Selling a home can be an exciting, and potentially overwhelming, time in your life. I understand that there are many factors in this life-changing event. My goal is provide a high level of customized professional services resulting in a successful sale in your desired timeframe and at the highest price available in the market.
When it comes to selling a home there are many complex tasks that must be completed and I will help you every step of the way. From my ‘White-Glove’ house preparation program, to making your home look its best with professional staging and beautiful custom marketing materials, determining the best price strategy, negotiating the best possible terms and finalizing the sale, my commitment is to provide you with exceptional service before, during, and after the sale.
In this detailed guide, I have included a breakdown of everything that goes into the home selling process and explain how a topperforming real estate broker can ensure your 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.
Mary Lee
Mary Lee Realogics Sotheby’s International Realty
Meet Mary
Mary Lee has the specialized skills and years of experience to get her clients exactly what they want, and more. Her 35+ years of experience in the real estate industry distinguish her as an expert in understanding the local market and neighborhoods. She has her Master Certified Negotiation Expert designation and her expert negotiation skills and results-driven custom marketing create exceptional results for her clients. Saying that she has a ‘can-do’ attitude is putting it lightly – she works tirelessly to ensure her clients’ expectations are exceeded. Mary understands that selling a home is more than just a transaction it is an emotional and significant life event. Her positivity shines through in every interaction, and her inspiring passion for achieving the best results translates into an unmatched commitment to her clients’ needs.
Mary Lee, REALTOR®
Global Real Estate Advisor
Luxury & View Home Specialist
M: 425.941.4229
E: mary@maryleerealestate.com
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)
Mary has been a licensed Realtor® since 1987 and has since become a prominent agent in the Seattle and Eastside areas. 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 Mary’s innovative marketing and proven negotiation skills and strategies, her sellers enjoy a smooth home selling experience without the normal buyer contingencies. Mary has not sold a home with an Inspection Contingency since 2005, eliminating a second round of price negotiations and/or repair requests with the buyer.
This innovative process creates a faster sale, higher sales price and often with multiple offers, giving sellers their choice of buyers, price and terms.
Meet the Team
Samantha Wallace Listing & Marketing Coordinator
Samantha has been working with RSIR since 2015 and works closely with Mary on Listing Launch day to input the listing on the Northwest Multiple Listing Service (including uploading photos and supplements), syndicating to Realogics Sotheby’s website (www.rsir.com) and Sotheby’s International Realty website (www.sir.com).
As a graduate of The Ritz Carlton Customer Experience Program, Samantha brings a high level of commitment to client care.
Katie
Razzaq Transaction Coordinator
From a young age, Katie has loved helping others. Katie is very excited to utilize her love for paperwork, organization, and timelines to help other agents
A real estate transaction involves a team of experts behind the scenes ensuring that all the paperwork is done correctly and meets the various deadlines. While Mary is the client’s main point of contact, Katie manages the process behind the scenes to create a stress-free transaction for every client.
Commitment
I am committed to carefully blending integrity, knowledge and experience to provide the finest service available.
I Do It Differently
Who you work with matters. Most people think real estate agents are basically all the same. Unfortunately, they are often right. I think that is unacceptable. After over 35 years of experience, I have developed a proprietary system that consistently delivers the best possible results for my clients.
This Seller’s Guide is designed to clearly explain exactly what I 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 I 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.
Understanding
I believe clients have a right to honest and forthright information in a manner they can understand.
Why Hire Me
I have been in the real estate profession for over 35 years and have observed the impact the internet has had on the industry that has resulted in more informed buyers and sellers than ever before. Consumers are able to research home values, neighborhoods, schools, shopping, crime rates, and just about anything that is important to them. Gone are the days when real estate brokers controlled the information and doled it out to their clients.
However, the internet and technology have not replaced the need for trusted real estate advisors. You need a professional to advocate for you through the different contingencies within the contract, coordinating with the escrow and title companies, the lender and the other party’s real estate broker. While the internet has made finding the perfect home easier, the contracts have become more complex and the legal exposure much greater. The laws concerning real estate contracts are constantly changing, the legal requirements for buyers and sellers continue to shift and most people simply don’t have the training, education and expertise to navigate through all of these things without potentially exposing themselves to great liability and/or financial loss.
For most people, buying or selling a home is a major life event and a huge financial decision and want a trusted advisor to be there with them every step of the way. You want someone whom you can discuss your goals and situation with openly knowing that they are your trusted advisor and will keep your confidential information secure. Someone who will work in your best interests always and is 110% committed to helping you obtain your desired outcome. Someone who you have confidence in to negotiate strongly for you and take your transaction to a successful completion.
That is exactly what I do; I am a full-time, professional Realtor who represents clients through the entire process of buying or selling a home until the close of escrow. I work together with my team members to provide our clients with an outstanding real estate experience, each and every time.
Success
I believe that true success comes from doing the right things for the right reasons.
The Old Way of Doing Business
Most real estate agents use the traditional strategy of selling a home known as the 4 P’s, which include:
1. Put a sign up
2. Put a keybox on
3. Put it in the MLS
4. 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, I reverseengineered 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™
The Ultimate Home Selling Success System
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. My exclusive home selling process removes the normal buyer contingencies including the problematic home inspection contingency.
I have been successfully selling my listings without a buyer’s home Inspection Contingency since 2005. This strategy has resulted in my listings selling in a shorter time frame, with a higher sales price and often with multiple offers. The extra profit I create for my clients can truly be life changing!
PRE-INSPECTION
PREPARATION
PRICING
PROMOTION
NEGOTIATION
Pre-Inspection
Why a Pre-Inspection?
When selling a home, you have two options - you either know the condition of the home up front or after the buyer has you under contract. If you wait until you are under contract, you will be at a disadvantage and risk a second round of price negotiations, where the buyer may ask for expensive upgrades and repairs.
When a buyer estimates 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 repair might be easily fixed for a few hundred dollars. Buyers will pay top dollar for homes in top condition.
In the worst case scenario, a buyer can change their mind and cancel the sale. In this event, you will have lost valuable market time. It is also rare that a seller gets their price again, causing you to lose thousands of dollars in profit, and 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 with a pre-inspection, since they have all the information they need to feel comfortable moving forward. By disclosing the complete condition of the property, you establish trust and credibility with the buyer.
A pre-inspection will enable you to make repairs while youareincontrol, plus the opportunity to get multiple estimates and negotiate price. A prepared seller will 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.
Cost
I have successfully sold every single listing since 2005 without a buyer’s home inspection contingency and I provide a pre-listing home inspection at no cost to my clients.
Most Common Home Inspection Issues
age, and double-tapping within the electric panel.
2. Poor grading and drainage: Spongy soil around the foundation, signs of leaking in the basement or crawlspace creating pooling, water stains, mold or mildew.
3. Faulty gutters: Clogged or bent gutters, water not channeled away from the house.
4. Pest Issues: Signs of rodent and/or pest activity in the attic or crawlspace.
9. Defective furnace: Cracks in the heat exchanger; carbon monoxide leaks.
10.Deferred maintenance: Broken window seals, old appliances, dated carpet and fixtures.
Preparation
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 you with a quicker sale and a higher sales price.
De-Clutter
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.
Repair
Home buyers generally suspect that homes with small items in disrepair will have bigger items that have not been addressed. I strongly encourage sellers to complete both minor and major home repairs that you can afford to fix.
Replace
Some items in a home cannot be saved even after cleaning and trying to repair. Installing new carpet, updated fixtures and adding a fresh coat of paint can make all the difference to a potential buyer.
Stage
Professional staging is a top-tier strategy that helps create the ‘model home’ look and makes the home more appealing to buyers.
Professional Staging
In our market, you are not just competing against the resale homes around the corner, you are often competing against the model homes from local builders. My 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. My 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 sell at a higher sales price.
I provide this service at no cost to my clients.
Before & After Staging
Professional Photography & Video
Great photography speaks volumes. My goal is to present your home in the best possible light by highlighting the features and amenities you have invested in your home. That’s why I invest in professional photography from the very best real estate photography groups in the area. Their advanced high-definition technology showcases each room at it’s best.
I 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.
I also invest in twilight photos, drone video and cinematic video (when appropriate) to your help your home stand out in the market.
Pricing
Days on Market
One of the first things a buyer is going to ask about a home is “How long has it been on the market”? This is because they are trying to determine how to negotiate with you. If a home has only been on the market a few days or a couple of weeks, the buyer will assume there isn’t much room for negotiation. Conversely, if a home has been sitting on the market a month or more, the prospective buyer will use your ‘days on market’ to negotiate a lower price, creating a ‘buyer advantage’ in negotiations.
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 the 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 to start with the correct price from the beginning. We will work closely together to establish the best price strategy.
Pricing Strategy
Proper Pricing to Maximize Profits
While sellers may have a list price in mind, the market value is ultimately determined by the buyer and market conditions. Therefore, it is imperative to do thorough research on the local market and discover exactly what buyers are currently paying for similar homes.
1. Evaluating The Home
I will gather information about the home through county records, touring the home, and by collecting detailed information from you on capital improvements, repairs, and upgrades.
2. Research Information on the Local Market
In addition to collecting details on the property, I 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. Prepare Price Analysis & Market Study
Comparing your 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 a critical step in the pricing process.
4. Determine the Best Pricing Strategy
While on-line valuation tools are datapoints, they can vary widely. I offer my clients a full independent appraisal by a licensed appraiser as an additional datapoint if desired. We will work together to establish the best pricing strategy using multiple datapoints, current market conditions and your desired timeframe. I believe you deserve to have all the facts, so you can make the best decision to achieve your desired goals.
What is my home worth?
Promotion
Signage
From outdoor signage to special feature cards, I make sure to highlight the best features of your home.
NWMLS
The Multiple Listing Service is where we post information about the home, and how agents search for homes for their buyers.
Sotheby’s Network
Our local offices have over 280 agents that are notified when we list your home, as well as Sotheby’s International website.
Syndication
Your home will be syndicated to all of the local top real estate companies, including Zillow and Realtor.com
Social Network
In addition to creating buzz by posting on our business pages, we pay for targeted marketing on social sites.
Print Material
We will create beautiful custom brochures and flyers for the property that will help your home stand out.
Email Blasts
I send a customized email to a targeted list of agents who have sold homes in your area and price range.
3D Home Tour
This exciting new technology allows buyers to tour your home virtually with a 3D tour by Matterport.
Open House
An Open House can be a great strategy to get additional buyers through your home.
By Appointment
ShowingTime is a connected service to all agents in our MLS to schedule private showings and offer visitor feedback.
The Power of the Sotheby’s Network
Vision. Passion. Momentum.
Realogics Sotheby’s International Realty creates new conversations within the markets it serves. With a passion for evolving forward, we foster a progressive culture, whether we’re producing our own films and print publications, developing one-of-a-kind marketing platforms, hosting lifestyle events or giving back to our community.
About Us
The Pacific Northwest’s largest affiliate within the global real estate network, Realogics Sotheby’s International Realty has branch offices in Downtown Seattle, Madison Park, Bainbridge Island, Kirkland, Mercer Island, and Downtown Bellevue. Our Brokers and Global Real Estate Advisors proudly serve all property types and price points throughout Puget Sound and beyond.
With an “international” middle name, we represent the best of both worlds through our local and global reach. Given this position, we are responsible for representing the Puget Sound region to an international audience; we proudly represent global citizens and are thrilled they’re choosing to make their homes here. Our global brand includes over 26,500 sales associates and 1,115 offices across 84 countries and territories. Our unparalleled network works together to meet your needs and expectations.
Every Home is a Sotheby’s International Realty Home
Our firm’s real estate professionals apply their local expertise to tailor a comprehensive and customized plan for your home that takes all marketing avenues into consideration, from print and digital to public relations, social media and beyond. Realogics Sotheby’s International Realty guides agents in this endeavor with a team of marketing specialists that offer insight and award-winning marketing solutions.
Sothebysrealty.com Annual Statistics
~ 52 Million Visits in 2023
~ 51.9 Million Monthly Page Views
~ 15 Languages
~ 49% Visitors Outside the U.S.
~ 88 Million Videos Played in 2023
Custom Property Website
Each of my listings has a custom property website that features professional highquality photography, videography, 3D virtual tour, and floorplan.
Your home will also be a Featured Listing on my website. You never know where the buyer is going to come from who will decide to buy your home.
That’s why I promote your home EVERYWHERE – from your neighbors, local agents and online syndication to every corner of the globe.
Magazine-Style Custom Brochures
I want you to stand out! I invest in full-color multi-page brochures with beautiful photography and impressive descriptions to make sure your home stands out and is remembered long after the showing is over.
I also provide a brochure box on the on the For Sale sign to attract potential buyers who are driving or walking by. These brochures showcase some of the very best photos of your home, along with a list of prime features.
Knowledge-Communication-Feedback
Knowledge is Power
As a homeowner you want to know what kind of results my marketing efforts are having for your home.
How many people are seeing your home in their search results on sites like RSIR, Zillow and other sites? How many of these potential buyers have chosen to view the details of your home or save it as one of their favorites?
I provide these metrics in a customized semi-monthly report. Knowledge is power and I want you to be “in the know” every step of the way.
I Want to Keep You Informed
I want you to be as comfortable as possible while selling your home and a big part of that is effective communication. I want you to know what’s going on and I promise to be with you every step of the way.
When you work with me, you can count on hearing from me on a regular basis. As soon as I know something, so will you.
There’s simply no replacement for good communication.
Feedback is Critical
Our ShowingTime app provides screened showings at a time convenient for you and you know who has been through your home, and what those potential buyers thought of your home.
I will let you know when an agent requests the Selling Agent Packet, which indicates their buyer has interest in your home.
Negotiation
Expert negotiation skills are one of the most important skills home sellers want their agent to have when representing them in the sale of their home. One of my many professional designations includes Master Certified Negotiation Expert (MCNE ).. My top negotiation skills and proven process with over 35 years of successful real estate experience will ensure you have the right buyer at the right price.
In addition to my proven negotiation skills, I have developed innovative strategies to reduce risk, eliminate contingencies and ensure the sale closes successfully. 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, I 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 and 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
My 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 I receive more than one offer on a home, I let the buyer’s agent know that I have 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.
Offer Review
I will meet with you either in-person or virtually to review offers received. During this meeting, we will carefully analyze the following criteria in a spreadsheet format:
1. Final sales price (including escalation clauses)
2. Financing and other contingencies
3. Closing and possession dates
4. Included/Excluded items
Once you select an offer, I will prepare a Seller’s Estimated Net Proceeds Sheet with
Price
Escalation amount
Earnest Money amount
Making the Earnest Money non-refundable
Releasing the Earnest Money to you
Removing contingencies
Providing loan approval and/or proof of funds
Using your preferred closing date
Offering a post-close possession at no cost to seller
Testimonials
11206 167TH COURT NE, REDMOND
SOLD 8/2/24 FOR $2,370,000
"I am pleased to highly recommend Mary Lee with Realogics Sotheby’s International Realty. After deciding to sell my home that I designed and custom-built and enjoyed with my children and grandchildren after 23 years, I knew I needed expert help to sort and downsize a lifetime of possessions. I knew I needed to get my home ready for the market so I could maximize my profit as I started the next chapter of my life. Mary was an invaluable choice in guiding me through this journey from start to finish.
She was there every step of the way. She knew exactly what time frame was needed for the process, and she connected me with her vetted vendors to help me with everything from house preparation to packing and moving. Her custom marketing pieces were stunning and highlighted my home’s unique features and amenities which really helped my home stand out in the market.
Her pricing strategy was well-researched and matched my expectations on the listing price. I received several offers with a final sales price that I was very happy with. I am so pleased she found the right buyers who will create many happy years with their family as I did with mine.
I enthusiastically recommend Mary for any future real estate journeys you have!"
Lowell Howard
Testimonials
Mary definitely went the “extra mile” to make my home sale a success!
I am pleased to write a review for Mary Lee with Realogics Sotheby’s International Realty. As a long-time Somerset resident, I wanted to work with an agent who was very knowledgeable about the Somerset market and had sold many homes in the community. Mary was amazing! She was always available to answer any questions and went above and beyond to ensure that I was well-informed throughout the process. Her investment in beautiful staging, professional photography, videography and custom brochures really helped my home stand out. Mary’s exclusive home selling process removes the normal contingencies and pitfalls most sellers face. I received 7 offers and with her excellent negotiation skills my home sold at a much higher price than I ever expected. Mary definitely went the "extra mile" to make my home sale a success. I highly recommend Mary and encourage you to call her if you are thinking of selling your home.
Susan Boeker
Mary went above and beyond to ensure we received the best offer possible.
She helped us prepare the house for sale by connecting us with great resources for repairs and staging and coordinated their work. In the end we received an offer 20% above asking! We are confident Mary's system for selling the house made this possible. We highly recommend Mary and encourage you to call her if you are thinking of selling your home.
Peter Cornett
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
Noteworthy Sales
How Much Does It Cost To Sell Your House?
Expect to pay up to 9% of the sales Price
These expenses include:
Listing Agent Fees
Buyer’s Agent Fees
WA State Excise Tax
Title Insurance Policy
Escrow/Closing Fee
Document Preparation Fee
Recording Fee
Pre-Listing
Home Sale Timeline
Meet with Seller to Discuss Goals 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 Pre-Inspection
Schedule Staging Consultation
Staging Installation
Professional Photography and Videography
Create Marketing Materials
Input Listing to NWMLS
Prepare Selling Agent Packet
Order Sign for Installation
Seller’s Responsibilities:
Clean and Declutter Home
Complete Deferred Maintenance
Make Repairs from Inspection
Listing Launch
Launch Listing on NWMLS
Launch Listing on Sotheby’s
Install Keybox
Post Selling Agent Packet
Launch Property Website
Set Up ShowingTime
Viewing by Appointment Only
Listing Syndication
Set-up Reverse Prospecting on Northwest MLS
Email Targeted Agents
Direct Mail Campaign
Social Media Campaign
Follow-Up on Showings
Monitor Market Changes/ New Listings/Sold Listings
Weekly Updates to Client
Monthly Written Report
Market Repositioning After 12 Showings or 20 Days
