Seller Guide
Your guide to selling your home
Meet the Team
Jack Shorb CEO
REALTOR ® | Licensed in DC/MD/VA
301.767.7545
jack@theshorbteam.com
Justin Kelley Director of Client Experience
REALTOR ® | Licensed in DC/MD/VA
860.484.2039
justin@theshorbteam.com
Ellie Shorb Senior Sales Advisor
REALTOR ® | Licensed in DC/MD/VA 240.338.8919
ellie@theshorbteam.com
Sklar Director of Operations
Chloe
Testimonials
"Jack and Ellie on The Shorb Team were amazing to work with on the sale of our home! We've already recommended them to friends and family because they were simply outstanding -- we'd work with them again in a heartbeat! Thanks to their advice, dedication, and commitment to getting the best possible result for everyone involved, not only did we sell our home at lightning speed and at an amazing price, but we also did so knowing that they were doing everything possible to make the entire selling and moving process as easy as possible for our entire family. They were fun to work with, highly responsive, professional, knowledgeable, and trust-worthy. It was obvious from day one until the day we moved out and handed over our keys to the new owners that they truly care about helping their clients find or sell their homes to make their dreams of a new life come true! If you need to sell or buy a home, we highly recommend The Shorb Team!"
Seller in Virginia
"I recently sold a house in the heart of Petworth, and while this can be a very stressful process, I felt 110% confident by partnering with Justin. He was candid, provided great feedback, helped explain clearly all details, and managed the actual sale negotiation brilliantly. Justin was extremely responsive to every one of my questions, no matter how small, and went the extra mile to review the timeline and sale strategy. He provided the right guidance in recommending specific renovations to improve the value of the house. Justin is passionate about his customer's goals and is an EXPERT in the DC market."
"I've bought or sold 8 houses in my life and my experience with Ellie Shorb was the best. She listens well, follows through impeccably, was very helpful with out of town details (getting an alarm installed and selling a piano), and is a very positive person, which is important to me. All this on top of selling the house in that first few days and above my asking price. Very professional and service oriented. I'd recommend her highly to others."
Seller in Maryland
Seller in DC
Recent Sales | Maryland
6605 KENNEDY DR | CHEVY CHASE
Sold in 7 days $200,000 over asking with 3 offers.
Sold over ask within the first weekend.
1926
Assisted sellers in extensive listing prep and staging. Received 6 offers and 6.7% over asking price.
24 HESKETH ST | CHEVY CHASE
Found a buyer off market for our clients’ aspirational price.
Assisted sellers in an off-market sale, receiving $50,000 over asking.
5012
Was able to receive 5% over the asking price after the first weekend on the market.
10201 GROSVENOR PL #703 | ROCKVILLE
4907 MONTGOMERY AVE | BETHESDA
CARTERS GROVE DR | SILVER SPRING
FT SUMNER DR | BETHESDA
Recent Sales | Washington, D.C.
5002 7TH PLACE NW
Assisted our clients in finding an off-market deal at their aspirational price.
1308
CLIFTON ST NW #405
Assisted clients in renovation and staging to receive a strong offer in just a few weeks on the market.
2349
KING PLACE NW
Helped clients prep home while they were living there and negotiated $70,000 over asking.
2000 E ST NE
Guided our investor clients in substantial renovations and negotiated a deal close to asking price.
2242 48TH ST NW
Fielded multiple offers – receiving 20% or $250,000 over asking price.
1931 17TH ST NW #401
Sold a 1-bedroom condo in 5 days and $10,000 over asking price.
Recent Sales | Virginia
3404
Sold $175,000 over asking price within 5 days.
7338
Sold 3% over asking price within the first weekend.
6208
The buyers purchased this home as the perfect fit for their growing family.
8325
Our seller purchased and sold with us, and was able to sell the home within 5 days for $13,000 over asking price.
1042
Our seller relocated to NY and was able to sell her home for $47,000 over asking price within 5 days.
6408
Sold within 4 days.
HIDDEN MEADOW LANE | FAIRFAX
CLAREMONT WOODS DR | ALEXANDRIA
ELDORADO ST | MCLEAN
DELF DR | MCLEAN
HOMESPUN LN | FALLS CHURCH
CASTLEFIN WAY | ALEXANDRIA
Our Commitment to You
Our Commitment to Our Clients
• Utmost care and honesty
• Constant communication
• Strong relationship with top agents in our area
• Deep knowledge of buyer needs
• Full access to our resources, attorneys, contractors, etc
• Hardened negotiation skills
• Weekly seller recap report
• Client portal for tracking the timeline
• In-house dedicated marketing team
• In-house contract to close team
• 180-step written listing process with proven success
• Lifelong ongoing relationship
Types of Representation
• Seller Representation
• Buyer Representation
• Designated Representation
• Dual Representation
What is a Listing Agreement
• The listing agreement stipulates that we can represent your best interests as your full-service agents; this allows us to negotiate on your behalf and assist you with contracts and addenda.
• As your fiduciary agents, we provide the following to our clients: accounting, care, confidentiality, disclosure, loyalty, and obedience. Once we formalize our relationship, you become our client.
• Fees
• Property Launch Date
• Launch Price
What We Need from You
• Clear and transparent communication
• Candor: Be honest with us so we can better serve you
• Stick to the timeline, timing is everything
• Be open to our suggestions for preparing your home for the market
• Be willing to use our winning formula as a guide to your success
• Reserve full excitement until the buyer has signed at settlement
1 2
5
6
3
4
8 Introductory Meeting Home Visit Meeting Sign Listing Agreement Pricing/Feedback Tour Private Exclusive Placement Improvements Declutter Cleaning
7
Introductory Meeting
This is where we gather information about your property and goals so that we can create a customized plan for your unique situation. We will walk through our seller guide to make sure you understand our process and how we net our clients the most for their properties.
At the close of this meeting, we will schedule a tour of the property.
Property Visit Meeting
Build a Customized Timeline and Marketing Strategy
• After this step, you will know exactly what to expect from us and how we will prepare your property for sale.
• We feel that this is one of the most crucial steps in our process to make sure that we are building out a strategy just for you.
Review Market Data and Insights
• We will come prepared with neighborhood and market data to help us make informed decisions on marketing and pricing.
Tour the home
• Time to show us your property!
• We will be identifying high return on investment improvement opportunities during our tour.
Review Listing Agreement
• The listing agreement allows us to begin working as your fiduciary agent.
• This agreement allows us to field offers for you, negotiate on your behalf, and represent you. After this step, we can begin property preparations and act as your agent!
Building Your Timeline & Marketing Strategy
Pricing/Feedback Tour Date
Compass hosts a weekly pre-market tour where agents across the brokerage visit properties to offer pricing and preparation strategy. It is also an opportunity for us to start building anticipation for your launch, as some of the agents may have clients who would be interested.
Private Exclusive Placement Date
We will put the property on our private exclusive platform to begin building up excitement for the launch, while gaining valuable feedback from real buyers in the market. We will also pull a list of every agent who transacted in your neighborhood over the last 12 months to let them know about your property.
Improvement Start Date
As a team, we will decide what, if any, renovations we think will net you the most for your property. We will manage the contractors from start to finish, making sure that they are meeting your timeline and budget.
Improvement Completion Date
Our team performs a final walk-through with the contractor team to outline any touch-up work to be completed by this date so that we can get ready for launch.
Cleaning Date
On this date, our team will send one of our cleaning teams in to make sure the house is looking its best for professional photography.
Staging Date
Our team’s stager is a market-leading interior design expert who knows the taste of the current buyer. The stager will spend a day or two at the property curating its design starting on this date. If you are occupying your home, we will advise on edits to present your property like it is professionally staged.
Building Your Timeline & Marketing Strategy
Photography Date
On this date, we will bring the area's leading photographer featured in publications: NY Times, Washington Post, The Wall Street Journal, NY Post, Washington Business Journal, in to take professional photography for our marketing.
Pricing Finalization Date
We will meet once more virtually to review the state of the current market and lock in a finalized pricing strategy for launch.
Property Launch Date
This is the date that your property will be entered into the Multiple Listing Service (MLS) and all marketing (digital and print) will be executed. We are now on the market!
Open House Date
The first weekend we are on the market, we will ideally hold an open house.
Under Contract Date
Our goal is always to have an offer after the first weekend or 7 days on the market. This timing will be better predicted using the data from our market review.
Settlement Date
It is safe to expect a 30-day closing in our market; however, some lenders can move more quickly. If it is a cash offer, a 2-week close is possible.
Private Exclusive
What is Private Exclusive?
Private Exclusive is an off-market tool we have to gauge interest and test pricing while we are getting your home ready for its launch date. Property details aren’t disseminated and won’t appear on public home search websites. Corcoran McEnearney agents will be able to see your property with limited details. Private Exclusive listings are also a great opportunity for sellers with privacy concerns.
How do we recommend using Private Exclusive?
We recommend using this platform as a testing ground for price. Usually, when a home is off market in Private Exclusive, we recommend setting an aspirational price. We can use this data to inform our finalized pricing strategy for when we launch on the public MLS.
Do I have to have my property show ready for Private Exclusive?
Not necessarily! Generally, Corcoran McEnearney agents and their clients understand the property may be undergoing edits for market preparation, and if needed, we can prohibit showings altogether.
Why would a home seller accept an off-market offer?
Every homeowner and their needs are different; some may not want the flood of buyers entering their home, or some may seek privacy. An off-market offer may allow the home seller to dictate terms that fit their needs.
Pricing Strategy
Aspirational Pricing
• Increased days on market
• Could stigmatized property
• Less showings
• Less leverage
• More contingencies expected
• Could compete against better homes
Perceived Market Value
Event Pricing
• Reduced days on market
• Higher chance of bidding wars
• More showings
• Fewer contingencies expected
• Could leave money on the table
• Compete against overpriced homes
• Faster sale
Marketing Strategy
Pre-Launch Marketing
• Professional Interior + Exterior Photography
• Floor Plans
• Whole House Interior Cleaning
• Window Cleaning
• Introduction to Vendors and Provide Improvement Suggestions for Sale
• Staging Consultation
• Night Shot of Exteriors (Single Family Homes Only)
• Video Feature
• Strategic Listing Copy
• PR Strategy
Launch Marketing
• MLS Placement + Domestic and International Syndication
• Brochures
• Property Sign
• Open House
• Weekly Reporting
• Custom Property Website
• Social Media Campaign
• Targeted Email Campaign to Top Buyer Agents in Area
• Professional Postcard Showcasing Home Sent to 250+ Neighbors
• Featured in Compass Catch + Global Newsletter
What to Expect After Launch
Once the property launches, one of our team’s main roles becomes being a concierge service for buyers and buyers’ agents who are interested in your property. Our team will be available to answer questions about the property and coach them through making offers by highlighting the strengths of the property.
Navigating the Market:
You will lean on us to assist with adjustments we need to make to our positioning if there are changes to the market, interest rates, and competing properties for sale. We will make sure you are not leaving money on the table, and doing exactly what you need to do the reach your goals.
Weekly Market Reports:
Our team will put together weekly market reports so you are aware of all aspects of your home’s market activity. Here is an example of how that will look:
Offers & Negotiations
After doing everything we can to market the property and make it look it’s best, we will receive offers. The market value of the property will be determined by what a buyer is willing to pay for your property.
Each Buyer Agent and Buyer is unique in their strategy and qualifications to buy your home, it is our job to get you the best offer possible.
Our Negotiation Strategy
• Successful negotiation = win-win
• Lowballing with residential real estate often results in a net negative effect. People are emotional when buying a home for themselves and their family.
• Terms can be more important than price when comparing multiple offers.
Talk to the Buyer’s Agent
We speak with the buyer’s agent and the buyer’s lender to learn as much as we can about the client and their qualifications.
Setting an Offer Deadline
If we feel very strongly that we will be receiving multiple offers, we may set an offer deadline. Once we do that, we will let all previous and future showings know that we will not be accepting offers until after the deadline. Each situation is unique, and we will adapt a strategy in real time with you.
Standard Offer Terms
Our Negotiation Strategy
1. Cover Page
2. Personal Letter to the Seller (optional)
3. Pre/Full-Approval Letter from ender or Proof of Funds
4. Sales Contract (NVAR / GCAAR / MAR / Builder’s Contract)
5. Contingency Addenda (if applicable)
6. Disclosures from Seller
Sales Contract
1. Offer Price
2. Down Payment Amount
3. Loan Type
4. Earnest Money Deposit
5. Title Company
6. Settlement Date
Navigating Offer Terms
Home Inspection Contingency
• Waive Inspection
• Pre-offer home inspection
• Right to void
• Right to negotiate
Financing Contingency
• Waived Financing Contingency (Cash, Full Approval)
• Include (short timeline)
• Include (long timeline)
Appraisal Contingency
• Waive Appraisal Contingency
• Appraisal Contingency with gap coverage
• Include (short timeline)
• Include (long timeline)
Radon Contingency
• Waive
• Include (short timeline)
• Include (long timeline)
Seller Credit
• Percent or Dollar
Escalation Clause
• Escalator vs. Cap
Post Settlement Occupancy
• Free rent back
• Charge monthly payment
• Security Deposit
Contract to Close
Congratulations! We have a buyer for your property. Our team will be working diligently to get them to the finish line.
Important Dates
Our team will be sending you an intro email with a link to your very own client portal to watch the timelines based on your sales contract. We will be providing regular reminders for any tasks you need to complete.
Managing the Cooperating Agent
The buyer may have the ability to perform inspections on the property. We will be there every step of the way to manage expectations and negotiate on your behalf. If there are negotiated repairs we must complete prior to settlement, our team will be standing by to help communicate with the vendors to ensure satisfactory completion.
Meeting the Appraiser
If the Buyer of your property is securing financing through a mortgage, they will likely have to complete an appraisal to confirm that our sales contract price is acceptable within fair market value. We will coordinate the appraisal date with you and be there to meet the appraiser and provide data to prove the home’s value.
Monitoring Buyer Financing
The Buyer’s lender will be working with their processing team to get the Buyer to closing. Our job will be to ensure the lending is moving smoothly to prevent delays in settlement.
Ensuring Property is Ready for Settlement
Transferring ownership is a big task; we will be sure you have all the resources you need to make it a smooth one. We will also ensure the property is in the contractually agreed condition prior to the buyer’s final walk-through.
Frequently Asked Questions
Why
do I need staging?
Staging a home when selling is important as it enhances visual appeal, maximizes space, facilitates an emotional connection between buyers and the home, showcases its potential, and differentiates it from competitors. By creating an attractive and inviting atmosphere, staging helps buyers envision themselves living in the space and increases the likelihood of receiving offers. It allows buyers to see the home's full potential, stand out in a competitive market, and ultimately achieve a faster and more successful sale.
Is it worth it to make improvements to my home?
Making improvements prior to photography and selling your home can be very beneficial for your net proceeds. Many buyers are not interested in doing renovations, and offering a property in as close to turn-key condition as possible will attract a larger buyer pool. Our team will advise you on which improvements will net you the most money for the sale.
Should I move out before selling?
Moving out before selling a home is beneficial if possible. By moving out, we are able to make the property easy to show, which increases the number of buyers who will be able to see your home. The more showings we can allow, the more offers you will receive. Moving out also allows the house to remain constantly in a “show-ready” state. It can also make buyers feel more confident about writing an offer, as there are no timing logistics they need to work through. That said, we have helped many sellers sell while living there, and we can assist you in making your home as close to staged as possible. We recommend leaving for the first weekend the home is on the market if you will be living at the home during the sale.
Do I need to compensate a Buyer’s Broker/Agent?
Being open to paying a buyer broker compensation will help attract as many buyers as possible to your property. If you do not offer compensation, the buyer will have to strategize with their lender to work out a creative way to adjust for that in their offer. They may ultimately still ask for compensation in their offer. Buyers often use ALL of their financial resources for their down payment, loan costs, and to pay all of the other expenses associated with a home purchase. Offering compensation sends a powerful signal to the market to attract as many quality buyers as possible. We believe that offering compensation to a buyer's agent will net you the best results when selling your property.
Frequently Asked Questions
How
should
I know when to accept an offer?
Our team’s goal is to provide you with insight into all facets of an offer so that you can make the most educated and informed decision possible. Offers have many factors to consider, such as your net proceeds, contingencies included, and the likelihood of the buyer and their agent to perform. Our expertise will help you feel empowered to make the right decision for your sale.
How long will it take to sell my home?
The duration it takes to sell a home can vary significantly based on several factors, including the local real estate market conditions, the property's location, price, condition, and the effectiveness of your marketing and pricing strategy. We will go over the average days on market with you so that we can set proper expectations. Once an offer is accepted, most contracts have a settlement date of 20-60 days after acceptance.
How long do showings take?
We suggest that you budget one hour to be out of the house for showings. Buyers generally spend 30-60 minutes in a home with their agent, depending on the property size. We suggest that you aim to have the property ready and vacated 15 minutes before their scheduled arrival time and return 15 minutes after their end time.
Glossary
Appraisal: When buyers are purchasing a home with a loan, their lender will order an appraisal. The appraiser will give an opinion of value based on an examination of the property itself, as well as the sale price of comparable homes in the area. If the offer you accept has a loan, we will provide data to assist in supporting the contract price, And will coordinate the scheduling of the appraisal with you.
Assessed value: This is how much a home is worth according to a public tax assessor, which is used to determine how much city or state tax the owner owes. This does not reflect the actual market value.
Contingency: A provision of an agreement that keeps the agreement from being fully legally binding until a certain condition is met. Some of the most common contingencies we might see are home inspection, appraisal, and financing.
Down payment: The amount a buyer is putting down in cash at settlement (the rest of the purchase price will be the loan amount). When reviewing offers, a strong down payment of 20%+ can show financial strength and can make a loan more likely to be approved.
Earnest Money Deposit: A portion of the down payment that is sent to the title company and held in escrow until settlement within 5 days of going under contract. 5% of the sales price is customary in the DC area. This amount, upon written release from both parties, can be distributed to the seller if the buyer defaults on the contract.
Improvements: We use this word to describe high-return-on-investment property improvements we make to a home prior to listing it for sale on the market. These improvement suggestions come from years of experience helping buyer clients and seeing what is popular in the current market. Some examples of property improvements we see net the biggest gains for homeowners are painting, flooring, staging, lighting, and landscaping.
Inspection: If a buyer has a home inspection contingency, they will hire a professional inspector to visit the property with them. Some buyers may opt to do a pre-offer inspection, which allows them to do a home inspection before writing an offer. The purpose is to check that the house’s plumbing, foundation, appliances, and other features are in working order. Issues that may turn up during an inspection may factor into the negotiation on a final price.
Listing agent: This is the agent who represents the seller in the home-buying process. On the other side is the selling agent, who is assisting the buyer.
Mortgage broker: The broker is an individual or company that is responsible for taking care of all aspects of the deal between borrowers and lenders, whether that be originating the loan or placing it with a funding source such as a bank. We will check in with the lender throughout the deal to make sure that they are meeting their timelines.
MLS: Multiple Listing Service. An MLS is a local or regional organization that collects, compiles, and distributes information about homes listed for sale by its members, who are real estate brokers. It is the primary database used for house hunting and the data therein is often distributed to other real estate listing websites. (Our local MLS is Bright.)
Title/Settlement Company: Ensures the contract is fair to all parties and manages the money throughout the process. The buyer chooses the company. The title company reviews title, issues title insurance policies, facilitates closings, and files/records paperwork. The title company represents the terms of the contract rather than either party.
About Us
Team Partnerships + Accolades
• GCAAR Board Members
• Certified Residential Specialist (CRS)
• Featured in Washingtonian’s 2024 & 2025 “Elite Producers Platinum” in Maryland, Virginia, and Washington, DC!
• We support Young Artists of America, Open Door Sports, Wider Circle, Hope for Henry, Us Against Alzheimer's, Many Hands, St. Albans School, River School Scholarship fund.
Recognized In
We are Excited to Serve You
We are glad to have had the opportunity to meet with you about your property. Once you have decided that you would like to move forward with our team to guide you through this process, please reach out to us.
We look forward to helping you realize your goals, and we eagerly await the opportunity to get to work on your behalf. Thank you for taking this significant step with us.
