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What happens What happens when you hire professional highly educated when you hire professional highly educated and motivated agents? and motivated agents? Your House … Your House … SOLD! SOLD! Keller Williams Real Estate Keller Williams Real Estate 100 Campbell Blvd, Suite 106 100 Campbell Blvd, Suite 106 Exton, PA 19341 Exton, PA 19341 Direct: 610 363 4385 Direct: 610 363 4385 Office: 610 363 4300 Office: 610 363 4300

Home Selling Guide

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Page 1: Home Selling Guide

What happensWhat happens

when you hire professional highly educated when you hire professional highly educated and motivated agents?and motivated agents?

Your House …Your House … SOLD!SOLD!

Keller Williams Real Estate Keller Williams Real Estate 100 Campbell Blvd, Suite 106 100 Campbell Blvd, Suite 106

Exton, PA 19341 Exton, PA 19341 Direct: 610 363 4385 Direct: 610 363 4385 Office: 610 363 4300 Office: 610 363 4300

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Your House… SOLD!Your House… SOLD!

Marilyn Lieb, Partner Associate Broker, ABR, E-PRO

Keller Williams Real Estate

Marilyn has been a resident of Chester County for 26 years and has been a licensed PA Real Estate Agent since 1987. She was a member of the Cindy Dickerman Team from 1998 to 2007 and brought to the Team over 19 years experience and knowledge in the Real Estate Industry. This in-cludes Real Estate Sales and Appraising. In 2005 Marilyn earned her Associate Broker’s License. She is currently on the Leadership Team in the Keller Williams Exton Market Center as a Partner, Productivity Coach, Instructor and as a former member of the Agent Leadership Council. In 2007, Marilyn and Ed formed The Lieb Group. We are working to-gether to provide a high level of service to our clients and customers. Marilyn has studied in the areas of Real Estate Law, Real Estate Broker-age, Property Appraising, Property Management, and Ethical Practices. This varied educational background has prepared her to provide excel-lent service to our Clients. Marilyn is a Past President of The Spina Bifida Association of the Delaware Valley and continues to be an avid supporter of the organiza-tion. She loves spending time with her husband, children and grandchil-dren and enjoys music, gardening & ceramics.

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Ed & Marilyn formed The Lieb Group in 2007. Ed was a Buyer Special-ist on the Cindy Dickerman Team for 2yrs. after concluding a successful 26 year career in Customer Service with Xerox Corporation. Ed brings these excellent customer service skills to the marketplace along with the ability to communicate with the buyer or seller, and the insight to assess the desires and needs of the consumers.

Ed has been a resident of Chester County for 26 yrs. His knowledge of the area and desire to assist everyone enables him to provide a high level of service to clients throughout the process of buying or selling a home.

Ed attended the University of Delaware, Purdue University, and University of Maryland. He continued his education by obtaining Microsoft certifications in networking and systems design. This past training and his attention to detail enable Ed to easily communicate through any media desired by a client. These skills enhance our com-munications with the clients and vendors by utilizing our website and other electronic communications.

Ed loves spending time with his wife, children & grandchildren and is an avid Golfer. He is a continued supporter of The Spina Bifida Asso-ciation of the Delaware Valley and currently holds a position on the Board of Directors.

Ed Lieb - Realtor, ABR Keller Williams Real Estate

Your House… SOLD!Your House… SOLD!

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OUR PROMISE TO OUR CLIENTS

WE WILL:

• Always provide the best service possible for every client we represent. • Always remember that to have a winning relationship with our clients, we

must always have a mutual goal • Always treat all parties honestly and fairly.

⇒ We will always promote the best interests of our client, facilitate negotiations to obtain the best price possible, and always disclose to our clients all facts that might affect or influence their decisions.

• Never tell a client what they want to hear if it is not reality. • Never lose sight that our honesty, loyalty, understanding, accountability

and creativity are what makes us so very different from many real estate agents.

• Never enter into an agreement with a seller who is unrealistic in regards to proper pricing.

⇒ When contracted to sell a client's home, we will always make recommendations that can assist their home ’ s value or help reduce its marketing time, even if it means telling a client things that they do not want to hear. We acknowledge that we may periodically lose business because we are truthful with our clients.

We share this with you because we believe it's important for you to know how

we feel about our profession, the real estate industry, and the marketing of your home. You win in life by helping others.

Thank you for this opportunity.

Marilyn & Ed Lieb Keller Williams Real Estate

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About KELLER WILLIAMS® Realty

• Founded in Austin, Texas, on October 18, 1983.

• KELLER WILLIAMS® Realty laid the foundation for agents to become real estate business people.

• Mo Anderson owned the #3 franchise in the largest real estate company in the world.

• Gary Keller was chosen by Realtors across the U.S. as one of five of the “Most Admired” REALTORS® in the nation.

KELLER WILLIAMS® FACTS: • “Most Innovative Real Estate

Company” - Inman News. • 3rd largest independent real estate franchise. • 74,000+ real estate consultants. • 700+ offices in the U.S. and Canada. • 50 Major Markets. • Excellence in real estate consultation

training.

Mo Anderson Vice Chairman Of The Board

Gary Keller Chairman Of The Board

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The KELLER WILLIAMS® Culture Win-Win — or no deal

Integrity — do the right thing

Commitment — in all things

Communication — seek first to

understand

Creativity — ideas before results

Customers — always come first

Teamwork — together everyone

achieves more

Trust — starts with honesty

Success — results through people

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How to How to Choose Choose

A RealtorA Realtor

Your House… SOLD!Your House… SOLD!

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QUESTIONS Marilyn & Ed Lieb Responses Competing Agent #1

Are you a full-time REALTOR? Yes, absolutely! We focus on one business—real estate—and nothing else.

How long have you worked in real estate?

Since 1987 with 23 years of experience

Do you have any advanced real estate designations or education?

Yes, and that’s so important. Those designations and education are Associate Broker, ABR, Realtor, E-Pro

How much real estate have you sold in your career?

We have helped well over 2000 families since 1987

Do you have an aggressive, proactive advertising and marketing program?

Our marketing campaign gets results—it’s tremendously effective. See “Proven Techniques to Get Your House Sold” in this book.

Do you have professional staff to see to it that no details are overlooked?

Yes, as should any truly committed businessperson. Ask for a more detailed explanation of our office staff & group members’ roles.

How many referrals do you receive? 60% of our business is generated from referrals of people who learned about us through our past clients and people referred to us by other real estate agents.

How will you give interested buyers 24-hour access to my property?

We promote your house 24/7 through the Internet, our personal Web site, the MLS, Realtor.com—to name just a few.

Is your office open 7 days a week? How will Agents schedule an appointment to view my house?

Our office is open 7 days a week & staffed by a Director of First Impressions. We have a company called E-Showings that is open 7 days a week so that Agents can schedule appointments to show your home.

Questions to Ask Other REALTORS®

The Right Choice to Represent Your InterestsThe Right Choice to Represent Your Interests

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Five Reasons a Property Sells

⇒ Price ⇒ Condition of Property ⇒ Location ⇒ Terms ⇒ THE AGENT YOU SELECT!

90% of buyers purchase their homes through professional real estate agents.

We Have Mutual Objectives…

To sell your home…… At the best possible price… In the shortest period of time... With the most favorable terms… And the fewest problems.

The Right Choice to Represent Your InterestsThe Right Choice to Represent Your Interests

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What makes Marilyn & Ed Lieb Different From Other Agents - A Proven Record Of Success

GROUP EFFORT • Office Support Staff • First Land Transfer Title Company • Wells Fargo Mortgage Company • E-Showings Real Estate Appointment Center available 7 days a

week to schedule showings • Office Call Coordinators and Agent on Duty 7 days a week • Staging Services

TECHNOLOGY • Web site– www.TheLiebGroup.com • Buyer Instant Notification system • Multiple Listing System • Realtor.com • Keller Williams Listing System reaching 100 search engines • E-mail contact– [email protected] or [email protected] • Bi-weekly Service Reports on showings and advertising • Virtual Tours on ALL Homes Listed

MARKETING • Full color yard sign with bold telephone number • Full color feature sheets showcasing your home • ‘”JUST SOLD “ & “JUST LISTED” postcards attract future buyers • Flyers circulated to over 300 real estate offices • Target Marketing program • Broker’s Open Houses and Sunday Open Houses

The Right Choice to Represent Your InterestsThe Right Choice to Represent Your Interests

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SeparatingSeparating Reality FromReality From

FictionFiction

The Truth About The Truth About Real EstateReal Estate

Your House… SOLD!Your House… SOLD!

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Fiction: MYTH ANY Real Estate Agent can do an adequate job selling real estate and some will do it for less…….

REALITY Offering a co-op fee to the Selling Broker is not enough. You need more in a Buyer’s Market. You need a Full-Time, Full- Service Agent to represent you. Your House is YOUR biggest ASSET.

EXPLANATION Ask yourself:

• Will the agent with the “reduced commission” offer a complete marketing campaign?

• Does the agent with the “reduced commission” have a staff to personally attend to your specific needs?

• Does he/she have a proven track record of success, or is he/she using the reduced commission to win your business?

• Does he/she have the expertise to guide you through problems that may develop during the closing process?

• Will the agent with the “reduced commission” be motivated during difficult times to go the extra mile for you, or will they move on to another transaction that doesn’t take so much of their time?

• Your home is an asset to an agent with the “reduced commission” and makes their phone ring. If your home sells, they lose business. Why would they want to sell your home for a discounted fee when they can make more selling other properties?

Promotional costs such as photographs; brochures; MLS insertion fees; printing; direct mail; personally distributed newsletters; professional support staff; Web-site maintenance and fees; signs; and more are paid for by a full-time, full-service agent. Remember that you only pay a commission if and when your property sells successfully. The supply of buyers through your home will be very restricted if marketing is limited.

Separating Reality From FictionSeparating Reality From Fiction——The Truth About Real EstateThe Truth About Real Estate

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———————————————————————————————- Fiction: MYTH You should select the REALTOR® who says they can get you the highest price, tells you what you want to hear, act excited, and compliment your home to get the listing. REALITY The highest asking price doesn’t always guarantee the most money for your home. If you are overpriced, the agent will be asking for price reductions ina few weeks or days. EXPLANATION Don’t give your listing to the agent with the highest price. Insist on a written, well-researched market analysis. Select your REALTOR based on credentials and track record, and then use market data to decide on price.

NEVER SELECT AN AGENT BASED ON THE PRICE THEY RECOMMEND!

IT WILL COST YOU MONEY IN THE LONG RUN!!!!!!

Separating Reality From FictionSeparating Reality From Fiction——The Truth About Real EstateThe Truth About Real Estate

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DiscoveringDiscovering What’s ImportantWhat’s Important

to Youto You

Your House… SOLD!Your House… SOLD!

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Discovering What ’ s Important to YouDiscovering What ’ s Important to You

Our Strategy “ P ersonal service tailored to your individual needs. ”

To handle the detail work

such as Property and Termite Inspections, Title Work, Deposit Money, Appraisals, Mortgages, and all of the many details to ensure a successful close.

To stay in touch with you

so that you will know what is going on every step of the way and where we are in the marketing process. We will always be accessible to you.

To help maintain the property

with the names of competent contractors, especially if your property is vacant or you are out of town.

To show you consideration

because we know that you are living in your home, and it’s sometimes difficult to have it ready to show.

Your House… SOLD!Your House… SOLD!

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Presentation of Offers and Negotiating the Sale

When an offer is generated on your home, you can expect the following from us:

1. Present the offer to you personally as quickly as possible. 2. Have the cooperating agent share the buyer’s qualifications through a pre-

approval from a lender and a buyer’s financial form.

3. Go over every term in the contract with you so that you thoroughly understand what the buyers are offering and what they are asking for.

4. Discuss all offers with you in private, after listening to the other agent’s input. 5. Ensure that all parties in all transactions are treated fairly and with honest

consideration. We will give you as much information as possible regarding:

1. Current market activity and finance activity which may affect the strength of the offer. 2. Other sales to date. 3. Competition. 4. Agent comments.

Your House… SOLD!Your House… SOLD!

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ProvenProven TechniquesTechniques to Get Yourto Get Your House SoldHouse Sold

Your House… SOLD!Your House… SOLD!

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Market Analysis

To determine your property’s fair market value, we: 1. Analyze the recent sales and current listings within your geographical area. 2. Complete a detailed inspection of the property. The market analysis enables us to develop a target market for your home that, together with the right price, will generate the optimal number of prospects.

Marketing Strategies A. Yard Signage B. Multiple Listing Service (MLS) entry within 48 hours of listing.

1. Full details of your home are entered into the MLS within 48 hours. The MLS is a database of all the homes for sale within this entire market and is maintained by participating real estate companies. With MLS entry, your property will be exposed to thousands of agents and their buyers immediately.

2. Once entered, photos and details of your home will be accessible to all agents in the daily “hot sheet” report of new listings.

C. Custom Feature Sheets

1. Complete with exterior and interior photos, an ample supply of feature sheets will be delivered to your home within 48 hours of listing. We also prepare a “Home Book” with detailed information about your home, a tax map, utility information, and school reports.

This book stays at your home for prospective buyers to view when they tour your home.

D. Direct Mailing Campaign

1. Initiated with Just Listed postcards, your home will be announced as the market’s “new arrival” to the community.

2. Flyers will be delivered to all agents in the area through a Realtor Mail Service. E. Open House/Broker Opens

1. Promoted with signage and on-line advertisements. 2. When possible, coordinated with other area open houses in your neighborhood.

Custom Marketing Plan

Proven Techniques to Get Your House SoldProven Techniques to Get Your House Sold

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Marketing Strategies, continued F. Web-Based Promotional Mediums and Unique Internet Web Sites

1. www.theliebgroup.com 2. www.KW.com feeds search engines such as; Google, Trulia, Yahoo, Homescape,

Cyberhomes, and many others. 3. Realtor.com

G. Virtual Tours 1. A virtual tour will be ordered for your home within 3 days and will be displayed on our web site as well as Realtor.com and e-mailed to prospective Buyers and select agents. H. Internal and External Communication

1. Day/night phone coverage a. Calls are answered professionally and courteously by our Director of First

Impressions from 9 a.m. to 6:00 p.m. on weekdays and 9 am to 4 pm on weekends . An Agent is on Duty 7 Days a week, while the office is open.

b. Evening messages provide menus of options based on the nature of each call.

2. Internal communication of “new arrival.” a. Comprehensive team knowledge 3. External communication of new arrival.

a. Blast communication to all area agents via e-mail or fax. b. Blast e-mail to buyer-prospect database.

4. Home showings/Feedback reporting. a. Showings of your home will be scheduled at least two hours in advance, whenever

possible. We will call you every Thursday with weekly feedback or more frequently, if necessary, to ensure that you are kept up to date with showing feedback.

b. You are invited to discuss any concerns or questions you have at that time.

5. Property saleability reviews a. Bi-weekly Feedback Reports will be mailed with all feedback acquired to date,

along with an updated market analysis of recent listings and sold homes, copies of recent advertising and other helpful information.

Custom Marketing Plan, continued

Proven Techniques to Get Your House SoldProven Techniques to Get Your House Sold

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The benefits of ordering a Pre-Sale Home Inspection and On-Site Septic Inspection, if applicable, when initially listing the home can make the entire marketing process move smoother and quicker. ♦ Establishes objective value ♦ Validates list price ♦ Establishes basis for comparison ♦ Creates awareness of condition of home ♦ Anticipates potential problem areas and repairs needed ♦ Saves time and eliminates renegotiation of the contract or worse—having the buyer back out after

the inspection! Pre-Inspection A pre-sale inspection can alert you to problems that could complicate a potential sale. By correcting problems early, you make your property more desirable and attractive and it improves the prospective buyer’s impression of your home. It also simplifies the negotiation process. It is important to correct even minor problems, such as leaky faucets, loose doorknobs, broken or cracked windows, caulk or grout that needs replacing, or cracked or peeling paint. Other items that are important safety concerns are smoke detectors on every level and in every bedroom and ground-fault circuit interrupters in the kitchen, the bathrooms, and exterior outlets. If your home is more than three years old, a pre-sale home inspection will save you time and money and will increase the sale ability of your home. A pre-On-Site Septic Inspection certification by a septic inspector can let you know in advance if your system is operational. This information is invaluable in presenting your home to your potential buyer by removing any objections and or concerns about a home with a on-site system. Home Warranty You can provide the buyer up to 13 months of coverage on selected items:

Roofing Central Heating System Electrical Central Air System Interior Plumbing Built-In Appliances

You may also have coverage on those items while your property is listed for sale, and not pay for the Home Warranty until settlement.

.

Benefits of a Pre-Inspection, on-site Septic Inspection & Home Warranty

Proven Techniques to Get Your House SoldProven Techniques to Get Your House Sold

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PreparingPreparing Your HouseYour House

for Peakfor Peak Showing ConditionShowing Condition

Your House… SOLD!Your House… SOLD!

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You only Get ONE Chance at a First Impression !!!!

When potential buyers approach in their cars, they make their first decision: whether or not to STOP and look inside. Therefore, a neat, attractive yard entices a buyer to view your home. Please carefully evaluate every aspect of your yard. A Few Suggestions: ♦ Keep your yard mowed, raked, fertilized, and watered. ♦ Remove all toys, bicycles, tools, unsightly patio furniture, trash items, debris, etc., from your yard. ♦ Trees and shrubs should be pruned and trimmed. Lawns and gardens should be weeded regularly. ♦ All hoses and garden equipment should be out of sight. ♦ Outdoor furniture should be kept clean and/or repainted if needed. Stack firewood out of sight. ♦ Walkways and driveways should be clear of debris. In the winter, clear off snow and ice. (You don’t

want a potential buyer to slip and fall!) At other times of the year, make sure that walkways, driveways, and curbsides are trimmed with edge trimmers.

♦ Paint your mailbox if needed. Ensure that your street number is legible.

Put Your Property’s Best Face Forward!

Is the outside of your house as attractive as the inside? Items to Evaluate: ♦ Porches, steps, verandas, balconies, patios, and other extensions should be uncluttered, swept, and in

good condition. ♦ Paint all entrance doors. It is at this point that potential buyers form an opinion of the house. ♦ Shades and awnings should be in good condition. Replace them if the color has faded. Remove

windsocks, chimes, etc. ♦ Keep trash cans deodorized, covered, and out of sight. ♦ Gates, fences, sheds, and other outer buildings should be cleaned, repaired, and painted. ♦ Clean and shine all metal accessories (door knobs, door knockers, lamps, mailboxes, street

numbers, etc.). ♦ Clean, repair, and paint all gutters and downspouts. ♦ All loose roof shingles, tiles, and the like should be secured or replaced. If the roof leaks, fix it!

Remove all traces of prior water damage to the ceiling inside your home. ♦ Make sure that the garage door opens easily. Repair and paint it if needed. ♦ Paint the chimney vents. Inspect and repair any loose bricks or stones. Caulk where the chimney

meets the roof. Investing in painting your house can make the difference between an interested buyer and sending up a “red flag” about your home’s condition. You may lose buyers due to what you consider an insignificant issue.

Preparing Your House for Peak Showing ConditionPreparing Your House for Peak Showing Condition

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♦ Wash all windows, inside and out, adding to the overall impression and to help your

property show in a nice, bright light. Curtains should be clean and attractive. ♦ Remove all smoke, pet, and hobby odors from the property. ♦ Clean all light bulbs, light fixtures, and chandeliers so that the property is brighter. ♦ Shampoo all carpets and vacuum them daily. If the carpet does not clean up well, replace

it. Use a neutral color, or remove the carpet if hardwood floors underneath are in good condition.

♦ Clean everything in your house from top to bottom, from the attic to the basement. ♦ Remove all “junk” from the attic, basement, closets, garage, tool shed, and especially from

the storage area if your property has one. Large storage areas are appealing to buyers. Rent a storage area for those items that need to be cleared out of these areas.

♦ Remove posters and adhesive from walls and doors. Putty and paint any holes that result

from nails or other mishaps. ♦ Clean or paint the basement walls and floor. ♦ Wax hardwood floors. ♦ Remove all cobwebs. ♦ Paint all inside walls with off-white paint. Use two or more coats to cover bold, bright, or

dark walls. All walls should be painted—not just washed—brightening the property and making it look much larger.

♦ Ensure that the doorbell is in good working order. ♦ Make sure that all entrance doors—front door, storm door, screen door—are in

excellent condition. If not, replace them. Again, this is the first impression the buyer has of the property. Lighting and cleanliness are especially important.

Now...Evaluate the Inside of Your Property Now...Evaluate the Inside of Your Property

Preparing Your House for Peak Showing ConditionPreparing Your House for Peak Showing Condition

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♦ Repair or replace all room doors, closet doors, and windows and screens so that they open with ease.

♦ Repair or replace banisters and handrails. ♦ Repair or replace broken tiles on walls or floors in showers. ♦ Repair or replace loose wallpaper. ♦ If the basement shows any sign of water or structural damage, it may be

necessary to obtain a waterproofing company or structural engineer’s report. ♦ Replace toilet bowls if you cannot get them spotlessly clean. It is a minimal

expense and makes a big difference. ♦ Replace shower curtains and keep them clean. ♦ Improve the plumbing to increase water pressure. Buyers will check this

every time. Replace the washers in the faucets and remove rust stains.

Preparing Your House for Peak Showing ConditionPreparing Your House for Peak Showing Condition

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PricingPricing Your HouseYour House

To SELLTo SELL

Important PointsImportant Points

Your House… SOLD!Your House… SOLD!

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Houses sell quickly and usually for the most money when they are

priced properly in the beginning

SOLD

Your House… SOLD!Your House… SOLD!

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the power of pricing

Pricing your property competitively will generate the most activity from agents and buyers.

Pricing your property too high may make it necessary to drop the price below market value to compete with new, well-priced listings.

Pricing Your House to SellPricing Your House to Sell——Important PointsImportant Points

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Pricing Your House to SellPricing Your House to Sell——Important PointsImportant Points

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Pricing Your House to SellPricing Your House to Sell——Important PointsImportant Points

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Pricing Your House to SellPricing Your House to Sell——Important PointsImportant Points

CHASING THE MARKET DOWN

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Common Pricing Objections …………...That do NOT affect Price

• “Another agent said it was worth more.”

• “Our home is nicer than those houses.”

• “People always offer less than asking price.”

• “We can always come down on our price.”

• “We have to get that much out of our home.”

• “My neighbor was able to get his price”

• “Let’s try it at our price for a month or so.”

• “The buyers can always make an offer.”

• “We paid more than that for our home.”

Pricing Your House to SellPricing Your House to Sell——Important PointsImportant Points

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Here are the facts:

Serious buyers look in the price range determined by their down payment and monthly payment ability. Unless

your property is priced correctly, the down payment and monthly payment requirements will not be competitive.

A buyer who is seriously looking will soon become very knowledgeable in his or her price range. An

unreasonable asking price only discourages the buyer from looking at and considering your property.

Buyers purchase by comparison and a property that is priced above the competition does not compare

favorably. Inviting a buyer to make an offer can indicate that a fair price has not been established.

If you plan to adjust your price at the time of sale, it is better to adjust the price now and attract serious buyers

from the beginning. This often places you in the favorable position of having more than one buyer interested in your property.

It is very difficult to obtain a reasonable offer on an overpriced property. The buyer feels he/she should

be just as unreasonable as the seller, and so a very low offer, if any, will be written.

By contrast, multiple offers are much easier to obtain on a reasonably priced property. You can then choose which

offer to accept, with no obligation to one that does not meet your requirements.

It is a mistake to believe that you will get more for a property by asking more. You usually get less because fewer buyers will consider it when it is placed

on the market. The right buyers will not see it. The property usually stays on the market so long that it tends to become shopworn.

To obtain proper market exposure, it is an absolute necessity to be competitive in price, terms, and condition with

similar properties so yours will sell faster. You will also have greater peace of mind and less frustration with selling your property.

“ M y PRICE is high, but MAKE me an OFFER. ”“ M y PRICE is high, but MAKE me an OFFER. ”

#1#1

#2#2

#7#7

#6#6

#3#3

#5#5

#4#4 #8#8

Price it RIGHT the first time and you can get on with your life!Price it RIGHT the first time and you can get on with your life!

Pricing Your House to SellPricing Your House to Sell——Important PointsImportant Points

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VALUE

Things That Don’t Affect Home Value

• Your original cost

• The cost to re-build property today

• Your investments in improvements

• Personal attachment

• Certain types of improvements

Pricing Your House to SellPricing Your House to Sell——Important PointsImportant Points

These objections don’t have any real relationship with determining a property’s value.

Frequently heard from sellers,

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From From Sale Sale

to to SettlementSettlement

Your House… SOLD!Your House… SOLD!

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FROM SALE TO SETTLEMENT Marilyn and Ed Lieb

Congratulations! We are on our way to the final closing of your home. A very critical period of time in the sale of your home begins when an offer is received. Experience gained from closing hundreds of real estate transactions enables me to provide valuable assistance to you throughout each step in this important process. It requires a Team effort on behalf of you and us in order to ensure a smooth closing. This letter represents an overview of what to expect from sale to settlement. NEGOTIATING THE OFFER Successfully negotiating the offer will be the first critical step in accomplishing the sale of your home. It is our goal to help you achieve the highest and best price possible, as well as obtain conditions and terms which are most acceptable to you. • We will review financial qualifications of the purchaser to insure that a mortgage is attainable. • It is also essential at this stage that we expeditiously deliver all necessary documentation related to the sale contract. • A buyer may require that specific satisfactory inspections be completed on your home as a condition of the agreement of sale. These inspections generally occur within ten days of the signing of the agreement. For this reason the lockbox will remain on the home until settlement. We will coordinate these inspections, consulting with both you and the buyer’s agent. Possible inspections include: Home Inspection Water and Well Certification Septic Inspection and Certification Radon Test Wood Infestation Inspection Mold Inspection Pool Inspection Lead Inspection Mortgage Appraisal Reaching a successful closing requires paying attention to an incredible number of details.

From Sale to SettlementFrom Sale to Settlement

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TIMEFRAMES TO REMEMBER • It is customary to receive a second deposit within 10 to 15 days after the agreement

has been signed. The Buyer or Buyer’s Agent will ensure that we receive the de-posit which we place in an escrow account held by Keller Williams Real Estate.

• According to the Agreement of Sale, the buyer generally has 7 days to make mort-

gage application. We will contact the buyer’s agent to make certain that every-thing is in order and will follow-up with them and the mortgage company through-out the process until the time of mortgage commitment. Once the written mort-gage commitment is received, we will put a SOLD sign on your home.

• Shortly after mortgage application, an appraiser will need to have access to your

home to complete a formal appraisal. • The buyer will be selecting a Title Company to conduct the settlement. It is our

role to maintain communications with the Title Company prior to settlement to be certain that all of the appropriate documentation has been received.

• Reminder: If you have automatic home fuel deliveries, be sure to have deliveries

stopped. Any fuel in the tank is included in the sale of the property. • Within a 24-hour time period prior to settlement, after you have moved and the

house is vacant, the Buyer’s Agent will accompany the Buyer for a pre-settlement inspection of your home.

• One-week prior to settlement, we will contact you with an updated estimate of pro-

ceeds on the sale of your home and to review other documents needed for closing.

From Sale to SettlementFrom Sale to Settlement

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1. What about Inspections? Most Inspections are quite lengthy lasting from 1.5 hours to 3 hours. The Buyers and the Home Inspector generally attend the Home Inspection and the Septic System Inspection. We will call you to schedule the appointments or the Inspectors may call you directly. Most Inspection Companies have electronic keypad access so it is not necessary for you to be home for inspections. We recommend that you do not plan to be home for the inspections. If you are home at that time, please do not accompany the Buyers & Inspector as they tour your home. Please give them the freedom to look around and ask the Inspector questions. Please do not have any discussion with the Inspector or the Buyers as to whether or not you are willing to make repairs. After receipt of the Home Inspection Report, we will contact you to discuss the Inspection. If defects arise as a result of any inspections or certifications, we will assist you in determining how to proceed and negotiate on your behalf. If it is determined that you will correct identified defects, we can help by providing names of licensed contractors and experts capable of evaluating and correcting the defect. Documentation of the repairs will be necessary and we will provide guidance throughout the process. We will respond to the Buyer’s Agent letting them know your decision whether or not you will make repairs. Refer to your Agreement of Sale, paragraph 8, so that you know the timeframe necessary in which to respond to the Home Inspection. All other Inspections will be done in accordance with the Agreement of Sale. When all inspection results are received, an addendum/endorsement will be prepared stating the results of all inspection negotiations. This addendum/endorsement will require the signature of all parties on the Agreement of Sale.

2. Should I continue to allow Agents to show the house? After you have signed the Agreement of Sale we will change the status in the MLS to “active o” (active with a contingency) and continue to show your house. If you no longer want to show your home, then we will change the status to “pending”.

3. When do you remove the lockbox?

We remove the lockbox after the pre-settlement inspection and/or the day of settlement.

From Sale to SettlementFrom Sale to Settlement

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4. When do I turn off Utilities? If you are giving possession at closing, arrange in advance to transfer the utilities as of the day of settlement. Do not turn the utilities off prior to closing as the purchaser has the right to check the systems of the house during a pre-settlement inspection prior to settlement.

5. Pre-Settlement Inspection The Pre-Settlement Inspection is scheduled after you have vacated the home or 1-2 hrs. prior to settlement. We will notify you of the time, when the Buyer’s Agent advises her.

6. Do I pay my Taxes?

No!!!! Please do not pay any Tax Bills received after listing your house for sale. Please give us a copy of the tax bill and bring the original to settlement.

7. Do I pay my Mortgage? Yes. If your settlement is scheduled from the 1st. to the 15th of the month please do not make a mortgage payment that month. If your closing is scheduled from the 15th through the end of the month please make sure you pay your mortgage by at least the 5th of the month. Our Conveyancer will request a payoff from your Mortgage Co. two weeks prior to settlement. Note: If you have an Equity Loan please make sure that you have provided us with a payoff request form

8. What do I bring to closing? • All original unpaid Tax Bills • Any receipts from repairs that were made per the inspection addendum. • All garage door openers • Mailbox key, Clubhouse key • Driver’s license or picture ID • Original Death Certificate (if appropriate) •

9. Who attends the Closing? Everyone who is on the deed will need to attend Closing. If you will are not planning to attend the closing because of a relocation move, we can arrange for you to sign all the necessary paperwork in advance. Just let us know at least 2 weeks before settlement that you do not plan to attend. You will be asked to sign an authorization form or limited power of attorney allowing Ed or Marilyn Lieb to sign the settlement sheet on your behalf.

From Sale to SettlementFrom Sale to Settlement

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MISCELLANEOUS

If you have agreed to provide the Buyer with a Home Warranty, we will make all the necessary arrangements for you. Please cancel your existing Homeowners Insurance Policy after settlement has concluded. Give your Insurance Company your new address so they may mail your refund check to you. If your Mortgage Company is holding an escrow for taxes and insurance, they will usually not release the escrow until they have received the pay off after settlement. Please do not expect to use these funds for settlement costs. Check with your Mortgage Company to see if they handle the escrow differently. **We will join you at the settlement table, where you will be required to sign the Deed, Seller’s Affidavit, and the HUD-1 Settlement Sheet. It is at this point that your home is truly SOLD!

Remember, a referral is sending someone you care about to someone you respect. Please don’t keep me a secret!

From Sale to SettlementFrom Sale to Settlement

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Quick TipsQuick Tips onon

LastLast--MinuteMinute ShowingsShowings

Your House… SOLD!Your House… SOLD!

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Preparing Your House on a Moment’s Notice

Follow these quick tips to ready your home for its best showing when you have 30 or fewer minutes’ notice. Start where the potential buyers will start:

Make sure that the front door presents well. Sweep steps, if needed. Pick up any out-of-place objects and store them away

quickly. Head inside:

Open window treatments and turn on lights. Put any dirty dishes into the dishwasher. Make the beds. Put any dirty laundry inside the washing machine.

If you still have time:

Run a quick vacuum and/or sweeper to give carpets and floors a fresh look. Wipe down counters and tabletops. Warm some vanilla on the stove to give the house a

welcoming scent. While we would all like to have our houses in showroom condition 24 hours a day, we also acknowledge that we live in them. Do your best to present your house in its best light AND make sure that every potential buyer has an opportunity to view it—accommodate all showings possible.

Quick Tips on LastQuick Tips on Last--Minute ShowingsMinute Showings

Your House… SOLD!Your House… SOLD!