Listing Presentation (Landscape For Onscreen Use)

©2006 Coldwell Banker Burnet. Coldwell Banker is a registered trademark licensed to Coldwell Banker Real Estate Corporation. An Equal Opportunity Company. Equal Housing Opportunity. Owned And Operated By NRT

Incorporated

Presented by:Jane Q. SalesAgent

Coldwell Banker Burnet Seller Services Proposal

Prepared especially for:Mr. and Mrs. John Q. Public

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Meeting Your Needs

About Coldwell Banker Burnet

Marketing Activities

The Sales Process

Marketing Action Plan

The Best Price Attainable

Comparative Market Analysis

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Meeting Your Needs

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What Is Important To YouWe’ve asked thousands of home sellers what is

important to them.Price The best price and terms obtainable.

Time The shortest possible time on the market.

Convenience The least inconvenience to the sellers, with us managing the details.

Communication Frequent communication by us to address their concerns.

Diligent effort by us Evidence that we are working diligently on their behalf.

Let’s rank your priorities together…

Meeting Your N

eeds

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Company History The nation’s oldest national real estate organization was established

on August 27, 1906 just 18 weeks after the “Great Earthquake” that devastated San Francisco. Today, Coldwell Banker is the

largest real estate franchise organization in the world.

Ralph Burnet founded Burnet Realty in 1973 and built the company into a regional real estate powerhouse. Burnet Realty joined Coldwell Banker in

1998, forming Coldwell Banker Burnet.


Founders Colbert Coldwell and

Benjamin Banker.

Coldwell Banker Burnet founder and

chairman Ralph Burnet

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Coldwell Banker has more than

126,000 sales associates

working in more than 3,800 offices in 29

countries and territories.

Let our networking

work for you.

Local Traditions,

Global Connections


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Coldwell Banker Home ServicesColdwell Banker Burnet

Burnet Home LoansBurnet Title

Burnet RelocationPreviews - Distinctive HomesUrban Lifestyles & New Homes

Home Resource Center / ConciergeProperty & Rental Resources

Coldwell Banker Insurance Program


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Owning the Internet’s Best Real EstateWith 74% of home buyers using the Internet as part of their

home search, a comprehensive online marketing program is essential to generating the greatest possible demand for your home.

We’re generating broad exposure by using 65,000 search

terms at the Internet’s biggest search engine sites to drive home buyers to our online property listings.

We’ve claimed virtual ownership over the Internet’s most exclusive real estate. Our annual online marketing spend has a retail value of almost $45 million.*


* Based on the estimated retail value of NRT Incorporated’s annual spend for Realtor.com and search engine advertising. Coldwell Banker Burnet is a member of the NRT family of companies. NRT has over 1,000 offices and 64,000 sales associates

operating in over 35 metropolitan areas.

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Making Your Listings Searchable OnlineGOOGLE BASE

Building upon our advertising relationship with search engine Google,™ we’re proud to be among the first national real estate providers to participate in Google Base™ – a service that enables any content provider to submit information that is searchable on Google, and improves the quality and breadth of real estate information online. Google leads the search engine industry with over 61 percent of searches performed worldwide – more than all other search engines combined.* Google Base helps Google provide its vast audience with detailed and structured real estate information. To take advantage of this marketing opportunity and promote your property on this search engine, we’ve entered into an agreement that ensures:

• Your property listing appears on Google within a day of entering our system• Your listing gets automatically refreshed daily, so it outperforms less frequently updated

listings• Your listing links potential buyers directly to your full listing at CBBURNET.com

Our participation in this program lets us quickly deliver the most accurate and up-to-date listing information, giving you an appreciable online marketing advantage. And, because Google takes home buyers to your full listing at CBBURNET.com, we can also ensure their access to important selling features like multiple photos and our proprietary rapid response system. It pays to list with Coldwell Banker Burnet, for the resources and tech savvy that make a real difference.

* Source: comScore Networks qSearch, April 2006

Making Your Home Easier to Find OnlineTRULIA.COM

We’re proud to be among the first national real estate companies to become a listings provider for Trulia.com - the 2006 winner of Business Week’s “Best of the Web, Real Estate” award. Trulia has more than 2 million visitors a month, and their audience has been growing by double digits month-over-month for the past year. The reason for Trulia’s popularity is its easy to use Web 2.0 map-based search interface that provides high-level property information and links to property detail pages. To help make your home easier to find online, our agreement with Trulia.com ensures:

• Your property listing appears on Trulia.com within 24 hours of entering our system• Your listing gets automatically refreshed daily, so it out-performs less frequently updated listings•Your Trulia.com listing links potential buyers directly to the full property listing at CBBURNET.com

As Trulia.com expands the available toolset for online home shoppers, our participation in this program helps showcase your home for this important audience. And, because Trulia takes potential buyers to your full property listing at CBBURNET.com, your home’s marketing will continue to benefit from important selling features like multiple photos and our proprietary rapid response system.

The Internet As A Marketing ToolThrough Coldwell Banker Burnet and the Internet, your property will receive international exposure. Buyers worldwide can learn about your property from the comfort of their own home – 24 hours a day, seven days a week, until it’s sold.

You will find your home on the Internet at the following sites:

www.CBBURNET.comwww.google.com www.trulia.com

www.coldwellbanker.comwww.openhouse.comwww.realtor.com


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We have a greater Realtor.com presencethan anyone else in the market.


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“Featured Homes™”

“Featured Company™”

“Office Sign Rider”

“Office Standard Listing”

“Agent Showcase Listing”

Powerful eMarketing Advantage

An online inquiry from CBBURNET.com, google,com, trulia.com, coldwellbanker.com, openhouse.com, realtor.com or our agent’s personal web site goes directly to your sales associate’s cell phone within seconds. In the blink of an eye, a potential buyer can connect with the sales professional who best knows the home and its unique selling features.


Online property inquires reach your sales associate’s cell phone in seconds!

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Powerful eMarketing Advantage

Coldwell Banker Burnet has built, brokered, and bought some of the Internet’s most valuable online real estate for the marketing of your home.


Location. Location. Location.

With CBBURNET.com, google.com, trulia.com, coldwellbanker.com, realtor.com, openhouse.com, and our sales associates’ personal Web sites, we’re sure to capture the web buyer, wherever they are!

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Home InfoLine

• Each property has a unique ID number that allows buyers to access information on your house

• Mortgage payment calculator helps qualify buyers

•Option to connect to loan officer for mortgage pre-approval

• Provides buyers with instant telephone access to your property information, 24 / 7

• Option to instantly connect to your listing’s sales associate for more information


Call: 952-844-3000 in Twin Cities Metro AreaCall: 1-888-844-3002 Toll Free

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We Bring More RelocatingBuyers To Your Door!


Coldwell Banker Burnet can market your home to more relocation buyers than any other local real estate company. Here’s why:

Cendant Mobility and Coldwell Banker Burnet• Control one out of every two relocation transactions in

the United States.• Handle relocation for more than 1,700 corporations internationally, including 36 of the Fortune

50.• Serve more than 100,000 relocating families annually.Burnet Relocation:

• Assists Minnesota-based companies with

relocation. • Works with hundreds of local

corporations• Each year serves the needs of

thousands of families considering

a move to our communities.• Receives customer referrals

through the Coldwell Banker

network.

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Market Share By Price Range

29.1%32.3%

37%41.4%

45.9%47.9%

64.7%

Based on information from the REGIONAL MULTIPLE LISTING SERVICE OF MINNESOTA, INC. representing dollar volume of properties sold/closed in the Twin Cities area for the period Jan. 1, 2006 through Sept. 30, 2006. While this data is deemed to be accurate, neither RMLS, Inc. nor any other affiliated agency guarantees or is responsible for its accuracy. This data may not reflect all real estate activity in the marketplace. Owned And Operated By NRT Incorporated


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We utilize a variety of print media with premium position.

Customized to meet your needs.


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Coldwell Banker Burnet Home Protection Plan


Our Full-Service PhilosophyBuying and owning a home can be one of the most wonderful and exciting experiences of your life. COLDWELL BANKER® Burnet understands that. An important part of our service is our home protection plan.

We are pleased to offer the COLDWELL BANKER Burnet Home Protection Plan. This comprehensive plan protects against unforeseen repairs or replacement of things like the furnace, appliances, water heater and more. As a buyer, you'll make your home purchase decision with confidence, knowing that you're protected from large, unexpected, covered repair bills. As a seller, the COLDWELL BANKER® Burnet Home Protection Plan can translate into a better chance of selling, selling faster and selling closer to the asking price.

The COLDWELL BANKER® Burnet Home Protection Plan is an important part of the full-service offer available to you from COLDWELL BANKER® Burnet Home Services - Making Dreams Come HomeSM.

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Average Out-of-Warranty Repair or Replace CostsPaying one low deductible per service call with the COLDWELL BANKER Burnet Home Protection Plan is a great way to budget your money for home repairs. Compared to the average cost for just one repair, you can see why more sellers and buyers are requesting the COLDWELL BANKER Burnet Home Protection Plan.

Heating System $466 $2,355(excluding ductwork)

Central Air Conditioning $828 $2,266(excluding ductwork)

Internal Plumbing System $300 $1,319(excluding fixtures)

Water Heater $158 $646

Electric Main Service Panel $303 $1,196

Refrigerator $251 $1,031

Range /Oven /Cooktop $199 $752

System or Appliance Repair Replacement

Coldwell Banker Burnet Home Protection Plan

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MLS & HomeQuest Marketing Activities

• Coldwell Banker Burnet sales associates have access to active and historical property information through our Realtor Association MLS services and through our proprietary HomeQuest property information system.

• HomeQuest allows us to download the entire active listing database into a laptop computer and bring it with us to any location. With HomeQuest, if MLS is down, we are still in business.

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Personal Marketing Action Plan

• Promotional strategy• Property Preview• Price and terms offered• Negotiating and managing the sale

We carry out our promises with a plan uniquely designed for each property.


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Put My Experience and Knowledge to Work for You

• Add your personal qualifications and credentials here.


Jane Q. Sales Associate

Jane was the best sales associate! We couldn’t have done it without her. Thanks for your commitment!

- John and Sally Happy Client




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How Do We Attract Buyers?Coldwell Banker Burnet Sales associate effortsTV and radio ads, billboards and print adsCooperative sales with other brokersInternet and E-mail marketingDistinctive Homes magazine Institutional advertising

Professional brochuresPrime office locationsCompany reputationHome feature sheetsHomes magazinesJust-Listed cardsClassified adsOpen Houses

“For Sale” and “Sold” signs Community involvementNational referral servicesSales associate marketing


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* Source: 2006 National Association of REALTORS® Profile of Home Buyers and Sellers.

How Today’s Consumers Search for Real Estate


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Sales Associate Marketing on cbburnet.com and Personal Web Sites


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Virtual / Video Tour Marketing Activities

Virtual and video tours can further show off the features of your home and give online home shoppers an additional

reason to put your home on their shopping list.

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Home Enhancement

• Focus on how buyers see your property

• Leverage ideas from our exclusive Home Enhancement Guide and Video

• Identify enhancements that can pay for themselves in stronger offers from buyers.

We can develop a custom home enhancement plan that can make a difference in how quickly your home sells and

the price you can obtain.


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Home Enhancement Checklist

• Interior Pick up toys and shoes; make beds, put

clothes away Prepare tables with flowers and place

settings; set out a game or “coffee table” book

Turn off the television; play soft background music

Tidy up bathrooms; set out show towels Open drapes and shades, turn on lights,

make house look bright and cheerful Do a quick dusting and give the carpets a

once-over with the vacuum; straighten rugs; empty wastebaskets

Keep pets out of the way; make sure all pet areas are clean and free of odor

We can develop a plan to enhance your property so it will attract and appeal to more buyers

• Special tips for showings Secure jewelry, cash, medications and

other valuables Leave while your house is being shown If people who are not accompanied by an

agent ask to see your property, please refer them to us; we will pre-screen them

• Exterior Keep grass mowed, shrubs trimmed Pick up lawn tools, toys, sweep front

walkway Clean up after pets


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Sampling of Services Plumbing repairs & drain cleaning Carpet & upholstery cleaning Containerized storage rental Wallpapering & removal Floor care & flooring Home repair services Window cleaning

Garage door repair/replace Mold & mildew mitigation Furnace/boiler tune-up Exterminator services New roofing & repair Chimney cleaning Asbestos removal Odor elimination Winterization Painting….. AND MANY MORE!

Contact the Home Resource Center952-820-HOME (4663)

or 1-877-879-7505

Home Resource Center

Electrical repairs Moving services House cleaning Duct cleaning


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Open HousesOpen houses will bring interested home buyers through your door.

• A well-staged open house can be a powerful way to show off your property to interested buyers.


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• Aggressive promotion to attract buyers searching for homes in your neighborhood.

• Maximizes exposure of your home.

Office Tour / Realtor Open Marketing Activities

We’ll make sure that Coldwell Banker Burnet sales associates and other Realtors have an opportunity to see your home early in its marketing cycle. This ensures that the buyers they are

working with are aware of your home, maximizing its exposure.

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E-mail Marketing and Networking Marketing Activities

Coldwell Banker Burnet sales associates utilize their e-mail system, sales meetings and other networking opportunities to share information about your home with their 3,000+ fellow sales associates, increasing the chance that agents working with qualified buyers will know about your home.

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Direct Mail Marketing Activities

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Feature Booklet

Seller Information Sheet•What you like about the area•What you may like about the home•Children in the area:

•Elementary schools•Middle schools•High Schools

Includes: Property Information & Disclosures

Amenities of the Area

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• Cable / TV advertising• Special ads


Additional Services I Provide

• Professional staging• Feature booklet• Door knocking

My service list here

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The Coldwell Banker® Seller Services Guarantee

• Consistent

• Predictable

• Reliable

Guaranteed!


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Home Marketing Activity Report Marketing Activities

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Coldwell Banker The Market Share Leader - Jan. - Dec. 2006

Based on 13 county Twin Cities metro area property sold information by dollar volume from the REGIONAL MULTIPLE LISTING SERVICE OF MINNESOTA, INC. for the period Jan. 1, 2006 through Dec. 31, 2006. While this data is deemed to be accurate, neither RMLS, Inc., nor any other affiliated agency guarantees or is responsible for its accuracy. This data may not reflect all real estate activity in the marketplace. Owned And Operated By NRT Incorporated

Home buyers and sellers choose the convenience of one-stop shopping through Coldwell Banker Burnet.


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CBBURNET.com

Based on 13 county Twin Cities metro area average sale price information for seller side transactions from REGIONAL MULTIPLE LISTING SERVICE OF MINNESOTA, INC. FOR THE PERIOD Jan. 1, 2006 to Dec. 31, 2006. While this data is deemed to be accurate,

neither the RMLS, Inc. nor any other affiliated agency guarantees or is responsible for its accuracy. This data may not reflect all real estate activity in the marketplace. Owned And Operated By NRT Incorporated.

Average Sale Price Comparison 2006 Marketing Activities

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Best Price Obtainable

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What Is The Best Price Obtainable For Your Property?


We will help you determine the most effective list price for your property.

Recently Sold

& Other

Properties

Compared To

Your Home

Comparative Market Analysis

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What Is The Best Price Obtainable For Your Property?


Buyers compare properties– Home Buyers engage in

comparison shopping. They will not pay more for a property than they could pay for another, similar one.

Currently for sale– Shows properties

competing for buyers’ attention right now.

Did not sell– Demonstrates what

buyers have not been willing to pay under current market conditions.

Recently sold market data– Reveals what buyers have

actually paid for similar properties.

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What Affects The Market Value Of Your Property?

The CompetitionThe number of similar properties for saleTheir prices, financing terms, location and

physical condition

Physical qualities of your propertyLocationAgeSize of house and lotFloor plan and architectural style

Market ConditionsInterest rates and availability of financingBuyer demandPrices of recently sold propertiesState of the economySeasonal demand

In understanding the market value of your property, we must deal with some factors that we have no control over.


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An Important Message About The Value Of Your House

The price of your house must attract enough attention among buyers and brokers to generate

showings and offers.Market Pricing

Pricing you property competitively will help

attract the greatest number of potential buyers.

Best Price ObtainableThe higher the price above

realistic market value the fewer the buyers willing to

consider your property.

Above RealisticMarket Value

At RealisticMarket Value

Listin

g Pr

ice

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The Right Price For Your home….. Best Price Obtainable

Above RealisticMarket Value

At RealisticMarket Value

Listin

g Pr

ice

A home priced at its market value has a 95% chance of being sold with in a reasonable marketing period. The higher its price in relation to other similar properties currently being marketed, the less the probability of its sale. The initial exposure gets the most attention! Buyers make their decisions by comparison and homes which compare unfavorably with others, price wise, do not sell. Homes listed above market value attract the wrong prospects and help sell other homes. Buyers are often hesitant to buy homes which have had a long period of exposure to the marketplace, fearful that there is something wrong with them. Ultimately, the selling price of your home will be set by the market. We can serve you best by determining the current market value of your home.

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Time / Activity RatioPricing your property competitively from that start will

generate the most activity among brokers and buyers.

•A property generates the most interest among brokers and buyers when it first goes on the market.•The number of showings is greatest during this time – if it is priced at realistic market value.

•Starting too high and dropping the price misses the excitement and fails to generate as much activity.•It may even become necessary to drop the price below market value to compete with new, well priced listings.


1 2 3 4 5 6 Time On Market (Weeks)

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Qualifying Buyers

• Prequalification– A potential buyer for your house

can be prequalified or preapproved by Burnet Home Loans, for a loan amount necessary for the purchase of your property.

• Financial information on other buyers

– We will seek financial qualifying information on buyers represented by other brokers.

Our goal is to bring you financially prequalified buyers through Burnet

Home Loans to help ensure a successful transaction.

The Sales Process

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Important Negotiation Strategy• Reason/Urgency for selling• Willingness to consider an offer less than listing

price• Financing terms you would accept• Personal property you might be willing to include• Timing and benefits from your company • Any other confidential information

The Sales Process

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The Sales Process

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The Sales Process

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Negotiating the Purchase Agreement

• Understanding choices, meeting your needs

– We will present all offers in an objective fashion, review and explain their terms and help you evaluate how it fits your goals.

We will negotiate on your behalf to help you obtain the most favorable price and terms, and we will work on

your behalf to successfully close the sale.

The Sales Process

• Handling the details and keeping you informed

– We will monitor the progress of the transaction and keep you informed throughout the entire transaction.

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The ClosingYour closer will prepare the needed documents, serve you at closing and take care of recording the necessary papers. Some sellers also request the presence of their attorney at their own expense.

Obligations of The SellerThere are certain obligations for which you are typically responsible on or before the closing. Your listing associate or the closer will be more than happy to answer any questions you might have regarding the following obligations.• Current abstract or title search charges• Deed tax, if any, or other required

government fees, ie., conservation fee• Preparation of deed and other closing papers• Satisfactions of existing liens:

• Mortgages• Judgments• Federal tax liens

• Recording satisfaction of liens• Special assessments, if required or the purchase agreement• Real estate taxes• Brokerage fees• Broker Administration Commission

• Lender’s service charge on VA or FHA loans• Rent portion• Work orders, if called for, to secure VA or FHA loans• Mortgage discount or buy-down fees, if any• Expenses relative to clearing defective title• Final meter readings • Fire and extended coverage insurance in force until closing• Water tests, survey, truth-in-housing, code compliance and energy audit as required• Leaving a clean house for the buyers, with everything in working order• Mortgage prepayment penalty, if any• Interest to date of potation of on assumed loans

The Sales Process

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What are we doing to change tradition?Flex ClosingsBurnet Title recently introduced the FLEX Closing ProgramThis unique program allows our buyers and sellers to sign documents prior to the closing date while in a private, stress-free environment.

On the day of closing, we work behind the scenes to finalize the transaction, and you do what’s important to you!

Next time just say “FLEX IT”

The Sales Process

It’s Simple

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The move… a checklist of things to doBefore leaving, stop services on: Cable TV/ Internet Telephone Water Gas/ Electric Laundry Newspaper Lawn Services Keep Personal Insurance

Return: Library books Other borrowed itemsObtain: Refunds on any deposits made Transcripts of children’s grades Credit references Medical Records Items borrowed from you Dry cleaning, laundry, shoes at repair shopTo Do: Transfer bank account, empty safe deposit box Buy travelers checks to cover expenses Notify local post office of forwarding addressMoving Day: Make arrangements for child / pet care Assemble moving kit Make arrangements for meals

Change addresses for: Magazines/ Book Clubs Friends and relatives Insurance Companies Credit Cards Membership Organizations

After-Sales Services

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“One Stop Shopping”for all your moving needs!

“Minnesota Moves” Local Moving Program Benefits•For moves in the Twin Cities & throughout Minnesota•Storage specials & discounts•Discounted insurance rates•Free wardrobe cartons

Interstate Moving•We work with the largest, most respected,

most reliable van lines in the country.•They provide top 10% personnel

whenever possible- based on experience and customer feedback.

•Our moving specialists will review your estimates, answer your pre-move questions and follow up.

•Competitive pricing & discounts, starting at 58% off tariff prices.

•Free full-value shipment protection up to $100,000

•Discounts on storage

After-Sales Services

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