The best agents don't just work in this industry. They help shape it. Serving on a committee with your REALTOR® association puts you in the room where local real estate decisions are made, connects you with top producers across Chicagoland, and builds a reputation that brings in referrals. And at Kale, we reward agents who step up. 🎉 Kale Waives Your Fees While You Serve As long as you are an active committee member with your REALTOR® association, Kale waives your: Monthly Fee ($54/month) That's nearly $648 a year back in your pocket, just for getting involved. Why Join a Committee? Build your network: Work side by side with agents, brokers, lenders and industry leaders. Those relationships turn into referrals. Grow as a leader: Committee work sharpens skills you'll use with clients every day. Stay ahead of the market: Hear about policy, legal and market changes before everyone else. Boost your credibility: "Committee member" on your bio tells clients you're invested in your profession. Give back: Help shape the future of real estate in your community. How to Get Started Find a committee through your association: Chicago Association of REALTORS® (CAR): Get involved North Shore-Barrington Association of REALTORS® (NSBAR): Apply for a committee Mainstreet Organization of REALTORS® (MORe): Engagement opportunities Apply and get appointed to the committee. Let us know! Email info@kalerealty.com with your association and committee name, and we'll waive your fees. The waiver lasts as long as you're an active committee member. Please let us know if you step down. Get involved, grow your business and save on fees. It's a win-win.

You have built your business. Now you can use your experience to create additional income while helping other Kale agents succeed. Grow your income. Become a Rivers Title agent or coach the next generation of Kale agents. Explore either opportunity—or both. Become a Rivers Title Agent Rivers Title, powered by Alliance Title, offers an additional earning opportunity for experienced Kale agents. Interested in adding title work to your business? Start with Rick to learn about eligibility, training, responsibilities, and compensation. Learn about Rivers Title and the title-agent opportunity Interested in Title? Contact Rick rick@kalerealty.com Become a Kale Coach Experienced agents can earn compensation by helping other agents build confidence, improve systems, navigate transactions, and reach their goals. Explore the coaching roles and talk with Risa about which opportunity fits your experience. Learn how to become a Kale coach Explore Coaching & Mentoring programs Interested in Coaching? Contact Risa Risa J. Weiss, VP of Agent Development risa@kalerealty.com Choose Your Next Step Title opportunity: Contact Rick. Coaching opportunity: Contact Risa. You can explore either opportunity or both. Rick and Risa can help you understand the next steps.

VP of Agent Development, Risa J. Weiss, is here to support you every step of the way. In her role, Risa is dedicated to helping agents grow personally and professionally, ensuring you have access to the resources, coaching, and guidance you need to succeed. If you ever have questions, need support, or want to explore opportunities to take your business to the next level, Risa is easily reachable by phone or email and always happy to connect. risa@kalerealty.com (312) 265-6567 Get to Know Risa Favorite Book- Ninja Selling Favorite Band- Phil Collins Favorite Vacation Spot- Las Vegas Last time you fell down in public- About a month ago. When it happens in front of my kids, they are always very helpful with being able to recreate the fall so everyone can see it. Do you have any pets? If so, what are their names- I have 2 cats! Tundra (White) Chandler (Black) The longest you have ever gone without eating- I love to eat... I'm embarrassed to say but... overnight How many world records have you attempted to break, and which ones- I thought I would win the world record for 1). most hours spent hula hooping and 2) coin flipping from my elbow - I'll show you sometime :)

TRACK+ is a 12-week productivity program (plus a kickoff) built around lead generation, follow-up and consistency. Each week includes on-demand videos, a workbook, checklists and a planner. Dates (March 2027) Info session: Tuesday, Feb 23 Week 1 starts: Tuesday, Mar 2 Kale cohort: 6:30 PM Central National session: 1:00 PM Central Pricing $0 for Kale agents in Launch or Productivity Coaching $100 for other Kale agents $299 for agents outside Kale ($199 is refunded if you join Kale) The 3 Phases Launch: the 5-to-25 lead gen challenge, time management, scripts and role-play, social media Accelerate: getting the listing, working with buyers, open houses, follow-up and client experience Achieve: running your business like a business, mindset, knowing your market, consistency and conversion TRACK+ is separate from your free Locker Room login. Questions? Email risa@kalerealty.com or book time with Risa.

Experienced Kale agents can earn extra income by coaching newer agents. Coaches are paid per coached deal. Pick the role that fits you, then follow the steps below. Transaction Coach You walk new and returning agents through their transactions: contracts, documents, deadlines and closing. Fill out the Transaction Coach Application. Complete further training after your application is reviewed. Launch Coach You help newer agents build habits, prospecting and accountability on the way to their first 4 closings. Meet 1:1 with Risa (book here). Fill out the Launch Coach Application. Your application is reviewed. Attend six one-hour trainings led by Risa. Productivity Coach To coach Productivity clients, you first complete one full year of Productivity Coaching with Risa. How Coaches Get Paid Coaches are paid a share of the coaching fee on each deal they coach, and the share grows as you coach more deals. Coaching rentals counts toward moving up. Ask Risa for the details when you meet. Coach Meetings All coaches attend the monthly coaches meeting: third Wednesday of the month, 6:00 PM Central, on Zoom. Coaches may miss no more than two. Questions? Contact Risa J. Weiss, VP of Agent Development: risa@kalerealty.com | Book time with Risa

Here's a list of documents agents need when working with a buyer - BEFORE SHOWING PROPERTIES 1. Buyer Agency Disclosure Agent explains their role, fiduciary duties, and the nature of the representation to the buyer as well as how the agent gets paid Buyer signs the disclosure to confirm understanding. 2. Anti-Fraud Disclosure Agent explains the importance of providing accurate information and preventing fraudulent activity. Buyer signs to acknowledge the anti-fraud obligations. 3. Affiliated Business Disclosure Where to find the form: Open the Dotloop link below and sign in with your Kale-connected account if prompted. The link searches documents for “aff”; select the Affiliated Business Disclosure. https://www.dotloop.com/my/file/1339686313/#documents/search/aff If you cannot access the form, email info@kalerealty.com for help. Agent provides the affiliated business disclosure to the buyer, explaining any affiliations. Buyer signs to confirm they understand potential relationships that could result in a financial benefit to the brokerage. After Document Completion Document Storage: All signed documents should be attached in Dotloop Checklist PRIOR TO SHOWING PROPERTIES. Review Period: Review all documents for accuracy, and ensure that the buyer has copies of all signed disclosures for their records.

Quick links: Appraisal Adjustments Guide (pricing cheat sheet) • Low appraisal tips are at the bottom of this page. An appraisal package is a collection of accurate, organized information provided to the appraiser to help them understand the property, the transaction, and any features or improvements that may affect value. The purpose is not to tell the appraiser what the property should be worth or to pressure them toward a particular conclusion. The goal is to make sure the appraiser has convenient access to relevant facts that may not be obvious during a brief property visit. A strong appraisal package helps the listing agent advocate for the property professionally while respecting the appraiser’s independence. Why Is an Appraisal Important? When a buyer is obtaining financing, the lender typically orders an appraisal to develop an independent opinion of the property’s market value. The appraiser generally considers factors such as: The property’s location Size, condition, and layout Lot size Bedrooms and bathrooms Improvements and updates Recent comparable sales Current market conditions Features that may add value Conditions that may affect marketability The appraisal can affect whether the lender will finance the purchase at the agreed-upon price. A low appraisal may require the parties to renegotiate, challenge the appraisal, adjust financing, bring additional funds to closing, or terminate the transaction depending on the contract. Why Offer an Appraisal Package? An appraiser may inspect several properties in a week and may only spend a limited amount of time at each home. They also may not know the property’s full history, the details of recent improvements, or the reasons certain comparable sales are more relevant than others. An appraisal package can help by: Organizing the property information in one place Identifying improvements that may not be immediately visible Providing documentation for major upgrades Highlighting features that distinguish the property Sharing relevant comparable sales Explaining unusual property characteristics Reducing the chance that important information is overlooked Helping the appraiser complete a thorough and informed analysis Providing the package does not guarantee a particular value. The appraiser decides what information is relevant and independently determines the opinion of value. What Should Be Included in an Appraisal Package? 1. Property Feature Sheet Begin with a concise overview of the home, including: Property address List price Contract price, when appropriate Property type Bedrooms and bathrooms Above-grade square footage Lot size Garage and parking information Basement details Year built School district Tax information Important property features Make sure every fact is accurate and supported by reliable information. 2. List of Improvements and Updates Provide a clear list of improvements, ideally with the approximate year completed. Examples may include: Roof replacement Windows HVAC systems Electrical panel Plumbing or sewer work Kitchen renovation Bathroom renovation Flooring Appliances Siding Driveway or patio Basement improvements Landscaping or drainage work Separate routine maintenance from significant improvements. Fresh paint or basic repairs may improve presentation, but they do not necessarily contribute the same value as a new roof, updated kitchen, or major mechanical system. Avoid exaggerating costs or claiming that an improvement adds dollar-for-dollar value. 3. Receipts, Permits, and Supporting Documentation When available, include copies of: Contractor invoices Paid receipts Permits Warranties Architectural plans Surveys Documentation for major systems Municipal approvals Only provide documents that are relevant and accurate. Protect private information by removing account numbers, payment details, or other sensitive information. 4. Comparable Sales The listing agent may provide recent comparable sales that appear relevant to the property. Good comparables are generally similar in: Location Property type Size Age Condition Lot characteristics Bedroom and bathroom count Garage or parking Basement type Date of sale Include a brief explanation of why each comparable may be useful. Do not overwhelm the appraiser with a large stack of unrelated sales simply because their prices are high. The appraiser is not required to use the comparables provided by the agent. 5. Pending and Active Listings Pending and active listings can provide context about current competition and market direction, although closed sales generally provide stronger evidence of value. These listings may help demonstrate: Current buyer expectations Competing inventory Price trends Limited availability of similar properties How the subject property compares with homes currently on the market Clearly identify whether each property is active, pending, contingent, or closed. 6. Multiple-Offer Information When permitted and appropriate, the listing agent may provide factual information about the level of market interest, such as: Number of offers received Number of showings Days on market before going under contract Open-house attendance Whether the property sold above or below list price Do not disclose confidential details about other buyers or provide information that has not been authorized for disclosure. Multiple offers do not establish value by themselves, but they may help demonstrate market demand. 7. MLS Listing and Marketing Materials Include the MLS listing sheet and, when useful: Professional photographs Floor plans Survey Brochure or feature sheet Virtual-tour information Detailed room descriptions These materials can help the appraiser review the property after the inspection and confirm features that may not have been fully documented during the visit. 8. Information About Unique Property Features Some features require explanation because they are not obvious or are difficult to compare. Examples include: An additional lot Accessory dwelling unit Finished basement Solar panels Extensive outdoor improvements Unusual zoning Waterfront or creek access Recent additions Specialized energy-efficiency improvements Private well or septic system Flood-zone considerations Easements or shared driveways Provide facts and supporting documents without minimizing concerns or making unsupported claims. 9. Offer or Contract Information The appraiser usually receives the executed contract through the lender or appraisal management process. The listing agent should still be prepared to confirm that the appraiser has the correct agreement and any relevant addenda. Do not provide misleading explanations of concessions, credits, personal property, or contract terms. These items may affect the appraiser’s analysis. How Should the Package Be Presented? The package should be professional, concise, and easy to review. A useful order is: Cover page Property feature sheet Improvement list Supporting receipts or documentation Comparable sales Active and pending market information MLS sheet and marketing materials Survey, floor plan, or other relevant documents Use clear headings and avoid unnecessary pages. A focused package is often more useful than a large binder filled with marginally relevant information. The package may be provided electronically or in print, depending on the appraiser’s preference and any applicable procedures. How Should the Agent Communicate With the Appraiser? The listing agent should be available, professional, and respectful. The agent may: Provide access to the property Answer factual questions Point out improvements and important features Offer the appraisal package Explain where supporting documentation can be found Provide relevant market information The agent should not: Demand a particular value Attempt to influence or intimidate the appraiser Misrepresent improvements or property conditions Hide known defects Tell the appraiser which sales must be used Suggest that future business depends on the appraisal result Make unsupported claims about value A helpful introduction might be: “I prepared a brief package with the property features, documented improvements, and several nearby sales that may be useful. Please use whatever information you consider relevant.” What Happens After the Appraisal? The listing agent generally does not receive the appraisal directly from the appraiser. The appraisal is prepared for the lender, and the buyer typically receives a copy through the lending process. When the appraisal supports the contract price, the transaction can usually continue through underwriting. When the appraisal is lower than the contract price, the parties should review: The appraisal contingency The appraised value The comparable sales used Any factual errors The lender’s reconsideration-of-value process The buyer’s available funds Possible renegotiation options A reconsideration request should focus on specific factual errors, overlooked features, or relevant market data, not disappointment with the result. The Agent’s Responsibility An appraisal package is one of the ways a listing agent can prepare for a successful transaction. It demonstrates that the agent understands the property, has reviewed the market, and is ready to provide accurate information when requested. The best appraisal packages are not sales pitches. They are factual, organized, relevant, and respectful of the appraiser’s independent role. Preparing the package does not guarantee the contract price will be supported. It does, however, help ensure that the property’s important features, improvements, and market context are clearly presented rather than left to chance. When the Appraisal Comes In Low: Tips for Listing & Buyer Agents Seller When working with the seller your job as the listing agent is to help ensure the appraisal comes back as high as possible. To do this I recommend that you physically go to the appraisal with comps showing your value in hand. Chat with the appraiser. A good conversation can go a long way. Should the appraisal come back lower then the contract price there are a few things that can happen. The buyer can come up with the difference (you can negotiate an agreeable new price point OR your client can hold firm and say “we agreed to a price, we are sticking to it. If your client goes with the “we are sticking to it” method remember that the buyer does have the right to cancel if appraisal comes in low (unless their is an appraisal gap addendum “Appraisal Gap Addendums explained below.” The seller can agree to sell for the new appraised for price. You can talk to the lender and broker and ask for a new appraisal. Sometimes this works out, sometimes it does not. It is a gamble. One way to help protect the seller in this situation is an appraisal gap clause. This states that should the appraisal come in low, the buyer will make up the difference to a certain agreed to point. For example, you may have a contract for $100,000. If the appraisal comes back at $90,000 and you had the Appraisal Gap Clause in the contract which states the buyer will come up with the difference up to $15,000, the buyer would have to come with the $10,000 difference. However, if the appraisal came back at $80,000 the buyer would only need to come up to $95,000 as the clause states up to a $15,000 difference. Buyers When working with the buyer, typically an appraisal is scheduled through the listing agent. I generally ask to be looped in the process so I can be sure that the listing agent is going to show up. If not, I like to be there if possible so I can get a feel for the appraisal and offer any opinions I can. Should the appraisal come back low, the buyer has a few options. In most contracts (unless specifically mentioned otherwise) if an appraisal comes in low, the buyer has the right to cancel. You can try to renegotiate a price. Your client can say they are only willing to pay appraised value or only go to a certain point, and see if you can get a deal. In some situations it may seem odd, but if your client is very interested in a property or you are in a sellers market with multiple offer situations, you may consider these options. Your client can just pay the appraised value. You can ask the lender for a second appraisal because you don’t agree with the first. You can add an appraisal gap clause. This states that should the appraisal come in low, the buyer will make up the difference to a certain agreed to point. For example, you may have a contract for $100,000. If the appraisal comes back at $90,000 and you had the Appraisal Gap Clause in the contract which states the buyer will come up with the difference up to $15,000, the buyer would have to come with the $10,000 difference. However, if the appraisal came back at $80,000 the buyer would only need to come up to $95,000 as the clause states up to a $15,000 difference. More appraisal resources Appraisal Adjustments Guide: Rick's cheat sheet for comps and adjustments

In Illinois, real estate agents must adhere to specific legal requirements when representing themselves in a real estate transaction, whether they are buying or selling property. The Illinois Real Estate License Act of 2000 (as amended) establishes clear guidelines to prevent conflicts of interest, maintain transparency, and protect the public. Here’s an overview of the critical requirements and duties that a real estate agent must follow when they are acting as their own agent in a transaction. Kale Realty agents who are selling their own properties must adhere to the following policies to ensure compliance, transparency, and proper brokerage oversight: 1. Brokerage Visibility & Compliance Agents must provide Kale Realty with visibility to their listing. All listing paperwork and transaction documents must be submitted through DotLoop for brokerage records and compliance. Listing agreements and buyer agreements must be approved BEFORE going on the market or viewing properties 2. Adherence to Off-Market Listing Policy If the property is not entered into the MLS, it CANNOT be advertised anywhere (social media, flyers, personal websites, etc.). If the property is listed in the Private Listing Network (PLN) in connectMLS, it may not be advertised anywhere except private closed facebook groups Listings must be entered into connectMLS within: 48 hours of the listing date, OR 24 hours of public advertising, whichever comes first. 3. No Blind Advertising It must be clear to the public that the agent is a licensed real estate professional sponsored by Kale Realty. Any advertising (social media, print, flyers, signs, websites, etc.) must include the agent’s license status and Kale Realty affiliation. No misleading or ambiguous marketing is permitted. 4. Non-Compliance & Penalties Failure to follow these guidelines will result in compliance action, which may include fines or additional brokerage oversight. 5. Fees Standard fees to Kale Applies. Remember doing your own deals carries the highest risk of lawsuits. Need to make sure you run them though the office to confirm compliance. All transaction fees go towards your CAP of $6,000. Newer agents (no closing experience yet) must use a Transaction Coach on their own purchase or sale; the coach fee (1% + $400) also counts toward your cap. Experienced agents can handle their own deals without a coach. 6. E & O Does not cover personal transactions 7. No Dual Agency YOU CANNOT PRACTICE DUAL AGENCY ON YOUR OWN TRANSACTION Use the NO AGENCY DISCLOSURE WITH ANYONE WHO IS UNREPRESENTED 8. Disclosure of Licensee Status When scheduling showings- indicate in showing notes you are a licensed real estate agent On the MLS on your listing indicate agent owned When signing any agreement/contract, after your signature put (Illinois licensed real estate agent) Secure the signature of the other party with the Disclosure of Personal Interest 9. Written Agreements and Form Even when representing themselves, agents must follow all the standard procedures for documentation, which includes: A BUYER AGENCY AGREEMENT MUST BE COMPLETED WHEN REPRESENTING YOURSELF! You also need listing modification forms for price changes, etc. when representing yourself. Agent Signature and Date:

Leasing payouts are as followed: For a Licensed Real Estate Broker the payout will be 80% minus a $15 rental transaction fee. (i.e.) for a $1000 rental commission, the payout would be $785. For a Licensed Leasing Agent the payout will be 70% minus a $15 rental transaction fee. (i.e.) for a $1000 rental commission, the payout would be $685. Different ways Kale Realty can collect the first month’s rent: If the owner is willing, Kale Realty can accept the first month’s rent via Chase Quickpay or Venmo (which will be the fastest way for you to get your commission payout) Please see the account information: Chase Quickpay –> nick@kalerealty.com Venmo –> Search kale realty (KaleRealty) Please have the tenant reference the address of the property in the notes. *****This is ONLY for the 1st month’s rent, NOT for any future rent payments. The other way for the tenant to pay the first month’s rent is via check. A check should be made out to Kale Realty and please have the tenant reference the address in the Memo line. (For prorated rent amounts: The tenant will pay the prorated rental amount in the second month of the lease, not the first month’s rent.) Leasing questions (forms, process, working with tenants and landlords): contact Risa Weiss-Kallis at risa@kalerealty.com. Payout questions: Rob Kapp (below). Note: rental fees do not count toward your $6,000 cap. For any additional questions, please contact Rob Kapp via email at rob@kalerealty.com or via phone at 312-224-0617

Use this as a pricing cheat sheet (not a formal appraisal). Build your case from data. Instructor: Rick Williams—Designated Managing Broker • Appraiser The 7 Golden Rules 12‑month window first. Favor comps ≤ 12 months; go older only when truly necessary and disclose why. Like‑for‑like. Match style, era, quality, bed/bath count, and basement/finish before adjusting. Prove the “why.” Base adjustments on paired sales or a clear market pattern—not gut feel. Document updates. Ages/costs of roofs, kitchens, baths, systems = stronger support. Call the agents. Good appraisers (and agents) ask: concessions? traffic? defects? multiple offers? Two sets of eyes. Verify photos, maps, zoning, and measurements; don’t trust auto‑fill. High‑Impact Factors (and How to Handle Them) Location • View • Zoning Start here. Micro‑location (school boundary, street position, rail/proximity) can dwarf interior features. Note: Time adjustments are rare in IL, but can appear in fast‑moving markets elsewhere. Site Value (Urban/Suburban) Market‑based; common ranges seen: $0.25–$10/sf depending on overall price tier and land utility. Support with vacant land indications, teardown comps, or paired‑sale lot size differences. Style & Era Compare ranch to ranch, bungalow to bungalow where possible. Era matters: try to keep ±10–15 years on year‑built for primary comps. Quality & Exterior Brick generally commands a premium over frame/vinyl; market‑dependent adjustments have ranged ~$1,500–$35,000 by price tier. Anchor to paired sales; avoid generic flat numbers across all segments. GLA & Layout Use $/sf from paired comps (exclude extreme outliers). Don’t over‑weight tiny deltas. Functional layout differences (true primary suite, open plan vs chopped) often show up in DOM and SP:LP—cite them. Bedrooms & Baths Match bed count; 3BR markets behave differently than 2BR. Full bath premiums vary—support with paired sales; partial bath ≠ half a full bath in value. Basements & Finish Separate presence (yes/no), finish level, and quality of egress. Finished below‑grade ≠ above‑grade. Concessions / Financing Sales for financing (seller credits) are typically dollar‑for‑dollar adjustments. Disclose clearly. FHA/VA reports sometimes misread concessions—be precise in your MLS remarks and CMA notes. Time (Market Conditions) In IL, generally rare to apply; in fast‑shifting markets, justify with monthly index or MLS medians for the micro‑area. Detailed Adjustment Guidance (Workshop Notes) Sales or Financing Concessions Dollar-for-dollar adjustment. A $5,000 seller credit = –$5,000 pricing adjustment because the seller effectively reduced net price to make the deal work. Date of Sale / Time Prefer ≤ 12 months prior to your pricing date. Using older sales may require a time (market conditions) adjustment if the market shifted. In Illinois this is uncommon currently, but if applied, support it with micro‑market monthly trend data. Location vs. View (they are NOT the same) Location speaks to zoning/land use and micro‑siting (residential vs. mixed, adjacency to commercial/rail, school boundary). View is what the property sees (front/rear/side) — e.g., golf course, water, park, power lines, busy road. If the location category differs (e.g., residential vs. mixed‑use street), it’s usually not a good comp. Only use if scarcity demands it, and disclose + support any location adjustment. Site (Lot Size) — $/sf Ranges Adjust on a $ per square foot basis supported by paired sales in the neighborhood/city. Typical guideposts: Suburbs: often no site adjustment for differences under 1,000 sf. City of Chicago: even sub‑1,000 sf frontage/lot differences can warrant an adjustment. Observed ranges (tie to total land + building market value): Price Tier (Total Land + Building) Typical Site $/sf Range ≤ $200,000 $0.25 – $1.50 / sf $200,001 – $350,000 $1.50 – $2.50 / sf $350,001 – $500,000 $2.50 – $5.00 / sf >$500,000 $5.00 – $10.00 / sf Always validate with paired sales or land indications. Document your math in CMA notes. View (Positive & Negative Influences) Typical adjustment range: $500 – $150,000, scaled to price tier and the reason for the view. Positive: golf course, water, protected park/skyline — premiums often trace back to the original lot premium paid at purchase. Negative: backs to power lines, fronts busy road, adjacent to commercial/industrial — support with paired sales where one comp has the detriment and one does not. View Situation Direction Support Cue Golf course / water / park + Lot premium at original sale + current paired sales Skyline / corner park exposure + DOM advantage + SP:LP uplift Backs to power lines – Compare to similar home not backing lines Fronts busy road – Noise/safety external obsolescence; matched paired sale Design (Style) Always aim for same style as subject; if forced to cross styles due to scarcity, use this general value ladder (lowest → highest typical market value): Raised Ranch → Ranch → Split Level → Cape Cod → 2‑Story → Tudor Adjustments are rare and highly market‑dependent; if used, ranges can be ~$2,500 – $100,000. Anchor to paired sales, not rules of thumb. Quick Workflow (Pricing Huddle) (Pricing Huddle) Define the subject: style, era, GLA, beds/baths, basement, lot, micro‑location, zoning. Pull a long list (≤12 months; radius or school boundary as relevant). Filter by like‑for‑like (style/era/quality first), then proximity. Bracket GLA and condition with 3–5 primary comps and 2 alternates. Quantify adjustments using paired sales (lot size, brick vs frame, bath count, finish). Note concessions and adjust $‑for‑$ where applicable. Sanity check with DOM trends, list‑to‑sale %, and any new construction influences. Common Pitfalls (Skip These) Using model homes as price anchors (often overpriced, inferior lot positions). Comparing across incompatible styles/eras when same‑style comps exist. Treating finished below‑grade like above‑grade GLA. Blindly trusting AVMs/auto‑CMA outputs; verify. Fast Reference: Support Sources MLS paired sales (notes & agent calls) Aerials/street view • School maps • Zoning maps Age/cost docs for updates (roof, HVAC, kitchen, baths) Market trend snapshots: DOM, Months of Inventory, SP:LP Style references: The Red Book (architectural styles) Talk Tracks (Client‑Facing) Why this comp? “Same style, similar year‑built and quality, within 0.4 miles, closed 4 months ago.” Why this adjustment? “Paired sales on the same street show brick homes trading ~$18k higher at this price tier; here are two examples.” Why not that comp? “Model home premium and inferior lot position make it a poor indicator for your home’s market value.” Mini‑Checklist (before you price) ☐ 3–5 primary comps ≤12 months ☐ Style/Era/Quality matched ☐ Lot/view/zoning confirmed ☐ Concessions identified & adjusted ☐ Bed/Bath/Basement aligned ☐ Updates documented (age/cost) ☐ Two‑eyes verification complete For agent pricing guidance only. Not a substitute for a licensed appraisal. Market ranges are illustrative—always validate with local paired sales. 📘 Full guide: Appraisal Guide: Appraisal Packages, Low Appraisals & Gap Clauses

👉 Brand new to Kale? Start with our step-by-step Start Here page. ⭐ The Locker Room (FREE for every Kale agent) Your #1 training tool. You get your login after Kale Orientation. Pathway 1: Starting Here, the Core Competency Assessment, "The 19 Things They Didn't Teach You in Real Estate School," and your Agent Action Plan Live weekly coaching with experienced coaches Script booklet for buyer and seller conversations Learn more about The Locker Room Kale Training Kale Orientation: required for new agents (this unlocks The Locker Room) Career Kickoff: step-by-step modules. Finish them all and get one month of dues waived. Monthly New-Agent Cohort: for agents in their first 6 months Video Library: watch past Kale workshops anytime MLS Tools (MRED) Learn these tools: Connect MLS, ShowingTime, Remine, InfoSparks, and CloudCMA. How to get your MLS login and the tools to learn MLS demos and how-to videos How to create a CMA using CloudCMA Required Training (Don't Miss These) Continuing Education & License Renewal: next broker deadline is April 30, 2028 Your CE Path: New vs. Experienced Brokers Fair Housing Training: required for every REALTOR® by December 31, 2027 Questions? Email info@kalerealty.com or ask Kaley.

In 2024, Kale Realty ranked 4th for Top Workplaces by the Chicago Tribune for all mid-sized companies in Chicago (including suburbs). Here’s the article. And you can download the logos here.