Seller Handbook

SELLER HANDBOOK

CONTENTS

INTRODUCTION

MEET THE TEAM

WHAT MY CLIENTS SAY

WHAT WE BRING TO THE TABLE SELLING YOUR HOUSE: 3 PHASE PROCESS

- PRE-LISTING

- LISTING

- POST SALE

WHAT WE EXPECT FROM YOU LISTING AND STAGING

- PREPARE YOUR HOME

- PICTURES AND ONLINE LISTING

- OPEN HOUSES AND SHOWINGS

- GETTING READY ON A SHORT NOTICE

FACTORS THAT AFFECT SALEABILITY

DOCUMENTS NEEDED

THE NEGOTIATION PROCESS CLOSING THE DEAL

- HOME INSPECTION

- APPRAISAL

- THE FINAL WALK-THROUGH

- THE SETTLEMENT PROCESS

COSTS TO CONSIDER

10 TIPS FOR HOME SELLERS

THANK YOU

RATHMANNER & CO TEAM

YOUR REAL ESTATE TEAM

We understand that buying or selling a home is more than just a transaction: it’s a life-changing experience. That’s why our team of highly-seasoned real estate professionals is dedicated to providing exceptional, personalized service for all of our clients. We take great pride in the relationships. Relationships matter, and at Rathmanner & Co., our clients come first.

651-300-8203

angela@martyrathmanner com

@rathmannerandco

/rathmanner&co

www martyrathmanner com

MEET THE TEAM

MARTY RATHMANNER REALTOR®

AMY FRIEDNER REALTOR®

MAKENZIE AHN REALTOR®

ANGELA COFFEY DIRECTOR OF OPERATIONS/REALTOR®

WHAT OUR CLIENTS SAY

Marty and his team are caring, authentic people at the very top of their profession I worked with Marty on a home sale and new-construction purchase during the height of COVID-19 uncertainties Having Marty's guidance through those transactions gave me confidence in the on-time closing of both transactions - and he was right! From start to finish, he and his team provided trustworthy advice and five-star service every hour of the day, every day of the week Marty has my highest recommendation!

Tricia Nissen

Amy Friedner was a delight to work with! We met randomly when Amy showed us a home and both my husband and I immediately said this is the person we want to work with to find a lake home She listened closely to our needs and found properties that were aligned with our key priorities She is positive, energetic, super professional and does what it takes to get the job done. Her and Angela were a very effective team and were tenacious about closing all open points - very patient especially when dealing with a difficult agent on the other side!! They made the process fun Thank you Amy and Angela!

Kim and Howard

Angela and the Rathmanner team were incredible to work with Our experience was an enduring one that lasted longer than we expected (over a year and half!) and they remained patient, compassionate, helpful and responsive through it all! No matter what barriers or hiccups came our way, Angela used her seemingly limitless Rathmanner resources and team to come up with solutions and professional guidance that we would have otherwise been lost without This was not our first experience with a real estate agency but it certainly was the most positive The difference was the heightened focus on our personal and future needs as well as the level of detail that was then executed as we continued our search Angela made a potentially challenging and anxiety-ridden experience fun and comfortable! If and when we are ready for our next home purchase we will most definitely be working with Angela again We have and will continue to recommend her and Rathmanner every time! If you are wondering if this the agency for you, I promise you will not be disappointed!

Jackie and Travis

We recently listed and sold our home with Rathmanner and Co Having lived in the area for 23 years we knew of Marty's solid reputation for professionalism, communication, network, and getting great results We experienced firsthand these attributes, and our home sold quickly at list price Marty is a very good negotiator, provides sound advice, and listens well - no doubt these skills are key to maintaining positive and professional relationships with all parties involved We appreciated very much working with Marty's team and specifically most closely with Angela Angela provides good advice, is a terrific communicator, is accessible and quickly follows up Angela is detail oriented, has great design ideas, and kept us apprised of next steps and how to plan. The Marty Rathmanner team did plenty of heavy lifting to help us prepare our home for sale With some very qualified real estate professionals in the area we are glad we chose Marty and his team We highly recommend Rathmanner and Co without hesitation!

Chris and Natalie Olson

WHAT OUR CLIENTS SAY

Marty and his team gave us excellent service in the sale of our home Marty knows the market well, he is the expert in the sale of lakefront homes His assistant Angela was fantastic to work with in getting our home ready for the market She helped coordinate repairs, painting, and carpet prior to going on market. The Rathmanner team was able to get our house sold in 12 days on the market I don't think anyone could have done better The buyer's agent, Amy, and assistant Kelly were also fantastic to work with Communication was excellent with the whole team

Kevin Denis & Kristin Lundquist - 61 Pine Street, Mahtomedi

We recently listed and sold our home with Rathmanner and Co Having lived in the area for 23 years we knew of Marty's solid reputation for professionalism, communication, network, and getting great results We experienced firsthand these attributes, and our home sold quickly at list price Marty is a very good negotiator, provides sound advice, and listens well - no doubt these skills are key to maintaining positive and professional relationships with all parties involved We appreciated very much working with Marty's team and specifically most closely with Angela Angela provides good advice, is a terrific communicator, is accessible and quickly follows up Angela is detail oriented, has great design ideas, and kept us apprised of next steps and how to plan. The Marty Rathmanner team did plenty of heavy lifting to help us prepare our home for sale With some very qualified real estate professionals in the area we are glad we chose Marty and his team We highly recommend Rathmanner and Co without hesitation!

Chris and Natalie Olson - 365 Lakewood Lane, White Bear Lake

We used Marty and his team to sell two homes and buy our dream home Throughout the entire process, Marty's team was very helpful, and always made themselves available if needed When selling our homes, Angela helped us stage and gave us tips for successful showings and an open house. We received multiple offers in one day, and I think Marty's help was paramount in that activity Marty is very knowledgeable of the Mahtomedi/WBL area, and I don't think we would have had as much success using a different realtor

Tim & Amanda Boberg - 625 Park Ave, Mahtomedi

Marty and his team were extremely professional Their knowledge and experience of market conditions in the White Bear Lake area are second to none We were especially pleased with the immediate responsiveness we received. Lastly, they were fun to work with which made it an enjoyable experience We would highly recommend them

Paul & Linda Hayne - 2681 S Shore Blvd, White Bear Lake

Marty had a buyer that was interested in purchasing property in our area before we even put our house on the market His team made the sale of our old home and the purchase of and transition to our new home seamless!

Anne & David Vail - 221 Wildwood Ave, Birchwood Village

WHAT WE BRING TO THE TABLE

MARKET EXPERTISE

We have over 30 years of experience studying market conditions and selling homes We can help you price your home competitively

NEGOTIATION SKILLS ENTIRE TEAM OF WORKING FOR YOU

Because of our vast experience, we are extremely effective at maximizing your equity and protecting your interests

BUYER NETWORK

Our team is made up of full-time real estate agents, and staff specifically dedicated to guiding you through a timeline-oriented real estate transaction

PROFESSIONAL NETWORK

We tap into our database of clients to expose your home to a larger network of buyers

We have relationships with many professionals (painters, appraisers, home inspectors, and contractors) to help get your home ready for sale

SELLING YOUR HOME: A THREE STEP PROCESS

PRE-LISTING

In this stage, we get to know each other and prepare for launch day We will work with you to carry out the activities below

Tour your home

Discuss home selling process

Discuss client needs and goals

Complete Comparative Market Analysis

Discuss pricing and strategies

Sign listing paperwork

Arrange professional photo and video session

Have "Coming Soon" conversation

Discuss staging and cleaning

Schedule vendors and make repairs

Review Multiple Listing Service Information

Complete all staging and cleaning

Prepare Keys, Security Info, and Lock Box

LISTING YOUR HOME

In this stage, we will give maximum exposure to your listing through various activities and will conduct open houses if requested In addition, we will reach out to our database of clients and we will follow-up with all buyer inquiries

List home on 350+ online platforms

Print and distribute flyers

Place ads on social media

Install 'For Sale' sign in yard

Private showings through MLS Agent Open House/Tour

Public Open House (optional)

Review terms and conditions of purchase with seller

Negotiate contract changes with buyer's agent

Deposit buyer's earnest money into KW Trust Account

Buyer completes a home inspection with a professional inspection agency

We assist seller on negotiation of repair items

CLOSING YOUR SALE

In this phase, our team works through multiple steps to ensure a timely closing During this step, you will begin to

y pp y Buyer's mortgage application is underwritten

We help sellers hire vendors for repair items

We verify that all requested inspection items have been completed prior to the final walkthrough

All personal property is removed

Home is professionally cleaned

Buyer completes a final walk-though of your home the day before closing

Seller collects manuals, keys, garage door openers to turn over at closing

Sellers can pre-sign documents up to five days prior to the closing

Following the closing, funds from the buyers are transferred to the Title Company then deposited into your account (may be a short delay)

New owner receives the house keys and can move in following the closing

TIPS FOR SELLERS

Keep the property clean and maintained so it can be 'show ready' on short notice during the entire selling process

Remove pets from the property during an open house or showing appointment

Notify us or any new assessments, settlements, or refinancing

Have all documents prepared for buyer: loan statements, utility bills, repair receipts

Refrain from negotiating directly with buyer or buyer's agent

Refrain from discussing specifics with the buyer unless we are present. Oversharing can sometimes be harmful during the negotiation process

PREPARING YOUR HOME

DAY-1

Remove Clutter: Today’s buyers like bright open spaces unfettered by an abundance of personal items Go through everything and clear out all nonessentials Rent a storage space if necessary

DAY-2 DAY-3 DAY-4 DAY-6

DAY-5 DAY-7

Create Curb Appeal: Buyers will form a strong impression of your house when they see the outside for the first time Mow the lawn, trim plants and hedges, and freshen up the mulch Create a welcoming entry with a clean door, new door mat, and flowering pots During winter, be sure to keep sidewalks and driveway shoveled

Make Necessary Repairs : Repair any deferred maintenance items prior to listing your home Fix loose hinges & knobs, leaking taps, holes in walls, and clogged drains Clean carpets and replace stained carpeting All appliances and HVAC systems must be in working order.

Attend to the Back Yard : Home buyers look for a backyard that is relaxing and playful Clean up the deck/play area, wash and arrange any outdoor furniture

De-personalize and Neutralize Your Home: A home buyer wants to imagine their belonging in the home Paint the home a neutral color so it appeals to a wide range of buyers, and depersonalize as needed

Clean Your Home: Your home must be spotless Clean ceiling fans, floors and baseboards. Power wash the deck, deep clean the bathrooms, clean all kitchen surfaces, clean all the hardware and accessories (doors knobs, cupboards, lamps, mail box, address numbers), and wash all windows

Add final touches. Your house should smell clean and feel welcoming Make the bed linens, put out fresh towels, set the dining table, eliminate any pet smell Present the home at its best for all showings

PHOTOGRAPHY AND ONLINE LISTING

Taking great pictures of your home is often the most overlooked and underestimated step 90% of the home buyers are searching online They will decide on your home based on the impressions from pictures

Pictures alone will not sell your home, but they will get buyers in the door During or immediately following our first meeting, we will set up a time for a staging session and a professional photo shoot of your home’s interior and exterior

What will we do with these great photos?

These photos will be showcased on the Multiple Listing Service for viewing by all licensed realtors and multiple property websites

These photos will also be used for any print & social media advertising

These photos will be used for email flyers and 350+ internet sites (realtor com, zillow com, remax com) and social media sites (Facebook, YouTube, Google+)

PREPARING FOR A SHOWING

Showing requests are communicated through an app called Showing Time You will be notified of a requests through the app and will be able to approve the time

Prior to the showing, prepare your home in the following manner:

Place all shoes/jackets in closets Pick up entryway/mudroom

Close closet doors

Open blinds/window treatments to let in outside light

Turn off all TVs and computer screens

Close garage doors

Remove cars from driveway and front of home

Remove empty planters from entryway

Clear kitchen countertops completely

Hide garbage cans in pantry or closet

Remove dishes from sink and countertops

Straighten all chairs and space them evenly along the countertop and table

Make bed, including decorative pillows/shams. Press bed linens and bed skirts.

Store phone/tablet charging cables

Clear bathroom counters completely

Put toilet seats down

Remove dirty towels - leave out only new, unused towels

Turn light music on

Turn lights on throughout the house

Make temperature comfortable (cool if its hot out/warm if it's cold out)

Open shades

Kennel pets if possible or remove from the property

Wipe away window smudges (from pets or children)

FACTORS THAT AFFECT SALEABILITY

P R I C I N G

Trying to price a home accurately is challenging Price it too high and you will scare away a lot of buyers Price it too low and you will leave thousands of dollars on the table Factors which will help us to determine the right price of your property include location, age of the house, upgrades on the house, maintenance of the house, neighbourhood etc I will help you with a comparative market analysis which shall help us figure out the price at which the property can be listed

The location of your property can have a huge impact on its value If you are in a desirable area, it can add tens of thousands of dollars onto your asking price You will generally have an idea if your home is in a desirable area, it may even be the reason why you bought your house in the first place Factors which make a ‘desirable location’ are local schools, amenities, low crime level, commuter links, and proximity to a city.

We all know that the housing market has its ups and downs Many external factors influence the housing market including economic and political developments We keep up on the current real estate market conditions and can also update you on current interest rates and lenders’ criteria. We will also update you on competing homes in the local market

This is where our expertise comes in – giving maximum exposure to your listing and focusing on serious, qualified buyers Starting from a great digital representation with professional photos to a catchy and flawless description to a strong social media push to multiple listing sites and advertising sites We will make sure you have the perfect listing and are exposed to the right buyers!

DOCUMENTS NEEDED

Before we list your home and during the listing and closing process, you will need to keep a set of documents ready These are the documents that may be requested either by the buyer or our closer

We will let you know well in advance when a particular document is needed We will also help you to figure out where to get them in case you don’t have them already

A sample list of documents:

Furnace receipts if recently tuned up Records of Home Repairs and Maintenance Property Surveys

House Blueprints

Homeowner Insurance Information

Copies of electrical and gas bills

Any other documents related to the property (appliance manuals, instructions for alarm systems)

g y p p y important to gain the trust of the buyer.

Disclose all information related to the property Do not hide anything which might jeopardize the deal and your reputation

Take the time to make each negotiation decision carefully. Re-opening an issue that was previously agreed to will almost always upset the buyer, compromise your credibility, and reduce your effectiveness in negotiating any remaining open issues

Always be honest and straightforward.

Here are the basics of our negotiation strategy:

In a buyer’s market, be flexible and prompt in making concessions

In a seller’s market, hold the ground

In a balanced market, be ready to make some concessions and ask for the same from the buyer There may be back and forth of offers-counteroffers and finally, we meet the mid-way

CLOSING THE DEAL

HOME INSPECTION

A home inspection will often uncover issues not seen when the buyers first viewed the home be ordered by the buyers and often uncovers issues that were not noticed when the buyers first saw the home.

The cost of a home inspection can range anywhere from $400 to $2000, depending on the size of the property, services added (radon, roof inspection, sewer scope, HVAC inspection) , and services requested (septic and usually paid for by the buyers

An average home inspection takes anywhere from 3-5 hours, depending on the home size and additional services requested

Most inspectors have the buyers come to the end of the inspection to highlight any areas that need fixing.

Home sellers are expected to leave the property

APPRAISAL

The appraisal helps the lender determine if the property is worth the sales price

The appraiser will look at your property’s details, as well as side-by-side comparisons with similar properties in the area

They will provide an evaluation of the overall real estate market in the area

The appraiser will also disclose any issues that he or she finds harmful to the property’s value

THE FINAL WALK THROUGH

The buyer has the right to conduct a final walk-through of the property prior to closing This will allow the buyer to make sure all of the appliances and systems are in working order and that the home has been vacuumed or broom-cleaned and clear of trash

The property should be left in similar condition as it was on the date the contract was ratified, or the date of the home inspection. The final walk-through also allows the buyer to make sure all agreed-to home inspection items have been remedied to the satisfaction of the contract

THE CLOSING PROCESS

Understanding the closing process will help you proceed to the closing table with confidence.

During a closing meeting, we will work to:

Resolve any remaining walk-through issues - this has to be worked out before moving on to anything else

Approve the Closing Disclosure which lists all of the numbers that make up the closing costs

Seller will sign the deed and any other necessary paperwork

Seller will provide the keys and a copy of their driver’s license

Seller will bring wiring instructions for where funds should be sent (if applicable)

Buyer will provide their cashiers check and the sellers receive their check or wire if they prefer

COSTS TO CONSIDER

Sellers normally pay the following costs during the transaction:

Mortgage payoff : You may have to pay a prepayment penalty for paying off your loan ahead of schedule

Current or past due unpaid property taxes

Any currently pending utility bills

10 TIPS FOR HOMESELLERS

Do not reveal the reason for selling your home to buyers

The reason you are selling your home will affect the way you negotiate its sale By keeping this information between only you and us, you don’t provide ammunition to your prospective buyers

Do attend some Open Houses yourself

Going on a couple of open houses will work wonders for you to understand what buyers value and what puts them off

Make a great First Impression with your Home

First Impression is so critical that it would be unwise to ignore this when selling your home The first time a prospective buyer sees your house will influence their decision to move forward

Clean, Clean & Clean some more Clean everything Remember, you are not just competing with other resale homes, but brand-new homes as well

Allow Prospective Buyers to visualize themselves in Your Home

No one wants to feel like they are intruding into someone else's space Take time to remove clutter and make the space feel neutral.

Be an Honest Seller

People love honesty and it also saves you from lawsuits later on

Keep Emotions in Check During Negotiations

Buyers are not emotionally attached to the house, and might make comments that seem insensitive Do your best to reign in emotions during this time

Be Ready with all Documentation

Buyers and lenders love homeowners who have all the documents in place be it agreements, manuals, warranties, bills. This also shows that you have taken utmost care of everything

Deadlines Create A Serious Disadvantage

If you can prevent it, don’t try to sell or close by a certain date This adds unnecessary pressure and is a serious disadvantage in negotiations

Review CMA & Sign withhold listing paperwork

Meet with Rath & Co to tour your home

Angela begin preparing premarketing

Staging Appt

W/Angela

Finish packing removing items

Angela schedule any vendors, professional photoshoot.

Complete professional photoshoot, pick up disclosures & house key

Vendors are completed, final cleaning & windows

Angela list home as "coming-soon" {no showings}

Finalize and print marketing, email & social media campaign

Home listed as "Active" Showings begin!

3 STEPS TO A SUCCESSFUL SALE

Step 1: Private Non-MLS "Withhold" Listing : Home is not listed to the public or on the MLS

Details:

Creates energy around the property

Agreement to work with Rathmanner & Co

Access to our list of vendors and contractors

Ability for Rathmanner & Co to help organize getting the house ready for the MLS

Not listed in the MLS for the public to see

No market time accrued

Will complete the photoshoot

Rathmanner and Co can market to our clients and Realtors in our KW office or anyone else that calls in

Can complete showings during this time

Could sell during this period

The listing can be in the withhold period as long as needed

Use this time to test a list price

Can't Do:

No for sale sign on property

No social media or print marketing

Can't advertise to agents unless they call us asking about upcoming properties

2. "Coming Soon": Listed on the MLS for the public to see.

Details

Increases energy

Can stay in this status for anytime between 1-21days then automatically goes active

Agents are able to set up showings on the date it is scheduled to go live

Emailed to any buyers with a search set up matching your property

Will install a for sale sign

Can market to people/agents outside of our Brokerage

Can complete social media & print marketing

No market time accrued

Can't Do:

No showings

Not likely to sell during this time unless we receive a site-unseen offer

It does not populate out to other 3rd party websites as "coming soon " but we will override Zillow and add it

3. Live on the MLS : Status changed to active on the MLS

Details:

Email sent out again to all buyers & agents with a search set up matching the home

Maximum exposure, it is now populated out to all 370+ websites

Showings begin

THANK YOU!