sold FROM LISTED TO
A HOME SELLER'S GUIDE
Robert Klein
PRESIDENT | EXECUTIVE BROKER 501.765.8287 | ROBERT@THEPROPERTYGROUPAR.COM
who you work with matters Robert Klein President | Executive Broker
Robert Klein is the co-founder of The Property Group, the most innovative residential real estate brokerage in Little Rock. Klein began selling real estate in 2007 and quickly established himself as one of the top-selling brokers in Central Arkansas. During his career, he has earned multiple awards from the Little Rock REALTORSŽ Association as one of the top-producing brokers among the organization’s 1,400+ members.
LET'S CONNECT 501.765.8287 robert@thepropertygroupAR.com thepropertygroupAR.com/robert-klein
WHAT DETERMINES if a property sells or not?
FACTOR 1
pricing
When pricing your home it is important to analyze market value. Based on recent, comparable sales in your area, I will suggest your home’s ideal listing price to attract buyers and bring the best possible offers.
FACTOR 2
how your home shows
It is important to have your home ready for market on day one. I will help make sure your home is presented in its best light and ready for showings by guiding you through: Completing pre-listing repairs Decluttering & removing personal items Making sure the home is clean and smells fresh Neutralizing spaces and walls
FACTOR 3
marketing
I, along with The Property Group, offer SUPERIOR MARKETING TECHNIQUES to help your home sell faster and for more money than the competition. PROSPECTING Prospecting daily for potential buyers - talking with fellow agents & past clients and utilizing my extensive network. MARKETING The second you hire me as your listing agent, I go to work on marketing your home! PRE-LISTING MARKETING, ONLINE MARKETING, SOCIAL MEDIA MARKETING and PRINT MARKETING are all part of my strategy to attract the highest number of potential buyers. COMMUNICATION Active communication is an important part of the process. Sharing feedback from showings, following up with agents after viewing your home, and checking in regularly to discuss progress are what you can expect.
the online advantage BOOST ONLINE EXPOSURE
Today’s market is centered on technology. Buyers are performing their own searches online, so it is important that your listing is ranked high and shown in it’s best light. Studies have shown that online buyers, disregard homes with limited photos, low quality photos, and minimal information. Rest assured I take the extra steps to maximize exposure. PROFESSIONAL PHOTOGRAPHY PROVIDED
listing strategy PRICING STRATEGY
Using a comparable market analysis in your area, we will guide you in how to price your home correctly so that it will sell quickly and for the most money, If your home is priced at fair market value, it will attract the largest number of potential buyers in the first few weeks.
+10%
30%
*MV
60%
-10%
75%
-15%
90% *MVÂ = Market Value
ACTIVITY LEVEL
10%
in the market
+15%
% OF BUYERS
compared to market value
ASKING PRICE
If a home is overpriced, it will attract the fewest number of buyers looking to purchase a home. The majority of home buyers look at multiple properties, and they quickly get a feel for the price range that homes sell for in a given condition and location.
WHEN MOST OFFERS ARE RECEIVED
1 2 3 4 5 6 7 8 9 10 11 12
WEEKS ON MARKET
STAGING GUIDANCE
To make sure your home is shown in the best light to buyers, I will provide guidance on how to effectively declutter and stage your home before your listing goes on the market. My job is to help neutralize your home to appeal to the maximum number of potential buyers.
PROFESSIONAL PHOTOGRAPHY
In today’s market, home buyers are searching online first. It is imperative that photos of your home are top notch and of the best quality to catch buyer attention and stand out from the competition. Having more eyes on your home is the fastest way to get it sold for top dollar.
AGENT MARKETING
Did you know over 88% of residential sales involve real estate agents? As a part of a large agent network, a key part of my job is to utilize my connections within the real estate industry to match your home with active buyers.
ADVERTISING & MARKETING
The importance of marketing a property cannot be overstated. My expertise is attracting potential buyers, increasing listing awareness and maximizing the number of showings.
preparing to list maximize your home's potential
A clean, neutral and streamlined look helps buyers to imagine what life would be like in your home. The action points below will help them be able to do just that.
01
EXTERIOR • Wash or paint the home’s exterior • Keep the yard nicely trimmed • Keep the lawn free of clutter • Weed and freshly mulch garden beds • Clean interior and exterior windows • Apply fresh paint or stain to wooden fences/decks • Add a healthy, potted plant to the front porch
02
INTERIOR • Remove personal items, excessive decorations & furniture • Replace or clean carpets • De-clutter and organize closets • Touch up wall, trim and ceiling paint • Clean lighting fixtures • Minimize and clean pet areas in the home • Be sure that all light bulbs are in working order
FRESH PAINT & FIXTURES
• If you can’t paint the entire exterior of your home, paint the trim & front door to boost curb appeal. • Update outdated light fixtures quickly giving a home an updated look.
03
WHERE DO BUYERS
find their home 28%
50%
REAL ESTATE AGENT
ONLINE
100% 7%
YARD SIGN/OPEN HOUSE SIGN
7%
FRIEND/ RELATIVE/ NEIGHBOR
5%
1%
2%
HOME BUILDER
DIRECTLY FROM SELLER/ PRINT KNEW THE ADVERTISING SELLER
NETWORKING
marketing matters NETWORKING
A large percentage of real estate transactions happen with co-operating agents in the area. As an active Realtor, I'm able to connect your home with the highest number of qualified buyers.
SIGNAGE
A sign will be placed in your yard as well as open house signs prior to an open house. These will be placed at the most opportune times to gain the most exposure.
SUPERIOR ONLINE EXPOSURE
Buyers in today’s market first start their search online. We will meet your potential buyer where they are...online! Not only will your home be featured in the local MLS, it will also be featured on the major 3rd party real estate sites and syndicated to hundreds of other listing sites. In addition, your home will be featured on our company website and social media outlets.
PROPERTY FLYERS Highly informative and creative property flyers will be displayed inside your home. These help potential buyers remember the key items and unique features of your home to help it stand apart from competing listings.
SHOWINGS When we list your home, our 24/7 showing service will immediately communicate with you when a showing is scheduled. When feedback isn’t received post-showing, I will follow up with those agents requesting their feedback within 24 hours.
OPEN HOUSES After studying homebuyer habits, we have discovered the ideal strategy for what day is best to list a home and the perfect day for an open house.
SOCIAL MEDIA MARKETING Did you know we have the most active social media presence of any real estate brokerage in town? We practice regular social media marketing on today’s top social sites which include: Facebook, Instagram, and LinkedIn.
showings
A few tips to help your home showings go as smoothly as possible
FLEXIBLITY
Be as flexible and accommodating to the buyer's schedule as possible. We want to avoid missed opportunities for showings, if at all possible.
INFORMED
Make sure everyone in the home is informed when showings are to happen so they can keep their spaces clean and leave the home before buyers arrive.
DAILY CLEANING
Keep up with daily messes. Wipe down counters, putt away clutter & make beds before leaving for the day.
ODORS
Avoid strong-smelling foods: Keep your meal prep as neutral and simple as possible.
FURRY FRIENDS
Keep pet areas clean. Clean up after your pets immediately and wash their bedding regularly. Hide pet food or litter. Not everyone is a pet person and it may hinder a potential buyer's ability to picture themselves living in your home.
NATURAL LIGHT
Open blinds and curtains and let in as much natural light as possible. If possible, turn lights & lamps on before you leave for a showing.
TRASH
Empty trash cans to avoid any odors. Try to empty trash cans nightly so that the home is fresh when you leave for the day.
TEMPERATURE
Keep the room temperature comfortable. This demonstrates to buyers that the HVAC is working properly.
PERSONALS
Make sure you place all valuables and prescriptions out of site and in a safe place.
VACATE
Having a seller present can make buyers feel awkward. We want to make the buyers feel at home and want to stay awhile.
offers
Price is just one of many considerations when deciding which offer is best for your home. Here are some of the other factors that matter.
CONTINGENCIES
The fewer contingencies on an offer the better. Shorter time periods are also valuable.
CASH vs FINANCING
A cash offer can be appealing when compared to an offer with financing as the seller doesn’t need to worry about the bank approving the loan.
PRE-APPROVAL
Assures home sellers that the buyer qualifies for the loan they need to close.
LOAN TYPE
Loan types can vary in requirements from the bank, appraiser and other third parties. Consider the differences between a conventional loan as compared to FHA, VA & others.
CLOSING TIMELINE
You might need to close quickly to move on to the next adventure, or you might need to extend closing to allow time for the next home to be ready. Choosing the offer with the closing timeline that fits your needs could be most attractive to you.
CLOSING COSTS
Sometimes an offer comes in high, but the buyer asks you to pay a percentage of the buyer’s closing costs.
OTHER CONCESSIONS
A buyer may request additional concessions, such as a home warranty, survey or personal items to convey.
OFFER PRICE
Of course price matters too! However, it is important to consider all terms of the offer, not just price, to determine if it is a good fit for your goals.
home
INSPECTIONS
INCLUDE, but are not limited to... Roof & Components Exterior & Siding Foundation Crawlspace Structure Heating & Cooling Plumbing Electrical Attic & Insulation Doors Windows & Lighting Appliances (limited) Attached Garages & Doors Grading & Drainage
What can you do to limit unexpected findings? Consider having your home pre-inspected before listing.
FAQ INSPECTION TIME FRAME 10 business days after contract acceptance COST The buyers will select & purchase an inspection performed by the inspector of their choice. POSSIBLE OUTCOMES Inspections & potential repairs are the most common reasons a sale does not close.
upon completion of inspection, buyer can: ACCEPT THE PROPERTY AS-IS OFFER TO RENEGOTIATE TERMINATE THE CONTRACT
home APPRAISAL
If the buyer is seeking a loan to purchase your home they will need to have an appraisal performed by the bank to verify the home is worth the loan amount. As a seller we want the property to appraise for at least the purchase price. It can be difficult to successfully contest an appraisal, but a good agent demonstrates certain strategies to reveal value of the home prior to listing the home to minimize a potential appraisal hiccup.
appraisal comes in..
AT OR ABOVE SALES PRICE
You are in the clear! BELOW SALES PRICE
Renegotiate the sales price with the buyer or... Renegotiate with the buyer to cover the difference or... Terminate the contract and re-list
CLOSING THE SALE
what to expect
Prior to closing, the title company will review the contract and determine payments owed, prepare documents for closing, perform the closing, make sure all payoffs are completed, the buyer’s title is recorded, and that you receive proceeds that are due to you upon the closing.
1. TRANSFER FUNDS
YOUR COSTS
The transfer of funds may include payoffs to:
Seller’s commonly pay:
• Seller’s mortgage company as well as any lien holders • Local government, if any property taxes are due • Third-party service providers • Real estate agents, for payment of commission • Sellers, if there are any proceeds from the sale of the home
• Mortgage balance & penalties, if applicable • Any claims against your property • Unpaid assessments on your property • Real estate commissions • Title insurance policy • Home warranty/survey, if applicable
2. TRANSFER DOCUMENTS The transfer of documents may include: • The deed to the house • Certificate of Title, Bill of Sale, and other real estate-related documents • Signed closing instructions and/or settlement statement • Receipts (if needed) for completed repairs, per sales contract
WHAT TO BRING Sellers need to bring to closing: • A government picture ID • House keys • Garage door openers
3. TRANSFER PROPERTY The transfer of property may include: • Recording of the signed deed (completed by third-party) at county courthouse • Post-closing agreement, if seller will need to rent back home for specified time frame • Exchange of keys, garage door opener, security codes and/or devices, appliance manuals, etc. • Homeownership legally transfers to the new owner when the signed deed is recorded at the seller's local county courthouse.
AFTER CLOSING Keep copies of the following for taxes: • Copies of all closing documents • All home improvement receipts
steps
FINAL FOR SELLERS
CANCEL POLICIES
Once title transfer has occurred, contact your insurance agent to cancel your policy so you can receive a refund of any prepaid premiums.
TRANSFER UTILITIES
Cancel utilities and close those accounts. Keep a list of phone numbers for each of your utility and entertainment companies.
CHANGE ADDRESS
Let everyone know of your new address. Submit a change-of-address form to the post office.
TURN EVERYTHING OFF
Turn off valves to the sinks, toilets, appliances, and water heater. Turn off all light switches and fans.
DOCUMENTS
Secure all closing documents as well as the contract and closing documents. Keep them in a safe place.
GATHER HOME PAPERWORK Put together a packet of manuals, receipts, and any warranties to leave for the new owner.
CLEAR OUT PERSONALS
Move out your personal belongings completely. Check all drawers, cabinets, and closets.
CLEAN
Ensure that your home is completely clean upon leaving the home. Clean the cabinets, refrigerators, and other appliances inside and out. Thoroughly clean out the garage. Schedule trash pick up prior to the day of closing. Leave your home the way you would like to find it if you were the buyer.
INCIDENTALS
Leave all house keys, remotes, gate keys, pool keys, and mailbox keys in a drawer in the kitchen.
FLOORS
Vacuum and sweep floors one more time
LOCK UP
Ensure all blinds are closed, and lock the windows and doors.
Robert Klein
President | Executive Broker The Property Group
501.765.8287
robert@thepropertygroupar.com
"Robert Klein is just the best. He told me I was his priority and I was. He found a house that is just perfect for me. Talk about service after the sale, he is still assisting me in finding resources to help me with changes and repairs I want to make to my new home. I highly recommend Robert for all of your real estate needs."
- B. Bolls
"Absolute pleasure to work with. His marketing plan, due diligence and patience were amazing. He listened to our concerns and sought out the best approach in the sale of our home. Robert is a home run. He'll be our go-to from here on out. Thanks again for all your hard work."
- W. Broker "Robert is an amazing realtor! This was our first time selling a home and the process couldn't have been any easier. Robert is extremely knowledgeable and is quick to respond to any questions or requests you might have. We are so happy to have had the chance to work with him and the Property Group,"
- B. Graves
"Robert is a true master of his craft. He has helped us with our last two houses. He is incredibly knowledgeable about the housing market. He makes sure everything is taken care of on time and is ready to go. Moving can be a stressful process. Robert’ knowledge and advice was invaluable to my family, and he made the process easy."
- D. Carpenter