Real Estate by Debbie Reynolds: Is It Time to Say No to the Listing?

Is It Time to Say No to the Listing?

We Shouldn't Take Every Listing or Should We? 



We want listings, need listings and if we don't have listings we will soon be out of business. Listings are what the real estate business is all about. Without listings, buyers have no homes to buy and we have nothing to sell. Unrealistic sellers can be more trouble than they are worth and actually cost us money and time that cannot be recaptured. What's the point in taking on the frustration when you can use it to find cooperative sellers and buyers?


A Survey Revealed

A couple of years ago ActiveRain conducted a survey of 1000 real estate agents. The number one reason agents said that homes don't sell is that they are overpriced. That is still true. Sellers may want to try it higher just to see, then get more reasonable later. Other sellers are stuck on their price and refuse to move or consider anything lower. The market keeps passing them by. Should we pass them by, too? Keeping a listing that is overpriced has a cost associated with it. The agent's time is gone and area agents are taking note that the agent takes overpriced listings. The public is smart too, and they will stop calling about the property. So what's the point?


Overpriced Stigma

The homes sit and sit and the for sale sign fades and suffers wind and weather abuse. The neighbors are watching and determining that the agent cannot get the job done. So much for trying to farm in that area. The die is cast. It reflects badly on the agent and not only the agent but the company gets credit for this inactivity. You spend money trying to get it noticed but what you are doing is throwing good money after bad. This is one of those listings you should have declined.

Know-it-all Sellers

Sellers sometimes think they know more than the many years of experience have taught the agent. They think their home is better than the one that just sold down the street and they sure know they put more money into it. In their minds this demands a higher price. If they paid too much years ago and the market hasn't caught up, overpricing isn't the cure. It doesn't matter what amount of money has been invested in the home. What matters is what the true value is and how it compares to the recent comparable sales in the neighborhood. Buyers do lots of research and are rarely duped into paying for overpriced listings.

Sellers Apply the Pressure

When the home sits on the market the seller thinks it is the agent's fault. Their memories grew dim of the conversations about it being put on the market at too high a price. Maybe there were things that needed to be done to make the property show better. The seller never got around to doing those things either. The agent trusted the seller to do his part; his hasn't. The right time for the agent to say no to the listing was at the beginning. When the seller refuses to take the advice of the agent the red flags should go up. These are clear signals that the road will be rocky and the agent is not likely to succeed in this endeavor.

 

Early Evaluation

Weigh the cooperativeness of the seller and willingness to get the property sold. Read between the lines to see if the seller will fulfill his part of the deal. Pricing it right from the beginning, making it show ready, making it easy to show, being openminded to negotiating and keeping pets put up and out of the way are indications that the seller means business and wants to work in partnership with the agent to get the job done. If the seller isn't saying the right things, it's time to say no to the listing.


 

 

Sellers wanting to get their properties sold with proven results and tips contact The Real Debbie Reynolds. Debbie Reynolds 931-320-6730.

 

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Comment balloon 70 commentsDebbie Reynolds • January 26 2017 03:52AM

Comments

I have a listing now where the seller is all of a sudden going goofy.  Thinking of dropping this one

Posted by William Feela, Realtor, Whispering Pines Realty 651-674-5999 No. (WHISPERING PINES REALTY) over 1 year ago

Very good points here in this post Debbie. I think a lot of new agents don't consider these points and take any listing they can get. Hopefully, some will read this post and heed your wise words of advice.

Posted by Karen Hellier, Freelance Writer for Professionals, North Georgia (Freelance Writer) over 1 year ago

Hi Debbie, great points and well said.  We are continually challenged with sellers that see our areas prices rising at double-digit rates, and they automatically think they can price higher and let the market catch-up to them.  They end up on the market far too long, and result in a lower Net than otherwise.  Thanks!  John and Kat

Posted by Alexander- Slocum, Realty Team- Vancouver WA Real Estate (Premiere Property Group, LLC - Vancouver Washington) over 1 year ago

Yes Debbie, "Read between the lines"...we have said goodbye on more than 1 occasion to unrealistic sellers who think they know-it-all...They don't!

Posted by Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400, Long Island Condo & Home Sale Specialists (The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803) over 1 year ago

This is good information to share with prospective home sellers.

Posted by Roy Kelley, Roy and Dolores Kelley Photographs (Realty Group Referrals) over 1 year ago

Yes, there are definitely times when dropping a listing is a "must" to keeping us sane.

Posted by Kat Palmiotti, The House Kat (Grand Lux Realty, 914-419-0270, kat@thehousekat.com) over 1 year ago

Debbie, I love the post and the infographics. I will bookmark this and share it with others.

Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) over 1 year ago

Good morning Debbie. This is excellent. You're right, the time to say no is in the beginning.

Posted by Sheila Anderson, The Real Estate Whisperer Who Listens 732-715-1133 (Referral Group Incorporated) over 1 year ago

Good morning Debbie.  I, unfortunately, have a few listings like this, but we will eventually get them sold.

Posted by Gabe Sanders, Stuart Florida Real Estate (Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales) over 1 year ago

As much as we may want to take all that comes our way, sometimes the issues display problems down the road.  It is a joint effort with the sellers and if there is a conflict, better to walk away.

Posted by Ed Silva, Central CT Real Estate Broker Serving all equally (RE/MAX Professionals, CT 203-206-0754 ) over 1 year ago

Debbie, very well done post. I think we've all taken an overpriced listing at some point in our career. I know I did early on and I just won't do it again. If they aren't somewhere in the ballpark of where it should be priced I thank them for their time and wish them the best. Some end up coming back when it doesn't sell with another agent. I think some sellers don't understand it's the market that prices their home, we just know the pulse of the market and base our recommendations off the facts.

Posted by Amanda S. Davidson, Alexandria Virginia Homes For Sale (Amanda Davidson Real Estate Group) over 1 year ago

Debbie excellent post.  Price is the number one deal breaker for us and following right behind that is condition.

Posted by Anna Banana Kruchten CRB, CRS 602-380-4886, Arizona's Top Banana! (Phoenix Property Shoppe) over 1 year ago

When you make your living via commissions, it's very hard to turn down business... but it's an important lesson to learn early on... how to turn down sellers and buyers who will make it impossible for you to get to a closing table, whatever the reason.

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (RE/MAX Executive | Charlotte, NC) over 1 year ago

Hi Debbie - One of the biggest milestones in our real estate career was when Mary & I realized that we were successful enough to stop messing around with overpriced listings and difficult people.

Posted by Dick Greenberg, Northern Colorado Residential Real Estate (New Paradigm Partners LLC) over 1 year ago

Sometimes as new agents it is hard to say no to "perceived" business, but in the end it can be a waste of time as well as ruin business (& personal) relationships. That infograph is fabulous. -Kasey

Posted by Kasey & John Boles, Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties (Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com) over 1 year ago

I have to positively visualize a happy ending to a listing. It I don't see it as a positive future event it is not going to be my listing.

Posted by Joe Pryor, REALTOR® - Oklahoma Investment Properties (The Virtual Real Estate Team) over 1 year ago

Sometimes the best business decisions we can make are in the business we don't do.  Your post is so true and the infographic drives the point home - there are some pitfalls in control of the seller, and regardless of how good an agent is, they can't overcome an inflated price and the inability to show a home.

Posted by John Meussner, #MortgageMadeEasy Walnut Creek, CA 484-680-4852 (Mason-McDuffie Mortgage, Conventional Loans, Jumbo Loans, FHA, 203(k), USDA, VA,) over 1 year ago

I's hard to turn down business, but in both your business and mine, sometimes it is necessary for survival - and sanity.

Back in the dark ages when I first became an agent, no one was searching on the Internet, so some overpriced sellers had a chance of finding a buyer - especially if they were dealing with a really slimy agent.

Today buyers can go on line and know within minutes that some homes are over priced.

Posted by Marte Cliff, your real estate writer (Marte Cliff Copywriting) over 1 year ago

Debbie, I think we probably all made this mistake in our early days, but those days are gone. It's really not worth it just to "give it a try for 30 days or so". Good post!

 

Posted by Olga Simoncelli, CONSULTANT, Real Estate Services & Risk Management (Veritas Prime, LLC dba Veritas Prime Real Estate) over 1 year ago

You make some really wonderful points here. Someone I've just gotten to know loves to talk with me about the homes for sale in her neighborhood. Just because a home doesn't sell...she automatically blames the agent and thinks they aren't doing anything to market the property. This backs up one of your good points you've made in this post. 

I'm so glad this was featured. This is an excellent post.

Posted by Debbie Laity, Your Real Estate Resource for Delta County, CO (Cedaredge Land Company) over 1 year ago

I like your choice of infographic - it tells a story, quickly.

Posted by Steffy Hristova, Tempe AZ Realtor - Your Home Close to Your Work! (HomeSmart Elite Group Tempe AZ Tel: 480-966-9353) over 1 year ago

Hi Debbie, overpriced listings are very costly to the agents, truly not worth our time. Very well done post!

Posted by Beth Atalay, Cam Realty of Clermont FL (Cam Realty and Property Management) over 1 year ago

I have an out of the area land that the seller overpaid. 5 years later it is still on the market.  I had 3 calls in 5 years. The last time I mention to the buyer you eMail me what you want to pay I will see what I can do.  He asked if a costly grading on drive way, septic tanks and lake beach property if not .... Hang up..

The seller is wfe's friend I hinted to her to get another realtor. 

Posted by Sam Shueh, mba, cdpe, reopro, pe ( (408) 425-1601) over 1 year ago

Nice post, Debbie.  I think we can all relate!  Thanks for the post.  

Posted by Carol Williams, "Customized Mentoring & Marketing Services" (U.S.: I specialize in helping agents who have been in the business 2 years or less create a thriving business.) over 1 year ago

You forgot one of the main reasons not to take a listing. I gave it to a reporter from Crains a few weeks ago and he said it was unpublishable, LOL. He could have just started with an A and let people figure it out.

I had a woman contact me a few days ago, saying they were very unhappy with their last agent who could not move an overpriced home, and now that the holidays were over, they were ready to begin interviewing agents to try to select a new agent.

Replied I was flattered but I'm so busy that I am devoting my schedule to meeting with clients who have already selected an agent. And besides, she is an hour away from me, in an area where I have never sold.

All of a sudden, she had to hire me. She wanted me to know her home had views of the snow-capped Sierra and it was no ordinary listing. No thanks. That was trouble brewing.

Posted by Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents, Put 40 years of experience to work for you (Lyon Real Estate) over 1 year ago

Good evening Debbie Reynolds ,

Sometimes its wise just to say no. You might very well end up the second one in and actually sell the home when they are more realistic about the price!

Posted by Dorie Dillard, Serving Buyers & Sellers in NW Austin Real Estate (Coldwell Banker United Realtors® ~ 512.346.1799) over 1 year ago

Difficult, unreasonable sellers do not lead to quick sales or easy sales. Same thing can be said for difficult, unreasonable buyers. Sometimes saying "no" is the best choice.

Posted by Melissa Spittel, "Achieving Results Together " (Coldwell Banker Residential Brokerage) over 1 year ago

Great post and necessary to communicate to sellers.  They just can understand that buyers have choices and aren't going to overpay.

Posted by Shirley Coomer, Realtor, Keller Williams Realty, Phoenix Az (Keller Williams Realty Sonoran Living) over 1 year ago

Hi William Feela, best of luck on that difficult listing.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

You are right, Karen Hellier and they will just have to learn for themselves.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

The long market times produce lower prices and sellers need to realize this, Alexander- Slocum.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

Yes we have all had to learn this lesson a time or too, Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

Hi Kat Palmiotti, sometimes we don't know what we are getting into until we are in very deep.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

Thank you Roy Kelley and hope this helps save some agents time and sellers get the message.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

It hurts a little Sheila Anderson but after awhile the reason is very evident.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

Hi Gita Bantwal, I hope it will help other agents and sellers.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

Good luck to you Gabe Sanders on those more difficult listings. If anyone can get them sold, you will.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

Hi Ed Silva, I am like you, my time is valuable and I have to know when to move on.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

Hi Debbie, 

Nice to read your articles again. Whenever i take a note on failured attempts, the agents reporting that the seller not willing to negotiate and also fixed the over price on their home. Its absolutely true ever and all over USA. As i have interviewed many realtors i wonder why they are unable to teach their sellers. It is very improtant to be teacher before listing a sellers property. 

Posted by Sahana Rai, Promoter For Real Estate Agents (Sulekha) over 1 year ago

We all get better sixth senses as we get along in our career. Love and light! We're gonna be okay!

Posted by Laura Cerrano, Certified Feng Shui Expert, Speaker & Researcher (Feng Shui Manhattan Long Island) over 1 year ago

Amen and amen. A very candid illustration, unfortunately, most agents don't or won't see the consequences of taking an overpriced listing. Yet, the Broker is just as responsible for his agent's actions and many IMO not only encourage this activity but actually train their agents to accept any listing just to get a listing. Great post.

Posted by Kimo Jarrett, Pro Lifestyle Solutions (WikiWiki Realty) over 1 year ago

The old saying about a bird in the hand doesn't go for selling overpriced homes. To me, it boils down to one fact. It took me a long time to earn a reputation as a mover and shaker. Imagine how long it would take to change a bad reputation of not being able to move houses. Folks don't care about the truth; they care about what they hear from others. Even if the scuttlebutt is confined to a single neighborhood, lost income from a single neighborhood spread out over twenty-years is still a significant number.

Posted by Dr, Terry Southern - Org Dev over 1 year ago

Debbie,  excellent topic for this month.  I agree and must confess that early in my career I had taken two overpriced listings thinking I would be able to talk them in to a reasonable price later.  One languished and went to foreclosure because they owed too much money on it and the other threw me under the bus for not being able to sell it and hired another agent yet listed it at the price I had recommended.  It sold in 2 weeks.  Yup.... I  Just walk away from them now. DanaB 

Posted by Dana Basiliere, Making deals "Happen" (Rossi & Riina Real Estate) over 1 year ago

Yep Debbie, great post. Select your clients carefully - some are just not worth the trouble. I'm training a new agent, and that was the first advice I provided.

Posted by Richard Bazinet /MBA, CRS, ABR, Phoenix Scottsdale. Sellers, Buyers & Relocations (AZuRE Team - Realty ONE Group) over 1 year ago

There are some instances when it is better to walk away... It would also depend on how much overpriced it is.  If its only by 2-3% over, I would take the listing with one caveat.  I would bring a Price Amendment docment wiht a more reasonable price, have them sign it and post date it for 14 day after the listing goes up...  If the house does not sell after 14 days, I hand in the Price Adjustment to my Boarad and the price get lowered automatically.

Posted by Gloria Valvasori, Accredited Senior Agent, REAL Experience | REAL Commitment | REAL Results! (BETTER HOMES AND GARDENS REAL ESTATE SIGNATURE SERVICE) over 1 year ago

Thank you. Lots of wisdom here and something I will share with my agents.

Posted by Joshua Harley, CEO, Tech Geek, Innovator, Disruptor, US Marine (Fathom Realty) over 1 year ago

Debbie

You are right on target for so many reasons in this post. We all know this and yet some agents continue to take over-priced listings which doesn't anyone any good, least of all the seller.

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude - Carlsbad (Solutions Real Estate ) over 1 year ago

Supporting a mixed message by overpricing and going rogue in Real Estate (for sale but not for sale) is a time-waster! It offends people as it comes across as trolling for a sucker if not handled correctly

Posted by Richie Alan Naggar, agent & author (people first...then business Ran Right Realty ) over 1 year ago

I could not agree more! There are sometimes that my gut speaks to me about taking a listing.
There was an occasion about 2 years ago. A grossly overpriced (and hideous) home was listed 4 days before I listed the home across the street. My listing was a tad high, but the sellers were wonderful. We had an offer in 47 days and closed a month after the offer. The home across the street started at $998,000. Three agents later, I was called to come take a look at the house. I did. Ugly as sin inside. 1980's Florida furniture and colors (think Miami Vice). As we sat and talked, the seller said that 50 agents had sent letters, called and knocked on their door when the house expired. She asked why I never reached out to them. I told her I don't chase expired listings, not part of my business plan. That pissed her off. After I left I decided I did not want her listing. She however wanted me. I turned her down. Thank goodness. It sold this month for just over $700,000.

Posted by Scott Smith, Gloucester & Rockport, Massachusetts (Coldwell Banker Residential Brokerage) over 1 year ago

Hi Debbie --- just because we can take a listing, doesn't mean it's always the right thing to do.  Some things are just not meant to be.  When there isn't a team working together -    whether it's a buyer or a seller along with their broker in a transaction -- it's best to move on.   

Posted by Michael Jacobs, Los Angeles Pasadena Area Real Estate 818.516.4393 (Coldwell Banker Residential Brokerage) over 1 year ago

A good reminder. 

Posted by Nick & Trudy Vandekar, 610-203-4543, Tredyffrin Easttown Realtors, Philly Main Line (Long & Foster Real Estate Inc 610-225-7400) over 1 year ago

Debbie - one of the biggest issues with consultants and salespeople is being honest with the client.  Telling them what they want to hear will not make it so and will hurt your cre

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) over 1 year ago

Debbie,

A very good list, and I recall turning down several listings for some of the reasons you stated.  A

Posted by Ron and Alexandra Seigel, Luxury Real Estate Branding, Marketing & Strategy (Napa Consultants) over 1 year ago

When I look through our MLS to find properties to show, I find many listings that that have been on the market 9-12+ months. Now someone took that listing, and often the reasoning is: if I don't take it someone else will. And that is probably true.  But after a year what was gained? 

I like to think in terms of representing Sellers to Sell their house. Just getting listings serves no one.

Thanks for a great post.

Posted by John Wiley, Lee County, FL Real Estate GRI, SRES,GREEN,PSA (Right Move Real Estate Group- EXP Realty) over 1 year ago

I'm not an agent. That said,  I just don't understand agents taking listings with unrealistic and uncooperative sellers. I've turned down staging jobs because I knew the sellers were going to be a challenge. It's just not worth it.

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) over 1 year ago

Debbie, I turn some listings down but not as many as I should.

Posted by Mike Frazier, Northwest Tennessee Realtor (Carousel Realty of Dyer County) over 1 year ago

KNow it all sellers....who don't believe agents or the comps...or sellers who think their house is worth more and deny the proof it isn't. The worst part of listing process.

Posted by Mary Hutchison, SRES, ABR, Specializing in Brookside, Waldo, Prairie Village (Better Homes and Gardens Real Estate-Kansas City Homes) over 1 year ago

       I remember the last time I took an overpriced listing, 3 years ago.  It was a waste of my time and money, it ended in a bad relationship between me and a former friend (the seller).  Never again!

Posted by Fred Griffin, Licensed Florida Real Estate Broker (Fred Griffin Real Estate) over 1 year ago

Wow Debbie, you nailed it on this one. Uncooperative Home Owners ARE a problem.  Let someone else try and reason with them...

Posted by Evelyn Johnston, The People You Know, Like and Trust! (Friends & Neighbors Real Estate) over 1 year ago

Even if a listing is overpriced, what happened to the days when a Buyer's agent would counsel their clients to submit an offer anyway?  Doing so could result in two things.  1. If the offer is reasonable, it just may cause the Seller to rethink their price.  2. The Buyer just may get their offer accepted, i.e. if you don't ask, you don't get.

I will always counsel my Buyer clients to make a reasonable offer on a property that interests them.  Afterall, you will never know a Seller's true motivation until you put a written offer in front of them.     

Cheers!

Posted by Ron Tissier, Defining Homes. Defining Lifestyles. (Chapman Hall Premier Realtors) over 1 year ago

Your Early Evaluation section is spot on. If you sense the lack of cooperation in the beginning, it most likely will not change throughout the listing period. Sometimes you just have to walk away, with a smile and a thank you, but walk!

Posted by Peter Davies, Exceptional service, without exception... (Borawski Real Estate) over 1 year ago

Debbie,  Pricing a home  huge.  Many sellers hire the agent that tells them their home is worth what they SELLERS think it is worth.  I've never done that. I just feel it is dishonest.  In the end, will the seller be happy when their home does not sell ... or the price is reduced and it ends up selling for less?  I do not believe so and it will reflect on the agent.  It is just not how I choose to represent people.

Posted by Kathleen Daniels, San Jose Homes for Sale-Probate & Trust Specialist (KD Realty - 408.972.1822) over 1 year ago

Don't be afraid to walk away!!!

Weigh the cooperativeness of the seller and willingness to get the property sold. Read between the lines to see if the seller will fulfill his part of the deal

Posted by Sham Reddy, CRS (H E R Realty, Dayton, OH) over 1 year ago

Good Morning Debbie Reynolds - I popped over from Roy's re-blog of this post.
 It is certainly a difficult pill to swallow sometimes but yes, some listings should not be taken ... Very good points!

Posted by Maria Sapio, Real Estate Agent- Carlisle, PA. Mariasapio.com (Berkshire Hathaway Homesale Realty) over 1 year ago

Debbie Reynolds, I came over from a re-blog by Roy Kelley.  This is a complete and solid list on when to say 'NO' to a listing.  Difficult to sell a property and make your seller/client happy when your hands are tied.

Posted by Jane Chaulklin-Schott, TeamConnect Luxury Homes - Orlando, Florida, 32836 (TEAMCONNECT REALTY - (407) 394-9766) over 1 year ago

You are spot on, Debbie Reynolds!!! I've made the mistake of taking a few overpriced listings and have learned my lesson!   

Posted by Julie Larson Realtor® Sarasota FL 941-882-0322, When you're thinking of moving...ThinkSuncoast.com (PalmerHouse Properties Florida - 941-882-0322 | Serving Sarasota, Manatee & Charlotte Counties) over 1 year ago

Thank you Jane Chaulklin-Schott and know I don't want every one if it can't be on the right terms.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

We all make mistakes, Julie Larson Realtor® Sarasota. I had a listing appointment this evening and made my mind up I would not take it if they would not cooperate. It ended very positively.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

Thank you for stopping by, Maria Sapio. I also appreciate Roy's reblog.

Posted by Debbie Reynolds, Your Dedicated Clarksville TN Real Estate Agent (Platinum Properties) over 1 year ago

I am learning to walk away when all the signs point to a seller or buyer that will not work well with me.  I have not regretted a single one yet!

Posted by Amy Gutschow, Professional Real Estate (RE/MAX) over 1 year ago

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