Saneva Personal Buyer Book Final by Nellis Group

HOME BUYER’S GUIDE

WASHINGTONIAN MAGAZINE TOP REAL ESTATE TEAMS 2015-2023 Page 1

Dear Friends, Having called the DMV area home for over 30 years, I would be delighted to guide you through your home buying journey. I understand that relocating can be a stressful experience, but rest assured, we are here to make it effortless for you. Since 1983, our company has upheld the principle of “putting the client before the sale,” a philosophy we refer to as “The Nellis Group Experience.” Over the years, The Nellis Group has served over 4,300 families and individuals in the D.C. Metro Area, and we are committed to further expansion and positively impacting the local community for generations to come. We are grateful for the opportunity to work with you, recognizing that every client has options. It is a privilege for us to assist you with your real estate endeavors, and we eagerly anticipate the chance to introduce you to The Nellis Group Experience as we help you buy, sell, or invest in real estate.

Sincerely,

Saneva Zayas

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Table Of Contents Section I: The Nellis Group Advantage Important Terms �� 4 The Nellis Group �� 5 Mission Statement & History �� 7 Core Values �� 8 Future Vision & Experience �� 10 Success & Client Satisfaction �� 11 Internal Success Team & Services �� 12 Divisions & Special Programs �� 13

Section II: Starting The Process The Process �� 14 Benefits of a Buyer Specialist �� 16 Becoming a Nellis Group Preferred Buyer ��17

Section III: Finding Your Ideal Home The 5 Pillars of Real Estate �� 14 Finding Homes Online & Researching the 5 Pillars �� 16 Home & Community Research ��17 The 5 Types of Home Sales �� 22 New Construction �� 23 Investing ��24

Section IV: Reserving Your New Home Reserving Your Home �� 25 Understanding Price �� 26 Crafting an Offer �� 27

Section V: The Art of Negotiation The Art of Negotiation �� 25 Inspections �� 26 Appraisal �� 27

Section VI: Closing On Your Home Closing on Your New Home �� 32 Final Considerations �� 33 Closing Costs �� 34

Section VII: The Nellis Group Legacy Every Transaction for Clarity �� 36 100th Home for Charity �� 38 Nellis Group VIP Client Program �� 39 Nellis Group Ambassadors ��40

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Important Terms The 5 Pillars Of Real Estate The five factors a buyer needs to review before buying a home. The Pillars are: Community, Convenience, Crime, Location and Schools.

Nellis Group Advantage

The additional elements/discounts during a home purchase only available to clients of The Nellis Group.

Preferred Buyer Agreement A two-way agreement where we commit to our

clients and they do the same so we can work together to find the best home with the best terms.

Advantage Partner Program (APP) This optional program offers you access to a select group of experienced companies that can give you exceptional service during different phases of the home buying process.

Lender Advantage Program (LAP) Created in 2012 for only NG clients. It leverages

lending institutions to aid in negotiations and save you the most money.

Qualitative Market Analysis (QMA) A comprehensive market analysis performed by a NG licensed appraiser or pricing specialist giving you more accurate pricing of a home beyond a typical CMA.

Reserving A Home A way to remove a home from the open market and save it for yourself.

Contract Exit Strategy A way to remove a home from the open market and save it for yourself.

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SECTION I

The Nellis Group Advantage The Nellis Group Advantage highlights specific elements that have made The Nellis Group one of the top real estate teams in the U.S.A. We combine a unique set of core values to create an effective results-driven real estate company. We have received coveted national awards for our success in the industry and have been honored by local charities for our work in communities across the DMV.

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Te a

Nellis Group Buyer Advantage

Realtor Specialists

Licensed Appraiser/ Pricing Specialist

New Construction

Lender Advantage Program

Short Sale

Contracts Coordinator

Military Residential

Licensed Contractors

m ra og

Internal Success Team

VIP Client Rewards

Investor Watch

Home Contractors

Lifestyle Tours

Interior Designers

Early Bird Program

Property Management

Negotiation Specialists

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A Trusted Local Brand In Real Estate Since 1983 Our Mission

To invest in people’s lives as they invest in real estate. Our Vision

Be the industry leader in real estate innovation, investment and a resource to all clients. Create wealth building for clients as they invest in real estate. Impact the community through charity that influences the next generation. Our History The Beginning: Vicki Nellis started The Nellis Group in 1983, after her husband Jim’s military relocation brought the Nellis family to Northern Virginia. Vicki’s passion for people and her ability to understand the consumer’s needs helped her quickly establish a referral based business.

Next Generation: In the late 1990’s, Vicki’s children joined the business. James, Nicole and her husband Keith, established a unique system for serving clients with cutting edge technology. The company continued to grow by adding agents and specialists to provide our clients with the ultimate real estate experience.

Expansion & Growth: The company has expanded from Northern Virginia to serve clients throughout D.C., Maryland and Virginia. The Nellis Group has experts that are fluent in Spanish, Portuguese, Farsi, and English. With several specialized members and business divisions, The Nellis Group has grown from an individual Realtor to a dynamic business enterprise.

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Our Core Values

Faith It is the essence that drives our actions and is the impetus for how we conduct ourselves. Every client is a blessing and we are thankful to be able to serve you.

Leverage The combination of knowledge and specialists within The Nellis Group creates accessibility and additional service for our clients.

Excellence Our expert team researches the market, analyzes the latest real estate trends and adapts to changing conditions in the global real estate world.

X-Factor The Nellis Group is proactive in seeking out unique talent to provide the best real estate service.

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THE NELLIS GROUP BY THE NUMBERS OVER 4,300 FAMILIES MOVED

40 YEARS Serving Families & Receiving International Recognition

TOP AWARDS: • • • •

TOP 30 UNDER 30 BY REALTOR MAGAZINE TOP 100 REAL ESTATE TEAMS FOR KELLER WILLIAMS & RE/MAX CYBERSTAR OF THE YEAR NATIONAL INSTRUCTOR FOR CRS

•

CARSON-NEWMAN YOUNG ALUMNUS AWARD

(CERTIFIED RESIDENTIAL SPECIALISTS)

FEATURED IN: THE WSJ, THE WASHlNGTONIAN, MSN MONEY

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A Track Record Of Success

185

FAMILIES MOVED PER YEAR

WE MOVE A CLIENT EVERY 48 HOURS

NELLIS GROUP

ORDINARY REALTOR

Client Satisfaction The Nellis Group provides 5-star customer service.

Lida H. “We’ve bought two houses with the Nellis Group and we love them both! During both the processes, the team that worked with us were wonderful! They were responsive, proactive and really made sure to protect our interests as their clients. The purchase of a new house can be stressful as much as exciting. But they tried their best to help ease our stress. I keep sending my friends to them and I highly recommend them!”

84%

84% OF OUR BUSINESS COMES FROM REFERRALS Page 11

Buying Success Team The power of a team behind you: taking your transaction from the first meeting to the ideal home purchase.

Realtor Specialists: Experts in the DMV communities, schools, development, architecture and transportation. Our team concept means you will never miss a home because we are not available.

Licensed Appraisers/Pricing Specialists: We leverage the hyperlocal knowledge of our NG experts and their commentary on the home’s condition and community. Then, we conduct a qualitative market analysis to determine the best price for any home you purchase.

Contract Coordinator: Analyzes and tracks every date, contingency and element of the contract that could impact you. Our contract coordinator will ensure a smooth and seamless transaction.

Negotiation Specialists: Our Harvard-trained experts only have one goal in mind and that’s defending your equity. They will negotiate for the best terms and conditions at every phase of the real estate transaction.

Local Lenders & The Lender Advantage Program (LAP): Our private network of lenders are local and available to support you. They offer our clients a unique program to help secure preferred rates and lower closing costs.

Additional Services We have an extensive list of Advantage Partners to assist you in the ultimate home buying experience.

Our network of trusted contractors will help with home repairs to include roofing, flooring, HVAC, windows, electrical, plumbing & more.

We provide an array of local service providers who will help with ancillary items to include attorneys, accountants, financial advisors, tax specialists & more.

Access to an Interior Designer that can transform your home into a stylish residence highlighting your style.

Our online transaction management and e-signature platform streamlines the process and adds convenience.

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Specialty Divisions We help you with a variety of home styles within our different sales divisions.

Luxury Home Division: Our specialists focus on the intricacies unique to this type of transaction. Proof of funds, portfolio banking and home ownership are all handled with extreme discretion.

Certified Military Specialist (MilRES): Our certified experts have been specifically trained on all aspects of buying a home for active military and retired veterans.

New Construction Division: The Nellis Group has experienced agents fluent in the terminology, negotiation strategies and the process of buying new construction directly from a builder. Buyer representation does not raise the cost of a new home.

Real Estate Owned & Short Sale Divisions: Our expert negotiators have years of experience dealing with banks, asset managers, bankruptcy, short sales and the complexities associated with these transactions.

Property Management Division: Assists clients in maintaining long term ownership of their properties. We take all the stress and hassle out of dealing with tenants and managing a property.

Specialty Programs Exclusive programs we offer to assist with your real estate needs.

Our Early Bird Program helps you plan 6-12 months in advance. Consistent market updates and housing information will properly prepare you for when you are ready.

The Investor Watch Program gives you access to both local and national markets where you can leverage cash flow and appreciation.

Lifestyle Tours are perfect for relocation buyers. They provide information on community amenities, home styles and local attractions.

Once you buy, sell or invest with us, you are a part of our NG VIP Rewards Program. This program gives you access to special contests, client events and more.

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SECTION I

Starting With The Nellis Group The Nellis Group will make the experience an educational process as we walk you through all the steps leading to a successful transaction. The home ownership roadmap provides you with a visual representation of the entire process. We are excited to get started with you!

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Choosing A Buyer Specialist The single most important decision you will make when starting the home buying process is choosing an experienced Realtor that meets all your needs. The Nellis Group’s specialists are community experts focused on the Five Pillars of Real Estate and trained in negotiating the best terms on your behalf.

Discount Buyer Agent or Online Company •

Procures compensation from the seller or from the net proceeds of the transaction

•

Basic understanding of the contract and will legally represent you as the buyer Ordinary Agent

•

Experience with the buying process

•

Able to assist you with different types of transactions

•

Able to write an offer

Nellis Group Buyer Agent •

Views over 100 homes per month and knows the local communities

•

Internal Buyer Success Team tracks your transaction from offer to settlement

•

Pricing expertise with licensed appraisers and pricing specialists

•

Lender Advantage Program (LAP) to help you get the best financing

•

Proven 30+ year history of excellence, strong set of core values and a vision for the future of real estate

•

Specialized programs to assist you

•

Experts on the Five Pillars of Real Estate

•

Specialty divisions to assist you with the 5 main types of transactions

How Do Realtors Get Paid? 1.

When a home is listed with a seller or builder the commission to the Realtor representing the buyer is built into the sales price.

2. Realtors get paid based on the seller’s net proceeds. 3. If you choose not to have representation, the seller or builder keeps the additional profit. You lose the professional to negotiate on your behalf. The decision could cost you thousands of dollars.

(Traditional, For Sale By Owner, Real Estate Owned, Short Sale & New Home Construction)

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Becoming A Nellis Group Preferred Buyer As a Preferred Buyer, we commit all of our resources to negotiating the best deal for you. The Nellis Group will become your exclusive real estate team. We will partner with you and work diligently toward the goal of homeownership.

How To Get Started Why Do You Need To Get Pre-Approved?

Take Our Online Buyer Survey

Phone Interview

•

Know your estimated monthly payment in advance.

•

Determine the best loan options early in the process.

•

Any offers you write will be viewed as more credible by sellers.

•

Learn about our Lender Advantage Program (LAP) savings.

Get Pre-Approved

In-Office Consultation/ Virtual Meeting

Enroll as a Preferred Buyer

Select Your Charity

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SECTION III Finding Your Ideal Home

Research is an integral part of the home buying process and is a combined effort between you and your Nellis Group Realtor. During our process, we encourage buyers to leverage the “Five Pillars of Real Estate” to find the ideal home.

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FIVE PILLARS OF REAL ESTATE

COMMUNITY CONVENIENCE CRIME LOCATION SCHOOL Page 19

Home Research The Nellis Group will provide you with all the tools you need to search for your ideal home. Your Realtor is constantly researching local communities to find listed, coming soon and off-market properties.

Search for homes 24 hours a day on our website.

View special off-market homes that you can’t find online.

Receive daily updates for new homes on the market.

Five Pillar Research Online resources will assist you in determining how each of the Five Pillars of Real Estate factor into your purchasing decision. In the D.C. Metro area, it is rare to get everything you want, so we help you find a balance for the ideal home.

COMMUNITY

CONVENIENCE

CRIME

LOCATION

SCHOOLS

Search for homes 24 hours a day on our website.

Sources: HOA Websites, The Nellis Group Community Pages, Yelp

Planning your commute

Sources: WMATA.com, Waze, Slug Line Website

Examine crime reports in the area

Sources: Police Department Websites, Local Newspaper, Crime Reports

View aerial maps

Sources: Google Maps, City-Data Maps

Review school boundaries and school districts Sources: US News & World Reports, GreatSchools.org

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Community Research The first thing you buy with a home is FREE; it is the community. Visit your prospective neighborhoods to determine your top options.

Complete A Community Drive-By - Immerse yourself in the community

10 Questions You Need To Ask The Neighbors

1. What do you like best about living here?

6. How are the schools?

2. What do you like least about living here?

7. How is crime in this area? (Have you had any issues?)

3. What’s one thing you wish you could change about the community? 4. Do all of the neighbors get along? 5. Why is the home being sold?

8. Is it quiet? 9. Has the seller ever complained to you about the house? 10. Have you ever heard anything odd about your neighbor’s house or other homes in the community?

Make a Commute Practice Run Evaluate the traffic, bus timing, metro and slug lines.

Visit Homes with Your Realtor Specialist Discover the benefits of each home. *The average buyer visits ten homes before they buy.

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The Five Types Of Home Sales The Nellis Group has the industry experience to help handle each of the five types of home sales. Every sale has its own intricacies and challenges. It’s important your Realtor is equipped with the knowledge to protect you.

Traditional Home Sale Offer Response Time: Within 24 Hours Settlement Date: 30 - 60 Days

For Sale By Owner (FSBO) Offer Response Time: 24 - 48 Hours Settlement Date: 30 - 60 Days

New Home Construction Offer Response Time: Within 24 Hours Settlement Date: Approx 6 Months From Start *Spec Homes Can Settle In 30 Days

Foreclosure (REO / Bank Owned) Offer Response Time: 48 Hours - 1 Week Settlement Date: Approx 6 Months From Start

Short Sale Offer Response Time: 4 - 6 Months Settlement Date: 6 - 8 Months

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New Home Construction Buying a new home is an extensive process and the transaction can take much longer than a traditional sale. Your NG Realtor will assist you during the essential 14 steps to ensure you are creating your ideal home.

Buying Right with The Nellis Group: 14 Steps*

Review models with the builder and your NG Realtor.

Walk all available lots from the site map.

Select the ideal lot/unit.

Select elevation/style based on the community.

“Spec” out an entire home & determine market price.

Your NG Realtor writes the offer.

Design/selection process.

Private pre-drywall home inspection.

Pre-drywall home inspection with the builder.

10.

Blue tape walk with the builder.

11.

Private inspection.

12.

Final inspection with the builder.

13.

Negotiate remaining items and finalize punch list.

14.

Conduct settlement.

*Steps subject to change based on home type and builder.

The Pricing Myth Buying a new home is an extensive process and the transaction can take much longer than a traditional sale. Your NG Realtor will assist you during the essential 14 steps to ensure you are creating your ideal home.

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Investing In Real Estate

This guide focuses on buying your primary home. Real estate investment is slightly more complicated and requires a more in-depth explanation. If you are interested in learning more about the best ways to invest locally or across the country, contact your Nellis Group Realtor and get started today.

The IDEAL Formula

I ncome D epreciation E quity A ppreciation L everage

Invest or Watch

Investor Watch is a unique program only offered by The Nellis Group. We study the local markets and research top areas around the country to find investments yielding the greatest return. We sponsor local VIP client seminars led by national experts geared towards increasing knowledge and providing strategies needed to become successful real estate investors.

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SECTION IV Reserving Your Home

Once you reserve your home the seller CAN NOT sell it to another buyer, even if that buyer offers them more money. It is a way to “save” the home while you examine all of your options. Reserving your home FIRST is critical.

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Understanding Price & Developing A Reserve Strategy During negotiations, the sales price, target price and reserve price can all be different numbers. It’s important to look at all aspects of pricing not just the listing price when making an offer on a home.

Sales Price - How Is The Home Being Advertised? This is the official listed price of the home as positioned by the seller. This price may be above, at or below market value depending on the strategy employed by the seller.

Target Price - What Is The Home Worth? The Nellis Group’s Pricing Specialist or Licensed Appraiser will run a Qualitative Market Analysis (QMA) to develop the most accurate target price. This will be the starting point for creating your offer strategy.

Nellis Group QMA (Most Accurate)

A Qualitative Market Analysis performed by a licensed appraiser/pricing specialist.

Ordinary Realtor CMA (Less Accurate)

A basic Comparative Market Analysis performed by a Realtor not an appraiser.

Generic Online Estimates (Least Accurate)

Basic computer generated price estimates that do not take into account all factors for the home and local market.

Buyer Tip Review the last five homes that were sold in the neighborhood. Compare the list price to the sold price. You will find they generally sell at 95-98% of the list price. This can help you get an approximate figure of what the home you are looking at will sell for in today’s market. Remember, each hyperlocal market is different, so consult with your Nellis Group Realtor.

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Reserve Price - What Offer Will Be Accepted? The price is based on your offer strategy taking into account a combination of the sales price, closing cost assistance and the Qualitative Marketing Analysis (QMA).

12 Questions to Success The first thing we do before making the official offer is to assess the needs of the seller, evaluate flexibility on the price and determine the experience of the other agent through our proven 12 question qualification survey. These questions give buyers insight into how to craft the best offer on a home.

Crafting Your Offer

Aggressive For Price

Aggressive For Reserve

Getting the best terms, conditions and price for the home.

Making sure no one else reserves the home before you.

There are few or no offers

It is your ideal home

At the Nellis Group we apply a Pauper vs. Prince strategy

Pauper vs. Prince Pauper

Prince

Lower

Higher Offer

There are no offers.

There are multiple offers.

Tips To Reserving A Home Multiple Offers: We will help your offer stand out above the competition Best Buy: Your NG Realtor will help you understand the market and determine potential “deals.” Two Homes at Once: The Nellis Group developed a special addendum to legally write on two homes at once. This cannot be done without The Nellis Group addendum.

Remember that every home and offer strategy is unique. We will develop your offer strategy together.

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7 Steps To A Successful Offer 1. Earnest Money Deposit (EMD) We recommend a minimum of 1% of the sales price be paid to the title company as an earnest money deposit. This is NOT an additional amount and goes towards your down payment at settlement. 2. Type of Loan Your NG Realtor and lender will guide you on the best way to present your offer. They will cover the timelines for financing and appraisal. In some cases you may change your down payment to strengthen your offer. 3. Full Approval The strongest offer comes with a full pre-approval from a local lender. If you are using one of our approved local lenders they will play an active role in getting your offer accepted. 4. Cash Offers Sellers love cash offers. Typically, you must show “Proof of Funds” by providing a letter from your private banker or a copy of your account showing the required funds. 5. Personal Letter A personalized letter from you and the commonalities you share with the seller can make a HUGE difference in getting an offer accepted. We’ve even seen sellers take less money due to a personal connection. 6. Inspections Typically, homes are sold as-is. We recommend a buyer pays to conduct their own private inspections on the home. This can help ensure the home is not a “money pit” and validate the large investment. 7. Flexible Settlement Date An offer is more likely to be accepted if it coincides with the seller’s individual timeline. Depending on the situation, a post-settlement occupancy or a fast settlement can help you secure your ideal home.

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SECTION V The Art Of Negotiation

At The Nellis Group, we promise to be defenders of your equity. Our Harvard trained negotiation specialists do this by exhibiting sound and proven negotiation skills that will net you the best value and terms for your home. Your NG Realtor will guide you through this process and work directly with you to help achieve your goals.

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Once An Offer Is Written: Beginning The Negotiation Stage Initial Negotiation Stage Once have made an offer on a home, your NG Realtor will work with you to negotiate any counter offers from the seller. The primary objective is to secure you the best terms.

8 Keys To Negotiating The Best Offer Leverage Days On Market 12 Question Survey

Offer Competition

Realtor Reputation

Lender Advantage Program (LAP)

Emotional Appeal (Personal Letter)

Settlement Time Frame Proof Of Funds

Inspection Phase After your offer is accepted and the home is reserved you will want to order a series of inspections. Home Inspection Average Price: $400 - $600 Roof & Attic Dwelling Exterior

Dwelling Interior

Structural System

Heating/Cooling

Electrical

Plumbing

Radon Testing

Termite Testing

Lead Testing

Environmental

Average Price: $125 - $150

Average Price: $50

Average Price: $250 - $500

If after the home inspection you realize this isn’t the right home you can utilize the home inspection phase to exit the contract without penalty.

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CLUE Reports A CLUE (Comprehensive Loss Underwriting Exchange) Report is basically a “CarFax” for a home. It lets you know about the claims placed on that home so you can determine if there are “hidden” problems with the property.

Initial Negotiation Stage

If your home is part of an HOA or Condo Association, you will have 72 hours to review the documents and policies once they are delivered to you. You can exit the contract during this phase even if there are no issues with an association, budget, reserves, etc.

Lender Appraisal Phase

A bank appraisal is required by the lender to ensure they are lending you the correct amount of money for the home. If this value comes back below the reserved price, there are four possible outcomes including the final exit strategy of the contract.

What If The Home Appraises Below Sales Price:

SELLER ADV

If the appraisal comes back at or above the reserved price, you will be able to remove your appraisal contingency and move on to the next step.

The buyer brings additional funds to cover the difference.

SELLER

BUYER

COMPROMISE

The seller reduces the price, buyer brings some additional funds.

SELLER

BUYER

BUYER ADV

The seller reduces the sales price to the appraisal price.

SELLER

BUYER

The buyer can walk away from the contract without penalty.

SELLER

BUYER

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SECTION VI Closing On Your New Home

Congratulations! There are just a few steps left before we get to settlement and hand you the keys.

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Final Considerations

Remove Financial Contingencies

Ask your NG Realtor about the best time to remove your financial contingencies.

Advanced Title Search

Our Advantage Partners will make sure the seller legally owns the property, find any encumbrances and ensure it is free of any defects or liens for title insurance.

Conduct a Property Survey

A property survey should be conducted to see the legal boundary lines and easements that could impact your purchase.

Final Considerations

Homeowners/ Hazard Insurance

Many buyers choose to purchase homeowner’s insurance in order to protect their home from any unforeseen circumstances. It is typically a lender requirement.

Home Warranty

Many buyers choose to purchase homeowner’s insurance in order to protect their home from any unforeseen circumstances. It is typically a lender requirement. Last Steps

Order Your Utilities

The Nellis Group provides contact information for all local utilities so that you can have your services activated on the day of settlement.

Final Walk-Through

We will inspect the property and make sure all repairs were completed per the contract.

✓ Final Steps Checklist ✓ ✓ Lock Interest Rate With Lender ✓ Remove Financing Contingencies ✓ Inspections & Repair Negotiation ✓ Title Search ✓ Review Association Documents ✓ Property Survey ✓ Lender Ordered Appraisal ✓ Order Utilities ✓ Mortgage Approval ✓ Final Inspection Page 33

Closing Costs On the day of settlement you will be required to pay your closing costs. If using a loan, the lender will give you an itemized financial worksheet three days in advance called a Closing Disclosure (CD). If you are using The Nellis Group LAP, we require the lender to provide closing cost estimate seven days in advance.

Lender Fees

Tax & County Recordation Fees

Fees charged directly by the lender.

The equivalent of sales tax for your home.

Lender’s Title Insurance

Your lender will require you to purchase title insurance or they will not provide you with the loan. This protects their interest if you stop making payments and gives them first position to acquire the property.

Optional Owner’s Coverage

This coverage protects you as the homeowner for clean title and for items that could arise in the future. It is the only insurance that covers you both for the history and the future.

Prepaids/Escrows/Impounds

This is money collected by the lender in advance to pay the insurance and tax payments for the next time they are due. The lender is required to pay these bills if you escrow as part of your monthly payment. (PITI)

Settlement Day This is the day you have been waiting for since your first meeting with The Nellis Group. On the day of settlement, you will bring your remaining funds and receive the keys to your new home.

Congratulations On Your New Home!

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Closing Day!

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SECTION VII The Nellis Group Advantage

After closing on your home, we want to continue our relationship by keeping you informed on the real estate market and the local community.

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Our Commitment To Charity The Nellis Group is committed to making a positive impact in the community. We focus on special charity events while working closely with our charity partners.

Every Transaction For Charity One of our favorite days of the month is when we meet as a team to sign the charity donation forms for our clients. Whether you buy, sell or invest in a home with The Nellis Group, we will donate a portion of our commission to one of The Nellis Group’s charity partners in your honor.

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100th Home For Charity

The Nellis Group donates 100% of our commission from the sale of our 100th home to charities serving the DC metro area. This unique program allows us to spotlight dozens of local charities and continues to impact the communities we serve.

Military Care Packages

Immanuel Thank You Lunch

Charity Races

Golf Tournament Sponsorships

Impacting The Next Generation Through Charity Page 38

Nellis Group VIP Client Activities We love spending time with our clients throughout the year. To show our appreciation, we host VIP client events, giveaways, seminars and monthly drawings. Once you become a preferred buyer, seller or investor, all of these great perks are available to you and your family. We look forward to seeing you rocking Nellis Group Swag at our events! REGISTER TODAY: www.nellisgroup.com/VIP

Search #NELLISGROUPVIP today to see the FUN that our clients get to have throughout the year.

VIP Client Benefit Program Commanders & Nationals Ticket Raffle Monthly Giveaways & Contests Home Anniversary Gifts Birthday Wishes & Prizes Charity Donation In Your Honor Invitation To Special Festivals & Events Sweet Success Free Holiday Pie & Much More!

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Nellis Group Ambassadors Nellis Group Ambassadors are clients who share their positive Nellis Group experiences with their family, friends, co-workers and all those with upcoming real estate plans. Our ambassadors share our passion for charity, believe in our mission, vision and core values. The Nellis Group hosts unique ambassador events throughout the year to thank those who champion The Nellis Group brand. Ambassador Tickets

Other Ambassador Tickets

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You Are The Next Nellis Group Five Star Success Story

Daniel G. “Very knowledgeable and helped me get really good financing from their recommended lenders. Would definitely use them again and recommend them to others!”

Rebecca K. “We really appreciated working with The Nellis Group. They made the whole process less stressful and we would only ever consider using them!”

Timothy D. “Nellis Group is the best in the DMV! Bought a house through them and recommend to all my friends and family. Great experience, consummate professionals.”

Troy C. “There simply couldn’t be a more perfect experience than working with Nellis Group. Nicole Nellis-Cockrell is amazing! We expected that purchasing our first home would be a difficult and lengthy process, but Nicole was so skilled and helpful that it ended up being easy and very quick. Thank you so much, Nicole!”

Write Your Own Review www.nellisgroup.com/reviews Page 41

You Are The Next Nellis Group Five Star Success Story

Albert H. “James is the real deal. His insight on the whole real estate experience is absolutely amazing. A definite recommendation when buying and selling. Thanks again James for always sharing and applying your expertise in an industry which requires attention, integrity and expertise!”

Nat & David S. “Absolutely amazing experience! Would recommend to anyone looking to buy or sell a home. Nicole made our home buying experience stress free and she had extremely helpful recommendations on everything from radon mitigation companies to general contractors to the best schools in the area!”

Peter M. The Nellis Group has provided my family with great service for over 25 years now. James and his staff are always friendly and quick to respond. If you are looking for the best real estate company in the DMV, then contact The Nellis Group! I recommend them to friends looking to buy, sell or even rent.”

Bernie Colasuonno “We’ve sold two homes and bought a home using The Nellis Group. Always a positive experience and we highly recommend them. This included a home sale in Clifton, VA, purchase and sale in Manassas, VA and purchase in Vienna, VA. Fun to work with as well!”

Watch Client Success Stories

www.nellisgroup.com/success-stories Page 42

James Nellis

National Speaker & Certified CRS & MilRES Instructor People are my passion. Growing up in a real estate family gave me the insight for the integrity involved in working with clients at the highest level. I’ve learned that this is a service industry and our client’s needs must come first. I’ve had the honor of speaking at real estate seminars worldwide and I love coaching our clients on obtaining an investor’s mindset and understanding the flow of money.

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CONSUMER SEMINARS

Seminars/Webinars Hosted by The Nellis Group • Home Buyer • First Time Home Buyer • Best Buys • Interior Design • Rightsizing • Estate/Wills/Trusts

• Flipping • Investor Mindset • 1031 Exchanges • Quantum Leap • Seller Sizzle • Downsizing

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GLOSSARY

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Glossary Local Lender: An experienced lender who is aware of state, county fees and regional grants. Locked-In: Protection from changes in interest rates. Market Price: The amount of money the home is worth based on current local conditions.

Mortgage: A lien secured against the property in exchange for the money to purchase the home. Offer: A document given to the seller to purchase the home including sales price, terms and contingencies. PITI: Principal, Interest, Taxes, Insurance; the main elements of a monthly mortgage.

Refinancing: paying off the loan while obtaining another

loan. Generally done to secure a lower interest rate or monthly payment.

RESPA: Laws requiring lenders, Realtors and all parties to disclose all information. Settlement: The legal act of purchasing or selling a home with the transfer of ownership. Short Sale: The seller owes more than the market value and is short or deficit of the funds required to sell the home. The servicer agrees to allow for the deficit at settlement. Survey: A property drawing that indicates the location of improvements, legal boundaries, easements, encroachments, rights of way, etc.

Pre-Approval: A document provided by a lender/bank to confirm your qualification to purchase a home.

Title: A document indicating ownership of a property.

Prepaids/Escrows/Impounds: Closing costs paid by the

Title Insurance: Indemnity against loss resulting from

purchaser to give the servicer of the loan enough to pay the taxes and insurance on the property.

Premium: Amount paid to maintain insurance coverage. Principal: The amount borrowed from a lender that is subject to repayment with interest. Post Settlement Occupancy (Rentback): A signed

agreement where the buyer allows the seller to live in the home for a certain period of time after settlement.

disputes over ownership of the property and defects on the title.

Title Search: Ownership of the property is verified and the

title is examined for liens/issues that could impact ownership.

Underwriting: Analyzing the risk in a loan application. VA Loan: A loan for veterans or current military insured by a federal agency. Typically requires no down payment (sales price specific).

Radon: A cancerous gas that can be found in homes. A radon inspection can be done to protect the purchaser.

Realtor: A licensed professional who acts as an agent

to represent buyers, sellers and investors in a real estate transaction.

Real Estate Owned (REO): The bank functions as the seller in the transaction and sells it direct to the consumer. (Foreclosure)

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“My people will live in peaceful dwelling places, in secure homes, in undisturbed places of rest.” Isaiah 32:18; NIV

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