Market Absorption Virginia

Market AbsorptionNorthern Virginia & DC

10 Vital Statistics You Must Know

Fairfax Co. Stats YTDTotal listings- 3,625Avg LP- $554,597Avg SP- $545,719LP/ SP- 97.4%DOM- 51Sales YTD- 12,352 (+6.13%)Appreciation/ Depreciation- 0%Months of Supply- 2.99Interest Rate- 3.64%Source: MRIS, Inc. October 17, 2016

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10 Vital Statistics You Must Know

Prince William Co. Stats YTDTotal listings- 1,454Avg LP- $366,476Avg SP- $362,536LP/ SP- 97.7%DOM- 50Sales YTD- 5,740 (+6.18%)Appreciation/ Depreciation- +2.49%Months of Supply- 2.33Interest Rate- 3.64%

Source: MRIS, Inc. October 17, 2016

3

10 Vital Statistics You Must Know

Loudoun Co. Stats YTDTotal listings- 1,670Avg LP- $488,103Avg SP- $481,161LP/ SP- 97.7%DOM- 51Sales YTD- 5,277 (+5.39%)Appreciation/ Depreciation- +1%Months of Supply- 3.13Interest Rate- 3.64%

Source: MRIS, Inc. October 17, 2016

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Local Market UpdateSeptember 2016

Northern VirginiaAvailableUCAbs Rate< $100,000861.33$100,000$199,9992331032.26$200,000-$299,9994852202.20$300,000-$399,9995752792.06$400,000-$499,9995352921.83$500,000-$599,9995012292.19$600,000-$699,9994501592.83

Source: MRIS, Inc.; Northern Virginia is comprised of the Counties of Arlington and Fairfax; and the Cities of Alexandria, Fairfax & Falls Church. October 17, 2016

5Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update September 2016

Northern VirginiaAvailableUCAbs Rate$700,000-$799,9993571083.31$800,000-$899,999287654.42$900,000-$999,999203336.15$1M -$1.49M570866.63$1.5M -2.49348359.94$2.5 million +150530.00Overall4,7021,6202.90

Absorption Rate = the number of active listings/by the number of homes marked under contract in the past 30 days. The absorption rate is the number of months it would take to deplete the inventory October 17, 2016

6Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

No VA Stats- SeptemberAvg. SP- -2.96%

Units Sold- +2.70%

DOM- -5.56% to 51 days

Source: MRIS, Inc. October 17, 2016 Year over year

Local Market UpdateSeptember 2016

Prince WilliamAvailableUCAbs Rate< $100,000000.00$100,000$199,99947301.57$200,000-$299,9992662101.27$300,000-$399,9993701612.30$400,000-$499,9992721142.39$500,000-$599,999214534.04$600,000-$699,999113215.38

Source: MRIS, Inc. October 17, 2016

8Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market UpdateSeptember 2016

Prince WilliamAvailableUCAbs Rate$700,000-$799,9995268.67$800,000-$899,99935311.67$900,000-$999,9991243.00$1M -$1.49M2538.33$1.5M -2.49500.00$2.5 million +200.00Overall1,4136052.34

Absorption Rate = the number of active listings/by the number of homes marked under contract in the past 30 days. The absorption rate is the number of months it would take to deplete the inventory. October 17, 2016

9Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market UpdateSeptember 2016

LoudounAvailableUCAbs Rate< $100,000441.00$100,000$199,99936191.89$200,000-$299,999117721.63$300,000-$399,9992081211.72$400,000-$499,9992361122.11$500,000-$599,999227723.15$600,000-$699,999316644.94

Source: MRIS, Inc. October 17, 2016

10Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market UpdateSeptember 2016

LoudounAvailableUCAbs Rate$700,000-$799,999178296.14$800,000-$899,999116912.89$900,000-$999,9995896.44$1M -$1.49M75515.00$1.5M -2.4953153.00$2.5 million +3000.00Overall1,6545172.68

Absorption Rate = the number of active listings/by the number of homes marked under contract in the past 30 days. The absorption rate is the number of months it would take to deplete the inventory. October 17, 2016

11Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

No. VACurrentSept 2015VarAvailable4,8555,821-17%UC Last 30 Days1,6901,730-2%Sold Last 30 Days1,6751,631+3%Absorption Rate2.873.36As of October 17, 2016

12Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

Fairfax Co.CurrentSept 2015VarAvailable3,6254,428-18%UC Last 30 Days1,2141,264-4%Sold Last 30 Days1,2141,118+9%Absorption Rate2.993.50As of October 17, 2016

13Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Fairfax Co. Stats- SeptemberAvg. SP- -1.63%

Units Sold- +8.59%

DOM- -7.27% to 51 days

Source: MRIS, Inc October 17, 2016 Year over year

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Local Market Update

Alexandria CityCurrentSept 2015VarAvailable463573-19%UC Last 30 Days202191+6%Sold Last 30 Days194217-11%Absorption Rate2.293.01As of October 17, 2016

15Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

Arlington Co.CurrentSept 2015VarAvailable642685-6%UC Last 30 Days245232+6%Sold Last 30 Days218254-14%Absorption Rate2.622.95As of October 17, 2016

16Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

AnnandaleCurrentSept 2015VarAvailable125149-16%UC Last 30 Days6150+22%Sold Last 30 Days4750-6%Absorption Rate2.052.98As of October 17, 2016

SELLERS MARKET

17Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

AshburnCurrentSept 2015VarAvailable343498-31%UC Last 30 Days135130+4%Sold Last 30 Days150157-4%Absorption Rate2.543.83As of October 17, 2016

SELLERS MARKET

18Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

BristowCurrentSept 2015VarAvailable84125-33%UC Last 30 Days4742+12%Sold Last 30 Days5242+24%Absorption Rate1.792.98As of October 17, 2016

SELLERS MARKET

19Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

BurkeCurrentSept 2015VarAvailable104123-15%UC Last 30 Days4351-16%Sold Last 30 Days5643+30%Absorption Rate2.422.41As of October 17, 2016

SELLERS MARKET

20Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

CentrevilleCurrentSept 2015VarAvailable207270-23%UC Last 30 Days7997-19%Sold Last 30 Days9172+26%Absorption Rate2.622.78As of October 17, 2016

SELLERS MARKET

21Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

ChantillyCurrentSept 2015VarAvailable144217-34%UC Last 30 Days7157+25%Sold Last 30 Days6881-16%Absorption Rate2.033.81As of October 17, 2016

SELLERS MARKET

22Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

CliftonCurrentSept 2015VarAvailable7986-8%UC Last 30 Days1526-42%Sold Last 30 Days1518-17%Absorption Rate5.273.31As of October 17, 2016

23Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

FairfaxCurrentSept 2015VarAvailable402534-25%UC Last 30 Days168181-7%Sold Last 30 Days175135+30%Absorption Rate2.392.95As of October 17, 2016

SELLERS MARKET

24Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

Fairfax StationCurrentSept 2015VarAvailable7481-9%UC Last 30 Days1625-36%Sold Last 30 Days1615+7%Absorption Rate4.633.24As of October 17, 2016

25Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

GainesvilleCurrentSept 2015VarAvailable167209-20%UC Last 30 Days6554+20%Sold Last 30 Days6251+22%Absorption Rate2.573.87As of October 17, 2016

26Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

Great FallsCurrentSept 2015VarAvailable179233-23%UC Last 30 Days11110%Sold Last 30 Days1813+38%Absorption Rate16.2721.18As of October 17, 2016

27Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

HaymarketCurrentSept 2015VarAvailable63219-26%UC Last 30 Days5446+17%Sold Last 30 Days4341+5%Absorption Rate3.024.76As of October 17, 2016

28Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

HerndonCurrentSept 2015VarAvailable219260-16%UC Last 30 Days7992-14%Sold Last 30 Days8367+24%Absorption Rate2.772.83As of October 17, 2016

29Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

LeesburgCurrentSept 2015VarAvailable426528-19%UC Last 30 Days143113+27%Sold Last 30 Days133100+33%Absorption Rate2.984.67As of October 17, 2016

30Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

ManassasCurrentSept 2015VarAvailable413581-29%UC Last 30 Days1831830%Sold Last 30 Days183185-1%Absorption Rate2.263.17As of October 17, 2016

SELLERS MARKET

31Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

McLeanCurrentSept 2015VarAvailable398459-13%UC Last 30 Days7060+17%Sold Last 30 Days6245+38%Absorption Rate5.697.65As of October 17, 2016

32Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

OaktonCurrentSept 2015VarAvailable90118-24%UC Last 30 Days2132-34%Sold Last 30 Days2117+24%Absorption Rate4.293.69As of October 17, 2016

33Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

RestonCurrentSept 2015VarAvailable295405-27%UC Last 30 Days89105-15%Sold Last 30 Days8883+6%Absorption Rate3.313.86As of October 17, 2016

34Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

SpringfieldCurrentSept 2015VarAvailable205282-27%UC Last 30 Days110108+2%Sold Last 30 Days113124-9%Absorption Rate1.862.61As of October 17, 2016

SELLERS MARKET

35Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

SterlingCurrentSept 2015VarAvailable197271-27%UC Last 30 Days11496+19%Sold Last 30 Days10192+10%Absorption Rate1.732.82As of October 17, 2016

SELLERS MARKET

36Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

ViennaCurrentSept 2015VarAvailable271318-15%UC Last 30 Days7262+16%Sold Last 30 Days7278-8%Absorption Rate3.765.13As of October 17, 2016

37Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

10 Vital Statistics You Must Know

Vienna Stats YTDTotal listings- 271Avg LP- $792,097Avg SP- $779,976LP/ SP- 97.2%DOM- 59Sales YTD- 738 (0%)Appreciation/ Depreciation- -1.73%Months of Supply- 3.76Interest Rate- 3.64%

Source: MRIS, Inc. October 17, 2016

38

Local Market Update

WoodbridgeCurrentSept 2015VarAvailable562732-23%UC Last 30 Days298246+21%Sold Last 30 Days262271-3%Absorption Rate1.892.98As of October 17, 2016

SELLERS MARKET

39Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

DCCurrentSept 2015VarAvailable1,4151,425-1%UC Last 30 Days759824-8%Sold Last 30 Days708651+9%Absorption Rate1.861.73As of October 17, 2016

SELLERS MARKET

40Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

Loudoun Co.CurrentSept 2015VarAvailable1,6702,150-22%UC Last 30 Days534465+15%Sold Last 30 Days530492+8%Absorption Rate3.134.62As of October 17, 2016

41Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.

Local Market Update

Prince WilliamCurrentSept 2015VarAvailable1,4541,953-26%UC Last 30 Days625573+9%Sold Last 30 Days597576+4%Absorption Rate2.333.41As of October 17, 2016

SELLERS MARKET

42Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates.

For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD.

For example, you might discuss the market conditions of different communities or price ranges each week.