Listing & Selling Your Home
The way homes are sold has changed dramatically in the past years, and not everyone has been keeping up.
Despite the titles, not all real estate agents are the same. I feel that in many ways homeowners have lost the control over the sale of their homes with agents. The inherent transience of this industry, coupled with limited testing, has created a degradation of the reputation of real estate agents. Too many come into this industry for a sale or two and then move on. Overall this has caused a deterioration of quality of real estate service.
So many agents just want the commission. And while this is my livelihood, I want satisfied customers and clients who are willing to refer their friends and family to me. I refuse to just put up a For Sale sign and wait.
My professional service includes a marketing plan of action that keeps you informed while I get the results you want:
- The Best Possible price
- As Smooth and Quick a Sale as Possible
- The Most Favorable Terms
- The Least Inconvenience
- Continual Updates
Please review the services I offer and when done contact me and I can answer all of your questions.
Getting Your Home Ready
You need to start by taking a close, objective look at the property. Walk around the exterior with a pad of paper and write down everything that needs to be done to make the house look it’s best. Do the same inside and then sit down and determine how much time and money you can put into making the property most appealing to perspective buyers.
Professional Opinion
If feasible, I suggest that you have your home inspected by a licensed home inspector:
- You can find major defects in the property which you can have fixed beforehand possibly increasing your net profit.
- You will be fully prepared for the results of the buyer’s inspection and thereby able to handle objections and negotiations with no surprises.
Simple Fixes
Got a dripping faucet or a cracked tile? These will send the wrong message to potential buyers. Getting them fixed before you put your house on the market is a smart idea.
- If you have wallpaper, strongly consider removing it. Never paint over it. Take my word for it!
- Check sinks and faucets for leaks
- Fresh caulk can make a bath area look revitalized
- Check door knobs, cabinet drawer handles, and window latches to see if they are loose or missing.
Neutral Colors Sell BEST! - Neutral colors allow potential buyers to imagine themselves living there, which is what we are trying to do. A fresh coat of paint is almost always a great idea.
Take a hard look at your carpets - Is there hardwood under them? If so, consider removing the carpets and refinishing the floors. Hardwood sells better than wall-to-wall. If not, and the carpets are stained, consider having them steam-cleaned or replaced altogether, though stick with the idea of neutral tones.
Getting the Most From Repairs…
It is very important before you do any repairs to be sure that the money you spend will be reflected in equity…
Certain repairs can bring you a return on your investment. Others, however, regardless of how much you spend, won’t add any value to the property. While you want to be sure your home is as appealing to potential buyers as possible, you need to be careful not to overextend yourself on repairs before selling.
Too often a homeowner will invest huge amounts of time and money in repairs just to realize that much of that money will not be recouped in a higher sale price. A couple of improvements that do usually bring added value are kitchens, bathrooms, porches, and the exterior.
In some instances, slightly lowering the asking price for the buyer to make the repairs can open up your home to more buyers who may not be able to afford the home when completely fixed-up, but can put time and effort into the project, all while saving you the time and expense of doing them yourself.
Pricing It Right
Setting a price is one of the most important elements of selling your home. If the property is overpriced, it has a tendency to sell other homes in the area, all the while keeping your property on the market longer and losing the initial interest of buyers. I have seen this happen time and time again. When we sit down to set a price, I will show you a comprehensive Market Analysis.
The Comparative Market Analysis
A Market Analysis is an essential tool to determine the value of property. Location, condition of the property, recent sales for comparable homes, quantity and quality of properties both currently on the market and sold, and even listings that have expired, are all key factors in determining a good price to get your home sold quickly, with the least amount of hassle.
Similar homes For Sale now show what we are competing against. Similar homes Sold recently tell what buyers are willing to pay for a home like yours in this area at this time. The expired listings represent the problems of over pricing. The desired result is to find a price that will attract a qualified buyer in a reasonable amount of time.
Determining the Price
Once we have determined the value of your home, the next step is to ascertain an asking price. The asking price should not be too much above the actual value of your home. Here are some things you should keep in mind:
- Realistic pricing will achieve maximum price in a reasonable time.
- An analysis of the market in your area featuring homes comparable to yours actually determines the value.
- The amount of money you spend on improvements almost never shows up as added value.
- Homes that remain on the market for a long period of time almost never get shown. Buyers are interested in something that is new and if a property sits on the market for a long time, they wonder what is wrong with the house that kept it from selling. Salespeople also sometimes forget that a property is there because they are constantly exposed to new listings. So if it does sell after a long time it will usually be for a much lower price.
- If the property is priced right from the start, it will usually give the biggest profit.
There is one other item that I am forced to mention, it is called “buying the listing”. It is a situation in which an agent will overstate the value the home, and, once the Listing Agreement has been signed, proceed to request dropping the price. The idea behind this is to get you excited about a higher price and ignore the realistic market conditions. Needless to say, this is not something I practice.
My Marketing Plan
After the property is listed, the next stage is a marketing plan. Many agents at this stage go to their managers and merely put the property in the MLS system, and maybe put an ad in the paper, but this isn’t all that is available. I use a comprehensive marketing system. No one is benefited by having a property sit on the market for a long time.
The Traditional
Some traditional marketing:
- Add the property to the local MLS system.
- Place a For Sale sign on the property.
- Feature the property on http://www.localrealtors.org
- Produce color property flyers.
- Place ads in various local papers
- Conduct a Broker’s tour for agents with other office to preview the property.
- Analyze financing alternatives for prospects. By working with lenders, we can create sample financing packages that might make the process easier, and therefore, more attractive to potential buyers.
- Monitor listing and sales activities to maintain competitive position in the marketplace.
- Follow-up on showings to obtain prospects’ reactions.
- For specific properties there are other available tools that can maximize buyer attention, including Virtual Tours, and Aerial Photography.
An Unique Position
As you can imagine, I have various proprietary techniques and strategies that I can’t discuss here, but suffice it to say that with thousands and thousands of registered buyers and almost 100 domain names dedicated to local real estate, my online web program provides more exposure than most entire companies, and all of their agents combined, can offer. Our existing sites currently have top ranking in many search engines and with our additions to content and new features, we will stand heads above the competition in use of the medium.
All of that in addition to the traditional marketing, like ads in local publications and newspapers and inclusion in Realtor.com, etc. and you have an unparalleled marketing program. The average agent gets dozens of registered visitors to their website in any given year. I get THOUSANDS! Imagine exposing your property to thousands of potential buyers as opposed to dozens. Thousands of buyers without the worries of ruining your carpets because they can take a virtual walk-through of your property online.
Additionally, we are poised to solidify contacts with every consumer that sees your property. Every buyer or broker that shows the property, receives a brochure about your home which specifies all of the great features, and includes a picture so that they won’t forget yours if they see several homes. This is where having an in-house print division becomes truly exceptional.
And it goes without saying that total cooperation with all other real estate firms improves your exposure and marketing potential.
Staging and Showing
Below is a general overview of some of the things I suggest:
The first impression…
People usually form their first impression of your home within 30 seconds, and that usually starts while the buyers are still outside your house. make sure that your yard and exterior are in great shape. The outside of your home can make an impression on all the prospects that step in your door. Providing a clean look can improve your chances of getting the sale:
- Get a new doormat
- Paint your front door (if necessary)
- Get a new mailbox
- Plant flowers
- Trim the hedges
- Sweep the walk of all debris
The foyer or entryway - if you have one, is as important as the exterior when making a first impression. This is because people linger here the longest. Make sure it is freshly painted with creamy neutral colors, and make sure the floor is immaculate. This is the place to put a small table, a vase of flowers, and a lamp. This area must be bright and inviting.
Getting Rid of Clutter…
This is arguably one of the hardest tasks you will encounter when preparing your home for showings. Your goal is to create a home that buyers can “see themselves living in”. Getting rid of all of the knickknacks and miscellaneous clutter is imperative. Clutter can make the home seem smaller:
- Empty all trash cans
- Keep all surfaces clean and clear – Tables, counters, etc.
- Remove area rugs
- Remove throw blankets
- Remove excessive throw pillows
- Get some fresh, healthy plants in nice containers.
Get your closets in order - You should remove enough hanging clothes to ensure that none touch. Space them nicely. Take the rest and store them in a bin or one of those cool vacuum bags (which I adore).
De-Personalize
While you may feel your photos are beautiful, the showing of your home during the selling process is not the place for them. Religious displays and an abundance of personal photographs should be removed for temporary purposes. This allows potential buyers to imagine themselves in the property.
Getting it Clean…
Your home must sparkle! - To achieve this you must clean your home from top to bottom, neglecting nothing. If it is feasible, you might want to consider hiring a service to come in and get it clean. When buyers see dirt and grime, they begin to wonder if other aspects of your home’s upkeep have been neglected.
Clean windows are important - Get your windows cleaned inside and out. Hiring a professional might be worth it. Since your shades and drapes should be open, clean glass is critical.
Search and destroy odors - Move the litter box outside and make sure that the carpets have all been steam-cleaned. Masking odors rarely works. Your best option is to get rid of them. Make sure the fridge is cleared of old leftovers. An old real estate trick is to buy a frozen pie or tube of cookie dough and bake them before a showing.
Showing Your Home
When I schedule a showing for your home, here are some of the things you need to do to get it ready:
Make it bright – Open all of the shades and turn on all of the lights, even during the day. The brighter and more inviting your home is the more attractive it is to buyers.
Discretion and Your Pets – If at all possible, remove all pets from view of inquiring prospects. This will help with safety. Additionally, some prospects may not be comfortable with them around them Make sure you have removed excess fur from the furniture if you have a dog or cat. These things can discourage the prospects.
Medications, Toiletries – Ensuring that it is out of sight. Safety is a big issue when it comes to medications. It is important to ensure that all medications are removed from sight. Do not display any personal toiletry items! Remove all deodorant, mouthwash, electric toothbrushes, etc. and put them in your cabinet.
Personal Security – Make sure that all bills, credit card statements and the like are safely put away. You might even want to unplug your computer. Also, make sure small valuables, such as jewelry are hidden in a secure place.
Turn off Radio and TV – when showing your home it is important to have as few distractions as possible. The TV and Radio can be a big distraction during the showing of the home. Different people have different tastes in music and TV programming chasing some prospects away.
Conversations During the Showing – It is best to leave your home before potential buyers arrive. If this is not possible, keeping in the back ground during the showing will allow the prospects to look at the house that their own pace. Following behind may cause them to feel rushed.
You will find that all the above tips can add to the success of the homes sale. Remember that you should contact me in the event of questions. Follow these tips and you can increase the chance of selling your home incredibly.
Offers and Negotiations
When an offer comes in, we will sit down and discuss it. I will show you the pros and cons of the offer and terms, walk you through the paperwork, and explain each and every clause. I have a great deal of experience with Offers and the Purchase and Sale Agreement. I want to make sure that before you accept any offer you are aware of your net proceeds. This is the time to ask any questions you may have.
Presenting Offers
I will present each and every offer to you directly. I do this for several reasons. Sometimes the buyer and their agent will want to be present to discuss the offer, and possibly negotiate it. I want to be there to make sure you are comfortable with the terms before you decide to sign anything. Any verbal agreements must be written into the contract. I can help with this.
What if the price isn’t what we wanted? If we determine that the price offered just can’t be accepted, we can counter. Making a counter offer is a common part of negotiating. Or if the offer doesn’t even look remotely good, then we can merely reject the offer. But no matter what happens, I will always explain your options to you.
Handling Negotiations
When it comes to negotiating, you want someone specifically working for you – someone who knows the clauses in the contracts, and the minutiae. This is when it is most critical to have an experienced agent.
Sometimes during a transaction, different points are brought up to be negotiated. The buyer wants you to leave the refrigerator, or a swing set, or some furniture, or they want you to pay their closing costs, or several months condo fees, or they just don’t want to pay full price. If there is any negotiating to be done, you will have someone on your side, fighting for your best interests. I’ve seen just about every quirky request you can imagine.
The Closing
The closing is the culmination of the entire process. It can be one of the most nervous times for everyone involved. This is when you and the buyers and everyone’s attorneys get together to finalize the transaction, and to sign all of the paperwork (the deed, mortgage papers, etc.). This is also the time that you get your check and the buyers get their keys.
If you’ve never been through the process before, I like to sit down and discuss everything that is going to happen at the closing before hand, just to get you familiarized with it. I like to give you a run down about what people are going to ask and what you are going to have to sign. I have found that many people have a lot of questions about what the closing actually is and what actually goes on, and I want to make sure that if you work with me, you know what is happening at all times.
Just prior to the closing the buyers will most likely do a Final Walk-Through to ensure the property is in the condition that was agreed upon. SO you’ll need to ensure that all terms of the agreement have been met. Most often, this means having the house empty and in broom-swept condition.
The location of the closing depends on the situation. Sometimes it is held at an office of one of the parties involved, like the closing attorney, or myself, or, quite often, at the Registry of Deeds. The Registry is a very convenient location since the documents can be recorded immediately.
Some agents don’t attend closings, but I make it a personal point to attend. My skills have been needed at many closings.
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