Seller's Guide prepared for Andrea and Miki Sorani

WELCOME JOSKE THOMPSON

G L O BA L REA L E STATE A DVI S O R CIPS,FIABCI 1 6 9 9 VA N N E S S , SA N FRA N C I S C O CA 94 1 0 9 M.415.608.2233 E.JOSKE@JOSKE.ORG DRE 0 0 8 4 3 8 6 5

SELLERS GUIDE MADE FOR:

Andrea and Miki Sorani 1221 Harrison Street Unit 11 San Francisco, CA 94103 My role will be to make this transaction as simple as possible and to get you the highest price that the market will allow. This customized package that I have prepared for you explains the particulars of selling your property.

I hope you will find it useful to familiarize yourself with the various documents and procedures you will be encountering throughout the Selling process.

Please read the material over and feel free to contact me if you have any questions or require any further information that you feel is pertinent to your specific situation.

The Selling Process

Sign Listing Agreement

Determine Listing Price

Determine Time Frame

Marketing, Multiple Listing Service, Advertising

Negotiate the Sale

Contract Accepted

Open Escrow

Inspections

Loan Approval

Contingencies Removed

Close of Escrow

Inspection Process When you make an offer on a home, your Purchase Contract will likely contain provisions allowing you various inspections of the property. The purpose of these inspections is to educate you as to the physical condition of the property you are purchasing. While these inspections do not provide guarantees of the condition of the property, they do provide valuable information to you as a Buyer. It is important to remember that your Purchase Contract may provide for withdrawal from the contract if these reports are unsatisfactory to you, but inspections should not be considered an open door to renegotiate the purchase price.

Structural Pest Control Inspection Often referred to as a “Termite Report”, the Structural Pest Control Inspection is conducted by a licensed inspector. In addition to actual termite damage, the Pest Report will indicate any type of wood destroying organisms that may be present, including Fungi (sometimes called “dry rot”), which generally results from excessive moisture.

Section I Conditions Most Pest Reports classify conditions as Section 1 or Section 2 items. Section 1 conditions are those, which are “active”, or currently causing damage to the property. Generally, Section 1 items need to be corrected before a lender will make a loan on a home.

Section II Conditions Those which are not currently causing damage, but are likely to, if left unattended. A typical Section 2 item is a plumbing leak where the moisture has not yet caused fungus decay.

Who Pays?

Your Purchase Contract will specify who is responsible for the cost of the inspection and making these corrections. This is a negotiable item and should be considered carefully. I will advise you as to what is customary and prudent.

Home Warranty Home Protection Plans are available for purchase by a Buyer or Seller. Such plans may provide additional protection of certain systems and appliances in your new home. I will provide you with brochures detailing different companies and options.

Physical Inspection The Physical Inspection clause in your Purchase Contract, when initialed by both parties, allows you the right to have the property thoroughly inspected.

This is usually done through a General Home Inspection. While Home Inspectors are not currently required to have a license, most are, or have been, General Contractors. The inspection and the resulting report provides an overall assessment of the present condition of the property.

What is Inspected The Home Inspection covers items such as exterior siding, paint, flooring, appliances, water heater, furnace, electrical service, plumbing, and other visible features of the property. This is a general inspection and will often call for additional inspections by specific trades, such as roof and furnace inspections.

Further Inspections If conditions warrant, the Home Inspector may recommend a Structural Engineer’s Report. Such a report would identify structural failures and detail recommended corrections.

Typically, this inspection is paid for by the Buyer.

Geological Inspections You may also elect to have a Geological Inspection to educate yourselves as to the soil conditions at the home you are purchasing. This inspection is performed by a Geotechnical Engineer and involves not only physically inspecting the property, but also researching past geological activity in the area. The primary purpose for a Geological Inspection is to determine the stability of the ground under and around the home.

Who Pays?

Typically the Seller pays, but as with other inspections, this is negotiable according to the contract.

Why Consult Joske when Buying or Selling Expertise Joske Thompson has the experience and resources to find homes that suit your needs. If you are selling, Joske may be able to help you make more on the sale than you could on your own.

Success Joske can help you show your home to potential buyers at its best advantage Joske will advise prospects of all aspects of your home, and protect you from later objections.

Contacts You don’t know who’s who in the business-but Joske has friends all over the market.

Resourcefulness Joske can show your home to a variety of vetted buyers and can suggest simple changes you could make to the property to better accommodate the needs of your potential buyers.

Inside Savvy Joske is familiar with all the local and current real estate values, taxes, costs and services that could affect your sale.

Numbers Joske knows the local market and can help you set a fair market price if you’re selling, or can advise you on a reasonable price for a given home if you are buying.

Marketing Sense Joske takes a proactive approach to marketing your property by planning, organmng, implementing & controlling the progress of the listing from initial signing through to close of escrow.

Experience Joske has counseled many others like you He can help you determine how much home you can afford and show you some financing methods.

Time Spare yourself hours of research by conferring with Joske. He already knows the answers to many of your questions.

Support Purchasing a home can be unbearably stressful. Allow Joske to attend to all the details that may overwhelm you.

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Planning, Organizing, Implementing, and Controlling

Joske believes there is a distinct difference between simply “taking a listing” and managing the marketing process of your property Common practice in the real estate industry involves “taking a listing” and announcing it to brokers and the public at large Often, this initial action is followed by a long period of waiting. Waiting for broker interest, waiting for client showings, waiting for offers... in short, waiting for the market to react.

Joske prefers to take a more proactive approach. He does this by planning, organizing, implementing and controlling the progress of the listing from initial signing through to close of escrow. By Managing the Marketing Process, he can effectively create an environment that will enable us to achieve the highest price, in the shortest period of time.

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Planning, Organizing, Implementing, and Controlling Planning •

Work with you to establish your goals.

•

Gather all of the relevant facts.

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Determine the target buyers for your property.

Organizing •

Prepare a property evaluation and marketing analysis.

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Consult in the preparation of your property for sale.

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Recommend any necessary improvements that will enhance a buyer’s perception of your property.

• •

Develop effective advertisements to expose your property in its best light.

Prepare a property profile statement to be distributed to agents and prospective buyers.

•

Compass office tour. This tour occurs on the first Wednesday morning that your property is on the market Sales often occur on the first Wednesday morning that your property is on the market Sales often occur as a result of our own tours.

•

Tuesday Brokers Tour. Placing your property on this tour will give it the most immediate and widest exposure to the full brokerage community.

•

Coordination with other Compass agents with similar listings.

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Scheduling showings of your property to brokers and their clients.

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Contract Negotiation The best price on the best terms for your property.

•

Supervise the course of the escrow through the contingency removal phase to closing.

Controlling •

Maintain communication and keep you informed of the progress of the marketing program.

With the foundation laid by carefully Planning and Organizing the Marketing Process, we can more effectively Implement the plan and Control the direction and results.

•

Maintain momentum by staying in close contact with potential buyers and interested brokers so that your property will remain fresh in their minds.

Implementing

•

■Entering the property data into the San Francisco Association of Realtors’ online Listing Service (MLS), thus making it immediately available to all members. The property will also appear, with all photographs, in the Multiple Listing Service and its affiliate syndication networks.

Follow up phone calls to agents after showings to solicit their comments on the price, showing condition, and their client’s reaction to the property.

•

Provide updated information on real estate activity in the area in which your property is located This information may affect our marketing plan.

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Place a “FOR SALE” sign on the property, if appropriate.

•

•

Schedule advertising in the various media to give the property maximum exposure.

Review the above with you on a regular basis to see whether our strategy needs reappraisal, our pricing is in accord with the market and that the property remains positioned properly for the sale. We will recommend any adjustments which may be necessary during this review process.

•

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Who Pays for what?

The seller can generally be expected to pay for:

The buyer can generally be expected to pay for:

• • • • • •

• • • • • • • • • •

• • • • • • • •

Real estate commission Document reparation fee for deed Documentary transfer tax* (see below) Any City & County transfer tax* (see below) Any loan fees required by buyer’s lender Payoff of all loans in seller’s name (or existing loan balance if being assumed by buyer) Interest accrued to lender being paid off, statement fees, reconveyance fees and any prepayment penalties Termite inspection (according to contract) Termite work (according to contract) home warranty (according to contract), any judgments, tax liens, etc., against the seller Recording charges to clear all documents of record against seller Tax pro-ration (for any taxes unpaid at time of transfer of title) Any unpaid homeowner’s dues Any bonds or assessments (according to contract) Any and all delinquent taxes notary fees

• • • • •

Title insurance premiums Escrow fee Document preparation (if applicable) notary fees Recording charges for all documents in buyer’s names Termite inspection (per contract) Tax pro-ration (from acquisition date) Homeowner’s transfer fee All new loan charges (except those required by lender for seller to pay) Interest on new loan from date of funding to 30 days prior to first payment date.

Assumption/change of records fees for takeover of existing loan Beneficiary statement fee for assumption of existing loan inspection fees (roofing, property inspection, geological, etc.)

City transfer/conveyance tax * (see below) Fire insurance premium for first year

Transfer Taxes $100 - $250,000 = $5.00 $250,000 - $1,000,000 = $6.80 City & County Transfer Tax per $1000

$1,000,000 - $5,000,000 = $7.50 $5,000,000 - $10,000,000 = $22.50 $10,000,000 – 25,000,000 = $27.50 $25,000,000 or more = $30

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Time and Action Flowchart

Buyer

Initial Consultation: Financial Qualifications, Commitment to Agent

Market Education to Buy View Property

Select a Home to Buy Write an Offer

Present Offer to Seller

Negotiate Terms

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Time and Action Flowchart Ratified Contract

Schedule Inspections, Receive Disclosures

Open “Escrow” Deposit Earnest Money

Search for Loan Submit Loan Application

Review Disclosures Have Inspections

Title Search Preliminary Title Report

Loan Processing Starts Property Appraisal

Remove Insoection and other Contingencies Increase “Escrow” Deposit funds

Arrange Homeowner’s Insurance & Movers

Deposit balance of Down Payment to “escrow” Sign Closing and Loan Papers at the Title Company

Loan Funding Record Title

Closing Escrow, Get the Keys Welcome Home!

Loan Commitment Remove Financial Contingencies

Preparing your Property for showing There are a number of things which you can do to help get the best possible price in the shortest amount of time. Joske is an expert in marketing homes. However, selling your home is a joint effort with you, playing an important role in the final results. Your major goal is to make your home as attractive as possible to potential buyers.

Remember that first impressions count. You should do everything you can to make that first impression a positive one. People who consider buying your home will be as critical as you are when searching for your own new home. Take an inspection tour of your home, try to look at your house.

Through the Buyer’s Eyes. As though you’ve never seen it or been there before. Take note of any minor repairs and painting that needs to be done.

Here are some tips which have proven valuable to homeowners in preparing their home for showing.

Exterior •

Since the exterior of your home will be the first thing a prospective buyer sees, it is very important to create a good first impression.

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Keep the lawn trimmed and edged. Weed and cultivate flower gardens. Trim shrubs and eliminate dead trees or branches. Pick up any debris, toys and lawn equipment

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Repair any fences or gates. Give them fresh if necessary.

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Is the exterior well painted, the roof in good repair, as well as gutters and down spouts?

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Wash down driveways and sidewalks. Check them for cracking and crumbling.

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Replace any cracked windows and torn screens.

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The entrance should be clean and in good repair. The doorbell and front light must be in good working condition.

Interior •

Start with a full housecleaning from top to bottom. Don’t let dirt and clutter obscure your home’s good points. Discard unused and unnecessary items in storage areas and closets. Eliminating clutter will give your home a more spacious look.

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Arrange furniture to make each room appear more spacious and attractive.

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If a piece of furniture is badly worn, temporarily store it in the attic or at a neighbors’.

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Walls should be clean and free of smudges, fingerprints and dents. If a good washing doesn’t do the trick, consider a fresh coat of paint.

Inspect woodwork and wallpaper for problem areas.

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Wash windows and sills until sparkling clean. Curtains and drapes should be freshly laundered.

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Shampoo rugs and carpets. Floors should be waxed.

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Repair loose doorknobs, sticking doors and windows, and warped drawers.

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Fix leaky faucets and eliminate water discoloration in sinks.

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Tighten loose stair banisters, and be sure steps are free of objects.

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Preparing your Property for showing Showing the House • • • • • • • •

Light fixtures should be in good repair. Replace discolored or cracked switch plates.

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Clean out closets to display their roominess. Be sure clothes are hung neatly and shoes and other objects are tidily arranged.

• •

Bathrooms should be sparkling clean. Repair caulking in tubs and showers.

• •

Bedrooms should be neat with attractive spreads and curtains.

Clean and organize the basement, attic and garage.

• •

Dont Over Improve •

• •

• •

Many families tend to learn to live with a broken doorknob and a cracked window. All of these little things should be fixed because no prospective buyer wants to do the things you have let stack up.

Use caution in planning major improvements that you think will enable you to get more for the house than you paid for it. Of course, an investment in a paint job where it’s obviously needed will be well worth the cost. The same is true with carpeting that is shabby enough to be a turn-off.

Most people out shopping for a house would rather plan their own major changes, and you are usually wiser to sell them the potential at a price they can afford.

• • • • • • • •

The television and radio should be turned off. Let the salesperson and buyer talk, free of disturbances.

Send children and pets outdoors to play. This will eliminate confusion and keep the prospect’s attention focused on your home.

Leave drapes open for light and airiness. If it’s evening, all lights should be turned on to give the rooms a large appearance and cheerful effect.

Be sure the kitchen sink is free of dishes and rooms are uncluttered.

Be courteous but don’t force conversation with a potential buyer. They want to inspect your house, not pay a social call.

Never apologize for the appearance of your home. After all, it has been lived in. Let the trained salesperson answer any objections.

The salesperson knows the buyer’s requirements and can better emphasize the features of your home when you don’t tag along.

You will be called if needed.

Let Joske discuss price, terms, possession and other factors with the customer. Joske is better qualified to bring negotiations to a favorable conclusion

Joske is an experienced professional who will be able to view your home objectively and make suggestions that will improve the appearance of your home and its salability.

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Listing Marketing Checklist Preparation Property preparation: painting, cleaning, landscaping, windows and staging.

Property statement approved Digital photos for website. statement, display ad & social media.

Virtual Tour PU General Broadcast Statement Distribution Sign Installed Brochure Ordered Email 2nd Distribution Website Riders on Sign Voicemail

Disclosures Disclosure Package Prepared Agents Inspection (JMT) Energy Compliance Contractor’s Inspection JCP Report Tank Inspection 3-R Report Pest Inspection

Digital Marketing Launch on Joske’s Website Description, multiple photos, tour and floor plans Create property website Add listing to Joske Blog and include a link to property website Social Media Publish any blog postings to Facebook/Linkedln/lnstagram/Twitter Remind online contacts of open house times (Joske’s social media channels)

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Email the digital flyer to client’s contacts, Joske’s Sphere of Influence, Bay Area Agents Post Listing to Craigslist Email to Joske’s Client List (Open House times, property digital flyer with photos) Email to Top Broker List (throughout the MLS) Email to Top SF Agents (via Top Agent Network) Listing Info Syndicated via MLS and Compass Information/Photos verified on OPU website Realtor.com Zillow.com Trulia.com

Advertising Chron Open House Ad Chron Display Ad Wall Street Journal RE San Francisco Remind online contacts of open house times (Joske’s social media channels) Social Media Advertisements targeted to the target audience for your property 2nd Week Nob Hill Gazette RE Times 3rd Week Estates Ad Tear sheet Distribution 4th Week Pinnacle

Mail Marketing Just listed post cards Just sold cards Neighborhood Invites to Sunday Open House

Tours & Opens Brokers Tour Entered Sunday Open House Open House Presentation Ipad Presentation Email Marketing summary to seller 2nd Tour 2nd Open Flowers Comps 3rd Tour 3rd Open Sign-up Sheets Statements Directional A-frame signs

Joske Thompson | 415.608.2233 | Joske@joske.org | Joske.org | DRE 00843865

Marketing Progress

Name:

Date:

Mobile: Email: Property Address:

1. The number of showings since last report: 2. Feedback that I have received from prospective buyers:

3. Feedback that I received from other agents (re: price, property condition, recommendations for improvement, etc.):

4. Comments on market: 5. Summary of Market activity (new listings & compare to subject, number of sales, why they sell before subject):

7. How and where the property is currently being advertised: MLS Newspaper

RE Magazine Open House

8. Outline of any future marketing plans (if required):

Brochure Box Internet

Direct Mail Other

02

The Escrow Process The order is opened at a title company Preliminary Title Report is received and reviewed

Order preliminary report from title company

Order statement of identity on Buyers and Sellers and clear GI matters

Order demands at Client’s request

Order Beneficiary Statement at Client’s request

Bills from the Home Warranty Company, Termite Company, Roofers, Appl ance Inspectors, etc. are being transferred to the escrow at the client’s direction.

Receive demands and review.

Notify client

Receive beneficiary, review terms of transfer.

Notify client Loan Documents received from lender

Call Broker or client for terms

Request loan funds from the loan company

Loan funds received and deposited

Prepare Buyer’s and Seller’s Instructions and all related documents

Review file to determine that all conditions are met and all docs are properly executed, notarized and good funds are received for both the Buyer and Seller.

Close the file, prepare statements and disburse funds

Buyer’s and Seller’s instructions and docs are executed and returned with funds Do policy write-up and forward docs to the recording desk

Deliver commission check to Broker/Agent

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Checklist for Moving

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BEFORE YOU LEAVE: Address Change Post office: Give forwarding address Charge accounts, Credit Cards Subscriptions: Notice requires several weeks Alert Friends and Relatives

Bank Transfer funds, arrange check cashing in new city Arrange credit references

Insurance Notify company of new location for coverage: Life, Health, Fire and Auto

Utility Companies Gas, light, water, telephone, fuel, garbage Get refunds on any deposits made

Delivery Services Laundry, newspaper, changeover of services

Medical, Dental, Prescription Histories Ask Doctor and Dentist for referrals; transfer needed prescriptions, eyeglasses, X-rays. obtain birth records, medical records and dental records

Pets Ask about regulations for licenses, vaccinations, tags, etc.

And Don’t Forget To Empty freezer; plan use of foods Defrost freezer and clean refrigerator Place charcoal inside to dispel odors Have appliances serviced for moving Remember arrangements for television cable/internet/ home security service

Have appliances serviced for moving Remember arrangements for television cable/internet/home security service Clean rugs or clothing before moving; have them wrapped for the move.

Check your Moving Counselor; insurance coverage, packing and unpacking labor, arrival day, various shipping papers, method and time of expected delivery and payment Plan for special care needs of infants or pets

ON MOVING DAY Carry enough cash or travelers checks to cover the cost of moving services and expenses until you make banking connections in your new city.

Carry jewelry and documents on your person; or use registered mail Plan for transporting pets; they are poor traveling companions, if unhappy.

Carry travelers checks for quick available funds Let a close friend or relative know the route and schedule you will travel including overnight stops; use him or her as a message headquarters Double check closets, drawers, shelves to be sure they are empty Leave all old keys needed by the new tenant or owner with your Realtor® or a neighbor.

AT YOUR NEW ADDRESS Obtain certified check or cashier’s check necessary for closing the Real Estate Transaction Check on telephone, gas, electricity, water and garbage services Check pilot light on stove, hot water heater and furnace Have appliances checked Ask Mail Carrier for mail he or she may be holding for your arrival Have new address recorded on driver’s license Visit city offices and register for voting Register car within five days after arrival in state or a penalty may have to be paid when getting new license plates Obtain inspection sticker and transfer motor club membership Apply for state driver’s license Register family in your new place of worship Register children in school Arrange for medical services: Doctor, Dentist, Veterinarian, etc.

Joske Thompson | 415.608.2233 | Joske@joske.org | Joske.org | DRE 00843865

Services Directory

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GAS + ELECTRIC

RECYCLING | WASTE PICK-UP

Pacific Gas & Electric (PG&E) 800.743.5000 | www.pge.com

Recology Golden Gate 415.330.1300 | www.recology.com

PG&E 24 Hour Power Outage Information Center 800.743.5002

Recology Sunset 415.330.1300

TELEPHONE | INTERNET | TELEVISION CONNECTION

Recycle Central 415.621.6200

AT&T 800.310.2355 | www.att.com

San Francisco Transfer Station 415.330.1400

Comcast Xfinity 800.945.2288 | www.comcast.com OR www.xfinity.com

WATER

Vonage 800.980.1455 | www.vonage.com Dish Network (Satellite) 888.557.9569 | www.dish.com Direct TV (Satellite) 888.489.3591 | www.directv.com

DMV Department of Motor Vehicles 1377 Fell St., San Francisco, CA 94102 800.777.0133 | www.dmv.ca.gov

SAN FRANCISCO UNIFIED SCHOOL DISTRICT San Francisco Unified School District 555 Franklin Street, San Francisco, CA 94102 415.241.6000 | www.sfusd.edu

San Francisco Water Power Sewer 415.551.3000 | www.sfwater.org

SAN FRANCISCO CITY + COUNTY POLICE DEPARTMENT www.sanfranciscopolice.org Life Threatening Emergencies or Crimes in Progress call 9-1-1 Non-Emergency call 415.553.0123 San Francisco Fire Department 415.558.3200 | www.sf-fire.org Bureau of Fire Prevention 415.558.3300 San Francisco Chamber of Commerce 415.392.4520 | www.sfchamber.com Other City Services and Questions, call 3-1-1

Joske Thompson | 415.608.2233 | Joske@joske.org | Joske.org | DRE 00843865

Joske’s Biography

Global Real Estate Advisor, CIPS President Emeritus, FIABCI San Francisco Council joske.org | 415.608.2233 Broker at Compass, DRE# 00843865 1699 Van Ness Avenue, San Francisco, CA 94109

Broker since 1983 Joske works equally well with property sellers and those looking to buy property in San Francisco, primarily because he never loses sight of their goals.

Joske has been a licensed real estate broker since 1983. His extensive experience in both residential and commercial sales over the last 37 years has made him a coveted real estate resource.

Trusted Counselor.

Skilled Negotiator.

Expert Facilitator.

His instinctual ability to identify market directions and new market trends within the San Francisco property market was honed in his background when he co-founded the real estate division at an Australian Merchant Bank.

His global reach as a Certified International Property Specialist is complemented by local expertise in San Francisco, where he is consistently ranked as a top producing agent and is Chair of the Global Business Council at the San Francisco Association of Realtors.

Facilitating international business development with the most representative organization of the real estate industry in the world, Joske is a member of FIABCI, an elite network represented in 65 countries with members from all professions of the real estate sector.

His extensive knowledge on international property and investment practices, paired with his robust worldwide network, affords Joske the competitive edge to deliver successful strategies for his global clientele.

Joske works equally well with property sellers and those looking to buy property in San Francisco, primarily because he never loses sight of their goals. He has established a solid reputation for adeptly representing luxury real estate buyers, sellers, and developers from across the globe. He has sold properties in exclusive territories in San Francisco, Marin County, Sonoma County, Napa Valley, and Lake Tahoe.

During his time away from the office, Joske enjoys the arts. He has served on the Board of several organizations, including SECA at SFMOMA, SF Art & Film for Teenagers, The Joe Goode Performance Group, and Capp Street Project/California College of the Arts.

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Joske’s Online Presence Always Connected. Maximum Exposure. Optimal Results.

Gracefully matching passionate clientele with distinguished properties takes place in-person and on the internet. Joske’s cohesive social media and listing market strategies are rooted in a deep understanding of the nuances that occue in the SF residential districts in addition to the latest commonplace for business transactions online. Artfully, crafting the message, maximizing reach, and creating competitive advantage by utilizing the latest digital practices continually guides Joske’s clients towards their ideal properties and crucial market information.

Website Stats

81K Annual Page Views 2019

67K Unique Visitors 2019

6K International Visitors 2019

joske.org compass.com/agents/joske-thompson

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Advertisements

Direct Mail Marketing | Email Marketing | Postal Mail Marketing • • • • • •

Totaling 509,000 Avg. annual impressions, 396 Avg. annual clicks, and a click-through rate (CTR) that consistently achieves higher than the industry standard.

509,000 Avg. annual impressions 396 Avg. annual clicks Average 500 Post Cards sent out to properties radius Email contacts - domestic: 1309 Email contacts - Luxury and International: 571 Total Contacts: 11,531

Network Affiliations

Social Media

2M Linkedin.com/in/joske

Annual Social Media Impressioins

104,342

Facebook.com/realtorjoske

Monthly Ad Impressions @JoskeThompsonSF

156K Monthly Ad Impressions

Joske’s International Reach:

162.07M

95

61

Potential buyers via international portal

Portals

Countries

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