SELL PREPARING, PRICING, AND SELLING
Your Las Vegas Home
www.cgvegas.com
WHAT’S INSIDE | Cunningham Group: Who We Are
Meet our Team
Our Company’s Values
CGroup in the Community
10 - 11
Dreams Delivered: Testimonials
12 - 18
6-8 9
| Promotion: 24/7 Marketing Machine
19 - 22
| Smart Seller
23 - 30
2
5 - 18
Commission Schedule
25
| Pricing a Home to Sell
31 - 52
| Preparing a Home to Sell
53 - 62
| Negotiating, Escrow, and the Sale
63 - 67
| Vendor Sponsors
68 - 69
www.cgvegas.com
5 - 18
31 - 52
63 - 67 702-895-7777
3
4
www.cgvegas.com
WHO WE ARE
702-895-7777
5
MEET OUR TEAM | Shawn Cunningham ABR, CRS Broker-Salesperson Licensed #0144545 Co-Owner/Client Consultant Permitted Property Manager STAR POWER STAR Certified Residential Specialist (CRS) Named YPN 40 Under 40 (2013 & 2014) CRS of the Year 2014 Direct: 702-823-0855 shawn@cgvegas.com
SHAWN’S ROLE CO-FOUNDER & DIRECTOR OF SALES Shawn works to ensure CGroup clients have the resources and support they need to buy or sell their homes. Buyers want to get a house in the best area that fits their budget, while sellers are looking for the best price in the shortest period of time.
SHAWN’S BIO Born in Detroit, Shawn moved to Las Vegas in the fourth grade and has been a resident and member of the community ever since, attending all phases of school and UNLV. A real estate lifer, Shawn began his career at age 17 as a Marketing Intern, and was introduced to real estate success at that age by attending Howard Brinton’s Star Power. The influences he gained there, propelled him to an early and successful real estate career. Shawn is an avid road cyclist, runner, and traveler, as well as a hard core UNLV basketball and football super fan.
6
www.cgvegas.com
WHO WE ARE
MEET OUR TEAM
SHAWN IN THE COMMUNITY Shawn is a member and board member for the Vegas Young Professionals chapter of Toastmasters. Shawn and CGroup support many local causes, with special attention to any cause that helps bridge the opportunity gaps for low-income and abused/neglected youth.
AWARDS 40 Under 40 - 2013 40 Under 40 - 2014 CRS of the Year 2014 RE/MAX Lifetime Achievement Award RE/MAX Chairman’s Club Award - 2011-2015
702-895-7777
7
MEET OUR TEAM | Kyle Cunningham Licensed #55212 Co-Owner/Client Consultant Permitted Property Manager Direct: 702-823-0840 kyle@cgvegas.com
KYLE’S ROLE CO-FOUNDER Kyle is a proud co-owner of Cunningham Group with his twin brother Shawn. (Yes, they are technically identical.) He is a believer in fulfilling our promise to our clients and that’s why over 90% of our current business is repeat clients and clients referred. In addition to proudly serving buyers and sellers, he also specializes in investor clients and 2nd home purchases. Kyle holds a property management permit and has extensive experience in that field. The CGroup is unique because we put our clients before our paychecks. We don’t hold back the truth to get ahead of anyone. We will always be fair, direct, honest, and transparent.
KYLE’S BIO Kyle was raised in Las Vegas and is a long time resident. He is a passionate believer in the city and a proud UNLV alumnus. Kyle is happily married to his husband and they have built a life together over a period of 10 years (so far). He has two little Yorkshire terriers waiting for him when he gets home every day. He has a strong personality and likes to get results for our clients.
KYLE IN THE COMMUNITY Kyle and CGroup stay active in our community and find ways to give back to causes like Big Brothers Big Sisters, Nevada Partnership for Homeless Youth, Junior Achievement, and Safenest, among others.
8
www.cgvegas.com
CGROU Preamble
CO
P
R P O R A TE
CO
WHO WE ARE
OUR VALUES N S T I T U T I ON
We, the partners of CUNNINGHAM GROUP, in order to build fulfilling personal and professional lives, to effect positive change in the community we live in, create a following of Raving Fans, revolutionize the practice of real estate, do ordain and establish this Constitution of this company.
Our Axiom
Doors Opened. Dreams Delivered.
Who We Are
Our team members are integrity-powered leaders: we deliver what we promise to our clients and each other. We adhere to adhering to an unparalleled level of honesty and excellence with everyone we encounter in our business. We live to bring our clients the results they want and help them reach their dreams. We embrace a fierce commitment to giving back to our community by bridging the gaps of opportunity for our young people. We share a passion for learning through experience, education and relationships. We see challenges not as an obstacle but as an opportunity to learn and grow. We keep ourselves accountable to each other and our clients.
Core Values
Family.
Abundance.
Mentorship.
Integrity.
Accountability.
Our team members, our friends, relatives, clients (Winning Team)… are family.
We believe there is always enough.
Our company is about lifting people up.
We keep promises that we make – especially the ones we make with ourselves.
We believe that nothing improves unless it is tracked.
We watch out for each other, take care of each other, and go above & beyond for each other because we believe in each other and we trust each other. We are excited to help each other succeed to the highest possible level.
There is unlimited wealth in the world. We work to ensure everyone in our family can experience more of it. We have faith that by doing business the right way for the right reasons – we will always be taken care of.
We work within our community to mentor at-risk youth. We help elevate our industry by coaching other REALTORS to run stronger operations.
Our business relies on the public trust in our character, ability, strength, and truth.
We want to be accountable to each other, our clients and winning team for our roles in the company. We strive to ensure our clients always know what is happening, before they even have to ask.
Our 6-‐-‐-‐Point Pledge to our Clients 1.
To listen to our clients’ needs and hold ourselves accountable for meeting them. We understand that helping our clients realize their goals often requires us to tell them what they should hear, not want to hear.
2.
To secure the greatest savings for our buyers, obtain the highest market value for our sellers, and provide “peace of mind” service to our owners.
3.
To hold client needs above our personal gain. Our commission is our success fee.
4.
To communicate diligently and consistently. We understand that communication is vital during a transaction that involves our clients’ most important financial decision.
5.
To be our clients’ REALTOR for Life. We provide our clients with a high level of service far beyond the completed transaction. The value of our business is entirely based on the quality of our relationships. We amaze, amuse, surprise and delight our clients. We want Raving Fans, not just satisfied clients.
6.
To become better at what we do. The passion to learn and grow through advanced training and consulting is what allows us to adapt to changing markets. We have the ability to deliver our clients’ dreams – anywhere, anytime.
702-895-7777
9
IN THE COMMUNITY Cunningham Group is committed to being a valuable member of the community by helping to bridge the gap for at-risk youth in our community. When you work with CGroup – we will donate a portion of our commission to a wonderful local charity in your name. We support the following organizations:
At Cunningham Group, part of our company core values is bridging the opportunity gap - and we aim to do our part to help our children, regardless of background, have every chance to be successful. We have selected a group of local charities that work with kids and families, and we will donate a portion of our commission on every sale in the name of the client. Anyone who buys or sells with us can choose which charity to assist. The four local charities we support include: Big Brothers Big Sisters of Southern Nevada, Nevada Partnership for Homeless Youth, Childhaven, and Junior Achievement of Southern Nevada.
10
www.cgvegas.com
WHO WE ARE
IN THE COMMUNITY Shawn Cunningham teaching 6-week Junior Achievement summer program
Kyle Cunningham at African Community Center
Shawn Cunningham Honored for mentoring work with UNLV’ s chapter of DECA
CGroup Team Won 1st Place at Big Brothers Big Sisters Fundraiser
CGroup Team at Junior Achievement Day, H.P. Fitzgerald Elementary School
702-895-7777
11
OUR CLIENTS SPEAK
Alisha Bleakley
“
John J. Piazza
“
‘Thank you’ does not even come close to
The thing I like the most about Cunningham
expressing my gratitude and excitement! I
Group’s overall service was the professional
really thank you both for staying on top of
advice I received from them. He knows Las Vegas
things, remaining patient yet diligent, and your
real estate. They listened to my requirements and
commitment to seeing everything through as
diligently worked to fulfill my needs. – A special
timely as possible. This is quite possibly the best
note goes out to Shawn Cunningham for his
day of my life, so far, and I am so very thankful
unparalleled service and commitment. He used
to you both! So for lack of better words, I
his technology savvy to locate a property that
say... Thank you.
fit my needs and then successfully negotiated on my behalf to achieve price and terms that
Terry M.
were acceptable. He attended all inspections
“
and made numerous visits to the property for me in my absence, including supervising the final walk-through. He spoke candidly to me and
The Cunningham Group is by far one of the best
really educated me on the market and the home
property management companies in Las Vegas!
buying process. Working with Shawn was like
We hired Kyle nearly two years ago and have not
having a best friend looking out for me. He is a
had a single issue yet. We would give ten stars
wonderful human being and an extraordinary real
to Kyle and his team if we were able. We have
estate broker.
no intention of losing Cunningham Group as our Property Manager as they have been the best for us!
Dulce Moran
“
Ever since I hired Kyle and Cunningham Group to manage my property, my stress level has dropped dramatically! Now I can focus on things other than my investments! It’s a tremendous relief!
12
www.cgvegas.com
WHO WE ARE
OUR CLIENTS SPEAK
Bryan S.
Dustin R.
I reside in Southern California and for the past 5
“
I have had three experiences with Shawn & Kyle
yrs. Kyle and Shawn Cunningham have managed
Cunningham over the past year. I purchased
our two properties in Las Vegas and I couldn’t be
a rental property in October 2012 that has
more pleased with their services. They collect
appreciated
our rents in a timely manner and automatically
was invaluable in making my first investment
deposit it into our account. Two months ago they
purchase.
“
incredibly
well.
Their
advice
did an inspection of my properties and provided me with a report of current conditions. I can get a
I also sold the house I live in a few months ago
quick response when I email a question.
and Shawn was able to negotiate a great all-cash deal and get us a rent back for several months
K.M.
“
at a great rate. This made the more challenging search for a new home much less stressful as we were able to avoid moving twice.
We recently purchased our first home, and what
The third interaction was buying and moving into
a task! It was full of ups and downs, hurry up and
a beautiful home in Silverado Ranch. You can’t
waits, but Kyle Cunningham was with us through
ask for more than 3/3 excellent experiences and
every step! He answers your questions fast, is
continued terrific service in the area of property
very easy to get a hold of, even text messages!
management.
His brother, and partner in the business, was also very helpful as well! They made buying our first home a very enjoyable process. And even more importantly, Kyle is still very available and willing
Jessica Hua
“
to answer questions and help us get settled
Kyle is the best property manager I’ve ever had,
even though we have closed and he really has no
and will ever have. He bought and manages 8
obligation to do so. Thanks for everything!
properties for me in the Las Vegas area. And I’ve recommended him to quite a few friends of mine. He is very reliable, responsive, and competent.
702-895-7777
13
OUR CLIENTS SPEAK
Kirsten R.
Richard Garman
“
“
In my dealings with Shawn I have been very
Shawn Cunningham and his employees did
impressed with his knowledge of where to buy,
everything they could in a timely manner to find
what repairs will be need, the cost of those
us a new home. We would definitely use him
repairs as well as what those homes will rent for
again. He is an excellent realtor.
once finished, I would recommend him to anyone looking to buy a home either for rental properties
Jerome Ariff Clarke
or to live in. His employees are very efficient in making you aware of any issues plus in dealing
“
with those issues. I feel lucky to have been able to deal with him!
It was great working with Kyle. He is
Cindy V.
“
knowledgeable and very responsive. Kyle was able to get my property rented VERY quickly and managed it for over a year. When I was ready to sell said property, Kyle successfully found me a
I bought my dream home thanks to Kyle, Debra
buyer for full price offer in just 3 days of listing
and Shawn. Kyle was really diligent and showed
the property.
us so many properties. When we bid on the property it was already sold. The deal fell through
T. Hartwell
and Kyle was right on top of it to put in our
“
offer. We won and 60 days later we were in our new home.
Made the home buying process positive and
14
They will be managing my other home and I am
relatively painless! Always very responsive to
so happy to have them take away all my worries
my questions and concerns, and I felt like he
and headaches of dealing with tenants. Money
thoroughly researched the type of home I was
well spent.
looking for.
www.cgvegas.com
S. Jahi
“
WHO WE ARE
OUR CLIENTS SPEAK
Ling Wei
“
I contacted Shawn Cunningham in somewhat of a
Kyle Cunningham is a very competent realtor
panic about a problem I was encountering in a real
and property manager and conducts his business
estate transaction I was involved with a builder
with the utmost professionalism. He expertise
but without my own representation. Shawn
in the Las Vegas housing market enables him to
recognized my specific problem immediately
provide highly insightful advice. Over the past
because he stated that he had dealt with the same
few years, we have been very satisfied with his
issues with builders before while representing
efficient and cost-conscious approach which has
his clients.
helped facilitate the purchase and management of several LV properties. Also, you can count on
And although I was not his client, Shawn
him to be in your corner when things don’t go as
graciously provided me with some extremely
planned! We highly recommend Kyle’s services
valuable information, based on his expertise and
to any potential buyer, seller, or renter.
experience, on how I should proceed. I would highly recommend Shawn to any prospective buyer. But more importantly, I would recommend that they contact Shawn BEFORE they begin dealing with a builder or seller.
M.H.
“
I worked with Shawn and his brother, Kyle, for five years. Kyle handled the rental property issues,
U.G.
“
and Shawn handled the sale of the property. I have zero complaints with their knowledge, professionalism, efficiency. They’ve assembled a
Not only did Shawn and his team help me sell my
good support staff to handle any major issues, and
property, they helped me all the way especially
they were able to quickly move the house from
finding the right people ( cleaners, painter, etc) to
listing to contract to closure. I would definitely
get my property ready to get top dollar ...
recommend them both.
702-895-7777
15
OUR CLIENTS SPEAK
Shara Hinden
“
Rudy Ibarra
“
As a first time home buyer, I was very nervous
Shawn and Angie are the best to work with! I sold
about the whole process. Kyle helped ease a lot of
my home and also purchased a new home with
my concerns. He was upfront with me about the
them and they answered all my questions and
process and always available for questions. His
made what was very stressful as easy as possible
advice was invaluable when it came to handling
for me. I will definitely recommend them to
the lender, doing the home inspection, and
everyone I know that is buying or selling.
making requests from the seller.
Vickie Bosnich
He was very thorough in explaining what I should expect and what was happening in the process.
“
He has been in Las Vegas for a long time, and he knows about the different areas of town, and can quickly identify issues that are common with local housing materials/climate. He was also very diligent in negotiating with the seller. I was impressed with what he was able to get them to fix and the credits we were able to get towards a home warranty and closing costs. Because of Kyle’s meticulousness, I felt comfortable during
I want to thank Shawn, Kyle & Debra for the last 10 years for handling our property. They did a wonderful job and I would recommend them. Additionally, I want to thank Shawn for helping on the sale of our property. Thank you again for a wonderful job. Never had to worry once about how the property was managed.
the whole process. I would trust Kyle to take care of my during any future real estate deals. I will
Adrian O.
certainly be using Cunningham Group again.
“
Shawn was extremely helpful and courteous and he made it his #1 priority to look after us. Well recommended.
16
www.cgvegas.com
Jake M.
Jacqueline O’Shaughnessy
“
WHO WE ARE
OUR CLIENTS SPEAK
“
I used Kyle Cunningham to purchase my home.
We recently purchased 2 properties in Las Vegas
I gave him a list of what I wanted and an area.
and hired Cunningham Group to manage our
We looked at a few houses on the first day and
houses. They not only handled the entire repair
agreed to meet up a few days later to look at
process but also found us good tenants in great
more. On the second meeting he had the perfect
time. We really appreciate their hard work and
house for me, a little out of the area but I almost
efforts for us.
couldn’t have designed what I wanted better.
Patricia Mullen
He listened to my wants and needs the first visit and wasted no time in applying them for the second. We made the offer and I’ve been living here for almost a year. Very happy and satisfied with my purchase. I have been a loan officer for almost 18 years. I’ve worked with many Realtors over the years and can’t recommend him highly enough. Very professional, fluid easy closing, interesting and fun to work with. I will continue to use the Cunningham group for all my
The
Cunningham
knowledgeable,
“
Group
most
is
the
most
professional,
and
most reliable folks I have ever worked with. Each of them brings a level of expertise and reliability that is unmatched in my experience. I highly recommend them for any real estate or property management needs. We purchased
personal transactions.
two investment properties through them and
Dr. Kevin Kaldy
“
they currently manage those properties in Henderson and have done an outstanding job. I also used them to sell our home there; another great experience.
My wife and I have used Kyle’s services for the past 5 years as property managers. The whole office is fantastic and our renters don’t have any problems! Thanks Kyle!
702-895-7777
17
18
www.cgvegas.com
PROMOTION 24/7 MARKETING MACHINE
702-895-7777
19
24/7 MARKETING MACHINE As an experienced real estate team, CGroup understands how to accurately price your home and make it stand out in the market. We also have access to a vast referral network, enabling us to connect with potential buyers across town or around the world.
Here are a few avenues we may use to market your home, both online and off.
MULTIPLE PHOTOS:
Have you ever looked at a real
estate listing. Studies show that buyers are more likely to visit a home that includes multiple photos of the listing. Welllit, wide-angled photos highlight your home’s best features and important rooms.
CUSTOM LISTING WEBSITE: A customized website for your home is an effective online marketing strategy. It can showcase your home with photos, virtual tours or videos, and details about the property and surrounding neighborhood.
VIRTUAL TOURS: Video tours can be posted with or without a designated property website. Giving buyers an inside look at your property online can get them interested enough to schedule a showing.
REMAX.COM: All RE/MAX listings (as well as listings from other companies) appear on remax.com, where millions of buyers browse for homes and see listings with multiple photos, property descriptions, and other details.
DESIGN CENTER:
RE/MAX agents have access to
a proprietary design center that enables them to create professional marketing materials of your home for print and/ or online exposure.
20
www.cgvegas.com
24/7 MARKETING MACHINE THE RE/MAX NETWORK:
Another advantage of
choosing RE/MAX is direct access to a network of nearly 90,000 RE/MAX agents around the world, many of them working with motivated buyers. PROMOTION
THE RE/MAX YARD SIGN: The RE/MAX Balloon is among the most recognized logos across all industries, not just real estate. A RE/MAX yard sign in front of your house makes an immediate, positive connection with potential buyers who already know the brand.
THOUSANDS OF WEBSITES:
With the help of
Internet Data Exchange (IDX), your listing, with its virtual tour, video and beautiful photos, will be visible on tens of thousands of real estate websites worldwide. 80% of buyers see a house online first, we want to make sure the first impression is top notch regardless of where they see it.
INTERACTIVE VOICE RESPONSE:
If a buyer
calls on your home 24 hours a day, they will get information immediately, and we will be notified to follow up with them as soon as possible.
FACEBOOK:
Our boosted listings on our Facebook
page draw considerable activity and allow us to target your property to potential buyers in a particular feeder price range, or in a feeder market to Las Vegas.
YOUTUBE: Going beyond the simple virtual tour for a video marketed on the world’s biggest video source.
PERISCOPE “OPEN HOUSE”: We will live broadcast an open house to the world with our in person tour of your home for potential buyers and take live questions.
702-895-7777
21
22
www.cgvegas.com
SMART SELLER
702-895-7777
23
SMART SELLER
1
Sell the Property Yourself While it is Listed, and Pay NO Commission Have the ability to contribute and get compensated for your efforts. You can run ads and hold open houses if you wish. This, of course, does not apply to a buyer exposed to the property by my office or another agent.
2
Cancel the Listing at Any Time If for some reason we do not provide 100% satisfactory service, just let us know. We promise to remedy the situation within 24 hours. If you are still not satisfied, we will release you, unconditionally, from the listing agreement with no further obligation.
3
Pay No Commission You only pay a commission if I procure an offer that is acceptable to you.
4
No Pressure Presentation
5
Flexible Commission Schedule
I will never allow you to be “pressured” by the buyer’s agent. All offers will be submitted to me and will be presented to you by phone, fax or email with our recommendations, so you can make your decisions privately.
Many realtors have a very rigid commission schedule that is not in touch with today’s fast-paced market. The Smart Seller’s Program offers flexibility. The commission varies depending on when the house is sold, who sells the house and whether or not we are selling your next home.
24
www.cgvegas.com
COMMISSION SCHEDULE Cunningham Group Commission Schedule The following rates reflect compensation paid to Cunningham Group. These do not include commission offered to Buyer’s Brokers, which is most often 3% but can be higher or lower depending on market conditions.
If you find your own buyer outside of Cunningham Groups’ marketing efforts or the Multiple Listing Service
2% Basic Plan
3% Gold Plan (Most Popular)
4% Platinum Plan
Listed in MLS
Listed in MLS
Listed in MLS
“For Sale” Sign
“For Sale” Sign
“For Sale” Sign
Listed on CGVegas.com
Listed on CGVegas.com
Listed on CGVegas.com
Listing disclosures required by the state
Listing disclosures required by the state
Listing disclosures required by the state
Ordering HOA state-required disclosures
Ordering HOA state-required disclosures
Ordering HOA state-required disclosures
Pre-listing tour and advice on preparation
Pre-listing tour and advice on preparation
Pre-listing tour and advice on preparation
Sentri Electronic Lockbox
Sentri Electronic Lockbox
Sentri Electronic Lockbox
Experienced, Professional Consultation on Offers
Experienced, Professional Consultation on Offers
Experienced, Professional Consultation on Offers
Placement of your listing on thousands of listing websites globally, including the major ones Realtor.com, Zillow, Trulia, Redfin
Placement of your listing on thousands of listing websites globally, including the major ones Realtor.com, Zillow, Trulia, Redfin
Placement of your listing on thousands of listing websites globally, including the major ones Realtor.com, Zillow, Trulia, Redfin
Pre-Listing Market Analysis
Pre-Listing Market Analysis
Twitter Advertising
Twitter Advertising
Custom Website
Custom Website
YouTube Video
YouTube Video
Weekly Safety & Security Check-Ups on Vacant properties
Weekly Safety & Security Check-Ups on Vacant Properties
Live Periscope Open House
Live Periscope Open House
Facebook Advertising (We pay for boosted marketing)
Facebook Advertising (We pay for boosted marketing)
Professional Photography
Professional Photography
5 Hours Free Handyman Labor
5 Hours Free Handyman Labor
Meet Buyer’s Appraiser at the Property
Meet Buyer’s Appraiser at the Property
Negotiate Repair Requests Based on Home Inspection
Negotiate Repair Requests Based on Home Inspection
Coordinate any repairs that are needed during the transaction
Coordinate any repairs that are needed during the transaction
Accompany you to the closing appointment when possible to deal with any questions at the time of your signing.
Accompany you to the closing appointment when possible to deal with any questions at the time of your signing.
We donate a portion of our commission to a local children’s charity.
We donate a portion of our commission to a local children’s charity.
As a REALTOR subscribe to a strict code of ethics and are expected to maintain a higher level of knowledge of the process of buying and selling real estate.
As a REALTOR subscribe to a strict code of ethics and are expected to maintain a higher level of knowledge of the process of buying and selling real estate.
SMART SELLER
0% Sell It Yourself
Matterport 3D Video Tour (www.matterport.com/try) Professional Pre-Inspection by a Licensed Home Inspector. Find out any issues early and get them handled before listing! Professional Pre-Appraisal by a Licensed Appraiser. Find out the value likely to come in with a buyer’s appraisal. “Home Book” to remember your home. Professional photos in a beautiful bound book as a keepsake. Professional Cleaning Service (if requested) Use of a POD storage unit for 30 days for free.
702-895-7777
25
WHAT YOU PAY FOR We often are asked what the commission pays for. While some agents provide minimum services, our team of REALTORS provide dozens of services for our “Success Fee” (since we only get paid when you do). Our Gold Plan Offers: 1. The time of our staff and affiliates through the sale, in addition to our operational costs. We run a full-fledged business.
2. We sell 5 times more homes per year than the average REALTOR. 3. Shawn has more than 15 years of experience in real estate and Kyle has 8 years of experience. 4. As a CRS (Certified Residential Specialist), Shawn has been certified as a productive REALTOR, received advanced training, and is an elite group of 3% of REALTORS nationally.
5. We speak the language. If you don’t know a CMA from a HUD, you can understand why it’s important to work with a professional who is immersed in the industry and knows the real estate language, and can predict many of the pitfalls.
6. Our team is a full-time, real estate-only operation, many REALTORS do it as a side job. 7. We work with a title company to pre-order a preliminary title report to ensure last minute errors don’t delay closing.
8. We prepare your listing package with all contractual paperwork.
9. We prepare your discourse to fill out and sign, with all the forms required by the state to keep you out of trouble.
10. We will tour your property and make suggestions on what you can do to make it as appealing as possible to prospective buyers.
11. We review all competing properties to determine what your most likely buyer would see.
26
www.cgvegas.com
WHAT YOU PAY FOR 12. We will complete a market analysis of property sales (a mini-appraisal) to help determine a reasonable asking price for your home.
13. We will also analyze the other properties currently on the market, your potential competition, to see how your property will compare to others in the eyes of a buyer.
14. We will recommend an asking price for your home and explain potential closing expenses.
15. Professional photography only (we hire a professional photographer, most agents use their iPhones, if SMART SELLER
they take photos at all).
16. We provide complimentary handyman service (up to 5 hours of free labor). 17. We utilize a state of the art Sentri lockbox with
highly secure access that allows us to track every showing and even allow vendors access we can monitor (many agents just use a cheap combo box).
18. Multiple Listing Service (MLS) access - we are members of the National Association of
REALTORS and our
local board which allows us to post our listings to the MLS.
19. Placement of your listing on thousands of listing website globally, including the major ones such as Realtor.com, Zillow, Trulia, Redfin.
20. Facebook advertising (we pay for boosted marketing).
21. Twitter advertising for new and upcoming listings to garner interest.
22. Instagram advertising for the photo driven consumer.
23. Periscope open house for each new listing (live broadcast video).
702-895-7777
27
WHAT YOU PAY FOR 24. YouTube Video of the property. 25. Overseeing vacant properties (including regular checks of the thermostat and condition).
26. Coordinating showings of the property. 27. Negotiating on your behalf on the purchase agreement price.
28. We negotiate timelines and terms that protect your interests.
29. We negotiate fees to minimize your costs depending on the situation.
30. We negotiate contingencies to work to minimize the risk of the deal canceling.
31. We follow up to ensure the buyer’s earnest money deposit is in place quickly to secure the deal. 32. We coordinate with the escrow / title company who handles the funds. 33. Ensure buyer’s side has all state mandated disclosure forms (which are a contingency to all contracts) as quickly as possible.
34. Coordinating with the buyers lender to ensure they have the contract and order the appraisal as soon as possible. 35. Coordinate with the buyers agent as needed on all paperwork, contingencies, and the buyer’s due diligence.
36. Meeting the appraiser to give them additional information to help them bring in the proper value (low appraisals are a major problem right now).
37. Negotiating repair requests based on the buyer’s home inspection. 38. Dealing with HOA on your behalf including order documents and demands, coordinating on any violations.
28
www.cgvegas.com
WHAT YOU PAY FOR 39. Coordinating with the buyer’s lender to ensure they are on track for on-time closing.
40. We track the buyer’s contractual obligations (timelines) and hold them to those obligations.
41. We work to remove every possible contingency as quickly as possible so that the buyer can’t cancel late in the transaction without penalty.
42. If repairs are needed per the home inspection, we can negotiate a resolution, or assist with finding reputable vendors to complete the repairs quickly and inexpensively. SMART SELLER
43. We review the HUD-1 (Closing Statement) to see that contractual items made it on to the document.
44. Accompany you to your closing appointment when possible to deal with any questions at the time of your signing.
45. Keeping you in compliance with state law on disclosures and paperwork. 46. We are part of RE/MAX, which is the most recognized brand name in the world for real estate, which costs us of course.
47. With offices in more than 75 countries worldwide, and nearly 100,000 agents, the power of the RE/MAX name attracts homebuyers.
48. Extensive advertising by individual RE/MAX agents, combined with national television advertising and Internet exposure at the RE/MAX International level, inspires buyers and sellers to seek out RE/MAX Associates. When you list your home with a RE/MAX agent, it will receive wide exposure.
49. The red-over-white-over-blue RE/MAX yard sign attracts those in the home buying process. Nobody sells more real estate than RE/MAX.
50. If we don’t or can’t get the price you want, we would be working for free (and incurring expenses). 51. We donate a portion of our commission to a local children’s charity. 52. As a REALTOR, we subscribe to a strict code of ethics and are expected to maintain a higher level of knowledge of the process of buying and selling real estate.
702-895-7777
29
30
www.cgvegas.com
PRICING YOUR HOME TO SELL
702-895-7777
31
PRICING YOUR HOME TO SELL | The Market
SELLER’S MARKET
BUYER’S MARKET
32
www.cgvegas.com
PRICING YOUR HOME TO SELL | Pricing for Changing Markets
PRICING
A RISING MARKET MAY CATCH A HIGHER PRICE TO PRODUCE A SALE.
A FALLING MARKET WILL LEAVE AN OVERPRICED HOME UNSOLD.
702-895-7777
33
PRICING YOUR HOME TO SELL | Who Controls what?
34
FACTOR
CONTROL
LOCATION
GIVEN
FINANCING
GIVEN
MARKETING
AGENT
CONDITION
OWNER
PRICE
OWNER
www.cgvegas.com
PRICING YOUR HOME TO SELL | External and Internal Influences of Value
Area Competition
New Listing
Interest Rates
702-895-7777
Local Economy
Location Size Amenities Condition
PRICING
Builder Offerings
Neighbor’s Price
35
PRICING YOUR HOME TO SELL | Principles of Evaluation
COST
PRICE
VALUE
MARKET VALUE
The Amount Paid
Worth to Someone
36
The Amount Asked
Appeals to many buyers and causes a sale within a reasonable time
www.cgvegas.com
PRICING YOUR HOME TO SELL | Criteria That Determine Value
AMENITIES
PRICING
SIZE LOCATION
LOCATION AND SIZE ACCOUNT FOR THE MAJORITY OF VALUE. AMENITIES CONTRIBUTE LESS.
702-895-7777
37
PRICING YOUR HOME TO SELL | How Buyers Determine Value
WHEN YOU BOUGHT THIS HOME, HOW DID YOU ESTABLISH VALUE? BY COMPARING IT TO OTHERS FOR SALE AT THAT TIME?
BUYERS STILL DETERMINE THE VALUE OF A HOME BY COMPARISON SHOPPING. WHEN YOU CHOOSE YOUR PRICE, YOU CHOOSE YOUR COMPETITION.
38
www.cgvegas.com
PRICING YOUR HOME TO SELL | The Market Determines Value
SOLD / PENDING
FOR SALE
PRICING
EXPIRED
SELECT THE OUTCOME YOU DESIRE... THEN PRICE ACCORDINGLY.
702-895-7777
39
PRICING YOUR HOME TO SELL | Value of Improvements
WHEN WERE THE IMPROVEMENTS MADE? WERE YOU PLANNING TO SELL OR STAY AT THE TIME? IF YOU HAD KNOWN THEN THAT YOU WERE GOING TO SELL TODAY, WOULD YOU STILL HAVE MADE THE IMPROVEMENTS? IF THE IMPROVEMENTS WERE REMOVED WHAT PERCENT OF TODAY’S BUYERS WOULD PUT THEM BACK AND PAY WHAT YOU DID?
40
www.cgvegas.com
PRICING YOUR HOME TO SELL
PRICING
| “We want to test the market.”
THE COMPETITIVE MARKET ANALYSIS IS THE TEST.
702-895-7777
41
PRICING YOUR HOME TO SELL | Opinions of Value
SELLER AGENT APPRAISER
MARKET VALUE
BUYER
THE OPINION OF THE MARKET MAY NOT BE KIND, BUT IT IS NEVER WRONG.
42
www.cgvegas.com
PRICING YOUR HOME TO SELL
PRICING
| “The price is like a magnet.”
THE PRICE CLOSER TO MARKET VALUE ATTRACTS MORE BUYERS.
702-895-7777
43
PRICING YOUR HOME TO SELL | Codependent Pricing
OVERPRICING YOUR HOME IN ANTICIPATION OF A LOW OFFER.
OVERPRICE COMPENSATION
MARKET VALUE
ANTICIPATED LOW OFFER
YOU HARM YOUR OWN MARKETING EFFORTS BY APPEALING TO THE WRONG BUYERS.
44
www.cgvegas.com
PRICING YOUR HOME TO SELL | Pinball Listing
PRICING
BUYERS WILL “BOUNCE OFF” AN OVERPRICED HOME MAKING OTHER HOMES APPEAR MORE ATTRACTIVE.
702-895-7777
45
PRICING YOUR HOME TO SELL | “They can always make an offer.”
PRICE
MARKET VALUE
BUYERS
THE RIGHT BUYERS WILL NEVER SEE YOUR HOME.
46
www.cgvegas.com
PRICING YOUR HOME TO SELL | “Could we try it for a few weeks?”
PRICING
ACTIVITY
DON’T OVERPRICE YOUR HOME DURING THE PERIOD OF HIGHEST ACTIVITY, ONLY TO LOWER THE PRICE AFTER THE BUYERS ARE GONE.
702-895-7777
47
PRICING YOUR HOME TO SELL | “I need to get my costs out of it.”
PRINCIPLE OF SUBSTITUTION VALUE IS NOT DETERMINED BY WHAT AN OWNER HAS
IN PROPERTY... BUT WHAT A PURCHASER GETS
OUT OF IT.
48
www.cgvegas.com
PRICING YOUR HOME TO SELL | “We Can Always Come Down.”
MARKET VALUE PRICING
SOLD
ONE OF THE FIRST QUESTIONS A BUYER ASKS IS: “HOW LONG HAS IT BEEN ON THE MARKET?” SUCCESSIVE PRICE REDUCTIONS REDUCE THE BUYER’S CONFIDENCE IN YOUR HOME.
702-895-7777
49
PRICING YOUR HOME TO SELL | “I need to get my costs out of it.”
THE MAJORITY OF SHOWINGS OCCUR IN THE FIRST FEW WEEKS OF MARKETING. IT IS IMPORTANT TO HAVE YOUR HOME PRICED DURING THIS PERIOD.
50
www.cgvegas.com
PRICING YOUR HOME TO SELL
PRICING
| Advantages of Proper Pricing
FASTER SALE LESS INCONVENIENCE INCREASED SALESPERSON RESPONSE MORE INTERNET RESPONSE BETTER SIGN AND AD RESPONSE AVOIDS BEING “SHOPWORN” ATTRACTS HIGHER OFFERS MEANS MORE MONEY TO SELLERS
702-895-7777
51
52
www.cgvegas.com
PREPARING YOUR HOME FOR SALE
702-895-7777
53
PREPARING YOUR HOME FOR SALE
Consider having your home inspected before you list it. In doing this, you will learn if there are any major repairs needed and can address them before the house goes on the market. This also shows the buyers and their agent that you have been proactive. When it comes to finding the right home inspector, your RE/MAX agent is a great source for recommending someone. Once the inspection is completed, you will be able to determine the next steps in preparing your home for sale.
Things to think about What year was your house built? Do your lights flicker, or breakers or fuses blow? Do you have a fuse box or electrical panel? Do you have alumni wiring, or knob and tube? What condition is your plumbing in? How old is your furnace? How often do you replace your furnace filter? Do you have a water softener? Is your roof in good condition? Are your windows in good condition? What condition is your foundation in? If you have a deck or patio, what condition are they in? Do you have any water problems? Have you had problems with mold and mildew?
54
www.cgvegas.com
PREPARING YOUR HOME FOR SALE
Your house needs to be neat, clean and orderly in preparing it for sale. Organizing and pre-packing items that are not regularly used will create a spacious feeling. Storage is one of the top items on a buyer’s list; therefore it’s necessary to show that your home has the space desired.
Things to think about
PREPARING
Does each room in your house feel spacious? Is your house clean from top to bottom? Pre-pack all items that you do not need while selling your house. Pre-pack off-season clothing and items. Decide where you can store your boxes and extra items. How does your garage look? If your basement is unfinished and used for storage, how does it look?
702-895-7777
55
PREPARING YOUR HOME FOR SALE
Flooring is very important in preparing your home for sale. Buyers want a home that is move-in ready, and the flooring will reveal how well the home has been maintained. Up-to-date flooring is one of the most attractive features for buyers.
Things to think about What condition is your carpet in? What color is the carpet? What style is your carpet - Cut Pile or Berber? Take into consideration the rooms you are carpeting, as this will help determine what style to select. If you need to replace your carpet, do you need to re-do every room? If not, select something that will work with rest of the carpet in the house. What style of vinyl flooring do you have? Does it need to be replaced? Do you have hardwood? Does it need to be refinished? Do you have hardwood under your carpet?
56
www.cgvegas.com
PREPARING YOUR HOME FOR SALE
Your exterior says a lot about how your home is maintained both inside and out. It creates a lasting impression when buyers drive by your home or view photos online, so show them that your property is well cared for. When buyers see an attractive exterior, they will be excited to view the interior as well.
Things to think about
PREPARING
What major repairs are needed? What minor repairs are needed? Make a list of what needs to be done. Sweep or shovel walkways, driveways, patio/deck (salt in the winter). Maintain front, back, and side yard. Place flowers or winter arrangements on your front porch and/or in front of the garage. Remove all festive lights and decorations
702-895-7777
57
PREPARING YOUR HOME FOR SALE
Buyers want to purchase a home that is move-in ready, and this includes the paint color. If your house is painted in very bright or unusual colors, potential buyers may be turned off or feel they can negotiate on your asking price. Neutral colors are restful to the eye, and most buyers want to live in the home awhile before deciding if they want to change the paint color.
Things to think about When was the last time you painted your house? Do your walls need to be painted a neutral color? If they are already neutral do they need a fresh coat of paint? Determine whether or not your house has a warm tone or cool tone before selecting your paint color. Do you have wallpaper? Remove all wallpaper and paint a neutral color. Do your doors and trim need a fresh coat of paint? Repair any holes or cracks in the walls and ceilings. Put a fresh coat of paint on the ceiling to give the entire room a clean look.
58
www.cgvegas.com
PREPARING YOUR HOME FOR SALE
Take an objective look at your house to determine what updates and repairs are necessary. Establish a timeline and budget to determine what needs to be completed to improve the overall presentation of your home. Buyers today are looking to purchase a home that does not require work. They are also willing to pay more for a house that has been taken care of, so show them that your home is in turn-key condition.
Things to think about
PREPARING
What is your timeline and budget? What updates have you been putting off? What repairs are needed? Repair or replace even the smallest items? What condition are your windows in? What condition are your permanent light fixtures in? What condition are your doors and trim in? Do you have any holes or cracks in your walls?
702-895-7777
59
PREPARING YOUR HOME FOR SALE
Proper furniture placement helps present a room to its full potential. Keep in mind the traffic flow and how the buyers will walk through each room. Lighting is also a key factor. Turn on all lights for pictures and showings. When your furniture and lighting are properly placed, you show off the prime features and allow buyers to see the specific function of each room.
Things to think about How much furniture is in each room? How is your furniture placed? What size is your furniture? What conditions is your furniture in? Do you need to rent or purchase new furniture? How much lighting do you have in each room? What condition are your permanent light fixtures in?
60
www.cgvegas.com
PREPARING YOUR HOME FOR SALE
These items can determine whether or not a buyer will make an offer on your home. Buyers want to envision themselves living in the house, and if the home is not offered in a manner that will allow them to do that easily, most will move on.
Things to think about
PREPARING
What year was your house built? Have you had any water issues? Check for mold or mildew. Inspect your smoke and carbon monoxide detectors and replace if needed. Avoid cooking with strong seasonings and foods that have a lingering smell. Remove your pets while the house is on the market. Remove any signs of the pets e.g. food and water bowls, toys, litter box, leashes) If your pets must stay in the house, hide any sign of your pet during showings Keep the litter box out of sight and cleaned daily. What time of year are you selling? Are there going to be any holidays during that time? Decorate using items that are simple and nondenominational. Any holiday specific decorations need to be removed immediately after the celebrations.
702-895-7777
61
62
www.cgvegas.com
ESCROW AND THE SALE
702-895-7777
63
ESCROW AND THE SALE | Escrow and the Sale What is Escrow? Escrow is best defined (in Nevada) as a process that provides for a fair and equitable transfer of property from one person to another person. ”Escrow” can also sometimes refer to the title/escrow company (the third party intermediary that handles money and insuring of title). Escrow opens when the buyer and seller sign a sales contract, commonly called a real estate purchase agreement and receipt of deposit. The contract, along with any additional instructions, serves as instructions for the escrow officer. Escrow assures that the lender releases the home purchase funds at or about the same time that the deed is recorded to reflect new ownership. Escrow includes depositing, with a neutral third party, funds, documents, and instructions necessary to complete the transfer. Because the real estate transaction involves large sums of money and reams of documentation, escrow is not always a predestined, step-bystep process, but can become a confusing end game of details, nit picking, and overlapping procedures. It requires preparation, attention to detail, and desire from both sides to close the deal. While traditionally the buyer chooses the title/ escrow company, in recent years as the market has become more of a seller’s market, the listing agent and seller are more likely to choose the title/escrow company. Regardless of who chooses them, this company is always a neutral third party. Keep in mind in many markets, an attorney handles this stage of the transaction, but not so in Nevada (although a buyer can always hire an attorney to oversee their interests). Your escrow officer opens escrow by assigning your escrow an account number and collecting the contract and other instructions, the buyer’s deposit, and perhaps additional proceeds or documents related to the transaction. Deposits are either applied to the purchase price, or returned should the deal fall through. They also order title insurance to protect the buyer against blemishes on the title, and he or she orders a preliminary title search to determine if there are any claims against the title. The contract and escrow instructions likely contain contingencies for home insurance, flood insurance, home inspections, financing, repairs, and other tasks either the buyer or seller must complete before the transaction
64
www.cgvegas.com
ESCROW AND THE SALE can progress. Each time a contingency is met, the buyer or seller signs off with a contingency release form or letter copied to all parties, including the escrow officer. At some point, the parties will receive a preliminary title report which summarizes the condition of the title, including easements and liens, claims and encumbrances against the property. The seller must resolve any claims against the title, or they could stall the deal. The title company may check once again and produce a final report to be sure existing claims have been removed and that no claims have been filed since escrow opened. Once the loan is funded, contingencies are released, the title is cleared, the buyer inspects the property and decides how to take title, only a few loose ends must be tied before the close of escrow. Remaining paperwork to sign a few days before close includes the buyer’s grant deed, any final escrow instructions or contingency releases, the settlement sheet of disbursements, title reports, the deed of trust lender forms, inspection reports, tax statements -- and a rental agreement if the seller will CLOSING
live in the home for some time after escrow closes. Escrow closes and the deal is sealed when the escrow office records a new deed in the buyer’s name, the seller gets paid for the home, and all other monies are disbursed.
702-895-7777
65
life of an escrow
Prepare Escrow Instructions & Pertinent Documents Obtain Signatures Order Title Search Receive and Review Preliminary Reports/ Title Commitments
Process Financing Request Beneficiary Statement
Request Demands (if Any) Request Clarification of Other Liens (if Any) and Review Taxes on Report
Request or Prepare New Loan Application
Receive Beneficiary Statement and Enter Into File. Review Terms of Transfer and Current Payment Status.
Obtain Loan Approval and Determine that Terms are Correct
Receive Demands and Enter Into File
Request Loan Documents
Review File To Determine that All Conditions Have Been Met and that All Documents are Correct and Available for Signature (Termite Inspection, Contingencies Released, Fire Insurance Ordered, Additional Documents i.e. Second Deed of Trust, Bill of Sale, etc., Have Been Prepared) Prepare Estimates and Obtain Signatures on All Remaining Documents
Forward Documents to Ticor Title
Obtain Funds From Buyer
Return Loan Documents
Request Loan Funds Receive Loan Funds Order Recording Close File. Prepare Statements and Disburse Funds Complete Closing; Forward Final Documents to All Interested Parties (Buyer - Seller - Lender)
Copyright 2010 Ticor Title. All Rights Reserved (03/10)
66
www.cgvegas.com
Closing Costs and Who Pays What?
Closing costs are what the Buyer and Seller will pay as part of the escrow transaction. Some fees are negotiable between the seller and buyer as to
“Who Pays What.”
Below is an example of some typical closing costs which may vary from county to county.* Paid By Both or Either Party
• ATTORNEY FEES, COURIER/DELIVERY FEES, DOCUMENT PREPARATION – For deed(s) and other legal documents required to consummate the transaction • ESCROW FEE – Often split between buyer and seller • HOMEOWNER’S ASSOCIATION (HOA) DUES AND TRANSFER FEES • NOTARY FEES – To witness documentation • RECORDING FEES – To file legal documents with County Recorder • PROPERTY TAXES • OWNER’S TITLE INSURANCE PREMIUM • LENDER’S TITLE INSURANCE PREMIUM
Buyer’s Typical Costs
• • • • • •
APPRAISAL – One-time fee for new loan CREDIT REPORT – For loan application HOMEOWNER’S INSURANCE – Paid by buyer for fire/hazard insurance LOAN FEES – Origination and processing fees charged by lender PMI – Some lenders require Private Mortgage Insurance PREPAID INTEREST – Prorated depending on time of month the loan closes
Seller’s Typical Costs
• • • • •
REAL ESTATE COMMISSION DISCLOSURE REPORTS – Natural Hazard report HOME WARRANTY, EXISTING ENCUMBRANCES PROPERTY INSPECTIONS, PEST INSPECTION/CORRECTION – Termite report TRANSFER TAX – City/County conveyance tax
VA Loan Typical Costs
The following list provides examples of items that cannot be charged to the veteran as “itemized fees and charges.” Instead, the lender must cover any cost of these items out of its flat fee. • • • • • • • • • • •
LENDER’S APPRAISALS LENDER’S INSPECTIONS, except in construction load cases LOAN CLOSING OR SETTLEMENT FEES (which includes notary fees) DOCUMENT PREPARATION FEES PREPARING LOAN PAPERS or CONVEYANCE FEES ATTORNEY’S SERVICES other than for title work PHOTOGRAPHS INTEREST RATE LOCK-IN FEES POSTAGE AND OTHER MAILING CHARGES, stationery, telephone calls, and other overhead AMORTIZATION SCHEDULES, PASS BOOKS, and MEMBERSHIP or ENTRANCE FEES ESCROW FEES OR CHARGES
Some special provisions apply to construction, alteration, improvement and repair loans. NOTE: The listing of these typical charges does not mean the Settlement Agent cannot charge these fees. If the lender charges a “flat fee” those charges must be paid for by the lender out of the flat fee. The fees can be paid for by a seller if agreed to in the Purchase and Sale Agreement.
CLOSING
*This list is an example only of typical closing costs.
© 2013 Ticor Title Company (09/13)
702-895-7777
67
VENDOR PARTNERS
Contact for your free insurance review Catalina Robbins, LUTCF
Home, Auto, and Life Insurance 702-367-0541 ext. 58396 Catalina.Robbins@LibertyMutual.com
Dennis Schultz 702-216-3912 Dennis.Schultz@NovaHomeLoans.com www.NovaHomeLoans.com/Dennis.Schultz
68
www.cgvegas.com
VENDOR PARTNERS
Ashley Hunter 702-219-6515 ashley.hunter@ticortitle.com www.AhsleyTicorTitle.com
Raysco, Inc. 702-837-4914 Info@RayscoInc.com www.RayscoInc.com
702-895-7777
69
www.cgvegas.com