Marketing Proposal, 2 Redberry Lane

COLDWELL BANKER RESIDENTIAL BROKERAGE MARKETING PROPOSAL Provided by Jay Burnham www.NewEnglandMoves.com Provided for Pamela Lapointe

A Little About Jay Burnham…

•Previous Career: Commercial Fisherman •Years in the real estate industry: 27 •Experience:

President of the Multiple Listing Service (MLS) President of the North Shore Association of REALTORS Sold more than $195 million of residential real estate; assisted more than 550 families Hamilton Planning Board (4 years) – Hamilton Housing Authority (4 years, active) Vice President, Coldwell Banker Residential Brokerage

•Professional Designations: Held by less than 1% of all REALTORS worldwide…

CRB – Certified Real Estate Brokerage Manager CRS – Certified Residential Specialist GRI – Graduate, REALTOR Institute SRES – Seniors Real Estate Specialist PREVIEWS International Property Specialist (first on the North Shore)

•Awards:

Honored as the North Shore REALTOR of the Year by NSAR Named Sales Agent of the Year by the DeWolfe Company (now Coldwell Banker) Allen Hainge CyberStar – 1.2 million Realtors>only 200 invited>4 from MA>1 from the North Shore

•Personal:

Lives in Hamilton with his wife Linda Morey and their two Welsh Terriers, Ozzie & Harriet Favorite non­work activities: Canoeing, fly fishing, camping, traveling, barbequing

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

The Four Reasons a Property Sells  Price  Condition  Terms

You control these three

 Marketing

We control this . . . I mean, we really do control this…dominantly!

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The Process 

Review Marketing System



Review Pricing Analysis

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Why Work with Us: International Name Recognition and Local Expertise ■ Why name recognition is important to you:  More buyers to your door step  Buyers from local and national locations  A proven track record of sales  Recognized quality and service  Unsurpassed client representation  Truly Remarkable Customer Service

Worldwide Exposure = Proven Results www.NewEnglandMoves.com www.NorthShoreRealEstate.com

It’s All About the NET Take advantage of our NETwork Expose your property through our unsurpassed InterNET presence Get the ultimate Result – More NET Profit for you A technological dominance over all our competitors in New England! www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Let’s Talk About Our Network of Services

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Our Office Network is Able to Bring Buyers to Your Property from Different Marketplaces AME SBURYSALISBURY MERRIMAC NEW B URYP ORT HAVERHILL

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www.NewEnglandMoves.com

Exclusively for Our Clients

Our Agent and Office Network Coldwell Banker Residential Brokerage in New England  Number of Offices: 111  Sales Associates: 4,991  Mass, RI, NH and Maine

Coldwell Banker  Number of Offices: 3,600  Sales Associates: 113,800

Cartas Relocation Network  Number of Real Estate Brokerage Firms: 375+  We are the number one Relocation Service Provider

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Minimum Marketing Services • Multiple Listing Service • Local Advertising • For Sale Sign • Agent and Office Preview • Open House • Required Property Disclosures • Competitive Market Analysis

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Jay Burnham

Standard Marketing Services  Multiple Listing Service  Local Advertising  For Sale Sign

15% of Calls (National Average)

 Agent & Office Preview  Open House

Public Open, Broker Open, Sneak Preview

 Required Disclosures  Competitive Market Analysis www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Agency, Lead Paint, Property…

Multiple Listing Service (MLS PIN) Central Database that allows us to: 

Exchange information with any Real Estate Agent

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Direct market to Real Estate Agents working with buyers looking for property with characteristics similar to listing

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Advertise Public Open Houses to other Real Estate Agents and to the Public

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Advertise Broker Open Houses to other Real Estate Agents

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

The “Tangibles” • MLS • Key Box

• Real Estate Magazine Advertising • Internet Advertising

• Advertising • Public Open Houses

• Home Warranties • Corporate Relocation Affiliation

• Signs • Feature Sheets

• Property Preparation Consultants • Agent Telephone Number on Signs

• Magnets, Pens and Pads • Broker Open Houses

• Advertising Your Home Every Week Until Sold • Advertise Your Home on Video

• ‘Just Listed’ Announcements

• National Advertising in Real Estate Publications

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Jay Burnham

Why Choose Coldwell Banker & Jay Burnham to Market Your Property?

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Our Network of Exclusive Multi­Media Marketing Services ■ National and Local Advertising Promotes Brand Awareness

 TV and Cable  Radio

Brings Buyers to NewEnglandMoves.com

 Internet Marketing Program  Newspaper and Magazine  Targeted Marketing

Specific Property Promotion Specific Property Promotion Specific Property Promotion through print advertising and direct mail

An integrated approach to marketing your property www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Have You Seen Us on TV?

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Our Brand is Featured on the Following Major Networks:

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Our Ads are On When People are Watching

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Have You Heard Us On the radio?

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Why is Coldwell Banker’s TV and Radio Advertising Important to You?

More Exposure nationally and regionally More Buyers for your property More Net Profit for you www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Let’s Talk About Our InterNet Services

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More Home Buyers are Using the Internet 2008 Internet usage = 84%

50 %

50% of today’s buyers do not How consumers search for Real Estate today: Realtor.com

use the newspaper at all during their home search

www.NewEnglandMoves.com www.NorthShoreRealEstate.com * Source: The 2003 NAR Profile of Home Buyers and Sellers

Homebuyers Used the Internet More Than Other Media to Search for Homes  Internet 84%(2008),  Newspapers (50%),  Home book or magazines (38%),  Television (25%).

(NAR Profile of Home Buyers and Sellers)

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Use of the Internet During the Home Search Process Has Increased Dramatically 

In 1995, 2% of buyers used the Internet during their home search. . .

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In 1997, 18%

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In 1999, 37%

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In 2001, 41%

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In 2003, 71%

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In 2004, 74%

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In 2008, 84% . . . Projected for 2009: 88%!

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Sources for Actual Purchases: In the largest home purchase survey ever conducted by NAR, when asked where they first learned about the home they eventually purchased: 

24% of buyers identified the Internet (up from 15% in 2004)

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36% first learned about their home from a real estate professional

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15% from yard signs

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5 other categories were 7% or less Print newspaper advertisement was 5%

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Let’s Start at the Local Level, with my website: NorthShoreRealEstate.com

www.NewEnglandMoves.com Exclusively for Jay’s Clients

www.NorthShoreRealEstate.com

NorthShoreRealEstate.com &TheColdwellBankerGuy.com (Average: 4,000+ visitors a month)

www.NewEnglandMoves.com Exclusively for Jay’s Clients www.NorthShoreRealEstate.com

NorthShoreRealEstate.com / TheColdwellBankerGuy.com

www.NewEnglandMoves.com Exclusively for Jay’s Clients www.NorthShoreRealEstate.com

My blog: www.NorthShoreBlog.info

www.NewEnglandMoves.com Another first from The Internet Realtor www.NorthShoreRealEstate.com

NorthShoreRealEstate.com­Push To Talk

78% of those consumers looking for a Real Estate professional will work with the first one who gets back to them when they have a question.

www.NewEnglandMoves.com Exclusively for Jay’s Clients

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Push to Talk, Then Control What Is Seen Sample North Shore Home Photos

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www.NorthShoreRealEstate.com

Push To Talk, Follow­up Format:

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www.NewEnglandMoves.com (Averages 1,050,000 visits a month)

The Largest, Most Visited Real Estate Web Site in New England www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

Exclusive Tools: Photo Gallery

www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

Exclusive Tools: Streaming Video

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Actual Examples from MLS…Other Agents

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Exclusive Tools: Ability to Track Exact Number of Page Views for Your Home

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Automatic Email Alerts Instant Notification on New Listings and Open Houses  Property Watch  Open House Watch  Street Watch

1,000,000 automatic email alerts sent out every month Over 600,000 people registered on our web site www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

Exclusive Tools: The NOeMAR Report Tracks where buyers are coming from so we can target market those areas

www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

Exclusive Tools: Online Gallery of Homes

This gives your home maximum visibility and exposure to over 1,000,000 visitors per month.

www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

Exclusive Tools: HomeBase ­ Transaction Management Online

HomeBase is a Web­based organizational and time management tool that archives all critical real estate documents in a centralized location for the benefit of the users involved in a transaction. Sales associates and their teams, home buyers, home sellers, office administrators, and vendors including attorneys and mortgage professionals all can access the system from anywhere at any time 24/7 to view the transaction documents and communicate and interact with each other. Consumers and outside vendors can access the transaction documents via a secure Internet connection.

HomeBase enables sales associates and their teams to manage all details of a transaction, including adding documents; adding, tracking, and clearing lists of tasks with dates; adding and managing property listings, contacts, and service providers; creating announcements; placing and tracking service orders; viewing alerts of pending and incomplete items; and much more. Consumers can view and upload all of their transaction documents from their sales associate and vendors; view announcements and a calendar with upcoming tasks and dates; and post messages to their sales associate.

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Exclusive Tools: Our Town Video Tour

•BEVERLY •IPSWICH •GLOUCESTER •MANCHESTER •TOPSFIELD

www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

www.coldwellbankerpreviews.com

www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

www.coldwellbanker.com (Averages 2,400,000 Visits a month)

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Forbes Magazine

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International Web Page Awards

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International Association of Business Communicators

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International Communications Professionals

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Web Marketing Association

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Public Relations Society of America

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Business Communications Publication

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NY Graphic Artists Trade Organization

 Promotions Marketing Association Instant Notification on New Listings

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

www.realtor.com: 9,500,000 users a month

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Ability to Track Property Views by Buyers

Ability to track the exact number of page views for your home www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Driving internet traffic to our web site, and your home Our Company Web sites ■ NewEnglandMoves.com ■ ColdwellBanker.com ■ ColdwellBankerPreviews.com Search Engines: ■ Over 9,000 search terms for NewEnglandMoves.com Realtor.com (5.5m people a month) ■ Banner Advertising ■ Enhanced Listings TV/Web banner advertising ■ HGTV ■ Discovery Channel ■ A&E ■ Food Network, etc

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Our Internet Marketing Strategy

Our Internet Marketing Strategy Exposes Your Property on More Websites and to More Buyers

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Realtor.com: Still the largest, but other sites are playing bigger roles, and we market your home with all of them Millions of Visits to Real Estate Sites 400

AOL Real Estate

350 300

Trulia.com

250

Zillow.com

200

Yahoo! Real Estate

150

NRT LOC Sites (combined) REALTOR.com

100 50 0 2004

2005

2006

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

2007

No One Will Respond as Quickly as I Will Respond: with LeadRouter, RealPing and REOMD

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= www.NewEnglandMoves.com www.NorthShoreRealEstate.com

LeadRouter

The Right Agent . . . Right NOW! Recently, the National Association of REALTORS® did a study to determine the response time to email inquiries made by prospective buyers and sellers of real estate. Alarmingly, NAR discovered that a full 50% of all Internet inquiries went unanswered. And of the remaining 50%, the average response time was 54 hours!

We’ve found a way to prevent that from ever happening at Coldwell Banker!

LeadRouter is an online application that intelligently routes incoming real estate leads from all sources directly to me, as your listing agent, and my cell phone and it does it in 1 minute or less.

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

RealPing

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Your Agent . . . Right NOW!

Introducing REOMD: Real Estate Over Mobile Device Technology Why mobile (text) messaging for real estate?

Allows me to access, engage, respond to and track users It’s active across all demographics (82% of 18­24 yrs and 72% of 25­49yrs) It’s viral…23% of SMS campaign messages are forwarded

Why is it good for you?

It’s INSTANT. Buyers receive your listing information on demand It’s MEANINGFUL. Buyers initiate the request based on their current location (convenience) It’s COLLABORATIVE. I receive all inquiries via SMS/Text and email and online with the buyer’s phone number for follow up.

It’s 24/7. Service is always available, unlike empty brochure/flyer boxes.

It’s GREEN and eco­friendly (paperless, less driving)

NO OTHER AGENT ON THE NORTH SHORE IS USING THIS TECHNOLOGY…Most do not even know what it is!

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Did I Mention That We Own OpenHouse.com?

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Why is Coldwell Banker’s Internet Advertising Important to You?

More Exposure for your property More Buyers for your property More Net Profit for you www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Targeted Direct Mail

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

An Integrated Approach to Marketing Your Property Brings More Buyers to You

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

We Are a Full Service Real Estate Company Mortgage Services

Real Estate Services

Insurance Services

www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

Relocation Services

Moving Services

Exclusive Services Through NEMoves Mortgage Pre­approved buyers for your homes  NEMoves mortgage representatives available 24­7  #1 Purchase Lender in Massachusetts  Peace of mind Judy DiRubio Senior Loan Officer

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Mortgage Services More Qualified Buyers More Control over the transaction More Net Profit for you www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Some of Our Corporate Clients (we have hundreds) Incoming leads from direct client relationships with area corporations, hospitals and universities (over 150 organizations)

www.NewEnglandMoves.com Exclusively for Our Clients www.NorthShoreRealEstate.com

CyberStar Membership & Benefits 1.2 million Realtors®…200 invited…5 from Massachusetts…only 1 from the North Shore.

www.NewEnglandMoves.com Exclusively for Jay’s Clients

www.NorthShoreRealEstate.com

Relocation Services From across the country . . . And around the world

More Ready More Willing More Able Buyers More Net Profit for you

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CARTUS Relocation Ranked #1

Coldwell Banker Residential Brokerage in New England is a Principal Broker in the Cartus Broker Network

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Coldwell Banker Home Protection Plan  Sellers covered during listing period  No Cost to you until the property sells  Adds value for your home  Buyers covered for one year

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Home Protection Plan Services More Satisfied Buyers More Peace of Mind during the transaction More Net Profit for you www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Do You Need any Help with Your Next Move?  Moving Services  Relocation information (in and out of state)  Mortgage Consultation  Pre­approval  Insurance Services (inclusive of vacant home insurance)

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Number One Market Share in Massachusetts

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Market Share More Visibility in the market place More Expertise on your side More Net Profit for you www.NewEnglandMoves.com www.NorthShoreRealEstate.com

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Why You Should List Your Home With Jay •Licensed broker since 1980, full time in sales since 1982 •Sold more than $195 million of residential real estate •Assisted more than 550 families achieve their real estate goals •NorthShoreRealEstate.com ­ the #1 real estate agent website on the North Shore •Served as president of the North Shore Association of REALTORS® •Honored as the North Shore REALTOR® of the Year •Chosen as his company’s Sales Associate of the Year •Professional Designations Earned: CRB, CRS, GRI, RECS, SRES (only 1% worldwide) •The North Shore’s first certified PREVIEWS™ International Property Specialist •The only North Shore agent chosen to be a member of the National CyberStars Network •Business Style: Systems, Processes and Results­Oriented Web­based R.E. Solutions •Uses highly effective Digital and Concentric Marketing systems •One of the top agents with the #1 real estate company in New England •Committed to helping you achieve your real estate goals

Try this: Search “The Coldwell Banker Guy” in Google, YouTube, Facebook or LinkedIn…and see what you find!

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A few Awards & Designations Jay Has Earned

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Chart Source: MLSPIN, 2008, North Shore Area Jay’s client’s averaged 3% more than those who chose discount and limited service brokers

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Sample Portfolio of Sold Properties

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It’s All About the NET Take advantage of our NETwork Expose your property through our unsurpassed InterNET presence Get the ultimate Result – More NET Profit for you

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Establishing an Effective Listing Price My Objectives are to: ■ obtain the highest sales price ■ within your time frame ■ with the best terms and conditions ■ with the least inconvenience to you

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

What is the market doing?

Inventory coming on…

Inventory coming on…

Inventory going off…

Prices go UP

Inventory going off…

Prices go DOWN

www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Appreciating or Depreciating?

Appreciating Market Abundance of energy and no inventory

Depreciating Market Competitiveofpricing Abundance inventory makes your and nolook energy home good compared to

the other inventory and creates the same environment as an Appreciating Market. www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Values Decline with Days on Market

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Real Estate: Product vs Commodity Product

Commodity

Seller establishes price

Buyer establishes value

Direct relationship to advertising

No relationship to advertising

With a commodity, prices go up when there’s more than one buyer.

It’s the price point which creates positive and negative energy.

and marketing of product.

Example: Gardenburger spends 2/3 of its advertising budget on SuperBowl ad and created an overnight success

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Example: Have you ever seen an ad for the sale of soy bean futures or IBM stock?

The First 21 Days are the Most Critical in the Marketing of Your Property

I’ll show you the statistics… www.NewEnglandMoves.com www.NorthShoreRealEstate.com

The Importance of Shelf Positioning Buyers prepared to buy

What will it take?

What is it worth?

Buyers wanting to buy

% of Buyers

Buyers just entering market

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What Effects the Market Value of Your Property?

In understanding the market value of your property, we must deal with some factors that we have no control over.  Physical qualities of your property    

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Market Conditions     



Location Age Size of house and lot Floor plan and architectural style Interest rates and availability of financing Buyer demand Prices of recently sold properties State of the economy Seasonal demand

The Competition  

The number of similar properties for sale Their prices, financing terms, location and physical condition

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What has No Effect on The Market Value of Your Property?  The original price you paid  The cash proceeds you want or need from the sale

 Opinions from friends and neighbors  Inaccurate/Outdated Comparables  Cost to rebuild today www.NewEnglandMoves.com www.NorthShoreRealEstate.com

Client Testimonials No words mean more than those from satisfied clients and customers…

"Jay, you are without question the top real estate agent we have ever come across. You are extremely knowledgeable about your market, general housing construction, area history, and local amenities. You were always willing to go the extra mile to dig up a potential house to show and stay in contact with us. Perhaps one of your most valuable assets is your ability to listen to the buyer's needs, even if those needs are constantly changing as you saw in our situation. You adapted so well, remained patient, and still came up with new house prospects to show. All the while, we felt as if we really had a friend who was not only very competent but who genuinely cared about finding us the "right" house. You, sir, are a real professional." ...Jack and Pam Winters "Jay, you are the Jerry Maguire of real estate!" ...Drs. David and Terri Becker

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Sellers and Buyers Have Spoken…

Our company's commitment and focus is to deliver Truly Remarkable Service in deliver Truly Remarkable Service every transaction and provide genuine one­stop shopping services to our clients one­stop shopping services and customers through our Real Estate, Mortgage, Insurance, Moving and Relocation Services

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Are you ready to list your home right now? Let’s get started…Call me direct at 978­233­2828.

Jay Burnham

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