Dominic Picione, Buyer and Listing Agent with Keller Williams Greater Cleveland Southwest
Thursday, October 17, 2013
New Home Construction - Reasons To Have Realtor Representation
Buying a new home is exciting, and home construction is on the rise. You get to build your home the way you want it to be. But like any home purchase, new construction is an expensive transaction with many financial implications.
Here's why it’s a good idea to obtain representation from a Realtor when considering new construction:
Sales Reps Work For The Builder. Builders usually have their own agents or representatives on site to discuss the home construction process, and help with a potential purchase. They can explain how the builder compares to competitors, differences between models and floor plans, go over your financing options, upgrades and specials, etc. But it’s important to know that builder reps represent the builder.
Fiduciary Duties. When you use Realtor representation, their responsibility is to you. You have a local expert who is looking out for your best interests, who’s contractually obligated to protect you. A buyer's agent can help you navigate the contract and help you understand the specific clauses, riders and upgrade, making sure you know what you need to before you sign on the dotted line.
Negotiating. Finding the right model and choosing your upgrades is fun, and you should truly try to enjoy the experience. The contracts and negotiating terms and options is the not-so-fun part, and can be quite daunting. Most buyers don't know they can even negotiate with a builder. Your agent can also present other financing options or possibly work with the builder’s lender directly to get you a better rate for your mortgage.
Navigating You to Closing. Signing a contract with a builder is step one in the process. You must also line up financing, work with title companies, attend numerous inspections and make sure completion of the home meets the deadline. Your Realtor can manage that process to ensure you’re not missing anything at each stage of your new home's construction.
Tuesday, July 9, 2013
Cleveland, Northeast OH Area Real Estate Market May 2013
Sales comparing May 2012 to May 2013 show increasing sales figures by double digits. Among the 15 counties in Northeast Ohio, single family home sales are up 12.6% and condo sales are up a 25.8%. From April to May 2013, sales rose by double digits also.
By comparison, Northeast Ohio is showing a 13.4% price increase from last year, outpacing the state of Ohio's 9.3%. The US market saw a 15.4% increase in sales price from the year before, and is showing a sales increase of only 4.2%.
The key point here is that the market is starting to stabilize and shifting to a seller's market. Sellers are getting more for their homes than last year, with buyers paying a bit more to purchase a home to take advantage of the low interest rates. Buyers should note that interest rates have reached nearly as low as they can go, when deciding the best time to make a purchase. In fact, rates have already shown increases over the past several months, and have been hovering around 4%.
This is a great time for buyers who also have a home to sell, because rates are still relatively low on the buying side, but home values have risen in many areas to improve the financial return on the selling side.
Friday, April 6, 2012
Choosing the Right Listing Agent to Sell Your Home
The time on the job isn’t the most reliable factor. An agent with less time as a Realtor sometimes actually has more experience, because they close more transactions. That is why the additional questions listed above will help you to better determine experience versus job time. The key is to find out if the agent’s experience and expertise mesh with your needs
- The typical Realtor had 8 transaction sides in 2010—this is up from 7 sides in 2009.
- Brokers and broker associates typically had 10 transactions, while sales agents typically had 7.
- A transaction side can either be the selling or buying side of a real estate transaction. If the agent worked as both the buyer and seller’s agent that would count as two transaction sides.
2. Knowledge: What expertise do you have? What is your knowledge of the area and the market? What are homes like mine selling for right now?
Make sure the agent you choose has a good feel for the market around your home. Some agents work in just one city, while others work in multiple counties. Agents can be very successful with either approach. It’s also recommended you determine the agent’s overall knowledge in real estate, marketing, negotiation and closing of transactions.
3. Organization: Do you work by yourself or do you have an assistant, office staff or team? What are their names and what will be their role in the transaction?
It is not uncommon for agents who sell a lot of houses to hire people to work with them, as we have. As their businesses grow, they must be able to deliver the same or higher quality service to more people. You may want to know who on the team will take part in your transaction, and what role each person will play.
4. Marketing Plan: Can you tell me specifically what your marketing plan includes? Where do you advertise (internet, print, networking)? How and where your home be marketed? Do you use social media (Facebook, Twitter, blogging)? Does the agent create virtual tours/video of your home? Does the agent hold broker’s open houses and do any other open houses? Do you have a home stager? Does your agent have an overall presence in the community as a “known” expert in the field?
If you said yes to all of these, the marketing effort appears to be strong. However, the effectiveness of the marketing plan can still be an issue. That’s why communication and sharing the results of the marketing efforts is important; so a contingency plan can be created to give your home maximum exposure to buyers
5. Communication: How often do you or your office staff stay in touch with me? How do I get feedback on showings of my home? How quickly do you contact buyer’s agent about feedback? Do you provide reports that will show me the results of your marketing and update me on near-by home sales?
This is a huge point to explore, and one that is tough to gauge until you actually start working with that agent. My advice is to see how the agent addresses questions about communication and follow up. If the agent is not concise with these points, this may be a good indication that communication is not a strong suit.
6. Pricing Strategy: Can you show me how much homes are selling for near me and how you developed the recommended pricing for my home? What is you sales price percentage compared to the list price? How long do your listings take to sell, compared to other agents?
The agent should be able to help you determine a recommended listing price range and provide you with the information used to come to that conclusion. Finding out the agent’s statistics regarding sales price versus list price and market time will help show you how accurate the agent is with his/her advice. You want an agent that can not only give you the correct information, but also have the conviction to tell you the truth instead of what you want to hear just to get the listing.
7. Commission Structure: How much do you charge? Are there any additional administrative or service fees? What will be my estimated net proceeds after the transaction?
Make sure you know what you’ll be charged before you commit to an agent or commit to a list price. You should be able to determine what your net proceeds will be first. Hopefully by now, you can begin to determine if you’re getting the service you require for the commission you’ll be charged.
8. Success: What is your level of success among your peers? Are you a top agent in the area? How many transactions do you complete in a year?
This is some good information to have, especially if you’re "on the fence" about hiring an agent. You may find an agent that has everything you need that does not sell 100+ listings a year. However, if they only close a few transactions a year, you may want to interview another agent before making a final decision.
9. References: Can you share references of current and/or past clients?
This is a better way to truly determine success…through the words of actual clients. What current and past clients have to say about the agent carries a lot of weight versus just simply looking at "the numbers." References are where you can begin to determine the intangibles such as care, attention, importance of client needs, ease of transaction, etc.
Once you’ve gone through these points, you should be able to determine whether a given agent fits your needs and expectations. You should feel you found an agent that sets him or herself apart and meets or exceeds your expectations.
Feel free to Contact Me anytime for more information.
Tuesday, December 13, 2011
Selling Your Home In The Winter
However, listing in the Winter can give you the bigger advantage. While there are fewer buyers during this time of the year, the buyers who are braving the cold are typically more serious buyers. You get fewer people "kicking the tires" and more people ready to buy NOW. According the the National Association of Realtors, it takes approximately 12 weeks for a buyer to find the right home and complete the transaction. By listing in the Winter, this can give the seller a completed transaction by the beginning of Spring.
As I mentioned, once Spring rolls around, more buyers will begin to come out. There will also be a lot more homes for sale, competing with your home. More competition means you will have to do even more to set your home apart from the other listings, which may include a lower price.
When you factor in low interest rates, this is a great time to sell. Buyers are trying to take advantage of the low rates while they are still low. It will also allow you to buy your next home at a lower interest rate and give you time to seek out a great purchase, before sales prices begin to increase.
Because all cities and locations are different, I welcome you to contact me to discuss your particular home and situation.
Feel free to Contact Me anytime for more information.
Thursday, October 13, 2011
Brunswick, Ohio Real Estate and Information Source
City Information and History
Brunswick, Ohio, in Medina county, is 12 miles N of Medina, Ohio and 22 miles SW of Cleveland, Ohio. The people of the city are in the Cleveland - Lorain - Elyria metropolitan area. Brunswick has a population of 34,255, according to the 2010 census. Brunswick was named #3 of the top 10 cities for families by Family Circle magazine in 2008. The city is known for it's schools and it's recent growth over the past several years.
The first modern settlers in this area were Solomon and Frederick Deming, arriving in March 1815. The area was named after a town in Germany, and Brunswick had its first election in April 1818.
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Real Estate
Residents like Brunswick because of its country-like atmosphere and its convenient location. The city has homes and neighborhoods to suit most budgets and life styles. Condominium prices range from about $40,000 and up, and homes range from $50,000 to over $600,000, with an average sales price around $154,000. The Metro Parks are nearby, offering picnicking, hiking, bicycling, fishing, skiing, and unspoiled nature.
Brunswick is a considered a desirable Cleveland/Medina area suburb. The current real estate market data for the city can be viewed below, which is great information if your looking to buyer or sell a home in Brunswick. Also provided is full access to all current listings for sale in Brunswick.
Helpful Area Links
City Government Website
Demographics
School Ratings
School Board
Area Attractions
Weather Forecast
Utility Providers/City Services
Nearby Shopping, Restaurants, Hospitals, Parks, and more
Thursday, September 15, 2011
A Short Sale May Be Your Best Option To Avoid Foreclosure
Headlines today are filled with stories about homeowners in financial distress—people who face a lender’s foreclosure on their home.
Millions of American home owners are wondering what to do.Like most crises, this one has produced its share of rumors and misinformation. One of the biggest ones is “just let it happen." Why fight back, this line of thinking goes. It’s too emotionally draining, and the government’s loan modifications aren’t helping many people. Well, that’s only partly true.
While government loan modification programs have fallen short of the mark so far, there is another solid, sensible option for homeowners. It’s called a short sale—a sale to a buyer where the seller’s lender agrees to accept less than the full amount owned.
Why not be foreclosed? Why sell short? Agents who have closed hundreds of these transactions provide this list of reasons:
- Avoid the foreclosure stigma – Homeowners will always have to disclose that they had a foreclosure on any mortgage application and (many job applications) that they submit in the future. This can have an adverse affect on their future mortgage rates. Foreclosure is asked about specifically in credit inquiries. There is no seven-year time limit on this item.
- Protect credit score – Credit scores will be lowered by 300-plus points (per loan) by foreclosure. The impact of a short sale—about half that much.
- Improve eligibility for a government insured loan – The homeowner will be ineligible for a government insured loan for 5-7 years (only two years in a short sale). A foreclosure is the one credit report item that is almost impossible to have repaired.
- Avoid a deficiency judgment – Lenders can seek a deficiency judgment against the homeowner and collect any amount they do not recover at sale.
- Protect employment prospects – Many employers run credit checks on prospective employees. Foreclosure is one of the top items that will put a potential new hire, or even current employment, in jeopardy.
These are the top reasons, but there are more. An expert short sale specialist agent can give a full picture of the options.
One more tip. Don’t believe everything you read about how long short sales take and how few get finalized. Short sale timelines, while still longer than normal, are shrinking as lenders get their paperwork act together. Find out who the top short sale agents are in your market. These pros are closing 70 to 90 percent of the short sales they represent—more than three times the national average. They know where to find buyers, and how to negotiate the buyer’s offer effectively with lenders and get the deal closed—so the homeowner can move on with life and recover.
Monday, August 15, 2011
Broadview Heights, Ohio Real Estate and Information Source
Broadview Heights, Ohio, in Cuyahoga county, is well situated between Cleveland (15 miles) and Akron (20 miles), at the crossroads of Ohio's east/west and north/south highways. Broadview Heights boasts of its award-winning schools, fine recreation programs, and great city services. Due to our central location and easy access to freeways, residents can travel to the airport and just about anywhere in Cuyahoga County within just 30 minutes during non-rush hour periods. According to the 2010 census, 19,400 people reside in the Broadview Heights city limits.
Indians occupied the territory known as Broadview Heights until 1811, when the first white man, Seth Paine, settled there. He was sent by Colonel John Breck as a surveyor of the land and was given a compensation of 200 acres. The land that Colonel Breck surveyed was called Brecksville Township, and today the cities of Broadview Heights, Brecksville and North Royalton make up the land. The township consisted of 21.28 square miles, and it was sold for $1.52 an acre.
A plank road was constructed from Wallings Corners to the Cleveland city limits in 1829. On November 30, 1926, a vote was held to recognize the village of Broadview Heights. The results were 101 people for and 7 against the new village. A few years later the residents built a city hall and established a part-time Fire Department.
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Residents like Broadview Heights because of its country-like atmosphere and its convenient location. The city has homes and neighborhoods to suit most budgets and life styles – whether you are newly married or an empty nester, have a growing family, or are an executive with large space needs. Condominium prices range from $60,000 and up, and homes range from $120,000 to over $1,000,000. The Metro Parks and Cuyahoga Valley National Park are literally a few minutes away. They offer picnicking, hiking, bicycling, fishing, skiing, and unspoiled nature.
Broadview Heights is a considered a desirable Cleveland area suburb. The current real estate market data for the city can be viewed below, which is great information if your looking to buyer or sell a home in Broadview. Also provided is full access to all current listings for sale in Broadview Heights.
Homes For Sale In Broadview Heights
Helpful Area Links
City Government Website
Demographics
School Ratings
School Board
Area Attractions
Weather Forecast
Utility Providers/City Services
Nearby Shopping, Restaurants, Hospitals, Parks, and more
Thursday, July 14, 2011
Neighborhood Spotlight: Timberlane Estates, North Royalton, OH
The development consists of over 60 custom-built homes, constructed by various area home builders. This mix of builders creates a collection of home styles and sizes that makes the development landscape interesting and unique. There are some vacant lots and new construction is still available.
Homes currently listed and recently sold have been in a price range between $345,000 to $529,000. Values in Timberlane range from the mid $300's to upward of $1,000,000, with a majority of the homes in the $400-$600's. The homes are typically 2,800 sq ft or more, situated on lots that are near or in excess of a 1/2 acre. Timberlane Estates is part of the North Royalton school district.
The homeowner association fee is $120.00 annually.
Feel free to Contact Me anytime for more information.
Google Map of Timberlane Estates Development
Search for North Royalton Homes Currently For Sale
City of North Royalton Website
North Royalton School Ratings
North Royalton Demographics
Friday, July 8, 2011
Residential Property Disclosure Law in Ohio
The Residential Disclosure Law in Ohio requires the seller of a home to disclose to possible buyers information pertaining to the visible (patent) and non-visible (latent) condition and defects of the home. The seller must complete the form to the best of his/her knowledge and the buyer acknowledges they have received and reviewed the form by signing and dating it, as well.
1. If you want to get top dollar for your property, you probably need to make all minor repairs and selected major repairs before going on the market. Just don't overdo it on repair costs and price yourself out of the market.
2. During a buyer's inspection, environmental hazards may be uncovered, such as radon gas coming from the basement, asbestos, peeling lead based paint, leaking in-ground oil tanks, mold, etc. These are issues that the buyer or mortgage lender will probably want repaired before allowing the purchase to close.
3. In Ohio, you need to disclose that a previous inspection revealed a defect. Inspection reports are material facts and must be disclosed, even if you obtain other reports to contradict those findings or you question their accuracy. In addition, if your agent has knowledge of the negative report, he or she must disclose that fact to subsequent buyers even if you decide not to amend your form.
4. If the property condition changes after you have given the Disclosure Form to a buyer, the Disclosure Law in Ohio says the seller "may" amend the disclosure form in this situation, but does not require you to do so. If you do provide a buyer with an amended form after you enter into a purchase contract, the buyer then has three (3) business days from the date he received your amended form to rescind the contract.
5. Anyone selling or leasing residential real property must provide the form whether they are being represented by a REALTOR or selling the home on their own. For the purposes of the law, residential real property is defined as "real property that is improved by a building or other structure with one to four dwelling units." This is also the case with a Lead Paint Disclosure Form.
Thursday, June 23, 2011
Keller Williams Realty: Top Workplace in Northeast Ohio in 2011
Keller Williams Realty is the fastest growing real estate company in the nation, which now has nearly 700 offices and over 77,000 agents. This makes Keller Williams the second largest real estate company in the country, looking to close-in on number one.
So why is Keller Williams preferred over other real estate companies? Because they have developed a real estate model that supports and educates it's agents, allowing them to be better prepared to meet their clients' needs. Agents are free to run their own business, without interference, and have full access to numerous company-sponsored training and education opportunities to stay informed in this ever-changing industry. Essentially, Keller Williams provides all of the tools to succeed, and in turn, the agents dictate how they use those tools to forge their success and best serve their clients.
I am proud to say that I am an agent with this great organization, and I can fully understand why Keller Williams was named the best workplace in Northeast Ohio. I welcome you to Contact Me anytime to discuss the company and my experiences anytime!
Thursday, June 16, 2011
Neighborhood Spotlight: Macintosh Farms, Broadview Heights, OH
The community is situated between Cleveland and Akron, and within minutes of four major highways. Residents enjoy the benefits of three swimming pools, a recreation barn, an outdoor amphitheatre, walking trails, tennis and basketball courts, stocked fish ponds and proximity to many nearby golf courses, the Cuyahoga Valley National Recreation Area, the Cleveland Metroparks, and Brandywine/Boston Mills ski resorts. Macintosh Farms is located in the North Royalton City school district.
Recent single family home sales prices in Macintosh range from the low $200's to the mid $300's, with a square footage range from 2,000 to 4,000 square feet. The condominiums and cluster sales range from approximately $120,000 to the upper $200's and are from 1,400 to 2,800 square feet.
The homeowner association for all home types is $35/mo. For single family homes, there are no additional association fees. The cluster homes and condos have additional maintenance fees, in an approximate range from $95/mo to $250/mo, for landscaping, lawn maintenance and snow removal.
Feel free to Contact Me anytime for more information.
Macintosh Farms Association Website
Google Map of Macintosh Farms
Search for Broadview Heights Homes Currently For Sale
City of Broadview Heights Website
North Royalton School Ratings
Broadview Heights School Ratings
Broadview Heights Demographics
Thursday, June 2, 2011
Neighborhood Spotlight: Emerald Woods, Brecksville, OH
Most of the homes here were built in the time-frame of 1992-1995, built on 0.45 - 0.75 acre lots, with most of the homes being 3000-4000+ sq ft. Home sales in Emerald Woods range from the low-to-mid-$300s to the mid-to-upper-$400s. There are some larger homes in the development that exceed these size and value averages. The homeowner association fee is currently $75 per year.
Feel free to Contact Me anytime for more information.
Emerald Woods Association Website
Google Map of Emerald Woods
Search for Brecksville Homes Currently For Sale
City of Brecksville Website
Brecksville School Ratings
Brecksville Demographics
Wednesday, May 18, 2011
Radon In The Home: Facts and Solutions
Radon is an odorless, colorless radioactive gas that permeates from the soil and through the cement floor of a home's foundation/basement. It comes from the natural breakdown of uranium in the soil, and it is the second-highest known cause of lung cancer. Radon is present throughout the country in various concentration levels. These levels can vary from state-to-state, city-to-city and even from house-to-house. It can be present in any home, new or old, and it is estimated that 1 out of every 15 homes have elevated levels of radon gas.
The EPA deems that a radon concentration level at or above 4.0 pCi/L to be the point where mitigation should be considered and/or necessary. The average radon levels in homes across the United States in 1.3 pCi/L. The levels in Ohio are considered to be in the moderate to high range for radon (anywhere from 2 pCi/L to over 4pCi/L). The only way to know what levels of radon are in a home is to have the home tested.
Fortunately, homes with elevated radon levels can have the level of radon reduced by having the gas mitigated from the home. There are several methods a contractor can use to lower radon levels. Some of these methods prevent radon from entering the home, while others reduce radon levels after it has entered the home. Reviewing these methods and discussing with a contractor, will help you determine what technique is best for your situation.
Feel free to Contact Me anytime for more information.
Wednesday, May 11, 2011
How to Calculate Property Taxes: Medina County, Ohio
The first step is to find out what the effective tax rate is for the city/school district in which the home is located. The most up-to-date tax rates for Medina County can be found at:
http://www.co.medina.oh.us/treas/taxrates.pdf
Be sure to choose the rate sheet for residential tax rates. Once you have this figure, you can follow the steps below to estimate property taxes.
How to Estimate Property Taxes:
1. Multiply the market value of the home by 35%
2. Select the effective millage (aka effective tax rate) for the community
3. Place $0.0 in front of the millage amount in Step 2
4. Multiply the result of Step 1 and Step 3
5. Divide by two (2) to get the half-year effective taxes
6. Multiply to result of Step 5 by 87.50% to determine the adjusted current general half-year tax (after 10% rollback and 2.5% credit)
7. Add special assessment, if any apply, to get the total tax bill
Here's an Example:
Tax on a $300,000 home in correct, Ohio (Hinckley School District)
1. $300,000 x 0.35 = $105,000
2. Millage for Hinckley 50.06
3. Millage figure to use in calculation is $0.05006
4. $105,000 x $0.05006 = $5,256.30
5. $5,256.30 divided by 2 = $2,628.15
6. $2,628.15 x 0.875 = $2,299.63 adjusted current half-year taxes
7. Be sure to add any Special Assessment, if applicable
Feel free to Contact Me anytime for more information.
Tuesday, May 3, 2011
Neighborhood Spotlight: Benjamin Farm, Brunswick, OH
The community offers a country-like atmosphere with generous open spaces, private wooded parks, trails, and picnic facilities as well as the added amenity of living just a short drive from downtown Cleveland, highways, shopping and more. Benjamin Farm is located in the Brunswick school district.
Single family home prices in Benjamin Farm range from $200,000-$260,000, with a square footage range from approximately 1,800 to 3,500 sq ft. The home-owner association fee is $140.00 annually.
Feel free to Contact Me anytime for more information.
Benjamin Farm Association Website
Google Map of Benjamin Farm
Search for Brunswick Homes Currently For Sale
City of Brunswick Website
Brunswick School Ratings
Brunswick Demographics
Thursday, April 21, 2011
Neighborhood Spotlight: Waterford Crossing, Strongsville, Ohio
Waterford has a nice mix of cluster homes and single family homes of various sizes and price ranges. The development began in 1994, with most homes built between 1994-1998 by several builders which include Parkview Homes, Pulte, Ream, Latina, among others. New construction is still occurring and available in this community.
The community offers a swimming pool, community center, tennis courts, sand volleyball courts, play ground and beautifully-maintained common green areas. The development is close to the highway, shopping, Cleveland International Airport and within 30 minutes of downtown Cleveland. Waterford crossing is in the Strongsville city school district.
Homes in Waterford tend to range in value from the low $200's into the mid-to-upper $300's, with the estate homes reaching into the $600's. The average home sales figure currently hovers around $350,000. The annual association fee is currently $425, and the cluster homes have a $100/month maintenance fee for lanscaping and snow removal services.
Waterford Crossing Association Website
Google Map of Waterford Crossing
Search for Strongsville Homes Currently For Sale
City of Strongsville Website
Strongsville School Ratings
Strongsville Demographics
Monday, April 18, 2011
How to Calculate Property Taxes: Cuyahoga County, Ohio
The first step is to find out what the effective tax rate is for the city/school district in which the home is located. The most up-to-date tax rates for Cuyahoga County can be found at:
http://treasurer.cuyahogacounty.us/en-US/community-tax-rates.aspx
Be sure to choose the rate sheet for residential tax rates. Once you have this figure, you can follow the steps below to estimate property taxes.
How to Estimate Property Taxes:
1. Multiply the market value of the home by 35%
2. Select the effective millage (aka effective tax rate) for the community
3. Place $0.0 in front of the millage amount in Step 2
4. Multiply the result of Step 1 and Step 3
5. Divide by two (2) to get the half-year effective taxes
6. Multiply to result of Step 5 by 87.50% to determine the adjusted current general half-year tax (after 10% rollback and 2.5% credit)
7. Add special assessment, if any apply, to get the total tax bill
Here's an Example:
Tax on a $200,000 home in North Royalton, Ohio
1. $200,000 x 0.35 = $70,000
2. Millage for North Royalton 70.03
3. Millage figure to use in calculation is $0.07003
4. $70,000 x $0.07003 = $4,902.10
5. $4,902.10 divided by 2 = $2,451.05
6. $2,451.05 x 0.875 = $2,144.67 adjusted currect half-year taxes
7. Be sure to add and Special Assessment, if applicable
Thursday, April 7, 2011
Neighborhood Spotlight: Pinestream Development, North Royalton, Ohio
The development has approximately 150 single family homes with minimum sizes of 2,600 Sq ft for a two-story home and 2,300 sq ft for ranches, with most homes averaging over 3,000 sq ft. The lots range from 1/2 acre to 3/4 acre. Some building sites still remain. The homes are relatively new, most of which were built from 1997-2004, with some newer home still being constructed. Sales over the past year or so have ranged from the $330's to $520's.
Home Owner Association fee is around $100 annually.
Pinestream Association Website
Google Map of Pinestream Development
Search for North Royalton Homes Currently For Sale
City of North Royalton Website
North Royalton School Ratings
North Royalton Demographics
For additional information, please feel free to contact me anytime.
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