A comprehensive overview of Randall Real Estate, including who we are, what we do, and what to expect when listing your home with us through Better Homes and Gardens Real Estate The Good Life Group.
Buying or Selling?
You're in the right place— Kurt Randall is here to help.
CONTACT:
kurt.randall@betteromaha.com 402-215-4488 kurtrandallrealestate.com
ABOUT US
RESOURCES + SYSTEMS
Randall Real Estate by Better Homes and Gardens Real Estate The Good Life Group Randall Real Estate is proud to be part of Better Homes and Gardens Real Estate The Good Life Group, one of Nebraska’s top- performing brokerages. As a trusted name in real estate, we bring the perfect mix of personalized service and the extensive resources of BHGRE to help you achieve your home-selling goals. We’ve built a reputation for standing out with a fresh perspective, innovative tools, and a commitment to exceptional service. By combining advanced marketing strategies, user-friendly virtual systems, and a personalized approach, we make every step of the selling process seamless. At the heart of everything we do is a focus on building meaningful relationships. We believe that honesty, professionalism, and collaboration are the keys to achieving great results, and we work hard to uphold these values every day. With a dedicated team and the extensive resources of BHGRE behind us, we’re ready to help you achieve your real estate goals with confidence. So, take a deep breath — you’re in good hands.
As part of Better Homes and Gardens Real Estate The Good Life Group, we’re connected to a vast network of REALTORS® and resources that make us uniquely equipped to help you. Whether you’re staying local or moving out of state, we’ll make sure you’re set up for success every step of the way. Client Testimonial stunning photography and compelling print materials to dynamic social media campaigns and videos, we ensure your home gets the attention it deserves to sell quickly and for top dollar. HOW WE CAN HELP YOU At Randall Real Estate, we are equipped with the tools and systems needed to keep everything efficient and seamless. Digital signatures, instant paperwork submissions, and online meetings make the entire process easy and accessible, no matter where you are or what your schedule looks like. With these resources in place, we’re here to make selling your home as stress-free as possible. MARKETING + WEB EXPOSURE Every home is unique, and our marketing reflects that. We tailor our strategies to highlight your property’s best features and attract the right buyers. From
“ This was my first homebuying experience, and had it not been for Kurt, I don't think it would have been as stress-free. He and his wife were extremely helpful and were kind enough to do tours of homes
while I was on a video call because I wasn't able to be present. They also gave me feedback on each home to assist me in choosing the
best home for me. ” - Home Buyer, 2024
DURING THE PROCESS
WHEN AN OFFER IS RECEIVED Discuss and confirm the buyer’s financial qualifications. Carefully review the terms of the offer to ensure alignment with your goals. Provide a detailed breakdown of your net proceeds. Negotiate the sales price and terms to secure the best outcome. Explain contingencies clearly and guide you through their implications. Maintain proactive communication with the buyer’s agent to facilitate a successful transaction. UPON ACCEPTANCE OF AN OFFER Share a comprehensive checklist of next steps and important deadlines. Keep you informed of all upcoming tasks and events. Address any issues promptly to prevent delays or complications. Oversee title work, surveys, and necessary documentation to prepare for closing. Coordinate the scheduling of your closing to ensure a smooth transition. DURING AN INSPECTION Review and provide insight into the inspection report. Negotiate responses to the inspection findings and manage scheduling for repairs with trusted vendors, if needed. PRIOR TO CLOSING AND AT CLOSING Liaise with the buyer’s lender to ensure all requirements are met for a seamless closing. Verify final closing figures for accuracy and address any last-minute details. Represent your best interests during closing to ensure all questions are answered and your transaction proceeds smoothly. AFTER CLOSING Remain a resource for updates on the market and the value of your property. Continue offering support and guidance to prepare you for your next steps.
MARKETING
The days of simply putting a sign in the yard are over. At BHGRE The Good Life Group and Randall Real Estate, we go above and beyond to make sure your home gets the attention it deserves.
ONLINE ADVERTISING With over 90% of buyers starting their home search online, we know how critical it is to have a strong digital presence. We’ll strategically place your home on top listing sites like Zillow, Realtor.com, and Homes.com, as well as our own platforms. Beyond listing your property, we’ll use social media posts, high-quality videos, and targeted advertisements to reach as many potential buyers as possible. From boosting ads to optimizing placement, your home will stand out where it matters most.
OUR MARKETING PLAN
Eye-Catching Photography: Professional, high- definition photos make a world of difference. Using the right lighting, angles, and staging, we’ll showcase your home at its absolute best. Just Listed Postcards: Let your neighbors know your home is on the market! We’ll send out postcards to highlight your property to those nearby who might know someone looking to move into the area.
Print Marketing: High-quality print materials such as flyers and postcards are key to leaving a lasting impression on buyers. These allow potential buyers to take home essential information about your property, keeping it top of mind. Strategic Open Houses: Open houses are a great way to get buyers through your door. We’ll carefully schedule and promote these events to attract the most interest and ensure a successful showing.
All the Bells and Whistles From aerial photography and virtual tours to customized single- property websites, we offer every tool you need to make your home shine. Trust us to professionally promote your listing with the care and attention it deserves.
MARKETING SAMPLES
THE COMMISSION
HOW REALTORS® ARE PAID Commission is paid by the seller at closing and is based on a percentage agreed upon in the listing contract. This percentage is then applied to the sale price of your home and distributed at closing. For example, if the total commission is 7% and the property sells for $125,000, the commission would be calculated as follows: $125,000 x 0.07 = $8,750 (Total Commission Due) 60% = $5,250 for the listing brokerage 40% = $3,500 for the buyer’s brokerage
NAR SETTLEMENT DISCLOSURE Recent settlements with the National Association of REALTORS® have highlighted changes in how commissions are handled in certain markets. We stay informed and transparent about these developments to ensure your experience is smooth and up-to-date.
No Upfront Costs! Commission is paid from the proceeds of your home sale at closing. If your home doesn’t sell, you don’t pay a thing!
Note: The division of commission reflects the 60/40 market split in the Omaha area, which may differ from other markets.
INCLUDED IN THE COMMISSION We understand that the idea of commission can feel overwhelming, but it’s an investment in expert service to get your home sold successfully. Here’s what’s included in the commission: A professional listing sign. A lockbox to ensure secure access to your home. Assistance showing your home, ensuring it is available and accessible to other REALTORS® and prospective buyers. Photography to showcase your home in its best light. Marketing materials, including social media and online advertisements. Expert guidance and representation every step of the way.
THE PROCESS
1 2 3 4 5 6 7
INITIAL LISTING MEETING The process starts with a conversation to understand your goals and expectations. During our meeting at your home, I’ll walk through the property, offer advice on staging and preparation, and help determine an ideal list price. This is also when we’ll go over the key details of the listing agreement and get everything ready to move forward. PHOTOS & MARKETING PREP Once we’ve finalized the listing details, we’ll arrange for professional photos to highlight your home’s best features. During this time, I’ll create a custom marketing plan and ensure everything is set for your home’s debut on the market. LISTING GOES LIVE! Your home will officially hit the market! From social media promotions to open house scheduling, I’ll implement our marketing strategies to attract buyers. Agents will start booking showings, and I’ll keep you informed throughout the process with regular updates. REVIEWING OFFERS & NEGOTIATIONS When offers start coming in, I’ll review each one carefully, analyzing the terms and ensuring the buyer is qualified. Together, we’ll evaluate the net proceeds and negotiate terms that align with your priorities. Once we reach an agreement, it’s time to celebrate! INSPECTIONS & REPAIRS After the offer is accepted, the buyer will schedule an inspection. I’ll guide you through the results, help with negotiations, and coordinate with reputable vendors to complete any necessary repairs as outlined in the purchase agreement. THE APPRAISAL The buyer’s lender will arrange for an appraisal to verify the home’s value. If the appraised value differs from the purchase price, I’ll work with you to explore options and negotiate adjustments if needed. CLEAR TO CLOSE! As the lender finalizes the loan, we’ll prepare for closing. I’ll assist in scheduling, reviewing final figures, and ensuring all last-minute details are taken care of, so you’re fully ready for the big day.
CLOSING Congratulations! Once everything is signed and finalized, your home is officially sold.
PRICING AND POSITIONING
Setting the right price for your home is key to attracting buyers and maximizing your value. Together, we’ll analyze the current market and other important factors to determine a listing price that works for you. PRICING AND POSITIONING YOUR HOME PRICING STRATEGICALLY A well-priced home attracts buyers quickly and generates interest. Price it too high, and you risk deterring potential buyers; price it too low, and you could leave money on the table. By analyzing
SALES PRICE VS. APPRAISED VALUE Why is an appraisal important? Most buyers rely on bank financing, and lenders base their loan amounts on the appraised value of the home. Appraisers use comparable property sales to determine value, which might differ from what a buyer is willing to pay. Understanding this distinction is critical when pricing your home effectively.
buyer trends and the competition, I’ll help you set a price that balances visibility and value.
THE MARKET Market conditions play a major role in your home’s value: Buyer’s Market : More homes available than buyers, leading to longer listing times and potentially lower offers. Seller’s Market : High buyer demand with fewer homes available, creating opportunities for premium pricing. Seasonal Trends : Spring and summer are typically busier seasons, while fall and winter often see fewer buyers but can attract more serious ones.
By understanding these dynamics, we can adapt your pricing strategy to current market conditions.
THINK LIKE A BUYER!
As a homeowner, it’s natural to feel emotionally connected to your property. However, buyers view homes objectively, focusing on location, condition, and value. I’ll help you step into the buyer’s shoes to make informed decisions about pricing and presentation.
HOME PREP TASK LIST
EXTERIOR Make a great first impression by sprucing up your home’s exterior: Power wash the siding, sidewalks, driveway, deck, and patio. Inspect and clean gutters, ensuring they are securely attached and functioning properly. Repair or repaint fences and gates as needed to restore their appearance. Address chipped or peeling paint on trim, shutters, or window frames. Keep the lawn trimmed, add fresh mulch or gravel, and plant seasonal flowers for a welcoming touch. Clean and polish all exterior light fixtures, and ensure doorbells are working. Wash all exterior windows and doors thoroughly.
GENERAL INTERIOR Create a clean, inviting interior that appeals to buyers: Wash walls to remove fingerprints or consider a fresh coat of neutral paint. Deep clean carpets and wax hardwood floors. Wash windows, sills, curtains, and blinds to make them sparkle. Replace burned-out light bulbs and consider warm-toned bulbs to enhance lighting. Remove or replace wilting plants with fresh greenery. Polish brass and chrome fixtures for an extra shine.
MINOR REPAIRS Address small details that leave a lasting impression: Fix sliding doors so they open and close smoothly. Repair any dripping faucets or running toilets. Patch up cracks in walls and ceilings, and touch up paint where needed. Replace worn-out door handles, cabinet knobs, and outlet covers. Secure any loose wallpaper, switch plates, or towel racks.
KITCHEN & BATH
Ensure these spaces look spotless and well-maintained:
Scrub sinks and faucets until they shine. Thoroughly clean all appliances, inside and out.
Organize and declutter cabinets, drawers, and countertops. Add a new shower curtain and fresh towels for a polished look.
We understand that some of these tasks might feel minor or tedious. However, small issues like sticky doors, torn screens, or dripping faucets can leave buyers with the impression that the home hasn’t been properly cared for. Taking care of these details can make a big difference!
LET NEW EYES TAKE A LOOK! Ask a friend or family member to walk through your home as if they were a potential buyer. They can help point out things you may overlook, such as squeaky doors or cluttered areas. A fresh perspective can make all the difference!
PRE-LISTING CHECKLIST
BATHROOMS Re-caulk sinks, tubs & showers
KITCHEN
BEDROOMS Clean sheets and bed covers Declutter and organize closets Store daily necessities in drawers Dust and organize nightstands Launder bedding and pillows Clean shades and curtains Organize furniture to look spacious Buy new bedspreads if needed LIVING ROOM Remove excess furniture & personal items Use pillows & throws Keep coffee tables clear Remove any ashtrays Deep clean refrigerator and stove Ensure all appliances are working Organize to create space Display anything visible through glass Remove magnets from the fridge Declutter countertops Leave fresh flowers/bowl of fruits as decor Remove trash and put it in the garage Wipe all cabinet doors and knobs Remove dishes from sight
Remove any rust and stains Place fresh towels and rugs Clean or replace shower curtains Clean toilet bowls Remove any soap residue Coordinate all linens in one or two colors Clean and repair grout Check water is draining correctly
Check the exhaust fan Check water pressure
Hide garbage cans & cleaning supplies Organize cabinets to be nice and neat Use air freshener to remove bad smells LAUNDRY ROOM Organize shelves and cabinets Store away any remaining clothes Declutter and wipe any surfaces Put soap and supplies in cupboards Wipe down washer and dryer DINING ROOM Make sure the dining table is kept tidy Use one nice centerpiece Clean any glass displays Ensure that the chandelier is a minimum of 60 inches from the floor
Clean fireplaces Clean upholstery
PRE-LISTING CHECKLIST
OVERALL INTERIOR
EXTERIOR
Remove personal photos Clean filters and vents Organize every room and close closets
Mow the lawn Clean patio furniture Trim any trees and shrubs Add fresh plants in bare areas Replace broken/old windows & shutters Remove any cobwebs and nests Remove driveway stains Fill driveway cracks Repaint or stain patio Repaint front door & siding Replace missing shingles Ensure lights are working Remove weeds and add fresh mulch Clean window wells Clean the gutters
Eliminate/Neutralize odors Add lamps in darker areas Remove nails/screws in walls Clean mirrors Lightly oil squeaking hinges Tighten up loose doorknobs Minimize furniture
Prune and nurture all house plants Clean windows and window wells Repair holes and cracks in walls Repaint with neutral colors Organize basement Check and replace lightbulbs Dust shelves and wall art Have carpets professionally cleaned Fix leaky faucets Organize closets leaving free space Clean all blinds and curtains Dust furniture and lighting Check window seals and locks Replace worn pillows and rugs Place fresh flowers on the table
Make sure doorbell is working Check home alarm functions Make any necessary roof repairs Clean pool/spa Clean filters and plumbing Clean all outdoor items Light the driveway & sidewalks GARAGE Organize to create floor space Organize items in bins on shelves Ensure the garage door is working Cover exposed wiring
Clean all doors Put away shoes Put away pet food & supplies
DURING SHOWINGS
SAFETY FIRST Only licensed REALTORS® will have access to your home while it is listed, and all showings are scheduled through an approved system. It’s normal for agents to work with buyers they’ve just met, so it’s important to be mindful of securing certain items before showings. We recommend storing the following in a safe place: Personal documents (e.g., anything with birthdays or Social Security numbers) Important paperwork Expensive jewelry HOW SHOWINGS WORK When a REALTOR® schedules a showing for their client, they’ll contact a third-party service, like Showing Time, to arrange it. You’ll be notified by phone, text, or email, and you can approve, decline, or reschedule the appointment. When a REALTOR® schedules a showing for their client, they’ll contact a third-party service, like Showing Time, to arrange it. You’ll be notified by phone, text, or email, and you can approve, decline, or reschedule the appointment. Agents are typically allotted a one-hour window for showings and are encouraged to provide feedback afterward, often within 24-48 hours. Lockboxes ensure secure access to your home, with entry tracked for accountability. Prescription medications Firearms and ammunition Small electronics (e.g., tablets, smart devices)
TIPS FOR SHOWING HEAD OUT : Whenever possible, leave your home during showings. This allows buyers to explore the property comfortably and provide honest feedback to their REALTOR®.
PETS: If you have pets, it’s best to remove them from the property during showings. Pets can be distracting for buyers, and some may feel uncomfortable around animals. If taking your pet with you isn’t an option, crating them is a good alternative. Please let us know where the crate will be so we can inform agents ahead of time.
CREATE AN INVITING ATMOSPHERE: A welcoming environment helps buyers envision themselves in the space. Open blinds to let in natural light, set a comfortable temperature, and play soft background music. Make sure all lights are operational, especially if the showing is scheduled for the evening. Avoid strong odors —too many candles or air fresheners can be overwhelming.
OPEN HOUSES VS. SHOWINGS
Open Houses: These are scheduled for a set time, allowing multiple potential buyers to tour the home, often without their agents present. Showings: These are private, scheduled visits where a buyer’s agent accompanies them to view the property. Showings are by appointment only, and overlapping requests may occasionally occur.
THE CLOSING
POTENTIAL CLOSING COSTS
Before closing, you’ll receive a settlement statement from the title company that outlines all the fees and expenses. We’ll review this together to ensure accuracy. Common costs may include:
TITLE COMPANY FEES Title companies often charge fees related to the transfer of property ownership, including: Title Insurance: Protects against potential title defects. This cost varies depending on the property’s price. Closing Fee : A typical charge of around $300 (+/-) for handling the closing process, which may be split between buyer and seller. Additional Fees: Charges for closing protection letters, title searches, deed preparation, and other administrative services.
GOVERNMENT FEES Government-related fees may include: Prorated Taxes: Sellers pay property taxes up to the closing date, which are prorated and transferred to the buyer. Recording Fees: A small cost to record the transaction with the local government.
BROKERAGE FEE
The brokerage fee, or commission, is a percentage of the home’s sale price, agreed upon in the listing contract. This fee is paid at closing and split between the listing agent and the buyer’s agent. LOAN PAYOFF If you have an existing mortgage, the title company will calculate the amount needed to pay off the remaining balance. These funds will be deducted from the sale proceeds.
OTHER FEES Additional costs may
depend on the property type, purchase price, and title company requirements.
REPRESENTATION AT CLOSING I’ll be by your side at closing to ensure everything goes smoothly. We’ll review the settlement statement beforehand, and I’ll answer any questions you have at the closing table. PAPERWORK Your transaction paperwork will be securely maintained, and electronic copies will be provided for your records. Hard copies are available upon request. TRANSFER OF POSSESSION While buyers typically take possession immediately after closing, there may be exceptions. If additional time is needed, I’ll work with the buyer’s agent to set up a time and date for transferring keys, garage door openers, and other property-related item.
REAL ESTATE TERMS
ADJUSTABLE-RATE MORTGAGE (ARM): A type of home loan with an interest rate that fluctuates over time, typically based on a specific financial index. AGENT: A licensed professional who facilitates real estate transactions for buyers or sellers under the supervision of a broker. AMORTIZED LOAN: A loan where the borrower makes regular payments that include both principal and interest until the balance is fully paid off. APPRAISAL: An expert assessment of a property’s market value, determined through analysis of comparable sales and the property’s condition. APPRECIATION: The increase in a property’s value over time due to market conditions, economic factors, or improvements made to the home. ASSESSED VALUE: The valuation assigned to a property by a tax assessor, used to calculate property taxes. BROKER’S LISTING COOPERATIVE (BLC): A network of brokers who share property listings to connect buyers and sellers more efficiently. BROKER: A licensed individual who manages real estate transactions, supervises agents, and often facilitates negotiations. BROKERAGE: A real estate firm or company where brokers and agents work to connect buyers and sellers in property transactions. CHAIN OF TITLE: The chronological record of a property’s ownership history, showing transfers from one owner to the next.
CLOSING: The final step in a real estate transaction, where the buyer signs necessary documents, pays closing costs, and officially takes ownership of the property. CLOSING AGENT: A professional who oversees the closing process, ensuring that the title and ownership of the property are transferred smoothly from the seller to the buyer. CLOSING COSTS: Additional expenses associated with finalizing a property sale, such as taxes, title fees, and lender charges. CLOSING STATEMENT: A detailed financial summary provided at closing, outlining all payments, credits, and disbursements related to the transaction. CLOUD ON TITLE: Any claim, lien, or unresolved issue that could affect the clear ownership of a property, typically identified through a title search. COLLATERAL: An asset, such as real estate, pledged as security for a loan or mortgage. COMMISSION: The fee paid to real estate agents or brokers for their services, usually calculated as a percentage of the property’s sale price. COMPARATIVE MARKET ANALYSIS (CMA): A report comparing recently sold homes in the area to estimate a property’s value based on size, location, and features. CONTINGENCY: A specific condition that must be met for a real estate contract to remain valid, such as a successful inspection or financing approval. CONVENTIONAL LOAN: A type of mortgage that is not backed by government guarantees or insurance.
COUNTEROFFER: A response to an offer in negotiations, proposing changes to terms or price before an agreement is finalized. DEBT-TO-INCOME RATIO: A calculation used to measure a borrower’s ability to repay a loan, comparing monthly debt obligations to total monthly income. DEED: A legal document that officially transfers ownership or interest in a property from one party to another. DEFAULT: The failure to meet mortgage payment obligations or other terms of the loan agreement. DISCOUNT POINT: A fee paid at closing to reduce the mortgage interest rate; one point typically equals one percent of the loan amount. DOWN PAYMENT INVESTMENT: The portion of the home’s purchase price paid upfront in cash by the buyer, not financed through a mortgage. EARNEST MONEY: A deposit made by the buyer to show their serious intent to purchase the property. This amount is applied to the purchase price if the sale closes but may be forfeited if the buyer defaults. EASEMENT: A legal right to use another person’s property for a specific purpose, such as access to utilities or a driveway. EQUITY: The portion of a property’s value that the owner fully owns, calculated as the difference between the market value and any outstanding loan balance. ESCROW ACCOUNT: A secure account managed by a neutral third party to hold funds or documents until the conditions of a transaction are fulfilled.
REAL ESTATE TERMS
EVIDENCE OF TITLE: Documentation proving ownership of a property, typically including a title certificate, abstract, or title insurance. FEDERAL HOUSING ADMINISTRATION (FHA) LOAN: A government-backed mortgage insured by the Federal Housing Administration, designed to help eligible buyers purchase homes. FORECLOSURE: A legal process in which a property is sold to repay a debt after the homeowner defaults on their mortgage payments or other loan terms. Ownership is transferred to the mortgage holder or a third-party buyer through a foreclosure sale. HOMEOWNER’S INSURANCE POLICY: A standardized insurance plan that protects a homeowner from financial losses due to fire, theft, public liability, and other risks. HOUSING EXPENSE RATIO: A calculation that compares the monthly housing expenses to the borrower’s gross monthly income. HUD-1 STATEMENT: A detailed breakdown of all costs and fees involved in a real estate transaction, typically provided at closing. LEVERAGE: The practice of using borrowed money to finance an investment, such as purchasing property. LIEN: A legal claim against a property, giving creditors the right to collect debts owed by the property owner through a court sale if necessary. LIMITED AGENCY: A situation where an agent represents both parties in a transaction, ensuring fair treatment for both sides.
LOAN ORIGINATION FEE: A charge by a lender for processing a mortgage loan, usually calculated as a percentage of the loan amount. LOAN-TO-VALUE RATIO: A measure of the loan amount compared to the property’s appraised value, used to assess risk in lending.. MORTGAGE: A legal agreement where a borrower pledges real estate as security for a loan, allowing the lender to claim the property in case of default. MORTGAGE LIEN: A legal claim placed on a property by a lender to secure repayment of a loan. NEGATIVE AMORTIZATION: A situation where a borrower’s monthly payments are insufficient to cover the interest, causing the loan balance to increase over time. PAYMENT CAP: A limit on how much a monthly payment can increase for an adjustable-rate mortgage when the interest rate changes. PREPAID ITEMS: Costs paid in advance by the seller, such as property taxes or insurance premiums, which the buyer must reimburse at closing. PREPAYMENT PENALTY: A fee charged to borrowers for paying off their loan ahead of schedule, compensating the lender for lost interest. PRINCIPLE: The original loan amount, excluding interest, that must be repaid by the borrower. PRIVATE MORTGAGE INSURANCE (PMI): Insurance provided by a private company to protect the lender from losses if the borrower defaults on a loan.
PRORATIONS: Shared expenses between the buyer and seller, such as property taxes or utility bills, calculated based on the closing date. RATE CAP: The maximum amount an interest rate can increase during an adjustment period for an adjustable-rate mortgage. REAL ESTATE: Land, including any permanent structures or improvements attached to it, whether natural or man-made. REALIST: A term used by members of the National Association of Real Estate Brokers. REALTOR®: A licensed real estate professional who is a member of the National Association of REALTORS®. SURVEY: A process to determine land boundaries, dimensions, and positions of structures on a property. Surveys can identify encroachments or easements and are typically prepared either from public records (location surveys) or by professional surveyors on-site (site surveys). TITLE: Refers to both the legal right to own a property and the document that proves ownership. TITLE INSURANCE: Protection for property owners or lenders against financial loss due to title defects, such as liens, encumbrances, or other claims. VETERANS AFFAIRS (VA) LOAN: A government-backed mortgage available to qualified veterans, designed to help them purchase homes with favorable terms. ZONING: Local regulations that divide land into specific areas, or zones, for different uses such as residential, commercial, or industrial purposes.
Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15Made with FlippingBook Digital Publishing Software