Prepared for Kiah Jordan Professional Trustee, Impact Family Office and the Charles Family Trust
Mr. Kiah Jordan, Professional Trustee
Impact Family Office
1224 Coast Village Circle, Suite 11
Santa Barbara, CA 93108
August 30, 2024
Dear Kiah,
Thank you for considering Knight Real Estate Group to represent you in the sale of 627 Oak Grove Drive, Montecito. We are truly honored by this opportunity and look forward to potentially working alongside your team and the Charles Family Trust to achieve the best outcome for this exceptional property.
INTRODUCTION
With over 35 years of combined experience in both law and real estate, I bring a unique perspective to the sale of properties. Since obtaining my broker’s license in 2005, I have specialized in assisting clients of attorneys, wealth managers, accountants, and professional fiduciaries with real estate sales prompted by transitional events such as the death or incapacity of an owner, divorce, or claim settlements. This experience has made Knight Real Estate Group process experts in the complex niche of trustee and probate sales. Our aim is to achieve the highest price possible, while making the entire process seamless and transparent for the trustee or executor.
WHAT SETS US APART
Drawing on my background as a former attorney and experienced real estate broker, I offer discretion, refined negotiation skills, innovative thinking, and a dedicated work ethic.
• My experience in complex transactions, both as a practicing attorney and real estate broker, makes me a true partner and advisor when it comes to selling your real estate assets
• We have specialized in trustee and probate sales for nearly two decades
• We have a deep understanding of the role of a fiduciary in the sales process
• We are committed to being tireless advocates for our clients, ensuring satisfaction at every stage
• We are certified luxury real estate agents under the distinguished Berkshire Hathaway HomeServices Luxury Collection brand - the leading real estate brand in Montecito and Santa Barbara, with national and worldwide visibility and esteem
MARKETING PROPOSAL
Berkshire Hathaway’s luxury property brand is the market leader in Montecito, with a proven track record of attracting and engaging qualified buyers. Our approach maximizes exposure through both print and digital platforms, creating a visually compelling presentation that distinguishes your property from others.
The enclosed Marketing Proposal introduces you to our team, explains our approach to the luxury listing and sales process, and highlights the marketing strategies we use to achieve the best possible outcome for our clients.
PROPERTY SPECIFICS
627 Oak Grove Drive | Montecito Estate District
The parcel at 627 Oak Grove Drive presents a unique opportunity for a discerning buyer to design and build an estate under a canopy of oaks in one of Montecito’s most coveted locations. The 1.34-acre lot is predominantly flat, easily accessible, and situated close to the prestigious Birnam Wood Golf Club. Its prime location will appeal to buyers who seek to create their own vision in Montecito while remaining close to the area’s amenities and excellent schools.
PREPARATION
We understand that selling vacant land comes with unique challenges, particularly for buyers unfamiliar with local building and zoning codes. To address this, we recommend obtaining a feasibility study from a reputable land-use planner to outline potential development options and restrictions, including lot splits based on current zoning and building site locations. We will connect you with trusted resources, and will personally direct and oversee all meetings.
To help interested buyers envision their future home, we also suggest commissioning an architectural or 3D rendering of potential developments on the property. This visual representation will help buyers imagine the possibilities, and we will manage this project from start to finish.
Our comprehensive marketing plan also includes:
• High-quality photography and aerial images to capture the property’s essence and its premier Montecito location
A dedicated property website with its own URL for easy access to all relevant information
• Advertising through our affiliate partners to ensure local, national, and global reach
• Exposure on over 50 leading real estate websites, including Redfin, Trulia, Realtor.com, and WSJ.com
• Targeted local exposure through online platforms like Noozhawk and Siteline
• Print advertising in the Independent, Montecito Journal, and luxury publications such as the Wall Street Journal
Throughout our collaboration, we will maintain clear, open communication, providing access to all documents and reports via Google or Dropbox. We will also provide you with a detailed timeline to guide the process, as well as marketing analytics once the listing goes public. Our goal is to ensure that our clients are always informed on showing requests, client feedback, marketing opportunities, and wider market activity that affects their properties.
PRICING
When determining the optimal price and strategy, we consider:
• Recent comparable sales data
Buyer demand and current market trends
• The unique characteristics of the property
Given the continued strong market conditions in Montecito and lack of prime vacant land, we recommend listing the property in the $2.70M–$2.75M range. Recent sales of vacant land in similar locations range from $2.55M to $2.9M on Park Lane. In our opinion, the size, accessibility, and prime location of this parcel justify a competitive asking price. Our Comparable Market Analysis is included in our Marketing Proposal.
Knight Real Estate Group typically charges a 2.5% commission on the listing side, but we are willing to reduce our fee to 2% in this case in recognition of our relationship. As this is a trust sale and we respect the role of the fiduciary, we will not represent a buyer if the opportunity arises without first obtaining your written approval. With a team that includes two seasoned agents and a dedicated assistant, we believe we offer exceptional value to our clients.
We would be pleased to discuss our proposal in further detail and answer any questions you may have. We appreciate your consideration and look forward to the possibility of working together to achieve a successful sale.
Warm regards,
Kelly Knight, JD Gabe Grandcolas
Knight Real Estate Group
ABOUT KNIGHT REAL ESTATE GROUP
We provide exceptional real estate representation with a lawyer’s training and insight.
Knight Real Estate Group of Berkshire Hathaway HomeServices California Properties is a boutique Santa Barbara real estate team that brings outstanding client advocacy, true professionalism and unsurpassed knowledge of the field of real estate to all aspects of the buying and selling process in Santa Barbara, Montecito, Hope Ranch and Goleta. We truly listen to our clients’ needs and present them with opportunities, solutions and the type of creative thinking that only a Realtor well-versed in real estate law can provide. This skill affords our clients the comfort and security of knowing that one of their most important investments is in good hands.
Over $375 Million in sales production 2005 - present
Over 230 transactions
Santa Barbara Association of Realtors 2023 Howard Gates Award for navigating one of the most complex transactions of the year
Realtor Community Service Award for philanthropic and volunteer work serving the Santa Barbara community. Awarded 2023.
• Member, National Association of Women Business Owners
• Member of ProVisors (National Professional Networking Group)
PROVEN SUCCESS AND EXPERIENCE
• Full-time licensed Real Estate Broker since 2005 - License #01463617
• Member, Professional Standards Committee, Santa Barbara Association of Realtors
• Member, Board of Directors, Scholarship Foundation of Santa Barbara
• Member, Board of Directors, Legal Aid Foundation of Santa Barbara
• Member, Board of Directors, Santa Barbara Club Practicing Attorney 1988 - 2004
• Santa Barbara Local since 1988
• Santa Barbara Homeowner since 1991
KELLY KNIGHT
Known for her exceptional communication skills, professionalism, unwavering integrity and esteemed background as a real estate and business attorney with a sharp eye for detail, Kelly brings clear-eyed confidence to her clients’ every real estate need. A veteran advisor with uncompromising discretion and concierge-level service, Kelly has built a strong client network based on referrals and recommendations from former colleagues, business associates, past clients, and friends.
Prior to obtaining her Broker’s license in 2005, Kelly spent 15-years working at one of Santa Barbara’s top law firms, consistently performing at the highest levels of excellence. “I am completely focused on assessing, understanding, and serving my clients’ needs,” says Kelly. “As with the practice of law, my real estate clients receive from me exceptional knowledge, skill, diligence, discipline, and preparation. I am able to dive into the nuances of complex contracts and understand and explain the ramifications of purchase or sale in a way that most agents cannot. I fully embrace my responsibilities as a fiduciary, and work tirelessly to protect my clients’ interests.”
When she’s not working for her clients, Kelly commits her expertise and financial resources to the Scholarship Foundation of Santa Barbara and the Legal Aid Foundation of Santa Barbara, local non-profits where she serves as a governing board member. “My education and legal background have given me much throughout my life, personally and professionally,” says Kelly. “I feel dutybound to give back to the community I love through organizations that support our local schools and work to help students achieve a college education. I’m also passionate about providing those most vulnerable in our community with equal access to justice.”
Originally from coastal Maine, Kelly attended Bucknell University where she earned an undergraduate degree in Business Administration. She moved to California in 1985 and attained her law degree with an emphasis on business, tax, and real estate. Now a 30-year resident of Santa Barbara, Kelly enjoys early morning hikes in the nearby foothills with her dogs and time on the ocean with her husband, Mike. She is also the proud parent of a Bowdoin College graduate.
EDUCATION & EXPERIENCE
• Bachelor of Science in Business Administration, Bucknell University, Pennsylvania
• Juris Doctor from McGeorge School of Law, University of the Pacific
• Certificate of Mediation, Strauss Institute for Dispute Resolution, Pepperdine University
• Adjunct Professor, Santa Barbara College of Law 2002 - 2004
Director and Chief Financial Officer for the Santa Barbara Athletic Roundtable
A Santa Barbara native, Gabe Grandcolas provides his clients with a depth of local knowledge and unmatched personal service throughout all real estate endeavors including purchasing, selling, and investing. Utilizing an advisory approach to the buying and selling process, he believes that his clients are best suited to make confident decisions when presented with clear expectations and all available options specific to their situation.
Since joining Knight Real Estate Group in 2022, Gabe has developed a reputation for excellent customer service, creative problem-solving and attention to detail. Prior to joining the team, he assisted Kelly Knight, learning best practices of the real estate profession, how to implement a client-driven approach, and improving his communication skills. He carries the group’s values of hard work, integrity and outstanding client advocacy in all aspects of his work, earning trust among his clients for delivering above-andbeyond their expectations.
“Above all else, we are the client advocate” says Gabe. “Whether it has been a lifelong dream of living in the Santa Barbara area or handling the sale of a family estate, our real estate team eliminates the unknown and opens doors to possibilities for our clients.”
A graduate of the University of Southern California’s Marshall School of Business (Cum Laude, 2018) and Santa Barbara High School (earning the prestigious Principal’s Award, 2014), Gabe’s ties to the area include his love of road biking and surfing. He is deeply connected to all the natural beauty Santa Barbara offers and relishes its proximity to both the mountains and the ocean.
EDUCATION & EXPERIENCE
• Bachelor of Science in Business Administration, University of Southern California
» Graduated with Honors, Cum Laude 2018
• CompStak, Sr. Market Manager
» Real Estate Technology and Data company focused on providing insights to commercial real estate investors
• Full-time licensed Realtor
» Since 2021 - License# 02136492
PROFESSIONAL REFERENCES
YOUR REAL ESTATE REFERRAL CHOICE
For almost 20 years, Kelly has specialized in working with attorneys, wealth managers, accountants and professional fiduciaries in matters involving the sale of real estate due to a transitional event, such as the death or incapacity of an owner, divorce, or settlement of a claim.
As a full-time Real Estate Broker with over 15 years of experience as a practicing attorney at one of Santa Barbara’s most respected law firms, Kelly brings discretion, professionalism, and a unique understanding of your goals and needs to each transaction. Kelly’s reputation for integrity, accountability and results affords you with the security of knowing that your valued client is in good hands.
A PARTIAL LIST OF KELLY’S SATISFIED PROFESSIONAL NETWORK :
Janet Vining Mitchell - Attorney
John Lauritsen - Attorney
Lori Lewis - Attorney
Paul Graziano - Attorney
Ramon Gupta - Attorney
Jared Katz - Attorney
Dana Longo - Attorney
Tim Hale - Attorney
Jill Rogers Martin - Attorney
Christopher Jacobs - Attorney
Chris Davis - Real Estate Appraiser
Brett Piersma - Attorney
Julianna Makler - Attorney
Brian Goebel - Attorney
Paul Weinberg - Attorney/Mediator
Carola Nicholson - CPA
John S. Hepp - CFP
Janet Barr - CFP
Barrett O’Gorman - Attorney
Jeff Forster - CIMA
Steve Golis - Radius Group
Dianna Jessup Lee - Attorney
Robert Curtis - Attorney
Donna Weidl - CFP, CPWA
Michelle Roberson - Property Manager
Jennifer Duffy - Attorney
Rachel Wilson - Attorney
Kiah Jordan - Professional Trustee
Courtney DeSoto - Private Fiduciary
Justin Anderson - Wealth Advisor
Shannon Dalton - Private Fiduciary
EXCEEDING EXPECTATIONS
‘’At every step of decision-making, in preparing the property for market and during the sales process, Kelly was accessible, thorough, and dedicated. The tremendous responsibility of being a trustee with multiple beneficiary interests placed me in one of the most challenging periods of my life and if not for Kelly, I am certain the outcome would not have been as financially successful and personally supportive.”
- Deborah Schwartz, Co-Trustee,
- Naomi L. Schwartz Living Trust
“Kelly was the perfect agent for the purchase of a Santa Barbara home by me and my wife. Her experience, ethics, and professionalism meant that she maintained an appropriate level of contact with us throughout the process, had relationships with competent inspectors and workmen to evaluate the home’s condition, and paid attention to the details of the transactions so that we could focus on our respective law practices. She also cajoled the finance people to get the financing in place for us. As result of her legal training, she is able to spot potential legal issues. We highly recommend you consider using Kelly Knight for your next residential real estate transaction.”
- Kevin Fitzgerald, Attorney
“I have worked with Kelly since 2009, and her assistance has been invaluable in navigating the Santa Barbara real estate market. As an out-of-state seller and buyer, I have relied on Kelly to handle all facets of our transactions, and she has done so with great skill and incredible personal service. As an attorney by training, I greatly appreciate Kelly’s advice and counsel. This past year, her recommendations allowed us to sell our home at substantially more than asking price. And she followed that up with incredibly skillful negotiations with a challenging group of sellers to help us purchase an incredible property at a great price. I highly recommend Kelly to anyone looking at real estate in Santa Barbara.”
- Brian Goebel, Attorney
“I represented an owner/ occupant of a piece of residential real estate in the context of a real estate partition lawsuit. Kelly was the appointed listing agent. Because of the nature of the litigation, the sale involved multiple levels of complexities that Kelly had to navigate. She flawlessly handled all aspects of the transaction throughout the entire span of the litigation and real estate sale. She was both professional and pleasant to work with at all times. I would highly recommend her for even the most potentially difficult real estate sales.”
- Dana Longo, Attorney And Owner, Law Office Of Dana F. Longo
MARKETING STRATEGY
PREPARATION FOR MARKETING LAUNCH
• Connect with PINNACLE design concierge for consultation, if needed
• Complete home preparation/updates and staging, if needed
• Professional photography session including sunset and lifestyle photos
• Filming for video, including aerial footage
• Professional copywriting for MLS description & marketing collateral
• Create branded, stylized listing photos for social media
• Production of a professionally printed property flyer and/or brochure
• Develop property website
• Prelaunch campaign to sphere of influence and local REALTORS®
• Pitch press release story to major news outlets, if noteworthy property
• Order & install yard sign
• Install Lock box (optional)
INTRODUCTION OF YOUR HOME TO THE BROKERAGE COMMUNITY
• Send pre-MLS email to 500+ subscribed BHHS California Properties agents
• List property in local/regional Multiple Listing Service
• Publish dedicated property website and include in marketing
• Connect with leads in BHHSCP’s buyer-seller match platform
• Promote property at BHHS California Properties office meetings
• Send ‘Just Listed’ email announcement to sphere, industry, & top agents
• Host catered broker preview
• Promote listing to top local buyer’s agents
INTRODUCTION OF YOUR HOME TO THE PUBLIC
• Schedule & host open houses (per Seller’s discretion)
• Host evening wine and cheese open house (optional)
• Direct mail – ‘Just Listed’ postcard to target audience(s)
• Direct mail – ‘Open House’ invitations to neighborhood
• Feature listing in ThisIsLiving.online
• Launch property video and/or virtual tour on social media channels
• Promote property on agent & office social media accounts
• Submit to be a “Featured Listing” on company social media & blog articles
• Launch digital advertising campaign via Chalk Digital
MARKETING STRATEGY
SWEEPING ONLINE EXPOSURE
Berkshire Hathaway HomeServices California Properties offers a comprehensive online strategy. Now that nearly 95% of home buyers use the internet to search for homes, it has become increasingly important to highlight your home in the digital landscape. To maximize exposure, and attract multiple competitive buyers, we’ve invested in premier website partners to syndicate your property. The following noteworthy sites will feature your listing locally, nationally, and internationally:
Agent Website – Your home will be shown on my website & social media.
BHHScalifornia.com – The destination for Southern California and Central Coast real estate searches, attracting 700,000+ visitors annually. Language and currency translation.
Luxury.bhhscalifornia.com – Linked to bhhscalifornia.com, our Luxury microsite showcases prestigious homes $1.75MM+ in elite markets.
NewHomes.bhhscalifornia.com – Linked to bhhscalifornia. com, this microsite features newly constructed homes for sale, past collaborations, and highlights our New Homes Division Specialists.
BHHS.com – Where millions of potential buyers start their U.S. home search, including the luxury demographic.
REALTOR.com and REALTOR.com/International – A global site hosted by the National Association of REALTORS® featuring listings from around the world.
Zillow.com – Over 70 million unique monthly visitors. Listings reach 1.5 million unique visitors monthly from countries with high interest in US home purchases: Canada, China, India, Mexico and the U.K.
Trulia.com – More than 55 million unique monthly house hunters, the majority of which come from mobile devices.
WorldProperties.com – Searchable in nine languages, this site attracts home seekers from 90 countries across the globe, and is a crossroads for more than 650,000 real estate professionals worldwide.
Financial Times of London (https://propertylistings.ft.com) –Your property will appear before the highly affluent Financial Times of London audience.
MARKETING STRATEGY
WSJ.com – Optional 30-Day Featured Upgrade
Listings are displayed in the Real Estate section including the European and Asian sites. 35 million+ monthly visitors. Listings are globally searchable. Featured on WSJ.com, Europe.WSJ.com, Asia.WSJ.com, India.WSJ.com, Lat.WSJ. com (Latin America), and Cn.WSJ.com (Chinese, Japanese, Korean translations).
MansionGlobal.com – Optional 30-Day Featured Upgrade
Part of Dow Jones, Mansion Global features listings over $1MM with an audience in three global editions - English, Chinese, and Spanish. Listings $7MM+ showcased in editorial content.
Juwai.com – The No. 1 Chinese property portal, visited by thousands of Chinese buyers each day from over 403 cities throughout China, as well as major Chinese communities in Taiwan, Hong Kong, Malaysia and Singapore.
WeChat – China’s most popular instant messaging app and seamless one-stop shop for other common apps, including a real-estate sales platform connecting Chinese buyers with agents in the US.
NIKKEI - The world’s largest financial newspaper, with a daily circulation exceeding 1.73 million copies.
Barrons.com – This American weekly magazine/newspaper published by Dow Jones & Company, a division of News Corp., covers U.S. financial information, market developments, and relevant statistics.
Penta – A supplement of Barron’s magazine which targets people with $5 million in assets and offers advice on lifestyle, exceptional travel, art and collectibles, private jets and luxury cars, jewelry, watches, and high-end real estate.
MarketWatch.com – Alongside Wall Street Journal & Barron’s, this subsidiary of Dow Jones & Company provides financial information, business news, analysis, and stock market data.
PropGOLuxury.com – Delivers listings to affluent English and Chinese reading consumers, as the largest and fastest growing luxury property site in the China and Asia Pacific region, touching millions of elite consumers around the world.
MARKETING STRATEGY
NEWSPAPER ADVERTISING OPTIONS
Saturday Los Angeles Times
• Westside/Central/South Bay
• San Fernando Valley/Ventura
• San Gabriel Valley/Inland Empire
Tuesday Printed MLS Caravan
• Distributed to 4,500+ Los Angeles based broker and agents
MAGAZINE ADVERTISING OPTIONS
LIFESTYLES Southern California - Exclusive BHHS California
Properties Magazine
• Published 3x/year
• 70,000 direct mailed to high-net-worth homeowners from Santa Barbara to San Diego
• 5,000 distributed to agents & branch offices
Doyle Magazine
• Submit to be a featured listing in Doyle magazine distributed to their high-end clientele in New York and Beverly Hills
• Luxury lifestyle partner and one of the world’s foremost auctioneers and appraisers
Dream Homes LA & International Magazine
• Published monthly
• Mailed to homes in Beverly Hills, Bel Air, Holmby Hills, Brentwood, Pacific Palisades, Malibu, Santa Barbara, and Montecito
Hollywood Reporter Magazine
• 44 issues published/year
DuPont Registry Magazine
• Circulation to every state and 54 countries: exclusive distribution to locker rooms of the NFL, NBA, MLB, NHL, and PGA golfers plus private FBOs and first class airlines seats and lounges
• Readership includes digital distribution
MARKETING STRATEGY
MAGAZINE ADVERTISING OPTIONS (cont)
PRESTIGE plus Unique Homes insertion
• *Exclusive only to Berkshire Hathaway HomeServices agents*
• Published 3 times/year
• Direct-mailed to affluent U.S. consumers with a net worth of $25 million a higher plus distributed in domestic & international airline lounges
• Inserted into Unique Homes Magazine which is distributed via subscription and in newsstands domestically & internationally
Unique Homes - China Edition
• Published 6 times/year
• Circulation to select list of affluent Chinese in the major cities including Beijing, Shanghai, Hong Kong plus Taiwan and Macau
Variety Magazine
• Published quarterly
OTHER PRINT OPPORTUNITIES (Depending on Availability)
