Terry naber. RE/MAX Properties, Colorado Springs, CO., 2014 Home Marketing Proposal

Your home priced at
fair market value.
Selling your home with
the least amount of
inconvenience.
Selling your home
in the desired
time period.

• 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 SpringsBoulder 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 .

South Office
2630 Tenderfoot Hill St
Colorado Springs, CO 80906
Phone: 719-576-5000
Fax: 719-576-1746
North Office
1740 Chapel Hills Dr
Phone: 719-598-4700
Fax: 719-598-9308
Downtown Office
102 S Tejon St, Suite 100
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.

Who is selling the most homes…
RE/MAX Properties, Inc. is
in the Pikes Peak Region!
…in Your Neighborhood?
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
711
750
1,100
1,800
2,500
2,857
2,635
2,581
2,698
2,618
2,924
2,951
3,624
4,319
3,976
3,936
4,462
4,418
3,837
3,134
2,599
2,760
2,733
2,992
3,295
3,708
0
500
1000
1500
2000
2500
3000
3500
4000
4500
1986
1987
1988
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
1986 -20 1 3 Closed Transactions

C l o s e d S a l e s Vo l u m e I n M i l l i o n s : : 1 9 8 6 – 2 0 1 3
$17
$54
$66
$67
$87
$167
$240
$311
$313
$328
$369
$387
$452
$488
$641
$800
$782
$841
$990
$1,084
$1,004
$813
$630
$595
$609
$637
$744
$862
$0
$200
$400
$600
$800
$1,000
$1,200
1986
1987
1988
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
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… 2,117 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 !
Let us assist y ou and get th e resu lts y ou deserve.
That’s 10 homes sold a day!
W e ’ v e h e l p e d o v e r
76,000
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
We

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

• 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

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.

Yard Signs
O n-line
M obile
We bsite s
Voice Pad
Te xt
M e ssaging
Print
Publications
And M ore …

• 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
Call or Text *Agent Name* to 576 -8888

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!

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

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:

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)
role.
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
role.
.
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.

Terry naber. RE/MAX Properties, Colorado Springs, CO., 2014 Home Marketing Proposal

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