Everything Between Listing and Selling Your Property by Aspen Snowmass Properties

A Playbook

Everything Between Listing and Selling Your Property

Whatâ&#x20AC;&#x2122;s Inside Aspen Snowmass Properties

Us You Fan Mail

Why Us About Us The Players: BJ Adams Our Affiliation with Berkshire Hathaway HomeServices

Hit the Ground Running We Tell the World What We Do For Our Clients Nobody Does

Kudos and Fan Mail References

Epilogue

Way Way Way Past Real Estate

Ever wonder why our clients look so...well, happy?

Why Aspen Snowmass Properties?

Our listings

have legs, selling 30%

sell for higher Our listings

faster. prices. (220 days vs. 345 average days on market)

Youâ&#x20AC;&#x2122;ll have a

(4.7% vs. 7% discount from list priceâ&#x20AC;&#x201D; an average of $30,000)

47% greater

chance of getting to the closing table with us than with our competitors.

2017 comparisons based on our listings vs. our Aspen/Snowmass competitorsâ&#x20AC;&#x2122; listings.

Aspen Office

About Us

Frequently voted Aspen’s favorite real estate group, Aspen Snowmass Properties is one of the Roaring Fork Valley’s most successful companies, with salespeople who are consistently among the area’s top performers. From historically-preserved Aspen and Snowmass offices, we’ve generated more than 2600 transactions and over $3.7 billion in sales during our 24-year tenure, including some of the valley’s highest-end acquisitions.

We’re all yours.

We’re an unusual team here because, well, we actually are a team. We work together, not in competition. When you hire one of us, you get all of us: broker to broker, front desk to president. More hands, more brains, more service, more care. Our mission: exceed your highest expectations by bringing more thought, creativity, accountability, service and wisdom to the task of buying and selling property.

Look for results, and you’ll find us. A spen Snowmass Properties has more high-producing brokers than any other office in the valley. Since 2010, we have individually out-performed the top ten offices in the valley with over $100 million per agent. Three times the average Joe. Or double our best competitors. Or, wow.

Recent Listing Performance BHHS Aspen Snowmass Competitor A Competitor B Competitor C

Avg # of Listings Listings Taken/ % Sales Sold/ Agents Taken Sold Agent Success Agent 12 354 117 29.5 52% 15.4 159 1665 726 10.5 44% 4.6 55 605 289 11.0 48% 5.3 44 344 137 7.5 40% 3.0 Source: Aspen/Glenwood Springs Multiple Listing Service, 2014-2017

Snowmass Office

Link to the world.

Our affiliation with Berkshire Hathaway HomeServices gives our brokers (and our listings) direct access to 42,000 brokers in 1200 firms which comprise one of the most

productive and extensive global networks on the planet. Our database of 17,000 people is a living network of property owners and potential buyers kept current on the market and on our listings through creative communication.

What we do, nobody does. N o dog ever ate our homework. Details. Details. Details. We love them, and youâ&#x20AC;&#x2122;ll never have to ask. Aspen Snowmass Properties has more thorough Aspen/Snowmass/Basalt market research than you will find anywhere. This valley is a neighborhood-specific marketplace, and we have taken the time to analyze, in depth and detail, the inventory and sales histories, supply-and-demand dynamics, and trends of each. Ask for our annual Aspen Report and its monthly updates which remove the guesswork from our advice and inform our decisions about values. From sophisticated market analyses, to staging and styling photographs, to arranging inspections and surveys, we prepare our sellers so theyâ&#x20AC;&#x2122;ll avoid bumps in the road that can derail a sale. And, in the end, weâ&#x20AC;&#x2122;ll negotiate for them like it was for world peace.

We lead.

For six years running, to standing-room only audiences, Aspen Snowmass Properties hosted an

annual forum at the Aspen Institute on the current state of the real estate and tourist economy, featuring presentations of in-depth market statistics and trends, nationallyknown keynote speakers, and panels of local tourism, development, and government leaders.

BJ ADAMS HEART AT WORK • Sees what is, knows what’s possible, makes it happen. • Lives to nurture others’ dreams. • Hides the dirty work, fends off the meanies – all her clients see is grace. A master marketer, BJ founded this company upon on her favorite question: What if? And Aspen real estate has never been the same. A bold, original thinker, perpetually nourished by new ideas and possibilities, BJ has relished tossing out expected ways of doing business for a more caring, exciting model. She inspires and directs the marketing that sets this company apart – and with a strong, sure voice that treats properties as individuals, earns national industry awards, and brings buyers and sellers to our clients. At the pinnacle of a career that spans a billion dollars in sales and 3,000 closings, the only number BJ considers invaluable are the 10,000 hours she devoted to gaining the wisdom and unrivaled expertise she shares with her clients today. BJ still dreams about ways to raise the bar and make you smile. Beyond listener, she’s an anticipator. Good chance she’ll have it before you know you want it. But, ask her for her secret to success, and she’ll immediately redirect you to her team – a loyal bunch of top-tier brokers who all believe agent/client relationships should be based on true listening, impeccable service, and never letting go of the backs of others who trust you.

BERKSHIRE HATHAWAY HomeServices

Aspen Snowmass Properties

HER CLIENTS SAY: She’s living proof the business of real estate can and should be more than completing transactions – it’s about being a constructive partner, a masterful problem solver, sometimes even a dutiful traffic cop. BJ and her team have these roles down cold. And: Brave, kind, generous, tenacious, committed. And: A good broker covers the bases, BJ hands you the ballpark. And: Not just the best realtor we’ve ever known, but an artist whose life is her canvas. WE SAY: BJ inspires us to think-be-do bigger, and practices everything she teaches. And: Her “Higher Ground” philosophy is ingrained in all of us; it permeates every aspect of our business. And: The heart and soul of our company, she believes in our greatness. WHAT BJ BRINGS TO THE TABLE Over 25 years of real estate sales and property management experience, all in the Aspen/Snowmass area. | Consistently one of the top five producers in the local community, with thousands of transactions behind her which inform the wisdom she brings to her clients. | Hundreds of hours invested in advanced studies in real estate law, taxation, ethics, contracts and negotiations, with coveted GRI, CRS and CNE designations held by fewer than 5% of brokers. | One of the first in the country (!) to recognize the value of good photography and staging – ask for the book she wrote on the subject. | A huge network of clients, contacts and resources – a trusted concierge who knows where it is and who has it. | Has choreographed music for John Denver symposiums, served on the Boards of Directors for Dance Aspen and the Aspen Camp School for the Deaf. | Honored by her peers as Aspen Board of Realtors President and Realtor of the Year.

BJ ADAMS bj@BHHSAspenSnowmass.com 970.379.2114 BHHSAspenSnowmass.com

FINE POINTS Born in Eugene, Oregon, grew up in Ashland, U of Oregon grad with honors | Married to Michael Adams, her extraordinary partner in business and in life | Active godmother to a handful of nieces, nephews and the children of a few dear friends | Followed an old boyfriend here, but has made Aspen home for 35 years because it has small town character and big city possibilities | After hours you’ll find her out for breakfast, hiking or snowshoeing with her black Lab, Olive, riding her horse, or buried in books at Explore Booksellers | Future dreams settle her peacefully in the ranch life, reading biographies in particular, and pursuing her artistic side | Secretly? She’d love to be a DJ.

BERKSHIRE HATHAWAY HomeServices

Aspen Snowmass Properties

A Pedigree Like No Other Our Affiliation with Berkshire Hathaway HomeServices

erkshire Hathaway HomeServices is a joint venture between HomeServices of America and Berkshire Hathaway. From technology to advertising to research and communication, the company is laser-focused on ensuring the

fulfillment of the brand’s vision: to be the best-recognized, most highly respected homeownership services brand in the United States and worldwide. That boils down to a compelling value for our customers. Aspen Snowmass Properties |BJ Adams and Company is proud to become a member of the $200 billion Berkshire Hathaway family. There’s not a brand name on the planet you can toss around so casually and have it land more positively than Berkshire Hathaway – it is one of the most recognized and respected companies in the world, one which carries a smart reputation with a long history of success. The name is synonymous with strength, integrity, trust, admiration, and instant global presence. And, that’s the whole real estate ballgame, in our opinion. So when they asked, we said yes. The BHHS affiliation amplifies our creativity, innovation and voice and gives us a grand platform from which to operate. And it gives our clients the broader exposure they deserve and want. We see it as giving our clients the best of both worlds—the advantages of a right-sized, elite team of local professionals, supported by a trusted international organization. HomeServices of America (the joint venture partner with Berkshire Hathaway) was already the second-largest real estate sales network in the country, and the new company is going international this year, beginning with the most powerful international website in the world. BERKSHIRE HATHAWAY HomeServices already has an impressive footprint — 42,000 agents in over 1200 offices (that’s nearly three times the size of Sotheby’s) — a network which will be a meaningful source of referrals.

Respected and Admired

cross the most trusted and well-read sources, the Berkshire Hathaway band continues to rank among the very best.. Across the nation and around the world, it is a pedigree like no other.

Forbes World’s Largest Public Companies 2016 #1

ICBC

China Construction Bank

Agricultural Bank of China

Berkshire Hathaway

JP Morgan Chase

Bank of China

Wells Fargo

Barron’s

Apple

World’s Most Respected Companies 2016

Exxon Mobile

Johnson & Johnson

#10

Toyota Motor

Berkshire Hathaway

Apple

Amazon

Nike

Disney

Boeing

Alphabet (Google)

#10

Home Depot

Fortune World’s Most Admired Companies 2016 #1

Apple

Alphabet (Google)

Amazon

Berkshire Hathaway

Disney

Starbucks

Southwest Airlines

FedEx

Nike

#10

General Electric Fortune - World’s Most Admired Companies 2016, Barron’s - World’s Most Respected Companies 2016, Forbes - The World’s Largest Public Companies 2016

Exceptional Reach

se our reach to reach your real estate goals.

More than 43,500 agents Over 1,313 offices In 47 states

International Listing Distribution

s part of the global expansion, Berkshire Hathaway HomeServices has partnered with Worldposting to syndicate the networkâ&#x20AC;&#x2122;s residential listings to over 79 global websites serving consumers in 41 countries on five continents. Your property will experience the full breadth and reach of our rapidly expanding international network.

EU RO P E Bulgaria Cyprus Czech Republic Denmark Estonia France Greece Italy Latvia Lithuania Luxembourg Monaco Poland Portugal Romania Serbia Spain

AME R IC A S Brazil Canada Chile Colombia BJan Republic Mexico

MIDDLE E A S T & AFR IC A Algeria Morocco South Africa Turkey United Arab Emirates

ASIA & PACIFIC China - MLS.cn French Polynesia Macau New Caledonia Papua New Guinea Philippines Thailand

WO R LD Goplaceit.com Listaproperty.com Edenway.co.uk Zezoomglobal.com Realtyindexer.com BestPropertiesOver seas.com Homeglobally.com

You

Sorry, your mother was wrong.

At Aspen Snowmass Properties, that world does revolve around you. Think it, we make it so.

Hit the Ground Running: We Tell the World

e will not hesitate. As most buyers will likely first see your listing online, we will create a web page and custom Hitproperty, the Ground Running: We the World URL for your and here our devotion to Tell professional staging and photography will set you apart from the crowd. theis complete, Ground Running: Tell thereach World We will nthat ot Hit hesitate. The myour oment staging is complete, our The moment staging property willWe immediately theyeyes of property w ill i mmediately r each t he e yes o f p rospective b uyers prospective buyers worldwide. It will launch on our website, BHHSAspenSnowmass.com, worldwide. It will launch on dknow ozens beof thereal eHere state earch engines and dozens search engines aresthe top five, with We of wreal ill nestate ot hesitate. The mwe oment stotaging ibest. s complete, your we k now t o b e t he b est. H ere a re t he t op f ive, w ith a c ombined a combined 26% share of tvisitors: property will imarket mmediately reach he eyes of prospective buyers 26% worldwide. market s hare o f v isitors. It will launch on dozens of real estate search engines we know to be the best. Here are the top five, with a combined share o f visitors. 26% m arket

And w e c ertainly d on’t s top t here. T here a re a m ultitude o f o ther And we certainly don’t stop there. There are a multitude of other websites which each garner websites each garner additional m arket share. Here’s a And wwe hich cshare. ertainly don’t There are a multitude ther just additional market Here’s just satop few tofhere. over 50 that we utilize. (That guyof inoMoscow, he’ll see few of over 50 that we utilize. (That guy in Moscow, he’ll see you.) you.) websites which each garner additional market share. Here’s just a few of over 50 that we utilize. (That guy in Moscow, he’ll see you.)

We will set up a buyer’s hotline so, if we’re queried about your property on-line, we can respond in minutes. Our red-alert system bypasses all distractions and sends requests directly to our attention. An outreach to the local brokers and our 17,000-plus database will go out the same day your news reaches our BERKSHIRE HATHAWAY HomeServices network which further extends your audience through a rapidly growing global network presently comprised of 1200 offices and 40,000 sales associates, many located in key markets where we make meaningful and productive connections: Illinois, Minnesota, Texas, New York, Florida and California.

Here are some of the other elements of our plan to market your property to the widest possible audience:

•

Expanded MLS listing with numerous photographs, maps, surveys, floorplans and rental proformas.

• The most impressive and complete brochure in the area.

• D irect mailings, unique to your home, professionally created and intelligently targeted to and for qualified buyers.

•

Open houses on a regular basis, for both the brokerage community and the public.

• Online/offline, pick-up-the phone outreach to local brokers, our most important customer base, about the merits of your listing.

• Included in our local newspaper and magazine advertising.

• F eatured in Shelter, our seasonal guide to Roaring Fork Valley real estate, distributed to thousands of qualified buyers around the world.

• T he Aspen Report, our biannual update on the local market – the crucial education for potential buyers and a valuable warm up before presenting your property.

• Highlighted in our monthly e-mail newsletters to our client database.

•

Our company support and presence in local festival publications. (Aspen Music Festival, The Aspen Idea, Aspen Santa Fe Ballet, Aspen Writers Foundation, Aspen Choral Society, Theatre Aspen, and many others).

• P rime exposure through the networks of our award-winning team of brokers who have been bestowed with international marketing recognition, honored by multiple Aspen Times Local Choice Awards, and acknowledged by their peers as Aspen Board of Realtors presidents and Realtors of the Year.

Attention, world.

What we do for our clients, nobody does. Not even close.

This is what we do.

Delve

Visit your property with fresh eyes.

Spend enough time to

see its personality, strengths and secrets revealed.

Know with

clarity who your likely buyers are and how your property should be marketed, which photographer and which copywriter should be hired to tell the story. ✯ Study deep and study broad. Combine hardcore left-brain analysis with experienced-based instinct to determine value and position in the marketplace. ✯ Deliver a detailed market analysis that includes competitive listings, recent sales, and neighborhood trends. (Include what didn’t sell – and why.)

Prepare

Generate intelligent listing documents sans errors, gaps, oversights or cavalier answers. ✯

Ask the good questions: Why did you buy this property? Learn the architectural roots, ownership history, how each room was loved and lived in. ✯ Feed these gems to the marketing team. ✯ Take care of business. Order title work, pre-sale inspection and radon test, survey, HOA meeting minutes, financials and rules. ✯ Review documents for any mistakes potential snags and red flags that could derail your sale later. Handle all issues now.

Stage

Take first impressions seriously and never put a property on the market half-dressed. ✯ Toss out the standard

checklists. Examine every corner of every room to see what needs tending. ✯ Declutter, organize, move, restock, re-envision. Clean, wash, fix, shine, plant, white glove everything. ✯ Take on the “honey-do” list. Call you when it’s all handled. ✯ Approved budget in hand, shop and accessorize with wit, style and the eyes of a buyer. ✯ FYI. The cost for this time and expertise is zip. ✯

(Who does this besides us? Nobody.

Create

Design a targeted, stand-out online/offline marketing and media plan. ✯ Manage the creative team. ✯ Take inventory, document rental history, create aerial maps, floorplans and site plans. ✯ Style for the photographer, coach the copywriter, cue the web designer so your property has a personal website, brochure and ad that demand attention.

Go public

Hit the ground running. ✯ Reach out to the neighbors,

plumb our database, upload to BERKSHIRE HATHAWAY HomeServices website and other international networks. ✯ Create unusual postcard mailings that convey your home’s warmth and personality, kindle imaginations and move people to action. ✯

Host non-typical Open

Houses that compel brokers and buyers to experience your property’s strongest features. (Ask about our Gourmet Treasure Hunt, Pond-Jumping Contest and Old West Campfire Breakfast.) ✯

its worth.

Use the MLS for all

Where the rest stop, keep going with auxiliary documents like

surveys, rules and regs, costs of ownership. ✯ Maintain a top-of-list online presence and utilize key search engines. ✯

Stay in close touch

with you, and not just at the crucial points.

Keep it up

Refresh staging.

Accompany brokers to showings,

inspiring them to keep prospective buyers coming.

✯ Continue hosting Open Houses and incorporating feedback. ✯ Faithfully

update you on showings, feedback, new listings and sales in your neighborhood. ✯ Unceasingly refine and finesse all strategies. ✯ Don’t slow the pace and never leave your side.

Negotiate offers with the art, skill, knowledge, determination and people skills this demands. Know when to bend, where to hold fast, how to keep the conversation going. ✯ To keep things moving, do the paperwork for the other broker. ✯ When the closing is in sight, take care of all new details. Title review, survey review, inspection loopholes, additional repairs,

Walk the buyers through due diligence and never let them out of sight. Take care of any potential deal breakers. ✯ And then, suddenly, it’s done. ✯ etc. ✯

The final destination is reached, the closing is unequivocally closed.

Grab the champagne and celebrate, with abandon.

Fan Mail

A good sale makes our day. A good letter makes our life.

Thank yous, kudos, references that count.

BJ Adams From:

Dick Ruhl <dickruhl1@gmail.com> BJ Adams

To:

BJ ADAMS AND GROUP...........I wish I had a fully functioning computer but this thing only allows me to e-mail rather that an old type letter. I wanted to drop you a note stating my complete satisfaction with your services. Any one who desires to sell or buy in the Snowmass/Aspen area has a choice of about 700 people to do business with. But to pick you and your firm is a smart move as attested by the fact that when I put my house on the market within several days I had three offers. I must think that these offers came directly as a result of your hard work. Getting me to complete all the issues denoted in the home inspection report was in itself a huge task as my though was that to sell a house all you did was put a sale sign in the front yard. Wrong. You put my home in working order.......and with your decorating talent made it look to all as something they had to have. Again, many thanks to you and your group...........Dick Ruhl

Epilogue

f your property was just any property, anywhere, you could hire just anyone to sell it. But Aspen, Snowmass and every nook and crest of this valley are as close as it gets to extraordinary. And we know it takes innovation, knowledge and service to keep pace with paradise. Which could be why we sell more of our listings than anybody around and are able to make that crucial difference between a home that sits, and a home that sells. We’re determined to get your property the price it deserves and to give you the tender care and service you thought extinct, and with a respect for detail you don’t see in bottom-line business anymore. Our staging and marketing strategies are so out-of-the-mold, we’ve been recognized nationally as a model for the industry. You might say we’ve lifted the practice of real estate to an art. In an extraordinary valley that glitters and glows, BERKSHIRE HATHAWAY HomeServices is the real deal.

The BHHS | Aspen Snowmass Properties Guarantee If ever you’re unsatisfied with our service, feel we’ve left promises unfulfilled or just decide not to sell, please give us a 14-day written notice with the reason for your decision to terminate the listing. After we’re reimbursed for our direct marketing expenses, your listing will be returned, but our door will remain open. Your satisfaction is priority number one.