SELLING YOUR HOME
THE HOME SELLING PROCESS
CHOOSING YOUR REALTOR CLOSING An appraisal of your home is completed, lender terms are finalized for financing, title search is completed and closing documents are prepared. At closing, the contract will be reviewed, final paperwork signed, and the transfer of funds and ownership will be completed.
Now that you’re ready to start the process of listing your home, it’s time to choose your REALTOR! Your REALTOR© needs to truly understand your goals. I will discuss those goals with you, tour your home, review a customized marketing plan, explain the forms and procedures, and answer any questions you may have.
PREPARING YOUR HOME TO BE MARKET READY I will consult with you on preparation steps, maintenance items, and repairs to help you get the top price for your home.
MOVING PROCESS Make sure to transfer utilities and update all records with your new address. Prepare by organizing and labeling items so they are easier to find and place once you move. Hire a reputable moving company or arrange other means of transporting your items safely to their new location.
DETERMINING LIST PRICE Putting my knowledge and experience to work, I’ll provide you with a complete market analysis to give you a clear understanding of market conditions and determine the best possible listing price. Factors in our pricing strategy include location, condition, features and amenities.
SALES PROCESS Once we receive an offer or multiple offers, I will review the terms, contingencies, financing, and other details with you. Once both parties agree to terms and any inspections are completed, the purchase agreement is finalized and the home goes into “pending” status.
ATTRACTING BUYERS Real estate is changing dramatically with more buyers searching online than ever before. I will use a targeted marketing strategy including exposure on various online sites including home search sites, CounselorRealty.com, social media sites and other brokerage sites, to gain maximum exposure.
FOCUS ON YOU A home is one of the most significant investments you will make. Families in Minnesota have been trusting Counselor Realty with their real estate needs for over 50 years. I am proud to be part of Minnesota’s largest, locally owned and operated real estate company with agents averaging 12+ years of experience. When it is time to sell your home, I am here to assist and advise you so that you are prepared to make a well-informed decision. As your REALTOR®, my role is to counsel you through the process; it is about focusing on serving you and determining your needs as you prepare to sell your home. Your home sale is my top priority. Counselor is known in our industry as a group of professional, experienced agents. Let me show you how you can profit from my experience!
“Helping you through the home sale process with honesty, integrity, and excellence.”
CONSIDERING SELLING YOUR HOME? You have decided to sell your home. You’re anxious to start the process, but you really want to make sure you have the right person working to sell your home for all it’s worth. Before anything else, it is a good idea to clarify your motivations and draw up a basic time frame and detailed outline of the selling process. But first, there are a few questions you may need to ask yourself before listing your home. WHY SELL? Why do you want to sell your property? Do you plan on simply moving to a larger home or property, or do you plan on moving to another neighborhood, school district, or city? You might think your reasons are obvious, but it would be helpful for you to consider the implications of each option for your lifestyle, opportunities, and finances. Being clear about your intentions for selling will make it easier to determine the most appropriate option for your specified financial, lifestyle, and real estate goals.
THE SELLING EXPERIENCE
SELLING YOUR HOME WITH CONFIDENCE – EXPERIENCE IS KEY! Our experience helps us outsell the average agent 3 to 1. When it is time to sell your home, I am here to assist and advise you so you can make a well-informed decision. I will get the results you deserve. Just as each person has different wants and needs, each home is also different and unique. I will analyze your situation and tailor our approach to be the most effective for your property. Our proven techniques get results - FAST. Your home sale is my top priority. I will diligently research market statistics utilizing the most accurate and up-to-date information to determine the best listing price for your home and craft a marketing plan to ensure you receive the best price. When you sell your home, you’ll know that you are being repre sented by a licensed and trained REALTOR® professional who knows how to negotiate on your behalf. I understand the market, the state required disclosures, and how to look out for your best interests when selling your home.
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HOME PREPARATION
HOME PREPARATION - EXTERIOR • House number should be easy to read. • Lights on timers to ensure house is lit up after sunset. • Eaves, troughs, and down spouts in good repair. • Garage/car port clean and tidy. • Litter picked up. • Cracked or broken window panes replaced. • Doorbell and door hardware in good repair. • Touch up trim paint on doors, window frames, fascia, etc. • Keep exterior landscaping and walkways maintained at all times. • Overgrown shrubbery cut back to show as much of the exterior as possible. • A low-cost investment in seasonal flowers or ground cover will add a personal touch. • Inspect the roof for necessary repairs and any visible broken shingles or tiles. • Stucco water stains can be repaired using a mild bleaching agent. • Fences should be mended and painted.
HOME PREPARATION - INTERIOR • Lights should be on and drapes left open during daylight hours. • Heat set at a comfortable temperature. • Fresh flowers/plants in various rooms. • Chipped plaster and paint touched up and repaired. • Doors and cupboards properly closed. • Leaky taps and toilets repaired. • Burned out light bulbs replaced. • Squeaky doors oiled. • Mirrors, fixtures, and taps cleaned and polished. • Seals around tubs and basins in good repair. • Floors cleaned, garbage containers emptied. • Inside of closets and cupboards neat and tidy. • Valuable property, out of reach, out of sight, or locked away. • Pets absent, where possible, or contained during showings. • All torn screens should be repaired or replaced.
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HOME EVALUATION One of the most important questions most people have when looking to sell their home is: “What will my house sell for in today’s market?” We are experiencing a very dynamic real estate market. Prices can change due to local, regional, national and international economic conditions, net migration to the city, inventory levels determined by supply and demand and other factors. You need to have a real estate professional like me to give you a comprehensive look at properties that have sold in your neighborhood in the recent past. This is critical! Factors that determine what your home is worth: - area above grade and total number of bedrooms - recent renovations, upgrades and/or updating - basement development with a bedroom and/or a suite plus walkout - number of garage parking stalls - location in the community: quiet or busy street, cul-de-sac, across from a park, views, etc.
YOUR HOME & ALL ITS WORTH
Another important factor is the opinion of value. Properties priced too high will sit on the market and become “shop worn.� Ideally, the property should be priced at Comparable Market Value. Studies continue to show that a property listed at 15% over market value has a 20% probability of sale; 10% over market value has a 30% probability of sale; 5% over market value has a 50% probability of sale. Properties priced at market value have a 95% probability of sale. The method most often used in evaluating single family homes is the Comparable Method. A property is worth what the buyer is willing to pay for it and this is determined by the basic laws of supply and demand. These two factors are evaluated by comparing the home with similar homes that have sold within the market area, with consideration given to location, amenities, lot size, condition, and financing terms.
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PRICING YOUR HOME There are many factors involved that lead to the successful sale of your home. However, three very key components stand out from the rest. These components are an essential part of the process. FIRST: Pricing your home correctly is so important. An overpriced home can be detrimental in the end, while an undervalued property certainly doesn’t always generate the buzz it needs. Pricing your home properly takes an experienced team that understands the market and has a track record of success. The last thing you want is for your home to stay on the market longer than expected. At that time, interest starts to diminish and perception of the home could go from positive to negative. Consider the best time to sell and your window of opportunity. I will help you price your home properly, create a buzz and gain traffic to your home.
THE RIGHT SELLING PRICE
ATTRACT BUYERS NOW! SECOND: Attract buyers immediately. Sellers and agents tend to experiment with price by starting high and dropping it over time. This rationale is not the best approach. A listing gets the most attention on its debut. As the Wall Street Journal reports, the week that a listing goes on the market, we estimate that it gets nearly four times more visits on real estate websites than it does a month later, which is when most sellers will initiate a price reduction.
Highest Potential
Lost Potential Multiple Offers
Dangerous Risk Gamble
Your Asking Price
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SELLING ADVICE
MY SALES APPROACH My approach is simple — I do what it takes to sell your home in a timely manner. COMPREHENSIVE: While my sales approach is comprehensive, communication is the vital component to my success. I am committed to involving you in every step of the process. Whether it is establishing a sales price, holding open houses, accepting offers, or closing the deal, I will communicate with you on a regular basis. SALES INFO - DAYS ON MARKET: Lowering the number of days on the market is an essential factor to helping you move on with your life efficiently, financially and responsibly. It could be the difference between 10’s of 1000’s of dollars and can give you the peace of mind and comfort needed while making the next step in your life. SALES INFO - LIST TO SALE PRICE: My dedicated, well organized, well informed team will help you close quickly on an above average list to sales price. The difference can be thousands of dollars in your pocket.
II TRUSTED ADVICE II WINDOW OF OPPORTUNITY Sellers often make the mistake of wanting to price their homes high at the start, with the assumption that they can always reduce the price to a more realistic level later on. However, interest peaks when your home is fresh to the market and often declines as time goes on.
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MARKETING THE RIGHT WAY THE REAL FACTS When you’re ready to take the next step toward selling your home, I am here to help. My comprehensive marketing plan will get your home seen by thousands of motivated buyers. Ultimately, my goal is to get your home the most exposure necessary to highlight the best qualities of the home. THE RIGHT PRICE I’ll quickly put together a custom marketing plan with an effective price. A well priced home often generates competing offers and drives up the final sale value. My market analysis takes into account the most actively searched prices and home values throughout your area, including expired listings and properties still on the market. THE RIGHT EXPOSURE In marketing your home, I also develop a listing that emphasizes its unique and sellable aspects. I then put your home in front of buyers, establishing it on the local MLS as well as broader ones, new listings sheets, and real estate publications. Our nation-wide network of professional real estate contacts and buyers will also have the opportunity to check out your listing.
MARKETING YOUR HOME I
EFFECTIVE MARKETING EFFECTIVE INTERNET MARKETING In addition, I will use the internet and my innovative website to make your listing highly visible. With more than 80% of buyers checking the web first when looking for a home, this is a part of your marketing strategy that you can’t afford to miss. THE BEST DEAL When I list your home, I’ll do so at no additional cost. When you start to get offers, I will represent you during the emotionally charged negotiating process and ensure that you get the best price, and favorable closing terms that are clearly spelled out. As your professional REALTOR®, I also oversee all paperwork related to the sale.
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WEB SYNDICATION I use the internet and all online tools to help sell your home. With so many buyers checking the web, getting online is the most effective and efficient way to connect with potential buyers. 99% of people search for a home using search engines. I make sure to connect with as many potential buyers and agents with buyers as possible on these platforms. More than half of all home buyers search online first when looking to purchase a home. It is vitally important that your home receives the exposure it needs in order to sell. My web syndication allows your home to be shown on high-traffic websites including my own.
ONLINE PRESENCE
WHERE DO BUYERS COME FROM? These are the first steps buyers take when looking for a home.
50% - INTERNET (HOME SEARCHES & RESEARCH) 34% - REALTOR® 4% - Call on yard sign 4% - Friend/relative/neighbor 4% - Open house 2% - New builder 1% - Local newspaper & magazines 1% - Knew the seller
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MARKETING YOUR HOME II
MARKETING PRODUCTS Advertising is important. Exposure is key. Using the right marketing tools and programs not only help define your home, but also help highlight the great qualities of your home to potential buyers. My premium marketing plan will meet and exceed the expectations of a property for sale in your market. Some of these tools include: YARD SIGNS: This is a great way to advertise the availability of your home to people with an interest in your neighborhood or those who are becoming acquainted with your community. A yard sign is the #1 way to show your home is for sale. The Counselor yard sign is a trusted real estate symbol in Minnesota. Counselor Real Estate Associates are known for their high quality service and advice. When home buyers see that sign in your yard, they understand that you’re working with a trusted brand and that you are marketing for maximum exposure. BROKER TOURS & OPEN HOUSES: The broker tour opens up your home to agents from other various firms. It is a great, most effective, and most convenient way to expose the great qualities of your home that may be otherwise missed and for other agents to bring their buyers in to see your property. I help show off your home by bringing the best out of your home. SALES BROCHURES & FACT SHEETS: I am committed to marketing your home with high quality materials that represent the time and effort you have taken in obtaining and maintaining your home.
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THE OFFER PROCESS
SALES PROCESS THE PRICE IS NOT ALWAYS RIGHT “The higher the price, the better the offer.” Do not let yourself be fooled by this popular misconception. Price is not always the determining factor when accepting an offer for several important reasons: the initial offer is usually not final, and there are a number of terms and conditions that may influence the final outcome of a price. You can trust me to help you thoroughly evaluate every proposal without compromising your marketing position. NEGOTIATING THE RIGHT WAY I’ll take the ethical responsibility of fairly negotiating contractual terms very seriously. It is my job to find a win-win agreement that is beneficial to you. You may even have to deal with multiple offers before ratifying the one you judge to be the most suitable for you – and as your agent, I will guarantee a thorough and objective assessment of each offer to help you make the right choice. THE INITIAL AGREEMENT AND DEPOSIT An effective agreement is a legal arrangement between a potential purchaser and the property’s seller. The earnest money or “deposit” is to be held in trust pending the fulfilment of conditions or contingencies in the effective agreement. KEEP WRITTEN RECORDS OF EVERYTHING For the sake of clarity, it will be extremely useful to transcribe all verbal agreements including counter-offers and addendums, and convert them to written agreements to be signed by both parties. I will assist you in drafting all the paperwork for your sale and make sure that you have copies of everything. STICK TO THE SCHEDULE Now that you have chosen your offer, you and the buyer will be given a timeline to mark every stage in the process of closing the real estate contract. Meeting the requirements on time ensures a smoother flow of negotiations and also ensures that each party involved is not in breach of their agreements. During the process I will keep you constantly updated so you will always be prepared for the next step. FINALIZING DETAILS The inspection will be performed, any issues will be addressed, the appraisal is ordered, lender terms are finalized and followed up on. CLOSING Time to closing is typically 30-60 days. A title company will facilitate the transfer of funds and ownership. Congratulations on the sale of your home!
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THANK YOU FOR THE OPPORTUNITY
TWIN CITIES LOCATIONS Arden Hills: 651.419.8100 Coon Rapids: 763.427.8850 Edina: 952.921.0911 Maple Grove: 763.420.7080 Minnetonka: 952.473.9500 White Bear Lake: 651.779.6000
GREATER MINNESOTA Alexandria: 320.762.1111 Bemidji: 218.444.2118 Brainerd: 218.821.3650 Detroit Lakes: 218.844.5557 Glenwood: 320.634.3333 Rochester: 507.285.9400 Victoria: 952.368.0080