Section one

The Benefits of Portfolio Real Estate& Deanne Motsenbocker

Choosing the Right AgentOne of the most important decisions you will make when selling your property is who you will

trust to assist you. The right agent is someone who will thoroughly represent your best interests

and skillfully negotiate on your behalf, who will successfully guide you through the process and

whose top priority is to help you achieve the best results.

As an experienced Realtor® who specializes in high-end real estate, Deanne Motsenbocker

truly understands the luxury market and is dedicated to providing her clients with a superior

experience every step of the way.

Deanne MotSenbockerluxury director / realtor®

858.444.6687 DeanneMots@gmail.com

CalBRE #01724437

Deanne’s Personal Profile High producing Realtor® representing Exceptional People and Properties

Luxury Home Marketing Specialist

Certified Negotiation Expert

Global Property Specialist

Member of National Association of Realtors (NAR)

Member of California Association of Realtors

Member of San Diego Association of Realtors

Bachelors Degree in Journalism/ Advertising

Masters Degree in Counseling/ School Psychology

Strong Attention to Detail

I love this business because it allows me to work with the greatest people, helping them find just

the right home, or helping them sell their home for top dollar. Listening and communicating

effectively are paramount to a successful real estate transaction. My goal is to not only satisfy

my clients’ real estate needs, but to exceed their expectations and make it a pleasant, positive

experience. I take pride in offering my clients the very best in real estate services.

The Gold Standard inLuxury Real Estate

The first of its kind in California, Portfolio Real Estate is a locally-owned luxury boutique

developed as an elite business center with a separate and distinct identity from our parent

franchise company, Keller Williams Realty International. As Keller Williams grew to be the

largest real estate company in the world, as well as the top real estate brokerage in San Diego

county, it was decided that a new, prestigious brand would be necessary to set apart our ultra

high-end clientele and our top agents specializing in luxury properties. Powered by KW Luxury

Homes International, Portfolio Real Estate utilizes refined elegance and exclusive branding to

represent the new standard in luxury real estate.

To ensure the integrity of the Portfolio brand, all of our agents are elite high producers who

are Luxury Home Marketing Specialists. With high-end marketing and powerful global exposure,

Portfolio Real Estate members are given the best tools to further enhance their success in the

luxury market.

The Benefits of Choosinga Portfolio agent

Knowledge

All Portfolio Real Estate agents are Certified Luxury Home Marketing Specialists, a designation

achieved through Institute of Luxury Homes Marketing. We also keep ahead of trends, tools, and

advancements in the real estate industry through coursework from Keller Williams University.

Performance & reliability

Portfolio Real Estate, Keller Williams Realty, and Keller Williams Luxury Homes International

were founded on the principles of trust and honesty, emphasizing the importance of having the

integrity to do the right thing and always putting the customers’ needs first. With a long legacy

of delivering unparalleled service, it is clear why our companies continue to grow throughout all

the ups and downs of the real estate market.

Prestigious branding

Designed with elegance in mind, The Portfolio brand represents the very finest in luxury real

estate, with high-quality, distinctive marketing exclusive to Portfolio agents.

cutting-edge technology

Our leading-edge technology solutions accelerate our efficiency and productivity.

unParalleled local and global marKeting exPosure

Portfolio agents have access to the Keller Williams Listing System (KWLS). This proprietary,

exclusive system ensures your property is marketed online 24/7 through more than 340 of the

most popular search websites.

Powerful International Presence

Portfolio Real Estate members have access to a vast international network of associates and

websites by utilizing Keller Williams Realty’s unprecedented global exposure, making it easy for

our agents to showcase your luxury property to affluent buyers around the world.

When you multiply all those talented professionals by the number of affluent contacts in each

consultant’s database, it’s easy to see that Portfolio Real Estate has the connections to expose

your property to the potential buyers you need to reach.

Additionally, Portfolio Real Estate members benefit from a network of over 110,000 real estate

agents, operating from 700+ offices in over 30 countries around the globe.

Client Testimonials for Deanne

excellent real estate services

“We want to thank you for the excellent real estate services you provided to us during the recent sale of our

home. Since our home was in the upper end of the market, we anticipated a longer sales cycle. To the contrary,

because of your diligent and thoroughly excellent sales efforts, that longer sales cycle did not happen.

We also expected that we would have a limited number of potential buyers given the price range of our home.

Here again, we were very surprised at the number of buyers that toured our home. We believe that the volume

of buyer traffic had much to do with your efforts to reach out to a broadly based broker network, and the

marketing efforts you undertook. These efforts, along with your daily efforts to promote our home generated

extensive interest.

We were extremely impressed with your ability to develop viable buyers. You handled negotiations superbly and

allowed us to realize a sales price beyond our expectations. We could not be more pleased with your work or

the outcome. We would highly recommend you to anyone seeking to sell their home and believe that you would

provide service excellence to anyone you represent.” –– Steve & Shari T.

amazing Job!“You did an AMAZING job of getting our home sold in record time! Your expertise and knowledge of real

estate is unsurpassed. We appreciated your management, great intuition and professionalism in handling all

aspects of selling our home and making it a smooth process. With your guidance everything went faster and

easier than we ever expected!” –– Michael & Kimberley F.

cool, calm, collected Professionalism

“Deanne’s broad knowledge of the real estate market made her the expert we wanted when we decided to sell

our home. As unbelievable as it seems, Deanne was able to find our dream home and then sell our existing

home…all is one week! When we told her we wanted to sell, she quickly identified the areas of our home that

needed work, told us what needed to be done, helped us find people to get the work done, and helped us stage

our home for sale.

Deanne’s energy and expertise gained us multiple offers in a “tough” market and resulted in a quick sale above

and beyond our expectations. She is also extremely pleasant to deal with and handles every detail with cool,

calm, collected professionalism. We highly recommend Deanne to anyone who wishes to have the best real estate

professional working for them.” –– Dr. Kevin & Kerrie O.

deanne has imPressed me more than any!“I have been involved in real estate for over 33 years and have dealt with many, many Realtors, but by far

Deanne has impressed me more than any of the others. I found her to be professional, straight-forward,

knowledgeable about the real estate market, honest, and informative, yet tactful. I highly recommend Deanne

to anyone wishing to buy or sell!” –– Steve H.

insightful & energetic

“Deanne’s approach was insightful and energetic. We got more than we were hoping for in every way. Without

Deanne’s expertise we could not have realized a sale so quickly or so close to our asking price. We were

continually impressed with her knowledge of the market and her skill in dealing with people. We firmly believe

she is the BEST in the field.” –– Jason & Melissa B.

More Client Testimonials

recommend deanne highly & without reservation

“Deanne came highly recommended to us. She made finding our dream home a reality. She was very patient

and very knowledgeable regarding the real estate market. We found her to be very hard-working, easy to

get along with, and at the same time very professional. She gives very honest opinions, keeping her clients’

interest in mind all the time. Deanne is a real “people person.” It was our pleasure working with her and we

recommend her highly and without reservation.” –– Dr. Rakesh P & Dr. Swapna P.

immediate feedbacK

“When we decided to put our house on the market we chose Deanne as our agent. Not only did she point out

exactly what we needed to do before showings so our house showed its best, she also immediately gave us feedback

from each showing. We feel that our house sold so quickly due to her hard work and diligence. You would be

making a mistake if you did not hire Deanne for your real estate transactions.” –– Dan & Denise H.

smoothest transaction ever!“It was so easy working with Deanne. From the very beginning I knew that I need not worry about being

kept up-to-date. From my initial property search through close of escrow and beyond, Deanne was responsive,

timely, and thorough.

Over the years I have bought and sold a number of houses, but working with Deanne was by far the smoothest

transaction I have ever had. After working with her on the purchase of my new home, I highly recommend

Deanne and I will call her the next time I am in need of professional real estate services.” –– Sam S.

effective navigation of a comPlex sale

“When we decided to look for an investment rental property we immediately thought of Deanne. She is

exceptionally personable, knowledgeable, organized, and diligent. Deanne always made us feel like our project

was the most important one she was working on. She found us a great property, negotiated a good deal, and

effectively navigated the hassles associated with a complex sale. We are thrilled with the outcome and the process

could not have gone better.” –– Curt & Jennifer R.

Professional and thorough

“It has been a true pleasure to work with you! We have purchased over 15 properties in the past 25 years, both

personal and investment, and have dealt with many Realtors. Unfortunately some of those experiences were not

positive. But then we met you...and our experience could not have been better! We have now purchased multiple

properties with you and you have always been diligent and proactive to ensure the whole process moved forward

smoothly. We value your knowledge, experience, guidance, professionalism, and follow-through. We happily

give you the highest recommendation possible. We are proud to say YOU are our Realtor!” –– Pake & Rosie C.

Section two

Determining the Value of Your Home

Factors that Determine the Value of Your Home

There are many factors that determine the value of your home in the current market. The home

itself is only one piece of the puzzle. I’ll take you through each factor to help clarify the process

we will use to establish your home’s value.

location

Where your home is located may be the single most important factor when determining its value.

condition

The condition of your home affects the price and how quickly it will sell. The appearance both

inside and out can bolster the buyer’s perception. Since emotion plays a large part in buying a

home the buyer’s first impression is important!

Price

Establishing the correct price for a home will help insure a quick sale for your home. This

comparative market analysis (CMA) will enable you to decide the optimum price for your home.

comPetition

Buyers will evaluate your home against others they deem comparable. Properties currently for

sale and properties recently sold will have the greatest impact on the market value of your home.

the marKet

The real estate market is always changing and these changes may affect property values. Knowing

that it is difficult to forecast the market, a flexible marketing plan will help prepare you and your

home for sale.

Factors that Determine the Selling Time and Price of Your Home

Location

Listing Price

Available Financing

Condition of Property

Market Supply & Demand

New Construction

Economic Trends

Original Purchase Price

Cost to Re-build Today

Investments in Improvements

Personal Attachment

Personalized /Overbuilt Improvements

the following factors do not affect value:

The Role of a Real Estate AgentIn Pricing

There is no “exact” price for real estate

Your real estate agent’s job isn’t to tell you what they think your home is worth

The market determines the value of your home

Together we determine the price

I will show you a range of prices being paid for homes in your area

Factor control

Location Given

Financing Given

Marketing Real estate agent

Condition Homeowner

Price Homeowner

who controls what

Determining a Market Sensitive Price

An impartial evaluation of market activity is the most effective way to estimate a property’s

potential selling price. A comparative market analysis (CMA) considers similar properties that:

have sold in the recent Past

These properties show us what buyers in this market have actually paid for properties

similar to yours.

are currently on the marKet

These are properties that will be competing with yours for the attention of available buyers.

failed to sell

Understanding why these properties did not sell can help avoid disappointment in the

marketing of your property.

Consequences of OverpricingBuyers seldom look at only one house, and often spend weeks and months comparison-shopping. If

your property is priced higher than your competition, the following unfavorable results may occur:

Overpriced properties go stale in the first weeks on the market and later price reductions

will not always rekindle original interest.

Overprice properties will not be shown to prospects that would otherwise be interested

if the property were competitively price.

Overpriced properties help sell those that are priced right.

Overpricing leads to additional time on needed to sell the property.

An offer received after the property has been on the market a long time may be lower

than if the property was priced competitively in the beginning.

Appraisers may have difficulty justifying the price and lenders may be reluctant to give a

loan commitment for a property that has sold for more than comparable sold properties.

Selling Price vs. Timing

you need to Price your home Prudently from the beginning, when buyer interest will be high.

TIME ON MARKET (in weeks)Graphic for Illustrative Purposes Only

1 2 3 4 5 6 7 8 9 10 11 12 13

AC

TIV

ITY

(am

ount

of i

nter

est)

Timing is very important in real estate. The above graphic shows the importance of placing your

property on the market at a realistic price from the start. A home attracts the most excitement

and interest when it is first placed on the market for sale. A home has its greatest chance for

selling when it is newly listed. Pricing your home correctly, from the start, will help it sell in the

shortest possible time frame.

Selling Price vs. Timing

a comPetitively Price home will attract a high Percentage of ProsPective buyers.

The Intelligent Pricing Pyramid above demonstrates that a home priced at market value will

attract a greater percentage of prospective buyers than a home priced above market value. The

higher above market value the home is priced, the fewer prospective buyers. A home priced below

market value will typically attract the greatest percentage of prospective buyers. The further

below market value the home is priced, the more prospective buyers.

asKing Price

+15%

+10%

Market Value

-10%

-15%

Percentage of buyers

10%

30%

60%

75%

90%

The Tale of Two Marketsbuyer’s marKet

out

oF the

Market

in the Market

Great PoorCondition vs. Comps

Belo

w

Abov

ePr

ice

vs. C

omps

seller’s marKet

in the Market

Great PoorCondition vs. Comps

Belo

w

Abov

ePr

ice

vs. C

omps out

oF the

Market

Section three

The Home Selling Process

The Home Selling Process

initial consultation

Determine your needs and priorities

Discuss marketing plan and establish pricing strategy

Sign listing agreement

design and imPlement marKeting Plan

Complete home enhancement recommendations

Carry out scheduled marketing activities

Show the property to brokers and prospective “qualified” buyers

Communicate with home seller on a regular basis and monitor results of marketing

Modify marketing plan and pricing strategy as necessary

review offer and reach agreement with buyer

Buyer’s real estate professional presents offer

Discuss and clarify proposed terms and conditions

Negotiation; possible counter offers

Reach final agreement

comPlete settlement Process

Deposit of buyer’s earnest money

Sign documents

Title search, preliminary title report provided to buyer

Inspections

Removal of remaining contingencies

Buyer’s final walk-through of property

Loan funding/balance of funds from buyer

Recording of title

Relocation of seller, possession of property by buyer

The Marketing PlanTo successfully promote your property to the market, a comprehensive plan of targeted activities

is essential. This marketing plan has three parts:

Promote directly to ProsPective buyers

High visibility for your property utilizing Portfolio’s unique branding

Professional quality photographs to showcase your property on the MLS

Custom website for your home

Yard signs

Home staging tips

“Just Listed” custom postcards

Your home on Portfolio’s website and hundreds of others for strong online exposure

Open houses

enlist a networK of other real estate Professionals

Broker preview

Present to Portfolio and KW agents

Present to all brokerages at regional “Pitch” sessions

maintain communication with you

Immediate communication on showings/feedback

Weekly review of feedback and marketing strategies

Bi-weekly review of comparable sales/listings in area

Attracting Buyers: A Multi-Channel Approach

Anyone can find a buyer for your home. The challenge is to create the kind of demand for your

property that attracts more buyers and gets you the best outcome. That requires a careful mix of

strategies, including:

Intensive local and international networking

Custom direct mail, email advertising, and marketing materials

Expansive online exposure

As your agent, I will draw on these strategies to create a custom property marketing plan designed

to get you optimum results, then orchestrate every detail to ensure a successful close.

It takes a skillful combination of marketing techniques to direct maximum attention to your home.

I will devise a custom plan to bring qualified buyers to your door.

Print marketing is just one of the many strategies I will use to showcase your property to the right buyers.

Sweeping Online ExposureHome buyers once searched the newspaper for properties. Now, 87% of them start their search

on the Internet.* And they don’t stop at one or two websites—they explore a whole range of

online real estate destinations.

Portfolio’s listings are provided maximum exposure worldwide with a lead generation network

of over 100,000 websites, including LuxuryRealEstate.com (the number one website for luxury

home searches), Proxio Pro (an international multiple listing service), and the Keller Williams

Luxury Homes International website. We are uniquely positioned on the web in 84 countries,

and our listings are translated into more than 20 languages.

Handling Offers Made on Your HomeI will review and carefully present to you all offers made on your home in a timely manner as to

enable you to make the best decision.

While price is primary consideration on all offers, you can rely on my knowledge to interpret

other aspects of the offer that can be equally important in the sale of your home.

Once the offer is fully understood, we can determine the moving forward plan.

I will negotiate all offers for you with expertise. Negotiations can be very stressful and emotional

for homeowners. To best facilitate this process, my focus will be to understand your needs and

convey them to the buyer, ultimately achieving the best outcome for you.

Section Four

Presenting Your Property

How Will Buyers See Your Property

It is important to make the best possible impression on prospective buyers. The following can

interfere with a buyer’s appreciation of a property:

exterior

Clutter

Lawn needs mowing and edging

Untrimmed hedges and shrubs

Dead and dying plants

Grease or oil spots on the driveway

Peeling paint

Anything that looks old and worn

interior

Worn carpets and drapes

Soiled windows, kitchen, and bathrooms

Clutter

Pets and smoking odors

Peeling paint, smudges, or marks on walls

Show Off Your Home Every Time

These tips can help your house make the best impression, every time it is previewed by sales

professionals or shown to prospective buyers.

exterior

Remove toys, newspapers, yard tools, and other clutter

Tidy up; pick up after pets

Park vehicles in the garage or on the street; leave the driveway clear

Add color with flowers and potted plants

interior

Make beds; clean up dishes; empty wastebaskets

Remove clutter throughout and put away toys

Set out “show towels” in bathrooms

Freshen the air with potpourri or baked bread; deodorize pet areas

Set the thermometer at a comfortable temperature

Do quick vacuuming and dusting

Arrange fresh flowers throughout

Light a fire in the fireplace (when appropriate weather)

Play soft background music

You are a Key Player on the Homeselling Team

No one has a more important role in the home selling process than you. Here are some ways your

participation can contribute to a successful sale.

Maintain the property in ready-to-show condition

Ensure that the house is easily accessible to real estate professionals (lock box and key)

Try to be flexible in the scheduling of showings

When you are not at home, provide a form of contact in case an offer is received

If approached directly by a buyer who is not represented by a real estate professional,

please contact me. Do not allow them onto the property unescorted

Remove or lock up valuables, jewelry, cash and prescription medications

My Commitment to Youas Your Chosen Agent

I commit that I will:

Communicate with you in a timely and efficient manner

Identify your needs

Develop and implement an effective marketing plan for your property

Help you determine and effective pricing strategy

Recommend steps to prepare your property for market

Represent you in negotiations with prospective buyers

Work to protect your interests through the completion of the transaction

Deanne MotSenbockerluxury director / realtor®

858.444.6687DeanneMots@gmail.com