Congratulations! The seller has accepted your buyer's offer and both parties have signed the purchase contract. The home is now officially under contract.

• Celebrate with your client — this is a big moment for them.
• Send the fully executed contract to your Transaction Coordinator.
• Set expectations with your client so they know what to expect in the weeks ahead.

Once the contract is fully executed, we officially open escrow with the title company and notify everyone involved in the transaction.

• Email the title company, lender, and listing agent with the fully executed contract and all required documents.
• Ask the title company to open escrow.
• Send the buyer a welcome email with copies of all signed documents.

The earnest money deposit shows the seller the buyer is committed to purchasing the home. It is typically due within 1–3 business days of contract acceptance.

• Buyer submits earnest money directly to the title company.
• Title confirms receipt and deposits the funds into escrow.
• Escrow officially continues.

A professional home inspector evaluates the condition of the home and identifies any concerns — from the roof to the foundation. The buyer typically pays for this inspection.

• Schedule the inspection as soon as possible after contract acceptance.
• Attend the inspection with your buyer when possible.
• Review the inspection report together with the buyer.
• Decide whether to request repairs, credits, or accept the home as-is.

After reviewing the inspection report, the buyer decides whether to request repairs, ask for a credit, or accept the home in its current condition.

• Complete the BINSR based on the buyer's decision.
• Submit repair requests or credit requests to the listing agent.
• Negotiate with the listing agent until both parties reach agreement.
• Once resolved, the transaction moves forward.

The lender reviews the buyer's full financial picture and works toward final loan approval. This is the most document-heavy phase for the buyer.

• Buyer submits any additional documents requested by the lender promptly.
• Loan goes through underwriting review.
• Lender works toward issuing the Clear to Close (CTC).
• Stay in communication — delays here can affect the closing timeline.

The lender orders an independent appraisal to confirm the home's market value supports the purchase price. This protects both the lender and the buyer.

• An independent appraiser visits the property and evaluates its value.
• The appraisal report is completed and submitted to the lender.
• If the appraisal matches or exceeds the purchase price — great, we move forward.
• If the appraisal comes in low, the agent, lender, and buyer discuss available options (renegotiate price, pay the difference, or dispute the appraisal).

The lender has completed underwriting and officially issued the Clear to Close (CTC). This means the buyer is fully approved and the loan is ready to fund.

• The title company prepares the final closing disclosure and closing documents.
• Buyer reviews the Closing Disclosure — they have 3 business days before they can sign.
• Buyer schedules their signing appointment with the title company.

The buyer visits the home one final time — typically within 24–48 hours of closing — to verify the home is in the agreed-upon condition before signing the final documents.

• Walk through every room and confirm all agreed-upon repairs were completed.
• Verify all appliances, fixtures, and systems are in working order.
• Confirm no new damage has occurred since the inspection.
• If there are concerns, contact the listing agent immediately before closing.

This is the day ownership officially transfers from the seller to your buyer. The loan funds, the sale records, and your client gets their keys.

• Buyer signs all final closing paperwork at the title company.
• The lender funds the loan.
• The sale is recorded with the county.
• The buyer receives the keys to their new home.

Before doing anything else, make sure you fully understand the deal the builder is currently offering — this is your foundation for the entire transaction.

• Review all current builder incentives, interest rates, and rate buydowns.
• Confirm closing cost assistance, included upgrades, and any special promotions.
• Know the deal inside and out before negotiating anything on behalf of your client.

Once you understand the builder's offer, request any additional concessions or terms your client would like. This is your opportunity to advocate for your buyer before the contract is written.

• Request any additional concessions, upgrades, or credits on behalf of your client.
• Once both parties agree, the builder prepares the purchase agreement.
• The builder sends the contract to the agent for review and the buyer for signatures.

The builder drafts the purchase agreement and sends it to you for review. This is a builder contract — not the standard AAR — so review carefully to confirm all negotiated terms are included before the buyer signs.

• Review the purchase agreement carefully — confirm all negotiated terms are reflected.
• Walk the buyer through the key points before they sign.
• Once the buyer signs and the builder countersigns, the contract is fully executed and the home is officially under contract.

The buyer submits the earnest money deposit directly to the builder — not to a title company as in a resale transaction. Once received, the transaction officially moves forward.

• Buyer submits EMD directly to the builder per the contract instructions.
• Builder confirms receipt and the transaction moves forward.

Unlike a resale transaction, the builder's representative opens escrow — not the agent. Your job is to celebrate this moment with your client and make sure they have everything they need.

• Send the buyer a congratulations email with copies of all their signed documents.
• Explain what to expect over the coming weeks so they feel informed and confident.

The lender contacts the buyer to collect all required documents and begin the loan approval process. If the builder offered incentives tied to using their in-house lender, make sure the buyer understands the tradeoffs before committing.

• Buyer submits all requested documents to the lender promptly.
• Lender begins working toward initial loan approval.
• Stay in communication with the lender to monitor progress.

Within the first couple of weeks, the builder will send three key dates that shape the rest of the transaction. These dates help you and your client plan everything ahead.

• Watch for the builder to send the following dates:
• New Home Orientation — when the builder walks the buyer through the home
• Final Walkthrough — typically 15–30 minutes before closing
• Closing Date — the target date for funding and key transfer
• Share all three dates with your client right away and add them to your calendar.

Once the orientation date is confirmed, ask the buyer if they'd like to hire a licensed home inspector. Even new builds benefit from an independent inspection — builders are not infallible and inspectors catch things that matter.

• Send the buyer the Recommended Inspectors email.
• Contact the builder rep to schedule the inspection and obtain any requirements the inspector must meet to be approved.
• Schedule the inspection before the orientation date.
• Once the inspection is complete, email the full report to the builder rep so they can address all items before closing.

The builder's representative walks through the home with the buyer to explain features, warranties, and maintenance. This appointment typically takes 1–2 hours. This is also when any cosmetic items or imperfections are identified and marked for the builder to repair before closing.

• Attend the orientation with your buyer whenever possible.
• Walk every room carefully and document any cosmetic imperfections or unfinished items.
• Make sure all noted items are recorded by the builder rep.
• These items should be addressed before the final walkthrough.

While the builder is completing any remaining work, the lender is finishing the loan process and working toward a Clear to Close.

• Lender orders the appraisal.
• Buyer shops for and obtains homeowners insurance.
• Lender completes final underwriting review.
• Clear to Close is issued — the loan is ready to fund.

The buyer and agent walk the home one final time — typically 15–30 minutes before closing — to confirm that all items identified during the orientation have been completed by the builder.

• Walk every room and verify each orientation item was addressed.
• If something was missed, flag it with the builder rep immediately.
• Confirm the home is in the expected condition before signing.

The buyer signs the final closing documents with the builder's title company. Timing varies by builder — this appointment may happen before or after the final walkthrough.

• Buyer reviews and signs all final closing documents at the title company.
• Lender confirms funding.
• Ownership is ready to transfer.

The loan funds, ownership officially transfers, and your buyer receives the keys to their brand-new home. Closing typically happens the same day as the final walkthrough.

• Loan funds and the sale records.
• Buyer receives the keys to their new home.
• Celebrate this moment — take photos, make it memorable.

The home inspection report documents every condition the inspector observed — from minor cosmetic issues to major safety concerns. Your job is to read it strategically, not emotionally.

• Read the entire report before calling your buyer — know what you're dealing with first.
• Pay close attention to anything flagged as a safety issue or requiring immediate attention.
• Note items involving major systems: roof, HVAC, plumbing, electrical, foundation.
• Separate what's significant from what's normal wear and tear for the home's age.
• Call your buyer and walk them through the findings calmly and clearly.

Not every item on an inspection report belongs in a BINSR. Before you write anything, sort the findings into categories so you know what to ask for and what to let go.

• Must Ask: Safety hazards (exposed wiring, gas leaks, missing GFCI), failed major systems (AC not cooling, water heater near end of life, active roof leak), structural or code issues.
• Should Ask: HVAC servicing, plumbing concerns, broken appliances included in the sale, pest damage, missing smoke/CO detectors.
• Consider Asking: Minor repairs that could affect the buyer's use of the home — missing handrails, inoperable windows, broken garage door sensors.
• Let It Go: Cosmetic issues (scratches, paint scuffs, dated fixtures), normal wear for the home's age, items the seller clearly disclosed.

Before writing the BINSR, decide with your buyer what you're actually asking for: repairs, a credit, a price reduction, or a combination. The strategy you choose depends on the deal, the seller's motivation, and what your buyer needs.

• Repairs: Ask the seller to fix specific items before closing. Best for items that need immediate correction. Downside: you can't always control the quality of the repair.
• Credit at Closing: Ask for a dollar credit toward closing costs or repairs. Gives your buyer control over how it's fixed. Often preferred over seller repairs.
• Price Reduction: Less common in Arizona but can be used. Usually reserved for significant findings.
• Combination: Fix the safety items, take a credit for everything else. A common and effective approach.

The BINSR is a formal Arizona form. How you write it matters — be specific, factual, and professional. Vague language gives the seller room to do the minimum.

• Reference the inspector's report directly: "Per the inspection report dated [date], the HVAC system…"
• Be specific about what you're requesting — "repair by a licensed HVAC contractor" is better than "fix the AC."
• If asking for a credit, state the exact dollar amount and where it should be applied (closing costs, price reduction, etc.).
• Do not include cosmetic or normal wear items — it weakens your credibility on the real issues.
• Prioritize your items — lead with the most critical findings.
• Keep the tone professional. You're negotiating, not complaining.

Once the BINSR is written, reviewed with your buyer, and signed — you submit it to the listing agent before the inspection period deadline. Know your deadline and don't miss it.

• Submit the BINSR to the listing agent before the inspection period expires.
• Let your buyer know the seller has a set number of days to respond — typically 3 days.
• Set realistic expectations: sellers don't have to agree to anything. Their options are to accept, counter, or reject.
• Stay calm and keep the buyer calm — this is a negotiation, not a guarantee.

The seller's response will come back with one of three outcomes: they accept everything, they counter (agree to some items but not all), or they reject everything. Each requires a different strategy.

• Full acceptance: Great — review carefully to make sure everything your buyer wanted is included. Confirm repair timelines and documentation requirements.
• Counter: The most common outcome. Review what they accepted and what they rejected. Discuss with your buyer what's acceptable and what still needs to be addressed.
• Full rejection: Now you decide — does your buyer want to proceed as-is, counter back, or cancel? Bring this to Ashley or Javier before advising the buyer on next steps.

If the seller counters, you have an opportunity to respond. This is where strong negotiation skills and knowledge of the deal matter most. Involve Javier on any complex negotiations.

• Focus on the highest-priority items first — don't fight for everything equally.
• Use comparable sales or contractor estimates to support your position on credits.
• Consider the seller's situation — a seller who needs to close fast may be more willing to concede.
• Know your buyer's limits — when do they walk, and when do they accept?
• Keep the conversation professional and solution-focused with the listing agent.
• When in doubt, bring it to Javier. Never advise a buyer on whether to cancel without team lead input.

Once both parties reach agreement, all signed BINSR documents are sent to the TC. The transaction moves forward and repairs or credits must be confirmed at the final walkthrough.

• Send all fully executed BINSR documents to Lizbeth (TC) immediately.
• If repairs were agreed to — obtain documentation (receipts and permits if required) before the final walkthrough.
• If a credit was agreed to — confirm it's reflected on the closing disclosure before signing.
• At the final walkthrough, verify all agreed repairs were completed satisfactorily.
• If agreed repairs were not completed — do not let the buyer close without addressing it first.

Before searching for comps, pull up the subject property itself and gather all the key details you'll need to make accurate comparisons.

• Get the subject property's full address from the seller consultation form.
• Open two FlexMLS windows — one for the subject property, one for your comp search. Keep both open side by side.
• On the subject property window: pull the listing photos, confirm square footage, bedrooms, bathrooms, and note the overall condition and any updates.
• Find the property's Assessor's Parcel Number (APN) — you'll need the first two segments for the next step.

The Book & Map filter is the most important step in pulling accurate comps. It isolates homes from the same builder phase or subdivision — not just geographically nearby homes — giving you true apples-to-apples comparisons.

• In your comp search window, click "Add a Field".
• Add Assessor's Book # and Assessor's Map # — these are the first two segments of the APN from Step 1.
• Enter the same number on both sides of the range for each field (e.g. Book # = 502 to 502).
• This narrows results to homes from the exact same builder phase or subdivision rather than all nearby listings.

Review the filtered results and identify the best comps — homes that most closely match the subject property in size, condition, age, and features.

• Target a mix of: 2 Active, 2 Pending, 2 Closed — this gives a complete picture of current market pricing across all stages.
• Compare each comp's condition to the subject property — look at updates, finishes, and age of major systems (roof, HVAC, kitchen, flooring).
• Note any significant differences (a comp with a pool vs. no pool, updated kitchen vs. original) — these will affect your price adjustment.
• The closer the match in condition and features, the stronger the comp.

Run two separate CMA reports in FlexMLS. Each one tells a different part of the market story — together they give a complete picture to present to the seller.

• Shows market trends across three time periods: prior 7–12 months, prior 4–6 months, and current 3 months.
• Reports include: absorption rate, months of housing supply, and median sale/list price for each period.
• This tells the seller whether the market is moving up, down, or staying flat — and how quickly homes are selling.

• Plots the subject property and selected comps on a map — visual and easy for sellers to follow.
• Includes a Low / Average / Median / High comparison table across your selected comps.
• Also includes an Overall Market Analysis: list/sold volume, average price, average $/sqft, and average days on market.

Combine the selected comps and both CMA reports into a single presentation that Ashley will use when meeting with the seller.

• Your selected comps (Active, Pending, and Closed) with photos and key details.
• The Statistical CMA (Fannie Mae 1004MC) showing market trends over time.
• The Map CMA showing visual placement and the Low/Avg/Median/High price range.
• A recommended list price range based on the data.