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425.941.4229 mary@maryleerealestate.com www.maryleerealestate.com www.whyworkwithmary.com

Mercer Island Office:

Bellevue Office:

Key Bank Building

Keller Williams Realty Bellevue

2731 77th Avenue SE Suite 205 Mercer Island 98040

505 106th Avenue NE Suite 210 Bellevue, WA 98004

Dear Homeowner, Selling a home can be an exciting, and potentially overwhelming, time in your life. We understand that there are many factors in this life-changing event. Our goal is provide a high level of professional and personal service to ensure that you have a smooth and stress-free home selling experience. When it comes to selling a home there are many complex tasks that must be completed and we will help you every step of the way. From making your home look its best with professional staging and eye-catching custom marketing materials, to determining the appropriate price, to negotiating the best possible terms and finalizing the sale, we are committed to providing you with exceptional service before, during, and after the sale of your home. In this detailed guide, we have included a breakdown of everything that goes into the home selling process and explain how a topperforming real estate broker can ensure the sale goes as quickly and smoothly as possible. Thank you for the opportunity to interview for the very important job of your Real Estate Agent. We look forward to sharing our knowledge and expertise with you before, during, and after this important decision making process.

Mary Lee

Mary Lee, Owner & CEO Mary Lee & Associates Keller Williams Luxury International

Mary Lee & Associates is a team of real estate professionals in the Puget Sound Area. We are dedicated to providing a high level of service to our clients in order to create an enjoyable real estate experience. Our team approach benefits our clients by bringing a wide range of knowledge and experience to each situation. Our vast backgrounds and competency, coupled with our enthusiasm and humor, always keeps our clients smiling! As members of the Keller Williams Luxury International Division, we are part of the largest, fastest growing real estate company in North America, with 900 offices in 35 countries and over 190,000 sales associates. Keller Williams is at the forefront of technology, training, and culture, and is committed to having a positive impact on the people and communities we serve.

Mary Lee

Luxury & View Home Specialist M: 425.941.4229 E: mary@maryleerealestate.com ¨ Member, Keller Williams Luxury International ¨ Member, Institute for Luxury Home Marketing ¨ Member, LuxuryHomes.com ¨ Master Certified Negotiation Expert (MCNE) ¨ Seniors Real Estate Specialist (SRES™) ¨ Accredited Seller Representative (ASR) ¨ Certified Luxury Home Marketing Specialist® (CLHMS) ¨ Top 1% of Keller Williams Agents ¨ Top 100 Most Influential Real Estate Executives in Washington ¨ Multi-Year Winner of Seattle Magazine Five Star Real Estate Professional

Mary has been a licensed Realtor® since 1987 and has since become a prominent agent on the Eastside. In 2005, Mary created The Ultimate Home Selling Success System™, an exclusive results-oriented system that creates the best home selling experience and results for sellers. Through her innovative marketing and negotiation expertise, her sellers enjoy a smooth and stress-free home selling experience without the normal buyer contingencies. This innovative process creates a faster sale, higher price and typically with multiple offers - giving sellers their choice of buyers, price and terms. “Unity is strength...when there is teamwork and collaboration, wonderful things can be achieved.” -

Jeff Shaffer

Buyer’s Agent, Listing Support M: 425.941.4900 E: jeff@maryleerealestate.com

Jeff has been a licensed Real Estate Agent since 1995 and brings a wealth of experience to the team. Jeff coordinates house preparation activities, including meeting the home inspector and other vendors. His expertise in home construction and wide knowledge of many neighborhoods and cities throughout Seattle and the Eastside gives his clients peace of mind. They know that when working with Jeff, they have found the right home in a great neighborhood, and at the right price.

Lisa Selvage

Buyer’s Agent, Listing Coordinator M: 425.765-7646 E: lisa@maryleerealestate.com Lisa was born and raised in the Greater Seattle area and has a deep understanding of the region and its culture. Her love of the area, coupled with her business background are a natural fit for the Real Estate industry. She enjoys connecting with people and creating opportunities to build strong relationships derived from great communication and collaboration. Lisa works closely with Mary to create beautiful marketing pieces showcasing the special features of your home. Lisa provides a high level of market knowledge, expert negotiation skills and warm and personable customer service.

“Commitment Our Real Estate Team is committed to carefully blending integrity, knowledge and experience to provide the finest service available.

Who you work with matters. Most people think real estate agents are basically all the same. Unfortunately, they are often right. We think that is unacceptable. After over 30 years of experience, we have developed a proprietary system that consistently delivers the best possible results for our clients. This Seller’s Guide is designed to clearly explain exactly what we do to help you sell your home for the most money in the shortest amount of time, and eliminate the common pitfalls that can impact your bottom line.

The Ultimate Home Selling Success System™ is designed to increase demand for your home, attracting more buyers, possibly leading to multiple offers and ultimately earning you a higher sales price. In a sea of advertising, one must stand out to be recognized. Everything we do is designed to showcase your home to maximize its exposure to potential buyers. As you will see throughout this Seller’s Guide, no one does more to sell your home.


We believe clients have a right to honest and forthright information in a manner they can understand.

Mary Lee & Associates

Other Companies

Exclusive Seller Agency (No Dual Agency)

The Ultimate Home Selling Success System™ Professional Staging Consultation Professional Staging & Design Services Professional HD Photography Professional Videography Strategic Pricing Consultation Custom Magazine-Style Marketing Brochures Premier Exposure to National Portals Keller Williams Syndicated Network Custom Property Website Targeted Open Houses Online Showing Journal & Feedback 24/7 Weekly Updates Monthly Marketing Reports Expert Negotiation & Execution


We believe that true success comes from doing the right things for the right reasons.

Most real estate agents use the traditional strategy of selling a home known as the 4 P’s, which include: 1. 2. 3. 4.

Put it on the MLS Put a sign up Put a keybox on Pray

Although this strategy can sometimes work, sellers can miss out on maximum market exposure because they are not receiving a targeted and comprehensive marketing plan. Therefore, they are not getting the best buyer and possible outcome. In 2005, Mary reverse-engineered the home sale process to address the common problems that occur in the sale of a home by creating The Ultimate Home Selling Success System™.

Our Pledge to you

There is no simple way to gain your confidence , we must earn it.

The Ultimate Home Selling Success System™ creates a ‘Seller’s Market’ regardless of market conditions and the best opportunity for multiple offers, which gives sellers their choice of buyers, price, and terms. Our exclusive home selling process removes the normal buyer contingencies including the problematic home inspection contingency. We have been successfully selling our listings without a buyer’s home inspection contingency since 2005. This strategy has resulted in our listings selling in a shorter time frame, with a higher sales price and often with multiple offers. The extra profit we create for our clients can truly be life changing!






When selling a home, sellers have two options - they either know the condition of their home up front or after the buyer has them under contract. If they wait until the buyer has them under contract, they’ll be at a disadvantage and risk a second round of price negotiations, where the buyer asks for expensive upgrades and repairs. When buyers estimate the time, materials, and costs required to fix something, they typically overestimate the actual cost by 2 to 4 times. For example, what appears to be an expensive plumbing leak might be fixed by tightening a fitting or replacing a washer. In the worst case scenario, the buyers can change their mind and cancel the sale. In this event, sellers will have lost valuable market time. It is also rare that a seller gets their price again, causing sellers to lose thousands of dollars in lost profit. And they run the risk of being seen as a stigmatized property in the market.

Benefits of a Pre-Listing Home Inspection ¨

Buyers typically feel more confident about making an offer on a home that has been pre-inspected, since they have all the information they need to feel comfortable moving forward. By disclosing the complete condition of the property, sellers establish trust and credibility with the buyer.


A pre-inspection will enable sellers to make repairs while they are in control. They will be able to get multiple estimates and to negotiate pricing. Savvy sellers choose to put their home in top condition to generate the best response from the market.


Sellers can also sell their home as-is and price it accordingly.

1. Faulty wiring - ungrounded outlets, open junction boxes, low amperage, and double tapping. 2. Poor grading and drainage - spongy soil around the foundation, signs of leaking in basement. 3. Faulty gutters - clogged or bent gutters, water not channeled away from house. 4. Basement dampness - water stains, powdery residue on walls, mold or mildew. 5. Roof problems - brittle or curled shingles; broken or missing flashings. 6. Foundation flaws - cracks in foundation, sloping floors, sticking doors or windows. 7. Faulty plumbing - inadequate water pressure, slow drains, galvanized plumbing. 8. Poor ventilation - extreme heat in attic, vapor condensation. 9. Defective furnace - cracks in the heat exchanger; carbon monoxide leaks. 10. Deferred maintenance - broken window seals, old appliances, dated carpet and fixtures.

The first steps in preparation, described below, will not only get your home ready for the market, it will also get you prepared to move. Proper preparation of a home provides the seller with a quicker sale and a higher sales price.


The more uncluttered and unencumbered floor space the buyer can see, the larger and more inviting a home will feel. It is also important to neutralize the space and remove all personal photos. The goal is to help the buyers envision themselves in the home.

Deep Clean

A good deep clean is an absolute necessity after the clutter has been removed. This involves cleaning both the inside and outside of the home.


Home buyers generally suspect that homes with small items in disrepair will have bigger items that have not been addressed. We strongly encourage sellers to complete any minor and cosmetic home repairs that sellers can afford to fix.

Replace Some items in a home cannot be saved even after cleaning and trying to repair. Installing new carpet or giving the walls a fresh coat of paint can make all the difference to a potential buyer.


While de-cluttering, cleaning, replacing and making minor repairs will help prepare your home for sale, professional staging helps create the ‘model home’ look and makes the home more appealing to buyers.

In our market, sellers are not just competing against the resale homes around the corner, they are often competing against the model homes from local builders. Our professional stagers will work with you to present your home in the very best light to enable potential buyers to fall in love with your home. They will provide you with a step-by-step report of what needs to be done to best showcase your home to WOW potential buyers. Our services include both staging design and installation to make sure your home is ready for the market. Data collected on a national basis shows homes that are staged spend less time on the market, gives potential buyers the ability to visualize themselves living in the home and can garner a higher sales price.



Great photography speaks volumes. Our goal is to present your home in the best possible light by highlighting the amenities and attention you have invested in your home. That’s why we invest in professional photography from the very best real estate photography groups in the area. They use advanced software to maximize the lighting in every photo of your home. This exceptional photography is also used to create a custom cinemagraph video to promote your home. We call it “eye candy” and this is what will cause potential buyers to choose your home when they are making their short list of homes to see.

The Parade Only Comes By Once

Days on Market The first thing a buyer is going to ask their agent when they become interested in a home is “how long has it been on the market”? The reason a prospective buyer wants to know this is because they are determining how they will negotiate with a seller. If a home has only been on the market a few days or a couple of weeks, the buyer will assume there won’t be much room for negotiation. If they truly want the house, they will be more inclined to make a strong offer. Conversely, if a home has been sitting on the market for several months, the prospective buyer will use the home’s ‘days on market’ to negotiate against a seller, creating a ‘buyer advantage’ in negotiations.

The Risk of Overpricing As already stated, the longer a property is on the market, the less negotiating power a seller will have with potential buyers. The number one factor that keeps a home from selling is pricing the home above market value. An overpriced home: ▪ Minimizes exposure during the initial launch ▪ Decreases the number of showings ▪ Decreases the number or potential buyers ▪ Causes financing issues with low appraisals

▪ Increases days on market ▪ Nets less money for seller ▪ Limits qualified buyers ▪ Helps sell the competition

Most buyers consider homes that have been on the market a long time as ‘stigmatized property’ and will assume that something is wrong with the home since it is still available and hasn’t sold. This is why it is so important for sellers to put themselves in the best possible position to create a sale within 30 days after coming on the market using a proper pricing strategy.

Proper Pricing to Maximize Profits While sellers may have a list price in mind, market value is ultimately determined by the buyer and market conditions. Therefore, it is imperative for us to do thorough research on the local market and discover exactly what buyers are currently paying for similar homes. 1. Evaluating The Home We will gather information about the home through county records, touring the home, and by collecting detailed information from the sellers on capital improvements, repairs, and upgrades. 2. Gathering Information on Local Market In addition to collecting details on the property, we will gather information on the current active and pending homes, as well as the recent sold properties in the area that are similar in size, age and features.

3. Create a Price Analysis & Market Study Comparing the home to similar properties that are currently for sale or were recently sold is important to understanding the current market conditions. This side-by-side comparison report of homes is critical to determining the true market value of the property. 4. Determine the Best Strategy Most agents only have one strategy when it comes to pricing your home. Fortunately, we are NOT like most agents. We will walk you through 3 different pricing strategies, along with the pros and cons for each strategy, including which approach best fits our current market. We believe you deserve to have all the facts, so you can make an informed decision.

Signage From outdoor signage to special feature cards, we make sure to highlight the best features of your home.

Print Material We will create beautiful custom brochures and flyers for the property that will help your home stand out.

NWMLS The Multiple Listing Service is where we post information about the home, and how agents search for homes for their buyers.

Email Blasts We send a customized email to a targeted list of agents who have sold homes in your area and price range.

KW Network Our office has over 260 agents that are directly notified when we list the home our the Keller Williams website.

Brokers Open A Broker Open House allows agents to preview the property for their buyers.

Syndication With KW’s Listing Service each property gets wide exposure on over 300 sites that include Zillow, Trulia and Realtor.com

Neighbor Invite People typically only move within 10 miles of their home. This is why inviting the neighbors is key.

Social Network In addition to creating buzz by posting on our business pages, we pay for targeted marketing on social sites.

Open Houses If appropriate, we will conduct several open houses to expose the home to the maximum number of buyers.

Keller Williams Realty is the largest and fastest growing real estate company in the world with more top producing teams than any other organization. Locally, Keller Williams is a market leader across our area, selling more homes in King County than any other brand. What’s more, the Keller Williams’ syndicated network spans over 300 sites and reaches tens of millions of potential buyers each month. When you list your home for sale with us, we bring the power of the Keller Williams brand and network with us. It’s good to be #1.

Each of our listings has their own property website that features professional highquality photography, videography, and floorplan (when appropriate). Your home will also be a Featured Listing on our website. You never know where the buyer is going to come from who will decide to buy your home. That’s why we promote your home EVERYWHERE – from your neighbors, local agents and online syndication to every corner of the globe.

Go where the buyers are! We pay a premium to showcase your listing on the “Big 3 National Real Estate Portals” – Zillow, Trulia, and Realtor.com. Your home is automatically placed at the top of property searches on these sites. In the last six months, these three sites together have averaged over 360M visits per month (Zillow 200M+, Realtor.com 100M+, Trulia $60M+). No one will promote your home more aggressively than we will.

We want you to stand out! We invest in full-color glossy brochures with beautiful photography and impressive descriptions to make sure your home stands out and is remembered long after the showing is over. We also invest in full-color take-home flyers, showcasing some of the very best photos of your home, along with a list of prime features. These take-home flyers are created for the signpost outside your home to attract potential buyers driving or walking by.



Knowledge is Power As a homeowner you want to know what kind of results our marketing efforts are having for your home. How many people are seeing your home in their search results on sites like, Zillow and Trulia? How many of these potential buyers have chosen to view the details of your home or save it as one of their favorites? We provide these answers in a customized monthly report. Knowledge is power and we want you to be “in the know” every step of the way.

We Want to Keep You Informed We want you to be as comfortable as possible while selling your home and a big part of that is effective communication. We want you to know what’s going on and we promise to be with you every step of the way. After selling their homes, a number of our clients have told us that they will miss talking to us every week! When you work with us, you can count on hearing from us on a very routine basis. As soon as we know something, so will you. There’s simply no replacement for good communication.

Feedback is Critical We invest in Showing Suite, a customized showing feedback system, so that you know who has been through your home, and what those potential buyers thought of your home. We also use this Showing Journal to proactively reach out to agents with interested buyers to promote the most activity possible for your home.

Expert negotiation abilities is one of the most important skills home sellers want their agent to have when representing them in the sale of their home. Mary has earned her Master Certified Negotiation Expert (MCNE)™ designation, and less than 1,000 agents out of 1.2 million agents in the country have this advanced training and certification. Mary’s top negotiation skills and proven process with over 30 years of successful real estate experience will ensure that sellers have the right buyer at the right price, AND someone one who truly loves the home and is 110% committed to closing the sale. In addition to Mary’s proven negotiation skills, we have developed innovative strategies to create a successful home sale. These strategies include:

Selling Agent Packet

In order to make sure all of the information about the property is available to potential buyers and their agents, we create a customized Selling Agent Packet, which includes the pre-listing home inspection, receipts for any work that has been completed, the preliminary title report, HOA documents instructions on how to submit the most competitive offer. This process results in complete and thorough offers.

Offer Review Date & Time (When Appropriate)

Selecting a date to review offers allows all potential buyers to see the home and make an offer if interested. This is a top-tier strategy that allows sellers the best chance for multiple offers, and a higher sales price.

Multiple Offer Strategy

Our proven marketing and follow-up systems ensure that the home has maximum market exposure and the best chance for multiple offers.

Offer Improvement Call

When we receive more than one offer on a home, we let the buyer’s agent know that we received multiple offers and allow them an opportunity to have their clients improve their offer (including price and terms) before we meet to review the offers.

We will meet with you at our office to review any offers. We will carefully analyze the following criteria: 1. 2. 3. 4.

Final sales price (including escalation clauses) Financing and other contingencies Closing and possession dates Included/Excluded items

Once you select an offer, we will prepare a Seller’s Estimated Net Proceeds Sheet with your final sales price.

Here are some of the terms we encourage buyers to improve: ¨ ¨ ¨ ¨ ¨ ¨ ¨ ¨ ¨

Narrowing gap between offer price/cap Increasing escalation amount and/or cap Increasing earnest money amount Making the earnest money non-refundable Releasing the earnest money to the seller Waiving the inspection contingency Waiving the financing contingency Closing on your preferred closing date Offering a post-close possession at no cost to seller

"Mary Lee's professionalism, marketing talent, neighborhood knowledge, and savvy negotiating strategies deliver stellar outcomes in the best and worst of times." We have engaged Mary Lee and her team twice since 2008 to assist us in selling our homes in Somerset. The first time was during a very challenging market. The second time was just as the spring market was heating up in April of 2019. In both cases, Mary‘s professionalism, marketing talent, neighborhood knowledge, and savvy negotiating strategies delivered stellar outcomes for us. She and her team get our highest recommendation! Mary's Ultimate Home Selling Success System™ is a big part of the value she and her team delivers. By having the home pre-inspected before bringing it to market, we identified a punch list of repairs and updates to address to ensure that our home would debut for sale in stellar condition without the typical contingencies. With careful staging, quality photography and sharing of quality marketing collateral materials, our home made quite an impression at a price point that welcomed powerful interest. We welcomed 100 groups that toured within a five-day window. Nine parties expressed serious interest, four quality offers came forth, and a well-qualified buyer emerged. Mary even negotiated a $100,000 non-refundable deposit, which was released to us immediately! This gave us great peace of mind. If you are pondering selling or buying, give Mary Lee your serious consideration. You will be well served beyond your highest expectations. -Steve & Nancy Juetten

13605 SE 50th Place Bellevue, WA SOLD for $1,453,000 With Multiple Offers June 2019

We were “over the moon” with the results and we know you will be too! Mary’s ‘program and process’ is one that we believed in and after interviewing Mary and Jeff it confirmed what we already knew, that Mary and Jeff were the team for us. They provided expert help in the preparation of our property, including contractor referrals, beautiful high-end staging, custom photography and videography, magazine-style custom brochures and open house events. Having their professional expertise in marketing and selling our home removed so much uncertainty and anxiety and gave us confidence and peace of mind knowing that our most valuable asset in our estate was in good hands...and to put it in fun terms, we were “over the moon!” with the results and we know you will be too! We are very happy we hired Mary and Jeff and highly recommend them when selling your home. - Steve & Julie O’ Donnell

It is like watching Michael Jordan play basketball!!! Having worked with many real estate agents in my life, I feel Mary is completely in a different league! My other agents were very good and fantastic people. Mary is all of that and a LOT more. I highly recommend Mary Lee if you are considering selling your home. Her proven track record, process and strategies generated substantial additional profit for me, and created a streamlined and very enjoyable home selling experience. - Ravi G. Ravichandran

I could not have selected any agent who was more qualified! Mary, the time you committed, your organized process, and negotiating expertise you brought to my home sale, significantly reduced the stress of my largest and most important financial transaction, and as a result I can say with complete confidence that I got the very best possible price and terms! I could not have selected any agent who was more qualified! And I’ll always be grateful for the results you delivered! - Debra Mailman

Mary is an amazingly good sellers’ agent. Through Mary’s marketing and negotiation skills, I received many offers and my house sold 13% above asking price (which paid her fee and a lot more). She invested a lot of effort every step of the way and was great to work with. In a word, Mary is outstanding. She worked hard for her fee, and her work paid off big. Hiring her as my agent was one of my best business decisions. I recommend her very strongly. Hire her! You’ll be glad you did. - Philip A. Bernstein

Selling a home in today’s market can be challenging. We understand that.

With our exclusive Ultimate Home Selling Success System™, proven track record and over 32 years of experience, we have taken the guesswork out of delivering the best possible results for our clients. We take responsibility for your home sale very seriously, as we know that the successful sale of your home is your top priority. We are 110% committed to ensuring your home sells for top dollar in the least amount of time possible. A team always outperforms an individual. We would love to show you the difference our experienced and dedicated team can make.

Our Mission

To create the best possible outcome for our clients, by delivering an exceptional level of professionalism, service and integrity.


Listing Launch

¨ Meet with Seller to Discuss Goals

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and Strategy Tour Home, Note Features Discuss Any Improvements Needed Collect Market Data Price Analysis and Market Study Determine Pricing Strategy Sign Listing Agreement Order Preliminary Title Report Schedule and Attend Pre-Inspection Design Team Walkthrough Professional Home Staging Professional Photography and Videography Create Marketing Materials Prepare Listing Paperwork Prepare Selling Agent Packet Install Yard Sign Feature Cards & Flyers

Seller’s Responsibilities: ¨ Clean and Declutter Home ¨ Make Repairs from Inspection

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Post Listing on NWMLS Post Selling Agent Packet Launch Property Website Listing Syndication Set-up Showing Suite Set-up Reverse Prospecting in NWMLS Email Targeted Agents Direct Mail Campaign Social Media Campaign Announce at Sales Meeting Broker’s Open House Public Open House Follow-Up on Showings Monitor Market Changes/ New Listings/Sold Listings Weekly Updates to Client Monthly Written Report Market Repositioning After 12 Showings or 30 Days

Under Contract


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¨ Attend Signing with Clients ¨ Coordinate Key Exchange with

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Open Escrow Send Contract to Buyer’s Lender Call Title with Buyer’s Names Update MLS and Other Portals Meet Appraiser at Home With Best Comparables Follow Up on Buyer’s Financing Obtain Receipts for Any Work Repairs Weekly Updates with Client Coordinate Buyer Walk-Through Execute Any Remaining Documents Confirm Move Out Date Verify Accuracy of All Closing Documents

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Buyer’s Agent Verify Funds Release Verify Recording of Documents Order Sign Removal Update Listing Status in NWMLS

We look forward to creating a “Success Story” for you!


425.941.4229 | mary@maryleerealestate.com | www.maryleerealestate.com

Profile for Mary Lee

Preparing For A Successful Sale  

Mary Lee has been providing exceptional service and results in real estate since 1987. This is a detailed guide that includes a breakdown of...

Preparing For A Successful Sale  

Mary Lee has been providing exceptional service and results in real estate since 1987. This is a detailed guide that includes a breakdown of...