A guide to selling with Steve Chesterton

A Guide to Selling Your Property with Steve Chesterton

raywhitesouthmorang.com.au

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Thank You Thank you for allowing us the opportunity to present our marketing proposal for the sale of your home.

We appreciate that the decision to sell your home and choosing the right agent can be a difficult one. The information enclosed has been created to help you make an informed decision.

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Contents

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Introducing Steve Chesterton

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Why choose Ray White South Morang

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Methods of Sale

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Powerful Marketing

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Time on Market

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Essentials

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Internet

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Print

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First Impressions

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The Sales Process

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Campaign Calendar

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We Can Help - Sit Back & Relax

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Property Management

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Ray White Concierge

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Insurance

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Loan Market

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Real Estate Glossary

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Contact Us

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Introducing Steve Chesterton With 35 years in the real estate industry, all within the local area, the Chesterton name is synonymous with integrity, a fair, uncompromising approach to negotiation and an encyclopedic knowledge of the district and its lifestyle attributes.

Recently, Steve Chesterton decided to continue his real estate career under the biggest name in real estate, Ray White.

Ray White real estate has the proven ability to provide superior experiences for clients, but most of all for how their exceptional take up and use of technology empowers their agents.

Steve’s considered advice on sales strategies, marketing and pricing gained through years of experience within the cycle of the highs and lows of real estate is invaluable in helping clients achieve their objectives.

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Steve’s clients appreciate his direct approach to real estate.

When asked a question, he tells them what they need to hear to make an informed decision rather than what they want to hear. In doing this, he has developed many longstanding relationships with a foundation built on trust that has endured well beyond the closing of the sale.

Experience a new level of professionalism in real estate.

Why Choose Ray White South Morang Local Knowledge

The Ray White Name

Our team of dedicated sales agents love what they do and live and breathe the local area. All of our staff are local residents and active within the community, giving them a wealth of local knowledge. We have been servicing the real estate needs of South Morang since 1991.

Ray White is a household name in Australasia, a name synonymous with the property and real estate industry.

Established in 1902, Ray White has evolved into Australasia’s most successful real estate business with nearly 1,000 individual offices across Australia, New Zealand, Indonesia, India, Malaysia, Papua New Guinea, China, the Middle East and Atlanta USA.

Extensive Office Network

Strong Ray White branding provides optimum exposure to people searching for properties for sale. Our marketing continues to reinforce Ray White's position as an industry leader.

Ray White has a network of 5 offices within a 7km radius of the South Morang office. Our local network of offices make sure your property is exposed to as many potential buyers as possible, helping you achieve the absolute best possible price.

Flexibility & Choices Experienced Agents

When you list with Ray White South Morang you get to choose:

The principals of Ray White South Morang, Steve Chesterton and John Kalpakis have a combined local real estate experience of over 70 years and formed a partnership to now lead a team of highly skilled, professional agents, property managers and admin staff. Rest assured, your property is in good hands.

• • • •

The type of listing you want Whether to market with or without a price A tailored marketing strategy Whether to have open for inspections or inspections by appointment only, or both • The price you will sell your home for

Steve and John will ensure the sale of your property is a smooth, stress-free process while achieving a premium price.

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Methods of Sale Your sales agent will recommend the best method for selling your property at the highest price, however, the choice is yours.

Auction

Sale by Nominated Date

• • • • • • • • • • • •

• • • • • • • • • • • •

Vendor’s price not disclosed Buyer’s best price No conditions Creates urgency No cooling off period Creates competition Greater exposure A selling date is set 3 stage marketing Better known method Can sell prior to auction day 10% deposit cash sale

High market exposure Set sale date Accept an offer anytime Creates urgency Buyer registration system Competitive tender bidding Accept any condition No public display Purchasers don’t know offers Vendor’s price not disclosed Buyer’s best price 3 phase negotiation

For Sale

Sale by Negotiation

• • • •

• • • • • • • •

Low cost Offer accepted at any time Can accept any conditions (Subject to finance, subject to building inspection, subject to buyers property being sold)

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Low key Works the buyer’s price up No ceiling on price Great way to seek market reaction Minimum marketing costs Creates competition Can accept any conditions (Subject to finance, subject to building inspection, subject to buyers property being sold)

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Powerful Marketing Time on Market The most important marketing time is in the first few weeks. Best not to waste them. Buyers seek out ‘fresh’ listings. New listings are always of interest to the existing buyer group.

Our statistics show that once a buyer discounts a property, the buyer rarely reconsiders the property. This is why it is crucial that your home is marketed without a price or priced correctly at the start of your campaign. Otherwise, you run the risk of your property having stall and psychology depreciation in the buyer’s mind. This can lead to a lengthy time on the market and ultimately underselling your home.

In the digital age, buyers become aware of a new listing very quickly. Sometimes within hours of the listing. This means that the wave of all buyers that are ‘in-the-market’ will hit within the first one to two weeks.

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Powerful Marketing Premium Photography

Floorplan

We use expert property photographers who will shoot a broad selection of quality photographs to be used for all print and online marketing. Great photography does wonders for the warmth, space and overall perception of a property. We offer three photography packages: Dusk, Day to Dusk and Day.

A professional, computer-generated floorplan allows buyers to accurately recall your property layout after an inspection. Properties advertised online that include a floorplan can receive up to 30 per cent more enquiries than properties without floorplans.

Ad Copy

Graphic Design

Expertly written copy will highlight your property’s most sale-able features and adds a professional edge to all marketing. We can engage professional copywriters to ensure that we capture the attention of the market instantly.

Our in-house graphic designer will ensure your property looks its best across the marketing materials for the duration of the sale campaign.

Dusk

Day to Dusk

Day

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Display Furniture and Stylists

Virtual Staging

The way your property is presented plays an important role in achieving the best possible price. Not only will your property stand out in the crowd, it will also help to show potential buyers the property's full potential. We can work with stylists and furniture hire companies to help you achieve the right look for your open home.

If your property is vacant, but your budget doesn't allow for display furniture, virtual staging is an affordable post production solution allowing your property to appear fully furnished and styled, attracting more buyers. The virtually staged images will appear on all online and print advertising. Starting from just $77.00!

Properties presented with display furniture spend 72% less time on market* * Source: Real Estate Staging Association 2013 Case Study

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Powerful Marketing We have designed powerful marketing packages which are completely tailored to your property's specific needs. We know how to generate maximum market coverage targeted at genuine buyers through a variety of selected marketing platforms.

A strong marketing campaign is crucial in attracting quality buyers quickly. Our team of administration and marketing professionals will expertly handle all aspects of your property’s advertising campaign, including:

Internet At Ray White, we ensure that your property reaches the maximum amount of buyers possible.

Real estate portals such as realestate.com.au and domain.com.au are essential when targeting buyers.

On average, Australians spend more than a complete day each week online.* 86% of potential buyers use the internet as their main tool to search for property^ and only 30% of those buyers will browse past page 1.** Your property will be listed on raywhite.com, raywhitesouthmorang.com.au, realestate.com.au, domain.com.au, realestateview. com.au, homesales.com.au, allhomes.com.au, thehomepage.com.au, millionplus.com.au, juwai.com (Chinese website), rentbuy.com, squiiz.com.au, homepass.com, houseandland.com.au and homely.com.au

* Source: Nielsen Australian Connected Consumer Report, March 2015. ^ Source: Residential Consumer Property Seeker Report, January 2015. ** Source: realestate.com.au

raywhite.com Ray White is the most Googled real estate brand in Australia and with more than a quarter of a million visitors every single month, raywhite. com exposes your property to a highly engaged audience.

Database We have an extensive database of qualified, genuine buyers looking to buy immediately. Our database is our most cost-effective marketing tool. We know what our buyers are looking for, where they are looking and how much they want to spend. We can speak directly to them, face-toface, online, or over the phone and alert them to your property immediately.

SMS Alerts Deliver property alerts for your home right into the hands of targeted, active buyers. It’s a timely, personal and effective marketing channel.

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realestate.com.au When it comes to online marketing, advertising your property on realestate.com.au is vital.

With more than 3 million visitors searching for property every month, maximising your property’s exposure is integral to generating buyer enquiry.

Premier • Prime positioning and largest size mean maximum exposure and buyer enquiry • 9.3 times more enquiry than a Standard ad • Always appears on top in all search results to captivate buyers • Largest ad • Photos are 5 times the size of a standard ad to stand out from the crowd

Highlight • Appears above standard listings in search results • 4.2 times more enquiry than a Standard ad • Twice the size of Standard Listings • Prominent size and positioning means more views and buyer enquiries over Standard listings

Standard

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Powerful Marketing Photo Boards

Stock Boards

A photo board that stands out is imperative to maximising the enquiry and interest in your property. Our specially designed photo boards allow your property to be on show 24 hours a day, 7 days a week.

Our generic stockboards have been specifically designed to capture the local buyer. These boards are suited to high traffic areas where a potential buyer’s attention needs to be captured in an instant.

Auction

Auction Situated in the ever so popular Renaissance Rise Estate and within easy access to all of the area’s finest amenities which include Mernda Village Shopping Centre, reputable schools and good public transport links including the soon to be completed Mernda rail way.

This stunning family home is complete with all the upgrades and is sure to appeal to even the most fastidious of buyers.

Saturday 27th June, 1:00pm 4

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Steve Chesterton 0418 108 741

Steve Chesterton 0418 108 741 Steve Musico 0425 373 028

Steve Musico 0425 373 028

Saturday 27th June, 1:00pm On Site

raywhitesouthmorang.com.au

raywhitesouthmorang.com.au

84% of homes advertised in print and online sold within their campaign period, compared with 63% for homes advertised online only* 14

Brochures

Letterbox Drops

Available at open homes and in our office, our professionally produced colour brochures provide a detailed overview of your property which can be passed on to others.

Our ‘just listed’ letterbox drops are distributed to properties around your area. A large number of potential buyers live locally – these flyers have a high enquiry rate and are essential in any marketing campaign.

Just Just Listed L isted Steve Chesterton

0418 108 741 Steve Che sterton Steve Musico 0418 108 741 0425 373 028 Steve Mus ic 0425 373 o 028 raywhitesouthmorang.com.au

Just Listted Jus Lis Another Chesterton ted Steve 108 741

Auction 11 Scotchmer Crescent, Mernda 28 squares of luxury living is offered in this impeccable 4 bedroom home featuring master with full ensuite, twin vanities and walk-in-robe, all remaining bedrooms with built-in-robes and separate TV area. The dream kitchen is further enhanced by a butlers pantry, quality appliances and central Caesar Stone island bench, adjoining tiled meals, spacious family room and alfresco.

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Ray White is the largest press advertiser in the country. Our dominance in the print media ensures that we are able to achieve a priority placement for our vendors’ properties.

While we are leading the way with our digital and electronic marketing options, newsprint is still a premier search tool for local property and an integral part of any marketing campaign.

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* Source: www.corelogic.com.au/media-release/research-confirms-print-advertising-is-influential-in-selling-properties-faster-for-more-money-than-online-ads-alone

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First Impressions A well presented property will help you achieve a higher sale price in a faster time. The way you present your property for sale will flow through from your advertising material, online and in print, to the day of inspection.

Below are a number of tips for presenting your property:

Clean

Minor Repairs

Make sure your property is sparkling clean, paying particular attention to the walls, bathrooms and kitchen. Don't forget to clean the gutters, flyscreens, windows and remove cobwebs inside and out.

Get rid of scuff marks, water stains or peeling on walls with a lick a paint and fix any broken lights or leaking taps.

Styling

Add some cost-efficient styling items such as mirrors, new cushions, throw rugs, lamps and artworks.

Steam Clean

Steam clean the carpets and window furnishings.

You might be surprised at how much ‘life’ they have after a good cleaning.

Storage Space

De-clutter all cupboards by putting any unneeded contents into storage. Buyers will look in your cupboards to assess storage space. If your cupboards are neat and tidy with room to spare, buyers will be impressed. Outside, clean out the garage and the shed.Storage space is always an important selling point.

De-Clutter and Depersonalise

Remove any unnecessary items that create clutter - fridge magnets, toiletries, knick knacks. A tidy, well organised house is appealing to buyers.

Buyers do not want to buy your home - they want to buy your house and then make it their home!

Put your personal items into storage, such as family photos, kids drawings, sports trophies and collectible items. Lock away any valuable items.

Welcoming

Make your property welcoming with fresh flowers and gentle lighting. The brighter the room the better, so always leave blinds and curtains open. Maintain an even temperature with airconditioning or heating to make a buyer feel at home.

Get Rid of Odours

Eliminating bad odours is essential in creating a great first impression. Cooking, smoking, pets, damp, rubbish bins and blocked drains can all leave bad odours. Where possible, remove the source of the odour and add fresh flowers, scented candles or a de-odouriser.

Garden

Don’t forget to tidy your garden, trim your front and back lawn or courtyard. This will be a prospective buyer’s first impression of your home.

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Present your property to achieve a higher sale price in a faster time

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The Sales Process Seller

Buyer

Agent prepares market analysis Agent prepares Statement of Information Price is established Listing Authority signed Marketing plan agreed upon Marketing activated Open for inspections Private viewings

Finances organised/Pre-approved Researches the market Inspects property Offer to agent

Acceptance of offer

Offer presented to seller Negotiation of terms Contracts signed

Initial deposit paid

Finance obtained Balance of deposit paid

Conditions approved Contract unconditional Property status changed to SOLD

Move out Final inspection

Settlement Receive funds

Move in or rent out

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Campaign Calander Auction Campaign Calander Example Monday

Tuesday

Wednesday

Thursday

Friday

Saturday

Sunday

23/1

24/1

25/1

26/1

27/1

28/1

29/1

Board Erected & Uploaded to Internet

Photography at 11:00am

30/1

31/1

1/2

2/2

Just Listed Drops Sent Out

OPEN 5:30 - 6:00pm

7/2

8/2

9/2

Whittlesea Leader Advertisement

Open for Inspection page advertised in Whittlesea Leader

OPEN 5:30 - 6:00pm

14/2

15/2

16/2

Whittlesea Leader Advertisement

Open for Inspection page advertised in Whittlesea Leader

OPEN 5:30 - 6:00pm

20/2

21/2

22/2

23/2

Auction Invitation Drops Sent Out

Whittlesea Leader Advertisement

Open for Inspection page advertised in Whittlesea Leader

Sales Team Inspection at 9:30am Whittlesea Leader Advertisement 6/2

13/2

OPEN 5:30 - 6:00pm

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OPEN 12:30 - 1:00pm

3/2

4/2

5/2

OPEN 12:30 - 1:00pm

10/2

11/2

12/2

OPEN 12:30 - 1:00pm

17/2

18/2

19/2

OPEN 12:30 - 1:00pm

24/2

25/2

AUCTION DAY OPEN 12:30 - 1:00pm AUCTION 1:00pm

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Sit Back and Relax Property Management Ray White have been providing a range of real estate and property related services for many years. Ray White manages over 200,000 investment properties across Australia and New Zealand, with a professional property management system that brings benefits to landlords.

When your investment property is managed by Ray White South Morang, you get; Quality tenants that are screened prior to approval Weekday & weekend open for inspections By appointment inspections

Our team of experienced and friendly property managers will work to ensure a maximised rental return whilst efficiently and effectively managing your investment. We will ensure that your asset is well maintained to maximise capital growth. Property management is more than coordinating tenancies and rental payments - it’s about helping you achieve your financial goals.

Detailed reporting on inspections and maintenance

Get your free, no obligation rental appraisal today. Call Steve Chesterton on 0418 108 741 or John Kalpakis on 0412 500 250.

Industry-best training, education and resources

Zero tolerance policy towards rent arrears Detailed reporting on inspections and maintenance Highly skilled property managers Consistently low vacancy rates Competitive loan and insurance opportunities Priority access to market intelligence

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Ray White Concierge

Loan Market

At Concierge we’ll take care of everything. From arranging insurance, storage, free quotes for home improvement works and more. All available to you absolutely free, as a valued Ray White client – seller or purchaser. Leave all the hard work to us so you can sit back and relax with a stress free sale.

Our partners at Loan Market can compare rates and features from over 800 home loans from a panel of 30 lenders. Loan Market are in the top 5 mortgage brokers in Australasia.

Visit raywhiteconcierge.com.au for more information.

Insurance Ray White can help you find the right insurance cover. Whether it's for your home, car, life, travel, boat, caravan, trailer or as a landlord, Ray White has a range of insurance packages to choose from.

Ray White landlords get their first month of insurance cover free when purchasing any new Ray White Landlord Insurance policy.

Visit raywhiteinsurance.com.au for more information.

During the sale of your property, your Ray White agent will introduce potential buyers to their recommended local Loan Market broker who will respond quickly to provide them with the information they need to find a home loan that suits their needs.

Exposing your property to a pool of educated, and where possible, pre-approved purchasers, who are ready to make an offer or bid at auction increases the likelihood of getting your home sold and settled on time and at the right price.

Your local Loan Market broker can also assist you with your own home finance options. Loan Market can negotiate on your behalf with major banks and secure lenders. They may even be able to find you a better deal with your own bank. Visit loanmarket. com.au for more information.

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Real Estate Glossary AGENT - A person authorised to act for another (usually for the owner) in the selling, buying, renting or management of a property. Commonly used to refer to licensed real estate agents and real estate representatives.

APPRAISAL - An opinion of the potential saleability of a residential property by a licensed Real Estate Agent.

AUCTION - A sale usually in public, by an auctioneer, in which property is sold to the highest bidder.

AUCTIONEER - One who is licensed to sell, or offer for sale, real estate where persons become purchasers by competition, being the highest bidders.

BID - A verbal or written offer to purchase.

BODY CORPORATE - (a) A term used in the Strata Titles Act to describe the body representing the building owners; (b) The control and administration of common property is vested in a statutory Body Corporate which comes into existence automatically on the registration of the plan, and to which the provisions of the Companies Act do not apply. The registered proprietors of the units are the only members of the Body Corporate. Associated rights and obligations are fixed by scheduled by-laws.

BUYER’S AGENT - Represents a property buyer in negotiations with a vendor or his/her agent. The buyer’s agent is paid by the buyer. Buyer’s agents should be licensed and certified to act as a buyer’s agent.

CAVEAT - A notice on title proclaiming a possible interest other than that of an owner.

CERTIFICATE OF TITLE - A document issued under the Torrens System of Title, showing ownership and interest in a parcel of land.

CHATTELS - Any fixed asset other than freehold land.

Items such as machinery, implements, tools, furnishings, fittings, which may be associated with land use, but which are not fixed to the land or premises or, if fixed, may be removed without causing structural damage to a building. Legally known as personalty.

COMMISSION - The fee or payment made to an agent for services rendered, such as the sale of property, often calculated with reference to the value of the property, contract or agreement.

CONDITIONS OF SALE - The conditions applicable to a sale contract made between a vendor and purchaser.

CONTRACT - A legally binding agreement.

CONTRACT OF SALE - An agreement relating to the sale of property, which expresses the terms and conditions of sale.

COOLING OFF PERIOD - A short statutory period after the contract is made, during which the purchaser may cancel the contract unconditionally. Usually does not apply in the case of auctions.

COUNTER OFFER - A new offer as to price, terms and conditions, made in reply to a prior unacceptable offer.

Normally the counter offer terminates the previous offer.

DEPOSIT - Percentage of total consideration, or an agreed amount, paid on exchange of contract for purchase of an asset.

EXCHANGE OF CONTRACTS - A formal legal process that creates a binding contract for the sale of real property on agreed terms. The vendor and purchaser each sign a copy of the sale contract and then exchange these documents, after which time the contract becomes legally binding on the parties. The parties are then bound to proceed to settlement, subject to any cooling off period that may apply. A deposit is usually also paid by the purchaser to the vendor during the exchange process. Any party that unilaterally declines to proceed to settlement may forfeit deposit monies or be subject to a damages claim.

EXCLUSIVE AGENCY AGREEMENT - The agreement between an agent and a vendor establishing an Exclusive Listing.

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EXCLUSIVE LISTING - Where a single agent only is appointed to sell or lease a property under an Exclusive Agency Agreement. Under the terms of an Exclusive Agency Agreement, the appointed agent is usually entitled to any commission resulting from a transaction relating to the property, even if it is sold / leased by another agent or the vendor during the term of the agreement. Also known as an Exclusive Agency or a Sole Agency.

PRINCIPAL -( a) A term used in most Australian contracts in lieu of ‘client’ or ‘proprietor’; (b) A licensed estate agent holding responsibility for an agency’s legislative compliance activities including legal responsibility for trust accounts.

PRIVATE SALE - A sale negotiated directly between the parties or their agents.

RESERVE PRICE - The lowest acceptable price fixed by the vendor.

FITTINGS - Installed items that may be removed from real estate without causing irreparable damage to the land, structure or use of the premises.

SECTION 27 STATEMENT - A ‘Section 27’ is otherwise known as an Early Release of Deposit Authority. It is commonly referred to as a Section 27 as it is complemented under Section 27 of the Sale of Land Act. If the vendor wants the deposit money prior to Settlement, they may ask for an Early Release of Deposit Authority. In order for the deposit to be released early, both parties must sign the document. If this occurs, the lawyer, agent or conveyancer holding the deposit is given permission to release the deposit to the vendor.

FIXTURES - Those parts of a property affixed to structures or land, usually in such a manner that they cannot be independently moved without damage to themselves or the property housing supporting or pertinent to them. Fixtures are usually included in a sale and commonly include items such as carpets and awnings.

LANDLORD - The owner of leased property. The lessor.

SETTLEMENT - This is the final stage of the sale when the purchaser completes the payment of the contract price to the vendor and takes legal possession of the property.

LEASE - An agreement whereby the lessor conveys to the lessee in return for a payment or series of payments the right to use an asset for an agreed period of time.

LICENSED REAL ESTATE AGENT - A Licensed Real Estate Agent may perform the activities in the conduct of a real estate business. He/she is licensed to hold responsibility for an agency’s legislative compliance activities.

SETTLEMENT DATE - The date on which a contract of sale is finalised and the balance of money is paid for an asset.

TENANT - A person or entity paying rent in exchange for the occupancy of a building or dwelling.

MARKET PRICE - The price actually paid, or agreed in a contract to be paid, for an asset. It differs from market value in that it relates to an accomplished fact, whereas market value is and remains an estimate until proved.

Market price may involve circumstances not normally included in market value.

TENDER - The sale of an asset through the seeking of written bids.

TRUST ACCOUNT - A legislatively required bank account where monies are held by an agent for or on behalf of another person e.g. deposits, rental etc.

MARKET VALUE - Market value is the estimated amount for which an asset should exchange on the date of valuation between a willing buyer and a willing seller in an arm’s length transaction after proper marketing, wherein the parties had each acted knowledgeably, prudently and without compulsion.

VACANT POSSESSION - In real estate this refers to a right to possession of land or built-up property in respect of which there is no current occupant.

VALUATION - (a) The process of estimating value.5; (b) The prediction of the value of an asset at a point in time, depending on the purpose for which the valuation is required.

OWNER - In relation to land, the owner includes every person who jointly or severally whether at law or in equity: (a) is entitled to the land of an estate in freehold possession; or (b) is entitled to receive rent or profits thereof, whether as beneficial owner, trustee, mortgagee in possession or otherwise.

VALUER - A person who is: (a) registered / licensed / approved to carry out property or plant and machinery valuations under any State, Territory or Commonwealth legislation; and / or (b) a member of the Australian Property Institute who is accredited as a Certified Practising Valuer.

PASSED-IN - If a property is not sold at auction because the owner’s reserve price has not been reached, it is passed in.

VENDOR - One who sells anything. In real estate transactions, the person(s) or entity selling the property.

Source: reia.asn.au/wp-content/uploads/2014/03/Glossary-of-terms-Fact-Sheets.pdf

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Ray White South Morang 27 Gorge Road, South Morang VIC 3752 t 03 9404 1222 f 03 9404 1896

e southmorang.vic@raywhite.com w raywhitesouthmorang.com.au

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