2019-3-1 Renee & Terry Proposal

I HAVE GOT THIS
YOU CAN FOCUS ON YOUR
PERSONAL MATTERS
“Life is Hard”
Opening Sentence in Dr. Scott Peck’s book
The Road Less Traveled

Renee & Terry
Thank You
for the opportunity to
interview for the job of selling
426 Bell Star Circle
and buying your next home
Brad
To facilitate your review
this proposal is presented
in the same order as your questions

Dr. Peck believes that it is only through suffering and agonizing using
the four aspects of discipline (delaying gratification, acceptance of
responsibility, dedication to truth and balancing) that we can resolve
the many inevitable puzzles and conflicts that we face.
Divorce and Moving – two of life’s five toughest experiences and you
are experiencing both simultaneously
I have personally experienced both and have also
helped / led friends and clients through these difficult chapters in life
WHY BRAD – EMPATHY

Buck Stops Here – Period –
I take full responsibility for every aspect on of your real estate related matters
Back Room Squabbles among the service providers will get sorted and not rise to your radar screen
You will be given a Check List of the Process
Straight forward/succinct weekly communication will keep you abreast of our progress to the goal line
When decisions are required – you will receive the pros, cons and my recommendation –
You will both be treated fairly, equally and professionally
Then you two decide
WHY BRAD – I HAVE GOT THIS

My sales career started with a solid foundation – a BS in Engineering and a
Masters in Business Administration (both a blessing).
v 25 years experience – corporate sales, marketing & business development
v VP level positions in Fortune 500 companies – closed deals in 13 countries
v Point person in the negotiation of complex multi-million dollar contracts
involving heavy equipment and engineering services.
WHY BRAD – BUSINESS ACCUMEN

Ø 3.5 years – Real Estate – Conscious Career Change - 80% of Realtors fail within 2 years
Ø Sold homes ($325 K – $1.7 Million) from Fort Collins to Colorado Springs – Franktown to Conifer
Ø HONESTY ---- GOING ABOVE and BEYOND ------CONCIERGE LEVEL SERVICE ---- CREATIVITY
how I became a Bell Mountain Ranch home owner
Ø Traveling around the world as I did for decades, I often found myself in a place/country I had never
been before and overwhelmed with the demands of closing a deal. I discovered that the Hotel
Concierges were incredibly knowledgeable, helpful and the quickest way to get answers because
they did not pass me off to someone else. These wonderful experiences were the genesis of what
would become my core business value
- a Concierge Level Service Experience for every one of my customers
WHY BRAD – THE COLORADO
REAL ESTATE CONCIERGE

Views
Well Maintained – Move in Ready
Walk Out Ranch
Serene Resort Lifestyle
Trex Deck – Outdoor Living Attributes
Kitchen
TOP SIX FEATURES -
426 BELL STAR CIRCLE

Product Promotion Place Price
425 Bell Star Circle Yard Sign Denver Metro MLS $775,000
Aerial Photos
Pikes Peak MLS
Decluttering Professional Photos Zillow Trulia
Reshoot-after snow melts Realtor.com Blue Ribbon
Staging 3-D Home Model Networking Events Home Warranty
4 page brochure Association Mtgs.
Snow Removal Just Listed Postcard Open Houses
Feature Cards
Broker Tours
Pristine Virtual Tour Social Media
Appraiser Package
Email Campaign
Website (just for
your home)
Door Knocking
Brochure Box
4 P’s
of
Marketing
Valid Since
The
Beginning of Time
STRATEGIES FOR THE BEST PRICE

A Savvy Agent Will Ask
Why are Sellers moving?
What is their Motivation?
Can you be more specific?
Brad’s Response
Downsizing
Typical Downsizing
Feel their home has
been well maintained
and is presented well. As
such they expect a price
that reflects the above.
Savvy Agents look for Divorce Clues:
Master Bedroom Closet with only women’s clothing
Bedroom with no furniture
DIVORCE
First and foremost –
that is your private
information
Secondly – I will
bifurcate this business
issue from your
personal issues
Missing living room set
Missing couples photos if family photos are in the home
To the extent practical – don’t leave divorce clues

Remove clutter (this is not a criticism of your home –
every home needs to do this prior to selling)
Lock up and / or move to a safety
deposit box – prescription drugs,
jewelry, guns and identity theft info
What I need from
Renee
Implement the recommendations from
a professional stager
Provide input/feedback on the process
as well as the decisions to be made
during the process

Blue Ribbon Home Warranty which will
replace any problematic appliances
during the listing period as well as the first 14
months for the New Owners
Professional Stager and assistance with
moving furniture per the Stager’s
recommendations
Snow removal
Connie & I will baby sit Louie when there is a
showing and you are unable to remove him
from the house
Professional cleaning team to do the final
cleaning of the home after you move out
HEAVY LIFTING
You will receive the
following services (at
my expense) which will
facilitate the sale of
your home and make
the process easier
for you

Protocol to Ensure
Fairness & Efficiency
Ø The bulk of the communications
between the three of us be via email
with all parties copied
Ø The three of us copied on all text
messages
Ø I will give you a head’s up on deep /
more complex issues – you can
decide if a 3 way phone call is
necessary or just a call to Renee
COMMUNICATION
Clear
Concise
Relevant to
Decision Making

ØWeekly Email updates – starts upon
signing listing agreement and
concludes at closing (bullet points – not
a novel)
ØOpen Houses – text immediately at
the conclusion – detailed report
within 24 hours
ØShowing Feedback – email
forwarded immediately upon receipt
COMMUNICATION
Clear
Concise
Relevant to
Decision Making
ØClosing Process - milestone updates

Brad’s Open House Feedback Format
Visitors
Number
By Category Oct 20 Nov 4
Liked Best about this Home
No. of
Responses
Carpeting 6
Finished basement 4
Backyard 4
Cute house 3
Neighborhood 3
Deck 3
Kitchen floor 2
New kitchen appliances 2
Lots of kitchen cabinets 2
Lot 1
Compact and efficient layout 1
Floor plan 1
No major problems 1
Plumbed for bathroom in basement 1
Basement can be used as a bedroom 1
Split Level 1
Master closet 1
Quiet neighborhood 1
Concerns about this Home
Neighbors too close 3
Paint job not real good 3
Needs updated 3
Small garage 2
All windows need replaced 2
Moldy smell in basement 2
Living room window needs replaced 2
Doors need replaced 2
Needs a bit of work 1
Grease and dirt on garage floor 1
Concrete in driveway needs replaced 1
Deck 1
No formal dining room 1
Small basement 1
Bathroom paint color 1
Garage not insulated 1
Basement needs painted 1
No railing on the deck 1
No. of
Responses
Buyers - May Submit Offer 1 0
Buyers - Not for Them 6 3
Neighbors 2 0
Lookie Lous 0 0
Realtors 0 0
Investors 1 0
Lenders 0 1
Home Inspectors 1 1
Staging Professionals 0 0
Total 11 5

PROJECT SCHEDULE for CLOSING
TASK
Deadline
Seller Property Disclosure Nov 12
Due Diligence Documents Delivery Nov 15
Earnest Money Nov 16
Inspection Objection Nov 16
Due Diligence Documents Objection Nov 16
Due Diligence Documents Resolution Nov 17
Record Title Nov 19
Off-Record Title Nov 19
Association Documents Nov 19
Inspection Resolution Nov 19
Record Title Objection Nov 20
Off-Record Title Objection Nov 20
Title Resolution Nov 21
Association Documents Objection Nov 21
Property Insurance Objection Nov 21
Appraisal Nov 28
Appraisal Objection Nov 29
Appraisal Resolution Nov 30
Loan Objection Dec 7
Confirmation of Mr. Thompson's 2nd Pay Stub Dec 11
TRID Closing Disclosures to Buyers Dec 12
Closing Date Dec 17
Brad’s
Closing
Check List
All Contract Dates Organized
Chronologically
Distributed to: Buyers, Sellers, Title,
Lender, Inspector, Appraiser,
Compliance, Agents

If you were to put your
home up for sale at an
auction and 1 Buyer
showed up – do you think
you would get the best
possible price for your
home?
POCKET LISTING
I prefer exposing a home to
the widest and deepest
possible Buyer pool.
However – I am ok with a
pocket listing assignment for
March

Ø Clearly define what you want / need
Ø Set up an automatic email alert in the Denver Metro MLS so that you will
and I automatically receive an email when a property comes on the
market that is an exact match for your criteria above
Ø Monitor the market and these emails closely. When a home comes on
that meets your criteria – you and I will be the first to visit.
Ø If the house appears to be the one for you, write out a check for the
earnest money while you are in the house and I will immediately text a
photo of the check to the Listing Agent
Brad’s
Tactical
Plan for
Winning the
Deal
For Your
Next Home
Ø Email a personal letter to the Listing Agent (as soon as I get to my
computer) telling the Seller a bit about yourself, your character, a
heartfelt story and why you love their home so much. You have to write
this letter. The laws do not allow me to write it for you. Prepare this 1-
page letter in advance – leave room to add why you love their home so
much.

ØNotify your Lender and have them call the Listing Agent ASAP and tell them
they:
Are a local lender
Received and reviewed all required background information from Renee
Received an “Approve/Eligible” for Renee‘s loan from an Automated
Underwriting System
Validated Renee has the cash available for the down payment, closing
costs and pre-paids
Brad’s
Tactical
Plan for
Winning the
Deal
For Your
Next Home
Will meet the contractual deadlines in the offer
Will send regular communications to the Listing Agent regarding the
status of the loan process
Ø Call the Listing Agent and ask what is most important to the Seller (it is not
always price). These terms will be included in your offer to the extent it is
practical to do so

Ø Be the first to submit an offer and it will be simple and straightforward
Ø Include a copy of your pre-approved letter for the exact amount of the offer
Ø We will not be asking for personal property to be included with the deal (i.e.,
furniture, artwork, equipment, etc.). Requests such as this add complication.
Ø Put as much down as practical. Bigger down payments have a better chance
of closing without problems and are more attractive to Sellers
Ø Include any and/or all of the following in your offer if you we are able to do
so: appraisal gap guarantee, “AS IS” clause, a closing date that precisely
matches the Seller’s preference, earnest money “going hard,” post
occupancy agreement at a very low rental rate, a quick acceptance date/time
for the offer
Brad’s
Tactical
Plan for
Winning the
Deal
For Your
Next Home
Ø Communicate continuously (via phone or in person) with the Listing Agent
throughout the negotiation process
Ø Negotiate the terms skillfully based on knowing as much as possible about
the Seller’s needs/wants

Service 1 st String Player Team
Professional Real Estate
Coach
Jack O’Connor
The Denver 100
Managing Broker
2018 Realtor of the Year
39 Years Experience
Stager Marcy Percival Divine Home Today
Photographer Joe Thompson Visutour
Web Site Developer Joe Thompson Visutour
Brochures Brett Koller Unique Litho
Signage Gene Gordon RMD Signs
Industry
Leverage
Championship
Team
Bringing Their
A Game
Title Julie Belieu Chicago Title
Appraiser Tom Payne Real Data Appraisal
Handy Man Paul McCully Mountain Man Repairs
Social Media Becky Rebel The Denver 100
Lender Lisa Shaull Mortgage Navigators
Movers Ashley Collym Budd Van Lines

TASK Wed Thu Fri Sat Sun Mon Tue Wed Thu Fri Sat Sun Mon Tue Wed Thu Fri Sat Sun Mon Tue Wed Thu Fri Sat
Mar 6 Mar 7 Mar 8 Mar 9 Mar 10 Mar 11 Mar 12 Mar 13 Mar 14 Mar 15 Mar 16 Mar 17 Mar 18 Mar 19 Mar 20 Mar 21 Mar 22 Mar 23 Mar 24 Mar 25 Mar 26 Mar 27 Mar 28 Mar 29 Mar 30
Select Realtor - Chose Title Company, Identify Inclusions & Exclusions,
Sign contracts and disclosures
Install Manual Lock Box
Remove Clutter - finalize repairs
Hire Stager to assess home & submit report
Complete Seller's Property Disclosure
Implement Stagers's recommendations
Order Yard Sign
Shoot and process photos
Draft compelling marketing message & discuss
Create Feature Cards
Create 4 page glossy brochure
Create social media posts
Create Open House Flyer
Door Knock - Invite Crystal Valley Neighbors
Post Coming Soon - Facebook, Snapchat, Linked In
Go Live on MLS
Install Yard Sign
Replace Manual Lockbox with Electronic Lock Box
Pitch at Realtor Assocation Networking Breakfast
Host Open House 11 AM - 4 PM
GETTING ON THE MARKET

List Price
Ø The Price at which a home is Positioned in the Market is
the most important tactic in the sale of a home
Ø 8 homes (comparable to yours) have sold in BMR over the
past year
Ø Only 2 homes (comparable to yours in size) are currently
on the market in BMR
Ø I have been in several of the homes that have sold over the
past year. Yours is better than 4 of them
Ø My recommended list price is $750 K - $775 K. You can
choose

Commission
The Commission on the sale of your home is:
Listing Agent Brad Lewis 3.2 %
Buyer Agent 2.8%
If you are comfortable with me bringing the Buyer –
The Buyer Agent commission
will be reduced to 2.3%

National Realtor’s Association – Code of Ethics
Ø I choose to be a member of this organization
Ø All costs are paid by me - $625 / yr.
- Simply Put -
The Golden Rule
Do Unto Others as
You Would Wish Them
to Do Unto You
Ø I attend a 4 hour refresher class annually
Ø My signature on the following page
reaffirms my commitment to you to uphold
this code of ethics
Ø
https://www.nar.realtor/sites/default/files/documents/2019-COE.pdf

Next
Next Step – It Would Be My Honor
Step

Appendix
Ø The following slides contain my step by step process for selling a home
Ø This is the work I will be doing – it is the Check List
Ø You can monitor the work on the road to closing as you feel a need to do so

I only have one chance to make a good first impression - Bring the A Game
Follow up with Sellers via email and include my list of tips to make a home sell faster
Create a desktop, hard drive and a manila folder
Research MLS for previous sales history
Research County Assessor's website
Pull Realist Tax Info and export as a PDF
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Review Zillow information
Review Realtor.com information
Google the address
Search listing address on the www.crimereports.com
Prepare initial Comparative Market Analysis
Visit and preview competing homes in the area
Complete the Pre-Listing Blue Sheet Questionnaire

Enter all of Sellers contact info into Outlook and Chimp
Deliver pre-listing package and Due Diligence Box
Preview the home to be listed
Finalize Comparative Market Analysis
Prepare Listing Contract
Sign and date the NAR Code of Ethics and deliver to them
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Meet with Sellers and present listing proposal
Recommend a Listing Price to ideally position the home in the market
Sign the Listing Contract
Provide Seller's a list of tasks (with deadlines) to be completed inside and outside the home
Remove any lighting fixtures, other fixtures or unique furniture that are not going to be included
Discuss recommended Title Company with Seller and finalize selection

Install manual lock box
Email Sellers
Seller's Property Disclosure
Square Footage Disclosure
Definitions of Working Relationships
Send Sellers a handwritten Thank You note for selecting me as their Realtor
Get Seller's Completed SPD and upload into the MLS (if applicable)
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Create a compelling marketing message that captures the unique features of the home
Hire and schedule Stager
Be on site with Stager
Walk through house to ensure Stager's recommendations were implemented
Order professional sign (specific to your home) for key intersection(s)
Order Photographer
Be on site with Photographer

Order Aerial Photos
Be on site with Aerial Photographer
Order Matterport 3D shoot
Be on site with Matterport Technician
Get a specific & detailed list of what is included with the sale of the home and take photos
Input the home into the Denver MLS data base
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Input the home into the Pikes Peak MLS data base
Replace manual lock box with electronic lock box
Select 10 high resolution photos for brochure. Have text finalized before sending to graphic designer
Prepare 4 page glossy marketing brochure
Create Tent Cards (highlighting customization/quality) and place strategically in home
Tabulate prior year utility costs by month
Contact Denver Post requesting them to write an article

Announce listing within The Denver 100
Announce the upcoming listing on social media on Wed
Go live on MLS on Thursday
Provide Showing Service with precise instructions for showing the home
Export MLS page as a PDF and save to Desktop folder
Install professionally designed and framed "For Sale" sign in front yard
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Announce the listing to my personal data base
Create open house invitation
Staple approximately 1/2 of the open house invitations to a door hanger
Door Knock 100 neighboring homes Wed - Fri inviting them to Sat Open House
Door Knock move up neighborhoods
Door Knock businesses

Pitch the listing at the local Realtors Association Weekly Friday Meeting
Include mention my listings in my daily phone calls
Host Open House on Saturday from 11 - 4
Prepare Open House Feedback Report
Participate in local networking events and talk up your home
Request feedback from showing agents
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Tweak the marketing message incorporating market feedback
Meet monthly for price position review
Communicate consistently with local agents and fellow Denver 100 colleagues
Upload the following documents into the Sky Slope -- Listing Folder
Listing Agreement
Amends / Extends with Broker as they come up during the Listing Period
Sellers Property Disclosure with Seller's signature
Square Footage Disclosure with Seller's signature
Source of Water Addendum
Closing Instructions
Realist Tax Records
MLS Sheet - Showing Active Listing

Present all offers and advise on the terms and conditions and the associated tradeoffs
Have fun negotiating skillfully on price and terms and calculate tradeoffs
Close the Deal
Change MLS data bases from Active to Under Contract
Export a copy of the MLS Under Contract sheet to the desktop folder
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Export a PDF copy of the Contract to Purchase and Counter Proposal to desktop folder
Request Title Company's Closing and Scrivener Fee
Ask Buyer's Agent for Buyer's address, phone number and email address for the Closing Instructions
Add Buyer info to CTME so that it goes on all documents
Email Closing Instructions to Title Company
Email Closing Instructions to Sellers & Buyers

Email Source of Water Disclosure to Sellers and Buyers
Complete DA and submit for approval
Prepare a chronological list of the contractual tasks (including inspection resolution tasks) to be completed along with
associated deadlines and email to all involved
Prepare package for Appraiser and delivery personally on appraisal day
Comparable Sales (3-4)
Major Upgrades and associated costs
Homes that are not comparable and why with a Red X across them
Hard Copy of the Contract to Buy & Sell Real Estate with all amendments
Write contractual price across the front with a blue sharpie
MLS Sheet of Subject Home
MLS Sheet for 3 comparable sales, active and under contract
Realist Tax Information
County Assessor's Information Sheet
Property Brochure & Marketing Materials
Tabulation of Unique/Outstanding Features of Property
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
If one or both of Sellers will not be physically at the closing - make the necessary arrangements for signing documents
remotely or with a power of attorney
Micromanage - Orchestrate the closing process - ensure all contractual deadlines are met - no excuses
Monitor the TRID Deadline closely. Call Lender 4 days prior to closing. Buyers must receive Closing Disclosures 3
days prior to closing. Need to have by Tuesday if we are closing on Friday

Check the math on all Closing Documents the day before. Take red-line copy to closing and check documents again.
List contractual inclusions on 1 page and post in home so these are not removed by Movers or Sellers accidentally.
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Remind Sellers to bring the following to closing: door keys, mailbox keys, driver's license, remote controls, garage door code, checkbook, wiring
details.
Attend closing with a gift for client
Upload the following documents into the Sky Slope -- Under Contract Folder
Purchase Contract
Counter Offer
Amends / Extends as they come up during the Under Contract Period
Copy of Earnest Money Check and Receipt
DA
Title Commitment
Sellers Property Disclosure - fully executed
Square Footage Disclosure - fully executed
Source of Water Addendum - fully executed
Closing Instructions - fully executed
Post Occupancy Agreement (if applicable)
MLS Sheet - Showing Under Contract Listing
Inspection Objection
Inspection Resolution
Request a recommendation letter from Sellers

Deposit my commission check in the bank
Change MLS data bases from Under Contract to Sold
Export a PDF copy of the MLS Sold Sheets to desktop folder
Upload the following documents into the Sky Slope -- Closing Folder
Final HUD & Settlement Statements signed by all Parties
Closing Instructions
Warranty Deed
Bill of Sale
Tax & Utility Agreement
Real Estate Transfer Declaration
Any other documents provided by Title Company
Copy of check(s) issued to The Denver 100
Copy of check issued to Brad
MLS Sheet - Showing Sold (if it my listing)
Brad’s
To Do List
for getting
426 Bell
Star Circle
Sold Quickly
for an
Optimal Price
Gather all paper files and put in folder and put folder in file cabinet
Send a handwritten thank you note to Sellers
Reflect and review areas for improvement and incorporate them immediately