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Seller Orientation By

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Selling your home in today’s changing market ….. •

There are only two parts to selling your home:

The easy part

The hard part

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


The easy part • • • • • • •

Greg Cell 202386-8866

Pricing Properly The Listing Agreement Seller Disclosures Multiple Listing Service Sign and lockbox Printed Marketing Materials Open House

Greg Masucci and Charlotte Romero


Pricing •

The correct price is the single most important piece of the marketing strategy.

In a seller’s market, there’s virtually no way to get the price wrong — the market will bid up a list price that’s too low, but in a neutral or buyer’s market, pricing is absolutely critical to the sale of your home at the best possible price and in a timely fashion. Listing too high can be a very costly mistake. Statistically speaking, homes sell at their best price in the first 30 to 60 days !

We’ll do an in depth study through comparative market analysis (CMA) to help us determine the correct offering price for your home.

In the end, the choice of what price to list your home will be completely yours

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


The Listing Agreement

•

The listing agreement outlines the responsibilities of both the listing agent and the seller

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Seller Disclosures

•

Telling potential buyers what you know about the property

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Multiple Listing Service (MLS) •

Metropolitan Regional Information Systems (MRIS) There are currently 23,000 available listings in the MLS 4000 Realtor subscribers have access to every listing

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Sign and lockbox •

•

A bright-red Keller Williams sign can be seen a mile away, which increases interest and traffic. A lockbox allows agents to make appointments to show your home to their clients without inconveniencing you.

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Open House Open houses are one of the most effective ways of getting many qualified buyers through your home in a short amount of time • •

Greg Cell 202386-8866

minimizes inconvenience to you creates a sense of urgency in buyers Greg Masucci and Charlotte Romero


Open House: What to Expect •

Open houses are usually held on Sunday afternoon for 2-3 hours. Invitations are sent to your neighbors and our spheres of influence. Craigslist and MRIS (multiple listing service) advertisement announces the open house date and time. We’ll announce the open house — along with pertinent information about your property — on multiple web sites and via an e-mail distribution list.

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Printed Marketing Materials

Full Color, 2 sided, “Sell Sheets” with multiple, professionally taken, photographs.

“Just Listed” Postcards sent to the immediate neighborhood

“Financing Options Sheets” from our local lenders

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Internet Presence

• • • • • •

We’ll get you maximum exposure with 50+ Websites (including your own) 20+ Professional Photographs Today’s Buyer Demographic Immediate access to information 24/7 Exposure and Buyer Anonymity

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


NOW – You’re at First Base

But, that was the easy part. We’re still a long way from home. Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


The Harder Parts – (well for most folks anyway…) •

Staging Offer Review and Consideration

Contract to Closing -

(Getting your contract all the way to settlement entails many parts that are sometimes easier said than done)

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero

Here’s what happens from the time we ratify an offer until we settle


Staging •

Staging is sometimes difficult because a homeowner may feel offended when we ask them to “depersonalize” or remove things to “de-clutter” their home. We mean nothing personal by these requests. We just know what sells, have been trained in staging, and are constantly updating our eye as we preview new and recently remodeled homes. We do our own staging 90% of the time, but we also have relationships with staging professionals when additional help may be needed. We can even provide some of the items and assist you in obtaining or renting others inexpensively if the staging plan requires it.

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Offer Review and Consideration Verify purchaser’s finances, talk to loan officer, look at each offer’s “bottom line,” look at all facets and contract contingencies to determine if this offer is right for you and answer the following question — Does the purchaser have the means to execute their end of the contract? Then craft a response.  Accept  Reject  Counteroffer Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


From Contract to Settlement Three to six weeks after ratification • Inspections (home/termite) • Purchaser’s loan application • Loan verification and underwriting • Appraisal & certifications • Title history Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Heading for Home …. • • • • • • • • • •

Has closing been scheduled with settlement/title company? Has escrow check been deposited by selling broker. Will an overage check be required? Has contract been sent to settlement processor and lender Has the status been changed in the MLS Have all legal disclosures been signed by purchaser and seller Has the purchaser sat for formal loan application Has title work been ordered? Is termite inspection required? Has it been scheduled? Has home warranty been ordered? Do we have the seller’s new mailing address

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Rounding Second Base… • • • • • • • • •

Has the appraisal been ordered? Has utility-change memo been sent to purchaser? Has the purchaser’s loan been fully approved? Has purchaser obtained homeowner’s insurance? Have all inspections been completed? Have closing instructions been sent to all parties? Is an overage check needed? Has it been obtained? Has pre-settlement walk-through been scheduled? Have all required repairs been completed?

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Scoring One Smooth Settlement • • • • • • • •

Has termite report been received? Do buyer, seller, and both agents know when and where settlement will occur? Has HUD-1 been received and reviewed? Are all calculations correct? Is home warranty information in file? Has home warranty been ordered, if required? Does purchaser have a set of working keys? Has lockbox been removed? Has signpost been removed?

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Play Post Mortem •

What questions haven’t we answered?

What’s next?

Assignments?

Greg Cell 202386-8866

Greg Masucci and Charlotte Romero


Listing Presentation