Seller's Guide for Albuquerque

About Mella

Born into a military family, moving was a way of life. Over the years I have discovered that my passion for helping people combined with my life experiences make a career in real estate the ideal choice for me. I have a unique and first-hand understanding of the stress and emotional turmoil that are inherent in moving.

As your real estate professional, my goal is to make the process of selling your home seamless.

With a business built solely on customer referrals, I know that true success is built one relationship at a time. My core values are to:

o Work with Integrity

o Continually Seek Knowledge

o Exceed Customer Expectations

o Create Outstanding Customer Experiences

o Give back to my Community

These values have served as the cornerstone of my success since 2001. I am here to serve, guide and educate you. And I am grateful to have a strong support team working behind the scenes so that I can be with you every step of the way.

I am committed to getting you where you need to go when you need to be there!

“Mella is thoroughly professional in every way. She has wide contacts and produces superior photographs and especially superior signage in front of the house. In our case, her sign was in place the day before listing, and the house sold that very day as a result of the prominence of the For Sale sign. After contract, some unexpected issues arose on the part of one of the HOA officers who made unreasonable demands of the buyer. If it hadn't been for Mella's outstanding negotiating skills and nuanced interpersonal communications directly with that individual, our sale may have fallen through. Mella was the one who made everything fall into place for both buyer and seller.”

Tory LaPrath

Vista Encantada is one of the most prestigious, private, locally owned real estate firms in New Mexico. With 13 full-time dedicated Brokers, we rank annually among the State’s top 10 for sales volume by broker.

Vista Encantada, we welcome you to a warm and inviting space that will immediately put you at ease, while providing seamless service from highly qualified experts.

Among our team are past Presidents, Treasurers and Board Members for the Association of REALTORS® at both the local, state and national levels. Three of our Brokers have previously been named REALTOR® of the Year for the Albuquerque area. And Kurstin Johnson, our Qualified Brokers, has served on the New Mexico Real Estate Commission.

At Vista Encantada, we’re proud that every member of our team treats the needs of our clients, with the utmost importance, and will get the job done with efficiency, care and professionalism.

As a result of our dedication and proven success, Vista Encantada was recruited to partner with Leading Real Estate Companies of the World. As a selected affiliate we are aligned with the most esteemed independent real estate brokerage firms from around the world. This global system of professionals serves the needs of buyers and sellers, regionally, nationally and internationally. We combine the power of local community expertise with a worldwide network.

Leading Real Estate Companies of the World is the most powerful group of real estate brokers from around the world! Together we sell over 17 billion in real estate per year!

As a real estate broker for over 40 years, I was reluctant as to my choice of agents while buying out of state. It is my delight to share that Mella exceeded all my expectations! It is said that "Realtors are easy to sell but hard to close" but this transaction was seamless, professionally handled and closed on time. It was also great to know that this boutique agency's broker is a former NM real estate commissioner. I would most definitely recommend her services.

Lisa Rane & Roland Malka

It’s About You

Whether this is the sale of your first home or your fifth, there is no denying the level of stress and the range of emotions you will experience. I have bought and sold many homes, and as a seller, I have endured the pressure and anxiety this process involves.

As your Realtor®, I am committed to making the process as painless as possible. You can rest assured that I will be walking with you every step of the way.

Allow me to shoulder the weight while you get ready to move on to your next adventure.

“To be successful in real estate, you must always & consistently put your clients' best interests first. When you do, your personal needs will be realized beyond your greatest expectations.”

Anthony Hitt

Every great working relationship begins with trust, respect & mutual commitment.

“Mella was recommended to us by our home inspector. Upon meeting Mella, we were instantly impressed and amazed by her knowledge and professionalism. We were completely new to the home buying and selling process and needed education and direction. Mella was patient and understanding and taught us about many of the nuances of the housing market. Mella was persistent and addressed any issues that arose with extreme attention. Our home ended up selling quickly and we credit Mella for it. Mella has a calm and steady demeanor that can put anyone at ease. We would highly recommend Mella to people looking for a friendly, and highly attentive professionals to help them in the home buying and/or selling process.”

Alaine Clark

Experience Matters

ü I have been a dedicated, full-time REALTOR® since 2001

ü I have lived in the Albuquerque Metropolitan Area for over 30-years

ü Selected as a Premiere Broker for the Leading Real Estate Companies of the World.

ü Selected as an area Broker to be a part of the Military on the Move Rebate Program

ü Premiere broker working with relocation companies for Lovelace/Ardent, UNM, Presbyterian and Burlington Northern Santa Fe Railroad

ü Recognized annually by the Greater Albuquerque Association of REALTORS® as a Top Producer

ü I continually seek education and training opportunities to expand my knowledge base both in real estate and home ownership issues

ü Certified Residential Specialist, Distressed Property Expert and Income Property Specialist

ü Bachelor’s Degree in Business Administration from The University of New Mexico

ü Graduated from the Disney Institute’s Professional Development & Leadership Training

We were immediately impressed with Mella’s local market knowledge and communication skills when we met her during a land transaction. Although Mella was on the other side of the table representing the seller of the land, we decided to hire her when it came time to sell our home. Mella showed great dedication, honestly, integrity, and expertise. She offered reliable insight into the process and worked around our schedules. From the listing process through the contract negotiation, we felt well informed and well represented. It turned out to be a seamless process with a great result. Our relationship with Mella and her husband, Jack didn’t end at the closing. We sold our house and made new friends.

Jill Janov-Kelly & Dan Kelly

What I Will Deliver

COMMUNICATION

You will always be kept in the loop from listing through closing! You set the schedule and the method of delivery that works best for you. Whether it is once a week or once a day, by phone, email or text message. I am always just a phone call, email or text message away - ready to respond to your questions and concerns.

EXPERIENCE

The complexities of your real estate transaction will be professionally managed. I will smooth the way from start to finish, by anticipating issues and finding workable solutions. I am committed to exceeding your expectations.

MARKETING

Your marketing program will be customized to ensure that the right audience of buyers is reached.

ADVICE ON MARKET POSITIONING

I will conduct a thorough market analysis as well as comprehensive review of your home’s “micromarket”. Together these tools will help us interpret the market climate so we can choose the right market position for your property. It is important that your home be positioned well so it will sell and provide you the highest return on your investment.

STAGING

Your home needs to put its best foot forward to be competitive. Homes sell because of correct pricing and great presentation. As a former stager and with a background in Feng Shui, I have the experience to provide meaningful input to help you get your home in show ready condition.

NEGOTIATION AND ADVOCACY

With decades of experience, you will benefit from my consummate negotiation skills. I will assist you in all aspects of the process, every step of the way.

SATISFACTION

I have built my business on referrals, so I understand that the success of my business is built one relationship at a time. I am dedicated to delivering a quality real estate experience.

“Mella’s outstanding customer service is unbeatable! We felt like her only clients. Our transaction went incredibly smooth, and it had a lot to do with Mella’s knowledge and constant attention. We highly recommend Mella to anyone who likes first class service!”

The Tyson Family

Commitment to Communication

I am committed to providing you the highest level of service. That means that it is my job to keep you informed every step of the way using the method of communication that works best for you.

Whether by email, telephone, text message or in person you will receive at the minimum a weekly update that provide you with critical information.

ü Showing Activity

ü Showing Feedback

ü Market Changes

ü Marketing Activity

ü Conversation Rates

I am never too busy to answer your questions or discuss your concerns. You will never be passed off to an assistant and at no time will you ever have to track me down to find out “what is happening” with your property.

"My Dad and I hired Mella because she was very willing to help him and work with him in selling his home. My Dad is 91 years old and very picky when it comes to realtors. He was in the Army for 20 years, so we moved a lot. We both fell in love with Mella from day one. She responds right away to emails and phone calls, she takes care of paperwork in a very timely manner. She is very personable too. I feel like she is part of our family now. I can’t recommend her enough. You will be very happy if you enlist her to help with your realty needs.”

- Margie Sayward

Everyone wants to know: How long will it take my home to sell? There is no easy answer – some homes sell in a few days; others may take several months. Recognizing the key factors influencing a sale and working with them can give you significant control over market time.

Keep in mind “price overcomes ALL objections.” In simple terms, buyers must perceive the market position for the property to be in line with the market (weighting attributes and detriments), before they will make an offer. To appeal to a buyer, a property’s position among the competition must accurately reflect the property’s location, condition and the terms offered.

FACTORS YOU CAN’T CONTROL LOCATION

The age-old adage is true: location is the single greatest factor affecting value.

COMPETITION

Buyers compare your property to other properties currently for sale and buy the ones that are the best value. Others are left sitting, rejected by the buyers for better values. It is important to know what your competition is and make sure your house is positioned in the market and staged so it is competitive.

MARKET CONDITIONS

The real estate market at any given time is either a Seller’s Market, a Balanced Market or a Buyer’s Market. The market conditions at the time you decide to sell are factors outside of control. They must be taken into consideration when tailoring marketing and pricing plans.

FACTORS YOU CAN CONTROL

PROPERTY CONDITION

Property condition affects the sale price and the speed of the sale. In today’s market, the condition of a property may not only determine how fast a property sells, but whether it sells at all.

AVAILABILITY FOR SHOWING

Easy access for showing a property is very important. Buyers often eliminate homes that are not available on their schedule. The highest prices and quickest sales are for properties available on short notice at virtually any hour.

TERMS

The more flexible and/or generous the terms you offer. The more appealing the property is to more buyers – the faster the sale and/or the higher the price will be.

MARKET POSITION

Positioning your home correctly in the market is the most important factor in achieving a sale. If a property is not properly positioned a sale may be delayed or even prevented altogether

“6 days on the market and our house is under contract! Yay God! Mella is the best Realtor in the Albuquerque area and the world. Check her out if you need a real estate agent. You won't be disappointed.”

Beth Lane

My Marketing Approach

My approach is tailored to your property! The goal: maximize exposure to promote an expedient sale that results in a “top of the market” sale price.

Positioning–

Strategically positioning your home to be competitive in the current market.

Stage –

Provide advice to most interest buyers. Or if you prefer, coordinate with a staging service to provide you with a quote to stage the property.

Distinct Signage –

Place a distinctive For Sale sign and information tube (complete with full color property information flyers) from buyer prospects driving by.

Just Listed Mailer –

Harness the power of your neighborhood by sending out postcards with information they can share with friends, family and colleagues that may be looking to live in the area.

Internet Exposure –

Optimize your property’s internet presence by posting detailed information in the local Multiple Listing Service (MLS) which feeds over 350+ websites around the world.

Communication –

Provide you with weekly updates on marketing efforts and changes relevant to your property.

Professional Marketing –

Develop eye-catching and informative, full-color marketing materials that highlight your property’s features, amenities and updates. I believe that quality photographs, flyers and a comprehensive features list are critical in drawing buyer interest.

Professional Photos –

Engage a professional photographer to capture your home at its best to attract today’s visual buyers.

2D & 3D Floor Plans

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Commission both a 2D & 3D floor plan of your property which will allow buyers a framework in which to organize the photographs.

Network -

Contact brokers and utilize the reverse prospect feature in MLS to share your property with potential buyers.

Simplify Showing Appointments

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Install the ShowingTime application on your phone or email to provide you a convenient method to receive and respond to showing requests. Or if you prefer, I will arrange showings on your behalf.

Showing Feedback –

Provide you with feedback from buyers and buyer’s brokers as it is received.

Mella was very professional and diligent in making sure all the details were covered. I had a problem with the fence around my property and she quickly helped to resolve the problem. As this was my first time selling a house, I always felt comfortable approaching Mella with questions and knew she would get back to me in a timely fashion.

Heather Basham

From Listed to Sold

MY PROVEN STEPS TO GETTING YOUR HOME SOLD

Understand the Current Market

I will help you evaluate and understand what is happening in the real estate market; are you entering a Buyer’s Market, Seller’s Market or a Balanced Market. And more importantly we will review and discuss what is happening in the “micro-market” surrounding your home and the market competitors that may have an impact.

Assess the Value of Your Property

I will complete a thorough Market Analysis, to consider the value of recently sold properties and competing properties currently for sale in order for us to determine the market value for your property.

Selecting the Market Position

To avoid a negative reaction from buyers, it is important to position your property competitively. I will give you all the market information and tools you need so that you can select a market position that will achieve the highest return on your investment.

Prepare the Property for Sale

How a property shows is critical to attracting today’s home buyers. Together, we will tour the property from a “buyer’s perspective” so that we can identify any issues that might prevent it from making a great first impression.

Advertise and Market Your Home

This is an area in which I outshine the competition. I target my marketing and advertising efforts to the sources where the National Association of Realtors® research shows buyers find their homes. In addition, I employ the services of professionals to assist in the development of your marketing package.

Manage and Broker the Transaction

I will be by your side guiding you through the process, skillfully handling negotiations of Offers and issues that may arise during the contingency period (home inspections, title work, insurance, survey, repairs).

Coordinate a Successful Closing

At your direction I will oversee all the moving pieces (inspections, repairs, documents, etc).

Get You where You need to be, when You need to be There

I have an expansive network from Realtors® across the country and the global; Realtor referrals, movers, contractors, painters, inspectors and so much more.

“Absolutely Fabulous! Mella was prepared, concise and an absolute delight to work with. She sold my home quickly at top market price, managed all the details and made the transaction seamless for me. So, would I recommend her....? Yes!”

Tammy McCarty

Inside the Mind of a Buyer

A real estate marketing plan is only as good as the attention it attracts from potential buyers.

Do the photos grab the buyer’s attention?

Buyers scan photos quickly filtering out those properties they don’t find instantly appealing.

Poor Photos = No Showings

Does the property meet their needs?

If the property makes it through the photo scan, the buyer will then review the details (sales price, # of bedrooms, baths, garages, etc).

Does the description move the buyer into action?

At this point the buyer starts to show real interest; now it is the role of the narrative to paint the picture that places the buyer in the property. This is what moves the buyer into action to schedule a private tour.

Is the property staged to set the mood?

During the tour, the buyer will draw on their senses to make sure a property “feels” right. For most buyers it is a subconscious and subjective process that happens within moments of entering a property.

Does the buyer have enough information to make a decision?

This is when having the “extras” in your marketing plan will set your property apart: floorplan, brochure, updates, upgrades & feature lists. These are all tangibles that the buyer can refer back to as they make their decision.

“Mella is the best!! We were lucky enough to have Mella recommended to us by a friend. Mella made us feel like we were her top priority, meeting with us and calling us frequently to answer questions and keep us apprised of the events taking place. Her knowledge and advice on home staging and pricing enabled us to sell our house in ONE DAY! We couldn't have done this without her.”

The Appraisal Process

Most buyers finance the purchase of a home. There are three basic loan programs, however, regulations and processes will vary from lender to lender and program to program.

Here are a few things to keep in mind:

The appraisal process is one of the checks and balances used by the lender to confirm the value of the property used as collateral for the loan. The appraiser is an independent third party that looks at the purchase contract and current area market data to assign a value to the property. There are strict regulations that an appraiser must follow. The appraisal, regardless of who pays the cost, is the sole property of the buyer. The only time a seller is informed of the appraised value is if the property does not meet the purchase price.

FHA & VA Loans – Must appraise at or higher than the purchase price. If appraisal is lower loan restriction do not allow the buyer to purchase the property. It is important to note that FHA and VA appraisals attach to the property for 6 months. This means that any lender working with a buyer under these loan programs will be required to use the same appraisal.

Conventional Loans – Because the buyer is putting down a more substantial down payment restrictions on this type of loan are far less. In the event the appraisal comes in below value, if the buyer choses, they have the discretion to increase their down payment to cover the different between the appraised value and the purchase price.

In the negotiation process the appraisal typically occurs after repair and credit negotiations have been agreed on. In the event the appraisal comes in low it can be discouraging and sometimes a financial burden for the seller to reduce the price.

Things to Consider when Positioning Your Home

1. Who is the buyer audience for this property?

2. Is the list price in line with current sales in the area?

3. What happens if the appraisal comes in below the sales price?

Frequently Asked Questions

Are there things we should do to our property to help ensure the maximum price?

Yes. There is a benefit to making sure your property looks its best prior to offering it for sale. As part of the service, we provide we will go through the property with you and make recommendations about how to make it show best to prospective buyers. There also may be repairs or small remodeling jobs that will pay off at resale. We can advise you about specific repairs and improvements that will increase your property’s marketability and value and help you find tradespeople to do the work should you opt to have it done.

Will you be present at all showings?

This decision is up to you. Research shows that property that are on lockboxes where buyers’ brokers can access the property directly are shown more often. Buyers prefer to view a property only with their own broker so they can speak candidly about the pros and cons of a property as they are viewing it. Properties on lockboxes are also shown more often when buyers request showing on short notice because buyers’ brokers know that

these properties are most reliably accessible. Since selling a property is a “numbers game” – getting in as many buyers as possible until the right one sees it and makes an offer – putting a property on a lockbox for easier access can be most advantageous to you, the seller. I would be happy to discuss showing options when we meet to complete the paperwork to list your property.

What if another broker tells us they can get us more for the property?

Some brokers will quote a higher listing price as a way to get your business and to use the sign in your yard to attract buyers to become their client. But an overpriced home will not sell. If your property is overpriced, it is likely that broker will ask you to authorize a price reduction or that the listing agreement will expire without the property selling. If you choose to work with me, I will conduct a thorough, comparative market analysis prior to recommending the listing price for your property. Pricing a home is both a science, based on the data available, and an art, based on years of experience. I will offer my professional opinion on how the market will value your home and a marketing strategy to get the best price possible.

Do we have any responsibilities during the marketing of your property?

Your primary job during the sale of your home is to keep it neat and clean for showings and open houses. Ideally you will make the house ready to show every day so it can be shown on very short notice. A large part of a property’s appeal involves staging, whish everything from furniture placement to home fragrance. I will make recommendations on how to stage your property well, giving you tips and suggestions to maximize your property’s appeal.

What happens once we get an Offer?

I will help you consider each Offer and negotiate the best deal for you with each prospective buyer. Once we have negotiated terms that you find acceptable, you will sign the Offer to acknowledge your acceptance. Then we will guide you through the rest of the process including inspections, signing of the Purchase Agreement and the closing. Our goal will be to ensure that everything proceeds as smoothly as possible. I will be there step-by-step all the way through the closing and as a resource afterwards whenever you need us.