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September 15th (Mon) & 16th (Tue) @9AM-5PM CST Commercial Real Estate: Sales Growth and & AI mastery Register here Mainstreet's Downers Grove Campus We are excited to offer you the opportunity for a high-level, two-day training event with Tim Rios, Chief Learning Officer for The Lipsey Company. Develop your skills to not only reach clients, but to create meaningful conversations that form lasting partnerships. From learning about different selling strategies and identifying clients' priorities, to practical application of AI for commercial real estate, Tim is sure to launch your commercial real estate to a whole new level. Monday, September 15th @10AM CST Agent Guide to Condo Lending with Terrence Jon us at the A & N She shed Kick your day off with guidance from condo expert . mail terrence@anmtg.com to RSVP. Tuesday, September 16th @1PM CST TRACK+ - 5-25 Challenge and Lead Gen Strategy TLRZoom.com Do you want to do 25+ more deals this year? Register now gotlrnation.com Wednesday, September 17th @9AM CST Coffee Talk with DJ and Risa - Back to Basics Prospecting Without the Pressure - Tips and Tricks! Scripts, strategies, and mindset for making effective prospecting calls.Follow us on Social Media to catch our podcast LIVE Thursday, September 18th @9AM CST Protecting Against Property Fraud Don't become a crime statistic Invest Smarter not Less! Livestreem - Register here Thursday, September 18th @10AM CST AI Made Simple for Real Estate Pros Join us at A & N She Shed Join us for coffee and light bites while we deep dive into condo financing. RSVP by emailing maria mariaw@anmtg.com Thursday, September 18th @2PM CST Level up -Amazing Prospecting Race Lead Gen Lift-Off – Blast Your Business to the Next Level Friday, September 19th @9AM CST Agent Guide to Condo Lending with Maria Join us at A & N She Shed Join us for coffee and light bites while we deep dive into condo financing. RSVP by emailing maria mariaw@anmtg.com Saturday, September 20th @10:30AM-12:00PM CST Kale Realty Orientation Zoom Meeting Getting Started at Kale - This is the first of three workshops designed to help you thrive at Kale. Welcome aboard! This 30-minute session will introduce you to Kale Realty and set you up for success. We’ll cover: Meet Our Team & Office Resources – Staff, office hours, door code (1937), and key contacts. Policies & Procedures – Handbook, fees, getting paid, and transaction guidelines. Education & Licensing – Post-licensing, continuing education, and Realtor associations (NAR, IR, CAR, NSBAR, MRED). Vendor Partners – Title, attorneys, home warranties, and partner offices. Culture & Growth – Join committees to waive fees and earn referral bonuses. Basics of Doing Business at Kale - This session will help you work efficiently and professionally at Kale. See you there! This 30-minute session covers essential tools to manage transactions, build your brand, and grow your business. Coaching & Development – Transaction Coach, KaleHuddle.com , and professional growth. Transaction Management – SkySlope training, FAQs, and support. Marketing & Compliance – Advertising rules, Kale & Fair Housing logos, branding tools. Building Your Brand – Website/CRM setup, headshots, Xpressdocs.com for marketing. Business Setup – Email, corporate docs, and business entity setup. Path to Success in Real Estate and Kale -  This session gives you the tools to succeed at Kale. Let’s get started! This 30-minute session focuses on training, mentorship, and lead generation to help you grow your business. Training & Coaching – Access The Locker Room (TLRU), Breakthrough Paths, TRACK, and more. Agent Growth – Join the Tuesday Agent Breakthrough Series, work with a Coach, or join the Mentor Program. Marketing & Leads – Improve listing/buyer presentations and master lead generation. Huddle Up Updates – Learn about KaleHuddle.com improvements, including submission checkpoints for key requirements. SELF PACED Courses: Mastering Real Estate Lead Generation Register here Create your personalized lead generation system. Are you ready to elevate your real estate career by mastering the art of lead generation? In this comprehensive course, you will dive deep into the strategies, techniques, and tools essential for consistently generating high-quality leads in the dynamic real estate market. Harnessing the Power of CRM for Optimal Client Management | Self-Paced Register here Don’t let daily CRM upkeep overwhelm you. Don't miss this opportunity to elevate your real estate career with the power of Customer Relationship Management (CRM) systems. Discover the essential role CRM plays in optimizing client management, streamlining workflows, and ensuring unparalleled efficiency in your real estate endeavors. From cultivating lasting client relationships to maximizing lead conversion rates, this course empowers you with the knowledge and skills to leverage CRM tools effectively. Effective Strategies in buyer representation Register here Confidently host impactful buyer consultations This course covers crucial elements of buyer representation, including the art of conducting impactful buyer consultations and delivering support throughout the transaction. Learners will gain knowledge and practical skills, excelling in comprehending client needs, navigating legal complexities, and ensuring successful property transactions. Successful completion of this course will equip real estate professionals to confidently host impactful buyer consultations and offer invaluable support, solidifying their reputation as trusted advocates in the realm of buyer representation. Mastering the Fundamentals of Real Estate Negotiations Register here Gain a comprehensive foundation in negotiation strategies. This course equips new agents with a comprehensive foundation in real estate negotiation strategies. Students will not only learn essential negotiation tactics but also gain practical skills to handle common challenges and create win-win outcomes for all parties involved. MASTERING Seller Representation In Real Estate Register here Navigate the listing process like a pro. This course is designed to equip real estate professionals with the essential skills and knowledge to effectively represent sellers. Through practical insights and real-world examples, it empowers agents to build strong client relationships and achieve successful outcomes in today’s competitive market. The course also emphasizes the legal and ethical responsibilities of seller representation, ensuring participants can confidently navigate the complexities of real estate transactions. Unlocking the power of digital marketing in real estate Register here Turn digital tools into real estate triumphs. This dynamic course is designed to equip real estate professionals with the tools and strategies needed to thrive in the digital era. Participants will delve into key aspects of digital marketing, including SEO, social media advertising, email campaigns, and content creation, tailored specifically for the real estate industry. Learners will gain practical skills to optimize property listings, enhance online visibility, and generate leads effectively. By unlocking the potential of digital marketing, participants will be empowered to elevate their real estate business and achieve unparalleled success in today's competitive market. Utilizing Statistical Data to Enhance Client and customer engagement Register here Grow your confidence in data analysis. The purpose of this course is to teach you how to easily acquire and make sense of readily available statistical real estate information. This knowledge will help you become a reliable and valued source of information for your clients. The information in this course, when regularly applied, will help grow your confidence in data analysis and strengthen your business approach. In addition, it will guide you in your marketing and prospecting efforts, saving you money, while making you money.   The Locker Room recommended course of the week! If you need access to The Locker Room, contact  Rea@kalerealty.com

Upcoming workshops/agent development opportunities. Upcoming Events: September 9th - 12th @1PM-2:30PM CST TLR - Agent Action plan - 4 days TLRZoom.com This is a 4 day event over zoom Register now at gotlrnation.com/register Wednesday, September 10th @9AM CST Coffee Talk with DJ and Risa - Back to Basics Call with a Purpose - Tips and Tricks! Turning nurturing phone calls into meaningful conversations that generate business. Follow us on Social Media to catch our podcast LIVE Thursday, September 11th @10AM CST Real Brokerage Time with Rick - Powerful Session KaleHuddle.com/Zoom Join Rick Williams for a powerful session diving into hot-button real estate topics, current market dynamics, and key insights every broker should know. Stay informed, stay sharp, and gain the perspective you need to navigate today’s evolving marketplace. Thursday, September 11th @10AM CST Power Hour Register here   Join us for a panel discussion with Top Producers in the Chicago suburb markets over breakfast, coffee, and networking! Join us for an exclusive power panel discussion featuring top-performing real estate professionals who have successfully grown thriving businesses in the Chicago suburbs! This dynamic conversation will cover strategies for scaling your business, navigating market shifts, expanding into new markets, and building lasting client relationships across diverse communities. Whether you’re a new agent or an experienced broker looking to grow, this event is packed with actionable insights to help you level up. Thursday, September 11th @11AM-12:30PM CST Kale Realty Orientation KaleHuddle.com/Zoom Getting Started at Kale - This is the first of three workshops designed to help you thrive at Kale. Welcome aboard! This 30-minute session will introduce you to Kale Realty and set you up for success. We’ll cover: Meet Our Team & Office Resources – Staff, office hours, door code (1937), and key contacts. Policies & Procedures – Handbook, fees, getting paid, and transaction guidelines. Education & Licensing – Post-licensing, continuing education, and Realtor associations (NAR, IR, CAR, NSBAR, MRED). Vendor Partners – Title, attorneys, home warranties, and partner offices. Culture & Growth – Join committees to waive fees and earn referral bonuses. Basics of Doing Business at Kale - This session will help you work efficiently and professionally at Kale. See you there! This 30-minute session covers essential tools to manage transactions, build your brand, and grow your business. Coaching & Development – Transaction Coach, KaleHuddle.com , and professional growth. Transaction Management – SkySlope training, FAQs, and support. Marketing & Compliance – Advertising rules, Kale & Fair Housing logos, branding tools. Building Your Brand – Website/CRM setup, headshots, Xpressdocs.com for marketing. Business Setup – Email, corporate docs, and business entity setup. Path to Success in Real Estate and Kale -  This session gives you the tools to succeed at Kale. Let’s get started! This 30-minute session focuses on training, mentorship, and lead generation to help you grow your business. Training & Coaching – Access The Locker Room (TLRU), Breakthrough Paths, TRACK, and more. Agent Growth – Join the Tuesday Agent Breakthrough Series, work with a Coach, or join the Mentor Program. Marketing & Leads – Improve listing/buyer presentations and master lead generation. Huddle Up Updates – Learn about KaleHuddle.com improvements, including submission checkpoints for key requirements Preferred Attorneys and more!!!  Join our Facebook Group to collaborate and stay informed about industry news.

September 9th - 12th @1PM-2:30PM CST TLR - Agent Action plan - 4 days TLRZoom.com This is a 4 day event over zoom Register now at gotlrnation.com/register Wednesday, September 10th @9AM CST Coffee Talk with DJ and Risa - Back to Basics Call with a Purpose - Tips and Tricks! Turning nurturing phone calls into meaningful conversations that generate business. Follow us on Social Media to catch our podcast LIVE Thursday, September 11th @10AM CST Real Brokerage Time with Rick - Powerful Session KaleHuddle.com/Zoom Join Rick Williams for a powerful session diving into hot-button real estate topics, current market dynamics, and key insights every broker should know. Stay informed, stay sharp, and gain the perspective you need to navigate today’s evolving marketplace. Thursday, September 11th @10AM CST Power Hour Register here   Join us for a panel discussion with Top Producers in the Chicago suburb markets over breakfast, coffee, and networking! Join us for an exclusive power panel discussion featuring top-performing real estate professionals who have successfully grown thriving businesses in the Chicago suburbs! This dynamic conversation will cover strategies for scaling your business, navigating market shifts, expanding into new markets, and building lasting client relationships across diverse communities. Whether you’re a new agent or an experienced broker looking to grow, this event is packed with actionable insights to help you level up. Thursday, September 11th @11AM-12:30PM CST Kale Realty Orientation KaleHuddle.com/Zoom Getting Started at Kale - This is the first of three workshops designed to help you thrive at Kale. Welcome aboard! This 30-minute session will introduce you to Kale Realty and set you up for success. We’ll cover: Meet Our Team & Office Resources – Staff, office hours, door code (1937), and key contacts. Policies & Procedures – Handbook, fees, getting paid, and transaction guidelines. Education & Licensing – Post-licensing, continuing education, and Realtor associations (NAR, IR, CAR, NSBAR, MRED). Vendor Partners – Title, attorneys, home warranties, and partner offices. Culture & Growth – Join committees to waive fees and earn referral bonuses. Basics of Doing Business at Kale - This session will help you work efficiently and professionally at Kale. See you there! This 30-minute session covers essential tools to manage transactions, build your brand, and grow your business. Coaching & Development – Transaction Coach, KaleHuddle.com, and professional growth. Transaction Management – SkySlope training, FAQs, and support. Marketing & Compliance – Advertising rules, Kale & Fair Housing logos, branding tools. Building Your Brand – Website/CRM setup, headshots, Xpressdocs.com for marketing. Business Setup – Email, corporate docs, and business entity setup. Path to Success in Real Estate and Kale - This session gives you the tools to succeed at Kale. Let’s get started! This 30-minute session focuses on training, mentorship, and lead generation to help you grow your business. Training & Coaching – Access The Locker Room (TLRU), Breakthrough Paths, TRACK, and more. Agent Growth – Join the Tuesday Agent Breakthrough Series, work with a Coach, or join the Mentor Program. Marketing & Leads – Improve listing/buyer presentations and master lead generation. Huddle Up Updates – Learn about KaleHuddle.com improvements, including submission checkpoints for key requirements SELF PACED Courses: Mastering Real Estate Lead Generation Register here Create your personalized lead generation system. Are you ready to elevate your real estate career by mastering the art of lead generation? In this comprehensive course, you will dive deep into the strategies, techniques, and tools essential for consistently generating high-quality leads in the dynamic real estate market. Harnessing the Power of CRM for Optimal Client Management | Self-Paced Register here Don’t let daily CRM upkeep overwhelm you. Don't miss this opportunity to elevate your real estate career with the power of Customer Relationship Management (CRM) systems. Discover the essential role CRM plays in optimizing client management, streamlining workflows, and ensuring unparalleled efficiency in your real estate endeavors. From cultivating lasting client relationships to maximizing lead conversion rates, this course empowers you with the knowledge and skills to leverage CRM tools effectively. Effective Strategies in buyer representation Register here Confidently host impactful buyer consultations This course covers crucial elements of buyer representation, including the art of conducting impactful buyer consultations and delivering support throughout the transaction. Learners will gain knowledge and practical skills, excelling in comprehending client needs, navigating legal complexities, and ensuring successful property transactions. Successful completion of this course will equip real estate professionals to confidently host impactful buyer consultations and offer invaluable support, solidifying their reputation as trusted advocates in the realm of buyer representation. Mastering the Fundamentals of Real Estate Negotiations Register here Gain a comprehensive foundation in negotiation strategies. This course equips new agents with a comprehensive foundation in real estate negotiation strategies. Students will not only learn essential negotiation tactics but also gain practical skills to handle common challenges and create win-win outcomes for all parties involved. MASTERING Seller Representation In Real Estate Register here Navigate the listing process like a pro. This course is designed to equip real estate professionals with the essential skills and knowledge to effectively represent sellers. Through practical insights and real-world examples, it empowers agents to build strong client relationships and achieve successful outcomes in today’s competitive market. The course also emphasizes the legal and ethical responsibilities of seller representation, ensuring participants can confidently navigate the complexities of real estate transactions. Unlocking the power of digital marketing in real estate Register here Turn digital tools into real estate triumphs. This dynamic course is designed to equip real estate professionals with the tools and strategies needed to thrive in the digital era. Participants will delve into key aspects of digital marketing, including SEO, social media advertising, email campaigns, and content creation, tailored specifically for the real estate industry. Learners will gain practical skills to optimize property listings, enhance online visibility, and generate leads effectively. By unlocking the potential of digital marketing, participants will be empowered to elevate their real estate business and achieve unparalleled success in today's competitive market. Utilizing Statistical Data to Enhance Client and customer engagement Register here Grow your confidence in data analysis. The purpose of this course is to teach you how to easily acquire and make sense of readily available statistical real estate information. This knowledge will help you become a reliable and valued source of information for your clients. The information in this course, when regularly applied, will help grow your confidence in data analysis and strengthen your business approach. In addition, it will guide you in your marketing and prospecting efforts, saving you money, while making you money. The Locker Room recommended course of the week! If you need access to The Locker Room, contact  Rea@kalerealty.com

Upcoming workshops/agent development opportunities. Keeping Up with Kale this week... A and N Mortgage Appraisal Adjustment Guide A Home Inspector is an Expert Generalist Last week workshop playlist: Removing the Mystery of Appraisal Adjustments Lunch n' Learn Upcoming Events: Wednesday, September 3rd @9AM CST Coffee Talk with DJ and Risa (Live) The Power of the Pen -Tips and Tricks! How handwritten notes create lasting impressions and deepen client relationships. Follow us on Social Media to catch our podcast LIVE Thursday, September 4th @2PM CST Level up -Amazing Prospecting Race KaleHuddle.com/Zoom The Lead Gen Games – Where Every Contact Counts Preferred Attorneys and more!!!  Join our Facebook Group to collaborate and stay informed about industry news.

Wednesday, September 3rd @9AM CST Coffee Talk with DJ and Risa (Live) The Power of the Pen -Tips and Tricks! How handwritten notes create lasting impressions and deepen client relationships. Follow us on Social Media to catch our podcast LIVE Thursday, September 4th @2PM CST Level up -Amazing Prospecting Race KaleHuddle.com/Zoom The Lead Gen Games – Where Every Contact Counts SELF PACED Courses: Mastering Real Estate Lead Generation Register here Create your personalized lead generation system. Are you ready to elevate your real estate career by mastering the art of lead generation? In this comprehensive course, you will dive deep into the strategies, techniques, and tools essential for consistently generating high-quality leads in the dynamic real estate market. Harnessing the Power of CRM for Optimal Client Management | Self-Paced Register here Don’t let daily CRM upkeep overwhelm you. Don't miss this opportunity to elevate your real estate career with the power of Customer Relationship Management (CRM) systems. Discover the essential role CRM plays in optimizing client management, streamlining workflows, and ensuring unparalleled efficiency in your real estate endeavors. From cultivating lasting client relationships to maximizing lead conversion rates, this course empowers you with the knowledge and skills to leverage CRM tools effectively. Effective Strategies in buyer representation Register here Confidently host impactful buyer consultations This course covers crucial elements of buyer representation, including the art of conducting impactful buyer consultations and delivering support throughout the transaction. Learners will gain knowledge and practical skills, excelling in comprehending client needs, navigating legal complexities, and ensuring successful property transactions. Successful completion of this course will equip real estate professionals to confidently host impactful buyer consultations and offer invaluable support, solidifying their reputation as trusted advocates in the realm of buyer representation. Mastering the Fundamentals of Real Estate Negotiations Register here Gain a comprehensive foundation in negotiation strategies. This course equips new agents with a comprehensive foundation in real estate negotiation strategies. Students will not only learn essential negotiation tactics but also gain practical skills to handle common challenges and create win-win outcomes for all parties involved. MASTERING Seller Representation In Real Estate Register here Navigate the listing process like a pro. This course is designed to equip real estate professionals with the essential skills and knowledge to effectively represent sellers. Through practical insights and real-world examples, it empowers agents to build strong client relationships and achieve successful outcomes in today’s competitive market. The course also emphasizes the legal and ethical responsibilities of seller representation, ensuring participants can confidently navigate the complexities of real estate transactions. Unlocking the power of digital marketing in real estate Register here Turn digital tools into real estate triumphs. This dynamic course is designed to equip real estate professionals with the tools and strategies needed to thrive in the digital era. Participants will delve into key aspects of digital marketing, including SEO, social media advertising, email campaigns, and content creation, tailored specifically for the real estate industry. Learners will gain practical skills to optimize property listings, enhance online visibility, and generate leads effectively. By unlocking the potential of digital marketing, participants will be empowered to elevate their real estate business and achieve unparalleled success in today's competitive market. Utilizing Statistical Data to Enhance Client and customer engagement Register here Grow your confidence in data analysis. The purpose of this course is to teach you how to easily acquire and make sense of readily available statistical real estate information. This knowledge will help you become a reliable and valued source of information for your clients. The information in this course, when regularly applied, will help grow your confidence in data analysis and strengthen your business approach. In addition, it will guide you in your marketing and prospecting efforts, saving you money, while making you money. The Locker Room recommended course of the week! If you need access to The Locker Room, contact  Rea@kalerealty.com

Home inspectors can provide countless reasons why it’s important for a buyer to conduct an inspection on a house they have under contract. They are experts on a great many topics and inspections often save buyers both money and headaches by diagnosing problems within a structure before the transaction is finalized. What inspectors do. A licensed home inspector in Illinois can inspect many areas of a home during an inspection, including the following:  • Structure and Foundation  • Interior and Exterior  • Roof and Chimney  • Plumbing  • Electrical  • Heating and Cooling Systems  • Insulation and Ventilation  • Fireplaces and Fuel Burning Appliances   The ensuing home inspection report includes a thorough description of the above areas, including the system components and whether they are significantly deficient. Further, if any of the above areas are not inspected, the home inspector needs to state if there were conditions or obstructions that prevented their review. The buyer, their real estate agent and their attorney will then review the inspection report and request repairs or monetary compensation to cover items of concern: What can a home inspector NOT do? Please keep in mind, home inspectors don’t check everything. It is essential to be clear on what a home inspection does not cover. Under the Illinois Rules and the National ASHI Standards, a home inspector is not required to do the following:  • Inspect areas that are not easily accessible (stuck attic door; interior of a chimney)  • Inspect areas that are unsafe (dangerous roof conditions) • Inspect systems that may cause more damage if turned on (turning on a system that has been shut down)  • Inspect systems that are inoperable (a non-functioning circuit breaker)  • Determine the life expectancy of a system or unit (remaining life-expectancy of a water heater) • Determine environmental hazards (soil conditions near a manufacturing plant)  • Determine the market value of a property (solely for a licensed appraiser)  What also must be conveyed to the buyer is that only the areas that are clearly visible and accessible are to be reviewed by the home inspector. In addition, any area which poses a risk for the home inspector, the condition of the home or its systems, creates at a minimum the need for further evaluation. When is another licensed or certified professional needed? There are important issues that may require additional resources in identifying the extent and need of a potential problem in a home.  For example, a home inspector may suspect that asbestos is in the walls of the property, but to determine the magnitude, the buyer will need an abatement contractor to test and determine the amount. Asbestos testing is regulated by the U.S Environmental Protection Agency (“EPA”) and requires specific handling which is outside the scope of a home inspector’s duties. Other areas that may require another qualified professional,  • Engineering or Architectural Services  What can you do to ensure the best inspection? Inform your clients what the inspection covers - and what it won’t - so that expectations are set accurately. A qualified home inspector will identify areas of vulnerability in the home that are beyond the scope of their inspection and advise if additional steps are recommended in addition to the general inspection. A home inspector can also perform additional services for a buyer, beyond the requirements of a home inspection, but must be qualified to do so and appropriately credentialed in that area. A home inspector can also advise on what type of professional to contact to address those issues. Ultimately, the homeowner is the best person to advocate for themselves in the home buying process. outside the scope of home inspection, are as follows:  • Radon Testing and Mitigation  • Mold Testing  • Lead Based Paint  • Soil or Groundwater Testing  • Insurance Assessment What can you do to ensure the best inspection? Inform your clients what the inspection covers - and what it won’t - so that expectations are set accurately. A qualified home inspector will identify areas of vulnerability in the home that are beyond the scope of their inspection and advise if additional steps are recommended in addition to the general inspection. A home inspector can also perform additional services for a buyer, beyond the requirements of a home inspection, but must be qualified to do so and appropriately credentialed in that area. A home inspector can also advise on what type of professional to contact to address those issues. Ultimately, the homeowner is the best person to advocate for themselves in the home buying process.

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.

Downloadable files below. The Mortgage Process The A and N Difference IHDA 2-4 Unit Financing Licensed States Map

Upcoming workshops/agent development opportunities. Keeping Up with Kale this week... The Cost of Doing Business The Do Not Call Checklist Listing to Closing Checklist Last week workshop playlist: Buyers to the Finish Line: Your Step-by-Step Closing System For Sale to Close - Checklists and Systems That Work Upcoming Events: Tuesday, August 26th @1PM CST Wake Up Your Why - August Breakthrough Series TLRZoom.com Section 4 Mastermind: Have fun, stick together, play like champions. Wednesday, August 27th @9AM CST Coffee Talk with DJ and Risa (Live) School Supplies for Success: Must-Have Tools & Tech Top apps, templates, and resources for busy agents. Thursday, August 28th @10AM CST Real Brokerage Time with Rick Zoom Meeting Powerful Session Join Rick Williams for a powerful session diving into hot-button real estate topics, current market dynamics, and key insights every broker should know. Stay informed, stay sharp, and gain the perspective you need to navigate today’s evolving marketplace. Thursday, August 28th @12PM CST Unlocking Efficiency: AI in Commercial Real Estate Register here Power Lunch -Virtual Join us for a dynamic Power Lunch with Andy Velkme, Certified International Property Specialist (CIPS), Senior Vice President at Caton Commercial Real Estate Group and a leading voice in commercial innovation. Andy will share how artificial intelligence is reshaping the industry—from optimizing workflows and decision-making to revolutionizing how space is allocated and utilized. He’ll also dive into a timely case study: how the Federal Government is leveraging UnifyAi to maximize physical space allocation across its vast real estate portfolio. Discover what these national trends mean for your business and how to stay ahead of the curve. Thursday, August 28th @2PM CST The Power of Process: Building Smart Checklists for Smooth Closings Zoom Meeting Access to only agents in the Productivity Coaching Session Productivity Coaching Mastermind Preferred Attorneys and more!!!  Join our Facebook Group to collaborate and stay informed about industry news.

Tuesday, August 26th @1PM CST Wake Up Your Why - August Breakthrough Series TLRZoom.com Section 4 Mastermind: Have fun, stick together, play like champions. Wednesday, August 27th @9AM CST Coffee Talk with DJ and Risa (Live) School Supplies for Success: Must-Have Tools & Tech Top apps, templates, and resources for busy agents. Thursday, August 28th @10AM CST Real Brokerage Time with Rick Zoom Meeting Powerful Session Join Rick Williams for a powerful session diving into hot-button real estate topics, current market dynamics, and key insights every broker should know. Stay informed, stay sharp, and gain the perspective you need to navigate today’s evolving marketplace. Thursday, August 28th @12PM CST Unlocking Efficiency: AI in Commercial Real Estate Register here Power Lunch -Virtual Join us for a dynamic Power Lunch with Andy Velkme, Certified International Property Specialist (CIPS), Senior Vice President at Caton Commercial Real Estate Group and a leading voice in commercial innovation. Andy will share how artificial intelligence is reshaping the industry—from optimizing workflows and decision-making to revolutionizing how space is allocated and utilized. He’ll also dive into a timely case study: how the Federal Government is leveraging UnifyAi to maximize physical space allocation across its vast real estate portfolio. Discover what these national trends mean for your business and how to stay ahead of the curve. Thursday, August 28th @2PM CST The Power of Process: Building Smart Checklists for Smooth Closings Zoom Meeting Access to only agents in the Productivity Coaching Session Productivity Coaching Mastermind SELF PACED Courses: Mastering Real Estate Lead Generation Register here Create your personalized lead generation system. Are you ready to elevate your real estate career by mastering the art of lead generation? In this comprehensive course, you will dive deep into the strategies, techniques, and tools essential for consistently generating high-quality leads in the dynamic real estate market. Harnessing the Power of CRM for Optimal Client Management | Self-Paced Register here Don’t let daily CRM upkeep overwhelm you. Don't miss this opportunity to elevate your real estate career with the power of Customer Relationship Management (CRM) systems. Discover the essential role CRM plays in optimizing client management, streamlining workflows, and ensuring unparalleled efficiency in your real estate endeavors. From cultivating lasting client relationships to maximizing lead conversion rates, this course empowers you with the knowledge and skills to leverage CRM tools effectively. Effective Strategies in buyer representation Register here Confidently host impactful buyer consultations This course covers crucial elements of buyer representation, including the art of conducting impactful buyer consultations and delivering support throughout the transaction. Learners will gain knowledge and practical skills, excelling in comprehending client needs, navigating legal complexities, and ensuring successful property transactions. Successful completion of this course will equip real estate professionals to confidently host impactful buyer consultations and offer invaluable support, solidifying their reputation as trusted advocates in the realm of buyer representation. Mastering the Fundamentals of Real Estate Negotiations Register here Gain a comprehensive foundation in negotiation strategies. This course equips new agents with a comprehensive foundation in real estate negotiation strategies. Students will not only learn essential negotiation tactics but also gain practical skills to handle common challenges and create win-win outcomes for all parties involved. MASTERING Seller Representation In Real Estate Register here Navigate the listing process like a pro. This course is designed to equip real estate professionals with the essential skills and knowledge to effectively represent sellers. Through practical insights and real-world examples, it empowers agents to build strong client relationships and achieve successful outcomes in today’s competitive market. The course also emphasizes the legal and ethical responsibilities of seller representation, ensuring participants can confidently navigate the complexities of real estate transactions. Unlocking the power of digital marketing in real estate Register here Turn digital tools into real estate triumphs. This dynamic course is designed to equip real estate professionals with the tools and strategies needed to thrive in the digital era. Participants will delve into key aspects of digital marketing, including SEO, social media advertising, email campaigns, and content creation, tailored specifically for the real estate industry. Learners will gain practical skills to optimize property listings, enhance online visibility, and generate leads effectively. By unlocking the potential of digital marketing, participants will be empowered to elevate their real estate business and achieve unparalleled success in today's competitive market. Utilizing Statistical Data to Enhance Client and customer engagement Register here Grow your confidence in data analysis. The purpose of this course is to teach you how to easily acquire and make sense of readily available statistical real estate information. This knowledge will help you become a reliable and valued source of information for your clients. The information in this course, when regularly applied, will help grow your confidence in data analysis and strengthen your business approach. In addition, it will guide you in your marketing and prospecting efforts, saving you money, while making you money. The Locker Room recommended course of the week! If you need access to The Locker Room, contact  Rea@kalerealty.com

From For Sale Sign → To Sold → To Referrals Phase 1: Pre-Listing Preparation ☐ Initial consultation with seller ☐ Gather disclosures & property details ☐ Pricing strategy + CMA ☐ Home prep: staging, repairs, cleaning ☐ Professional photos/video ordered ☐ Marketing plan reviewed with seller Phase 2: Active Listing ☐ MLS input & verify accuracy ☐ Sign installed / lockbox in place ☐ Launch marketing (flyers, social, email) ☐ Schedule & host open houses ☐ Gather feedback from showings ☐ Weekly seller update Phase 3: Under Contract ☐ Receive & review offers with seller ☐ Negotiate terms & acceptance ☐ Deliver executed contract to all parties ☐ Coordinate attorney review / disclosures  ☐ Schedule inspections  ☐ Appraisal ordered & confirmed  ☐ Loan approval monitoring  Phase 4: Closing Preparation ☐ Final walk-through scheduled ☐ Confirm title, taxes, HOA paid/current ☐ Coordinate with attorney/title company ☐ Confirm utilities transfer ☐ Prepare closing gift Phase 5: Post-Closing & Referrals ☐ Hand-deliver or mail thank-you card ☐ Send closing gift ☐ Add client to database / drip campaign ☐ Request online review/testimonial ☐ 30/60/90 day check-ins ☐ Anniversary follow-up each year ☐ Invite client to future client events

Kale Realty’s 24/7 Support Teammate Kaley is Kale Realty’s newest support team member, dedicated to helping agents succeed around the clock. Available 24/7 , Kaley provides fast, friendly, and reliable assistance on everything from commission deposits and Dotloop submissions to website setup, CRM tools, and day-to-day business questions. By giving agents instant answers and step-by-step guidance , Kaley eliminates wait times and ensures brokers always have the support they need—day or night. Designed to make running a real estate business simpler and more efficient, Kaley represents Kale Realty’s commitment to innovation, excellence, and unmatched agent support. 👉 With Kaley on your side, help is always just a click away.