Transcript Document

Coldwell Banker® Seller Services Proposal
Prepared especially for:
Mr. and Mrs. John Q. Public
Presented by Sales Associate:
Michael C. Bonnici. Realtor
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©2008 Coldwell Banker Real Estate LLC. All Rights Reserved. Coldwell Banker® is a
registered trademark licensed to Coldwell Banker Real Estate LLC. An Equal Opportunity
Company. Equal Housing Opportunity. Each Office Is Independently Owned And Operated.
Marketing Activities
Your Perfect Partner
Meeting Your Needs
Home Enhancement
The Best Price Attainable
The Sales Process
After-Sale Services
Coldwell Banker Resources
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Meeting Your Needs
Meeting Your Needs
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Award Winning Innovators
We innovate more
As a winner of the 2007 Inman News Innovator Award in the
Brokerage/Franchise category, no one does business like Coldwell Banker®.
We provide consumers technology solutions in real estate services and with our
on-going commitment to our clients, Coldwell Banker® will continue to be a
leader in innovation!
• The first to launch streaming video online at coldwellbanker.com
• The first to integrate neighborhood amenities into satellite mapping
• The first to utilize widget technology with the enhanced Personal Retriever®
• The first to enter Second Life to attract a tech-savvy consumer
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Five most important seller priorities:
•The best price
Meeting Your Needs
What Is Important To You?
•The shortest time on the market
•Convenience
•Good communication
•Diligent effort by us
• Let’s rank your priorities together…
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Pricing
Promotion on the Internet
Avoiding inconvenience
Broker’s qualifications
Meeting Your Needs
What it takes to sell your home
Negotiation strategy
Marketing and advertising
Open houses
Closing costs and net proceeds
Staying informed on market
Handling the details
Post-sale follow up
Financing options
Time on market
Home enhancement recommendations
Buyer’s financial qualifications
Security of your property
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Pricing
Marketing and advertising
Promotion on the Internet
Open houses
Handling the details
Negotiation strategy
Avoiding inconvenience
Staying informed
Time on market
Broker’s qualifications
Home enhancement recommendations
Security of your property
Buyer’s financial qualifications
Financing options
Closing costs and net proceeds
Post-sale follow up
Meeting Your Needs
We’ve got it all together for you!
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While others may talk about customer service, we ask, listen, and take action.
Meeting Your Needs
How Coldwell Banker® Meets The Needs
Of Sellers
• Listening to our customers
• Guaranteed service standards
• Customized marketing plan
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Put My Experience and Knowledge to Work for You
Michael C Bonnici
Realtor
• I am from the island of Malta and live and work in
Pensacola Florida for Coldwell Bankers United Realtors. I
have customer service experience and enjoyed lots of years
being a problem solver. I’ve mitigated and one of my best
attributes is that I consider myself to be very good
negotiator. I work well with others and help solve problems
through a team effort. Real estate is the same way…you
want to sell your house and I want to help you sell it for the
best price I can get for you through my expertise and the
Help of my team members at all our offices around the
World.
•We all come together to help in this process. I deal with both
local, and out of town buyers and also International.
• Give me the opportunity to make you my customer for life.
•Sincerely, Michael C Bonnici
Michael was the best sales associate! We
couldn’t have done it without him. Thanks for
your commitment!
- John and Sally HappyClient
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Consistent, predictable, reliable
performance — Guaranteed!
MARKETING
We will customize a marketing
plan using proven techniques to
help sell your home quickly, for
the best price possible.
Meeting Your Needs
The Coldwell Banker® Seller Services Guarantee
CUSTOMER SERVICE
We are committed to meeting your
needs in a professional and timely
manner.
COUNSELING SERVICE
We will review with you how we
will represent you for the
transaction. This will be discussed
and clearly presented for your
consideration.
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Meeting Your Needs
Important Factors in Choosing a
Real Estate Agent
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A variety of factors influence a seller’s decision to list with a particular real estate agent.
Source: The 2007 National Association of Realtors® Profile of Home Buyers and Sellers
Meeting Your Needs
What Sellers Want Most From Real Estate Professionals
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Real estate agents can best serve their clients when they fully understand what their
clients expect from them.
Source: The 2007 National Association of Realtors® Profile of Home Buyers and Sellers
Meeting Your Needs
Factors Influencing Housing Change
Many factors influence home
buyers in their purchase decision.
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Source: The 2007 National Association of Realtors® Profile of Home Buyers and Sellers
Meeting Your Needs
What Buyers Want Most From Real Estate
Professionals
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Real estate agents best serve their clients when they know what home buyers expect from them.
Source: The 2007 National Association of Realtors® Profile of Home Buyers and Sellers
Marketing Activities
Marketing Activities
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We carry out our promises with a plan uniquely designed for each property.
Marketing Activities
Marketing Action Plan
• Promotional strategy
• Property Preview
• Price and terms offered
• Negotiating and managing the sale
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Marketing Activities
Where Buyer First Learned About Home Purchased
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Source: The 2007 National Association of Realtors® Profile of Home Buyers and Sellers.
Over the next few days, we will take the following initial steps to find a buyer for
your property:
 Install lock box
 Install Coldwell Banker® FOR SALE sign
 Place information on coldwellbanker.com
 Submit info to Multiple Listing Service (MLS)
 Promote at Coldwell Banker office meeting
 Hold Coldwell Banker office preview
 Prepare property information flyers
 JUST LISTED marketing to target areas
 Promote through local Association of
REALTORS®
Marketing Activities
Immediate Actions
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Open houses can help bring
interested home buyers
through your door.
• A well-staged open house
can be a powerful way to show off
your property to interested buyers.
• Aggressive promotion
to attract buyers searching for homes
in your neighborhood.
• Maximum impact
when appropriate with you for the
greatest impact on the market.
Marketing Activities
Open House
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We will promote your property in the most effective ways to get you
the best price in the shortest possible time.
• coldwellbanker.com
Our award-winning national website, where buyers can learn about
your home with the Coldwell Banker® Personal Retriever.
Marketing Activities
Property Promotion
• Multiple Listing Service
• Buyer’s Guide and local newspaper
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When you list with Coldwell Banker®, your property is automatically
filtered to other Web sites to ensure maximum exposure
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Yahoo! Real Estate Classifieds. Ranked by ComScore Media Matrix as the #1 portal,
Yahoo! reaches 74.4% of the online U.S. population.
Trulia. A real estate specific search engine, this site has had Coldwell Banker® listings
viewed over 50 million times by Trulia users.
Google Base. On this site, over 56% of all Internet searches on “real estate” and related
terms are conducted on Google and their partner sites. The majority of those searchers are
actively looking for listings or referrals to brokers and agents.
OpenHouse.com. OpenHouse.com enables home buyers to see schedules for open houses
in their area, view detailed information, print a route planner, request a private showing and
sign up for e-mail alerts.
FrontDoor.com. Powered by HGTV, FrontDoor.com is the home of over 1 million listings
and valuable real estate information. FrontDoor.com combines the #1 online resource for
home and garden content with real estate listings to deliver a rich video and image centric
experience.
Landandfarm.com. A global market place for rural property, this site includes over 10,000
properties such as timberland, farming, hunting and more. Landandfarm.com boasts of a
repeat visit rate of 25%.
Marketing Activities
Property Promotion
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When you list with Coldwell Banker®, your property is automatically
filtered to other Web sites to ensure maximum exposure
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LakehomesUSA.com. Along with OceanhomesUSA.com and RiverhomesUSA.com, these highly targeted
Web sites will increase exposure for your water-related properties through your listing being a part of the
largest water-related listing inventory in the U.S.
Homescape.com. Through this partnership, this site brings you access to more than 2.2 million visitors
each month. With more than 2 million home searches performed on the site, the average visitor views more
than 17 pages.
Cyberhomes.com. On this site, valuations give users access to evaluate homes. From Fidelity National
Information Services, the leader in property information, services and technology for REALTORS®,
appraisers and lenders, users can get detailed, proprietary analysis of their home and community. Users can
explore data ranging from property facts, value estimates and a variety of important indicators of local and
national changes in the housing market.
AOL Real Estate. Offers more information in a home search other than price and the number of
bedrooms. The site allows users to compare location, schools and neighborhoods in one search.
Marketing Activities
Property Promotion
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The Coldwell Banker Global Referral Network generates buyer contacts
from around the globe.
Marketing Activities
Coldwell Banker Global Referral Network
• CGRN helps buyers throughout the world
By linking Coldwell Banker® offices via the Internet.
• Instant information about out-of-town buyers
• Information on the Internet
• Home price comparison
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• Cartus Services
Cartus provides services to 1,250 global clients and manages and
administers the relocation process from start to finish.
• Potential buyers worldwide
Moved employees into and out of over 160 countries around the world.
Marketing Activities
The leader in the relocation services field for more than 50 years.
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Our advertising program is designed to generate buyer prospects
for your property.
Marketing Activities
Advertising
• Home Buyers know Coldwell Banker®
Our national advertising on network and cable television predisposes
home buyers to consider Coldwell Banker listed properties.
• Greater name recognition
Our leading national public relations programs create recognition for
local Coldwell Banker listings among Home Buyers throughout North
America.
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Our advertising program is designed to generate buyer prospects
for your property.
• Local advertising
We will provide you with tools to create great local and regional advertising and
public relations programs.
Marketing Activities
Advertising
• Coldwell Banker yard sign
Our nationally recognized Coldwell Banker yard sign is a highly effective
advertising tool that promotes your property 24 hours a day, 7 days a week. Calls
generated from our yard sign come from prospective buyers who are already
interested in your neighborhood, have seen your property and are eager for more
information!
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The award-winning coldwellbanker.com website promotes your property
across the Internet!
The Internet is used by 84% of home buyers to find information
about specific properties or to find information about a
community.*
Marketing Activities
coldwellbanker.com
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*Source: The 2007 National Association of Realtors® Profile of Home Buyers and Sellers
The award-winning website - coldwellbanker.com
• Rich Information
Larger photos, slide shows, virtual tours, videos, and detailed data help your
home stand out to buyers.
Marketing Activities
coldwellbanker.com
• Mapping
Using the newest mapping technology, buyers have three options of viewing
your home in relation to roads and major thoroughfares. In addition, a variety of
neighborhood amenities such as schools, recreational areas, hospitals, shopping,
and more, are easily located and mapped.
• AgentSpace
Your home on the Internet will get even greater exposure with
coldwellbanker.com’s powerful blogging feature which allows your Sales
Associate the opportunity to show his/her expertise in your local housing market
and neighborhood. Using photos, video and information through a blog format,
your Sales Associate will capture the interest and business of local buyers.
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The award-winning website - coldwellbanker.com
• Saved Searches
Buyers can save a library of properties they like and return to those listings
for quick future reference. This is similar to saving items to an online
“shopping cart.”
Marketing Activities
coldwellbanker.com
• Personal Retriever® Service
This feature allows interested buyers to have information about your home emailed directly to them.
• Personal Retriever Widget®
Like the Personal Retriever, the Widget brings your home information right to
a buyer’s desktop.
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Marketing Activities
Make Your House Stand Out In The Marketplace
The
Coldwell
Helps
you... Banker® Homebuyer Ready program
We’ll help you complete the steps necessary for a Homebuyer Ready home. We’ll
• Attract and
more
buyers
recommend
contact
preferred companies- you select who will work with you. And
we’ll
promote your
house with
distinctive
yard sign, advertising and a special
• Minimize
negotiations
forathe
right price
seller’s marketing packet.
• Decrease the likelihood of a sale falling through due to unexpected
surprises
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Full written disclosure of the property’s condition can be essential to
a successful sales transaction.
Marketing Activities
Seller Disclosure
Appealing to buyers
Complete disclosure attracts buyers by building confidence and peace
of mind.
A stronger selling price
A Seller’s Disclosure Statement makes it clear that the price of your
property reflects its disclosed condition.
Reduce misunderstandings
Helps reduce misunderstandings that can lead to delayed closing,
renegotiation, and even litigation.
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Offering a home warranty will enhance the marketability of
your property.
Marketing Activities
Home Warranty
A popular feature for buyers
A home warranty builds buyer confidence by providing repair-or-replace
coverage*
Protects your budget
Helps protect you from unexpected repair bills. Optional coverage for
your property while it is on the market can give you additional peace of
mind.
Additional marketing impact
Special marketing materials will promote your property to potential
buyers and help it stand out amongst the competition.
*See specific plan application for details.
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You will hear from me regularly on the progress of our marketing activities.
The Sale Process
Personal Touch & Timely Response
Results
We will report the results of events such as open houses and
property showings.
Trends
We will discuss current trends in buyer activity, interest rates
and competitive prices.
Suggestions
We will share suggestions from other real estate professionals
who have previewed or shown your property.
Progress
We will provide a weekly progress report on the promotion
and sale of your property.
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Marketing Activities
Information Sources Used By Buyers In Home Search
Real estate agents and the
internet are the primary
resources used by buyers in a
home search.
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Source: The 2007 National Association of Realtors® Profile of Home Buyers and Sellers.
Home Enhancement
Home Enhancement
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We will develop a custom tailored home enhancement plan that can make a difference
in how quickly your home sells and the price you can obtain.
• Focus on how buyers see your property
• Leverage ideas from our exclusive Home
Enhancement Guide and Video
• Identify enhancements that can pay for
themselves in stronger offers from buyers
Home Enhancement
Home Enhancement
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We will develop a plan to enhance your property’s ability to attract buyers
Exterior
 Keep grass mowed, shrubs trimmed
 Pick up lawn tools, toys, sweep front walkway
 Clean up after pets
Home Enhancement
Home Enhancement Checklist
Interior
 Pick up toys and shoes; make beds, put clothes away
 Prepare tables with flowers and place settings; set out a
game or “coffee table” book
 Turn off the television; play soft background music
 Tidy up bathrooms; set out show towels
 Open drapes and shades, turn on lights, make house look
bright and cheerful
 Do a quick dusting and give the carpets a once-over with
the vacuum; straighten rugs; empty wastebaskets
 Keep pets out of the way; make sure all pet areas are
clean and free of odor
Special tips for showings
 Secure jewelry, cash, medications and other valuables
 Leave while your house is being shown
 If people who are not accompanied by an agent ask to see
your property, please refer them to us; we will pre-screen
them
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You can sell your house faster and for a higher price with the Coldwell Banker® Home
Protection Plan.
A popular feature for buyers
Home Enhancement
Coldwell Banker® Home Protection Plan
A home warranty builds buyer confidence by providing repair-or-replace coverage for major
home operating systems and appliances for one full year after the closing.*
Protects your budget
A home warranty can help protect you from unexpected repair bills and give you peace of mind.
Additional marketing impact
Home warranties give the seller a better chance of selling, in a shorter amount of time, and for
more money.
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*See specific plan application for details.
The Best Price Attainable
Best Price Attainable
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A Competitive Market Analysis will give you a solid foundation
for the realistic pricing of your property.
The Best Price Attainable
What Is The Best Price Obtainable For Your
Property?
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Buyers compare properties
Home Buyers engage in comparison shopping.
They will not pay more for a property than
they could pay for another, similar one.
We will assist you in determining the most
effective list price for your property
Recently sold market data
Reveals what buyers have actually paid for
similar properties.
The Best Price Attainable
What Is The Best Price Obtainable For Your
Property?
Currently for sale
Shows properties competing for buyers’
attention right now.
Did not sell
Demonstrates what buyers have not been
willing to pay under current market conditions.
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The Competition
 The number of similar properties for sale
 Their prices, financing terms, location and physical
In understanding the market value of your
property, we must deal with some factors
that we have no control over.
condition
Physical qualities of your property
 Location
 Age
 Size of house and lot
 Floor plan and architectural style
The Best Price Attainable
What Affects The Market Value Of Your Property?
Market Conditions
 Interest rates and availability of financing
 Buyer demand
 Prices of recently sold properties
 State of the economy
 Seasonal demand
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Some factors have no effect on the current value of your property:
Original price
 What you originally paid for your house
 Needed proceeds
 The cash proceeds you want or need from the sale
The Best Price Attainable
What Affects The Market Value Of Your Property?
Opinions
 What people say your property is worth
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The price of your house must attract enough attention among buyers and brokers to
generate showings and offers.
Market Value
Your house has many values:
– to the tax assessor,
– to the lender and insurance company
– to you.
The Best Price Attainable
An Important Message About The Value Of Your
House
It also has what’s called “market
value” to prospective buyers.
The best price can only be determined
by testing the market and challenging
the competition. The market dictates
the value based on current conditions,
number of home buyers, etc.
Competitive Market Analysis
Buyers do “comparison shopping” and
the Competitive Market Analysis
focuses on properties on the market
competing for buyer attention.
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The higher a property is priced above realistic market value, the more time it will take
to sell and the less interest it will attract.
The Best Price Attainable
Pricing Your Property
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●
●
If a property fails to appraise at fair
market value, it will either force the
buyer to make up the difference in cash
or cause the sale to fall through.
Since mortgages are based on fair
market value, not the sale price,
more buyers will be able to
consider your property when it is
priced competitively.
The Best Price Attainable
Pricing Your Property
●
If your property is priced
right, more buyers will be
interested when it first
hits the market.
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Anticipated selling price: ______________________________________________________
Recommended selling price: ___________________________________________________
The Best Price Attainable
Market Analysis Summary And Recommendation
Recommended financing terms:
_________________________________________________________________
_________________________________________________________________
_________________________________________________________________
_________________________________________________________________
Other recommendations: ____________________________________________
_________________________________________________________________
_________________________________________________________________
_________________________________________________________________
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The Sale Process
The Sales Process
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The goal of Coldwell Banker® Mortgage Services is to bring you more pre-approved
buyers to ensure a successful transaction.
The Sale Process
Qualifying Buyers
Pre-approved Buyers
A potential buyer for your house can receive a pre-approval decision from Coldwell Banker
Mortgage for a loan amount necessary for the purchase of your property.
Financial information on other buyers
We will seek financial qualifying information on buyers represented by other brokers.
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In order to maintain the strongest negotiating position, we recommend that you
do not discuss the following information with any buyers or other real estate
agents.
The Sale Process
Important Negotiation Strategy
• Reason/Urgency for selling
• Willingness to consider an offer
less than listing price
• Financing terms you would accept
• Personal property you might be
willing to include
• Timing and benefits from your
company
• Any other confidential
information
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When an offer is presented we will negotiate on your behalf to help you obtain the most
favorable price and terms, and we will work on your behalf to successfully close the sale.
The Sale Process
Closing The Sale
Understanding choices, meeting your needs
We will present all offers in an objective fashion, review and explain their terms and
help you evaluate how it fits your goals.
Handling the details and keeping you informed
We will monitor the progress of the transaction and keep you informed throughout the
entire transaction.
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After-Sale Service
After-Sale Service
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We’ll sell your house and help you take care of the details that go along with it.
After-Sale Service
Presenting Coldwell Banker Concierge®
The Coldwell Banker Concierge program is a convenient, time-saving service that will help make your house
selling experience smoother.
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It’s just one more way your local Coldwell Banker office is making house
selling simpler.
Service Providers
After-Sale Service
Presenting Coldwell Banker Concierge®
We will provide you with the names and phone numbers of service providers
from our list in your neighborhood.
Ongoing Service
We also offer our assistance well after you’re in your new home.
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Your Local Coldwell Banker Resources
Your Local Coldwell Banker Resources
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We are prepared to fulfill the promises in the Coldwell Banker® Seller Service
Guarantee. Your satisfaction is our top priority.
Coldwell Banker tradition of service
Backed by the extensive resources and 100year heritage of a premier real estate
organization.
Our local Coldwell Banker office
Benefit from the marketing expertise of our
team of dedicated professionals.
Your Local Coldwell Banker Resources
We Are Ready To Go To Work For You NOW!
My personal commitment
I will devote my energy to meeting your
needs, and keep you informed throughout
the transaction.
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Serving the greater Anywhere, US market since 1950 with more than 50 qualified sales
professionals.
Important Point About Our Company
Another Important Point About our
Company
Another Important Point About our
Company
Another Important Point About our
Company
Another Important Point About our
It was a pleasure working with everyone at
Company
Coldwell Banker Superior! We couldn’t have done
it without them.
- John and Sally HappyClient
Your Local Coldwell Banker Resources
Coldwell Banker Superior Results Realty
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