VALUES STATEMENT
We are committed to honesty, contribution, authenticity, integrity and confidentiality in all facets. We hold servant leadership as our highest endeavor and know that vulnerability creates trust, which is essential to our consistent growth. We understand attention to detail serves as a vessel for success.
We are resilient and own our outcome, controlling how we navigate any situation. We persist through difficulty by focusing on gratitude and subscribing to the mindset that everything is earned and not given. We cherish our client relationships for life, embrace hard conversations and exercise courage in all areas.
The extreme ownership mentality we live by serves as a guiding principle that we do not live with a victim mentality and we are unapologetic in our quest for self-mastery. This is how we reach harmony within all facets: family, work, and life. Real estate is a vehicle, not a destination - the destination is the impact we make with our clients, our teammates, and our ecosystem.
We are the Novak Team.
HISTORY OF THE TEAM
In 2016, Mike and Rach decided to step back into the arena of the Real Estate Industry after a 10-year journey in the restaurateur space. For them, it was coming back to the root of their passions; real estate, development, marketing, and people.
In 2017, they sold 79 properties just the two of them and near the end of that year were encouraged by a mentor to bring people along with them into this journey of navigating a career in Real Estate. In Q4 of 2017, the Novak Team was born.
Ever since, Mike & Rach have stayed true to their core values, have never wavered in their quest for bringing value to their clients and their business partners and teammates, and continue to work hard to bring up those around them.
This team is more than just a group of real estate professionals; this is a high-level group of individuals who choose to do life in proximity to those who push each other, hold each other accountable, encourage each other’s success and continued pursuit of personal and professional mastery.
We are so grateful you have decided to partner your business with ours and we look forward to a fruitful partnership where we can support you in all your business dreams and likely push you out of your comfort zone from time to time, while having some fun along the way!
OFFICE POLICIES, DRESS CODE & CONDUCT EXPECTATIONS
The Novak Team expects Team members to demonstrate good judgment and taste. Good hygiene, well put-together outfits and business / casual business attire is essential at all times, but especially when meeting clients. We believe in comfort, functionality, and professionalism while also staying true to who we are.
Your clients will appreciate authenticity and “dressing for the occasion”; i.e. - it is not advisable to wear nice dress clothes when walking vacant land nor is it advisable to wear flip flops or bare feet into someone’s home. Maintaining an overall professional and positive attitude and appearance is important.
Our Team operates with a zero-tolerance policy when it comes to unnecessary office & interpersonal drama. The term “drama” is used in a general context to describe behavior that is inconsistent with our team’s core values that may include (but are not limited to): talking negatively behind a team members back and without them present, “stirring the pot” within the team, lying, inappropriate language or harassment of any kind, starting or continuing false rumors, acting without discretion on confidential matters, etc.
In short, our company encourages you to be an emotionally mature adult and contact your direct report and / or a team leader if you have a problem or simply do not engage others if you have an unsavory opinion.
SUCCESS CHECKLIST
Role play at 8:15am or alternative 1 on 1 agent role play
Re-engage minimum 5 leads where “last active” > 1 Week
1 Hour minimum follow up with pipeline leads
Attend or lead a training
1 Hour minimum dollar producing activity in-office
Connect with minimum 5 sphere or past clients
Social mediapost real estate content or post filmed video
Complete all tasks in CRM. Start with “overdue” then work to “today”
Write and/or get mutual contract
1 Hour minimum dollar producing activity outside office
Attend new client meeting
Host open house
AGENT ROADMAP
NWMLS Training (NWMLS classes) Robin
FUB Training - starter videos, loom videos & Q&A Ashley
Transaction Desk Training Robin
SiSU Training Go High Level
Buyer Guide / Go Show Training Rachael
Build Ideal Weekly Schedule (time blocks) Agent
Shadow Buyer Consultation Agent
Shadow 2 Open Houses Agent
Shadow 2 Final Walk throughs Agent
Shadow 2 Listing appointments Agent
Role Play 5x / week Agent
Preview 100 homes in Market Area Agent
Write 8 practice contracts Agent
Set Goals Rachael
Script Certified Rachael
First Appointment
Hold First Open House
IDEAL WEEKLY SCHEDULE
MONDAY
8:15-8:30 AM Role Plays / Office prep
8:30-8:45 AM
Mike's Microteam Role Play (Open to Observe)
8:30-10:00 AM Unmet Prospecting
10:00-11:00 AM Met Client Nurtures
11:00-12:00 NN Training, Business building Deal Making time
12:00-12:30 PM Match Month Accountability
12:00 NN on
Negotiations New Client Consults Client Showings / Appts
THURSDAY
8:15-8:30 AM Role Plays / Office prep
8:30-8:45 AM Mike's Microteam Role Play (Open to Observe)
8:30-10:00 AM Unmet Prospecting
10:00-11:00 AM BUILD Mastermind (AGH)
11:00-12:00 NN Implementation time Social Media content
12:00 NN on Negotiations New Client Consults Client Showings / Appts
TUESDAY
8:15-8:30 AM Role Plays / Office prep
8:30-8:45 AM
Mike's Microteam Role Play (Open to Observe)
8:30-10:00 AM Unmet Prospecting
10:00-11:00 AM Weekly Team Meeting 11:00 AM Weekly Accountability Group Meeting
11:00-12:00 NN
PCSOI / Met Client Nurtures Business building time
12:00 NN on
Negotiations New Client Consults Client Showings / Appts
WEDNESDAY
8:15-8:30 AM Role Plays / Office prep
8:30-8:45 AM Mike's Microteam Role Play (Open to Observe)
8:30-10:00 AM Unmet Prospecting
11:00-12:00 NN
PCSOI / Met Client Nurtures Business building time
12:00-1:00 PM Conversion Training
12:00 NN on Negotiations New Client Consults Client Showings / Appts
FRIDAY WEEKEND
8:15-8:30 AM Role Plays / Office prep
8:30-8:45 AM
Mike's Microteam Role Play (Open to Observe)
8:30-10:00 AM Unmet Prospecting
10:00-10:30 AM Sales Trainer Office Hours
10:30-12:00 NN Met Client Nurtures / PCSOI Training, Business building
12:00 NN on Negotiations New Client Consults Client Showings / Appts Open Houses / Door Knocking
To-do
List:
Stick to your commitments
Practice, practice, practice
Pick up the damn phone
Role play often
Attend & contribute to trainings
Exercise gratitude
Pay attention to the small stuff
8:15-8:30 AM Role Plays / Office prep Open Houses Door knocking Answering NEW lead opportunities New Client Consults Power Hours Quality time w/ friends & family Agent Growth Hub Build Mastermind
Scan QR Code to Register!
PERSONAL IDEAL WEEKLY SCHEDULE
TIME MONDAY TUESDAY
FRIDAY 7:00 AM 8:00 AM 9:00 AM 10:00 AM 11:00 AM 12:00 NN
WEEKLY TRAINING OPPORTUNITIES CALENDAR
12:00 PM - Match Month Accountability Meeting MON
TUE
WED
THU
FRI 10:00 AM - Team Meeting Sales & All Team 12:00 PM - Conversion Training 10:00 AM - BUILD call in Agent Growth Hub
10:30 AM - Sales Trainer Office Hours
SCRIPTING FOR NEW SEASON
NOBODY CARES ABOUT YOU THEY ONLY CARE ABOUT THEIR NEEDS/WANTS
• Online leads are typically very early in process; Think about how they got to you.
• They most likely have not told friends/family they are thinking of moving.
• Most likely they are searching on at least 5 different websites.
• Time is of the essence. Must respond in 5 mins or less!
• If you nurture right, they will never get to Zillow/Realtor.com.
• Most are not ready to do something right now (“I’m just looking”).
• Expect a 2-3% conversion rate in the 1st 6-8 months. If you nurture properly, you can get this up to 10% or more after 9+ months. Fortune is in the follow up.
• Must Call, Text, and Email. Text messaging gets the highest response rate. Don’t avoid calling though!
• End every communication with a question to continue engagement.
• Be selective of how and when you leave a message.
• The first few seconds on the phone are crucial - nail your warm greeting.
• Be relevant and not annoying.
• Bring value to their situation.
• Be willing to go through the process of not being ready yet vs checking to see if they are ready.
“Hey it’s with the Novak Real estate team here in the [area they
LPMAMA SCRIPT
AGENT: It’s another great day at The Novak Team, this is “Agent”, what home may I price for you?
CLIENT: (lists address)
AGENT: Great, while I look up that price, that home is located in “Everett”, is that the only area you are looking to buy in?
AGENT: Excellent, that is a great area. What is it about the [Area] that interests you?
CLIENT: (lists areas)
AGENT: Got it, and just out of curiosity, where do you currently live?
CLIENT: (neighborhood/city)
AGENT: Fantastic, do you currently own or rent?
CLIENT: (rent or own)
AGENT:
• Rent: So, are you in a long term or short term lease?
◊ Short term: Great, so do you want to time your purchase with the end of your lease or do you have the ability to go month-to-month?
◊ Long-term: That’s great, would you be willing to break your lease if we found you the perfect home?
• Own: So, do you need to sell before you buy?
◊ OK, ideally, when would you like to be in your new home.
CLIENT: (goals)
AGENT: Just out of curiosity, since you have been searching, how many homes have you seen the inside of?
• Small number:
◊ Fantastic, have you been going to open houses or how have you seen those houses?
◊ Is it safe to say you aren’t working with an agent yet?
• Large number:
◊ Wow, that’s quite a few houses. How have you been seeing so many?
LPMAMA SCRIPT
AGENT: The home you called in on is listed at $xxx,xxx, is that a comfortable price point for you?
• Yes
◊ Great, how did you come up with that number, are you using online calculators or have you spoken with a lender?
• No
◊ No problem, what price range are you looking in?
• If they have a lender or know someone: I always advise my clients, the first step of the process is to have a quick chat with your lender, that way you are ready to go when we find you the right house. I would hate for you to lose out on a house because we didn’t have financing squared away. Does that make sense?
AGENT: Fantastic, and I’m sorry, I didn’t catch your first name?
CLIENT: (name)
AGENT: Great, “Name”, if you don’t mind I want to quickly summarize our conversation and make sure I’m not missing anything. (Quickly recap what you’ve been told so far). Out of curiosity, “name”, have you heard of The Novak Team before?
CLIENT: (response)
AGENT: Our team is very unique in our approach. Our agents specialize in specific markets and we have weekly training and market data research to keep up on those markets.
Our best clients typically start out with a 20-30 minute face-to-face or zoom meeting to go over the entire home-buying process and get you up to speed on the current market climate, which is what the next logical step is to do with you! The goal is for me to continue to understand your vision, your must-haves, wish list items, and deal breakers. Then I go out and find you the perfect home. I don’t just send you properties currently listed on the market, I work to find off market opportunities as well. Would that be of value to you?
CLIENT: (response)
AGENT: Great! Are there any other decision makers we should include in the process?
CLIENT: (response)
AGENT: Awesome, would tomorrow at 4 PM or Saturday at 10 AM work better for you?
BREAK LIFE TO DEAD LEADS SCRIPTS
• Hi (lead), it's been awhile since we last connected. I'm trying to update my notes to see if you ever ended up finding the home you were looking for or if you are still looking.
• I don't want my follow-up to become a nuisance. Are you still considering making a move? If not, I completely understand - I simple want to make sure that I don't drop the ball if you are still interested.
• I wanted to check back in with you on the home search. Did you end up finding a home or is that something that's still in your future?
• We understand that life happens and situations change. Have you put your move on hold or are you still looking for the perfect place?
• A while back you had expressed interest in changing up your living situation. I wanted to follow up and see if you still had interest in that?
• It seems like I'm knocking on the wrong door here...I just wanted to see if you have any interest in changing up your living situation.
"WE PUT OUR SEARCH ON HOLD" SCRIPTS
What had you looking at homes in the first place?
If I found x, y, z, would you be interested in taking a look at that, or would you miss out on the opportunity?
I understand there is a lot of uncertainty in the market. When the dust starts to settle and you're more confident in the direction of the market, would you revisit your home search?
"WE'RE GOING TO WAIT UNTIL SPRING" SCRIPTS
"
I totally get it. Help me better understand what is important about waiting until spring.
" "
That makes sense. When you say you want to wait until spring, do you want to start the process then? Or be making a move then?
Gotcha. Well I have to ask...if the ideal home came up that checked all the right boxes sometime in February, would that be something you'd consider viewing or would you want to miss out on that opportunity?
OPEN HOUSE GAME PLAN
Your Open House is a storefront, think of your set up as your display window to attract buyers to the home and you.
This is an opportunity to impress our buyers and sellers. They will notice the professionalism and care you provide.
OPEN HOUSE TIMELINE
Day of Open House Scripts:
• "Thanks for stopping into our Open House. Are you one of the neighbors or are you out shopping for a home today?
• “Good Afternoon! I am with The Novak Team. Here is my business cardthank you for coming to our open house!”
• “The seller requests you sign in - here is our sign in station”
• “Thank you! Oh, excuse me - the seller requires I get all of your information. May I ask you for your phone number please...thanks!”
• “So how long have you been looking for a home?”
• “We list properties that never make it to the market.
• “Can you describe the perfect home for you?”
• “Great! Do you own a home in the area?”
• “Do you currently own or rent?”
• “How many offers have you written on properties?”
• “What is the perfect time frame for you?”
• “How did you happen to choose this area?”
Increase your Conversions
• Use LPMAMA to understand the status of a prospect
◊ L. LOCATION
◊ P. PRICE
◊ M. MOTIVATION
◊ A. AGENT
◊ M. MORTGAGE
◊ A. APPOINTMENT
• Use F.O.R.D to keep the potential buyers hooked in conversation
◊ F. FAMILY
◊ O. Occupation
◊ R. Recreation
◊ D. Dreams
OPEN HOUSE TIMELINE
After the Open House
• Direct any questions regarding pricing to lead listing agent
• Follow up and touch with every lead to make sure they received video and search
• Send video thank you individually to every visitor
• Put every visitor in Follow Up Boss and set up generic search
• Send feedback email to listing agent and listing coordinator with number of visitors and negative & positive feedback
• Make sure all lights are turned off, all exterior doors are locked (except door going directly into the garage) and if blinds/shades/drapes were adjusted, put them back in their original position, and do not adjust thermostat
• Please inform the Listing Coordinator and Listing Agent if the property is low on any sign box flyers, brochures, or if any light bulbs are out, and if there are any maintenance issues to be addressed (such as broken furnace/AC)
• Follow up with every lead with a video text message thanking them for popping through the open house
• If they have an agent, advise them to connect with their agent and have them reach out with questions
• Follow up and touch base with EVERY lead to make sure they received video and search
• Put every visitor in Follow Up Boss and set up generic search
• Draft email to listing agent and listing coordinator with: - number of visitors - positive and negative feedback (don’t hold back!) - where they heard about the open house
OPEN HOUSE TIMELINE
Monday - Friday Wednesday - Thursday Friday
• Connect with Listing Coordinator for open house opportunities
• Time block 2-4 hour open house any day of the week
• Wed-Fri 4-6 and Sat/Sun between 10-2 is ideal
• Wait for confirmation of open house
• Research to see if there are other open houses in the neighborhood and print NWMLS sheets to have on hand
• Know other “active” homes on the market, submit Marketing Request form for door knocking flyers (see example below)
• Door knock 30-50 of the nearest homes with the open house flyers
• Invite neighbors!
• Reserve your signs for open house time
• Plan to arrive 20-30 minutes early and set up signs on your way to the open house (minimum 6), ending with sign immediately off driveway
OPEN HOUSE TIMELINE
Day Before Open House
◊ Confirm Open House is in NWMLS and connect with listing agent about activity / potential offers
◊ Confirm you have all updated comps from earlier in the week
◊ Confirm you have print outs / flyers of nearby open houses & active listings
◊ Preview active competition houses
◊ Confirm you have sign-in sheet and / or understand open house sign-in via Ylopo
Day of Open House (Prep)
• Another check of available / active properties and open houses in neighborhood
• Put out 6+ open house signs
• Signs should be primarily at major intersections
• Place an open house rider at the top of the front yard sign as soon as Open House beginsyou’ll need “Y” clips to attach rider (reach out to Ops member)
Day of Open House (Signs)
• Put out 15-25 open house directional signs
• Place multiple signs at a major intersection point(s)
• Lead people with signs from a major anchor store and/or builder model home, when possible, to maximize traffic by five times
• Place an open house rider at the top of the front yard sign as soon as the open house is confirmed with the seller. You will need two, black “Y” clips to attach the open house rider to the top of the sign. If you need either of the rider of the “Y” clips, reach out to an intern or Ops member
MARKETING MATERIALS
OPEN HOUSE FLYERS
Open House
DOOR KNOCKING FLYERS
DOOR KNOCKING SCRIPTS
DOOR KNOCKING DIALOGUE for Open House Invitation
Hello…my name is (NAME) with the Novak Team at Real Brokerage, and I will be hosting a special open house at (LOCATION) on (DAYS) from (TIME)…did you know this home was for sale?
(HAND THEM A FLYER/INVITE)
1. I promised the seller I would get the word out in the neighborhood… and I was curious…who do you know…that might want to live in our area?
2. Wonderful…again it’s this Sunday from 1-4pm…feel free to stop by…I’d love to show you the home….
3. By the way…have you ever considered selling your home?
DOOR KNOCKING DIALOGUE FOR BUYERS
Hello, so sorry to bother you - I’m [name] with the Novak Team at Real Brokerage, and I made a promise to my clients that I’d check in with as many people in this neighborhood to see if you know of anyone that is thinking about selling or even renting?
OFFER TACTICS FOR COMPETITION
The list below is a compilation of ideas for helping give your offer an edge over the competition, always make sure to keep your clients best interests at the forefront and ensure your buyers understand what these tactics are and are comfortable before using.
1. Have the Price conversation with your Buyers, “At What price would you no longer be a buyer?” “If you found out the home sold for “x”, would you have paid higher than that to get the house?” Those two questions can help funnel your buyer to their maximum purchase price.
2. Increase your Earnest money or make Earnest money non refundable
3. Remove Inspection Contingency, bring inspector to showing if possible.
4. “Buyer to only request inspection repairs if over $500 $1,000/etc.” OR “Buyer agrees to only inspect roof, HVAC, and sewer” etc.
5. ALWAYS ask for sellers preferred closing date, Seller preferred inclusions and exclusions, if seller would like to LEAVE certain items, “seller to leave any items in the home that they choose not to bring with them”, etc. make it easier on the sellers and have your offer appeal to them
6. See if the lender will waive the appraisal requirement. If an appraisal is required, offer to bridge the gap between the purchase price and appraisal in your offer. Buyer love letter included with your offer if it is owner occupied and you believe you will gain traction
7. BUILD RELATIONSHIPS WITH AGENTS/ Build a relationship/rapport with the listing agent so that they can appeal to the sellers on your behalf.
8. Summarize your offer when you submit in the email to the agent, make it easier on them by saying ALL of the highlights of your offer and what you are offering to their sellers
9. Print and scan all documents together so that your offer is neatly presented in ONE PDF vs. submitting each individual document as a PDF through Transaction Desk
10. Use an Escalation clause if your buyer feels more comfortable “In the event of multiple offers, buyer agrees to pay $1,000 (whatever amount you choose) over the highest net purchase price, up to a maximum purchase price of “$x”, Listing agent to provide proof of competing offer.
11. Use a lender that is HIGHLY trusted and highly recommended that is going to offer your buyer the best possible opportunity at an accepted offer.
12. Make sure your offer is complete, pre-approval/proof of funds is in the offer packet, copy of earnest money, etc.
13. Have your lender call the listing agent (with buyers approval) and have them vouch for your buyer
14. Shorten deadlines for contingencies, for instance 7 days for inspections instead of 10, etc.
15. Offer a signing bonus to the sellers if they accept your offer by “x” time. “Buyers agree that if sellers sign this offer/contract before “x time CST” on “date”, then the Buyers will add “$10,000” to the purchase price. The new purchase price would be “$xxx” if sellers sign before “X” time on “date”. An amendment reflecting the new purchase price will be signed by both parties within 24 hours of acceptance”
16. Lender appraisal waiver
OFFER CHECKLIST
Offer Package (in Order)
• Offer highlight sheet
• Letter from buyer to seller
• Preapproval letter
• Offer
• Call listing agent to confirm delivery
• Have lender call listing agent to cross sell the client
• MUST cc the listing firm email and the selling firm email (wacontracts@therealbrokerage.com) AND offers@novakteam.com on all offers AND counter offers including mutual acceptance
Offer Specifics
• Use your templates in Transaction Desk
• All blanks filled in (if default date used, enter that number)
• Remove client email from offer
• Use Form 28 for condos/stand alone condos and Form 21 for SFH
• Include 41D
• Include and sign the Form 17
• Include and sign the Legal - Every page must be signed
• If on septic include a form 22S
• If on well include a form 22R
• If doing a rent back use a 65B
• If contingent use 22B
• Include Form 22Y Recording (Novak Team standard on all contracts)
• If pending contingent use 22Q and include copy of PSA for that property
• Include the Agent Detail page from the MLS
• Double check the year the home was built, include a Form 22J if built before 1978
• Need a Form 22K- Even if it states that the HOA covers the utilities. We have to have it.
• Ensure any strikeouts/cross outs are initiated and dated
• Required docs per our brokerage to be with the offer: 41 - 41D - Wire Fraud Pamphlet - 22F if using 35W - Novak Team Broker Disclosure/ABA - Buyer Disclosure regarding Compensation - Real Broker ABA
• Consider adding inspection request limits in the 22D #12, “Buyer is performing home inspection to ensure all major mechanical and structural components of the home are in sound condition, and not to "nitpick" the inspection or home. As such, no repairs shall be requested unless the estimated cost of any individual repair would exceed $1500.00.
• If not competitive, consider adding into 22D: "Seller to have the home cleaned by a professional cleaning company prior to close. Seller to provide receipts to buyer’s agent prior to close and closing is subject to a final walk through prior to closing to ensure the home is truly clean."
• If you have a professional services agreement with the buyer please make sure the following line is on the 22D #12 “Buyer to pay buyers agent office $495 Professional Services Fee at closing.”
Once Offer is Submitted
• Create a new buyer folder in Drive using “Last Name, First Name” as the format to Save the offer in the client file with the title format “Address, Date”
6 QUESTIONS FOR EVERY DAY
1. Did I call everyone I needed to call today? (lenders, agents, clients, title, operations, etc.)
2. Did I email everyone I needed to email today?
3. Are all my portals / inboxes up to date? (Follow Up Boss, Ylopo, Slack notifications, Gmail, etc.)
4. What do I have scheduled for tomorrow?
5. What activities are time-blocked to help me hit my goal tomorrow?
6. What do I need in order to perform those activities? (call lists, back end of Voicepad, neighborhood selected for door knocking, etc.)
IMPORTANT LINKS
Our Team is incredibly tech-forward and closely track and monitor activity across our internal platforms. We continue to evolve and pivot as the market changes and technology advances.
We utilize a suite of different technologies for strategic purposes for lead conversion, activity tracking, communication and more, so I want to make sure you are familiar with the different technologies we incorporate into our business!
Tech site & links to bookmark:
• Google Suite (Gmail is where we host our domain-specific site, including google calendar, docs, sheets, forms and slides internally) www.gmail.com
• Follow Up Boss (CRM - All calling / texting / database management is done through FUB) www.followupboss.com
• Ylopo (IDX site pulls all available listings from NWMLS, also a retargeting & Seller tool suite)
https://stars.ylopo.com/dashboard
• Facebook Private Group (this is our internal team communication tool - needed for every day accountability!)
https://www.facebook.com/groups/1234661486636002
• Zoom (our team utilizes zoom for team meetings, classes & masterminds weekly, so it’ll be important you have a free account set up) www.zoom.us
• NWMLS (the “real estate market”) - please reach out to Robin (robin@novakteam.com) to help get access if you do not already have a LAG number and NWMLS account. www.nwmls.com
• Supra (this is the “ekey” you will use to access properties) - please reach out to Robin (robin@novakteam.com) to help get access if you do not already have Supra account set up
IMPORTANT INFORMATION
CONNECTING & ACCESS:
• Wifi:TNTWifi
• Password: Novakteam2019
• Side door code: 32858
• Zoom meetings will be in calendar events
FUB (FOLLOW UP BOSS)
MATCH MONTH TO-DO LIST
Match Month To-Do
List
Review and sign TNT ICA & Exhibit A
Complete Personal & Business Goal-Setting
Complete list of 100 PCSOI to upload to CRM
Host 6 Open Houses
Knock 40 Doors
Make 1000 Outbound Calls through the CRM
Bring 1 Hot & Ready preapproved Buyer
Bring 1 Seller wanting a Market Analysis on their home
Attend / Watch 4 Weekly Trainings
Write 8 Practice Offers
• Role play 5x / week
• Study TNT Proven Sold Process booklet (Listing Marketing Plan)
• Study Homeownership booklet (Buyers Guide)
• Preview active homes
