TRY THIS SPECIAL NO-RISK OFFER!
P ut more money in your pocket with The Hassle
Free Home Selling System™, exclusively with The
Kelsey Cottrell Realty Group. Most Brokers will charge
you the same fee no matter how your home sells...even
if you find the buyer. With The Hassle Free Home Sell-
ing System™ you have complete flexibility...from “Full
Service” to “Do It Yourself ”.
You should hire us for the same reason that our past
satisfied sellers have used us. They know that they can
depend on us to get them the most money, in the short-
est amount of time, with the fewest hassles.
Our Hassle Free Listing Home Selling System™ offers
benefits that the ordinary agent does not. Our program
MEET THE KELSEY COTTRELL TEAM
W e believe that the real estate industry is on the
verge of a major shift away from primarily inde-
pendent agents who are left on their own to manage all
aspects of real estate transactions. We have the training,
coaching, platforms, systems, technology and processes
in place to help our agents succeed at a very high level.
offers flexible commissions to put more money in your
pocket, a cancel anytime policy, and the right to sell
your home yourself and pay us nothing.
Let’s examine one of our program’s benefits: we allow
you to cancel the listing at anytime. Most agents will
not give the consumer this right. You might ask your-
self why agents need to “lock you up” for four to six
months. Why would they be afraid to give you the right
to cancel? Our philosophy is that we would rather strive
to earn your business every day. We are confident that
we can provide a superior level of service and care. If we
don’t, we don’t deserve your business. It’s that simple.
Independent real estate agents already know the chal-
lenges of working on their own, juggling the hundreds
of varied tasks associated with each real estate transac-
tion. That’s why Kelsey Cottrell employs a full-time
staff of administrative professionals to assist our agents
and manage the hundreds of details involved in every
listing of a property and home purchase.
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 WHERE DO BUYERS COME FROM?

THE TOP 3 SOURCES

Buyer Source Other Agent

(How buyers found the % of Buyers Kelsey Cottrell Realty Group Strategy
home they purchased) Strategy

Find the Agent with the Buyer Program. Includes aggressive

Agents with buyers 35 - 40% ?
reverse prospecting*, e-flyers to agents in area.

Over 90% of buyers today start on the Internet!

Kelsey Cottrell Realty Group listings are linked to over 300
other websites, including MSN, Yahoo, Prudential VOW,
Internet 35% ?
Realtor.com, etc., ensuring maximum exposure and a speedy
sale. We also post our listings to Facebook Marketplace,
Twitter, Craig’s List, YouTube and stlouisrealestatetoday.com.

We use large, oversized yard signs with free 24-hour

Yard Signs 15% ?
information.

Note: All other sources: newspaper, neighbors, open houses,

etc. account for all of the few remaining sources. Unless
Top 3 Total 85%+ a marketing plan optimizes for the top 3, we find that ?
homes either do NOT sell or sit on the market for ex-
tended periods of time.

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 G E T TO P D O L L A R : H O M E S E L L E R S T R AT E G I E S

HOW DO YOU GET THE MOST MONEY FOR YOUR HOME?

By creating demand! In order to get your home sold for the most amount of money in the shortest time, you and your
realtor must create demand. It’s that simple. At the Kelsey Cottrell Realty Group, we specialize in full service premier
marketing and sales tactics and strategies designed to create demand, including our extensive online marketing strat-
egy. In today’s technology-driven market, if your realtor is not marketing your home online, to it’s fullest potential,
you are missing most buyers.

Strategies to Create Demand Kelsey Cottrell Average

Group Realtor
Pre-Sales Strategy
utilize market knowledge in order to determine potential market value - total market overview 3
study comparables in order to forecast price for highest return on investment 3
staging and decorating consultation available 3
preview the competition 3

Review the Sales Strategy

implement sales process and procedures to manage incoming leads, conversions, 3
contracts and closing
receive, follow-up with and convert prospective leads using the team approach 3

Lead Management Strategy

systematically following up on every lead from every source every time (no lead left behind) 3
automated action plans for every lead hit 3
agent showing follow up systems and pre-scheduled calls 3

Reporting Strategy
a system for capturing all phone call leads, including date of call, time of call and 3
phone number
weekly personal phone calls with showing feedback 3
weekly reports that includes number of leads generated, number of calls, lead sources 3

Marketing Strategy
quality photos shot by a professional photographer 3
noticeable yard signs that stand out amongst the competition 3
advertising to our referral network of customers, vendors and national database 3
of realtors
identifiable and professional home flyers 3

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 G E T T O P D O L L A R : H O M E S E L L E R S T R A T E G I E S ( C O N T. )

Strategies to Create Demand Kelsey Cottrell Average

Group Realtor
Marketing Strategy (continued)
professionally designed and crafted marketing collateral 3
exceptional reputation and identity within the real estate community 3
marketing calendar of events and activities so you never have to guess what we are
3
doing to market your property
utilize best of brand database technology to create a marketing strategy that creates 3
consistent and systematic communication with buyer leads

Internet Lead Generation Strategy

Create an internet strategy designed to generate an inventory of buyer leads,
3
to include postings on the following sites:
• multiple listing service (mls) 3
• realtor.com 3
• homes.com 3
• harmonhomes.com 3
• coldwellbanker.com 3
• prudential.com 3
• century21.com 3
• remax.com 3
• craigslist.com 3
• trulia.com 3
• base.google.com 3
• realestate.com 3
• immobel.com 3
• livedeal.com 3
• yahoo! real estate 3
• msn.com 3
• stltoday.com 3
• zillow.com 3
• propsmart.com 3
• youtube.com 3
• veoh.com 3
• metacafe.com 3
• blip.tv 3
• yahoo video 3

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 G E T T O P D O L L A R : H O M E S E L L E R S T R A T E G I E S ( C O N T. )

Strategies to Create Demand Kelsey Cottrell Average

Group Realtor
Internet Lead Generation Strategy (continued)
• aol.com 3
• netscape 3
• netzero.com 3
• wall street journal 3
• excite 3
post in facebook marketplace to achieve viral marketing of your listing 3
Craigs List marketing 3

Support and Customer Service Strategy

full-time marketing specialists who are trained in html, contact management expertise,
3
search engine optimization and systems analysis
full-time lead management team who follows up on every lead 3
full-time listing manager who keeps you informed of all activities 3
full-time dedicated contract-to-close specialist who monitors every part of the
3
transaction and holds all parties accountable to their promises so that you close on time
agents focused on following up with & working specifically with buyers 3

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 LISTING PLAN OF ACTION
T he first step we take in selling your home is to pre-
pare a COMPUTERIZED MARKET ANALY-
SIS and a Kelsey Cottrell Realty Group custom TOTAL
MARKET OVERVIEW. Comparing properties recently
listed, under contract, sold and expired in the past year
and providing current market trends are used as a guide
to position your property effectively in this competitive
shifting marketplace. Pricing is everything! We pride
ourselves in telling the truth and pricing our seller’s right.
We want you to sell your home for the highest price in
the shortest time with the least amount of hassle!
Professional Marketing Manager Coordinator
We have a professional photographer shoot the photo-
graphs for all of our listings. This allows us the oppor-
tunity to take great shots of the home for use in our pro-
fessionally prepared brochure and to prepare our Virtual
Tours for all of our online marketing efforts. Our pho-
tographer will make arrangements directly with you.
Please remember that on the day of the photo shoot, the
home must be ready! In addition, we always want to
shoot the photos on a sunny day, so weather does have
an affect on our timeframes. Please ask about getting a
virtual tour.
Detailed Color Brochures
Brochures in the home are professionally prepared with
color photos of the property, listing features and benefits,
survey and floor plan if available. Just so you know, we
do not put a price on our brochures. It generally takes 1
week to get the brochures to you; the time frame begins
the day we are live in the Multiple Listing Service.
Multimedia Virtual Home Tour
We offer most of our listings the opportunity for a
Multimedia Home Tour on the Internet. Our profes-
sional photographer takes MULTIPLE PHOTOS of the
interior and exterior of your property and posts those pic-
tures onto the MLS and to our multiple websites. We’ll
combine all photographs and Virtual Tour 360 views of
your property and neighborhood. Homes are visited
more online when a virtual tour is available. Only 3% of
St. Louis Realtors use virtual tours.
Time Frames for Marketing
Once we have a signed listing agreement and a spare
key, we can have your home on the market within 3-4
business days. However, it usually takes a day or two for
the sign company to professionally install the sign, and
there are certain time frames for arranging our profes-
sional photographer.
Enter You into the Multiple Listing Service
We enter your property into the MLS no later than
Thursday so you can be ready for showings on the week-
end. We upload 20 – 25 photographs and write the
copy. The multiple listing service only allows 1000
characters so we want to focus on the best features of
the property.
Signage and 24/7 Talking Ads
Our customized signs are distinctive and have a rid-
er with an 800 # to call! Potential buyers can access a
detailed-recorded description of your property anytime
of the day or night - hassle free! The caller ID feature of
this system then provides us with a list of those potential
buyers including their name and phone number and the
ads they listened to. More buyers calling present our
sellers a higher possibility of selling faster and for more
money. Detailed information about your home is avail-
able to interested buyers 24 hours a day, 7 days a week.
Much better than those brochure boxes!
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 LISTING PLAN OF ACTION

Preparing your home for sale Pool of Buyers

We will assist you in preparing your home for stag-
ing. We will help you to create a spacious feeling and
make sure your home has the curb appeal it deserves.
We know you want to increase the value of your home,
and we will work together to assess your situation.
Buyers who sign up at our website www.stlouisreal-
estatetoday.com can get information daily on new list-
ings, like yours, that fit their requirements. We have a
pipeline of millions of dollars of future buyers that may
be searching for a home just like yours!

Home staging is the very best proven way to get top
dollar for your home as you prepare it for sale. This is
because staging sets the scene throughout the house to
create immediate buyer interest in your property. This
will then lead to your home selling for the highest pos-
sible price in today’s market.
Open Houses - open 24 hours a day/7 days a week
We feature your home on the Internet 24 hours a day/
7 days a week! No traditional, old-fashioned open
houses! Did you know more homes sell because of a
family member or a neighbor than from open houses
and newspaper ads?

Staging is a few things. It is intelligent merchandising.
It is uncovering everything a house has to offer by dep-
ersonalizing it. This can mean clearing trees to discover
a view the home owners had long forgotten or removing
knickknacks from shelves and counters.
Less than 3% of homes sell because of an open house,
so we focus our marketing efforts on other proactive
ways to get your home sold!

How important is property condition to buyers?

Very important! A home in superior condition will
sell faster and for more money than a home in average
condition with a lower asking price. Many home sell-
ers recognize this, and repaint and recarpet their homes
in preparation for selling. These sellers know that the
home buyers purchase value and will perceive a clean,
fresh home as more appealing than an average, lived-in,
forgive-the-mess home.

Do empty homes show as nicely as furnished ones?

If you must move to your new home before your old
home has sold, simply take measures to ensure it shows
well empty; repair/replace worn carpet, oil woodwork,
wash windows and clean walls. We can also recommend
a staging company!

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 LISTING PLAN OF ACTION

Web Presence - Widespread Internet Exposure with Showings and Feedback

Key Local Focus
Kelsey Cottrell Realty Group provides extensive web
presence and exposure for clients looking to sell their
homes. We have retained some of the top talent in the
industry to ensure that our websites - we operate over 30
of them covering the St. Louis marketplace - show up in
the top results for key search terms used by home buyers
in the St. Louis market. Our large investment in these
websites is showing some amazing results.
Why is this important? 90% of buyers begin their search
on the Internet, and 35+% of home buyers find the home
they purchase on the Internet themselves. The Kelsey Cot-
trell Realty Group’s extensive web presence ensures sellers
receive more exposure for their listings than possible with
any other real estate agent in the St. Louis market. More
exposure means more buyers and a quicker sale!
We are a member of Showing Solutions. Agents all
over the metro area can schedule showings on all of our
listings with a simple phone call. By using this state of
the art system, agents can schedule showings in 1/10th
of the time. Agents appreciate this efficiency! Our sell-
ers have the peace of mind knowing when the home is
being shown.
Regarding obtaining feedback, we do ask specific
questions in our survey that is emailed to all showing
agents; about our price, condition of the home, and
most importantly, is the buyer going to make an offer?
We do get feedback about 60% of the time! You will
also receive a weekly report emailed to you indicating all
the feedback received.

90% of consumers use the Internet to search for a

home, not newspapers. All of our listings are adver-
tised on the Internet, through hundreds of web sites
and search engines.

We also post to Craig’s List 2 times a week. Craig’s

List is a very popular consumer website featuring homes
for sale. We have the largest presence in St. Louis on
Craig’s List.

Bottom Line: Our listings have more traffic due to the

number of photographs and the virtual tours!

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 LISTING PLAN OF ACTION
Communication
In addition to giving you feedback on showings, we
send you other informative marketing reports weekly.
We email you updates on hits you receive on Realtor.
com and hits you receive on your virtual tour. We can
also give you weekly updates on the number of 800#
callers that we captured as a text message. We also up-
date you on your competition: new listings, price reduc-
tions and homes that have gone under contract.
Weekly Market Updates
We’ve developed what is now widely viewed as the
most definitive residential real estate market report for
the St. Louis Real Estate market place. Kevin Cottrell,
widely known as a the real estate market economist of
choice in St. Louis, authors this key report. The pow-
erful analysis of active listings, pending and sales data
for the St. Louis market is regularly consulted by home
owners, real estate agents, investors and mortgage pro-
fessionals who desire to get the real facts and trends.
We update all of our sellers on our Kelsey Cottrell Re-
port / Total Market Overview, which is a snapshot look
at the entire St. Louis metro real estate marketplace. We
email this report out every week. In addition to the To-
tal Market Overview, we can send you our weekly Real
Estate Update podcast.
Online Management - Contract to Close
We manage all of our listings and contract to close
documents online with Settlement Room. You will have
access 24/7 to all of your documents, as well as track our
marketing activity while you are listed. Once you are
under contract, all of the details will be handled by our
transaction coordinator online. You will be invited by
email as soon as you are listed!
Prevention from Foreclosure
Whether you are behind on your payments or just
frustrated you may not be able to sell due to a lack of
equity, the Kelsey Cottrell Realty Group can help. We
have several options that may allow you to sell and in
dire cases, prevent the bank or any other mortgage hold-
er from taking your home. Our focus is creating a win-
win situation for the home owner. Contact us today to
get real answers now on how you can:
• Complete a Short Sale - communicating directly
with your lenders on your behalf, we will work to
negotiate a settlement where your lender or lend-
ers (some homeowners) have a first and second (or
home equity) loans that will allow you to price and
sell your home quickly. In a short sale, lenders ac-
cept a reduced amount for the loan payoff and allow
you to sell your home.
• Obtain an as-is Contract - we have an extensive
network of investors who will purchase your home,
whether in perfect to poor condition. In some cases,
our investor network has committed to making an
offer in 24 hours or less for emergency situations for
homeowners in crisis situations.
• Lease Purchase - we have developed a professional
practice for assisting sellers who lack equity struc-
ture. A lease/purchase can help avoid property loss,
double payments or other financial stresses.
In every case, we are caring, sympathetic and confi-
dential in our desire to match the best solution to the
homeowners needs. Call us today to discuss your situ-
ation in confidence. Please don’t give up until we have
presented you your best options - even in the most dire
of situations.
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10
 10 CRITICAL QUESTIONS TO ASK WHEN
INTERVIEWING AN AGENT
C hoosing the right Realtor to represent your interests
is the most important step to ensuring your real es-
tate transaction will be successful. Here are 10 questions
you should ask all prospective Realtors. If the Realtor
you are interviewing falls short and can’t substantiate or
hedges in any way, you’re interviewing the wrong Real-
tor! Make sure an agent can back up any and all state-
ments. Take a “show me” attitude, you have a great
deal riding on their ability to sell your home!
1. Are you a full-time or part-time Real Estate Agent?
You should only be looking for a full-time committed
real estate agent who relies completely on the income
they earn by selling real estate to support themselves
and their family. An agent who also earns income out-
side the real estate industry will not feel a financial hit
if they do no sell your home the same as they would if
they relied completely on the income of selling your
home to support themselves financially. Some part-
timers are just dabbling in the business to make a little
extra money or because they aren’t good enough at it
yet to make a living full-time. You’ll want someone who
lives, eats and breathes real estate.
2. How long have you been practicing? In a softening
market, you’ll probably want someone who has been a
licensed agent for at least eight to ten years or an agent
who is part of a team lead by a highly experienced agent.
In the last several years when the market was extreme-
ly “hot” thousands of agents entered the business and
in spite of their poor sales skills they were able to sell
homes. With the changing market conditions where sig-
nificant inventories and lower prices are now the norm,
many agents who have been in the business for less than
eight years simply don’t have the sales skills and knowl-
edge necessary to get your home sold as they have never
practiced in a “normal” real estate market.
The Right
Agent can save
you hundreds
3. How many homes have even thousands
you sold in the last consecu-
tive 12 months? This is impor-
of dollars.
por-
tant to ask because it demonstrates
onstrates
an agent’s track record. Don’t allow an agent to skip over
this question, make sure the agent has documented proof
of their sales track record. An agent or team selling less
than twenty homes a year may be operating on a part-
time basis or is highly inefficient at generating buyers for
their homes. Can you imagine hiring a surgeon to per-
form open heart surgery who has performed less than 20
surgeries in the last year? Would this make you more or
less comfortable with their abilities?
4. Does the agent have a clear and defined Plan of Ac-
tion that specifically states exactly what that agent will
do to sell your home? This is a big one. This is where
you find out if an agent relies on passive marketing tech-
niques or active marketing techniques. Passive market-
ing is where an agent lists the home, puts a sign in the
yard, enters it into MLS, runs a newspaper ad or two, sits
floor-time and waits for a buyer to call. Active market-
ing is where an agent aggressively spends their time look-
ing for and talking to people who want to buy and sell
homes. There are a host of systems specifically designed
to find and locate buyers. Make sure your agent specifi-
cally identifies the systems they use.
5. How well does the agent know their Market stats?
This is another big one. Your agent should know the an-
swers to the following: How many homes are currently
on the market? How many homes came on the market
in the last 30 days? How many homes have sold in the
last 30 days? Also ask agents for their average time on the
market per home sale as compared to other agents and to
the market as a whole. Based on these numbers how many
months of inventory are currently available to buy?
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11
An agent who is not absolutely clear as to the answers
to these questions is not effectively servicing their client.
This data is required to accurately price and strategically
present the property to create a successful sale. An agent
who is not evaluating the data on a regular basis would
be like going to your doctor and having him guess how to
treat you before examining you to see what was wrong.
6. Does the agent work alone or does the agent have
a staff of professionals assisting throughout the entire
sales process? With all the activities required to get a
home sold & closed in today’s market, will the agent get
bogged down with the day to day office activities? Make
sure your agent has a paid staff including a Listing Man-
ager, a Closing Manager, a Receptionist/Secretary, and
an Office Manager. Would you rather your agent be out
looking for and generating a buyer for your home or be
sitting in the office processing paperwork?
7. Is the agent involved with continuous ongoing train-
ing along with regular practicing and updating of their
skills? The business of selling is very much like develop-
ing the skills of a professional athlete. Professional football
players practice and update their skills 80 hours per week
for a 60 minute game on Sunday. The morning after Ti-
ger Woods wins an international PGA Title, he is out on
the driving range practicing and updating his skills. Is the
agent you are interviewing actively committed to ongoing
training and updating their skills or did they learn the busi-
ness when it was easy and are just “winging” it today”?
8. Does the agent represent themselves as a million dol-
lar or multi million dollar producer? With the median
home prices in the past several years approaching $250,000
or more, a million dollar producer would only have 4 sales
for the year and a multi million dollar producer would only
have 8 sales per year. Too many agents actually believe peo-
ple are impressed with these titles. As a seller, your concern
should be that the agent you hire has a consistent track
record the represents their ability to get homes sold.
9. What makes the agent
different? Why should d More
I list my home with than 80% of
you? This question SLAR members
really gets to the core closed less than 1
of the agents ability transaction per
to communicate and
month in
demonstrate how they
can make your home me
2009.
stand out from the compe-
ompe-
tition. In today’s current
rent market
conditions, inventories are substantially higher than in
past years. There are several factors to consider in terms
of making your home stand out. First consider how did
you come in contact with the agent? How visible is
that agent to the general public? Have you heard of the
agent before?
Additionally there is a significant relationship to the
agent’s visibility and the agent’s production. It seems
like everywhere you look, agents are boasting about be-
ing #1. You have probably become immune from this
information. If you are like most home owners, you
only care about the sale of your home. I’m sure you will
agree that success in real estate is selling homes. If one
agent is selling a lot of homes while another is selling
only a handful, ask yourself why this might be? What
things are these two agents doing differently?
10. What is the agent’s definition of “Work”? Over
the period from 1995 to 2005, an agent did not have
to “Work” to make a reasonable living. With the drastic
changes in the market, hundreds of thousands of agents
who never learned how to work are in a panic and are
paralyzed with fear about what to do to get a home sold.
In the St. Louis Metro market, there are over 8,000 li-
censed agents in the board of realtors. More than 80%
of St. Louis Association of Realtors members closed
less than 1 transaction per month in 2009. 25% closed
zero transactions.
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 LISTING PLAN OF ACTION
My Objectives Are the Following:
1. To assist in getting as many qualified buyers as pos-
sible into your home until it is sold.
2. To communicate to you weekly the results of our ac-
tivities.
3. To assist you in negotiating the highest dollar value …
between you and the buyer.
The Following Are the Steps we Take to Get a Home
Sold … the “Pro-Active Approach”:
1. Submit your home to our local Multiple Listing Service.
2. Price your home competitively … to open the mar-
ket vs. narrowing the market and make adjustments, as
needed during the listing term.
3. Prepare a color flier with details of your property.
4. Prepare a professionally photographed virtual tour of
your property.
5. Develop a list of features of your home for the Brokers
to use with their potential buyers.
6. Post your listing on more than 300 websites includ-
ing Realtor.com - #1 real estate website in the world,
Craigslist and STLToday.com - #1 real estate website in
St. Louis Metro area.
7. Email a feature sheet and link to an unbranded vir-
tual tour of your home to the top 50 agents and most
active buyer specialists in the marketplace for their po-
tential buyers.
8. Suggest & advise as to any changes you may want to
make in your property to make it more saleable.
9. Constantly update you as to any changes in the mar-
ketplace.
10. Entire team proactively prospects 2+ hours per day
and we talk to hundreds of people per day looking for
homes just like yours.
11. Contact over the next seven days … all team buyer
leads, sphere of influence and past clients or their refer-
rals and prospective buyers.
12. Add additional exposure through a professional sign
and lock-box.
13. Your Property will have an exclusive 800# Toll Free
Information line that will immediately within 5 seconds
notify our team with the buyer’s contact information 7
days per week and 24 hours per day.
14. Whenever possible pre-qualify the prospective buyers.
15. Follow-up on the salespeople who have shown your
home … for their feedback and response.
16. Represent you on all offer presentations … to assure
you in negotiating the best possible price and terms.
17. Handle all the follow-up upon a contract being accept-
ed … all mortgage, title and other closing procedures.
18. Deliver your check or coordinate for the wiring of
your proceeds at closing.
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13
 COMMON SELLER QUESTIONS
1. We want to only give you a 30/90 day listing.
Unfortunately, we are not able to do that…six months is
the minimum per our company policy…We will, how-
ever, offer you the Hassle Free Listing Guarantee. This
100% service satisfaction guarantee covers the listing pe-
riod from day 1 to 180.
2. We were thinking about listing with Company (X).
This is one of the most common mis-conceptions from
sellers…that a company or only its agents will sell their
home. What smart sellers realize is that a company does
not sell a home…it’s the individual agent ‘s (or Team’s)
activities that do…
The best question for a seller to ask is….Do I believe that
the agent I’m hiring has the most aggressive and compre-
hensive plan of action? And will this plan of action get
my property sold?
3. We’ll save commission by selling it ourselves.
We certainly agree that if (and in today’s challenging
market) it’s a big IF, you could possibly save the commis-
sion by selling yourself…
Compounding the challenge is in the post-mortgage
meltdown world, seller’s are ill equipped to properly
qualify potential buyers (something that we find many
traditional old-fashioned agents don’t do well either)
The result is a very low closing ratio for contracts from
buyer – even if lucky enough to get an interested buyer.
And what’s worse…only 2% of all For Sale By Owners
sell themselves…and 98% are listed and sold by real es-
tate agents…. Can you afford to have only a 2% change
of selling your home?
4. Let’s list high, we can always come down later.
This is the #1 mistake that traditional old-fashion agents
make with sellers – and tragically results in almost 50%
of the listings in St. Louis NOT SELLING AT ALL.
We certainly understand you would like to list high…
in order to leave room for negotiating, etc…. have you
considered the major problem that this creates for you
as a seller?
Most people won’t bother to look at a property that are
priced too high…would you rather have me negotiate
multiple offers to get our price…or not have an oppor-
tunity to negotiate any offers at all?
We find sellers drastically over-estimate the amount of
room needed to negotiate? The market average for the
most recent six months sales is 95% (list price / sales
price). Our average is 97%. Bottom line: Get it priced
right up front and you are rewarded with a higher list/
sales price ratio and more money in your pocket at clos-
ing. Over price it and you risk being rejected by the
market and never selling.
5. We have a friend in the business (from church, kids
soccer, etc.)
We definitely hear this on occasion…almost everyone we
know does... The key question here is very simple. Do
you need to absolutely sell your property?... or are you
looking to do your friend a favor?
6. Another Agent said they could get me more money.
We hear this almost every week. Usually, from an in-
experienced agent – see #5 above – with very limited
transactional experience. Unfortunately, these agents are
more excited about the prospect of taking a listing then
worrying about getting it sold. Most are afraid to tell the
truth and risk upsetting the seller – the rest are unable to
figure out the right price for the property due to a lack of
experience and expertise.
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 C O M M O N S E L L E R Q U E S T I O N S ( C O N T. )

The typical training plan for a traditional old fashioned 8. The Other agent said he/she would...
real estate office is to take listings – regardless of price This catch all item usually is the result of an agent not
– then work on wearing the sellers out until they agree having the courage to tell a seller the truth about why
to lower the price. It’s a shame as this practice is the something does not work. Whether its telling the truth
#1 reason that listings expire after being rejected by the about why print advertising does NOT result in sales and
market and never sell –leaving an extremely unhappy only promotes a company’s brand or why Open houses
seller behind. are simply a source of leads for an agent (especially new,
inexperienced agents), we usually see sellers universally
7. You haven’t sold homes in our neighborhood (area)? being disappointed when they discover the truth.
We occasionally hear this…mostly from seller’s who are
unaware that with the advent of the Internet and broad- Also, these seller’s also generally realize that these same
based online marketing of property – the old fashioned agents are also very poor at justifying or defending the
agent who only works a small neighborhood is a relic and price of the home for the seller – again they lack the
almost non-existent. courage to have a direct truthful conversation with buy-
ers or buyer agents.
We typically carry anywhere from 10 to 20 times the in-
ventory of an old-fashioned agent. This results in more
buyer traffic and leads than many tradition old-fashioned
offices. The bottom line is with more buyers from all
over the St. Louis Metro marketplace, we have a much
higher probability of selling every home we list. This is
borne out by our successful track record and fact that
buyers rarely come looking for only a limited neighbor-
hood or area before buying a home.

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 MEET KELSEY COTTRELL REALTY

Principal / CEO
Having acquired The Kelsey Group in May of 2009, St. Louis’ leading independent broker-
age firm, she has re-launched the firm as Kelsey Cottrell Realty Group with a focus on devel-
oping the highest skilled, most knowledgable and successful real estate agents in the St. Louis
marketplace. Prior to the acquisition, Stephanie was the team leader for the highly successful
Cottrell Realty Group team - ranked #4 in the St. Louis market based on closed transaction
volume in 2008. Stephanie is passionate about providing the best customer service to Kelsey
Stephanie Combs Cottrell Realty customers. To do this she’s focused on providing agents with the right mind-
set, tools and techniques to help them break out of the box and grow to new heights. She has
helped to raise the bar in the Real Estate Industry by challenging the old and traditional and
creating new practices that work.

Stephanie is coached by one of the Top real estate coaches in North America – Mike Ferry –
who is considered one of the 5 most influential parties by the National Association of Real-
tors (along with the President of the United States and the Federal Reserve Chairman).

In addition, Stephanie was the CEO/Team Leader of the Keller Williams Market Center in Sun-
set Hills, MO and successfully led her 200 agents to the position of the #1 office in the region.

Co-Founder – Chief Economist

Born in Southern California, Kevin grew up in a real estate family where his father was the
project manager and CFO for a large land development company. A graduate of Northwestern
University in Economics & Finance, Kevin took his family experience and built a successful
career with Marcus & Millichap in Palo Alto, CA, selling commercial investment properties.
Kevin has extensive business and leadership background from his experience as an executive
for 9 start-up companies in Silicon Valley.
Kevin Cottrell
Kevin Cottrell has been licensed since 1986 and was previously associated with a highly
successful real estate team with Keller Williams in Austin, TX which closed in excess of 500
transactions. Kevin’s real estate team – The Cottrell Realty Group was ranked #4 in St. Louis
in 2008 based on closed transaction volume.

Kevin is a sought after speaker and expert on the St. Louis Real Estate Marketplace. Often
quoted by various media outlets including the St. Louis Business Journal and St. Louis Post
Dispatch, he provides keen insight, analysis and market statistics and tools to the entire
Kelsey Cottrell agent team.

Kevin is also coached by the Mike Ferry Organization – considered the preeminent coaching
program for the best agents in North America.

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 O P E R AT I O N S A N D S U P P O R T T E A M

Managing Broker
Shawn was previously involved in leadership with a top independent real estate com-
pany in the St. Louis marketplace. Shawn Kelsey brings more than 10 years experi-
ence and direct involvement in thousands of successful real estate transactions.

He is a highly experienced, calm, cool headed problem solver. Shawn’s extensive

knowledge of the real estate market and years of experience with the contracts and
Shawn Kelsey building inspections ensures that Kelsey Cottrell buyer or seller clients have access to
the best and most experienced resources available in the St. Louis marketplace.

Director - Contract to Close

Carol Witte joined the Kelsey Cottrell Realty Group with 5 years of real estate man-
agement experience. This full-time position provides key operational support to
the agents. Carol is responsible for the myriad of details involved with running the
Contract to Close Department.

Carol Witte

Client Care Director

Jennifer’s title is Client Care Director and that’s her job---to CARE for you. She as-
sists our agents with all the details of getting your property on the market from day 1
until you are under contract! So she’s not just the agents’ assistant…she’s YOUR as-
sistant too! Whatever you need, she’s here for you. Jennifer is also our secret weapon
in getting your property seen & sold on the internet & everywhere in between. She
has years of experience in marketing and graphic design and is at the forefront of our
Jennifer Fry technology advertising mediums (such as StLouisHome.com, Realtor.com, Youtube,
Facebook, Twitter, LinkedIn, etc.). Jennifer stands ready to serve all your needs with
a smile in her voice and an “it’s my pleasure” attitude!

Listing Marketing and Systems Specialist

Janet has been involved in real estate for 27 years, beginning her career in1980. She
began offering residential support services in1991, working as Business Manager for
the Broker/Owner of a large real estate office. Janet has successfully closed over 800
real estate sales and is sensitive to the needs of the clients during a sale or purchase,
and extremely knowledgeable with the contracts and disclosures that are required.

Janet Vinci

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 O P E R AT I O N S A N D S U P P O R T T E A M

Director of Short Sales and Loss Mitigation

Bill coordinates getting the necessary lien holder documents and requirements for
short sale approval, as well as communicates with lien holders in order for sellers to
receive short sale approval. He does whatever it takes to get short sale approval as
soon as possible!!

Bill Keefer

Accounting and Systems

Having moved to St. Louis in 2004, Renee set out to utilize her career experience in
new ways. She had extensive project management, team leadership, and accounting
experience and wanted to get involved in Real Estate. In 2006 she joined one of the
top independent real estate companies in St. Louis and has never looked back. She
took over the accounting department, assisted in web and technology development,
and became a key member of the support staff for Kelsey Cottrell Realty Group.
Renee Werner Renee is constantly looking for new ways to make our organization more efficient to
better serve our clients.

Professional Photographer
A native of St. Louis, Jason has followed in the footsteps of his mother & his grand-
father with his career in real estate.

Jason Fry is our Photographer & Field Data Gatherer. His specialties are gathering all
the features of the property for entry to the MLS, plus photographing the property
inside and out.
Jason Fry

Director, Field Operations

As a long time resident of Saint Louis, Graham and his team are responsible for field
operations for the Kelsey Cottrell Realty Group. Primarily focused on listing setup
Jason Fry and close outs, they are responsible for sign and lockbox installation/removal, bro-
(314) 518-3110
chure and marketing material delivery, and directionals installation.
Jason@CottrellRealty.com

Graham Yost

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O P E R AT I O N S A N D S U P P O R T T E A M

Title Partners
As an authorized agent for Old Republic National Title and LandAmerica Com-
monwealth, Title Partners is supported by the most respected names in our industry.
Title Partners is committed to providing accurate and timely information backed by
a guarantee of integrity and a confidence that their highly rated underwriters stand
behind. Each of their closing offices is managed by one of the most respected, expe-
rienced and admired closing managers in our region. In addition, each of their pro-
duction personnel is seasoned, diligent and efficient insuring accuracy and efficiency
in the delivery of your title commitment and final policy.

Mortgage Lender
When you apply for a loan with Pulaski Bank, you’ll have access to thousands of loan
programs, which means that you’ll get a mortgage solution that meets your needs,
not ours. Pulaski is one of the nation’s largest independently owned mortgage bank-
ers and also has the ability to act as a mortgage broker, providing even more options
and more competitive rates to its clients.

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