Sellers Guide

UNDERSTANDING THE REAL ESTATE MARKET

According to the National Association of Realtors, if our house is priced correctly, we should get one offer every 7 showings. In a normal market, we should get 1-2 showing a week.

  1. If our house is not being shown, it means our price is too high for the neighborhood. RECOMMENDATION: A significant price adjustment.

  2.  If our house is being shown, but we are not getting any offers, it means the buyers are finding nicer homes for their money. RECOMMENDATION: A moderate price adjustment.

  3. If our house is in the running, but the Buyers buy something else, or if the Buyers view the house a second time, but buy something else, it means we were close. RECOMMENDATION: A minor price adjustment.

THE SHOWING… WE WANT TO APPEAL TO THE 5 SENSES!

Obviously the property is the main star of the show but if we can sub-consciously appeal to the buyer’s 5 senses we stand a better chance of selling your home for the MAX price quick, fast, and in a HURRY!

  1. Sight –  Daytime open all curtains so sunlight enters property and if it is evening or night turn on all lights to better illuminate the property and try and have the rooms free from clutter

  2. SoundHave some light relaxing music playing in the background if possible. My personal favorite is some JAZZ!

  3. TouchHave the home as clean as possible & allow the buyers to roam freely through the house un-interrupted.

  4. SmellHave some form of Air Freshener ex. incense, candle, febreze, plugins etc…

  5. TasteHave some chocolate or candy at front door and offer them a piece when they enter the property.

RELAX

There is nothing more to do. Pick a magazine while you are waiting. Try to be understanding; the agent may have several home showings scheduled and he or she may be a bit early or late. It is very difficult to be perfectly precise.

THE DOG

Keep Fido away. Pet lovers will be distracted by your fun pet. For those who do not have pets it may be bothersome.

CHILDREN SHOULD BE SEEN NOT HEARD

This is a new experience for the kids. Naturally, they are excited, but they will disturb the professional flow of the showing. Ask them to remain away from the agent and buyers, to go outside or watch TV.

WHEN THE DOOR BELL RINGS

Answer the door as you would for any welcomed guest. The agent will take care of introductions. If there is a situation that needs mentioning, perhaps a sick child in the second bedroom, do so now. You may invite the agent to begin showing the home and then you may excuse yourself.

LOW PROFILE

Discretely remain away from the buyers. As helpful as you wish to be, your presence will be intimidating. They need to be able to discuss the home freely with one another. The agent needs to learn from the buyers how they are responding to your home. Your presence can limit that free communication.

WHAT YOU SHOULD DO

Read a book, watch TV, take a walk or continue with a chore. Pick a room and settle down. When they stop to preview that room you may leave, but it is not necessary. After all, they don’t want to feel that they are chasing you around the house. If there is a room you should try not to be in it would be the kitchen. Buyers generally spend more time in the kitchen as they evaluate appliances, counter space, cabinets, etc…

CONVERSING WITH THE BUYERS

If you are asked any questions about the neighborhood, schools, etc., answer pleasantly. However, avoid becoming engaged in a conversation. Questions regarding terms of sale should be referred to the agent. If the agent is a cooperative broker and does not have the answers, advise him or her that I, your agent, will contact them.

INCLUSIONS

The listing sheet should clearly identify items that are included and excluded for the offered property. Don’t initiate conversations about other personal property that you may be interested in negotiating. It is rarely a deal clincher, may be distracting, and there will be time to discuss this when the offer is presented.

LET THE “PRO” WORK

As much as you love your home, don’t be tempted into doing the agent’s job. The agent has been working with the buyers and knows what is important to them.

BIDDING AND NEGOTIATING

Our agents will request all offers in writing. We will pre qualify every buyer and may request a financial statement with the offer.

Since we owe our fiduciary responsibility to you the sellers our goal will be to negotiate the highest price possible keeping in mind not to lose the buyer. With countless transactions and negotiation experience we will guide you through every step of the way making sure you have a successful transaction.

Our marketing efforts sometimes may produce more than one buyer interested in purchasing your property. Our agents are trained in coordinating healthy bidding wars and finishing with an ethical Last & Final step. It takes a skilled broker to coordinate a successful bidding war.

LISTING TO CLOSING

I

      • Comparative Market Analysis
      • Pricing Property
      • Marketing Plan

II

      • Listing on MLS
      • Advertising Online
      • Advertising Print
      • Mailing Campaign

III

      • Open Houses
      • Scheduling Appointments
      • Progress Report

IV

      • Presenting Offers
      • Offer & Acceptance
      • Deal sheet
      • Due Diligence

V

    • Contracts signed and executed
    • Inspections, Mortgage, Title, Appraisal & Commitment Letter
    • CLOSE!