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Updated October 2014

McLEAN SALES OFFICE

AGENT HANDBOOK

Long & Foster Realtors

Lonnie Plaster Managing Broker

Susan Westbrook Sales Manager

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TABLE OF CONTENTS

1. INTRODUCTION…………………………………………………………………………...1 2. COMMUNICATION………………………………………………………………………..2

2.1 Meetings………………………………………………………………………………………2 2.2 Agent Advisory Board………………………………………………………………………..2 2.3 Agent Open House – Broker’s Open………………………………………………………….2 2.4 BackAgent…………………………………………………………………………………….2

3. OFFICE SUPPORT AND SYSTEMS ……………………………………………………..3 3.1 Annual Business Planning Meetings………………………………………………………….3 3.2 Training and Professional Growth……………………………………………………………3 3.3 Personnel……………………………………………………………………………………...3 3.4 Core Services ………………………………………………………………………………...3 3.5 Processing Listings and Sales………………………………………………………………...4 3.6 Agent Services Group………………………………………………………………………...4 3.7 New Agent Mentorship……………………………………………………………………….4 3.8 FileLink/Oxygen Storage……………………………………………………………………..4 3.9 Inactivity Fee............................................................................................................................4

4. MARKETING AND ADVERTISING……………………………………………………...5 4.1 Listing, Sales, and Rental Forms……………………………………………………………..5 4.2 Marketing Materials…………………………………………………………………………..5 4.3 Signs and Riders and Sign Policy…………………………………………………………….5 4.4 Postage………………………………………………………………………………………..5 4.5 Advertising…………………………………………………………………………………...5 4.6 Graphic Design……………………………………………………………………………….6

5. OFFICE FACILITIES………………………………………………………………………7 5.1 Location………………………………………………………………………………………7 5.2 Office Hours………………………………………………………………………………….7 5.3 Desks and filing Cabinets…………………………………………………………………….7 5.4 Conference Rooms…………………………………………………………………………...7

6. TECHNOLOGY AND COMMUNICATIONS…………………………………………….8 6.1 MRIS…………………………………………………………………………………………8 6.2 DPOR ......................................................................................................................................8 6.3 Copiers……………………………………………………………………………………….8 6.4 Faxes…………………………………………………………………………………………8 6.5 Telephone Calls……………………………………………………………………………...8 6.6 Mail and Couriers……………………………………………………………………………8 6.7 L&F Intranet Café …………………………………………………………………………..9 6.8 Access From Home …………………………………………………………………………9 6.9 Personal Agent Websites …………………………………………………………………....9

7. AGENT SUPPORT…………………………………………………………………………10 7.1 Floor Duty…………………………………………………………………………………..10 7.2 Agent Fund………………………………………………………………………………….10

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8. CORPORATE SUPPORT…………………………………………………………………11 8.1 Arbitration…………………………………………………………………………………..11 8.2 Marketing Materials………………………………………………………………………...11 8.3 Computer Support…………………………………………………………………………..11 8.4 Errors & Omissions Insurance……………………………………………………………...11 8.5 Agent Account……………………………………………………………………………...11

9. APPENDICES………………………………………………………………………………12 Appendix A– Staff Responsibility Sheet…………………………………………………..12 Appendix B – Listing and Contract Checklists………………………………………….....14 B.1 - Listing Checklist B.2 - Contract Checklist Appendix C – Agent Services Group Support Services……………………………….…...16 Appendix D – Floor Duty Guidelines……………………………………………….….......23 Appendix E – BackAgent Information………………………………………………..........24 E.1 – Set-up Instructions E.2 – Conference Room Reservations E.3 – Floor Duty Schedule E.4 – Office Roster Appendix F – Oxygen/File Link Information…………………………………………......33 F.1 – Set-up Instructions F.2 – Using Oxygen F.3 – Sharing Files F.4 – Moving Files Appendix G – Advertising Forms……………………………………………………..…..50 G.1 – Washington Post Ad Form G.2 – Sun Gazette Ad Form Appendix H - Agent Fund ………………………………………………………………..53 Appendix I – Core Services………………………………………………………….….....54 Appendix J – Graphics Menu & Pricing…………………………………………….…….55 Appendix K – Inactivity Fee Letter......................................................................................56 Appendix L – Mentor Agreement........................................................................................57 Appendix M – L&F Intranet Café........................................................................................59 M.1 – Logging in from Home M.2 – Accessing Agent Statements M.3 – Accessing Xcelerate Appendix N – Website/Program Information ……………………………………………64

1 Updated October 2014

1. INTRODUCTION

We are so pleased to welcome you to the McLean Long & Foster Team. Whether you are new to real estate or are a seasoned professional looking for a positive change we think you have made the right choice. Here at Long & Foster McLean our goal is to partner with you for a long-term successful career. In addition to being part of the largest independently owned real estate company in the World you will have the local advantage of being part of the most productive real estate office in Virginia and one of the most productive offices in the Country. We encourage you to get involved right away by attending our weekly sales meetings, taking advantage of training opportunities and meeting with one of us to develop a comprehensive business plan. For new agents we offer a 12 month mentoring program and for the more experienced agents we offer one-on-one coaching to help you develop your business to the next level. Please review all that we have to offer in the Agent Handbook and please don’t hesitate to let us know if you have any questions or concerns. Our staff is here to serve you and make your transition as smooth as possible. Sincerely,

Lonnie Plaster Susan Westbrook Managing Broker Sales Manager


2. COMMUNICATION

2.1 Meetings

Our sales meetings take place on Tuesday mornings at 9:30AM in Café 3. This meeting gives our office an opportunity to discuss and present current information. We also bring in various speakers from time to time to present relevant information and products.

Our sales meeting presentations and minutes are available on BackAgent under the Documents tab.

2.2 Agent Advisory Board

The Agent Advisory Board consists of twelve agents serving one-year terms. This board provides feedback to management and serves as a sounding board for new ideas. The board membership list can be found on our announcement TVs at the front desk in both our suites.

2.3 Agent Open House – Broker’s Open

The tour is an important part of the Tuesday Sales Meeting. At the beginning of the meeting, Lonnie or Susan will present the homes open for viewing that day. The tour is very important for the sellers because it reassures them that their home is receiving wide exposure. To enter your home into the Broker’s Open packet, please send your flyer to Adele Marrocco by 3PM on Monday.

2.4 BackAgent

Our office uses a program called BackAgent to post important information, training classes, and office events. See Appendix E for BackAgent information and how to set-up your account.


3. OFFICE SUPPORT AND SYSTEMS 3.1 Annual Business Planning Meetings

You are an independent agent and ultimately responsible for your own success. Management also has a significant interest in your performance. Annual performance reviews are conducted during your anniversary month. As former agents, we are well aware of the challenges you face. These meetings provide an opportunity to review past achievements and make future plans to improve your success.

3.2 Training and Professional Growth

Agents agree that our in-house training program sets us apart from other real estate office. Our training program is an integral part of career planning to the professional real estate agent. It is based on the belief that well planned and presented training opportunities will aid in your success.

While attendance is not required, it is expected that agents affiliated with this office are actively involved in ongoing learning, whether through our office or other events.

Wednesday Training: We offer training every Wednesday morning at 10AM. Twice a year, Lonnie goes through the Ninja Training Program. See BackAgent for topics.

Lunch & Learn: We offer several lunch and learns throughout the year to explain various business elements that are beneficial to our agents. These lunch & learns take place on scheduled Wednesday afternoons.

Continuing Education(CE) & Post-Licensing(PL): Our office offers various CE and PL classes throughout the year. Check BackAgent for our class schedule.

3.3 Personnel

We have an outstanding support staff that is experienced in every aspect of the real estate support business. See Appendix A.1 and A.2 for staff information.

3.4 Core Services

We have an exceptional group of core services that can assist your client with every step of their real estate transaction. See Appendix I for a list of our core service partners.


3.5 Processing Listings and Sales The document checklists for listings and sales are shown in Appendix B. Brandon

receives the listing. He processes the listing and creates the listing letter. He then submits everything to Susan for signature. Once signed off, Brandon sends everything to Brittany who uploads the documents into BackAgent and adds the listing to the office database.

Sales follow a similar procedure. Once you have a ratified contract, provide the complete contract to Brandon along with the check, if applicable. Brandon will prepare everything and submit it to Brittany for processing. Brittany will complete the case sheet and upload the documents into BackAgent.

3.6 Agent Services Group (ASG)

Our office offers a group to help aid in the agents marketing, listing, and contract/post-closing services at a minimal fee. A list of support services can be found in Appendix C. Please contact Austin if you are interested in utilizing this support system.

3.7 New Agent Mentorship

Mary Bowen is our Agent Professional Development Coordinator. At Long & Foster, our goal is to provide you with the tools you need to get your business up and running as quickly as possible. One of the best ways to achieve your goal is to utilize the services of our Agent Professional Development Coordinator who will act as your coach and your mentor from day one until you have reached twelve full months in business.

3.8 FileLink/Oxygen Storage

Long & Foster offers 25 GB of free cloud storage through Oxygen (FileLink). This cloud based storage system is similar to Dropbox. The system allows you to access your files remotely from anywhere as long as you have internet access. See Appendix F for set-up information and instructions.

3.9 Inactivity Fee Any agents who have not had a transaction in the previous fiscal year (January – December) will be charged an inactivity fee of $345. All agents subject to this fee will be notified in writing. See Appendix K for more information.


4. MARKETING AND ADVERTISING 4.1 Listing, Sales, and Rental Forms

Copies of every form as approved by the local associations and the Company are available on BackAgent as well as through Xcelerate on the Long & Foster Intranet. See Appendix M for information on accessing the Long & Foster Intranet (“Café”) and Xcelerate.

4.2 Marketing Materials We provide marketing materials such as presentation folders, post cards, and note cards. The materials are kept in cabinets by the mailboxes.

4.3 Signs and Riders and Sign Policy

The Company has a contract with The Sign Post Inc. to install and remove signs on our listings. The listing agent is responsible for ordering the sign post installation and removal. Sign riders are stored in the sign closet in the garage.

4.4 Postage

The office reimburses for bulk mail postage, 13.1 cents, according to Long & Foster Policy. In order to partake in this, the agent must complete an agent reimbursement form and submit this along with their receipts to the administrative staff.

Our office also allows agents ten stamps a day to use for client mailings. The agent must submit the items to the receptionist for mailing.

4.5 Advertising (Appendix G)

Your advertising plan can be tailored for your individual listing. The Advertising Coordinator places the ad with The Washington Post and Sun Gazette directly, which saves time and money and reduces the possibility of errors.

The Advertising Coordinator is a source of information about publications, promotions, costs, and deadlines. Annie can assist you with suggestions about advertising particular types of properties, anticipating costs, and planning advertising strategy.

There are a number of weekly newspapers and monthly real estate magazines in the area. Some agents have had great success with these publications media. It is a matter of which publication will reach the target audience.


4.6 Graphic Design

Renee and Annie are available for your graphic design needs. See Appendix J for more information and pricing.


5. OFFICE FACILITIES 5.1 Location

This is a very large and productive office. We are currently occupying space on two floors of this building.

5.2 Office Hours

The office is officially open from 9AM to 6PM Monday through Friday during Daylight Savings Time and 9AM to 5PM after DST ends. We are also open 9AM to 5PM Saturday and Sunday. We are closed for Thanksgiving, Christmas, New Year’s Eve, and various other holidays as determined by our corporate office.

5.3 Desks and Filing Cabinets

Desks and offices are assigned based on production and availability. Please see Lonnie to discuss options.

5.4 Conference Rooms

We have three conference rooms available on the main floor. These rooms are used on a reservation basis. To reserve a conference room, please submit a reservation on BackAgent or contact the receptionist. See Appendix E for instructions on reserving a conference rooms.


6. TECHNOLOGY AND COMMUNICATIONS

Agent computers and printers are located on both floors of the office. These computers have Microsoft Office Suite, MRIS access, and internet access with email capabilities. Each desk has been wired to give you access to the Long & Foster network. If you have any questions or need assistance, please contact the administrative staff.

6.1 MRIS

We provide access to listings in the surrounding jurisdictions through MRIS. MRIS provides a wide array of databases and services that include public records, comparables, as well as the active listings.

6.2 DPOR

You can access DPOR using this link: http://dpor.virginia.gov/ Here you can check on your license activation, expiration, as well as Post-Licensing (PL) and Continuing Education (CE) requirements.

6.3 Copiers

We have two large copiers available for agent use. Please notify the administrative staff if they are not functioning properly.

6.4 Faxes

We have two fax machines, one on each floor. The inbound fax machine is located in the administrative workspace on the first floor. The inbound number is 703-356-1635. The machine generates a transmission receipt automatically. The receptionist will contact you when you receive a fax.

6.5 Telephone Calls

Telephone protocol is very important. It is absolutely imperative that every telephone call be returned the same day. You may not have the answer to the question, but by maintaining contact you will reinforce your reputation of excellence and prevent problems.

6.6 Mail and Couriers

US Mail

Your mailbox is located in the first floor café near the front desk. All incoming mail is placed in the box the afternoon of each business day. This box is also used for intraoffice distribution and other written communications. Outgoing business mail, e.g., letters, should be placed in the outgoing mailbox, located at the front desk.


Courier

Long & Foster has courier service to corporate every Monday, Wednesday, and Friday. This is the best method to reach Corporate Headquarters. The courier is scheduled to arrive at 3PM on those days. Correspondence should be placed in an envelope and given to the administrative staff. Incoming correspondence is sorted and distributed by the office staff.

E-mail

Every Long & Foster agent or staff can be contacted via email. The standard L&F email address is: [email protected]

6.7 Long & Foster Intranet Café

Long and Foster’s Intranet is also known as the Long and Foster café. The Café offers access to all your Long and Foster programs as well as all our Long and Foster departments. See Appendix M for additional information. To access the café, click this link: http://cafe.lnf.com

6.8 Agent Websites

Long and Foster offers agent websites for all of our agents. To set-up your agent website, click this link to view the set-up video or contact the HelpDesk at 703-653-5555. Additional training videos can be found on the café as well as at this link: https://longandfoster.backagent.net/office/documents/?a8d2daad-6353-4bd6-9de9-cc591f31f5b6. Once you’ve set-up your personal website and would like to move to the next step of customization, you can set up an appointment with Renee or Annie.


7. AGENT SUPPORT 7.1 Floor Duty

Floor duty is an essential part of any successful real estate office, and we try to have an agent on duty when the office is open. This duty allows the agent to generate clients and customers and ensures that a trained agent is on hand to respond to any questions. The floor duty schedule is available on BackAgent under Resources. You may sign up for the times you prefer. Once assigned a time, we require that you find a replacement if you are unable to perform floor duty for the assigned period. Please notify the receptionist of any changes and replacements.

Five Street

In the event that a floor duty time slot is still open, the receptionist will send out all calls through Five Street. Five Street notifies agents of a potential lead via text and email. An agent can then claim the lead. Once the lead is claimed, it is the responsibility of that agent to contact the client immediately. Please contact our administrative staff if you would like to be added to Five Street.

Please see Appendix D for Floor Duty Guidelines.

7.2 Agent Fund

The agent fund provides money for coffee, tea, and other refreshments as well as shred boxes, community charitable events, and a bereavement fund. The current annual dues are $120 and charged to your agent statement on the 15th of each month in increments of $10. See Appendix H for more information.


8. CORPORATE SUPPORT 8.1 Arbitration

Long & Foster provides an arbitration service for disputes between company agents. If you are having a dispute, please contact Lonnie or Susan.

8.2 Marketing Materials

The marketing support is superb and, because of the Company’s volume, the costs are extremely competitive.

8.3 Computer Support

Long & Foster has an outstanding Information Services (IS) Department, providing support to the company and advising and assisting the agents. This program and its staff are available through the Help Desk. They also evaluate software and hardware and make general recommendations about the programs and systems. The IS HelpDesk phone number is (703) 653-5555.

8.4 Errors & Omissions Insurance

Errors & Omissions Insurance is required for all agents. Rates are determined each year and charged to your agent statement January 1 and July 1.

8.5 Agent Account

Each agent has an account with Long & Foster. This record of income and expenses is available at all times online through the Long & Foster intranet. If you have any questions, please contact Brittany, who will contact Long & Foster Accounting to resolve those issues. See Appendix M.2 for information on accessing a statement of your agent account.


Lonnie�Plaster,�Managing�Broker�(o)�703Ͳ903Ͳ7600�|(c)��703Ͳ864Ͳ3221�[email protected]�Lonnie is responsible for recruiƟng, developing, and overseeing the producƟvity of our branch. Susan�Westbrook,�Sales�Manager�(o)�703Ͳ905Ͳ7258�|�(c)�703Ͳ402Ͳ1717�[email protected]�Susan assists in the dayͲtoͲday branch operaƟon and all asͲpects of associate support so that our agents can explore, develop and implement best business pracƟces within our branch. BriƩany�DiCesare,�Branch�Administrator�(o)�703Ͳ790Ͳ1990�|�(d)�703Ͳ873Ͳ5103�BriƩ[email protected] BriƩany oversees the processing of all lisƟngs, contracts, and huds for our oĸce and handles accounƟng issues and disͲcrepancies. BriƩany oversees supply ordering and is also reͲsponsible for new agent onboarding as well as various other licensing details. AddiƟonally, BriƩany assists our agents with any technology issues and quesƟons they may have.

Brandon�Brown,�Branch�Administrator�(o)�703Ͳ790Ͳ1990�|�(d)�703Ͳ905Ͳ7208�[email protected] Brandon oversees the daily administraƟve operaƟons, manͲages and resolves all issues in customer service relaƟons inͲcluding building maintenance, staĸng, and prospects. He also works as the liaison between our branch, corporate, property management. AddiƟonally, Brandon manages the escrow and commission accounts for our oĸce

Mary�Bowen,�Business�Development�Coach�(o)�703Ͳ873Ͳ5177�|�(c)�703Ͳ887Ͳ8618�[email protected] Mary oversees our oĸce training schedule and mentors new agents for their first year in the oĸce.

AusƟn�Griĸe,�Agent�Services�Coordinator�(o)�703Ͳ905Ͳ7229�|�(c)�717Ͳ448Ͳ4295�AusƟn.Griĸ[email protected]�AusƟn�assists�agents�in�our�Agent Services Group with preͲ and postͲraƟficaƟon transacƟon processing. He also assists these agents in all facets of their business.

Long�&�Foster,�McLean�Oĸce�

Support�Team�

LONNIE�x� Where did you grow up? My�hometown�was�Warrenton,�VA�x� What do you like to do in your free Ɵme? �

I�love�to�travel�and�spend�Ɵme�with�my�wife�and�3�sons�x� Where would you choose to live: by the ocean, in the mountains, or in

the woods? Definitely�the�ocean�x� You’ve been given access to a Ɵme machine. What Ɵme period would

you travel to and why? The�1700’s—I�think�living�in�Colonial�America�would�have�been�very�cool�

x� What year did you enter into real estate? Full�Ɵme�in�1992�

SUSAN�x�Where�did�you�grow�up?��McLean!��x�What�do�you�like�to�do�in�your�free�Ɵme?��

Family�Ɵme�at�our�weekend�home�x�Where�would�you�choose�to�live:�by�the�ocean,�in�the�mountains,�or�in�

the�woods?�Mountains,�most�definitely�x� You’ve�been�given�access�to�a�Ɵme�machine.�What�Ɵme�period�would�

you�travel�to�and�why?�Probably�the�early�1900’s��to�experience�the�era�my�parents�&�grandparents�grew�up�in.�

x�What�year�did�you�enter�into�real�estate?�1982��BRITTANY�x� Where did you grow up? Manassas,�Virginia x� What’s your favorite food? Italian x� Where would you choose to live: by the ocean,

in the mountains, or in the woods? By�the�ocean x� If you could be on any TV game show, what would it be?

Wheel�of�Fortune x� What year did you enter into real estate? 2012�

��BRANDON�x� Where did you grow up? Sumter,�SC x� What’s your favorite food? Snow�Crabs x� What do you like to do in your free Ɵme?

Run,�Go�Fishing,�Listen�to�Music,�&�Watch�TV x� Where would you choose to live: by the ocean,

in the mountains, or in the woods? Ocean x� What year did you enter into real estate? 2013�

��MARY�x� Where did you grow up?

Virginia,�California,�Ohio,�Mississippi,�Georgia�and�Florida�x� What do you like to do in your free Ɵme? Golf�and�travel�x� Where would you choose to live: by the ocean,

in the mountains, or in the woods? Ocean�x� You’ve been given access to a Ɵme machine.

What Ɵme period would you travel to and why? Roaring�20s�x� What year did you enter into real estate? 2007�

�AUSTIN�x� Where did you grow up? Carlisle,�PA�x� What’s your favorite food? Pho�x� What do you like to do in your free Ɵme?

Watch/play�sports,�anything�involving�the�outdoors�x� If you could be on any TV game show, what would it be?

The�Price�is�Right�x� What year did you enter into real estate? June�2014�

APPENDIX A


Renee�Markwood,�Graphics�&�PrinƟng�(o)�703Ͳ790Ͳ1990�|�(d)�703Ͳ905Ͳ7252�[email protected] Renee designs & prints flyers, brochures, postcards and other custom markeƟng items for agents at $25 per hour. She also assists in our Agent Services Group.

Annie�Feierstein,�AdverƟsing�Coordinator�(o)�703Ͳ790Ͳ1990�|�(d)�703Ͳ873Ͳ5178�[email protected] Annie handles all adverƟsing and markeƟng for our oĸce. Annie also handles database management and markeƟng for agents in our Agent Services Group.

Ana�Vieira,�RecepƟonist�(o)�703Ͳ790Ͳ1990�[email protected] Ana is responsible for answering the phones and transferring calls as necessary. Ana also handles all deliveries and mailings for our oĸce.

Eshrat�Demougeot,�Weekend�RecepƟonist�(o)�703Ͳ790Ͳ1990�[email protected] Eshrat is responsible for all recepƟonist duƟes during the weekend.

Adele�Marrocco,��PartͲTime�Branch�Assistant�(o)�703Ͳ790Ͳ1990�|�(d)�703Ͳ905Ͳ7212�[email protected]�Adele assists the managers and staī on a partͲƟme basis. Glenda�Gibson,�PartͲTime�Branch�Assistant�(o)�703Ͳ790Ͳ1990�[email protected] Glenda assists the managers and staī on a partͲƟme basis.

Long�&�Foster,�McLean�Oĸce�RENEE�x� Where did you grow up? Toledo,�Ohio x� What’s your favorite food? I�enjoy�various�ethnic�restaurants.�x� What do you like to do in your free Ɵme? I�enjoy�books�and�fine�art.�I�love�

to�tutor�children�and�I�am�trying�to�learn�Spanish. x� If you could be on any TV game show, what would it be?

The�Amazing�Race,�but�I�would�want�to�be�on�the�crew,��not�a�contestant.�

x� What year did you enter into real estate? 1998

�ANNIE�x� Where did you grow up?�I�grew�up�in�many�diīerent�countries.��

My�father�works�for�the�US�State�Department�and�we�were��staƟoned�overseas�throughout�the�majority�of�my�childhood.�

x� What’s your favorite food? Sushi�x� What do you like to do in your free Ɵme?

In�my�free�Ɵme�I�play�a�lot�of�tennis�and�draw�pet�portraits.�x� If you could be on any TV game show, what would it be?

I�would�love�to�be�on�the�TV�Game�Show�“Survivor”�x� What year did you enter into real estate? 2010�

�ANA�x� Where did you grow up? Portugal�x� What do you like to do in your free Ɵme?

I�love�spending�all�my�free�Ɵme�with�my�family�x� If you could be on any TV game show, what would it be?

Family�Feud�x� You’ve been given access to a Ɵme machine.

What Ɵme period would you travel to and why? 2050�to�see�what�technology�will�be�like�then�

x� What year did you enter into real estate? 1999�

�ESHRAT�x� Where did you grow up? We�moved�a�lot—so�I�really�lived�in��

several�countries�growing�up—Burma,�Iran,�India,�and�Bangladesh.�x� What do you like to do in your free Ɵme? I�love�to�walk�and�read.�x� Where would you choose to live: by the ocean, in the mountains, in the

woods? By�the�ocean.�x� If you could be on any TV game show, what would it be?�

Wheel�of�Fortune�x� What year did you enter into real estate? 2012��ADELE�x� Where did you grow up?

I�grew�up�in�the�beauƟful�but�cold�state�of�New�Hampshire x� What’s your favorite food?

Ah,�food,�food�wonderful�food—I�love�it�all—maybe�cookies!�x� What do you like to do in your free Ɵme?

I�love�to�read,�get�together�with�friends,�shop,�and�watch�TV�x� Where would you choose to live: by the ocean, in the mountains,

or in the woods? I�would�choose�to�live�near�the�ocean—it�is�always�changing�and�so�beauƟful�

x� What year did you enter into real estate? I�entered�the�big,�exciƟng�world�of�real�estate�in�May�1978—�that’s�a�long,�long�Ɵme�ago.�

�GLENDA�x� Where did you grow up? Washington,�D.C.,�Ohio,�Virginia�x� What’s your favorite food?

Chocolate,�Red�Wine,�Indian,�Italian,�Spanish�x� Where would you choose to live: by the ocean, in the mountains,

or in the woods? Ocean��x� You’ve been given access to a Ɵme machine. What Ɵme period would you

travel to and why? 2044.�I�have�a�huge�curiosity�regarding�what�will�take�place�throughout�the�world�and�will�cause�irreversible�changes�regarding�geography,�culture,�technology,�populaƟon,�business,�the�news�industry,�and�especially�religion.�


APPENDIX B.1

Listing Memorandum TO: _____________________

FROM: Lonnie Plaster/Susan Fadoul

DATE: _____________________

RE: _____________________

Congratulations on your new listing at ___________________________. In reviewing your listing package as submitted please note that the following documents and/or information is missing or requires additional review and action: Form Name Form Number Exclusive Right to Sell Listing Agreement LF595 Property Disclosure Form LF503 Lead Based Paint Disclosure Form (if built before 1978) LF089 Affiliated Business Disclosure Form LF172V Home Warranty Selection Form (If Applicable) Copy of MLS Copy of Tax Record Sellers Net Sheet Other Please provide any corrected or missing documents to your office administrator within one business day. If you have any questions please don’t hesitate to ask. Thank you.


APPENDIX B.2

Sales Contract Memorandum TO: _____________________


DATE: _____________________

RE: _____________________

Congratulations on your sale of the property at ___________________________. In reviewing your case as submitted please note that the following documents and/or information is missing or requires additional review and action: Form Name Form Number Regional Sales Contract LF031 Jurisdictional Addendum (VA, MD or DC) LF052 Home Inspection/Radon Addendum (If Applicable) LF1391 Financing Addendum (Conventional, FHA or VA) LF216V/LF214V/LF215V Contingencies/Clauses Addendum (If Applicable) LF160 Lead Based Paint Disclosure and Inspection (Before 1978) LF089 Affiliated Business Disclosure LF172V Property Disclosure Form Signed by all Parties LF503 Lender Letter/Good Faith Estimate of Settlement Charges Exclusive Right to Represent Buyer Agreement (if on buyer’s side) LF203 Copy of MLS and Tax Record Earnest Money Deposit Check Other: Please provide any corrected or missing documents to your office administrator within one business day. If you have any questions please don’t hesitate to ask. Thank you.


Long & Foster McLean

Agent Services Group (ASG) Agent Solution 9/30/14 Version

Purpose: To provide a high level of support to enhance agent

productivity and quality of life.

Listing Services

Marketing/Database Management

Transaction Management/Post-

Closing Services

APPENDIX C


Ma

What is included: 9 Build/Maintain Agent Sphere of Influence Database. 9 Work with agent to develop and implement a 12 month mailing and/or e-

mail campaign to sphere list/database. 9 Coordinate with Graphic Designer/outside vendor to produce marketing

pieces as needed to implement plan. 9 Update sphere list/database as needed. 9 Assistance in developing and implementing a direct mail program to

farming area.

What is not included: 9 Monthly/yearly fee for CRM program. Database is maintained on Excel

spreadsheet for easy importing/exporting. Storage is available on Backagent for free.

9 Graphic Designer fees, printing and postage costs for marketing materials.

Marketing/Database Management Support


What is included: 9 Process all listing documents, mailing copy of listing agreement with thank

letter to seller. 9 Upload all documents electronically for agent 24/7 access from anywhere. 9 Schedule stager, photographer, home inspector or any other pre-listing

appointments as required by agents marketing plan. 9 Call up sign. 9 Order property brochures, domain name for individual property website and

schedule Open Houses or Broker Opens. 9 Enter listing information to include photos, videos and disclosure documents

into MRIS and activate as per agent instructions and property is parade ready.

9 Implementing print marketing plan as directed by agent.

What is not included:

9 Cost of vendors (stager, photographer, designer, etc…), printing of brochures or video production.

9 Cost of sign installation/removal. 9 Cost of print media marketing or additional online fees for listing

enhancements.

Listing Support


What is included: 9 Process contract and enter into Backagent—includes completion of

case sheet. 9 Send complete package of all documents to client. 9 Place all contract contingencies/deadline and closing on agent

calendar. 9 Schedule home inspection, radon inspection, termite, well/septic or

any other inspection necessary to fulfill contract requirements. 9 Notify purchaser of all pertinent dates for inspections. 9 Send required documents to lender, title company and insurance

company as required. 9 Send closing letter to buyer/seller with detailed instructions on what

to bring and where to be at what day and time. 9 Process HUD-1 and send copy of HUD-1 to marketing person to be

sent to client on January 2nd. 9 Submit any address/contact information changes to database

management person.

What is not included: 9 Attendance at inspections, walkthroughs or closings. 9 Costs associated with inspections and/or necessary repairs.

Contract/Post-Closing Services


9 MRIS Update Changes. 9 Automatic Submission of Agent Reimbursement Forms for postage as

used. 9 Technology Support (setting up e-mail on phone, backagent, file link,

general questions). 9 Writing/editing of business correspondence. 9 One stop administrative assistance—our coordinator will work with

other members of our staff to coordinate and streamline any back office issues that may arise.

9 Schedule conference rooms or other office venues as needed for meetings/events.

Additional Services


Cost of Partnership

x 1 year commitment (Contract) x $100 Monthly Charged to Agent Statement

(must have active credit card on file) x Monthly Fee Includes 12 Closed Transactions--

$100 fee for every transaction over 12


Agent Services Group Agreement

This agreement is hereby made on this _____ day of ____________, 201_ by and between ____________________(agent) and Long & Foster McLean (Broker). Broker agrees to provide additional services as per the most recently updated Agent Services Group Agent Solution Brochure (________version). The effective date of this agreement will be the _____day of __________, 201_. In consideration for additional services provided Agent hereby agrees to the following:

1 year commitment to program from effective date. A $100 per month membership fee for 12 consecutive months billed to agent account. A $100 per closed transaction fee for any cases above 12 within the one year contract

period. A valid/active credit card on file with Long & Foster. All graphic design and mailing preparation will be billed at $25.00 per hour (1/2 hour

increments). All postage costs will be as per office policy and/or the responsibility of the agent. Agents agree to provide feedback on the program on a regular basis so that the program

can be refined/developed to bring the most value to the agent. By signing below Agent and Broker agree to the terms outlined above. This agreement will not automatically extend and will require renewal at the end of the 12 month term: _____________________________ ______________________________ Agent Sales Manager/Managing Broker


Memorandum TO: All Agents/Employees

FROM: Lonnie Plaster

DATE: October 23, 2014

RE: Floor Duty Guidelines

In an effort to promote a more professional image and to provide better service to our customers/clients the following Floor Duty Guidelines are being implemented for the McLean Sales Office:

1. The floor duty calendar is available on BackAgent under Office > Resources > Floor Duty Calendar. 2. All telephone responsibilities belong to the receptionist. Duty agents are not required to be at the front desk

but should notify receptionist at the beginning of each shift of their location in the building for easy access. 3. Duty Agent and Staff will at all times be dressed in a professional manner (business attire). 4. There should be absolutely no eating at the front desk. 5. All agents are to work their entire shift. 6. No non-business related calls should be made or received from the duty desk. 7. All New Agents (6 months or less in the business) who join our office will be required to pull floor duty

with an experienced agent for a minimum of 6 hours or 2 shifts before being placed on the schedule. This is a learning experience for the new agent, and all client calls belong to the training agent, and can be shared with trainee at training agent’s discretion.

8. You will never have pre-scheduled appointments during your floor duty. 9. In order to be eligible for floor duty in any given month you must have attended and signed in to at least

one sales meeting in the month prior (there will be exceptions for excused absences). 10. Only agents that sign up for desk duty will receive office leads to include relo-referrals and broker-to-

broker referrals. 11. If a specific agents name is mentioned, transfer the call to that agent. 12. The phones are answered: “Thank you for calling Long & Foster Real Estate and Christie’s International

Real Estate, how may I direct your call?” Any call where a specific agent is not asked for or a specific agents name is not mentioned should be referred to the duty agent so the customer can receive immediate assistance.

13. Rental calls should either go to the duty agent or to the listing agent. 14. Callers should never be told that an agent “rarely comes into the office,” or “he/she works from home.”

If a caller insist upon knowing the location of an agent say “I do not know his/her schedule for today, but I will connect you to their office and they will return your call as soon as possible.” No other explanation is necessary.

15. If you are unsure on how to handle a specific call, please refer them to the manager or branch administrator.

16. If an agent can’t work the time slot that they signed up for, then the agent is responsible to find a replacement for themselves if the shift is within 48 hours.

17. The Receptionist will place a reminder call to your voice mail prior to your scheduled shift. If you miss two floor duty time periods (non emergency) during any month you will not be eligible for floor duty for the next month.

APPENDIX D


Revised 9/25/13

BackAgent Set-Up Instructions HTTP://LFMCLEANROCKS.COM

Account Set-Up: 1. You received an e-mail from [email protected]. Click on the link in the e-mail that says the

following: Click Here to Setup Your Account. 2. This takes you to the BackAgent set-up page.

3. Check the box next to “I accept the terms and conditions” and click “Confirm & Continue”. 4. On the next screen, enter your Intranet ID (which is your FirstName.LastName) 5. Then, create a password

Your password must be between eight and thirty characters long. Your password cannot include any portion of your name. If you use a common word, you must add extra numbers, letters, or symbols.

APPENDIX E.1


Revised 9/25/13

7. When all 3 boxes are shaded green, click “Verify & Complete Setup. It will then bring you to a

new screen and ask you to Please Sign In.

a. Enter your Intranet ID (FirstName.LastName)

b. Enter your password

c. Click “Secure Sign In”


Revised 9/25/13

8. On the next screen, you may choose to update your information or you can select “Skip This

Step for Now”. 9. The next screen is the main screen of BackAgent. You’ll notice agent posts. This is our office

“bulletin board”. This is where agents post information about new listings, coming soon listings, buyer’s needs, and open houses. Simply click “Add Post” and follow the instructions.

10. You’ll also see the calendar to the right. This is our office/training calendar. You can click “View Calendar” to access the calendar. This is our most up-to-date calendar, so make sure to check it often.


Revised 9/25/13

To Reserve a Conference Room: 1. Open your browser and go to http://lfmcleanrocks.com. 2. Click “Office”

3. Click “Resources”

APPENDIX E.2


Revised 9/25/13

Click on the conference room you’d like.

Dolley Madison Conference Room A is the room directly behind the receptionist. Dolley Madison Conference Room B is the room with the circular table.

4. Select the time slot you’d like. 5. The next screen shows your name, which conference room you’re reserving, and the date &

time. Check the box and click “Confirm Reservation”.


Revised 9/25/13

To Sign-Up for Floor Duty: 1. Open your browser and go to http://lfmcleanrocks.com. 2. Click “Office”

3. Click “Resources”

APPENDIX E.3


Revised 9/25/13

4. Click “Floor Duty Schedule” 5. All available shifts are shaded green. 6. Select the shift you’d like, click the box and click “Confirm Reservation”.


Revised 9/25/13

To Access the Office Roster: 1. Open your browser and go to http://lfmcleanrocks.com. 2. Click “People”

3. Click “Associate & Staff”

APPENDIX E.4


Revised 9/25/13

4. In the search bar, type in the name of the associate you’re looking for and click “Find”

5. The person’s information will be listed below. You can, then, click their name to view their full profile.


Getting Started – Register and Activate FileLink You must first register and activate FileLink before use.

1. Access the sign up page for FileLink powered by Oxygen by entering

http://LNF.oxygencloud.com in the address field of your browser. 2. Once on FileLink registration page, click the New Users Signup button

3. In the Email field, enter the first part of your Long & Foster email address without

entering the @ or lnf.com or longandfoster.com. Example: John.Doe

4. Click the Signup button. 5. A User Registration page will appear.

APPENDIX F.1


6. Enter your employee login (headquarters network login) in the Username field and your password in the Password field. This is the same password you use to access the Long & Foster network.

7. Click the Login button. 8. An “Activate Your Long & Foster Oxygen Account” page will open. 9. In the top field your Oxygen ID will be displayed. Now enter your first name and last

name in the fields provided. 10. Click the Activate button.


11. A new window will display thanking you for activating your new account.

12. Click the Continue button to close the window. 13. The FileLink window will appear and you can now log into FileLink by entering your

username and password. Enter your employee login and password, and click Login.

14. You are now logged into FileLink.

(Note: A “Getting Started” window may appear if you have not un-checked the “Show at login” checkbox in the lower left corner of the window. To avoid seeing this message in the future, uncheck this box. To close the window, click the X in the upper right corner of the window.)


15. The web interface screen will now appear. From here, you can upload, download, view and share your files. (Note: This page can be accessed on any PC with Internet access.)

How to Add Files

1. To add a file, click on the Upload File link.


2. A “Choose File to Upload” window will appear. Select the file you wish to upload.

3. Click the Open button to upload the file.

4. Once the file has been uploaded, you will receive a notification that the upload is complete.


How to Add Folders

1. Click the Create Folder link.

2. Enter a Name for your folder in the Folder Name field. Click the Create button.

3. The new folder will then appear on the page.

4. To add a file to the folder, click the folder name to open it. Then upload a file to the open folder using the instructions above for “How to Add Files.”


Using the FileLink Web 6LWH Powered by Oxygen How to Access

1. Access the FileLink web VLWH powered by Oxygen by entering

http://LNF.oxygencloud.com in the address field of your browser. 2. Once you’re on the FileLink page, enter the Long & Foster email address you used

when you created your account into the Oxygen ID field. Example: [email protected].

3. Click the Login button.

4. The FileLink login page will appear. Enter your employee login (headquarters network

login) in the Username field and your password in the Password field. This is the same password you use to access the Long & Foster network.

APPENDIX F.2


5. Click the Login button. 6. You are now logged into FileLink.

(Note: A “Getting Started” window may appear if you have not un-checked the “Show at login” checkbox in the lower left corner of the window. To avoid seeing this message in the future, uncheck this box. To close the window, click the X in the upper right corner of the window.)

7. The web VLWH screen will now appear. From here, you can upload, download,

view and share your files. (Note: This page can be accessed on any PC with Internet access.)


How to Add Files

1. To add a file, click on the Upload File link.

2. A “Choose File to Upload” window will appear. Select the file you wish to upload.


3. Click the Open button to upload the file.


How to Add Folders

1. Click the Create Folder link.

2. Enter a Name for your folder in the Folder Name field. Click the Create button.


3. The new folder will then appear on the page.

4. To add a file to the folder, click the folder name to open it. Then upload a file to the open folder using the instructions above for “How to Add Files.”


��How to Share Files Using the FileLink Web 6LWHPowered by Oxygen

1. Sign in to the FileLink web VLWH powered by Oxygen by visiting

http://LNF.oxygencloud.com. 2. Click the down arrow on the right hand side of “More.” 3. Scroll down and click the option “Create New Space.”

4. A new window will open. 5. Enter a name for the new space in the field provided.

(Note: In order to share a file you must first create a space to store the shared file in)

6. Click the checkbox for “Listed in directory” only if you want to share your new

space with everyone at Long & Foster – this means that everyone within the company will be able to view your files. In most cases, you should not check this box.

APPENDIX F.3


7. Click the checkbox for “Enable write permissions by default” if you would like to allow the person who is sharing your space to be able to modify the files within your space. If you do not check this box, they will only be able to view the files in your space.

8. Click the Create Button.

9. The window will close, and the new folder will now be displayed in your

directory.

10. Click on the folder to open it. 11. Upload any files you would like to share into the folder.


12. Once the files have been added, click “Manage Space” to the right of the

file.

13. The screen will refresh and display a new screen. 14. Add the person you would like to share your folder with by selecting “Add

Member.”

15. You can select the person you would like to add by finding them on the list that is displayed, or by entering their name in the search field. The person you select must have a FileLink account.


16. Highlight their name and click the Add button. 17. You have now shared your folder with the person you have selected. They

can view the shared folder and all of the folder’s contents by signing in to their FileLink account.


Moving Existing Files from Your Current Mapped Drive

You can move your existing files from any mapped drive by using the FileLink web interface.

1. Sign in to the FileLink web interface powered by Oxygen by visiting

http://LNF.oxygencloud.com. 2. Click the Upload File link.

3. A “Choose File to Upload” window will appear. Locate the current mapped drive(s).

4. Highlight the file you would like to move.

APPENDIX F.4


5. Once highlighted, click the Open button to copy the file from the current mapped drive to FileLink. Only one file can be moved at a time.

6. The File Upload window will display.



Washington Post L&F Full Page Advertising Form DEADLINE:

ALL Washington Post Ads MUST be submittied by WEDNESDAY at 5:00 p.m. Ads that are received after the deadline will NOT be on the L&F page but in the Regular Classified Section

Your ad will NOT run if this form is not fully completed and submitted to: Annie Feierstein at [email protected]

AD PRICES:

($5.00 per line) Option B: 8-lines (non-photo) (140 Characters with spaces) = $40.00

Option C: 12-lines (non-photo) (280 Characters with spaces) = $60.00

Option E: 16 lines (non-photo) (420 Characters with spaces) = $80.00

Options F: 16 lines (with photo) (140 Characters with spaces) = $80.00

Option G: 24 lines (non-photo) (700 Characters with spaces) = $120.00

Option H: 24 lines (with photo) (420 Characters with spaces) = $120.00

Option I: 32 lines (non-photo) (980 Characters with spaces) = $160.00

Option J: 32 lines (with photo) (700 Characters with spaces) = $160.00

(ALL Ads will run FULL RUN – Virginia, Maryland, & Washington, D.C.)

ADVERTISMENT OPTIONS EXAMPLES:

SEE BELOW (PAGE TWO) FOR FORM TO FILL OUT AND RETURN TO [email protected]

APPENDIX G.1


AGENT INFORMATION

- Name:

- Phone Number:

- Agent # (billing):

- Date to Run Ad:

ADVERTISMENT INFORMATION

-Ad Option You Have Chosen (B, C, E, F, G, H, I, or J):

- Property Address:

- City:

- State:

- Price:

- MLS ID:

- Open House Hours:

- Heading (Optional):

- Description (please DO NOT exceed the character limit for the Ad Option you have chosen and

please do not type out in all caps):


5

LONG & FOSTER

ADVERTISING PRE-APPROVAL REQUEST “MCLEAN/ARLINGTON GAZETTE”

DEADLINE: TUESDAY BEFORE 3PM ***YOUR AD WILL NOT BE RUN UNLESS THIS FORM HAS BEEN

COMPLETED AND TURNED INTO [email protected]***

PLEASE FILL OUT COMPLETELY Please save your ad in another location so you do not save over this form.

AGENT NAME: AGENT NUMBER (billing): PUBLICATION DATE: PHONE # TO APPEAR: FOR: (Property Address): CITY: ARLINGTON or GMOV(Great Falls, McLean, Oakton, Vienna) Publication: PHOTO SUBMISSION (Please Email Property Photo to [email protected]) PRICE: HEADING: WEBSITE: TEXT *(Please do not type out in all caps):

APPENDIX G.2


McLean Sales Office 1311-A Dolley Madison Blvd. McLean, VA 22101 (703) 790-1990

TO: McLean L&F Agents/Staff


DATE: December 31, 2012

RE: Agent Fund

In 2012 our Agent Advisory Group made the decision that as a Team we were going to come together and provide services to our clients and fellow agents that are a step above the industry standard. As an agent group they would administer a fund that would do the following:

Provide coffee and bottled water to agents, clients and other guests to the office Provide Confidential Shredding Services (Lockboxes) on a monthly basis Provide one or two community shred day’s annually for the community Send Flowers/Memorial Contributions for births, deaths, special occasions from entire office Contribute to Community Service Projects Use as a promotional fund for agent initiatives that benefit the entire team

This fund is managed by the Agent Advisory Group and the annual contribution for 2013 is $120. Please see chart below for your pro-rated contribution. At the request of many of our agents and the Agent Advisory Group this fee will be automatically charged to every agent’s account ($10) on the 15th of each month. January $120.00 July $60.00 February $110.00 August $50.00 March $100.00 September $40.00 April $90.00 October $30.00 May $80.00 November $20.00 June $70.00 December $10.00

APPENDIX H


Kathryn�G.�Welsh�(Kathy)�Senior�Mortgage�Consultant�NMLSR:�240644�1355�Beverly�Road,�Suite�109,�McLean,�VA��703Ͳ244Ͳ4076��[email protected]��www.welshteam.com��Sarah�Welsh�Mortgage�Consultant�NMLSR:�1219736�1355�Beverly�Road,�Suite�109,�McLean,�VA��703Ͳ282Ͳ1780�[email protected]��www.welshteam.com��

�

April�Ayyoubi��Insurance�Manager�Long�&�Foster�Insurance�Direct:�703Ͳ877Ͳ7632�Fax:�703Ͳ653Ͳ8695�[email protected]�hƩp://www.longandfosterinsurance.com��RGS�Title�LLC�Teresa�M.�Schudel,�Esquire�Northern�Virginia�Regional�Director�McLean�Branch�Manager�1355�Beverly�Road,�Suite�100,�McLean,�VA��703Ͳ903Ͳ9600�tschudel@rgsƟtle.com��

MarkeƟng:�Ed�Schudel,�eschudel@rgsƟtle.com,��Mobile/Text��703Ͳ597Ͳ3949�

�

MBH�SeƩlement�Group,�L.C.�Chrissy�Burton��Branch�Manager�6862�Elm�Street,�Suite�200,�McLean,�VA�703Ͳ734Ͳ8900�[email protected]��

MarkeƟng:�Ainslie�Rose,�[email protected]��

Long�&�Foster,�McLean�Oĸce��

Core�Partners�

APPENDIX I


Menu�of�Services�Graphics�Department��

Room�122��

Color�Copies�=�65¢�per�impression��$25�per�hour,�$12.50�minimum�x� LisƟng�Brochures�x� MarkeƟng�postcards�x� InvitaƟons�x� Scanning�x� PrinƟng,�copying,�&�finishing�services�(cuƫng,�folding,�collaƟng�etc.)�x� Photo�manipulaƟon�x� File�management��

(file�conversions,�uploading,�downloading,�emailing,�etc.)�x� Addressing�x� Logo�design�x� LisƟng�PresentaƟon�items�x� Miscellaneous�markeƟng�items�x� Limited�web�site�updates�x� Limited�technical�assistance��Paper�OpƟons�11x17�65�lb�card�stock�=�10¢�per�page,�$25�per�ream�11x17�80�lb�card�stock�=�15¢�per�page,�$25�per�ream�11x17�100�lb�card�stock�=�20¢�per�page,�$25�per�ream�8.5x11�65�lb�card�stock�=�5¢�per�page,�$12.50�per�ream�12x18�80�lb�card�stock�=�20¢�per�page�Labels��=�25¢�per�page��For�more�informaƟon�contact�Renee�Markwood�703Ͳ905Ͳ7252�[email protected]�Annie�Feierstein�703Ͳ873Ͳ5178�[email protected]��

APPENDIX J


McLean Sales Office 1355 Beverly Road, Suite 109 McLean, VA 22101 (703) 790-‐1990 Agent Name Agent Address City/State, Zip Dear Agent Name: In an effort to absorb some administrative costs and after collaboration with the Agent Advisory Group we have decided to implement two new policies for 2013. The two new initiatives are as follows:

1. Inactivity Fee—On January 15th of each year we will be charging a $345 inactivity fee to any agent who has not had a transaction in the previous fiscal year (January – December). The fee is to cover the administrative costs of maintaining an agent on the roster for the previous 12 months. All agents subject to this fee will be notified in writing on or before January 5, 2013 and their agent account will be billed on January 15, 2013. Agents who are licensed personal assistants to a team are exempt from this fee.

2. Re-‐application Fee—Beginning on January 1, 2013 if an agent’s license expires because of non-‐payment of renewal fees or lack of required CE Credits there will be a $295 processing fee required at the time of re-‐application. The $295 fee is in addition to the fee that is charged by the licensing authority.

I wanted to let you know that according to your 2012 production you will be subject to the $345 Inactivity Fee that will be charged to your agent account on January 15, 2013. We are always available to assist you in business planning and in developing a strategy to grow your business in 2013, please don’t hesitate to let us know how we can help. Please let me know if you have any questions or concerns. Sincerely, Lonnie Plaster Managing Broker

APPENDIX K


Professional Development/Mentor Agreement

Agreement between Long & Foster Realtors® and , sales associate in the McLean office, dated , 20 .

At Long & Foster our goal is to provide you the tools you need to get your business up and running as quickly as possible. One of the best ways to achieve that goal is to utilize the services of our in-house Professional Development Coordinator who will act as your coach and your mentor from day one until you have reached 12 full months in the business. This agreement will automatically terminate at that time.

THE PARTIES AGREE TO THE FOLLOWING

In addition to all of the Management Support at Long & Foster your Professional Development Coordinator will provide the following:

§ To oversee the activities of the new sales associate as (s)he participates in training programs such as Starbuilders® , 90 Day Jump Start Program, small group coaching, and others as offered

§ To orient the new associate to the company and to the office § To assist new associate with developing a Business Plan § To consult with the new associate on a regular basis and discuss prospecting activities,

training questions, farming and field training § To provide assistance and guidance on transactions § To provide strategies and techniques for holding an Open House, taking floor duty, taking a

listing, counseling with a buyer, conducting a showing, home inspections, appraisals, property settlements and other activities deemed necessary by the Manager.

New Sales Associate agrees:

§ To attend and participate in all University of Long & Foster Starbuilder® classes § To develop a listing farm and compile data on every home in farm area § To prospect weekly as per your 90-day plan § To prepare a Sphere of Influence (SOI) list; send announcements to everyone on the SOI

list and make follow-up calls to all close friends and others who are not on the DNC lists. § To attend small group and skills classes as scheduled, and attend weekly sales meetings § To complete the 90 day Jump Start Program § To prepare a Business Plan and adhere to it daily/weekly/monthly § To attend special courses as available § To demonstrate to the Professional Development Coordinator the ability to explain Sales

and Listing Contracts and Agency Disclosures to clients and customers § To demonstrate knowledge of real estate financing § To demonstrate the skills to make Expired listings and For Sale by Owner prospecting calls

and to make calls daily to the FSBO and Expired listings in a market area. (Check against Do Not Call lists)

APPENDIX L


§ To offer relocation services through the Leading Real Estate Companies of the World to all sellers who are moving from the area

§ To close on 1 transaction before the end of your first 90 days of affiliation § In my real estate practice and in my relationships with other real estate professionals, I will

provide equal service without regard to race, color, religion, national origin, sex, disability, or familial status, and as directed by state and local Fair Housing laws.

Sales Associate agrees to pay a fee of $100 per month to Long and Foster for the first 12 months with the McLean Sales Office for participation in the Professional Development Mentor Program. Once the agent has closed/settled three sales transactions with the McLean Sales Office, the agent will receive a credit/reimbursement of $1200.

______________________________ ________________ Sales Associate Date ______________________________ ________________ Professional Development Coordinator Date ______________________________ ________________ Manager Date


APPENDIX M.1

Long%&%Foster%Intranet%–!Café"To#Access#the#Cafe#:#!

Type http://café.lnf.com into your web browser. If outside the office, you’ll need to enter your username (agent ID #) and password. The café page will open.

On the right side of the screen you’ll see “Agent Quick Links”. From here you can access your Agent Statement, CSOL, Comet, and Xcelerate.

You can also access the Long & Foster Departments’ websites from here. Just click “Departments” at the top of the screen.


To#Access#your#E2mail:##

1. Click on “My E-mail”

2. Type in the following log-in information:

Your!PASSWORD!


Accessing(Your(Agent(Statement!1. Go%to%the%L&F%Café.%http://cafe.lnf.com%2. On%the%right%side,%click%“Agent%Statements”%

%

%

%

%

%

%

%

%

%

%

%

%

%

3. Click%“Launch%Agent%Reports”%

%

%

%

%

%

%

%

APPENDIX M.2


4. Hover%over%“Agent%Reports”%and%click%“Agent%Statement”.%%

%

%

%

%

%

%

%

5. Click%“View”.%

%

%

%


Accessing(Xcelerate!1. Go%to%the%L&F%Café%and%click%on%Xcelerate%on%the%right%side%of%the%page. %

2. Click “Xcelerate” to the left.%

3. Click%“Continue”%in%the%middle%of%the%page.%You’ll%then%see%the%Xcelerate%dashboard.%

%

APPENDIX M.3


Websites for McLean Sales Office

L&F Café: Long and Foster’s company portal for access to contract writing documents (Xcelerate), marketing flyers and reports, company-‐wide announcements, individual agent statement reports, etc.

http://cafe.LNF.com

BackAgent: McLean Sales office intranet which serves as a message board among agents, contains the office events calendar, floor duty sign-‐up calendar, documents section, promote tab for creating flyers and more. This website is specific to McLean Sales office and can only be accessed using the following links:

https://LFMcLeanRocks.com (OR)

https://longandfoster.backagent.net

Five Street: This website serves a back-‐up to floor duty when there is an open shift with no agent coverage. Lead information is entered into the website by the receptionist and the lead is sent out via text message and email to those agents who have registered for Five Street. The first agent to click on the link within the text or email and claim it will receive the contact information to follow up with the lead.

Social Media

Facebook: http://www.facebook.com/Longandfostermclean Twitter: http://twitter.com/lnf_mclean Google+: http://bit.ly/1D81WHzhttp://bit.ly/1D81WHz Blog: http://longandfostermclean.wordpress.com/ Instagram: @LnF_McLean

APPENDIX N