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OUR SALES ASSOCIATE EXPERIENCE

PARTNER

WITH THE FOREVER BRAND

FOUNDATION INTEGRITY, STRENGTH, & OPERATIONAL EXCELLENCE When the Berkshire Hathaway name appears on a yard sign, it’s a sign that buyers and sellers trust. Our company has been built to last. Berkshire Hathaway Inc. is a worldwide holding company based in Omaha, NE. Its Chairman and CEO is Warren Buffett and according to Time magazine’s ranking, among the world’s most influential people. “When people are making the decision of the magnitude of buying a house, it’s the biggest decision a great many families will ever make. They want to know who they’re working with and we think that the Berkshire Hathaway name will be reassuring to many of those people,” says Buffett.

Ranked #6 on Fortune’s 2021 list of World’s Most Admired Companies

NETWORK Berkshire Hathaway HomeServices Carolinas Companies benefits from a globally respected reputation and a sound financial foundation. Our reach is global and our roots are local. We are proud to be owned by HomeServices of America Inc., a Berkshire Hathaway affiliate and the largest home services provider in America. As proud members of this remarkable network, we thrive on helping buyers and sellers find their perfect home whether around the corner, across the country, or anywhere in the world.

Ranked #4 on Barron’s 2017 list of the World’s Most Respected Companies

OUR CULTURE We embrace an attitude of abundance and foster a supportive and collaborative environment for our sales associates. We make great neighbors to those who trust us to guide them through the home buying and home selling process, as well as those who we work alongside each day.

IN THE COMMUNITY Our promise, WE MAKE GREAT NEIGHBORS®, is more than a tagline it is a shared vision. Our company has developed strong local partnerships to support neighbors in need. As an enterprise we lead two major initiatives each year to support our local food banks and Guardian ad Litem. We also partner with our associates to support numerous local organizations throughout the year.

DIVERSITY & INCLUSION Our vision is to be a leader in diversity and inclusion by encouraging a collaborative atmosphere focused on innovation and creativity. Our entire leadership team has earned the National Association of Realtors At Home with Diversity™ certification by completing the accredited training program which focuses on diversity, inclusion, fair housing and risk reduction.

BUILD

YOUR BUSINESS

“The mentorship and training of the BHHS Carolinas Team has been vital to the success of my business. Mastering mindset, time management, and client relationships are what makes the coaching at our firm unique. BHHS Carolinas recognizes each agent’s talent which helps that agent take their business to the next level. As an experienced agent, the continuous training and support of fellow agents is still helping my business to evolve.” — Dalia

STRATEGIC COACHING Be the best in the industry by implementing our system for success. Our coaching system is based on a philosophy of building relationships, listening to the customer and then helping them achieve their goals. The mission of this system is to help you increase your income per hour through higher customer satisfaction and referrals as well as enhanced sales systems and communication skills.

PRINCIPLES OF OUR COACHING PROGRAM 1.

Create Value For People by being a trusted advisor.

2. Build a Business Strategy focused primarily on people who know you.

With experience both as a sales associate and managing broker, I love being a resource for our associates both in and out of the classroom!

3. Become Customer Centric by understanding the customer’s needs. 4. Personal Mastery—When you get better, your business gets better.

LICI FANSLER DIRECTOR OF EDUCATION & TRAINING

YOUR MINDSET

YOUR SKILLSET

YOUR ACTIONS

One-on-one coaching sessions

Small group business development seminars

Annual business planning and Accountability tracking

EDUCATION & SUPPORT We are committed to providing you with a customized level of support to get your business going as quickly as possible. Whether you are new to the business or joining us from another firm, we are equipped to provide you with the appropriate level of support. Our diverse education and training programs are designed to help you develop and refine your skills throughout your career.

1 2 3 4 5

Seamless Onboarding Support

Personalized IT Assistance

Proven Ninja Sales Training Program and Business Coaching

REdefine New and Experienced Associate Education and Training

Powerful National Professional Development and Networking Events

MEET OUR LEADERSHIP TEAM One of the favorite aspects of my job is working closely with our sales associates to establish relationships and to support them in developing new construction opportunities. DAN WASHINGTON SENIOR VICE PRESIDENT OF SALES

When challenges arise during the course of your daily business, I’m only a phone call away to assist you and your clients in resolving those challenges and keeping your transactions on track.

BRYAN SIMPSON SENIOR VICE PRESIDENT & CHIEF LEGAL COUNSEL

We build lasting relationships with our sales associates and the clients we serve. The strength of these relationships allows us to provide families and companies moving to and from the Carolinas with the highest level of service. I love seeing clients find their new home and settle into communities across our state. SUSAN SANFORD DIRECTOR OF RELOCATION & BUSINESS DEVELOPMENT

EXCEED EXPECTATIONS

Relocation Services

AFFILIATED SERVICE PARTNERS

OUR FULL SERVICE ADVANTAGE We’ve partnered with the top service providers to make the home buying and selling processes simple for our sales associates and their clients.

GREAT NEIGHBORS MARKETING & TECHNOLOGY There are two parts of this business—generating the business and doing the business. We are here to support both.

GENERATING BUSINESS People prefer to work with people they know, like and trust. We are committed to providing you with all of the resources you need to stay in communication with your sphere of influence so you can stay top of mind. In addition to training and support we offer access to the industry’s best tools and technology.

• CRM Platform • Personalized Sales Associate Website • Direct Mail Templates • Newsletter • Postcards • Notecards and Stationery • Email Templates • Automated Email Nurture Campaigns • Automated Social Media Posting • Testimonial Manager • Real Time Lead Management and Reporting • Home Value Estimate Tool • 60 Second Market Update • Neighborhood Report

DOING BUSINESS Spend more time engaged in activities that grow your business and less time on administrative tasks.

MARKETING & TECHNOLOGY

ESSENTIAL RESOURCES

• Access to Professional Photography

• Print/Copy Solutions

• Brand and Listing Collateral • Customizable Flyers • Presentations • Postcards • Social Media Posts • Email Templates

• Signs and Lockboxes

• Homepage for Every Listing • Company Generated and Mailed Just Listed/Just Sold Postcards • Digital Advertising • Digital Ad Builder • Targeted Open House Ads • Video Creation Tool • Differentiated Luxury Collection Branding and Collateral

• Brick and Mortar

• Website • Cell Phone Carrier Discount • Digital Transaction Management • Business Cards

CLIENT EXPERIENCE • Digital Signatures • My Home Finder • Branded Mobile App • Showing Scheduling Service

DATA & INSIGHTS • Seller Advantage • Seller Reports • Neighborhood Reports • Visual Pricing Graphs • Personalized Digital Ad

Performance Dashboard

TESTIMONIALS

I have been with the company nearly 20 years. Our company has all of the tools and programs to help make the BHHS associates successful and to effectively advise property buyers and sellers. These programs are improving all of the time. I know what other franchises have to offer and I can’t imagine why anyone would be in the real estate industry and not be with Berkshire Hathaway.

We love working with BHHS! It’s a truly supportive and collaborative environment with fellow agents, staff and management all working together to help us succeed, support our clients, and enjoy our work. Great technology and great people are a powerful combination and we are thrilled to have both here.

— Jenny

— Bill

Starting a new career in real estate had me wondering how to schedule a productive day. Our company’s coaching program helped me learn which activities to focus on and how to plan my days and weeks. This was very helpful for me coming from a teaching career which had every minute of my day scheduled. — Kim

MEET OUR MARKETING LEADERSHIP Blending my sales experience with the talent of our creative team allows me to help our sales associates elevate their marketing.

MARIA KAZAKOS VP OF OPERATIONS

With a strong background in digital marketing and website optimization, I serve as your technology resource —allowing you to spend more time advising clients and growing your business. KERRI REED DIRECTOR OF MARKETING

REDEFINE YOUR LIFESTYLE

DO BUSINESS IN HARMONY WITH THE REST OF YOUR LIFE The Ninja Path provides us with a system to deliver predictable results and achieve a work life balance.

• Focus on Your Life List • Develop meaningful relationships with your colleagues

• Celebrate Success • Enjoy long-term relationships with

your clients beyond the transaction

Benefits • Access to complete suite of benefits and financial services

• Access to group healthcare options

I was with my last firm for six years and the idea of leaving was scary. I had a team of five so I knew the decision would affect all of our families. After making the switch, we all wish that we had moved years before. Switching to BHHS lets me focus on growing MY business because I know that my firm has my back in every aspect. The leadership is like nothing I’ve ever seen before. We have one-on-one coaching sessions focused directly about whatever we feel we need to focus on at that time. — Heidi

THE LEADERSHIP IS LIKE NOTHING I’VE EVER SEEN BEFORE.

I COULDN’T HAVE ASKED FOR A BETTER FIRM! BHHS has been a game changer. I switched companies and on the day I moved to BHHS, I had a listing already lined up. Their marketing is top notch and my clients can tell the difference between a BHHS listing and one of a competing firm. My Managing Brokers and the entire BHHS team have been instrumental in making my transition smooth and successful. I love that I can share my goals with them and they keep me accountable. I didn’t think I’d reach my yearly goal, but as it stands, I am on track to exceed that goal and I’ve done almost more volume in the 4th quarter than I did the first three! The marketing team saves me so much time and I am able to spend more time with my family. I couldn’t have asked for a better firm!

GO WHERE YOU CAN GROW We offer 1:1 brand transition assistance and training for you and your team. Our streamlined on-boarding process ensures that your business runs smoothly from day one.

— Ashley

OUR PROMISE EXCEED expectations for exemplary service and professionalism in everything we do.

PARTNER with our associates to create an environment that fosters success and meaningful careers.

BUILD lasting relationships based on trust and care with our clients and the communities we serve.

REDEFINE the home buying, selling and owning experience by integrating all the elements of the transaction into a seamless real estate experience.

TOMMY CAMP PRESIDENT & CEO

WHAT IS YOUR WHY? My why is to have a significant positive impact on the lives of those I touch by assisting them and supporting them in the achievement of their why. To know them in a way that allows me to understand their why and support them in achieving it. For my family, for our team, for our clients.

The most important thing to our team is what is important to you. We are committed to understanding your goals so that we may support your vision for your personal and professional life.

© 2021 BHH Affiliates, LLC. An independently owned and operated franchisee of BHH Affiliates, LLC. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of Columbia Insurance Company, a Berkshire Hathaway affiliate.

Mondays

9:30 – 10:30 am DATE Jan 24

Jan 31

Feb 7

Feb 14

Feb 21

Led by Director of Education & Training, Lici Fansler, our virtual REdefine Your Focus professional development series combines foundational sessions centered around best practices with workshops designed to experience hands-on learning.

Visit Training.BHHSCarolinas.com to register.

SESSION Your Productivity & Efficiency Effective business routines and time management: mindset, skillset, actions.

Building Your Relationships Database

Relationships matter. Strategies to find/add contacts, organize and stay relevant.

Working with Sellers

From consultation to closing – understanding the process.

Working with Buyers

Overcoming buyer fears; taking them from consultation to closing.

Implicit Bias & Fair Housing Upholding fair housing laws; overcoming barriers.

Feb 28

Digital Transaction Management

Mar 7

Building & Managing Your Business

zipForms and DocuSign

“On purpose” planning; P.I.E. time analysis

DATE

SESSION

Mar 21

Lead Generation

Mar 28

Apr 4

Apr 18

Apr 25

May 2

Implementing an effective system.

Technology 101

An introduction to our technology solutions; “what do I find where”.

Creating Value & Visibility

Stay in flow with your sphere of influence using our intranet platforms.

We Make Great Neighbors® Technology Workshop: Navigate our local company intranet.

The REsource Center

Technology Workshop: Navigate the national affiliate intranet.

Communication

Technology Workshop: Provide items of value to buyers & sellers utilizing reports.

Customize Your Presentations May 9

Technology Workshop: Toolkit CMA, customizable templates and real estate reviews.

Relocation Services © 2022 BHH Affiliates, LLC. An independently owned and operated franchisee of BHH Affiliates, LLC. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of Columbia Insurance Company, a Berkshire Hathaway affiliate.

Ninja training is a four-day course designed to dramatically increase your real estate production, focusing heavily on skills to teach you to increase your income per hour. It is a system based on the philosophy of building relationships, listening to the customer, and helping them achieve their goals.

OUR COMPANY’S NINJA TRAINED ASSOCIATES ARE

more productive than non-ninjas

WHAT OTHERS ARE SAYING ABOUT NINJA “It has been 2 years since

authentic self. It’s so much

I completed the Ninja Installation,

easier and rewarding than

and I am so happy that

“cold contacting” potential

I invested this time in to my

clients. 90% of my transactions

business. The Ninja mindset

last year were directly

just clicked for me. This is a

attributable to my sphere

program that helps me to to

of influence that I keep

grow and nuture my business,

connected to using

while still allowing me to be my

the Ninja way of business.”

Stephanie Vestal Winston-Salem Office

© 2020 BHH Affiliates, LLC. An independently owned and operated franchisee of BHH Affiliates, LLC. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of Columbia Insurance Company, a Berkshire Hathaway affiliate.

ORIENTATION TRAINING CONTRACT TO CLOSING

Date Completed 1

Agency — Review Exclusive & Non-Exclusive, Dual Agency, Designated Agency, Sub-Agency, Working With Real Estate Agents Brochure

Offer to Purchase & Contract — Professional Services Disclosure

Listing Agreement Residential & Mineral Oil & Gas Disclosures

Servicing and Marketing Listings — Things to NEVER DO

Open Houses — Selecting, Planning & Preparation

Addenda — Additional Provisions, Lead Based Paint, FHA, VA, Seller/Buyer Possession Before & After Closing

Addenda — New Construction, Owners Association, Contingent Sales, Back-Up Contingency

Presenting & Negotiating Offer to Purchase & Making Changes to Offer

Showing Properties — Select & Present Homes-Showing Etiquette

Telephone Techniques

Home Inspections — Q&A Brochure, Due Diligence Repair Agreement, Service Agreement

Preparation for Closing — Brochure, Checklist, Follow- Through, Attorney Information, Closing Disclosure/HUD Statement

Termination of Contract — Notice of Termination of Contract during due diligence, with Release of Earnest Money, or without Release of Earnest Money

Financing — Buyer Needs, Buyer Financing & Qualifying, FHA/Va, Types of Financing

HSA Warranty & Attorneys Title

Tax Cards & Deeds

Square Footage

AGENT EXPENSES Amount Due Agent Onboarding Fee

$895

Errors & Omissions Insurance (Pro-rated July 1 – June 30)

$450

N.C. State Privilege License

$50

GRRA Initial Application Fee

$500

GRRA Annual Dues (Pro-rated July 1 – June 30)

$240

Triad MLS Bi-Annual Dues (Pro-rated)

$350

North Carolina Assocation of Realtors Annual Dues (Pro-rated)

$185

National Assocation of Realtors Annual Dues (Pro-rated)

$120

National Assocation of Realtors Annual Assessment Fee

$35

GRRA SupraKey (One-time Set-up Fee)

$50

Total Initial Fees (May be higher or lower due to pro-rate.)

$2,875

Additional Expenses Supra Lockbox Service Fee N.C. Real Estate License Annual Renewal

$10.50/mo $45

All fees/dues are paid on June 30th each year with the exception of the Triad MLS dues which are paid twice yearly on June 30th and December 30th and the National and State NAR dues which are paid in December.

COMPLIMENTARY RESOURCES MARKETING & TECHNOLOGY • CRM Platform • Personalized Sales Associate Website • Direct Mail Templates • Newsletter • Postcards • Notecards and Stationery • Email Templates • Automated Email Nurture Campaigns • Automated Social Media Posting • Testimonial Manager • Real Time Lead Management and Reporting • Home Value Estimate Tool • 60 Second Market Update

• Neighborhood Report • Access to Professional Photography • Brand and Listing Collateral • Customizable Flyers • Presentations

ESSENTIAL RESOURCES • Brick and Mortar • Print/Copy Solutions • Signs and Lockboxes

• Postcards

• Website

• Social Media Posts

• Cell Phone Carrier Discount

• Email Templates • Homepage for Every Listing • Company Generated and Mailed Just Listed/Just Sold Postcards • Digital Advertising

• Digital Transaction Management

• Business Cards

CLIENT EXPERIENCE • Digital Signatures

• Digital Ad Builder

• My Home Finder

• Targeted Open House Ads

• Showing Scheduling Service

• Video Creation Tool

DATA & INSIGHTS

• Differentiated Luxury

• Seller Advantage

Collection Branding and Collateral

• Seller Reports • Neighborhood Reports • Visual Pricing Graphs • Personalized Digital Ad Performance Dashboard

FIRST 7 DAYS:  Schedule personal onboarding sessions with Lici Fansler  Schedule your ReDefine classes  Schedule coaching sessions with Jacke  Schedule and meet Debbie Owens (In-House Mortgage Lender)

 Attend a sales meeting (new agents should attend every sales meeting for at least first 6 months)  Bookmark the following websites: Traid MLS, WeMakeGreatNeighbors.com, NC RE Commission

FIRST 30 DAYS:  Make a NEW friend in the office — take agent for coffee or drink  Start database  Schedule an introduction call with Kim Upchurch (HSA)  Schedule call with Marcus Sims (Insurance)  Triad MLS training

 Introduction call or email to Tommy Camp (BHHS Carolinas CEO), Maria Kazakos (BHHS VP of Operations), Bryan Simpson (BHHS Legal Counsel), Kerri Reed (Director of Marketing)  Practice CMA — One for your own house, Jacke's house  Preview property from each price point and area each week (minimum 5)

 Make sure you can search using Map Search feature

 Schedule your Ninja training

 Save a search

 Get sample buyer packet / listing packet and review — Q&A with Jacke

 Can look up listings MLS History  Can schedule a showing in ShowingTime  Lookup Realist information on a listing  Look up disclosure information on a listing  Schedule a training session with Rachel Eanes (Office Administrator) to discuss DTR procedures — i.e. required documents to upload, filling out the SAI (Sales Agreement Input Form), earnest money deposits, commission checks, etc

 Practice putting in IT ticket  Prepare listing presentation for Jacke's house  Prepare buyer packet for new buyer  Send announcement cards, social media posts & network with your SOI  Sign up for desk duty with Rachel Eanes

FIRST 90 DAYS:  Completed first draft of database

 Upload database contacts to WMGN

 Fill out bio in WMGN

 Set up “Auto-Flow” with your database

 Two Real Estate Reviews each week — start with your own house

 Proficiency in DTR (set up “ROOM”, add documents, send for signatures, submit for review)

 Attend ALL ReDefine training sessions with Lici Fansler  Attend a listing appointment with co-agent  Attend a buyers’ appointment or showing with co-agent  Practice showing a home with an experienced agent  Attend an open house (minimum 1 x week)  Host an open house with experienced agent  Upload database contacts to Resource Center

 Video & Trainings — See Jacke for checklist  Download and practice sending HomeSpotter App  Set up and/or transfer testimonials to BHHS website  Meet with Susan Sanford (Director of Relocation)  Practice sending an outgoing referral (WMGN & NCAR Library Form)

DAILY HABITS:  Show up!

 Practice skills / tools

 Gratitude and affirmations

 Handwritten notes x 2

 Time blocking

WEEKLY HABITS:  Schedule personal time FIRST

 Coaching 1-1

 Attend trainings

 Schedule auto-flow

 Attend sales meetings

 Ninja Nine

 Preview five homes

TRAININGS:

Mastery in one’s career and consciousness growth

 Mondays

simply require that we constantly produce results

 9:30 am — ReDefine training  Tuesdays  10:00 am — Set up 1 on 1 with Jacke  Wednesdays  9:30 am — Office Sales Meeting (3 x month)  Fridays  10:00 am — New Agent Roundtable  Plug-in and schedule your coaching sessions

beyond and out of the ordinary. Mastery is a product of consistently going beyond our limits. For most people, it starts with technical excellence in a chosen field and a commitment to that excellence. If you are willing to commit yourself to excellence, to surround yourself with things that represent this and miracles, your life will change. (When we speak of miracles, we speak of events and experiences in the real world which are beyond the ordinary).

— Stewart Emery