Issuu

SE LL E R’S GU ID E

TABLE OF CONTENTS About Our Team .....................................................................................................................................................................

Preparation .................................................................................................................................................................................

Getting Your House Ready to Sell .................................................................................................................

Working With the Best Agents ...................................................................................................................................

Selecting an Agent ....................................................................................................................................................

Expectations: What Should I Expect from My Agent ....................................................................

Selling Your House....................................................................................................................................,,............................

A Quick Sale: What Must I Do To Sell My House Quickly? ...............................,,.........................

Fees & Expenses: How Much Will I Pay In Fees To Sell My House? ...........,,.........................

The Offer: What Do I Do When I Get/Accept An Offer? ................................,,,..............................

The Closing: What Happens Prior To/At Closing? ...........................................,,.................................

ABOUT

OUR TEAM

The Agents at Island Life Real Estate are a bright and fun group of folks who share a love of St. Croix and a desire to help others achieve their real estate dreams. Led by Kim Lucas, the agents at Island Life embody the spirit of helpfulness, honesty and integrity, and excel at listening, problem solving, negotiating, and helping people complete real estate transactions. You will find them to be professional, approachable and friendly. Let one of our agents sell YOUR property. Here’s what you can expect when you work with our team to sell real estate in St. Croix: Reliability and Dependability • •

You can count on us. We are trustworthy and responsible.

Responsiveness • • • 4

We will be alert and receptive to your specialized and unique real estate, marketing and transactional needs. We will do our best to anticipate those needs, and prepare you for each step of the selling process. We will be available for consultation until your home closes. S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

Market Knowledge •

We know the St. Croix real estate market, and are experienced and proficient in real estate transactions on the island.

Communication • • •

We will do our best to explain your transaction terms in straightforward language. You will always be informed of the progress of your transaction. If and when we notice a possible problem, we will let you know immediately, and suggest solutions to resolve the issue.

An Enjoyable Sale • • •

We mix work with fun and will do our best to alleviate any stress you feel or anxieties you have. We work toward achieving a successful transaction for all involved parties. We want to finish the sale as your friend, and earn your referrals for years to come.

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

PREPARATION

6 6

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

5 7

GETTING YOUR HOUSE

READY TO SELL There are many things within your control that will help you sell your home for the best price and faster. When in doubt, ask your agent for their feedback and suggestions!

Clean, Clean, Clean Nothing turns Buyers off more than a dirty house. So, clean, clean, clean. And, before every showing, pick up and tidy your home...put dishes in the dishwasher, dirty clothes in the hamper, etc.

Eliminate “You” Declutter and depersonalize. This is so critically important when you are trying to sell your home! Put away your photographs, knick-knacks, trophies, and grandchildren’s artwork. While knick-knacks and personal photos can make a home feel cozy and warm, they are actually very distracting and don’t help sell your home. If you intend to keep these things, pack them and store them out of sight. What you don’t want Buyers to do is spend their time looking at your wedding photos, your kids’ photos, etc. You want potential Buyers looking at the HOME. Also, eliminate “you” from the 8

showings as well. It makes potential Buyers uncomfortable for the Seller to be present when they are critically evaluating your home. So, at a minimum, take a walk around the block when you have a showing, and be polite and friendly, but keep conversations with the potential Buyers to a minimum.

Focus on Flow You want your home to be comfortable and easy to navigate. You want potential Buyers to find the layout and traffic patterns to be logical and functional. If you use the dining room for a kid’s playroom, or if the loft is empty because you don’t have a use for it, restage your rooms so they reflect their original purpose. Buyers want to see the space used in a traditional way—with a dining table in the dining room, a desk and chair in the office—to envision themselves living there.

Show How Rooms Should Be Used If you just love having coffee in a little nook off the living room, make that apparent! Your home can “tell a story” and really sell itself - try to imagine if you were seeing your S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

home for the first time. What would attract you? Make those places in your home really stand out!

Less is More This is the time where “less is more” should truly be your mantra! Because less really is more when trying to sell a home. Try to look at your home with a very critical eye. That chair your grandma gave you may have sentimental value, but it may also need to go in order to create a feeling of spaciousness. Also, remember the rule of “3s” - no more than 3 items on a table. You want potential Buyers feeling the space.

Get Buyers to Fall in Love Russell Volk, a real estate agent with Re/Max Elite serving Bucks County, PA, worked with a home-selling couple who decided to hand-write a one-page letter about their life in the house. “Their story of how they raised their family and what kind of experiences they had in the home was very personal and emotional,” says Volk. The letter was framed on the kitchen counter for potential Buyers to read. One Buyer who liked the home absolutely loved the Sellers’ story — and paid full asking price. “If Sellers can connect with Buyers on an emotional level, chances of Buyers paying top dollar for the house drastically increase,” says Volk.

Provide Insider Information Make sure to include tidbits in the listing that Buyers will appreciate and that they can only get from you: the S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

Describe the Neighborhood Culture Think of everything interesting you can about your neighborhood — its proximity to the beach, a group of neighbors that meet regularly and walk together, the number of dog walkers who gather to chat — and mention them in your listing. The smallest detail can attract a Buyer with a teenager, a dog, and kids with swimsuits.

Don’t Forget to List the House Extras The motion-sensitive outdoor lighting, an automatic garage door timer that closes the door before dark, a phoneactivated security system, or camera doorbell. These bells and whistles may seem banal to you, but they can make Sellers feel that everything’s been taken care of for them — and inspire a top-dollar offer.

Highlight Unique Features Especially in the Caribbean, many homes have some really special features. You’ll know what those are, and working to highlight those with lighting, plants, a beautiful chair or throw, will help others to see and appreciate those features as well. Photo https://www.apartmenttherapy.com/authors/hayley-kessner

Create a Neutral & Appealing Tone

mention of a popular neighborhood coffee shop, the best Mexican restaurant nearby, or the free library box around the corner. No one knows these details better than you, the homeowner.

While bright Caribbean colors are very attractive and work well with many of the homes and condos, they, too, can be distracting. It’s surprising how many people can’t imagine something that is not already there - and if you’ve painted

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

dollar for some of our houses is to reglaze an old bathroom that has a terrible color of tile — like pink or green,” says Michael Pinter, a house flipper in Long Island, NY, with LMPK Properties. “We reglaze the bathroom white for a few hundred dollars, and a dated bathroom will look 30 years younger.”Bathrooms and kitchens sell houses, and any small improvement that makes those rooms more modern makes a huge difference.

Enhance Your Home’s Curb Appeal

your room purple, and they HATE purple, many people just can’t see past the color. Try to neutralize where possible, and add color with things that can be changed, such as accessories, like throw pillows, rugs, etc.

You only have one chance to make a good “first impression” so pay attention to your home’s “curb appeal.” Spend a little extra time and money sprucing up the area around your entry, and make sure your landscaping is well maintained and inviting. Fix anything that’s broken, paint and power wash sidewalks/decks/etc. Make sure your front door (or whatever door people will be entering) is clean and fresh. Make your house sparkle!

Have Your Home Inspected

While it might not be financially practical for you to redo your kitchen, baths, floors, there are some things you can do to make even a dated home more appealing and attractive. Consider inexpensive ways to spruce up, like changing out cabinet pulls/knobs, repainting trim, maybe even adding a new tile backsplash. You don’t have to spend a fortune to make a difference in a home. “The best tip I use to get top

When you receive an acceptable offer on your home, one of the first things your Buyers will do is have a home inspection. You can bet that the inspectors will find SOMETHING to report, even if your home is very well maintained. The items found then become factors to negotiate. Consider hiring an inspector and do your OWN inspection prior to listing. Find out the things that are wrong and fix them. Those things that you don’t want to fix, get estimates for fixing them and disclose the problems up front to potential Buyers, along with the estimates you’ve obtained.

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

Update the Interior & Exterior

WORKING WITH THE BEST AGENTS

12 12

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

11 13

SELECTING AN

AGENT 1. Find out how long they have been selling real estate This question is key because it can lead to so much more than simply a number of years. While it is true that experience doesn’t necessarily equal success, real estate is a commission-based business and it would be very difficult for an agent to survive for a long time providing awful service. An agent who has seen many different situations is less likely to be rattled should any bumps be encountered down the road. If you speak with an inexperienced agent and like them, explore how they work with their broker. At St Croix Island Life, newer agents are always in close contact with the broker, who reviews all agreements, offers, and contracts. 2. Ask them about their average number of clients Or if you really want to be blunt: Do you, and will you, have enough time for me? No one wants to feel as if they’re thrown to the wayside while their agent is 14

working with dozens of other clients. If your agent is working with a high volume of clients, find out how he or she plans to remedy the situation should you need additional support. Does she have other team members who can help? Does she have a licensed assistant who can offer advice? So this is a bit of the flip side of hiring a “new” agent! An experienced and busy agent will likely need support from a team of professionals who work with him/her. Find out more about this team! 3. What is their ratio of Buyers to Sellers? As you talk with agents, you will find many work with primarily Buyers or Sellers. While it’s good to know one thing very well, this can also lead to a limited perspective. How well can your agent be expected to know what a Seller may be thinking if he’s only worked with Buyers, or vice versa?

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

4. Find out what type of communication you can expect from your agent. At this point, you should already notice if you and the agent understand how each other communicates. Equally important, this should be where you both set expectations for how often you should be updated, the best methods to use and who needs to be kept in the loop. These should be determined by what makes you, as the client, feel most comfortable. 5. Ask if your agent has a recommended vendor list An experienced agent will have developed trusted relationships with other industry professionals over a long period of time. From lenders and attorneys to contractors and inspectors, your agent should be able to refer you to multiple sources so that you can ultimately determine who works best for you. These should be recommendations, nothing more – the Real Estate Settlement Procedures Act gives you the right to choose who you work with every step of the way. 6. Ask for three references and their contact information

7. Ask the agent what questions they have for YOU This is the most important question you will ask. The true determination of a person’s mindset and priorities is exposed by the questions she asks. Anyone can ask how much you want to sell your house for or how many bathrooms you want in your new home. If an agent takes the time to get to know you, your goals and your priorities, this is an excellent indicator he/she is already setting a foundation of client-centered service, for which there is no substitute. 8. Find out where and how the agent will market and advertise your property This is a very important question to ask your agent. Many agents will ONLY place your home on our MLS system. You want much wider and broader exposure than that. Most people find their home on the internet, so you want an agent that has a really great internet presence and advertises widely on a number of internet sites. 9. Find out how the agent will present your property

While an agent should be able to accurately judge the service they provided, no one can better say than his past clients. Obviously, agents won’t be handing out information on clients who hated them, so take what they say with a grain of salt. Ask specific, open-end questions based on your priorities.

Photography is super important in marketing and advertising your home. With the plethora of drones available now, if you have a significant home, you should expect your agent to supply drone photographs and perhaps even video footage. Professional photography is also critical. Ask who will be photographing your home and what their credentials are.

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

EXPECTATIONS WHAT SHOULD I EXPECT FROM MY AGENT?

Staging Recommendations Your agent should be prepared, willing, and able to make some general staging recommendations. If you are willing to spend money on staging, your agent should have contacts/ connections with professionals who can offer this service.

info needed to determine how to best target the Buyers who would be most likely to find your home appealing. Ask your agent for how they will describe your home, who they will target, how they will target these folks, and where and how they will advertise your property. Their plan should make good sense to you!

Professional Photography

Advertising in Addition to MLS

Photography is a critical component of sales in today’s market, where most homes are “sold” over the internet - especially in St. Croix. Ask questions about who will be taking the photos, and how many photos you’ll use, and if any additional photography will be included (i.e., drone, virtual tours, etc.).

There are many places Realtors® can advertise property. Obviously, most of these options cost money. Find out where and how your agent will be advertising your property.

Feedback from Showings

Your home is unique, and your agent should be gathering

It is critically important that you make your home available for showings, and it is also important that you get feedback from these showings so that you and your agent can make adjustments if necessary. Ask your Realtor® how they

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

A Marketing Plan

typically provide showing feedback, and make your own preferences known as well. Do you want feedback after each showing, or all together once a month, etc. This is something you and your agent should discuss and agree upon.

Hosting an Open House In St. Croix, we don’t host open houses for the public, for many reasons. However, we do have open houses for our colleagues so that they can come and see new listings and give feedback. These open houses are held on Tuesdays (rotating around the island), typically between 10:00 a.m. and 1:00 p.m. Ask your Realtor® when your home will be placed on the open house tour, and negotiate a date and time that works for both of you.

Access to Service Providers

Your Realtor® should have an established list of service providers they have worked with and trust to help you with things like landscaping, painting, repairs, etc.

Where Buyers found the home they purchased: Internet: 51% Real Estate Agent: 34% Yard sign/open house sign: 8% Friend, relative or neighbor: 4% Home builder or their agent: 2% Print newspaper ad: 1%

Market Updates & Recommendations Communication is critical during your listing period; let your agent know what YOU want and expect, and see how that fits in with their practices. S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

Nation-wide statistics (we don’t have them for St. Croix) 2016 National Association of Realtors® Profile of Home Buyers and Sellers

SELLING YOUR HOUSE

18 18

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

17 19

20 20

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

A QUICK SALE

WHAT MUST I DO TO SELL MY HOUSE QUICKLY?

Price it Right from the Start Nearly everyone thinks their home is worth more than “market data” suggests. But pricing your home too high is a common mistake. Many people think that they can price it high and just “see what happens.” Agents see the home, feel it is overpriced, and then don’t show it to their Buyer customers. So, the homeowner ends up wasting valuable time and passes up many qualified Buyers who could afford their home, if it were priced correctly. So, getting it priced correctly right out of the gate is really important. Ask your agent to help you understand the fair market value of your property by showing you recently settled houses, how they compare to your home, and what “competition” you will have. You might even want to go look at some homes in the price range your agent recommends for YOUR home so you can get a feel for how your home will stack up. Please listen to your Realtor® and do your best to price your home S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

correctly right out of the gate. Also, Data shows that if you list a home 10% under market value, you will attract 75% of the Buyer pool, versus only 30% if you were to list 10% over market value,” says Melissa Colabella, at Sotheby’s International Realty. “Yet Sellers fear that not leaving room to negotiate leaves money on the table, which is not true.” In fact, Buyers are often motivated to bid by seeing other bids on a property, a dynamic that typically pushes bids above market value.

Understand the Impact of Your Timeframe If you have a desire to sell your home within a specific timeframe, be sure you tell your real estate agent this. their recommendations will be based, to some extent, on this information. And, the timeframe may impact a number of other factors associated with your sale. 21

Understand the “Mood” of the Market The inventory in St. Croix has been very limited for a while, which is good for Sellers. Ask your Realtor® about your “competition” and even consider looking at the homes that your Realtor® considers to be your competitors. This will help you see what you can do to make YOUR home stand out! The general “mood” of the market, whether it’s a Buyer’s or Seller’s market, what’s happening on the island crime-wise, employment-wise, etc., will all affect your ability to sell and the price you can expect to get. Even market fluctuations in the states can impact sales here. It’s important to get your agent’s read on general market conditions.

Get Documents Ready While some of these items are not necessary for you to have, and others are only necessary once you go under contract, we recommend that you find and share these documents with your listing agent at the time you LIST your home: • • • • • • • 22

Title insurance policy As-built survey Any service contracts you have (i.e., landscaping, pest control, pool) A list of vendors and account numbers for your home A list of all folks who perform work or maintenance on your home (i.e., maids, landscapers, etc.) An inventory and exclusion list - (what items stay with

•

the home, and what will be taken) Estimates from qualified vendors for any major repairs your home needs

Ensure Your Listing has Great Photos & Lots of Them Video and Virtual Tours are Important! Since most people shop for real estate online, having a really good internet presence, wide advertising on multiple internet sites, and of course beautiful photography will all impact how quickly your home will sell. You have every right to provide feedback to your agent. If they neglected to take a shot of something that you think is important to show, tell them! If you have an outstanding sunset shot, and they took photos in the morning, share your good picture! Pictures are really, really important when selling your home!

Share Information About Life in the Neighborhood & Surrounding Areas Keep in mind, especially in St. Croix, that you are not just selling a “house” - you are selling a LIFESTYLE! Make sure to tell your agent what you love about your home and the area, to help your agent paint a picture of what life is like in your home!

Remove Your Pets

Most people love pets, and those of us who live with them get accustomed to the fur and smells of our animals. However, many folks have allergies, or are clean freaks, or S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

don’t like litter boxes in the home, etc. and so pets and their “stuff” can be a real turn off for many Buyers. It’s asking a lot, but do what you can to neutralize pet odors, remove your pets from the home when it is being shown, and keep it as “fur-free” and odor-free as possible.

about the condition of your home when it is shown.

Make Your Property Easy to Show

If your home is clean and appears to be well maintained, you can expect to sell faster and for a higher dollar amount than if it does not present well. If you have tenants, this can be a problem; since many times, your tenants don’t really WANT your home to sell, or at best, don’t care. If you do have tenants, have a frank discussion with them about your expectations, and ask your Realtor® to keep you informed

People come to St. Croix and fall in love, and decide they MUST look at property the day they are leaving! Needless to say, that is a real challenge for us as agents, and it can be for you as well. However, that may be THE Buyer for your home, so it’s important that you try to be as accommodating as you possibly can for all showing requests. All agents will try to give you as much notice as possible (because we want your home to be in “showing condition”!) - but we also want to SELL your home - so if we have an eager and enthusiastic Buyer who wants to see your home in an hour - please don’t get angry with us - and do your best to accommodate!

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

Get Your Property Ready to Show

FEES & EXPENSES HOW MUCH WILL I PAY IN FEES TO SELL MY HOUSE?

24 24

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

Commission:

Each Real Estate Agency is free to set their own commission rates and policies, so comparing rates are important. Keep in mind; you get what you pay for! Don’t ask your Realtor® to discount their fees at the outset of the listing, but explore with him/her what happens in a tight negotiation. Keep in mind that if you agree to a commission and then, at the time of offer, you ask for a reduction in commission, that’s like sitting down to a meal, ordering a steak, and then trying to negotiate the price after you get the bill. Explore different options with your Realtor® to see when, how and if they will negotiate their rate, but if they cut their rate at the outset, expect that their services will be cut as well.

Attorney Fees:

In St. Croix, you will need an attorney to close your transaction. Typically, attorneys don’t get involved until the Buyer has completed their due diligence period. However, if you prefer your attorney to review the contract, they can be involved from the moment you receive an offer; this is a matter of your personal preference. Almost all agents here use “standard contracts” so typically there is nothing in them that is “tricky.” If there is an exception, your agent may recommend that you get your attorney involved in reviewing the contract. Attorneys charge anywhere from $1,500 - $2,000 to close a deal, with the simpler transactions being less expensive.

Stamp Tax:

On St. Croix, Stamp Tax, or Transfer Tax, is typically a Seller expense. It’s based on the HIGHER of either the sales price or assessed value. There is a sliding scale: 2% for values up to $350,000; 2.5% for values $351,000 - 1,000,000; 3% for values over a million.

Pest Inspection:

Most contracts will be contingent on you delivering your home pest free - which will require a pest inspection by a qualified contractor within 30 days of closing. This can either be at the buyer’s expense and made a part of their inspection period, or it could be at your expense (typically with VA and FHA loans). If any problems are found, you may be held accountable for remedying them, up to a certain amount of money (stipulated in the contract). If correcting the problems exceeds the amount in the contract, you will have the option of refusing to complete the repairs. Other times, this can be a negotiated item.

Seller Assist:

Some Buyers, especially those going for an FHA loan, may be a little short of cash, and may make you an offer that includes a “Seller assist.” This means they are asking you to subsidize their up-front costs and expenses. If the offer is good enough, it may be something you’d want to consider. A Buyer will have the additional expense of hurricane insurance, and fairly high mortgage fees, and sometimes, they will not qualify for a loan without a “Seller assist.” So be open to this and discuss it with your agent.they will not qualify for a loan without a “Seller assist.” So be open to this and discuss it with your agent.

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

26 26

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

THE OFFER

WHAT DO I DO WHEN I GET/ACCEPT AN OFFER?

Discuss it with your agent Your agent is obligated to present EVERY offer to you, even if it is ridiculously low. Seeing EVERY offer has merit; it will tell a story! Discuss the pros and cons of each offer with your agent, and strategize with them about how to respond. Although it can be difficult, please do not take any offer personally. Buyers are just trying to get the best deal, so may make unreasonably low offers to see how low you’ll go. Just keep a cool head and discuss with your agent the best way to respond. Your agent may have some “intel” about the Buyers that will help you decide. It’s just best to keep emotion out of your decision making. If you’d like, you can also get your attorney involved in reviewing any offer you receive.

Provide the inventory and vendor list

first week after you go under contract. The sooner you can prepare this list, the less stressful things will be!! Also, your Buyers will likely want a list of all your account numbers, and all vendors who have any aspect of your home maintenance – Landscapers, pool maintenance, handymen, etc. Preparing this when you LIST your home will ensure that you have this ready when the time comes.

Hire an attorney If you don’t have an attorney at the time your home goes under contract, you’ll need to engage upon accepting an offer. Your agent can make recommendations if you do not have a relationship established with an attorney on St. Croix.

Provide a copy of your title insurance

Making a list of all the items that will convey with your sale, and a list of what will be excluded, will be required in the

If you have a copy of your title insurance policy and can provide it to your agent, they will share it with the Buyer’s agent, and this will speed up the process considerably. It’s not essential but it sure is helpful.

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

28 28

S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E

THE CLOSING WHAT HAPPENS PRIOR TO/AT CLOSING?

Walk Through

Utility Transfer

Immediately prior to closing, the Buyer and/or their agent will want to do a walk-through of your home to ensure that it is in “broom clean” condition and that all the items on the inventory are still present. It will be important for you to leave the home clean, and to make sure that you don’t take any of the items that you’ve said convey with the sale. Nothing worse than “last minute” problems with a closing and missing inventory or a less than clean home have been known to stall many closings.

You will want to make sure you arrange for canceling your DISH account (the Buyers can’t assume this account, so you’ll need to make sure your boxes are returned) and/or cable account. On the other hand, you will want to LEAVE ON your WAPA account. Immediately after closing, the Buyers will take their deed in and get the power transferred. This will ensure that there is no disruption of service. Otherwise, if you cancel your account, the new owners could be without power for a week or two.

Feedback for Your Agent Your agent’s career lives and dies based on how well they take care of their customers. After your transaction has closed, if you could take just a few minutes to provide your agent with some helpful feedback (i.e., what he did well, what you most appreciated, what you wish he/she had done differently, suggestions for his/her improvement). This will be most apprecated and helpful!

CELEBRATE! S T C R O I X I S L A N D L I F E R E A L E S TAT E : S E L L E R ’ S G U I D E