Call Marg: 705-446-1762

30 Powerful & Insightful Questions To Ask A REALTOR® Before You Sign Anything

1. How many years have you been in the real estate business?
2. Do you have any testimonial letters from previous clients I can see? Can I call some of your past clients?
3. Can I get out of the listing if I’m not pleased with your services? Without a hassle?
4. Are you a member of the Canadian Real Estate Association? Are you a member of the Southern Georgian Bay Association of REALTORS®? Why should that be important to me?
5. Are you a member of the MLS®? What is that? How will that help me?
6. Does your company have a well-known logo that people would quickly recognize in order to bring more and quicker attention to my home?
7. Do you stay in touch with me from the beginning of the listing until the closing? How often? In what way?
8. How “high tech” is your business? How advanced are your software programs?
9. Do you advertise on the Internet, Social Media, and, in what other ways do you use the Internet to serve my needs?
10. Do you do anything to prepare a house for the market? What?
11. Do you have a plan for marketing within as well as outside of the real estate profession? What is it?
12. Do you do direct mailings about my property? To whom? How many? How often?
13. Do you prepare professional flyers detailing the amenities and highlights of the home to be given to prospective buyers who come into the house?
14. Will you personally be there when offers are presented to handle all the negotiations?
15. Do you have a marketing plan?
16. How does your marketing plan work?
17. Do you have a licensed assistant?
18. How much time do you invest each year in professional training and career development? Can you give me proof?
19. Are you fully automated with personal computers, voice mail, cell phone, etc.?
20. What is your average market time vs. the average market time?
21. Do you follow up on all showings of my/our home and report the comments back to me/us?
22. Will my calls be returned in a timely manner? Explain how.
23. Do you base the marketing price of my/our home on ACTUAL SOLD listing prices rather than current listing prices to establish a realistic selling price? Are you certified as an MVA (Market Value Appraiser – Residential)?
24. Do you work in real estate on a full time basis?
25. How many full-time salespeople and brokers do you have within your office to assist you in selling my/our home?
26. What is your company’s market share? Which company sells the most properties in the area?
27. In what ways will you encourage other REALTORS® to sell my home?
28. How many properties have you sold within the past 6 months? 90 days?
29. How long do you see yourself selling Real Estate?
30. What percentage of your business comes from repeat clientele or referrals?
Pricing Your Home To Sell
A realistic asking price will help to sell your home quickly and for top dollar. By properly pricing your home, you ensure that the gap between the asking and selling price is small and that there will be a greater likelihood of competing offers. Your home will also maintain its ‘marketability’ for a longer period of time before people start to say,”That home has been for sale forever. What’s wrong with it?”

A house that is priced 10% over its actual market value is many times less likely to sell in the initial 30 days of marketing than one priced within 5% of its true value. Not only will an over-priced home take longer to sell, it is also likely to sell for less than it’s actual value. This is due to the “discount” often associated with properties that have been on the market for a longer than average time.

It should be pointed out that recommended listing prices are based on historical sales and current market conditions. It is always difficult to walk the fine line between getting the most for a property while at the same time ensuring your asking price is competitive enough to attract serious offers.

How you feel about testing the market will determine how much higher than the current selling prices of similar properties you’ll wish to ask for your home. You can always start at a higher price than the market is currently bearing and then, if necessary, reduce your price at a future date. The drawback to this is that it could take longer than normal to sell and you could end up helping to sell other similar homes as they may look comparably less expensive than yours.

This is where the experience and knowledge of a good REALTOR® is invaluable. REALTORS® spend a lot of time and energy making sure they know their local market inside and out. They keep their finger on the pulse of the market and have the resources, connections and ability to keep you up-to-date with its constant changes. They know all of the properties currently for sale in your area and are literally your best resource for determining and getting the highest price possible. Marg is one of the very few people in the area who has her certification as a Market Value Appraiser – Residential, or MVA for short.

The Main Factors That Affect Market Value Are…
  • Availability of community amenities, such as public transportation, parks, stores, churches and schools
  • Quality and consistency of neighbourhood planning
  • Future development plans and local zoning
  • Style, layout, size, age and quality of construction of the building
  • Size, shape, privacy and landscaping of the yard
Condition of the Home:
  • First appearances
  • Floor layout
  • Quality and appearance of fixtures
  • General overall condition of main systems (such as roof, furnace, electrical system, central air, etc.)
Comparable Properties:
  • The asking and selling prices of comparable neighbouring homes
The best way of establishing an accurate range of value for your property is to have Marg prepare a Comparative Market Analysis (CMA) for you. This will give you a detailed and accurate overview of the current market.
Market Conditions and the Economy:
  • number of homes currently on the market
  • number of people looking to buy
  • the state of the local and national economy
  • current mortgage rates
Market Conditions and the Value of Your Home

No matter the condition or desirability of your home, its value will be affected by current market conditions. Here are the various conditions you may encounter and how they will affect you:

  • Balanced Market:
    The number of homes on the market is equal to the number of buyers (supply equals demand). In this market, prices are stable and homes sell within a reasonable period of time. It is a calm atmosphere with buyers having a satisfactory number of homes from which to choose.
  • Sellers Market:
    The number of buyers exceeds the number of homes on the market (demand greater than supply). In this market prices are increasing and homes sell quickly. As a seller you will probably have more negotiating power and obtain a higher selling price for your property. Unfortunately, you will be on the other side of the fence when purchasing your next home.
  • Buyers Market:
    The supply of homes exceeds the number of buyers (supply greater than demand). In this market, prices tend to drop and the homes stay on the market longer, thus your home may take longer to sell and you will have less negotiating power in terms of the selling price. Fortunately you will be in the driver’s seat when making an offer on your next home.
Preparing And Staging Your Home For Sale
When you decide to sell your home, the most important thing to remember is that now you are not only a home owner—you are a home seller. You will be competing with other resale homes and brand new model homes for a buyers attention. You also want to see your home sell for the best possible price as quickly as possible. Taking the time to prepare it for sale will pay off in results.

Research has shown that most buyers make a real decision about a house purchase in the first eleven to fifteen seconds of seeing a property. By then they will already have developed a perception of your property that will colour their feelings for the rest of the showing and perhaps dramatically affect their perceived value of the property.

The decision to buy a house is not solely based upon rational factors such as price, location and accessibility to services. It is also an emotional choice. It is a search for a home, a place in which one will find comfort, security and happiness, a place one would want to settle down and live in.

Now is the time to think of your home as a theater. You are putting on a performance, much like staging a play. The scenery must be right, the lighting perfect, the audience comfortable. Marg has expertise in helping you set the stage and in making it easy for prospective buyers to imagine themselves happily living in your home.

Here are some low-cost, high-return upgrades to improve the perceived value of your house or condominium:
“Love at First Site….”
  • Plant flowers, weed and edge gardens. Mulch can look great too
  • Mow lawn and trim hedges and shrubs
  • Clean driveway and sidewalks of dirt, leaves or snow
  • Water the lawn extensively, well in advance of selling
  • Remove old lawn ornaments, toys and play sets
  • Clean and repair rain gutters, missing shingles, shutters and siding
  • Touch up exterior paint or pressure wash if needed
  • Clean out garage
  • Pick up any litter
  • Clean the front door and add a coat of paint if necessary
  • Shine up the mailbox and house number
  • Repair any broken fence boards
“Cleanliness is a Virtue….”
  • Make mirrors glitter, light fixtures shine and appliances sparkle
  • Remove fridge magnets, put away small appliances and move litter boxes out of the kitchen
  • Vacuum, wash and/or polish all floors
  • Clean and freshen bathrooms
  • Clean/shampoo all carpets
  • Clean all windows, walls, doors and trim
  • Clean out the fireplace
  • Think about what a model home looks like – clean, uncluttered, new home aroma, neutral décor
  • Have a clean floor mat at the entry
  • Pay extra special attention to the kitchen, bathrooms and master bedroom
“This Place Looks Neat & Tidy…”
  • Clear all countertops
  • De-clutter all heavy traffic areas
  • Store surplus furniture to reduce feeling crowded
  • Put seasonal clothing into storage
  • Clear halls and stairs of clutter
  • Make all closets neat & tidy
  • (and only half-full, even if this means moving items to another storage area)
  • Eliminate strong personal statements such as personal collections, political, religious, sports or business mementos
“It Certainly is Well Maintained…”
  • Touch up interior paint and paper
  • Repair cracked plaster
  • Tighten door knobs and cupboard latches
  • Oil any squeaky doors
  • Repair leaky plumbing (taps, shower heads and toilets)
  • Repair or replace tiles/seals/caulking/grout around bathtubs and sinks
  • Replace burnt-out light bulbs/install brighter bulbs
  • Clean furnace and humidifier
  • Repair any other minor flaws
“The Presentation”
  • Turn on all lights
  • Open all drapes in daytime
  • Take out the garbage daily, make all the beds, clear dishes away and ensure bathrooms are spotless
  • Play quiet background music or nothing at all. Quiet suggests peace and serenity.
  • Turn on air-conditioning or light fireplace
  • Foster a welcoming aroma and eliminate offensive odours from pets, smoke or cooking.
  • Establish a focal point in each room such as fresh flowers on a dining table, a charming area rug, red geraniums on the kitchen window sill.
  • Keep pets outside during showings (or, better yet, at a friend’s)
  • Have as few people in the house as possible. If you can, be absent during any showings as potential buyers often feel awkward and rush through if they think they are inconveniencing the owner.
11 Pitfalls To Avoid When Selling Your Own Home
Pricing Incorrectly
Every seller wants to realize as much money as possible when selling their home. But a listing that is priced too high often nets the seller less than the fair market value. Many times sellers base their pricing on how much they paid for, or invested in their home. This can be an expensive mistake. If your home is not priced competitively, buyers will reject it in favour of better values. At the same time, the buyers who should be looking at your house will not see it because it is priced above their range. The result is increased market time, and even when the price is eventually lowered, the buyers are wary because “nobody wants to buy a house that nobody else wants.” The end result is lower offers.
Failing to Showcase the Home
Buyers look for homes, not houses, and they buy a home they could move right in to! Owners who fail to make necessary repairs and keep it clean and neat chase buyers away as rapidly as REALTORS® can bring them in. Buyers are often poor judges of the cost of repairs, and usually build in a large margin for error when offering on such a property. Sellers are usually better off doing the work themselves ahead of time. If you were selling a car, you would wash it, or maybe even detail it to get the highest price. Houses are no different.
Not Vacating Your Home During Showings
Buying a home is an emotional decision. People like to try on a house and see if it is comfortable for them. It’s difficult to do that if you follow them around pointing out every improvement that you have made. It may even have the opposite effect by making them feel like they are intruding on your private space. Buyers will feel more comfortable asking questions without you at home
Mistaking Lookers for Buyers
For Sale by Owners often get more activity than houses listed with an agent. REALTORS® will only bring qualified buyers, and these will be fewer than if you open your front door to everyone who walks down the street. A qualified buyer is one who is ready, willing and able to buy your home. Many potential buyers may have a house to sell first, or may need to save some more, or may have credit that needs fixing. When everything is in place, that’s when they go out looking with a REALTOR®.
Choosing the Wrong REALTOR®
It’s likely that you don’t interview people very often, and yet in order to find the REALTOR® who is right for you, you may need to interview several. The quality of your home selling experience is dependent upon your skill at selecting the person best qualified. It’s peculiar that in the real estate business, someone with many successfully closed transactions usually costs the same as someone who is in-experienced. Bringing that experience to bear on your transaction could mean a higher price at the negotiating table, selling in less time, and with minimal hassles. We’ve prepared a valuable checklist of 30 powerful and insightful questions to ask a REALTOR® before you sign anything.
Not Knowing Your Rights and Obligations
Real Estate law is extensive and complex. The contract for sale is a legally binding document. An improperly written contract can cause the sale to fall through, or costs you thousands of dollars in repairs, inspections, and remedies for items included or excluded in the offer. You must be certain which repairs and closing costs you are responsible for.
Signing a Listing Contract with No Way Out
Many times an agent will have good intentions about marketing your house, but circumstances can change. Make certain your agent allows you to cancel your listing contract if they do not perform as promised. Also, get a guarantee of performance in writing when signing a listing contract.
Limiting the Exposure of a Property
The two most obvious marketing tools – open houses and classified ads – are only moderately effective. Surprisingly, less than 10% of homes are sold at an open house. Agents use them to attract future prospects, not to sell your house! Advertising studies show that less than 9% of people purchased their home because they called on an ad. The right REALTOR® will employ a broad spectrum of marketing activities, emphasizing the ones (s)he believes will work best for you and your particular home.
Believing that a Bank Mortgage Appraisal or Provincial Tax Assessment is the Market Value of your Home
An appraisal is an opinion for a certain purpose. If a lender wants to lend you the money, they are motivated to have the appraisal come in high. Ask your REALTOR® to provide you with all the current market data in your area, then decide on your list price together.
Over-improving the home prior to selling
Sellers often unwittingly spend thousands of dollars doing the wrong upgrades to their home prior to attempting to sell in the mistaken belief that they will recoup this cost. If you are upgrading your home for your personal enjoyment – fine. But if you are thinking of selling, you should be aware that only certain upgrades are cost effective. Always consult with your REALTOR® before committing to upgrading your home.
Failing to take the first offer seriously
Often sellers believe that the first offer received will be one of many to come. There is a tendency to not take it seriously, and to hold out for a higher price. This is especially true if the offer comes in soon after the home is placed on the market. Experienced REALTORS® know that more often than not the first buyer ends up being the best buyer, and many, many sellers have had to accept far less money than the initial offer later in the selling process. The home is most saleable early in the marketing period, and the amount buyers are willing to pay diminishes with the length of time a property has been on the market. Many sellers would give anything to have back that prospective buyer who made the first, and only, offer.
Should We Buy First Or Sell First?

This is a common dilemma and one of the most common questions I’m asked by existing home owners. There are no simple answers to this question as it depends on your own personal circumstances and comfort levels. The best way to consider your options is to weigh out the pro’s and con’s of each possible approach.

Sell First
Sell First Pros
  • You know exactly how much money you have from the sale of your existing home and can comfortably choose your next home’s price range and negotiate accordingly.
  • You are in a position to make offers that are not subject to the sale of another property and this tends to be attractive to Sellers. If a property pops up that is perfect or extremely well priced, you can potentially be the first in the door with a strong offer.
  • You have more negotiating power. When Sellers turn down or counter an offer that is conditional upon the sale of a home, they usually believe that the Buyer will come back with a more serious offer if and when the Buyers’ home has finally sold. Sellers give much more consideration to unconditional offers since they usually realize the Buyer does have other options and may move on and pursue a different property if their final offer is rejected.
Sell First Cons
  • If the right home is not on the market when you sell, and if nothing comes up before your closing date, you may have to find alternative accommodation until something appropriate comes along.
Buy First
Buy First Pros
  • If you are only interested in moving to a very specific property, buying first ensures you do not miss out on that one opportunity.
  • If a unique or under-priced property comes on the market and you do not think it will last long, snapping up the deal ensures someone else does not buy it out from under you.
Buy First Cons
  • If your current home does not sell quickly enough, you may end up having to finance both homes and carry the extra debt until you do sell. Don’t forget that also means insurance, taxes, utilities, maintenance and other household expenses.
  • You do not know what the final selling price of your current home will be. If your budget is tight, this could affect your financial decisions. While you can get appraisals and market evaluations of your current home’s value, nothing is for sure until you actually get an offer.
  • This is an extremely risky option for anyone on a tight budget!
Using The MLS® To Sell Your Home
When selling your home you want to make sure as many potential buyers as possible are aware of your property. The best way to ensure that “maximum exposure” is through the services of a REALTOR® and the Multiple Listing Service® (MLS®).

REALTORS® are experts, trained and licensed in the field of real estate, who service the needs of the public in the buying and selling of homes. All are members of local real estate boards and have access to the MLS® — an extensive network of listings across the country.

What is MLS®?
The MLS® is a central registry of properties used by REALTORS® to match buyers with homes on the market. MLS® is described as a “cooperative marketing system” to ensure maximum exposure of properties for sale.

The MLS® is very effective. In 2004, sales across Canada from MLS® listings totaled an amazing $58 billion.

In addition to being distributed in printed catalogues, MLS® is also a sophisticated computer database of properties indexed by price, location, type of home, number of bedrooms, amenities and so forth. Photos of homes may also be available on-line and, most real estate boards have added their MLS® listings to the Internet through

The Advantages For The Consumer
The major benefit of MLS® to consumers is that it allows the REALTOR® to use his or her skills to full advantage. REALTORS® are experts at determining what it is a potential buyer wants in a home–and a large part of the REALTOR’S® job lies in finding properties that suit these criteria.

With MLS®, a REALTOR® can search the database for homes that suit budgets, location preferences and family requirements, and quickly put together a short list of suitable homes.

Many consumers will find themselves first viewing MLS® material at their REALTOR’S® office to preview potential properties and narrow the list further. When it comes time to view in earnest, they know exactly what homes they want to see, what their options are and what types of properties the market has to offer. Through the MLS®, REALTORS® can literally view details of thousands of homes.

This gives the home buyer an extraordinary amount of choice and flexibility. The search for homes doesn’t have to involve driving around neighborhoods looking for “for sale” signs. Nor will it mean relying on homes listed only in newspapers or real estate magazines. With the MLS®, an entire spectrum of available properties is at your REALTOR’S® fingertips.

Even if you’re moving across country or to a distant part of the province, the MLS® can be used to scout homes in advance, greatly reducing the worry that often comes with relocation.

The bottom line is that what’s good for the buyer is good for the seller. This is because the main obstacle for any seller is to find qualified, motivated buyers. The only way to overcome this is to match your home to the requirements of as many potential buyers as possible. Using the MLS® cuts through the complexities, exposes your property to those most likely to purchase it, and makes sure you won’t waste time showing your home to those who aren’t truly interested.

So, when you’ve made the decision to sell, make sure you ask your REALTOR® about an MLS® listing. It could be that your REALTOR® will already know of a number of potential buyers, but in most cases, an MLS® listing will open up a broader range of interested parties.

Selling Your Own Home

I’ve met many people over my career who thought it would be easy to sell their own home privately. Some have been successful but, according to industry surveys, about 70% end up listing it for sale in the end. Of those who have had success, did they really save any money?

If you think about it, most buyers will expect the price of a home that is being sold privately, to be discounted by the value of the commission. In that case, the Seller may not have saved any money at all. Secondly, the Seller will incur expenses in marketing their home and in completing the transaction. The biggest concern though is the risk of making costly mistakes.

Selling your home is a complex procedure, involving potentially large sums of money and stringent legal requirements. It requires a tremendous depth of knowledge and experience, as well as a substantial amount of time to follow up on every detail promptly and properly. A professional REALTOR® has these qualifications and experience and is committed to spending the time and money it takes to help you sell your home successfully so you can focus on the things you do best and enjoy the most.

If you are thinking about selling your home alone, ask yourself these questions:

Will you really “save the real estate commission”?
No. Most buyers will see a bargain. They assume you will sell for a discount because “you don’t have to pay the real estate commission.”
Do you have the time?
Without a REALTOR’S® support, you’re the one who will have to write and pay for the ads to market your property, remain available day and evening for calls from prospects, run open houses on weekends and show your property on short notice, screen potential buyers, fill out all the paper work and do the dozens of other things required to sell a home. Throughout the transaction, your Broker is your partner. Last-minute contingencies concerning the transaction or anything else not completed before closing, can smoothly be managed by your Broker.
How will you reach potential buyers?
Without a REALTOR®, you will not have access to an extensive network of potential buyers. This network includes the MLS® or Multiple Listing Service®, where your home is listed for all real estate agents to see, and sell! Now the MLS® is part of an international database, so your buyer could come from anywhere in the world. A real estate agent is in constant touch with a wide array of professionals and consumers, a referral network, all of whom might send the right buyer to your door.
Do you really know the true market value of your home?
Setting the right selling price is critical. It requires extensive knowledge and training, as well as access to sophisticated market analysis developed over years of experience. If you set the price too high, prospective buyers will be frightened off; too low, and you could leave thousands of dollars on the negotiating table. A real estate agent knows the marketplace, knows your neighbourhood and is fully qualified to prepare a detailed market analysis. Plus, a Broker knows the competition and what to expect from buyers. Marg is one of just a few designated REALTORS® in the area who is certified as a Market Value Appraiser – Residential.
Are you ready to “prescreen” every prospect?
Pre-screening prospects is absolutely necessary to weed out the “lookers” from serious buyers. Do you have the skills and experience to ask the right questions over the phone before you let a prospect visit? How are you going to find out whether they’re really qualified to purchase in your home’s price range? Your broker can help buyers find the best financing alternatives and quickly pre-qualify and pre-approve them for mortgages, giving sellers a high degree of security toward closing.
How are you at selling and negotiating?
Understanding a buyer’s needs, dealing with concerns and completing the sale successfully through firm, impartial negotiation are all required. A real estate agent who knows both her business and the local area is invaluable in taking action to show the buyer the neighbourhood, competing properties, the special features of your home, the facts about the school system, shopping, etc. Your real estate agent will negotiate on your behalf and, in doing so, represent your best interests.
Do you have a thick skin?
The emotional investment you have in your home may prevent you from dealing objectively with comments from prospective buyers. Hearing every comment a prospective buyer makes about your home could make you defensive and interfere with the sale. And you will encounter buyers you don’t like personally but must still consider as prospects.
Are you up to date on real estate law?
Selling your home is a complex contractual and legal procedure. You will have to prepare your own legal documents or translate the language in an offer presented from a buyer.

Most of those who sell their home in Canada do so with the assistance of REALTORS®. Of the few who do try it themselves, most change their minds and end up going with a REALTOR® because the process is too complex, too time consuming, and too dangerous without the help of a professional.

An old cautionary adage expresses it best for those who feel they can sell their homes without the help of a real estate agent: “You can get rid of the broker, but you can’t get rid of the broker’s work.”

AND THEN, there are the other details:
  • Appeal. Home Sellers don’t fully realize that clearly seeing a home through the eyes of a buyer dramatically increases the chances of the home selling quickly and at a higher price. Only a real estate agent’s experience can guide a seller to properly show a home to its best advantage.
  • The Internet. Canada ’s public MLS® based web site is the most visited real estate web site in the country logging millions of hits annually. Only properties listed for sale by a REALTOR® appear on this essential site.
  • Promotion to other REALTORS®. Although often over-looked, this is one of the most important roles a REALTOR® plays. Most buyers are working with a REALTOR® and it is often the REALTOR® who draws a property to a buyers attention.
  • A professional yard sign. A sign can funnel buyers’ calls right to the qualified real estate professional with the answers they need.
  • A flexible flyer. A flyer about your home can be distributed many different ways, to potential buyers as well as other brokers.
  • Tours. Your broker can arrange tours of your home for top-producing sales agents who would benefit from seeing your home first-hand.
  • Open Houses arranged by your broker for the public and other real estate professionals.
  • A direct mailer. This can be launched with “Just Listed” cards to your neighbours and nearby move-up and rental neighbourhoods.
  • Classified Ads. Ads might also be taken out for your home. Writing and placing these is an art in itself.
  • Ongoing Information. Your broker will tell you about marketing conditions and the competition on a regular basis. This can keep you up-to-date with the market so you are prepared to make decisions.
  • Multiple offer expertise. If more than one buyer makes an offer on your home, it takes an immense amount of know-how and integrity to handle the deal properly.
  • Organization of closing details. Following through on the closing arrangements and handling any unexpected issues that crop up are all part of the REALTORS® expertise.
  • Relationship. Your REALTOR® will be there for you to help in finding another property or in locating a top notch out-of-town agent. You build a relationship for down the road if you need advice on financing, property value, benefits of improvements and so on. The sale is often just the beginning.

Selling Posts From Marg’s Blog

It No Longer Makes Sense to Hold Open Houses

I was talking to a local OPP officer this morning about the topic of Open Houses. We both agreed that the need for them no longer exists with the advent of the internet.  There are many people who are likely to disagree so let’s take a look at the issue. Who Attends?...

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Features Home Buyers Want Most

Whether you are selling or buying, you might find the results of a study useful when assessing your own needs and more importantly, resale values.  Completed by Avid Ratings for the Canadian Home Builders Association, the Canadian Home Buyers Preference Study is a...

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October Market Conditions in Collingwood-Blue Mountain

With just two months left to go this year, we can say with certainty that 2016 will be an all-time record year for sales in the regions covered by our Southern Georgian Bay Association of REALTORS®.  Sales have been very strong although the declining supply of...

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Marg Scheben-Edey

Real Estate Broker
Market Value Appraiser - Residential
Accredited Green Broker™
(designated by the National Association of Green Agents & Brokers)

RE/MAX four seasons
realty limited, Brokerage
Each Office Independently Owned & Operated
67 First Street, Collingwood L9Y 1A2

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 Direct: 705-446-1762

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