In this episode, Birdman sits down with Mountain Retreat Realty Experts and Stephanie Crane to break down one of the most important tools in real estate: the Comparative Market Analysis (CMA). Learn how a professionally prepared CMA differs from online estimates and why "location, location, location" still matters more than algorithms. Stephanie explains how experienced agents analyze true comparable properties to determine accurate value—whether representing a buyer or a seller. The discussion also covers how CMAs relate to appraisals, buyer spending power, and avoiding overpaying in today's market. If you want confidence in pricing and a clearer understanding of what a home is really worth, this episode delivers the keys. 🔑

A Comparative Market Analysis, often called a CMA, is a detailed pricing tool created by a real estate professional to determine the true market value of a home. Unlike automated online estimates, a CMA is built using real, local data and professional judgment.

In this episode, the focus is on how experienced agents and brokers use CMAs to analyze homes that are truly comparable—looking closely at location, condition, size, features, and recent sales in the immediate area. This hyper-local approach is what makes a CMA far more accurate than broad AI-generated price ranges you might see on real estate websites.

A CMA is commonly prepared before:

• Listing a home for sale

• Making an offer as a buyer

• Negotiating price or terms during a transaction

Online pricing tools pull data from wide geographic areas and automated averages. A skilled agent, however, can:

• Compare homes on the same street or neighborhood

• Adjust for upgrades, views, lot size, and condition

• Understand how market trends affect buyer behavior

Because of this, a well-prepared CMA can come very close to appraised value, giving both buyers and sellers confidence in their decisions.

• For sellers, a CMA helps price the home competitively—maximizing value without overpricing and risking the home sitting on the market.

• For buyers, a CMA ensures they're not overpaying and helps guide strong, informed offers.

Agents simply "change hats" depending on who they represent, but the goal remains the same: identify true market value.

While a CMA is not an official appraisal, it plays a critical role before one happens. A buyer can choose to pay more than appraised value—but they must bring the difference in cash. Understanding a CMA ahead of time helps buyers avoid surprises and prepares everyone for the appraisal process.

A Comparative Market Analysis is one of the most valuable tools in real estate. When done by a knowledgeable professional, it provides clarity, confidence, and protection—helping buyers make smart investments and sellers achieve the best possible outcome.

House Keys is brought to you by

Mountain Retreat Realty Experts

https://mtnretreatrealty.com

House Keys is produced by Birdman Media™

Understanding Property Taxes In this episode of Terms of the Sale, Birdman sits down with Stephanie Crain of Mountain Retreat Realty Experts to explain one of the most important — and often misunderstood — costs of homeownership: property taxes. Property taxes help pay for schools, fire districts, roads, and public services — and Stephanie Crain of Mountain Retreat Realty Experts breaks down exactly how they are calculated in Arizona using the property's assessed value and local tax rates. In this episode, Stephanie Crain of Mountain Retreat Realty Experts explains: • How property taxes are calculated and where the money goes • Why your tax bill shows separate amounts for schools, fire districts, and public services • How Arizona counties like Navajo, Apache, Maricopa, and Pima handle assessments • What happens if you think your assessed value is too high • Why appealing for a higher value actually raises your taxes • What homestead, senior, military, and primary residence exemptions can do • How short-term rentals are taxed differently Using real-world insight from the White Mountains, Stephanie Crain of Mountain Retreat Realty Experts shows how property taxes affect homeowners, investors, and vacation rental owners — and why understanding them upfront can save you money over time. If you're buying, owning, or investing in Arizona real estate, this episode gives you the clarity you need before the tax bill arrives. Terms of the Sale is part of the House Keys podcast, produced by Birdman Media™ and brought to you by Stephanie Crain and Mountain Retreat Realty Experts — helping Arizona homeowners make smarter financial decisions. 💰 Know the tax. 📑 Understand the terms. 🔑 Own with confidence.

House Keys is brought to you by

Mountain Retreat Realty Experts

https://mtnretreatrealty.com

House Keys is produced by Birdman Media™

What Are Seller Property Disclosure Forms? In this episode of Terms of the Sale, Birdman sits down with Stephanie Crain of Mountain Retreat Realty Experts to explain one of the most important — and most legally influential — documents in a real estate transaction: the Seller Property Disclosure Form. When a home is listed for sale, Stephanie Crain of Mountain Retreat Realty Experts explains that the disclosure form is where sellers must put everything they know about the property in writing — from roof leaks and plumbing issues to foundation concerns, pests, and even past repairs. It protects both parties by ensuring buyers are fully informed and sellers are legally protected. In this episode, Stephanie Crain of Mountain Retreat Realty Experts breaks down: • What must be disclosed when selling a home • Why full transparency protects sellers from lawsuits later • How even "small" issues like past leaks can become big legal problems • What happens when problems aren't properly disclosed • How disclosures give buyers the confidence to move forward Using real-world examples, Stephanie Crain of Mountain Retreat Realty Experts shows how a single undisclosed issue can come back years later — and why honest paperwork keeps everyone out of court. If you're selling or buying a home, this episode gives you the clarity you need before you sign. Terms of the Sale is part of the House Keys podcast, produced by Birdman Media™ and brought to you by Stephanie Crain and Mountain Retreat Realty Experts — helping Arizona homeowners navigate real estate the right way. 📝 Know the facts. 📑 Understand the terms. 🔑 Close with confidence.

House Keys is brought to you by

Mountain Retreat Realty Experts

https://mtnretreatrealty.com

House Keys is produced by Birdman Media™

What Is a Multi-Family Home? In this episode of Terms of the Sale, Birdman sits down with Stephanie Crain of Mountain Retreat Realty Experts to clear up one of the simplest — and most commonly misunderstood — real estate terms: multi-family home. A lot of people think "multi-family" means multiple people or generations living under one roof. But Stephanie Crain of Mountain Retreat Realty Experts explains that in real estate, it means something very specific — a property designed with more than one living unit, like a duplex or triplex. In this quick-hit episode, Stephanie Crain of Mountain Retreat Realty Experts breaks it down in plain language: • What qualifies as a multi-family property • Why it's about separate units, not how many people live there • How local occupancy rules are different from real estate definitions • Why duplexes and triplexes are considered multi-family investments Using a fast, no-nonsense format, Stephanie Crain of Mountain Retreat Realty Experts gives buyers, sellers, and investors a clear foundation for understanding how multi-family properties fit into the market. If you're thinking about investing, renting, or buying a property with more than one unit, this episode gives you the definition you need before you move forward. Terms of the Sale is part of the House Keys podcast, produced by Birdman Media™ and brought to you by Stephanie Crain and Mountain Retreat Realty Experts — helping Arizona buyers understand real estate one term at a time. 🏘️ Know the definition. 📑 Understand the terms. 🔑 Make smarter moves.

House Keys is brought to you by

Mountain Retreat Realty Experts

https://mtnretreatrealty.com

House Keys is produced by Birdman Media™

Stephanie Crain explains the MLS system.

House Keys is brought to you by

Mountain Retreat Realty Experts

https://mtnretreatrealty.com

House Keys is produced by Birdman Media™

This Episode is additionally supported by the support of the following sponsors

Buffalo Bills Tavern and Museum / Buffalo Nickel Brewery and Grill

House Keys is brought to you by

Mountain Retreat Realty Experts

https://mtnretreatrealty.com

House Keys is produced by Birdman Media™

This Episode is additionally supported by the support of the following sponsors

Buffalo Bills Tavern and Museum / Buffalo Nickel Brewery and Grill

Earnest money (sometimes called a good faith deposit) is the money a buyer puts down when making an offer on a home to show the seller they're serious about purchasing.

It's like a security deposit for your offer — proving you're committed while the sale process moves forward.

• Usually 1%–3% of the purchase price (but can be higher in competitive markets).

• Example: On a $300,000 home, earnest money might be $3,000–$9,000.

• It's not paid directly to the seller upfront.

• It's held in an escrow account (by a title company, escrow company, or broker).

• At closing, the earnest money is applied toward your down payment or closing costs.

• If the deal closes → It goes toward the buyer's purchase costs.

• If the buyer backs out for a valid reason (like issues found during inspections, financing falls through, or appraisal problems under contract terms) → The money is usually refunded.

• If the buyer backs out without a valid reason (outside the contract protections) → The seller may keep the earnest money as compensation for taking the home off the market.

• Shows the seller you're committed.

• Strengthens your offer in competitive markets.

• Protects the seller from wasted time if a buyer walks away without cause.

👉 In short: Earnest money = the buyer's "good faith" deposit that says, "I'm serious about this purchase," and it eventually gets credited back to the buyer if the sale goes through.

House Keys is brought to you by

Mountain Retreat Realty Experts

https://mtnretreatrealty.com

House Keys is produced by Birdman Media™

This Episode is additionally supported by the support of the following sponsors

Buffalo Bills Tavern and Museum / Buffalo Nickel Brewery and Grill

In real estate, due diligence is the period of time after your offer is accepted (but before closing) where you, the buyer, have the chance to fully investigate the property and make sure it's the right fit.

Think of it as a "check everything before you're locked in" window.

During this period, buyers typically:

• Home Inspection: Hire a licensed inspector to check the property's condition (roof, plumbing, electrical, HVAC, etc.).

• Appraisal: Lender requires a professional estimate of the home's value to ensure it matches the purchase price.

• Title Search: Verify that the seller has clear ownership, and there are no liens or disputes.

• Review HOA Rules: If the home is in an HOA, check fees, rules, and restrictions.

• Insurance Check: Get quotes for homeowners insurance and check risks (flood zones, wildfire zones, etc.).

• Neighborhood/Local Research: Schools, commute, traffic, noise, crime, future development.

• In some states (like North Carolina), buyers pay a due diligence fee to the seller — essentially "paying for the time" the home is off the market while they investigate.

• More commonly, buyers put down earnest money (good faith deposit), which shows they're serious. If you cancel for valid reasons found in due diligence, you may get it back.

• Protects the buyer from surprises (hidden repairs, title problems, etc.).

• Gives an exit option — if something major comes up, you can often renegotiate or walk away.

• Ensures informed decisions before committing to a major financial investment.

👉 In short: Due diligence = your "safety net" time to make sure the home is sound, the title is clear, and the deal truly makes sense before you close.

House Keys is brought to you by

Mountain Retreat Realty Experts

https://mtnretreatrealty.com

House Keys is produced by Birdman Media™

This Episode is additionally supported by the support of the following sponsors

Buffalo Bills Tavern and Museum / Buffalo Nickel Brewery and Grill