Alina Gibbs - Listing Presentation

DISCOVER A HIGHER STANDARD OF MARKETING EXCELLENCE WITH ALINA GIBBS

A PREVIEW OF

ALINA GIBBS

Luxury Real Estate Professional

MEET ALINA GIBBS

Alina Gibbs is an experienced real estate professional with over a decade of experience in the industry. As a top 100 real estate agent in America, representing the top 1% of all national REALTORS, Alina has built a reputation for excellence in the luxury real estate market of Austin, Texas.

Her international network is vast, extending across various industries, including technology, economics, finance, design, and more. With her extensive experience working with private and governmental companies in multiple countries, she brings a unique perspective to the real estate industry.

Alina's academic background includes a bachelor's degree in international economics and a master's degree in business administration. Her expertise in complex real estate transactions, both residential and commercial, makes her an asset to her clients. With fluency in Korean, English, and Russian, she has the added advantage of being able to communicate with clients from diverse backgrounds.

Alina's clients value her personalized approach to service, as she goes above and beyond to ensure their every need is met. Her

professionalism, loyalty, and integrity are qualities that are often praised by her clients. Her enthusiasm and dedication to her clients are unmatched, and she brings a level of care and commitment that is second to none. Whether it's finding the perfect luxury home or investment property, she works tirelessly to exceed her client's expectations and provide them with an unforgettable experience. Her unwavering commitment to her clients has led to a total sales volume exceeding $100 million.

Her professionalism, loyalty, and integrity are qualities that are often praised by her clients.

WHY YOU SHOULD HIRE ALINA GIBBS

The most important decision you can make when you are selling a luxury home is to find the right real estate professional. You need someone with experience and someone who is dedicated to looking out for YOUR best interest.

Alina Gibbs is an energetic, passionate, driven woman who thrives on going the extra mile. Her commitment to excellence extends beyond her work, as she is also a host and real estate expert on the Emmy-nominated American Dream TV show. On the show, Alina showcases real estate and interesting people in Austin, highlighting their lifestyles and businesses.

As GUILD certified luxury home marketing specialist, Alina is committed stay on top of the latest trends in local market. She also focuses on areas of specific concern for her clients, including upcoming local events and any news impacting the well-being the of community as a whole.

• Over 10 years of committed service in real estate

• Top 100 real estate agent in America, representing the top 1% of all national Realtors

• Total Sales Volume $100 million

• Host of the American Dream TV selling Austin

• Certified Luxury Supreme Auction

• Roxio – International MLS and Global Real Estate Network

• GUILD Designee – Certified Luxury Home Marketing Specialist

• Access to OWL – Online Wealth Lookup

• Access to WE - WealthEngine

• Bachelor's degree in International Economics

• Master's degree in Business Administration

• Tri-lingual: English, Korean, Russian

FULL-SERVICE LUXURY REAL ESTATE

When you hire Alina Gibbs, she will become your home’s:

MARKETING MANAGER

• Develop and implement a customized marketing plan

• Determine the best price in line with market forces

• Showcase your property with the finest marketing

• Maintain constant communication so you stay informed

LIAISON MANAGER

• Introduce new buyers to your property

• Pre-qualify the buyers to avoid time wasters

• Provide you with timely updates on viewings and feedback

NEGOTIATOR

• Present and negotiate with potential buyers on your behalf

• Advise you on the merits of each offer

• Keep your best interests as first priority

CLOSING MANAGER

• Provide information to the buyer in a timely manner

• Accept only certified bank drafts

• Liaise with your lawyer/notary and deliver the necessary documentation

• Facilitate answers, resolve any issues during the closing process, and ensure the process is completed seamlessly

CONCIERGE

• Recommend and provide you with experts, including legal advisors, insurance experts, builders, landscapers, interior designers, rental experts, home stagers, painters, handymen, home inspectors, and moving services

KIND WORDS FROM MY CLIENTS

Alina was excellent to work with. She provides expert knowledge of the market and will help you price your house correctly to draw offers. She helped me and my wife sell our house in less than one week on the market. Alina will answer all your questions and return your calls or messages any day of the week. Alina is a true professional who is energetic, responsive, and really works for her clients. The best Realtor I have ever worked with. I would strongly recommend her to my friends and family.

— RICHARD AARON

Alina was awesome. She was engaging, accountable, and ensured my wife and I were abreast of each step of the selling process. I liked that she was personal and accessible. It did not matter the time or day — she responded promptly and if she did not have an answer, she would research the question. By far one of the best Realtors in Texas. She is currently helping me with selling my property in Missouri. Another characteristic of Alina is that she definitely goes above and beyond. Thank you for your friendship and diligent work.

— HECTOR MONTEMAYER

Alina exceeded our expectations by providing us with exceptional and luxurious treatment, starting from the initial consultation to well after the closing. Her expertise extends to having an intimate knowledge of the areas she serves, and she knows how to highlight the distinctive characteristics of each neighborhood. Alina personally oversees every aspect of the listing, showing, and closing process, which is a testament to her dedication to providing exceptional service. In a market where it can be difficult to find reliable and highquality contractors to prepare your home for showings, Alina has an extensive and loyal network of contractors who prioritize her clients. We had an outstanding experience working with Alina, and we are deeply grateful for her expertise and commitment to our needs.

— EVGENY VOROBYEV

Alina Gibbs was very knowledgeable and patient with us regarding selling our homes. Given the circumstances, she was exactly who was needed to complete the process and we appreciate her for working with us. I definitely would recommend her for selling your first home. My family and I were so happy to have her during this and if we ever needed to do this again, she would be our first recommendation.

— REUBEN McCLAIN

THE KELLER WILLIAMS ADVANTAGE

Keller Williams was founded in Austin in 1983 on one simple premise: buyers and sellers deserve the very best professional service for their real estate needs. Our emphasis on customer service has been a major factor in our continued growth.

KNOWLEDGE

Keller Williams’ real estate and marketing knowledge is power for buyers and sellers. Daily market research and information updates gives us the current knowledge needed to help our buyers make a sound decision. We understand the factors that contribute to a successful marketing program and will make certain that these factors work to our sellers’ best interests. Keller Williams’ expertise is a force that the public has come to count on for successful real estate transactions.

SERVICE

Commitment to service has made Keller Williams a sophisticated brokerage company that is committed to our clients’ and customers’ real estate needs. We listen to the special requirements of our buyers and sellers and then work tirelessly to fulfill them. Our ability to deliver quality service is reflected in the list of major corporations, including many Fortune 500 firms who have chosen Keller Williams to handle their relocation requirements. Our service is guided by a willingness to provide personal attention to

each and every client and customer. The success of Keller Williams is a reflection of the responsive and courteous service

PROFESSIONAL

When we commit to a real estate transaction, our work is supported by a dynamic program of market research and training. The creative and attentive handling of the many details is the cornerstone of our professional service. The key to our professionalism is our large team of seasoned sales associates, ready to meet any challenge. Our depth of expertise assures that our customers and clients will have the very best in professional representation.

IMAGE

From the moment we begin working with a customer, our professional image goes to work for them. First, the real estate community enjoys doing business with us because they recognize Keller Williams as a top professional company. This strong reputation in the real estate industry creates a cooperative atmosphere that improves a client’s ability to transact business.

MARKET SHARE UNITS $1M+

TEN STEPS TO SELLING YOUR HOME

DEFINE YOUR GOALS SHOW THE HOME SELECT A REAL ESTATE PROFESSIONAL ASK FOR FEEDBACK

PRICE YOUR PROPERTY

NEGOTIATE THE OFFER

PREPARE YOUR HOME REMOVE CONTINGENCIES

MARKET THE HOME CLOSE THE DEAL

DEFINE YOUR GOALS

DETERMINE WHY YOU ARE SELLING

Before you start to think about all the things that need to be done, take some time to figure out why you are selling and clearly define your goals. Everyone has different reasons for selling as you start to go through this process of discovery, focus on what is important to you and your family, as this will help streamline the process.

Important questions to ask yourself:

• Is there a timeline?

• Are you relocating?

• Are you looking for a bigger home or looking to downsize?

• Looking for a different neighborhood? More city, more suburban?

• Looking for different amenities?

• Are financial considerations relevant?

Important considerations:

• Do you understand the associated costs?

• Is this the right time for you to sell?

• What are the present market conditions and the implications to your sale?

• Does your home’s equity give you an advantage?

Recognize that every market is different and the selling process can be a sprint or a marathon ensure you are prepared for both.

SIGNING A LISTING AGREEMENT

A listing agreement is a contract between you and your real estate professional. It is an agreement that says the agent has the right to list, advertise, and handle the sale of your house. It is important to understand the terms of agreement because you will be bound by them — forming an obligation of time and commitment of responsibilities.

KEY FACTORS

• Commission. The amount you’ll pay your agent.

• Exclusive right to sell. This gives your agent the right to sell your property.

• Duration. The amount of time the listing agreement is in effect.

• Protection clause. A clause that protects the agent or broker after the date, preventing you from avoiding payment to your agent should you find a buyer while under contract.

• Duties. The agreement lays out the activities the agent is authorized to conduct on your behalf.

• Representations. The agreement may also require you to verify certain legalities and facts about your home.

• Dispute resolution. Specifies how you will handle disputes that cannot be worked out informally.

SELECT A REAL ESTATE PROFESSIONAL

COMMITMENT AND DEDICATION

It is important to work with a real estate professional who is not only committed to working with you, but who is also dedicated to getting your home sold in the shortest time for the most amount of money. Your real estate professional should guide you through the entire process – consider their knowledge, experience, and expertise. Check their track record of working with sellers, from listing a home, negotiating the price, helping with financial solutions, understanding the local market, property types and property values, to their knowledge of the transaction process.

RESPONSIBILITIES

Educating you about the selling agency and professional responsibilities including complete disclosure, loyalty, confidentiality, compliance, and accountability.

UNDERSTANDING YOUR REQUIREMENTS

Taking the time to understand the priority of your requirements –price, timeline, relocating – even if they change.

MARKETING YOUR HOME

Providing a sophisticated marketing strategy that ensures the maximum exposure of your home to the right buyers. Keeping you up-to-date with current market trends, neighborhood fluctuations, new sales, and listings. Selling is all about having the right knowledge at your fingertips.

PREPARING AND SHOWING THE HOME

Preparing your home to match buyer expectations, arranging the right showings, and recommending relevant experts.

CONSULTATION AND NEGOTIATION

Providing consultation when offers come to purchase your home. Negotiating the best possible price and terms for you, finding homerelated service providers, and taking care of all the documentation details.

CLOSING

Keeping you fully informed about all activities that lead to the transaction closing.

PRICE YOUR PROPERTY

Now that you have selected your real estate professional, two things need to be done:

1. Choose a Title Company — You need a clear title for the home before you can put it on the market.

2. Price the Property— Price sets “the opinion of value” when selling your home. Price it too high against comparable properties, and your home may not sell. Price it too low, and you may not achieve the true value of your home.

FAIR MARKET VALUE IS INFLUENCED BY:

• Location

• Condition and its unique features

• Buyer demand

• Prices of similar properties on the market

• Recent sales

• Availability for financing

THE HIDDEN INFLUENCE

Always make sure you highlight the positives and negatives of your home to your real estate professional, as these nuances can be turned into an advantage if known in advance. Remember, no one knows your home and its location like you do

PREPARE YOUR HOME

Every seller wants to sell their home quickly and every buyer wants to believe the home they are looking at is the “right one.” As we prepare the home for sale, here are a few things to keep in mind. As your real estate professional, I will advise you based on my experience and your needs the proper preparation needed for your home.

LEVEL 1: THE BASICS

• De-clutter. If it is not needed, remove it and put it in storage. Pack up the knick-knacks. Keep the counters clean.

• De-personalize. Remove photographs and memorabilia. Remember this is going to be a fresh start for someone else and you want them to be able to visualize making their own memories there.

• Deep cleaning. Clean the home inside and out, including inside the cupboards and the grout in the bathrooms. Remove spider webs, dust bunnies, wash the windows, dust the furniture, clean the carpets, vacuum, etc. Don’t forget about the outside!

LEVEL 2: BEYOND THE BASICS

• Painting walls. Think neutral colors. If you have off-beat colors, bring them back to a more neutral color, as it will allow the buyer to visualize a clean slate.

• Change room decorations and themes. Do you have a junglethemed room? Or an all-pink or blue kid’s room? For now, redecorate and keep it simple.

• Minor repairs. These repairs are not supposed to break the bank. If it’s a cheap and easy fix, then fix it. Repair squeaky doors, holes in walls, leaking faucets, broken cabinet doors, and anything else that could deter buyers.

LEVEL 3: WAY BEYOND THE BASICS

• Major renovations. Haven’t replaced that roof in 20+ years? Need to replace the carpet? Want to add better flooring? Remodel the bathroom? These more expensive repairs will add value to your home and are projects worth considering.

• Other repairs. With these larger repairs, it is important to understand that any work you put into the home should add value to the final sale price; if not, it’s not worth it.

HELPFUL TIPS

• Think of this process as a head start to packing.

• Even though some repairs seem minor, they become a major factor in determining whether the buyer will actually buy.

• Pay particular attention to smell: odors are a complete turn-off.

• Don’t forget about the outside as this is the first impression.

• Scrutinize the home. If you were a buyer would you want to buy this home? You have lived here and you know all the pros and cons. Highlight the pros and help eliminate the cons.

MAXIMIZING EXPOSURE

As a luxury real estate professional, I have found the best way to sell a home is through partnership and teamwork — combining the understanding of your requirements and goals with my knowledge, expertise, effective marketing strategies, and extensive resources. Together we will:

• Prepare for the “Window of Opportunity”

• Leverage the attributes of your location

• Prepare and present your home ready for sale

• Highlight your home’s features through professional photography

• Showcase your home to the market through professional and strategic marketing

• Maximize exposure through my extensive network

• Leverage the brokerage’s reputation and recognition

• Maintain cooperation and communication

• Promote your home locally, nationally, and internationally

• Maximize your home’s exposure on the web

• Prepare your home so that it is always ready to be shown to potential buyers

• Review the market analysis of your home — feedback is essential to know the perceived value and potential for negotiation

• Finalize your sale

• Find your next dream home

THE WINDOW OF OPPORTUNITY

The “Window of Opportunity” is the period in which your home will receive its maximum exposure — typically when it is new on the market. In order to capitalize on this window, it is crucial that your home is ready for sale: priced at Fair Market Value, prepared to showcase its features and attributes, and a marketing strategy is implemented to further increase exposure.

MAKING THE MOST OF INITIAL INTEREST

A CTIVITY (Amount of Interest )

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TIMEONMARKET (Weeks)

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MARKET THE HOME

Each home has its own unique story to tell, and the marketing should reflect that. Take time to sit down with your real estate professional to discuss the correct marketing plan to successfully market the home. A comprehensive and customized marketing strategy will compliment the time, money, and energy that you have invested in your home.

PHOTOGRAPHY

A key element to all marketing is the right photography. Your home has five seconds to impress and grab attention. The right photography can give you an extra 20 seconds and a great photo can evoke emotion. This is where they fall in love first. Skilled professionals know how to use composition, color, and lighting to enhance the subject.

PRINT MEDIA

Tangible resources such as yard signs, directional signage, postcards, and property brochures are great options to draw buyers in to visit the home.

DIGITAL EXPOSURE

Your online footprint gives prospective buyers 24/7 access to your listing. It is also the quickest way to get your home exposed locally, nationally, and internationally.

NETWORKING AND REFERRALS

Real estate professionals will utilize their network and referral systems to create additional sources of potential buyers. Networking with other local, national, and international relocation experts creates a larger database. Local advertising, word-of-mouth, and open houses create referrals from local homeowners, who are the biggest advocates for having their friends and family move into their neighborhood.

PROFESSIONAL AND STRATEGIC MARKETING

Sophisticated and professionally prepared marketing is essential to maximizing your home’s exposure and requires more than just listing the property for sale on the internet and multiple listing service. It needs to be a carefully prepared, strategically implemented plan. Your home must become a highly prized item — launched on the market with maximum impact to create the right exposure and reach the right buyers.

OUTDOOR SIGNAGE

The trusted yard sign is the #1 way to show your home is for sale. It is fast, effective, and easy to spot. Directional signs help guide people to the home.

PUBLIC AND PRIVATE SHOWINGS

Broker tours and open houses are ways that other real estate agents see your home and recommend it to their potential buyers. This is why preparing the home is so important — sometimes real estate agents are more particular than buyers.

LUXURY ADVERTISING

For luxury homes, local advertising is not sufficient — these unique often specialist appreciated homes need exposure to the elite and discerning. We showcase your home to these affluent buyers through publications such as The Wall Street Journal, Unique Homes, DuPont Registry, Ocean Homes, and James Edition.

CLHMS DESIGNATION AND MEMBERSHIP

Working with an agent who is fully certified in luxury marketing is critical as you look to maximize the exposure of your home. Knowledge, expertise, and access to a unique and targeted network is second to none.

GLOBAL REACH

With 95% of buyers looking for homes online, it’s important for your home to have a professional web presence. Listing your home on various real estate websites allows for maximum exposure across the world.

VIRTUAL TOURS/VIDEO MARKETING

Using current technology helps showcase the true essence of your property and its environment. 3D virtual tours, floor plans, and property websites all provide a realistic experience.

SOCIAL MEDIA

Marketing your home across various social media platforms is a powerful way to instantly expose your home to an extremely large pool of potential buyers.

PROFESSIONAL PRINTING AND DIRECT MAIL

The power of showcasing your home and its unique features through professional photography and sophisticated marketing materials is crucial to setting your home a part from the competition. Promotional materials that feature your home and mailed to your neighbors, potential buyers, and other real estate professionals is one of the most powerful ways to spread the message that your home is for sale.

Your neighbors will be first to tell their friends and family about your home — they already love their community so they are your biggest advocates. Also, knowing where the potential buyers are locally is powerful — after all, 78% of homeowners purchase within close proximity to their present home.

24/7 WEB EXPOSURE

With 95% of home buyers beginning their search on the internet, we want to ensure that your home will receive maximum online exposure. As part of my marketing plan, your home will receive unparalleled exposure among consumers and real estate professionals across the globe through my extensive online partnerships.

SILVER LEVEL MARKETING SERVICE

Conduct a marketing consultation meeting and provide staging recommendations

Create a “property positioning statement” to help identify target prospect groups

Professional photography

Standard services including MLS listing, installing a lockbox (if appropriate), yard signage, brochure box, and comprehensive internet exposure

Create a full color, high quality property brochure and a room-by-room showing guide

Create a digital property brochure and/or property web site

Create and distribute “Just Listed” materials to surrounding homes, targeted prospects

Host a “broker open house” event for area luxury agents

Showings by lockbox or a team member

Periodic reports on market activity and follow-up reports on showings

GOLD LEVEL MARKETING SERVICE

Conduct a marketing consultation meeting and provide staging recommendations

Create a “property positioning statement” to help identify target prospect groups

Professional photography

Standard services including MLS listing, installing a lockbox (if appropriate), yard signage, brochure box, and comprehensive internet exposure

Create a full color, high quality property brochure and a room-by-room showing guide

Create a digital property brochure and/or property web site

Create and distribute “Just Listed” materials to surrounding homes, targeted prospects

Host a “broker open house” event for area luxury agents

Showings by lockbox or a team member

Periodic reports on market activity and follow-up reports on showings

Drone and/or videography images

One hour consultation with a professional stager

Creation and distribution of mini-brochure cards to targeted audience(s)

Creation of a hard bound property presentation book for the home

Coordination of “sale ready” seller-paid initiative to maximize property marketability (to include: pre-appraisal, preinspection, execution of needed repairs)

Showings personally accompanied

Direct mail campaigns to targeted prospect groups

Advertising in targeted print/digital media

Social media advertising campaigns

PLATINUM LEVEL MARKETING SERVICE

Conduct a marketing consultation meeting and provide staging recommendations

Create a “property positioning statement” to help identify target prospect groups

Professional photography

Standard services including MLS listing, installing a lockbox (if appropriate), yard signage, brochure box, and comprehensive internet exposure

Create a full color, high quality property brochure and a room-byroom showing guide

Create a digital property brochure and/or property web site

Create and distribute “Just Listed” materials to surrounding homes, targeted prospects

Host a “broker open house” event for area luxury agents

Showings by lockbox or a team member

Periodic reports on market activity and follow-up reports on showings

Drone and/or videography images

One hour consultation with a professional stager

Creation and distribution of mini-brochure cards to a targeted audience(s)

Creation of a hard bound property presentation book for the home

Coordination of “sale ready” seller-paid initiative to maximize property marketability (to include: pre-appraisal, pre-inspection, execution of needed repairs)

Showings personally accompanied

Direct mail campaigns to targeted prospect groups

Advertising in targeted print/digital media

Social media advertising campaigns

Provide buyer’s home warranty

Additional direct mail campaigns to targeted prospect groups

Additional advertising in targeted print/digital media

Video/mini-movie production and distribution

Coordination of VIP event (real estate soiree) or location experience for targeted prospects

Incentive offered to selling agent/firm

LUXURY MARKETING CHECKLIST

PRESENTATION/PREPARATION

Staging Consultation

De-cluttering/Physical Staging/Virtual

Staging

Pre-listing Appraisal (if needed)

Pre-listing Inspection/Repairs/Disclosures

IMAGERY

Photography

— Main photographs (share the "story" you'd like your photographer to capture)

Any special "hero" shots to be scheduled

Videography

Aerial Photography/Videography

Organize/cull photographs to showcase the property’s most important features

BUILDING THE STORY

Identify the lifestyle(s) that the property represents

Identify special/unique features of the property

Identify the likely Buyer prospect group(s)

Determine whether the “Principle of Sacrifice” is needed to overcome a negative that cannot be changed

Write creative marketing copy (hire a professional if needed)

MARKETING + ADVERTISING

Print/Design Advertising

Identify local and/or niche advertising opportunities

Upload to ProxioPro for distribution to www.WorldProperties.com

Consider national distribution (i.e. Wall Street Journal, Mansion Global, Unique Homes, Robb Report, etc.)

Direct Mail Campaign(s)

Immediate Neighborhood

Neighborhoods likely for move-up or move-down Buyers

Targeted prospect groups (use WE Prospecting to generate mailing list[s])

Social Media Marketing

Upload to The Institute Network

“Promote Your Listings” subgroup

Upload to your social media accounts

Upload video to your YouTube account

Double check for accurate internet propagation

MARKETING COLLATERAL

Brochures

Mini-Brochures

Just Listed Postcards

Presentation Book

Showing Guide

Property Website

Yard Signs (luxury-specific if appropriate)

OTHER IDEAS

Luxury Broker’s Open House

Decorator Boards

Mini-Movie

Real Estate Soiree

Restoration Open House (for homes that need remodeling)

SHOW THE HOME

Sellers place a lot of pressure on themselves when showing potential buyers their property. Here are a few things to keep in mind to generate the best first impression and increase your chances of receiving those all-important offers.

LET YOUR AGENT HANDLE IT

A potential buyer is less likely to voice any concerns in front of you. Give them the space to explore and scrutinize. Your real estate professional is your ally; let them handle any buyer-related issues.

BE FLEXIBLE

Many home buyers are on a tight schedule, just like the rest of us. Continue to be flexible, especially if you are still living in the home.

CLIMATE CONTROL

Make sure the inside temperature of the home is comfortable. You want buyers to feel at ease and not rush the process because they are too hot or too cold.

LIGHT THE WAY

The home should feel open, bright, and welcoming. Turn on the lights and open the curtains – this will allow the buyers to see the true value of the home.

ANIMAL CARE

A pet-friendly home is a great selling point. However, if potential buyers are not animal friendly you don’t want your pet(s) to be a distraction. Remove them from the home temporarily or place them in a contained space.

QUICK CLEAN

During the selling process, it is imperative to always keep the home clean. Wipe down counters, vacuum daily, and make sure all clutter is cleaned up. TIP: keep a box for personal items — when not in use keep them in a closet or drawer.

COMMUNICATE WITH YOUR REAL ESTATE PROFESSIONAL

If there are special aspects to the home that you want to be featured and recognized during the viewing of the home, make sure to communicate that clearly to your real estate professional.

THE "SHOW HOME" READY CHECKLIST

IF YOU HAVE TEN MINUTES:

Make the beds

Grab a basket/box and put all personal items in there and store it in the back of your car

Empty the garbage

Make sure the towels in the bathroom are clean, straightened, and they match

Put down the toilet lids

Wipe down all counter tops and sinks

Turn on all the lights in the house

Adjust the thermostat to a comfortable temperature

Make sure the home smells good

YOU HAVE ONE HOUR:

Do everything on the ten minute list, PLUS:

Vacuum all carpeted areas

Sweep all surfaces

Clean all mirrors

Clean and wipe down the toilets

Clear kitchen counters and wipe down

Laundry should be clean and put away

Sweep the front doorway and shake out the mat

ASK FOR FEEDBACK

It is never easy hearing negative remarks about your home, but knowing is half the battle. The information provided could be helpful for the next showing; it will also show the buyer that you value their opinion. Following an open house or buyer showing, talk with your real estate professional to measure your home’s reception and consider recommendations.

REVIEW:

• Are you getting a steady stream of people to open houses and broker opens? What is the typical number for comparable homes?

• Find out what feedback was given to your real estate professional. Use this feedback to enhance your home’s presentation for future showings.

• Could your home use an incentive to entice more buyers to come for a look?

• If necessary, discuss with your real estate professional what other marketing strategies you can utilize to attract more buyers.

• It is important to keep things in perspective following an open house or a buyer showing. Remember, home shoppers need time to process what they have seen and maybe time to look around at other homes before making such a big decision.

• Be patient. Be open to feedback and continue to maintain an open dialogue with your real estate professional.

NEGOTIATE THE OFFER

Perhaps the most complex moment in the sales process comes when you get an offer on the home. There are many components to an offer and your real estate professional will explain the entire process so that you are comfortable with all the steps involved.

An offer can be drafted with or without conditions. An offer without conditions is known as a firm or subject-free offer. An offer with conditions is known as a conditional offer, once the conditions are satisfied, the buyer or seller will be obligated to purchase or sell the property. If the conditions are not met then the buyer or seller is not obligated to purchase or sell the property.

POINTS TO CONSIDER IN YOUR NEGOTIATIONS:

• The comparative condition of your home

• Length of time on the market

• Buyer vs seller activity

• Location

• Your urgency to sell

You can reject or accept the initial offer. If you agree to some points of the offer but not others, you would submit a counter offer. The counter offer may differ from the original offer in respect to price, conditions, closing date, and the like. Offers can be countered back and forth until one party accepts or rejects the offer, ending the negotiations altogether.

Once an offer on a property has been made by a buyer and accepted by the seller, they enter into a legal contract known as a Purchase and Sale Agreement. This document outlines the specific terms and conditions of the transaction and is acknowledged by both parties by the signing of the document.

REMOVE CONTINGENCIES

Once both parties accept the sales contract and its contingencies they will start to work towards removing these conditions and set a specific time frame to do so.

Your real estate professional will advise you on what contingencies you can remove based on the results once the appropriate due diligence has been completed. Ideally, both parties should have been able to negotiate a reasonable time to remove these conditions.

It is important to understand the options available to you should one of the conditions you are responsible for not be removable prior to the contract date. This does not automatically mean that the ‘deal is dead’ – having a real estate professional who is a good negotiator and will work with the buyer’s agent to find a solution is key.

Equally, conditions that the buyer needs to address can also be provided with extensions – this is the seller’s choice.

An experienced real estate professional will advise you on the right course of action based on their knowledge and experience.

Once both parties are satisfied and wish to commit to the purchase and sale of your home, a contingency removal document will be prepared for both parties to sign.

CLOSE THE DEAL

After all the contingencies have been removed, it becomes the responsibility of the legal and financial institutions to prepare all the necessary paperwork. Should there be any issues your real estate professional will contact you.

Contact your Escrow Company and provide them with instructions on how you would like the funds deposited from the sale.

At closing, you will sign all your legal documents, including paperwork related to the transfer of ownership. There is usually a representative from the Escrow Company to facilitate the exchange.

When closing is finished, you should not only be prepared to hand over the keys, but any copies of documentation that relates to the property and its amenities. You will receive a copy of the documentation you signed together with a statement of costs. At the end of closing, the deed will be taken and recorded at the county clerk’s office.

MOVING OUT CHECKLIST

Even if you are hiring professionals to move you out there are still important considerations:

Notify current utility companies. Advise of your new address, shut-off and connection dates, and if necessary, moving equipment:

Electric

Water/Sewage

Trash

Gas

Phone

Cable/Satellite

Internet

Insurance — transfer homeowners insurance to new home

File change of address with the postal service (start and end dates)

Notify DMV of your new address — driver’s license, registration tags

Notify your bank and credit card companies of your move (and that you will be making purchases if you are moving to a new area)

Update voter registration

Updated medical records — notify doctors, dentists, and pharmacists

Update employer records

Notify children’s school and activities of your move

Cancel local memberships if you're moving out of the area

Return things you have borrowed

Hire housekeeping and landscaping services to ensure the home is clean before the new owners arrive

Send out “Just Moved” cards to notify family and friends of your new address

COMMON HOME SELLER MISTAKES

• Not Hiring a Professional – You need the expertise of a real estate professional. Sellers who try to sell their home themselves end up taking longer to sell and for far less than those who work with an agent.

• Not Pricing Your Home Correctly – Overpricing or underpricing your home can be a costly mistake. It is critical to review comparables and know the market to know what price your home needs to be set at.

• Neglecting Necessary Repairs – It will always cost you less to fix things ahead of time, rather than having buyers request that you fix it through their vendor of choice, which can get costly.

• Not De-cluttering – Clutter eats equity and kills deals. One of the least expensive improvements you can make to your home is to de-clutter and create a sense of space throughout the home.

• Getting in the Way of Negotiating – Too many sellers take negotiating personally and lose out on creating a win-win deal. Remember, this is a business transaction.

• Failing to Complete a Full Set of Disclosures Prior to Closing

– Be upfront about any of your home’s issues; this will save you money and time, especially if the buyers discover the problem themselves.

• Overlooking Fees and Extra Expenses at Closing – Request a list of fees and expenses before closing. Review these with your real estate professional and discuss these ahead of time.

• Not Hiring a Professional Photographer – More than 94% of all buyers start their home search online - make sure you and your real estate professional make your home dazzle with great photographs. You don’t get a second chance at a first impression.

• Not Trusting and Communicating with Your Real Estate Professional – They are your biggest ally. Trust them to be the expert and guide you through this process. Be as open and honest as you can and allow them to do their job; they are here for you.

FAQ'S

WHEN IS THE BEST TIME TO SELL?

When you are ready. Every real estate market is different; therefore, the best time to sell a home will differ from community to community. Don’t wait for perfect conditions to sell – they don’t exist.

HOW DO I CHOOSE A REAL ESTATE PROFESSIONAL?

Think of the process as equivalent to giving a job interview. Do they know your local market? Price points? Types of homes? What is their track record for sales in your community? Can they provide testimonials? Ask for references!

HOW LONG DOES THE LISTING AGREEMENT LAST?

Every real estate professional will have a preferred length. One thing to keep in mind when asking about the length of a listing agreement is the average days on the market. If the average days on the market in your local real estate are 75, a 90-day listing agreement may not be enough.

HOW MUCH COMMISSION SHOULD I PAY?

Commission is negotiable, period. The saying, “you get what you pay for” is true when it comes to real estate as well. Choosing a real estate professional based solely on the fact they offer the lowest commission amount is a mistake made by home sellers when selecting an agent to sell their home.

CAN I GET OUT OF A DEAL IF I DECIDE IT ISN'T RIGHT FOR ME?

Don’t be afraid to back out of a deal; you have never gone too far until the contingencies have been removed.