Coldwell Banker Tomlinson Home Selling Guide

Home selling Guide Your resource to help guide you through the home selling process from listed to sold.

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This is the real estate company that shines like no other.

With a foundation that includes over 115 years of Coldwell Banker history and over 80 years of Tomlinson tradition, we are the brokerage of today – and tomorrow. We are fueled by fresh ideas and a burning desire to achieve.

Through decades of variable market conditions, the Tomlinson brand has endured, created, and grown because we are passionate about what we do, ever-seeking better ways to serve our clients and community with the highest degree of excellence.

Everyone associated with us, from our REALTORS® to our managers and our administrative teams, strive to be our best. This commitment to a higher standard is a defining part of who we are, and we are tireless in our efforts.

Our agents embrace our values and demonstrate a willingness to go above and beyond, whether they are listing and selling real estate, or coming together to help someone in need. With the support of our entire company, our agents represent the best of what this industry has to offer.

Quite simply, we are your neighbors. And your friends. We are proud of our heritage and secure in our future.

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Powerful values guide everything we do

HOME

Awesomeness

The most important of our values, home is a

Awesomeness is a mindset that runs through

place that represents unparalleled love and

every Coldwell Banker affiliated REALTOR®

emotion. It’s our mission to bring the joy of

and

home to every one of our clients with unrivaled

business opportunity and how we live our

expertise, passion, and energy. As a brand, we

lives. Awesomeness is a feeling of energy and

take pride in building an exceptional home that

optimism that’s impossible to ignore. Our one-

fosters success for our real estate professionals

of-a-kind events and inspiring causes create

and our clients. At Coldwell Banker Tomlinson,

awesomeness you can feel in your mind, heart,

we are your North Star. Your partner in navigating

and soul. It’s the only way we can describe

the journey. Your friend, helping show you the

what happens when our global network of

way. Guiding you home.

REALTORS® and brokers joins forces, sharing

office.

It’s

how

we

approach

every

insight and knowledge to succeed together.

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Ingenuity

Excellence

From our very beginning in 1906, we saw things

We believe that if you’re going to do something, you

differently than others – ingenuity is at the heart of

should be the best at it. In addition to symbolizing

the Coldwell Banker

brand. Across our storied

our passion for guiding people home, the star in

history we’ve consistently found new ways to help

our logo represents the truly exceptional nature of

our clients, pioneering many industry firsts in the

the Coldwell Banker® network. Whether it’s digital

process. From the first real estate code of ethics

advertising or home staging for an open house,

to being the first to bring big data to REALTORS’

our full-service mentality guides us to ensure

fingertips, we’ve always been happiest when

you receive complete assistance from beginning

we’re moving the real estate industry forward

to end, giving you one-stop-shop convenience.

while providing unmatched service and guiding

Excellence means conducting business at the

our clients to their perfect homes.

highest possible standard, and that’s something

®

we take great pride in.

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Proven. Powerful.

Personal.

Selling your home is a big deal. The company that helps you should be, too. For more than 115 years, Coldwell Banker® has been one of the world’s best known and trusted names in real estate, giving you advantages other companies can’t.

Proven Success

Online Impact

Coldwell Banker Real Estate practically invented

Home buyers are online, and our comprehensive

modern-day real estate. With a foundation that

online strategy is designed to connect and

includes over 115 years of Coldwell Banker

engage with today’s home buyers to ensure that

history and over 80 years of Tomlinson tradition,

no potential buyer for your home is missed.

®

we are the brokerage of today – and tomorrow.

Full Service

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Strategic Marketing

We are your partners in all aspects of the home-

Our industry-leading marketing programs use a

sale process. Our in-house teams will ensure you

proven combination of traditional and cutting-

receive complete assistance from beginning to

edge methods to market your home.

end, giving you one-stop-shop convenience.

Representing Your Home How we’ll guide you through the home selling process from listed to sold.

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The Home selling process Selling a home is a complicated process, but we will guide you through it every step of the way.

Step 1 - pricing

Step 2 - preparing

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Prepare a comparative market analysis (CMA)

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Remove clutter and organize

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Review market conditions

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Clean and make repairs

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Review other homes on the market

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Stage your home for sale

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Discuss your home-sale goals

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Consider a home protection plan

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Determine the optimal listing price

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Complete listing documents and disclosures

Step 3 - Marketing

Step 4 - Closing

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Install Coldwell Banker Tomlinson yard sign

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Promote your home on the MLS

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Syndicate your home’s listing to real

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Facilitate inspections

estate websites

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Coordinate closing date, time, location,

Evaluate offers and negotiate best price and terms

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Respond to online buyer inquiries

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Arrange showings

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Monitor buyer financing and home appraisal

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Hold open house

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Follow up on details

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Communicate feedback

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Review closing statement

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Market your property via email, direct mail,

•

Close the sale

and social media

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Provide copies of all closing documents

•

and contacts

Provide market updates

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Preparing to sell A home that looks its best is more likely to sell faster and for a better price. Here are a few tips from the experts for preparing your home for market and staging it for showings.

Rooms

Entrance

Touch-up or repaint walls, trim, and ceilings

Check doorbell and replace light-bulbs

Clean or replace carpeting

Put out new welcome mat

Clean curtains, shutters, and blinds

Clean, repair or repaint front door

Clean fireplace, mantle, and surrounding areas

Sweep walkway

Update decor - throw pillows, bedspreads, towels Kitchen & Bath

Repaint or touch up trim

Clean appliances inside and out

Make needed repairs

Clear out and clean cabinets, drawers, and pantry

Wash windows and screens

Clean, repair or replace faucets and fixtures

Trim trees, hedges, shrubs

Declutter counters

Weed, feed lawn and maintain mowing

Regrout sinks, tubs, and showers

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Outside

Before Each Showing Open all draperies and window shades Turn on all lights Open windows to circulate fresh air Set thermostat to comfortable temperature Open all the doors between rooms Place fresh flowers on kitchen table Make sure home smells inviting Store valuables in a safe or in a locked closet Make beds Pick up toys and clutter Clear off counters and tabletops Replace burned-out light-bulbs Eliminate clutter Neutralize and depersonalize

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Showing your Home As soon as your home is on the market, buyers will want to experience your home’s merits in person. Your property needs to be in the best possible light when you are hosting a showing or an open house. Here are some tips we advise in preparing your home for an excellent showing.

Depersonalize the House

Deep Clean and Organize

Help the buyers envision themselves living in the

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Vacuum, sweep all flooring surfaces

house. When hosting an open house, it’s a good

•

Dust all surfaces

idea to remove all traces of personal items.

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Clean window panes and wipe down ledges

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Clean splatters and fingerprints from the

Freshen Your Home First impressions are powerful. Boost your curb appeal and make sure that your potential guests experience a “wow” factor when they initially lay eyes on your home.

Ask a Friend to Do a Walk-Through

stove, oven, refrigerator, and microwave •

Empty trashcans

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Clean and put away dishes (including those inside the dishwasher)

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Clear cobwebs from home exterior and garage

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Clean the grime that builds up on light switches, door handles and baseboards

Ask a trusted friend or neighbor to walk through your home. You want to know if you overlooked any important details. It’s better to hear feedback from a friend than to miss a potential sale.

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Organize your closets and drawers (buyers like to look in the hidden places)

Strategic Marketing How we’ll successfully attract buyers to your property.

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Marketing process Working with our in-house listing and marketing team, we will provide one of the most powerful and comprehensive marketing programs for attracting buyers and getting homes sold. In addition to our industry-leading online strategy, we use a proven combination of traditional and digital methods to showcase your home.

Step 1 - Preparing

Step 2 - photography

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Make necessary repairs & upgrades

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Stage & take professional property photos

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Remove clutter

•

•

Clean areas of the home

Additional services available (aerial photos, 3D Matterport scans, videography)

Step 3 - listing launch

Step 4 - Signage

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Announce to our offices

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Place yard signs

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Syndicate to 50+ websites

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Set up open house signs

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Exposure to Coldwell Banker global network

Step 5 - digital campaign

Step 6 - email campaign

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Post “Just Listed” announcement to social media

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Announce listing to MLS audience

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Generate property slideshow website

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Announce listing to all CBT agents

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Promote with social media ads

Step 7 - print campaign

Step 8 - Showings

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Print property flyers

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Host public open house events

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Mail “just listed” postcards to neighbors

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Gather & communicate feedback

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Schedule showings

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Marketing your home We will deliver an exceptional marketing program that produces results. Each step of this marketing plan is designed to help your home sell fast and for the desired price. From concept to completion, your home will be uniquely cared for and expertly marketed.

MLS Posting & Syndication

Property Website

Property Tour Slideshow

Your home will be displayed on the mostvisited real estate websites in the world.

Property website that is viewable on all devices and easily shared.

Professionally produced property slideshow website with TourFactory.

Property Flyers

Just Listed Postcards

Professionally designed property flyers displaying your home’s features.

“Just Listed” postcards direct mailed to surrounding neighborhood.

Just Listed Email to MLS

Agents at local real estate companies will be notified that your home has come on the market.

Just Listed Social Media Post

Social Ad Engine

Agents throughout the company will be notified that your home has just come on the market, and shared with my social following.

Facebook and Instagram campaigns for listings, employing industry-leading algorithms to put them in front of highly interested buyers.

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Sourcing buyers For your home’s marketing to be effective, it needs to reach the right audience. That’s where CBx comes in. Developed exclusively for Coldwell Banker® real estate professionals, CBx uses the power of technology to access in-depth housing data and home value trends, as well as detailed demographic information, enabling your CBT REALTOR® to accurately price your home and target the most-likely buyers.

CBx Data Includes:

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•

Median age

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Average education level

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Homes with children

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Average family size

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Median commute time

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Average household income

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Median mortgage debt

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Increase in residents’ income

Where the buyers are While buyers use a variety of resources to research properties for sale in their area, the vast majority find their new home online and with the help of a real estate professional*.

How Buyers Search for Homes Online

93%

Real Estate Agent

87%

Mobile Sites and Apps

73%

Open House

51%

Yard Sign

39%

Online Video

35%

Home Builder

15%

Print Newspaper Ad

11%

Where Buyers Found the Home They Purchased Internet

52%

Real Estate Agent

29%

Yard Sign

6%

Friend, Neighbor or Relative

6%

Home Builder or Their Agent

4%

Directly from Sellers

3%

*2019 National Association of REALTORS® Profile of Home Buyers and Sellers

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Internet Marketing Advantage Your home will be shown on high-traffic websites, including some of the mostvisited real estate websites in the world, putting it in front of potential buyers everywhere. Our comprehensive internet marketing strategy includes displaying your home with a detailed description and multiple photos on the most-visited real estate websites.

50+ partner channels to which your listing is automatically marketed and syndicated out to for maximum digital coverage.

Some websites display properties based on criteria such as price point or feature. Not all properties will appear on all sites.

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#1 brand online Home buyers are online - and one real estate brand gets more of their attention than any other. The Coldwell Banker® brand is the #1 most-visited residential real estate brand online.*

Website Visits by Brand Coldwell Banker 189.5M

RE/MAX 79.9M

Keller Williams 70.7M

Century 21 53.7M

Weichert 14.2M

Berkshire Hathaway 2.2M

*ComScore 2020 Media Trends.

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Email Exposure Email marketing is one of the most effective ways to reach potential buyers.

Coldwell Banker Tomlinson utilizes eye-catching emails with purposeful targeting so agents at local real estate companies will be notified that your home has come on the market.

Attention-Grabbing Design Our

emails

are

purposely

designed

to

effectively convey the most important images and features of your listing.

Optimized for Mobile and Web Whether your potential home buyer is at home or out on the go, they will be able to effectively get the information on both platforms.

Purposeful Targeting Agents at other local brokerages will be notified immediately once your listing goes live, bringing in their additional pool of buyers.

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Print Exposure While online marketing remains the most effective way of reaching home buyers today, it’s still beneficial to incorporate print marketing as well. We provide professionally designed print materials that enable us to showcase your property in the hands of potential buyers.

Property Flyers Single page property flyers are a great way to communicate the features of a home and grab attention with visuals of the interior and exterior of the property.

Neighborhood Postcards Neighborhood word-of-mouth can spread quickly. “Just Listed” postcards direct mailed to the surrounding neighborhood is a tried and true method of reaching new potential buyers.

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In-person Showings As soon as your home is on the market, many agents will want to show your home. A seamless, well-prepared showing will not only help your potential buyers truly connect with the space, but it will also help provide valuable feedback that can ultimately help lead to a smoother, quicker sale.

Open House Events One of the best ways for buyers to experience your home’s merits is at open houses. Coldwell Banker Tomlinson real estate professionals are experienced and equipped in scheduling, preparing and hosting these events.

Gathering Feedback Collecting feedback data from showings is an effective way to qualify potential leads and build a list of potential buyers for your home. Not only will this feedback provide valuable property-specific information, but it can also help shed light on where your listing stands compared to others.

Scheduling Showings Once your home is listed, there will be requests to view and tour your home. We will work alongside your preferences to facilitate communication and help schedule these showings.

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Power of pricing How we’ll make informed decisions on your home’s value.

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Position your home to sell In real estate, knowledge is power - and as Coldwell Banker Tomlinson REALTORS®, we are local market experts. By sharing current market data, trends, and a comparative market analysis (CMA), we will help you make an informed decision about your home’s market value and ideal asking price.

Factors that Impact Your Home’s Value: Location - the proximity to schools, highways, employment opportunities, utility lines, public transit, shopping, and entertainment Market Conditions - the current supply (or inventory) of homes for sale, buyer demand, interest rates and availability of financing, prices of recently sold properties, economic factors, and seasonal demand Your Home’s Condition - age, size of the home and lot, floor plan, architectural style, and renovations The Competition - the number of similar properties for sale and their prices, condition, location, and financing terms

Factors that Do Not Impact Your Home’s Value: Original Price - what you paid for your house Desired Net Proceeds - the net cash proceeds you want or need Friendly Advice - what friends & neighbors say your home is worth

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Pricing Right PRICING RIGHT

While we’ll work together to set your home’s asking price, the buyer will set the sales price. If you While price your high, you’ll miss outhome’s on potential buyers. must we’llhome worktoo together to set your asking price,The theprice buyer willattract set the enough attention to result in showings and offers. Price your property at fair market value, from sales price. If you price your home too high, you’ll miss out on potential buyers. the start, will generate the most activity real estate agents and home buyers.

The price must attract enough attention to result in showings and offers. Pricing your property at fair market value, from the start, will generate the most activity from real estate agents and home buyers.

IF THE ASKING PRICE IS: 15% Over Market Value

10% Over Market Value

5% Over Market Value

Current Market Value

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THE PROPERTY APPEALS TO: 20% Of Buyers

30% Of Buyers

50% Of Buyers

95% of Buyers

Benefits of proper pricing Correctly pricing your property at its market value is among the most important factors of a successful selling process. Here are some of the benefits that will result from properly pricing your home from the beginning.

Faster Sale The proper price gets a faster sale, which means you save on mortgage payments, real estate taxes, insurance, and other carrying costs.

Exposure to More Prospects Pricing at market value will expose your home to more people who can afford it.

Better Response from Advertising Buyer inquiry calls are more readily converted into showing appointments when the price is not a deterrent.

Quality Offers When a property is priced right, buyers are much less likely to make a low offer, for fear of losing out on a great value.

Reduced Cost to Sellers When a property is priced right, the excitement of the market produces a higher sales price in less time. You NET more due to the higher sales price and lower carrying costs.

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First Impressions The largest number of potential buyers will view a newly listed home within the first 14 days on the market, and the number will decrease as the days on the market increases. This pool of buyers includes home buyers just entering the market and, more importantly, buyers working with REALTORS® who have already seen the existing inventory and have not found a home, making them eager to make an offer.

To take advantage of this increased level of traffic and buyer interest, your property should be priced to sell at fair market value, from the very start.

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Real Estate Myths Exposed There are many real estate myths out there, and it’s easy to pick them up through word of mouth. Here are some of the most common we want to help “debunk” to help alleviate some stress in the home-selling process.

MYTH: Certain real estate brokerages sell a lot of real estate. Perhaps they are too busy to pay attention to my listing.

TRUTH: Just as great restaurants are always busy and superior doctors have a heavy patient load, a REALTOR’S success in marketing and selling homes has resulted in a busy schedule. But like good restaurants and doctors, Coldwell Banker Tomlinson has assembled top-notch REALTORS® to assist with all of the details. The result is world-class service and a team providing full-service support.

MYTH: I should select the agent that suggests the highest list price.

TRUTH: This is the oldest scam in real estate sales: Tell the seller what they want to hear, compliment the home, and agree to list it at an unrealistically high price just to get the listing. Then, after you have the listing for a few weeks, start telling the seller that they need to reduce the price. We provide a well researched computerized market analysis to determine the true realistic price that your home will bear in today’s market. Never select a REALTOR® based on the price they suggest; rather, select your REALTOR® based on their credentials and marketing plan, and then decide on price together.

MYTH: Property condition is not that important to buyers.

TRUTH: A property in superior condition will sell faster and for a higher price than a home in average condition. Buyers purchase properties that are most appealing, and a home in great condition with a reasonable asking price always tops the list.

MYTH: Pricing a home for sale is a mysterious process.

TRUTH: Your house will sell for what the market will bear. Because every property is unique, yours will sell near the high or low end of the range depending on specific attributes like location, condition, quality, etc. We utilize a computer database along with experience to help you decide where to set the price. It is not simple, but it isn’t mysterious either.

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Strength in numbers We have Coldwell Banker Tomlinson offices and REALTORS® across our regions, actively bringing in buyers and creating more opportunities to showcase your home.

Coldwell Banker Tomlinson in Market (2020) REALTORS®

542

Offices

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Sales Volume (U.S.)

$2.11 Billion

Closed Units (U.S.)

6,433

Coldwell Banker® Worldwide (2020) REALTORS®

96,000

Offices

2,900

Sales Volume (U.S.)

$265.4 Billion

Closed Units (U.S.)

706,421

Andorra Argentina Aruba Bahamas Bermuda Cambodia Canada Cayman Islands Chile China

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Costa Rica Curaçao Cyprus Dominican Republic Egypt England France Grenada India Indonesia

Ireland Italy Jamaica Luxembourg Malta Mexico Netherlands Portugal Singapore Spain

St. Kitts/Nevis St. Maarten Thailand Turkey Turks & Caicos United Arab Emirates United States Uruguay Virgin Islands (British) Virgin Islands (U.S.)

Our offices in the inland northwest

Spokane (north) Spokane (valley) Spokane (south) Cheney Pullman Moscow Lewiston

Moses Lake

Tri Cities

Idaho Falls

Eagle Boise Meridian Nampa

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A culture of caring We’re passionate about giving back to the communities where we live, work, and play. Through financial contributions, volunteering our time, and donating essentials, we support an array of local non-profit organizations dedicated to improving the quality of life for all who call our region home.

Turkey Tuesday Fundraisers For 27 years, our REALTORS®. brokers, and staff have come together the Tuesday before Thanksgiving for a rousing bowling tournament to collect supplies and raise funds for area non-profits. From food pantries to pet rescues, foster care and anti-trafficking support, CBT has donated thousands to aid the most vulnerable in our communities.

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Supporting St. Jude St. Jude is an incredible home away from home for kids diagnosed with cancer and other serious illnesses. In our industry-exclusive partnership with St. Jude Children’s Research Hospital, Coldwell Banker REALTORS® can choose to donate a dollar amount for every sale they make, helping these brave kids get back home even faster. Participating in the program also gives affiliated agents access to a suite of co-branded marketing materials that helps their listings stand out in the marketplace.

Homes for Dogs Project It’s not just people who need loving homes. In 2015, Coldwell Banker created the Homes For Dogs Project, facilitating pet adoption drives at Coldwell Banker offices nationwide. We’re proud to have supported the adoption of tens of thousands of pets, with Homes for Dogs Project events.

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Star Power The real estate brand that shines like no other.

Through extraordinary times and remarkable moments in history, the Coldwell Banker® brand has stood strong for 115 years. Built on integrity, ethics, trust and outstanding service, we continue to shine a light on your journey ahead, guiding you to the place you call home.

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Your home and your home sale needs are one of a kind.

Ready for what’s next?

Let’s get started!

©2021 Coldwell Banker Tomlinson. All Rights Reserved. Coldwell Banker® and the Coldwell Banker Logo are registered service marks owned by Coldwell Banker Tomlinson. Coldwell Banker Tomlinson fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each office is independently owned and operated. If your property is listed with a real estate broker, please disregard. It is not our intention to solicit the offerings of other real estate brokers. We are happy to work with them and cooperate fully.