Ethan Frome - Keller Williams Realty



Inventory Vs. Demand

|Active Listings- |659 *(does not include new build) |

|Sold Listings Year to Date |304 |

|Average Sales per Month |121 |

|Absorption Rate |5.44 Months* |

*If no more homes came on the market, from today on, there is enough inventory for homes to continue to sell for five months.

Market History 2004-2005

|Total Active Listings |4830 |Annual Listings 2005 |28300 |

|Year to Date Listings |21642 |Annual Sales 2005 |16782 |

|Year to Date Sales |9014 |Percentage Sold 2005 |59% |

|Average List Price 2005 |$335,248 |Average Sales Price 2005 |$325,190 |

|Appreciation 2005 |6% |

|Average Sales Price 2005 |$325,190 |

|List Price to Sales Price 2005 |97% |

|Sales By Bedrooms |2 Bedrooms |3 Bedrooms |4 Bedrooms |5+ Bedrooms |

|% Sold |69% |74% |71% |64% |

|# Sold |1667 |3791 |2097 |512 |

|Ave Sales Price |$88,365 |$117,965 |$172,926 |$261,696 |

It is better to price your house right at the start of your listing.

The best offer in normally the first offer.

Eighty-three percent of all homes purchase requires new financing. This always means that an appraisal will have to be done.

The 5 Most Deadly Mistakes

You can make when selling Your Home

Deadly mistake no. 1: Pricing Incorrectly

Every seller wants to realize as much money as possible in selling a home. A listing price that is too high often gets the seller less than a price that is at market value. If your house is not priced competitively, people looking in your price range will reject your house in favor of other, larger homes for the same price. At the same time, people who should be looking at your house will not see it because it is priced over their heads! Overpricing usually increases time on the market, and that adds to the carrying costs! Ultimately, many over-priced properties sell below market value.

To help avoid this, we have an informative video, “Pricing Your Home”, by David Knox, which you may check out for 24 hours, to help you select the right price. You’ll become aware of:

• The difference between cost and price

• What market value really is

• How the principles of progression and regression apply to your home

• How much bargaining room to leave in your price

• How the principles of substitution affect your home’s value

Once you learn these principles, you’ll know how to sell your house for the best price. Not only that, you’ll know how to avoid paying too much for any house you buy for the rest of your life! Just call our office and we’ll send this valuable video to you.

Deadly mistake no. 2: Failing to “showcase” the home

Buyers look for homes, not houses, and they buy the home in which they would like to live. Owners who fail to make necessary repairs, who don’t spruce up the house inside and out, touch up the paint and landscaping, and keep it clean and neat chase buyers away as rapidly as Realtors can bring them.

If you were selling a car, you would wash it or maybe even detail it to get the highest price. Houses are no different. Ask for our video “Dress for Success” by Tony Randall, explaining the six steps to get the highest price for your home. We’d be happy to send it to you.

Deadly Mistake No. 3: Using the “hard sell” during showings

Buying a home is an emotional decision. People like to “try on” a house and see if it is comfortable for them. It’s difficult for them to do that if you follow them around pointing out every improvement that you made. It may even have the opposite effect you want, by making them feel they are intruding on your private space.

Resist the temptation to talk the entire time buyers are there, and let them discover things on their own. Try a tasteful sign to point out some hidden amenity that they might miss.

Deadly Mistake No. 4: Mistaking “Lookers” for Buyers

For Sale by Owners (FSBO) always get more activity than houses listed with an agent. No question about it, Realtors will only bring qualified buyers, and these will be less than if you open your front door to everyone who walks down the street.

A qualified buyer is one who is ready, willing, and able to buy your house. We find that most people who go looking at FSBOs are just starting to think about moving. They may be good buyers, but they’re 6 to 9 months away from being ready. They don’t want to bother an agent yet, so they call the FSBO ads to get a feel for what’s available. They may have a house to sell first, or may need to save some more money, or may have credit that needs fixing. When everything is in place, that’s when they go out looking with an agent.

PJ will ask buyers how much they can really spend for a house, how much they have to put down, how good their credit is, how much they can pay each month, how much they will realize (realistically!) when they sell their present home, and about a dozen other questions like that. But unless your Realtor finds out all the facts first, you must ask all these questions before the buyer crosses your threshold. Otherwise, you may have a parade of Sunday afternoon shoppers with a dream of owning a home some day.

Deadly Mistake No. 5: Believing that a “re-finance appraisal” is the market value of your house

Re-finance appraisals take into account different factors than a re-sale appraisal. The homeowner’s credit and ability to repay a loan are many times a swaying factor when the house is used as collateral.

A re-sale appraisal can be a big help in the marketing of your home. Many buyers are taking the time to get completely qualified before they buy and prefer to see houses with proven worth. It is a fact that homes sell for a higher amount, normally with less negotiation, when an appraisal supports the price.

|Where do you stand |

|On the five deadly mistakes? |

What are your

Improvements worth?

Project Estimated Cost % Recoverable

Add a full bath: $5000 - $10,000

To a 1-1/2 bath home 80%

To a 2 bath home 50%

Add a half bath: $2000 - $3000 60%

To 1-1/2 bath home

Add a bedroom: $6000 - $8000+

(In existing space)

$10,000 - $15,000

(Add on space)

To 3 bedroom house 75% - 85%

To 4 bedroom house 65%

Install Central Air: $2500 - $4500 Up to 75%

Room units $500 - $1000 0% - 50%

Turn a basement into $3000 - $6500 + Up to 15%

A recreation room

Enclose a porch $5000 - $6000 50% - 60%

Add a garage: $3500 - $6000+ Up to 50%

Add a fireplace: $1500 - $3000 Up to 75%

Install new heater: $1200 - $2000 0%

Repaint house: $1000 - $2000 30% - 80%

Landscape: $500 - $2000+ 40% - 60%

Add a pool: $10,000+ 0% - 40%

Add a patio: $2000 - $4000 35% - 60%

(Source: Institute of Real Estate Appraisers)

10 Most Frequent House Problems

In the most recent survey of its members, the American Society of Home Inspectors (ASHI) compiled the following list of the most frequently found problems in the homes they inspected.

1. Improper Surface Grading/Drainage

This was by far the most frequently found problem, reported by 35.8% of the survey respondents. It is responsible for the most common of household maladies: water penetration of the foundation.

2. Improper Electrical Wiring

A significant number (19.9%) chose this item as the most common home defect, which includes such situations as insufficient electrical service to the house, inadequate overload protection, and amateur, often dangerous, wiring conditions.

3. Roof Damage

Although reported by only 8.5% of the respondents as the most common problem, roof leakage, caused by old or damaged shingles or improper flashing, was considered by ASHI members to be a frequent problem.

4. Cooling/Heating Systems

Problems in this category include broken or malfunctioning operation controls, low freon, dirty air filters or broken fans.

5. Poor Overall Maintenance

Even the novice home buyer is usually aware of this situation, demonstrated by signs such as cracked, peeling, or dirty painted surfaces; crumbling masonry; makeshift wiring or plumbing; broken fixtures, or appliances.

6. Structural Problems

As a result of problems in one or more of the other categories, many houses sustain damage to structural components such as fountain walls, floor joints, rafters, and window and door headers.

7. Plumbing

Though not ranked by any respondents as the most significant problem, plumbing defects still rank high among the house problems encountered, and include the existence of old or incompatible piping materials, as well as faulty fixtures and waste lines.

8. Exteriors

Exterior flaws in windows, doors and wall surfaces are responsible for water and air penetration. Although these flaws create discomfort, they rarely have structural significance. Inadequate caulking and weather stripping are the most common culprits.

9. Poor Ventilation

Perhaps due to every ambitious effort to save energy, many homeowners have “over sealed” their homes, resulting in excessive interior moisture. This can cause rotting and premature failure of both structural and non-structural elements.

10.Miscellaneous

This category includes primarily interior components, often cosmetic in nature, which were not found frequently enough to rank individuality in our survey.

Don’t let a home inspection scare you. Most of the time the items found are small or relativity easy to fix. If you have questions it may be a good idea to order you own home inspection prior to listing your house. Buyers will always take two to three times the amount of any repair off their offer price. It is normally cheaper for you to do the repairs before hand.

Before You List Your Home . . .

Ask if the Realtor does all this!

Before you decide on a Realtor to handle the sale of your home, be sure you are getting your money’s worth! Ask yourself, and them, if they prepare for the listing by doing all this…

1 Obtain county records to gain inside knowledge of the property 2 Research legal information 3 Assess the Seller’s needs, timing, and motivation 4 Ask the seller questions about the property and themselves to learn how to better serve, e.g., property features: where are you moving to? We have relocation information; how soon do you need to move? Style of house: Have you done any updating in the last five years? Does the home have a basement? Is the basement furnished? Have you thought about selling the home privately? What do you think the home is worth? Are you interested in doing any owner financing? How much do you owe on the property? 5 Find out if the Seller is interviewing any other Realtors, and if so, who? When are you interviewing? We have some forms you can use! 6 Deliver questions for the Seller to ask other Realtors to ensure that the Seller selects the Realtor who will get them the most money, in the shortest period of time with the least amount of hassle 7 Search the Multiple Listing Service (MLS) computer system for the overall market picture, area market picture, competitive properties currently on the market, under contract, withdrawn or expired (unsuccessful sales), and/or have sold in the past 6 months 8 Research all comparable active properties 9 Call agents, if needed, to discuss the activity on properties they have listed in the area 10 Research previous sales activity on the subject home 11 Order preliminary title from the title company 12 Review the preliminary title report 13 Order assessor’s tax information 14 Review the assessor’s tax information 15 Ensure that legal name is correct as per title research and if incorrect order AKA from the title company for Seller to sign 16 Retrieve county records from our data base linked to county computers 17 Review all county information 18 Review all comparable properties and information on homes in the area 19 Prepare Comparative Market Analysis (CMA) 20 Enter the Seller’s name and address in The Keller Williams Realty computer system in order to keep you up-to-date on things 21 Prepare the following information 22 Prepare all personalized materials specific to the appointment so as not to waste the Seller’s time

23 Prepare the required listing forms including a Arizona Regional Multiple Listing Profile Form, Seller’s Property Disclosure, disclosure of Agency Relationship Form, Exclusive Authorization and Right to Sell Listing Contract, CMA booklet, and information defining agent responsibilities 24 Write information letter for the homeowner 25 Request that the Seller complete the Seller’s Property Disclosure prior to the listing appointment so that you can do it thoughtfully, when you have a convenient moment 26 Encourage Seller to have all paperwork about the home (from the time of your original purchase up to the present) available at the time of the appointment 27 Provide a courtesy confirmation call to remind of the listing appointment 28 Record the appointment in the CMA log so that follow-up is never neglected 29 Preview the home with the Seller to find out the home’s best features from the Seller’s point of view and take notes about the home for all marketing materials 30 Encourage Seller to complete a survey about client service so that we can better serve you and the next client in the future 31 Present Seller with market study including properties that are currently on the market (the competition), under contract and pending contract, have recently sold, and whose listings have expired 32 Present pro-active 34 Point Marketing Plan 33 Discuss preparation needed to market your home effectively 34 Plan marketing strategy with Seller 35 Discuss all the possible financing alternatives with Seller 36 Talk to Seller about the possibility of providing a home warranty to make the home more attractive to Buyers 37 Help Seller select a price at which the house will sell within the Seller’s allotted time frame 38 Review and sign Listing Contract and Employment Agreement 39 Review and sign Disclosure of Agency Relationship form 40 Establish detailed showing instructions 41 Complete loan company information including loan number and mailing address for lender 42 Complete Homeowners Association information 43 Encourage Seller to recycle “The Stratford Collection’s 34 Point’s Marketing Program” by giving it to a friend, neighbor, or business associate who may be thinking of selling their home 44 Pick up key for the lockbox 45 Ensure that the Stratford Collection’s Pre-list Checklist is completed 46 Collect current loan company data from Seller 47 Collect any and all information the Seller has from their closing on this home that may aid in the selling of the home 48 Review with the Seller the MLS inclusions that the property offers 49 Advise the Escrow/Contract Manager that your home is for sale 50 Schedule home for an office Realtor Tour 51 Review the current title information 52 Order Plat Map 53 Confirm the property’s lot size 54 Review Seller’s house plan (if received) 55 Order “For Sale” sign to be placed prominently in front of the Seller’s property 56 Order brochure box to be attached to sign, if necessary

57 Set private lockbox information 58 Take pictures of the property for the MLS system 59 Take pictures of the property for Property Profile Flyers 60 Deliver film to the photo developing lab 61 Distribute photos to appropriate parties 62 Research the year the home was built through the county records 63 Enter the survey results in the computer and analyze the statistics 64 Check for signatures on all paperwork 65 Make three copies of all the client’s paperwork 66 Process all paperwork, including the Listing Contract, Employment Agreement, Seller’s Property Disclosure, Showing Instructions, etc. 67 Call the county school district for assigned elementary, middle, and high schools 68 Call Public Utility Company, or get from Seller the average utility bills. 69 Research land use and zoning 70 Research all items needed for the MLS form 71 Note all property inclusions and amenities 72 Note all property exclusions 73 Contact the Homeowners Associations Manager 74 Research the Homeowners Association fees 75 Order a copy of the Homeowners Association bylaws 76 Order a copy of the Homeowners Association rules and regulation 77 Research the service provided under the Homeowners Associations fees 78 Research where the mailboxes are located 79 Research pool passes and/or tennis court entrance codes or keys, if applicable 80 Mail a letter to the lender in order to avoid any interest penalties 81 Research loan assumption requirements 82 Research information regarding the second mortgage, if applicable 83 Verify the second mortgage information with the lender 84 Complete MLS form consisting of one hundred or more questions in addition to the Comments sections 85 Enter property into the MLS network 86 Enter into MLS Photo system and Internet 87 Enter the property into PJ’s Internet Home Page, available 24 hours a day 88 Turn all paperwork in to the Client Care Managers for processing and daily service 89 Inspect the MLS printout for errors and omissions 90 Mail a copy of the MLS printout to the Seller for final approval 91 Introduce listing information at Keller Williams Realty’s weekly office meeting so that all agents are aware that property is available for showing 92 Check computer for all Buyers currently enrolled in our Buyer Profile Program that meet the specifications of your home 93 Enter information into database under “Listings Available” 94 Enter information into database for correspondence 95 Complete computer searches for all Buyers entered into MLS by other agents that fit the criteria of your property 96 Call the agents representing the Buyers listed in the computer search and encourage a showing of your property 97 Place listing information on the office daily information book so all agents are aware it is available to show 98 Review current appraisal, if applicable 99 Install lockbox with private code 100 Deliver sign and place it prominently for high visibility

101 Install brochure box, if necessary 102 Arrange for your property to be on MLS Tour on the next available day in our area 103 On day of tour, place “On Tour Today” on the flyers for the Realtors’ meeting prior to tour 104 Host the Realtors’ tour at your house 105 Call you with feedback from the Realtors who toured your property 106 Research sewer/septic system through county records, if applicable 107 Research water availability 108 Research well status with confirmation via well report (in certain areas) 109 Determine well usage as household or domestic 110 Verify well depth 111 Research natural gas availability 112 Verify propane tank lease and term, if applicable 113 Add listing information to the current listing board 114 Add listing information to the inventory binder 115 Make copies of utility bills over last 12 months 116 Enter tickler dates for new listing countdown 117 Verify all rents and deposits, if applicable 118 Obtain copies of leases from Seller, if applicable 119 Provide copies of leases, if applicable 120 Call tenants for each and every showing, if applicable 121 Verify each showing with the Seller 122 Verify each showing with the showing agent 123 Call for feedback after each showing 124 Send out Feedback FAX to all agents showing property 125 Call Seller and report what has been accomplished on a weekly basis 126 Mail thank-you note 127 Provide “Marketing Your Home” information 128 Provide “Showing Your Home” and Home Improvement Tips list 129 Develop, print, order labels and delivery of Target cards 130 Mail Seller the feedback reports 131 Call Seller to see if there are any questions or concerns 132 Report all feedback to the Seller verbally 133 Mail written Feedback Report to the Seller regularly 134 Order color brochure (if applicable) 135 Create a marketing brochure and write various ads with the Seller’s input 136 Submit ad to The Real Estate Book 137 Order photograph 138 Layout all ads for newspaper 139 Write ads for newspaper 140 Proof ads for printing 141 Approve proof or make appropriate changes 142 Deliver magazines to the brochure box, if applicable 143 Deliver flyers to all agent mail boxes in the office 144 Mail the flyers to the top ten agents of the area 145 Discuss with the Seller the possibility of providing a home warranty 146 Discuss with the Buyer’s Agent the possibility of the Buyer purchasing a home warranty 147 Complete home owner warranty application, if applicable 148 Mail the home owner warranty application 149 Receive verification of home owner warranty and file it 150 Complete “New Listing” checklist 151 Add property information to our active listing inventory list 152 Prepare marketing flyer 153 Broadcast fax property information to the top twenty of the area agents 154 Promote the property at the Board of Realtors meeting

155 Mail “Just Listed” announcements into the neighborhood 156 Buyer’s Partners call leads from the Hotline Daily 157 Call other Realtors to inform them of the new listing 158 Submit listing information to the Hot Sheet 159 Record description of the property on the Network 160 Send in all the listing information to the Internet 161 Send a photograph of the listing to the Internet for Buyers all over the nation to see 162 Provide marketing data to incoming referral Buyers 163 Provide “Special Feature” cards for marketing, if applicable 164 Ask Seller about Open House 165 Write ad for Open House 166 Prepare “Types of Financing” brochure 167 Research all homeowners in area of Open House 168 Gather signs for Open House 169 Place signs in are for Open House 170 Preview minimum of five other homes in area for comparables 171 Ask guests to sign in for Open House 172 Write thank-you notes to all that attended 173 Write ads for marketing 174 Advertise on rotating basis; monitor ad calls for quantity and quality 175 Set showings by calling Seller first to confirm time and then calling agent to confirm and give showing instructions 176 Deliver fifty flyers to the Seller 177 Deliver additional flyers as needed 178 Review loan information when received 179 Update loan information in MLS if necessary 180 Call Seller to check flyer supply 181 Check market conditions weekly 182 Send a copy of market condition updates to the Seller regularly 183 Call Seller on market changes 184 Check new listings and price reductions for the week 185 Pre-qualify all Buyers 186 Discuss price changes as needed (at two weeks with no showings or ten showings with no offers) 187 Enter price changes into MLS 188 Re-enter the property into MLS as a new listing if needed 189 Announce price changes to all other agents 190 Change price on all brochures and flyers 191 Deliver new brochures upon each price reduction 192 Refer the Seller to the best agent at the new destination if relocating 193 When Keller Williams Realty shows property, we have a system: pre-qualify the Buyer with one of our approved lenders; set a showing; show the property promoting its best features and skillfully answering questions; encourage Buyer to write offer if they like the home; assist the Buyer in writing a strong offer on the home; give feedback to the Seller; follow up and stay in contact with noncommittal Buyers; encourage them to reconsider the home and write an offer on it 194 Create initial offer through pro-active follow up calls 195 Answer all Realtor questions 196 Encourage offer from all showings 197 Work towards multiple offers 198 Work net sheet on all offers 199 Review all offers 200 Enter offer on contract information form for easy review by Seller

201 Contact lender for the Buyer’s qualification status and the status of the loan 202 Negotiate offer using accelerated negotiating techniques 203 Review the offer with the Seller 204 Present all documents to the Seller including Counter Offers, Addendum’s, contingencies, Property Disclosure, Additional Provisions, and Closing Instructions, where applicable 205 Accept, amend, or counter the offer 206 Negotiate until the offer is accepted 207 Assist co-op agents in presenting the counter offer to their Buyer 208 Ensure that the contract is signed by both parties 209 Fax contract to Seller or Buyer if they are out of town 210 Send overnight delivery, if necessary, to obtain original signatures 211 Place a “Pending” sign on your property 212 Deliver signed offer to selling agent 213 Deposit earnest money and purchase contract with title company and open escrow 214 Deliver Seller Disclosure to selling agent 215 Within five days of accepted contract, put Seller’s Disclosure in file after Buyers have signed and dated 216 Deliver closing instruction to the selling agent 217 Mail “Problem Letter” to the Seller 218 Mail copy of the contract and counter to the Seller 219 Mail copy of contract and counter to the title company 220 Deliver a copy of the contract and counter to the lender 221 Advise office of new sale 222 Advise client service managers of sale 223 Enter status into MLS 224 Deliver copies of contract and counter to office file 225 Make copy of contract and place in personal file 226 Complete “Sales in Progress” checklist 227 Remove property from listing board 228 Add to property under contract board 229 Report activity on the office daily report 230 Record earnest money 231 Deposit earnest money 232 Complete closing file forms and update files 233 Restrict showings at Seller’s request 234 Coordinate closing with Selling agent and lender 235 Review Buyer’s credit report 236 Provide credit information to Seller if owner carry terms are used 237 Coordinate discount points being locked with dates 238 Five days after contract acceptance, check with Buyer’s lender for pre-qualification letter 239 Review conditional loan approval requirements by lender ten days after contract acceptance 240 Coordinate time and date for Home Inspection with Seller 241 Provide comparable sales for appraiser 242 Schedule appraiser 243 Call Seller to set a time that the appraiser can obtain access 244 Meet appraiser at property if necessary 245 Contact appraiser to answer any and all questions 246 Call lender to review appraisal and conditions 247 Arrange to have all the appraiser’s conditions met in a timely fashion 248 Obtain bids on conditions if necessary 249 Relay results of appraisal to Seller 250 Confirm verifications of deposit and employment have been returned

251 Coordinate repairs with repairmen for Seller if necessary 252 Follow loan processing through to the underwriter 253 Contact lender weekly to track processing 254 Relay loan approval to the Seller 255 Confirm Buyer’s insurance company and verify voucher or policy is delivered prior to closing 256 Contact existing lender for assumption statement and requirements and loan term changes 257 Compile all required items for assumption 258 Submit all required items for assumption 259 Review the title insurance commitment 260 Note all unrecorded property liens or agreements 261 Confirm purchaser received title insurance commitment 262 Confirm the selling agent received the title insurance commitment 263 Provide extended coverage on title insurance if necessary 264 Notify Seller if there are any problems 265 Note title insurance requirements 266 Coordinate items to meet all title insurance requirements 267 Type Power of Attorney for closing, if needed 268 Deliver Power of Attorney to title company 269 Contact selling agent regarding the date and time of home inspection 270 Contact inspector and set appointment 271 Notify Seller of inspection date and time and arrange to have the Seller be absent during inspection 272 Confirm time and date with Selling agent 273 Obtain a copy of the inspection report 274 Present to Seller a list of requirements and/or repairs for Seller 275 Negotiate all items with the Seller 276 Type Addendum to all inspection items 277 Ensure Addendum is signed by all parties 278 Ask for bids on any and all inspection requirements 279 Report findings on bids to Seller 280 Coordinate all items to be repaired 281 Obtain receipts showing payment for work completed 282 Fax receipts to the Selling agent 283 Confirm inspection clause requirements have been completed 284 Confirm that the Seller’s Disclosure is signed by the Buyer 285 Negotiate the payment and completion of all required repairs on the inspection with the title company 286 Deliver unrecorded property information to the Buyer 287 Order septic to be pumped, if applicable 288 Order an inspection of the septic system, if applicable 289 Receive septic inspection report, if applicable 290 Call for bids for repairs if the septic system is not up to code 291 Coordinate necessary repairs on septic system, if necessary 292 Deliver a copy of the septic inspection report to the lender 293 Deliver a copy of the septic inspection report to the Buyer 294 File a copy of the septic inspection report 295 Order a well test, if applicable 296 Receive well test 297 Review well test 298 Deliver a copy of the well test to the lender 299 Deliver a copy of the well test to the Buyer 300 Order a water test, if applicable

301 Receive water test 302 Deliver a copy of the water test to the lender 303 Deliver a copy of the water test to the Buyer 304 File a copy of the water test 305 Complete pre-close action plan 306 Call bank and verify that the earnest money check has cleared the bank 307 Check Buyer’s loan status weekly 308 Obtain 1031 Tax Deferred Exchange papers from a qualified intermediary 309 Notify the title company of home warranty application number prior to closing 310 Receive loan approval 311 Inform title company of loan approval 312 Inform Seller of loan approval 313 Inform coop agent of loan approval 314 Call Seller and remind him to change the Public Service 315 Call Seller and remind him to change his phone service 316 Notify Seller of Buyer’s loan progress 317 Call Seller and remind him to bring all the keys to the home and the garage door openers to closing 318 Pick up the key from the lockbox for the closing 319 Call the title company and set the date, time, and location of the closing 320 Notify coop agent of the date, time, and location of the closing 321 If anyone is unable to attend the closing at the specified time, reschedule and repeat entire process 322 Notify Seller of any changes 323 Notify coop agent of any changes 324 Notify lender of any changes 325 Schedule final walk-through of property for the Buyer 326 Call Seller and confirm the date and time of the walk-through 327 Notify the coop agent of the date and time of the walk-through 328 Research and note all prorations 329 Request closing figures from the title company 330 Receive closing figures from the title company 331 Review figures from the title company 332 Make any changes necessary and notify the title company and lender of the changes 333 Give a copy of the figures to the selling agent 334 Give a copy of figures to the Seller 335 Give a copy of the figures to the Buyer 336 Give a copy of all closing documents to the attorney if one is involved 337 Call Seller to review closing process 338 Call Buyer to review closing process 339 Call Seller to review closing figures 340 Call Buyer to review closing figures 341 Request closing documents from the title company 342 Call Seller with any last minute requirements 343 Call Buyer and remind him to bring a Cashier’s Check to closing 344 Call the new title company for figures if the Seller is moving to another home 345 Coordinate the checks from one closing to another closing 346 Call title company and order a Cashier’s Check for the Seller to go on to next closing 347 Forward closing documents to Seller as requested 348 Confer and review documents with Seller’s attorney if applicable 349 Review the file and place notes on action items to keep all paperwork within the rules of the Arizona Real Estate Commission 350 Check to see if the Buyer wants a homeowners warranty, and if so, check with the title company for prices, complete warranty paperwork, and mail after closing

351 Prepare closing file including completing appraisal form, follow-up form on the Seller and Buyer, and the closing control form 352 Thank-you gift letter to selling agent 353 Overseeing the closing process 354 Attend the closing 355 Review all paperwork for signatures 356 Coordinate the closing of the Seller’s home with the purchase of the next 357 copy documents for the Seller’s next closing 358 Present Seller with a check at closing 359 Send new Buyers advertising photographs that were used in the advertising of the home 360 Facilitate removal of the marketing sign at the property 361 Facilitate the removal of the lockbox from the property 362 Facilitate the removal of the brochure box 363 Pick up the extra brochures 364 Complete the follow up report 365 Complete office forms 366 Complete reporting forms 367 Complete follow up on the title company that payoff was mailed via Express Mail 368 Report “Sold” information to MLS 369 Send Service Survey to Seller 370 Send Service Survey to Buyer 371 Send Service Survey to title company 372 Enter client’s new address and phone number into the database for future contact 373 File the closing package 374 Analyze service surveys 375 Make the necessary changes in the company to better satisfy the next client 376 Copy Seller’s statement for tax purposes 377 File the Seller’s statement in the closing file 378 Copy and file Seller’s 1099 for tax purposes 379 Copy Buyer’s statement for closing file 380 Call person responding to the service survey and report corrective actions 381 Write and mail thank-you note to Seller 382 Write and mail thank-you note to Buyer 383 Write and mail thank-you note to the title company 384 Write and mail thank-you note to closer 385 Write and mail thank-you note to the other agent 386 Call Seller three to five days after the closing to make sure everything is all right 387 Copy all paperwork needed for our files 388 Turn all original documents in to front office 389 Copy all checks for our files 390 Copy Lender package for our files 391 Add information to the Source of Sold and Closed book 392 Add address to the list of properties sold 393 Update master computer records 394 Enter Sellers’ birthdays into the computer 395 Remove property from the property roster and from the office floor book 396 Enter Seller on the Client-for-Life list 397 Follow up with Seller on a regular basis 398 Maintain a loyal relationship with Seller 399 Keep Seller up-to-date via mailings of monthly events and real estate news.

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