SELLING A HOME - WHAT'S INVOLVED
What's involved in selling a home? I, with the help of the CENTURY 21® System, have provided a detailed explanation of the process, step by step, to make your life easier.
Step l - Preparing a Marketing Program: The ultimate goal is to find the right buyer for your home. Not just any buyer, but the right one! The right buyer will give you the best price, and agree to the best terms and conditions. An essential part of the process is how I present the product (your home) to the potential purchaser. That's where marketing comes in. It takes a lot in today's market to distinguish your home from the rest and make a sale. In addition to providing access to qualified homebuyers, I provide you with a full service marketing program to help you successfully sell your home.
Step 2 - Pricing Your Home: The key is to select the right price first. If you price your home too low, you may lose money. If you price your home too high, you may lose potential buyers who won't even look at your house because it is out of their budget. Many sellers want to leave "negotiating room" when pricing their home. This is not recommended. Most often the best offer is the first offer; don't miss it. Also, the greatest amount of activity is generated immediately after the home is listed. Don't miss out on those first opportunities by being over priced.
Since the right price is based on similar properties that have just sold, what is currently on the market (your competition), and the trends in the marketplace, it is always best to find a sales representative who can supply the most recent information to you. I supply you with a list of the most recent homes sold in your area and review this information with you.
Step 3 - Setting the Terms and Conditions: When someone is buying a home, they are not buying a house based on price alone. There are other factors including when the property will be available and what items are included with the sale of the house. Quite often the occupancy date is the second most important issue when negotiating the Offer to Purchase.
Step 4 - Preparing Your House to Sell: Why do people walk into one house and say, "Yes, I want this one," and walk into an identical house and say, "No, it's not me"? Décor and appearance make the difference. Learn what changes will enhance your sales price and which will be a waste of money. I will assist you in preparing your home to "Show It Off". Maybe you need to paint the red wall, or replace the front door. Be open to these suggestions. Walk through your home pretending you are a Purchaser, with a purchaser's eye. What do you see? As your professional real estate agent I will help you make these decisions. Here is a partial list of recommendations:
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Clean all rooms (including attic and basement)
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Remove clutter photos, dishes, trophies, collectables
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Add a fresh coat of paint
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Create a natural and pleasant aroma
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Cut the grass, trim the bushes, plant some flowers
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Add some in-door plants
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Eliminate pet odors
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Clean front door and porch
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Clean closets and remove unused items
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Remove unnecessary furniture to give the appearance of being larger
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Wax the fronts of all cabinets
Another item that can be a great help in selling your house and limiting your liability is a Home Protection Plan. It is a proven fact that a Home Protection Plan increases the selling price of a house, helps keep the transaction together, and gives both the seller and buyer peace of mind. I will review the benefits of our CENTURY21® Home Protection Plan with you.
Step 5 - Keeping Your House Secure: When you are selling your home you could also be inviting danger. There are many actions that sellers unknowingly take that increase the dangers to themselves and their family. Here are some things you can do to add safety to the process of selling your home.
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Ask for identification.
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Ask for pre-approval letters.
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Lock up and hide collectibles and valuables.
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Remember "For Sale" signs are designed to bring in Buyers. Caution your children to not open doors to strangers.
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If you have pets, make sure they are under control.
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Remove any dangerous items.
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Ask to be called prior to all appointments.
If someone knocks and asks to see your home, direct them to your REALTOR® for all information and for an appointment. Do not let them in.
Step 6 - Showing Your Home: Showing your home can be a much more complicated process than one might think. Discovery is the buyer's objective. If at all possible please arrange to be absent during the showings. This provides a more comfortable environment for the buyer and they will speak openly. If you must remain in the home during showings be careful not to crowd the prospect or agent nor engage in conversations about the home. Remember a potential buyer comes in knowing that you have a vested interest in selling your home. Therefore, the buyer may be skeptical and not believe positive comments you might make. The buyer and his agent will also be trying to get as much information as possible from you. Let me, your CENTURY21 Broadhurst & Associate agent, lead the way and answer the questions. Don't "give away the store" by explaining why you are selling or your plans for moving.
Step 7 - Negotiating the Offer: Once an offer is made, you have two sets of people with totally different agendas and desires trying to come together and settle on an acceptable price, terms, and conditions. Although your real estate agent has been helpful throughout the transaction, now is the time they are most valuable. Your agent, acting as a third party will be there to help you every step of the way through this procedure.
Step 8 - Keeping the Transaction Together: Now your agent's work becomes even more important. During this part of the process I, your CENTURY 21 Broadhurst & Associates, Inc. agent, will protect your interests to make sure the deposit monies, numerous inspections, and appropriate buyer visits are occurring on schedule and at the appropriate time in the process. I will also oversee the financing procedures of the buyer so that you will know immediately if a problem occurs or if the buyer cannot borrow the funds for the purchase. Once the financing is in hand, I will assist you in providing the papers and information you will need and work with you and your attorney to complete the transaction.
Step 9 - Prep the House to Close: During the negotiations you might have agreed to do work on the house. This work, as well as having the house "broom clean," must be completed prior to closing so that the Buyer can have a final walk-through.
The Buyer may also request the right to do various inspections for termites, mold, lead base paint, structural damages, and other items. Should a condition be found that needs repair we may need to negotiate with the Buyer about who will do the work to correct the problem. This work must also be completed prior to the settlement.
Step 10 - The Closing Table: This should be a "Great Day"! Everything should be complete and waiting for your arrival, pen in hand at the Attorney's office. I will be sure you arrive with all the appropriate certificates, approvals, and other documents you may need. Don't forget the keys! With a few swipes of the pen you have completed your task and will be receiving the seller's funds for your new home. Everyone is excited and happy; the transaction has been smooth and successful. This ending is always my goal. | 
