The Ultimate Seller's Guide

TheUltimate Seller's

Kevin: 720-822-2140

Alicia: 720-383-0078

Kevin@DeSelmsGroup.com

Alicia@DeSelmsGroup.com

Hello.

We are Alicia and Kevin DeSelms, founders of The DeSelms Group As a real estate team, we pride ourselves in helping our clients sell their homes faster and for the maximum amount the market will bear.

Through years of experience, we have built a reputation of outstanding service, while achieving market-beating results. We are passionate about guiding homeowners through our comprehensive selling process; from consultation and staging, to negotiating offers, to ensuring a smooth and successful closing. We go above and beyond to make sure clients feel comfortable and confident throughout their entire home selling journey.

What we bring to the table

We are licensed Colorado Real Estate Agents with over six years of experience in the industry. Our combined expertise includes video marketing for film and television, professional copywriting,interiorarchitecture,education,andnegotiation. This singular combination of skills, combined with our unique, market-tested, and comprehensive selling system, regularly results in market-beating outcomes for our clients. We are able to offer up-to-date market information, sound advice, and unique insight into the Denver-area market. Our clients appreciate our friendly, candid approach as well as ourexceptionalmarketingandnegotiatingskills.

What we will do for you

Understanding your individual situation, your needs and aspirations, is our starting point for helping you achieve the best possible result. Our priority is to keep your best interestsattheheartofeverydecision.We'llguideandassist you every step of the way, ensuring a smooth, stress-free move amid the complexities inherent to any property transaction. Together, we will achieve the best possible outcomeforyouandyourfamily.

Ourpromise toyou

Personalintegrity

Wewillalwaysbetruthfulandtrustworthy.

Wewillbetransparentaboutourexpertiseandservices. Wewillalwaysgiveyouourhonestassessmentandwill nevermisleadyou.

Professionalconduct

WeabidebytheNationalAssociationofREALTORS® CodeofEthics.

Wewillmaintaincompleteconfidentialitywithallpersonal andsensitiveinformationdisclosedtous.

Wewillopenlydiscloseourfeesandcommissions.

Wewilldiscloseanyconflictofinterestsorpersonal connectionswithpartiesinvolvedinbusinessdealings.

Yourbestinterests

Wearecommittedtoworkingforyourbestinterest. Wewillalwaysgiveyouourverybestadvice,andalways helpyouavoidmakinganybaddecisions.

Wewillofferyouprofessionalrecommendations,butwill alwaysrespectyourdecisionsonhowtoproceed.

Wewillnotpressureyoutoacceptanofferyou'renot happywith.

Promotingyourproperty

Fromdayonewepromisetodeliveracomprehensive marketingplanthatprovidesgreatvalueandgivesyour propertythemaximumexposuretopotentialbuyers.

Communicationiskey

Youcanexpectconsistentcommunicationwithus throughouttheprocess,frompreparingyourhomefor sale,rightthroughtoclosing.

Wewillensurethatyouunderstandeverystageofthe process,andeverythingyouwillbeaskedtosign. Wewillexplaineverythingyoudon'tunderstand,sothat youfeelcompletelycomfortableeverystepoftheway.

AGENT ADVANTAGE

Home sellers have many questions and concerns. Working with us gives you the peace of mind that we are available anytime to provide answers.

Other advantages:

Access to up-to-date comparative market analysis and assessment. Establish the right starting price based on our unique understanding of buyer psychology and marketing expertise. We provide expert advice and assistance with staging the home, ensuring the maximum impact.

Local, national, and global buyer reach. Premium marketing that gets you the maximum exposure to qualified buyers. A wealth of industry knowledge, tools, marketing channels, plus company and personal networks.

Leverage our expert negotiation skills to maximize your final sale price.

Thorough knowledge of legalities and potential transaction pitfalls to avoid. Capitalize on an efficient closing, ensuring all the T's are crossed and the I's are dotted.

Having an experienced advocate by your side throughout every step of the home selling process.

TheDeSelms Group

A Record-Breaking Sales Team

Our team lives on the cutting edge of real estate, consistently innovating more effective methods for selling homes for the maximum. We take great pride in our history of shattering area sales records and exceeding our clients' expectations. We not only offer a full range of real estate services, but also provide top-flight recommendations for financing, mortgages, insurance, inspections, and contractors. For more information about our team, visit us at www.DeSelmsGroup.com

psychology, video production skills, negotiation, and constant innovation in his methods of selling real estate, gives our sellers a massive edge over the competition.

ALICIA DESELMS | REAL ESTATE BROKER/ FOUNDER

Alicia holds advanced degrees in interior architecture, education, and leadership. Her knowledge of design and interiors is second to none, and her ability to educate our clients means they are better prepared to succeed in this market than any of the competition. For clients who are selling a home, her expertise in staging creates the perfect environment for maximizing a seller's return on investment.

KEVIN DESELMS | REAL ESTATE BROKER/ FOUNDER/ TEAM LEAD

What our clients say

"As we got to know him and better understand his process, the more we came to appreciate the subtle, but substantial differences in his approach. In the end, we were able to sell our home at nearly 30% above our asking price. We enthusiastically recommend Kevin!"

TonyPasma

JOHNSONFARM,NIWOT,CO

"He truly cares about his clients. We always complained about the expenses that came along with Realtor costs; however, Kevin truly showed us how important it is to have an expert representing you."

RobertHobbs

HOMESTEADHILLS,THORNTON,CO

"Kevin and Alicia helped me prepare my house step by step in a professional, painless way. After my husband passed, the whole process of selling my house was overwhelming to me. However, Kevin's guidance through each step resulted in a very rewarding and pleasant experience. You can't go wrong with this expertly skilled team."

BarbaraOgren

THESHORES,LONGMONT,CO

"Kevin did an amazing job selling our house! We followed his expert advice to the letter and our house sold for 7.5% above asking. Not only that, but he is a really nice guy that operates with the utmost integrity. I don't think we could have asked for a better outcome."

MaryMercer

SUNSTREAM,WESTMINSTER,CO

"We expected a struggle...not the case with Kevin. He made this so seamless and easy. We couldn't be happier! We couldn't have done this without his help, knowledge, due diligence, willingness to help and true kindness."

DeborahMartin

MARIN,ARVADA,CO

"Kevin was great to work with. His knowledge about the market and his advice was excellent as he was able to get our home quickly under contract (within 48 hours), which we ended up selling over our asking price. I highly recommend Kevin as your real estate agent. You will not be disappointed."

MatthewFrank

HERITAGE,LOUISVILLE,CO

Consultation

Don't walk with people who say, "It can’t be done." Walk with people who say "It shall be done, because I am taking action now!" Your destiny is not written for you... it is written by you.

An important part of our role as your listing team is to explain every aspect of our process and to ensure you understand it completely. This will allow you to make informed decisions and ensures that you'll be totally happy with the strategy we are implementing for you.

Preparing to sell your home

One of our top priorities is to discuss everything that we will do for you, and also the tasks that you must do yourself. Areas that we'll address include:

Reviewing your financial situation, discussing any plans to buy a new home with the proceeds of your sale, and coordinating the two plans.

Establishing our comprehensive marketing strategy to achieve maximum buyer interest. How to target potential buyers through the selective use of print, media, online, and buyer agent outreach. Practical steps to prepare your home for sale, including possible repairs & deferred maintenance, upgrades, or renovations. Optimizing the presentation of your home, leveraging our staging services if necessary.

Navigating the process of our exclusive opening weekend home launch and any future showings.

WorkingTogether

Our job as your Listing Team is not merely to sell your home, but to represent your most valuable asset to its greatest advantage. Below are some of the ways you can support this process. Working together, we'll achieve the best possible outcome.

Our requests of you:

Clarify goals: Having clarity about your goals and aspirations will help us tailor our approach to your specific needs. This can include coordinating the purchase of a new home, or recommending a quality agent from our network, when moving out of state. Clear communication: Our partnership will be most successful when you are as clear and open as possible with the information you provide us. We want you to feel comfortable asking any questions you might have, at any time. Please also inform us ASAP, if your situation changes at any point. Diligent preparation: We'll provide as much guidance and support as possible in preparing your home for sale, but we're going to need your help executing on the plan. Your effort in preparing the home will be a huge reason for its final sale price. Be flexible: Selling (and buying) a home can be a stressful process. Our recommendations are based on years of experience and record-breaking results. We only ask that you be willing to take the necessary steps to secure the best offer possible, even if it's not always convenient.

Believe in the Process: A positive attitude goes a long way when the journey seems tough. Remember that this is our area of expertise and we take great pride in our track record. Many past client testimonials include comments about trusting our process. Do that, and you will achieve great results!

Contracts and documentation

Many documents are needed at different stages of this process. Most will be available to sign digitally and we will handle a lot of it ahead of time. Here's what you can expect.

Before you list:

Exclusive Right To Sell: The listing contract

Square Footage Disclosure: Your home's size

Seller's Property Disclosure: Your home's condition, to the best of your knowledge

Definitions of Working Relationships: The different types of agency allowed in Colorado

Seller Advisory: The financial condition of the home and HOA, including any liens, etc...

Pre-listing inspection report: Identify and fix any issues that might give the buyer leverage

Confirm there are no surprise liens or encumbrances on the property

Due diligence documents: Gather any receipts for home improvements, or repairs, as well as any appliance manuals and warranties

To launch your home sale:

Comparative Market Analysis (pricing)

Confirm MLS listing details

Establish the marketing plan

Generate a seller's estimated net sheet

A pre-approval with a great lender if buying a new house with the net proceeds

Once we have received any available offers:

Contract to Buy and Sell - the official offer contract. Contains any special provisions and clauses, concessions, offer price, etc...

Counterproposal: Required if negotiating different terms to those in the original offer (often happens as a result of a bidding war)

Between Contract & Closing:

Inspection Objection: Should the buyer object to anything found in an inspection, they can request repairs or a credit from the seller

Appraisal Report: As required by a lender

Seller's Settlement Statement: Final reconciled costs and proceeds as calculated by the closer

Notes

AGENT ACTION POINTS

Establish a robust marketing plan and budget proposals Prepare CMA report for pricing strategy

CLIENT NEXT STEPS

E-sign initial listing paperwork and fill out/sign disclosures. Gather due diligence documents listed on page 2.2 Review section 3 on Financials

Common Avoiding

Mistakes

Becoming overly emotional

We all invest time, money, and emotion in acquiring and improving a home, so it's no surprise that we develop a strong emotional connection to it. We have memories and associations that may be hard to say goodbye to. Take time to acknowledge memories, talk about them with your family, and take some photos. Remember what attracted you to this house, what improvements you have made, and highlight these in your marketing strategy. Then, it's time to stop thinking of it as your home and instead, as a product that you're trying to sell for the most money possible. Getting the maximum for your home will help facilitate the plans you have for the future!

Failing to hire the best agent

A good agent can help you avoid a multitude of potential issues associated with your sale, before they happen. They're skilled at setting a strategic starting price, provide top-tier marketing, are familiar with buyer activity in your area, and are experts at negotiating the maximum offer. They are also intimately familiar with contracts and every possible strategy a buyer agent might use. You may be tempted to try selling it yourself in order to avoid a commission, however many of our past clients who once felt this way that have since become our biggest advocates. There are good reasons for this.

Not disclosing known problems

Do not hide or minimize any issues with your property's condition, they will come to light during the buyer inspection. This is why we advise every seller do a pre-listing inspection. It will alert you to areas that need to be repaired or other potential problems. You can then resolve these issues before listing, or at least be aware of them so you can negotiate with a buyer on a resolution. Be aware that buyers who are looking for a turnkey property will not consider purchasing your home if there are unresolved issues, or they will use those issues as leverage to reduce the final sale price.

Setting an unrealistic starting price

Setting the right starting price is absolutely critical. Buyer agents have access to the same sales data that we do, and they will know whether you are over-priced. Doing that puts a psychological ceiling on a buyer's maximum offer and discourages competition. Don't be concerned about setting a price on the low side of the established price range. We have had properties sell for 30-80% more than our initial asking price as a result of the bidding wars that often erupt around our listings. Just remember that as much as we can influence the buyers through our marketing, ultimately it is the buyer pool who determine what your house is worth. We can only influence their perception of value, and our entire process is designed to do exactly that.

Inadequate preparation

Failing to prepare your home properly for sale can result in a lower final sale price or failing to get any offers at all. A home inspection will alert you to major issues that require your attention. We will consult with you on which issues are pressing, and which ones you can safely ignore. Potential buyers who notice obvious faults may wonder whether your home has more serious issues that could rear their heads later. You may not have the time or finances to undertake renovations, but do not underestimate the effect that basic repairs and decluttering can achieve. A new coat of paint, fixing loose handrails, replacing doors, or a thorough cleaning can go a long way toward making a powerful first impression.

Skipping the staging process

Did you know that according to statistics published by the National Association of Realtors®, 58% of buyer agents stated that home staging had an effect on their buyers' view of a home and 81% said that a home's staging made it easier for their buyers to visualize a property as their future home? This doesn't always mean you will need us to bring in additional furniture or change out what you already have, sometimes it just requires reworking the layout and adding a few decorative elements. We are experts at this and will help you make your home showcase-ready, at no additional cost to you!

Failing to stick to the plan

Our process for selling homes, including limiting the initial showing window and encouraging all qualified buyers to show up at the exclusive launch day showing, is specifically designed to maximize competition by instilling buyers with anxiety and a fear of missing out. It works much the same way an auction does, but only if you are as committed as we are to seeing it through. Sellers have a lot on the line, and it can be very tempting to resort to tactics that communicate desperation to buyers. Don't succumb to this temptation! Our process has earned sellers massive returns, but only when they followed our recommendations to the letter. Our client testimonials attest to this fact.

Accepting unqualified offers

Unqualified buyers who wish to purchase your home with a contingency around financing or selling their own house can cause serious difficulties for you. Precarious financing arrangements may fall through, or their home may not sell in time. We will talk through all of the possible outcomes with you after speaking with a buyer's agent and lender, to determine the likelihood of problems. We never advise a seller to accept an offer from a buyer without a preapproval letter from their lender showing they are likely to be approved for the loan and can close.

Money Matters

Fully evaluate your financial needs, clearly understand the costs involved, and move forward with confidence

Home Selling Success

Marketing and selling a property is a bit like doing a jigsaw puzzle. If any one of the pieces is missing the picture cannot be completed. Below are the six critical factors that will ultimately determine the success of your home sale. Pricing is closely linked to every other factor and is a central component of our selling strategy.

SPECS & STATE OF YOUR PROPERTY

Location, size, style & construction, and also the age and condition, plus any improvements, all influence the value of your home.

MARKET CONDITIONS

Economy, legislation, interest rates, demographics, and time of year, all impact the supply & demand for homes like yours.

PRESENTATION

Repairs, decluttering, cleaning, plus staging or presenting with tasteful decor makes your home more desirable!

PRICING

Determining an attractive, accurate market value for your home is key to establishing a strategy that will secure top dollar, when the buyers start writing their offers.

MARKETING

Proactively engage the buyer pool with premium marketing collateral. Creating a customized plan for print & digital advertising will maximize exposure of your property and generate greater interest at the home launch. A strong marketing strategy will sell your home faster and for more money.

AGENT SAVVY

Benefits of a skilled agent: Local market knowledge, dedicated time, leveraging agent networks, luxury-level marketing; avoiding time-wasters and potential pitfalls, avoiding closing problems; expertise in sales, people skills, and negotiating the maximum sale price. Enjoy peace of mind with a listing agent on your team, because they work 100% for you!

YourHome

At the core of our strategy is establishing the correct starting price. Our goal is to quickly attract a large number of potential buyers and force them to compete. Done correctly, this will push the the final sale price up, and ensure you sell quickly and for the maximum.

What's a fair price?

Pricing a home can be dangerous, and a lot of agents and sellers get it wrong. The MLS is littered every week with homes that expired unsold after months on the market. Time acts like an acid to your home's price, as buyers begin to assume it's overpriced or believe something's wrong with it. Selling your home quickly results in the maximum price.

"

What influences a pricing recommendation?

The seller's financial needs & timeframe

Prevailing market conditions in your area

The desirability of your home

Results and insights from CMA (see previous pages)

Agent experience and knowledge of buyer psychology

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Countthe

Seller costs

It is important to consider all of the costs involved in selling your home. These can add up and will often depend upon your individual circumstances. The costs you may incur include:

PREPARATION & PRESENTATION

Repairs and upgrades: Costs are dependent on the condition of your property and will vary significantly. Staging and furniture rental as needed.

MARKETING CLOSING COSTS

We are one of the few teams in Colorado that include all marketing and staging services at no additional charge!

Agent commissions

Transfer taxes if applicable

Title insurance policy

Unpaid liens that must be satisfied

Water and sewer transfer

Escrow and closing services

Prorated property taxes

Home Warranty if applicable

Homeowner's Association fees

Closing Cost Credits / Seller Concessions: This typically occurs when a buyer asks you to contribute towards their closing costs, or to buy down their interest rate. You may also decide to give the buyer a credit to cover a repair requested in an inspection objection, rather than completing and paying for the repair yourself.

OTHER FINANCIAL COMMITMENTS

Loan repayment and fees: When paying off your mortgage loan, be aware of any potential fees from the lender.

Moving costs: Factor in packing and travel costs / moving services, and time off from work, etc...

Accommodation / Storage: If you are not able to move straight into your new home, allow for the cost of temporary accommodation and self-storage.

Marketing&Advertising

Luck Luck is not a is not a strategy strategy. . A A strategy is a series of strategy is a series of integrated actions integrated actions that that produce a produce a significant significant advantage advantage for you. for you.

The basis of our marketing approach is a strategy designed to reach the greatest number of people in your market in the least amount of time. Among the myriad marketing channels available today are four categories that consistently deliver great results for real estate. The diagram below lists 20 of best potential channels to market a property.

p r int
publications

Local magazines

Periodicals

Realtor Publications

Newspapers

Local Tabloids

Newsletters

Email & Messaging

Video / Content

Paid Advertising

Social Media

Brochures

Door Hangers

Postcards

Flyers

Yard Signs

adverti

si

Customer Database

Buyer Agent Network

Brokerage-Wide Emails

Events & Shows

Viewings

Stand out from the crowd

Buyers love listing photos...in fact, 97% of house hunters utilize online sites to view properties and for the majority, their first impression is their ONLY impression! A comprehensive range of professional, staged photos are essential to attracting more views and building greater interest among potential buyers.

Home buyers will form a positive opinion of your property from your photos, long before they set foot in your home. We ensure that every piece of media we use to market your home is of the highest possible quality.

“You only get one chance to make a first impression. This is why it's critical that your first impression be flawless.”

Kevin DeSelms

The DeSelms Group professional photography

Video&

Luxury-grade listing videos

Sellers who choose to work with The DeSelms Group are able to leverage Kevin's 16+ years of experience as a film and television editor in Hollywood, working on commercial spots, trailers, and behind the scenes featurettes for home video. We provide the same production quality on our listing videos that clients of multi-million dollar homes expect, at no additional cost. It is an investment in maximizing your final sale price, and Kevin loves doing it.

Professional videography

Depending upon the situation, we will either source the footage for our marketing videos ourselves, or work with our go-to production team to capture your property in its optimal showing state. We also leverage drone photography for soaring exteriors and panoramic views for the properties that can benefit from it, and every shot we use is designed for maximum impact.

The power of video

A well-crafted video is eye-catching, informative, and allows viewers to make an emotional connection with your home. Video communicates the unique selling points of your property in just seconds, and enables a buyer to visualize themselves living in it. Research shows that viewers retain 95% of a video's message, compared to only 10% of the written text (Forbes). It's no surprise then that video consistently ranks as the #1 online tool for buyer engagement!

Listings with video attract

7 10out of buyers searching online

300%

Videos drive around more traffic to your listing

400%

Listings with videos receive more inquiries from buyers

FromInk

Print media offers a wide variety of important visual and tactile marketing tools to promote your home. Digitally printed items are a popular choice to engage and influence buyers.

Publications

Print advertisement has long been a cornerstone of real estate promotion and it remains so to this day. The best printed marketing features show-stopping photos and engaging, creative copywriting that causes buyers to stop what they're doing to find out more. In certain situations, printed publications - including newspapers, magazines, newsletters, and periodicals - can be used to target a more affluent buyer pool That said, most properties priced under seven figures sell quickly enough that traditional printed publications are not very practical.

Brochures

High-impact, informative brochures are invaluable as giveaways at your home launch, in a sign box, or when we're canvassing the neighborhood. Brochures allow buyers to review all of the features and specifications of your property in their own time, and provide our contact details for those who want to learn more.

Flyers, postcards & door hangers

These point-of-contact tools are excellent for highly-targeted promotion of new listings, open house dates or just highlighting the features of your home. Pro-quality images grab attention and engaging copy can lead buyers to take action.

Signage

Great-looking, recognizable signs provide yet another touch-point for buyers. Our sign in front of your property will help it achieve maximum visibility. Someone driving through your neighborhood might just be on the hunt for a home, or know someone who is!

ToPixels

Digital media has revolutionized the way we buy and sell everything, including real estate. From websites to email and social media platforms, e-marketing is liked, shared and followed by millions of buyers!

Why online services?

Online Marketing

Obviously, to create the maximum level of interest in your home, you want to make sure you property is exposed to every potential qualified, motivated buyer. Thanks to the internet, this is much simpler than it used to be; provided your home is being exposed to the best buyers through the best-performing channels.

First, who are the best buyers for your house?

#1) They have the funds and financing to purchase your home now.

#2) They are highly motivated. These buyers are not casually looking at homes. They are focused on finding the right home and they want to make sure they don’t miss it.

Second, where are ALL of these great buyers really looking?

Answer: Online, with an agent, or both.

That is why you want to market your house where all the best buyers are. The MLS and various consumer portals are the first place buyers will look, but did you know that a huge number of homes are sold because they were seen or shared on social media sites like Facebook and Instagram? Social media can enable your home to go "viral," with people sharing it with others who may be looking at moving to the area.

Top real estate websites

We syndicate your listing to all of the top consumer real estate portals. This puts your listing in front of an estimated 48 million homebuyers searching online, every day.

Social media

The newest form of online advertising has become one of the best-performing marketing channels for property. Tapping into social media's viral power we can generate mass exposure and reach high-quality leads for you.

working

Get connected

Working with us automatically plugs you into our large database of active homebuyers, and our extensive industry network Together, we harness the synergy of teamwork to bring massive leverage to your listing via:

24/7 coverage: your listing is always on!

Multiple Listing Service (MLS)

Statewide internal brokerage agent network

Expertise in online and social advertising

National network of top-performing agents

Leading industry partners & established contacts

Where to go from here?

Once we establish the right marketing strategy for your home, we will implement each part of the plan as designed Your marketing material will be ready to go when the time comes for your listing to go live.

AGENT ACTION POINTS

Finialize marketing plan

Compile material for advertising channels

CLIENT NEXT STEPS

Supply specifications & renovations documentation

Proactively promote listing to personal network

Prepare your property for photography & showing

harnessthe synergyof purposeful teamwork

ChartingThe

Where do buyers find their homes?

A Internet: 51%

B Real estate agent: 28%

C Yard sign / open house sign: 7%

D Friend, relative, or neighbor: 6%

E Homebuilder or their agent: 5%

F Directly from seller / Knew the seller: 3%

What do buyers value most?

The top features that appeal to home buyers are shown here. These are also the areas where homeowners can gain the most value when selling. Consider ways that you can make improvements to your home for a faster and more profitable sale.

Multiple sources, including: National Association of Home Builders 2019 Remodeling Impact Report

When are buyers most interested?

Statistics show that most buyers will view new properties within the first two weeks. Therefore, it's vital to convince buyers to write offers early and compete. A property that has gone longer than three weeks without an offer will often require a price reduction.

Way

Source: 2020 National Association of REALTORS® Profile of Home Buyers and Sellers

Listing&Showing

You never get a second chance to make a first impression. LISTING

This is the time to really make your home shine! Take every opportunity to make it look bigger, brighter, cleaner, warmer, and more inviting. We want buyers to be impressed, to fall in love with your home, and to take the necessary steps to make it their own.

Gettingreadyforshowtime!

Our job is to make it super easy for a buyer to visualize themselves moving into your home and making it their own, with as little effort as possible. A neat and tidy property and a sparkling clean home give a welcoming impressionandcommunicatesthatyourhomehasbeen cared for and well-maintained. Whether you're hiring professional help, having us stage your property, or doing it all yourself, make sure these areas of your propertylookamazing:

Gardensandgrounds,especiallystreetfrontage

Outdoorfeatures,suchasapoolorspa

Houseexterior,especiallyentranceways&patios

Interior:Focusonkitchen,bathroom&livingareas

Homeappliancesandspecialfeatures

Hardwoodfloors,tile,andcarpets

Roofing

Resurfaceflooringifneeded Doors(bothfrontandinterior)

Windows Freshpaint

FirstImpressions

EXTERIOR: A crisp, clean frontage, set off by carefully maintained grounds, will have instant appeal to any buyer. Use a checklist to note repairs or upgrades, then prioritize jobs and work through them one at a time. Major alterations may not be possible, but even small touches can make the difference between making a sale or looking stale!

Curb Appeal

Keep lawns regularly mowed and edges tidy

Trim back foliage and overhanging trees

Ensure pathways are clear and clean

Weed borders and freshly mulch garden beds

Add flowering plants to borders or in pots

Illuminate paths or gardens with outdoor lights

Ensure house number is clearly visible

Repair, clean, or stain wooden fences

Exterior

Power wash driveway and paths

Repair, clean, resurface porch and entrance

Repaint the front door, add a clean welcome mat

Repair or replace screen doors

Ensure doorbell and outside lights function well

Repaint trims and shutters, for instant WOW factor

Repair roof damage, remove moss, debris, etc

Clear, clean and repair or replace gutters

Backyard & Garage

Repair, clean, stain/refinish patio area

Clean BBQ, spa, and swimming pool

Neatly stack wood and clean any garden features

Declutter garage and sheds, ensure the lights work

Inspect and repair all gates and fences

Remove old outdoor furniture and tidy play areas

Apply fresh paint or stain to wooden fences

Add interest with decorative pots or planters

FinalDetails

INTERIOR: When a buyer steps inside your home they should feel a sense of comfort and ease. Decluttering and a thorough cleaning will maximize the appearance of space, versatility, and convenience.

It's essential to present your home as a blank canvas to which a buyer can add their own personal style and create a place to belong.

Interior

Deep clean all rooms, replace/clean carpets & rugs

Paint walls, trim, and ceilings with neutral colors

Clean or replace outdated ceiling and light fixtures

Check all lights and keep a supply of spare bulbs

Clean interior windows, fans, vents, and drapes

Remove old or excess furniture and artwork

Remove personal items, political or religious items

Tidy attic and basement, ensure appliances work

Kitchen & Bathroom

Thoroughly clean all surfaces, floors, sinks, faucets

Remove small appliances from benchtops

Clean fridge and oven. Clean and tidy pantry. Remove garbage and hide bins. Clean pet areas.

Minimize or remove noticeboards & fridge magnets

Clean vanities, shower, bath, grouting, Ensure faucets and shower are working

Accent with soaps, candles, matching

Bedrooms

Clean all surfaces, mirrors, lamps, drapes, Make-up all beds with fresh linens in neutral

Declutter, and minimize items in closet

Clear surfaces to give the appearance

Pack away personal items, toys, memorabilia, Fix squeaking or sticking doors or windows

Ensure latches and knobs are clean and Turn a 'junk' room into a usable study

ToImpress

Staging your home helps show off its best features and creates greater appeal to a wider range of buyers. You'll also clear a major hurdle in getting buyers to view your property, by making your listing photos and video look fabulous!

Staging for success: The advantages

Staging helps to sell your home faster and for a higher price! Accentuates your home's best features, while disguising the flaws Converts underutilized areas into purposeful, defined spaces Creates a WOW factor that helps turn interest into a firm offer Makes your home look amazing in photos and listing videos

Professional staging helps achieve top dollar by exceeding industry standards, acknowledging design trends & buyer motivation

Alicia's interior architecture and design background reveals your home's best possible look, at no additional expense to you. With the increasing numbers of staged properties, your home will compete much more effectively with others that have been staged Buyers perceive staged homes to be better-maintained

Source: Real Estate Staging Association 2020 Survey of 13,000 staged homes.

88% less time on the market

85% sold 5-23% over list price

25% higher price than unstaged

Things to consider before staging

You may need to get comfortable with a new furniture layout

If you choose to stage with us, there is no additional cost

You may need to plan for storage to keep unused furniture and items in, while we market your home.

YourHomeOn

Making the most of our showing strategy takes planning, effort, and skill. We manage every detail and will personally conduct your exclusive launch showing, creating the optimal competitive environment for maximizing your offer price.

The Deal

The 4 components of 'The Deal'

1 Offer(s) presented by buyer(s)

2. Negotiation to maximize price and terms

3. Execution of the contract which binds both parties

4. Closing the sale and transferring possession

Special care must be taken to ensure that we meet all of the requirements of each component to complete the successful sale of your home.

"Because of this expert team my home sold hugely above asking price and I did not have to deal with the dreaded multiple open houses or annoying daily showings at a moment's notice."

Barbara Ogren, Longmont

Offers

This is an exciting but sometimes tense stage of the selling process. While receiving an offer (or multiple offers) is great news, a buyer may also have requests or include conditions. How you navigate these variations can be the difference between a successful sale and falling out of contract with a buyer. We will help you understand these important distinctions, to achieve the best possible results.

What happens when an offer is made?

All offers received will be presented to you for consideration. We will explain the strengths and weaknesses of each, including price, contingencies, conditions, and timeframes. Based on this information, you will choose the offer that suits your needs and goals the best. Bear in mind, the best offer is not necessarily always the highest offer. Depending upon your unique needs, some unique provisions may have extra value and importance to you. We will cover all of that with you.

Things to consider

Cash Offer: The appeal of these is in the security of the closing (fewer potential points of failure) and a far shorter closing time frame. However, cash offers are often not the highest offers. You may be trading some potential equity for faster closing speed and security.

Love Letters: Buyers will often attempt to sway a seller through a sentimental "love letter" talking about themselves, their love of the property, etc... Unless specifically instructed by our client to present these, we typically refrain from clouding our seller's decision with them.

Contingency Clauses: These encompass the various conditions that must be met prior to closing. These usually relate to buyer financing, title work, appraisal, insurance, and inspections.

Closing Costs: A buyer may request that you pay a portion or percentage of the buyer closing costs, whether as a resolution to inspection issues or to help them buy down their loan rate.

Timeframe: We will review the proposed escrow schedule to ensure the dates work for you. If you have time constraints, such as the closing of a replacement property, it may affect the viability of an offer. We can often negotiate terms that will work for your unique situation, particularly if we are also helping you complete the purchase of a replacement property.

Bottom Line: It is possible that you might only receive offers below your asking price, so decide at the outset what your financial bottom line is. Remember to budget for your closing costs and other expenses (see Seller Costs on page 3.5).

Negotiation

The art of negotiation involves preparation, and the skillful extraction of information from buyers and their agents, gaining leverage to use in bargaining, reaching an agreement, and getting it in writing. This process is one of our greatest strengths, and the reason for some of our record-breaking sales.

Accept, reject or counter?

After thoroughly analyzing and discussing an offer we can take one of three options available to us:

1. Accept an offer without any changes

2. Decline the offer, if we are simply too far apart

3. Counterproposal with newly-negotiated terms

A counterproposal would be used when:

We determine that the buyer may be willing to go higher

A buyer uses an escalation clause to raise their price silently, in order to beat another competing offer

You have other conditions that the buyer has not met in their offer, such as a different closing date or a rent-back

It's often advisable for the seller's agent and the buyer's agent to discuss their clients' needs and attempt to reach terms and present them to each party. Be careful not to lose a good offer over relatively minor concessions. You may not get everything you were looking for, but be judicious about which terms are most important. This takes time and can be stressful, but it's crucial to getting the maximum.

Agreement

Once an offer is accepted you will sign either the Contract To Buy And Sell (if you accept the offer as written), or a Counterproposal, which becomes part of the offer contract. Once both parties have signed, your home is now 'Under Contract'. This stage, also known as the escrow and due diligence period, is where inspections, appraisals, and all other conditions are addressed and satisfied

FinalSteps

Last arrangements

Secure documents: Keep copies of every document you've been asked to e-sign (but don't worry, we keep digital copies as well). Also, keep receipts from any home improvements and repairs. You'll need these for tax purposes.

Change of address: Notify people and businesses of your change of address. Complete a change of address form at the Post Office.

Policies & Utilities: Arrange to transfer or cancel any policies, such as house insurance, after the Title Transfer date. Arrange to transfer or cancel utility accounts. Most, if not all of these should be scheduled prior to closing, to occur on closing day.

Get packing

Hopefully, you began packing well in advance, as part of your decluttering process prior to listing. Now you can pull out all the stops with final packing.

Clearly label each box on the side (so it's visible when stacked) by room and contents. Be sure to clearly label fragile items. Use your linens and clothing as extra protection to save space and having to buy packing material. Have each family member prepare an essentials bag to get you through the first day or two if you can't unpack immediately. Take care to pack medications and other essentials and valuables for quick and easy access.

If you're using a moving company, keep a master inventory list to confirm with your movers, or in case you need to find something in a hurry.

Provide for your pets: make sure they are secure on moving day or have them re-homed for the day. Make up a box of cleaning supplies, so you'll be ready for lastminute cleaning.

Prepare snacks and drinks for the move to help get everyone through the day!

OnThe

The ins and outs of moving!

The date by which you must have vacated the property will be stated in the schedule in the Contract to Buy and Sell. Typically this is the same day of closing, but if there is a post-closing occupancy agreement (also known as a rent-back) it may be later. If any unexpected issues arise around moving out, communicate these as soon as possible and ask to negotiate an amended date.

Moving can be hectic, so use the tips below to help you tick off every last detail.

Appliances to remain in the property must be clearly documented.

Do not leave any items other than those listed as inclusions in the Contract to Buy and Sell.

Double and triple-check all spaces, including the basement and attic. Once you vacate, the new owner has the right to keep or dispose of any items you have left behind. Leave receipts, warranties, appliance manuals, and documentation regarding alarms, plus any remotes, keys, gate locks, pool keys, mailbox keys, etc...in an agreed upon location. Leave a courtesy note about trash day etc...

Leave your forwarding address in case of late mail. Ensure the house is well-cleaned, appliances are clean, surfaces wiped and floors vacuumed. Garage empty and swept, trash removed. Leave the property neat and tidy, as you would hope to find it if you were the new owner.

Turn off all lights and fans. Notify your power company that you have left the house and the account may be transferred. Secure all windows and lock all doors, and close the curtains and blinds.

Feel free to leave a note welcoming the new owners!

Do a final walk-through once more to check each room, plus closets, cupboards, and drawers.

Let us know that you have vacated the property.

Closing

This is the culmination of the entire process, where you surrender ownership and possession of the property to the buyer. As your Listing Team, it's our job to make closing easy for you. We'll work closely with the closer to ensure that they have everything required to conduct an accurate closing. Being informed and well-prepared will make this feel like the celebratory event it should be.

Coming to terms with closing

Escrow: This is a neutral third-party that holds all money and documents on behalf of both parties. Typically in the state of Colorado this role is handled by the Title Insurance company doing the closing.

Title Search and Insurance: A Title Search examines public records to confirm the property's legal owner. Title insurance is indemnity insurance that protects both owners and lenders from loss or damage coming from liens, encumbrances, or title defects. Hiring an Attorney: In many states, closings require the help of an attorney. In Colorado, all contracts are standardized and do not require a lawyer's intervention. The Title company handles the closing paperwork.

Seller's Property Disclosures: You are required to disclose in writing any known defects or issues that affect the value or safety of your home and property.

Review Documentation: Shortly before the closing date you will receive a settlement statement outlining all of the costs and credits. Check all figures carefully.

Contingencies: All agreed upon repairs and any other contingencies must be completed and documented before closing. Take before and after photos and keep receipts to avoid disputes.

Buyer's Final Walk-Through: Your buyer will schedule a final visit to your home, usually 24 hours before closing, to confirm:

That the house is in substantially the same condition as when the offer was accepted That all necessary repairs have been completed That everything that was included as part of the sale is still in the home / on the property

Closing Appointment: This is the time when all legal documents are signed, final costs are reviewed and agreed upon. The closer at the Title company will record the new house deed with the county, pay all closing costs and expenses and arrange payment of the net proceeds to you. Keys, alarm codes etc. are handed over to be given to the buyer as arranged in the contract. Once all parties sign, title and possession passes to the buyer.

The closing process includes:

A. Payment of Funds

Mortgage payoff amount and fees to seller's lender, and any other lien holders

Property taxes, if due, to local government

Payment to other service providers

Sales commission to Agents

Proceeds of the sale are paid to the seller

B. Documentation and Signing

Most recent tax statement

Settlement Statement

Closing Instructions

Deed to the property

Bill of Sale if necessary

1099-S Tax Form

A Post-Closing Agreement, if the buyer has agreed to let the seller occupy the property as tenant for a defined period after closing.

C. Transfer of Property Ownership

Handover of keys, garage door openers, security devices and codes, appliance manuals/warranties

Recording of the signed deed by the Title company. Once this is completed, legal ownership of the property is transferred to the buyer.

What to bring to closing

Anyone whose signature is required

Receipts for negotiated repairs

Government-issued photo ID

House keys, and all property keys

Garage door openers etc.

Alarm codes and security devices

Appliance manuals / warranties

Wire transfer instructions from the bank

Seller closing costs

Your costs at closing may include:

Mortgage repayment and fees

Real Estate Agent's commission

Transfer tax

Title insurance

Escrow and closing fees

Prorated property taxes

Claims against your property

Unpaid property assessments

Closing Cost Credits (also called Seller Concessions or Seller Assist)

Home Warranty costs

Any other unpaid fees

When is the best time to sell?

Traditionally, spring is the optimal season to sell. Listing numbers rise in early April and continue into early summer. However, the more properties on the market, the more competition there is for attention! Homes sell all year round, so consider the best time for your needs. When will you have time to prepare? Do you have a time constraint, such as moving to start a new job? Do you need to work around school terms? Sometimes the best time to sell is when you're ready!

How long will it take to sell my house?

The market is always changing, and we routinely demolish the MLS averages with how quickly we get homes sold for our clients Factors can include prevailing economic conditions such as interest rates, supply and demand, the time of the year, weather, the size, type, condition, and location of your property, and so forth. Strategic pricing and a great strategy will give you the best chance of selling quickly.

Should we sell before buying another home?

Talk to your lender about whether you can qualify for a mortgage loan without the proceeds of the sale. If you want to be able to look at more expensive properties and will need the proceeds in order to afford one, we will discuss the process of coordinating the two transactions to enable you to make this transition as smoothly and painlessly as possible.

What is the market like right now?

One of the most important indicators is the average number of days that homes remain on the market. This gives you an idea of how quickly homes are selling when listed. Other stats to consider are the average sale price of homes similar to your own, and the ratio between average list price and sale price. The market is constantly moving and can change on a dime, so stay in touch with us for updates on what's happening!

What should I disclose to potential buyers?

When in doubt, disclose! It's always best to be honest and up front about the condition of your home. Consider what you would expect as a buyer. Where possible, fix any faults before listing. As a home inspection is likely to be requested by the buyer, it's to your advantage to prevent or reduce potential problems. Avoid nasty surprises by repairing or disclosing significant defects. Undisclosed defects could lose you the sale.

Glossary

Agent Commission

This agreed-upon commission is usually a percentage of the final sale price and is documented when the seller arranges to list their home with an agent.

Appraisal

A buyer's mortgage lender sends an appraiser to assess a property and give a professional opinion on its current market value. The location and condition of the house is considered along with recent sale prices of comparable homes in the same area. Their appraisal is used to assess whether the home is worth the amount of money the buyer is seeking to borrow against the property.

Backup Offer

A buyer may submit a "backup" offer on a property that is already under contract. The backup must still be negotiated and earnest money submitted to be considered as the next offer in line, should the first offer fall through. Only one backup offer can legally be submitted.

Blind Offer

A buyer who has not viewed a property may make an offer known as a blind offer. This is most commonly done in a highly competitive market in an attempt to be the first offer and to secure a quick agreement.

Closing Costs

These are costs over and above the final sale price of a home. Typically they can be between two to five percent of the purchase price, not including the down payment. Closing costs may include loan processing fees, title insurance, real estate agent fees, legal fees, and excise tax.

Closing Costs Credits

The seller's contribution to the buyer's closing costs. The negotiated credit appears as a line in the closing costs. Typically this is known as a Seller Concession.

Closing Instructions

A document, signed by all parties and both agents, which engages the services of the closing company (typically the Title company, which may be selected by either the buyer or the seller) and details the settlement services in connection with a transaction for the sale and purchase of a property.

Comparative Market Analysis (CMA)

A CMA is a report that compares the closed sale prices of similar homes in the same area as your home. This information is used to determine the home's current market value and potential sale price.

Contingencies

This refers to conditions that must be met for the purchase of a home to be finalized. Examples of contingencies are: A stipulation that a required loan must be approved by the lender; the appraised value must be near the final sale price; obtaining a building inspection concerning a particular issue; setting a specific time stipulation.

Earnest Money

A deposit made by the buyer and paid to the seller's escrow account, as a sign of good faith and ability to complete the property transaction. This is typically applied toward the buyer's down payment at closing but may be surrendered to the seller, if the buyer does not meet their contractual obligations.

Escrow

Escrow is a legal arrangement where a third party temporarily holds a sum of money, or an asset, until a particular condition has been met, such as the fulfillment of a purchase agreement. Escrow helps to reduce risk for both parties in a property transaction.

Escrow and Closing Fees

These are the costs for managing the closing of the transaction including signing, recording of documents, deed, and holding of purchase funds. Escrow fees are usually split 50/50 between seller and buyer.

Home Inspection

Once an offer is made, a buyer will order a home inspection. The inspection report details the condition of foundations, roof, structure, plumbing, insulation, electrical, fixtures, appliances, finishes, and grounds. Inspections also assess whether features are up to code. Issues identified in the inspection may affect the final sale price. We highly recommend an inspection to address these issues prior to listing your home.

Housing Owners Association Fees

The proportion of fees owing to a Homeowner's Association, if applicable, up to the closing date. Some HOAs charge an additional transfer fee to transfer property to a new owner.

Multiple Listing Service (MLS)

A Multiple Listing Service is a database of properties for sale established by cooperating Real Estate Brokers, such as REColorado or IRES. An MLS allows Brokers to share information on available properties with the aim of connecting homebuyers with sellers.

Natural hazards disclosure (NHD) report

A report that discloses if a property is in an area with a high risk of natural hazards. Concerns covered in an NHD include special flood hazard areas and fire hazard zones. The report is typically paid for by the seller and given to the buyer during escrow. It is more common in rural or mountain property transactions.

Pre-approval & Pre-approval Letter

Pre-approval refers to a buyer who already has loan financing approved by their lender. A potential buyer will apply for a home loan and the lender will conduct a thorough assessment of the borrower's income, assets, and other data to determine the amount that they are approved to borrow. A real estate agent may require a pre-approval letter to ensure a buyer is able to finance a purchase before writing an offer. This reduces the likelihood of wasted time and effort if a buyer actually cannot afford to purchase a property.

Prorated Property Tax

The proportion of property taxes due up to the closing date, before ownership of the home, is transferred to the buyer. If Prorated Property Tax is owed, the seller pays it at closing. It can be paid out of an escrow account associated with the seller's mortgage.

Purchase and sale agreement (PSA)

Known in Colorado as the Contract to Buy and Sell, this is a legally-binding agreement between the buyer and seller. It outlines all the terms agreed to by both parties and must be signed by all parties to the transaction.

REALTOR®

A REALTOR® is a member of the National Association of REALTORS® As such a REALTOR® is bound by the Ethics of the Association. While the terms REALTOR® and real estate agent are often used interchangeably, not every real estate agent is a REALTOR® An active real estate agent is a licensed professional who represents home buyers seeking to purchase a home or homeowners wishing to sell their home, and also in other property transactions.

Seller Disclosure

Sellers are required by law to disclose any material facts about their property that could affect a buyer's decision to purchase. This includes defects with the house, but also issues that may affect the property such as pest problems, property line disputes, unusual odors or significant noise issues in the area, or knowledge of major construction projects nearby.

Selling Agent (Buyer's) / Listing Agent (Seller's)

A buyer's agent is also known as the Selling Agent. They work on behalf of a buyer to find their next property and to negotiate the best deal for the buyer. A seller's agent is also known as the Listing Agent. They work for a home seller, marketing their property and negotiating the best sale on the seller's behalf.

Title Insurance

Title Insurance protects the new owner from issues related to the title of the property, such as ownership claims or liens from contractors or creditors.

Title Search

A title search will access public records to verify the record owner of a property. This may include the history of a home, sales, purchases, tax records, and any other types of liens (claims) or encumbrances. A clean title is required before a property transaction can proceed. A title search is carried out by a Title Company or an attorney who presents a Preliminary Report to the buyer and seller prior to closing escrow.

Transfer Tax

A government transfer tax, or title fee, is paid at closing when the property title is transferred. Who pays is typically defined in the Contract to Buy and Sell.

Under Contract / Contingency Period

A home is 'under contract' when all parties to the sale have formalized their commitment by signing the Contract to Buy and Sell, or a Counterproposal. Also called a contingency period, this is when all specified conditions must be completed prior to closing.

Zoning

Local government regulates the use of land by designating areas (zones) for particular purposes. Zone classifications include residential, commercial, industrial, and agricultural. Factors that affect zoning include traffic flow, housing, schools, health & safety, economic development, and resource protection.

Thankyou

for trusting us to assist you with the sale of your home. We hope this guide has made your home selling journey easier. If you need further assistance please do not hesitate to contact us.

Kevin & Alicia