2014 HOME MARKETING

Your home priced at fair market value.

Selling your home with the least amount of

inconvenience.

Selling your home in the desired time period.

RE/MAX?

• Founded in 1973, in Denver,

Colorado, by Dave and Gail Liniger,

who still lead the RE/MAX today.

• Created by agents, not investors,

and focused on raising the

standards of professionalism and

training.

• An industry innovator always

emphasizing training. Among the

first to emphasize agents becoming

trained to help homeowners facing

foreclosure.

• Among the first to give consumers

access to all property listings in

each

multiple listing service,

including the competitors.

• RE/MAX has the largest presence in

national TV advertising.*

• remax.com is the most visited real

estate franchise website with more

than 32 million visits annually.**

• When consumers find real estate

online, “remax” is the most used

search term among real estate

brokerages.***

• The RE/MAX Hot Air Balloon fleet is the

largest corporate balloon fleet in the

world.

*Source: Nielsen Monitor-Plus / A25-54 GRPs Unequivalized for 2011. **Source: Compete.com, Hitwise, ComScore for 2011. **Source: Hitwise for 2011.

• RE/MAX agents outsell those from all other real

estate franchises in comparisons of the largest real

estate brokerages, most recently in the 2012 REAL

Trends 500 report.

• The names of RE/MAX executives frequently appear

among those of the industry’s most notable

individuals, such as on the Inman News list of Most

Influential Real Estate Leaders.

• RE/MAX was named a “Top Military Spouse Friendly

Employer” by Military Spouse magazine for five

consecutive years, beginning in 2007.

• For four consecutive years, RE/MAX has ranked as

the top real estate company in the Franchise Times

Top 200 survey.

• List with a global agent, not just local agent.

• RE/MAX, LLC promotes your home in over 90 countries

with more than 6,300 offices, and over 92,700 sales

associates worldwide.

• Expose your home through a

network of international real estate

brokers through the International

Real Estate Specialist program.

We’re the oldest and largest RE/MAX office in Colorado Springs. The RE/MAX Network of over 92,700 Associates sends their referrals to the Leader.

RE/MAX, LLC More than 90 Countries ∙ Over 6,300 Offices ∙ Over 92,700 Sales Associates

RE/MAX Mountain States 5 States ∙ Over 145 Offices ∙ Over 3,400 Associates

RE/MAX in the State of Colorado

Colorado Springs Boulder Denver Ft. Collins Pueblo

RE/MAX Real Estate Group

19 Sales Associates Opened Fall 1994

RE/MAX Advantage

97 Sales Associates Opened Fall 1998

Over 200

Highly-Skilled

Associates!

Four Convenient

Locations to

Better Serve You!

Number One in

Colorado Springs

Since 1989!

Selling more homes

than all the local

RE/MAX Offices

Combined!

Founded in 1986!

Over 28 Years in

the Community!

• Power Broker Report

• Ranked #1 Real Estate Company

in Colorado Springs NOTE: 2011 Power Broker survey as printed in National Real Estate and Relocation May 2012 edition. Ranking based on residential transactions.

• Noted ‘Best Of’ (Best Residential Real Estate Company)

• Colorado Springs Business Journal

• The Gazette of Colorado Springs

• Award Winning Local Customer Service

• RE/MAX Properties, Inc. named one of the Top 10 Real Estate Companies in the Nation for Superior Customer Service and Satisfaction by QSC two years in a row!

B E C A U S E W E G E T T H E J O B D O N E .

R E / M A X P r o p e r t i e s , I n c . ?

South Office 2630 Tenderfoot Hill St

Colorado Springs, CO 80906 Phone: 719-576-5000

Fax: 719-576-1746

North Office 1740 Chapel Hills Dr

Colorado Springs, CO 80920 Phone: 719-598-4700

Fax: 719-598-9308

Downtown Office 102 S Tejon St, Suite 100

Colorado Springs, CO 80903 Phone: 719-570-9000

Fax: 719-598-9308

Monument Office 1761 Lake Woodmoor Dr

Monument, CO 80132 Phone: 719-487-6100

Fax: 719-481-8112

New Downtown Office 102 South Tejon Street Colorado Springs

• Colorado Springs & Surrounding

Area Resources

• Schools • Hospitals • Employers • Utilities • Military • Attractions • Things to do

• MLS Areas & Colorado

Springs Community Info with “Search for Homes in Area” Option for the Easiest & Most Accurate Home Search Experience.

• Big Screen, HD Monitors & TVs for easier viewing of available properties.

W ho i s se l l i ng t he mos t homes…

RE/MAX Properties, Inc. is

in the Pikes Peak Region!

…in Your Ne ighborhood?

Ranking based on total transactions.

2013 Market Share

2013 Closed Transaction

2013 Market Share ($500k and Above)

2013 Closed Volume

J a n u a r y 1 , 2 0 1 3 t o D e c e m b e r 3 1 , 2 0 1 3

NOTE: This graph combines the “sold” listings of all office locations and independent offices of each multi-office or franchise

organization identified, which listings were sold by such organization itself, or with the aid of cooperating broker, according to data

maintained by the Local Board or Multiple Listing Service for the geographic area indicated. The bar graph compares all those

listings that were “sold” by each organization during the period of 01/01/12 to 12/31/12. This presentation is based on whole or in

part on data supplied by the Pikes Peak Association of REALTORS and its Multiple Listing Service. Neither the Board nor its

MLS guarantees or is in any way responsible for its accuracy. Data maintained by the Association may not reflect all real estate

activity in a market. Figures adjusted for non-reported sales. © 2013 Terradatum, BrokerMetrics®

All figures are for sales reported to the PPAR Multiple Listing Service. Ranked by Total Transactions. For RE/MAX Properties, Inc. Broker Associate Use Only.

160

542 71

1

750

1,10

0

1,8

00

2,50

0

2,8

57

2,6

35

2,58

1

2,6

98

2,6

18 2,

924

2,9

51

3,6

24

4,3

19

3,9

76

3,9

36

4,4

62

4,4

18

3,8

37

3,13

4

2,59

9

2,76

0

2,73

3 2,9

92

3,29

5

3,70

8

0

500

1000

1500

2000

2500

3000

3500

4000

4500

198

6

198

7

198

8

198

9

199

0

199

1

199

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200

1

200

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6

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8

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2010

2011

2012

2013

1 9 8 6 - 2 0 1 3 C l o s e d Tr a n s a c t i o n s

C l o s e d S a l e s V o l u m e I n M i l l i o n s : : 1 9 8 6 – 2 0 1 3

$17 $5

4

$66

$67 $8

7

$16

7

$24

0 $3

11

$313

$328

$36

9

$38

7

$452

$48

8

$64

1

$80

0

$78

2 $84

1

$99

0

$1,0

84

$1,0

04

$813

$630

$59

5

$60

9

$637

$74

4

$86

2

$0

$200

$400

$600

$800

$1,000

$1,200

198

6

198

7

198

8

198

9

199

0

199

1

199

2

199

3

199

4

199

5

199

6

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200

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200

2

200

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2010

2011

2012

2013

Millions

3,708 h o m e s b o u g h t o r s o l d t h r o u g h

R E / M A X P r o p e r t i e s , I n c . i n 2 0 1 2 .

T h a t i s 133% m o r e t r a n s a c t i o n s t h a n o u r n e a r e s t

c o m p e t i t o r … 2, 1 17 m o r e s a t i s f i e d c l i e n t s .

W e ’ r e p r o u d t h a t o u r a s s o c i a t e s h a v e a s s i s t e d o v e r

7 6 , 0 0 0 f a m i l i e s b u y o r s e l l a h o m e i n C o l o r a d o S p r i n g s s i n c e o p e n i n g o u r d o o r s i n F e b r u a r y 1 9 8 6 !

L e t u s a s s i s t y o u a n d g e t t h e r e s u l t s y o u d e s e r v e .

That’s 10 homes sold a day!

W e ’ v e h e l p e d o v e r

7 6 , 0 0 0

C o l o r a d o S p r i n g s R e s i d e n t s b u y o r s e l l a h o m e s i n c e o p e n i n g i n 1 9 8 6 !

C h a r i t i e s a n d C o n t r i b u t i o n s

B e c a u s e W e

Ronald McDonald

House Charities of

Southern Colorado

C h a r i t i e s a n d C o n t r i b u t i o n s

C h o o s e M e ?

• List awards, hobbies, anything that makes you stand out!

• Designations

• Member of the prestigious RE/MAX 100% Club during 2010 and 2011 or other outstanding achievement

• 2011 Agent of the Year

• Member of Pikes Peak Association of REALTORS®

• Attended RE/MAX Conventions in the US in 2011 and 2012

• Serving the areas of: Colorado Springs, Monument, and surrounding communities

Your Name Here

Your Contact

info Here

Your Assistant or Team Member’s

Name Here

Your Assistant or Team Member’s

Contact info Here

M a r k e t i n g

I have the tools, technology & knowledge to make

your home stand out!

How Do We Sell Your Property

When There Are Thousands of

Homes Competing With Yours?

Competitively Price Your Home.

• Using our exclusive tools, like “Agent Metrics”, which will allow you to SEE the market!

Prepare and Submit Accurate Information to Multiple Listing Service (MLS).

• With maximum photos and captions to provide the information most Buyers seek.

• You will receive a copy for your review and records.

Install RE/MAX Properties, Inc. Yard Sign with Personalized Sign Riders.

• The most recognized Real Estate logo in the world. • Provide super connectivity to today’s technology.

Optimize Showing Your Home.

• Every showing appointment is handled by our professionally trained staff 7 days a week.

• Providing consistent showing instructions and information.

• eMail follow-up for feedback on every showing.

• Utilizing cutting edge software.

This is our chance to tell Your Story.

Proactively Promote

the Property for

Maximum Exposure.

Y a r d S i g n s

O n - l i n e

M o b i l e W e b s i t e s

V o i c e P a d

Te x t M e s s a g i n g

P r i n t P u b l i c a t i o n s

A n d M o r e …

• Call-in or Text from your SmartPhone to request more details about your Home. As your agent, I get real time notifications on any inquiry made!

• My Mobile Website delivers rich listing content to “on-the-go” home buyers!

• Accessible from any Android &/or Apple Software Based Product. (Smartphone, iPhone, iPad, iPod)

• Consumers can search using Google Maps with GPS Function for nearby…

• School Locations

• Closest Hospital & Medical Facilities

• Nearby Shopping Data

• Search by Area, Nearby Properties, Property Details (Beds, Baths, Etc.) and by MLS ID making your home the most viewed by covering all generational marketing avenues.

• Price, Distance and Favorites Sorting Feature

• List, Map and Satellite Views

• Live Audio Streaming – Auto-updating Bilingual Audio Presentation

C a l l o r Te x t * A g e n t N a m e * t o 5 7 6 - 8 8 8 8

1 REALTOR.com • #1 Consumer Site • Enhanced “SHOWCASE” Listing Package

2 REMAX.com • The most visited real estate franchise web

site. • In December 2012 RE/MAX launched the

new and improved REMAX.com. • All new mobile app with Home Finder,

Home Values, Open Houses, Saved Searches and Mapping.

3 HomesColorado.com • RE/MAX Properties, Inc.’s own

website.

4 My Personal Website • Your home will be prominently displayed.

5 Your Home’s very own Website and Direct Listing Domain • Complete information for

consumer ease • Links to other consumer

information

Enables your home to rise to the top

of the search above all other homes by

adding more photos.

Allows Open House Alerts to be posted

driving traffic to your home.

Provides an on-line listing performance

report with weekly tracking reports

showing how many buyers are

looking at your home.

Because REALTOR.com® has millions of

listings, I will make your home Stand Out!

More Information

More Photos

Above the Crowd® and

Ahead of the Competition

Through remax.com, consumers can

search for properties in more than 91

countries served by RE/MAX, including

foreclosures, luxury and commercial real

estate. Our industry-changing IDX

initiative allows remax.com visitors to

view all the listings in thousands of U.S.

cities and towns. Millions of buyers and

sellers visit remax.com each month,

creating a site that continues to

generate more leads and more business

for you.

remax.com is the most visited real estate

franchise Web site

ComScore, Compete.com and Hitwise

for 6-month period through April 2011

Mobile App

Consumers can now search remax.com whenever and wherever they are with the newly released remax.com mobile browser. They can search millions of properties by area or address, view photos and request more information, from any mobile device.

Home Finder

The Home Finder helps consumers find their perfect place, by sending them daily, weekly or monthly notifications when new listings become available that match their needs.

My RE/MAX

MY RE/MAX provides consumers with the opportunity to save their favorite listings, searches and more by creating a free account. RE/MAX agents can stay on top of their clients’ needs with LeadStreet alerts every time they save additional listings or searches.

Mapping

Consumers can search by map, allowing them to view all the properties that match their search criteria in a desired area. Without even leaving their computer, consumers can take a closer, detailed look at properties in most major markets by using “Balloon View” and “Street Level” imaging technology.

Giving the consumer what they want!

• Maximum number of photos.

• YouTube and Social Networking Videos

• Craigslist

All RE/MAX Properties, Inc. listings are automatically made available to over 50 of the TOP real estate websites.

WEBSITE

A RE/MAX Properties, Inc. Exclusive!

Walk Through Real Estate Video)

Photography

QR Codes Address URL Available

Floor Plan

Interactive Floor Plans with Standard Photos Information Icons Placed on IFP to give more information (5 per floor) HDR Photography Available Twilight Photography Available

RE/MAX the Most Recognized Name in Real Estate.

Your Home is in a National and International Network.

Highest Overall Satisfaction for Home Sellers and Home Buyers Among National Full Service Real Estate Firms.

$30 Million Spent on National Advertising.

72% Share of All TV and Radio Advertising.

RE/MAX, LLC

Colorado Springs #1 Brokerage.

30% of Transaction Done In-House.

Over 200 of the TOP Producing agents in our Market.

Network with the Best Agents in Your Area.

Tap Into Nationwide Referral Networks.

RE/MAX Properties, Inc.

Associations; past clients, friends, fellow Agents.

Additional Referral Networks.

Connected – Schools, Church, Clubs locally.

Networking with My Personal…

through the RE/MAX Brand & Network!

Homes Illustrated Magazine

Yellow Page Directories

The Gazette

Colorado Springs Business Journal

Bus Shelters

Vinyl Banners

B e n e f i t :

With over 65% of our transactions sold in-house, you never know who’s past customer might be the perfect buyer for your home!

F e a t u r e s :

• With over 65% of our business coming from referrals and satisfied past customers, we make staying in touch a priority.

• Our exclusive “From Your Friends” Postcard Campaign is a consistent direct mail program that currently targets our past customers each month.

• RE/MAX Properties, Inc. Associates mailed over 160,000 postcards to area households in 2011, providing their valued clients with over $250 in valuable free offers and discounts.

EXCLUSIVE

P R O G R A M S

LUXURY HOME PROFESSIONAL CERTIFICATION

Exceptional exposure for

your high-end home.

Get great feedback from

other RE/MAX Properties,

Inc. LHP Certified agents.

LHP Tour — 3rd Thursday

every month —

open to all real estate

associates and the public!

Discover a New Level of Luxury in Real

Estate.

Only the most exceptional homes

qualify for The RE/MAX Collection.

Homes that reflect luxury, character,

quality and beauty.

Your Luxury home will be presented in

this discerning collection for buyers

with cultivated taste.

• Increase sales possibilities to Military

Families!

• Assists military families with needed expertise

while providing a cash bonus to thank them

for their service to our country!

• Exclusive to RE/MAX Properties, Inc.

• Created as a way to say “thank you” to our

active and retired military community

• Offering our local Service members a cash

bonus at closing

• Military First® beats most

other cash bonus programs

currently available.

RE/MAX VETERANS

FIRST PROGRAM

The RE/MAX Veterans First Program

was created by veterans with the simple

mission of providing both veterans and

service members with the best home

buyer and seller cash incentives in the

industry combined with world class service.

With over one thousand registered program agents representing $1.5 billion in annual real

estate sales, we are the largest military and veteran real estate network in the world. As

veterans, we know what it means to serve and have the experience in handling the real

estate needs of our community. Whether you’re on active duty, a reservist, or retired, you

can rest assured that your real estate needs are covered. Nobody in the world sells more

real estate than RE/MAX.

Harry Faggett, Jr. “Once I made my choice for my new home, Audrey facilitated the entire process from coordinating the initial home inspection and appraisal, to the day of my signing to complete the purchasing process.”

RE/MAX Veterans First knows what it means to serve, as we have done it ourselves. Helping our military veterans and their families achieve the dream of homeownership is why we do what we do. See what our customers who are serving or have served have to say about us:

Lt Col Armando &

Marianne Espinoza

“Ms. Varnals understands

the unique lifestyle of the military

families. She is not just a realtor looking

for your business.”

Donny K. & Sasha Lujan

“As first time buyers, we couldn’t

be any happier with the choice

we made with RE/MAX…”

John & Christina

Barackman

“I would highly recommend

Sue Wise and her team to

help military families make

their dream of owning a

home come true.”

Colonel Patrick Uetz

“…always impressed me as wonderfully knowledgeable about

the area and her craft, as well as thoroughly familiar with the

unique aspects that go along with her military clients.”

Serge P. Morosoff

“From the initial meeting

to the close on our house,

Kurt was professional,

informative, courteous,

and knowledgeable.”

L i s t i n g a n d S e l l i n g P r o c e s s

E n h a n c e m e n t

You never get a second chance to make a first impression.

Let’s maximize the value of your home with…

A written Home Enhancement

Checklist

Recommendations for minor repairs, replacements and improvements to help sell your property for the highest price

possible.

Referrals to reliable and dependable home improvement workers in the marketplace.

Point out potential Inspection Items, when and if they come to my attention, to avoid delays or

cancellations, while allowing you to control costs.

Help “STAGE” your home or hire a Professional Stager, to create an environment that will heighten interest, show potential and garner better offers,

more quickly.

A staged home will sell,

on average, for 17% more

than an unstaged home.

In a controlled test, staged

homes sold on average in

half the time of unstaged

homes.

– U.S. Department of Housing and

Urban Development

– Real Estate Staging

Association

De-Personalize: The number one rule in staging is to de-personalize. Pack up those personal photographs and family heirlooms.

De-Clutter: Almost every home shows better with less furniture!

Pare furnishings down to the bare essentials

Pack up those cute knickknacks

Clean off everything on kitchen counters

Remove personal items from bathroom counters

Rearrange Closets and Cabinets Buyers will open closets, kitchen and

medicine cabinets

Organize pantry and cabinet contents

Reduce closet contents to half-full and organized

Neatly arrange clothing, shoes and shelf items

Put medicines and personal items out of sight

Make Minor Repairs Replace burned-out light bulbs

Replace cracked floor or counter tiles

Patch holes in the walls

Fix leaky faucets and doors that don’t close properly

Consider painting the walls neutral colors

Create Great Curb Appeal:

If buyers won’t get out of the car because they don’t like the exterior, you’ll never get them inside.

Keep the sidewalks cleared

Mow the lawn and trim the bushes

Paint faded window trim

Plant or pot colorful flowers

Make sure visitors can clearly see your house number

Make the House Shine Wash windows inside and out

Re-caulk tubs, showers and sinks if necessary

Polish chrome faucets and mirrors

Clean out the refrigerator

Vacuum regularly

Dust furniture, ceiling fan blades and light fixtures

Clean dingy grout

Replace worn rugs

Hang up fresh towels

Replace that old shower curtain

Showing Your Home:

If the house looks comfortable, but

not personal, you are almost done. Open drapes to let the sunshine in and

turn on lights

Fresh flowers are a little luxury that make people feel good

Make sure the temperature is comfortable

Appeal to all the senses - Your home should smell fresh

Outdoor living spaces are becoming more important to people today, so add a few decorating touches

• A thorough walk-through and assessment of

your property, location, style and condition.

• A written Fair Market Evaluation of your

property and explanation of the optimal pricing

strategy for your home.

• An estimate of expenses and costs to show you

the estimated net proceeds when the sale is

complete!

BUYERS AND SELLERS DETERMINE VALUE

• The True Market Value of Your Home is determined by what a buyer is

willing to pay and a seller is willing to accept in today's market.

• It is very important to price your property at competitive market value at

the signing of the listing agreement.

• Buyers make their pricing decision based on comparing your property to

other properties SOLD in the area and currently available. Historically,

your first offer is usually your best.

YOU CAN IMPROVE THE

MARKETABILITY OF

YOUR HOME BY...

• By improving the

condition of the property

• By offering good terms

• By improving the way the home

shows

• By pricing the home to reflect current

market condition

You Can

Control

•Property Condition

•Asking Price

•Home Warranty

•Availability for Showing

•Choose the Right Realtor

You

Can

Not

Control

•Competition

•The Current Market

• Interest Rates

•When the Perfect Buyer Walks Through

the Door

WHAT YOUR

NEIGHBOR SAYS

WHAT YOU PAID

WHAT YOU NEED

WHAT YOU

WANT

WHAT ANOTHER

AGENT SAYS

COST TO REBUILD

TODAY

The value of your property is

determined by what a BUYER is willing

to pay in today’s market based on

comparing your property to others

SOLD in your area. Buyers ALWAYS

Determine Value. Your property value

will not be determined by:

F A I R M A R K E T

NET SHEET

Professional Staff 7 Days a Week

Our office is open 7 days a week to set appointments to

show your home. And technically, so are you! Be clear

about any limits or restrictions you want to place on

showing times. Keep in mind that the more flexible you

can be, the more potential buyers will see your home.

Target Market Analysis

• We track all showing activity by price range

from week to week to help keep you informed.

Professional Feedback

• Feedback request form is automatically emailed daily

after each showing to the showing agent.

• We can customize feedback questions to fit your home.

• Multiple feedback opportunities provided to the

showing agent to ensure the process is convenient for

them.

• We can email feedback directly to you.

• All feedback is automatically entered into the Listing Activity Report which is

available to you and your agent to review.

The Listing Activity Report includes a summary

of the answers to our feedback questions

in an easy to read graph.

You can have as much or little notice as you require for showings, but keep in mind that you want to sell your home and it is best if you can be ready within an hour or so for an agent to show your house.

Showings are scheduled during the week AND on the weekends.

It is ideal to have you gone when the prospective buyer arrives. They are more likely to stay a while and imagine their new life in the house if you are not there. Give them space to make the buying decision.

If you have pets, please crate them or take them with you as not everyone is comfortable with pets.

Put away any personal items you had out including laundry, dishes and even your toothbrush. You want this buyer to feel like a buyer, not an intruder.

If you are available to turn on all the lights before a showing, please do. It adds to the nice atmosphere.

If you have any special considerations, let me know. I will inform our staff of the special instructions for showing your home. If they change, please tell me and I will update our staff.

THE 3 C’S OF STAGING

Clean

Spotless kitchen, baths, patios and decks.

Clutter free

No personal items. Model home look.

Color

Warm rooms with color accents.

No Showings (or very little activity)

30% of homes on the market are playing this role.

•How You’ll Know

There is little or no showing activity. A buyer looks at the home down the street – they get in the Realtor’s car and drive away.

•Why?

Simple- you’re not making the first cut in the Realtor’s office. When selecting homes to show, the buyer will select homes which appear to offer the best value relative to location and size.

•What to do?!

Simple – You need to get your home onto the playing field. At this point we’re waiting for lightning to strike and wasting valuable time. Reduce your price and/or make changes to improve the showability of your property.

Showings (but not placing)

50% of homes on the market are playing this role.

•How You’ll Know There is fairly good showing activity but there always seems to be objections. The carpet is dated, the home is too small, busy street, poor conditions.

•Why? This home is playing the “used” role. Buyers and Realtors are using your home to confirm that the other properties they are looking at are better buys or offer more for the money.

•What to do?! Simple – Crystallize what the objections are (the market will tell you) and treat them. If you don’t want to treat them then change your asking price to reflect the problem.

Showing & Place

20% of homes on the market are playing this role.

.

•How You’ll Know There is great showing activity but more importantly most of the buyers say that your home has placed in the top three. Objections are replaced with conversations about what you would consider.

•Why? You’ve done everything right. You’ve treated the problems and priced the home to get maximum buyer and Realtor interest.

•What to do?! Get ready to pack your bags and move on to the next phase of your life because soon somebody will provide you with an offer that will work for you and your family.

You’ll receive a copy of the MLS printout to review for accuracy.

You will receive On-Line Reports from:

1

• ShowingDesk

• REALTOR.com

• Listings Magic

2

C o m m u n i c a t i o n

3

4

You’ll receive an email follow-up report from every showing.

A personal call from me each week.

7 I am available to you by telephone, text and email, between 8:00 am and 6:00 pm

5

6

I will update the Fair Market Evaluation every 30 days, if needed.

We’ll meet periodically to review market conditions and adjust our marketing strategy as needed to get your house sold.

1. I will carefully review and present all offers for your consideration.

2. I will make sure you understand the strengths and

weakness of an offer/contract.

3. I will verify qualification of prospective

buyers and research their lending options

to increase the likelihood that they can

secure financing.

4. I will negotiate the strongest terms to

create a solid transaction that will

close on time without any surprises.

Typically, closing happens four to six weeks after the sales and purchase contract is signed, although it could be sooner or later. Normally, as the seller you are anxious to receive your money and move on. And unless there is a special circumstance surrounding the buyer’s loan, there is no reason to delay. For the least stressful closing, experts advise choosing a Tuesday, Wednesday, or Thursday in the first three weeks of the month, although it is wise to avoid the 1st or 15th. Additional Dates and Days to Avoid Title companies are busiest the last week of the month. Also, Fridays are considered less than ideal because that’s a busy bank day. The 1st, 15th, and last day of the month also are very busy days for financial institutions. Also try to avoid the end of the year, especially the last day of the year. You may want to take advantage of deductions on this year’s tax return, but you are likely to run into the disadvantages of offices closing early, being short-staffed, and holiday parties. If you must close during one of these hectic periods, plan as far ahead as you can. Other Considerations Unless you’re dealing with a first-time buyer, it’s likely your buyer has to close another sale before this one happens. And as the seller, you probably are moving to another home and that sale can’t close until this one does. A crisis that reschedules the first closing could easily cause a chain reaction. So leaving a bit of wiggle room between closings is a good idea. If your buyer balks at closing early in the month, explain that the old saw about paying extra interest may not be as advantageous as it sounds. For example, let’s say the closing happens on October 5. The buyer will pay 26 days of prepaid interest at closing, but her first mortgage payment won’t be due until December 1. If the deal closes September 30, she will only pay one day’s worth of interest, but her first mortgage payment will be due November 1. So she could look at the early-in-the-month closure as gaining a whole month without a mortgage payment. Interest accrues on the loan from the date of closing; two months later, regardless of the time of month you closed, the buyer has paid the same.

ACCEPTED OFFER INSPECTION APPRAISAL CLOSING

REPAIRS IF APPLICABLE

The Paper Trail What if paperwork isn’t finished by closing day? Regardless of when the closing is scheduled, it can’t happen until the closing agent notifies the parties that all necessary paperwork is in order. There are all sorts of things that can delay closure, ranging from clerical errors to loan documents lost in the mail room. Money can also trip up the process. If the buyer is told to bring a certified check for $10,000 to closing and shows up with a certified check for $9,000 and a personal check for $1,000, the closing will be delayed. If in reviewing documents either the seller or buyer find a name misspelled or an incorrect address, or figures that don’t add up, the errors must be fixed before closing proceeds. This is why both seller and buyer need to stay in touch with the closing agent and do everything they can do personally to facilitate closing on the scheduled day. The Parties Depending on where you live, either all parties involved in the settlement will gather around one table or sellers and buyers will have separate signing meetings with the closing agent. In states where an attorney is the closing agent, it’s likely that the seller, buyer, real estate agents, possibly attorneys representing each party, and perhaps the lender will be present. At the end of the signing ceremony the seller will receive a check for the proceeds of the sale. The buyer will receive all keys to the house and outbuildings plus the garage door opener and security system codes. If you live where a title or escrow company agent handles closing and there are two meetings, it’s likely that the seller along with the seller’s agent or attorney will sign paperwork at one meeting and the buyer, accompanied by her agent or attorney, will sign at a separate meeting. This probably will happen on the same day. The seller’s keys may be left with the closing agent, or an arrangement may be made for the buyer’s agent to deliver them after everything is signed. The two-meeting closing is faster for the seller, who has much less paperwork to review and sign than the buyer. Remember that the new ownership is official the minute the signed and notarized closing documents are recorded at the county courthouse, which usually happens at the end of the day or first thing in the morning. When the deed is recorded, the title of ownership transfers from seller to buyer.

There are variables depending on where you live and the specifics of your transaction. But here

are a few of the documents you’re likely to sign at closing:

Final closing instructions

Practice varies across the country, but if buyer and seller do not sign closing instructions when the

escrow account was opened, they will do so at closing. Experts advise that you make sure the

debits and credits balance to the penny.

The HUD-1 settlement statement

The closing agent prepares this accounting of all the money involved in the transaction. This

statement is required by federal law. There is a buyer’s column and a seller’s column on this form.

(You should have received a copy for review prior to the closing meeting.)

Double-check all figures and look for clerical errors before signing the HUD-1 form. Check

everything from the sales price to the payoff balances on your loan and the prorations for tax and

utility bills.

Certificate of title

A statement swearing you have the right to sell the property.

The deed

The deed is the instrument for transferring title. The type of deed used varies by state — grant

deed, warranty deed, etc. — but the purpose is the same. Ownership transfers to the buyer when

the signed deed, which includes the legal description of the property, is recorded at the county

courthouse.

Loan payoff

This document shows your loan payoff amounts to be paid at closing.

Mechanic’s liens

You may be asked to sign a document swearing there is no possibility of a lien being placed

against the property by a subcontractor or other laborer for money due them.

Bill of sale

This paperwork itemizes any personal property — the backyard barbecue and coffee table — you

agreed to sell your buyer and transfers ownership to them. Verify that everything you agreed to

sell is listed and correctly priced.

Statement of closing costs

Your signature on this document says you were informed about the various fees and closing costs

ahead of time.

Statement of information

The title company requires that you swear you are who you say you are. Take a driver’s license or

valid passport to the closing for ID.

Read everything, redo all math. Speak up before signing a document if you find an error or if you

question that you really promised to give your buyer credit for something, or credit for the amount

listed.

What the seller sees…

What the buyer sees…

What the inspector sees…

Inspections and potential

repairs are the number

one reason sales don’t

close.

Typically, buyers have a

certain number of days in

which to inspects the

property and accept or

reject the property based

upon these mechanical

and structural inspections

Save yourself

time, money and

disappointment…

Do deferred

maintenance now.

Consider a prelist

Inspection.

Once we have placed your home on the market and we've helped you

negotiate a contract with a buyer a process starts. One of the most

important aspects of this process is the appraisal.

When your home goes under contract, the buyer's lender retains the

services of a licensed appraiser.

Now remember, the appraiser is engaged buy the lender, not the

buyer.

What this means is that the lender is looking to the appraiser to determine

the true market value of your home. If the home does not appraise for

the asking or contract price, you run the risk of a terminated contract

and we're back to square one looking for another qualified buyer

The appraiser is looking for Sold Homes with similar characteristics to

determine price.

The appraiser is looking for at least 3 like properties (Apples to

Apples) that have sold within your subdivision or area within the last 6

months or sooner.

One or more of the comparable homes should be at least your

contract price or higher

I will meet the appraiser at the house at the time of the appraisal and

bring as much information as is available to help support the value of

your home. You can help by providing me with a list of all the

upgrades you’ve made to your home since you purchased it.

It is the wise client that prepares for problems before they happen! I also believe in this concept for my business! For this reason, I would like you to have my problem checklist that keeps me busy every day. Since no transaction is closed until it is closed, the following items are our potential roadblocks.

Over 20 years of experience and over eight hundred successful closings have earned me with the tools to overcome each and every problem encountered here. However, it would be unfair for me to say that every problem can be solved. I have placed a delay of closing estimate next to each problem and the ones with asterisks (*) are potential deal-killers. Here we go. . .

Things that go wrong with the . . .

LENDER . . . Approx. Delay

1. Lender does not properly pre-qualify borrower 2 weeks to*

2. Lender decides last minute they don’t like borrower 2 weeks to*

3. Lender decides last minute they don’t like the property 2 weeks to*

4. Lender wants property repaired or cleaned prior to closing 1 - 3 weeks

5. Lender raises rates, points or costs 2 weeks to*

6. Borrower does not qualify because of a late addition of info 2 weeks to*

7. Lender requires, last minute, a reappraisal 2 weeks

8. The borrower does not like the fine print in the loan documents they receive 3 days before closing 3 days to*

9. Lender loses file 1 - 3 weeks

10. Lender does not simultaneously ask for info from buyer, they ask for info in bits and pieces 1 - 4 weeks

COOPERATING AGENT . . . 1. Won’t return phone calls 1 - 3 weeks

2. Transfers to another office 1 week

3. Did not pre-qualify the client for motivation 2 weeks to*

4. Goes on vacation, leaves no one to handle file 1 - 4 weeks

5. Does not understand or lacks experience in Real Estate 1 week to*

6. Poor people skills with buyer 1 - 3 weeks

7. Gets client upset over minor points 1 - 3 weeks

8. Does not communicate with their clients 1 - 4 weeks

BUYER . . . Approx. Delay

1. Did not tell the truth on the loan application 1 week to*

2. Did not tell the truth to their agent 1 week to*

3. Submits incorrect tax returns to lender 4 weeks to*

4. Lacks motivation 1 week to*

5. Source of down payment changes 1 week to*

6. Family members do not like purchase 1 week to*

7. Is too picky regarding condition 1 week to*

8. Finds another property is a better deal 1 week to*

9. They are “nibblers” (always negotiating) 1 week to*

10. The buyers bring an attorney into the picture 2 weeks to*

11. They do not execute paperwork in a timely manner 1 week to*

12. They do not deliver their money in “good funds” at closing 1-2 days

13. Job change, illness, divorce or other financial setback 3 weeks to*

14. Come up short on money 1 week to*

15. Does not obtain insurance in a timely manner 1-4 weeks

TITLE COMPANY. . .

1. Fails to notify agents of unsigned or unreturned documents so the agents can cure the problems relating to same 1 week to*

2. Fails to obtain information from beneficiaries, lien holders, title companies, insurance companies, or lenders in a timely manner 1 week to*

3. Lets principles leave town without getting all necessary signatures 1-2 weeks

4. Incorrect at interpreting or assuming aspects of the transaction and then passing these items on to related parties such as lenders, attorneys, buyers and sellers 1 week to*

5. Too busy 1-3 weeks

6. Loses paperwork 1-3 weeks

7. Incorrectly prepares paperwork 1-3 weeks

8. Does not pass on valuable information 1-4 weeks

9. Does not coordinate well so that many items can be done simultaneously 1-4 weeks

10. Unknown special assessments show up at last minute 1-3 weeks

11. Does not find liens or problems until last minute 1 week to*

12. Does not bend rules on small problems 1-3 weeks

SELLER . . . Approx. Delay

1. Loose motivation (i.e. job transfer did not go through, etc.) 1 week to*

2. Illness, divorce, etc. 1 week to*

3. Has hidden defects that are subsequently discovered 1 week to*

4. Unknown defects are discovered 1 week to*

5. Home inspection reveals average amount of small defects that seller is unwilling to repair 1 week to*

6. Gets an attorney involved 1 week to*

7. Removes property from the premises that the buyer believed was included 1-3 weeks

8. Is unable to clear up problems or liens 1 week to*

9. Last minute solvable liens are discovered 1-3 weeks

10. Seller did not own 100% of property as previously disclosed 1 week to*

11. Seller thought partners signatures were “no problem” but they were 1 week to*

12. Seller leaves town without giving anyone power of attorney 1-3 weeks

13. The notary did not make a clear stamp when notarizing the seller’s signatures 3-7 days

14. Seller delays the project move-out date 1 week to*

15. Septic or water tests fail (rural properties) 2 weeks to*

ACTS OF GOD . . . 1. Tornado, fire, flood, etc. 1 week to*

APPRAISAL . . .

1. The appraiser is not local and misunderstands the market 1-3 weeks

2. No comparable sales available 1 week to*

3. Appraiser delays (too busy, etc.) 1-3 weeks

4. Incorrect appraisal 1-3 weeks

5. Appraisal too low 1 week to*

I appreciate the time you have spent to understand the challenging time between contract acceptance and close. I wanted you to understand these potential problems for the following reasons. . .

INSPECTION COMPANY . . . Approx. Delay

1. Too picky report 1 day to 8

2. Scares buyer 1 week to*

3. Infuriates seller 1 week to*

4. Makes mistakes 1-3 weeks

5. Delays report 1 week to*

1. A transaction cannot close until everything has cleared up on all of the previously mentioned problems.

2. To let you know that I have great experience in heading off these potential pitfalls and thus can hopefully make you feel more secure that you have chosen the correct agent.

3. To make these pitfalls clear to all the parities we are working with so that problems can be discovered early.

4. To make you aware of these pitfalls so that you can warn me of any potential problems.

1) Manage all details of your real estate transaction on a daily basis.

2) Make sure all the terms and conditions of your Contract to Buy and Sell are fully met or addressed timely and properly.

3) Stay on top of all other matters to be sure your real estate transaction closes in a timely fashion and with as little stress as possible.

1. Even after the closing, I’ll be there to assist you with all your real estate needs.

2. You will receive valuable information on a regular basis.

3. Along with great coupons, local offers and information and coming attractions.

4. Consider me your source of referral for all types of businesses, whether related to real estate transaction or not.

SERVICE

Sellers have the option to choose what is

best for their situation as to what fee they

should pay the selling office. Remember

that most builders pay 4%.

Listing Side

“My marketing

program

requires 3.5%!”

Plus $212.00

Administrative Fee

paid directly to

RE/MAX Properties, Inc.,

at time of closing.

Selling Side

“What should

we offer the

Selling office?”

3.0%

3.25%

3.5%

3.75%

4.0%

for the opportunity to serve you.