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1. How to fill out listing agreement w/ annotations (also what to look for)

Step 1: Seller’s representation and Multiple Listing Service (MLS)
1) When you are ready to accept a listing, you have to print our and use correct check list from
our website.
2) Fill out and obtain seller’s signature(s) at least on the following forms:
LISTING AGREEMENT
SELLER’S ADVISORY C.A.R. form SA
DISCLOSURE REGARDING REAL ESTATE AGANCY RELATIONSHIP C.A.R. form
AD
3) Install a lock box and take pictures for the property.
1) List the property for sale in the local MLS. If it is “Short Sale” or “Bank Owned/REO”
transaction, disclose this fact in the property description.
2) Place “For Sale” signs. Consult with the Home Owners Association (HOA) about any existing
sign and open house regulations.
3) At this point you must upload at least these forms:
LISTING AGREEMENT
DISCLOSURE REGARDING REAL ESTATE AGENCY RELATIONSHIP C.A.R. form
AD
Agent property report printed from MLS listing
4) You may start uploading the executed transaction documents and forms to the transaction file
now. You may upload as many executed documents and forms as you want (not only those
that are required in the check list) at any time. Use the “Note” option of you want to leave a
message for the broker. We may ask you for additional information (if necessary). 
Sample listing agreement
Listing Presentation
: Receive offers from the buyer’s agent
1) The offer typically includes the following:
PURCHASE AGREEMENT
BUYER’S INSPECITON ADVISORY C.A.R. form BIA-A
DISCLOSURE REGARDING REAL ESTATE AGENCY RELATIONSHIPS C.A.R form
AD
Pre-approval letter from the lender
Copy of earnest money deposit check
2) The Seller can reject or accept the offer or send his/her counter offer. During the negotiation
period you may use:
COUNTER OFFER C.A.R. form CO
ADDENDUM C.A.R. form ADM 

Comparibles report example

3. How to fill out RPA (and what to look for)

2. How to price your client's home

1: Buyer(s)’ representation
When you have found a client who wants to buy a real estate property, you may ask him/her to
sign:
BUYER REPRESENTATION AGREEMENT-EXLUCSIVE C.A.R. form BRE or
BUYER REPRESENTATION AGREEMENT-NON-EXLUSIVE C.A.R. form BRNE or
BUYER REPERSENTATION AGREEMENT C.A.R. form BRNN
These forms are optional and are not required by our policy, but please note that the buyer may
use another agent or make an offer by himself/herself. You may not be able to receive a
commission without this agreement.
You don’t need to notify us or send any forms to Real Estate Source, Inc. for this step
Sample Purchase Contract

4. Comprehensive guide to disclosures

pen Escrow/Title
1) When all parties agree with the purchase terms and you have fully executed the contract, you
can open an escrow account. Usually the buyer’s agent opens the escrow. In some cases it is
done the seller’s agent.
2) Instruct our office where to send the earnest money deposit. You may do this by emailing
[email protected] of faxing your request to the office.
3) The escrow/title office must provide you information about the file (officer name. escrow/title
file number, contact information, etc.) and give you a receipt for the earnest money deposit
 Inspection/Disclosure Period
1) Depending on the transaction type and your client(s) needs, you may have to order different
types of inspections (termite, home inspection, septic system, roof, plumbing, etc.) and fill out
(if needed) the following:
REQUEST FOR REPAIR C.A.R. form RR
WOOD DESTROYING PEST INSPECTION AND ALLOCATION OF COST C.A.R. form
WPA
The Seller can reject or accept the request, agree to make some fo the repairs or offer
monetary reimbursement for the repairs.
2) The seller or his/her agent must provide additional disclosures forms and reports fro the buyer
in 7 days:
REAL ESTATE TRANSFER DISCLOSURE STATEMENT C.A.R. form TDS
SELLER’S AFFIDAVIT OF NONFOREIGN STATUS C.A.R. form AS
NATURAL HAZARD DISCLOSURE STATEMENT C.A.R. form NHD
STATEWIDE BUYER AND SELLER ADVISORY C.A.R. from SBSA
LEAD-BASED PAINT DISCLOSURE C.A.R. form FLD(for houses built before 1978)
SUPPLEMENTAL STATUTORY AND CONTRACTUAL DISCLOSURES C.A.R. form
SSD
WATER HEATER AND SMOKE DEDECTOR STATEMENT C.A.R. form WHSD
AGENT VISUAL INSPECTION DISCLOSURE C.A.R. form AVID
DISCLOSURE REGAURDING REAL ESTATE AGENCY RELATIONSHIPS C.A.R. form AD
LOCAL AREA REAL ESTATE TRANSFER DISCLOSURE STATEMENT
EARTHQUAKE HAZARDS REPORT AND RECEIPT
http://www.swismic.ca.gov/pub/CSSC_2005-01_HOG.pdf
MOLD DISCLOSURE
REPORT/INFORMATION PACKAGE FROM HOA (CC&Rs) (if any)
ADDITIONAL DISCLOSURES STATEMENT (if any)
The local disclosure may vary by city and county. Please ask your escrow company or visit
the local Association of Realtors to find out local disclosure requirements.
3) Prepare and send the following to the seller and escrow officer:
3.1 Preapproval letter from the lender (in 7 days)
3.2 Proof of funds for down payment (in 7 days)
3.3 CONTINGENCY REMOVAL C.A.R. form CR (in 17 days)
It may be challenging to refund the earnest money deposit to the Buyer after the contingencies
are removed. Please inform the Buyer of this.
4) Escrow/title will send both agents and the lender a preliminary title report. This must be
received within seven (7) days of acceptance of the offer.
5) For residential property each agent (buyer’s and sellers) must fill out their own
AGENT VISUAL INSPECTION DISCLOSURE C.A.R. form AVID
6) If the property is in Common Interest Developments you have to provide the HOA report
CC&Rs for the buyer. Usually the escrow officer orders this report (ask him/her about it), but
if not, you can use:
HOME OWNER ASSOCAITON INFORMATION REQUEST C.A.R. form HOA
7) You must prepare the other forms required in the transaction check list and obtain the parities’
signatures. The checks list for different types of different types of transactions is available on
the Real Estate Source, Inc website.
8) You must take care to ensure that the buyer receives all the necessary reports and obtains
his/her signature on them.
NOTICE TO SELLER TO PREFORM C.A.R. form NSP
If the buyer fails to perform the action by the date given in the NSP, you may cancel escrow using:
CANCELLATION OF CONTRACT, RELEASE OF DEPOSIT C.A.R. form CC
9) Please keep in touch with the buyer’s lender for this step. It is good to be aware of how the
loan process is going and be ready to help and support the buyer if he/she needs it. We have
observed that the majority of escrows were late because of financing issues.
10) Stay in touch with the escrow/title officer. Make sure that the escrow/title officer has all the
fully executed transaction forms and documents. Ask the escrow/title officer to provide a
preliminary closing statement (HUD) for the buyer.
11) If, for any reason, the traction process has been cancelled, you may use:
CANCELLATION OF CONTRACT, RELEASE OF DEPOSIT AND JOINT ESCROW
INSTRUCTIONS C.A.R. form CC
Sample Disclosures

5. How to negotiate/ representing buyer OR representing sellers / price changes, adds, repairs, etc.

 Receive offers from the buyer’s agent
1) The offer typically includes the following:
PURCHASE AGREEMENT
BUYER’S INSPECITON ADVISORY C.A.R. form BIA-A
DISCLOSURE REGARDING REAL ESTATE AGENCY RELATIONSHIPS C.A.R form
AD
Pre-approval letter from the lender
Copy of earnest money deposit check
2) The Seller can reject or accept the offer or send his/her counter offer. During the negotiation
period you may use:
COUNTER OFFER C.A.R. form CO
ADDENDUM C.A.R. form ADM
Sample Addendum
Sample Counters
Price Change

6. Closing, keys transfer, etc.

 Closing Process
1) Real Estate Source, Inc. must sign the commission distribution instructions. Ask the escrow
office to prepare the instructions and send them to our office. The broker will sign this form
and fax it back to escrow/title company. There is a penalty for signing the commission
instructions yourself in place of the broker.
2) Assist the buyer with the final inspection and fill out:
VERIFICATION OF PROPERTY CONDITION C.A.R. form VP
3) Escrow will provide the buyer with an estimated closing statement and the buyer must
transfer the required down payment to the escrow company.
4) Know where and when the buyer is going to sign the loan documents. It is a good idea to
assist the buyer with the signing, so you will be available if the buyer needs help or a “last
minute problem” comes along.
5) Please help the buyer get the keys, garage or gate opener, postal box key, etc. from the seller.
Proved phone numbers for the utility company. Moving to a new house can be challenging for
a buyer. Provide as much support to your clients as possible. We have observed that this step
is very important in receiving referrals.
6) It is a good idea to give the new owner a present. The best gift is a household, long-term
usable item with your name and contact information on it. It can be a new address stamp or
something similar.

7. Other / Documentation Multi part series "negotiating skills you need to know as a real estate agent (in California)"

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