{"id":10604,"date":"2009-01-15T09:51:46","date_gmt":"2009-01-15T13:51:46","guid":{"rendered":"http:\/\/www.ewm.com\/internalblog\/?p=10604"},"modified":"2009-01-15T09:51:46","modified_gmt":"2009-01-15T13:51:46","slug":"90-day-challenge-day-xx-tools-you-can-use-mlx-cma","status":"publish","type":"post","link":"https:\/\/blog.myewm.com\/?p=10604","title":{"rendered":"90 Day Challenge &#8211; Day 43 &#8211; Tools You Can Use: MLX CMA (With Listing Presentation Tips)"},"content":{"rendered":"<p style=\"text-align: justify\"><strong>CMA = Comparative Market Analysis = Mystery:<\/strong><\/p>\n<p style=\"text-align: justify\">Why a mystery?\u00a0 Because every agent has his <strong>own way<\/strong> of creating the CMA as well as his <strong>own way<\/strong> of preparing\u00a0his listing presentation.\u00a0 Therefore, this post is geared to <strong>new agents<\/strong> who may have just completed training and\u00a0to veteran agents who might need a vitamin B-12 shot.<\/p>\n<p style=\"text-align: justify\">This post is\u00a0perhaps the first of three posts on the CMA:\u00a0 (1) MLX (2) Iris\/Imapp and (3) Realist, which will be written by a manager who has access to that program. The most important, and yet the most difficult, task an agent has to perform today is the comparative market analysis.\u00a0 Not only is the task difficult to do, it is equally difficult to teach.<\/p>\n<p style=\"text-align: justify\">As stated,\u00a0some methods may include pulling information from:<\/p>\n<ul style=\"text-align: justify\">\n<li>EWM.com<\/li>\n<li>Facts &amp; Trends, and tax rolls such as<\/li>\n<li>Realist, and<\/li>\n<li>Iris Imapp.<\/li>\n<\/ul>\n<p style=\"text-align: justify\">The <strong>MLXchange CMA<\/strong> compares apples to apples or listed properties to listed properties.\u00a0 I am under the grand assumption that the Seller (who\u00a0is sitting\u00a0in front of me) is desiring to list his house\u00a0 . . . with me; therefore, I am comparing relevant properties to his particular property &#8212; those that are for sale (A), have pended (PS), are in back-up status (B),\u00a0have sold (CS), and those that may have expired (X).<\/p>\n<p style=\"text-align: justify\"><strong>Pre-CMA Preparation:<\/strong><\/p>\n<p style=\"text-align: justify\">You have interrogated your Seller using the Home <a title=\"Home Sellers' Worksheet\" href=\"http:\/\/docs.google.com\/Doc?id=ddt99v4k_103gfsvhfff\" target=\"_blank\">Sellers&#8217; Worksheet<\/a>, to get as much information as possible.\u00a0 If you are fortunate,\u00a0perform a two-step listing presentation:<\/p>\n<p style=\"text-align: justify\">1.\u00a0 <strong>Visit<\/strong> the home and take <strong>photographs<\/strong> and visit a relevant active listing in the community before of after the home visit.<\/p>\n<p style=\"text-align: justify\">If you cannot perform the two-step, get into the community (by making an appointment to see a relevant property for preview purposes) and shoot pictures of the subject property and community amenities.<\/p>\n<p style=\"text-align: justify\">2. <strong>Prepare<\/strong> the:<\/p>\n<ul>\n<li>\n<div style=\"text-align: justify\">CMA and present it as part of the listing appointment.<\/div>\n<\/li>\n<li>\n<div style=\"text-align: justify\">Brochure (in draft)<\/div>\n<\/li>\n<li>\n<div style=\"text-align: justify\">Just Listed card (in draft)<\/div>\n<\/li>\n<\/ul>\n<p style=\"text-align: justify\">3. Print the <strong>Warranty Deed<\/strong> from the tax rolls to <strong>substantiate ownership<\/strong> (who\u00a0will sign the Listing Agreement).<\/p>\n<p style=\"text-align: justify\">4. Print the <strong>tax information<\/strong> on the subject property from both MLS tax roll and <a title=\"BCPA.net\" href=\"http:\/\/www.bcpa.net\" target=\"_blank\">BCPA.net<\/a> (Broward) and <a title=\"MDade COC\" href=\"http:\/\/www.miami-dadeclerk.com\/dadecoc\/\" target=\"_blank\">MiamiDade.gov <\/a>(Dade).<\/p>\n<p style=\"text-align: justify\">5. Print <strong>aerial views<\/strong> of the property from tax roll to see where the property is seated in the community.\u00a0 Also, if you have waterfront property, you can compare the water views with other relevant properties.<\/p>\n<p style=\"text-align: justify\"><strong>Sample Subject Property:<\/strong><\/p>\n<p style=\"text-align: justify\">Our <strong>subject property<\/strong> for this exercise is\u00a0the <strong>Monterey model<\/strong> in Pembroke Falls.\u00a0 This home boasts:<\/p>\n<ul style=\"text-align: justify\">\n<li>4 bedrooms<\/li>\n<li>Office with window, double doors, no closet (close to master suite &#8211; could double as a nursery)<\/li>\n<li>3 baths<\/li>\n<li>2 a\/c units<\/li>\n<li>Granite countertops; black appliances<\/li>\n<li>Tile in social areas; carpet in bedrooms<\/li>\n<li>Neutral throughout<\/li>\n<li>SF: 3348 total area; 2865 under air<\/li>\n<li>Dry lot; no pool, fenced<\/li>\n<li>Backs up to Sheridan Street;\u00a0buffered by concrete wall and large swale<\/li>\n<li>In a community with a multi-million dollar clubhouse; community pool; gym<\/li>\n<\/ul>\n<p style=\"text-align: justify\">This is the same house I use for my Broward students each and every session.\u00a0 In the past five years, we have watched the price of this home go UP and DOWN.<\/p>\n<p style=\"text-align: justify\"><strong>Your Search Template:<\/strong><\/p>\n<p style=\"text-align: justify\">I assume you know how to add a client into your MLX client database and you know how to create a search template in MLX.\u00a0 Your search template (Single Family)\u00a0should look similar to the\u00a0image below:<\/p>\n<p style=\"text-align: justify\"><a href=\"https:\/\/blog.myewm.com\/wp-content\/uploads\/files\/2008\/12\/cma-fields1.jpg\"><img loading=\"lazy\" class=\"aligncenter size-full wp-image-10607\" src=\"https:\/\/blog.myewm.com\/wp-content\/uploads\/files\/2008\/12\/cma-fields1.jpg\" alt=\"\" width=\"500\" height=\"625\" \/><\/a><\/p>\n<p style=\"text-align: justify\">The <strong>filters<\/strong> have a drop list with qualifiers.\u00a0 If your filters do not show drop lists, please click on &#8220;Advanced Search Options&#8221; right above your action screen at the bottom, and the drop lists with choices will appear.<\/p>\n<p style=\"text-align: justify\"><strong>The Search Template Criteria:<\/strong><\/p>\n<p style=\"text-align: justify\">1.\u00a0 Select the appropriate seach type (single family, condo) and search template (you should have created a CMA template to match the first illustration of this post). Please know that you must create a template in each of the search types.<\/p>\n<p style=\"text-align: justify\">2.\u00a0 The <strong>status<\/strong> should be A, B, CS, PS, X.<\/p>\n<p style=\"text-align: justify\">3.\u00a0 Use the <strong>map<\/strong> for the\u00a0area(s).<\/p>\n<p style=\"text-align: justify\">We\u00a0will take advantage of the map feature to &#8220;polygon&#8221; the Pembroke Falls area.\u00a0 Therefore, the &#8220;map search&#8221; will take the place of &#8220;area&#8221; &#8212; therefore, it is not necessary to type in the MLX area.\u00a0 Remember from a prior post that multiple map shapes can be used. The CMA process is in the movie.<\/p>\n<p style=\"text-align: justify\">4.\u00a0 (As taught by\u00a0one of the\u00a0Boards) I\u00a0use <strong>SF\u00a0total area<\/strong>:\u00a0 100 SF under my subject and approximately 100 SF over my subject, i.e., if my subject\u00a0square foot total area equals\u00a03348, I will type in 3200 to 3500 in the search field criteria boxes.<\/p>\n<p style=\"text-align: justify\">5.\u00a0 <strong>Waterfront<\/strong> must\u00a0be designated either\u00a0Yes or No.\u00a0 You cannot compare a <strong>dry lot<\/strong> to a <strong>waterfront lot<\/strong>.\u00a0 <em>Only God can add a lake<\/em>. You may or may not want to designate POOL Y\/N, because perhaps a pool could be added to the comparable property &#8212; best if you can specify Y\/N to the pool but you may not have enough comparables if you get that specific.<\/p>\n<p style=\"text-align: justify\">6. If I am dealing with a planned (cookie-cutter) community, I will add the <strong>design description<\/strong> (1, 2 story) to try to narrow the results grid to my particular subject home model.<\/p>\n<p style=\"text-align: justify\">7. <strong>Closing date<\/strong> &#8211; acccording the appraiser, we should search only ninety (90) days back.\u00a0 That is the tough one, and why you may need to compare similar neighborhoods using the multiple polygon search on the map to get enough data.<\/p>\n<p style=\"text-align: justify\"><strong>The CMA Wizard:<\/strong><\/p>\n<p style=\"text-align: justify\">Click on the <strong>CMA icon<\/strong> at the lower righthand corner of the screen. You will activate the CMA wizard. It may be difficult to see in the movie, but once the CMA Wizard is activated, it is divided into eight different\u00a0 steps:<\/p>\n<p style=\"text-align: justify\">1.\u00a0 <strong>Getting Started:<\/strong> Select your client if you have not added him into your MLX database previously.\u00a0 You have an opportunity to add him at this point.<\/p>\n<p style=\"text-align: justify\">2.\u00a0 <strong>Subject Property:<\/strong> Use the tax search or a previous MLX number to autopop the subject property data into this step.\u00a0 Be advised that because of the 5.0 upgrade, I had difficulty uploading a photo (upper rightside of screen).\u00a0 If the property was in MLX previously, the main photo will autopop into that photo box.<\/p>\n<p style=\"text-align: justify\">3.\u00a0 <strong>Comparables:<\/strong> (Remember &#8212;\u00a0we never\u00a0use the word &#8220;comparables&#8221;&#8211; &#8212;\u00a0use <strong>&#8220;relevant sales&#8221;<\/strong> or <strong>&#8220;relevant properties.&#8221;<\/strong>)\u00a0 Based on your search criteria, a grid will appear.\u00a0 Here is where you\u00a0print\u00a0or &#8220;eyeball&#8221; the full detail and checkmark\/select only those properties that are close to the subject.\u00a0 You are limited to thirty (30) selections.<\/p>\n<p style=\"text-align: justify\">4. <strong>Adjustments:<\/strong> Skip this step and make sure that the adjustment report is deleted from the &#8220;Select\u00a0Pages&#8221; step.<\/p>\n<p style=\"text-align: justify\">5.\u00a0<strong>Pricing:<\/strong> Review the CMA analysis. Edit the suggested value for the List Price, if necessary. You may go back to previous steps to make changes.<\/p>\n<p style=\"text-align: justify\">You may select one of the following as your pricing measuring stick:<\/p>\n<ul style=\"text-align: justify\">\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Selling Price &#8211; High<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Selling Price &#8211; Low<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Selling Price &#8211; Average<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Selling Price &#8211; Median<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">List Price &#8211; High<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">List Price &#8211; Low<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">List Price &#8211; Average<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">List Price &#8211; Median<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spb\">0<\/span><span class=\"CMA_Spa\"> Price Per Sq Ft &#8211; High<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Price Per Sq Ft &#8211; Low<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Price Per Sq Ft &#8211; Average<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Price Per Sq Ft &#8211; Median<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Assessed Tax Value Ratio &#8211; High<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Assessed Tax Value Ratio &#8211; Low<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Assessed Tax Value Ratio &#8211; Average<\/span><\/div>\n<\/li>\n<li>\n<div id=\"divCMAPricePickList1\" class=\"picklistOptionOff\"><span class=\"CMA_Spa\">Assessed Tax Value Ratio &#8211; Median<\/span><\/div>\n<\/li>\n<\/ul>\n<p style=\"text-align: justify\">6.\u00a0 <strong>Net Sheet:<\/strong> For your eyes only.\u00a0 Do not show this to the client. Just like the adjustment report, do not print this report.<\/p>\n<p style=\"text-align: justify\"><strong>7. Select Pages: <\/strong>Choose the documents you would like to include in your CMA. Place them in the order in which you want them to appear using the up\/down arrows in the selection box to the right. Options and content can be edited for some documents.<\/p>\n<p style=\"text-align: justify\">8.\u00a0 <strong>View Report: <\/strong>Preview the CMA report. Go back to make any necessary changes. Print or send the finished report. Remember to add <strong>FULL VIEW<\/strong> at the end for your convenience in printing (which is for your eyes only).<\/p>\n<p style=\"text-align: justify\">Remember &#8212; there are <strong>colorful charts<\/strong> and <strong>statistics<\/strong> accessible from the grid\/results screen that you may want to save as a pdf\u00a0to add to your CMA.<\/p>\n<p style=\"text-align: justify\">To get from one step to another in the wizard,\u00a0click \u00a0on NEXT STEP in the lower, right-hand corner.<\/p>\n<p style=\"text-align: justify\"><strong><div class=\"sc-lightbox image\"><span><img class=\"lightbox\" src=\"http:\/\/img.youtube.com\/vi\/\/0.jpg\"><\/span><div class=\"image-overlay\"><div class=\"image-overlay-inner\"><div class=\"hover-icons\"><a class=\"hover-zoom prettyPhoto\" href=\"http:\/\/www.youtube.com\/watch?v=\"\"><i><\/i><\/a><\/div><\/div><\/div><\/div><\/strong><\/p>\n<p style=\"text-align: justify\"><strong>Saving\u00a0or\u00a0E-Mailing the CMA:<\/strong><\/p>\n<p style=\"text-align: justify\">Even though the CMA is saved in MLXchange under the CMA tab, I save it as a pdf so that I can access it offline and e-mail it as an attachment.\u00a0 As the movie clip demonstrates,\u00a0you can e-mail\u00a0the CMA\u00a0directly from MLXchange; however, the recipient can only print one page at a time which is inconvenient.<\/p>\n<p style=\"text-align: justify\">Even though the movie may be difficult to see (because I had to show the entire screen), you get a fair picture of the process.\u00a0 The MLXchange CMA is only a part of the pricing exercise.\u00a0 I compare the MLXchange results\u00a0to the\u00a0IRIS\/IMAPP results (a subsequent post) and (if your Board has Realist) to the Realist\u00a0results.<\/p>\n<p style=\"text-align: justify\"><strong>The Listing Presentation:<\/strong><\/p>\n<p style=\"text-align: justify\">The CMA is just one part of the <strong>listing presentation<\/strong>. The presentation itself could be broken down into five parts:<\/p>\n<p style=\"text-align: justify\">(1)<strong> Initial Friendly\/Trust<\/strong> <strong>Chat<\/strong>: Set down your materials at the kitchen table (if possible) and ask more questions; clarify, give them the agenda (let them know what to expect for the time you are together). This discussion may include their future plans and may be an <strong>outgoing referral opportunity<\/strong> for you.<\/p>\n<p style=\"text-align: justify\">(2) <strong>Home Tour:<\/strong> Let them talk!<\/p>\n<ul style=\"text-align: justify\">\n<li>Discuss upgrades.<\/li>\n<li>What is going &#8211; what is staying.<\/li>\n<li>Staging issues noted.<\/li>\n<li>Sellers&#8217; concerns about physical appearance or physical issues of the property.<\/li>\n<\/ul>\n<p style=\"text-align: justify\">(3) <strong>Presentation:<\/strong> Your time to talk! &#8220;<em>Let me show you<\/em> <em>what I am going to do for you.<\/em> This could be in the form of a Powerpoint Presentation (which has been prepared for you &#8212; e-mail me at <a href=\"mailto:ross.k@ewm.com\">ross.k@ewm.com<\/a>).\u00a0 Your printed listing presentation Table of Contents\u00a0could be broken down as follows:<\/p>\n<ul style=\"text-align: justify\">\n<li>\n<div style=\"text-align: left\">(1) ABOUT YOUR AGENT(S)<\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(2) ABOUT EWM<\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(3) EWM AND THE WEB<\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(4) EWM AND RELOCATION<\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(5) MORE INTERNET SITES<\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(6) HOW I\/WE WORK<\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(7) MARKETING (PRINT)\u00a0 <a title=\"Marketing Plan to Send to Seller\" href=\"http:\/\/docs.google.com\/Doc?id=ddt99v4k_105ddc7d5gr\" target=\"_blank\">Marketing Plan<\/a><\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(8) INTERNATIONAL AFFILIATES<\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(9) FACTS &amp; TRENDS (applicable graphs and <a title=\"Facts and Trends Analysis Excel Spreadsheet\" href=\"http:\/\/spreadsheets.google.com\/pub?key=pxPXlbr4FS6kKI1DE1TvMCQ\" target=\"_blank\">analyses<\/a>)<\/div>\n<\/li>\n<li>\n<div style=\"text-align: left\">(10) FACTORS THAT AFFECT OUR MARKET<\/div>\n<\/li>\n<\/ul>\n<p style=\"text-align: justify\">(4) Review of the relevant listings and sales (Printed CMA).\u00a0 Your CMA is bound separately and will not be left with the Seller.\u00a0 Reasons?\u00a0 (1) Your work product or (2) our office policy.\u00a0 Pick one reason or use both.<\/p>\n<p style=\"text-align: justify\">(5) Complete all paperwork\u00a0in the Listing Presentation Paperwork Packet you have prepared for this meeting. Here are some suggested forms for your packet:<\/p>\n<p style=\"text-align: justify\">\n<table class=\"MsoTableContemporary\" border=\"0\" cellspacing=\"0\" cellpadding=\"0\">\n<tbody>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">#<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">DOCUMENTS<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">RESPONSIBILITY<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">1.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Listing Cover Sheet<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Agent fill in\/turn in with packet<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">2.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Sign Request Form<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Agent<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">3.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Procedures for Listing<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Agent<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">4.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Exclusive Right of Sale Listing Agreement<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Agent, Sellers (all)<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">5.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Addendum A. Condominium Association Disclosure<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Sellers Initial\/fill out<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">6.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Addendum B. Homeowners\u2019 Association Disclosure<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Sellers Initial\/fill out<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">7.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Brokerage Relationship Disclosure<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Sellers<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">8.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Affiliated Company Business Disclosure<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Sellers &amp; eventually the Buyers will sign<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">9.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Owner\u2019s Property Disclosure Statement<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Sellers<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">10.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">EWM Personal Information Form (about title, mortgage and homeowner\u2019s assoc.)<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Agent fill out<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">11.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Authorization to Call<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Sellers<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">12.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">EWM Permission to Film Virtual Tour<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Sellers<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">13.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Processing a Listing (checklist)<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">For the agent<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">14.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Documents Required from Seller (form for Agent to fill out)<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">For the agent<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">15.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Security Guard Gate<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Sellers Sign<\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Agent Place Biz Card in RH corner<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">16.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">RE1<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Agent<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">17.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">RE2<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Agent<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">18.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">American Home Shield Application<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">For Sellers to consider<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">19.<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">OUTGOING REFERRAL FORM<\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">Agent to ask Seller about future move<\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">20.<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Lead Based Paint Disclosure (if home built before 1978)<\/span><\/p>\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Seller<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\"><span style=\"color: #339966\">Eventually Buyer and both agents will sign<\/span><\/p>\n<\/td>\n<\/tr>\n<tr>\n<td style=\"padding: 0in 5.4pt;width: 25.8pt\" width=\"34\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">\n<\/td>\n<td style=\"padding: 0in 5.4pt;width: 397.25pt\" width=\"530\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">\n<\/td>\n<td style=\"border: medium none #ece9d8;padding: 0in 5.4pt;width: 109.8pt\" width=\"146\" valign=\"top\">\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt\">\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<ul>\n<li>\n<div style=\"text-align: justify\">Get\u00a0a key.<\/div>\n<\/li>\n<li>\n<div style=\"text-align: justify\">Discuss showings.<\/div>\n<\/li>\n<li>\n<div style=\"text-align: justify\">Discuss the electronic lockbox.<\/div>\n<\/li>\n<\/ul>\n<p style=\"text-align: justify\">Break a leg.\u00a0 Just like a Broadway\u00a0actor, the more prepared you are, the more confident you will appear.\u00a0 Smile.\u00a0 Give a strong handshake.\u00a0 Compliment the Seller.\u00a0 Respect his home.\u00a0 Find something in common during the home tour.<\/p>\n<p style=\"text-align: justify\"><strong>List that house!<\/strong><\/p>\n<p style=\"text-align: justify\">_________________________<\/p>\n<p style=\"text-align: justify\">Endnote:\u00a0 <a title=\"Listing Presentation - 12 Most Powerful Words\" href=\"https:\/\/blog.myewm.com\/wp-content\/uploads\/2008\/08\/04\/are-you-weaving-the-12-most-powerful-words-in-the-english-language-into-your-listing-presentation\/\" target=\"_blank\">Listing Presentation<\/a>:\u00a0 Are You Using the 12 Most Powerful Words in the English Language?<\/p>\n<p style=\"text-align: justify\">Listing Presentation:\u00a0 The Movie<\/p>\n<p style=\"text-align: justify\"><strong><div class=\"sc-lightbox image\"><span><img class=\"lightbox\" src=\"http:\/\/img.youtube.com\/vi\/\/0.jpg\"><\/span><div class=\"image-overlay\"><div class=\"image-overlay-inner\"><div class=\"hover-icons\"><a class=\"hover-zoom prettyPhoto\" href=\"http:\/\/www.youtube.com\/watch?v=\"\"><i><\/i><\/a><\/div><\/div><\/div><\/div><\/strong><\/p>\n<p style=\"text-align: justify\"><span style=\"color: #ff0000\">Facts &amp; Trends<\/span> data supports the MLX\u00a0CMA \u00a0information in that:<\/p>\n<p style=\"text-align: justify\"><a href=\"https:\/\/blog.myewm.com\/wp-content\/uploads\/files\/2008\/12\/pf-chart-mlx-cma.jpg\"><img loading=\"lazy\" class=\"aligncenter size-full wp-image-10612\" src=\"https:\/\/blog.myewm.com\/wp-content\/uploads\/files\/2008\/12\/pf-chart-mlx-cma.jpg\" alt=\"\" width=\"500\" height=\"416\" \/><\/a><\/p>\n<table class=\"tblSummary\" style=\"text-align: justify\" border=\"0\" cellspacing=\"0\" width=\"600\">\n<tbody>\n<tr class=\"CSTableColumnHead\">\n<td><\/td>\n<td colspan=\"3\">1 year<\/td>\n<td colspan=\"3\">15 months<\/td>\n<\/tr>\n<tr class=\"CSTableColumnHead\">\n<td><\/td>\n<td>Nov 07<\/td>\n<td>Nov 08<\/td>\n<td>% Change<\/td>\n<td>Sep 07<\/td>\n<td>Nov 08<\/td>\n<td>% Change<\/td>\n<\/tr>\n<tr>\n<td class=\"CSTableRowHead\">Avg. Active Price<\/td>\n<td>608<\/td>\n<td>495<\/td>\n<td>-18.6% <img src=\"http:\/\/www.trendgraphix.com\/images\/arrowDown.gif\" border=\"0\" alt=\"\" height=\"15\" \/><\/td>\n<td>643<\/td>\n<td>495<\/td>\n<td>-23% <img src=\"http:\/\/www.trendgraphix.com\/images\/arrowDown.gif\" border=\"0\" alt=\"\" height=\"15\" \/><\/td>\n<\/tr>\n<tr>\n<td class=\"CSTableRowHead\">Avg. Sold Price<\/td>\n<td>396<\/td>\n<td>373<\/td>\n<td>-5.8% <img src=\"http:\/\/www.trendgraphix.com\/images\/arrowDown.gif\" border=\"0\" alt=\"\" height=\"15\" \/><\/td>\n<td>650<\/td>\n<td>373<\/td>\n<td>-42.6% <img src=\"http:\/\/www.trendgraphix.com\/images\/arrowDown.gif\" border=\"0\" alt=\"\" height=\"15\" \/><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p style=\"text-align: justify\"><strong><span style=\"color: #ff0000\">December 2008:\u00a0 The home is worth about what the owner paid for it in May of 2004:\u00a0 $380,000.<\/span><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>CMA = Comparative Market Analysis = Mystery: Why a mystery?\u00a0 Because every agent has his own way of creating the CMA as well as his own way of preparing\u00a0his listing presentation.\u00a0 Therefore, this post is geared to new agents who may have just completed training and\u00a0to veteran agents who might need a vitamin B-12 shot. [&hellip;]<\/p>\n","protected":false},"author":1439,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_expiration-date-status":"","_expiration-date":0,"_expiration-date-type":"","_expiration-date-categories":[],"_expiration-date-options":[]},"categories":[59,105],"tags":[],"_links":{"self":[{"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/posts\/10604"}],"collection":[{"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/users\/1439"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=10604"}],"version-history":[{"count":0,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/posts\/10604\/revisions"}],"wp:attachment":[{"href":"https:\/\/blog.myewm.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=10604"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=10604"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=10604"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}