{"id":14827,"date":"2018-09-27T11:48:28","date_gmt":"2018-09-27T15:48:28","guid":{"rendered":"https:\/\/rubyrealty.com\/2018\/09\/27\/the-art-of-closing\/"},"modified":"2018-09-27T11:48:28","modified_gmt":"2018-09-27T15:48:28","slug":"the-art-of-closing","status":"publish","type":"post","link":"https:\/\/rubyrealty.com\/en\/2018\/09\/27\/the-art-of-closing\/","title":{"rendered":"THE ART OF CLOSING"},"content":{"rendered":"<p><strong>Objectives<\/strong><\/p>\n<ul>\n<li>Promote the development of documented systems for each brokerage activity.<\/li>\n<li>Develop skills; practice, turn at bat&#8230;.<\/li>\n<li>Promote interact&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;.. &#8220;street, street, street&#8221;<\/li>\n<li>Shall we play?&#8230;your participation&#8230;interact creatively?<\/li>\n<li>Management of &#8220;Olympic cold&#8221; or &#8220;stage fright&#8221;.<\/li>\n<li>Browse several of the documents associated with Close<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><strong>Definition<\/strong><\/p>\n<p>What is closing?<\/p>\n<p>Closing is the process or set of activities or events that are carried out or take place, with the objective of carrying out the purchase and sale of a real estate property, which upon completion:<\/p>\n<ul>\n<li>The seller transfers the title of the real estate to the buyer<\/li>\n<li>The purchaser becomes the legal owner of the property.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>This process has several stages:<\/p>\n<ol>\n<li>Prospect<\/li>\n<li>Initial Contact-Qualification-Requalization-Requalization-Make Appointment<\/li>\n<li>&#8220;Showing&#8221;<\/li>\n<li>Option or Offer Management<\/li>\n<li>Sale and Purchase Option Documentation<\/li>\n<li>Origination<\/li>\n<li>Process<\/li>\n<li>Closing<\/li>\n<li>Tracking &#8211; Sphere<\/li>\n<\/ol>\n<p><strong>Prospect<\/strong><\/p>\n<ul>\n<li>Sign &#8230; Eye on condominiums<\/li>\n<li>Loose leaf in neighborhood &#8230; blocks<\/li>\n<li>If condominium &#8230; loose leaf on bulletin board<\/li>\n<li>Electronic Portals &#8230; visual &#8230; visual &#8230; visual &#8230; visual<\/li>\n<li>&#8220;Mailing&#8221; &#8230; postal &#8230; electronic<\/li>\n<li>Sphere of Influences<\/li>\n<li>Current customers<\/li>\n<li>Past customers<\/li>\n<li>Past buyers<\/li>\n<li>Family, friends, suppliers, exchange<\/li>\n<li>Realtors, brokers<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><strong>Initial Contact-Qualify-Qualify-Prequalify-Make Appointment<\/strong><\/p>\n<p>Qualify VS Prequalify<\/p>\n<p>What is Qualify?<\/p>\n<p>Educate &#8230; orient &#8230; guide &#8230; recruit &#8230; impact &#8230; infect &#8230; &#8220;mirror effect&#8221;.<\/p>\n<ul>\n<li>Understanding the buyer&#8217;s needs &#8230; creating affinity &#8230; empathy<\/li>\n<li>Determine if the prospect is emotionally prepared &#8230; motivation<\/li>\n<li>Begin to establish the &#8220;relationship&#8221; &#8230; establish credibility<\/li>\n<li>Initiate the &#8220;Preconditioning&#8221; process &#8230;. confidence<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>Qualify<\/p>\n<ul>\n<li>Affective, emotional involvement &#8230; in the reality of the prospective buyer.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>What is Prequalify?<\/p>\n<ul>\n<li>Mechanical aspects of transportation &#8230; calculations &#8230; employment &#8230; CP &#8230; CD &#8230; Initial Investment &#8230; Credit<\/li>\n<\/ul>\n<p>=<\/p>\n<p>&#8220;<strong><br \/>\n  <u>Positive Attitude of Service&#8221;<\/u><br \/>\n<\/strong><\/p>\n<p><strong><u>&#8220;APS&#8221;<\/u><\/strong><\/p>\n<p>&nbsp;<\/p>\n<p>Initial Contact-Qualification<\/p>\n<p>On initial contact<\/p>\n<p>&nbsp;<\/p>\n<p>Solid Qualification<\/p>\n<ul>\n<li>Reason to buy<\/li>\n<li>Motivation to buy<\/li>\n<li>Urgency-Time<\/li>\n<li>Capacity<\/li>\n<li>Interest<\/li>\n<\/ul>\n<p><strong> <\/strong><\/p>\n<p><strong>Initial Contact-Prequalification<\/strong><\/p>\n<p>To a Customer or Consumer<\/p>\n<ol>\n<li>Pre-qualify at initial contact<\/li>\n<li>Employment<\/li>\n<li>CP<\/li>\n<li>CD<\/li>\n<li>Initial Investment<\/li>\n<li>Credit<\/li>\n<\/ol>\n<p>&nbsp;<\/p>\n<p><strong><u>Co-Broke<\/u><\/strong><\/p>\n<ol start=\"2\">\n<li>Pre-qualify at initial contact<\/li>\n<li>Employment<\/li>\n<li>CP<\/li>\n<li>CD<\/li>\n<li>Initial Investment<\/li>\n<li>Credit<\/li>\n<\/ol>\n<p><strong><br \/>\n  <u>Co-Broke Agreement <\/u><br \/>\n<\/strong>(Stipulates cooperation, compensation received, commission agreed with owner)<\/p>\n<p><strong>&#8220;Showing&#8221;<\/strong><\/p>\n<ul>\n<li>Coordinate with listing agent or seller<\/li>\n<li>Coordinate with buyer<\/li>\n<li>&#8220;Setting the &#8220;rules of the game&#8221;.<\/li>\n<li>Perform &#8220;showing&#8221;.<\/li>\n<li>Documenting &#8220;showing<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><strong>Option or Offer Management<\/strong><\/p>\n<ul>\n<li>All in writing, with a Good Faith Deposit (DBF &#8211; Earnest Money).<\/li>\n<li>Objective-Function and quantity<\/li>\n<li>Presented to the seller by the listing agent<\/li>\n<li>Handling of bids and counter-bids<\/li>\n<li>Pre-qualification form completed and signed by all parties<\/li>\n<\/ul>\n<p><strong>Put Option Documentation<\/strong><\/p>\n<ul>\n<li>Sample purchase and sale option contract<\/li>\n<li>Additional clauses<\/li>\n<li>Addendum<\/li>\n<li>Property Condition Information Sheet<\/li>\n<li>Authorization for disclosure of loan information<\/li>\n<li>Lead-based paint disclosure sheet<\/li>\n<\/ul>\n<p>(Before 1978. 29 years old or older)<\/p>\n<p>&nbsp;<\/p>\n<ul>\n<li>Pre-qualification form<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><strong>Origination<\/strong><\/p>\n<ol>\n<li>Origin\n<ul>\n<li>Request<\/li>\n<li>&#8220;TILS&#8221; Initial<\/li>\n<li>&#8220;GFE&#8221;<\/li>\n<li>Transfer of Service Report<\/li>\n<\/ul>\n<\/li>\n<li>Process<\/li>\n<\/ol>\n<ul>\n<li>Documents associated with the seller and the property<\/li>\n<li>Documents associated with the buyer<\/li>\n<\/ul>\n<ol start=\"3\">\n<li>Analysis<\/li>\n<\/ol>\n<ul>\n<li>Analyze and ensure compliance with all institutional and secondary market requirements.<\/li>\n<li>Make a decision:\n<ul>\n<li>Approve<\/li>\n<li>Counteroffer<\/li>\n<li>Return to correct or complete<\/li>\n<li>Deny<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<ol start=\"4\">\n<li>Closing<\/li>\n<\/ol>\n<ul>\n<li>Seller Proceed&#8221; seller surplus<\/li>\n<li>&#8220;Settlement Statement<\/li>\n<li>&#8220;TILS&#8221; Final<\/li>\n<li>Deed of sale<\/li>\n<li>Mortgage note<\/li>\n<li>Income tax and CRIM forms<\/li>\n<li>Request for change of ownership CRIM<\/li>\n<li>Application for exoneration and\/or CRIM Exemption<\/li>\n<\/ul>\n<ol start=\"5\">\n<li>Service<\/li>\n<\/ol>\n<ul>\n<li>Process payments<\/li>\n<li>Resolving backlogs and delinquency cases<\/li>\n<li>Payment of property taxes<\/li>\n<li>Pay insurance in escrow<\/li>\n<li>Transfer mortgage to new owner<\/li>\n<li>Transfer to new service agent<\/li>\n<li>Pay off mortgage<\/li>\n<li>Handling all types of mortgage documents<\/li>\n<\/ul>\n<p><strong>Process<\/strong><\/p>\n<ol start=\"6\">\n<li>Origin\n<ul>\n<li>Request<\/li>\n<li>&#8220;TILS&#8221; Initial<\/li>\n<li>&#8220;GFE&#8221;<\/li>\n<li>Transfer of Service Report<\/li>\n<\/ul>\n<\/li>\n<li>Process<\/li>\n<\/ol>\n<ul>\n<li>Documents associated with the seller and the property<\/li>\n<li>Documents associated with the buyer<\/li>\n<\/ul>\n<ol start=\"8\">\n<li>Analysis<\/li>\n<\/ol>\n<ul>\n<li>Analyze and ensure compliance with all institutional and secondary market requirements.<\/li>\n<li>Make a decision:\n<ul>\n<li>Approve<\/li>\n<li>Counteroffer<\/li>\n<li>Return to correct or complete<\/li>\n<li>Deny<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<ol start=\"9\">\n<li>Closing<\/li>\n<\/ol>\n<ul>\n<li>Seller Proceed&#8221; seller surplus<\/li>\n<li>&#8220;Settlement Statement<\/li>\n<li>&#8220;TILS&#8221; Final<\/li>\n<li>Deed of sale<\/li>\n<li>Mortgage note<\/li>\n<li>Income tax and CRIM forms<\/li>\n<li>Request for change of ownership CRIM<\/li>\n<li>Application for exoneration and\/or CRIM Exemption<\/li>\n<\/ul>\n<ol start=\"10\">\n<li>Service<\/li>\n<\/ol>\n<ul>\n<li>Process payments<\/li>\n<li>Resolving backlogs and delinquency cases<\/li>\n<li>Payment of property taxes<\/li>\n<li>Pay insurance in escrow<\/li>\n<li>Transfer mortgage to new owner<\/li>\n<li>Transfer to new service agent<\/li>\n<li>Pay off mortgage<\/li>\n<li>Handling all types of mortgage documents<\/li>\n<\/ul>\n<p><strong> <\/strong><\/p>\n<p><strong> <\/strong><strong>Closing<\/strong><\/p>\n<ol start=\"11\">\n<li>Origin\n<ul>\n<li>Request<\/li>\n<li>&#8220;TILS&#8221; Initial<\/li>\n<li>&#8220;GFE&#8221;<\/li>\n<li>Transfer of Service Report<\/li>\n<\/ul>\n<\/li>\n<li>Process<\/li>\n<\/ol>\n<ul>\n<li>Documents associated with the seller and the property<\/li>\n<li>Documents associated with the buyer<\/li>\n<\/ul>\n<ol start=\"13\">\n<li>Analysis<\/li>\n<\/ol>\n<ul>\n<li>Analyze and ensure compliance with all institutional and secondary market requirements.<\/li>\n<li>Make a decision:\n<ul>\n<li>Approve<\/li>\n<li>Counteroffer<\/li>\n<li>Return to correct or complete<\/li>\n<li>Deny<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<ol start=\"14\">\n<li>Closing<\/li>\n<\/ol>\n<ul>\n<li>Seller Proceed&#8221; seller surplus<\/li>\n<li>&#8220;Settlement Statement<\/li>\n<li>&#8220;TILS&#8221; Final<\/li>\n<li>Deed of sale<\/li>\n<li>Mortgage note<\/li>\n<li>Income tax and CRIM forms<\/li>\n<li>Request for change of ownership CRIM<\/li>\n<li>Application for exoneration and\/or CRIM Exemption<\/li>\n<\/ul>\n<ol start=\"15\">\n<li>Service<\/li>\n<\/ol>\n<ul>\n<li>Process payments<\/li>\n<li>Resolving backlogs and delinquency cases<\/li>\n<li>Payment of property taxes<\/li>\n<li>Pay insurance in escrow<\/li>\n<li>Transfer mortgage to new owner<\/li>\n<li>Transfer to new service agent<\/li>\n<li>Pay off mortgage<\/li>\n<li>Handling all types of mortgage documents<\/li>\n<\/ul>\n<p><strong> <\/strong><\/p>\n<p><strong> <\/strong><strong>Tracking &#8211; Sphere<\/strong><\/p>\n<p>To the sphere or to the sapphire?<\/p>\n<p>&nbsp;<\/p>\n<ul>\n<li>Reconcile case and verify documents &#8230; lessons learned.<\/li>\n<li>&#8220;Settlement Statement<\/li>\n<li>Valuation<\/li>\n<li>Writing<\/li>\n<li>Modification of database &#8230; relocate relevant parts in sphere of influence<\/li>\n<li>The Numbers<\/li>\n<li>&#8220;Monday&#8221; after closing &#8230; make phone calls &#8230; email<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Objectives Promote the development of documented systems for each brokerage activity. Develop skills; practice, turn at bat&#8230;. Promote interact&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;&#8230;.. &#8220;street, street, street&#8221; Shall we play?&#8230;your participation&#8230;interact creatively? Management of &#8220;Olympic cold&#8221; or &#8220;stage fright&#8221;. Browse several of the documents associated with Close &nbsp; Definition What is closing? Closing is the process or set of activities [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[1],"tags":[],"class_list":{"0":"post-14827","1":"post","2":"type-post","3":"status-publish","4":"format-standard","6":"category-sin-categorizar","7":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Ruby REALTY- THE ART OF CLOSING<\/title>\n<meta name=\"description\" content=\"Promote the development of documented systems for each brokerage activity. 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