Opportunities for Collecting Noncontingent Fees

TABLE OF CONTENTS

    
    TAPE     SIDE                                         Page
    
                        Introduction .............................1
    
        1       A       Seminar Objectives .......................1

        1       B       Property Owners Face These Problems ......2

                        Exhibit: A Wide Variety of Client
                        Circumstances ............................3

        2       A       Why is The Public Entitled To Pick 
                        Your Brain For Free? .....................5

        2       A       Realization of Personal Worth ............6

        2       B       Background Necessary For This Type
                        of Endeavor...............................7
    
                        Exhibit: The Professionalization Of The
                        Investment/Exchange Counselor ............8

                        Exhibit: Best Books I've Read ............9

                        Exhibit: Nail Thy Tongue To Thy Desk ....10
    
        3       A       Broadbent's Law .........................12

        3       A       Sources Of Consulting Clients ...........12
    
        3       B       Appropriate Office Policies For 
                        Consulting Work .........................12

        3       B       Effective Use Of Printed Materials ......13
                        
                        Exhibit: Personal Resumes ...............14

                        Exhibit: Arnett & Broadbent Inc. 
                        Brochures................................16
    
                        Exhibit: Why Clients Benefit From 
                        Counseling...............................18
    
                        Exhibit: Client Perspective .............20

                        Exhibit: Newspaper Column And Other
                        Advertising .............................22
    
        4       A       Should You Promote Yourself As A 
                        Counselor Or Consultant? ................25
    
        4       A       Initial Interview (Face To 
                        Face): Fee Or Free...................... 26

        4       A       How To Present The Fact That You 
                        Charge For Consulting ...................27
                        
                        Exhibit: The Paradoxes Of Consulting ....28

        4       B       How Should You Establish Your 
                        Fee Schedule?............................31

        5       A       Under What Circumstances Should A 
                        Consulting Contract Be Used? ............32

                        Exhibit: Consulting Contract (Arnett &
                        Broadbent Inc.) .........................33
    
        5       A       When Do They Pay For Services? ..........35

        5       B       Use Of A Fee Slip .......................35

                        Exhibit: Benefits Of Using A Fee Slip....36
    
        5       B       Noncontingent Compensation: A Possible 
                        Alternative To The Usual Flat Fee Or 
                        Commission...............................39
    
        5       B       Another Possibility To Provide 
                        Valuable Service At Low Cost To The 
                        Public...................................40
    
        5       B       Are Contingent Brokerage And Consulting
                        Compatible ..............................41
    
        6       A       If Brokerage Fee Is On The Future 
                        Horizon, Should Noncontingent Fees 

                        Be Credited Against Them? ...............42
    
        6       A       Noncontingent Compensation Above & 
                        Beyond A Contingent Brokerage Fee .......43
    
        6       B       Is Noncontingent Compensation A 
                        Viable Concept For The Single Family 
                        Residential Broker?......................44

                        Exhibit: Where Can You Get Some 
                        Objective Answers To These Questions? ...45
    
        6       B       Should You Charge, And Will The 
                        Public Pay For Basic R. E. Investment 
                        Education & Orientation................. 46
    
                        Exhibit: PROFILE -- Investment Concept...47

                        Exhibit: All In The Family ..............50
    
                        Exhibit: Mass Production Or 
                        Professionalism..........................55
    
                        Exhibit: Which Seminar To Take? .........56

                        Exhibit: The Counselist Newsletter ......59

                        Exhibit: Single Agency And 
                        Professional Real Estate Practice 
                        Defined .................................60

                        Exhibit: Representation Alternatives,
                        Customer or Client ......................62

                        Exhibit: The Agency Advocate ............64

                        Exhibit:  Ten Commandments Of The 
                        Professional.............................65
    
                        Exhibit: Role Of Real Estate Consultant..66