The Home Selling Process | Lynne Joyce

The Home Selling Process

I would be honored to put my 18 years of real estate sales experience, all with Tate & Foss Sotheby’s International Realty, to work for you. I have the expertise and professional touch you deserve as a Seller in this competitive market.

I have built my career on cultivating relationships and connecting people to achieve great results. With a strong background in market research and client services, I believe that one of my greatest strengths is asking the right questions, listening carefully and understanding what is truly important to you. I thrive on finding solutions to rise above any challenge encountered along the way.

I have an ‘Energy Smart’ designation and appreciate the importance of efficient home design and construction, possessing the valuable experience of collaborating with architects, builders and subcontractors.

From beach houses in Rye to condominiums in downtown Portsmouth, and luxury homes at New Castle’s Wentworth By-the-Sea to shingle-style residences on Kittery Point’s Gerrish Island, I am well versed on Seacoast properties and lifestyles

Lynne Joyce

Associate Broker NH & ME

603.591.8489 | ljoyce@tateandfoss.com

www.lynnejoyce.com

Client Reviews

A well-respected associate recommended Lynne very highly and, after interviewing several agents, I hired her to sell my home. I was amazed when, she quickly had qualified buyers lined up and it was under solid agreement. Lynne handled every aspect of the process with the utmost professionalism. From her marketing expertise, respect in the way she showed the property, to the details and legal aspects of the closing.

Lynne represented us first as buyers for our new home in Rye and then as sellers on our prior home in Brentwood. She is extremely knowledgeable in all aspects of real estate transactions, was able to provide spot-on counsel in regards to pricing, offers, contingencies and the details of home inspection reports and responses. She is smart as a whip, always upbeat, and has a great sense of humor as well.

Why List with Me?

BRAND POWER

Our sales associates and partners contribute to our success every day. We are an exceptionally experienced team of highly qualified advisors who go above and beyond to achieve our clients’ real estate goals. As Sotheby’s International Realty affiliates, we are members of the only true, worldwide real estate network. Thousands of broker-to-broker referrals are processed and important relationships nurtured every year to better serve our sophisticated clientele.

MARKETING

Sotheby’s International Realty has an extraordinary global marketing plan to provide the best exposure for our listings. This includes partnerships with leading media such as the Wall Street Journal, New York Times and Architectural Digest. With an outstanding brand, a robust marketing plan and strong network, we have unparalleled reach to qualified Buyers. Our sales associates tailor their property marketing plans to target an array of unique Buyer profiles.

SOTHEBYSREALTY.COM

Sotheby’s International Realty’s website is the #1 most trafficked in the world for luxury properties. By listing with me, your property will be up front and center on this exclusive website, regardless of area or price point.

HIGH STANDARDS

Our property marketing is developed with the highest standards in mind. Highresolution imagery, eloquent description writing, and impeccable presentation are essential to elevating every Tate & Foss Sotheby’s International Realty listing. Our high standards extend well beyond marketing. We pride ourselves in offering white-glove service from beginning to end, establishing long-lasting relationships with clients.

Common Questions

WILL WE SAVE MONEY BY LISTING OUR PROPERTY OURSELVES?

Do you believe your property may sell at a fixed price, or do you believe that it may sell in a range of prices based on the marketing, photography, real estate brand and negotiation skills of your agent? Having a professional, licensed and trained sales associate advocating for and marketing your property ensures a smooth transaction closing for the highest market value possible.

WILL YOU REDUCE YOUR COMMISSION?

It makes me nervous if another agent has agreed to this. Why? If an agent is not able to communicate their value, how strong will they be in negotiating the value of your property?

CAN WE LIST FOR ONLY 30 DAYS?

In order to best market your property with digital, print and experiential advertising, a minimum listing period of six months is essential. My recommendation is a year agreement so that you are included in Sotheby’s International Realty global media plan. Sufficient time is needed to reach the widest audience of qualified buyers from our key feeder markets.

IS IT BETTER TO USE A FRIEND IN THE BUSINESS?

In today’s market, almost everyone knows one or two people who work in real estate. Ask yourself if you’re considering working with your friend as a favor to them or if your goal is to engage a real estate partner who leverages their skill, local expertise and global network to secure the highest market value possible.

Local Expertise, Global Connections.

Over the last 45+ years, Tate & Foss Sotheby’s International Realty has developed an impressive track record, closing many significant sales. We strive to create an outstanding, seamless experience for every client. Our team has extensive knowledge of the greater Seacoast area real estate market. This includes awareness of properties that are about to be listed and others that are off market but may be available. We are keenly aware of the nuances which influence value, such as construction quality, materials, and craftsmanship. We have relationships with the Seacoast’s finest general contractors, sub-contractors, craftspeople, and inspectors. Allow us to be a resource, share our insight, leverage our connections, and show you the Tate & Foss Sotheby’s International Realty difference.

1,100 81

OFFICES WORLDWIDE COUNTRIES & TERRITORIES

26,500 $167B

SALES ASSOCIATES ANNUAL SALES

Our Process

PRE-LISTING CONSULTATION

• First Meeting: Property Tour

• Second Meeting: Presentation of Comparative Market Analysis (CMA) and Marketing Plan

LISTING PREPARATION

• Exclusive Listing Agreement

• Property Disclosure Documents

• Home History Book

• Repairs and Staging

• Professional Photoshoot

• Matterport 3D Virtual Tour

• Property Narrative for Marketing

• Property Brochure for Showings

LISTING LAUNCH

• For Sale Sign

• Multiple Listing Service

• Listing Syndicated to Top Real Estate Websites

• New Listing Announcement

• Open Houses

• Public Relations Opportunities

ONGOING, UNTIL OFFER ACCEPTED

• Qualify Buyers and Schedule Showings

• Provide Showing Feedback to Seller

• Present Offers to Seller

• Skillfully Negotiate on Seller’s Behalf

• Provide Marketing Updates to Seller

30 DAYS AFTER LISTING LAUNCH

• Call Agents with Similar Listings

• Update CMA to Confirm Pricing Accuracy

• Review Updated CMA with Seller

• Consider Price Adjustment

• Update Buyer Agents

AFTER ACCEPTED OFFER

• Provide Copy of Fully Executed Purchase and Sales Agreement and Disclosures to Seller

• Prepare Transaction Timeline for Seller

• Manage Contingencies and Deadlines

• Confirm Delivery of Buyer’s Deposit

• Attend All Inspections

• Negotiate Inspection-Related Issues

• Connect Seller with Title Company/Attorney

• Schedule Closing

• Assist Seller with Utility Transfer/Fuel Proration

CLOSING

• Review Settlement Statement with Seller

• Facilitate Final Walkthrough Inspection

• Attend Closing

AFTER CLOSING

• Follow Up with Seller

Defining Your Goals

WHY YOU ARE SELLING YOUR HOME

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

IMPORTANT QUESTIONS AND CONSIDERATIONS:

• Is there a timeline?

• Are you relocating?

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

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

• Looking for different amenities?

• Are financial considerations relevant?

• Do you understand the associated costs?

• Is this the right time for you to sell?

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

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

• Will you be selling the house in ‘as-is’ or ‘move-in ready’ condition?

• Consider getting your property inspected before placing it on the market. This will help you to know if there are any issues beforehand.

• The selling process can be a sprint or a marathon—be prepared for both.

Pricing Your Home

Determining the right price for your property is the most critical step to ensure that you get the highest return on your investment within an optimal time frame. I will analyze market conditions and help ‘value position’ your property through ‘buyer eyes.’ This includes researching similar properties that have recently sold, are currently under agreement, actively marketed for sale, etc., to come up with a range of current market value and a competitive listing price. We’ll review a Comparative Market Analysis (CMA) and Marketing Plan together to establish our strategy.

THE FOLLOWING MAY INFLUENCE OUR PRICING STRATEGY:

• Supply and demand

• Market activity and time of year

• Economic factors

• Interest rates and availability of credit

• Price and status of similar properties

• Room count and square footage

• Quality and condition of property

• Lot size and usability

• Privacy and/or views

• Location and neighborhood

• Desirability of unique features

Preparing Your Home

CURB APPEAL

• Rake and mow the lawn, clean out flower beds, trim plants and shrubs

• Stow trash cans, bikes and toys out of sight

• Place an attractive plant or floral arrangement near the main entrance

• Spruce up your house numbers and make sure they are visible

• Clean screens and gutters and power wash away any mildew or pollen

UPON ENTRY

• Clear away extra furniture, umbrellas, shoes, hats, gloves and sports equipment from entryway

• Vacuum entry stairs and touch up scuff marks

• Make a welcoming gesture – a simple arrangement on a hall table is just enough

• Reduce the number of coats and outerwear in the closet and store off-season items out of sight

CLEAN, CLEAN, CLEAN

• Clean cobwebs and visible dust. Vacuum daily to pick up sand and pet hair

• Wipe down cabinets, counter tops, appliances and switch plates

• Bathrooms should sparkle

• Use touch-up paint to conceal scrapes, marks or dings on walls

• If you’ve cleaned, but walls still seem dingy – consider repainting. Nothing seems cleaner than a freshly painted room

• Make sure all cleaning appliances (vacuums, etc.) are stored neatly

KITCHEN

• Remove all non-essentials from counter tops and above cabinets. Only keep appliances used daily

• Remove anything smaller than a melon from counters, window sills and shelves

• Remove all items from the top and sides of the refrigerator such as magnets, shopping lists, menus

• Replace old towels with new if they are on display; otherwise, store out of sight

• Clear out cabinets and pack away as many pots, pans, dishes, platters, etc., as possible

DINING ROOM

• Remove excess furniture

• Remove extra chairs if they are crowding the space. Store in the basement or garage

• Set an attractive table display or a centerpiece that is easily removed and set up again for daily use

• Pare down contents of the china cabinet or hutch – especially if it has open shelves or glass doors

LIVING/FAMILY ROOMS

• Consider how the room is shaped and what the focal points or best features are

• Remove extra furnishings (small tables, magazine racks, footstools)

• Remove all magazines and newspapers form table tops and baskets

• Corral and conceal all remotes, stereo equipment, wires and related items

• Display only a few well-chosen pieces of art/accessories and make sure lighting is adequate

BEDROOMS

• Remove television and computer components if you can live without them

• Rearrange furniture to ease traffic flow

• The bed is the star. Make sure it commands the room with clean and crisp bedding

• Remove extraneous furnishings such as treadmills, benches at the foot of the bed, etc.

• Remove overly personal items from walls, e.g. posters, photos, jewelery boxes, medicine, etc.

CLOSETS

• Toss expired food and medication. Keep only day-to-day necessities and toiletries in closets

• Keep only a few sets of towels and sheets and pack the rest away – same for off-season clothes

• Open shelves are tricky – consider using bins and totes that you can take with you

• Clear closet floors entirely, if possible

WINDOWS

• Make sure windows and casings/sills sparkle and screens are clean

• Remove any aluminum blinds or heavy/outdated window coverings

PERSONAL ITEMS

• Pare down family photos – especially those hanging on walls in entry hall and living room

• Strong decor themes can alienate buyers, so tone down your point of view and try to make more “expected” decorating decisions – neutral art, easy table displays, simple arrangements

• Pack and store personal items – trophies, awards, plaques, signs, religious items, handmade mementos, anything with a personal name label

• Conceal all visible liquor bottles

PETS

• Store all pet food in attractive bins/sealable containers in closets, and place water and food bowls on throw rug. Before showings, empty bowls and scoop up inside rug for quick storage in a closet

• Sweep up pet hair regularly to be ready for last-minute showings

• Scoop up waste. Buyers might take a stroll around your yard

Seacoast Service Providers

INSPECTION

Tim Rooney

HomeView Inspection

homeviewnh.com

603.770.0444

LANDSCAPING

Piscataqua Landscaping

piscataqualandscaping.com

207.439.2241

PAINTING

F.A Gray

fagray.com

603.436.0170

ORGANIZING

All Things Domestic allthingsdomestic.net

781.484.6801

MOVING

Wood Brothers

woodbrosmoving.com

603.436.2725

INSPECTION

Dickie Garnett

DBC Home Inspections

dbchomeinspections.com

603.770.5324

LANDSCAPING

Clipper Landscaping clipperlandscaping.com

603.502.0016

PAINTING

Certa Pro Portsmouth

certapro.com/portsmouth

603.430.6834

ORGANIZING

Hello Simplified hello-simplified.com

919.346.4725

MOVING

Bridges Brothers movewithbridges.com

603.652.3072

INSPECTION

Luke Harrington

Alpha Inspections

alphabuildinginspections.com

617.221.4203

LANDSCAPING

A Stone’s Throw

astonesthrowlandscaping.com

603.502.1577

PAINTING

Caprioli Painting

capriolipainting.com

603.659.2389

ORGANIZING

Ruth McQuade

sos-nh.com

603.534.3526

MOVING

William C. Huff Companies

williamchuff.com

800.247.5564

NEED OTHER RECOMMENDATIONS? PLEASE LET ME KNOW.

Closing Day

WHAT TO BRING:

• Government-issued Photo ID

• Checkbook to cover any additional expenses

• Any documents requested by the attorney/title company

• Any keys, garage door opener remote controls and codes to share with the Buyers

NOTES:

Up to a few days before closing, the final settlement statement will be ready for us to review together. The attorney/title company will confirm whether you would like your closing proceeds in the form of a check or wire transfer. If your proceeds need to be applied toward the purchase of another property, you will need to connect the attorney/title company representatives on both sides to ensure a smooth transfer. Typically within 48 hours of closing, the Buyer will conduct a final walkthrough inspection of the property to ensure compliance with the terms of the agreement prior to signing their final documents. On or before closing day, you will sign your final documents, including the settlement statement, new deed and additional disclosures.

Key Terms

CLOSING COSTS

Fees paid at the end of the property transaction either by the Seller, Buyer or both parties. They include taxes, prorations and any other expenses which will be discussed prior to closing.

SETTLEMENT STATEMENT

A document confirming the purchase price and summarizing all of the closing costs and credits due to and from the Buyer and Seller.

REAL ESTATE TRANSFER TAX

Transaction fee imposed on the transfer of title. Usually paid by both the Buyer and Seller, based on the contract sales price. In NH, each party pays $7.50 per $1,000; e.g. for the sale of a $1,000,000 property, the Buyer and Seller would each pay $7,500.

DEED PREPARATION

The Seller is responsible for providing the new deed conveying their interest in the property to the Buyer. This can be prepared by the Seller’s attorney or the title company, and noted on the Settlement Statement as a closing cost to the Seller.

RECORDING FEE

A fee that is charged by the County Clerk to record the transfer of property from one owner to another via public record documents.

MORTGAGE PAYOFF

If the Seller has a mortgage on the property, the title company will need to coordinate the payoff of the loan as part of the closing. Any home equity accounts will need to be closed as well.