HOME SELLING AND REAL ESTATE PROFESSIONALS

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-1 METHOD USED TO FIND REAL ESTATE AGENT, BY FIRST TIME OR REPEAT SELLERExhibit 7-2 METHOD USED TO FIND REAL ESTATE AGENT, BY MILES MOVEDExhibit 7-3 NUMBER OF AGENTS CONTACTED BEFORE SELECTING ONE TO ASSIST WITH SALE OFHOMEExhibit 7-4 SELLER USED THE SAME REAL ESTATE AGENT FOR THEIR HOME PURCHASE, BY MILESMOVEDExhibit 7-5 HOME LISTED ON MULTIPLE LISTING SERVICEExhibit 7-6 LEVEL OF SERVICE PROVIDED BY THE REAL ESTATE AGENTExhibit 7-7 WHAT SELLERS MOST WANT FROM REAL ESTATE AGENTS, BY LEVEL OF SERVICEPROVIDED BY THE AGENTExhibit 7-8 MOST IMPORTANT FACTOR IN CHOOSING A REAL ESTATE AGENT TO SELL HOME, BYLEVEL OF SERVICE PROVIDED BY THE AGENTExhibit 7-9 METHODS REAL ESTATE AGENT USED TO MARKET HOMEExhibit 7-10 HOW REAL ESTATE AGENT WAS COMPENSATEDExhibit 7-11 NEGOTIATING THE COMMISSION RATE OR FEE WITH THE REAL ESTATE AGENTExhibit 7-12 WOULD SELLER USE REAL ESTATE AGENT AGAIN OR RECOMMEND TO OTHERSExhibit 7-13 HOW MANY TIMES SELLER RECOMMENDED TYPICAL AGENTThe 2016 Profile of Home Buyers and Sellers

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-1METHOD USED TO FIND REAL ESTATE AGENT, BY FIRST TIME OR REPEAT SELLER(Percentage ***15RepeatSeller40%302**4***4**2*17All 21*RepeatSeller35%28454422311***101*7**11All sellersReferred by (or is) a friend, neighbor or relative42%Used agent previously to buy or sell a home22Visited an open house and met agent2Internet website (without a specific reference)2Personal contact by agent (telephone, email, etc.)1Referred by another real estate or broker2Saw contact information on For Sale/Open House sign2Referred through employer or relocation company*Direct mail (newsletter, flyer, postcard, etc.)*Walked into or called office and agent was on duty4Newspaper, Yellow pages or home book ad2Advertising specialty (calendar, magnet, etc.)*Crowdsourcing through social media/knew the person through social media1Saw the person's social media page without a connection*Other18U.S.Referred by (or is) a friend, neighbor or relativeUsed agent previously to buy or sell a homePersonal contact by agent (telephone, email, etc.)Referred by another real estate or brokerInternet website (without a specific reference)Visited an open house and met agentSaw contact information on For Sale/Open House signReferred through employer or relocation companyDirect mail (newsletter, flyer, postcard, etc.)Walked into or called office and agent was on dutyNewspaper, Yellow pages or home book adAdvertising specialty (calendar, magnet, etc.)Crowdsourcing through social media/knew the personthrough social mediaSaw the person's social media page without a connectionOther* Less than 1 percentThe 2016 Profile of Home Buyers and Sellers

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-2METHOD USED TO FIND REAL ESTATE AGENT, BY MILES MOVED(Percentage Distribution)IndianaReferred by (or is) a friend, neighbor or relativeUsed agent previously to buy or sell a homeVisited an open house and met agentInternet website (without a specific reference)Personal contact by agent (telephone, email,etc.)Referred by another real estate or brokerSaw contact information on For Sale/OpenHouse signReferred through employer or relocationcompanyDirect mail (newsletter, flyer, postcard, etc.)Walked into or called office and agent was ondutyNewspaper, Yellow pages or home book adAdvertising specialty (calendar, magnet, etc.)Crowdsourcing through social media/knewthe person through social mediaSaw the person's social media page without aconnectionOtherU.S.All 10 miles 11 - 20 21 - 50 51 - 100 101 - 500sellers or less miles *25*****13All 10 miles 11 - 20 21 - 50 51 - 100 101- 500sellers or less miles milesmilesmiles501ormoreReferred by (or is) a friend, neighbor orUsed agent previously to buy or sell a homePersonal contact by agent (telephone, email,etc.)Referred by another real estate or brokerInternet website (without a specific referenceVisited an open house and met agentSaw contact information on For Sale/OpenHouse signReferred through employer or relocationDirect mail (newsletter, flyer, postcard, etc.)Walked into or called office and agent was ondutyNewspaper, Yellow pages or home book Advertising specialty (calendar, magnet, etc.)Crowdsourcing through social media/knewthe person through social mediaSaw the person's social media page without he 2016 Profile of Home Buyers and Sellers

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-3NUMBER OF AGENTS CONTACTED BEFORE SELECTING ONE TO ASSIST WITH SALE OF HOME(Percentage Distribution)IndianaOneTwoThreeFourFive or more75%17%5%*3%* Less than 1 percentNUMBER OF AGENTS CONTACTED BEFORESELECTING ONE TO ASSIST WITH SALE OF HOME(Percentage 0OneU.S.OneTwoThreeFourFive or moreTwoThreeFourFive or moreNUMBER OF AGENTS CONTACTED BEFORESELECTING ONE TO ASSIST WITH SALE OF HOME72%16822(Percentage ve or more0OneThe 2016 Profile of Home Buyers and SellersTwoThree

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-4SELLER USED THE SAME REAL ESTATE AGENT FOR THEIR HOME PURCHASE, BY MILES MOVED(Percentage Distribution Among Sellers Who Used an Agent to Purchase a Home)IndianaYesNoU.S.Used the same agentUsed a different agent11 to 20miles71%29%21 to 50 51 to 100 101 to 500milesmilesmiles78%100% **22% *100%501ormore63%37%10 milesor less82%18%Allsellers55%45%10 milesor less86%1411 to 20miles79%2121 to 50 51 to 100 101 to 0All sellers10 miles orless11 to 20 miles 21 to 50 miles51 to 100milesUsed a different agentThe 2016 Profile of Home Buyers and Sellers101 to 500milesUsed the same agent501or more100%

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-5HOME LISTED ON MULTIPLE LISTING SERVICE(Percentage Distribution)IndianaHOME LISTED ON MULTIPLE LISTING SERVICEYesNoDon't know(Percentage Distribution)86%7%7%IndianaDon't know, 7%No, 7%Yes, 86%U.S.YesNoDon't knowHOME LISTED ON MULTIPLE LISTING SERVICE(Percentage Distribution)92%3%6%U.S.Don't know, 6%No, 3%Yes, 92%The 2016 Profile of Home Buyers and Sellers

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-6LEVEL OF SERVICE PROVIDED BY THE REAL ESTATE AGENT(Percentage Distribution)IndianaA broad range ofservices andmanagement of mostaspects of the homesale82%A limited set ofservices as requestedby the seller6%The agent listed thehome on the MLS andperformed few if anyadditional services12%LEVEL OF SERVICE PROVIDED BY THE REALESTATE AGENT(Percentage Distribution)The agentlisted the homeon the MLSand performedIndianafew if anyadditionalservices, 12%IndianaA limited set ofservices asrequested bythe seller, 6%A broad range of services andmanagement of most aspects ofthe home sale, 82%LEVEL OF SERVICE PROVIDED BY THE REALESTATE AGENTU.S.A broad range ofservices andmanagement of mostaspects of the homesale83%A limited set ofservices as requestedby the seller8%The agent listed thehome on the MLS andperformed few if anyadditional services9%(Percentage Distribution)The agent listed thehome on the MLS andU.S.performed few if anyA broad range ofadditional services, 9%services andmanagement of mostaspects of the homesale, 83%A limited set ofservices asrequested bythe seller, 8%The 2016 Profile of Home Buyers and Sellers

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-6LEVEL OF SERVICE PROVIDED BY THE REAL ESTATE AGENTA broad range ofservices andmanagement of mostaspects of the homesaleA limited set ofservices as requestedby the sellerThe agent listed thehome on the MLS andperformed few if anyadditional 06(percentage distribution)83% 81% 81% 80% 80% 80% 80% 81% 79% 79% 83%9%9%9%9%8%8%9%9% 11% 11% 10% 12% 10% 12% 12%9%The 2016 Profile of Home Buyers and Sellers9%8% 10%8%9%9%

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-7WHAT SELLERS MOST WANT FROM REAL ESTATE AGENTS, BY LEVEL OF SERVICE PROVIDED BYTHE AGENT (Percentage Distribution)LEVEL OF SERVICE SOUGHT FROM THE AGENT BYTHE SELLERIndianaHelp price home competitivelyHelp sell the home within specific timeframeHelp find a buyer for homeHelp seller market home to potential buyersHelp seller find ways to fix up home to sell itfor moreHelp with negotiation and dealing withbuyersHelp with paperwork/inspections/preparingfor settlementHelp seller see homes available to purchaseOtherA broad rangeof services andmanagement A limited set ofof mostservices asaspects of the requested byAll sellershome salethe sellerThe agentlisted the homeon the MLS andperformed fewif 23311141520116520*1************ Less than 1 percentLEVEL OF SERVICE SOUGHT FROM THE AGENT BYTHE SELLERU.S.Help seller market home to potential buyersHelp sell the home within specific timeframeHelp price home competitivelyHelp find a buyer for homeHelp seller find ways to fix up home to sell itfor moreHelp with negotiation and dealing withbuyersHelp with paperwork/inspections/preparingfor settlementHelp seller see homes available to purchaseHelp create and post videos to provide tourof my homeOther* Less than 1 percentThe 2016 Profile of Home Buyers and SellersThe agentA broad rangelisted the homeof services andon the MLS andmanagement A limited set of performed fewof mostservices asif anyaspects of the requested byadditionalAll sellershome salethe 141511114471414151111111**11

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-8MOST IMPORTANT FACTOR IN CHOOSING A REAL ESTATE AGENT TO SELL HOME, BY LEVELOF SERVICE PROVIDED BY THE AGENT (Percentage Distribution)LEVEL OF SERVICE SOUGHT FROM THE AGENT BY THESELLERIndianaA broad rangeof services andmanagement ofmost aspects ofAll sellersthe home saleReputation of agentAgent is honest and trustworthyAgent is friend or family memberAgent’s knowledge of the neighborhoodAgent’s association with a particular firmAgent has caring personality/good listenerAgent's commissionAgent seems 100% accessible because ofuse of technology like tablet orsmartphoneProfessional designations held by 11*11514314***22**U.S.All sellersReputation of agent31%Agent is honest and trustworthy21Agent is friend or family member14Agent’s knowledge of the neighborhood14Agent has caring personality/good listener5Agent’s association with a particular firm4Agent's commission4Agent seems 100% accessible because ofuse of technology like tablet orsmartphone3Professional designations held by agent1Other5The 2016 Profile of Home Buyers and SellersA limited set ofservices asrequested bythe sellerThe agent listedthe home on theMLS andperformed few ifany additionalservicesLEVEL OF SERVICE SOUGHT FROM THE AGENT BY THESELLERA broad rangeof services andmanagement ofmost aspects ofthe home sale32%221412544A limited set ofservices asrequested bythe seller25%121624157The agent listedthe home on theMLS andperformed few ifany additionalservices24%191615635314217516

HOME SELLING AND REAL ESTATE PROFESSIONALSExhibit 7-9METHODS REAL ESTATE AGENT USED TO MARKET HOME(Percent of Respondents Among Sellers Who Used an Agent)IndianaMultiple Listing (MLS) websiteYard signOpen houseReal estate agent websiteReal estate company websiteRealtor.comThird party aggregatorsPrint newspaper advertisementDirect mail (flyers, postcards, etc.)Real estate magazineNewspaper websiteVideoOther Web sites with real estate listings (e.g. Google,Yahoo)Real estate magazine websiteSocial networking websites (e.g. Facebook,Twitter,etc.)Online Classified AdsVideo hosting Web sites (e.g. Youtube, etc.)TelevisionOtherAll Homes83%80495454554613106**112211094** Less than 1 percentU.S.Multiple Listing (MLS) websiteYard signRealtor.comReal estate agent websiteOpen houseReal estate company websiteThird party aggregatorsPrint newspaper advertisementOnline Classified AdsDirect mail (flyers, postcards, etc.)VideoOther Web sites with real estate listingsReal estate magazine websiteReal estate magazineThe 2016 Profile of Home Buyers and SellersAll Homes89%7052504745421111108776