Selling Information

Pricing Considerations
A professional's insight in determining a pricing strategy for your property can keep you from missing an opportunity by undervaluing or wasting time by overpricing. Knowledgeable evaluation of competing properties and market trends is the first ingredient for a successful transaction.

Marketing Expertise

• Preparation: Your agent is skilled in recommending repairs or cosmetic work that have proven to minimize time on market and maximize both prospect interest and sales price.
• Exposure to the public: Your agent will know best how to use flyers, open house days, advertising, the internet and especially mailing to and meeting with ex clients and other qualified buyers. The National Association of REALTORS studies show that 82% of real estate sales are the result not of advertising, but of agent contacts through previous clients, referrals, friends and family, and personal contacts, including ...
• Exposure to other industry professionals: Your agent will utilize a Multiple Listing Service or other cooperative marketing networks. Once your property is listed, it is likely the buyer will be the client of another agent.
• Advertising: media and frequency: It takes experience to know what works in advertising. Ads generate phone calls to the real estate office but statistically have minimum effectiveness selling a specific property. Overexposure of a property in any media may give a buyer the impression the property is distressed or the seller desperate.

Security
Working with a real estate agent ensures showings will be supervised. You can instruct un-chaperoned buyers to call your agent for an appointment so they can be prescreened, you will be safe, and you can do your final polish before the showing.

Negotiating

• Middleperson: Most buyers prefer to negotiate with someone they perceive as unbiased, not emotional, and professionally trained. They are more likely to express objections to agents with the hope of resolution, when they otherwise might move on to another property rather than talking to you directly.
• Objectivity: Evaluate proposals privately without compromising your marketing position.

Monitoring, Renegotiating and Closing or Settling

• Overwhelming volume of steps. The process of appraisals, inspections, and financing involves a lot of possible pitfalls. There are many required legal forms and processes.
• Experience reading and following escrow instructions. Instructions must be clear and complete. Your agent is the best person to objectively help you communicate these issues and move the transaction to closing (or settlement).
• Inspectors and other professionals. Your agent can meet specialists and negotiate regarding repairs needed to complete your contract. Industry contacts provide resources for work persons in many areas with knowledge as to their skill and reliability.

Competition. Prospective buyers compare your property against competing properties. Buyers will perceive value based upon properties that have sold or are available in the area.

Timing. Property values are affected by the current real estate market. The real estate market cannot be manipulated so a flexible marketing plan should be developed which analyzes the current marketing conditions and individual features of the property.

Condition. The condition of the property affects the price and speed of the sale. As prospective buyers often make purchases based on emotion, first impressions are important. Optimizing the physical appearance of your home will maximize the buyer's perception of value.

Price. Pricing your home properly from the beginning is an important factor in determining the length of time it will take to sell your home. A competitive price will attract more prospective buyers. A property attracts the most excitement and interest when it is first listed, therefore it has the highest chances of a sale when it is new on the market and priced appropriately.

This market value definition presupposes perfect knowledge on the part of the buyer and seller. Since this perfect world rarely exists, our estimate of price is generally indicated as a range.

In preparing a comparative market analysis for a property we use many of the tools that a professional appraiser utilizes: comparable sales, competitive listings in escrow, square footage, location, amenities, and the general condition of the property. We will incorporate the current real estate market conditions. Is it a buyer’s or seller’s market? We also look at the effect of any existing financing on the property.

The research data is obtained from the information currently available from the Board of Realtors Multiple Listing Services, local real estate firms, State Real Property Tax Department, and title companies.

The comparative market analysis provides a fair market price range for your property. It does not mean that the sale of the property could not occur at another price. The price you ultimately receive, of course, will depend on the seller’s motivation, the motivation of the buyer, and market conditions at the time offers are received.

General Exterior. Prospective buyers will react well to signs your home has been meticulously maintained.

• Manicure landscaping: mow, edge and water lawn, trim hedges, weed and fertilize flowerbeds, and prune trees.
• Keep driveway clean and free of parked cars, and keep the garage door closed.
• Repair or replace loose or damaged roof shingles.
• Minimize cracks or crumbling on walkways, walls, or steps, and keep them clean and free of obstructions like toys.
• Items from boat trailers to trash cans left out can contribute to a cluttered or busy appearance.
• Make sure that from the street, your property appears clear of clutter.
• Inspect appearance of interior window coverings from the curb.
• Repair any peeling paint or loose caulking on windows or other areas.
• Take steps to eliminate insect or rodent pests.
• Pick up after your pets or neighborhood animals.

Doorway. While agents work the lockbox for a key, buyers have idle time to notice details.

• Apply a fresh coat of paint to the front door and frame.
• Consider adding pots of flowering plants in the entryway if weather permits.
• Eliminate cobwebs and groom doorway area windows, porch light, or decorative glass

Interior Appeal Once inside, most buyers are reaffirming their curbside decision.

Clean. Clear, Light and Bright

• Give every room in the house a thorough cleaning and remove all clutter.
• Hiring a cleaning service may pay for itself by adding to a buyer's perceived value of your home.
• For a sleeker, more spacious look, consider placing furniture from crowded rooms in storage.
• Clear kitchen counters of everything other than perhaps a few very pretty items. Ask yourself: In a model home, would a professional decorator put your choice of items out on the counter?
• Remember: closets will be opened! Keep closets, cupboards, and even your attic orderly and neat. Since you are anticipating a move anyway, consider holding a garage sale or boxing and storing unused belongings
• If necessary, repaint or clean/replace dingy, soiled or strongly colored walls, and window and floor coverings with a light, neutral shade. Bright rooms look bigger, and neutral colors help buyers envision their own furnishings and decor.
• Repair dripping faucets, burned out light bulbs, or cracked windowpanes
• Repair cracks, holes or damage to plaster, wallboard, wallpaper, and tiles.

Warm and Homey

• Subtle scents of potpourri in bedrooms or baths and fresh baked cookies or cinnamon in the kitchen can make your home more inviting.
• Keep an attractive set of towels in each bathroom to be brought out only for showings

General Preparation. When preparing your home, think about the techniques used to show builders' model homes or what you might do to prepare for honored guests.

• Review pointers from "First Impressions" checklist, particularly regarding cleanliness, clutter, and repairs interior and exterior.
• Create as light, cheerful and serene an environment as possible.
• Open drapes and light lamps including those in closets, basement or attic.
• Add a welcoming touch by filling candy dishes and putting out fresh flowers.

Bedrooms

• Make beds, put clothes and toys away, keep decorator pillows orderly.
• Turn blinds so slats are uniformly open. Put on light if room is dark.

Bathrooms

• Put out a clean hand towel, fresh soap and soap dish.
• Put commode lid down and ensure tissue supply is adequate.
• Potpourri dish can provide a nice sight and scent.

Kitchen

• Put away last minute dishes and conceal countertop articles.

Dining Room

• Arrange inviting centerpiece.
• Light chandelier.

Living Room/Family Room, Den

• Straighten pictures on walls.
• Adjust couch cushions and throw pillows.
• Dispose of newspapers and drink containers, and polish tabletops.

Entryway

• When exiting just before buyers arrive, turn around at front door and see what the prospect's first impression will be. What is the first thing you notice from that vantage point? Is it an asset?

Notify your neighbors of scheduled open house days, and assure them they'll be welcome. Their eagerness to discover decorating ideas for their own homes, may actually result in them turning up a buyer among their friends.

• Post Office
• Charge Accounts, Credit Cards.
• Subscriptions: Notice requires several weeks.
• Friends and Relatives

Bank

• Transfer funds, arrange check cashing in new city. Arrange credit references.
• Insurance
• Notify company of new location for coverage: Life, Health, Fire & Auto.

Utility Companies

• Gas, light, water, telephone, fuel.
• Obtain refunds on any deposits made.

Medical, Dental, Prescriptions Histories

• Ask Doctor & Dentist for referrals.
• Transfer needed prescriptions, eyeglasses, X rays.
• Obtain birth records, medical records, etc.

And Don't Forget To

• Empty and defrost freezer and clean refrigerator.
• Have appliances serviced for moving.
• Clean rugs or clothing before moving.
• Arrange to have items wrapped for moving.
• Check with your Moving Counselor: Insurance coverage, packing & unpacking labor, arrival day, various shipping papers, method and time of expected payment.
• Plan for special car needs of infants.
• Leave old keys needed by new owner with Realtor.

On Moving Day

• Carry enough cash or travelers checks to cover cost of moving services and expenses until you make banking connections in the new city.
• Carry jewelry and documents yourself, or use registered mail.

At Your New Address

• Plan for transporting pets; they are poor traveling companions if unhappy.
• Double check closets, drawers and shelves to be sure they are empty.
• Check on service of telephone, gas, electricity and water.
• Check pilot light on stove, water heater, incinerator and furnace.
• Have new address recorded on driver's license.
• Register car within 5 days after arrival in state or a penalty may have to be paid when getting new license plates.
• Apply for state driver's license. Register children in school.
• Arrange for medical services: Doctor, Dentist, etc.