moment's notice? d. “Our goal is to find a home that hits at least 80% of your needs and wants.” ____________________________________________________________________________
The Process
callcarpenter.com 82
4 Step Listing Process
Career Start 83
84
The Carpenter Listing Process
A Proven Four-Step Process to Secure Salable Listings.
STEP 1 Pre-listing interview/pre-qualification on the phone. (See Pre-listing Questionnaire)
STEP 2 Deliver Pre-listing packet (See Pre-listing Packet Content)
STEP 3 Confirm Appointment (See Step 3 Dialogue)
STEP 4 Listing Presentation (Set Expectations by Presenting a Proven Roadmap to a Successful Closing)
The Process callcarpenter.com 85
0221
The Carpenter Listing Process
Step One: The Pre-listing Interview is Critical to Understanding the Seller’s Needs.
Pre-listing Interview Worksheet (page 1) How did you get my name? “If it’s alright with you… I would like to ask you a few questions and then set a time for us to get together. These questions will help me prepare for our meeting and should only take a few minutes. Is this an OK time for you?” 1. Can you tell me why you are selling? 2. Where are you moving to and how soon do you need to be there?
3. Could you describe your house for me? Notes: Beds
Baths
Lot Size
Style Age
SqFt
Bsmt
Neighborhood
4. What attracted you to your home when you bought it? 5. Have you done any updating to the home since you bought it?
6. If you were to stay in your home another 5 years, is there anything you would do to update it?
7. For a moment...pretend to be a Buyer and look at your home through “Buyer Eyes”. On a scale of 1 to 10...with 10 being a model home... how would you rate your home’s current condition? ___________________________ 8. What would it take for your house to be a 10?
9. Do you have an idea of what you are going to be asking for the property? _ What price won’t you go below? 10. Do you own your property free and clear, or do you have a loan? a- Have you had a recent appraisal? b- Have you recently refinanced? c- What is your approximate loan balance?
The Process callcarpenter.com 86
0221
The Carpenter Listing Process
Step One: The Pre-listing Interview is Critical to Understanding the Seller’s Needs.
Pre-listing Interview Worksheet (page 2) 11. Are you interviewing any other brokers for this job? When are they being Interviewed? (a) Name
Company
When
(b) Name
Company
When
12. Have you thought about selling your home yourself? For Sale By Owner? 13. Have you SOLD a property before? (a) How many properties have you sold? (b) When did you sell your last one? (c) What were your experiences with that sale? How did it go for you?
(d) What did you like the best? What did you like the least? About your experience?
(e) What would you like to do the same or different on this sale?
14. Do you have any questions for me before we meet?
15. I will be delivering you a packet of information. Will you please take a few minutes to review it and do as much of the “homework” as possible before we meet? Agent Instructions: 1- If it is a one-step, have the Pre-listing Packet delivered in a timely manner and make appointment for your listing presentation. 2- If a two-step, (which includes a walk-through) then hand deliver the pre-listing packet at the quick walk-through with the seller. If your walk-through is more than 2 days before your meeting, then mail (deliver) the packet before your walk-through. Appointment for walk-thru and/or listing presentation scheduled for
at
The Process callcarpenter.com 87
0221
The Carpenter Listing Process
Step Two: Careful Preparation and Delivery of the Pre-listing Packet Sets You Apart.
Pre-listing Packet Contents and Preparation Use a Carpenter Realtor® Pocket Folder Left Side Pocket Folder Contents: • Sellers Pre-appointment “To-Do” Checklist • Carpenter Listing Agreement - Use personal preference on how much you prefill • Seller’s Residential Real Estate Sales Disclosure • Carpenter Utility Form – List of Mechanicals – Property Owner Letter of Authorization • Lead Based Paint Disclosure (if home is built prior to 1978) • Seller’s Estimated Net Proceeds
Right Side Pocket Folder Contents: • Home Selling Process Trifold • Eyes of the Buyer Brochure (Staging) • Comparative Home Market Analysis (CMA)
Loose Leaf in the Middle of the Folder Contents: • Agent’s Client Testimonials and/or References • Agent’s Action Plan • Any Additional Personal Marketing or Promotional Items 1) USE a Highlighter or Sticky Notes where initials and signatures are needed 2) Many agents are having success overnighting the pre-listing packet, using a courier service, or simply dropping it off to the seller themselves. 3) It is a personal preference on what to fill out in the listing contract, but it is better to fill in as much as possible so that they will share any objections in step 3 and before you are face to face. 4) Don’t overfill the packet with too much, it will prevent them from even looking at it This is for the purpose of keeping the packet simple enough that they will look through it and sign everything ahead of time or bring up their objections during step 3 of the process.
The Process callcarpenter.com 88
0221
The Carpenter Listing Process
Step Three: Call to Confirm the Appointment and Discover Objections in Advance.
Confirm Listing Appointment Call the day before the listing presentation to clarify any questions from the pre-listing packet. This is also the time to discover any objections they might have. Flushing out these objections ahead of time will give you the opportunity to prepare and then work through them at the listing presentation. Use the following objection handling to prevent losing the listing before the presentation appointment. Agent: “Did you receive the pre-listing packet I sent?” Seller: “Yes” Agent: “Do you have any questions regarding the packet?” Seller: “We noticed your commission was 4%, is that negotiable?” Agent: “I understand that commission is important, and I will add that to the things we discuss when we get together tomorrow, is there anything else?” Or… “I understand that commission is important, the great part about our commission structure is when you pick the correct price for your home you also get to pick the correct commission?” Seller: “Does your 4% commission include the buyer’s agent?” Agent: “There has been a lot of confusion around buyer’s commission, when we get together tomorrow we can look at all the different situations and how to handle them, any other concerns?” Seller: “We noticed your CMA indicated a list price of only $300,000, is that all?” Agent: “I understand that pricing is important, and I will add that to the things we focus on when we get together tomorrow, is there anything else?” Closing the Conversation: “If what we discuss tomorrow makes sense, are you ready to hire a professional to start the listing process?”
The Process callcarpenter.com 89
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90
August S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
July S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
November S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30
June S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30
October S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
May
S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
September
S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 29 20 21 22 23 24 25 26 27 28 29 30
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
S M T W T F S
December
S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30
S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28
S M T W T F S 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
April
March
February
January
2026 Real Estate Calendar
Market Report
DECEMBER 2025 - FEBRUARY 2026 Dec ‘25
Jan ‘26
Feb ‘26
39 64
49 79
30 79
% of Last List Price Received
97.4
96.8
97.2
% of Original Price
94.1
93.1
94.2
Days to Pending List to Close Days
Totals from December through February New Pending Sales
Price Changes
5,251
4,848
Cash Sales
Pending Fallouts
19.2%
943
Central Indiana Residential Real Estate Market Conditions 2021
2022
2023
2024
2025
2026
120000
etaR dezilaunnA ylhtnoM
Yearly Total Sides
100000
2021 = 93,466 2022 = 82,490
80000
2023 = 71,362 2024 = 72,412 79,127
60000
2025 = 74,152
Jan Feb March April 40000
May
June
July
Aug
Sept
Oct
Nov
Dec
The monthly annualized rate of sales for the BLC in February was 79,127, up 0.2% from 79,042 last February.
20000
0
Jan
Feb
March
April
May
June
July
Aug
Sept
Oct
Nov
Data is provided by MIBOR BLC and is updated monthly
Dec
91
The Carpenter Listing Process
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Listing Presentation Dialogue 1. “Do you still need to be in your new house by ‘x date’? Let me show you what that looks like on the Real Estate Calendar.” a) Review where they are going and how soon they need to be there, and what motivates the move with all the decision makers. (Have the pre-listing questionnaire with you for reference). 2. “Can I take a few minutes to share with you what our local real estate market looks like?” a) Display your knowledge of the marketplace, by sharing the state of current market and the current challenges (i.e., Monthly Market Report in CarpenterConnect sharing fall thrus, DOM, Pending Chart, etc) Then you can move it into what has happened in their neighborhood or area. Keep it brief but display that you are the expert, and you are capable of navigating to a successful closing. 3. If you could wave a magic wand, how would you ideally want this sale to go? 4. Did you review the pre-listing packet that I dropped off? a) Do you have any questions regarding the packet? b) If they haven’t looked at it, take a few minutes and review it with them, then onto the next step. 5. Based on the information in the packet do you want me to handle the sale for you? a) If yes, move to the listing contract and make sure it is filled out correctly. If they have signed the listing contract already or are ready to sign the listing contract at this point then move right into the paperwork part of the appointment. ---CONGRATS, YOU HAVE A LISTING!--STOP…. If you have the listing at this point, don’t skip on setting expectations. Use the Carpenter Selling Process Trifold to give them a brief timeline of expectations. Sharing the following: 1. Schedule of staging, pictures, showing expectations and any other pre-listing activities. 2. Show the Marketing Tools and what they can expect from them (online showings, open house guests, social media, etc). 3. Show them examples of the seller reports from CarpenterConnect and your callcarpenter.com website 4. Set expectations using average days on market before pending, to set up future price reductions if needed. 5. Set a time of the week that you can call them and update them on the listing process. 6. Ask them for a referral… a. “Now that we are on our way to a successful closing, do you know anyone else that needs an aggressive selling process like mine?” b) If “yes but”, Then ask what concerns or questions they have… Write them down. For instance; Seller: “we aren’t sure what price we want to list at.” …or… “we still want to interview the other agents” Agent: “I understand, is there anything else? Ok, we will discuss that next.”
The Process callcarpenter.com 92
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Extended market time Possible stigma
Longer market time Needed price reductions
Showing Condition
Robust Listing Action Plan
Receiving an acceptable offer requires 3 things
Fewer price reductions
Won’t sell without a price reduction
Buyers could see better value in competition
Maximizes profit
Proper Pricing Strategy
Generally, a quicker sale
Potential issues with appraisals
Leaves room for negotiation
Reduced issues with appraisals
Possible bids that lead to above asking price
No offers
Possible offer
Usually one offer
Multiple offers
No showings
Some showings
Multiple showings
Multiple showings
Overpriced for Market No interest
Balanced interest
Most interest
Just Above Market Limited interest
Priced at Market
Under Market
Pricing Options
Finding the Right Buyer
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What is Listing Activity telling us? Number of showings Compare to competition Seller Report numbers Boost engagement BrokerBay analytics Open House attendance Reverse Prospecting- New interest? Assess showing condition Staging Photos- Consider virtual staging What is showing/open house feedback Assess Pricing Strategy Update market activity: Actives, Pendings, Solds Do we have new competition? Who Pended while we were active? Has days on market changed? Who Sold for what?
Do we need to make an adjustment?
Schedule Open House Re-Boost (3 Days) Refresh in Mibor Change first photo and rearrange gallery Update remarks, SEO optimized key words Continue to leverage Social Media FB/IG- look into targeted ads Create Reels/Story to gain views Is there a neighborhood FB page? Reverse Prospect- In BLC, reach out to agents with a flyer or invite to upcoming Open House Rerun: Carpenter Showcase of Homes submitted Carpenter Home of the Day Boost- Geo-targeted Ad (7 Days) SocialBay- Agent and Company Ad (FB, IG, LN) On site marketing Update flyers Move sign Add new rider
Phase 2- Roll out Adjustment
Using Carpenter’s Action Plan
Navigating the Market
Phase 1- Evaluation of Interest
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The Carpenter Listing Process
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Listing Presentation Dialogue Continued… 6. When they aren’t ready to sign after you ask, and you have flushed out the objection, then move into controlling the dialogue. There will only be a few objections if you have used steps 1-3, and you should direct the conversation in the follow manner:
Possible Seller Objections 7. Objection: Not agreeing on listing price or unsure of where to price the listing -----Move into CMA and presenting pricing (pricing track 1 or 2) 8. Objection: Not ready to list with you (interviewing other agents first) or commission objection -----Move into presenting the Carpenter Trifold brochure in combination with your action plan, setting expectations and displaying you can navigate them to a successful closing, no matter the market challenges. 9. Objection: Not ready to list because… nowhere to move to or have repairs to make, etc -----Move into presenting the Carpenter Trifold brochure and share the “premarket” activities that you will help them with to create excitement before the listing goes live. But you need to have an executed listing contract first (i.e., stop staging homes before the listing contract is signed) So, get the listing contract signed even if you need to use an “office exclusive addendum” or postdate a listing contract.
Whatever the objection, direct the conversation by starting the dialogue with the following 10. “After I’ve answered your questions, one of three things could happen: a) You may decide to list with me. b) You may decide not to… list with me. c) If I feel I can’t help you achieve your objectives, I have a responsibility to tell you that and not take your listing.” 11. “In order to find the best buyer/s and get to a successful closing in today’s market, we need to have all three aspects in line with each other, to experience a successful selling process. When one of these three is not working for us then we need to re-evaluate and make corrections. Having a good understanding of these from the start will get you to the closing table faster and with less hassle. These three aspects are: a) Accurate Pricing Strategy b) Proper Showing Condition c) Robust Listing Action Plan 12. “When all three aspects are in line then we should see an acceptable offer within the current average DOM” 13. With this established, start presenting what is needed to address objection that you identified above.
The Process callcarpenter.com 95
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The Carpenter Listing Process
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Listing Pricing Dialogue - Track 1 14. While pricing a home at fair market value doesn’t sound complicated it can be because we have to weave together things like: a) Your motivation, b) The true market results c) The showing condition of the house d) Current competition e) Using the right marketing tools to find the right buyer. 15. The purpose of reviewing the Market Results (CMA) is to determine the value of your home… in the eyes of the buyer… Do you know how buyers determine value? a) Buyers determine value by comparison shopping. They look at the price of your home based on its features and benefit then they compare it to the features and benefits of similar homes that have sold recently or are currently on the market. Does that make sense? b) Knowing this… can you see the power in finding more buyers and flushing out more of the “right” buyers through a aggressive marketing effort? c) What we don’t want to do is attract all these buyers just to get them to say “no” because i. it’s priced too high ii. it doesn’t appraise. iii. Sadly, many buyer’s experience buyer’s remorse and never get to the closing table. 16. Do you think you are willing to list your house at fair market value? Yes. Ok, let’s start by looking at the market through the buyer’s eyes. a)
They start selecting homes based on three criteria. (Later they consider condition and features/amenities) i. Size ii. Location iii.Price
*Demonstrate using the Carpenter Merchandising Brochure as a visual* 17. Let’s look at some trend lines for homes like yours a) MLS/BLC – Months of Inventory b) MLS/BLC – List Price / Sqft Ratios
The Process callcarpenter.com 96
The Carpenter Listing Process
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Listing Pricing Dialogue - Track 1 Cont. 18. Share all Comparables: a) Recent Solds with pictures b) Current Active Competition c) Current Pendings to show most recent contracts accepted 19. (After you’ve asked about inclusions & exclusions) “Do you want to price your property with this or with ?” 20. Based on current market conditions… where do you feel you should price your house? 21. Do you feel that pricing will find the right buyer? If not, what is your plan B? a) If they want to start at a higher price and come down… show them the “Pricing vs Time Graph” & “Why your first offer is often your best offer” b) When do you think your home is most exciting to buyers? When it is fresh on the market or after it has been on the marke for several weeks? c) Do you believe we need to have your home positioned at its best from the start? 22. What is the price you won’t go below? 23. If we get to
(date) and your house isn’t sold, what will you do? What is your Plan B?
24. If we got an acceptable offer on your house today, what would you do? 25. If we find a buyer for your house in the next 72 hours, are you going to be okay with that? What if it’s the first person who looks at your house? 26. One of the most strategic things we can do in today’s market is to protect you from fall-throughs by leveraging one or more backup offers.
CLOSE… Ask for the business!!! “Are you ready to put me to work for you tonight”
The Process callcarpenter.com 97
The Carpenter Listing Process
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Listing Pricing Dialogue - Track 2 27. Let’s quickly take a moment, and review the questions I asked you over the phone ... A) You said you were moving to , right? B) You said you were moving because ? C) You said you had to be there by ............................... correct? D) You would like to price your home at ........................... right? E) And you said you owe ........................... Is that right? F) Now ... you weren’t planning on selling it yourself, were you? Terrific! G) You did (did not) want your money out.... correct? Wonderful! 28. Now ... there are only two issues we have to look at tonight ... Number one ...your motivation to ... sell this home ... and ... number two the price we set on our home. 29. I’ve prepared what we call a Comparative Market Analysis ... There are two parts to this research ... Part one ... we call fantasyland ... what homeowners list homes for ... part two ... we call reality ... what Real Estate Agents list and sell homes for We’re going to have to decide tonight .... where you’re going to spend your time on. 30. The purpose of the Comparative Market Analysis ... is to determine the value of your home in the eyes of a Buyer .... Do you know how Buyers determine value? 31. Buyers determine value by comparison shopping. They look at the price of your home based on its features and benefits, and compare it with the features and benefits of similar homes that have sold recently or are currently on the market. Does that make sense? 32. For example... If you were going to purchase a new car ... and one dealership had a car for $50,000 ..... and another dealership had the same car for $50,000 ... but it had an entertainment system ... which car would be more valuable? ... Why? 33. What if the first dealership ... put the car with NO entertainment system ... on sale for $45,000 ..... Which would be a better value? ... Why?
The Process callcarpenter.com 98
The Carpenter Listing Process
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Listing Pricing Dialogue - Track 2 Cont. 34. So ... as you can see ... if you want to increase value: a) Lower the price ... or ... b) Have more features and benefits ... for the same price ... Does that make sense? Good! 35. So ... unless you are planning to add more features and benefits to your home ... Are you? ... (No.) Price is the only issue ... Can I show you what I mean? a) This home is just like yours ... i. How many bedrooms are there? ii. How many baths are there? iii.How many square feet is it? iv. Do you know this neighborhood? v. Have you seen this house? (Based on the features and benefits of the home, tell them:) a. Your house is better. b. This house is a little better than yours. c. This house is very similar to yours. (Justify why you said that by comparing their features and benefits.) a. What price are they asking for? b. Look how long it has been on the market. c. You need to be in by ............... right? 36. What price do you feel we should use ... to create value in the eyes of the Buyer .......... and get someone to decide to buy your home versus the competition’s? 37. Now that you’ve seen these prices ... I’m going to recommend a price of $ Will you, (name) ... list your home with me ...... for that price tonight?
...
CLOSE… Ask for the business!!! “All we need to do now is simply ... sign the contract ... so I can help you get what you want ... in the time you want ... Won’t that be great?”
The Process callcarpenter.com 99
The Carpenter Listing Process
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Servicing the Listing Premarket
-
On the Market
-
Offer Accepted
Premarket Stage •
Start Skyslope Forms File (Blue)
•
Set Seller up on neighborhood trend report in CarpenterConnect for their neighborhood showing Actives, Pendings, and Closed.
•
Best Practices for Listings: o
Always get the Listing contract signed
o
Move file to Skyslope (red)
o
Do all the tasks needed to get the home ready for the market ▪
Staging
▪
Pictures
▪
Order preliminary title work
▪
Register HSA warranty
▪
Set up showing preferences in Broker Bay
▪
Special feature cards.
▪
Two days before the live date - start the public marketing •
Social media
•
Share at sales meeting/office
•
Put out sign & coming soon rider
On The Market Stage •
Admin will start the Admin Listing Checklist and make active in the BLC/MLS
•
Text/email Seller link to listing from CarpenterConnect
•
Share link to Social Media
Engage Carpenter’s Exclusive Home Marketing System
The Process callcarpenter.com 100
The Carpenter Listing Process •
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Start with the Google Ad Form
Servicing the Listing - continued… •
•
On-Site & Neighborhood Marketing o
Yard sign, if not put out prior
o
Flyer box
o
In-home brochures/flyers, Socialbay ▪
Copy of covenants and restrictions
▪
Utility/Mechanics info
o
Special feature cards
o
Schedule Open House▪
Schedule in BLC/MLS
▪
Boost open house ad- input Seller contact info for report
▪
SocialBay- social media ad created
▪
CarpenterConnect - create QR code sign in
▪
Print flyers
▪
Put out open house signs
▪
Invite neighbors- door hangers, call around using the Arch Agent system
▪
After open house send seller activity report
Digital & Online Marketing o
Callcarpenter.com property website created
o
IDX Listing Syndication ▪
Zillow, Realtor.com, Homes.com, competitor’s websites, etc.
o
Boost new listing ad - input Seller contact info for report
o
Social media
o
▪
Auto-post on your social media platforms
▪
Share with seller for them to share
▪
Shared Listings- 500+ Carpenter agents with social media platforms
Virtual tour- send Seller a link to the video
The Process callcarpenter.com 101
The Carpenter Listing Process o
HomeTour 360
o
Quantum Just Listed Announcement
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Servicing the Listing - continued…
o
Carpenter’s TV Showcase of Homes ▪
•
Send Youtube link to Seller
o
WRTV6 Showcase of Homes
o
Listing Blast through CarpenterConnect (database dependent) ▪
To your database
▪
To the Carpenter agents in your office and offices near the listing
▪
To the Top agents in that area
Reports to Seller- Have a day every week set aside to update the Seller with any of the following: o
BLC/MLS- Provide weekly market updates. What has listed, sold, and pended in the past 7 days.
o
Broker Bay- Analytics provide showing activity in area
o
BLC/MLS- Run the reverse prospects on your listing and reach out to Agents
o
CarpenterConnect- Listing Reports
o
Price Adjustment
o
Change first photo in BLC
o
Update remarks in BLC
o
Add flyers to flyer box and straighten the sign
The Process callcarpenter.com 102
The Carpenter Listing Process
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
Servicing the Listing - continued…
Offer Accepted – Roadmap to Closing The process from a home being in a "pending" status to the actual "closing" involves several steps. Here's a breakdown for you to keep your seller informed of every step. •
Purchase Agreement Signed- Accept contract in Skyslope so your admin is aware. o
•
Earnest Money Deposito
•
•
•
Both buyer and seller sign the purchase agreement, making the sale "pending" upon completion of all contingencies. The buyer submits an earnest money deposit (a good faith deposit) that is typically held in escrow.
Home Inspection (Optional but Common) o
A professional inspector evaluates the condition of the home.
o
Based on the report, the buyer may request repairs, renegotiate the price, or decide to move forward as-is.
o
If the inspection reveals major issues, the deal could fall apart unless resolved.
Appraisal o
The lender (if a mortgage is involved) orders a home appraisal to ensure the home is worth the loan amount.
o
If the appraisal is lower than the offer, the buyer and seller may need to renegotiate, or the buyer may have to make up the difference.
Mortgage Underwriting o
The lender thoroughly reviews the buyer’s financial situation to confirm eligibility for the loan.
o
This involves income verification, credit checks, and documentation review.
The Process callcarpenter.com 103
The Carpenter Listing Process o
Step Four: Set Expectations by Presenting a Proven Roadmap to a Successful Closing.
The underwriter will either approve, deny, or request further information.
Servicing the Listing - continued…
•
•
•
Title Search and Title Insurance o
A title company conducts a search to ensure the property has no unresolved legal issues (like unpaid taxes or liens).
o
Title insurance is typically purchased to protect both the buyer and lender from future claims.
Remove Contingencies o
Contingencies such as the home inspection, appraisal, and buyer financing need to be resolved before moving forward.
o
Once these contingencies are satisfied, the sale is considered more secure.
Utility Transfer o
•
Final Walk-Through o
•
•
Remind the seller to contact utility companies as needed to let them know their home is being sold and arrange for transfer of services for date of possession. The buyer does a final walk-through of the home, usually 24 to 48 hours before closing, to ensure the property is in agreed-upon condition.
Closing Disclosure o
The lender provides a Closing Disclosure (CD) to the buyer, outlining the final loan terms, closing costs, and other financial details.
o
By law, the buyer must receive this at least 3 business days before closing.
Closing Day o
Both parties meet to sign the final paperwork, including the mortgage note and deed transfer.
o
The buyer pays the remaining down payment, closing costs, and receives the keys.
o
The seller receives the funds from the sale.
The Process callcarpenter.com 104
Listing Contract
Career Start 105
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Lending
Career Start 133
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Lending 101
Corp nmls# 2431174 | Verify a mortgage company or individual license on the Nationwide Mortgage Licensing Consumer Access Site: www.nmlsconsumeraccess.org
1
Pre-Approval Credit
• Hard inquiry VS soft inquiry • Credit impacted from inquiry • CreditXpert - Wayfinder
2
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Overview
Nuts and bolts of the preapproval process.
3
Source: myfico.com
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Credit
CreditXpert - Wayfider • Credit score modeling • Rapid rescores • We are not credit/debt counselors.
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Pre-Approval
General Documents Needed • 30 days paystubs
• Driver license
• Last 2 years W2s
• Tax returns (selfemployed)
• Last 2 months bank statements 7
Pre-Approval
What do we look at? • Credit • Assets • Liabilities • Income
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Mortgages
Most common mortgages • FHA- 3.5% • Conventional20%+
• Indiana HousingDown PMT assistance
• INCONV- under 20% + MI
• USDA- 100% Financing
9
Processing
What are they doing? • Pulling reports • Ordering updates • Reviewing conditions • “fine-tooth comb”
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Initial Underwriting What are they doing? • Review application • Review documentation • Address red flags • Conditional approval 11
Appraisals
Why is it needed? • Protects… • Deficiency • Loan types • When to order?
12
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Appraisals
Est. Appraisal Fees for IN Loan Type
Amount
Conventional
$530
FHA
$580
VA
$580
13
Appraisals
How long are they good for…
• Conventional: Generally, most appraisals are good for 90 days after completion. • FHA: The appraisal is tied to the property for 120 days after completion.
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Appraisal
FHA 90-day Flip Rule
• This rule restricts the financing of a new home with an FHA mortgage if the home was previously sold within the past 90 days. The contract must be executed - at the earliest - on the 91st day after the date on the recorded deed. 15
Cleared to close Are we done yet?
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Closing
Almost there! • Doc prep/Closing figures • Internal audit • Verification of employment • Funding/Servicing
17
Tips
What to look for in a lender/LO.
• Attention to detail • Communication. Communication. Communication. • Interaction w/ clients
• No cost preapproval • Reputable • Consistency • Program offerings
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Tips
Ask the loan officer You should always double check to see if the loan officer reviewed: • Credit • Assets • Verified information with documentation
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Tips
Pre-Approval letter The pre-approval letter should have: • Company’s name • LO’s name/contact/NMLS information • Terms and conditions of the loan
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Tips
How to REFER • We work when you do! • Refer by: email/call/text… whatever is most convenient for your client. • “It doesn’t hurt your credit to have a 2nd opinion.”
21
Sue Vyzral NMLS # 1092232
317.694.1285 | Direct
Alex Jaensson NMLS # 2363233
317.902.0889 | Direct
Sue.Vyzral@callcommitment.com
AJaensson@callcommitment.com
Ben Bare
Derek Ringer
NMLS # 2537169
NMLS # 787083
317.402.5286 | Direct
317.903.2112 | Direct
Ben.Bare@callcommitment.com
Derek.Ringer@callcommitment.com
Randy Thomas
John Dye
815.405.3690 | Direct
317.333.9942 | Direct
Randy.Thomas@callcommitment.com
JDye@callcommitment.com
NMLS # 511563
NMLS # 2002752
2026 The Commitment Team, NMLS 2778446 | 790 City Center Drive Ste C Carmel, IN 46032 All home lending products are subject to credit and property approval. Rates, program terms and conditions are subject to change without notice.. Verify a mortgage company or individual license on the Nationwide Mortgage Licensing System Consumer Access site: www.nmlsconsumeraccess.org. CM Lending, LLC is an Equal Opportunity Lender.
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Open Houses
Career Start 147
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Building Your Business with Open Houses Here starts the lesson!
Open Houses ● Reasons for Hosting and Open House ● Finding Open House Opportunities ● Preparing for Open House
● During the Open House ● Open House Follow Up
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Reasons for Open Houses 1. 2. 3. 4. 5.
Sell the house Get your name out Meet potential buyers Get potential listings Keep your finger on the pulse of the market
Finding Open Houses in
In Carpenter Connect: ●
Left menu, click Listings
●
Click Open House Opportunities
This brings up a list of all of the agents that have requested open houses for their listings. To sign up to get open house opportunities emailed to you: ● ● ●
Click your name in the upper right corner Click Profile Change Enable OH Hosting Emails to Yes
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Finding Open Houses
There are different ways to use the BLC. This is my preferred method. ●
Search: Company Inventory
● ●
Property Type: Residential Inventory: Your Company’s Listings
●
Status: Active
●
Sort by Map Results Other things to consider ➔ Is it attractive? ➔ Is it in your market? ➔ Is it priced right? ➔ Is it easy to find?
How to use the BLC to search for opportunities
●
Once you’ve found a few, start connecting with the list agent
Bonus Tip
Look for Agents with Multiple Listings
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Bonus Tip #2
● Print out where the other open houses are during your open house ● Know where the similar active listings are
You’ve Found a Listing. Now what? Market the Home Aggressively ● ● ● ● ●
Get it scheduled in the BLC ○ Tell your admin the details Boost on social media (Canva) ○ This will happen automatically Invite the neighbors (10/10/20) Directional Signs ○ Don’t forget your name rider Website
t forge ut Don’t o b a is ing this build , d n a ess you busin your well. as
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Preparing for the Open House Schedule a preview of the property Take a few pictures and possibly a video for social media
Consider creating CMAs for the neighbors Put the open house signs out
Take a look around at the neighbors
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Day of Open House
from Tips enced i Exper ts Agen
Show up no less than 15 minutes early. Coordinate with the seller.
Be professional.
Turn on the lights.
DON’T BE SHY.
Prepare the home to showcase it.
Don’t be overbearing.
You will find your rhythm.
Set up your information.
Post again on social media!
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During the Open House ●
Multiple ways to greet people. ○
●
Find your groove
Ask questions ○
○
FORD are always helpful Start with two questions. ■ ■
● ●
●
This i s the ma where gi happen c s! ● Yo u don’ have t t o all th have e answer s!
Are you a neighbor? Are you out visiting open houses today?
Give them a purpose Ask more questions
Finding Open Houses in The Carpenter App
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Things to Keep an Eye on Always h av purchase e a agreemen t on hand.
They stay for an extended period of time. They start placing their furniture. They ask extensive questions.
After the Open House ●
●
●
Return the house to the way you entered. ○ Turn off the lights. ○ Close the blinds. Provide the listing agent with thorough feedback within a reasonable time frame
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Be systematic in your follow up
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Mail “Thank You” notes to those that attended
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Text follow up information
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Add information to database
Retrieve your signs
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What if I Don’t Feel Ready? No problem at all! Shadow an agent. ●
●
Ask the agents in your office if you can shadow them at one of their open houses. Look at open houses scheduled and ask those agents.
Final Thoughts Open Houses Anyone can hold an open house. There are signs out every weekend. What will you do to make this an impactful layer to your business.
There is ways to for open houses in our Company Inventory in the BLC. This is my preferred method. ● ● ●
Property Type: Residential Status: Active Inventory: Your Company’s Listings
●
Sort by View Results In the toolbar above the listing ID click Modify Columns ➔ Edit Columns ➔ Available Fields- Filter: ◆ Open Houses + ➔ Give it a Table Name ➔ Save
Be Systematic Make this easy on yourself. Be routine oriented.
Make an Impression People notice things. Give them something to notice.
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HSA
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Darla Hall Market Manager – Indiana Darla.Hall@ahs.com 317-522-3291 1
Our Parent Company, Frontdoor Founded the home service plan industry 50 years ago, responding to more than 65 million service requests since.
Nationwide Coverage
2.3m
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Customers
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Larger than the next largest competitor
Real estate transactions per year
Field sales associates
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2/9/2026
Realtor Benefits •
Providing a service that helps your buyers and sellers
•
Referrals and future business leads (service cards)
•
Win more listings
•
Risk management (protects you, broker, and the client)
•
Protect your client’s budget in a low inventory situation
•
Keep sales on track- mitigate inspection issues
•
We provide FREE marketing materials
•
Networking events & fun
save money & headaches
3
Homeowner Benefits •
Peace of Mind: Homeowners rest at ease knowing that certain common repairs and replacements costs are covered. Budget Control: Outlines upfront repair costs, easing any financial burden. Financial Protection: Save your emergency funds for another day. Home warranty providers help you manage unexpected expenses when you encounter big-ticket repairs and extra costs. Convenience: A service contract can simplify the process of finding a qualified repair company and coordinating maintenance. Added Home Value: Can enhance the resale value of the home, as some buyers appreciate the reassurance of a home warranty.
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What is a home warranty? A home warranty is a service plan that provides for the repair or replacement of covered systems that fail from normal wear and tear during the contract. When a failure occurs homeowner notifies HSA, pays a service call fee and HSA will dispatch a repair company.
What is typically covered? • • •
Plumbing (#1 claim) Electrical Appliances
• •
Cooling Heating
NOTE: NOT EVERYTHING IS COVERED. There may be non-covered costs associated with claims. SETTING PROPER EXPECTATIONS IS KEY. NOT AN EMERGENCY SERVICE.
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Seller Coverage •
Complimentary up to 6 months during listing period (paid for at closing-EXTENSIONS AVAILABLE) if seller agrees to pay for the buyer warranty
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Starts the day it is enrolled
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Remember to include seller HVAC option $50
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May help pay for some home inspection issues
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Increases marketabililty of home
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Sign riders are available
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Reduces post-sale disputes
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If home does not close or if listing is withdrawn, customer does not owe premium, even if a claim has been paid! To cancel, you must call the realtor concierge line at 844-247-4749
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Easy to transfer the policy to buyer online at own.onlinehsa.com
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$100 service call fee is paid online upon request
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Buyer Coverage • • • • • • •
Basic plan is $550/year on single family residence Starts day of closing for 12 months, renewable Always enroll them once contract is accepted/include complimentary seller coverage Normal wear & tear Undetectable pre-existing (failure could not have been detected with visual/simple test) Freon is INCLUDED-no cap on freon/ No sq.ft. limit/ Roof Leaks included/No age limits. $100 service call fee is paid online upon request
Always recommend 7 STAR Coverage ($149) includes: • Modifications such as ductwork, code violations, etc. (see application) Add-ons: •
Washer & dryer- $70. See application for additional add-on options
•
Swimming Pool, hot tubs, septic, etc.
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We provide marketing materials, brochures & applications.
Carpenter Agents $40 Credit Important Fields: Buyer Name Phone Email Seller Name Phone Email Address Closing Date Type of coverage desired
We just need you to present it to protect your clients & fill out the online application at own.onlinehsa.com. ALWAYS OFFER WAIVER.
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We provide marketing materials, brochures & applications. WAIVER INCLUDED HERE & ONLINE
We just need you to present it to protect your clients & fill out the online application at own.onlinehsa.com. ALWAYS OFFER WAIVER.
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Enrollment / Filing claim 01
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Present the home warranty-brochure
Enroll your client at own.onlinehsa.com
If your customer needs to file a claim, they go to www.myhomewarranty.com
HSA dispatches a service provider
(application is short & easy to fill out)
They will pay their service fee online.
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06
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Homeowner & provider coordinate an appointment
Service provider will call HSA for approval before completing repair or replacement
30 days guarantee on labor/60 days guarantee on parts
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Breakdown Occurs
Request service by phone or online
Assigned contractor goes to home
30 day guarantee of network contractor’s work
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Handling A Resolution 01
02
A resolution is only needed in a very small percentage of claims. Most of the time, you will never hear anything from your clients because the claim goes well.
If you have a client who files a claim and is unhappy with the results, please email me the following information: • Your name, brokerage, office location, phone, email • Homeowner’s name, full address, contract number if you have it, email, phone • Issue and why it wasn’t resolved
Our real estate concierge team will look into it and assist. If they need to, they will get our resolution team involved. We strive for happy clients
Real Estate Concierge Line: 844-968-4220
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Additional Services Flyers Available /HVAC tune-up is $75, others just pay service fee ($100)
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Our Realtor Portal OWN.ONLINE.COM
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Veterans & First Responders Discount 20% Off Real Estate Plan Realtor Site – Own.Onlinehsa.com
(Note: Can be combined with realtor-owned $50 discount if realtor is a Veteran)
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Download Our App Download the new Frontdoor App to speak to live technicians in real time.
Download. Open. Done. Just like that you’re ready to get things done smarter. Get the one and only app you’ll need as a homeowner and get started
How smart homeowners get things done
Real-time help
Experts with know-how
Help with projects big or small
Assets to local, vetted pros
Get expert advice on repairs, DIY & more!
Average 20 years’ experience in plumbing, electrical, HVAC, appliance, and handyperson services
One-stop-app for help with leaky faucets to HVAC repairs, and so much more
If you need in person help, we can provide a list of local, vetted pros
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Darla Hall Market Manager – Indiana Frontdoor- HSA & AHS Home Warranty
Contact: Darla.Hall@ahs.com 317.522.3291 Own.onlinehsa.com
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COVERAGE FOR: Indiana
EXCEPTIONAL HOME PROTECTION AND SERVICE. An HSA home warranty can help protect your budget from unexpected costs. SM
Better for a reason. You’ll love our add-ons and enhanced coverage.
plus-circle Coverage for older items no matter their age
plus-circle Coverage for undetectable, pre-existing conditions
plus-circle Rekey plus-circle Electronics coverage option plus-circle Buyer 7 Star Upgrade plus-circle Seller HVAC Option plus-circle And more
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Home systems and appliances will break, but they don’t have to break your budget. What is a home warranty?
What’s not covered?
A home warranty is a one-year service contract that covers the cost to repair or replace covered parts of home systems and appliances that break down over time.
An HSA home warranty provides valuable coverage; however, not all services and failures are covered. For a complete understanding of your HSA home warranty, read the sample contract portion of this brochure. As examples, the following services:
What types of homes are covered?
Times-Circle Do not qualify for coverage: Normal maintenance
We cover single-family homes,* older homes, condos, townhomes, duplexes, triplexes, and fourplexes, new construction, and mobile homes.**
dot-circle May not qualify for repair: Improper
or cleaning, drain line stoppages due to roots
installation, code violations dollar-sign May incur additional costs: Disposal of circle
replaced equipment, modifications required to fit new equipment, code violations, permit fees, coolant evacuation and recovery
Do I need a home warranty? We think so. In fact, 1 in 4 new home buyers use their home warranty within the first 60 days of coverage.
Several of the above services are available in our Buyer 7 Star Upgrade. Review its coverage, limitations and exclusions on page four.
How does it work? With coverage from HSA, you know exactly what to do when things go wrong. It’s as simple as this:
Request service online at myhomewarranty.com or by phone at 800.367.1448. Pay your Trade Call Fee.
We assign a local, qualified contractor.
On an approved claim, your covered home system or appliance is repaired or replaced.
REGISTER ONLINE AT MYHOMEWARRANTY.COM. Accessing your HSA home warranty account is just a few convenient clicks away.
Repair or replacement is subject to contract limitations and exclusions. See plan for details. *Single-family homes are subject to 10,000 sq. ft. maximum. **Condos/Townhomes/Mobile homes are subject to 5,000 sq. ft. maximum.
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HSA is committed to delivering exceptional service every step of the way. When you’re in need of a repair, you’ll find our commitment to quality throughout the process.
Buyer Benefits Showings, walk-throughs and inspections are important steps to buying your next home, but they don’t uncover all issues and they can’t predict what will happen. Make sure your new home is covered by an HSA home warranty. And, if the seller hasn’t included it with the sale, add this valuable protection yourself.
Chevron-Right Confidence in the home you’re buying because you have a plan for covered breakdowns. There are a lot of decisions that come with homeownership. This is an easy one.
Chevron-Right Our workmanship guarantee. If there’s an issue with a completed repair within 30 days of service, we’ll send a contractor back out for free.
Chevron-Right Quality service. HSA is available 24 hours a day, 7 days a week to help you schedule a diagnosis for your covered breakdown.
Chevron-Right The reliability of a nationwide network of qualified, independent home service contractors. There’s no need to research different vendors for repair or replacement assistance — HSA has done that for you.
Seller Benefits Placing an HSA home warranty on your home during its listing period can help reduce many out-of-pocket expenses you may experience from unexpected covered breakdowns and repairs.
Chevron-Right Mitigate unexpected, covered issues from the home inspection to help keep your sale on track.
Chevron-Right Market your listing more effectively by confirming your home is covered against unexpected, covered breakdowns.
Chevron-Right Maintain your budget by managing the potentially high costs of covered repairs on your included systems and appliances.
Chevron-Right Focus on your next home and upcoming move.
See the plan contract at onlinehsa.com, or read the sample contract included in this brochure for coverage details, including service fees, limitations and exclusions. Charges for non-covered items may apply.
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Sample Contract
PLEASE READ THIS DOCUMENT CAREFULLY. YOU MUST NOTIFY HSA PRIOR TO ACTUAL COMMENCEMENT OF REPAIR OR REPLACEMENT.
regulators, wax ring seals; toilet fixture and water tank (replaced with builder’s standard as necessary); parts within the toilet tank, in-line shut-off valves, risers leading into: sinks, tubs and toilet; primary sump pump for pumping water only; single- point instant hot water dispenser including casing, element, wiring and valve; whirlpool bathtub pump and motor assembly. NOT COVERED: ejector/lift pumps; hose bibbs, faucets, shower heads and their respective assemblies including valves for shower/tub diverter, trip levers, tub stopper assembly and sink pop-up assembly; basket strainers, shower base pans, shower enclosures or doors, sinks, tubs, drain tile/French drains, sprinkler systems; water well/cistern or septic systems and components; water softener, water filter/purifier, bidets, failures due to salt, mineral beds or deposits; caulking, grouting, or tiles; lines or parts lying within an unheated area; drain line stoppages caused by roots; HSA is not responsible for installing a clean-out or pulling/ re-setting a toilet to access a drain line stoppage; routing through roof vents is not covered.
Important Notice Regarding Privacy:
check-circle 3. “INTERIOR” ELECTRIC - COVERED: wiring, main service
The PROVIDER/OBLIGOR & PLAN ADMINISTRATOR of this Contract (the “Provider” or “HSA”) is as follows:
In Alaska, Connecticut, District of Columbia, Delaware, Georgia, Kansas, Kentucky, Maryland, Michigan, Missouri, Minnesota, North Carolina, North Dakota, New Jersey, New York, Ohio, Pennsylvania, South Carolina, Tennessee, and West Virginia: Home Security of America, Inc. In Illinois, Indiana, Iowa, Massachusetts, and Wisconsin: Home Security Association, Inc. In Rhode Island: Home Security of America, Inc. dba Home Security of Wisconsin. In Virginia: Home Security Association of Virginia, Inc. 150 Peabody Place Memphis, TN 38103 The aggregate coverage under this agreement is limited to $25,000.00; with a $5,000.00 per mechanical system sub-limit, unless a lower per occurrence sub-limit or lower aggregate sub-limit is specifically enumerated elsewhere in this agreement. Certain items and events are not covered by this contract. Please refer to the Limitations of Liability section and to exclusions listed in each applicable section of this contract. Obligations of the provider under this service contract are backed by the full faith and credit of the provider.
Information collected is used to make coverage decisions. This information is sometimes shared with affiliates and nonaffiliated third parties, and as permitted by law, to carry out daily business functions, service your business, or in connection with product offerings. Examples of nonaffiliated third parties with whom we can and do share your information are: joint marketing partners, agents, brokers, insurance and other state authorities, and administrators engaged by us to adjust, administer, service or process claims. Other than as permitted by law, we do not share your personal information with nonaffiliated third parties. Important Notice Regarding Coverage Terms: (Renewed Contracts Only) HSA continually strives to improve our service and to clarify the descriptions of coverage provided. In doing so, slight variations or modifications occur as contract versions are updated and issued. Should this activity result in a reduction of benefits to you as compared to the coverage in your previous version and if the benefit reduction was not disclosed to you prior to your election to continue coverage, you are entitled to the coverage as provided in the previous version.
A .COVERAGE
1. HSA will provide home protection coverage for authorized repair or replacement of “Component Parts” mentioned as covered in accordance with the terms and conditions of this contract that fail due to “Operational Failure”. HSA will cover “Loss” so long as the “Component Parts”: A. Are located within the “Interior” of the main foundation of the home or attached or detached garage (except for the exterior well pump, septic system, condensing unit and pool/ spa equipment). B. Are properly installed throughout the term of this contract for proper diagnosis. C. Become inoperative due to normal wear and tear. C.1. HSA will provide coverage for systems and appliances which malfunction due to lack of maintenance, rust or corrosion if the defect or mechanical failure would have otherwise been covered. Coverage is only provided for mechanical failures which occur and are reported to HSA during the term of this contract. D. Are in “Proper Working Order” on the effective date of this contract. 2. This contract covers single-family resale homes and condominium or town house units. Multi-family homes up to and including eight (8) family dwelling units may be covered if applied for and the appropriate fee is paid. Multiple-family homes qualify for listing coverage; however, coverage is limited to the owner-occupied unit, tenant occupied properties are not eligible for coverage during the listing period. Coverage is for owned or rented residential property and excludes commercial property or residences used as businesses, including but not limited to, day care centers, fraternity/sorority houses and nursing/care homes. 3. Coverage includes only the items stated as covered and excludes all others. Items listed as Not Covered are intended as examples of the types of items excluded from warranty coverage. They are not completely inclusive of all systems and appliances excluded from coverage. Coverage is subject to limitations and conditions specified in this contract. Please read the contract carefully.
B .DEFINITIONS 1. “Component Parts” - the constituent elements of mechanical items as covered by this contract. 2. “Operational Failure” - the mechanical breakdown of “Component Parts”. 3. “Proper Working Order” - functioning as intended and expected for its age, and within the safety standards as established by the system manufacturer. 4. “Loss” - the reasonable market cost or the actual cost HSA can contract for the required services, whichever is less, for the repair or replacement of “Component Parts”. 5. “Interior” - the space within the external surface area which constitutes the perimeter of the residence’s exterior walls; under the roofing materials; above or encased in the basement floor or home’s slab, or above the ground surface in a crawl space.
C. COVERAGE PERIOD
1. Home seller: coverage begins on the date HSA issues a contract number and continues for six (6) months, until close of sale or termination of listing, whichever occurs first. Seller coverage may be extended at the sole discretion of HSA. 2. Home buyer: for properties involved in a real estate transaction, coverage begins at the close of sale and continues for twelve (12) months from that date. Payment is due at the close of sale. 3. New construction: coverage begins on the first anniversary of the close of sale and continues for one or three years from that date. Length of coverage is determined by the premium paid. Payment is due at the close of sale. 4. Buyer direct: for properties not involved in a real estate transaction, coverage begins fifteen (15) days after payment is received by HSA and continues for twelve (12) months from that date. Call 1-800-367-1448 for pricing and availability.
D. CUSTOMER SERVICE
For Service call 800.367.1448 1. YOU MUST NOTIFY US PRIOR TO REPAIR OR REPLACEMENT. When service is needed due to an “Operational Failure”, you are to telephone HSA at 800.367.1448, twenty-four (24) hours per day, and seven (7) days per week. Your call may be recorded and/or monitored for quality assurance purposes. This telephone contact shall initiate the service process without the requirement of a claim form or service application. This notification includes the requirement that we have the opportunity to speak with the service contractor prior to the implementation of any repairs. Failure to do so may result in our denial of reimbursement for the expenses you incurred. HSA shall not be liable for a “Loss” unless notice is given to
HSA prior to the expiration of your coverage and the reported “Operational Failure” is professionally diagnosed and the diagnosis is reported to HSA within 15 days after the expiration of your coverage, regardless of when the “Operational Failure” occurred. 2. You shall take every precaution to protect the property giving rise to the “Operational Failure” until the necessary repair or replacement is authorized by HSA and made. HSA will initiate service under normal circumstances by contacting a Service Contractor within 48 hours after your service request is made to HSA. The service contractor will contact you to set an appointment. HSA selected service contractors must be used on all claims. Please be aware, HSA may be affiliated with the company or technician performing work under this contract. (Please notify HSA if you have a complaint about an HSA selected service contractor.) If HSA cannot provide a contractor for you, HSA will approve the use of a contractor outside of its network. We have the sole right to determine if items will be repaired or replaced. Unless specifically identified elsewhere in this contract, replacement shall be with systems comparable in features, capacity and efficiency; HSA is not responsible for matching dimensions, color or brand. The use of non-original manufacturer “Component Parts”, including rebuilt or refurbished parts, is permitted in making repairs under this contract. We will use original manufacturer “Component Parts” when non-original manufacturer “Component Parts” are unavailable. HSA reserves the right to obtain additional opinions at our expense. HSA reserves the right to offer cash in lieu of repair or replacement based on what HSA can expect to pay to repair the failure (parts and labor); this amount may be less than retail or less than your actual cost. Once a failure has been diagnosed, subsequent failures to the same system will be exempt from coverage unless and until proof of repair is submitted to HSA. Proof shall include, but is not limited to, receipts verifying repair and/or replacement. 3. TRADE CALL FEE: you are obligated to pay the trade call fee or the actual cost to repair/replace, whichever is less, for each separate trade call. Trade call fee amount is determined by the contract price selected. A trade call means each visit by an authorized service contractor for a single trade (plumbing, electrical, appliances, heating and air conditioning and pools/spas). If multiple visits required to remedy the same problem, you are only required to pay one trade call fee. If service work performed under this contract should fail, then HSA will make the necessary repairs without an additional trade call fee for a period of 90 days on parts and 30 days on labor. Your payments must be made prior to completion. We will not respond to a new request for service when any previous trade call fee is outstanding. Failure to pay the trade call fee will result in suspension of service until such time as the proper fee is paid. At that time, service coverage will be reinstated, but the service period will not be extended. Additional work performed by the independent service contractor at your request will be at your sole cost and risk. In the case of a denied claim, you will be responsible for, in addition to the trade call fee, any overtime charges incurred and/or charges incurred to provide access to the failure. HSA will request your approval prior to work involving overtime or accessing charges. Your refusal to approve these potential charges may cause a delay in service or the inability to diagnose the failure and determine coverage availability. 4. In the event HSA authorizes or requests you to contact an independent service contractor to perform a covered service and the contractor will not bill HSA directly, HSA will provide reimbursement for an authorized amount of the cost you incur for the repair or replacement services. Acceptable proof of the repair and your actual itemized costs must be provided to and approved by AHS before any reimbursement will be paid. HSA is not responsible for overtime service rates. Upon your request, HSA will determine if expedited services are necessary and available and will make reasonable efforts to expedite services accordingly. Additional fees may apply.
E. COVERED “COMPONENT PARTS” SELLER AND BUYER COVERAGE
In accordance with the terms and conditions of the warranty contract, HSA will repair or replace systems and appliances specifically mentioned as covered; all others are excluded. Items listed as Not Covered are intended as examples of the types of items excluded from warranty coverage. They are not completely inclusive of all systems and appliances excluded from coverage. Please reference Section F. Limitations of Liability for general exclusions and limitations.
check-circle 1. DOMESTIC WATER HEATER - COVERED: tank, heat elements, thermostat, valves, flue piping, failures due to sediment build-up, electrical or gas connections; includes tankless water heaters; water heater/heating combination units and oil systems are covered up to $1,500 aggregate. NOT COVERED: solar/solar-assisted water heating units, circulating pumps, expansion tanks, energy conservation flues and vents.
panels, sub-panels, receptacles or outlets, switches, fuse boxes, electric wiring to all major electrical equipment; outside outlets attached to the primary residential structure and garage; garage door opener (2 systems maximum) includes track assembly and carriage unit if part of the opener unit; permanently installed “Interior” attic and exhaust fans used for the intake and output of air excluding belts, shutters and filters; ceiling fans; central vacuum motor and relay switches; we do not cover clogged lines or conditions of inadequate capacity; door bell systems which are not part of an intercom system; lighting fixtures; burglar alarms and fire alarms. NOT COVERED: any failure in the central electrical system caused by non-covered electrical wiring or components; direct current (D.C.) wiring or components and/or low voltage systems including wiring and relays; telephone wiring; garage door: cables, rollers, hinges, springs, keypads, remote transmitter units or door replacement; central vacuum hoses or accessories; chandeliers; smoke alarms, intercom systems; exhaust equipment mounted on the roof (i.e. turbine ventilator).
check-circle 4. KITCHEN APPLIANCES - COVERED: all “Component Parts”, except for those excluded below, including timers that affect the primary function of the appliance; all appliances must be located in the primary kitchen unless additional units have been approved by HSA and premium has been received by HSA; includes refrigerator, oven/range, dishwasher, garbage disposal, built-in microwave oven, trash compactor. HSA will pay up to $3000 aggregate for the life of the contract toward repair/replacement of Professional series or ultra-premium built-in refrigerators, including, but not limited to, Sub-Zero, Viking or Jenn-Air (individual trademarks are owned by the brand name company). NOT COVERED: ice maker/crusher and beverage dispensers; drain, condensate line clearing, any failures to the door other than appliance controls located within the door; clocks, knobs, handles, dials, springs, hinges, tubs, liners, baskets, shelves, drains, glass breakage, probes, rotisseries, racks, rollers, light bulbs, lock/key assemblies, buckets, televisions, computer screens or computers that are part of an appliance but do not affect the primary function of the appliance; walk-in freezers, home freezer; clothes washer and clothes dryer. OPTIONAL SELLER COVERAGE
(INCLUDED FOR BUYER) (Additional fee required.) NOTE FOR SELLER: additional fee required; this option may be ordered at any time during listing coverage; however, seller coverage begins on the date the option is ordered through HSA. Items 5. and 6. in Section E. are limited to a combined $1,500 aggregate maximum during the listing period. Seller central heat/air option must be selected to qualify for coverage.
check-circle 5. CENTRAL HEAT - COVERED: (up to 2 units) includes forced air furnace; radiant electric including wiring, heat lines installed in electrical baseboards, or ceiling cables; radiant hot water/steam boilers, water heater/heating combination units and oil systems are covered up to $1,500 aggregate including radiant heating lines, circulating pumps and piping; solar heating units including solar collectors, reflectors and fiberglass or galvanized holding tanks that are used for storage of water for a solar heating system; heat exchangers, wall furnaces if they are the main source of heat to the residence; ductwork-attached humidifiers, thermostats, ductwork from heating unit to point of attachment at registers or grills. NOT COVERED: collector box, coal and wood burning equipment, chimneys, fireplaces, flue liners, systems with compressors larger than five tons; oil storage tanks, free standing or portable space heaters, heat or energy recovery units; air cleaners/filters, condensate line clearing, crane charges, heat lamps, filters, registers, grills, insulation, improperly sized ductwork. check-circle 6. CENTRAL AIR - COVERED: (up to 2 units) electric units, refrigerated or evaporative units, packaged systems, heat pumps; geothermal system and water source heat pump system “Component Parts” located within the “Interior” of the residence; glycol systems, water source and geothermal heat pump systems are covered up to $1,500 aggregate; thermostats, ductwork from cooling unit to point of attachment at registers or grills. For covered air conditioning and heat pump failures, when repair is not possible and like SEER (Seasonal Energy Efficiency Ratio) or HSPF (Heating Seasonal Performance Factor) equipment is not readily available, HSA will replace with 13 SEER or 7.7 HSPF equipment. HSA will also install a TX valve or will replace the evaporator coil/air handler and line set if necessary, to be compatible with the replaced equipment. Modifications, including but not limited to, a replacement pad for the condensing unit, relocation of existing equipment to accommodate larger sized equipment, ductwork fabrication or plenum work that is necessary to install the new coil in the existing space, will be the responsibility of the homeowner; if the 7 Star Upgrade is purchased, HSA will pay modification charges as outlined in Section E. 7 Star Upgrade. NOT COVERED: gas units, systems with compressors larger than five tons; outside/underground piping, well pump and “Component Parts” for geothermal and/or water source heat pumps; heat or energy recovery units; non-ducted air conditioners, condensate line clearing, crane charges, filters, registers, grills, insulation, improperly sized ductwork. BUYER ONLY COVERAGE
check-circle 7. ROOF LEAKS - COVERED: we will pay up to $750 aggregate to repair roof leaks only; includes shingles (cedar or asphalt), built up roofing, slate and tile. DEFINITION: the exterior surface that constitutes the top of the residence, excluding any skylights. NOT COVERED: condominium, mobile home, or townhouse roofs; leaking of an existing roof that has not been properly installed or attached; damage done by ice, mud, snow or wind and any acts of check-circle 2. “INTERIOR” PLUMBING SYSTEM - COVERED: leaks and God; secondary damage from any type of leak or re-roofing of the breaks of water supply lines, gas lines, drain and waste lines, polybutylene piping; drain line routing with rotary machinery (excludes residence; chimneys, gutters or downspouts, skylight or skylight flashing repairs for leaks or any other damage. camera diagnosis and hydro-jetting to clear the line) through an accessible cleanout, p-trap, drain or overflow access points; pressure
check-circle 8. REKEY – COVERED: Rekey up to 6 keyholes, including delivery of a total of 4 identical keys, on previously installed and properly functioning non-electronic door knobs and/or deadbolts for the hinged doors accessing the structural walls of your covered residential property. You are responsible for payment of your trade service call fee and the cost of any additional services provided. A separate trade service call fee applies for each unit of any covered multi-unit property. NOT COVERED: REPLACEMENT OF DEADBOLTS, KNOBS OR ASSOCIATED HARDWARE – GARAGE DOOR OPENERS – BROKEN OR DAMAGED LOCKS – PADLOCKS – SKELETON LOCKS AND KEYS – WINDOW, FILE CABINET, SAFE, DESK OR MAILBOX LOCKS – ANY OTHER SERVICES PROVIDED BY LOCKSMITH.
OPTIONAL BUYER COVERAGE (Additional fee required.)
Optional coverage may be purchased up to 30 days after the effective date of buyer coverage; however, coverage shall commence upon receipt of payment by HSA and will expire one year after the effective date of the contract.
check-circle 9. PERMANENTLY MOUNTED ELECTRONIC AIR CLEANER COVERED: transformer, power pack, switches, wires and elements. NOT COVERED: free standing units, mesh filters, back flush mechanisms and self-cleaning units. check-circle 10. WATER WELL PUMP - COVERED: “Operational Failures” occurring more than thirty (30) days after the inception date of buyer/buyer direct coverage are covered up to $1,500 aggregate including access, diagnosis, repair and/or replacement; must be primary water source to residence. NOT COVERED: digging new or deeper wells; co-op/shared wells, irrigation/sprinkler wells, windmills, curing water quality, failures from lack of water, drop pipe, tank, electrical supply line, exterior piping or any part of the well that is not the pump; cistern and all “component parts.” check-circle 11. SEPTIC SYSTEM - COVERED: “Operational Failures” occurring more than thirty (30) days after the inception date of buyer/buyer direct coverage; includes ejector/lift pump; failures to the septic system electrical wiring, lines, tank, and dry (refuse) well are limited to $300 per occurrence including access, diagnosis, repair and/or replacement. NOT COVERED: drain fields, leach beds, aerator/aerator systems and electrical supply lines; cess pools, cess pool cave-ins; upgrading system such as to city or municipal sewage system; septic tank pumping. check-circle 12. WATER SOFTENER - COVERED: all “Component Parts”, except for those excluded below, including electrical wiring. NOT COVERED: rental or leased equipment; repair or replacement of water softener necessitated by mineral beds or deposits; cleaning. check-circle 13. CLOTHES WASHER AND DRYER - COVERED: all “Component Parts”, except for those excluded below, including control timers. NOT COVERED: any failures to the door other than appliance controls located within the door; clocks, knobs, handles, dials, springs, hinges, tubs, liners, baskets, shelves, drains, glass breakage, racks, rollers, light bulbs, buckets.
check-circle 14. HOME FREEZER - COVERED: all “Component Parts”, except for those excluded below, including compressor, fan motor, thermostat and wiring. NOT COVERED: walk-in freezers, drain, condensate line clearing, clocks, knobs, dials, springs, hinges, liners, any failures to the door other than appliance controls located within the door; glass breakage, baskets, racks, rollers, handles, shelves and light bulbs. check-circle 15. HOT TUB - COVERED: must have jets, impellers, valves, be able to fill with water to qualify for coverage; includes filter, heater, pump, motor, gaskets, relays, jets, impellers, valves if stand-alone hot tub (limited to $1,000 per occurrence of “Operational Failure” when hot tub shares mechanicals with swimming pool). Note: if pool/hot tub combination option is selected the two systems must share mechanical equipment. NOT COVERED: cleaning or sanitation equipment, skimmer equipment or secondary or booster type pumps used for cleaning pools; timers, lights, main body, liners, structural defects, covers, filter grids, concrete-encased or underground plumbing, electrical or fuel lines; geothermal, solar or solar- assisted water heaters and their respective plumbing and equipment; wood encased or otherwise inaccessible parts; any unit with an independent boiler system; salt regenerator. check-circle 16. SWIMMING POOL - COVERED: we will pay up to $1,000 per occurrence of “Operational Failure”; includes heaters which do not have a compressor as a component; filter, pump, motor, gaskets, relays, impellers, back flush valve and above ground plumbing lines leading to and from the swimming pool; must be for a single family, commercially built and properly installed. NOT COVERED: cleaning or sanitation equipment, skimmer equipment or secondary or booster type pumps used for cleaning pools; timers, lights, main body, liners, structural defects, covers, filter grids, concrete-encased or underground plumbing, electrical or fuel lines; geothermal, solar or solar-assisted water heaters and their respective plumbing and equipment; wood encased or otherwise inaccessible parts; any unit with an independent boiler system; salt regenerator. check-circle 17. SEVEN STAR UPGRADE – Crane: we will cover up to $300 aggregate for fees associated with the use of cranes or other lifting equipment required to remove or install rooftop heating or air conditioning units. Central Heat: adds – registers, grills, filters and heat lamps. HSA will only pay for any required replacement of disposable media filters if discovered during a service call initiated due to a mechanical failure related to a covered central heat or central air unit. HSA does not provide coverage for service initiated specifically for normal maintenance or filter replacement as part of normal maintenance. Central Air: adds - refrigerant recovery and non-ducted air conditioners. Plumbing: adds –faucet and shower head assemblies and their respective “Component Parts” including valve for shower/tub diverter, trip levers, tub stopper assembly and sink pop-up assembly; faucets and shower heads will be replaced with chrome builder’s standard as necessary; toilets replaced with like quality up to $600 per occurrence of “Operational Failure; accessing plumbing located in concrete, coverage will be limited to $1000 aggregate. Electrical: adds - smoke alarms; garage door opener hinges, springs, keypads, remote transmitters. Appliances: adds – refrigerator refrigerant recovery; ice maker and ice/ beverage dispenser; trash compactor lock and key assemblies, bucket; dishwasher racks, tubs, liners, baskets and rollers; built- in microwave interior lining, door glass, clock and shelves; oven/ range interior lining, clocks, rotisseries, racks, handles, knobs and dials; clothes washer and dryer (if option purchased:) tubs, liners, baskets. Code violations: when the correction of code violation(s) is required to affect a covered repair or replacement of a heating, plumbing, water heater or electrical “Component Part”, HSA will pay up to $250 aggregate to correct the code violation(s). If there is only a code violation and no related covered repair or replacement, HSA will not pay simply to remove the violation. Modification charges:
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Sample Contract if HSA has authorized the replacement of a water heater, central heat or central air system and water heater flue, drain pan, sheet metal fabrication, plenum work or installation of a new pad for a condensing unit are necessary to complete the covered replacement, HSA will pay $500 aggregate toward modification charges. Permits: HSA will pay the cost for obtaining permits for HSA-approved repairs and replacements up to $250 per occurrence. Removal and disposal of replaced equipment: when HSA replaces a covered system we will also pay the cost to dispose of the defective equipment. Mismatched heating and cooling systems: HSA will cover a defect or mechanical failure of a system that was not properly matched in size or efficiency, if the defect or mechanical failure would have otherwise been covered. If the mismatched system is a code violation, coverage will be limited to $250 aggregate. Improper installation, modifications and/or repair: HSA will cover a defect or mechanical failure of a system that was not properly installed, modified and/or repaired, if the defect or mechanical failure would have otherwise been covered. If the improper installation, modification or repair is a code violation, coverage will be limited to $250 aggregate.
F. LIMITATIONS OF LIABILITY
Coverage does not apply in these instances: 1. Detectable pre-existing defects or deficiencies, when the “Component Parts” were not in “Proper Working Order” on the inception date of coverage, are not covered by HSA. If, on the Buyer’s effective date of this contract, the defect or malfunction of the covered “Component Parts” would not have been detectable by either visual inspection and/or simple mechanical test and/or safety test performed by a qualified professional, the defect or malfunction may qualify for coverage. For example: a simple test would be a visual inspection of a heat exchanger for cracks or a carbon-monoxide test. 2. Abuse, misuse, fire, lightning, freezing, ice, storms, smoke, water damage, acts of God, accident, earthquake, soil movement, mud, chemical or sediment build-up except as outlined in section E. 1. Domestic Water Heater, fungus, rot, mold, power failure, power shortage or power outage, insect or rodent damage, pet damage, insurable peril. 3. HSA will not contract to perform service nor pay costs involving hazardous or toxic materials or asbestos, nor will it pay costs related to refrigerant recapture, evacuation or disposal of refrigerants or contaminants. If the 7 Star Upgrade is purchased for/by the buyer HSA will pay costs associated with refrigerant recovery. 4. Modification charges or costs for metal fabrication, plenum work, or electrical changes necessary to satisfy the installation requirements of a new replacement unit. If the 7 Star Upgrade is purchased for/by the buyer, HSA will pay up to $500 aggregate towards modification charges associated with an approved heating, air conditioning or water heater repair or replacement as outlined under Section E. Buyer 7 Star Upgrade. 5. Providing access to a covered component or system other than plumbing or ductwork systems. HSA will pay to provide access to plumbing and ductwork systems through unobstructed walls, ceilings or floors only, and will return the access opening to a rough finish condition. HSA is not responsible for moving obstructions including, but not limited to, built-in appliances, systems, cabinets, tile and floor coverings or pulling and re- setting a sink, shower or bathtub to access a failure. Any plumbing or ductwork failure requiring access through concrete, stone, rock or brick is limited to $500 aggregate for total repair cost including access, diagnosis, repair and/ or replacement, even if the primary failure is not located within the concrete, stone, rock or brick. If the 7 Star Upgrade is purchased for/ by the buyer, HSA will pay up to $1000 aggregate towards a plumbing failure requiring access through concrete, stone, rock or brick. 6. Excessive or inadequate water pressure, electrical surge, excessive or inadequate voltage, electrical currents artificially generated or inadequate amperage, water entry along the service cable. 7. Lack of capacity; normal maintenance, cleaning, adjustments, lubrication services, line bleeding, capacity increases, licenses or inspection fees; failure to maintain the temperature in the residence above freezing; improper use; contamination of fuel or energy. You are responsible for providing maintenance and cleaning on covered items as specified by the manufacturer. For example: heating and air conditioning systems require periodic cleaning and/or replacement of filters and cleaning of evaporator and condenser coils. Water heaters require periodic flushing. 8. Faulty workmanship by any person including a contractor or trade-person selected and hired. Improper installation or connection of any system, appliance or component part by a contractor/trade-person or any other person, including improper conversions of heating systems and additions of air conditioning systems to an existing heating system. If the 7 Star Upgrade is purchased for/by the buyer, HSA will pay costs associated with covered systems that fail due to faulty workmanship or improper installation or modification if the defect or mechanical failure would have otherwise been covered. If the failure is a code violation HSA will pay up to $250 aggregate per the terms outlined under Section G. Building Codes. 9. Secondary damage, consequential damage or any damage caused by or resulting from the failure or malfunction of covered or non-covered “Component Parts”. Any damage resulting from the actual repair or replacement itself. Conditions beyond our control including delays in obtaining parts, relocation of equipment or labor difficulties including, but not limited to, additional costs associated with repair or replacement of a covered mechanical system due to space restrictions or location of the covered equipment. Any damage alleged to be caused directly or indirectly by the services or the timeliness of the services provided by us. 10. Any remote control transmitting/receiving items. If the 7 Star Upgrade package is purchased for/by the buyer, the remote transmitter for the garage door opener will be covered for the buyer only. Electronic, computerized or energy management systems or devices, or lighting and appliance management systems are not covered; home computers, computer systems, leased or rental equipment and/or components. 11. Damage to the physical structure of the residence including, but not limited to, load bearing walls, walls, roof, roof supports, structural floor base, foundation or slabs, and ceilings except where specifically identified as covered. 12. Cosmetic repairs and non-”Operational Failures” including, but not limited to: finishes, cabinetry, panels, trim, buttons, chipping, dents or scratches. 13. You may be charged an additional fee by the service contractor to dispose of an old appliance, system or component. HSA is not responsible for these charges. If the 7 Star Upgrade package is purchased for/by the buyer HSA will pay the cost to dispose of defective equipment on HSA approved system replacement. 14. Equipment, items or systems that are owned by a condominium association or designated as common area in condominium declarations, plats or plans. 15. More than two central heating units, central air conditioning units or garage door opener systems unless specifically listed and approved by HSA. More than one of any appliance, including water heater, unless specifically listed and approved by HSA. 16. Repairs related to manufacturer recall or defects. In the event that there is other collectible insurance, manufacturer warranty or in-house warranty or guarantee coverage available to you covering an “Operational Failure” that is also covered by this contract, our coverage shall be in excess of, and we will not
contribute with, any other insurance, warranty or guarantee. 17. HSA is not responsible for repair or replacement of systems or appliances classified by the manufacturer as commercial. HSA will pay up to $3000 aggregate for the life of the contract toward repair/replacement of Professional series or ultra-premium built-in refrigerators, including, but not limited to, Sub-Zero, Viking or Jenn-Air (individual trademarks are owned by the brand name company). 18. Items listed as Not Covered are intended as examples of the types of items excluded from warranty coverage. They are not completely inclusive of all systems and appliances excluded from warranty coverage. 19. All else not listed as covered.
G. BUILDING CODES
HSA is not responsible for any upgrades, work or costs required to comply with any federal, state or local laws, regulations or ordinances or utility regulations, or to meet current building or zoning code requirements, or to correct for code violations. If the 7 Star Upgrade package is purchased for/by the buyer and the correction of code violation(s) is required to affect a covered repair or replacement of a heating, plumbing or electrical “Component Part”, HSA will pay up to $250 aggregate to correct the code violation(s). HSA will not pay simply to remove the violation. Please reference Section E. 6 - Central air for specific information regarding air conditioning coverage and federal regulations. Under the terms of this contract, an air conditioner electrical whip and disconnect are deemed part of the central air system. HSA is not responsible for service when permits cannot be obtained, nor will it pay any costs relating to permits. If the 7 Star Upgrade package is purchased for/by the buyer HSA will pay the cost for obtaining permits for HSA-approved repairs and replacements up to $250 per occurrence.
H. CANCELLATION, TRANSFER, RENEWAL 1. Cancellation.
A. HSA may terminate your contract only for the following reasons: 1. Breach of your contract by you, including but not limited to nonpayment of your contract fee or Trade Call Fees when due. HSA agrees to give you written notice of such breach and thirty (30) days opportunity from the date of such notice to cure the breach before termination; 2. Immediately upon discovering fraud or misrepresentation of material facts to HSA by you related to your Agreement; or 3. Immediately in the event you threaten to harm, or actually harm, the safety or well-being of HSA, any employee of HSA, a service contractor, or any property of HSA or the service contractor. B. If your contract is terminated by HSA or you (and you may terminate your contract at any time for any reason, the following shall apply: 1. If your contract is terminated within the first thirty (30) days, HSA will provide a full refund of your contract fee paid to date 2. If your contract is terminated after the thirtieth (30th) day, HSA will refund any portion of your contract paid to date applicable to the remaining contract term, less an administrative fee of an amount equal to one month’s contract fee. Said administrative fee (i) shall be paid by you to HSA on demand, (ii) shall be charged to you via any payment source you have provided HSA, or (iii) shall be subtracted by HSA from any refund due to you. 2. Seller coverage under this contract is not subject to transfer and is not subject to renewal. 3. In the event of a transfer of the legal title and ownership of the covered residence during buyers’ coverage, the remaining term may be assigned to the new homeowner. The assignee takes the warranty on the same terms, conditions, and expiration date as the assignor. 4. The warranty is renewable, by mutual consent, at prevailing rates for an additional 12 month period from the date of the contract expiration. HSA may, at its option, decline to issue any renewal or cancel any contract, if the contract fees are not paid within 10 days of the due date. Note: if you have selected a monthly payment plan, your contract will automatically renew at the expiration of this contract period. (Renewal customers: payment of the first installment on the renewal year premium constitutes your consent.)
I. AGENCY
Neither the real estate broker nor the broker’s sales representative is an agent of HSA. Coverage is strictly determined by the warranty contract and not the representations of the real estate professional.
J. HSA’S RIGHTS OF RECOVERY
In the event of any payment under this contract, HSA shall be subrogated to all of contract holder’s rights of recovery against any person or organization. You shall do nothing after loss to prejudice such rights. The company shall not be bound to pay any loss if you have impaired any right of recovery for loss.
K. DISPUTE REMEDY.
Any claim, dispute or controversy, regarding any contract, tort, statute, or otherwise (“Claim”), arising out of or relating to this Agreement or the relationships among the parties hereto shall be resolved. Either party may seek binding arbitration by one arbitrator administered by the American Arbitration Association (“AAA”), under the AAA Consumer Rules in effect at the time the Claim is filed (“AAA Rules”). Copies of the AAA Rules and forms can be located at www.adr.org, or by calling 1-800-778-7879. The arbitrator’s decision shall be final, binding, and non-appealable. Judgment upon the award may be entered and enforced in any court having jurisdiction. This clause is made pursuant to a transaction involving interstate commerce and shall be governed by the Federal Arbitration Act. Neither party shall sue the other party other than as provided herein or for enforcement of this clause or of the arbitrator’s award; any such suit may be brought only in Federal District Court for the District or, if any such court lacks jurisdiction, in any state court that has jurisdiction. The arbitrator, and not any federal, state, or local court, shall have exclusive authority to resolve any dispute relating to the interpretation, applicability, unconscionability, arbitrability, enforceability or formation of this Agreement including any claim that all or any part of the Agreement is void or voidable. However, the preceding sentence shall not apply to the clause entitled “Class Action Waiver.” Residents of Wisconsin: Unless you decide to file a claim solely in your individual capacity in Wisconsin small claims court and notify HSA in advance of your decision to do so, any claim, dispute or controversy, regarding any contract, tort, statute, or otherwise (“Claim”), arising out of or relating to this Agreement or the relationships among the parties hereto shall be resolved by either party seeking binding arbitration by one arbitrator administered by the American Arbitration Association (“AAA”), under the AAA Consumer Rules in effect at the time the Claim is filed (“AAA Rules”). Copies of the AAA Rules and forms can be located at www.adr.org, or by calling 1-800-778-7879.
The arbitrator’s decision shall be final, binding, and non-appealable. Judgment upon the award may be entered and enforced in any court having jurisdiction. This clause is made pursuant to a transaction involving interstate commerce and shall be governed by the Federal Arbitration Act. Neither party shall sue the other party other than as provided herein or for enforcement of this clause or of the arbitrator’s award; any such suit may be brought only in Federal District Court for the District or, if any such court lacks jurisdiction, in any state court that has jurisdiction. The arbitrator, and not any federal, state, or local court, shall have exclusive authority to resolve any dispute relating to the interpretation, applicability, unconscionability, arbitrability, enforceability or formation of this Agreement including any claim that all or any part of the Agreement is void or voidable. However, the preceding sentence shall not apply to the clause entitled “Class Action Waiver.”
L. CLASS ACTION WAIVER.
Any Claim must be brought in the parties’ individual capacity, and not as a plaintiff or class member in any purported class, collective, representative, multiple plaintiff, or similar proceeding (“Class Action”). The parties expressly waive any ability to maintain any Class Action in any forum. The arbitrator shall not have authority to combine or aggregate similar claims or conduct any Class Action nor make an award to any person or entity not a party to the arbitration. Any claim that all or part of this Class Action Waiver is unenforceable, unconscionable, void, or voidable may be determined only by a court of competent jurisdiction and not by an arbitrator. THE PARTIES UNDERSTAND THAT THEY WOULD HAVE HAD A RIGHT TO LITIGATE THROUGH A COURT, TO HAVE A JUDGE OR JURY DECIDE THEIR CASE AND TO BE PARTY TO A CLASS OR REPRESENTATIVE ACTION, HOWEVER, THEY UNDERSTAND AND CHOOSE TO HAVE ANY CLAIMS DECIDED INDIVIDUALLY, THROUGH ARBITRATION.
M. STATE SPECIFIC PROVISIONS AND DISCLOSURES:
Terms of this contract that are in conflict with the statutes of the states in which this contract is issued are amended to such statutes. Residents of Arkansas: Obligations of the provider under this service contract are backed only by the full faith and credit of the provider (issuer) and are not guaranteed under a service contract reimbursement insurance policy. Free Look Provision - If no claim has been made, and you return this contract to us within 20 days of the date the contract was mailed to you by us or within 10 days of the delivery of the contract, if delivered to you at the time of sale, the contract is void and we will refund you the full purchase price of the contract. A 10% penalty per month shall be added to the refund that is not paid or credited within 45 days after the return of this contract to us. The right to void the contract is not transferable and applies only to the original contract purchaser. Residents of Georgia: This is not a contract of insurance. In accordance with Section 33-7-6 should HSA fail to pay any claim or issue a refund within sixty (60) days after a proof of loss has been filed, then the contract holder is entitled to make a direct claim against the surety. Performance under this agreement by HSA is guaranteed by LIBERTY MUTUAL INSURANCE COMPANY WITH THE 175 BERKELEY STREET, BOSTON, MA 02116. Cancellation: A. If HSA cancels this agreement, it will be in writing and will conform to the requirement of Section 33-24-44 of the Georgia Insurance Code. B. The contract holder may cancel the agreement at any time upon demand and surrender of the agreement to HSA and in the event of such cancellation HSA will refund to the contract holder the excess of paid agreement charges above the customary short rates for the expired term. Residents of Illinois: The purchaser of this contract may cancel this contract for a full refund less a cancellation fee within 30 calendar days of delivery of the warranty contract, provided there has been no service provided. The purchaser may also cancel at any time and receive a pro-rata refund for the unexpired term of coverage, less the value of any service provided and less the cancellation fee. The cancellation fee for any cancellation will be the lesser of 10% of the contract price or $50. Any person who, with intent to defraud or knowing that he is facilitating a fraud against an insurer, submits an application or files a claim containing a false or deceptive statement is guilty of insurance fraud. Residents of Iowa: The obligations of HSA under your Agreement are backed by the full faith and credit of HSA and are not guaranteed under a reimbursement insurance policy. The contents of Section H shall continue to apply, except that: The contract holder may return this contract within 20 days of the time this contract is mailed or within 10 days of delivery if this contract is delivered to the contract holder at the time of sale (escrow). If no claim has been made upon this contract prior to its return, this contract is deemed void and HSA shall refund to the contract holder, or credit the account of the contract holder, the full purchase price of this contract. The right to void this contract is not transferable and shall only apply to the original contract holder and only if no claim has been made prior to its return to HSA. If the contract holder cancels this service contract outside of the 20/10 day timelines stated above or after a claim is made under the service contract, HSA shall refund the contract holder in an amount equal to one hundred percent of the unearned purchase price paid, calculated on a pro rata basis based upon elapsed time, less any claims paid. HSA may also charge a reasonable administrative fee in an amount no greater than ten percent of the total purchase price. If HSA cancels this contract, HSA will mail a written notice of termination to the contract holder at least fifteen days before the date of the termination. Prior notice of cancellation by HSA is not required if the reason for cancellation is nonpayment of the purchase price, a material misrepresentation by the contract holder to HSA or its administrator, or a substantial breach of duties by the contract holder relating to the covered product or its use. The notice of cancellation shall state the effective date of the cancellation and the reason for the cancellation. If this service contract is canceled by HSA for any reason other than nonpayment of the purchase price, HSA shall refund the contract holder in an amount equal to one hundred percent of the unearned purchase price paid, calculated on a pro rata basis based upon elapsed time, less any claims paid. HSA may also charge a reasonable administrative fee in an amount no greater than ten percent of the total purchase price. A ten percent penalty will be added each month to a refund that is not paid to the contract holder within thirty days of the return of the service contract to HSA. The issuer of this contract is subject to regulation by the Insurance Division of the Department of Commerce of the State of Iowa. Complaints which are not settled by the issuer may be sent to the Insurance Division at 1963 Bell Avenue, Suite 100, Des Moines, IA 50315-1000. Purchaser Notice: The person submitting this application to the service company for the purchaser is acting as the representative of the service company and not the purchaser in this transaction. Any person who, with intent to defraud or knowing that he is facilitating a fraud against an insurer, submits an application or files a claim containing a false or deceptive statement is guilty of insurance fraud. Residents of Kentucky: The performance of this Contract is
guaranteed by a surety bond written by Liberty Mutual Insurance Company. If sixty (60) days have passed since a valid claim has been filed for which HSA has not paid, the Contract holder is entitled to make a direct claim against Liberty Mutual Surety Claims, PO Box 34526, Seattle, WA 98124. Residents of Maryland: Free Look Provision - If no claim has been made, and you return this contract to us within 20 days of the date the contract was mailed to you by us or within 20 days of the delivery of the contract, if delivered to you at the time of sale, the contract is void and we will refund you the full purchase price of the contract. A 10% penalty per month shall be added to the refund that is not paid or credited within 45 days after return of this contract to us. The right to void the contract is not transferable and applies only to the original contract purchaser. Residents of Michigan: If the performance of this Service Contract is interrupted because of a strike or work stoppage at the company’s place of business, the effective period of the service contract shall be extended for the period of the strike or work stoppage. Residents of Minnesota: Obligations of the provider under this service contract are backed by the full faith and credit of the provider. Free Look Provision - If no claim has been made, and you return this contract to us within 20 days of the date the contract was mailed to you by us or within 10 days of the delivery of the contract, if delivered to you at the time of sale, the contract is void and we will refund you the full purchase price of the contract. A 10% penalty per month shall be added to the refund that is not paid or credited within 45 days after the return of this contract to us. The right to void the contract is not transferable and applies only to the original contract purchaser. Residents of New York: Obligations of the provider under this service contract are backed by the full faith and credit of the provider. Free Look Provision – If no claim has been made, and you return this contract to us within 20 days of the date the contract was mailed to you by us or within 10 days of the delivery of the contract, if delivered to you at the time of sale, the contract is void and we will refund you the full purchase price of the contract. A 10% penalty per month shall be added to the refund that is not paid or credited within 30 days after the return of this contract to us. The right to void the contract is not transferable and applies only to the original contract purchaser. Residents of New Jersey: Free look provision – If no claim has been made, and you return this contract to us within 10 days of the delivery of the contract, if delivered to you at the time of purchase or within 20 days of the date the contract was mailed to you by us, the contract is void and we will refund you the full purchase price or amount paid on the contract. A 10% penalty per month shall be added to the refund that is not paid or credited within 45 days after the return of this contract to us Residents of North Carolina: The purchase of this contract is not required either to purchase or to obtain financing. Obligations of the provider under this service contract are backed by the full faith and credit of the provider. Residents of Ohio: Any person who, with intent to defraud or knowing that he is facilitating a fraud against an insurer, submits an application or files a claim containing a false or deceptive statement is guilty of insurance fraud. Cancellation: The cancellation administrative fee is $25.00. This contract is non-cancelable by buyer or person entitled to benefits under this contract. Service: We will make every effort to ensure services are completed as soon as reasonably possible. In case of heating system failure during periods of freezing temperatures, a service company will be contacted immediately upon your notice to us of the failure. Residents of South Carolina: Obligations of the provider under this service contract are backed by the full faith and credit of the provider. If no claim has been made, and you return this contract to us within 20 days of the date the contract was mailed to you by us or within 10 days of the delivery of the contract, if delivered to you at the time of sale, the contract is void and we will refund you the full purchase price of the contract. A 10% penalty per month shall be added to the refund that is not paid or credited within 45 days after the return of this contract to us. Complaints or questions concerning this contract may be directed to the South Carolina Department of Insurance at P.O. Box 100105, Columbia, South Carolina 29202-3105 (803) 737-6180. Residents of Tennessee: This contract is automatically extended while the product is being repaired. Residents of Virginia: Obligations of the provider under this home service contract are backed by the full faith and credit of the provider. IMPORTANT INFORMATION TO CONTRACT HOLDERS: In the event you need to contact someone about this contract for any reason, please contact HSA, the home protection company issuing this contract, at the following address and telephone number: Home Security Association of Virginia, Inc., 150 Peabody Place, Memphis, TN, 38103, (800) 776-4663. If you have been unable to contact or obtain satisfaction from the Company, you may contact the Virginia Department of Agriculture and Consumer Services at, P.O. Box 1163, Richmond, VA 23218, (804) 786-1343. Written correspondence is preferable so that a record of your inquiry is maintained. When contacting the Company or Virginia Department of Agriculture and Consumer Services, have your contract number available. Free Look Provision – If no claim has been made, and you return this contract to us within 20 days of the date the contract was mailed to you by us or within 10 days of the delivery of the contract, if delivered to you at the time of sale, the contract is void and we will refund you the full purchase price of the contract. A 10% penalty per month shall be added to the refund that is not paid or credited within 45 days after the return of this contract to us. The right to void the contract is not transferable and applies only to the original contract purchaser. If HSA cancels or agrees to allow the contract holder to cancel after the free look period, then the contract holder shall be entitled to a pro rata refund of the paid contract fees for the unexpired term, less an administrative fee of $35; and any service and/or claims costs incurred by HSA. RESIDENTS OF WISCONSIN: THIS WARRANTY IS SUBJECT TO LIMITED REGULATION BY THE OFFICE OF THE COMMISSIONER OF INSURANCE. The obligations of HSA under this contract are backed by the full faith and credit of HSA. Cancellation: the purchaser of this warranty may, within 15 calendar days of the delivery of the warranty contract, reject and return the warranty contract for a full refund less actual costs or charges needed to issue and service the warranty contract. Rights of Recovery: you will be made whole before HSA may seek recovery of any subrogation interest. Notice of Loss: per Wis. Statute 631.81, Operational Failures that have occurred on or before expiration of this contract may be reported to HSA after the expiration of the contract so long as: 1. Notice of the Operational Failure is given to HSA as soon as reasonably possible; 2. The failure to provide notice prior to the expiration of the contract does not prejudice HSA; and 3. It was not reasonably possible to provide notice prior to the expiration of the contract. HSA will determine if this notice meets these criteria based on individual circumstances presented to HSA.
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Even the best homes come with surprises. Be prepared for unexpected costs. ONE-YEAR BASIC PLAN (SFH) $100 Trade Call Fee
BUYER $550
BUYER/ SELLER $550
Central heat. central air/heat pump and thermostat
CHECK
Ductwork and attached humidifier
CHECK
Add Seller HVAC Option $50
Toilet tank and bowl (builder’s standard); wax ring seals
CHECK
CHECK
Plumbing parts
CHECK
CHECK
Polybutylene leaks
CHECK
CHECK
Water, gas, drain, and waste lines
CHECK
CHECK
Routing of drain line stoppages
CHECK
CHECK
Water heater, instant hot water dispenser, and sump pump
CHECK
CHECK
Failures due to water heater sediment
CHECK
CHECK
Whirlpool bathtub
CHECK
CHECK
Electrical system
CHECK
CHECK
Attic fans, exhaust fans, and ceiling fans
CHECK
CHECK
Garage door opener
CHECK
BUYER 7-STAR UPGRADE
$149
Central air: refrigerant recovery and non-ducted window or wall air conditioner
CHECK
Central heat and air: registers, grills, filters, and heat lamps
CHECK
Mismatched heating and air conditioning systems
CHECK
Crane charges for rooftop air conditioning or heating equipment
CHECK
$500 toward modifications on central heat, air or water heater
CHECK
$250 toward code violations
CHECK
Permits up to $250 per occurrence
CHECK
Improper installations/modifications
CHECK
Removal and disposal of replaced equipment
CHECK
Garage door opener: hinges, springs, keypad, and remote transmitter
CHECK
Refrigerator: refrigerant recovery and ice maker/beverage dispenser
CHECK
Faucets and showerheads (replaced with chrome builder’s standard)
CHECK
Trash compactor lock/key assembly and bucket
CHECK
Dishwasher racks, baskets, and rollers
CHECK
Built-in microwave interior lining, door glass, clock and shelves
CHECK
CHECK
Lighting fixtures, central vacuum, doorbell, burglar, and fire alarm
CHECK
CHECK
Refrigerator
CHECK
CHECK
Trash compactor
CHECK
CHECK
Oven/range interior lining, clocks, rotisseries, racks, handles, knobs, and dials
CHECK
Dishwasher
CHECK
CHECK
Toilets replaced with like quality
CHECK
Garbage disposal
CHECK
CHECK
Smoke alarms
CHECK
Oven, stovetop/range
CHECK
CHECK
CHECK
CHECK
SELLER HVAC OPTION
$50
Built-in microwave oven Covered item failures due to lack of maintenance
CHECK
CHECK
Central heat, central air/heat pump and thermostat, ductwork, and attached humidifier
CHECK
Covered item failures due to rust and corrosion
CHECK
CHECK
Rekey (up to 6 keyholes and 4 identical keys)
CHECK
Roof leaks*
CHECK
See the plan contract at onlinehsa.com, or read the sample contract included in this brochure for coverage details, including service fees, limitations and exclusions. Charges for non-covered items may apply. *Not available for condos/townhomes/mobile homes. Coverage Terms Buyer Coverage: Effective the date of closing and continues for 12 months. Renewable annually. Seller Coverage: Effective the date of application and continues for up to 6 months. Seller coverage may be extended at the sole discretion of HSA.
191
Coverage Options The extras you want. We made our coverage buildable because every home is different. Start with our basic plan, and then add on to it to complete your home warranty coverage to create a plan that perfectly fits your home.
Optional Coverage
Seller HVAC Option
Electronics Protection Plan
Pool Coverage
Discounts on new appliances
Chevron-Right Buyer 7 Star Upgrade adds increased coverage on some appliances and home system components, includes improper installations and repairs, removal and disposal of replaced equipment, and more
Chevron-Right Seller HVAC Option for heating and A/C coverage while a home is on the market
Chevron-Right Electronics Protection Plan* Chevron-Right Pool coverage** Chevron-Right And more
Special Member Offers An HSA home warranty gives you the comfort of knowing you’re protected — and the convenience of being prepared for what’s beyond the breakdowns with home services, like:
plus-circle Pre-season HVAC tune-ups† plus-circle Smart home tech installation and setup services‡
BUYER OPTIONS Electronics Protection Plan
$216
Water well pump/septic system
$100
Water softener
$40
Electronic air cleaner
$40
Clothes washer/dryer
$70
Home freezer
$40
Hot tub
$125
Swimming pool
$150
Pool/hot tub combination (must share common mechanicals)
$175
plus-circle New appliance and air filter discounts
Smart home tech installation and setup services
Pre-season HVAC tune ups
Repair or replacement is subject to contract limitations and exclusions. See plan for details. *Electronics Protection Plan: The Electronics Protection Plan is provided by Allstate Protection Plans and can only be purchased in conjunction with an HSA home warranty. Plan is subject to a $2,000 per claim limit and a $5,000 aggregate claim limit. For buyer use only. **Pool coverage: Pool coverage is available for buyers only. † Pre-season HVAC tune-ups: Tune-ups are provided by a third party and available seasonally (spring: A/C; fall: heating) for $75 per unit. Please visit https://www.onlinehsa.com/ 192 additional-services/ to learn more. ‡Smart home tech installation and setup services: Smart home tech installation and setup services are provided by a third party. Not available in all areas.
7
Home Warranty Application
EASY ENROLLMENT OPTIONS Online: own.onlinehsa.com Phone: 800.367.1448 Mail WITH payment: HSA, P.O. Box 650993 • Dallas, TX 75265-0993 Mail WITHOUT payment: HSA, 1524 US HWY 30 E • Carroll, IA 51401
SELECT COVERAGE DESIRED: $100 Trade Call Fee
HSA Policy Number (for your reference)
COVERAGE:
Buyer and Seller Coverage (Seller Coverage is not available for multi-family dwellings.)
PROPERTY INFORMATION (REQUIRED)
Property Address to be Covered
City
State
Zip
Listing Expiration Date (if selling)
REAL ESTATE PROFESSIONAL INFORMATION COOPERATING REAL ESTATE ASSOCIATE:
BUYER
SELLER
Real Estate Company Information
Buyer Coverage Only
1 YEAR
2 YEAR
NEW CONSTRUCTION (YEARS 2-4) (Coverage begins one year after closing)
Single family (SFH)
$550
$1,100
$675
Condo/townhome/mobile home
$510
$1,020
$625
Duplex
$795
Triplex
$1,190
Fourplex
$1,590
Call 800.367.1448 for optional coverage pricing.
SELLER HVAC OPTION Central heat, air conditioning/heat pump (Only available when Buyer and Seller Coverage is purchased.)
$50
$50
BUYER OPTIONS Main Office Number
Agent Name
Agent Mobile Phone Number
Agent Email
COOPERATING REAL ESTATE ASSOCIATE:
Main Office Number
Agent Name
BUYER
SELLER
Agent Mobile Phone Number
Agent Email
CLOSING INFORMATION
Call 800.367.1448 for condo new construction, buyer condo/townhome mobile homes, duplex, triplex, fourplex and coverage pricing. SFH
SFH
SFH NEW CONSTRUCTION
*
BUYER 7 STAR UPGRADE
$149
$298
$149
Electronics Protection Plan**
$216
Water well pump/septic system†
$100
$200
$125
Water softener
$40
$80
$50
Electronic air cleaner
$40
$80
$50
Clothes washer and dryer
$70
$140
$85
Home freezer
$40
$80
$50
Hot tub
$125
$250
$155
$150
$300
$185
$175
$350
$215
Swimming pool
Escrow/Closing/Title Company
Main Office Phone Number
Fax Phone Number
ESTIMATED CLOSING DATE
Closing Number
†
Pool/hot tub combination (Must share common mechanicals)†
TOTAL
Closing Representative Name
Email Address
Subtotal
$ _____________________
Total (payment due at closing)
$ _____________________
Please mail payment in with application.
SELLER INFORMATION
Coverage Limitations: Some limitations and general exclusions apply to covered items. Please read the sample contract section of this brochure for details.
First Name
Last Name
Phone Number
Email Address
Mailing Address - Only if different from covered property
BUYER INFORMATION
First Name
Last Name
Phone Number
Email Address
ACKNOWLEDGEMENT: By application for this contract, seller and/or buyer represent that, to the best of their knowledge, all Component Parts are in Proper Working Order on the date of application for this coverage. Proper Working Order means that the Component Parts are functioning as intended and expected for its age, and within the safety standards as established by the system manufacturer. Further, seller and/or buyer agree that failure to notify Home Security of America, Inc. (“HSA”) prior to repair or replacement of any Component Part may result in a refusal of coverage on that Component Part. HSA discloses to the purchaser of this home warranty, and the purchaser consents and acknowledges by his/her signature that the real estate brokerage associated with the initiating real estate associate may receive a minimal fee for services rendered in marketing or administering the sale of this home warranty plan. Coverage Desired:
Seller and Buyer Coverage
Buyer Coverage Only
Applicant signature_____________________________________________Date_____________________ Mailing Address - Only if different from covered property
*If the upgrade package has been selected and the property is a multiple family dwelling, the upgrade must be purchased for each unit. **Not available on multi-year properties. † Not available for condos/townhomes/mobile homes.
WAIVER: Purchase of this home warranty is not mandatory. HSA home warranty is not the only home warranty available. No other services are contingent upon the purchase of a home warranty. I have reviewed the Home Warranty Protection plan and hereby decline coverage. I agree to hold the real estate broker and real estate professional harmless in the event of a subsequent mechanical failure which otherwise would have been covered under the warranty plan.
193 Signature______________________________________________________Date_____________________ © 2022 Home Security of America, Inc. All rights reserved.
HSNA22 - IN - Carpenter
194
Inspection 101
Career Start 195
196
The Home Inspection
Instructor: Trent Paino
Introduction – Trent Paino • Born and raised here in Indianapolis, graduating from Ben Davis High School in 1997. • Graduated from University of North Carolina – Charlotte in 2001. • 2001 to present - property manager for 166 HUD senior apartments. • Worked with my father in the completion of building a senior community with a 50 unit Assisted Living Facility, 25 homes and 5 duplexes in the senior adult community. • Purchased the HouseMaster franchise in 2010, along with my father, and this past year we completed our 12,000th inspection.
Introduction - HouseMaster
Now Presenting
• HouseMaster was founded in 1971 by Ken Austin and now has over 370 locally owned and operated offices across North American. • In 1976, Mr. Austin was a founding member of the American Society of Home Inspectors, ASHI, the first industry organization to set standards for home inspections. • 1979 – 41 years ago – The first HouseMaster Franchise and remains the first and oldest home inspection franchise system in North America. • 1987 – Started National Institute of Building Inspectors, NIBI, which continues to train and support HouseMaster Inspectors. • 2020 – Became part of the Neighborly Group, the largest home service-based group of franchises in the U.S. and Canada.
197
Home Buying Process
Life Change
Under Contract
Online Search
Negotiation
Engage Realtor
Closing !!!
Agenda
• Preparing Buyers for the Home Inspection • Preparing Sellers for the Home Inspection • Interpreting the Report • Are You Smarter Than A Home Inspector?
Preparing Buyer’s for the Home Inspection What is a Home Inspection? A visual analysis for the purpose of providing a professional opinion of the conditions of the readily accessible systems and components of the home as listed in the Standards of Practice in Indiana Administrative Code, Title 878, Article 1, Rule 2.
198
In Other Words • A non-evasive, objective evaluation of the major, visible, and accessible elements of the home performed according to industry or local licensing standards • May include additional inspection services as required or desired by the purchaser • Examples include radon, mold, wood destroying insect, pools, septic, sewer scoping.
If you can’t see it – you can’t report on it!
Inspection Elements Include: • Structural Systems • Exteriors • Roof Systems • Plumbing Systems • Electrical Systems • Heating Systems • Cooling Systems • Interiors • Any other site aspects that affect the residential dwelling
199
What a Home Inspection is NOT • • • • • • • •
Code Inspection Appraisal Technically Exhaustive Intrusive or Destructive Guarantee or Warranty Prediction Transferable An Escape from a Purchase Agreement
Not a Code Inspection The International Residential Code has over 60,000 codes with over 600,000 interpretations. Revised Annually Inspector’s Main Focus: Evaluating the home’s condition and properly educate and counsel the home buyer.
Not an Appraisal Condition – Not Value Inspectors should never comment on the value of a home.
200
It is all about Education! • Better understanding of what they are buying – beyond location, price, size…….. • Better understanding of how it works…… • Better understanding of what may need done and how to maintain it….. • Knowledge lowers anxiety !
You Never Know What Your Stepping Into!
Prep the Buyer • Explain purpose and focus of Inspection • Describe the inspection process and encourage attendance on the inspection • Educate buyer on the post-inspection process – What’s generally negotiable – What’s not generally negotiable – How will you as the agent handle the negotiations if needed?
201
Buyers need to Understand…. The home inspector is not there to point out minor defects or cosmetic flaws:
Minor
Major
“Defect” defined IC 32-21-5-4 “As used in connection with disclosure forms required by this chapter, “defect” means a condition that would have a significant adverse effect on the value of the property, that would significantly impair the health or safety of future occupants of the property, or that if not repaired, removed, or replaced would significantly shorten or adversely affect to expected normal life of the premises.”
Price doesn’t tell the whole story. • Don’t select your inspector purely on cost! – Is he professional? • Support: Web Site / Phone / Scheduling • Appearance (Vehicle – Dress – Tools) • Talk the Talk (How do the relay the facts?)
– References? • From the Realtor – You have the most experience! • Friends, Google Reviews, BBB, Angie’s List
202
Ask the right questions • How long have they been in business? • Do they have E & O insurance? - (Indiana only requires General Liability) – • How soon do you get your report and how do they deliver it? • What other services or benefits do they offer with their inspections?
Are you licensed? • Indiana Home Inspector License is a given • Pesticide License – WDI inspections • Primary Radon Tester License • Certifications: – Mold
- Lead
- Asbestos
Qualifications Indiana Home Inspectors License: * Approved Training Course – 80 Hour Course (64 class / 16 field) * Pass the National Home Inspector Examination (700 questions) * Maintain $100,000 of General Liability Insurance * Complete 32 hours of Continuing Education every two years Wood Destroying Insect (WDI) Inspection License: * One day training class at Purdue University * Pass the test at the end of the day * Complete 10 hours of Continuing Education every five years Radon Testing License: * Take and pass tester course * Pass the National Radon Proficiency Program Exam * Maintain membership in the National Radon Proficiency Program - 16 hours of Continuing Education every 2 years
203
Additional Services • Air Quality Testing • Water Testing • Well Testing • Septic System Testing • Mold Testing • Lead and Asbestos Testing • Sewer Scoping • Pool Inspections
Don’t Sit Down on the Job!
Do Your Research
204
Associations American Society of Home Inspectors Inter-National Association of Certified Home Inspectors
National Institute of Building Inspectors
National Association of Home Inspectors
How Long Does the Inspection Take?
Typically, 2-4 Hours…..But It Depends: * Size of the home * Extra services order * Age of the home * Condition of the home (vacant to cluttered) * Do they do the report on-site?
You Found a Nice Neighborhood
205
Pop Up Surprises
10 Minute Break
Section II
Preparing Sellers for the Home Inspection
206
Self-Exam By correcting minor and easy-to-address repair items before hand, you will put your best foot forward in order to: - Better Show Your Home - Receive Better Offers - Make Inspection Go Smoother - Save Stress and Money on Needed Repairs Fix it now before you are asked to have a “qualified contractor” do the work!
Seller’s Checklist
•Exterior •Garage •Interior •Kitchen & Bathrooms
Walk Around the House
Trim the landscaping away from the home!
Make sure the gutters are clean and water is running away from the home.
207
Do You Have A Septic System?
Has it been pumped in the past 2-5 years? Do you know it’s location?
Septic Working Fine!
Garages • Does the garage door function Auto Reverse Safety Features
• Fire Break – Holes in Drywall • Access to appliances and attics
208
Show Ready - Interior • Clean and Accessible • Electric Panels • Attic Access • Oven • Minor Fixes • Change Light Bulbs • Remove Extension Cords • Leave Instructions • Thermostats
DIY Electrician
Clean Filters
209
Finish those home projects
Kitchen & Baths • Repair Leaks • Clean & Grout • Clear Clutter
Always Something to Eat?
210
Plenty of Storage!
Do all the lights work?
Pre-Listing Inspections Benefits to the Seller -Makes the home more attractive and marketable -Addresses issues in a controlled, relaxed manner -Decreases the likelihood of a sale falling through -( Realtors: It let’s a third party be the bearer of bad news )
211
We go where owners haven’t been….
Cold Storage in Crawlspace
Scary Attics
212
Sometimes, not so scary?
Check inside the panel
www.heartland.housemaster.com
Crawlspace Garden
213
Do you hear that hum?
The Day of Inspection - Clear the Path - Turn it On and Off - Open and Close it - Let the Inspector Know - Leave the House (take your pets) - Check it Out When You Return!
What Crawlspace?
214
Just through that opening
Can it be turned on?
Can I Open It?
215
Leave a Note
You can still get hit by the unknown!
Is there Electricity behind cover number 3?
216
Leave the House – And Take your Pets!
Even the nice ones!
III. Interpreting the Report
a. Understand the Language b. Licensed vs Qualified c. Recommending the Re-Inspections
217
INSPECTION REPORT RATINGS DEFINED
S
SATISFACTORY – Element was functional at the time of inspection. Element was in working or operating order; and its condition was at least sufficient for its minimum required function, although routine maintenance may be needed.
F
FAIR – Element was functional at time of inspection but has a probability of requiring repair, replacement, or other remedial work at any time due to its age, condition, lack of maintenance, or other factors. Have element regularly evaluated and anticipate the need to take action.
P
POOR – Element requires immediate repair, replacement, or other remedial work, or requires evaluation and/or servicing by a qualified specialist.
NA NI
NOT APPLICABLE – All or individual listed elements were not present, were not observed, were outside the scope of the inspection, and/or were not inspected due to other factors, stated or otherwise. NOT INSPECTED (NOT RATED) – Element was disconnected or de-energized, was not readily visible or accessible, presented unusual or unsafe conditions for inspection, was outside the scope of the inspection, and/or was not inspected due to other factors, stated or otherwise. Independent inspection(s) may be required to evaluate element conditions. If any condition limited accessibility or otherwise impeded completion of aspects of the inspection, it is recommended that limiting factors be removed or eliminated and that an inspection of these elements be arranged and completed prior to closing.
10 Minute Break
Repair List Generator
218
Repair List Generator
We Don’t Make This Stuff Up
Pop Quiz
Are You Smarter Than A Home Inspector?
219
The Home Inspection
Thank You! Prize Drawing Email me at:
trent.paino@housemaster.com
220
Carpenter Connect Brochure
Career Start 221
222
Powered by 223
Your Relationships
Many real estate brokers rely on smart technology tools - like a customer relationship management (CRM) system - to help them get organized, stay organized, manage leads, and relationships. At Carpenter Realtors we often emphasize that relationships are at the core of your business. Every action you take to generate and service your real estate leads and referrals ties back to how effectively you build and maintain those relationships. CarpenterConnect, your business management platform, plays a critical role in this strategy. People do business with people they like, know, and trust. CarpenterConnect keeps you at the forefront of information and conversations with your clients. The tools and systems in CarpenterConnect allow you to streamline communication and activities so you are always top of mind to your clients, family, and friends.
Your Virtual Assistant Carpenter Co-Pilot is your AI powered virtual assistant that serves as an integrated, intelligent tool designed to streamline your workflows and enhance client interactions. Co-Pilot automates repetitive tasks such as data entry, scheduling follow-ups, and drafting initial property descriptions, freeing up agents for high-value activities. By leveraging machine learning, Co-Pilot’s core function is to allow Carpenter agents to gain actionable insights and real-time support so they can deliver a more efficient, personalized, and professional service to their clients and the community. 224
Your Benefits One Password - One Place All your Carpenter supplied tools are now accessible in one place! Through CarpenterConnect you can easily reach Quantum Digital, Boost, CloudCMA, SocialBay, The Right Place, your email, the company calendar and more!
Customization CarpenterConnect puts the power of customization in your hands. From custom images to the counties and cities you want to feature on your personal website, market reports to listing alerts, and anniversaries specific to your clients, the choice is yours.
Organization CarpenterConnect consolidates all your people (leads, referrals, contacts, past and future clients) all in one place. The mobile app ensures that you can access critical information at your fingertips 24-7.
Save Time With automated email communication like market updates, birthdays, anniversaries, and holidays you’ll be able to “set it and forget” allowing you more time to engage with your most active clients.
Task Management Wondering who you need to call today? CarpenterConnect simplifies the process and is designed for real estate professionals to systematically communicate via email, direct mail, phone calls and pop-bys based on their business model.
Be the Expert Through robust, custom Market Reports, CarpenterConnect helps to showcase you as the local expert. With consistent, compelling information including recent sales, days on market, and price trends, you are able to provide valuable information to your clients and prospects with a simple click.
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226
Carpenter Tools
Career Start 227
228
229
230
231
232
Marketing 101
Career Start 233
234
Carpenter Marketing 101
The Carpenter Marketing Department
Meet the Team Carpenter Marketing Team
DARCY MARLETT DIRECTOR OF MARKETING
REACH US AT MARKETINGHELP CALLCARPENTER.COM ANDI GRIMES MARKETING ASSISTANT
SAMANTHA BEAN GRAPHIC DESIGNER
235
Key Services Expose your listings to more potential buyers than others can Manage the Carpenter “brandˮ Agentsʼ personal branding and promotion Improve / update offerings Manage our co-op advertising program
Internal Comms and Marketing Brokerʼs Bulletin Training Marketing Minute Monthly Marketing Report 30 Hour Training Sales Rally In Branch Training Sales Meetings
DESIGN SERVICES We are your graphics team, creating and designing ads and any promotional materials. ALL designs and creative services are provided FREE.
236
The Carpenter Brand
The Carpenter Brand
• Inspire our agents to be the best in the industry • Provide professionalism and attention to detail for our clients in every transaction • Maintain a meaningful and positive impact on the communities we serve • Grow as community stewards and ambassadors to homeownership • Sustain our rock-solid reputation built on integrity, trust and respect for all
Brand Mark & Logo
237
Colors
Carpent er Red
Blac k
Carpent er Grey
Carpent er Tan
Fonts
Other Brand Signatures
The Red Couch
The 3 Cs
Photography
238
Carpenter Marketing Tools
QUANTUM MAIL Direct Mail
Quantum Direct Mail NEW AGENT ANNOUNCMENTS
• Full-color jumbo postcards + Propertybase CRM emails • Announces your partnership with Carpenter Realtors • Carpenter pays for the first 100 cards 100%
JUST LISTED/JUST SOLD • Automated email alerts • Targets immediate neighbors • Goal: generate leads • Carpenter pays for the first 25 cards 100%) fo each listing and closing
FARMING • Stay in Touch, Personal Branding • Options: Recipe, Seasonal, Holiday, General Real Estate, Custom, and Personal Cards • Carpenter pays 40% of the cost of up to 200 pieces per month • Carpenter cards and templates only, includes custom uploads
239
THE RIGHT PLACE Design Portal
The Right Place TEMPLATES
SOCIAL POSTS FLYERS AND MORE!
CARPENTERCONNECT DRIP CAMPAIGNS Email Marketing
240
Campaigns Holiday Campaign
Birthday and Home Anniversary
CARPENTER CONNECT Personalized Website
Agent Website Fully-functioning agent website Featured Counties and Communities Ability to Add Pages Sold and Listed Properties
241
SIGNS Outdoor Marketing
Signs Splits SIGNS & STAKES FREE
Feature panels- FREE
Open House Signs - first 2FREE
242
SOCIALBAY Social Media Marketing
SocialBay • TOURS • Automated Content • Social Media Scheduling • FLYERS • LISTING PROMOTIONS • MUCH MORE!
BOOST Targeted Online Marketing
243
Boost Automatic & immediate online listing promotion • Facebook & Instagram ads + online display ads • This is not a facebook post, not a $5 facebook boost • TARGETED ads to: ⚬ Neighbors of the listing ⚬ Buyer searching for similar properties • Launches 2448 hours after the listing is live Listing Promotion • Automatic & immediate online listing promotion Facebook & Instagram ads + online display ads • This is not a facebook post, not a $5 facebook boost • TARGETED ads to: Neighbors of the listing, Buyer searching for similar properties • Launches 2448 hours after the listing is live Open Houses • Open Houses: valuable to you, to the homeowner • We will pay to BOOST every Open House you host
WRTV 6 Television Advertising
Carpenter on the Air WRTV6 HOME OF THE DAY • An exclusive, major point of difference • Your clientʼs home, in an 08 TV commercial • Airs during WRTV 600 p.m. news • In the first weather break • Reach 35,000 households- $50 CARPENTER TV SHOWCASE OF HOMES • Another long-term point of difference • 10,000+ homebuyers • Sundays,1130 a.m. on ABC WRTV • (broadcast + cable) • Minimum: $70,000 list price • $16 Two airings
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NEWSPAPER AND MAGAZINE
Print Advertising Advertising
Print Advertising LOCAL PAPERS LOCAL MAGAZINES
NEWSPAPER
CIRCULATION
Bedford
4,500
Bloomington
13,500
Brown County
3,600
Columbus
8,000
Crawfordsville
7,000
Current Westfield, Carmel)
45,000
Franklin
18,000
Greencastle
6,000
Greenfield
11,000
Lebanon
7,000
Martinsville
2,200
Mooresville
1,300
Nashville
3,000
Shelbyville
8,000
245
Splits and Costs Bedford
$0
Bloomington
$5
Brown County
$10
Columbus
$14
Crawfordsville
$0
Current Westfield)
$15
Franklin
$11
Greencastle
$8
Greenfield
$9
Lebanon
$6
Martinsville
$7
Mooresville
$7
Shelbyville
$9
Photo ads feature agent and property photos Ad placement handled at the branch level
HOME TOUR 360 Virtual Tours
Virtual “Reality,ˮ not a Virtual Tour • Self-guided 360° tours • “Doll-houseˮ overhead view • Floor plans • https://www.facebook.com/watch/?v=8980886405826 76
246
Getting Started
Split Overview REDUCED COST
FREE
HomeTour 360
Signs, stakes
RTV6 Home of the Day
Listing syndication
TV Showcase of Homes
Custom website
Open House photo ads
YouTube
Local paper photo ads
Digital Listing BOOST
Enhanced listing social media, online promotion
Personal apps
Sign riders Farming postcards Personal brochures
Virtual tours Open House promotion Graphic design services Just Listed, Just Sold postcards Corporate brochures CRM program
Getting Started
SocialBay Platform
01
02
03
Social Media
Set Up Your Email
Order Signs
• Create Your Business Accounts • Banners • Photo
Signature
• Set up content in SocialBay
04
05
06
Put Together Your
Set aside time for
Get to know your
Data Base
marketing
tools
247
Darcy Marlett Director of Marketing
EMAIL marketinghelp @callcarpenter.com PHONE 3178444400
248
Client Service Center
Career Start 249
250
251
252
253
254
255
256
257
258
Policy
Career Start 259
260
Accounting/Administration Offices 8901 S. Meridian Street Indianapolis, IN 46217 Accounting phone: (317) 887-6238 Administration phone: (317) 888-9311
Josh Hurley Accounting Director Office Phone: (317) 887-6238 Ext. 3706 E-mail: jhurley@callcarpenter.com Teri Marxen Commissions Processor Office Phone: (317) 887-6238 Ext. 3708 E-mail: closings@callcarpenter.com Jessica Warfield Accounts Payable/Earnest Money Office Phone: (317) 887-6238 Ext. 3707 E-mail: accountspayable@callcarpenter.com Tim Craig Controller Office Phone: (317) 888-9311 Ext. 3704 Email: tcraig@callcarpenter.com John Asbury Vice President/CFO Office Phone: (317) 888-9311 Ext. 3702 E-mail: jasbury@callcarpenter.com
Rev. 11/23 261
2026 “Equity Builder” Commission Plan Associate YTD Closed Schedule Commissions at Base Rate * Level From: To:
Rate Paid on Transaction Type Estimated In-House Co-op Units List Sold Buyer Buyer/Seller To Reach
1
$0
-
$24,900
60 %
55 %
50 %
2
$24,901
-
$49,000
65 %
60 %
55 %
4.65
3
$49,001
-
$73,100
72 %
67 %
62 %
9.16
4
$73,101
- $105,100
85%
80 %
75 %
13.66
5
$105,100
- and above
87%
82 %
77 %
19.64
1.
Carpenter’s “Equity Builder” commission plan rewards a successful long-term career in real estate. Carpenter agents build “equity” in their career by accumulating Career Volume Credits. The Plan Levels above will be reduced by $1,000 for each $1 Million of cumulative closed sales volume achieved by an agent from the time of association with Carpenter through December 31, 2025 (Career Sales Volume Credits).
2.
Optional “Career Buy-In” commission plan: The “Career Buy-In” commission plan allows Carpenter agents to be paid at Level 5 of the above outlined schedule on all eligible transactions (see item #5 below). The “Career Buy-In” plan requires prior approval of both branch and regional management. An agent on this plan pays Carpenter Realtors® a monthly fee of $1,495.00 in advance at the beginning of each month, and enters into a contractual commitment to the program for a minimum of one year.
3.
All commissions computed after deduction of a 4% Marketing Fee.
4.
All commissions paid at time of closing.
5.
Commissions on the sale of personal residences, investment properties, referrals, miscellaneous fees, and transactions where company receives less than the standard rate of commission are not computed according to the above schedule (a copy of our published polices are available from your office Sales Manager or found in your Success in Real Estate training manual).
6.
Agents terminating their association with Carpenter will be paid at the base rate specified below on all transactions closing after such termination date (i.e., with no application of Career Volume Credits to the commission rate).
7.
The terms of this plan shall be in effect for the period January 1, 2026 through December 31, 2026 and are subject to change thereafter at the sole discretion of Carpenter Realtors® management.
* Base Rate = Commission rates in effect between income of $0 and $24,900 (i.e. 50%, 55%, and 60%).
Carpenter Co. “Equity Builder” Commission Plan 2026
262
2026 “Career Buy-In” Commission Plan An Alternative Compensation Plan for Carpenter Realtors® Agents
Rate Paid on Transaction Type In-House List Sold Buyer
“Buy-In” Compensation
87%
82%
Co-op Buyer or Seller
77%
The “Career Buy-in” plan requires payment of a monthly fee in the amount of $1,495.00 in order to participate. An additional requirement is the commitment to a minimum 12-month annual contract with payment due the first day of each month. Participation in the “Career Buy-In” commission plan requires prior approval of both branch and regional management. Commissions paid to agents on all eligible transactions (see Item #6 below) under this plan are equivalent to those paid at Level 5 of the Carpenter “Equity Builder” commission plan. While on this plan, agents accumulate “Career Volume Credits” at the rate of 50% ($500 for each $1 Million of cumulative closed sales volume). Accumulated credits are then applied toward Carpenter’s “Equity Builder” commission plan if an agent elects to no longer participate in the “Career Buy-In” plan. 1.
Agents who choose this plan are entitled to participate in all company-paid programs and no-cost services the same as they would as if on Carpenter’s “Equity Builder” commission plan (no extra fees or charges).
2.
The “Career Buy-In” commission plan presents higher financial risk to an agent than Carpenter’s “Equity Builder” plan because of the obligation to pay Carpenter $1,495.00 per month. The marginal increase in short-term income with this plan may not offset the added business risk assumed by the agent. For most career-minded agents, Carpenter Realtors® believes the “Equity Builder” commission plan is superior for them over the long-term.
3.
Commissions on all sales contracts pended prior to the effective date of election to participate in the “Career BuyIn” plan will be paid in accordance with the “Equity Builder” plan.
4.
All commissions computed after deduction of a 4% Marketing Fee.
5.
All commissions paid at time of closing.
6.
Commissions on the sale of personal residences, investment properties, referrals, miscellaneous fees, and transactions where company receives less than the standard rate of commission are not computed according to the above schedule (a copy of our published polices are available from your office Sales Manager or found in your Success in Real Estate training manual).
7.
The terms of this plan shall be in effect for the period January 1, 2026 through December 31, 2026 and are subject to change thereafter at the sole discretion of Carpenter Co. management.
Carpenter Co. “Career Buy-In” Commission Plan 2026
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Carpenter Realtors® - Agent Profit Sharing - Analysis of Annual Adjustments - January 1, 2026 Type Transaction In-House Co-op List Sold Buyer 60%
55%
65%
60%
2026 Agent PS vs prior yrs 01-2026.xls
2026
% Difference From 2025
2025
2024
2023
2022
2021
2020
2019
2016
2015
2013
2010
2009
2005
1988
50%
0
24,900
1.63%
0
0 23,900
0 23,550
0 22,950
0 22,250
0 21,600
0 21,100
0 19,300
0 18,900
0
18,000
0 17,000
0
17,500
0
17,500
0
17,700
55%
24,901
49,000
1.87%
24,501
48,100 23,901 46,800 23,551 46,100 22,951 44,700 22,251 42,600 21,601 41,300 21,101 40,100 19,301 36,500 18,901 35,700 18,001
34,000
17,001 32,500 17,501
33,500
17,501
32,500
n/a
n/a
18,401
25,000
n/a
n/a
25,001
32,300
24,500
72%
67%
62%
49,001
73,100
2.09%
48,101
71,600 46,801 69,500 46,101 68,500 44,701 66,200 42,601 62,900 41,301 60,900 40,101 59,000 36,501 53,700 35,701 52,600 34,001
50,000
32,501 48,000 33,501
85%
80%
75%
73,101 105,100
2.14%
71,601 102,900 69,501 99,900 68,501 99,100 66,201 95,700 62,901 90,900 60,901 87,900 59,001 85,000 53,701 77,200 52,601 75,700 50,001
72,000
48,001 69,000 49,501 +
87%
82%
77% 105,101 +
102,901 +
99,901 +
99,101 +
95,701 +
90,901 +
87,901 +
85,001 +
77,201 +
75,701 +
72,001 +
49,500
32,501
49,501 +
49,500
32,301 +
69,001
Change in Average Selling Price (based on sales volume thru 11/30) Average Sale Price
1988
Average Sale Price * (estimate)
2026 311,800
Change $
250,700
Change %
410.3%
61,100 2025 301,300
* 2026 assumes +3.5% increase over 2025
Carpenter Realtors® - Value Proposition Number of annual units sold required to reach each level of profit sharing (based on annual average sale price) 1988
2000
2005
2008
2009
2010
2013
2015
2016
2017
2018
2019
2020
2021
2022
2023
2024
2025
2026
Level 2
15.68
8.52
7.47
6.99
7.17
7.08 Level 2
6.76
6.85
6.67
6.49
6.30
6.14
5.84
5.67
5.17
4.91
4.90
4.73
4.65
Level 3
n/a
12.25 13.88
13.38
13.73
) 13.53 ) Level 3 )
12.78
12.95
12.61
12.28
11.92
11.67
11.17
10.86
10.08
9.61
9.59
9.28
9.16
21.14
19.77
20.29
19.98 Level 4
18.79
19.05
18.56
18.05
17.55
17.16
16.48
16.04
14.92
14.28
14.24
13.82
13.66
28.72 Level 5
27.06
27.39
26.68
25.94
25.20
24.73
23.78
23.18
21.57
20.66
20.47
19.86
19.64
Level 4
22.14
16.03
Level 5
28.61
21.00
Note: Over the past 38 years the number of closed units required to reach each level of "profit sharing" based on our average sales price has steadily declined. During this period enhancements to our exclusive Home Marketing Systemtm have consistemtly grown - i.e., callcarpenter.com website, listing syndication (Zillow, Realtor.com, etc.), Call Carpenter Mobile App, SocialBay, HomeTour 360tm, Boost, local newspapers, TV Showcase of Homes, rtv-6 "Home of the Day", Direct Mail, Internet Lead Management, Cloud CMA, Googletm e-mail, SkySlope document management, CarpenterConnect, and Testimonial Tree - all at little or no cost to Carpenter Realtors Associates.
* $0 Closed Volume Credits Applied * "Equity vs. Rent"
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12/12/25
Carpenter Realtors
Agent profit share analysis 2026.xlsx
Type Transaction In-House Co-op List Sold Buyer
% Increase 2026
% Increase 2025
% Increase 2024
% Increase 2023
% Increase 2022
% Increase 2021
% Increase 2020
% Increase 2019
8-yr Average %
% Increase 2026
2026
2025
2024
2023
2022
2021
2020
2019
1
60%
55%
50%
1.63%
2.51%
1.49%
2.61%
3.15%
3.01%
2.37%
2.93%
2.46%
1.63%
24,900
24,500
23,900
23,550
22,950
22,250
21,600
21,100
2
65%
60%
55%
1.87%
2.78%
1.52%
3.13%
4.93%
3.15%
2.99%
3.35%
2.97%
1.87%
49,000
48,100
46,800
46,100
44,700
42,600
41,300
40,100
3
72%
67%
62%
2.09%
3.02%
1.46%
3.47%
5.25%
3.28%
3.22%
3.33%
3.14%
2.09%
73,100
71,600
69,500
68,500
66,200
62,900
60,900
59,000
4
85%
80%
75%
2.14%
3.00%
0.81%
3.55%
5.28%
3.41%
3.41%
3.66%
3.16%
2.14% 105,100
102,900
99,900
99,100
95,700
90,900
87,900
85,000
5
87%
82%
77% 2.93%
1.93% $ amount increase per level 2022 2021 2020
2019
8-yr Average
Level
Avg. adjustment of all levels
1.93%
2.83%
1.32%
3.19%
Average Sale Price (all offices)
1 2 3 4 5 6 7 8 9 10
2016 2017 2018 2019 2020 2021 2022 2023 2024 (thru 11/24) 2025 (thru 11/25)
155,418 163,442 176,262 186,793 200,448 239,724 262,332 272,689 290,222 301,276 9-year average
4.65%
3.21%
3.00%
SP % Increase
Avg. Level Increase
% SP Increase
5.16% 7.84% 5.97% 7.31% 19.59% 9.43% 3.95% 6.43% 3.81%
3.55% 3.32% 3.00% 3.21% 4.65% 3.19% 1.32% 2.83% 1.93%
3.32%
68.80% 42.35% 50.25% 43.91% 23.74% 33.83% 33.42% 44.01% 50.66% 43.44%
Note: column labeled "Avg. Level Increase" = the percentage the levels increased the following year. For example, ASP increased +6.43% in 2024 and the commission levels were then increased an average of 2.83% for 2025. The increase for 2026 will be 1.93% vs. 2.83% for 2025. Why? Market condtions are expected to improve but the average sale price increase is likely to be on par with 2025 (up +3% to 4%). 1.93% recaptures more of the % of sale price by +0.90% to 43.44% which is closer to the 50% long term average we want and helps maintain the discipline of consistent upward adjustments except in times of "bear" markets (Ex. 2009-2010) and other unusual circumstances. column labeled "% SP increase" = the level increase % divided by the "sale price % increase". Longer term, we would like to see this percentage average 50% or 1/2 the rate of housing inflation. 9-year average is 43.44% (last year was 42.54%)
Level
2026
2025
2024
2023
1
400
600
350
600
700
650
500
600
550
2
900
1,300
700
1,400
2,100
1,300
1,200
1,300
1,275
3
1,500
2,100
1,000
2,300
3,300
2,000
1,900
1,900
2,000
4
2,200
3,000
800
3,400
4,800
3,000
2,900
3,000
2,888
Level
2026
2025
2024
1
n/a
n/a
n/a
n/a
n/a
n/a
n/a
n/a
2
500
700
350
800
1,400
650
700
700
3
600
800
300
900
1,200
700
700
600
4
700
900
(200)
1,100
1,500
1,000
1,000
1,100
adjustment amount greater than previous level 2023 2022 2021 2020
2019
265
266
267
268
Commission Disbursements Co-Op Sale (Sale Involving Carpenter Realtors and another Broker): Sale Price: LAC per Scale: BAC per Scale:
$ 250,000.00 3.70% 3.00%
$ $
9,250.00 7,500.00
Carpenter Other Broker
CO-OP Base Rate:
50.00%
Commission Calculation: Listing Agent GCI: Less 4% Marketing Fee: x Net GCI: Base Rate: x Agent Base Earnings: Net GCI: Bonus Rate: x Agent Bonus Earnings:
9,250.00 96.00% $ 8,880.00 50.00% $ 4,440.00 *Base earnings accumulates over the Calendar Year and counts towards your commission Level $ 8,880.00 *Bonus rate is your current Equity 5.00% Builder Level payout rate $ 444.00
Agent Base Earnings: Agent Bonus Earnings: Gross Agent Earnings: Less Agent AR Balance: Net Agent Earnings:
$ $ $ $ $
+ -
$
4,440.00 444.00 4,884.00 180.00 4,704.00
*Your current Carpenter Account Balance will be deducted at time of commission payout
In-House Sale (Carpenter Realtors Listing and Sale): Sale Price: LAC per Scale: BAC per Scale:
$ 250,000.00 3.70% 3.00%
$ $
9,250.00 7,500.00
Carpenter Carpenter
IHL Rate: IHB Rate:
60.00% 55.00%
Commission Calculation: Listing Agent GCI: Less 4% Marketing Fee: x Net GCI: Base Rate: x Agent Base Earnings:
$
9,250.00 96.00% $ 8,880.00 60.00% $ 5,328.00
Buyers Agent GCI: Less 4% Marketing Fee: x Net GCI: Base Rate: x Agent Base Earnings:
$ 7,500.00 96.00% $ 7,200.00 55.00% $ 3,960.00
Net GCI: Bonus Rate: x Agent Bonus Earnings:
$
8,880.00 5.00% $ 444.00
Net GCI: Bonus Rate: x Agent Bonus Earnings:
$ 7,200.00 5.00% $ 360.00
Agent Base Earnings: Agent Bonus Earnings: Gross Agent Earnings: Less Agent AR Balance: Net Agent Earnings:
$ $ $ $ $
Agent Base Earnings: Agent Bonus Earnings: + Gross Agent Earnings: Less Agent AR Balance: Net Agent Earnings:
$ 3,960.00 $ 360.00 $ 4,320.00 $ 180.00 $ 4,140.00
+ -
5,328.00 444.00 5,772.00 180.00 5,592.00
Note: All agent commission amounts show in above example are computed at Level 2 of the Carpenter Realtors Equity Builder Commission Plan
269
COMMISSION SPLIT POLICY WITH REGARD TO THE PURCHASE/SALE OF PERSONAL RESIDENCES AND INVESTMENT PROPERTIES One way in which Carpenter Realtors® can help our sales associates and employees build personal financial security is by encouraging ownership of real estate. For most, this might begin with owning their own home. Beyond that, some may also have the desire to own additional properties for investment purposes. Toward that end, the company assists associates and employees in reducing the cost of buying or selling properties by waiving all or part of the company commission (see schedules below) for personal residence and investment property transactions in which they participate as a buyer or seller. Please keep in mind that when individuals associated with our company who are licensed by the State of Indiana as real estate brokers participate in transactions which benefit them directly, they are held to a higher standard of knowledge and conduct under Indiana law to ensure their obligation to deal fairly with the public. 1.
PERSONAL RESIDENCE A. Associates: Company will waive 100% of company dollar on side where agent is the principal in the transaction. If an “in-house” transaction, the other side, whether it is the same agent or a different agent, will be treated as a regular transaction, with full credit for Carpenter ProfitShare program. Limit - one personal residence may be purchased and one sold each year provided that the person has been associated with Carpenter for more than six months from the time of the acceptance of the purchase agreement. Exception: Associate purchasing or selling home during their first six months with the company will receive only 50% waiver of commission on the side where they are representing themselves as agent. The additional 50% will be waived if the agent has achieved 3 closed units prior to closing on their personal home. Date of purchase agreement, not the date of the closing, is the determining date.
270
B.
Employees:
C.
Length of Service
% of Company commission Waived (side-involved only)
0 - 1 year completed
33 1/3 %
1 - 3 years completed
60 %
Over 3 years completed
85 %
Volume: The sales volume from the sale or purchase of a personal residence will count toward an associate’s million dollar level awards but not toward office and company awards. No profit sharing.
2.
INVESTMENT PROPERTY A.
Qualifications: An associate must have been with Carpenter for a period of six months from time of acceptance of purchase agreement or have achieved a gross sales volume of $500,000 to be eligible.
B.
Benefit: Carpenter will waive 50% of the company dollar on side where agent is principal upon the sale or purchase of an investment property.
C.
Volume: Sales and listing volume from investment property will be applied toward the million dollar recognition and award qualifications.
271
PERSONAL RESIDENCE AND INVESTMENT PROPERTY WRITTEN DOCUMENTATION PROCEDURES I.
COMPANY AND LICENSE LAW POLICY - All real estate transactions must be written on MIBOR approved forms and must acknowledge Carpenter Realtors ® as the principal broker. Closing statements must be approved in advance of closing by management in order for the personal residence or investment benefit to be paid to an associate or employee. Failure to do so will result in delay of payment.
II.
PROCEDURES A.
ALL TRANSACTIONS - in accordance with real estate license law (IC 25-34.1-2-5), all licensed brokers must disclose in writing as part of the purchase agreement their status as a licensee and their interest as a principal in the transaction. The following disclosure statements shall be incorporated in such purchase agreements: 1.
If purchasing real estate “Seller understands that Purchaser is a duly licensed Indiana real estate broker and is acting as both principal and agent in the purchase of this real estate.”
2.
If selling real estate “Purchaser understands that Seller is a duly licensed Indiana real estate broker and is acting as both principal and agent in the sale of this real estate.”
272
B. CARPENTER REALTORS® LISTINGS, EXPIREDS, FSBO’S 1.
Prior to submitting an offer on a home for personal investment, the associate must prepare a complete market analysis and a net proceeds sheet for the subject property and submit it for management approval.
2.
A disclosure statement signed by the seller(s) must accompany the purchase agreement.
Said disclosure statement will have specific wording
concerning the associate acting in a dual capacity as agent and principal, as well as any rescission clause required by the company. 3.
Expired and FSBO’S - a one-time listing agreement must company any offer to purchase.
C. PROPERTIES LISTED WITH OTHER COMPANIES 1.
A complete market analysis is recommended in order for the associate to make a well-informed decision, but Carpenter will not require it to be done since another agent is representing the seller.
2.
Disclosure statement of dual capacity as agent and principal is required.
D. NO OPEN solicitation for investment properties by associates will be permitted, IE: ads in newspapers, mailings, etc. which offer to purchase home or equities. E. Rental ads and signs for properties owned by Carpenter associates should direct phone calls to the associate’s home or cell phone numbers. Calls are not to be directed to the office unless the property is listed “for rent/lease” in the BLC ® with an offer of compensation. F. Company signs may not be appropriated for personal use by an agent for directional signs or rental information.
273
G.
The investment and personal residence benefit is reserved exclusively for the sales associates and employees of Carpenter. No other family members, investors, joint ventures or investment groups are eligible.
H.
Agent-owned listings being offered for sale must disclose that “Agent is owner” in the remarks line of the BLC listing.
I.
All exceptions, if any, to the above procedures must be approved in advance by the management of Carpenter Realtors®.
274
Carpenter Realtors® AWARDS AND RECOGNITION PROGRAM MONTHLY AWARDS Sales Associate of the Month Criteria: Greatest number of “sold” units net for the month. In the case of a tie on units, highest volume prevails. Recognition: Sales Associate of Month parking space (where available) Name added to plaque in lobby Photo displayed in office lobby Listing Associate of Month Criteria: Greatest number of new listings for the month (associate with second greatest number of new listings if same as Sales Associate). If tie, highest volume on listings. One unit per group of lots, doubles, etc. Recognition: Listing Associate of Month parking space (where available) Name added to plaque in lobby Photo displayed in office lobby QUARTERLY AWARDS Sales Associate of Quarter Criteria: Highest gross volume for period Recognition: Award plaque or donation made to charity in agent's name Listing Associate of Quarter Criteria: Highest number of new listings for quarter. In case of tie, highest volume of listings sold (associate with second greatest number of new listings if same as Sales Associate). Recognition: Award plaque or donation made to charity in agent's name Referral Agent of Quarter Criteria: Associate having greatest closed sales volume during the quarter from outgoing referrals through the Relocation Department. Recognition: Award plaque presented to associate
275
ANNUAL AWARDS Sales Associate of Year - Office and Company Criteria: Highest gross sales volume for year Recognition: Special award gift presented to associate Listing Associate of Year - Office and Company Criteria: Highest number of new listings for year. In case of tie, highest volume from sold listings (groups of lots, doubles, etc. to count as 1 unit). The Sales Associate of the Year is eligible to win this award also (unlike the quarterly criteria). Recognition: Special award gift presented to associate Rookie of the Year Criteria: Highest gross volume for associate whose first 12 months in business ends in present year. Recognition: Award plaque presented to associate Million/Multi-Million Dollar Clubs (*) Criteria: A. Sales volume year to date in excess of one million dollar pace for year, or B. Sales volume previous quarter in excess of $250,000, or C. 3 sold units plus 5 new listings for previous quarter Recognition:
Photo recognition in Indianapolis Star ad Annual award plaque presented to associate
(*) Only sales awards that Managers eligible to receive
276
September 22, 1988 TO:
All Management and Sales Personnel
FROM:
Tom Prall, President
SUBJECT:
E & O Policy and Procedure
Our position and policy regarding the handling of claims for errors and/or omissions in the conduct of our real estate brokerage business is outlined below. We collect a fee on an annualized basis from each agent, and in return, provide coverage and/or indemnification for them against claims and for the cost of defense in handling the disposition of such claims. Premiums and policies of E-O coverage that have developed over the last several years are such that we elected several years ago to self-insure as a company, as have most large companies through-out the industry. In so doing, we place the firm in a position of liability to the full extent of the value of the firm. Consequently, our agents have “coverage” to the extent of the liquidated value of the company, if required by an adverse court decision. A reasonable current estimate of our present ability to handle a claim would be $500,000 (note: 34 years later this is now well in excess of $2 Million). Nearly all claims against our firm allege either negligence or fraud. We routinely handle and defend lawsuits of this nature, most of which have little or no basis in fact. Our policy is for the firm to handle the disposition of these matters without charge to the agent with the following exceptions: 1.
We cannot, and will not, nor will any errors and omissions insurance policy, indemnify against a judgement for fraud. Fraud is a very serious offense, and not easily proven. It is an intentional act perpetrated by an agent to the specific detriment and damage of a client. Even though we are frequently accused of fraud, and routinely defend such suits, we have never been convicted on a fraud claim, and no honorable agent should be unduly concerned about that possibility.
2.
Negligence claims are commonplace within the industry, even in situations where, from a technical standpoint, none exists. We routinely defend and settle such claims and will continue to do so at no expense to the agent. However, we do reserve the right, at the discretion of management, to charge the agent up to the amount of their commission on the transaction, in cases where there has been clear, significant, and/or gross negligence on the agent’s part in the handling of the transaction.
277
In making such a determination, we consider the total circumstances involved, including the experience level of the agent involved, before asking an agent to contribute to the expense. We expect agents to make reasonable efforts to resolve claims where there may be some negligence and damage to the client as soon as the problem is identified, and an investment of a reasonable sum toward a positive settlement should be considered an investment in good-will toward the client if the agent contributed to the problem. Problems that do not get resolved early frequently end up with attorneys involved and then lawsuits, significantly raising the cost to resolve. These eventually end up on my desk and require a decision regarding the agent’s possible contribution to the expense - a decision I do not enjoy having to consider. In summary, let me add some overall perspectives. 1.
Our position on these matters has been the same for 5 years now, during which time no agent has had to contribute more than a very token amount to any situation that has developed.
2.
Our policy of collecting a nominal fee - currently $85.00 per year (Note: $180.00 as of 1/1/22) from each agent, has saved them literally hundreds of dollars each year compared to programs of other established companies or to options that are available in the market place.
3.
Even though we are in an era where everyone tends to be suit-happy, agents who are conscientious and have their clients’ best interests in mind really do not have to worry about lawsuits. We now have many years of experience, a positive reputation, and significant financial strength with which to routinely handle this aspect of the business.
TP Tom Prall
278
Here’s a brief list of the top 15 tax deductions that self-employed real estate agents (including those in Indiana) commonly take on their federal tax returns for 2026. 1. Vehicle and Mileage/Daily Auto Expenses – Standard mileage rate or actual costs for business travel (showings, client meetings, property visits). 2. Home Office Deduction – Portion of home costs (utilities/rent/mortgage interest) for a dedicated business workspace. 3. Marketing & Advertising – Website, social media ads, flyers, signage, business cards. 4. Continuing Education & Training – Courses, CE seminars, industry workshops. 5. Professional Fees & Services – Accountant, bookkeeper, attorney, and tax-prep fees. 6. Office Supplies/Equipment – Paper, ink, computers, smartphones, software. 7. MLS Fees, Licensing & Dues – Board dues, state licensing fees, professional association memberships. 8. Client Gifts (limited) – Up to the IRS business-gift cap per individual. 9. Insurance Premiums – Business liability, errors & omissions insurance; self-employed health insurance (above-the-line). 10. Travel & Meals – Business travel expenses; meals are often 50% deductible with proper documentation. 11. Commissions & Contract Labor – Fees you pay to other agents, assistants, or contractors. 12. Depreciation & Section 179 Expensing – For business assets like cameras, computers, furniture. 13. Telephone & Internet – Business portion of phone and internet bills. 14. Self-Employment Tax Deduction – You can deduct half of your self-employment tax (employer equivalent portion) on your 1040. 15. State and Local Taxes (SALT) – Indiana state income tax and property taxes (subject to caps and rules). Notes: •
Many of these deductions require good recordkeeping — receipts, mileage logs, and business purpose documentation — to withstand IRS scrutiny.
•
Some deductions (e.g., home office or vehicle) have specific IRS rules and may require forms like Form 8829 or Form 4562.
•
Indiana state tax generally follows federal taxable income, but consult an Indiana tax professional or the IN Dept. of Revenue for state-specific nuances.
278