Use Openhanded Selling to Get Through Real Estate Objections

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A Realtor friend of mine called me to bounce some ideas off me. Her buyer was balking at putting in an offer. The property had 90% of everything he wanted in a home, but that last 10% was bugging him. There was a deck that cantilevered over a canyon, but no yard. She wasn’t sure what to say to him to get him to act. In her circumstances what would you do? Here are a few things she was considering:

  1. Tell him the market is changing and this is the best opportunity to get a great property like this at a low price.
  2. Hint that the seller is willing to help a little more on the repairs.
  3. Explain that he still has 17 days to think about it before contingency removal.
  4. Point out that there’s another offer coming in (which was true).
  5. Remind him about the 90% he liked the property, and make a few suggestions about remedying the remaining 10%.
  6. A mixture of all of the above.

After she went through this list with me, I asked her what solutions he had for the lack of yard.

  • “What do you mean?” she asked me.
  • “Did you ask him what he was going to do about there not being a yard?”
  • “No,” she said.
  • “Well, ask him. Say, ‘I know you’re concerned that there’s no yard. How will that affect your lifestyle if you buy this house?‘”
  • She said, “I don’t want to ask him that. What if he decides not having a yard would really mess with his lifestyle?”

This is a common fear reaction that salespeople have when faced with a buying concern or an objection. We don’t want to talk about it, just in case that makes them lean towards saying no. But really, people are not that shallow. If you encourage them to talk about the challenges, you’ll have a better opportunity to ask other questions that turn them towards the positive. For instance, suppose this buyer says that by not having a yard, he won’t be able to garden. Well, then ask him about gardening: “What kind of gardening do you like to do?” Eventually, if he doesn’t make the suggestion himself, ask him what kind of gardening he could do with containers. Maybe share a little information about container gardening (if you know anything).

Handling Objections Openhandedly

To handle objections by letting the prospect find his own solutions, you need to be able to do four things:

  1. Fully develop the problem and understand why it’s a problem.
  2. Know where you want the sales conversation to go so that you can guide it there.
  3. Have the skills involved in intelligent influence so that you can help him process his thoughts.
  4. Use your expertise to ask questions that help him think about his problem from new perspectives.

This Openhanded Selling approach will get you through most concerns without needing to have the perfect counter-argument at the tip of your tongue.

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Source by Linda Schneider

The Uncommon Way To Sell Your House Without a Realtor

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Selling your house without an agent my not seem all that uncommon. After all, everyone knows you can slap up a For Sale By Owner sign in your yard, put up a listing in Craigslist and the local paper, and wait for a buyer to bring a check to the title office. Simple enough right?

Well, not always.

Here’s why:

In today’s market, cash in hand buyers aren’t really interested in paying retail for property. After all, they have the cash meaning they have the negotiating advantage. And what about the first time home buyer? The bad news is, mortgage applications are at a 5 year low, meaning those that want to purchase a property conventionally are not getting their loans approved.

With the pool of buyers shrinking lower and lower, how can you sell your house, without agents or without having to sell for pennies on the dollars to cash buyer?

This is where the uncommon part comes in. There’s a little niche strategy of creative real estate called lease purchasing, or more commonly known as “rent-to-own.”

Selling this way is nothing more than setting a lease agreement for a term, which can range anywhere from 6 months to 10 years, and having an option to purchase within the lease term for a set price… usually the full retail price or the mortgage balance, whichever is higher.

Why should you even consider selling this way?

Maybe you shouldn’t.

If you have the time and equity to list your home and wait for a qualified buyer to purchase your house and cash you out… you’re probably better off doing it that way. However, if you don’t have the equity to take a discount or pay for fees and commissions, and you need immediate mortgage payment relief… this can be a great strategy.

First of all, this is not simply renting your house out to a typical renter. You will be dealing with tenant/buyers, people who want to purchase a home for them and their families, but just can’t seem to get their loan to approve. They have the income, the background, the character to be home buyers. They are just having trouble getting a conventional mortgage in this market. And this market is huge.

And unlike your usual renter, they take care of all the day-to-day maintenance as well as all the repairs and are working with their mortgage broker every month to get their loan to close. They just need some time for their paperwork to make it pass all the hurdles lenders have attached these days.

When their loan does approve, they will cash you out for the full retail price of your house or mortgage balance and you keep it all since their are no fees or commissions to pay when selling this way. And in the event they can’t get their loan to close during the lease period, you have the choice of either extending their lease giving them more time or sell it to another buyer. Either way, you get immediate mortgage relief and full price when the tenant/buyer cashes you out.

Selling in this uncommon and creative way might not be the best solution for you. And that’s OK. It’s another strategy you keep in your arsenal in case your situation changes and you need a way out of a property quickly.

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Source by Ron Simon

Selling Your House Online Without The Need For A Real Estate Agent

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Pull Up A Word Document & Write Your Listing Description

Writing copy for a property listing is easy, especially if you are the home owner as you know your property best. All you need to do is point out the features and benefits and then elaborate on each. If you are struggling to write anything down, go onto the major property listing websites in your country and take a look at what some of the agents have written for some of their properties. After reading a few other listings, the creative juices will start to flow and you will have no trouble in writing your own ad.

Get Your Digital Camera & Take Photos Of Your Property

Now, you need to make sure that your digital camera takes high-resolution or high quality images so that you images do not come out with pixelation but other than that, make sure you house is clean and well presented and take some happy snaps. Here are some of the main areas of your house that you will need to take pictures of:

  1. Front Yard
  2. Back Yard
  3. Living Rooms
  4. Bedrooms
  5. Bathrooms
  6. Toilets

Get Property Reports & Market Data To Determine Your Selling Price

When selling your house privately, you need to gather your own data and determine the price at which you are going to sell as you do not have an agent to dictate or tell you what they think the property will sell for. You can do this fairly easily by making a search in Google for Free Property Report. This will bring up a number of sites that will provide you with sales data for properties that are similar to yours in your neighborhood. Once you have a general idea of what you would like for your property and you have all of your listing content, you can move onto the fun part, selling.

List Your Property On Free Classifieds & Paid Property Listing Websites

You can start off by listing your house online on free classified websites such as Craigslist or GumTree if you are based in Australia and you may just get enough enquiries on these sites to sell your house pretty fast but if you are looking for the most exposure and are looking to list on the most popular Real Estate websites in your country of region, do a search in Google for Sell My House Online or Sell My House Privately. You will get a large list of websites that will help you to list on these major property portals for a once-off or monthly listing fee. You will still be allowed to handle your own enquiries and deal with prospective buyers directly, they just list your property under their account but direct enquiries on your property straight back to you.

Take Your Enquiries, Conduct Open For Inspections & Negotiate A Price

This is the really fun part. Once your property is advertised and the enquiries start streaming in, you just need to take calls and fight for the highest price. You will have to show people through your home on the in-between but essentially, this is where you get down to business. Show people through and then take down the names and numbers of the interested parties. Organize a time to take them out to coffee and negotiate a reasonable selling price.

Speak To Your Lawyer or Conveyancer To Have Your Contracts Drawn Up

Once you have a buyer, you have done the verbal agreement, you then need to set it in stone. You can do this by going to your lawyer or conveyancer and asking them to write your sale contracts up for a small fee. Once these are done, all you need to do is have them signed and prepare for final settlement.

Settle & Smile

Once your property is sold and you have settled, you can sit back, relax and smile because you have just sold your property all by yourself and what is even better is that you did it without a Real Estate Agent and you did not have to pay a cent in commission.

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Source by Lucas Keith Raby

The Best Resource For Calgary Real Estate Properties, Listings and For Sale by Owner

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How can we help you in your search for real estate Calgary? With over 20 years of experience as real estate investors we really know the Calgary real estate market and can help you find a win win solution for your needs. We buy and sell homes throughout Alberta. We also have a large number of homes in our inventory for rent and rent to own. Calgary homes are in big demand at the moment with the current economic climate in Alberta and we know that the search for real estate properties Calgary can become frustrating.

Every where you look agents are trying to list your home, we are not agents and we do not charge commission so why wait 90 days to sell your home and still lose a bundle. Most of our listings are from real estate Calgary home owners just like you who have offered their homes for sale by owner and we have found a hassle free solution for them. If you have a mortgage we can assume it, pay any arrears if there are any, you could even rent back from us if you do not wish to move. The possession date is not an issue with us. We are not concerned with the condition of the property and will also consider manufactured homes, custom homes, duplexes and four plexes.

The demand for real estate properties Calgary is high at the moment. Contact us to get a fair price for your home, we are private investors and do not charge commission. Our goal is to create a win win solution for Calgary homes. We are up to date on the market value of real estate Calgary and would like the opportunity to chat with you regarding the best solution for your needs. Listings are what agents really want, we want to buy your home, if you have a mortgage that we can assume we would be happy to do that to save you an unnecessary payout to your mortgage company. Residential homes are our specialty throughout Alberta so even if you are outside Calgary we would like the opportunity to help you

Selling your home and buying a new one can be over whelming at times. By speaking with us about your real estate properties Calgary we can help ease the pain that you may be going through trying to decide what to do, where to move, what to do with your mortgage and perhaps being forced into a sale that will not meet your needs if you list your Calgary homes. We are always interested in real estate Calgary, and no property is too small or too big for us to consider. We can also trade your home for one of the ones in our current port folio. If you need a place to rent while deciding or perhaps building your new home, we may also be able to accommodate those needs

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Makler Heidelberg

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Source by Sharon Trenaman

Flat Fee Multiple Listing With For Sale By Owner Option

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When it comes to Real Estate Sales there is an old saying about wanting the best of both possible worlds, full service with discount prices. We’re not sure exactly where that came from, however we do know that home sellers now are able to experience that in an increasing number of markets. Simply stated, For Sale By Owners, FSBO’s, can now try to sell their homes on their own, and be allowed to enter the multiple listing service. What does this accomplish? It is a proven fact that the MLS is the most successful way to sell a home. The cooperative of agents in the MLS service interfacing with the internet gives the seller the greatest avenue to expose their home in the marketplace.

Many sellers say I would like to use that service, but I don’t want to pay 6 or 7 % to do it. Those same sellers say I am wiling to pay 3 % to someone who brings me a buyer, but I do not think the listing agent deserves 3 %. Now a number of companies offer this service. For a small flat fee of around $500, the seller gets into MLS and other local and national websites and still can advertise on their own to get a buyer. If the seller is successful on their own, a small fee or even no commission is due the listing agent depending on the agreement and services desired.

Why would an agent do this, to get more business. If they sell the home, they get the 3%. They can get other buyers from the listing to buy other properties and can get more listings. Everybody wins. The seller can have more flexibility in pricing, offer bonuses to the selling agent, or closing costs trust us, it works. Neighbors see their neighbor’s houses selling and it all generates more business, and it allows seller to have more flexibility to sell their home and make more money on their sale.

The Seller can use this savings to help the buyer with closing costs or lower their sales price or they can pocket the savings and use it as the down payment on the purchase of their next home. Bottom Line with Flat Fee Multiple Listing Services, For Sale By Owners, are give the marketing power of the MLS without paying full price for both sides of the Real Estate Commissions and allowing them to save thousands of dollars on their sale of their home.

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Makler Heidelberg

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Source by Charles W. Moore

How to Figure a Mortgage Payment – A Quick and Easy Way to Calculate Payments in Your Head

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There are several ways to calculate monthly mortgage PITI payments. PITI stands for Principal, Interest, Taxes (property taxes) and Insurance (home owner’s insurance).

o You could use a long, complex formula like: P = L[c(1 %2B c)n]/[(1 %2B c)n – 1] Does that sound fun to you? Me neither.

o You can use an on-line calculator. They are all different, though. Some are good, some are not. But if you are out house shopping and do not have internet access – not an option.

o You can even use a special, hand-held realtor calculator that will prompt you step by step to enter all the variables like: home price, down payment amount, interest rate, length of the loan, etc., then it will calculate the monthly mortgage PITI payment. However, these calculators are expensive, and unless you are a realtor, you will no longer need it once you find your home or refinance – not a cost-effective option.

You need a quick and easy way to figure your payment in your head, or maybe with the calculator in your cell phone.

Believe it or not, there is a way. It is very straightforward and will give you a ballpark estimate of your PITI payment.

Are you ready for this? It is super simple – just a one step multiplication problem. OK. Here it is. To estimate your monthly mortgage PITI payment multiply the amount of your loan by .008 . That’s it…seriously! (As long as mortgage interest rates don’t change drastically from what is available in Jan 09)

o If you are going to buy a $200,000 house, and you can pay $10,000 down, your loan amount will be about $190,000.

o The math looks like this: $190,000 x .008.

o Plug those numbers into your calculator.

o Your monthly mortgage PITI payment will be about $1520 per month.

Be advised, this figure is only an estimate – a simple way to get an estimate when you are not able to get to a computer. If you are in contact with a realtor or loan officer, they can give you a much more accurate idea of your monthly mortgage PITI payment.

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Makler Heidelberg

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Source by Lyn Collier

FSBO Jargon – The Language of the FSBO Seller

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When you decide to sell your home without a real estate agent, you enter the world of the FSBO sellers. As with any new experience, you need to understand some of the basic language.

Selling your home on your own makes a lot of sense from a financial perspective. Even though the real estate market has cooled off considerably, home prices are still pumped up compared to historical references. At 6 percent, the commission of a real estate agent can add up to a lot of money. On a $500,000 home, we are talking about a whopping $30,000, which can really eat into the equity you have built up over the years.

If you make the decision to go FSBO, you need to understand a few things. You are essentially taking the oars of the boat and doing all the rowing yourself. This means you need to understand both the concepts involved and the language used during the real estate process. Here are some tips.

FSBO – This term is short for “For Sale By Owner”. It is important to understand that it is used as a noun in the real estate industry. Simply put, you are a FSBO. Agents helping buyers will refer to you and your property by this term. Selling agents will also contact you frequently to try to convert you from a FSBO to a listing client, to wit, they want you to hire them.

FFMLS – This term refers to Flat Fee Multiple Listing Service. Many people that consider selling their home with an agent worry that they will not be able to list their property in the multiple listing service for the area. In the past, the “MLS” was a list controlled solely by agents and realtors. These days, there are ways to access it without using a real estate agent. You can pay a Flat Fee for your listing, thus the name.

CMA – This term refers to a Comparable Market Analysis. It is essentially a breakdown of homes in your neighborhood. Information includes things such as the listing prices of homes, valuations and so on. As a FSBO seller, you can obtain a CMA by just contacting a real estate agent. They use these reports as lead generators and give them out for free. Tell them you are a FSBO and they will still give you one. The eternal hope of the agent, of course, is that you will fail as a FSBO and hire them.

Obviously, there are many terms that arise in the real estate world. Most apply whether or not you are using an agent to promote your property. The above represent a couple you need to know as a FSBO.

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Makler Heidelberg

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Source by Raynor James

Used Trawlers For Sale by Owner

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Used trawlers are spectacular pieces of equipment. However purchasing trawlers direct from a seller can be difficult, and you can generate losses too. And also you will finish up with a boat that is less than seaworthy. Listed below are several things to contemplate.

Introduction

A couple of days ago I returned a phone call that was left on my voice mail from a guy inquiring about used trawlers for sale by owners. As the caller answered I told him who I was and told him I was a yacht broker and didn’t represent used trawlers for sale by owners. I questioned how I might offer him my past experience regarding other used trawlers he might have an interest in. The used boat buyer promptly responded that he did not want to buy a used trawler through a Broker and hung the phone up. I shrugged my shoulders and wondered precisely why he would NOT want to buy a used trawler through a Broker. Should you be thinking about getting a used trawler, here are several items to remember. There are issues involving buying a used trawler for sale straight from an owner.

Locating a Good Used Trawler

To start with, a yacht broker has accessibility to information you won’t have or be capable of getting. A broker with integrity will be honest related to used trawlers for sale. When there’s an issue with regard to used trawlers, he will notify you. I make use of a disclosure form to inform purchasers regarding problems with the used trawlers I represent. If you’re utilizing a purchaser’s yacht broker, he/she will look at other used trawlers for you, and will assist in determining which used trawlers are definitely worth paying a visit to or considering. He is going to talk to other brokers about their used trawlers by asking the right questions, and uncover data which you would not likely acquire on your own. Trying to purchase used trawlers straight from a seller will probably annoy you due to the fact that you will not recognize if you are getting the truth. So getting a used trawler for sale by owner; the boat buyer will not have accessibility to this information.

What’s a Fair Sales Price?

As soon as that potential used trawler is found, what is a good and sensible price to give? Using data located at sold boats.com, he will provide you the prices of equivalent used trawlers that sold in the past few months. Don’t forget, a used trawler is just worth the price you are prepared to pay and the boat seller is prepared to take. Therefore buying used trawlers for sale by owner; you as a buyer won’t have get access to this data. Most significantly, a broker will understand the motivation of the seller and guide you in offering an amount that will permit you and the boat seller to negotiate to a fair sales price.

Who Retains the Money?

Expert brokers write purchase agreements that identify every part in the purchasing process; the period of time for the owner to agree to the offer, the date by which you the buyer will reject or accept the used trawler, any specific issues that the purchase offer is contingent upon, and the anticipated closing date. The contract will also specify you receiving your deposit back if you change your mind. Yes, an offer to purchase involves a 10% deposit. We keep that in our escrow account up to the time when it is ready to be allocated. Who will hold your good faith deposit if a deal consists of you as a used boat buyer and the boat seller without a third party? When looking for used trawlers for sale by owner, purchasers be warned;you as the buyer will not have accessibility to this.

Lien Checks

When we aid in the purchase/sale of a used trawlers, we do investigations to be sure you are getting clear title to the used trawler. When experiencing a used trawler for sale by an owner, who will do that? Furthermore, any existing boat’s financial loans are paid for in full. What’s more, documentation is transferred and Bills of Sales are drawn up. When engaging with a yacht broker, you’re going to get the essential legal credentials establishing the used trawler as your boat. Purchasing a used trawler through an owner can be dangerous should these checks not be made. Once again, when buying used trawlers for sale by owner; you as the used boat buyer will not have access to this information.

Select Your Broker Carefully

The majority of brokers are very responsible and handle their customers accordingly. I’ve heard numerous scary stories from my customers about their business with less than proficient brokers. A good number of them are out for the fast buck and don’t care about you as a customer. I have also worked with them myself and frequently ponder how they have ANY clients. They do not return my phone calls or emails; don’t appear to know a good deal concerning used trawlers for sale.

Choose your broker with care; he really works for you.

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Makler Heidelberg

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Source by Michael W. Dickens

Home Investors – Do You Wish to Sell Your Property? – They Might Be Your Answer

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Are you one of those home owners who wish to sell their home quickly? There could be any urgency behind your decision, but keep in mind that you will have to face many constraints to sell your property in a short time. With a worsening economy and realtors selling houses at the slowest pace possible, it may seem impossible to sell your distress house very quickly. Yet, that isn’t the case if you know exactly where to go. Home investors can take charge of your home and pay you in cash within a couple weeks.

These home investors are real fast, straight forward and come with no more strings attached. This means an end to your real estate problems. Regardless of which state you are in, a company of home investors can provide you service at your doorstep. The main reason why people prefer to sell their property to these companies is that they don’t ask for any renovations. They can take up almost any home, no matter how bad its condition is.

Furthermore, waiting is definitely not an option because you can get an offer from them within a day’s time. Besides, home investors provide you many other benefits in order to get a quick sale for your home, and those are:

– The contract you would be signing with such a company is crystal clear, and the best part is you will get the cash as soon as the contract is executed.

– As mentioned earlier, these investors can buy a house in any condition, any price and any place. Whether, it’s a run down house, one which had been damaged by fire or has a broken roof, home investors can take care of anything. In fact, they specialize in dealing with property in need of repairs.

– Once you contact these home investors, you don’t have to worry about any legal procedure or the fees associated with it. You can suffer from things like the liens, property taxes or the code violations if you are selling your property the conventional way, but not this way. They can also take care of any hidden fees placed on your house.

– Most people find it very difficult to sell their house within a month, but these private investors can make this possible for you.

No matter which part of the state you belong to, you can definitely find such a company locally as these guys operate throughout America. You will love doing business with them because they are more likely to agree on a price closer to your asking rate. This can also be a straight solution for home owners who can’t handle their property anymore. It is common knowledge that if your home is in a messy state, listing it in the real estate market can further devalue your house. Home investors offer an ideal solution for such home owners.

You might believe the fact that real estate is a good market to sell your property, yet that is only true when the property is really valuable. Most homes, however, are in serious need for repairs, a problem which can face many house owners with financial problems. Ultimately, their property will be devalued. Therefore, it’s always wise to contact these home investors if you intend to sell your home fast.

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Makler Heidelberg

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Source by Edgar G Martinez

For Sale By Owner – Advertising Tips to Help You Sell Your House

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There are times when home owners want to sell their house on their own and they need to attract as many buyers as possible. There are some advertising tips that you must keep in mind in order to save you time, money and peace of mind.

One of the most effective means to attract buyers is to advertise on the internet as today most buyers first look online before they consult a broker or agent. Today there are many classified sites that allow you to advertise for free. Simply type “for sale by owner” into your Google or Yahoo! search bar and you will find many options right on the first page. To get better presentation and wider exposure some sites might ask for premium upgrades and these may be a good idea depending on the urgency of your specific situation. If there is no rush you can avoid these and only advertise on the free sites without spending any money.

The goals of most sellers are the same regardless of whether or not they list with a real estate professional. They want a quick sale with the highest possible price and the least hassle. For all houses for sale by owner it is imperative to have the right things in the advertisement so that they are able to attract the right kind and the highest amount of buyers.

In any advertisement the headline is by far the most important part. Some experts say it accounts for 80% of the effectiveness of the ad. I always like to use the stand alone test. If you place only the headline and a phone number in a newspaper, will the phone ring? Look at the ads that are already in the newspaper or wherever you are thinking of advertising. Which ones catch your eye? Don’t feel bad about copying what they do. It’s easier than starting from scratch.

Remember to also add photographs when possible. Take a bunch of photos and use as many of the best ones as allowed. You don’t need to hear too much about how to take photos so I won’t belabor the point. Just know that when looking for houses it makes common sense that the ones with photographs get looked at first.

One must also ensure that the price they ask for the house is a fair one and leave, at the very most, ten percent room for negotiation. Brokers/agents and some websites can help you determine the asking price of the property. Zillow.com comes to mind right away. Along with marketing and exposure, pricing is one of the most important aspects of selling a home so don’t just go to one website that tells you the “value” of your home and use that price. Do your research. What have comparable homes in the same school district sold for in the past 3 months?

Immobilienmakler Heidelberg

Makler Heidelberg

Immobilienmakler Heidelberg
Der Immoblienmakler für Heidelberg Mannheim und Karlsruhe
Wir verkaufen für Verkäufer zu 100% kostenfrei
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Source by Lou Cardillo

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