Gary Smith Gary@WeDealRealEstate.com (480) 788-0329 www.WeDealRealEstate.com
YOUR GUIDE TO SELLING YOUR HOME
A GUIDE TO SELLING YOUR HOME
It's All About You My real estate business has been built around one guiding principle: It's all about you. Your needs Your dreams Your concerns Your questions Your finances Your time Your life My focus is on your complete satisfaction. In fact, I work to get the job done so well, you will want to tell your friends and associates about it. Maybe that's why more than 90 percent of my business comes from repeat customers and referrals. Good service speaks for itself. I'm looking forward to the opportunity to earn your referrals too!
A GUIDE TO SELLING YOUR HOME
What I Deliver Communication Your needs always come first. I provide the service we agree to, in the ways that work for you, whether once a week, once a day, by phone, email or text message. That's how we'll do it. You'll always be kept in the loop. From listing to closing, you'll know the status of our marketing efforts, the offers on the table and the steps leading to a successful closing once an offer is accepted. We'll agree on the communication method that works best for you.
Experience and Expertise The complexities of your real estate transaction will be well-handled. Smoothing the way for your listing and sale, I will capably remove many potential challenges before they have the opportunity to appear.
Marketing Your home will get the exposure it deserves. My marketing systems maximize your property's exposure to buyers. Neighborhood tracking tools and automated buyer calling systems allow me to reach active buyers who want to know about your listing.
Pricing Your home will be priced right, adjusted as needed, and will sell quickly. With a keen understanding of both the big picture and the very latest local and neighborhood listing and sales data, the information you need is at my fingertips.
Staging Your home will put its best foot forward. Homes sell because of correct pricing and great presentation. I know what it takes to make the terrific first impression that will get your home sold.
Satisfaction I'll guarantee your satisfaction. Our relationship is dependent on meeting and exceeding your needs. We identify those needs together, and my cancellation guarantee protects your right to end our relationship if you're disappointed.
YOUR GUIDE TO SELLING YOUR HOME
REALTOR® What's the difference? Both Realtors® and real estate agents have received the required license to legally perform real estate transactions. However, being a Realtor® means so much more! Only Realtors® follow the National Association of Realtors® (NAR) Code of Ethics, which is a strict set of guidelines by which Realtors® work and live. Realtors® have been following this Code for 100 years, and they will continue to do so for 100 more - each and every day in each and every town, city, rural community, resort location and commercial area in Arizona and across the nation. Realtors® have also been promoting the dream of homeownership for the past century, and we will continue to fight for homeowner rights far into the future. The Code of Ethics was designed to protect buyers and sellers by establishing ethical and professional standards for Realtors® to follow. Realtors® pledge to treat all parties in a transaction honestly, to provide competent real estate services, to be truthful in real estate representations, and to provide equal professional services regardless of the race, color, religion, sex, handicap, familial status, national origin or sexual orientation of consumers. What does that mean to you? As your trusted Realtor® I will act with integrity and practice the highest level of professionalism. Realtors® are committed to the Code of Ethics and to protecting homeownership. By choosing to work with a Realtor®, you are choosing a professional who holds themselves to high ethical standards. You can rely on me to make your real estate transaction a smooth, legal, professional and positive experience.
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A GUIDE TO SELLING YOUR HOME
Why Keller Williams Realty Technology Leading-edge tech tools and training give me the edge in effectively marketing your property online, 24 hours a day, seven days a week! Through the exclusive Keller Williams Listing System (KWLS), your property is fed to more than 350 online search engines and is available on KW's Web network of more than 76,000 sites. Best of all, because of Keller Williams Realty's "My Listings, My Leads" philosophy, every single Internet inquiry on your property will come directly to me so that I can follow up quickly with those potential buyers. Teamwork Keller Williams Realty was designed to reward agents for working together. Based on the belief that we are all more successful if we strive toward a common goal rather than our individual interests, I'm confident that every Keller Williams professional shares the common goal of serving you, my client, in the best way possible. Knowledge Keller Williams Realty helps me stay ahead of trends in the real estate industry through its comprehensive, industry-leading training curriculum and research resources. It's what prepares me to provide you with unparalleled service. Reliability Founded on the principles of trust and honesty, Keller Williams Realty emphasizes the importance of having the integrity to do the right thing, always putting your needs first. It reinforces my belief that my success is ultimately determined by the legacy I leave with each client I serve. Track Record I'm proud to work for the fastest-growing real estate company in North America and the secondlargest real estate company in the United States. It's proof that when you offer a superior level of service, the word spreads fast.
YOUR GUIDE TO SELLING YOUR HOME
About Me How am I different from other Realtors? I pride myself on customer service and help my clients understand our ever shifting real estate market. Experience I've been an Arizona resident for 42 years, Phoenix resident for 22 years, and a Realtor速 in the Phoenix market for over 13 years. Technology Leading-edge tech tools and extensive training give me the edge in effectively finding the perfect home for you! Expertise My geographical area of expertise is the Southeast Valley of AZ, & I specialize in helping people build wealth through purchasing and selling real estate. Communication Phone calls, emails, text messages, Facebook, you name it... Your personal preference will be respected & honored. Clients for Life 90% of my business is based on repeat clients & their referrals. Personal My passions involve my family, sharing opportunities, and building a strong community. I do that through sharing my experience and knowledge in coaching youth sports.
A GUIDE TO SELLING YOUR HOME
What My Clients Say “Gary, I can’t thank you and your team enough for the support and hard work through our home selling process. I know we didn’t make it easy for you guys so I appreciate the persistence and passion you guys put into selling our home quickly. My father stated that you are the best agent he has ever worked with and that should tell you a lot because he is a tough one to crack... Having the house sold took a lot of stress off our shoulders as a family and that peace of mind was priceless in a stressful time moving across the country with a 1 year old. If we ever find ourselves moving back to the desert we will be in touch. Please extend our gratitude to your team and have a great holiday season.” The Record Family Denver, CO
We give our highest recommendation for Gary Smith as our Realtor, to be your Realtor. He has so much to offer professionally and personally. He offers the very rare combination of being conscientious, patient, professional and yet very warm in his communication style. Gary was always available to us, even if that meant him answering the same question more than once. It was a pleasure working with him. There is no doubt he will deliver the best home buying or selling experience for you as well.
“I have worked with Gary on several home purchases & sales over the last 8 years & could not be happier. I go to Gary for all of my real estate needs because he does not just buy and sell homes. He understands the market and where the market is going. Gary has a deep understanding of the complex issues that are prevalent in Arizona and his advice on real estate has always been sound and a great value to me. Over the years Gary has always been upfront and 100% honest, he is responsive and hard working and always goes above and beyond my expectations of a real estate agent.”
Dale Huish Gilbert, AZ
Jeremiah Woodruff Queen Creek, AZ
“Gary is a great realtor and helped us sell a house when we needed to move. He was very good with communication and made the process easy. Thanks Gary!” Dan Jones Mesa, AZ
MARKETING PLAN
A GUIDE TO SELLING YOUR HOME
The Home-Selling Process: Marketing Your Property My 14-Step Marketing Plan Designed to capture the maximum exposure for your home in the shortest period of time, I'll implement my proven 14-Step Marketing Plan.
We will: • Price your home strategically so you're competitive with the current market and price trends. • Stage your home to cast a positive light on the features most important to buyers: uncluttered rooms and closets, fresh paint and terrific curb appeal. • Place "for sale" signage, complete with property fliers easily accessible to drive-by prospects. • Use an interactive voice response (IVR) system to provide free recorded information about your home 24 hours a day, seven days a week. Each caller's inquiry will be followed up with a personal phone call. • Distribute "just listed" notices to neighbors, encouraging them to tell family and friends about your home. • Optimize your home's Internet presence by posting information in the Keller Williams Listing System (KWLS), as well as local and global MLS systems including plenty of photographs and a description of your property. • Produce a 360 degree virtual tour of your home, placing it on multiple Websites to attract both local and out-of-town buyers. • Create a home book, comment cards and fliers to place inside your property. • Target my marketing to active real estate agents who specialize in selling homes in you neighborhood. • Include your home in our company and MLS tours, allowing other agents to see your home for themselves. • Advertise your home in my real estate magazine and neighborhood newsletter, as well as direct-mail campaigns, email campaigns and social media. • Create an open house schedule to promote your property to prospective buyers and market those open houses. • Target active buyers and investors in my database who are looking for homes in your price range and area. • Provide you with weekly updates detailing my marketing efforts, including comments from the prospective buyers and agents who have visited your home.
A GUIDE TO SELLING YOUR HOME
How Buyers Find the Home They Purchase Buyers find the home they purchase primarily by looking on the Internet and by asking real estate agents. An excellent agent with a terrific Internet marketing program is your best path to a sale.
A GUIDE TO SELLING YOUR HOME
Extended Marketing Reach When you list with me, we'll have access to the Keller Williams Listing System, or KWLS. This proprietary, exclusive system ensures your property is marketed online 24/7 through more than 350 of the most popular search Websites. Below are just a few:
A GUIDE TO SELLING YOUR HOME
Extended Marketing Reach Are you familiar with Trulia and Zillow? This is where buyers look at homes online before they call an agent for help. If a buyer were to request more information on your property it’s obvious that if they get to talk with me (instead of someone who has never seen your home) that would be a benefit to you, don’t you agree? Keller Williams is the only company that guarantees all inquires go to to me and not somebody who has never seen your home… or worse yet, will switch them to another property. I’m sure you can see this is a big advantage for you!
NO other company can offer you this advantage!
A GUIDE TO SELLING YOUR HOME
Video Marketing My team & I will create multiple short videos to market your home. By using these YouTube videos, along with the rest of my terrific Internet marketing program, your home will be sure to get the most exposure possible. These videos will be blasted out on a weekly basis to attract both local and out-of-town buyers.
Scan QR code to view examples of property marketing videos:
A GUIDE TO SELLING YOUR HOME
Taking Open Houses Beyond the Basics Holding an open house is serious business. Below is a chart that shows you exactly how we can maximize open houses to sell your property.
QUESTIONS FOR YOU
A GUIDE TO SELLING YOUR HOME
Questions to Ask Your Agent Are you a full-time or part-time agent? What is the average number of days your listings are on the market before selling? Will you service our listing personally or will we be working with your assistants? How many sellers and buyers are you currently representing? What is your Internet marketing program? What is your policy on responding to phone calls/emails/text messages? How much of your business is generated by referrals? What references can you provide? Do you offer an "easy exit" listing so that I can end our agreement if I am not satisfied?
A GUIDE TO SELLING YOUR HOME
Homework: Questions for You Your answers to these questions will guide me in how to best serve you. We'll discuss them at our listing meeting: What is the most important thing you are looking for in your listing agent? What prior real estate transaction experiences have you had?
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How would you like to be communicated with? (please circle) Email
Phone
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Other (explain)
How frequently would you like an update on marketing and showings? Weekly
Twice a month
After each showing
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Please list what you are most concerned about in the marketing and selling process (buyer qualifications, commission, showing procedures, open house, possession, pricing, negotiations, other issues).
A GUIDE TO SELLING YOUR HOME
Delivering a 10+ Experience On a scale of 1-10, with 1 being not so desirable and 10 being extremely desirable, what one thing has to happen in this transaction for your experience to be a 10? Scan QR code to fill out survey online:
What is important to you about that?
If we could add just one more thing, what other thing has to happen to make your experience a 10+?
What is important to you about that?
If we could add just one more thing for this experience to be a 10++, what would it be?
What is important to you about that?
A GUIDE TO SELLING YOUR HOME
How Does Someone Win or Lose With You? WIN
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What do you feel you have the right to expect from me as your real estate consultant?
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A GUIDE TO PRICING YOUR HOME
A GUIDE TO SELLING YOUR HOME
Pricing Your Property This is about strategy. I have based your recommended price on: • A detailed, custom market analysis • The unique characteristics of your home and its setting • My expertise in the real estate market My primary goal is to net you the most money possible. I believe this pricing plan, matched with my 14-step marketing plan, will draw agents and buyers to your home and position it as a highly appealing, highly competitive property. Average Sales Price: $ Average Sales Price ($ / sq. feet): $ Recommended List Price: $ Recommended Sales Price ($ / sq. feet): $
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A GUIDE TO SELLING YOUR HOME
Price Right – Attract Buyers Pricing your property competitively will generate the most activity from agents and buyers. Pricing your property too high may make it necessary to drop the price below market value to compete with new, well-priced listings.
A GUIDE TO SELLING YOUR HOME
Pricing Misconceptions It is very important to price your property at competitive market value when we finalize the listing agreement.
Buyers and Sellers Determine Value The value of your property is determined by what a buyer is willing to pay and a seller is willing to accept in today's market. Buyers make their pricing decision based on comparing your property to other properties SOLD in your area. Historically, your first offer is usually your best.
A GUIDE TO SELLING YOUR HOME
Price Ahead of the Market – Buyer's Market If sellers find themselves in a market with falling home values, they can end up chasing the market down, because home values are always falling faster than their price reductions.
A GUIDE TO SELLING YOUR HOME
Price Right – Time on Market Works Against You If you want to compete, be competitive. • The buying market has a short attention span. • Pricing your home right the first time is key. • Proper pricing attracts buyers. • An overpriced house will not sell. • We want to generate offers before the market moves on to newer listings.
A GUIDE TO SELLING YOUR HOME
Price Competitively – The First 30 Days Are Critical The right price is important. • A property generates the most interest when it first hits the market. • The number of showings is greatest during this time if it is priced at a realistic market value. • Starting too high and dropping the price later misses the excitement and fails to generate strong activity. • Many homes that start high end up selling below market value.
PREPARING YOUR HOME FOR SALE
A GUIDE TO SELLING YOUR HOME
The Home Selling Process: Getting Ready to List It can feel like the details are endless when you're selling a property. It is my job to streamline the process for you, ensuring everything is completed as quickly and efficiently as possible. Here's an overview of the steps we'll be taking along the way. Communication makes all the difference. You'll always know what's going on behind the scenes while your property is listed. I will solicit feedback from each consumer and agent who views your property, passing their comments on to you. We will work together to formulate a price adjustment strategy that sees us through your listing period. You'll receive regular progress reports, delivered as frequently as you request. Whether you prefer a phone call or an email, that's what you'll get. Prepare your home for a successful sale. More and more sellers today are seeing the value of investing in a pre-inspection on the property they are preparing to list. Whether or not you are confident in the condition of the home, an inspection can either give us professional, third-party validation, or reveal issues you should attend to before listing your property – issues a buyer inspection could surface later, making them part of the final price negotiation.
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We will evaluate the current state of your property and arrange home staging. Any repairs or improvements needed to maximize your home's value and appeal will be identified and scheduled. When everything's in place, we'll put a lockbox on your property.
A GUIDE TO SELLING YOUR HOME
The Home-Selling Process: Getting Ready to List Let's begin with this direct statement: I am not the one who decides how much your home is worth. The market does. It tells us exactly where to price your property to sell and how to approach the marketing of it. Here are the factors that will affect the value in today's market: Price Pricing your home properly from the start is the deciding factor on how long it will take to sell it. Location Location is the single most important factor in determining the value of your property. Condition The condition of the property affects the price and the speed of the sale. As prospective buyers often make purchases based on emotion, first impressions are important. I'll be able to help in optimizing the physical appearance of your home to maximize the buyer's perception of value. Competition Prospective buyers are going to compare your property – both the condition and the price – to other listings in and around your neighborhood. Those buyers will determine value based on properties that are listed or have recently sold in the area. Timing Property values are affected by the current real estate market. Because we can't manipulate the market, we'll collaborate on a pricing and marketing strategy that will take advantage of the first 30 days your property is listed. It's the window of opportunity when buyers and their agents discover your property and are most likely to visit and make offers.
A GUIDE TO SELLING YOUR HOME
The Home-Selling Process: Staging Your Home Three things to remember: You don't get a second chance to make a first impression. A review of more than 2,800 properties in eight cities found that staged homes, on average, sold in half the time that non-staged homes did. Most buyers make decisions about the property they see within the first 15 seconds of entering the home. What Can Staging Do?
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Adding cost-effective amenities and improving the general cleanliness and condition of the home is what we call "staging." When a seller stages their home, one of two things happens: The home becomes more valuable than other comparable properties in that price range. The home gets moved up in price and becomes the lowest priced in the next higher price bracket or category.* *Based on the national best-seller SHIFT: How Top Real Estate Agents Tackle Tough Times by Gary Keller
A GUIDE TO SELLING YOUR HOME
The Home-Selling Process: Closing and Beyond Coordinating Your Sale to a Successful Closing All potential buyers will be pre-qualified so valuable time isn't wasted. Each offer will be presented and discussed with you. I will negotiate the details of your transaction with the other agent. Closing will be prepared, coordinated and finalized for you. Beyond the Sale Do you need an agent to assist you in your relocation? Need a recommendation for a moving company? Would a moving checklist help? I'm happy to refer you to great providers of other real estate-related services. I'm here to make the sale of your home as smooth and stress-free as possible.
A GUIDE TO SELLING YOUR HOME
Closing 101 The closing process finalizes the sale of your home and makes everything official. Also known as settlement, the closing is when you get paid and the buyer receives the deed to your home. Here are a few things to bring to the closing: • House keys • Garage door opener(s) • A picture ID What can you expect? The closing agent will look over the purchase contract and identify what payments are owed and by whom; prepare documents for the closing; conduct the closing; make sure taxes, title searches, real estate commissions and other closing costs are paid; ensure that the buyer's title is recorded; and ensure that you receive any monies due to you. What are your costs? Sellers commonly pay the following at closing: • Mortgage balance and prepayment penalties, if applicable • Other claims against your property, such as unpaid property taxes • Unpaid special assessments on your property • Document stamps (or taxes) on the deed • Real estate commission • Legal fee or title insurance premium After the closing, make sure you keep the following for tax purposes: • Copies of all closing documents • All home improvement receipts on the home you sold
A GUIDE TO SELLING YOUR HOME
Preparing Your Home for Sale Did you know well-placed furniture can open up rooms and make them seem larger than they are? Or that opening drapes and blinds and turning on all lights make a room seem bright and cheery? It's a fact: acquiring the highest market value and elevating your home above others in the same price range often comes down to first impressions. Here are some inexpensive ways to maximize your home's appeal: Exterior • Keep the grass freshly cut. • Remove all yard clutter. • Apply fresh paint to wooden fences. • Paint the front door. • Weed and apply fresh mulch to garden beds. • Clean windows inside and out. • Wash or paint home's exterior. • Tighten and clean all door handles. • Ensure gutters and downspouts are firmly attached. Interior • Remove excessive wall hangings, furniture and knickknacks (consider a temporary self-storage unit). • Clean or paint walls and ceilings. • Shampoo carpets. • Clean and organize cabinets and closets. • Repair all plumbing leaks, including faucets and drain traps. • Clean all light fixtures. For Showings • Turn on all the lights. • Open drapes in the daytime. • Keep pets secured outdoors. • Play quiet background music. • Light the fireplace (if seasonally appropriate). • Infuse home with a comforting scent like apple spice or vanilla. • Vacate the property while it is being shown.
Please Reference: Get Ready, Get Set, Get Sold! DVD
A GUIDE TO SELLING YOUR HOME
Moving Checklist New Telephone Number: ____________________________________________ New Address: _____________________________________________________ Before you move, you should contact the following companies and service providers: Utilities: ______Electric ______Telephone ______Water ______Cable ______Gas Professional Services: ______Broker ______Accountant ______Doctor ______Dentist ______Lawyer Government: ______Internal Revenue Service ______Post Office ______School ______State Licensing ______Library ______Veterans Administration Clubs: ______Health and Fitness ______Country Club
Insurance Companies: ______Accidental ______Auto ______Health ______Home ______Life ______Renters Business Accounts: ______Bank ______Cellular Phone ______Department Store ______Finance Company/Credit Card Subscriptions: ______Magazine ______Newspaper Miscellaneous: ______Business Associates ______House of Worship ______Drugstore ______Dry Cleaner ______Hairstylist
SAMPLE DOCUMENTS
YOUR GUIDE TO SELLING YOUR HOME
Sample Documents for Selling a Home Exclusive Right to Sell/Rent
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YOUR GUIDE TO SELLING YOUR HOME
Sample Documents for Selling a Home Market Conditions Advisory
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YOUR GUIDE TO SELLING YOUR HOME
Sample Documents for Selling a Home Seller Property Disclosure Statement
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YOUR GUIDE TO SELLING YOUR HOME
Sample Documents for Selling a Home Purchase Contract
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YOUR GUIDE TO SELLING YOUR HOME
Sample Documents for Selling a Home Real Estate Agency Disclosure and Election
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