GUARANTEED HOME SELLING SYSTEM GUARANTEED HOMESELLING SYSTEM
FOUNDER AND TEAM LEAD There are many qualities and skills that go into being an excellent real estate professional - integrity, in-depth community and market knowledge, marketing savvy, effective negotiation skills and a high-quality professional network. These have built the basis for the approach I take to my business. In fact I’ve spent almost 3 decades studying customer service driven organizations and incorporating those values into my real estate business. Building on that is what matters most to me; putting my client’s needs first. I value and strive to create long-term relationships of trust, reliability and results for our clientele. My business has been built on referrals, both past clients and repeat clients. I have been honoured to become a member of the RE/MAX Hall of Fame, and Platinum Club 2010-2016. This year our team will be awarded Team Chairman’s Club, 2016. It’s our first goal towards building a finely honed, ultimate service oriented, small and personalized RE/MAX team here at RE/MAX Polsinello. We are very excited at the support and encouragement we receive from our clientele and what the future holds.
Our goal is to make your real estate ate experience as clear, informative & enjoyable as possible.
72%
OF HOMESELLERS SAY THEY WOULD NOT GO BACK TO THE SAME REAL ESTATE AGENT TO DO ANOTHER TRANSACTION!
REASONS PEOPLE MAY NOT GO BACK TO THEIR AGENT. • • • • • • • • • • • • • • • • • • • •
Poor Communication. Over-promised. Under Delivered. Promised a Selling Price Far From Reality. Promised Speed-of-Sale Far From Reality. Were Less-esperienced experienced Than What They Presented. Spent Too Much Time Showing the Home to Unqualified Buyers. Left Out a Critical Detail. Lack of Professionalism. Hard to Get a Hold of. Didn’t Market the Home Properly. Never Showed My Home. Too Pushy. Didn’t Help Stage the Home for Sale. Lack of Representation. Poor Negotiating Skills. Sold the Home for Too Low of a Price. Too Busy. The Home Didn’t Sell. Didn’t Do Anything Thay Couldn’t Have Been Done by the Seller Themselves. Lack of Communication/Feedback.
98% We took a recent survey and discovered that 98% of our clients would coe back to our team for any real estate ventures in the future.
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Now that’s substantial!
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INSIDE THE NUMBERS
Yayyy ayy R ALL Yayyyy! THANK YOU FOR FRANK SOLD OUR HOME FOR YOUR HELP, HARD WORK K AND $395,000, OVER OUR ASKING ESPECIALLY YOUR KINDNESS! PRICE AND ALMOST $100,000 MORE THAN THAN MY NEXT DOOR NEIGHBOUR WHO SOLD It’s been 10 years of trying to THEIR LARGER HOME LAST convince my parents it was time WEEK WITH ANOTHER AGENT. and many agents the way WHO YOU USE along DEFINITELY MAKES DIFFERENCE! but you A truly were the oneCALL they FRANK TODAYfor ATto (905) 830-9111. were waiting make it happen. Congratulations to you as - RON & ROCHELL well for getting it done Sandra! (NEWMARKET) - G & S (NEWMARKET)
TESTIMONIALS
WHAT OUR CLIENTS ARE SAYING! TRACEY & ROB POOLE Frank Guaranteed to sell our home at a price that was acceptable to us and thats exactly what he did! From sales to support everything was first class, thorough and very professional. Most importantly Frank SOLD our home in 3 hour’s for $130,000.00 over the asking price and sold us our new home in 4 days! 5 Stars to the Frank Polsinello Team… I would without hesitation recommend Frank and his team to anyone thinking of buying or selling a home.
MOVING YOU IN THE RIGHT DIRECTION... Real estate can be scary for some people. There are so many obstacles to overcome from finding the right mortgage broker to finding the right home in the right neighbourhood for the right price. From the first contact you will realize that we are not your average real estate team. We beleive in providing quality service that leaves a lasting impression. We want you to be a client for life!
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TANYA AND TY Thanks Frank, Your experience, expertise, care and advice made all of the decision making that comes with selling a home so much less stressful. We felt absolutely confident that you would make sure we got the best price for our home. It was a total relief for us to know that you were acting on our behalf and to have complete trust in our agent. You far exceeded our high expectations…Thank you so much.
SIMPLY AMAZING! FRANK SOLD OUR HOME LAST NIGHT IN 11 HOURS WITH MULTIPLE OFFERS FOR $130,000 OVER THE ASKING PRICE. GET YOU HOME SOLD FAST AND FOR TOP DOLLAR CALL FRANK TODAY! - KEN & CAROLYN J. (AURORA)
TESTIMONIALS WHAT OUR CLIENTS ARE SAYING! D&J Team Frank Polsinello was so professional in preparing advertising, it attracted a lot of attention. From the professional photographer/ videographer to the aerial drone pictures. Our home looked amazing on line in video as well as in print. In fact our home showed so beautifully we had sixty one viewings in just over 3 days. Laurie worked hard and had our best interest in mind during the entire process. She was on communicating with us on a daily basis and worked on moving up our offer date. We received and accepted an offer well above our asking price! We would highly recommend Laurie Beattie and Frank Polsinello Team Remax Realtron to our family, friends and neighbors.
S & H GEORGINA TANYA AND TY Thank you so much Brandon for all of your amazing hard work! You did a great job and we can’t believe how quickly and efficiently it all went down! We highly recommend Brandon!
MORE PROOF! S & R. (RICHMOND HILL) Dear Karen, This is a small note that we write in appreciation of your wonderful services rendered to us in selling our property in Richmond Hill and in purchasing KIM KENDALL (NEWMARKET) our new house in Bradford. firstinmet you and Frank and his Team are by When far thewe best Newmarket! spoke to each were just property Frank listed myother, home you for sale and gotanother me $100,000.00 agent who was new a total stranger us. Very over the asking priceand without a hitch. Weto would defisoon became our good - than ourmy propernitelyyou recommend Frank andfriend his Team to all family ty agent. YouThank became a your sisterwhole to meteam. and You my and friends. you more Frank of and husband and provided us with invaluable and expert guys Rock! advice, guidance and support which made buying and selling property so easy.
MORE PROOF!
ANNE S. AURORA Retiring and selling the family home has been a major transition for me and for my family. Thank you Cathy and Karen for so adeptly guiding me through this process. Your knowledge and professionalism, support, candid opinions and humour are truly valued and appreciated. I’d highly recommend these two talented ladies if you are planning to buy or sell a home!
HOW OTHER REALTORS® STACK UP
CLIENT’S FIRST IS A WAY OF LIFE: It is the mission of RE/MAX Polsinello and its associates to provide the highest quality, innovative, and exceptional real estate service available anywhere in York & Simcoe Region. Our clients’ needs always come first. We will strive to always provide value far in excess of our clients’ expectations. Our goal is mutual respect and long term relationships that are beneficial to all parties.
TOP TEAMS
Our operation is a great place to work and do business. We are positive, helpful, and enthusiastic at all times – always focusing on solutions, not challenges. We take care of business first and foremost, but have fun and enjoy ourselves in the process.
60 HOMES
We run a clean, organized, and efficient operation. We always adhere to the highest standards of integrity and ethical business practices.
TOP AGENTS
AVG AGENT
2.4 HOMES
20 HOMES
220 HOMES
There’s a reason why we sell more homes than the other top teams;
OUR MISSION
We constantly strive to create, develop, as well as implement new ideas and strategies that will benefit our clients. We seek continuing education in all aspects of our business to increase the level of service we offer our clients.
THE RE/MAX DIFFERENCE
RE/MAX OUTSELLS
UNDERSTANDING THE DIFFERENCE A RE/MAX AGENT CAN MAKE
MORE PROOF THAT RE/MAX AGENTS OUTSELL THE COMPETITION
An independent, independent, unbiased unbiasedthird third party recognized RE/MAX ascommanding the commanding party hashas recognized RE/MAX as the prespresence in Canadian Estate, Real Trends, the leader in performance ranking for resence in Canadian Real Real Estate. Real Trends , the leader in performance ranking for residential idential brokerages, has identified 159 RE/MAX Brokerages in this year’s Top 250 report. brokerages, has identified 159 RE/MAX Brokerages in this year’s Top 250 report. Our Our brokerage, RE/MAX is onegrowing of the fastest growing RE/MAX brokerages in the brokerage, Re/Max Core,Realtron is the fastest Re/Max brokerage in the world!
The most industry forfor over 4040 years. Combine thatthat with most well well known knownbrand brandininthe theReal RealEstate Estate industry over years. Combine the success of the Frank Team andand youyou have a recipe forfor success! with the successful Lorie Polsinello Ann Warren Team have a recipe success! RE/MAX Polsinello believes the two go hand in hand. “We believe the two simply go hand in hand.”
It’s more undeniable proof that RE/MAX has the most productive agents in Canada.
200
40
36.8%
159 150
30
100
20 11.3%
50 0
10
Royal LePage
Coldwell Banker
Keller Williams
Century 21
Exit
Sutton Group
0
Royal LePage
9.8%
Coldwell Banker
7.1%
Keller Williams
6.0%
Century 21
BRAND RECOGNITION 40+ YEARS OF OUTSTANDING AGENTS AND OUTSTANDING RESULTS From a single office that opened in 1973 in Denver, Colorado, RE/MAX has grown into a global Real Estate network of franchisee-owned and operated offices with nearly 90,000 Sales Associates. Those agents constitute the world’s most productive Real Estate sales force. Through their efforts, they’ve made it possible to say that nobody in the world sells more real estate than RE/MAX. RE/MAX, LLC is a privately held company still based in Denver and led by its founders, Dave and Gail Liniger. the system is based on attracting productive agents and providing them with the valuable support, incredible brand awareness, educational opportunities, and other competitive advantages. Customer service built on a foundation of drive, experience, and education is the cornerstone of RE/MAX success. The RE/MAX track record built over the past 40 years is proof that a focus on the customer’s needs, backed by the ability to deliver, remains as important as ever. Great things happen when driven individuals come together and treat real estate as a profession. That in a nutshell, is RE/MAX.
+ 1973 - 2017
MARKETSHARE AND AGENT PRODUCTIVITY Nobody in the world sells more real estate than RE/MAX, and RE/MAX Associates average more sales than any other real estate agents. BRAND NAME AWARENESS RE/MAX is the most recognized brand in real estate. Our national advertising campaign positions the RE/MAX name in front of millions of buyers and sellers all over the country and is designed to keep the brand, as well as remax.com, top-of-mind when someone decides it is time to buy or sell their home. ADVERTISING In Canada, RE/MAX has the real estate industry’s strongest presence in national television advertising, helping to make the red, white, and blue RE/MAX hot air balloon one of the most recognizable business logos in the world. WEBSITE TRAFFIC AND ONLINE SEARCHES Remax.ca is the most visited real estate franchise website attracting over 250,000 unique visitors every month in Canada. RE/MAX’s internet presence attracts nearly 50 million potential buyers and sellers annually. When consumers search online, “RE/MAX” is the most used search term among real estate brokerages. PROFESSIONAL EDUCATION RE/MAX Associates lead the industry in professional designations. NUMBER OF COUNTRIES SERVED RE/MAX is in over 93 countries, more than any of its competitors.
ABC’S OF REAL ESTATE MARKETING
10 QUESTIONS YOU MUST ASK AN AGENT
WHAT MOST REALTORS DO… • • • • • • •
WARNING! DO NOT HIRE ANY REAL ESTATE AGENT BEFORE YOU READ THIS FREE SPECIAL REPORT.
ADVERTISE THEMSELVES. BANG A SIGN INTO YOUR LAWN. CREATE AN AD FOR THE PAPER (and maybe run it). UPLOAD YOUR LISTING TO THE MLS. ENCOURAGE THEIR OFFICE TO SHOW IT. FIGURE THEY MIGHT TRY AN OPEN HOUSE. GET ON THEIR KNEES AND PRAY IT WILL SELL.
Not all real estate agents are the same. If you decide to seek the help of an agent when selling or buying your home, you need some good information before you make any moves.
This is the way real estate has been practiced for nearly 200 years, and it’s still the way most agents operate today. However, these traditional methods have proven to be less effective.
To help homeowners do a better job of choosing an agent to represent them, industry experts have prepared a FREE Special Report entitled, “10 Questions You Must Ask When Interviewing an Agent”. This report identifies 10 critical questions that will help you make an accurate prediction of how good a job this agent will do for you.
HOW MOST AGENTS OPERATE... • • • • •
UNDERTAKE TO JUGGLE TASKS THEMSELVES. EVENTUALLY RUN UP AGAINST LIMITS OF TIME, ENERGY AND MONEY. FEW HOMES SOLD MEANS LESS CASH FLOW TO. INVEST BACK INTO ADVERTISING YOUR HOME. LIMITED TIME MEANS LESS TIME TO SPEND WITH YOU.
To order this report NOW and find out the questions that agents would prefer you never ask, visit us online at: www.frankpolsinello.com
OUR TEAM APPROACH • • •
YOU GET A WHOLE TEAM OF PROFESSIONALS WORKING FOR YOU. WE NEVER RUN OUT OF TIME FOR YOU BECAUSE EACH TEAM MEMBER IS RESPONSIBLE FOR SPECIFIC TASKS WHEN SELLING YOUR HOME. TOGETHER, OUR TEAMS COMBINED EFFORTS ADD UP TO SUPERIOR MARKETING AND CUSTOMER SERVICE RESULTING IN YOUR HOME SOLD FAST AND FOR TOP DOLLAR.
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OUR CORE VALUES
Honesty & Integrity at all times and in all situations. Continually improve our services to exceed our clients’ expectations. Create and nurture a fun, exciting, creative, and productive work environment. Tirelessly pursue personal and team growth while reaching well-formulated goals.
OUR ONE OF A KIND
EXCLUSIVE BUYER PROFILE SYSTEM
GIVES BUYERS PRIORITY ACCESS TO HOT NEW LISTINGS THAT MATCH THEIR HOME BUYING CRITERIA 1. The first thing we do when we list your home is cross match it with our database of buyers that are looking for a home similar to yours. 2. We notify all agents in the area that have knownbuyers looking for your type of home. 3. Isn’t this why you are hiring an agent? We don’t juststick a sign up on your lawn and wait for some other realtor to bring the buyer. WE ARE PROACTIVE EACH AND EVERY DAY IN GETTING YOUR HOME SOLD!
LET’S GET ONLINE! We use the Internet and our innovative website to make your listing highly visible. With more than 92% 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. Below shows that 99% of people who search for a home online use three main search engines. We make sure to be as visible as possible on these platforms to make sure you are as visible as possible.
WE HAVE BUYERS! With Our Exclusive “Buyer Magnet” Marketing Systems, we have over 14,000 Buyers in our database looking for a home right now. This allows us to sift through each potential buyer and efficiently identify the ones who are looking for a home like yours. By doing this, our team is prepared with a plan when approaching these potential buyers and effectively, efficeintly, help sell your home. Not only will we ultimately sell your home, but we will also sell your home for all it’s worth!
The latest National Association of Realtors survey notes that over 90% of buyers are starting their home search on the Internet. What does this mean for you? >>>
81% 12% 6%
OUR EXCLUSIVE 1-DAY LISTING GUARANTEE WHAT’S YOUR BIGGEST FEAR WHEN LISTING YOUR HOME WITH A REALTOR? Unlike any other real estate agent in York or Simcoe Region our industry exclusive ONE DAY LISTING GUARANTEE allows you to cancel with us at any time. You can cancel your listing literally the next day if you so choose, if not it's a day to day contract. You can relax, knowing you won’t be locked into a lengthy contract. You will enjoy the highest caliber of service from professionals confident enough to make this offer. We have a strong opinions about real estate service. We also believe that if you’re unhappy with the level of service you receive from us for any reason, you should have the power to cancel with your agent. It takes a strong belief in the quality of our service to make this kind of offer, and we are proud to make it, as our team never settles for anything less that the highest professional standards.
FREE HOME EVALUATION FIND OUT WHAT YOUR HOME IS REALLY WORTH! If you are thinking of selling your home, knowing what your home is worth is critical information to have. By providing your address and a brief description of your home, the system will conduct a thorough comparative market analysis by searching the database for similar homes listed or sold in your area. With this current market data, you’ll be able to accurately determine what your home might sell for if you decided to put it on the market. There is no cost or obligation for this valuable service. For your FREE Home Evaluation, please provide the information requested.
Most agents will tell you that they are going to promote your property online, but none of them explain how they plan to drive internet traffic to your home.
To find out what your home is really worth go to: www.OnlineHomePricing.ca www.frankpolsinello.com/info/ find-out-what-your-home-reallyworth
OUR ONLINE HOME MARKETING SYST TEM OUR ULTIMATE ONLINE MARKETING SYSTEM OF YOUR HOME IS SECOND TO NONE! Your home is indexed to 350 search engines & over 76,000 websites including social media creating a dynamic online presence.
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PRINT POWERFUL MARKETING
DO I BUY OR DO I SELL FIRST? 80% OF HOMEBUYERS NEED TO SELL THEIR HOME BEFORE THEY BUY.
EXPANSIVE REGION-WIDE PRINT CAMPAIGNS Our print marketing efforts cover an area all the way from Toronto to Bradford and also from Nobleton to Markham/Stouffville. We understand that the trend of traffic in our marketplace for the most part is from south to north and is made up mostly of buyers looking for a larger home on a larger lot that they cant find in southern York or Simcoe region.
This can be a problem, because if you they buy before selling they may end up owning two homes. and if they sell before buying, they may end up homeless. This is what we call the Real Estate Catch 22.
DRAWING BUYERS NORTH Our marketing marketing plan and powerful material powerful print material draws potential buyers buyers draws potential north previously would northwho who previously not consider Newmarket wouldn’t consider New as an option. Market as an option. That’s how powerful our marketing can be!
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WHAT IS A CATCH-22?
noun
A dilemma or difficult circumstance from which there is no escape because of mutually conflicting or dependent conditions. WE DON’T LET THIS HAPPEN!
OUR EXCLUSIVE GUARANTEED SALE PROGRAM WE CAN ATTRACT 100% OF THE BUYERS! You will get a firm offer from buyers (versus a conditional one) because we are willing to guarantee sale of the buyer’s home. Your home will stand out and draw the attention of prospective buyers because it’s easier to buy. It eliminates the buyers dilemma of whether to buy or sell first by removing the potential stress of owning two homes or none at all! We are dedicated and committed to our customers and believe in providing the best customer service necessary.
Your home will stand out from the competition with sleek, magazine-like mphotos offered by our proefessional photography company. JEPS Media is exclusive to RE/MAX Polsinello. With years of experience in the industry and a creative flare, JEPS produces very artistic, and creative highend photographs to showcase your home to its full potential.
EXPERT HOME STAGING Our team offers you a complimentary home staging consult, completed by award- winning professional home stager, Anne Bourne of StagingWorks. Your home will be presented to its fullest potential to significantly appeal to buyers and achieve maximum results for you!
WE ARE LEADERS IN THE GTA STAGING MARKET AND HAVE: • • •
Staged well over 1100 properties. Assisted our clients with the sale of over half a billion dollars’ worth of residential real estate. Been voted the GTA’s top home stagers by Toronto Life.
EXPERTS IN OUR FIELD: •
We have been featured on numerous television programs, such as CityTV News, and prominent publications such as the Globe and Mail, Toronto Star, National Post and Global News where we provide expert insight into the local real estate market and financial benefit that can be realized through effective staging. Click here to see some of the media publications we have contributed to.
FOCUSED ON RESULTS: • • •
9 out of 10 properties we stage sell within 3 weeks. Our team ensures that your property stands out from competitive listings. We create an emotional connection between prospective buyers and your property.
PROFESSIONALLY DESIGNED FEATURE MAGAZINES Our professional, exclusively designed “Bringing You Home” feature magazines have a sleek, modern look and are an important marketing tool in the sale of your home. They are created by our team of real estate marketing specialists headed by Julie Cheeseman. You will always get them quickly and you will be thrilled with the results; Our clients always are.
OUR VOLUME IS TO YOUR BENEFIT
THE BIGGEST MISTAKE A HOMEOWNER CAN MAKE WHEN INTERVIEWING AGENTS
“BECAUSE WE SELL SO MANY HOMES, THERE ARE MANY THINGS WE CAN DO FOR YOU FINANCIALLY THAT OTHER AGENTS SIMPLY CAN’T…”
There’s a lot of questionable advice out there, from “personal finance experts” on television or from friends, family. They tell you: interview 3 or 4 or 5 agents, then pick one. When somebody tells me that’s what they’re going to do, I ask:
We outspend most local agents to advertise your home. Your home will be advertised to a much larger market area. Unlike most agents who work a small local area, we operate all the way from Toronto through to Georgina/Barrie and Bolton to Markham. Buyers from across North America are referred to us because we are the #1 RE/MAX Team in the area and sell more homes than any other team across all companies. We have pioneered unique and exclusive consumer programs not offered by any other agent (e.g. Trade Up Program, Buyer Profile System, 1 Day Listing) Our programs are so successful that the other area sales and have been forced to take note and started to follow our lead. We give you the right to cancel your listing with us if we fail to deliver the service we promise. With most agents, you’re locked in.
“What criteria are you going to use, to compare them, judge them, and pick one?” Many admit: they don’t know. They are going to spend 3, 4, 5 evenings interviewing different real estate agents with no pre-determined way to pick the one they will ultimately trust to handle one of the biggest and most important financial events of their life! Let me give you a comparison, you may or may not know. When a company decides to hire somebody for an important job, let’s say one that costs the company $100,000.00 or $200,000.00 a year, they have a pre-determined set of questions - a set criteria - they will use to judge the people they interview. They know in advance what they are looking for. To do otherwise is to play ‘Blind Archery’, and that’s dangerous!
THE 4 MISTAKES TO AVOID WHEN LISTING YOUR HOME 1. Going with the agent who promises you the highest sale price, the most amount of money (even if the price seems unrealistic). 2. Choosing the agent who promises to save you money by discounting the commission rate. 3. Choosing the “nicest” agent. 4. Choosing an agent who works all by themselves, because you think they’ll work a lot harder and give you more personal attention.
THE 4 MOST FREQUENT RESULTS OF THESE MISTAKES ARE: 1. The inflated list price you were quoted (in order to get your listing) results in few buyers coming to view your home (because they can get a comparable, properly priced house, for less money) and you end up having to endure a series of price reductions which result in your home finally selling for BELOW its true market value. 2. A lower commission does not guarantee you will net more on your home sale. According to Real Estate consultant Bernice Ross, there is a “Big Lie” in real estate. It’s the lie that reducing the commission always result in more money for the seller. No matterwhat you are selling, maximum exposure to the marketplace is a critical factor in achieving the highest price possible. Companies who cut services in exchange for taking a lower commission often costclients much more than the extra one to three percent they save in commission. Depending on price, the cost can be tens of thousands of dollars. Steps 3 & 4 are continued on the next page >>>
THE 4 MOST FREQUENT RESULTS OF THESE MISTAKES ARE: 3. Your agent may be nice, but this doesn’t necessarily qualify them to do the best job of selling your home. Your agent’s personality will mean very little to you if you ultimately discover that they don’t have the marketing expertise to market your home properly so it sits on the market and either doesn’t sell, or sells for lower than market value. The Frank Polsinello Team are all great to work with AND we have a proven system to get your home sold Fast and for . Top Dollar). 4. Your agent ends up neglecting some important steps because s/he is so over-busy trying to do everything all by themselves (and you end up with an inferior result).
HO OME EXTERIO OR • 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. • Mow, edge and weed the lawn frequently • Cut back overgrown shrubbery to show off the exterior • Seasonal flowers or ground cover will add a personal touch. • Inspect the roof for necessary repairs and broken shingles • Stucco water stains can be repaired using a bleaching agent. • Fences should be mended and painted. • Wash all windows inside and outside
HOME INTERIOR pages 12-19
• Lights should be on and drapes left open during the day. • 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. • White or light pastels are the easiest to work with. • Fireplace lit in cool weather, AC turned on in warm weather • Countertops neat and polished and Appliances cleaned
Notes