Your Pre-Listing Information Packet Please review this information prior to our meeting.
Hans Neugebauer, ePRO Residential Real Estate Consultant
Direct: 419-215-6929 My web site: www.HansForHouses.com E-mail: Hans@HansForHouses.com
My goal is not to get your listingâ€Ś It Is To Sell Your Home
Hans Neugebauer Residential Real Estate Consultant
Thank you for the opportunity to meet with you and preview your home. I will begin working on a preliminary Highest Price Analysis to determine the most probable selling price range for your home. I have prepared this “Pre-Listing Package” to give you an overview of the topics we will discuss during our visit: This includes, but is not limited to, information about RE/MAX, Representation, Marketing and Pricing Your Home for Top Dollar. Much of my business comes from referrals by past clients, relatives, friends and previous coworkers. This is the highest compliment that a professional in a service industry can receive. If you have ever been in a real estate transaction in the past, I guarantee you will receive HONEST, HARDWORK and HANDS-ON attention during your transaction. My goal is to “Create Clients for Life”. Marketing Your Home for Top Dollar requires experience, the use of technology, and an understanding of where your best prospect will come from. You will be making two major decisions. The first is: The Realtor, do you want a Listor or a Consultant? The second is the asking price. My goal is not to get your listing. It is to provide a select group of sellers the counseling and marketing knowledge necessary to sell their home. I look forward to meeting with you. At that time, we will be discussing your motivation for selling, the time line you expect the transaction to take and the asking price you have in mind. It would also be helpful for you to create a list of special features or what led you to buy your present home. This will help me in creating a customized marketing plan for you. Thank you, again for the opportunity to serve you.
Hans Neugebauer Realtor, ePRO
2 Hans Neugebauer Residential Real Estate Consultant
My Mission &
Personal Philosophy To consistently serve my clients and customers with the highest quality products, services and values; providing a superior real estate experience. To promote an atmosphere of mutual respect and professionalism developing all clients, associates and colleagues to attain excellence. To achieve positive financial performance and future growth, enabling me to continue a leading role in partnership with the community and its environment. My business philosophy is my motto: Honest, Hardworking and Hands-On. This is who I am, this is how I work, and this is what you get when you hire me to coordinate the sale and/or purchase of your home.
3 Hans Neugebauer Residential Real Estate Consultant
Hans Neugebauer Honest. Hardworking. Hands-On.
My goal is to create customers for life, providing my clients with the highest quality services. I chose to affiliate with The #1 brand in NW Ohio, RE/MAX, because they understand that buying and selling a home is not just about advertising. It goes beyond the typical MLS listing, yard sign and newspaper ad. It is about training, marketing and the tools that are needed to sell a home for Top Dollar.
Licensed Realtor in Ohio With 8 Years Experience Over 150 Homes Sold for $19+ Million in Volume Member of National Association of Realtors, Ohio Board of Realtors and Toledo Board of Realtors TBR President’s Club Life Member 2007 Danberry President’s Club (#15 out of 350 agents) ePRO Certified Licensed Minister in Ohio – 10 Years B.A. From Spring Arbor University, 1996 Continuing Real Estate Education in Core Law, Fair Housing, Buyer and Seller Representation, Contracts, Mold Issues, 1031 Exchange, Pre-Foreclosure sales and Technology.
Toledo Chamber of Commerce
Married 15 Years 3 Children Experienced, Accomplished Negotiator Strong Electronic Marketing & Advertising skills Strong Work Ethic Attention To Detail Reputation For Honesty
4 Hans Neugebauer Residential Real Estate Consultant
Your Team In today’s complex Real Estate environment, it is extremely important to employ the services of the most qualified personnel possible. That is why I have joined RE/MAX, and it is why I continue to search for and have assembled a team of professionals to refer to you should you need to use their services. “Making Buying and Selling Real Estate Convenient & Easy” Studies indicate that today’s buyers and sellers want the convenience of one-stop shopping and the flexibility to control their transactions. That is why I affiliated with RE/MAX and we deliver.
The Agent: You have two major decisions. First the agent, then the price. There are two types of agents. One is the Lister. They play the averages and are interested in discussing price, making you promises that they can’t keep (unless they buy the house) and putting up a sign in your yard. The Second is where I put myself. I am a Consultant and Marketer. I will question your needs and help you make “fact-based” decisions. It is my job to inspect your property and recommend marketable enhancements. I will present a customized marketing plan designed for success. That plan will have a goal of bringing you motivated and qualified buyers. Lastly, I will attempt to communicate to you with the frequency and format that makes you comfortable.
RE/MAX is the #1 Brand in the Toledo and NW Ohio market. It is no secret that RE/MAX agents do more business than other agents, because they are experienced, professional and knowledgeable in the real estate industry. RE/MAX leadership continues to have the vision and drive to keep associated on the cutting edge of trends and technology to offer RE/MAX clients the best service possible. It is that dedication and vision that has led RE/MAX in the Toledo market to participate in over 1 of every 3 real estate transactions in the past several years. Compare our marketing tools to any competitor and you will be convinced.
First Capital Title: First Capital Title has been my choice among many capable title and escrow providers in our region. The main reason is simply that their customer service is the best I’ve seen, by a mile. Their goal is to be the “BEST” title company in our area…not the Biggest. I believe they are the best and want my clients to have the best service possible.
5 Hans Neugebauer Residential Real Estate Consultant
Port Lawrence Title & Trust: Port Lawrence has been and remains a leader in market share, handling many transactions each day in our real estate market. They are trusted, and I refer my clients to them without reservation.
Mortgage Lenders With Experience: I have been fortunate to have found several lenders that I have hand-picked to be on my team. These are people that I have done business with over the years and are highly reputable in the industry. I have personally used a few of them for my own mortgage financing.
First American Home Warranty or HMS Home Warranty. No matter if you’re a buyer or seller, a warranty provides peace of mind during the listing period or that first year of home ownership. It has been proven that homes offering home warranties sell faster. If you are a buyer, I am committed to negotiating with the seller to provide you with a home warranty.
Insurance: Having worked with many insurance providers, I can provide you with a list of reputable agents for State Farm, Nationwide or Savage insurance. Why not call 2 or more and get that competitive bid on your home today?
Follow Up: As one of my clients, I will always be available to offer advice and recommend service providers for your real estate situation. I have a large network of reputable service providers that I have come to know and trust over the years, and would be glad to help you in the seemingly never-ending quest for a reliable and reasonably priced service provider.
Extensive Business Network: I also have at my disposal a referral network of professionals should you require other services. Need a deck built, computer repaired or your taxes done? I can provide you with a list of professionals who have committed themselves to the concept of “clients for life” and understand the power of a strong referral network.
“Experience Makes A Difference” 6 Hans Neugebauer Residential Real Estate Consultant
Marketing Selling your home requires a strong commitment to marketing. Over the last 7 years, I have learned that next to pricing, marketing is key to selling any home. I chose to work with RE/MAX Masters because of their commitment to innovative marketing and strategic vision. Before developing any plan, it is important that I have a full understanding of your motivation for buying or selling. This all starts with a counseling session. It allows us to understand the process, our responsibilities (both yours and mine) and expectations. From that session I will customize a marketing plan to get your home sold for “Top Dollar”.
Buyers buy with their senses-you only get one chance to make a good first impression. Small changes where you might invest several hours and/or a few dollars may get you a $100 or even a $1,000 dollar return on that investment. Perception is reality. Photos will be taken of your home for use in web site and visual advertising.
Every marketing plan has a component of pricing to it. There are four prices that we will discuss. The price you had in mind. The most probable selling price. The listing price. Your net price. In order to discuss those prices, I will prepare a market analysis that is fact based and includes: Your competition Homes Pending and Contingent sales. Sold Homes Expired & Withdrawn properties Current Inventory levels Every 30 to 45 days we will review the changes in the market and discuss a strategy to cope with the market changes. This includes: New competition Newly Sold Homes Expired & Withdrawn properties New Inventory levels 7
Hans Neugebauer Residential Real Estate Consultant
Marketing Cont. Total Market Exposure:
#1 Brand in NW Ohio – RE/MAX is the overall market leader in the Toledo area including southern Monroe County. A lot of companies “talk” about their success--we are the listing and sales leaders, period. Our market share is near 30%. Hans Puts More Money in Your Pocket: I have one of the best list to sale price ratiosultimately I sell homes for more money. Promotion-Of your home using dozens of highly tuned marketing tools and the latest in online marketing. Multiple Listing Service- I will submit your home to the multiple listing service that allows us to employ the services of the entire Toledo Board of Realtors. That is over 1500 agents working for you.
The RE/MAX Yard Sign – Surveys prove that the greatest number of customer inquires are from the sign. Hans’ yard sign allows agents and buyers 3 methods of gathering information on your home. My direct line My exclusive info line # My Website, with YOUR listing scrolling on the home page
Exclusive Info-line – This 24-hour voice mail system allows consumers to get immediate detailed information on your property, including photos! But more importantly, it allows me to capture their name and phone number for follow-up.
Around The Clock Service: My job is not a 9-5 job. I work tirelessly, 24 hours a day, 7 days a week. This allows customers to make inquiries on your home outside normal business hours. It also allows agents from other companies to set appointments on my listings after hours. My service & communication level is rare in the Real Estate Industry.
Relocation Service – RE/MAX is a market leader in relocation referrals and agreements, which means additional potential buyers for your home.
Video Tours – Exclusive to Hans, your home will have an HD Video tour available 24/7 on HansForHouses.com, Facebook and YouTube.
8 Hans Neugebauer Residential Real Estate Consultant
Just Listed Postcards –I will send 100 full color postcards announcing your listing. This service is in place for listings over 100k, subject to full service fee.
Open House – We will develop a plan to hold your house open. This will allow interested buyers the opportunity to see your home. I also mail letters to your neighbors asking them if they would like to pick their new neighbors. They help in the promotion of your home to friends, relatives and co-workers.
Reverse Prospecting –Allows me to highlight your property to those agents looking for homes that match your profile.
Hundreds of Internet Sites – Your home will be submitted to literally hundreds of internet sites. This type of marketing is very important and may be the single most important reason to hire, or not to hire a particular agent. The internet has far outpaced newspapers and home magazines as the vehicle of choice by today’s consumer. See the Internet Exposure Flyer at the end of this packet for more details about this important marketing arena.
Property Publications and Advertising – I will use those vehicles that make the most sense for selling your home.
Flyer Boxes – A black & white feature sheet will be customized for your home to point out its highlights. These will be placed in a flyer box located near the street.
Booklets – An interior booklet will be created as a take home piece for potential purchasers that have come to a showing or open house. Consists of a full color feature sheet, MLS sheet, Payment Worksheet, and property disclosures, list of updates, school reports and/or other appropriate information.
Largest Past Customer Base-Customer loyalty & inter-company sales bonus benefits both clients and agents.
Remember, my goal is to Sell your home.
9 Hans Neugebauer Residential Real Estate Consultant
Where Do Buyers Come From?
40% Company name recognition or agent contact. 18% For Sale Sign 18% Referred by International Relocation Service 15% Located a property and/or agent on the Internet
4% Respond to Open House, but purchased a different property
2% Bought the Open House they viewed 1% Bought Newspaper advertised property 2% Bought for a combination of other reasons Since RE/MAX is involved in more than 1 of every 3 real estate transactions, hiring me, my company, and using the internet, will most likely find the best buyer for your home.
10 Hans Neugebauer Residential Real Estate Consultant
Some of the Services I Perform For You 1. 2. 3. 4. 5.
Buyer & Seller Consultation Preview Your Home Photograph Your Home Research Market for Comparable Sales Research Market for Competing Properties 6. Prepare Pricing Information for Your Consideration (Highest Price Analysis) 7. Complete Required MLS Documentation 8. Complete Required Agency & State Mandated Forms 9. Provide Required Disclosure Forms 10. Offer Home Warranty To Enhance Desirability 11. Offer Suggestions For Staging The House To Get â€œTop Dollarâ€? 12. Enroll Property in the MLS System 13. Write Ads For All Print Media 14. Submit Hot Sheet Information 15. Write Ads For All Visual Media 16. Proof All Advertising Media 17. Setup Reverse Prospecting Criteria 18. Place Information on Internet (6 Sites) 19. Attach Lock Box For Agent Showings 20. Coordinate Placement of Yard Sign 21. Prepare Highlight Sheets or Flyer Brochures 22. Place & Maintain Flyer Boxes 23. Minimum Weekly Site Visit 24. Provide 7 Day A Week Information Through Danberry Offices To Agents & Possible Buyers 25. Have All Showings Scheduled Though Me (feedback & security) 26. Call Showing Agents For Feedback to You 27. Conduct Open Houses (If Appropriate) 28. Communicate With You, Based on Your Desired Form and Frequency
29. Review Market Conditions Every 30 to 45 days 30. Suggest Marketing Enhancements 31. Coordinate An Accelerated Marketing Plan If Necessary (Auction) 32. Represent You When An Offer Is Presented 33. Verify That The Offer Contract is Properly Prepared 34. Make Recommendations Regarding Terms and Conditions Of Offer 35. Verify The Buyer Is Pre-Qualified 36. Follow-Up with Lender 37. Prepare A Sellers Net Sheet 38. See That The Offer is Accepted Properly 39. Recommend Counter Offer If Appropriate 40. Prepare Counter Offer 41. Present Counter Offer On Your Behalf 42. Follow-up with Processing by Mortgage Company 43. Coordinate General Property Inspection 44. Coordinate Pest Inspection 45. Coordinate Appraisal 46. Negotiate Inspection Issues On Your Behalf 47. Provide a List Of Quality Vendors For Home Repairs 48. Coordinate Final Walk Through 49. Schedule Closing 50. Provide Information To Closing Attorney 51. Arrange For Deed Preparation 52. Secure Mortgage Payoff Information 53. Attend Closing With You 54. Coordinate Issues on Possession 55. Assist in Selection of Moving Company 56. Provide Information on Transfer of Utilities 57. Flood Plain Search 11
Hans Neugebauer Residential Real Estate Consultant
Preparing Your Home For Showing Are you ready to sell your home? Here is a final set of instructions to help me get Your home sold as quickly as possible. Exterior:
The exterior of your home must be clean and spotless.
Most potential buyers will drive by the property first. If it does not make a good first impression, they will not be back. Does Your Home have Curb Appeal? Make sure there are no toys left in front of the house, in the bushes or on the front porch. Replace downed shutters, gutters and downspouts. Have all gutters cleaned. There should be no peeling paint; windows and roof should be in good condition, and the front of the home should be well lit at night. If possible, make sure your address is visaable from the street.
Garage Door should always be closed Grass should be neat and trimmed. Do not put off mowing the lawn a single day and have the lawn edged and fertilized (if needed). Landscaping should be neat and lovely, add more flowers. The use of color enhances the curb appeal. Pull all weeds and if you use mulch, make it neat and new. Keep all walkways and porches swept and have a nice clean mat is located at your front door. Front Door should have a fresh coat of paint and add flowers near the door. Snow & Ice should be cleaned from all walkways, driveway and porches in the winter. Storm Doors should look clean and new (replace weathered one if needed). Glass should always be clean and screens should have no tears. Many times sellers are competing with new construction for Buyers. Refresh your home. Paint rooms that look fingerprinted, worn or faded. Have carpets and drapes cleaned. If the flooring is quite worn or old, it would be best to replace it before the home goes on the market. Sinks, toilets and counter tops need to be clean and in good repair. Make sure there are no leaking faucets. Replace caulking around bathtubs. Perform Your “Spring Cleaning”. You may not use a regular cleaning service, but this is a good time to have a “one-time-cleaning” done by a pro if possible. 12
Hans Neugebauer Residential Real Estate Consultant
Clean ceiling fans & blades. Closets should be neat and organized (remove and box excess clothes to make the closets seem more spacious). If your home is too crowded with furniture, remove it and store some of it, the rooms will appear larger. Children’s and teenagers’ rooms should be clean. Remove posters and repair any holes in the drywall. Have the furnace cleaned and the filter replaced.
De-personalize the home. We want the buyers to picture themselves in your home, not picture you! Remove photos, religious symbols, diplomas and any other items that would let the buyer prospects know who you are and what you do. Remove clutter from the counter tops. Remove magnets, notes and photos from the refrigerator doors. Pets: Many people are allergic or afraid of animals Remove all animals from the home, if possible during the time the home is on the market. Remove pet dishes, litter boxes and pet food so there is no obvious presence of animals. If it is not possible to remove pets altogether, plan to cage or remove animals during showings. Repairs: Repair anything that is broken. Faucets, closet doors, light switches etc. Minor problems can signal to a buyer that your home has not been taken care of. If it is too much trouble for you to fix, they will likely feel the same. Exclusions: If you plan to exclude something from the sale such as a light fixture, remove and replace it now, so that it does not become a sticking point during negotiations. Security: While we will know who is going through your home, it is still advisable to keep temptation at a minimum. The following items should be secured. Jewelry Prescription Medications Money Spare Keys
13 Hans Neugebauer Residential Real Estate Consultant
Preparing Your Home For Showing Successful showings sell homes Do not miss a single opportunity to put on a good show! I will contact you to set up appointments. Short notice is possible; many homes are sold to people transferring in who are on a tight schedule. If someone approaches your home without an appointment, please do not let him or her in. Ask them to contact me to schedule an appointment. It is strongly suggested that you NOT be home during showings. If for some reason it is unavoidable, please remember that a professional salesperson does not tell a prospective Buyer everything about a home. The Buyers Agent will have already discussed the area, schools and other aspects before they arrive at the home. Any comments on your part may be in conflict with the Federal Fair Housing guidelines. The Agent will allow the Buyers to observe and comment but will not say much in the home. This is normal, they will discuss what they saw later.
Leave! Unless you have been asked to stay. Buyers are uncomfortable when sellers are present. If they are not comfortable, they will not linger. If they do not linger, they will not buy! If you must be there, make yourself scarce; do not follow them around and do not speak with them. Their agent knows them and what they are looking for.
Create atmosphere! Drapes open and lights on even during the day. No room should be dark, and buyers should not have to hunt for light switches. Turn on soft music. Make sure the temperature is comfortable (cool in the summer, warm in the winter). Turn down the volume on the answering machine so prospects do not hear your messages.
Tidy up! All beds should be made. Kitchen and bath should be spotless. Do not forget the toothpaste on the mirrors and sinks and crumbs on the counter. Carpets should look freshly vacuumed.
14 Hans Neugebauer Residential Real Estate Consultant
Make sure your home smells good! Freshly cleaned carpets are the best place to start. If you have smokers in the house, have them smoke outside until the home is sold. Plug-in air fresheners are excellent. Fragrances such as vanilla or something floral work best (over use may however have the reverse affect). Watch what you cook. Food orders can linger for days. Take out the trash promptly. Remember the litter box. If you have small children and use a diaper pail, remove it too.
See that highlight sheets & disclosures are available! Try to stay ready! It is not easy to keep the house ready to show at all times, especially with small children or pets. Stay semi-ready, so it will make it easier when a call comes to show the home.
15 Hans Neugebauer Residential Real Estate Consultant
Room by Room I will walk through each room in your home and may recommend changes to help you achieve a quick sale for Top Dollar. Below is an article copied from the Detroit Free Press that echoes my advice on the best approach for selling your home.
It's show time: January 6, 2002 BY JUDY ROSE FREE PRESS REAL ESTATE WRITER
Want to make your next house sale go fast? Want to get a good price? We'll pause a moment while you say "Duh," then move to advice from house-staging guru Lauren Harper. Cut the clutter by half, Harper says, wash those sticky doors, replace the long-fogged window and acknowledge the fact that your pets smell. Once you've eliminated the turn-offs, bring in the turn-ons. For starters, that's light colors on the walls, polished woodwork and fluffy new towels in the baths. These are a few techniques used in "staging your house," a new specialty in real estate services. Staging proponentsâ€™ say if you want to sell your house fast, for more money, recognize that your home's time on the market is show time. "The way we live in a home and the way we sell it are two different things," Harper repeats and repeats. If that means stashing your microwave in the garage until you sell, so be it. Harper was in Chicago recently at the National Association of Realtors' annual convention, teaching real estate agents to diplomatically steer their clients to change their house so it will sell fast. And, even in these hard times, a fast sale is usually a higher-priced sale. In her neighborhood of suburban Chicago, Harper says, she's known for her meticulous instructions on house staging. She accepts about 60 clients a year -- sellers only -- and gives intense, room-by-room instructions on what they need to do to get top dollar for their house. This service is included in her commission as a listing agent, she says. She won't give it away. It's only for clients who have signed a listing agreement with her. Most sellers come to her knowing she has a reputation for demanding a lot of work. "I have to do what's best for them, what will give them top dollar in a timely manner." It can be hard to hear an expert say your treasured possessions make the room unattractive. Harper tries to be diplomatic, she says, but sometimes it's not enough. Walking through one client's home, she says, she'd been too quick to say, "That needs to go. Get rid of these." "I looked back at my seller and she had started to cry."
16 Hans Neugebauer Residential Real Estate Consultant
Not every house seller hires a staging guru, but anyone can borrow Harper's advice. Many improvements are free, like clearing out clutter. Some have a medium price, like painting. Others can be costly -- cleaning the furnace and hiring professional cleaners. But the payoff, she says, is a faster sale at a better price. Take notes, room by room. In an interview last week, she said sellers should primp their house as carefully as they prepare themselves when a good impression is crucial. After Harper lists a house for sale, she walks her clients through a room at a time, asking them to take notes while she talks. Her advice is as specific as brand names for cleaning products. If you are critiquing your own house, use the same technique. A room at a time, fill a page with notes about what needs doing. You are much more likely to need to pull things out than to put things in, she says. Visual clutter eats space so your rooms look smaller. "We want to streamline your home."
Here are highlights from Harper's advice: Kitchens The kitchen is one of the most important rooms that sell the house, but it's usually one of the most cluttered. To start with, she says, "I'm going to recommend that you take everything off the refrigerator -- the magnets, the kid's artwork, the calendar. "You'll be amazed how it's going to open up that room." Clear off the counters even if your blender, toaster and can opener are handsome. "When you see a model home, do you see bread makers on the counter? Do you see toasters? No, it eats up counter space." If the counters seem small and the microwave is not mounted over the stove, she'll ask the owner to remove it and store it. "You add a nice chunk of counter space and the buyer usually doesn't realize there's no microwave." Worst are the home owners who keep the microwave on the passthrough bar between the dining room and kitchen. "So now you're in the dining room and you see the back of the microwave, with the cord." Get rid of anything eating floor space or counter space -- a trash can, the pet dish, a canister of utensils, cereal boxes on top of the fridge. "It opens up the room." Cabinets are often dirty, so wash them. If your cabinet knobs are worn or dated, replace them. To buff up the shine and fill in nicks, use Old English brand polish, she says, the kind tinted to go with your wood. Use the same scratch-filling polish on windowsills, baseboards, woodwork. Or touch them up with paint.
17 Hans Neugebauer Residential Real Estate Consultant
Living room and dining room: Reformalize these rooms, she says. Quite possibly you're using them as a playroom or an informal office, which is OK day-to-day, but this is show time. "For selling, we need to make them look like a living room and dining room again." Parents may need to remove a lot of toys from these rooms, she says. "While your house is on the market you pretty much want to make it look as though you don't have children." Stash all the toys in one corner of the children's rooms, or, better yet, a finished basement or the garage. Keep out just a few favorites. Enlist the children's cooperation, "until we sell the house." Harper preaches a "cut-in-half" rule: Whatever knickknacks and decorations you have out, cut them in half. Some owners need to cut more. "Sometimes they have too many knickknacks; sometimes they have too many paintings on the wall," she says. Teaching other Realtors what staging means, Harper shows before and after slides from homes she's listed for sale. Always the more attractive "after" room has many fewer things in it -pictures, decorations, area rugs, tablecloths and other eye-stopping items may be gone. Sometimes she'll remove whole pieces of furniture. If your walls or ceiling are dark, she'll tell you to paint them light. Her slides include a kitchen that improved dramatically when the rust-red walls and ceiling were painted cream and white. "When people are shopping for a house, they're looking for a home that looks like a model," she says. "But when they're selling a house they forget they have to offer the same thing."
Children's rooms This can be a big uncluttering project. Again, enlist the children. "They love their posters on the wall, but get them to take posters down until you sell the house." Have a drill; make of game of it. Pretend you've just learned you have a house showing and see how fast they can make their room clean again.
Family room This very important room is often cluttered, she says. Get rid of the toys. Check any bookcases. Have they become stuffed with things you stuck there rather than putting them away? Take throws or afghans off the couch and chairs. Clean the fireplace; take extra clutter off the mantel. If you need to remove some furniture to make the room feel open and easy to use, do so.
18 Hans Neugebauer Residential Real Estate Consultant
Bathrooms These rooms are often very cluttered, as well as unappealing. "They've got their toothbrushes sitting out; they've got their electric toothpicks, they've got the Vick's and the comb. It can even be neat, but who wants to see it?" Ditch the bar soap until the house sells. "I don't want to see their dirty hand soap with the scum on the bottom." Now bring in fluffy new towels if yours are wearing thin. And keep some bathroom spray freshener handy. Bathrooms need to be immaculate, Harper says. "When you open that shower enclosure, the mold spots need to be gone." Use Tilex Mold and Mildew Remover on the mold, she tells her clients. Use Tilex Soap Scum Remover on the scum.
General cleanliness Having the windows washed in and out will make the house seem brighter, Harper says. Many houses are dirty in places you've stopped noticing. Woodwork, doors, baseboards probably hold dirt. The bathroom door may be unappealing because of hair spray buildup. The covers on your furnace and water heater probably need to be washed down. If the furnace interior is dirty, get it cleaned. The house inspector will point it out anyway and may make the potential buyer worry. You may need to bathe your pet, fumigate its area or even replace the carpet, she says. Harper says she tells clients, "I know you're so busy you don't have time for this, so let me recommend a good cleaning gal. In fact, she could probably come every week until we sell the house." If the client says, "Oh no, I'll do it myself," Harper starts listing the many chores she sees. She says often the sellers will decide they do need help with cleaning. (In metro Detroit, that might cost $60-$100 for a standard house cleaning
An empty house An empty house almost always needs interior paint, she says, and the carpets often look bad too. They'll need to be cleaned or, at worst, replaced. Don't leave behind boxes or things you don't want unless it's a nice piece of furniture. Get them out of the house. "In an empty house I bring into the bathroom nice towels and rugs to eat that hollow sound," she says.
19 Hans Neugebauer Residential Real Estate Consultant
Security Assess and hide your valuables, because unfortunately thefts sometimes happen when homes are being viewed. A woman should hide her purse. A man should remember not to leave his wallet on the dresser. Decide which small valuable objects you need to put away. Harper says sellers should make these improvements before they start showing the house. "Get it done before you put the house for sale. Don't get halfway through and decide you need to improve. "Your initial surge of people are the best possible buyers. Don't squander them by having them come to a house that's not ready."
HIGHLIGHTING A HOUSE Kitchens
Clear the counters of all small appliances. Take everything off the refrigerator. Remove the counter microwave and store it. Hide exposed trash cans, canisters of utensils and pet dishes. Wash all cabinets, including knobs. Touch up woodwork with polish or paint.
Living room and dining room
Remove any toys or office supplies. Cut by half any knickknacks on shelves or windowsills. Open the space by removing furniture. Paint walls and ceilings light colors.
Store toys in closets. Remove posters from walls.
Remove clutter from bookcases. Take throws and afghans off the couch and chairs. Clean the fireplace and mantel.
20 Hans Neugebauer Residential Real Estate Consultant
Deep-clean the tub and shower. Hide toothbrushes, bar soap and other hygiene products. Bring in fluffy new towels. Keep spray freshener handy
21 Hans Neugebauer Residential Real Estate Consultant
Pricing Your Home For Top Dollar
What is your home worth? What you paid for your home Does not affect its value! The cash you need from the sale of your home Does not affect its value! What you want for your home Does not affect its value! What any real estate agent says your home is worth Does not affect its value! (unless they are going to buy it themselves) What an appraiser says it is worth Does not affect its value! The value of your home is determined by what a qualified Buyer is willing to pay in Today’s Market based on comparing your home to others currently on the market for sale.
BUYERS ALWAYS DETERMINE VALUE
22 Hans Neugebauer Residential Real Estate Consultant
Factors That Determine a Buyers Market or Sellers Market Inventory of homes on the market o The over abundance of Homes on the market favors the Buyer o Scarcity of homes favors the seller. Foreclosures, Short Sales & Bank Owned properties o These properties are sold below market value and depress your homes value. The Credit Market Environment o A tight market means less buyers competing for your home. Local economy o The job market o Opening or closing of plants o Population increase or decrease
23 Hans Neugebauer Residential Real Estate Consultant
The Dangers of Overpricing
Overpricing lengthens marketing time, and invariably results in a lower selling price than would have been otherwise obtained. Buyers want to see and Agents want to show homes by price range. Many potential buyers will not even look; thinking it is out of their range. Overpricing your property may help sell your competition. Those buyers who do look are comparison shopping and looking at your home may convince them to make an offer on a different property. Since an appraisal is required in financing a property, even if a Buyer agrees to pay a higher price, the sale will fall through if they cannot obtain financing. Properties on the market for extended periods of time are considered “shopworn” by many agents and buyers tend to wonder what is wrong with the home. Overpricing tends to dampen other agents attitude, making it less likely to be shown. The longer your home is on the market, the lower the selling price will likely be!
BUYERS ALWAYS DETERMINE VALUE
24 Hans Neugebauer Residential Real Estate Consultant
Final Comments Determining your asking price… A house priced at or near “market value” will attract more buyers than one priced above market value. Also, consider that a house priced competitively will generate a greater number of showings to potential buyers and increase your chances of a faster sale. It could also generate competitive offers!
Factors to consider… Every home has pluses and minuses when looked at through the Buyers eyes. How might buyers view your home?
Pluses – What upgrades and updates make your home different or better than homes that have recently sold in the same development? How much are they worth? Do you have more livable floor space?
Minuses – What needs repair or replacement? What things were you going to do when you purchased the home that you never got around to doing? Is your home less updated than those recent sales? Are there things to do to properly prepare the home for the market that you are just not going to do??? If so, expect to net less.
The Competition – If the real estate market is a “Buyers Market”, it means that there are many more homes available and fewer buyers. This has the affect of downward pressure on market value. Your home may be worth less than last year. On the other hand, if the market is a “Sellers Market” there are more buyers than sellers and the upward pressure may create an environment where your house could sell for above listing price. Do you know what kind of market we are in today?
25 Hans Neugebauer Residential Real Estate Consultant
Getting Startedâ€Ś Choose your agent first, and then determine your asking price! Do not be bought by an agent that promises a price. They cannot deliver, only a buyer delivers the market price. Ask the same questions of the agents you interview to determine how they compare. Marketing is the only component that the agent can control. What are their marketing tools? What is their marketing experience and skill set level?
Watch the timing! Existing home sales are taking longer than they have in years. Make sure you allow enough time to sell yours. The process is stressful enough without the additional stress of being an absentee seller or having the pressure of two mortgage payments.
26 Hans Neugebauer Residential Real Estate Consultant
We Have Mutual Objectivesâ€Ś To Sell Your Home At the best possible price! In the shortest period of time! With the least inconvenience to you! Listed below are the six main factors that affect the sale of real estate and who controls each of those factors. Factor
1. Location 2. Terms 3. Condition 4. Price 5. Marketing 6. Market Value
Owner Owner Owner Owner Realtor Buyer
The Realtor you select to market, promote and sell your property is critical to your success! What marketing tools do they have in their belt? How much marketing experience do they have?
27 Hans Neugebauer Residential Real Estate Consultant
Our Blueprint for Selling Your Home Thank you for the opportunity to work for you! In order for us to
market your home, we must work together. This sheet will let you know how we can best work together. Feature Sheet: When your home is listed, digital photos will be taken. A feature sheet will then be produced. This feature sheet will contain information describing your home for agents and prospective buyers. If there is particular information that you would like included, please be sure to let me know. Yard Sign: A RE/MAX yard sign will be placed IMMEDIATELY, unless restrictions apply. Staging and Home Enhancements: I will be happy to assist in home enhancement and staging your home. As feedback is received from showings, I will make additional suggestions. Appointments: Agents from our office and from other real estate offices will make appointments to bring prospective buyers through your home. My office or I will phone you to let you know about the appointments. It is best that you are not home when the home is being shown. If the appointment is truly inconvenient, suggest an alternative time, keeping in mind that a missed appointment is a missed opportunity. If the Buyer finds another home that day, they may never see your home another day. Typically agents leave their business card to let you know they were in your home. Please save the agents card as I will pick them up and follow up with them for additional feedback. There are many agents in the area already working with Buyers who may have an interest in your home. I employ the services of all the agents in the Toledo Board to get your home sold. For that reason, please understand that I may not personally be the agent showing the home.
28 Hans Neugebauer Residential Real Estate Consultant
Showings: Showings are for your benefit; therefore, please make every effort to have your home ready and available to show at all reasonable times. Because we take care to screen for qualified Buyers, we can eliminate some of the lookers and reduce the inconvenience of showings. It is in your best interest to have a lock box on your door to make your home accessible for showings. It will remain there until after closing so that the home is available for the final walk through and inspections. In the event someone approaches your home without an appointment â€“ either an agent or a prospective Buyer â€“ for your own safety, we suggest that you not let him or her in. Direct them to call our office. If you will be out of town overnight, please let me know how to reach you to set appointments or in case an offer comes in. Feedback: An e-mail request for showing feedback will be sent to the showing agent when the appointment is made. I will share that information with you via email or phone. If you have provided me with your e-mail address, I will primarily contact you with this method. Marketing & Advertising: I will write promotional material and use those vehicles that will have the highest probability of attracting the most qualified Buyer for your home. This includes but is not limited to newspaper, television, multiple listing services, home magazines, websites and direct mail. I will also use prospecting and reverse prospecting tools. Price Adjustments: As I mentioned before, markets are continually changing. We will monitor showings, new active and sold properties and inventory levels. This will allow us to be pro-active to market changes. In the event that this information reflects a need to change the listing price of your home, we will meet to discuss the best possible adjustment. Offers: I must present all offers to you, no matter how low they may be. It is not unusual for a Buyer and Seller who are very far apart to come to a meeting of the minds. We suggest that you try not to be upset or defensive if a low offer is presented. Any Buyer interested enough to put an offer in writing could be the one to buy your home! Inspections: Home inspections can take up to 3 or 4 hours. Typically the Buyer will accompany the inspector during that time. Because the Buyer pays for that service and is represented by an agent, only the Buyers Agent will accompany the 29 Hans Neugebauer Residential Real Estate Consultant
Buyer. The Sellers Agent is not present. It is suggested that the Sellerâ€™s not be present either.
First Choose The Agent, Then Choose The Price.
Experience The Difference!
30 Hans Neugebauer Residential Real Estate Consultant
When your listing is on REALTOR.com®, your listing and your listing agent are shown on these major portals!
Internet Exposure REALTOR.com® Listing Enhancements Did you know?????
7 million people visit REALTOR.com per month 82% of Real Estate searches are done on REALTOR.COM Realtor.com powers over 60 websites, including AOL, MSN, Netscape, Juno, The Wall Street Journal, Excite, Net Zero and Compu Serve. Enhanced listings are viewed 300 times more than the standard listing. Adding additional photos of your property alone will push your listing to the top of Realtor.com searches. In addition you will be able to enhance your listing with a number of powerful features. Hans’ listings average over 100 hits per week on Realtor.com.
Benefits of Showcase Listing Enhancement
Your agent’s name will be listed with his photo and slogan (you want your agent contacted because they know your house the best!) Your listing will have up to 25 photos of your property Prospects will be able to email your agent directly Realtor.com provides statistical data on how many people have viewed your listing Your listing will be exposed on 90 different websites Realtor.com will direct traffic to your agent’s website (so they can find your listing!) Links to all of your agent’s listings which increase traffic to your listing Up to 255 characters of scrolling text Customized headline in yellow highlight Your listing will have a showcase flag Prospects will be able to print your listing in a brochure format Your agent is listed in the Find a Realtor Directory in 40 zip codes
31 Hans Neugebauer Residential Real Estate Consultant
Internet Exposure In addition to the hundreds of sites Realtor.com links to, Hans Neugebauer will syndicate your listing on the following highly ranked web sites:
Hans Neugebauer is listed on GeePage, LinkedIn, Homethinking, and other professional web portals.
32 Hans Neugebauer Residential Real Estate Consultant
Testimonials “My wife and I had the pleasure of working with Hans on our recent home sale and purchase. We appreciate all the hard work Hans endured on our behalf. We are very happy in our new home. Hans‟ honesty, work ethic and focus transcend the business aspect of deals and cultivate a sincere trust in him. Hans is a go-getter who is unwilling to sacrifice courtesy, respect and sincerity. He is a gentleman who did a wonderful job for us and without hesitation we would highly recommend Hans Neugebauer.” - Joe and Amy Szyperski
“My wife and I were very pleased with the services he provided. Hans had our best intentions at heart, and I feel he looked for homes that would meet all our needs and wants.” – Nik Biddle “From the very first meeting to the closing, Hans was very precise in explaining all details so that everything related to this transaction was handled to my satisfaction and gratification. I had a full price accepted offer in just two days and closed a month later, and it all went so smoothly. I strongly recommend Hans Neugebauer to handle your real estate transactions.” – Betty Hartley “Through Hans I received excellent service including timeliness, sound advice, and a caring attitude. Hans also went above and beyond the call of duty by working late hours to ensure things would go as smoothly as possible during the entire process. I am very satisfied with the service I received from Hans and will continue to recommend him to my family and friends.” –Kristina Jones “I still can‟t believe this is our house. It is so perfect for us. Thanks for all your help in our buying it.” -Jim & Margaret Hentges “Just sending you the biggest „thank you‟ ever for a job well done. We didn‟t think it was even possible for us to own a home. But you proved us wrong Hans, and we‟ll always be thankful to you!” –Joe & Loretta Poskarbiewicz “Thank you, alone will never be enough for all the self-less things you‟ve done for my family. I‟m extremely thankful you were my realtor. I felt you went the extra mile for us.” –Christine Richmeier 33 Hans Neugebauer Residential Real Estate Consultant
“I would describe the service from Hans Neugebauer as excellent, and would recommend him to my family members and friends.” – William Herzog “Again, thank you Hans for selling our house and for finding the perfect buyers to take care of the house that we loved and called „home‟ for 12 years.” – The Neill Family “You have been so helpful and accessible, I REALLY appreciate that.” -Cora & John Hurley “I appreciate all the work you did for me and all your patience with me too! You were very honest, listened to what I wanted and needed, and really cared about my situation! Most importantly, you never forced me to buy or look at anything unless I wanted to! We all enjoyed you very much and had a great time with you! You were excellent. I will be sending you anyone buying or selling a home!” – Tara Peterson “We‟ll always remember how you sold our house in 10 days.” -David & Judy Emerson “Hans showed us a variety of houses that were all what we were looking for (many choices). He was very accessible. We could get a hold of him any time or day. His communication was very effective and very HONEST! Hans gave us excellent service. We will absolutely recommend Hans to our family and friends.” –Matt & Jessica Rizzo “Hans gave us excellent service as he helped us sell our home and purchase a bigger and better one. His personality is a winner! Hans was on top of the paperwork. A+ rating on the communication we received throughout the transaction.” –Rob & Michelle Vossen. “Why would I recommend Hans to my friends and family? His communication with me was excellent. He was a great help with all the paperwork. All in all, he is a great sales person!” --Dina Ramirez
34 Hans Neugebauer Residential Real Estate Consultant
“This was my first time buying a home and Hans made it a great experience! He kept the ball rolling and always kept me up to date. He persuaded the seller to accept my offer quickly! I would recommend him anytime.” -Brian & Kelly Dotson “Hans really knows how to take care of his clients. We enjoyed his energy and enthusiasm! He used his marketing advantage in showing us optional properties until we could view our present home together.” -Steven & Karen Peake “What can I say, our home sold in less than 60 days! We had very good and effective communication throughout the whole transaction. -Thomas & Mary Eddy “The personal contact through many phone calls made my dealings with Hans excellent!. He sold my home quickly and efficiently! I would certainly recommend him to anyone.” -Jim Peake “Hans worked very hard to sell our home and he got it sold even though it was a hard market! He was helpful in working with us and the lender company. I would recommend him to any of my friends or family.” -Dan & Gina Nuzum “Because of my physical condition I could not do a lot. Hans put in extra time and even took time to explain about placing the property on the internet etc. Hans‟ communication was top notch! I would definitely recommend him to my friends.” -Carl Kosakowski “Hans you are so good at what you do! We appreciate your energy and thoughtfulness. His quick responses and call backs caused our communication to be quite effective. He made our needs his priority. Our new house is certainly becoming a home.” -Clint & Morgan Sneary “Thank you for your hard work to sell my house. It‟s a huge relief to have it sold and I know you worked hard to make it happen.” -Brooke Keller 35 Hans Neugebauer Residential Real Estate Consultant
“Hans reassured us that every transaction has it‟s own set of negotiations and kept us calm. Through communication he kept pace with us and worked hard to make everything come together. He kept us on target through our pre-approval setbacks and got us into the perfect house!” -Joe and Lori Warner “Your communication with us was very effective. You arranged appointments on very short notice providing us with many houses to look at. You helped make our move-in as quickly as possible.” -Mark & Kim Delaney
“Hans is committed to his clients and that is reflected both in his level of service and in the integrity that he exudes. I have referred personal friends to Hans because I have 100% confidence in him.” - Lynn Fruth, CEO/Co-Owner, The Danberry Co., Realtors “Hans, thank you so much for helping on short notice! We‟re glad you could join in celebration with us on the home God has given us.” -Adam & Kristin Gilbert “Hans‟ performance on the purchase of our home was excellent. [He] followed up on things well. He helped by supporting us and supplying market data to help put together our offer. We will recommend Hans to our friends and family members.” -Mike & Janelle Metzger “We give Hans an excellent rating in the sale of our home. The preparation of sales brochures, etc. was excellent. Hans kept us informed ASAP on all developments. His communication was excellent. We will use Hans again and will recommend him to others.” -Dan & Louella Holroyd “[I picked Hans because] of the strength of his company, his marketing services that stood out above everyone else, and his personality just worked. He is honest and genuine and I believe in what Hans is saying, that he is not just saying the company line.” - Rory W. Paquette, Managing Broker Century 21 Gold Star, Granger, Indiana. “You did a good job keeping us in the know and on-time for all the different elements involved in buying our 1st home. Your references proved to be very good references. 36 Hans Neugebauer Residential Real Estate Consultant
You made time to meet with us even when it was quite inconvenient for you which helped get things done. Your communication was clear and timely” -Jonathan & Emma Blevins “You were thoughtful and professional. Excellent follow-up. You did what you said and your communication was consistently good. I would recommend you without reservation. I was happy to pay your fee! Excellent rating! ” -William S. Wardrop, Steere Capital Investments “Excellent rating. Hans went above and beyond to match a home that fit us. He even met us for paperwork at 10pm!” -Justin & Ashlee Kuhlman “Hans was always available, open and honest. We knew at all times that his motivation was to help us find the perfect home for us. Excellent performance rating. Phenomenal communication through the transaction.” -Bill & Jude Ehrsam “Excellent rating. This was a low end listing with complicated financing and you worked diligently, just as you would have with a high-end listing. You treated it with respect and we appreciated that very much. You kept us updated every step of the way and always returned calls promptly. I was impressed with both your knowledge and demeanor. Coordinating a HUD loan was not as easy task, as it was very technical and detailed. As far we‟re concerned it was a close to perfect transaction.” -Billie Ogrodowski, Former Local Real Estate Agent “With all the talent scattered around the (Danberry) company, making President‟s Club is no small feat, especially for those who have figured out how to have a life outside of real estate.” -Dick Baker, President of The Danberry Co., Realtors. “Excellent rating. Everything went smoothly, and Hans was always available and answered our questions. Very good communication.” -Jim Rohman “Excellent rating. Hans was very informative, able to meet and show houses at anytime needed, and professional. Excellent communication.” -Nicole Van Ness and James Sipe
37 Hans Neugebauer Residential Real Estate Consultant
“Excellent rating. Hans kept in contact during the entire transaction. He found a nice home in a good community. Excellent communication.” -Michael & Leeann Kuhel “Thank you for all the work you did to get our Toledo house sold. We are happy to have worked with such a great Realtor.” –Andy & Brooke Grider “Hans was always available, did loads of research, made well reasoned decisions, and stayed up amazingly late to write offers. You are awesome! I was all over the board for my purchase and you followed me. Thank you. Excellent rating. ” -Sara Bowen “Excellent rating. Very quick sale, excellent suggestions. Excellent suggestions for house repair. Great, effective communication throughout the transaction.” - Dr. Frank and Mrs. Barbara Lupis “Hans helped push the sale and worked through some tax issues to my benefit. I would recommend Hans to friends and family.” -Kent & Danetra Smith “Hans is very knowledgeable and helped out tremendously on our first home purchase. He just kept the sale going so we could close on our house at the date on the contract. I cannot think of any suggestions for what he could improve upon. Communication was great, Hans was on top of everything.” -Jeff Wilson & Ashlee Wiener “Excellent rating. Hans was very professional and kept me posted through the whole process. There were many memorable things Hans did for me during the transaction. Communication was very effective and he took my anxiety away that I once had about Realtors. I have already recommended Hans to friends and family!” -Jodi Vogelsong “Excellent performance rating. Communication could not be better. No suggestions for improvement, keep up the good work. Thanks for all your hard work. You made our dream come true.” -Edgar & Daina Lewis
Sales Ticker as of 1/18/2011 Families helped: 167 Homes Sold: 184 Volume of Homes Sold: $22,461,552 million 38 Hans Neugebauer Residential Real Estate Consultant
This pre-listing packet is designed for prospective sellers to see the area's most powerful listing marketing plan in black and white.