seller ’s g u id e
In partnership with
ABOUT MARK CALVELO REALTOR®, ENTREPRENEUR, FRIEND I created the Complete Real Estate Group, which provides the most complete comprehensive real estate solutions. Our team was founded on the principle of genuine and caring service, so we consistently exceed all customer expectations, providing a memorable experience and an exceptional value in everything that we do. We pride ourselves on giving all of our clients the most precise and up-to-date feedback on the state of the market, its trends, comparable sales, and property value, giving them a realistic outlook and helping them learn what they can expect to achieve in today’s market. “Growing up with great family values and morals and having survived two life threatening surgeries, I cherish life, value all people, their opinions, the integrity of the real estate industry and the hard work necessary to provide outstanding quality service to all!”
"Real estate matters because people matter. Their wants, needs and desires are something that motivates me to help you reach your real estate goals!"
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My Story “I have failed over and over and over again in my life. that is why I succeed.�
It was November 1, 1996; my life would change forever. It was a beautiful afternoon, sunny blue clear skies. The roads were dry with no snow in sight. I remember driving with a good friend, feeling great, however, things would quickly change. While driving my car, without notice, I got side-swiped, car spinning out of control, crossing all lanes of the road, head-on towards a solid concrete wall. After a impact my car rebounded off the wall and went 9-10 feet in the air. When the car came to a stop, the driver and the car that hit us pulled in front of us. I thought the driver was going to stop and come out of the car, when suddenly the car took off. The driver was later caught by the police and it was revealed that the driver had no car insurance. It was a terrifying ordeal, but fortunately my friend was ok. For myself, I appeared to be okay but that day was the day my life would change forever and unknowingly for the next year.
bio
At that time I was a premiere basketball talent and was looking forward to playing with the Alberta Juvenile Provincial Basketball Team. One day during practice, I noticed things felt different. Something I had spent thousands of hours, hundreds of days, and many years mastering now didn’t seem so recognizable. My timing was off, my hands were shaky, and my vision was blurry. I just didn’t feel right. After an entire year, my body had quickly deteriorated where each and everyday became a nightmare. I was eventually referred to a Neurologist and had an MRI (Magnetic Resonance Imaging) scan done on my brain. After 2 weeks, I was called to come discuss the results with my Neurologist. It was found that my Cerebellum became herniated due to the force of my car hitting the concrete wall. I was given two options. One, was to do nothing, however, within 3-5 years, my body would continue to rapidly deteriorate, my motor skills would be gone and I would eventually become a vegetable. My second option was to go through brain surgery with a not so favorable chance of survival during surgery. In other words, I had no great options. God, my Neurosurgeon and the medical team would have been the only ones to get me through this situation, but I had little hope and made preparations for the worst. Surgery was performed in 1997. After the surgery, I remember waking up and thinking I was dead, but quickly realized I had pulled through. However, the road ahead would not be a bed of roses, it took months which turned to 3 years for me relearning how to crawl, walk and talk again. Playing basketball was not even part of the plan for me anymore, I was just fighting and working hard to do basic movements and activities. I was happy to alive. Just when I thought I was improving, I began to feel the same symptoms I was feeling after the accident. Again I went to see my neurologist. Although the first surgery was a success, I was once again faced with the decision regarding my life. Should I try and go through another surgery, knowing that the risks were even greater this time around, or accept my fate, not go through another brain surgery and hope to cherish the little time I would have left with family and friends. I was crushed and devastated, but I found the strength and courage to fight once again and that’s what I did. My second brain surgery was performed in 2000. After the surgery, I woke up thinking, did I do it again? No way I could have beating the odds again!! Two times, I miraculously pulled through situations that was simply unthinkable. So once again, it was time to get back to work. Over the next 3 years I relearned how to crawl, walk and talk again. It really hit me hard and I longer took anything for granted. I found happiness, cherished humility, a reason and purpose to live. To help people to live a better life. I surrounded myself with positivity and embraced people from all walks of life. I have become a mentor, a loving father, and a devoted worker who never hesitates to lend a helping hand or share my story. So here I am today. Healthy and in good spirits, grounded with gratitude and truly loving life. My experiences have lead me to believe that smart, hard work, and the desire to fight will only result into success. I believe in the quality of my character and integrity. I believe my trials have lead me to where I am today. I believe in people and the possibilities that lie ahead. Real estate is just one of several things I truly enjoy doing, not because of the lifestyle it provides for me, but because of the positive life-changing possibilities I can help provide for someone else. This is my testimony, my journey straight from the heart.
selling
TIP ONE: “Depersonalizing your home in preparation to sell will help appeal to a broader spectrum of buyers.�
SELLERS INFO THE REAL FACTS Any agent who gives you an analysis of your home before seeing it should automatically raise red flags. Every home is different and every situation is not alike, it is so important for an agent to consider all variables when analyzing your property. I will show you how to properly access your property by asking the “hard” questions, evaluating other aspects, doing a detailed CMA and helping you understand the process and everything involved in it. To successfully sell your home, you have to establish a level of trust with your agent and your agent needs to understand your needs as well as your wants. I help identify the great qualities of your home that most buyers are looking for. I will do what is necessary in order to sell your home for all it’s worth. I want to ensure you are comfortable, informed and completely satisfied. One of the main key factors involved when selling your home is to maximize its exposure. 90% of buyers search for homes using the internet and of that 90%, 8 out of 10 people use Google as their main search engine, followed by Yahoo and Bing. So obviously, having a great online presence is vitally important, yet, most agents don’t utilize their web syndication to its fullest. Though there are essential needs to marketing a property properly, using the best forms of marketing will always help give your home the detailed and specific exposure it needs. Taking photos is great. Taking photos with your iPhone, not so much. Professional HD photography and video can sometimes be the difference between a quick sale and a long-drawn out one. Many times good photography and video is the reason many buyers even visit your home in the first place. By utilizing all the marketing resources necessary, our team of experienced agents are able to expose your home for all it’s worth.
PARTNERSHIPS, NEGOTIATIONS & EXECUTION I believe in reaching out to my peers, utilize their network of friends and associates, and target buyer specialists. Having a marketing plan that successfully attracts co-op agents could help sell your home for up to 5% more! Think about this; someone who sells their home for $500,000 and banks $100,000 could have sold their home for $525,000 and bank an extra $25k. That’s substantial, and could ultimately be done by choosing an expert agent who gives expert advice while guiding you through the process. Negotiation is another vital part of the process. Many agents who do not pay attention to the small details usually sell far below the asking price or not at all. So how do you know if you are dealing with a smart negotiator?
Expert in: NEGOTIATION
KNOWING YOU’RE DEALING WITH A SMART REALTOR First, ask them to provide their sales results and compare their closing prices to the asking prices. Find out if the difference meets your expectations and the market average. Second, ask them to provide a strategy for negotiations and never expect “We will do that when we get there.” Many agents are not prepared to sell your home and prove that by not having a detailed plan. Preparation is key to successfully selling your property and negotiations start even before you get an offer. Third, find out if they are “straight-line negotiators” and if they are willing to walk away if any offer is not in your best interest. Not selling a home just to sell is usually the best decision you can make. If an agent is ever forceful in trying to make you accept an offer, he usually doesn’t have your best interest in mind. By utilizing partnerships and being a smart negotiator, the final result will most of the time lead to a successful execution of the sale of your home. It will also land you the most money in your pocket, the least stress and grant peace of mind moving forward. Ultimately, all agents should strive to accomplish this. I do!
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Expert in: COMMUNICATION
STEP-BY-STEP COMMUNICATION FROM START TO FINISH Throughout the years, I’ve learned to cherish every moment. I’ve learned to appreciate the relationships I have cultivated and understand the key component involved. Communication. Without it, there is confusion, there is a lack of responsibility and accountability, and could lead to important missed opportunities. I strive to provide constant communication throughout the entire selling process. From the day you meet me, I provide insightful information and a complete understanding of what may lie ahead. It’s important to me that you are an informed seller so that you can make educated decisions and have an understanding of all possible decisions both negative and positive. From the time you meet me, you will see my desire to help you. This all starts with constant updates, suggestions, changes, and a step-by-step schedule of the process. I want you to be an informed seller. Communication is the key to unlock all your current and future possibilities.
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WHY ARE YOU SELLING? Why do you want to sell your property? Do you intend to simply find a larger property, or do you plan on moving to another neighborhood, school district, city or province? You might think your reasons are obvious, but it would do well to consider the implications of each option for your lifestyle, opportunities, and finances. Being clear about your intentions for selling will make it easier for us to determine the most appropriate option for your specified financial, lifestyle, and real estate goals. Below are important questions you should ask yourself before beginning the selling process. WHEN SHOULD I SELL? You should immediately establish your time frame for selling. If you need to sell quickly, I can speed up the process by giving you a complete market analysis and action plan to obtain all of your goals. If there is no pressing need to sell immediately, we can sit down and review the current market conditions and find the most favourable time to sell. WHAT IS THE MARKET LIKE? When you work with me, you can be sure that you will have the knowledge, expertise and negotiating skills at work for you to arrive at the best market price and terms. I will keep you up-to-date on what is happening in the marketplace and the price, financing, terms and conditions of competing properties. With me, you will know exactly how to price and when to sell your property. HOW DO I OPTIMIZE MY FINANCES? Deciding to sell your property demands a serious consideration of your current financial situation and future possibilities. With my help, you will be able to effectively assess the cumulative impact of these changes, estimate potential proceeds of selling your property, and plan effective tax savings and estate planning strategies. I will help you take control of your finances and use them to their fullest potential.
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80% of homes sell below asking price. Don’t let yours be one of them.
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selling
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Real estate is about so much more than just buying and selling homes. It’s about helping people achieve their real estate goals.
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marketing
TIP TWO: “Getting your home in readyto-sell condition will help accelerate the process and expose the best qualities of your home.�
MARKETING YOUR HOME Did you know that the average agent sells only 8 homes per year? Did you know that 45% of real estate agents spend less than $500 per year on training and professional development. These are the facts, so how do you know if your agent is experienced enough to help you sell your home? There is a lot more involved with selling a home, but most of the time, the problems that arise during the selling process starts at the beginning. By determining buyers’ expectations, needs and wants, and comparing them to what the market is showing, an expert will be able to connect potential buyers to your home. However, it is important to understand how an agent will be able to identify these factors. When deciding on an agent that will guide you through the process, ask the necessary questions and ensure you are comfortable with their response. I will be able to determine things that buyers want most such as timing and motivation, expenses and finances, lifestyle and community profile and provide a customized marketing strategy that fits your needs as a seller. LET’S MARKET IT FOR ALL IT’S WORTH! Have you ever heard the term “if you build it, they will come”? Well in real estate, we would all love for things to be that easy—”if you list it, they will come”. The truth is, if you want to generate the traffic necessary to sell your home, you have to market, market, market! I spend a lot of time, money and resources finding better ways to market my client’s homes because if nobody sees it, it simply won’t sell. Therefore, the most important part of our plan of action is to get your home the exposure it needs in order for it to successfully sell. However, we have to make sure it is in ready-to-sell condition. So let’s begin to prepare... TOTAL EXPOSURE Living a digital world, it is common to always focus on new and exciting ways to promote listings. Whether it be social media, online advertisements or print campaigns, you can rest assured that I am always researching and implementing the best techniques and strategies to promote your property. PROFESSIONAL PHOTOGRAPHY Professional photography of your home is so important to its successful sale. Poor quality photos can limit traffic to your home regardless of how well priced it is. VIDEO MARKETING Video marketing is one of our most effective ways to advertise your home online to potential buyers. Videos can tell a story and can be impactful, influential and play a huge role in helping potential buyers visualize themselves in your home. PROFESSIONALLY CUSTOMIZED PROPERTY BROCHURES Professionally designed and commercially printed, my brochures will showcase your home in the best possible way.
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WHY CHOOSE RE/MAX? Buying or selling a home is likely the largest and most important transaction you’ll ever make. That’s why so many trust RE/MAX: the most widely recognized real estate brand in the world. For more than 20 years, RE/MAX has been the leading real estate organization in Canada. By providing the best training, administrative and marketing support, brokers and agents are free to focus on what they do best: sell real estate.
LET’S GIVE YOUR HOME MORE ONLINE EXPOSURE! My innovative site connects sellers with buyers and gives you access to potential candidates that are looking to buy a home like yours. I use the Internet and all online tools to help find the home that best suits you. With more than 90% of buyers checking the web, getting online is the most effective and efficient way to find your next home. Our web presence and online network will help speed up this process. Below shows that 99% of people search for a home using three main search engines. We make sure to connect to these sources in order to utilize every avenue, including our own, in order to find that ideal home for you.
81% 12% 6% TRUSTED ADVICE The internet has provided us with great access to view homes online to develop a comparative market analysis efficiently and effectively. However, it is important to view similar homes on the market in person as well to help you get a complete understanding of the competition and how to effectively price your home.
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PRICING YOUR HOME There are many factors involved that lead to the successful sale of your home. However, there are three very key components that stand out from the rest. These components are an essential part of the process.
Highest Potential
Lost Potential Multiple Offers
Dangerous Risk Gamble
Activity (Amount of Interest)
FIRST: Pricing your home correctly is so important. An overpriced home can be detrimental in the end, while an undervalued property certainly doesn’t always generate the buzz it needs. Pricing your home properly takes an experience team that understands the market and has a track record of success. The last thing you want is for your home to stay on the market longer than expected. At that time, interest starts to diminish and perception of the home could go from positive to negative. Below shows the best time to sell and your window of opportunity. By taking advantage of these models, you can price your home properly, create a buzz and gain traffic to your home.
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Time on Market (Weeks) Your Asking Price
SECOND: Attract buyers immediately. Sellers and agents tend to experiment with price by starting high and dropping it over time. This rationale is not the best approach. A listing gets the most attention on its debut. As the
reports today, the week that a listing
goes on the market, we estimate that it gets nearly four times more visits on real estate websites than it does a
99.5%
VISITS TO LISTING BY DAYS ON MARKET
99.0%
List to Sale Ratio
10 20 30 40 50 60 70 80 90
Online Visits
month later, which is when most sellers will initiate a price reduction.
98.5%
THE DAYS ON MARKET EFFECT ON BUYING PRICE
98.0% 97.5% 97.0% 96.5% 96.0% 95.5%
0 5 10 15 20 25 30 35 40 45 50 55 60 Days Since Debut or Update
1-9 10-18 19-27 28-36 37-45 46-54 55-63 64-72 73-81 82-90 91-99 100-108 109-117 118-126 127-135 135+
Number of Days on Market
pricing
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Selling your home for all it’s worth matters to you. That’s why I make it a high priority, because what matters to you, matters to me!
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home prep
TIP THREE: “An ugly home will not sell for all it’s worth, however, a clean, fresh home could sell for more than it is worth!”
PREPARING YOUR HOME PREPARING YOUR HOME TO SELL The following are a couple of factors to keep in mind when listing your property for sale: 1. CURB APPEAL Keeping your landscape pristine, and adding creative touches to your yard, such as colourful flowers, trimmed shrubs, etc., will create an immediate impact on passers-by and potential buyers. 2. PROPERTY REPAIRS Simple upgrades such as window repairs, polishing the doorknobs, and a fresh coat of paint in the most frequently used rooms will instantly brighten up the property. 3. CLEANLINESS AND STAGING Keep your property uncluttered, sweet-smelling and well-lit from top-to-bottom. Pay attention to details: put away the kitty litter, place a vase of fresh flowers near the entryway, pop a batch of cinnamon rolls in the oven, have your carpets cleaned. I will scan the property before it is listed for sale to see how you can improve the staging and overall appeal of your property. 4. DISCLOSURES AND INSPECTIONS. I am very familiar with the legal procedures involved in disclosures and are ready to help you develop a thorough disclosure statement beneficial to both you and the buyer, as well as suggest home improvement measures before placing your property on the market (such as termite and pest inspections). 5. SHOWTIME. Presenting your property to potential buyers is a job that we will take care of for you. Buyers feel more comfortable discussing the property with the agent, if you are not there. Moreover, your agent will know what information will be most useful in representing your interests when speaking with prospective buyers.
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Where do buyers COME FROM?
first steps
buyers take when looking for a home 51% Internet (home searches & research) 34% REALTORÂŽ 4% Call on yard sign 4% Friend/relative/neighbor 4% Open House 2% New Builder 1% Local newspaper & magazines
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Our complete concierge service takes all that’s involved in moving and makes it easy. We look after you every step of the process, with everything from getting you the best mortgage to transferring your media and utilities.
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We are in partership with and a proud sponsor of:
WE’LL SORT OUT YOUR MORTGAGE... AND DO THE PLANNING. • Custom mortgage solutions with the best terms and rates • Mortgage options assessment • Mortgage provider and product matching • Budget review and preparation and much more. WE’LL HELP YOU BUY...AND SELL. • Source, compare quotes, arrange and manage • Home inspection • Legal Assistance • Schedule appointments and meetings and much more. WE’LL GET THE BEST QUOTES AND ORGANIZE YOUR MOVES. • Move options and budget assessment • Source, compare quotes, arrange and manage • Cleaning services • Moving boxes, supplies, packing, moving, storage and more. WE’LL GET YOU ALL SETTLED IN WITH EASE. • Source, compare quotes, arrange and manage: Unpacking, Organizing, TV mounting, Home security Home audio, Handyman service, Locksmith, Space planning Renovations • Transfer internet, TV and phone, forward mail, and more.
ABOUT US Calgary Health Trust (CHT), a catalyst in health care philanthropy, connects donor passion with treatment, education and research priorities in the Calgary community. The Calgary Health Trust is the fundraising arm of Alberta Health Services (AHS) in Calgary. The Trust receives and disburses philanthropic health care gifts and other funds across Calgary and the surrounding area.
CHT
Complete Real Estate Group is in partnership with and a proud sponsor of the Calgary Health Trust. Providing ALL Alberta Health Services staff, physicians, researchers full concierge real estate services. We’ve always put our hearts where our homes are, and by donating a portion of our net proceeds from every sale supporting the Calgary Health Trust, we’re able to change even more lives for the better. WE ARE IN THE BUSINESS OF CHANGING LIVES
In close partership with:
In partnership with
We’ll sweat the details for you. Our complete concierge service takes all that’s
WE’LL SORT OUT YOUR MORTGAGE. AND DO THE PLANNING. • Custom mortgage solutions with the best terms and rates • Mortgage options assessment
WE’LL HELP YOU BUY. AND SELL. • Source, compare quotes, arrange and manage - Home inspection - Legal • Schedule appointments
WE’LL GET THE BEST QUOTES AND ORGANIZE YOUR MOVE. • Move options and budget assessment • Source, compare quotes, arrange and manage
WE’LL GET YOU ALL SETTLED IN. WITH EASE. • Source, compare quotes, arrange and manage - Unpacking - Organizing - TV mounting
CLIENT TESTIMONIALS EXCEPTIONAL SERVICE AND ATTENTION
Mark and his team are very professional and hard working. He was extremely responsive to any questions we had and helped make the process as smooth as possible for us as first time homebuyers. We know he put in the extra effort to fight for us and you really feel that he values the relationship he has with his clients. I was recommended to him by a friend, and I would do the same for anyone wanting the complete experience. He also has a great personal story. His story is WHY he is the great person he is. – Sarah & Mike
THE INSIGHT HE GAVE US WAS BRILLIANT
Mark is the most competent and savvy real estate agent we have ever met. My husband any I have worked with many agents and he is superior to the rest. Our last sale had 5 offers above asking because of him! From start to finish he was in constant contact, bringing us back down to earth when we were stressed and always giving us the latest market updates and comparables to get us the best price. The insight he gave us was nothing short of brilliant. The tiny, inexpensive, tweaks to stage our home made it a show-stopper! He makes it a point to be available at all times. As you know, real estate deals never sleep. He is an incredibly hard worker and my husband and I highly recommend him (as a person and a real estate expert) for buying and selling your home! – Pam & Matt
LOOKING FOR SOMEONE TRUSTWORTHY?
Mark is a fantastic Realtor! He treated me like a VIP and I was very impressed with how responsive he was… whether it was weekends and holidays. He always got back to me and answered all of my questions in a very friendly and professional manner. I highly recommend him if you are looking for someone trustworthy, knowledgeable and nice. Five very enthusiastic stars! - Vicky
SMART AND FUNNY
I can’t say enough good things about Mark Calvelo! As an agent, he is truly a partner in the best sense of the word, helping navigate the often confusing world of real estate. He never tries to sell you on a property but rather simply supports you in exploring and showing you properties that will best suit your needs, desires, limits, likes, etc. In addition to being very bright and knowledgeable about the real estate market, he is also just really easy to be with – smart, funny and very cute. This is super important when looking for someone who you’re going to spend time with, someone who you’re going to be with as you make difficult decisions, someone you will need to be in touch with through stressful times. I have no doubt that he enabled me to find the best properties available for me, places that have been just perfect. I also have no doubt that he is the best possible negotiator I could have found. And at the same time, I knew he was great to work with and a good person – – things that are important. - Nicole
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In partnership with
We’ll sweat the details for you. Our complete concierge service takes all that’s involved in moving and makes it easy. We look after you every step of the process, with everything
WE’LL SORT OUT YOUR MORTGAGE. AND DO THE PLANNING. • Custom mortgage solutions with the best terms and rates • Mortgage options assessment • Mortgage provider and product matching • Budget review and preparation • Customized move planning • Arrange and manage - Junk removal - Decluttering
WE’LL HELP YOU BUY. AND SELL. • Source, compare quotes, arrange and manage - Home inspection - Legal • Schedule appointments and meetings • Customized Virtuo™ app management - Property ratings on the go - Document storage - Task management - Budget updates • Home sale/purchase plan execution
WE’LL GET THE BEST QUOTES AND ORGANIZE YOUR MOVE. • Move options and budget assessment • Source, compare quotes, arrange and manage - Cleaning services - Moving boxes and supplies - Packing - Moving and storage • Move plan execution • Client advocacy • Invoice auditing • Quality control and
WE’LL GET YOU ALL SETTLED IN. WITH EASE. • Source, compare quotes, arrange and manage - Unpacking - Organizing - TV mounting - Home security - Home audio - Handyman service - Locksmith - Space planning - Renovations • Transfer internet, TV, phone and utilities • Mail forwarding and mailbox registration
THANK YOU FOR THE OPPORTUNITY 35
MARK CALVELO 205, 525 28 Street SE Calgary, AB T2A 6W9 C: 403.829.3158
In partnership with
O: 403.930.8555 We’ll sweat the details for you. Our complete concierge service takes all that’s involved in moving and
WE’LL SORT OUT YOUR MORTGAGE. AND DO THE PLANNING. • Custom mortgage solutions with the best terms and rates • Mortgage options assessment • Mortgage provider and product matching • Budget review and
WE’LL HELP YOU BUY. AND SELL. • Source, compare quotes, arrange and manage - Home inspection - Legal • Schedule appointments and meetings • Customized Virtuo™ app management
WE’LL GET THE BEST QUOTES AND ORGANIZE YOUR MOVE. • Move options and budget assessment • Source, compare quotes, arrange and manage - Cleaning services - Moving boxes and supplies - Packing
WE’LL GET YOU ALL SETTLED IN. WITH EASE. • Source, compare quotes, arrange and manage - Unpacking - Organizing - TV mounting - Home security - Home audio - Handyman service - Locksmith
E: mark@completerealestategroup.com www.completerealestategroup.com