Cma Narrative

A CMA is not a report. It is a sales document that happens to contain math. The number at the bottom is the easy part. The reason the seller actually picks a defensible price over their aspirational price is the narrative you build around that number. This skill is how you build both layers.

Phase 1: Intake — Before You Pull a Single Comp

Bad CMAs start with the MLS search. Good CMAs start with a 30-minute conversation and an on-site walk. Pricing is a function of property specifics, seller motivation, and market condition — you need all three before you type a number.

1.1 Property Fundamentals

• [ ] Full address and parcel ID: [ADDRESS / APN]
• [ ] Year built and last major renovation year: [YEAR / YEAR]
• [ ] Gross living area (GLA) — confirm against tax records AND physical measurement if possible: [SQFT]
• [ ] Lot size and dimensions: [SQFT / ACRES]
• [ ] Bedrooms / bathrooms (full / half / three-quarter): [BR / BA]
• [ ] Garage spaces (attached/detached) and carport: [SPACES]
• [ ] Basement (finished sqft, walkout, egress): [DETAIL]
• [ ] HOA/condo fees and what they include: $[AMT]/mo
• [ ] Property taxes annual: $[AMT]

1.2 Condition and Features (where most agents underprice or overprice)

• [ ] Overall condition rating (C1-C6 appraisal scale): [RATING]
• [ ] Roof age and material: [YEARS / TYPE]
• [ ] HVAC system age (heat + AC separately): [YEARS / YEARS]
• [ ] Water heater age and type (tank/tankless, gas/electric): [YEARS / TYPE]
• [ ] Windows (original, replaced, vinyl/wood): [DETAIL]
• [ ] Kitchen renovation year and level (builder, mid, high): [YEAR / LEVEL]
• [ ] Primary bath renovation year and level: [YEAR / LEVEL]
• [ ] Flooring condition by zone: [DETAIL]
• [ ] View / waterfront / privacy premium? [DESCRIBE]
• [ ] Functional issues (odd floor plan, stairs, low ceilings, bedroom count vs expected): [DETAIL]
• [ ] Photos, measurements, and quirks documented during walk

1.3 Seller Context (drives which pricing model to use)