The Seller Handbook by Nina Bjornstal

THE SELLER HANDBOOK Making your home sale and move with ease

Nina Bjornstal, REALTOR C | 206.730.0962 nina@ninabjornstal.com www.ninabjornstal.com

Seller Handbook Content

Page

Welcome

How I partner with you

Selling Concerns

Real Estate Services

Getting Started Tips

Why use a Listing Specialist?

Selling Process

Marketing Plan

Days on Market

What happens when you receive an offer?

9-10

Showing Tips

Frequently Asked Questions

11-12

Coverage Area

Communication Plan

Client Testimonials

Thank you & Cancellation Agreement

WELCOME Nina Bjornstal | Real Estate Broker I joined RE/MAX Town Center in 2012 and offer both an outstanding level of real estate knowledge and an exceptional level of professionalism. I am a licensed real estate Broker and a member of the REALTOR association. I have participated in a range of real estate transactions, including residential properties, condos and rental properties in King, Pierce and Snohomish Counties. My recognized relationships and local experience, combined with RE/MAXâ&#x20AC;&#x2DC;s national and international resources, present an exclusive benefit to my clients. I have lived in Seattle since 1986 and own a home in Shoreline where I relax and enjoy spending time with my friends, family and dog, Doug. I have sold, bought, flipped, held and remodeled many properties. My knowledge and past experience as a remodeling contractor and a real estate investor adds another level of expertise and value. One thing for sure, I am passionate about real estate. Navigating the multifaceted decisions needed in todayâ&#x20AC;&#x2DC;s real estate market requires a broker with dedication, experience, and professionalism. I am devoted to service with an emphasis on accountability, reliability, communication and enthusiasm. Especially during shifting market cycles, I provide my clients all the information they will need to help them make informed real estate investment decisions. The power of relationships and the experience to know how to get things done is the foundation of a successful real estate transaction. I am well regarded by my peers and have created valuable working relationships with other professionals in the business, including title companies, attorneys, lenders and appraisers.

Seller | How I Partner with You “The key to my success is your success.” I pride myself on creating long lasting relationships with my clients; I would like to do that with you as well. My utmost goal is to help you make wise real estate decisions. In doing this I need to be honest and forthright; sometimes you‘ll love what I have to say…sometimes I may point out things you may not see, or want to hear, about the current market, how your home compares to the ‗competition‘, or what the listing—and potential—selling price of your home could be. Ultimately, I‘ll work hard to become your trusted real estate advisor and counselor, not just your broker.

anyone else. Communication is the key to our working together as a team. Once I have completed your analysis, we‘ll sit down together and map out a comprehensive strategy to get your home sold within the parameters that we have defined. We‘ll discuss pricing, merchandising, and marketing, as well as what you can expect not only in the first few weeks your home is on the market, but what we‘ll be doing until you home is sold.

And rest assured I will not forget you after closing—I feel it‘s important that you‘re kept I offer you the highest level of service by provid- abreast of the market so that you can continue ing you an in-depth seller analysis, by taking into to make informed real estate investment deciconsideration all the issues that come into play sions. You‘ll receive regular market reports, when you sell your home including your finan- articles and information from me, and we‘ll cial goals, your individual timeline, and what stay in touch via phone, text, email and mailings plans you have once your home sells. I offer so that I can answer any questions you might personal service and I do not hand you off to have.

Seller | Selling Concerns I’m eager to have you share your concerns and expectations about the marketing of your home. From the list below, please check any items that may cause you concern:       

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Buyer qualifications? Financing? Commissions? Security? Activity? Negotiations? Inspections?

Inconvenience? Closing costs? Open House? Pricing? Showing Procedure? Marketing? Multiple Listing?

Write-in any other concerns not mentioned above: _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________

Seller | Real Estate Services When it comes time to sell your home, you want the best price and the most favorable terms. There are countless marketing choices, along with legalities and details that go into a sale. When I market your property you receive my customized approach, personalized just for you. I will support you in all facets of marketing, from preparing your house to sell, to print and internet advertising. I am a licensed experienced professional with specialized skills. Here are the many benefits you receive when working me:   

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I am a licensed experienced professional with specialized skills. I know the market and will assist you in setting the right price. I also know what buyers want and the monetary motivation that will encourage the sale. I am a member of the Multiple Listing Service (MLS), a service that enables me to present detailed information about your home to the thousands of other agents helping buyers. Along with the MLS, I work together with other agents on a regular basis. We ex-

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change information about new properties and help fit enthusiastic buyers with appropriate homes. I will increase the amount of qualified buyers for your home because RE/MAX‘s national referral system gives me access to the sizeable number of people who move each year. I know how to swiftly separate the qualified buyers from the unqualified buyers. Your home is shown only to serious buyers, which saves you time.

Seller | Getting Started Tips The key to selling your home quickly and at the right price is in preparing it appropriately. Here are some tips to help you get started:          

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Give home a thorough cleaning Oil door hinges, tighten door knobs Have carpets professionally cleaned, or replaced if damaged Repair dripping faucets and leaky toilets Replace all burned out light bulbs and clean all light fixtures Repair defective light switches Get rid of clutter both inside and out Cut and edge grass Trim hedges and weed gardens Paint, fix or wash railings, steps, storm windows, screens and doors

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Clean out the gutters Wash the windows Tidy up the garage Paint, wash and fix garage doors and windows Touch up all interior paint Clean furnace and change filters Clean septic system Install carbon monoxide detectors

Seller | Why Use a Listing Specialist? SERVICES YOU NEED:

NINA

OTHERS

Exclusive Marketing Plan for the sale of your home

YES

Fully computerized and systemized

YES

Automated & customized follow-up throughout listing

YES

Full time, skilled personal transaction coordinator

YES

Advertise your home until sold

YES

Contract negotiation skills

YES

Press releases and custom mail-outs

YES

Mailing to 100‘s of your neighbors

YES

Mailing to 100‘s of my buyer network

YES

Award winning service, RE/MAX Executive Club

YES

Member local MLS service and advertising network

YES

On average, outperforming the competition 10-1

YES

Lender pre-qualification of prospective buyers

YES

Listing cancellation and update guarantees

YES

Bi-weekly communication—re: recent activity

YES

Bi-weekly marketing packages

YES

Agent to agent networking plus follow-up on buyers

YES

RE/MAX: Member of Nation's largest real estate network

YES

SOLD

YOUR RESULTS

Seller | Selling Process Proactive Marketing is the fundamental of a highly effective marketing campaign. The list below includes just some of the innovative marketing strategies I implement for every listing. It is my role to orchestrate the successful execution of each one of these steps: Merchandising Your Home One of the key factors to selling your home for more money is merchandising—making your home more appealing and inviting to the majority of potential Buyers. We‘ll work together to determine the level of merchandising your home may need.

have instant access to your property information, in addition to qualified buyers who are touring inside your home. First impressions are extremely important! Additionally, a wide variety of advertising will also be implemented to put your home in front of the largest group of potential buyers.

Online Presence, Photography & Video Buyers want to see what your home looks like before they decide to visit. They need visual images in order to imagine themselves living there. To enhance the exposure of your home, I create an online photo album (or virtual tour) and video of your home, showcasing all the best features, both inside and out. Detailed descriptions further catch a potential buyer‘s attention to your home.

Yard Sign With my company sign in your yard it is placed in a manner to draw attention to your home, direct potential buyers to my website and to provide easy access to my professional flyers. Networking My extensive network includes my database of contacts and qualified buyers, real estate investors, the agents within my local company and community, plus the thousands of agents I have a referral relationship with outside of our region. What better way to get your home sold!

Property Flyers & Advertising Colorful flyers using premium paper will be designed for your property and placed on a stand inside your home as well as a flyer box outside your home. This allows potential buyers that drive by to

Seller | Marketing Plan It is my objective to have as many qualified buyers as possible exposed to your property until it is SOLD. My marketing plan includes:  One, Two or Four-page color house flyers  Just Listed card to move-up buyers  Your home included in my monthly mailing to over 1500+ clients  Professional photography and video  Your home listed on my website  Your home listed on my company website  Your home listed on RE/MAX, Craigslist, Trulia, Zillow, Postlets, Redfin, Facebook,

YouTube, Homespotter, Homesnap, Hotpads, ninabjornstal.com, plus syndication on over 20+ other websites Additionally, we will communicate the results of our activities to you on a continual basis. We will assist you in obtaining the highest dollar value for your property by using the best possible methods of exposing your property to potential buyers in the market place.

Seller | Days on Market List to sales price ratio The term “days on market” has become so commonly used that you’ll hear not only real estate agents use it, but also buyers and sellers! “Days on Market” (DOM) refers to the amount of time a property has been available to buyers. Most Multiple Listing Services (the databases in which real estate agents warehouse property listings) calculate DOM and prominently display that information for members to see.

if a broker has a 98% list-to-sale ratio, a home originally listed for $500,000 would likely sell for $490,000. If a broker‘s ratio is only 92%, that same home would likely sell for $460,000. That‘s a $30,000 difference.

Important considerations: Be sure to ask for an broker‘s entire DOM averYour real estate broker can tell you average age—sometimes a broker‘s listings expire (Poor ―days on market‖ for homes of a particular type, marketing? Not enough marketing? Priced too price range, style, or geographic area. high?) and they will put the home back on the market again as a ―new‖ listing. This can give It is also important to note a broker‘s average you a false sense that the broker was doing their days on market for their listings. Why? The job, when in reality their listing sat on the marlower the broker‘s days-on-market number, the ket twice—and much longer than it should have. more quickly their listings sell. Brokers with Additionally, when asking about list-to-sale ratilow days-on-market numbers are generally more os, make certain that the broker shows you their tuned into the market; they have a more personal statistic based on original list price. aggressive marketing plan and a more accurate Sometimes there will be many price reductions pricing strategy. before a home finally sells—you want to know that your broker is pricing correctly from the The second number that is important when beginning and obtaining a high list-to-sell ratio, looking at brokers to list your home is the “list rather than obtaining a high ratio only after the to sales price ratio.” This is a percentage figpriced is reduced several times to where it ure, based on the original list price of the home, should have been in the first place. compared to the final sale price. As an example,

Seller | What happens when you receive an offer on your home? Once a buyer is interested in making an offer on your home, the buyer’s broker will prepare a “purchase and sale agreement” or real estate contract. This written document will lay out all the terms and conditions of the sale, as proposed by the buyer. Most states have a very ―buyer-friendly‖ contract process, meaning the buyer will have several opportunities to terminate the sale prior to closing. However, once the seller signs the contract, they typically do not have an opportunity to terminate the transaction.

Once an offer is written, the buyer‘s broker (also called the ―selling agent‖) will deliver this offer to your agent (the ―listing agent‖). Some selling brokers prefer to present their offer in person; others will deliver it via email or fax. Regardless of how the offer is received, you and your listing agent need to review the contract. Typically, your time limit for response is anywhere from several hours to several days; your agent can advise you as to whether the allotted time is reasonable for your market.

For this reason, it is critical that you clearly understand – and are in agreement with – the final terms of the contract.

When reviewing the offer, some of the key points you’ll want to consider are:                

Purchase price Financing or Cash Down payment amount or percentage Type of loan (conventional, FHA, VA, USDA) Closing cost requests Earnest money Inspection clauses Hazardous materials (asbestos, lead-based paint) Home sale contingency (as applicable) Sewer line Septic and drain field Well Title reviews Choice of escrow agent Closing date Buyer‘s possession date

Seller | What happens when you receive an offer on your home? As a seller, you have three options upon receipt of the offer. 1. Accept the offer as written. 2. Counter the offer on those terms and conditions which are not acceptable to you. 3. Do not respond to the offer. Acceptance of the offer—as written—puts buyer and seller in a position of ―mutual acceptance‖, and is the trigger for counting the days for the purposes of deadlines. A counteroffer from the seller to the buyer allows the buyer a specified period of time to accept the seller‘s offer, after which point the offer expires with no contractual obligation on the part of either the buyer or the seller. Upon receipt of a counteroffer from the seller, a buyer has the same options as those available to the seller when reviewing the original offer – acceptance of the offer as written, a counteroffer to the other party, or a decision not to respond to the offer. The number of counteroffers made between buyer and seller are limited only by the interest of the parties to continue to negotiate toward an agreement.

Not responding at all to an offer is always an option, although one not often seen. Typically a lack of response indicates a feeling on the seller‘s part that the offer is simply too low in price, or too unacceptable on some other term, to merit attention. Your broker should provide guidance as you review offers, and can assist you in determining if the terms and conditions offered are appropriate for your marketplace. Ultimately, with your broker‘s input, you will be in a position to determine the response to the buyer that will get your home sold on mutually agreeable terms. Once we have a mutually agreed-upon offer, I will touch base with you on a regular basis by phone or email to remind you of upcoming deadlines.

Seller | Showing Tips Here are some helpful tips for showing your home: 

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Keep pets out of the house. Either take them with you or keep them penned in the yard or garage. Put away items in the yard like garden tools, bicycles and toys. Make sure your home is well lit. Remove clutter from tables and shelves. Less clutter creates the illusion of a larger space. Keep money, prescription drugs, and other valuables out of view or lock them up. Add a ground up lemon to the garbage disposal to give the kitchen a fresh smell. Open shades and curtains to let in light. Keep radios and TV off—although

oftentimes soft music in the background is a nice touch.

Seller | Frequently Asked Questions Many sellers do not fully understand the sales process and the role of a real estate broker. Here are some of the most often asked questions agents receive from sellers. What is a “Listing Agreement”? A ―listing agreement‖ is a document which lays out the contractual terms between the seller and the broker who will be listing the property.

states have a required brochure or pamphlet which details the responsibilities of buyer‘s brokers, seller‘s brokers, and dual brokers. Sellers considering the use of a dual broker should pay particular attention to the difference in responsibilities when a broker acts as a Who pays the buyer’s broker? representative of both the buyer and the seller. The seller is responsible for paying the listing When you are working with a broker who is commission on the home—the listing office and acting as a dual agent, you have lost your strong broker then split that commission with the ―advocate‖ in the selling process. The practice buyer‘s broker and office. Commissions are typically paid only at closing, out of the proceeds of dual agency, when not performed correctly, is one of the leading causes of real estate litigation. of the sale of your home. What is a dual broker, and do you practice dual agency? ―Dual agency‖ refers to the practice of a single broker representing both the buyer and the seller during the real estate transaction. When a broker acts in a dual capacity, they owe the same fiduciary responsibility to both parties. Most

What type of information will my broker need from me? To do the best job for you, your broker will need the best information you can provide. This would include such things as:  your financial goals regarding the sale of your home

Seller | Frequently Asked Questions     

willingness to listen to your broker‘s advice flexibility in accepting terms and conditions preferred timing for a sale disclosure as to any defects the property may have details about the positive aspects of the home

Can’t I just sell my house by myself? Of course. Historically, many sellers have sold their homes as For Sale By Owners (FSBOs). Back in the day, buyers would get in their cars and drive around for hours on end to locate a property. With the advent of the internet, Multiple Listing Services (MLS‘s) and real estate websites are the ultimate source of property information. However, MLS sites are available only to the real estate agents who subscribe to them. Having your home listed by a real estate broker vastly increases your visibility in the marketplace. Statistically, 89% of homes which are sold each year are listed by a real estate broker via an MLS. What if a buyer approaches me directly? If your home is listed and a buyer contacts you directly, please refer them to me. I would be happy to show them your home. If they have

any interest in moving forward with an offer, I can them put them in the hands of a good broker who can help them prepare an offer. I’m torn between two brokers. Can more than one agent list my property? Possibly. If both brokers are licensed in the same office (and both brokers are amenable to a shared listing), your property could be ―colisted‖ by two brokers. It‘s rare – although possible – to have brokers licensed with competing companies It can be done. What if I am unhappy with my broker? Let your broker know that you‘re unhappy, and the reasons why. It may be a simple misunderstanding that can be corrected. If the issues are more substantial, or the relationship simply isn‘t the right ―fit‖, tell the agent you no longer wish to work with them and ask for your listing to be released. Don‘t let a less-than-perfect relationship keep you from finding another broker to work with. Buying and selling real estate are complex transactions, and it‘s important that you have a broker to represent your interests.

“You Deserve The Best!”

Real Estate Coverage Area I cover a wide territory that allows me the most variety of homes for my clients. Many are first time home buyers that would like to view a variety of home styles, sizes and neighborhoods. My knowledge of several areas allows me the flexibility to do so. Recently my Real Estate territory has included the following cities in north King County and Snohomish County: Shoreline, Edmonds, Lynnwood, Mill Creek, Bothell, Everett, Marysville, Kirkland, Juanita.

Our Communication Plan No two clients are the same, and I don’t expect everyone to like the same type of communication! Some buyers like to be communicated with daily, some weekly. Some via phone, some email, and some in person. When communicating with me, here‘s what each option looks like: My phone or text communication plan: We‘ll talk weekly (but also immediately if needed) when new listings come on the market (or have a price reduction). I‘ll also email you the listings and then give you a call so we can make a plan to see the listings that appeal to you. We‘ll text to confirm showings and appointments. My online communication plan: I will send you listings daily or weekly via email. You and I will communicate online about the ones you would be interested in looking at, and schedule an appointment to see them. My live communication plan: We‘ll meet on an as needed basis—or perhaps more often-- if something comes on the market that I think fits your criteria to a "T". We will discuss and I will show you a preview of the homes that meet your needs, then we will make a plan to go out and tour them. How would you like me to communicate with you? ___Daily ___Weekly ___Monthly ___Via text ___Via the phone ___Via email __In person

Client Testimonials WOW! AMAZING! FABULOUS! Nina is what every Realtor should be! What every home buyer or Seller needs for a ―painless‖ experience. She is most patient, thoughtful, honest and most knowledgeable. Nina helped our daughter buy her first home. The process was extremely long due to this market and trying to find a home she could afford and maintain! Nina never gave up on us and always had a smile and positive words! I would and DO recommend her highly to anyone needing help in the real estate world. Thank you Nina for your expertise and a very special friendship!

We bought in one of the most competitive markets at the most competitive time. Nina was patient, knowledgeable, and always kept us in the loop. Finally, by our TENTH offer, we got our dream home. By that time, Nina was no longer just our agent, she was our friend. She even came to our wedding! We would recommend Nina to anyone, over and over again (and we did, to our neighbor), and she told their home for them!

I would highly recommend Nina to anyone purchasing or selling a home. Nina kept in great contact with me and my wife through our home I've personally worked with hundreds of agents buying experience. She has a wonderful attitude over the years as a photographer, so when it and definitely makes her clients a number ONE came time to buy/sell a new home for our fami- priority. ly, my go-to was Nina. Nina is not just a great person to be around, Nina is a wonderful agent who is extremely pabut someone who you can trust to offer sound tient and knowledgeable about her business and guidance for one of the biggest financial/ the market trends. I worked with Nina for alstressful periods of your life. She‘s got a handle most 2 years as a buyer and she helped guide me on all the complicated negotiation things in the through every step of the process as a first time background, while somehow being the calmest homebuyer. I highly recommend Nina, and am most relaxed person in the room. grateful to have had such a positive experience Nina is a complete package, and we found with my first home purchase, and to have made that her previous home building experience was such a great friend in Nina! Thank you for eveextremely useful in our year-long new construc- rything Nina! tion project. She was a great resource for assisting with design studio meetings, guiding us in Nina is a great agent and a wonderful helpful how to avoid potential issues, and even just ran- person. She helped our daughter buy her first dom ‗what is this‘ questions that pop-up in con- house and was amazingly patient throughout the struction. One thing that also sets Nina apart is entire process. She has also helped friends buy a her great design background. new home. She took the time to get to know We were really impressed with her amazing our tastes and life style and is currently keeping binders when selling our house, complete with an eye out for further opportunities for us. beautifully designed multi-page handouts, postcards, and expert marketing approach. I haven‘t Always on time, always available, great to work seen another agent really take the time and care with and really knows the market and the area. that she does when selling a house. You really Nina‘s knowledge on home construction is an get that individual treatment, and it was effective asset. I would and do recommend her without - we sold our home in the first weekend along reservation. with a fantastic offer. Thank you Nina for such a great experience!

Seller | Cancellation Guarantee I guarantee to let you cancel your listing agreement at ANY time, prior to accepting a purchase offer on your home, if you feel I have not done my job as outlined in the listing agreement. The benefits to you are:  You do not have to worry about getting into a long term commitment if you are not 100% satisfied with the service I provide.  You do not have to worry about lengthy broker protection periods if you decide to cancel the listing agreement. These periods may last from 30-180 days, restricting your ability to sell your home unless it is re-listed with a broker.  You do not have to pay any costly ―cancellation fee.‖ This fee may cost you hundreds, even thousands of dollars and reduce your net proceeds when your home does sell.

I MAKE LISTING YOUR HOME RISK FREE! My responsibility to you: I am 100% committed to providing the highest level of service in the real estate industry. My success depends upon this commitment to serve your needs and continue growing my business. _______________________________ Nina Bjornstal

_______________________________ Sellers

Thank3 You Thank you for taking the time to preview my When you decide to hire my services, please qualifications and how I work as your keep this handbook with all your important real broker. estate documents. This informational handbook was prepared for you to answer any questions you may have about the selling process. I recognize that selling a home is one of the most important decisions you will ever make. Therefore, I treat our relationship with the utmost care and respect.

If you have any questions about selling a home or would like me to be your broker, please give me a call at 206.730.0962. I want your home selling experience to be as easy and enjoyable as possible. I look forward to working with you in the near future.

Nina Bjornstal represents: RE/MAX Town Center 15117 Main Street B106 | Mill Creek WA 98012 Cell: 206.730.0962 | Office: 425.224.8400 nina@ninabjornstal.com ninabjornstal.com nina.viewseattlehomelistings.com facebook.com/ninabjornstalrealestate twitter.com/ninabjornstal pinterest.com/ninabjornstal youtube.com/user/ninabjornstal linkedin.com/in/nina-bjornstal-121736 Issuu.com/ninabjornstal