The Ultimate Home Seller Guide

MEET YOUR REALTOR®

I enjoy helping people achieve THEIR real estate dreams.

• Helping buyers and sellers achieve their real estate goals by working hard & providing my clients with exceptional, professional and dedicated real estate consulting services.

• Giving you the peace of mind knowing that everything is getting done.

• Coach, consultant, and advocate.

• Working with you to make YOUR realty DREAMS a reality.

W HY WORK WITH ME ? B ECAUSE I WILL WORK HARD FOR YOU !

I have been in the real estate industry since 2002, and a licensed Colorado agent since 2004.

• During this time I have closed over 700 real estate deals;

• Assisted Realtors® through the listing and closing process on hundreds of homes that they listed and sold while I was a Transaction Manager;

• Been through the entire process (repairing, listing, negotiating, closing) with over 800+bank foreclosures as an Asset Manager;

• Helped bring buyers and sellers together for $130,000,000+ in residential real estate.

I am very familiar with the entire process, and I am here to help YOU along your journey to sell your home. I work very hard for my clients and I appreciate the opportunity to earn your business and serve you!

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

FIRST THINGS FIRST

First and foremost, I’m really looking forward to helping you sell your home!

I’m sure you’re even more excited than I am to get it on the market, see buyers coming through, and of course, get an offer!

Selling a house is a fun and exciting process, but it can alsobe stressful and aggravating at times.

Which is why I’m giving you this…

I do everything possible to make sure everything goes as smoothly as possible.

Many of the things that are stressful or aggravating can be avoided (or handled better) as long as you know what to expect and do ahead of time.

So please, give this a quick read, and refer back to it throughouttheprocessof selling your home.

While this guide won’t get into everylittle detail about the process (I’ll be taking care of a lot of things behind the scenes which you’ll never need to worry about)...

...it does get into some things you shouldknow about, which will save you time, effort, money, and heartache.

Again, I’m looking forward to working with you, and thanks for choosing to work with me!

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com

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THE HOME SELLING PROCESS

1. Meet with a Realtor®: There is no commitment required on your part for the initial meeting. It will be educational, and help you determine your next steps.

2. Establish A Price: Your Realtor® will provide a market analysis, which will help you set an asking price. As difficult as it may be, it’s important to review the market analysis and consider your home price objectively.

3.

4. Prepare Your Home: View your home through the eyes of the buyer and ask yourself what you’d expect. Your Realtor® will offer some useful suggestions and should have professional photography done once your preparation is complete.

5.

6. List it for sale: When everything is in place, your Realtor® will put your home on the open market (MLS). It is critical you make it as easy as possible for potential buyers to view your home. Potential buyers may ask to see your home on short notice. It’s best if you can accommodate these requests, as you never want to miss a potential sale.

7. Offers and Negotiation: If everything goes well, a buyer (most often the agent who represents them), will present your Realtor® with an offer.

Choosing an Offer: Your Realtor® will present the benefits and risks of each offer. You will have the opportunity to either accept, counter or reject any offer based on its merits.

8. Under Contract: At this point, you and the buyer have agreed to all of the terms of the offer and both parties have signed the contracts.

9. FinalDetails: While under contract, the buyer will work with their mortgage provider to finalize the loan and perform other due diligence. The buyer will usually perform a physical inspection of the home. They may even ask you to make certain repairs. Your Realtor® will explain all of your options regarding the inspection.

Closing: This is the transfer of funds and ownership. Depending on when the buyer moves into the home, you will need to be all packed up and ready to move (or moved).

CONGRATULATIONS!

You’ve successfully sold your home.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

MISSION POSSIBLE

As a Realtor®, sometimes I’m representing a buyer, and at other times a seller.

Obviously, my “mission” is different for both of those types of clients.

But, since I’m representing you as a seller, my mission is pretty simple:

TO HELP YOU SELL YOUR HOUSE FOR THE HIGHEST AMOUNT THE MARKET WILL BEAR, IN AS SHORT A TIME AS POSSIBLE!

I can’t and won’t promise “quick”. How long your home takes to sell depends on a lot of factors (many of which we’ll address in this guide). However, I can assure you that I will help you sell it as quickly aspossible

And while I can’t predict exactly how much the market will bear, I can assure you I will help you get as much as the market will bear.

But much of this depends upon you as well! Getting the best results only happens when clients make the best choices and decisions along the way, which this guide should help you do.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

LET’S SHAKE ON IT

Want to hear some good news / bad news? The good news is you don’t have to pay me until (and unless) your house sells. The bad news… You don’t have to pay me until and unless your house sells.

Hmmmm, sounds more like good news / good news...for you! Not so much for me. Ha! Pretty lopsided, huh? But that’s how it works in this business. You get my time, thoughts, advice, skills, and marketing with no risk to you, but all risk on me.

That probably doesn’t sound so bad to you, right? But here’s the deal… It does hurt many real estate sellers, because they end up not trusting the advice and motives of the agent they’ve hired to protect their interests!

Think about it...would youtrust an agent putting in so much time, effort, thought and skills for you for free? Of course they want (and need) to get paid. Otherwise, a client always wonders whether the advice their agent is giving them is good, right, and true...or just an attempt to get paid, paid more, or paid more quickly.

I take a lot of pride (and money!) in the time, thought, marketing, and advice I give to my clients, and the last thing I want you to do is question my motives.

Which is why I like to look at the relationship with my clients as we are “partners” in this together. I’ll take on the burden of not getting paid until your house is sold... All you have to do is be serious and committed to selling your house, and committed and loyal to me as your Realtor®.

OUR AGREEMENT

If only business were still done on a handshake! Before I can begin preparing the marketing for your home, or put it on the market, you’ll need to sign a “listing agreement”. We’ll schedule a time to sit down and do the paperwork, or as many prefer,

I can email the listing agreement directly to you for review. If you have any questions or concerns at all, just ask me. I’m glad to clarify anything you want.

A lot of time, expertise, and money will be spent on selling your house... So, please, before you sign this, make sure you’re ready to commit to the process and our relationship for the long-haul.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

ENHANCED SERVICE PACKAGE

My strategy for getting your property sold for TOP MARKET VALUE is a simple but effective one: I'll maximize its market exposure so you attract as many qualified, motivated buyers as possible. I'll also keep you fully informed of all developments related to your listing.

Market Research and Competitive Pricing

• I will diligently research the comparable sales, active and under contract listings, as well as local statistics to help you arrive at the best price for the current market.

Showing Management System

• Professional showing management system which allows showings to be set 24/7.

• Comprehensive system to track market interest in your home.

• Confirmation of each showing emailed to both brokers.

• Weekly showing report emailed to you.

• Request for feedback and comments emailed to buyer’s broker.

• Feedback and comments emailed to you.

• Electronic lockbox which tracks access to your home.

Negotiating

• I have over 20 years of real estate experience, and over 18 years as a Colorado licensed real estate agent. This includes 18 years as a strong negotiator.

Navigating the Contract

• In most cases, the most critical elements of a home sale occur after the buyer and seller have reached an agreement. With extensive experience, I will help you understand the process and keep the sale moving towards a successful close.

Features and Photos

• Develop a list of features and photos that we can provide to the marketplace to showcase your home.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

The Internet and Beyond

• Multiple Listing Service (MLS), ReColorado.com

• Syndicated extensively to websites including Homes.com, Realtor.com and many others (any currently available through ReColorado).

• Direct email campaigns

• Pro-Active Prospecting for Buyers:

▪ Notifying all potential buyers in my database;

▪ Showcasing your listing to 175+ Realtors® at my real estate brokerage;

▪ Notifying the area's top real estate agents;

▪ Notifying Realtors® through South Metro Denver Association of Realtors® & Denver Metro Association of Realtors®;

▪ Notifying real estate agents who have buyers that are looking for a house like yours!

• Open houses (per seller request & per local ordinance)

• For Sale sign

• Property Book (depending on whether current health conditions allow for this)

• Professional Photography

• A virtual tour with your own personal webpage, complete with a slide show, maps and property details.

• Social Media advertising, including Facebook, LinkedIn, Instagram and Twitter.

In addition, I will:

• Offer proven advice on how to prepare your property for showings

• Update you on financial market changes that could affect your property's sale

• Call you regularly and also provide you with updates so you stay fully informed of everything I do to sell your home

• Provide feedback from all showings and open houses

• Present and discuss each offer with you

• Negotiate the highest possible price and best terms for you

• Manage all contractual, title and transaction details and keep you informed

• Advise you to an ADVANTAGE

• Make recommendations on ways you can avoid litigation

• Ensure your check is delivered at closing

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com

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THE “CMA”

Before we do anything else, we need to determine an accurate market value for your home. I’ll do a thorough Comparative Market Analysis (CMA) which will help us determine a likely range that your home should sell for.

In the analysis, we will look at similar homes to yours which have:

• Recently sold (MLS and public records search)

• Are currently under contract

• Are currently active on the market

This will also help us determine an appropriate price to list your house for against the current competition, and considering the current market activity.

I’ll give you my objective perspective and advice as to how much you should list your house for. While I hope you take my advice, ultimately youdecide on the list price for your house. However, the buyers in the market ultimately determine the market value of your home. It is only worth what a willing, ready, and able buyer is willing to pay. That should be in line with the value we see in the CMA, as long as there are no major changes within the market, and you make the right decisions on pricing right from the start.

Many homeowners tend to overprice their house when they first hit the market because:

• They believe they should have “wiggle room” to be able to negotiate to the price they want to get.

• They simply hope that someone will pay more than the market data indicates.

• They price it based upon what they “need to get” in order to sell their house.

• They add every dollar of improvements they have made to the house over the years onto the data-driven value.

When an owner over-prices, for anyof these reasons, they usually lose the market’s interest by being out of line with the market. This causes their home to sit there, accrue days on market, and cause buyer to wonder, “What’s wrong with the house?” So, before we even go over the market analysis, my best advice is to listen to the data and price your home accordingly. That’ll end up saving you a lot of time, money, and aggravation.

THREE MORE IMPORTANT LETTERS – “MLS”

One of the most basic, but also mostimportant, marketing tools we’ll use to expose your home to the entire market, is the Multiple Listing System (MLS). (This is also what we used to help determine your market value.)

This MLS (www.ReColorado.com here locally) is a database of almost every home on the market, and it is what other agents use to find the appropriate homes to show their buyers.

Years ago, the MLS was only able to be seen by real estate agents, but nowadays, even buyers have access to see the houses listed for sale on it. No matter where else they may be looking, every seriousbuyer is definitely watching the MLS to see what comes on the market.

So, I’ll certainly make sure that your home is on the MLS, and presented in the best possible light...from photography, to a compelling description of your home, all the way down to making sure that every piece of information on it is accurate.

This is so important, since your MLS listing is what will “feed” your listing to many other websites through what is called an IDX system. That way, your home will show up on almost any website a buyer may be looking at.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

10 COMMANDMENTS OF SELLING A HOME

I. Thou shalt vacate the house for all showings.

II. Thou shalt assume every day is a showing day. Keep it clean and clutter free, with pets properly secured.

III. Thou shalt not turn off utilities before closing.

IV. Thou shalt fill out property condition disclosure completely and disclose all known defects.

V. Thou shalt not stop paying the mortgage or HOA dues.

VI. Thou shalt not rely upon Zillow to determine your sales price (that’s what your Realtor® is for).

VII. Thou shalt make all beds before all showings (which includes NOT being in bed during showings).

VIII. Thou shalt send anyone inquiring about the property to your agent.

IX. Thou shalt not call your agent at 11 PM.

X. Thou shall not cook broccoli.

Mary

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Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com

HOW TO GET THE HIGHEST PRICE FOR YOUR HOUSE

Would you like to increase the sales appeal of your house? Houses that are clean, uncluttered, and in good repair usually sell faster, and for more money.

Simple Improvements to Maximize Your Profit:

First Impressions

Attractive, clean front yard, green lawn, and colorful flowers create an exciting first impression.

Clutter

Uncluttered shelves and closets appear bigger. Have a yard sale or store seldom-used items.

Excess furniture

Too much furniture can make rooms look small. Put excess furniture in storage.

Details

Small things make a big impression. Show buyers your home is cared for. Repair leaky faucets or chipping paint.

Carpet

Some buyers may replace the carpet after they move in, but it's still a good idea to get it cleaned.

Kitchen

Usually the first place buyers look. Impress them with clean counters, appliances and sink.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

PREPARING YOUR HOME TO SELL

When presenting your home to prospective buyers, first impressions are crucial. Buyers begin judging your home the moment they see it, and generally they prefer homes that are well-maintained, clean and clutter-free; homes they can picture themselves living in. That is why home improvements particularly if they address the anticipated needs of buyers, can boost your home's saleability and sale price. Here are a few proven, cost-effective tips that will help your home look its best:

Exterior

Mow and rake the lawn, trim hedges, weed and edge gardens

Sweep sidewalks and driveway, pick up any litter

Repair gutters and eaves, touch up exterior paint

Plant extra flowers for color, or place potted plants beside the front door

Clean or paint front door, polish front door hardware, ensure doorbell works

Interior

Have your furnace & central air conditioner cleaned and serviced by a HVAC professional. Replace air filter.

Have your roof professionally inspected.

Install carbon monoxide detectors as required by state law. State law requires that an operational carbon monoxide alarm be installed within 15 feet of the entrance to each bedroom.

Have your sewer line scoped to make sure it is in good condition. If you have not had the line cleaned, it is recommended to do this prior to the sewer scope.

Clean and tidy the entrance, clear stairs and halls, store all excess furniture

Brighten interiors with fresh, light-toned paint

Brighten rooms by installing high wattage light bulbs

Shampoo carpets, clean and wax floors

Organize kitchen countertops removing appliances if necessary to make them look spacious

Clean kitchen countertops, cabinets, appliances, washer and dryer

Organize and clean out closets to make them look larger. Remove 50-75% of the items in your closet.

Clean and freshen bathrooms, put out clean new towels & new hand soap, minimize clutter

Clean mirrors and windows so they sparkle

Organize and clean garage and basement

Perform necessary minor repairs and touch-ups to walls, windows, fixtures, etc.

Remove personal items such as photos, from the refrigerator and throughout the home

The best smell is “clean”. Avoid air fresheners, candles & cooking strong smelling foods.

Tips For Showings and Open Houses

Be absent so buyers feel more comfortable making comments

Turn on all lights

Light the fireplace or turn on the AC, open the drapes, play quiet background music

Remove pets from the premises

These are just a few ideas to get you started. I know what today's buyers are looking for and can provide more ideas that will maximize your home's appeal. Remember, a few easy and inexpensive improvements can produce big returns on your investment.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

PREPARING YOUR HOME FOR PHOTOGRAPHS

Nowadays, buyers have pretty much seen your home beforethey even step foot into your house!

Years ago, buyers literally needed to physically come to your house in order to see what was inside. They were lucky if there was a black and white photo of the exterior to view on a paper flyer.

But now, with the Internet, buyers will see almost every nook and cranny of your home from their phone or computer...

...which is why it’s soimportantto have the best photographs possible! They’ll literally decide whether or not they will step foot in your house, based upon the photos.

I take considerable care when it comes to the photography, in fact I will hire a professional photographer to photograph your house.

In order for me to get the best pictures taken, you should do a few things ahead of time:

Declutter every room.

Make sure the house is clean.

Make sure all beds are made, and there is no laundry on the floor.

Hide unsightly things like laundry baskets, garbage cans, vacuums, etc.

Take down as many “personal effects” as possible (pictures, things hanging on the fridge, etc.).

Make sure all light bulbs are working (for brightness).

Additional recommendations on how to make your home as marketable as possible will be provided prior to professional photography

PRO TIP: IF THERE’S A PARTICULARLY GOOD TIME OF DAY AT YOUR HOUSE TO CAPTURE THE BEST LIGHT, AND YOU KNOW WHEN THAT IS, LET ME KNOW SO I CAN SCHEDULE ACCORDINGLY!

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com

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SELLING YOUR HOME WHEN YOU HAVE PETS

I am a huge pet lover and can’t imagine my life without my furry friends. This is one of the reasons that I am offering some general suggestions for listing your home when you have pets. These suggestions may or may not apply to you, but please take these items in to consideration if you have pets at home.

Talk to Your Vet: We all know that animals bring such tremendous blessings to our lives. When it comes time to moving, keep in mind that this can be a very stressful time for your loved furry friends (just like it can be for you as a seller). Your animals have needs. Talk to your veterinarian first and foremost to discuss how the move could affect your dog or cat. They will have suggestions on how you can help your loved ones through this process. Of course, if your animal is not already micro chipped, get this done ASAP.

Clean and Repair Damage: Before you list your home, you will want to depersonalize your home and prepare it to be in its best condition. This includes making repairs (inside and out) to areas damaged by animals, getting rid of pet odors and stains, cleaning carpets and air filters, and making your home as attractive as possibly. Remember, while you and I may be huge pet lovers, the same cannot be said for all. Additionally, there are folks that have allergies to pets, and if they start sneezing the moment they walk in your home, you can bet that they will not be bringing you the offer that you want. Furthermore, you want your home to be in its best condition as this will maximize what you net on the sale of your home.

Relocate Animals: The best advice when it comes to showing your home when you have pets is to have the pet away from home during showings. While this is not always the easiest task to accomplish, you will have a happier pet(s) and happier visitors to your home. The potential buyers will be able to better visualize living at your house without the distractions of a lot personalized items, including your loved pets. Additionally, it will help Fido out a lot if he is not at the home and being stressed out by all of the visitors, and it can help maximize the sales price of your home.

If you are willing and able, have a friend, family member, or even an overnight animal day care facility, temporarily watch your animal while you show your home. Hopefully it won’t be on the market that long if priced properly and it will be much easier to keep your house clean.

When you leave your pet home during showings you are asking for trouble, especially if a buyer brings a young child and they are curious. While Fido is super sweet and loving, the stress of having strangers in the house can lead to occasional bad days. A seller is liable if their dog, cat, snake or bird is to bite someone (yes, this can happen even if they are in a kennel or cage). Furthermore, your animal could escape out of the house during showings, even if your Realtor® warns the showing agent not to let the pets out of the house. Don’t take any chances with this.

BEST PRACTICE, it is recommended to remove your pets from the home during any showings. There are various options, including day camp, having your neighbor watch the animals or taking your pet with you. Remember we live in a lawsuit happy society! You are taking a big risk when your pet is allowed to roam freely during showings.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

If it is not possible to remove your pet from your house during showings, make sure that they are in a contained space or in a kennel that is clearly marked. You will need to let your Realtor® know about this so that they can warn the showing agent. While I know that this is not ideal, if you want to sell your home, this is something that should be done.

Remove Ongoing Stains and Pet Odors: Ones sense of smell can have a very powerful impact on ones emotion, perception and memory. An initial urine odor on entering a house is sure to stick in the buyer’s mind, and he or she will likely deduct the cost of carpet replacement immediately from an offer as a result. A strong odor (pets, smoke or other) is in fact one of the top reasons a buyer will pass on house. You can avoid this by having your carpet and flooring professionally cleaned, with a focus on removing pet odors. If the staining or odors are too bad, you may need to replace the carpet in the problem areas and possibly treat the subfloor with something like Kilz (prior to carpet installation) if the stain has penetrated it. If you have litter box, place it in an inconspicuous location and make sure to keep the litter fresh and clean.

Clean Your Yard: Pick up any messes in the backyard on a daily basis and have any damage repaired and sod replaced as necessary. Chewed up fences, trim and siding and paw marks on exterior doors should be addressed. One of the best tips when selling a home with pets is to make sure you don’t neglect the yard. This is just as important to some buyers as the inside of the home.

Erase Signs of Your Pet for Potential Buyers: Although your pets are wonderful and family, you want buyers to be as unaware of your pets as possible. You will need to answer the question about animals in the Sellers Property Disclosure honestly. That being said, it is recommended that you take the necessary steps listed above. Additionally, put away all pet toys, bedding, litter boxes and food, ideally at another location besides your home. Along with other staging, removing extra pet clutter is important to take in to consideration when preparing your home for sale.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

“HITTING” THE MARKET

The big day is here! Time to “hit the market”. This is the day your home goes “live” on the MLS.

I’m sure you’re as anxious as I am to start seeing buyers come through the house.

Hopefully we’ll see good activity right away! Typically, we’ll see the most activity within the first two weeks of hitting the market. The most serious buyers in your price range will most likely show up within the first few hours or days of your house hitting the market. Hopefully we’ll get an offer within the first few weeks.

However, if we don’t get an offer, or see much activity in the first few days or weeks, don’t worry. Let’s give it a couple of weeks, and thenwe’ll assess.

The things I look for during this period are:

• How many showings were there?

• Did any of the buyers make offers? If not, why? What was the feedback from the buyers?

• Were there few showings, or no showings at all? Is it that the market is slow, or is it something to do with the house or price?

For now, fingers crossed! Let’s hope we see a good number of showings and strong interest. But if not, don’t get discouraged...not every house sells within the first couple of weeks!

TIP: Thursday is the best day to list a house. Professional photography should be done prior to listing as it is imperative for the best marketing that the photos be entered when the house is listed.

IMPORTANT: READ THROUGH A BLANK CONTRACT TO BUY AND SELL REAL ESTATE AHEAD OF TIME. READ THROUGH THE CONTRACT TO BUY AND SELL REAL ESTATE WITH ALL OF THE DETAILS FILLED OUT BEFORE YOU SIGN IT. THEPARTIES (THAT ISYOU)SHOULD CONSULT LEGALANDTAX OR OTHER COUNSEL BEFORE SIGNING.

WHEN TO EXPECT TO HEAR FROM ME

One of the biggest complaints real estate consumers have is that their agent was never in touch with them once the house was listed. They “stuck a sign in the yard and never heard from them again…”

That is not how I do business. I will make sure to keep you informed along the way.

You’re certainly welcome to reach out to me whenever you have a question or concern. But I also like to stick to a consistent schedule with my clients. So I will be reaching out to you weekly on Mondays to give you a quick update.

I’ll also make sure to reach out whenever an offer comes in, whenever I receive updates on the loan, or whenever I have any questions or updates for you.

If you want to reach out to me between any of those moments, please text me, email me or call my cell. I’ll always respond as quickly as possible, but please know that sometimes I am with clients, my family, or perhaps even sleeping once in awhile (LOL!).

Generally speaking, I am available Monday - Friday between 9 am and 6 pm MST and Saturday by appointment. Any time before or after that, just leave me a message and I’ll make sure to get back to you first thing!

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

HANDLING SHOWING REQUESTS

As anxious as most sellers are to have buyers come see their home, it can also get aggravating at times. Sometimes it’s because the house is such a “hot listing” that it feels like you have a revolving door the way buyers and agents are streaming in and out. Other times it’s because it’s a steady stream of buyers coming through for a lot of weeks straight, but no offers are coming in, and it just gets tedious. And then there are times when there’s not a lot of showings, and a seller gets lulled into just living life, and a buyer wants to come see the house seemingly out of the blue.

No matter what the scenario, showings can get tiresome because you typically have to:

1) Keep the house ready to be shown,

2) Get out of the house on short notice, and

3) Stay out of the house for longer than you want to.

So, it isn’t uncommon for some sellers to get aggravated and be rude to agents and buyers who want to come see their house. Here’s my best advice… Be as pleasant and accommodating as possible. Since so many other homeowners get a bit grumpy and rude, when an agent or buyer comes across a seller who is simply pleasant to deal with, it can actually impact how they feel about your house over another.

Beyond that, if they do make an offer, your kindness up front will likely impact how they act during negotiations and throughout the deal. Don’t underestimate the power of simply being nice and accommodating.

IMPORTANT PRO TIP: DON’T LEAVE VALUABLES AROUND. THEY SHOULDBE SAFE SINCE AGENTS ACCOMPANY THEIR BUYERS, AND ARE RESPONSIBLE...BUT WHY TAKE A CHANCE?

PLEASE MAKE SURE THAT YOU LOCK UP OR REMOVE FROM THE HOME ANY ITEMS OF VALUE, INCLUDING, BUT NOT LIMITED TO JEWELRY, FAMILY HEIRLOOMS, FIREARMS, PRESCRIPTION DRUGS, FINANCIAL DOCUMENTS, INCLUDING CHECKBOOKS AND CREDIT CARDS, CASH, SOCIAL SECURITY CARDS AND BIRTH CERTIFICATES.

PREPARING YOUR HOME FOR SHOWINGS

If you did a good job of preparing your home for the photography, then you should be in pretty good shape! Of course, make sure you give your house a good cleaning once a week. On a daily basis, you should make sure to tidy up and do some things that may slip through the cracks when your house isn’t for sale, such as:

Make sure all beds are made.

Make sure all dishes are either in the dishwasher, or washed and put away.

Make sure there’s no food, crumbs or stains left anywhere.

Tidy up the bathroom vanity...don’t leave toothpaste and brushes (etc.) on the sink.

Give the floors a quick sweeping and vacuuming if they need it.

Put lights on, so the buyers walk into a bright home.

If you have pets, make sure they are out of the house, or are secured if necessary.

Make sure there are no odors from cooking, pets, etc.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

LEAVE FOR SHOWINGS

Some homeowners feel it would be a good thing for them to be around when agents and buyers come through the house, in order to point out all of the features. Others simply just don’t want to have to leave. But they should.

The biggest reason is that buyers need some “space” in order to make yourspacetheir own. Let them roam and chat without feeling like you’re watching and listening to them.

Also, the agents know their buyers (as well as what they should and shouldn’t say to them). Believe me, they will know what to point out about your house and, as importantly, what notto point out. Homeowners often focus on things that turn a buyer off. So, let the agents have space to the best job possible.

But another reason, which is more for your benefit, is that if you’re not around, you can’t say something that may hurt you. An agent or buyer could get you into conversation that gives them a glimpse into your motivation, for instance. Or, you might answer something incorrectly that comes back to haunt you legally.

So, go run an errand. Take a walk. Visit a neighbor… Just get out of the house. But if you absolutely can’t...at least step outside, or be on the opposite side of the house from them at all times, and interact as little as possible (without being rude).

KEEP YOUR LIPS SEALED

This might sound a bit over the top, but it isn’t. Don’t chat with anyone about the sale of your home.

• Don’t complain about the market.

• Don’t chat about what you’re willing to accept for a price.

• Don’t let too many people know why you’re selling.

• Don’t even get into how many showings you’re having.

This goes for pretty much everyone and anyone, except me. Unfortunately, word gets around…you know, the old “grapevine”. And the less anyone knows, the better.

Most people (including other agents) don’t even think about how just a tiny bit of information can spread, and how much it can affect your eventual offers, sale price, and terms.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

STAY CALM

As I mentioned earlier, selling a house can be a stressful and aggravating process at times, for many reasons.

One of the biggest reasons homeowners lose money when they sell their home is because they get frustrated and make rash decisions.

Those bad decisions often happen because, when an owner gets frustrated, they often take their frustrations out on their agent. That in turn causes their agent to get defensive, or perhaps pushy. This can cause the trusting relationship the client and agent should have to go out the window.

I’ll totally understand if you get frustrated or aggravated at times. And while I can say “stay calm”, I know it might be tough for you. It’s frustrating for me too at times! However, since I do this day in and day out, I’ve learned how to stay calm when things get a little tough.

You don’t do this often, and this is your home and money we’re talking about. So “staying calm” is easier said than done at times. So, if you feel the need to vent to me...that is totally fine! I’ll be glad to help calm you back down. Just don’t treat me like the enemy and vent on me! LOL

Always remember, we both want your house sold, and for as much as possible.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

HOW TO HANDLE LOW BALL OFFERS

Ahhh, “low-ball” offers…

Not every homeowner receives a “low-ball” offer when they sell (and hopefully you won’t either). Buyers don’t necessarilycome in really low in order to negotiate and eventually “meet in the middle” on price.

But sure, some buyers do. And when that happens, a lot of sellers get angry and don’t respond well, if at all. They get so offended that they may not even give the buyer a counter-offer.

It’s human nature to be offended especially if the buyer has no justification for such a low offer, and has no desire or intention of ever coming up to a realistic price. But here’s the thing…

A buyer who came in with a low-ball offer has to have someinterestin the home. Their initial offer may very well be too low. However, you don’t know what they’ll eventually come up to if you negotiate wisely with them.

So, if you receive a “low-ball” offer, rather than respond in anger or frustration, be grateful that they even made an offer and workwithit. Keep your emotions in check. Don’t take offense to it.

Remember, they want your house enough to have made an offer. We canalwaystell them to take a hike atsomepoint if they show they aren’t serious enough to be realistic…

But if it happens, let’s give it enough time, and enough of a try, to see if we can get them up to a realistic number before we kick them to the curb.

WHAT IF WE HAVE MULTIPLE OFFERS

Multiple offers every seller’s dream scenario! (And every realestateagent’sdream!)

But it can also be a bit of a nightmare...

If we doget multiple offers, howwe deal with them will be important.

It’s great to getmultiple offers, but getting all of them to their highest and best offer, choosing the right one to move forward with, and keeping the deal together can be quite a trick.

And it’s good for you to know thisahead of time: The “best” offer is notalways the “highest” offer.

There are many different ways to handle multiple offers, and we’ll have to gauge and discuss which way is best, if and when we get multiple offers.

There’s no way to predict, control, or guarantee that you will get multiple offers. It depends entirely upon the current market andhow well your home is priced within the market.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

I’m sure you’ve heard that negotiating is an art. And it’s true!

The approach we take to negotiate the best deal for your house will depend upon:

• The buyer we’re dealing with.

• The agent we’re dealing with.

• The overall situation. (How many showings you’re getting. How many buyers have interest. The current pace of sales, etc.)

• Your personal situation and desired approach.

There are certainly other factors we’ll consider as well.

Many sellers think that to get the best price for their house, they need to play “hardball”. That might be appropriate...sometimes. Again, it depends on a lot of factors.

However, that approach can backfire fast and hard. Sure, sometimesit makes sense to play hardball (I play that game well when necessary). But in a residential home sale, playing hardball can hurt you more than it can help your cause.

Sometimes it takes being a little “softer” to get a buyer to where you really want them to be. However, that isn’t to say we’re going to actually be soft and not negotiate the best deal possible.

Getting the best deal possible just might not look or sound like some people imagine, from what they see in movies and on TV. In real life, you need to write the right script, at the right time, for the right audience.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

THE CLOSING PROCESS

The CLOSING process can be confusing. Let's walk through a brief explanation of what happens after you sign the contract.

√ The signed contract and earnest money are delivered to the title company, who acts as the settlement agent.

√ The title order begins and information such as taxes, loan payoffs, lien search and other information is collected.

√ The title search will determine the legal owner of the property and any outstanding liens and/or assessments. This search is critical to making sure the property will transfer legally to the buyer. The title company will provide the Preliminary Title Commitment to all parties, as well as the lender and real estate agents.

√ Over the next few weeks, the following will occur:

• Inspections and repairs (if agreed to);

• Homeowner association documents provided by seller to the buyer;

• Payoffs obtained from current lenders, HOA's and other lien holders;

• Appraisal inspection and report;

• Miscellaneous due diligence by the buyer;

• Home survey;

• Loan underwriting and loan document preparation. It is important the buyers and sellers are responsive to requests for paperwork and information.

√ Once the invoices, payoffs, statements and loan documents are received, the settlement statement is prepared by the Closer at the title company. This document includes various debits and credits and is used to inform the buyer and seller of their bottom line figures.

√ The closing paperwork must then be signed by the buyer and the seller. This will include documents such as the deed, settlement statement, loan documents (if applicable) and other necessary documentation.

√ All payees, including the seller, payoff lenders, real estate professionals and others are paid according to the settlement statement.

√ The final documents, including the deed and loan instrument, are submitted electronically to the county recorder's office for recordation. The title company will provide the deed to the buyers. The final title insurance policy is sent to the buyer and the lender following closing.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com

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KEEPING THE DEAL TOGETHER

You’d think that once you find a buyer, and successfully put your house under contract, it should be a done deal...smooth sailing all the way to closing.

Ideally, that willbethe way it goes for you! But it doesn’t always happen like that.

It takes a lot to keep a deal togetherat times, let alone going smoothly.

The three things that most often cause issues are:

• The home inspection

• The appraisal

• Financing

Home Inspection

The buyers will most likely do a home inspection. Their inspector will most likely write a report that makes it sound like there’s lots of problems, and that the problems are bigger than they really are.

The buyer might then ask for a whole lot of things to be fixed, replaced, or credited.

Just take a deep breath when we get there. Don’t get too worried or angry. We’ll review and respond to their requests objectively. If there’s something in the report that truly needs to be addressed (structural or mechanical defects), you’ll probably have to address those. If they’re minor repairs, you can probably say no to the request.

I say “probably” because it depends on a lot of factors. You may be able to decline addressing some major things other owners would have to address… You may have to address some minor things that other owners could easily decline… We’ll have to make a judgment call once we get to that point.

The important thing is to keep the big picture in perspective is it worth declining a request, or saying yes to a request, in order to keep the overall deal you have...or not? More often than not, it’s better to negotiate a compromise than dig your heels in and say an absolute no. And more often than not, you don’t have to agree to every request either.

The Appraisal

By definition, you and the buyer have determined the fair market value of your house. Which is: the amount a ready, willing, and able buyer is willing to pay, and that a seller is willing to accept.

However, the buyer’s mortgage lender wants and needs to make sure that the amount they are lending is justified and protected by having an appraisal done.

While appraisals aren’t always an issue, they can be.

Sometimes appraisers simply can’t find suitable “comparables” (homes similar to yours that have sold recently) to evaluate the property.

Other times, the appraiser just doesn’t do a very good job.

Either way, if an appraisal comes back low, we’ll need to address it.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

“Addressing it” may amount to:

• The buyer agreeing to make up the difference between the appraised amount.

• You agreeing to lower the sale price to the appraised amount.

• You lowering the sales price a bit, and the buyer coming up with more down payment, to make the difference between the appraised amount and the sales price.

• Or, the appraisal may be contested, and we supply additional comparables for the appraiser and lender to consider.

• And, in some cases, an entirely new appraisal may be ordered.

The approach that works best (ifthis even occurs) will depend on many factors. We’ll have to review and discuss if and when this happens.

Do not stress yourself out, or worry in advance about these things! Can they happen? Yes. That’s why I’m even mentioning them. Will they happen? Maybe (and hopefully) not.

Just know that these are things I am familiar with, and will help you deal with them appropriately if they do come up!

Financing

Prior to reviewing offers with you, I will make sure to be in contact with the lender for each buyer to see where they are in the process. Once you are under contract, I will be in contact with the buyer’s lender on a regular basis to confirm that things are moving along as necessary.

PRO TIP:

PRIOR TO LISTING YOUR HOME, HAVE YOUR FURNACE AND AIR CONDITIONING UNIT SERVICED AND CLEANED. YOU MAY ALSO WANT TO HAVE YOUR WATER HEATER DRAINED AND INSPECTED AS WELL. THIS WAY I CAN PROVIDE THE INFORMATION TO THE BUYER’S AGENT AHEAD OF TIME. YOU CAN ALSO TAPE IT (THE INVOICE) TO THE FRONT OF YOUR FURNACE OR WATER HEATER SO THAT THE HOME INSPECTOR CAN VIEW IT WHEN THEY COMPLETE THEIR HOME INSPECTION.

I WOULD ALSO RECOMMEND HAVING YOUR ROOF INSPECTED & SEWER LINE SCOPED. OH, AND BEFORE PUTTING YOUR HOME ON THE MARKET, MAKE SURE THERE ARE CARBON MONOXIDE DETECTORS INSTALLED.

I PROMISE, THIS WILL MAKE YOUR LIFE EASIER ONCE YOU ARE UNDER CONTRACT.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

DON’T FORGET TO DO THESE THINGS

Between the time your house goes under contract and closing day, it might seem like you have all the time in the world to get things done.

But time flies!

So, as soon as your house is under contract, you should do these things:

Continue to make your mortgage and HOA payments.

Start lining up a mover. They often book up far in advance. Plus, it takes time to find one you trust and to get the best rates possible.

If you’ll be moving yourself, and are hoping for friends and family to help, make sure to line them up! (Just a heads up...many a seller has found that their friends and family say they’ll help, only to be unavailable when the time actually comes!)

Begin packing as early on as possible. Waiting until the last days will add a lot of stress, and you might not get done in time.

Hire a house cleaner to come in and clean once you have moved out. Trust me, after all of that packing, cleaning your house is the last thing you will want to do.

Contact your lenders for a final pay-off statement. Make sure to freeze any home equity lines of credit weeks before the closing.

Contact the city and arrange for them to do any required inspections, and issue any required certificates of approval (i.e. septic certification).

Doing a little bit every day over the course of time will make your move less stressful!

PRO TIP: When you start packing up and moving things out, you will notice some minor damage and dirtiness you probably never even noticed before. This is why it can be good to be moved out a little ahead of time. Budget some time and a few dollars, or elbow grease toward patching small holes, cleaning, touching up paint, etc. Doing that will save you some grief and aggravation from a buyer who shows up and feels like the house is a mess due to some small issues you never thought existed...until you moved the furniture out. TAKE PHOTOS OF THE INSIDE AND OUTSIDE OF YOUR HOUSE WHEN YOU MOVE OUT. EMAIL THESE PHOTOS TO YOURSELF & MAKE SURE THAT THEY HAVE A DATE STAMP ON THEM.

This

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com

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MOVING WITH PETS

You have read all the advice on moving with pets, and you have plans in place to make the transition as easy as possible for your dog and/or cat. We will call them Butch and Fluffy (Butch is the dog).

Before the move, if you have not already gotten Butch and Fluffy microchipped, get this done ASAP. Purchase a UV black light flashlight so that you can detect pet stains at your new home and an enzyme based pet stain remover prior to the big day.

The big moving day has arrived and Butch and/or Fluffy are freaking out. And since our pets are more important than life itself, we can’t have them going bonkers, can we? So, here are some good ideas for making your pet (and you) feel at home after a move.

Consider making arrangements for them to be at doggy daycare on the big day. The door to your new home will be open quite a bit, and the last thing you want is for your fur babies to escape.

First, make sure your new place has been thoroughly cleaned, especially if it belonged to another pet. Your animal DOES NOT want to smell anybody else in the new place. This is where the UV black light and stain remover will come in handy. If this is impractical, put down puppy pads for both cats and dogs. Your house will look awful, but since you have not yet unpacked, it probably does anyway.

Prior to your move, do not wash animal beds or blankets. The funkier they smell, the better, in your pet’s opinion. By the way, moving the animal stuff is a great moving day task for kids.

Next, supervise. Dogs run and cats hide. A dog can easily get lost in a new, unfamiliar neighborhood. As soon as possible, preferably the day you move, take Butch out for a nice walk. Butch will take cues from you, so the more relaxed and pleasant you are, the more relaxed and pleasant Butch will be. (This is where tranquilizers come in – for both of you. I kid.)

For cats, it is a good idea to keep Fluffy in for a few days, and expect lots of hiding. Make sure you know all of the new house’s nooks and crannies and make sure they are safe for your pet to hide in – you do not want Fluffy getting stuck inside a wall or escaping from a crawl space. Make a nice bed (with water and maybe even a litterbox) inside one of the closets. If Fluffy wants to stay in there for several days, let her. If you have a multiple cat household, you may need to temporarily give up more than one closet. Hey, you are too tired to unpack anyway, right? Who and what is more important, Fluffy or your shoe collection?

Read up about wildlife in your new neighborhood ahead of time and make sure not to leave Butch or Fluffy outside unsupervised. Block off any pet doors for the time being.

It goes without saying that you will need to use the same food and water bowls for Butch and Fluffy. Put food and water down as soon as you get into the new place. Do not worry if they do not eat for a day but make sure they stay hydrated. Put them in about the same place that they were in your old place – kitchen to kitchen, laundry to laundry, etc.

Here is a favorite trick, although it has an ewww factor. On moving day, take the sheets off the bed in the old house and then put the very same sheets back on the bed in the new house. If you must have clean sheets, make sure you have not washed the blankets. Bring your pet to bed with you. Nothing will be as comforting for your pet as being safe and warm with their human and being surrounded by familiar smells. Another option is to put the dirty sheets on the floor for Butch and Fluffy to make their own bed. Keep the same routine – same daily activities at the same time, same leisure activities, at the same time – and soon Fluffy and Butch will have their comfortable routines set, too. And they will be as happy in their new home as you are.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

THE FINAL WALK-THROUGH

One of the last things to worry about before closing is the “walk-through”. This is when the buyer and their agent come to the house to make sure everything is in the condition it was when they agreed to purchase the house. This is usually done the day of closing, but sometimes it is the day or evening before.

They will be looking to make sure that:

✓ No damage has occurred since the date they agreed to purchase it.

✓ All of the fixtures, appliances, mechanical items, and utilities are in working order.

✓ Everything you agreed to leave behind contractually, is in fact being left behind.

✓ That the house is clean. (Make sure to leave it as clean as possible!!!)

✓ The yard is in similar condition as it was when you were showing your home.

✓ That you are entirely moved out. You’d be surprised at how many times buyers show up and a seller isn’t even closeto moved out! Remember to check your attic and crawl space.

CLOSING DAY

There will be lots of documents to review and sign, and this isn’t meant to give you a play by play description of all of that. The closing agent will review and discuss all of these at length. Here are a few things you should do before you head to the closing table:

Make sure to bring all extra keys, garage door openers, alarm codes, etc. with you to the closing to give to the buyer.

Make sure to bring all extra keys, garage door openers, alarm codes, etc. with you to the closing to give to the buyer.

Bring the proper identification. Usually two forms of identification, such as a photo I.D. (like your license), your social security card, and/or birth certificate, are sufficient.

A rested wrist! (You’ll be signing a lot of documents!)

A blank check if you will be having your funds wired to your banking account.

If you are an out of state seller, do not worry. The title company will make arrangements to have a mobile notary come to you to sign closing documents PRIOR to the actual closing date, as many documents will need your original signatures.

After the closing, there will still be a lot going on behind the scenes. Many documents will still need to be processed and recorded. Once it’s all complete, the final documents will be mailed to you at your new address. Of course, I will always be available if you have any questions or concerns, even after the closing. Never hesitate to reach out to me!

I hope we stay in touch on a personal level, too! Thanks so much for choosing me as your Realtor®, and I look forward to helping you with all of your real estate needs in the future...as well as any friends or family you refer to me!

CONGRATULATIONS ON THE SALE OF YOUR HOUSE & THANK YOU FOR ALLOWING ME TO BE OF SERVICE!

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

DISCLOSURE

All content provided herein is for informational purposes only. Neither Mary Ann Aubrecht, MAK Real Estate Services, Realty ONE Group or Realty ONE Group Premier make any representations as to the accuracy or completeness of any information contained herein nor will they be liable for any errors or omissions in this information nor for the availability of this information. Mary Ann Aubrecht, MAK Real Estate Services LLC, Realty ONE Group, and Realty ONE Group Premier will NOT be liable for any losses, injuries, or damages from the display or use of this information. The terms and conditions are subject to change at any time with or without notice. THE PARTIES SHOULD CONSULT LEGAL AND TAX OR OTHER COUNSEL BEFORE SIGNING ANY CONTRACTS.

IT IS RECOMMENDED THAT YOU CONTACT YOUR ACCOUNTANT OR FINANCIAL ADVISOR TO DISCUSS TAX RAMIFICATIONS OF THE SALE OF YOUR HOUSE. THE STATE OF COLORADO OR FEDERAL GOVERNMENT MAY REQUIRE FOR FUNDS TO BE WITHHELD AT CLOSING IF YOU ARE NOT GOING TO BE LIVING IN STATE FOLLOWING THE CLOSING (COLORADO) OR IF YOU FILE YOUR TAXES AS A FOREIGN PERSON.

Mary Ann Aubrecht, MAK Real Estate Services LLC, Realty ONE Group or Realty ONE Group Premier cannot make any guarantees as to the future conditions of the real estate market, including but not limited to home values, price appreciation, price depreciation and mortgage rates.

Colorado Department of Real Estate Recommended Disclosure Concerning Service Providers Mentioned herein: The decision of the specific professionals you use is yours to make, you are not limited to these names. You may hire any professional of your choice. We cannot guarantee the outcome or level of service provided. We have not performed any investigation or confirmation of the competency or expertise of these providers. You need to be comfortable with the service provider you select.

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623

Mary Ann Aubrecht | Realty ONE Group Premier | (720) 900-1998 | SoldByMaryAnnA.com This document is copyright protected. Reproduction, in part or in whole, is strictly prohibited. 10000010623