Weekly sales meeting at

2. Congratulations to:
Elizabeth / J. (3) Larry Wright (2)
Elizabeth Mc. Keith Allison
Allison Walker David Collins
Christie Sox (3) Debora Barnes
Mike LeGate Carol Zimmer.
Jacqueline Burg
Is there anything you learned from this closing that you want to share?

3. On the Market
130 Ash Avenue $65,900 Christie Sox
313 Brown Wren Way $212,000 Debora Barnes
909 Forest Ridge Circle $224,900 Jacqueline Burg
2205 Ridgecrest Drive $129,900 Carol Zimmerman
1762 Old Highway 68 $49,900 McDaniel/Corbitt
107 w. Copeland Drive $115,000 McDaniel/Corbitt
1443 Oak Haven Road $245,000 Mary-Ann Linkowski
2010 Maple Drive $129,900 Carol Zimmerman
6113 Fresh Garden Drive $269,900 McDaniel/Corbitt
What is the Best Feature of your New Listing and the Source?

4. On the Market
Condos
7336 English Park Way $149,900 Gene Sims
Lots / Acreage
144 Queen Street $8,500 McDaniel/Corbitt
What is the Best Feature of your New Listing and the Source?

5. Market Confidence Meter
August pending home
sales rose 10.7 percent
from a year earlier,
according to the National
Association of Realtors.

6. Price Improvements
8522 Richland Colony Rd $184,900 > $174,900 Christie Sox
8107 Jack Russell Court $185,000 > $179,900 Sam Thomas
124 Lynwood Drive $64,000 > $59,900 McDaniel / Corbitt
3015 Springtime Way $145,000 > $139,000 Jacqueline Burg
3820 Kenilworth Drive $140,000 > $133,500 Carol Zimmerman
111 Caldwell Drive $152,000 > $122,000 McDaniel/Corbitt
260 Oakwood Estates Dr. $192,000 > $172,500 Dottie Webb

7. Chris Webb – Moneywell Mortgage

8. Market Confidence Meter
According to the Standard
& Poor’s Case-Shiller
index, in July home prices
rose in all 20 cities tracked,
the third consecutive month
in which that was the case.

9. Birthdays
Mike LeGate
10/01
Allison Walker
10/12

10. Market Confidence Meter
HUD reported that sales
of new homes were up
27.7 percent year-over-
year in August.

11. Opportunities for New Business for Our Office
Opportunity Week 2012
Open House guests 0 312
Weichert Lead Network customers 19 797
WRAPTN.com Market Leader 21 703
Expired Listings – Knox Co. 44 1443
Other opportunities 12 378
TOTAL: 96 3740

12. Market Confidence Meter
The Conference Board’s
consumer sentiment index
increased to the highest
level in seven months in
September.

13. Office Training Schedule

14. Three Months to Get Ethical
Well, we're actually not serious with that headline, since we expect all of our members to be
ethical all of the time!
BUT ...only three months DO remain until all TAR members must have completed a 3-
hour local-association-approved course in the Code of Ethics within the past four
years!
As we keep telling people, this has ABSOLUTELY NOTHING to do with your license, or
CE requirements, or the Core Course!
And NOBODY is grandfathered or exempt from this Ethics Course requirement!
The requirement that every Realtor in the country take a 3-hour course in the Code of Ethics
at least once every four years is a NATIONAL requirement that NAR established some
time ago, to ensure that every Realtor in the U.S. remains somewhat up-to-date on their
responsibilities under the Realtor Code of Ethics. The current 4-year cycle for complying
with this mandate began on January 1, 2009, and ends on December 31, 2012!

15. Company News
WRRI Named Relocation Management
Company Of The Year
• Weichert Relocation Resources Inc. was named Relocation Management
Company of the Year by the Forum for Expatriate Management at its
Expatriate Management and Mobility Awards (EMMA) ceremony.
• The judging panel, made up of mobility professionals from a wide range
of global corporations, cited service excellence and “robust structure
and culture” among the company’s critical competitive distinctions.

18. HOT LINE: Must Bank Accept Full-Price Offer?
QUESTION: I have a client that made an offer listed in
the MLS. It is a short sale. We made almost a full-price
offer, but the listing agent has stated the lender is
unwilling to accept this because they have too much
money in the property. If we make a full-price offer, as
it is listed in the MLS, it is my understanding that the
lender cannot reject this offer. Is that correct?

19. ANSWER: The answer is probably no. Often, the bank
will not advise the seller as to what they will accept on
a short sale. Therefore, the seller is trying to determine
a list price which the bank will accept, but is aggressive
enough that they can beat the foreclosure. This
sometimes leads to a list price that, even if met, the
bank will not approve. This does not necessarily mean
that either the seller or the agent has done anything
wrong. It is only an issue if that home is priced so low
that it is completely illogical for the bank to accept.

20. ANSWER: At this point, your buyer can make another
offer (full price or above) and wait to see if the lender
will approve it.
Unfortunately, in short sales, the lender is in control. This
often means a long process in which the buyer is not
sure of anything until the last minute. It is not for the
faint of heart. However, buyers often get very good
deals on these types of properties, and this is the
trade-off.

21. HOT LINE: Buyer To Verify Square Footage?
QUESTION: It is my understanding that the buyer is
responsible for verifying the square footage of a
property through an appraiser. Is this correct?

22. ANSWER: Generally speaking, yes. If a TAR Purchase and Sale
Agreement is used, there is language within it which puts the buyer on
notice that if they have concerns about the square footage, they should
get independent expert advice:
"Lines 286-297:
10. Disclaimer. It is understood and agreed that the real estate firms and
real estate licensee(s) representing or assisting Seller or Buyer and their
brokers (collectively referred to as "Brokers") are not parties to this
Agreement and do not have or assume liability for the performance or
nonperformance of Seller or Buyer. Buyer and Seller agree that Brokers
shall not be responsible for any of the following, including but not limited
to those matters which could have been revealed through a survey, flood
certification, title search or inspection of Property;

23. for the condition of Property, any portion thereof, or any item therein; for the
necessity or cost of any repairs to Property; for hazardous or toxic
materials; for the tax or legal consequences of this transaction; for the
availability, capability, and/or cost of utility, sewer, septic, or community
amenities; for applicable boundaries of school districts or other school
information; for the appraised or future value of Property; square footage
of Property; any condition(s) existing off Property which may affect
Property; for the terms, conditions, and availability of financing; and/or for
the uses and zoning of Property whether permitted or proposed. Buyer
and Seller acknowledge that Brokers are not experts with respect to the
above matters and that, if any of these matters or any other matters are of
concern to them, they should seek independent expert advice relative
thereto."

25. 3 Ways to Get More Listings
What does it take to attract
more listings in today's
competitive market? Real estate
coach Tom Ferry shared his
insights at Agent Reboot this
summer with a mix of the best
of the old infused with a 2012
twist.

26. Skip open house and head to Starbucks
Are you tired of sitting at open houses where you get
virtually no traffic? If so, instead of dealing with those
cumbersome open house signs, Ferry suggests spending an
hour or two at Starbucks.
His reasoning: First, Starbucks attracts more traffic than any
open house. Second, you have an opportunity to have
conversations with people who live in the local area. Third,
there is a good chance you may run into past or current
clients who may be with friends or family. It's a great
opportunity to meet face to face without having to
manufacture an excuse about why you are contacting him or
her and asking for a referral.

27. Skip open house and head to Starbucks
When you do end up speaking to a stranger, don't
try to hard close this person on your services.
Instead, be curious. You can start by asking about
his or her favorite Starbucks drink. You can also
ask what he or she likes about living in this area.
What are the drawbacks? If the stranger asks
about the market, be prepared with specific facts
and figures.

28. "Direct mail on the rise by agents who are crushing it"
Ferry encourages agents to consider
going back to using direct mail. The U.S.
Postal Service's direct-door bulk rate is
only 14.5 cents. If the other agents in your
area are no longer mailing, then making a
shift back to direct mail can be a smart
move. You need to be strategic, however,
in terms of how you do it.

29. "Direct mail on the rise by agents who are crushing it"
Instead of sending the typical agent
postcard with the glam photo of you on it,
use the postcard to let people know about
the family who lost out on the multiple-
offer situation and is still looking for a
home in their area. Remember, the best
advertising for your business is not a
"Just Listed" card -- it's a "Just Sold" card

30. Hold a private open house luncheon for the neighbors
Ferry outlined a five-day plan for using
this strategy. The first step to keep in
mind is that your No. 1 goal is to get a
listing. Since approximately 1 out of every
7 homeowners will move this year, if you
have 28 neighbors who attend your open
house luncheon, you have a probability of
speaking with four potential listing leads.
In terms of Ferry's plan, here's what he
recommended:

31. Hold a private open house luncheon for the neighbors
Monday: Record a video invitation inviting
neighbors to the open house.
Tuesday: Email the information to your
personal database. You can also ask the seller
to email it to her neighbors and friends as
well.
Wednesday: Have the seller post the open
house luncheon to her Facebook page.
Thursday and Friday: Knock on 100-200 doors
inviting them to attend your open house.

32. Hold a private open house luncheon for the neighbors
When you hold the open house luncheon,
have information available on what is
happening in their local neighborhood --
what has sold, what is pending, plus
upcoming neighborhood events. Better yet,
have it either bound in an attractive
notebook or in a PDF version downloadable
to their iPhone.

34. Another Listing Opportunity
Ordinarily, if all or part of a home loan
is forgiven by the lender, either in a
short sale or foreclosure, the amount
forgiven is taxable income. Thus, for
example, a homeowner who had
$100,000 in mortgage debt forgiven
through a short sale would have to pay
income tax on the $100,000.

35. Another Listing Opportunity
However, Congress adopted
the Mortgage Debt Relief Act of
2007 to save millions of underwater
homeowners from this tax disaster.
Under the Act, homeowners can
exclude from their taxable income up
to $2 million of debt forgiven on their
principal residence during 2007
through 2012.

36. Another Listing Opportunity
The Act applies to debt reduced through
mortgage restructuring, as well as forgiven in
connection with a foreclosure.
But the Mortgage Debt Relief Act expires on
January 1, 2013. Any mortgage debt forgiven
after that date will be fully taxable, unless the
Act is extended. To avoid this deadline, a home
must not only be sold before the deadline, but
the lender must formally forgive the loan in a
letter issued before January 1, 2013.

38. A gathering of the Weichert Family from
across the US in one of America’s most
legendary cities…Atlantic City, NJ!

39. Join us at…

41. “Come Together”
The Weichert® National Convention
October 16 - 18, 2012
Register now at www.WeichertEvents.com/Convention. Enrollment is only $369/person.
Special room block at the Tropicana Resort.
Book now, limited availability.
Call 800-345-8767 and reference the code HWRE or book your room online at:
http://tinyurl.com/weichertconventionrooms.

42. THANKS for Coming
Announcements