Session 4 speaker 3 - ken baris

1. The Market is Challenging and many are feeling pain Ken Baris – kenbaris@jordanbaris.com

2. Vast amounts of data is available for Realtors Ken Baris – kenbaris@jordanbaris.com

3. “ We need to unlock value from the data we have” Earl Lee Ken Baris – kenbaris@jordanbaris.com

4. “ Hyper-Local info is what consumers want to have provided” Sherry Chris Ken Baris – kenbaris@jordanbaris.com

5. “ Data Analytics Are Huge!” Pam O’Connor Ken Baris – kenbaris@jordanbaris.com

6. “ Data Mining is the Future” Brad Yeager Ken Baris – kenbaris@jordanbaris.com

7. We are effectively using data to drive revenue Ken Baris – kenbaris@jordanbaris.com

8. Unlocking the insight inside numbers is not easy for most Ken Baris – kenbaris@jordanbaris.com

9. To outperform competition, companies need every edge they can get Ken Baris – kenbaris@jordanbaris.com

10. In many industries, leaders have shifted in part due to better use of analytics Ken Baris – kenbaris@jordanbaris.com

11. Brokers can use analytics like Fortune 500 companies Ken Baris – kenbaris@jordanbaris.com

12. It is a lot more than just DOM and Avg Price Ken Baris – kenbaris@jordanbaris.com

13. Do a better job selling houses… Ken Baris – kenbaris@jordanbaris.com

14. Set expectations Ken Baris – kenbaris@jordanbaris.com

15. Right Price Ken Baris – kenbaris@jordanbaris.com

16. Hottest Price Segment Ken Baris – kenbaris@jordanbaris.com

17. A Story Unfolds Ken Baris – kenbaris@jordanbaris.com

18. Where to Market is Apparent Ken Baris – kenbaris@jordanbaris.com

19. Where to Market is Apparent Ken Baris – kenbaris@jordanbaris.com

20. Although values dropped townwide Ken Baris – kenbaris@jordanbaris.com Values By Neighborhood Last 12 Months PRIOR YEAR AVG YTD AVERAGE SELLING PRICE SELLING PRICE % NEIGHBORHOOD ($000) ($000) CHANGE VALUES RISING GREEN VIEW +13% ARDLEY +7% FLAT WALDEN 0% VALUES DECLINING ROOSEVELT -7% MADISON HILL -11% CLARKTOWN -15%

21. Hyper-Local Insights Ken Baris – kenbaris@jordanbaris.com

22. Negotiating Power Ken Baris – kenbaris@jordanbaris.com

23. We are using data to: Determine Where to Market and What to Communicate Right Pricing Negotiating Presentations Recruit and Retain Ken Baris – kenbaris@jordanbaris.com

24. PC or Mobile We are making analytics really convenient for associates. Ken Baris – kenbaris@jordanbaris.com

25. Information returned in under 10 seconds: Ken Baris – kenbaris@jordanbaris.com Market Performance Active Listings 31 Listings Last 12 Months 87 % Sold/Under Contract 38% Average Sale Price $343,000 (  5%) Average Days on Market 75 (  2%) Average % of Orig List $ 91% Sold in 30 Days 17 (20%) Sold Over List $ in 30 Days 5 (29%) Active Listings 6 Listings Last 12 Months 23 % Sold/Under Contract 52% Average Sale Price $327,000 (  6%) Average Days on Market 68 (  4%) Average % of Orig List $ 93% Sold in 30 Days 6 (26%) Sold Over List $ in 30 Days 2 (33%) Price Range: Summerfield $300-399,000 5 White Bird Lane, Summerfield Neighborhood: Eagle Hill

26. Key to coaching is understanding Ken Baris – kenbaris@jordanbaris.com Western Realty - Leading Agents Last 12 Months LISTING PRICING NEGOTIATING RELIST VOLUME FOCUS RANK AGENT NAME LISTINGS TAKEN % SOLD SP % of OLP % in 30 Days SP/LP as LS SP/LS as SS % KEPT $MM % FROM LISTINGS PRIMARY CITIES 1 TOM HAVERFORD 72 46 92% 12 0.94 0.96 24% $ 61.3 41% MIDWOOD / ALEXANDRIA 2 ELLEN BAKER 28 75 97% 24 0.98 0.91 83% $ 37.9 69% SUMMERFIELD / ANDOVER 3 CHRIS FINIZIO 35 30 91% 10 0.94 0.97 38% $ 24.5 50% ALEXANDRIA / WEST COVINA 4 KELLY LEE 26 65 95% 24 0.97 0.94 57% $ 15.7 80% SUMMERFIELD / ANDOVER 5 ERIN VAN HOUTEN 24 33 92% 13 0.95 0.96 33% $ 13.1 33% FAIRCREST HILLS 6 BOB SHEA 18 44 93% 13 0.96 0.95 50% $ 10.4 62% WEST COVINA / MIDWOOD 7 MARY JO SYMINGTON 20 15 89% 0 0.89 0.95 13% $ 9.2 19% ANDOVER / SUMMERFIELD 8 LOIS LANKLER 31 26 90% 12 0.96 0.98 38% $ 8.1 40% ALEXANDRIA / MIDWOOD 9 ASHIMA SAMPATH 14 57 97% 25 0.98 0.96 67% $ 7.6 88% MIDWOOD 10 TERRY ELMSDORF 23 30 91% 14 0.92 0.97 9% $ 4.2 38% FAIRCREST HILLS / ANDOVER

27. Significant differences in strengths Ken Baris – kenbaris@jordanbaris.com Western Realty - Leading Agents Last 12 Months LISTING PRICING NEGOTIATING RELIST VOLUME FOCUS RANK AGENT NAME LISTINGS TAKEN % SOLD SP % of OLP % in 30 Days SP/LP as LS SP/LS as SS % KEPT $MM % FROM LISTINGS PRIMARY CITIES 1 TOM HAVERFORD 72 46 92% 12 0.94 0.96 24% $ 61.3 41% MIDWOOD / ALEXANDRIA 2 ELLEN BAKER 28 75 97% 24 0.98 0.91 83% $ 37.9 69% SUMMERFIELD / ANDOVER 3 CHRIS FINIZIO 35 30 91% 10 0.94 0.97 38% $ 24.5 50% ALEXANDRIA / WEST COVINA 4 KELLY LEE 26 65 95% 24 0.97 0.94 57% $ 15.7 80% SUMMERFIELD / ANDOVER 5 ERIN VAN HOUTEN 24 33 92% 13 0.95 0.96 33% $ 13.1 33% FAIRCREST HILLS 6 BOB SHEA 18 44 93% 13 0.96 0.95 50% $ 10.4 62% WEST COVINA / MIDWOOD 7 MARY JO SYMINGTON 20 15 89% 0 0.89 0.95 13% $ 9.2 19% ANDOVER / SUMMERFIELD 8 LOIS LANKLER 31 26 90% 12 0.96 0.98 38% $ 8.1 40% ALEXANDRIA / MIDWOOD 9 ASHIMA SAMPATH 14 57 97% 25 0.98 0.96 67% $ 7.6 88% MIDWOOD 10 TERRY ELMSDORF 23 30 91% 14 0.92 0.97 9% $ 4.2 38% FAIRCREST HILLS / ANDOVER

28. Insights for Hyper-local Targeting : Ken Baris – kenbaris@jordanbaris.com Summerfield Top Agents by Elementary School Area, Last 12 Months ELEM SCHOOL AGENT COMPANY LISTINGS LISTING$ SALES SALES$ AVG LIST$ %SOLD JEFFERSON 1 DEBRA MORRIS LISTON GREENHILL REALTORS 9 5,151,900 3 1,625,000 541,667 33% 2 KATHI JONES REALTY 1 LIFESTYLE 8 4,882,639 0 0% 3 ELLEN BAKER WESTERN REALTY 8 3,852,200 5 2,433,500 486,700 63% 4 DONNA WALKER LARGO HOMEBUILDERS 7 2,570,345 0 0% 5 KEVIN HARDING REALTY 1 SUPERIOR 4 2,434,800 1 431,000 431,000 25% LINCOLN 1 BARBARA CHUNG REALTY 1 HOME SOURCE 7 2,405,499 4 1,331,052 332,763 57% 2 KIMBERLY WEST GOOD HOUSEKEEPING REALTORS 4 1,643,800 1 460,000 460,000 25% 3 DANA LINQUIST WP JOHN CHATMAN 3 1,607,900 1 255,000 255,000 33% 4 ELIZABETH GONZALEZ LARGO HOMEBUILDERS 1 1,395,000 0 0% 5 JAMES GREEN WP TOP ELITE 3 1,364,800 0 0% MADISON 1 SHARON THOMAS REALTY 1 HOME SOURCE 13 4,986,800 6 2,420,875 403,479 46% 2 DEBRA MORRIS LISTON GREENHILL REALTORS 7 3,538,850 4 1,901,500 475,375 57% 3 KELLY LEE WESTERN REALTY 7 3,190,790 4 1,705,500 426,375 57% 4 SHARON C. HENDERSON WP JOHN CHATMAN 5 1,819,500 1 352,000 352,000 20% 5 SCOTT AARON LISTON GREENHILL REALTORS 4 1,575,350 1 479,000 479,000 25% WASHINGTON 1 DONNA WALKER LARGO HOMEBUILDERS 7 4,921,965 0 0% 2 DEBRA MORRIS LISTON GREENHILL REALTORS 8 4,554,000 3 1,259,350 419,783 38% 3 KATHLEEN LEONARDO REALTY 1 SUPERIOR 4 2,040,400 2 777,000 388,500 50% 4 DOUGLAS PIPER WP SUBURBAN 2 1,315,000 1 607,500 607,500 50% 5 KELLY LEE WESTERN REALTY 3 1,209,900 2 748,900 374,450 67%

29. Who is Really #1: Ken Baris – kenbaris@jordanbaris.com Summerfield Top Agents by Elementary School Area, Last 12 Months ELEM SCHOOL AGENT COMPANY LISTINGS LISTING$ SALES SALES$ AVG LIST$ %SOLD JEFFERSON 1 DEBRA MORRIS LISTON GREENHILL REALTORS 9 5,151,900 3 1,625,000 541,667 33% 2 KATHI JONES REALTY 1 LIFESTYLE 8 4,882,639 0 0% 3 ELLEN BAKER WESTERN REALTY 8 3,852,200 5 2,433,500 486,700 63% 4 DONNA WALKER LARGO HOMEBUILDERS 7 2,570,345 0 0% 5 KEVIN HARDING REALTY 1 SUPERIOR 4 2,434,800 1 431,000 431,000 25% LINCOLN 1 BARBARA CHUNG REALTY 1 HOME SOURCE 7 2,405,499 4 1,331,052 332,763 57% 2 KIMBERLY WEST GOOD HOUSEKEEPING REALTORS 4 1,643,800 1 460,000 460,000 25% 3 DANA LINQUIST WP JOHN CHATMAN 3 1,607,900 1 255,000 255,000 33% 4 ELIZABETH GONZALEZ LARGO HOMEBUILDERS 1 1,395,000 0 0% 5 JAMES GREEN WP TOP ELITE 3 1,364,800 0 0% MADISON 1 SHARON THOMAS REALTY 1 HOME SOURCE 13 4,986,800 6 2,420,875 403,479 46% 2 DEBRA MORRIS LISTON GREENHILL REALTORS 7 3,538,850 4 1,901,500 475,375 57% 3 KELLY LEE WESTERN REALTY 7 3,190,790 4 1,705,500 426,375 57% 4 SHARON C. HENDERSON WP JOHN CHATMAN 5 1,819,500 1 352,000 352,000 20% 5 SCOTT AARON LISTON GREENHILL REALTORS 4 1,575,350 1 479,000 479,000 25% WASHINGTON 1 DONNA WALKER LARGO HOMEBUILDERS 7 4,921,965 0 0% 2 DEBRA MORRIS LISTON GREENHILL REALTORS 8 4,554,000 3 1,259,350 419,783 38% 3 KATHLEEN LEONARDO REALTY 1 SUPERIOR 4 2,040,400 2 777,000 388,500 50% 4 DOUGLAS PIPER WP SUBURBAN 2 1,315,000 1 607,500 607,500 50% 5 KELLY LEE WESTERN REALTY 3 1,209,900 2 748,900 374,450 67%

30. Analytics are giving us the edge Ken Baris – kenbaris@jordanbaris.com

31. Thank You and Congratulations Quantum Digital! Ken Baris – kenbaris@jordanbaris.com