L'mar Kojani | 2021 Listing Presentation by KW Forward Living

LISTINGMARKETING C O N S U L T A T I O N

SELLING YOUR HOME

IT'S ALL ABOUT YOU

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

ABOUT

L'MAR KOJANI

L’mar Kojani was born and raised in the South Bay area of Los Angeles, CA. While he has lived abroad and is multilingual, LA will always be his home. This love for LA drives him to provide a superior experience to every client he serves because he believes that enriching the lives of community members, in turn, enriches the community he loves. Growing up in a family of real estate developers, L’mar has been involved in the industry his entire life and enjoys assisting clients with both residential, commercial, and investment property transactions. He and his family have decades of experience in real estate development projects. This background in real estate construction has given him a deep knowledge of income properties and potential “flips”. He can tell, through keen observation and decades of development experience, which homes and other commercial properties are a good investment for a potential buyer, as well as produce a detailed financial analysis to support his instincts regarding timelines, costs, and profitability. L’mar’s professional background in building development is an expertise that most agents simply don’t have and helps him give his clients sound, detailed advice they can rely on. As L’mar continuously stays abreast of current market conditions and potential passage of relevant legislation, he is also diligent about planning for future conditions and guiding his clients on likely future market trends and regulation impacts. His definition of success is when his clients achieve their real estate goals, whether that is finding the perfect home or building their wealth through investment property. L’mar has further developed his expertise in real estate while growing his commercial and residential business as a member of the Ensbury Group for the past four years and has been a recipient of the prestigious Keller Williams’ “Millionaire Agent” award each year he has been with the brokerage. The Ensbury Group, an affiliate of Keller Williams Commercial, specializes in multi-family investment property, primarily in the Southern California market.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

L'MAR KOJANI RE ALT OR® | D RE # 0197 0 704

310.733.6819 LMARKOJANI@KW.COM LMARKOJANI.COM

L’mar takes pride being multilingual which allows him assist a wide range of clientele; L’mar speaks fluent Spanish and French, conversational Farci, and is learning Mandarin from his wife and son. In his free time, L’mar enjoys his family life and being of service to the community above all else, but also enjoys many of the activities that abound in California, especially biking, kayaking, and going to the beach.

WHY CHOOSE ME? ALL YOU NEED TO KNOW AS YOUR AGENT, I AM COMMITTED TO: • Understanding your goals in order to come up with the most effective strategy to achieve them • Guiding you throughout the sales process with the highest ethical standards while providing you with in-depth, relevant knowledge which will help you make the best decisions for your unique situation • Conducting a high-level, factual analysis of the comps and market trends in your specific neighborhood to assess the current value of your home and recommending the ideal list price to get you the maximum amount possible • Conducting a thorough inspection of your home and helping prepare your house to showcase it at its best, increasing its value and marketability • Preemptively communicating pertinent details and quickly responding to you and all interested buyers

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

• Marketing your home intelligently, creatively, and aggressively to reach the maximum number of qualified buyers • Negotiating price and terms amicably and fairly, yet tenaciously, to get you the best deal possible • Navigating you and the buyers through the entire escrow process, which can be complex, avoiding common pitfalls, and quickly resolving any problems which might occur in order to close the transaction successfully and within your timeframe • Offering advice and answering questions post-sale, because I enjoy helping people and transforming clients into long-term friends

THE MOST

testimonials

AMAZING T ES T IMON I ALS

“When it comes to closing deals in LA’s fast-paced real estate market, there’s no one better than L’mar. The dude is the friendliest guy you’ll meet, and knows how to make your offer jump out to sellers. He moves fast! Within a week of meeting L’mar, me and my fiancée, had our offer accepted on our first home purchase! The best part, though, is how knowledgeable he is of the LA market. He plays real estate like a game of chess and takes care to explain the ins and outs in a very clear way. You really couldn’t ask for a better agent.” - Kevin Horan, 06/18/2020

Bought a Townhouse home in 2020 in Inglewood, CA.

"My wife and I purchased our first home through L'mar, and we would recommend him to our friends in a heartbeat. L'mar is incredibly knowledgeable and was always willing to walk us newbies through the whole process *one more time*. He knows the system inside and out--he even helped us get a great rate on our mortgage. To top it all off, he's a really fun and gregarious guy! If we could give more than five stars, we would." -Rob Hebert, 03/21/2020

Bought a Townhouse home in 2019 in Woodbury, Glendale, CA.

"I am an out-of-town manager for a single family house in Rancho Palos Verdes. I retained L’mar Kojani as the leasing agent. I needed assistance in getting the house ready—painting, flooring, repairs, cleaning, hauling and garden and pool maintenance. L’mar enthusiastically took on the challenge and provided assistance. He located various vendors, obtain bids and always worked hard to negotiate bids to save his client money! L’mar was amazingly responsive—he quickly responded to texts, emails and phone calls—taking into consideration your preferred method of communication. Can you imagine – he actually answers his calls. I considered him a partner in this venture because we reviewed comparables and mutually agreed on a strategy. He always updated you on the status, the next steps and the plan of action. He is a perfectionist. For a rental, he covered the costs of a professional photographer and videographer. L’mar had photos re-done because he felt they were not spectacular enough. We had drone photos and video. I enthusiastically recommend L’mar for all your real estate needs—from commercial and residential sales and leasing." -Hel Kong, 03/02/2020 Found a tenant for a Single Family home in Rancho Palos Verdes, CA.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

ABOUT THE ENSBURY GROUP The Ensbury Group - The Ensbury Group is a team of 17 real estate professionals working in concert to provide expert real estate brokerage services to sellers and buyers of income properties. With over 120 years’ combined experience in apartment buildings and commercial real estate, the members of The Ensbury Group have sold over 825 properties including apartment buildings, shopping centers, single-tenant NNN properties, and two hotels, with an aggregate value in excess of $1.5 billion.

RELATIONSHIP DRIVEN At The Ensbury Group, we work with our clients in advising them to reach their financial goals through real estate. We advise our clients on every property, and show them their options, whether buying, selling, holding or refinancing.

CLIENT FOCUSED The most important factor in achieving the highest sales price for your property is the implementation of a detailed and aggressive marketing campaign. We market and expose the property to any and every qualified investor ensuring the highest net proceeds in the sale of your property.

HIGH-LEVEL BROKERAGE It has been our clients experience that our dynamic marketing campaigns, unparalleled negotiating skills, and market expertise has contributed to netting our sellers the highest amount of money.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

MARKETING T I ME LI N E 1

KW CONCIERGE • Staging • Landscaping • Curb Appeal • Declutter Assessment • Painting and more...

LISTING LAUNCH • MLS Syndication & KWLS • International Sites • KW National Referral Network • Landing Pages

PRINT CAMPAIGN • Flyers • Postcards • Brochures • Advertising Package

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

IMAGERY • Daytime Photography • Twilight Photography • Aerial Footage • Lifestyle Video • Virtual Tour

SIGNAGE • For Sale Sign • Open House Signs • Sign Riders • Additional Signage Extras

DIGITAL CAMPAIGN • Featured on KW Pages • Lead Generation Campaigns • Social Media • KW Command Integration

FLOOR PLAN • Comprehensive Floor Plan • Virtual Walkthrough • Matterport 3D • 360° Tour

EMAIL CAMPAIGN • Property Announcement • Open House Invitations • Targeted E-Blast campaigns to over 50,000 agents in the LA area

EVENTS • Broker Open • Broker Tour • Open House • Special Events

KW CONCIERGE SE R V I CE Forward Living brings to market our concierge program, the latest in a vast array of tools designed to maximize the value of your home as we bring it to market.

100% OF THE COST DEFERRED UNTIL CLOSE OF ESCROW

Our concierge service delivers high-impact cosmetic renovations and professional staging to ensure your home sells for top dollar, faster, with no cash out of pocket. Forward Living works with time-tested industry professionals to elevate your listing’s value. Home Preparation Services Include: • Professional Staging • Painting • Deep Cleaning • Landscaping • Decluttering • Carpet Cleaning • Updated Flooring (Carpet, Tiling Etc.) • Moving Services (Incl. Advance of Moving Expenses) • Hauling and Trash Removal • Power Washing, and More…

L'MAR KOJANI | (310) 733-6819

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AF TE R

B E FO R E

83%

of buyer's agents said staging a home made it easier for a buyer to visualize the property as a future home. Increase your property value by utilizing the Foward Living KW Concierge Service.

L'MAR KOJANI | (310) 733-6819

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A R TFU L STAG ING Focusing on the architectural features and selling points of your home, our team of expert stagers create a warm and inviting environment so that potential buyers can envision themselves enjoying this property as their new home*. We highlight the most compelling features of your home to secure the highest possible price for your listing in the shortest amount of time on market.

Optional Services*

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

HI GH-I M PAC T P H O TO G RA PH Y Our office has an exclusive partnership with Forward Living Media, with access to top industry photographers, all of whom specialize in real estate marketing. From basic photo packages to aerial images, scenic twilight photos and more, our team takes pride in presenting your home in the best light.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

PR I NT M E DIA

Keller Williams agents strategically advertise in several publications. Our property advertising appears in local, regional, national, and international publications, all of which target specific audiences addressing the unique needs of each property or estate listing.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

PR I N T MAR K E T IN G We work with in-house designers to create custom, luxury media packages for each of our listings. We partner with competitive graphics companies who provide the industry standard in high-end printing with a wide range of stocks, sizes, and textures to give your marketing elements a luxurious edge.

0000 BEDFORD ST | LOS ANGELES | CA 90035

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

T E C H N OLOGY DRI V E N M A RK E TI NG

DRONE MARKETING Innovation has always been one of the biggest game changers when it comes to marketing. The newest and most eye-catching technologies continue to enhance the visual impact of marketing properties. • Video campaigns and visual storytelling are revolutionizing the industry by capturing the attention of prospective buyers and showcasing your home in the best way possible. Additionally, one way to create captivating marketing content that guarentees to set your property apart from the competition is through the use of drone videography and photography.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

MAT T ER P O R T We use this cutting edge technology to bring listings to life with immersive experiences that break the mold of any traditional virtual tour. Matterport 3D Showcase is an online experience for home buyers to move through a property and see it from any angle. We are able to deliver every visual marketing asset you need from a single shoot.

• 95% More Likely To Call • 300% More Engaged • 100,000,000+ Matterport Visits Optional Services*

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

INT ERN ET MA R KETI N G

EXTENDED MARKET REACH When you list with me, we’ll have access to the Keller Williams Listing System (KWLS). This proprietary, exclusive system ensures your property is marketed online 24/7 through more than 350 of the most popular search websites KWLS integrates with other KW tools and facilitates syndication to the top portals, all while promoting our most important brand - YOURS!

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

MA XI M UM WE B S ITE E XPOSUR E THE LARGEST INTERNATIONAL REAL ESTATE ADVERTISING NETWORK The partnership between ListHub Global and Keller Williams enables us to develop our international marketing strategy to make the selling process even more seamless and to reach more clients worldwide than has ever been possible. We are committed to providing best-in-class technology, unparalleled professional expertise, and worldclass service for our clients.

750+ 55 SITES

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

COUNTRIES

60M

POTENTIAL BUYERS

LANGUAGE TRANSLATIONS

KW.COM

The KW.com website has features specifically designed to seamlessly deliver all the real estate information that is pertinent to consumers, including local featured listings on the landing page and a mobile-optimized version. • K eller Williams associates enjoy the benefits of receiving text messages directly from consumers through their listings. • L istings have increased open house visibility via a real-time open house search. • Our web network boasts over 2.6 million unique visitors a month.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

SO CIAL MED I A

Reach the Influential Find “Hidden Buyers” Create Excitement Invite to Open Houses

BEVERLY HILLS

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

IN D IV IDU A L P RO P E R T Y W EB S IT E

www.123address.com

Individual property websites are a very useful tool when marketing your home online. We make the online address intuitive and easy to remember—the unique domain name is simply the property address. For example, www.123address.com typed into a web browser instantly pulls up the details page of the listing and the virtual tour, making it easier for buyers to find and explore.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

KELLER WILLIAMS FO R WA RD LI VI NG LOS ANGELES GROUP

Forward Living is designed to deliver unparalleled value to our agent-partners by utilizing a system of purposeful collaboration that provides access to a large and unified platform of resources by harnessing significant economies of scale. The Forward Living Los Angeles group, a significant component of KW Los Angeles, is #1 in market share in the greater LA MLS in both volume and units, with over $7 billion in sales and over 8,500 real estate transactions in 2019 alone. We Provide Access To:

Bakersfield

• Shared Resources

Calabasas

• Agent Collaboration & Referral Network • Forward Living Concierge & Portfolio Services • Real Estate Masterminds • Result-Driven Training & Coaching • Impactful Marketing & Technology • Forward Media Service

Studio City Hollywood Hills Larchmont Los Feliz Beverly Hills Westside Beach Cities La Mirada

• Clearmark Title

Cerritos

• In-House Escrow

Newport Beach

• Commercial Division • Luxury Division • Relocation Division • The Collective Power of 13 Offices L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

Long Beach Coastal

KELLE R W IL L IAM S

Over the decades, our Keller Williams family has expanded exponentially, further solidifying our stance as the largest real estate franchise by agent count in the world and leader in units and volume in the United States. Simply put, our company is the home of determined real estate professionals who are passionate about growing their businesses. *In 2019, the company’s 182,933 U.S. agents closed 1.1+ million units while generating more than $351 billion in sales volume. • Largest independent real estate franchise in the world • Number One in units and sales volume in the United States • A network of over 180,000 Real Estate Professionals • 1,000 + offices in the USA and Canada (50 Major Markets), including international presence in five continents • In 2019, Keller Williams expanded into Japan, Italy, Morocco, Malaysia, and Honduras. • Excellence in cutting-edge real estate training, real estate coaching and real estate education • Most innovative real estate company (Inman News) • Annual RED Day, which stands for Renew, Energize, Donate, is Keller Williams Realty International community day. KW associates give where they live and dedicate the day to renewing and energizing the community they serve. L'MAR KOJANI | (310) 733-6819

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INT ERNAT IONA L REACH *Data as of February 2020

Keller Williams is a leader in global real estate. We offer comprehensive services to investors, property owners, tenants, and developers around the world. We have an established network and a proven model that sets the framework for profitability in markets across the globe. We know that the strongest enterprises are driven by top talent, and our growth strategy is completely centered on getting into business with the very best people in the real estate industry across the globe.

5 CONTINENTS

43 REGIONS

205+ MARKET CENTER LOCATIONS (outside the USA and Canada)

L'MAR KOJANI | (310) 733-6819

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KW Commercial is the commercial real estate arm of KW Commercial Realty, the number one real estate company in the United States. Our commercial team consists of the most knowledgeable, results-driven brokers backed by the most innovative and scalable technology the commercial real estate industry has to offer. When you work with a KW Commercial broker, you aren't just working with a single broker, you're hiring a vast network of dedicated real estate professionals. That's our commitment to you.

o 700 Offices Worldwide o 73,000 KW Commercial Brokers o 20th in Global Transaction Volume o 18th in Lipsey Brand Ranking o 180,000 Residential Agents o Licensed in 49 States

L'MAR KOJANI | (310) 733-6819

KW COMMERCIAL AFFILIATION

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2019

KELLER WILLIAMS YE A R I N R E V I E W FEBRUARY Keller Williams earned the title of Most Innovative Real Estate Company by Fast Company.

JULY Forbes named Keller Williams (No. 8 out of 300 ranked) one of the “Best Employers for Women.”

APRIL The Swanepoel Mega 1000 named Keller Williams the top residential real estate franchisor in the U.S.

SEPTEMBER Forbes named Keller Williams (No. 173 of 250 ranked) one of the “Best Employers for New Graduates.”

Keller Williams was ranked one of America’s Best Large Employers by Forbes. MAY Keller Williams associates gave back to communities across the world via its 11th annual RED Day event. Keller Williams was named #1 Company for Work-Life Balance by Indeed.

NOVEMBER Indeed recognized Keller Williams as a Top Franchise for Veterans and Innovation. DECEMBER Glassdoor featured Keller Williams (No. 29 of 100 ranked) on the Best Places to Work 2020 list.

JUNE REAL Trends’ “The Thousand” featured 86 Keller Williams’ agent teams in its Top 250 ranking of real estate teams by transaction sides, representing 34.3% of the total ranking. L'MAR KOJANI | (310) 733-6819

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We have reached remarkable milestones, garnered awards and recognition and advanced our initiatives. The journey does not stop here!

I N FO RM ATI ON S OU RCES B U Y E R S U SE ONLINE WEBSITE

2015

2016

2017

2018

2019

Real Estate Agent

88%

89%

95%

93%

Mobile or Desktop

Open House

Yard Sign

Online Video Site

Home Builder

Print Newspaper Advertisement

Home Book or Magazine

Billboard

Relocation Company

Television

Sources: National Association of Realtors I Keller Williams Vision 2019

L'MAR KOJANI | (310) 733-6819

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VALUA BL E W EB S ITE F EATU RE S According to the National Association of Realtors (NAR), here are some of the most valuable features ranked in order of importance by buyers: Property Photos

87% 85%

Detailed Property Info 52%

Floor Plans

46%

Virtual Tours 42%

Real Estate Agent Contact Info

41%

About Recently Sold Properties Neighborhood Info

39% 37%

Interactive Maps

36%

Pending Sales/Contract Statuses 25%

Videos About Upcoming Open Houses Real Estate News or Articles L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

8% 0%

Sources: National Association of Realtors I Keller Williams Vision 2019

W H AT B U Y E R S W A N T F RO M T H E I R AG E N T S 52%

Help finding the right home to purchase

14%

Help undertanding the sales terms

11%

Help negotiating the best possible price

Obtaining pricing of comparable homes

Help with completing paperwork

Determining what the buyer can afford

Finding and arranging finance options

Educating buyers about the neighborhood

Finding qualified renters for the buyer's property

Sources: National Association of Realtors I Keller Williams Vision 2019

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

5% 6%

52%

11%

14%

H OW BUYERS FO UND T HEIR AGENT Maintaining positive relationships with clients helps agents generate more business through referrals. 2013

2014

2015

2016

2017

2018

2019

Referred by (or is) a friend, neighbor or relative

Used agent previously to buy or sell a home

Website

Visited an open house and met agent

Referred by another real estate agent or broker

Saw contact information on for sale/open house sign

Personal contact by agent (telephone, email, etc.)

N/A

Referred through employer or relocation company

Walked into or called office and agent was on duty

N/A

Direct Mail (newsletter, flyer, postcard, etc.)

Newspaper, yellow pages or home book ad

Mobile or tablet application

Other Sources: National Association of Realtors I Keller Williams Vision 2019

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

PRICING

L'MAR KOJANI | (310) 733-6819

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TH E R IG H T PRIC E FO R AT TR AC TIN G BUY E R S Pricing your property competitively will generate the most activity from agents and buyers. Pricing your property too high may make it necessary to drop the price below market value to compete with new, well-priced listings. Percentage of Buyers Who Will Look at Property

Asking Price

15% Above

10% Above

10 % 30% 60%

Market Value 75%

10% Below 15% Below

L'MAR KOJANI | (310) 733-6819

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90%

PRICING MISCONCEPTIONS The value of your property is determined by what a buyer is willing to pay and a seller is willing to accept in today’s market. Buyers make their pricing decision based on comparing your property to other properties sold in your area. Historically, your first offer is usually your best.

It is very important to price your property at a competitive market value when we finalize the listing agreement.

WHAT YOU PAID

WHAT YOUR NEIGHBOR SAYS

WHAT ANOTHER AGENT SAYS

WHAT YOU NEED

WHAT YOU WANT

COST TO REBUILD TODAY

L'MAR KOJANI | (310) 733-6819

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B U Y E R ’S M A RKET If sellers are not fully aware of the current market, they can get caught in a market with falling home values and end up chasing the market down, because home values often fall faster than their price reductions.

Priced Above The Market

Price Seller Wants Price Correction

Average Home Price

Price Correction They Never Get It Homes Values are Falling Time on Market

L'MAR KOJANI | (310) 733-6819

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TH E R I G H T P R I CE IS I M PO R TA N T • The number of showings is greatest during this time and the number of buyer tours can be maximized if the property is priced correctly. • Starting too high and dropping the price later fails to generate strong activity. • Many homes that start high end up selling below market value.

Activity Level

• A property generates the most interest when it first hits the market.

When Most Offers Are Received 1

9 10 11 12 13

Weeks On The Market

L'MAR KOJANI | (310) 733-6819

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I F YO U W A N T T O C OM P E T E BE COMPETITIVE Time On The Market Works Against You • The buying market has a short attention span.

Price

Market Value

• Pricing your home right from the beginning is key. • Proper pricing attracts buyers. • An overpriced house will not sell. • We want to generate offers before the market moves on to newer listings.

Time on Market L'MAR KOJANI | (310) 733-6819

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I AM COMMITTED TO YO U R S U C C ESS "Commitment is what transforms a promise into reality." -Abraham Lincoln

L'MAR KOJANI | (310) 733-6819

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THE REAL ESTATE TRANSACTION IN 176 STEPS

WHAT YOUR REALTOR® DOES FOR YOU Surveys show that many homeowners and homebuyers are not aware of the true value a REALTOR® provides during the course of a real estate transaction. The list here is just a baseline since the services may vary within each brokerage and each market. Many REALTORS® routinely provide a wide variety of additional services that are as varied as the nature of each transaction. By the same token, some transactions may not require some of these steps to be equally successful. However, most would agree that given the unexpected complications that can arise, it’s far better to know about a step and make an intelligent, informed decision to skip it, than to not know the possibility even existed.

THE CRITICAL ROLE OF THE REALTOR® – 176 STEPS Listed here are 176 typical actions, research steps, procedures, processes and review stages in a successful residential real estate transaction that are normally provided by full service real estate brokerages in return for their sales commission. Depending on the transaction, some may take minutes, hours, or even days to complete, while some may not be needed. They are divided into the following categories: • • • • • • • • •

Pre-Listing Activities Listing Appointment Presentation Once Property is Under Listing Agreement Entering Property in Multiple Listing Service Database Marketing The Listing The Offer and Contract Home Inspection The Appraisal Closing Preparations and Duties

More importantly, they reflect the level of skill, knowledge and attention to detail required in today’s real estate transaction, underscoring the importance of having help and guidance from someone who fully understands the process – a REALTOR®.

L'MAR KOJANI | (310) 733-6819

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THE REAL ESTATE TRANSACTION IN 176 STEPS

WHAT YOUR REALTOR® DOES FOR YOU PRE-LISTING ACTIVITIES 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19.

Make appointment with seller for listing presentation Send seller a written or e-mail confirmation of listing appointment and call to confirm Review pre-appointment questions Research all comparable currently listed properties Research sales activity for past 18 months from MLS and public records databases Research "Average Days on Market" for this property of this type, price range and location Download and review property tax roll information Prepare "Comparable Market Analysis" (CMA) to establish fair market value Obtain copy of subdivision plat/complex lay-out Research property's ownership & deed type Research property's public record information for lot size & dimensions Research and verify legal description Research property's land use coding and deed restrictions Research property's current use and zoning Verify legal names of owner(s) in county's public property records Perform exterior "Curb Appeal Assessment" of subject property Compile and assemble formal file on property Confirm current public schools and explain impact of schools on market value Review listing appointment checklist to ensure all steps and actions have been completed

LISTING APPOINTMENT PRESENTATION 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13.

Give seller an overview of current market conditions and projections Review agent's and company's credentials and accomplishments in the market Present company's profile and position or "niche" in the marketplace Present CMA Results To Seller, including Comparables, Solds, Current Listings & Expireds Offer pricing strategy based on professional judgment and interpretation of current market conditions Discuss Goals With Seller To Market Effectively Explain market power and benefits of Multiple Listing Service Explain market power of web marketing, IDX and REALTOR.com Explain the work the brokerage and agent do "behind the scenes" & agent's availability on weekends Explain agent's role in taking calls to screen for qualified buyers & protect seller from curiosity seekers Present and discuss strategic master marketing plan Explain different agency relationships and determine seller's preference Review and explain all clauses in Listing Contract & Addendum and obtain seller's signature

L'MAR KOJANI | (310) 733-6819

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THE REAL ESTATE TRANSACTION IN 176 STEPS

WHAT YOUR REALTOR® DOES FOR YOU ONCE PROPERTY IS UNDER LISTING AGREEMENT 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39.

Measure overall and heated square footage Measure interior room sizes Confirm lot size via owner's copy of certified survey, if available Note any and all unrecorded property lines, agreements, easements Obtain house plans, if applicable and available Review house plans and make copy Order plat map for retention in property's listing file Prepare showing instructions for buyers' agents and agree on showing time window with seller Obtain current mortgage loan(s) information: companies and & loan account numbers Verify current loan information with lender(s) Check assumability of loan(s) and any special requirements Discuss possible buyer financing alternatives and options with seller Review current appraisal if available Identify Home Owner Association manager if applicable Order copy of Homeowner Association bylaws, if applicable Research electricity availability and supplier's name and phone number Calculate average utility usage from last 12 months of bills Research and verify city sewer/septic tank system Water System: Calculate average water fees or rates from last 12 months of bills Well Water: Confirm well status, depth and output from Well Report Natural Gas: Research/verify availability and supplier's name and phone number Verify security system, current term of service and whether owned or leased Verify if seller has transferable Termite Bond Ascertain need for lead-based paint disclosure Prepare detailed list of property amenities and assess market impact Prepare detailed list of property's "Inclusions & Conveyances with Sale" Compile list of completed repairs and maintenance items Send "Vacancy Checklist" to seller if property is vacant Explain benefits of Home Owner Warranty to seller Assist sellers with completion and submission of Home Owner Warranty Application When received, place Home Owner Warranty in property file for conveyance at time of sale Have extra key made for lockbox Verify if property has rental units involved. And if so: * Make copies of all leases for retention in listing file, verify rents & deposits, inform tenants of listing Arrange for installation of yard sign Assist seller with completion of Seller's Disclosure form "New Listing Checklist" Completed Review results of Curb Appeal Assessment with seller and provide suggestions to improve salability Review results of Interior Décor Assessment and suggest changes to shorten time on market Load listing into transaction management software program

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

THE REAL ESTATE TRANSACTION IN 176 STEPS

WHAT YOUR REALTOR® DOES FOR YOU ENTERING PROPERTY IN MULTIPLE LISTING SERVICE DATABASE 1. 2. 3. 4. 5. 6.

Prepare MLS Profile Sheet -- Agents is responsible for "quality control" & accuracy of listing data Enter property data from Profile Sheet into MLS Listing Database Proofread MLS database listing for accuracy - including proper placement in mapping function Add property to company's Active Listings list Provide seller with signed copies of Listing Agreement & MLS Profile Sheet Data Form within 48 hours Take additional photos for upload into MLS and use in flyers. Discuss efficacy of panoramic photography

MARKETING THE LISTING 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26.

Create print and Internet ads with seller's input Coordinate showings with owners, tenants, & other Realtors®. Return all calls, weekends included Install electronic lock box if authorized by owner. Program w/ agreed-upon showing time windows Prepare mailing and contact list Generate mail-merge letters to contact list Order “Just Listed” labels & reports Prepare flyers & feedback faxes Review comparable MLS listings regularly to ensure property remains competitive in price, terms, conditions and availability Prepare property marketing brochure for seller's review Arrange for printing or copying of supply of marketing brochures or fliers Place marketing brochures in all company agent mail boxes Upload listing to company and agent Internet site, if applicable Mail Out "Just Listed" notice to all neighborhood residents Advise Network Referral Program of listing Provide marketing data to buyers coming through international relocation networks Provide marketing data to buyers coming from referral network Provide "Special Feature" cards for marketing, if applicable Submit ads to company's participating Internet real estate sites Price changes conveyed promptly to all Internet groups Reprint/supply brochures promptly as needed Loan information reviewed and updated in MLS as required Feedback e-mails/faxes sent to buyers' agents after showings Review weekly Market Study Discuss feedback from showing agents with seller to determine if changes will accelerate the sale Place regular weekly update calls to seller to discuss marketing & pricing Promptly enter price changes in MLS listing database

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

THE REAL ESTATE TRANSACTION IN 176 STEPS

WHAT YOUR REALTOR® DOES FOR YOU THE OFFER AND CONTRACT 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31.

Receive and review all Offer to Purchase contracts submitted by buyers or buyers' agents. Evaluate offer(s) and prepare a "net sheet" on each for the owner for comparison purposes Counsel seller on offers. Explain merits and weakness of each component of each offer Contact buyers' agents to review buyer's qualifications and discuss offer Fax/deliver Seller's Disclosure to buyer's agent or buyer upon request & prior to offer if possible Confirm buyer is pre-qualified by calling Loan Officer Obtain pre-qualification letter on buyer from Loan Officer Negotiate all offers on seller's behalf, setting time limit for loan approval and closing date Prepare and convey any counteroffers, acceptance or amendments to buyer's agent Fax copies of contract and all addendums to closing attorney or title company When Offer to Purchase Contract is accepted and signed by seller, deliver to buyer's agent Record and promptly deposit buyer's earnest money in escrow account. Disseminate "Under-Contract Showing Restrictions" as seller requests Deliver copies of fully signed Offer to Purchase contract to seller Fax/deliver copies of Offer to Purchase contract to Selling Agent Fax copies of Offer to Purchase contract to lender Provide copies of signed Offer to Purchase contract for office file Advise seller in handling additional offers to purchase submitted between contract and closing Change status in MLS to "Sale Pending" Update transaction management program show "Sale Pending" Review buyer's credit report results -- Advise seller of worst and best case scenarios Provide credit report information to seller if property will be seller-financed Assist buyer with obtaining financing, if applicable and follow-up as necessary Coordinate with lender on Discount Points being locked in with dates Deliver unrecorded property information to buyer Order septic system inspection, if applicable Receive and review septic system report and assess any possible impact on sale Deliver copy of septic system inspection report lender & buyer Deliver Well Flow Test Report copies to lender & buyer and property listing file Verify termite inspection ordered Verify mold inspection ordered, if required

TRACKING THE LOAN PROCESS 1. 2. 3. 4.

Confirm Verifications Of Deposit & Buyer's Employment Have Been Returned Follow Loan Processing Through To The Underwriter Contact lender weekly to ensure processing is on track Relay final approval of buyer's loan application to seller

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

THE REAL ESTATE TRANSACTION IN 176 STEPS

WHAT YOUR REALTOR® DOES FOR YOU HOME INSPECTION 1. 2. 3. 4. 5. 6. 7.

Coordinate buyer's professional home inspection with seller Review home inspector's report Enter completion into transaction management tracking software program Explain seller's responsibilities with respect to loan limits & interpret any clauses in the contract Ensure seller's compliance with Home Inspection Clause requirements Recommend or assist seller with identifying & negotiating with trustworthy contractors to perform any required repairs Negotiate payment and oversee completion of all required repairs on seller's behalf, if needed

THE APPRAISAL 1. 2. 3. 4. 5.

Schedule Appraisal Provide comparable sales used in market pricing to Appraiser Follow-Up On Appraisal Enter completion into transaction management program Assist seller in questioning appraisal report if it seems too low

CLOSING PREPARATIONS AND DUTIES 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23.

Ensure contract is signed by all parties Coordinate closing process with buyer's agent and lender Update closing forms & files Ensure all parties have all forms and information needed to close the sale Select location where closing will be held Confirm closing date and time and notify all parties Solve any title problems (boundary disputes, easements, etc) or obtain a death certificate, if necessary Work with buyer's agent in scheduling and conducting buyer's Final Walk-Thru prior to closing Research all tax, HOA, utility and other applicable prorations Request final closing figures from closing agent (attorney or title company) Receive & carefully review closing figures to ensure accuracy of preparation Forward verified closing figures to buyer's agent Request copy of closing documents from closing agent Confirm buyer and buyer's agent have received title insurance commitment Provide "Home Owners Warranty" for availability at closing Review all closing documents carefully for errors Forward closing documents to absentee seller as requested Review documents with closing agent (attorney) Provide earnest money deposit check from escrow account to closing agent Coordinate this closing with seller's next purchase and resolve any timing problems Have a "no surprises" closing so that seller receives a net proceeds check at closing Refer sellers to one of the best agents at their destination, if applicable Change MLS status to Sold. Enter sale date, price, selling broker and agent's ID numbers, etc.

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com

NOTES

L'MAR KOJANI | (310) 733-6819

LmarKojani@kw.com | LmarKojani.com