Potential clients who want to list their homes with me need to read and understand this presentation in advance of our agreement to work together.

1. Each office is independently owned and operated Selling Your Home In 2010 www.BestFlagstaffHomes.com Ann Heitland at RE/MAX Peak Properties 717 W. Riordan Road Flagstaff, AZ 86001 Phone: 928.714.0001

2. 2 What You Are About To Read and Why It Is Important If we decide to work together, our mutual objective will be to get your house sold at the highest possible price in the least amount of time. In 2010, this will take some hard work by both of us. My job will be to lead you through the process successfully and I need to be your trusted advisor in order to make that happen. As I write this in January 2010, homes in the Flagstaff market have lost more than 20% of their value from the market peak in 2006. Lenders impose strict scrutiny on all sales and the buyers’ lender as well as the buyer must be satisfied that the buyer is paying market price, and no more, for your home. By choosing to sell your Flagstaff house in 2010, you are entering into a price war and a beauty contest. Four things are necessary to get a home sold: price, presentation, marketing and careful attention to the buyers’ loan and the inspection process. If you choose me to represent you, I will give you the very best marketing and post-contract representation. I will advise you about price and presentation, but only you can do what is necessary to make those two out of the four essential elements what they need to be. This book will explain the marketing that I do as well as tell you about me and RE/MAX Peak Properties. You’ll also learn about the work we’ll be doing together.

4. obedience

5. disclosure

6. confidentiality

7. accountingYou must understand that my office and I may also represent other sellers with properties similar to yours – this may actually help you by attracting more buyers! As a matter of Arizona law, all agents will have these duties to you. The following pages explain my unique qualifications.

9. Ann will give your home as more marketing and advertising exposure than any other Flagstaff agent can do.

10. Ann is a full-time, hard-working, Realtor® who makes sure that all buyer calls and internet contacts about your property get quick and thorough responses.

11. Ann employs assistants to make sure that signs are right, flyer boxes are filled and clerical tasks for your marketing program are performed on time.

13. RE/MAX Success in Flagstaff

15. Expert Advice on Preparing for Showings of Your Home

16. Expert Advice on the Legal Requirements of Disclosure

17. Most Effective Marketing (Details on Following Pages)

18. Interpreting Market Response

19. Negotiating Contracts

20. Escrow Setup and Tracking

21. Clear Title, HOA and Access Issues

22. Preparing for the Inspections

23. Negotiating Inspection Issues

24. Getting Repairs Accomplished

25. Tracking Buyer Financing

26. Tracking Other Contingencies

27. Move Out/Move In Issues

28. Falling Out of Escrow ... what happens in your worst nightmare

30. Research and confirm publicly available information about the property

31. Staging advice

32. Take one to three rounds of pictures

33. Prepare marketing text remarks and feature guide

34. Alert RE/MAX Peak Properties’ more than 50 agents of great new listing

35. Fully prepare, then activate, MLS listing only after entry of pictures, text, and attached disclosure documents

36. Set up showing appointment instructions with office staff for your convenience, security, and information

37. Install lockbox for our notification of showings and your security (with one key inside)

38. Retain two keys in our office for inspections and showings where authorized entry person is not a member of Northern Arizona Association of Realtors®

39. Alert buyers in our and other agents’ inventories via their on-file search criteria

40. Place sign with flyer box and color flyers

42. Speak with, and e-mail, property info to top agents

43. Set up system for feedback to you on showings

45. Cross-marketing

46. Replenish flyers, check sign

47. Track showings using lockbox reads

48. Obtain and report feedback via HomeFeedback

49. Use HomeFeedback communication tool to update agents who have shown property if there are any adjustments to price or appearance

50. Consult and advise you re: feedback, showing traffic, and current market activity

51. Phone calls and e-mails with you at least once per week

54. BestFlagstaffHomes.com – a top website in search engines for Flagstaff real estate

55. Intelligent cross-marketing of homes listed with me, my office and other offices

56. Enhanced communications (internet, e-mail, phone, print) to the more than 400 agents in town, any one of whom may sell your property (For example, Homefeedback.com, reading lockbox every business day, Top Producer’s custom e-mail function)

57. Signs and flyer boxes in your yard with color-printed flyers containing price and feature information with direct telephone and internet contact information for drive-by prospects -- no one has better flyers, flyer service and personalized response for interested buyers!

58. RE/MAX.com, print and television advertising

59. 7-day-per-week services – highly qualified agents whose job is to respond to calls and e-mail questions about your home when I’m not personally available

60. Maximum internet listings exposure

63. Fail to return calls for more than 24 hours (we endeavor to call back the same day)

65. Agents are people, too. Agents are impressed with listings with good information and pictures!

66. Properties that hit the agent hot sheet without pictures or descriptions are overlooked or forgotten by buyers’ agents.Source: 2006 National Association of REALTORS® Profile of Home Buyers and Sellers, p.47.

68. More pictures – with more descriptions

69. Special agent remarks

70. Attached plat map

71. Attached Seller Disclosures

73. “Heads-Up” new listing notice to the top-selling agents

74. Internet notification to buyers on our lists and “reversed prospects”

75. E-mail reminders to hundreds Flagstaff agents, including bonus offers

76. Showing feedback requests with pictures of your home

77. Color-flyers mailed to your neighbors

78. Personalized follow-up with buyers’ agents who show the home

79. Cross-selling properties in our office and with agents in other offices

81. Links from everywhere buyers are found

82. Blog.BestFlagstaffHomes.com ~ innovation for Flagstaff NorthernArizonaMLS.com and its affiliated feeds

83. 16 Some Websites Where Your Listing Will Appear AOL Real Estate is one of the most popular portals where visitors search for homes. CyberhomesTM is a new search portal with access to more than 100 million property records. CyberhomesTM delivers the information consumers are looking for -- home valuations, neighborhood and school information. Zillow.com is an online real estate service dedicated to providing homebuyers with valuable tools and information. Zillow.com features an innovative map search and user-friendly design. The site serves over 5.4 million unique visitors every month. Local.com is the number 1 provider of private label local search. Your listing will show up in Local.com's popular Real Estate Classifieds section featuring Local listings. Oodle is a local classified online search that showcases over 17 million active listings. It is the real estate search behind Lycos, Express.com, The Sun, Yell.com, and Local.com. Listings on Oodle also appear on other popular real estate search sites such as The Examiner and CityCribs. Trulia is a top-searched residential real estate search engine for property listings nationwide. This website also helps home buyers and sellers research current real estate trends, neighborhood information and more. Yahoo! is one of the most popular search engine directories for real estate listings in the country. Google Base is the real estate section of the world’s most popular search engine.

86. If possible, they will be on a post* *some very windy areas or times of year make this impossible

89. Compiled statistics of the feedback gathered about your property which can provide the answers you need in order to sell your property as quickly as possible.Yes, we use the old-fashioned way as well: telephone. But the first step is to send an e-mail with full-color pictures to remind the agent which home we’re asking about. More and more agents like to respond using this method and we get better responses because the agents are reminded what the home looks like and they don’t have to walk to the fax machine to return comments. Feedback! This system also allows us to keep track of all agents who have shown the property and do immediate email “blasts” with any updates we want to get out to them fast.

90. 20 Sample Feedback Form Sent To Showing Agent Dear Showing Agent, Thank you for showing the property of 2431 West Palm Ave. Just like you, we visit other agent's listings to preview or show the property to our buyers. In the spirit of cooperation, we respond to agents' requests for feedback about our visit to their listing. Will you be so kind as to return the favor to us? ...We greatly appreciate it. Thank you for your feedback. Questions can be completely customized to fit your needs!

92. The Real Estate Book: I didn’t get a single buyer call on my full-page ad in it for many years, and its affiliated internet placement of listings seems to focus on east-coast markets whose buyers are unlikely to relocate here. The good internet stuff associated with the Book simply duplicates my own aggressive, and even wider-spread, internet placements. The time from submission of home ads to publication is too slow for our marketing time.

93. Fancy coffee-table books of listings designed for sellers’ egos, not to attract buyers

94. Low shelf-life ads in the real estate section of our local paper

95. Open houses (only curious neighbors come) – we’ll discuss some exceptions that may happen in the 2010 market*Etymology: French répertoire, from Late Latin repertorium1 a: a list or supply of dramas, operas, pieces, or parts that a company or person is prepared to perform. I’m not into drama. I’m into sales. Based on experience, market testing, tracking responses, and national surveys, I’ve learned where to put the dollars and where to put my energy to get your home sold as quickly as possible.

96. 22 Three Things Can Happen When Your Home Goes on the Market We get no showings 1 We get showings but no offers 2 Your home sells -- and sometimes right away! 3

97. 23 No Showings! After extensive market exposure, if we get no showings, it means we’ve misjudged the market in pricing the home. The old saying that real estate is “location, location, location” has taken a backseat to the new reality that real estate is “price, price, price!” If the bait is too high – out of the water in this case – the fish are not going to bite.

98. 24 We’ve Got Showings! But no offers! What next? This is why my constant evaluation of the market is important to you.

99. 25 You’ve Got an Offer! Now you’ll be really glad that you’ve got me on your side! Because the game’s not over yet – see the next page!

101. Choosing an escrow company and agent

102. Inspection dates

103. Inspection problems

104. Allocating Costs to Close

105. Contingencies – Yes or No?

106. Carefully Defining Contingencies

107. Limiting the Buyer’s Financing Contingency

108. Appraisal – Who, When, What if it doesn’t appraise?

109. Underwriting – Dealing with the Overseers

110. Title Problems (oh yes, they do happen!)

111. HOA transfers

112. Closing documents

113. Possession

115. Mechanical systems

116. Plumbing

117. Electrical systems

118. Spa and pool motor, heating and filter systems

119. Free-standing kitchen range

120. All built-in appliances

121. Roof and structuralResidential Resale Real Estate Purchase Contract, Section 5a, p.4 – “Seller Warranties.” When you list with us we will provide a sample of the form contract so you have the opportunity to familiarize yourself with your contractual obligations before the excitement of receiving an offer.

122. 28 Home Warranty Plans Offering a home warranty to the buyer of your home will cost you less than $400 (usually less) and, if you choose to do it, the money comes from the proceeds of your home sale at closing. A home warranty plan reduces your risk of liability after the sale. You can provide the buyer one year of coverage on selected items, including: Central Heating System Interior Plumbing, including the hot water heater Built-in Appliances You can also opt to have certain items covered for free during the listing period and to have the furnace and air-conditioning covered for $60, payable at closing. If your interested in offering a home warranty to enhance your listing, ask me for a brochure. I receive no fees from the warranty company.

124. Staging

125. Marketing

126. Negotiating

129. The Market, not any individual, determines the price at which your property will sell. YOU determine the price at which home is listed. We make recommendations to help you determine what your best interest is during this process.

130. The Market achieves sales by the interaction of buyers interested in Flagstaff real estate with the sellers of such real estate. When a buyer and seller agree on price, closing date, and all the other terms of the contract of sale, the Market has put together a “willing buyer and willing seller” and property will sell!

135. Attract Better Offers

136. Better Response from Advertising and Sign Calls

137. Faster Sale

138. Increased Buyers’ Agent Response

142. 3.5% for listings taken at less than $250,000

143. 3% for listings at $250,000 - $650,000

144. 3.5% for listings over $650,000

145. Recommended Buyer Broker Commission:

146. 3% -- this is what your competition – the banks and short-sale sellers -- are offering

147. I charge no retainer or transaction fee. Thus, your total commission expense will be 6%-6.5% of the sale price and it is entirely contingent on the sale.This schedule is for residential sales where our contract is with the owner.Land listings and relocation company referrals are at higher rates.

148. 39 Office is independently owned and operated Each Agent Is An Independent Enterprise – Why Not Go With the Best? Ann Heitland Associate Broker Certified Residential Specialist Certified Distressed Property Expert 717 W. Riordan Road Flagstaff, AZ 86001 928.714.0001 ann@bestflagstaffhomes.com www.BestFlagstaffHomes.com Author: Flagstaff Real Estate and Community News Blog