Sales Manual
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
Table of contents
SECTION ONE. “Las Villas De Mexico” The Concept What is Las Villas De MexicoTM? Amenities Services What Makes Las Villas de Mexico Unique?
SECTION TWO. The Sales Process Las Villas de MexicoTM Sales Philosophy The Psychology of Buying What Are Our Clients Really Buying? Who Are Our Clients? LVDM Client Types Home Design Advantages Steps of The Sale Tours Frequently Asked Questions (FAQs) Exchange Rate Procedure
SECTION THREE. The Project Printable copies (on FTP) of all Sales materials will be provided by Sales Managers in each region.
CONFIDENTIAL: For Internal Use Only
Table of contents SECTION FOUR. Legal Purchasing Property In The “Restricted Zone” Of Mexico Title Insurance Escrow Closing Costs Notary Public Some Tax Considerations Closing Costs in Mexico Securities Law/Warning to Agents Letterhead/Logo Policy Client Registration Form Co-Broker Instructions Co-Broker Commission Agreement Referral Source Contract International Co-Broker Instructions International Co-Broker Agreement US-Canada Reservation Agreement & Receipt Deposit Notice Feedback Form Evite package Content Welcome Letter Bank Trust Application CC&R´s Settlement Statement Escrow Agreement & Disbursement Instructions Title Insurance Application W-8 W-9 Loan Application
SECTION FIVE. Sales Agents Welcome Professional Expectations Goal-Setting Professional Reading Mentor Program Disciplinary Practices/Policies Post Tour Self-Evaluation LVDM Position Glossary
CONFIDENTIAL: For Internal Use Only
SECTION ONE
The Concept
The Best of Mexico at your front door.
CONFIDENTIAL: For Internal Use Only
TM
What is
?
HXMTD proudly introduces Las Villas de MéxicoTM. HXMTD is the tourism division of Homex, which is Mexico’s largest homebuilder. Homex is a publicly traded company in Mexico and the only Mexican home development company on the New York Stock Exchange. The combination of fiscal strength, construction systems, experience, and vision makes a Las Villas De MexicoTM home a great choice that can be enjoyed for many years and generations to come. Las Villas De MexicoTM is a unique full-ownership residential home building project being implemented in many resort communities throughout Mexico. It is much more than purchasing real estate, it is a lifestyle that just happens to come with a home. LVDM owners have access to world-class weather, amenities, and concierge services, while enjoying state-of-the-art residences in the booming real estate areas of Mexico. Just rewards for one’s life work.
Locations
Phase One Development 2008/2009
Cancún
San Jose Del Cabo
Future Developments
Valle de Guadalupe Puerto Vallarta Cabo San Lucas Puerto Penasco Bahia de Kino Mazatlan Acapulco Ixtapa Huatulco San Miguel de Allende San Felipe
Loreto Todos Santos East Cape Ensenada Riviera Maya Punta de Mita San Carlos Lake Chapala
SECTION ONE. “Las Villas De Mexico” The Concept. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
Amenities
In each community, LVDM will have spa services provided by WhiteSand Spas of MexicoTM offering a variety of services within The SunstoneTM Clubs (at selected locations).
The SunstoneTM Clubs will offer different activities depending on the locations. -Restaurant
The selections of the services will depend on the market study LVDM will do in each city. The study will tell us what services people are looking for and help assure the best treatments that WhiteSand Spas of MexicoTM can provide
-WhiteSand Spa of MexicoTM
The spa will be open to public. The homeowners will have discounts depending on their LVDM membership type
-Bar
The spa will also offer short-term therapeutic treatments. The list of treatments available in each city will depend on the market study
-Gift shop
-SI Concierge ServicesTM -Sports activities, yoga -Painting, arts and crafts -Pool -Art gallery -Childrens’ activities
SECTION ONE. “Las Villas De Mexico” The Concept. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
Services
Whatever you want... “Si” we can.TM
Home care for when you’re not there.TM
An executive class concierge service that provides customers with great discounts to a variety of services via an easy to use online reservation desk and toll-free call center.
A full service home care maintenance program affording owners the peace of mind that comes with knowing their investment is being cared for 24/7. Three tier packages available*
Entertainment services Business center services Home and family services Travel services
No need to understand the language of Mexico’s government offices Payment security by using a world recognized credit card company All information is secured through a centralized corporate administrator All payments are governed by account coordinators
Personal services
All employees are authorized and certified by LVDM
Bookings and Reservations
Prompt utility payments
Available 24/7
No waiting in long lines when paying water, electrical, phone bills, etc. No misunderstanding of important information All payments are clearly defined and explained in English
*Subject to applicable terms and conditions.
SECTION ONE. “Las Villas De Mexico” The Concept. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
Services
Your door to discovering Mexico.TM
Your link to the premier golf courses in Mexico.TM
An optional home rental service that allows owners to explore the country using different properties of equal or lesser value.
The first national golf package that rewards owners with exclusive discounts on green fees and services of some of the very best golf courses in Mexico.
Three tier packages available
Three tier packages available
Full ownership of your home/rental property
Play the most beautiful courses in Mexico with large discounts
Rent your home when you choose Concierge service will store your personal items when not in use Can upgrade the value of rental with rewards points Can rent any home of equal or lesser with no additional cost1 Upgrade at discounted prices
Win valuable prizes in the LVDM invitational tournaments and contests Receive a personalized golf kit Keep a working handicap with the LVDM handicap system Pay with your LVDM Prestige Card and earn points towards future rounds of golf and course services
Access amenity services or facilities in other locations
1.-Subject to applicable terms and conditions.
SECTION ONE. “Las Villas De Mexico� The Concept. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
What Makes
Unique?
LVDM owners are purchasing a lifestyle that just happens to come with a home
Exclusive spa privileges
Developer remains an integral part of the community
Home rental options
Home trading options
Multiple project choices Personal concierge services Multiple location choices Business concierge services New York stock exchange member Entertainment concierge services Mexican stock exchange member Home and family concierge services Gated resort community living Travel concierge services World class weather Nationwide golf privileges Eco-friendly communities Beach club privileges
SECTION ONE. “Las Villas De Mexico� The Concept. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
SECTION TWO
The Sales Process
The Best of Mexico at your front door.
TM
CONFIDENTIAL: For Internal Use Only
Sales Philosophy WE BELIEVE…
...our sales professionals must be different. As in any relationship, when dealing with a friend, romantic partner, family member, or business associate, TRUST, INTEGRITY, and LIVING UP TO YOUR WORD are vital qualities. Relationships cannot last and will not flourish under any other conditions.
THEREFORE…
... we advocate the necessity of building friendships FIRST, based on the aforementioned qualities. We also advocate the importance of LISTENING to clients in terms of their DREAMS and their FEARS. Both are very important.
BE AWARE…
…that the art of business/sales lies in the ability of the sales professional to HELP people make their DREAMS come true and to alleviate their FEARS. The ability to SERVE the needs of others will remain parallel to the sales professional’s level of success. Remember: No Problem/No Sale! People spend money to solve problems.
BELIEVE…
…in the power of FOLLOW-UP. It nourishes relationships previously forged and leads you to others whose dreams have not yet been met and whose fears have not yet been alleviated.
RELAX……
…and spend a few moments to recall how you met the people that you now know. It was probably through other people. This action of NETWORKING is critical in sales. It provides the width or foundation of business. The use of formal REFERRAL SOURCES within your network provides growth and a steady flow of potential new FRIENDS.
IT IS TIME…
… to meet new FRIENDS, to guide them past their fears, to help make their dreams become reality… and earn the right to meet THEIR friends.
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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The Psychology Of Buying Before you attempt to make a sale, it is imperative you understand why people choose to trade their money (which has a different value to each person) for what is being sold. The goods, services, property, etc. must, in the eyes of the person possessing the money, have more value than the money used to make the purchase. Therefore, the greatest challenge in sales is to create in the minds of the people possessing the money, a value greater than the perceived value of their money. It is as true with the purchase of a gallon of milk as it is with the purchase of a car or home. The speed at which the sales professional analyzes the perceptions of his clients is related to the “tools” he will use to build value. Have you ever wondered why people in sales offices make different amounts of money? Why doesn’t everyone make the same amount of money? The answer lies in the word DIFFERENT! Everyone’s personality is DIFFERENT Everyone will spend a DIFFERENT amount of time preparing Everyone will spend a DIFFERENT amount of time on their ongoing professional development We choose our own financial destiny based on how we choose to spend our time/energy.
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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What Are Our Clients Really Buying? They are buying a Lifestyle…
They are buying Services…
A round of golf with a wave to their spouse who is enjoying morning coffee on the veranda, watching that crisp approach shot.
Personal concierge services.
Sitting on their deck watching the fishing vessels come in with the day’s catch while enjoying a beverage with the person that means everything to you.
Business concierge services.
Getting pampered at the exclusive beach club while lying next to the pool or the ocean.
OPENDOOR Program.
Entertainment concierge services.
Travel Services.
CASACARE Program. Enjoying a massage at the world class White Sand Spa located at the exclusive beach/country club. Weather other people enjoy only while on vacation. Immersing themselves in a new culture.
WHOLE IN ONE Golf Program.
They are buying Security…
Learning a new language.
Gated communities (in some cases double-gated).
Developing a new hobby, perhaps allowing those dormant artistic talents to surface.
First rate health care (covered by US and Canadian health care providers). First Response Emergency Systems
They are looking for new Real Estate opportunities...
We are selling ourselves…
Golf course living with world class services and amenities.
As a new friend.
Marina Condos where the smell of the sea is enjoyed each day.
As a trusted consultant.
In emerging real estate markets. We are selling the magical world of color, rich flavors, culture, history, and exotic landscapes, in markets where many hope to retire in the future.
As a listener matching their dreams to our lifestyle developments. As ambassadors or liaisons, helping people make the transition to a new country in an easy, yet fearless fashion.
We Open Doors! SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Who Are Our Clients? THEY ARE…
SMART
PEOPLE WHO VALUE EXCLUSIVITY
SOPHISTICATED
WARY OF BUYING REAL ESTATE IN A FOREIGN COUNTRY
SUCCESSFUL STRESSED
SHOCKED AT THE PRICE OF CLOSING COSTS IN MEXICO
LEADERS
PEOPLE WHO WILL BUY, BUT NOT BE SOLD
ACCUSTOMED TO BEING IN CONTROL
PEOPLE WITH MANY FRIENDS
SAVVY
LOOKING FOR GREAT VALUE
GOLFERS
HAVE MADE MONEY IN REAL ESTATE
OCEAN LOVERS
VISITING MEXICO CONSISTENTLY
PEOPLE WHO ENJOY BEING PAMPERED
PEOPLE WHO RECOGNIZE VALUE AND QUALITY
RETIRED OR HEADED TOWARD RETIREMENT
UNDERSTAND THEIR COUNTRY’S TAX LAWS
SEEKING THE BEST WEATHER THEY CAN AFFORD
PEOPLE WHO MAY NOT UNDERSTAND HOW LAND CAN BE OWNED IN MEXICO
PEOPLE WITH GREAT TASTE
INVESTORS
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
LVDM Client Types PRIMARY MARKETS Status Seekers: 26% (approx. 21 million) of Boomers. Materialistic and feel that money is the best measure of success They enjoy the finer things in life and are willing to pay more for brand names 31% of status seekers care about possession reflecting personality and style Activists: 17% (approx. 13.5 million) of Boomers. Donate time and money to charity, concerned about the environment Brand-loyal and financially smart 37% of activists describe themselves as green consumers
Achievers: 16% (approx. 13 million) of Boomers. Adopt technology early and rely on it heavily Focused on success and wealth and are heavily involved in social activities 24% of achievers first among friends to have new gadgets and devices Cultural Creative’s: 27% (approx. 22 million) of Boomers. From larger economic centers Puts cultural experience equal and sometimes higher than financial success Has compassion and empathy for fellow man and planet Enjoys all arts with focuses on literature and fine art Has experienced all sides of economic diversity Usually the females within our client base
SECONDARY MARKETS Skeptics: 18% (approx. 14.5 million) of Boomers. Low end of the Boomer income bracket
Traditionalists: 23% (approx. 18.5 million) of Boomers.
Stressed about time and money
Defined by their conservative political, economic and social views
68% fear they haven’t saved enough money for retirement
Known for following the rules and are smart consumers (interested in value) 45% of traditionalists will go out of the way to buy American-made products
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Home Design Advantages Environmental Design: Recycling programs for paper, glass and plastics Water recycling/usage reduction appliances and fixtures Energy saving lights and appliances Environmentally-friendly products for home and garden Alternate energy sources Environmentally-friendly insulation All consumer types agree to some level of necessary environmental conditions, with Cultural Creative consumers standing firm. 17% of Boomers are activist. They are generally liberal and also donate a significant amount of time and money to charity and enviro-groups. 37% of Boomers Activists describe themselves as ‘green consumers’ (i.e. buying hybrid cars, recycling, etc).
Tech-Ready Features: ADSL or better internet (wireless capable benefit) Location and security response system Medical response systems (personal response locators) Video internet telecommunications In-room Home Entertainment systems The online adults 55 and older grew by 20% to over 27 million in 2005. 58% of surveyed adults over 55 searches online instead of other media for content. Active Achievers represent 16% (16 million) Boomers. They adopt technology early and rely on it heavily. They are focused on success and wealth and are heavily involved in social activities. 24% of AA’s claim to be the first among their friends to have new gadgets and devices.
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Home Design Advantages Eclectic Architecture
All homes should be able to be customized for the region and the owner. To accommodate this and the construction mandates of Homex/HXM, the owner has access to: Signature door design and frame One internal feature wall (region specific) Trim and finishing designs (region specific) Color, pattern and texture usage (region specific) Status Seekers types make up 26% (21 million) of Boomers. The group is characterized as materialistic and feels that money and culture are the best measures of success. 31% of this group enjoy the finer things in life and are willing to pay more for brand names (items making a statement about their personality and style).
Brand Name Interiors
To make owners feel even more comfortable with the purchase, we tie the product to the U.S. through the quality of the furnishings. Consumers can go to a regional outlet or online to choose their furnishings Furnishing channel partner provides brand value in the U.S. (safety) Owners have a dedicated online/in-store registry Design consultant from partner (educated on product) acts as liaison Customers get discount from supplier through LVDM agreement Product is handled from start to finish by supplier (turnkey) Gives LVDM immediate brand presence and locations in the U.S. Traditionalists account for 23% (20 million) of Boomers. They are known for following the rules, and are smart consumers. 45% (9.5 million) of Traditionalists report that they’ll go out of the way to buy American-made products.
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
Home Design Advantages Home Amenities
From a dishwasher to cable TV, owners are looking for a solution that provides them with the same quality of life they currently enjoy: Dual master bedrooms (in-suite bathroom), office/third bedroom Bathtub/Dual vanities Satellite TV and landline/cellular availability Quality kitchen appliances Garage/storage (closet)/workspace Abundant green spaces Important with Status Seekers/Achievers 42% (37 million) of Boomers.
Construction Standards
Consumers will be more responsive to a product that meets their standards. Benefits of these features are: One (if not only) company in Mexico meeting these requirements Possible certification and branding opportunity Wall cut-away to show quality An “actual” stronger built product Sets company as a benchmark (longevity in PR/MR arenas) Each home is stamped and packaged (small in-hand product mentality) Skeptics: 18% (14.5 million) of Boomers are hesitant to trust big businesses. This group is more stressed about time and money than the rest of their generation. 68% of Skeptics fear they haven’t saved enough money for retirement.
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Steps Of The Sale 1. Meet and greet
8. Follow-up communication
2. Warm-up
9. Walk-through/Punch list
3. Product/concept overview
10. Closing (ask for referrals)
4. Online or paper registration
11. Individual housewarming celebration (day of closing)
5. Property tour/LVDM transportation 6. Questions/objections/etc 7. Procure deposit/downpayment payment
12. Community housewarming celebration (held monthly) 13. Ask for referrals (Ongoing relationship)
Things to Remember: 1. Determine the client’s DBM (Dominant Buying Motive) 2. Keep client/agent conversations to a 1:2 agent/client ratio
6. Have fun! Clients buy you first 7. Help clients make their dream come true 8. Help clients overcome their fears
3. Evoke questions and objections
9. No problem/no sale
4. Handle objections smoothly without defensiveness
10. Visualize your success!
5. Sell the lifestyle. It makes us different
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Tours
Tour content will be provided by the local Sales Managers
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Frequently Asked Questions (FAQs) 1. How do you describe Las Villas de MexicoTM? It’s a lifestyle. It’s having the best of Mexico at your front door. LVDM is the first Mexican development to have both first-class services and maximum luxury amenities. It will be THE development in Mexico. 2. Where is Las Villas De MexicoTM? LVDM will be located in more than 20 resort communities throughout Mexico, in the main tourist and cultural areas. The first areas will be: Cancún Puerto Vallarta San Jose del Cabo Cabo San Lucas 3. What are the advantages of ownership in a LVDM private residence? A wide array of privileges and personalized services. For example: Owners are purchasing far more than a home, they are purchasing a lifestyle Ongoing relationship with the developer Personal concierge services Business concierge services Entertainment concierge services Home and Family concierge services Travel concierge services Nationwide golf privileges Beach club privileges Exclusive spa privileges Home trading options Home rental options Multiple project choices Multiple location choices New York stock Exchange member Mexican Stock Exchange member Gated resort community living World-class weather Eco-friendly communities
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Frequently Asked Questions (FAQs) 4. Is ownership of The Las Villas de Mexico different than what is commonly referred to as a timeshare purchase? It is NOT timeshare! It is not fractional ownership. LVDM is FULL OWNERSHIP luxury living! You are in complete control of when and how you use your home. 5. Is owning real estate in Mexico similar to owning real estate in the United States? It is relatively the same in terms of security of title. However, legal documents are somewhat different. A fideicomiso, which is a 50-year renewable trust, allows foreigners to own real estate in the restricted zone of Mexico with all incidental rights of real property ownership. The escrow company and notary will oversee the process on your behalf. 6. Is Title Insurance offered on land and property held in a fideicomiso? Yes, on all of our properties we have US title companies offering title insurance and complete escrow services. 7. What forms of security do owners receive as foreigners? Homex is an international company and a member of the Mexican and New York stock exchange. American-based title insurance companies serve as the third party escrow agent to insure that transactions occur smoothly, as well as provide title insurance options. The fideicomiso provides the highest degree of security, serving the buyer similar to a renewable U.S living trust. 8. Is financing available? Yes. Mexican and U.S loans are available to those who qualify. 9. Is there a rental program should I choose to rent my home? Yes, OpendoorTM is an optional rental program available to all homeowners that allows you to place your home in a rental arrangement with other Las Villas de MexicoTM homeowners. 10. Are there HOA fees? If so, what do they cover? Be specific. Yes. It covers all exterior areas and common areas such as pools, beach club, etc. 11. Can I expect my home to appreciate in value? Although real estate in Mexico has enjoyed significant rates of appreciation in recent years, Homex is a publicly traded company on the NYSE and must, by legal compliance, advise you to consult your professional advisor prior to purchase. 12. Does the HOA provide insurance against hurricanes and other natural disasters? Yes, the Master Policy covers all exterior areas and common areas, such as pools, beach club, etc. 13.How many homes has the developer built to date?
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Frequently Asked Questions (FAQs) Homex builds over 65,000 homes per year in Mexico and is recognized as the #1 builder in the world. 14. How many years has the developer been in business? 19 years. 15. Who will represent my interests in my purchase transaction? The escrow or title company serves as a third party to protect the interests of both the buyer and seller. You are also welcome to involve your attorney. 16. What guarantee do I have as a homeowner that the work will be done correctly and on time? The U.S. based Escrow company will work as a liaison that will release the funds in increments based on the progress that has been made on your home. Working similarly to a construction loan in the United States, your deposits are protected by the modulated release of funds and agreements made between the third party company, HXMTD and yourself. 17. What is the source of my water supply? Can I drink the water? Water is available from the respective municipality. Purification systems are also readily available. 18. Can I rent my home with LVDM and what is the rental fee? Yes. Please consult the LVDM OpendoorTM consultant for cost and details. 19. Are there property taxes in Mexico? How is payment handled? Real Estate owners in Mexico pay a 2% Acquisition Tax as part of their closing costs. A nominal Property Tax (of approximately $500USD average) is charged annually. Property taxes are due in January of each year. Owners can obtain a significant discount by paying during the month of January. 20. How can I leverage my ownership to rent at other LVDM locations? Please contact either the LVDM OpendoorTM consultant or the rental company of your choice to determine availability (terms and conditions apply). 21. What is Casa Care (Property Management)?
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Frequently Asked Questions (FAQs) Weekly house checks or inspections Hotel style, deep-cleaning or custom maid service options Landscape maintenance Pool and spa maintenance Openings and closings Bill payment Personal greeting for unaccompanied guests Home security Hurricane preparation Automobile services Additional services including pest control, grocery shopping, catering, dry cleaning or translation services 22. Do I need to purchase insurance for my furniture, clothing, and other contents? Furniture, clothing and contents are not covered in the LVDM master policy. We are happy to provide you with a list of insurance companies who provide homeowner’s insurance in the area upon request. 23. Can I use more than one residence at a time? Yes, upon availability. 24. Is there an exchange program at other properties established for members of LVDM? Yes, the Opendoor Program.
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Exchange Rate Procedure
STEP 1.
Access the website www.oanda.com
STEP 2.
Type Canada into the blank (if converting US dollars to Canadian dollars).
STEP 3.
Identify the maximum Canadian rate of exchange.
STEP 4.
Print the page (exchange rate and date must be visible).
STEP 5.
Attach the printed page to the Registration Form/Reservation Letter/Check.
STEP 6.
Hand all of the items identified in STEP 4 to the Sales Manager or site supervisor.
ALL THE SALES PERSONNEL SHOULD ACCESS THE WEBSITE AND FULLY UNDERSTAND THIS PROCESS. CONSULT YOUR SALES MANAGER IF YOU HAVE QUESTIONS.
SECTION TWO. The Sales Process. The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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SECTION THREE
The Project
The Best of Mexico at your front door.
TM
CONFIDENTIAL: For Internal Use Only
The Project
Printable copies (on FTP) of all Sales materials will be provided by Sales Managers in each region.
SECTION THREE. The Proyect.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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SECTION FOUR
Legal
The Best of Mexico at your front door.
TM
CONFIDENTIAL: For Internal Use Only
Purchasing Property In The “Restricted Zone” Of Mexico The Mexican Constitution prohibits foreigners from purchasing or owning real estate within that area of land which is less than 100 kilometers (62 miles) inland from its borders or less than 50 kilometers (31 miles) inland from its coasts. This area is defined as the “restricted zone.” There are two basic ways by which a foreigner may own real property within the “restricted zone” of Mexico. The form of ownership will hinge upon the type of use for which the property will be held. If the property will be for residential or any other purpose, the property must be owned through a fideicomiso or bank trust. The mechanism by which this trust is created is rather simple. The Mexican Department of Foreign Affairs (Secretaria de Relaciones Exteriores) issues a permit to a Mexican bank of the purchaser’s choice, allowing the bank to act as purchaser for the property on behalf and with the funds of the beneficiary. The purchased property is placed in “trust” and constitutes the trust estate. The bank is the “trustee” of the trust and the actual purchaser the “beneficiary.” The beneficiary can be a single person, multiple partners, a foreign corporation, an estate trust, a living will, or any other entity. Only a Mexican bank can act as trustee of these types of trusts, and it is common for U.S. and European investors to use the Mexican subsidiaries of international banks for these matters. The trustee will take instructions only from the beneficiaries. The beneficiary has all incidental rights to the ownership of the real property, including, but not limited to, the right to use, enjoy, occupy, possess, lease, build upon or otherwise improve the property. The beneficiary may also transfer the property by instructing the trustee to transfer the beneficiary’s rights to another qualified owner, or in the case of the death of the beneficiary, by providing in the trust instrument to bequeath the property to an inheritor. It should be noted that an important provision of this type of trust is that it allows for a successor beneficiary, creating in essence a succession structure in the event of the death of the beneficiary. The initial term of the trust is 50 years, and it can be renewed indefinitely for additional periods of 50 years, providing for long-term control of the asset. If the property will be purchased for development or investment purposes, it can be owned through a Mexican corporation, and such corporation may hold fee simple title. No corporation may own land in the restricted zone for personal residential purposes.
SECTION FOUR. Legal.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
Title Insurance Wherever buying real estate, the investor shall always obtain title insurance to protect the investment. Most major U.S. title insurance companies have operations in Mexico and offer title insurance for the purchase of real estate in most areas. Title Insurance is purchased for a one-time fee and, once acquired, protects the policy holder as long as there is a vested interest in the property. Title insurance is a contract of indemnity that protects the property rights transmitted to a new property owner/lender and indemnifies the policy holder against damage or loss arising from a defect in title. Title insurance typically covers:
Invalid documents executed under expired/non-existent power False assumption of identity concerning the legitimate property owner Liens and financial burdens charged to the previous property owner Non-registered easements Hidden heirs of previous owners Frivolous lawsuits on property title
Escrow Until recently, the concept of an escrow company, as understood in the U.S., did not exist in Mexico. With the advent of the North America Free Trade Agreement (NAFTA), the major title insurance companies, along with their escrow departments, found reasons and motivation to open up for business in Mexico. Most major title insurance companies in Mexico have escrow departments in the U.S. to provide all parties with the comfort necessary in a real estate transaction. This has allowed for reputable third-party escrow services (e.g., Title Company) to hold money in individually U.S. numbered and insured escrow accounts until all matters and items required for closing in Mexico are completed and the property rights have been transferred to the purchaser.
SECTION FOUR. Legal.
When purchasing property, one of the most important considerations for both a buyer and a seller is whether and under what conditions the transaction funds will be safely held and distributed by an independent party. In an international transaction, this issue is even more important and often complicated, as either the purchaser or the seller may not be familiar or comfortable having funds deposited in an unfamiliar jurisdiction or with an unfamiliar attorney or bank. Utilizing escrow services provides cost-effective security to all the parties involved in a real estate transaction.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
Closing Costs Any purchase of property will incur closing costs. Mexico is no different. The typical and customary closing costs for the purchase of real property in Mexico include permit fees, notary fees, Acquisition ax, certificate of no liens, appraisal and registration or recording fees. What amount the closing costs will be may vary, especially if the fees are negotiated favorably for matters such as appraisal, notary fees, and other items that are not regulated or set by law. Depending on the state where the property is located and the notary public involved, it should be assumed
that typical closing costs will run approximately 5% to 7% of the purchase price. The primary fee, and the most important fee at closing, is the Acquisition Tax. This tax is paid by anyone purchasing or acquiring property in Mexico, whether a Mexican citizen or a foreign buyer. The acquisition tax is 2% of the purchase price (and may be somewhat higher in certain jurisdictions that may impose some form of local tax) and is paid when the actual closing takes place and the transfer deed is recorded.
Notary Public A Notary Public is required for the purpose of handling the closing of any real estate transaction in Mexico. The Notary “Notario Publico” is much different than in the U.S., they are highly qualified attorneys that act as Clerks of the Court. They are invested with public faith, they verify the identity of the parties,
and are responsible for the legality of the content in civil contracts. They also withhold taxes, protocolize documents and order the public deed (escritura publica) to be recorded with the local property public registry (Registro publico de la propiedad).
Some Tax Considerations A Notary Public is required for the purpose of handling the closing of any real estate transaction in Mexico. The Notary “Notario Publico” is much different than in the U.S., they are highly qualified attorneys that act as Clerks of the Court. They are invested with public faith, they verify the identity of the parties,
SECTION FOUR. Legal.
and are responsible for the legality of the content in civil contracts. They also withhold taxes, protocolize documents and order the public deed (escritura publica) to be recorded with the local property public registry (Registro publico de la propiedad).
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
Closing Costs in Mexico Loan Origination Fee This is the fee that the mortgage broker gets paid for originating and funding your loan. In Mexico, there is no Yield Spread Premium being paid by the bank. Yield Spread Premium or YSP is what the bank pays the mortgage broker for selling a particular interest rate. Payment of YSP is the reason that in the US, you can get a zero origination (zero point) loan. The mortgage broker is selling a higher rate to the client and he is being compensated by the bank. In Mexico there is no YSP paid. The rates are fixed and there is no ability to buy down the rate or for the broker to sell a higher rate. In Mexico all mortgage broker income is paid by the borrower and it is disclosed on the good faith estimate. In the US the standard broker income is 2% per transaction. Here in Mexico, the income remains the same whereas the timeframe and workload for the mortgage broker is easily quadrupled. Appraisal Fee In Mexico there are 2 appraisals conducted for every financing purchase. They are the Commercial appraisal and the catastral appraisal. They are described below individually; Commercial Appraisal This is the appraisal conducted by the lender for their value purposes and your loan purposes. It is done in a US style and is done by a US certified and bank approved appraiser. Each lender has it’s own way to calculate this fee, but it ranges in price. Catastral Appraisal This is the appraisal conducted for Mexico valuation purposes. It records the value of your new home with the Mexican government. Credit report fee This fee is a direct cost of your broker pulling your credit report. Processing fee This is the fee for the processing of your loan. Underwriting fee/ Wire transfer fee/ Funding Fee/ Courier fee These fees are all bank related fees and all represent their respective services.
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Closing Costs in Mexico Shipping/ handling fee There are several sets of documents that your mortgage broker mails internationally during the course of your loan. This fee represents these charges. Lender transaction fee In Mexico, there is a 1% fee due to the lender in some cases for the use of their product. This is very different to the US where the lenders are competing for your business. In Mexico there are only a couple of lenders and there is much demand for their product and this is the fee levied to their consumers. Depending on which loan program you choose, you may or may not be subject to this fee. Settlement or Closing fee In Mexico it is the charge that any 3rd party closing company will bill you for all the services that are inherent to a real estate closing transaction, such as the processing and management of all related permits, (fideicomiso, appraisal, notary coordination, etc.). Notary fee A U.S. notary and a Mexican notario have completely different responsibilities. A notario is a state appointed attorney. A notario’s signature needs to be on every title recorded or it will not be valid in Mexico. Their fee is non-negotiable as is their participation in your transaction. SRE Permit This permit attaches itself to the home. For us to order this document, we collect the water bill, tax bill, copy of current title, condominium regime and all homeowners association docs and submit them to the Ministry of Foreign Affairs (SRE). The SRE permit can take anywhere between 2-4 weeks and is handled by the bank acting as fiduciary or the closing company. Trust setup fee Your mexican bank trust or fideicomiso as it is legally called is the 3rd party instrument used for you to take title. It gives you a renewable 50 year term which is incidental to ownership rights on the property and it the legal instrument that has been used by individual foreigners to take residential title in Mexico since the 1972.
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Closing Costs in Mexico Trust first year fee Your yearly trust fee is fixed and is prepaid at the beginning of each year. Trust recording fee (AKA Trust Registration and Guarantee Registration) This is the fee paid to record the trust with the Government. It is based as a percentage of the catastral appraisal which is essentially your purchase price. RNIE This fee is related to the setup of your trust, consisting in the National Registration of Foreign Investment. Acquisition tax This is your real estate transfer tax. It is paid at the time of initial transfer of title and is paid every time there is a transfer of title in Mexico on any property. The yearly property taxes thereafter are miniscule compared to the US. (approx $500USD average). No liens certificate This certificate ensures that your property is free of liens.
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Securities Law/Warning to Agents We are to sell a lifestyle not an investment opportunity, please refrain from using comparables and/or investment data when dealing with a potential client. Any questions regarding investment opportunities shall be answered by the following: “Being that we
are a subsidiary of a NYSE publically traded company and subject to securities and exchange regulation in the U.S., we cannot disclose any investment data�. Please recommend potential buyers seek the option of a 3rd party professional regarding any investment advice.
Letterhead/Logo Policy 1.
All documents with letterhead/logo must be approved by the legal department. The legal department will respond within a maximum turn time of 24 hours. The more documents received well in advance, the easier it will be to streamline the process and create default preapproved formats.
2.
Contract material can only be approved in writing by the legal department and must NEVER be printed on logo paper.
3.
It is recommended each department securely control the logo paper for your area office.
Staff members and/or Agents failing to follow the aforementioned policy may be subject to an immediate dismissal for violation of company policy.
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Prospect Registration Form
n Form
atio rospect Registr P o ic ĂŠx M e d Las Villas LVDM-S-001 TM
formation
Registration In
tion Number Client Registra t Co-Broker Agen
ear)
y|y tration (month|da Date of Regis LVDM Agent e Referral Sourc
on passport) (As it appears on passport) (As it appears
Information ospect Contact
Pr
Name Spouses Name Home Address
Cell Number
LE
City Home Phone Email Address
Country
Zip/Postal Code
State/Province Fax Number
ation
Personal Inform
Marital Status
|day|year)
Birthday (month |day|year) Birthday (month
SA MP
Occupation Occupation
on
ati Lodging Inform
me Hotel /Villa Na Phone Number Local Contact
asing terest in Purch I. Level of In 3 2 1
condary a Primary or Se 4
II. Do You yes tions? in ďŹ nancing op III. Interested ion rat de nsi Co operty Under Waterfront IV. Type of Pr
ur Ownership
Intent?
nce
Primary Reside
,000 $475,000-$1,000 ve None of the abo
9
10
3-6 months
a la
Two Level Vil
One Level Villa
Investment
Vacation
/Retirement
Second Home
0
00,000
$1,500,000-$2,0
deration
e Under Consi VII. Price Rang
8
Mountain Are
Your Needs? uld Best Meet t Residence Wo nhome One Level Tow V. Which Resor m iniu dom One Level Con
highest)
xico (1=lowest, 10=
no
Golf Course
VI. What is Yo
7
1-3 months
Immediately
ase: Intend to Purch
Residence in Me
6
5
te (month|day|year) Departure Da
00,000 $1,000,000-$1,5
Above $2,000,00
nature
ture Prospect Signa
Co-Prospect Sig
on (To be completed by
terest Informati
Development In est Region of Inter
SECTION FOUR. Legal.
agent)
of Development
Interest
Unit Type
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Co-Broker Instructions
structions Co-Broker In -S-002 LVDM
:
r residential Front Door. Ou Mexico at Your uniquely crafted homes o, The Best of lly xic rfu Me ste de ma las s, Las Vil amenitie welcome you to ass service and to -cl re rld ns. asu wo sig ple th de a wi l It is vide you architectura designed to pro s and colorful tate development is o´s rich tradition ssion to Real Es turies of Mexic rate of commi wrapped in cen onship as per nt) + IVA (tax) ati rce rel pe ct ur spe (fo a 4% no current pro d the Mexico to offer whom we have transaction an of Las Villas de someone with egrity of each s It is the policy and procedure protect the int introduce us to y ies to o lic the po xic ed Me vid the below are s Villas de Companies, pro erefore, listed objective of La Th . the ed is olv It inv . ls our database tate professiona ons. of the Real Es s and commissi representation ct of registration ses links the prospe ces pro the purposes which related to for registration provided for all ce be offi ll wi DM n LV tio tra ts prospect to (Copy of Regis fessional presen DM database Real Estate pro inside the LV period. e professional y tat da Es 90 a al Re for to the ain valid ission (of the trations shall rem a 0.50% Comm parties). Regis rchase ll be entitled to Promissory Pu registration sha a ct ts spe sen pro pre y the an olved in l/comp tate professiona e professional inv Es tat al Es Re al er Re oth he *T which an . cumstances in ed 90 day period 4% total) in cir the aforemention with earnest accepted within to LVDM along contract that is d by prospect Escrow de payable to Contract signe ma les Sa be to ory iss are checks ts Prom 00/100 USD); fessional presen rs lla pro e Do d tat Es san al Re ive Thou of $5,000.00 (F money deposit ple check). calendar r attached sam ount within 30 Company (as pe o the Escrow acc Sales Price int the of t . en lid va wn Paym tract to remain wire transfer Do ned for the con Prospect must contract is sig released date the sales the m price has been fro ys da w the total sales s of the Escro when 100% of y ion an dit mp con Co d e an terms Real Estat xico as per the be paid to your Me ll de wi s las ion Vil iss s Comm paid to La w account and from the Escro nt. me ree Ag pany Owner)
(Real Estate Com
SA MP
LE
Dear
Sincerely, Sales Manager xico Las Villas de Mé
tructions Version
l/Co-Broker Ins
HXMTD/Lega
SECTION FOUR. Legal.
3.0
1
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Co-Broker Commission Agreement
LVDM-S-002.1 AGENCY COMMISSION E TWEEN IV BE US D CL AN EX BY NONTERED INTO ONAL EN GI T RE EN BY EM AGRE ESENTED AS THE DE CV, REPR FERRED TO HXMTD SA RE R TE AF HEREIN DIRECTOR, HER HAND BY D ON THE OT FERRED TO PRINCIPAL, AN INAFTER RE RE HE , ING __ THE FOLLOW TO NT UA ENT, PURS AS THE AG S: D CLAUSE RECITALS AN RECITALS ES: CIPAL STAT I. THE PRIN
a)
COMISION IVO DE NO EXCLUS UNA PARTE R CONTRATO PO AN QUE CELEBR RECTOR MERCANTIL TADA POR DI CV REPRESEN SIVO SE LE CE SU HXMTD SA DE LO A QUIEN EN RA PARTE REGIONAL, E, Y POR OT EL COMITENT EN LO IEN QU DENOMINARA A ____________, SIONISTA, MI CO EL _______________ RA LE DENOMINA ACIONES Y SUCESIVO SE TES DECLAR LAS SIGUIEN AL TENOR DE CLAUSULAS: NES DECLARACIO EL I. DECLARA
orporated corporation inc variable-capital instrument That it is a ntry, by public cou our of s law 2008 pursuant to the February 26 of Thirty-nine dated Diaz, 11,246 Volume Gerardo Gaxiola y rne atto of h the fait which executed before te of Sinaloa and Sta the in 167 ber perty and Notary Public num the Public Pro is duly filed at ntile first testimony aloa under merca Sin an, liac Cu try of th 2008. Commerce Regis 29 ry rua Feb ed 47-1 dat electronic filing 774 necessary to and the means ive legal capacity t its representat b) That it has tha d an nt, agreeme of d by the terms enter into this un bo be to rs y powe have not been te has all necessar da s thi of which as this agreement, y manner. or limited in an either revoked
iable a de capital var sociedad anónim diante me s, paí a) Que es una stro nue me a las leyes de o constituida confor Trigésimo Noven 11,246 Volumen rardo Ge . Lic escritura pública del fe la rero de 2008 ante ado de de fecha 26 de feb No. 167 del est notario público o en el Gaxiola Díaz, onio quedo inscrit tim tes r me pri de Sinaloa, cuyo y del Comercio de la Propiedad rcantil Registro Público ción de folio me crip ins la o baj a, Culiacán, Sinalo febrero 2008. 1 de fecha 29 de electrónico 77447medios jurídica y los con la capacidad o que b) Que cuenta contrato, así com te sen pre el ar ebr a suficientes para cel des necesarias par ulta fac las con cuenta su representante trato, mismas que con te sen pre del inos as de obligarla en los térm das ni restringid han sido revoca a la fecha no le manera alguna.
tative of sales represen d the exclusive SA de CV an can c) That it is lia Cu de obiliarios (both hereinafter Proyectos Inm CV de RL de l Centro S Casas Beta de owing properties: veloper) for the foll referred to as the De are 70,903.352 squ velopment of rios de Real estate de i.) yectos Inmobilia Pro by d ne meters ow ated at lot RSCV which is loc Club Culiacan SA de ment known as lop ve de r ste San III within ma . 119, of road Km at é Jos n bo, Campestre Sa San Jose del Ca o, ert pu ero -A Jose del Cabo o. xic Mé r, Su a Baja Californi
ission Agreeme o-Broker Comm
l/C HXMTD/Lega
SECTION FOUR. Legal.
: COMITENTE
Proyectos tas exclusivo de resentante de ven ta del c) Que es el rep CV y Casas Be de SA án liac Cu esivo, Inmobiliarios de bos en lo suc (am CV de RL a Centro S de dios identificados pre los a par Desarrollador) 70,903.352 continuación: obiliario de Desarrollo Inm propiedad de Proyectos i.) os, rad ad cu metros SA de CV, de Culiacán Inmobiliarios I dentro del -II RS te Lo mo identificado co ub Campestre Cl do na mi no ramiento Desarrollo de km. 119 del Lib en San San José en el bo-Aeropuerto, Ca l de é Jos San lifornia Sur, bo, Baja Ca José del Ca 1
nt Version 2.5
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Referral Source Contract
rce Contract Referral Sou-S002.2 LVDM
Dear
:
understand errals. Please e a source of ref om units sold. bec the to of u ce yo pri to invite the sales . A year o I would like on of 0.25% of 0% xic ssi 0.5 Me mi of De com on a las ssi u Las Vil al commi ll bring yo On behalf of id to referral resulting in a tot two (2) sales wi t r, pa firs yea are h s the eac ion in es iss ult o sal xico. Comm h. referrals that res after the first tw Las Villas de Me ignated by suc rease by 0.25% registered with or anybody des Commissions inc the Developer the day you are to m ed fro eas ys rel da n 5 s bee is defined as 36 price deposit ha 0% of the sales ng real sources once 10 st in purchasi y have intere or email us at those who ma to s ial ter ma ation: or marketing following inform business cards at erested parties Simply hand call our office e us with the int tact time and vid con pro a to set , estate
LE
(Referral Source)
SA MP
1. Full Name(s) tion/Address 2. Lodging Loca rture locally 3. Date of Depa n be contacted r where they ca be m nu ll 4. Phone ca r ou are expecting 5. The time they act within omissory Contr s must sign a Pr
ration for 90 days of regist
Client
Thank
k forward to orts and we loo you for your eff
ny Commission
sending you ma
be valid.
Commissions to payments.
Sincerely,
Sales Agent xico Las Villas de Mé , hereby agree
to be a source
lowing pages
I
the fol ormation on mplete the inf
and return it
o.
s Villas de Mexic
La of referrals for
to your agent.
Please co
SECTION FOUR. Legal.
n-Version 3.0
rce Registratio
l/Referral Sou
HXMTD/Lega
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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International Co-Broker Instructions
ions roker Instruct -B o C l a n o ti a Intern -S-002.3 LVDM
:
r residential Front Door. Ou Mexico at Your uniquely crafted homes o, The Best of lly xic rfu Me ste de ma las s, Las Vil amenitie welcome you to ass service and to -cl re rld ns. asu wo sig ple th de a wi l It is vide you architectura designed to pro s and colorful tate development is o´s rich tradition ssion to Real Es turies of Mexic rate of commi wrapped in cen onship as per nt) + IVA (tax) ati rce rel pe ct ur spe (fo a 4% no current pro d the Mexico to offer whom we have transaction an of Las Villas de someone with egrity of each s It is the policy and procedure protect the int introduce us to y ies to o lic the po xic ed Me vid the below are s Villas de Companies, pro erefore, listed objective of La Th . the ed is olv It inv . ls our database tate professiona ons. of the Real Es s and commissi representation ct of registration ses links the prospe ces pro the purposes which related to for registration provided for all ce be ofďŹ ll wi DM n LV tio tra ts prospect to (Copy of Regis fessional presen DM database Real Estate pro inside the LV period. e professional y tat da Es 90 a al Re for to the ain valid mmission trations shall rem to a 0.50% Co parties). Regis ory shall be entitled sents a Promiss ct registration pre spe ny pro pa the om l/c in involved professiona e professional er Real Estate tat Es oth al an Re d. ich he rio wh *T ces in d 90 day pe al) in circumstan aforementione (of the 4% tot ted within the with earnest ct that is accep to LVDM along Purchase contra d by prospect Escrow de payable to Contract signe ma les Sa be to ory iss are checks ts Prom 00/100 USD); fessional presen rs lla pro e Do d tat Es san al Re ive Thou of $5,000.00 (F money deposit ple check). n 30 r attached sam y Account withi Company (as pe Escrow Compan les Price into the . Sa lid the va of ain t en rem wn Paym the contract to wire transfer Do ct is signed for Prospect must the sales contra s been from the date ys da r al sales price ha da en cal 0% of the tot the y when the 10 conditions of an d an mp Co ms e ter tat Real Es as per the las de Mexico be paid to your ll Vil s wi s La ion to iss id Comm ount and pa the escrow acc released from nt. me ree Ag w Escro pany Owner)
(Real Estate Com
SA MP
LE
Dear
Sincerely, Brett Sawyer
Sales Agent International xico Las Villas de Me
SECTION FOUR. Legal.
ions Version 3.0
roker Instruct
ternational Co-B
HXMTD/Legal/In
1
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International Co-Broker Agreement
LVDM-S-002.4 AGENCY COMMISSION TWEEN IVE BE US D CL AN EX NNO TO BY ENTERED IN RNANDO T FE EN BY EM D RE AG ESENTE DE CV, REPR RRED TO HXMTD SA AFTER REFE HEZ, HEREIN ND BY NC HA SA R O HE EN OT MOR ON THE R CIPAL, AND HEREINAFTE AS THE PRIN , THE TO __ NT UA ENT, PURS AS THE AG REFERRED TO AUSES: TALS AND CL CI RE G IN FOLLOW RECITALS ES: CIPAL STAT I. THE PRIN
a)
COMISION IVO DE NO EXCLUS UNA PARTE R CONTRATO PO AN QUE CELEBR RNANDO MERCANTIL TADA POR FE CV REPRESEN SUCESIVO SE LO HXMTD SA DE EN IEN NCHEZ, A QU R OTRA MORENO SA TENTE, Y PO RA EL COMI QUIEN EN LO A , LE DENOMINA ___ ___ _______________ SIONISTA, PARTE ______ RA EL COMI LE DENOMINA ACIONES Y AR CL SUCESIVO SE DE S TE LAS SIGUIEN AL TENOR DE CLAUSULAS: NES DECLARACIO EL I. DECLARA
orporated corporation inc variable-capital instrument lic That it is a pub by y, ntr laws of our cou 2008 pursuant to the February 26 of Thirty-nine dated xiola Diaz, Ga do 11,246 Volume rar Ge y rne the faith of atto which executed before te of Sinaloa and ber 167 in the Sta perty and Pro blic Notary Public num Pu the is duly filed at rcantile first testimony Sinaloa under me try of Culiacan, th 8. 200 Commerce Regis 29 ry 47-1 dated Februa electronic filing 774 necessary to and the means legal capacity resentative rep its t b) That it has tha d agreement, an terms of the by d enter into this un bo y powers to be t been no ve ha te has all necessar da s which as of thi er. this agreement, nn y ma or limited in an either revoked tative of sales represen the exclusive CV and de SA can c) That it is lia obiliarios de Cu th hereinafter (bo Proyectos Inm CV de RL l Centro S de Casas Beta de owing properties: veloper) for the foll referred to as the De are 70,903.352 squ velopment of s de Real estate de i.) s Inmobiliario cto ye Pro by meters owned ated at lot RSCV which is loc Culiacan SA de known as Club nt me lop ve de r III within maste 9, of road San José at Km. 11 , Campestre San Jose del Cabo n Sa o, ert pu -Aero Jose del Cabo o. xic Mé r, a Su Baja Californi -Broker Agree ternational Co
l/In HXMTD/Lega
SECTION FOUR. Legal.
: COMITENTE
iable a de capital var sociedad anónim s, mediante paí a) Que es una stro nue de es me a las ley o constituida confor Trigésimo Noven 11,246 Volumen Lic. Gerardo escritura pública del fe la e ant 8 rero de 200 do de de fecha 26 de feb No. 167 del esta notario público o en el crit Gaxiola Díaz, ins do que o mer testimoni de Sinaloa, cuyo pri y del Comercio de la Propiedad mercantil o Registro Público foli de n ció a, bajo la inscrip Culiacán, Sinalo febrero 2008. 1 de fecha 29 de electrónico 77447medios jurídica y los con la capacidad o que com así o, b) Que cuenta trat con ebrar el presente rias para suficientes para cel facultades necesa las con nta cue e que su representant contrato, mismas inos del presente tringidas de obligarla en los térm revocadas ni res o sid han le a la fecha no manera alguna. Proyectos tas exclusivo de resentante de ven Casas Beta del y c) Que es el rep CV de SA Culiacán esivo, Inmobiliarios de bos en lo suc RL de CV(am Centro S de identificados a s dio pre para los Desarrollador) 70,903.352 continuación: obiliario de Desarrollo Inm propiedad de Proyectos i.) os, metros cuadrad SA de CV, de Culiacán ntro del Inmobiliarios Lote RS-III de mo co o ad fic identi Campestre nominado Club ramiento de lo rol sar De km. 119 del Lib en San San José en el o, Cabo-Aeropuert a Sur, San José del Baja Californi , bo Ca l de José
ment Version 2.5
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International Reservation Agreement & Receipt
t & Receipt
en ervation Agreem es R l a n o ti a rn 003.1 Inte LVDM-S-
# SERVATION
PRIORITY RE
SERVACIÓN
CARTA DE RE
N LETTER
vo “Carta de (en lo sucesi Reservación HXMTD r una parte n Carta de po tio rva ran eb ese cel “R e qu after Fernando Reservación”) Letter (herein este acto por een n en tw tio a be va d tad ser an y en Re res This into by CV rep “Promotor”) ndo SA DE de and entered lo sucesivo Letter”) is ma herein by Ferna Sanchez (en ted o en ren res Mo rep d CV r”) an HXMTD SA DE after “Promoto hez (herein nos y Moreno Sanc base a los térmi eservante”) en lo sucesivo “R (en ing low fol uientes: subject to the condiciones sig ssignee”) both (herein after “A palabras s: del contexto, las ion dit con requerimientos plural terms and Excepto por los sma manera en mi es, la uir de req rán entende he rw ise ción las en singular se e co nt ex t ot rta de Reserva d th Ca an l te ere ra sen wh plu pre e Ex ce pt tendrán el inc lud e th eversa. En la n se describen g th e sin gu lar low ing y vic a continuació wo rd s de no tin n let ter th e fol palabras que is Re ser va tio set th ing In . an rsa me o: ve e cad vic e have th siguiente signifi pr ess ion s sh all wo rd s an d ex ado por el rollo seleccion : low be xico: El desar t Mé ou las de Vil s La by ject uación: ing selected pro cliente a contin xico: The follow 2 dad Las Villas de Mé .352 mt , propie obiliario de 70,903 de the Assignee: a) Desarrollo Inm Culiacán SA de re ios ua iar sq Inmobil del ,903.352 -III dentro de Proyectos lopment of 70 RS ve te de de Lo ate ios est mo o co a) Real San José os Inmobiliar CV, identificad b Campestre d by Proyect RSnominado Clu meter s owne l Cabolocated at lot Desar rollo de CV which is to San José de b de ien Clu am SA as br n n Li ca l de Culia lifornia nt know en el km. 119 Cabo, Baja Ca l ster developme se de Jo ma sé n in Jo Sa th n d wi Sa III . 119, of roa Aeropuerto, en ja n José at Km Ba Sa , re bo est Ca l mp Ca Jose de Sur, México; puerto, San d 2 del Cabo-Aero 3 mt , propieda r, México. iario de 14,480.5 California Su SA de CV, rrollo Inmobil esa cán lia b)D Cu s de meter n Inmobiliarios ,480.53 square rina de Cabo Sa de Proyectos elopment of 14 Lote 13 en la Ma liacan SA de b) Real estate dev biliarios de Cu ntificado como mo ide o. In xic os Mé of ect r, a oy rin lifornia Su owned by Pr within the Ma Lucas, Baja Ca ated at lot 13 2 México. CV which is loc piedad California Sur, ja ,043.47 mt pro Ba , cas Lu mobiliario de 71 e es Cabo San c) Desarrollo In RL de CV qu de s S ter o me ntr Ce are del erto 3.47 squ de Casas Beta l Desar rollo Pu pment of 71,04 de elo ich dev -27 wh ate UC CV est te Lo c)Real enida de RL de ubicado en el ta del Centro S lkán al sur, la av ku Be nt Ku sas me rd Ca op va vel by d ule De Bo owne thin the norte y el Mar Cancún, entre lot UC-27 wi n to erto Juárez al is located on Blvd. Kukulka ak al oeste, Pu een mp tw o de Cancún, na be ert Bo in Pu un Canc z Port Ciudad y named Puerto the west, Juare al Este en la e to de Quintana rib o ak Ca tad mp na Es Bo t, in o Juárez, the south, Ave. Ocean to the eas ipio de Benit an be nic rib Mu Ca the o d Benit to the north an municipality of Roo, México. rt of Cancun, the city and po Roo, México. a an int Qu of Juarez, State
SA MP
LE
RESERVATIO
HXMTD/Legal/
SECTION FOUR. Legal.
International
ipt Version 3.0
ement & Rece
Reservation Agre
1
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Offer Purchase
rchase Offer to Pu3.1 .2 LVDM-S-00
Date
lete Name:
Offeror’s Comp Address:
State/Province:
City:
Zip:
Country:
Office Phone:
Home Phone:
E-mail:
SA MP
Unit Number: ion/Comments: Unit Descript
LE
Mobile Phone:
: Purchase Price ount: Am sit po d) Offer De ck, Credit Car , Personal Che ent: (Wire transfer ym Pa of d Due on: Metho t: Down Paymen
paid under the
:
following terms
Balance:
ns:
Other Conditio
e
anc roval and accept to written app ent are subject ance. and Down Paym t ept acc oun s Am ler it Sel pos e of Price, Offer De le until the tim ioned Purchase pletely refundab The aforement Seller are com monies paid to by Seller. Any
e/Signature) Offeror’s (Nam
ame/Signature)
Co-Offeror’s (N
accept Seller) hereby de CV (Offeree/ herein I, HXMTD SA ions described dit con and e terms the Offer & Sal
tor
Regional Direc re) t (Name/Signatu
Sales Agen
se Version 3.0
l/Offer to Purcha
HXMTD/Lega
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Credit Processing Authorization Letter
tion Letter
ing Authoriza Credit Process .3
LVDM-S-003.1
SA MP
LE
fter, “The DE CV (hereina e HXMTD SA ernational int or an xic hereby authoriz Me y with y acts before an credit or loan all the necessar obtain a home on my behalf, I, r to carry out, cessary steps to ne /he the him e for tak er ”), to Broker”) in ord fter “The Bank ution (hereina “The Bank”. dit or financial instit s established by s to obtain a cre ion dit con d sary procedure the terms an ng out the neces ryi car for ely siv solely and exclu thorization is The present au agrees to: “The Broker” ore “The Bank”. ref the d loan, an and deliver it to the undersigned n information of d an n documentatio tio nta cume livering all the Receive the do lecting and de col of se rpo the pu he Bank”, with . ation with “T ned procedure Be in communic the aforementio for y sar ces ne on credit or loan. and informati for obtaining the e “The Bank” for be ure ing the ced pro Bank”, includ low up of the rrower of “The Carry out a fol he Bank”. as possible bo “T n by tio n lua tio eva ma result of my of Credit Infor municate the the Companies Obtain and com tation made to nt to the consul ere inh credit or loan. on ati inform obtaining the “The Bank” for procedure with the to d ate rel service Carry out any or any other ments, letters my behalf, agree on n, sig to ed . ll be authoriz y be generated tance is or sha “The Bank” ma der no circums me in favor of l, The Broker, un ations against lig ob er” shall be rea ich wh ough t to “The Brok document, thr ation I submi ll not lead to orm sha inf d d an an n me to ntatio ctions errors known t all the docume ll not contain and criminal san and accept tha or amended, sha administrative I hereby state t be modified are of all the no aw ll am sha d , an ive edge precise, effect ore, I acknowl ts. ion, and theref t false statemen misrepresentat ns that presen rso pe the to applicable
Sincerely,
me/Signature
Clients Full Na
Witnesses: nature
Name and Sig nature
Name and Sig
horization Ver
it Processing Aut
HXMTD/Cred
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Reimbursement Solicitation
ent Solicitation Reimbursem LVDM-S-003.3 r
th | day | yea DATE mon
tor Regional Direc xico Las Villas de Me
e
Clients Full Nam
I,
to:
LE
posit made Reservation De le refund of my icit the applicab
hereby sol
year
.
SA MP
. de C.V. ra PICSA S.A Administrado . C.V de . S.A D HXMT , 20 of month on the day
Please
ount:
lowing bank acc
nsfer to the fol
ent by wire tra
le reimbursem make applicab
Bank Name:
Bank Account
Number:
Federal Routing
Number:
SWIFT Code:
ABBA Number:
ment
DM Reimburse
Reference: LV
me/Signature
Clients Full Na
sion 3.0 t Solicitation Ver l/Reimbursemen
HXMTD/Lega
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Feedback Form
k Form Client Feedba00c4 LVDM-S-
son(s) you have
1.Please check rea
purchase a chosen not to
oTM at
s Villas de Mexic
home from La
ries A-E
and rate catego
(location) RATE
the highest)
is on a 10 scale (10 is the highest) re on a 10 scale (10 t) A. Architectu (10 is the highes le sca 10 s a itie on t) B. Amen le (10 is the highes ality Qu sca n 10 tio a on ruc t) C. Const le (10 is the highes sca 10 a ion on cat D. Lo nt ng me ici this mo E. Pr cumstances at My Personal Cir F.
LE
CHECK
a 1-10 scale
.
SA MP
perience on of your sales ex 2. Rate the qualityexperience from being a 10? the What kept
A.
B.
C.
3. Do you wish to
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las de Mexico
receive Las Vil
ail? updates via e-m
E-mail address:
ck Version 3.0
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Evite Package Content
t
Conten Evite Packa-S-ge005 LVDM
or plans
d associated o
Home types an
lopment
within the deve
Home locations
n documents
LE
Home acquisitio
on
Legal informati
ation
sociation inform
Homeowners as
le
n event schedu
SA MP
Home selectio
enities
Development am
ms
exicoTM Progra
Las Villas de M
TM ogram 1. Casacare Pr TM Program 2. Opendoor m eTM Golf Progra 3. Whole In On TM ogram Concierge Pr 4. Si Lifestyle
5. Beach Club
Program aTM
6. Whitesand Sp 7. Yacht Club
l/Evite Pkg Ver
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Welcome Letter
r Welcome L5.1ette LVDM-S-00
lder:
Reservation Ho
ur of Mexico at yo oTM , “The Best ing your new s Villas de Mexic ect La sel is t of s tha ces le pro sty the each of you to the life signed to make ss the needs of re to welcome e” has been de It is my pleasu r goal is to addre “Event Packag TM ”. The attached le process . Ou ab joy en d or an do , front ple, fun xico home a sim Las Villas de Me following areas: meowners in the ho l tia ten po r ou or plans d associated flo t Home types an the developmen n thi wi s on Home locati cuments do n itio uis Home acq on Legal informati ation ociation inform Homeowners ass nt schedule eve ion ect sel Home amenities Development s TM xico Program Me de las Vil s La TM Prog ram 1. Casacare TM Program 2. Opendoor ogram TM One Golf Pr TM 3. Whole in ierge Program nc Co yle est 4. Si Lif b Program 5. Beach Clu SpaTM 6. Whitesand vel b Clu ur “Event” tra t ch Ya 7. you in with yo TM Prog ram to assist ge ier nc r Si Lifestyle Co pleasure of ou at: . It would be the ct us by phone nta Co ts. en arrangem w we let us know ho ase Ple or by e-mail at: . om sdemexico.c TM te www.lasvilla nd on our websi front door ”. ation can be fou Mexico at your of orm st inf Be al he ion “T Addit me to lco we , ain ag And can serve you.
s de Mexico
TM
SA MP
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Dear Las Villa
Sincerely, Bob Webb Director National Sales
ter l/Welcome Let
HXMTD/Lega
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Bank Trust Application
CATION /TRUST APPLI EICOMISO ID F DE SOLICITUD
/BUYER A. COMPRADOR
(PERSONA FÍS
N) ICA/PERSO
__________ ____________
____________
________
SA MP LE
____________ ____________ o/Full Name et ________ pl om C Nombre ____________ number _ __ __ ne __________ Teléfono/Pho ____________ ____________ e Address om ________ Domicilio 1/H ____________ _ __ __ __ ________ E-mail ____________ ____________ l Address __ ai ____________ Domicilio 2/M ____________ igratory Status __ __ _____ toria/M Calidad Migra ____________ ____________ ionality /Nat __________ Nacionalidad ________ __ __ __ __ Edad/Age __ ______ us Marriage Stat _________ Estado Civil/ ____________ oyment mpl Ocupación/E __________ ____________ te of birth __ __ __ __ __ __________ Place and da de nacimiento/ Lugar y fecha ITUTO/SUB
EFICIARY STITUTE BEN
__ ____________ ____________ __ __ __ __ __ ______ ____________ ____________ o/Full Name et ________ pl Nombre Com ____________ number _ __ __ ne __ ho __ /P __ no ____ Teléfo ____________ ____________ e Address om ________ H Domicilio 1/ ____________ _ __ __ __ __ __ l ____ E-mai ____________ ____________ l Address ______ ai M ____________ atus Domicilio 2/ St ____________ ry to ra ig _ /M __ __________ idad Migratoria __ al C __ __ __ __ ______ /Nationality __________ Nacionalidad ______ Edad/Age ____________ atus __ __ __ _____ riage St ar __ M __ il/ __ iv __ C __ do Esta ______ ________ mployment Ocupación/E ____________ ionship ______ at __ el __ /R __ co __ es nt __ re Pa ____________ and date of birth __ __ __ __ __ ____ Place de nacimiento/ Lugar y fecha
RIO SUBST A.1 BENEFICIA
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CC&R´s
IONES Y RESTRICC SE” NDICIONES JO N CO S, SA NE RE IO PEST IGAC CLUB CAM TO DE OBL REGLAMEN VILLAS DE MEXICO AT S LA “ RA PA
SA MP
LE
OMINIO. I. DEL COND AD CAPITULO IGATORIED y ALES; OBL estándares BASES LEG 1. estructura, LO CU TI te inio de la an ner la AR m om y nd co ar l in de term iento stinado a de y mantenim RSII en el ento esta de ministración icada como Este Reglam que se aplicarán a la ad 70,903.352 m2, identif os de procedimient a, con una superficie tiv Unidad Priva . ro st ae M Condominio S DEFINICIONE 2. mentación: ARTICULO uiente docu ecto” la sig oy Pr l de s ”Documento n José” mpestre Sa stro. stro “Club Ca viembre de 2007, ae ae M M io io in in Condom a) Condom 29 de no 10 del Propiedad en ica 10,336 de fecha noza, Notario iedad Régimen de echiga Espi op itura Públ Ar Pr cr o la Es ej Al de en n o ico ro Públ contenid l Lic. Rubé del Cabo en el Regist te la fe de de San José blico de r, e inscrita otorgada an en la ciudad Pú California su ro do ja st gi ica Ba ub Re de l r n I de Estado lifornia Su CXX, Secció bo. de Baja Ca s Volumen CC n José del Ca del Estado Bis foja 34 Bi ja California Sur, en Sa 34 . No el Ba bajo de do ta Es del la Propiedad la Escritura integrante de ominio. forma parte to del Cond a, en nt ju am gl ad Re se b) al ento, el cu Este Reglam . . de Diseño”) Constitutiva neamientos ctura trucción (“Li ño, construcción, arquite ns Co y ño se forma Dise di y a, a de ur nt ct os ju nt ite ad ie c) Lineam ares de arqu , el cual se ntos y estánd rnas en el Condominio Los lineamie exo “A”. adas exte An ch o fa m y co je to glamen de paisa te de este Re parte integran . ja California Aplicable”) Estado de Ba quier otra Legislación inio para el al Aplicable (“ om n cu ió nd y ac Co r, sl en gi Su d) Le iedad a la lifornia men en Prop de Baja Ca l o municipal que exista Ley del Régi el Estado an ca ra lo l, pa ra vil Ci fede es y que se o nt go et te di cr pe Có de m o co r, Su ento ades legal, reglam r las autorid po ón ici ro tu os fu sp di un se emita en fecha o que inio. uel como este Condom nada por aq aplicables a del moral desig ministrador Ad ona física o rs o pe m la co o r irá do a en ng st lla fu ha rro n o sa ie rg qu De ca titutiva, dor”. El en dicho ad con lo “Administra critura Cons rmanecerá de conformid r” en la Es n y quien pe r Calificado a través o do “Administrado partir de su designació ra te ist en in m am direct un Ad a idas en ministrador ec óminos elija Condominio bl Ad nd ta El Co es . s to de ne blea acio glamen con las oblig tanto la Asam tículo 12.2 de este Re irá pl m . cu le y el Ar chos Aplicab previsto en ndrá los dere Legislación Diseño y la personas, te de terceras amientos de ne Li s lo , to en este Reglam
1
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Settlement Statement
ESTIMATED
T
EN NT STATEM
SETTLEME
er Name of Sell Notary
nt Selling Age . Number Escrow G.F
UNTS **ALL AMO
ED IN
REPRESENT
Buyer
A** OF AMERIC TED STATES OF THE UNI CURRENCY
chase Price 001 Total Pur
IVA , Including s Commission ws: Broker's Sale 100) as follo mission (line Division of Com
100
TD 101 To: HXM TD Agent 102 To: HXM SUBTOTAL
lic Notary Pub al cial Apprais 201 Commer r Appraisal 202 Cadaste Tax Debt No Liens / No of te tifica 203 Cer s istry Filing Fee 204 Public Reg Tax 205 Transfer Public Fee 206 Notary n Tax Gai ital 209 Cap neous 210 Miscella
200
$ $ $ $
$
$
SUBTOTAL
LIC NOTARY PUB
S RELATED FEE
$
SA MP
$
K FEES TRUSTEE BAN SUBTOTAL
d) s (Tax Include Insurance Fee
Escrow & Title e Escrow Fee 401 One Tim e Premium e Title Insuranc 402 One Tim
400
NCE FEES TITLE INSURA ESCROW AND SUBTOTAL
ce ners Insuran / Acct No.: 500 Homeow e Premium ner's Insuranc 501 Homeow 502
600
Prorated From t No.: es / Accoun Other Insuranc
$
15.00
$
150.00
$
10,000.00
$
Through
$
$ $
$ $ $ $ $ $ $
0.06%
-
0.00%
-
0.03%
-
2.00%
-
0.00%
-
$
0.00%
-
-
$
-
$ $
-
0.00%
-
2.59% 0.09%
-
425.00
$
1,150.00
$
0.23%
-
0.09%
-
425.00
$
350.00
$
2,350.00
$
% 0.07 0.07%
-
0.47%
-
0.11%
-
550.00
$
1,725.00
$
2,275.00
$
0.35%
-
0.46%
-
-
$
-
$
-
$
-
$
-
Through
Prorated From
t ty Managemen HOA / Proper year of: Fees for the 601 CCSJ HOA Seller Prorated From Villas Fees 602 HOA Las Seller Prorated From s y Mgmt Fee 603 Propert 604
700
300.00
12,965.00
$
0.10%
-
500.00
$
2,000.00
$
k Trustee Ban eptance Fee eicomiso) Acc 301 Trust (Fid irs) of Foreign Affa mit (Ministry 302 SRE Per inistration Fee Adm t Trus ) ual 303 1st Ann g Investment) ign Fore of y istry g ( tional Reg E (Na 304 RNI
300
$
-
$
-
$
NS
MISSIO SALES COM
-
$
LE
102
To: Referal r To: co-broke
-
$
-
$
-
$
-
$
%
Seller -
$
500,000.00
$
-
$
nt Listing Age Rate: D) Exchange to Dollars (US Pesos(MXN)
chaser Name of Pur perty Name of Pro
Through
Through
Through
Prorated From Fees HOA Other
$ $
$ $ $ $ $
-
-
$
-
$
-
$
-
$
-
$
-
$
-
$
-
-
Through
Prorated From t Managemen s property Membership
ch Club 701 Social Bea Seller Prorated From Club CCSJ ch Bea 701 Seller Prorated From
Through Through Through
LVDM 703 Bach Club Seller Prorated From Membership Club f Gol 704 Seller Prorated From
$
Through Through
bership 705 Other Mem Seller Prorated From
PERTY HOA and PRO SUBTOTAL
$ S MGMT FEE
$
-
$
-
$
-
$
-
$
-
$
-
$
$
-
$
-
$
-
PENDING 800 Utilities : / Account No. 801 Electric
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Escrow Agreement & Disbursement Instructions
W” DE “ESCRO CONTRATO __________) __ __ __ # F (G
REEMENT ESCROW AG ________) __ (GF # ______
SA MP
LE
CASA r una parte, e celebra po representado en de Escrow qu CV ato DE ntr RL Co con DE nde Pardo, ed by CASA BETA DEL CENTRO S urdes del Co de and enter 04 nt that is ma resented in r Maria de Lo Zaragoza Maytorena 22 me rep po ree to CV ac Ag w te DE Escro DE RL with es Alfonso Culiacán, CENTRO S nde Pardo, o en Blvd. Bonanza, Co cili l l mi de , cia do en rte es BETA DEL pa sid 04 urd ento Re por la otra Maria de Lo Zaragoza Maytorena 22 Fraccionami endedor), y this act by o en Culiacán, d. Alfonso con domicili P. 80020 (V a, Blv C. nz __ a in na __ alo Bo __ ss __ Sin l la addre encia and ______ con ento Resid __________ (“Seller”) (Comprador), LE _, Fraccionami an ______ 80020 with EWART TIT __________ C.P. iento de ST __________ _________ tim __ Sinaloa _ en __ __ ns crow), a __ co __ Es __ y __ de nte ____ cencia ______ ge __ __ (A __ are __ __ V. mp __ __ C. co __ __ __ __ of ntificar como YA, S. A. DE __________ d consent les puede ide RIVIERA MA las address at __ with the presence an .DE C.V. ntamente se uerdo con A nju ac , S. co r”) de es se s YA ha ien rte (“Purc las pa ERA MA The qu TITLE RIVI rtes, Estando identified as Pa be s y La ntl joi STEWART n nt with the ent), who ca siguientes: in agreeme (Escrow Ag S Parties being ACIONE Parties, The DECLAR rdo following: común acue de S or N ed ATIO sitario or y el Vend DECLAR w como depo dos El Comprad cro Es 1) de fon Agente mbolsar los en la designan al ner y dese ionados y agree to para mante crow menc Seller hereb Es to d n los an co en ory d er sit os ida as conform depositad t as depo The Purch 1) mento. funds rcera y de Escrow Agen Clausula Te iciones del presente instru designate the ge and disburse the ed in nd na posit términos y co handle, ma ause and de the Third Cl the terms mentioned in reement with jeto del account in ag w cro inmueble ob Es the __ rdan que el ns set herein. al ________ partes acue du s ivi La Ind and conditio d 2) el Lote la Unida Contract ubicado en Contrato es rio object of this ilia o the ob t sm al inm mi tha llo agree of the Re o Cancún, del desarro The parties _________ 2) sarrollo Puert vard Kukulkán al ual Unit ____ d as Lot UC-27 in the -27 del De ule UC Bo is the Individ fie tre o nti do en located in lopment ide oeste, Puert que es ubica nt, which is Estate Deve nampak al la nampak un Developme Avenida Bo al Este en Bo nc , e la Ca rib uth r, o so Ca su ert r the Pu to rte y el Ma nicipio de and the d Kukulkan Juárez al no Cancún, Mu rt to the north port of between Blv Puerto de st, Juarez Po d Roo, México Ciudad y Ave. to the we to the east, in the city an ate of de Quintana o tad Es z, St a Benito Juáre Carribean Se ipality of Benito Juarez, nic (Inmueble). l Property). Cancun, Mu consenso Mexico (Rea o, Ro a an te y en Quint voluntariamen ___________ como Las partes __ __ __ ) 3) ________ trucción (CVC nombran a dora de Cons eptación de añía Verifica ac y consensually mp to Co d ien la an ily ra el cumplim uiente. s voluntar ____ as the designada pa en la Declaración 4). sig The partie __________ 3) s __________ any (CVC) named for fases descrita designate __ mp Co r es he as que las ph Vouc y aceptan ptance of the Construction reconocen as en la ce and acce Las partes olso contenid nto se the performan following Declaration 4). mb 4) se De de me the Instrucciones sente instru described in que se xta del pre pt that the Clausula Se diversas fases, mismas e and acce th niz og Six de rec the an s in rm nera: nfo ined co ma nta The partie co nte s uie on 4) sig cti la t Instru es, same constituyen de Disbursemen various phas rra conformed of following: ientos de tie Clause are by the cio de movim ted ini : y obra titu (1) ns o co Un Fase de estructura which are n ció ina lm :cu Fase Dos (2) negra unidad al : entrega de undbreaking tur (3) gro uc : es str Tr (1) of e se Fa mpletion Phase On ncaria (2):top-off, co o a cuenta ba Tw e as Ph rdan crear un recibir, s partes acue a efecto de La w cro 5) shell Es ry dos te de (3):unit delive uir los fon con el Agen Phase Three trar y distrib ne en las po t with the ner, adminis dis un nte co ma ac se nk e ba conform ree to have a maintain, depositados The parties ag in order to receive, 5) 1 t, deposited siguientes: Escrow Agen d disburse funds an administer ing: low fol the to according
Escr HXMTD/Legal/
SECTION FOUR. Legal.
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Tittle Insurance Application
LAND E ON MEXICO LE INSURANC POLICY OF TIT ed in Computer typewriting) R FO N IO AT complet APPLIC must be fully (Application
Information: posed Insured ____________ Applicants or Pro ____________ ____________ ) ____________ nse __ lice __ s er’ hip driv ens rt, itiz 1. Nationality/C I.D., I.e., passpo e a copy or photo Insured: (Please provid ant or Proposed plic Ap of pe Ty 2. O Lender Corporation O Natural Person
O
SA MP
LE
__________ ____________ ____________ ____________ ________ ___ ___ ___ ___ ___ ______ _________ ation: ____________ ____________ General Inform ____ ____________ ____________ ____________ ry ____________ ____________ unt )__ ___ Co me _ ___ Na ___ gal ___ ___ ___ Full Name (Le _ Zip Code ___ ____________ ____________ ____________ ___ ___ te s res Sta Add ___ ___ Street/ Business __ ____City ______ ____________ ____________ ____________ ____________ ____________ Email Address ____________ ty per ___ Pro ___ ty ___ mmuni tion: ______ l Property O Co ____________ Applicant Informa ____________ O Separation of Marita nal/Commercial) cify: ssio Spe d, ofe rrie (Pr Ma If Activity O Married O Single __ ____________ Marital Status: ____________ ___ ___ ___ ____________ _________ ____ Fax ______ ____________ citizens) n xica ____________ Me R.F.C. ______ or (with area code)_ Corporation n ne xica Pho _ Me for ___ (Only _________ ____________ ____________ (If needed): ____________ ____________ ve Information ____________ Billing Address al Representati Leg ____________ or tion ____________ Attorney) of ___ er s Contact Informa res Pow Add the e a copy of _____ Email (Please provid ____________ _______ ____________ ____________ ____________ ____________ Name _________ ________ Fax ___ ___ ___ ______ ___ e) cod a are Phone (with
Information:
Title Insurance
(ies): Proposed Policy
O Owner
_________
_________ t of Insurance $__
Amoun
O Lender
): ____________ insured (Seller
Loan Amount $__
____________
________ _______
_________ ____________
____________
to be of the Property _________ the current ownerTitle i.e., deed, trust) in (City/State) ___ name Entity of of _____, located 2. Name/Legal copy of current owner Document )___________ a ck/Condominium (Blo , ___ (Please provide ___ it) rcel/Private Un O Industrial Insured: (Lot/Pa Commercial scription to be __ 3. Property De O Residential O ____________ amount ___ stic ___ Ru ___ O ___ se specify the Insured: ____________ red, if so, plea Property to be ____________ ty to be Insu the per ___ of Pro ___ use the ___ t in 4. Curren _________ performed ___ ns ___ ctio stru ___ con _________ proposed O Other: ____________ wledge of constructions or
1.
evidence or kno ) (Do you have ______ ____________ $___________
____________
sing Date: ___
5. Proposed Clo
_
____________
eement se and Sale Agr
O Irrevocable Trust
____________
____________
O Other: ____________
the party is licit. Also the behalf or a third operated on his ico is authorized to corroborate in n of the funds e or Mex ares that the origi Stewart Title Guaranty de services is mad or decl t ucts lican prod app by third parties agreement on provided and that Companies, the an used g al if be bein ion Mutu will is mat i.d and ion infor an mat illicit tutions that a copy of use the present the acceptance that this infor where I act and operate with of Insurance Insti act are veridical, Title Guaranty de Mexico to ices imply 140 of the Law provided in this art licant does not with the article , contracts or serv ments and data ucts, accounts y authorizes Stew n authorization by the app In accordance that all the docu give consent any prod applicant expressl applicant manifest ly referred if needed. The y de Mexico. The ies will not operate under my IN CASE T rant Gua THA OR Title Y ious part art that third CE COMPAN information prev ness relationship with Stew THE INSURAN Applicant declares busi ACCEPTED BY y de Mexico. The illicit activities. existence of a T IT WILL BE art Title Guarant rds GUARANTY THA different from Stew e will not be transactions towa RESENT ANY ther DOES NOT REP RE, sources and that EFO THR LICATION. FORM AND APPLICATION IONS OF THE APP T THE CONDIT NT IS ONLY AN EPTANCE MEE THIS DOCUME EPTED, THE ACC OF BEING ACC
n:
sing Transactio
6. Describe Clo
Date:
SECTION FOUR. Legal.
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Title Quote:
plicant Signature of Ap
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W-8
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W-9 VED TO BE REMO
you TLS, have all R transmitted this text files for ? cycle update Date
13 INTING BEFORE PR
IFICATIONS I.R.S. SPEC ERS AD to HEAD NS TO PRINT PRINTS: HE INSTRUCTIOPAGE 1 of 4 ER SIDES. 9, FORM W- TOP 13mm (1⁄2 "), CENT INK: BLACK MARGINS: ITE WRITING, SUB. 20. (11") PAPER: WH216mm (81⁄2 ") 279mm NOT PRINT FLAT SIZE: E: (NONE) PRINT — DO — DO NOT PERFORAT NOT PRINT DO — INT DO NOT PR
Action
Date
t O.K. to prin ofs Revised pro requested
the Give form to not Do requester. IRS. send to the
Taxpayer Request for and Certification r be m tification Nu
W-9
Signature
Iden
Form r 2007) (Rev. Octobe
of the Treasury Department enue Service Internal Rev
Print or type e 2. tructions on pag See Specific Ins
return) income tax wn on your Name (as sho from above e, if different Business nam
Exempt payee Partnership ) Corporation P=partnership , tion ora ity, C=corp e proprietor tional) egarded ent Individual/Sol address (op ation (D=disr box: e and sific e riat clas rop nam s tax Check app Requester’ y. Enter the ility compan Limited liab ructions) Other (see inst suite no.) and apt. or mber, street, Address (nu ZIP code City, state, and al) here (option t number(s) List accoun
ntification Taxpayer Ide
y number Social securit
N) Number (TI
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to avoid en on Line 1 the name giv ver, for a resident Part I must match we or ities, it is TIN provided urity number (SSN). Ho ent The er x. oth bo e For sec riat e 3. ber e 3. in the approp is your social ctions on pag w to get a TIN on pag ntification num Enter your TIN lding. For individuals, this ity, see the Part I instru Ho Employer ide see , ber regarded ent If you do not have a num whose backup withho ). prietor, or dis guidelines on for 4 e pag alien, sole pro identification number (EIN chart on name, see the your employer more than one account is in Note. If the er. ent ), and to number issued to me number to be rnal Certification d by the Inte waiting for a been notifie Part II ber (or I am not t: IRS has num e tha the hav tion I tify (c) ica g, or (b) nds, or er identif ide ldin perjury, I cer pay div of hho tax or es wit t t alti rec res kup my cor Under pen mpt from bac a failure to report all inte this form is (a) I am exe of ber shown on g because: g as a result 1. The num kup withholdin kup withholdin and kup subject to bac t I am subject to bac lding, hho wit tha subject to bac apply. 2. I am not kup S) t to bac rvice (IR are currently not Revenue Se longer subjec IRS that you nsactions, item 2 does ow). that I am no ified by the tra irement (defined bel notified me have been not return. For real estate individual ret must U.S. person an you er if to oth ve ns or r tax 2 abo you tributio . citizen idends on you of debt, con cross out item rtification, but 3. I am a U.S s. You must report all interest and div d property, cancellation required to sign the Ce n instruction to ure , you are not Certificatio have failed nment of sec because you and dividends n or abando t g itio res ldin uis inte hho acq n wit tha interest paid, ments other For mortgage A), and generally, pay page 4. (IR tructions on arrangement . See the ins are Date r correct TIN purposes, you provide you r federal tax
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n. Fo a U.S. perso n, Definition of U.S. person if you are: . resident alie a considered d or . citizen or U.S U.S a is iation create ual who any, or assoc ited ● An individ ration, comp der the laws of the Un rpo co , hip ● A partners the United States or un organized in ate), or States, a foreign est (other than ons section ● An estate d in Regulati trust (as define stic me do ● A nduct a ). hips that co 301.7701-7 hips. Partners generally required to are for partners e Special rules ess in the United Statespartners’ share of incom 9 sin n bu a Form Wany foreig trade or cases where that olding tax on pay a withh siness. Further, in certainis required to presume from such bu received, a partnership the withholding tax. y has not been foreign person, and pa t is a partner in a , a . person tha ess in the United States a partner is you are a U.S sin Therefore, if nducting a trade or bu to establish your U.S. co hip hip ers hip ers rtn ers rtn pa rtn pa W-9 to the r share of pa provide Form id withholding on you status and avo ership for to the partn 9 income. Wrm g withholding and avoidin who gives Fo The person ablishing its U.S. status the partnership m est fro purposes of le share of net income United States is in the on its allocab trade or business in the a conducting es: the entity, tity and not following cas regarded en 7) owner of a dis . (Rev. 10-200 ● The U.S Form W-9
ide o is rrect taxpayer you, real estate A person wh tain your co to IRS must ob example, income paid ition or paid, acquis debt, or to report, for mortgage interest you cellation of transactions, t of secured property, can en . nm IRA an ing a abando you made to rson (includ contributions are a U.S. pe to the person 9 only if you TIN Use Form W-to provide your correct applicable, to: n), en wh alie d, nt r) an reside are (the requeste correct (or you requesting it are giving is t the TIN you 1. Certify tha mber to be issued), , or ing old hh wit nu backup waiting for a U.S. t subject to if you are a t you are no 2. Certify tha p withholding ing that as a cku ba m fro o certify mption als from exe e are im om Cla you inc 3. le, hip . If applicab on any partners exempt payeeyour allocable share of t to the withholding tax U.S. person, or business is not subjec nnected income. ly co ive ect to eff 9 a U.S. trade of rm Wers’ share other than Fo foreign partn you a form uester’s form if it is uester gives req Note. If a reqTIN, you must use the r 9. Wyou st rm s Fo reque 31X similar to thi Cat. No. 102 substantially
SECTION FOUR. Legal.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Loan Application
SECTION FOUR. Legal.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM
SECTION FIVE
Sales Agents
The Best of Mexico at your front door.
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CONFIDENTIAL: For Internal Use Only
WELCOME Dear Agent: Welcome to the Las Villas de Mexico sales team! My goal for you is to enjoy being part of a dynamic professional sales team, increase your earnings, and grow to be a more valuable professional. Rest assured we are positive that the attitude, level of professionalism, and skills you bring to the sales team will be appreciated by everyone with whom you colaborate. My expectations of you are extremely high and it is my hope that we enjoy many prosperous, fun-filled years together. Good luck and again, welcome to Las Villas de Mexico.
Sincerely,
Bob Webb National Sales Director HXMTD
SECTION FIVE. Sales Agents.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Professional Expectations Smile and be pleasant, be a problem solver, be postive Dress professionally, wear LVDM uniform/nametag as per policy Be punctual. Call prior to being late if tardiness/absence is unavoidable Secure a replacement if you cannot fulfill your shift and inform the office (as per written procedure) Arrive at the workplace on time and mentally, physically, and emotionally ready to perform Be meticulous with all documents Read at least one sales related book per month Communicate with clients often via phone/e-mail from reservation deposit through closing. Post-closing relationships bring referrals Be as flexible with your schedule as possible Be a great co-worker Be present at all closings or communicate why you cannot be present to sales manager and secure a replacement Possess computer competence/check e-mail daily Possess a local cell phone and cell number
SECTION FIVE. Sales Agents.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Goal-Setting Sales goals for next month are to be written on or before the 10th of the present month and delivered to the Sales Office Administrator on or before the 15th day of the present month. Name Office # of Anticipated Reservations_____ # of Anticipated Sales_____# of anticipated ORSs_____ Three (3) strategies that will be implemented to reach the goal: 1)
2)
3)
Professional Reading Name of the professional sales book read last month (Include a one page synopsis and place on the blog by the 10th of the month) Name of professional sales book being read this month
Mentor Program New agents will be assigned a mentor upon employment Mentors will assist mentees during their first three sales Mentees shall utilize their mentors as a resource until they reach a level of comfort
SECTION FIVE. Sales Agents.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Disciplinary Practices/Policies Most infractions will be handled in the following manner:
First Infraction-Verbal warning Second Infraction-Written warning Third Infraction-Termination
Note: Actions, such as insubordination, failure to report to work, etc., may result in immediate termination LVDM issued clothing, equipment, supplies are to be returned to the sales manager when an Agent resigns or is terminated. Failure to do so will result in a deduction equivalent to the cost of the item.
SECTION FIVE. Sales Agents.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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Post Tour Self-Evaluation Client Name
Date
Use a 1-10 scale (10 being high) to grade your performance on each item. 1.
Looked client(s) in the eye and shook hands firmly during introduction.
2.
Spent time warming up prior to product/concept discussion.
3.
Emphasized that LVDM is a lifestyle purchase.
4.
Determined which LVDM project was the best fit for the client.
5.
Established a DBM (Dominant Buying Motive).
6.
Assessed the client’s level of interest.
7.
Assessed the client’s level of urgency.
8.
Evoked questions.
9.
Kept the conversation to at least a 1:2 agent/client ratio.
10.
Evoked objections.
11.
Handled objections in a non-defensive/ relaxed manner.
12.
Asked for the sale.
13.
Determine what would need to happen to get them involved.
14.
Discovered their dream.
15.
Discovered their fears.
16.
Discovered their “problem(s)”.
What would you have done differently given another opportunity? 1.
2.
3.
SECTION FIVE. Sales Agents.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
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LVDM Position Glossary Brokers: Owners or top executive(s) of a real estate office or business. External Agent: Real estate professional working in an office headed by broker or office executive. Internal Agent: LVDM Agent whose job is to generate sales from self or company marketing, but not from relationships within the professional real estate community. Co-Broker Specialist: LVDM Agent whose job is to make presentations, distribute marketing materials, and facilitate sales originating from the professional real estate community (Brokers and Agents). Internal Programs Coordinator: Responsible for Co-Broker Specialists and Internal Programs Specialists. Internal Programs Specialists: LVDM Agent whose job is to make sales originating from agent or company generated lists or company programs. Outside referral source: Any person who provides internal agents with prospects or lists other than a real estate professional doing business in Mexico or persons in the U.S. and Canada engaged in programs initiated by the Director of International Sales.
SECTION FIVE. Sales Agents.
The Best of Mexico at your front door. CONFIDENTIAL: For Internal Use Only
TM