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FIRST IMPRESSIONS LAST
Don’t place your home on the market before it is ready, like
many people do. From the moment prospective buyers arrive,
everything they see makes an impact on their assessment of
your home. Examine the exterior of the house, curb appeal is
hugely important. Gardens and lawns should be well presented,
rubbish should be disposed of, paths kept clean, toys and
garden tools stored away, remove worn/frayed rugs which make
the house look run down etc… A good first impression can
overcome the annoyances the buyer encounters once inside.
RECOGNIZE / ANTICIPATE
MAJOR DEFECTS
Major repairs on roof, heating system, oil leaks, septic tank
problems etc. It is easier and more profitable to correct
these problems before hand thereby depriving potential buyers
from using them as a bargaining chip or to reduce the asking
price.
MAXIMIZING SPACE
Remove all clutter and watch your house expand in size. Neat,
well-ordered cupboards, wardrobes and pantry show that space
is ample. It may sometimes be a good idea to store excess
furniture or clutter that isn’t necessary at another
location away from the subject property to really give the
impression of space.
DON'T WASTE MONEY
If you spend a lot of money painting, carpeting or adding a
patio, you will want to add this to the price. Buyers, on the
other hand, may not share your taste, even though what they
are getting is like new. Be guided by your agent as to what is
necessary and what is not.
LITTLE THINGS - BIG
DIFFERENCE
On the other hand, complete all minor repairs. Sticking doors
and windows, loose door handles, dripping taps or peeling
paint may affect the speed and value of your sale.
WORKING WITH KIDS &
ANIMALS
When buyers are there, keep children and pets right out of the
way. Taking them for a walk is often a great idea.
TAKE A BACK SEAT
Don't have too many people present during inspections and
avoid trying to "help the salesperson out". Your
sales consultant knows the buyer's requirements and knows
which features of your home to emphasize to different
purchasers. Never apologies for the condition or appearance of
your home. This only emphasizes the faults. Never discuss the
details of the transaction such as price or terms. Leave this
to your agent. Remember, their experience and training enables
them to better qualify purchasers and negotiate the best
price. Furthermore, negotiations can be kept on a businesslike
level when emotions are not involved.
MAKING THE HOME
AVAILABLE FOR SHOWING
A home can’t be sold if no one can show it. Some sellers
don’t like to leave their keys with the broker and ask the
agent to call whenever a prospective buyer wants to tour the
home. Many owners leave there property on weekends, so it is
important to arrange some way that agents can bring buyer to
look during these busy periods when buyers have time to look.
The home must be show able and available for showing. It is
not an easy process and can be annoying, but your offering a
product. A good broker is sensitive to your personal time
constraints and works within those boundaries to protect your
privacy while showcasing your home as much as possible.
CREATE A PLESENT
ATMOSPHERE
When buyers walk into a home you want them to be able to
picture themselves living there. Buyers can’t concentrate if
there are distractions such as a TV, stereo blaring, babies
crying, dog’s following them. Selling a home is not like
living in one. Everyday the beds need to be made, dishes done,
laundry out of sight. While the house is on the market, the
owner should think of it as living in a showroom rather than
living in a house. - The sweet smell of success Smokers and
dog owners beware: nothing makes a buyer want to get out of a
property quicker than stale air. Room deodorizers, fragrant
candles and open windows will all help. Any home will be
enhanced by the smell of a cake or apple pie baking, or
freshly brewed coffee. Often the effect is subliminal; day’s
later purchasers don't always realize exactly why they got
such good vibes from your home. - A warm welcome A warm,
comfortably heated home has a real feeling of cosines on a
cold day. Alternatively, make sure your home is well
ventilated or cooled on hot days. - Highlight your home.
Nothing improves the atmosphere of a home more than
brightness. Open all the curtains and switch on strategic
lights to brighten up gloomy spots prior to the arrival of
prospective purchasers.
PRE-QUALIFYING BUYERS
It is a seller’s worst nightmare, a buyer is found, a price
is agreed on, and a contract is signed. A month later, the
buyer’s mortgage application is rejected because of
insufficient income. The house goes back on the market and you
start all over again. A good broker has mortgage agents and
bankers to refer clients to who run income checks and who may
in fact provide the buyer with affordable and qualified
mortgages. This is protection for you. Pre-qualification
reduces the risk that a buyer will be turned down by a lender.
DO NOT TAKE COMMENTS
PERSONALLY
A tactic used by some buyers is to criticize aspects of the
house. Some sellers take these comments personally, defending
their homes as they would their children and this can develop
resentment toward the buyer. Do not let this harm negotiations
and some sellers might be provoked to reject an otherwise
qualified buyer. Sellers must learn to detach themselves at
times if you sense a critical buyer.
BUYING A HOME BEFORE
THE CURRENT ONE IS SOLD
This can create a problem unless the seller doesn’t need the
sale proceeds to buy another home. Discuss looking for a home
while your trying to sell yours; the pros and cons and risks.
DIFFERENCE BETWEEN AN
EXCLUSIVE RIGHT TO SELL & EXCLUSIVE AGENCY?
An Exclusive Right to Sell – the realtor has the right to
advert, negotiate and sell the property for a certain period
of time and earn a commission. Exclusive Agency - is a written
agreement between an agent an owner for a period of time,
while allowing the owner the right to sell his or her property
in addition to the realtor, however if the owner sells it they
do not owe the realtor any commission.
WHAT HAPPENS WHEN AN
OFFER IS RECEIVED?
It should be in written form with full terms. Then depending
on the offer, it should be accepted, rejected or a counter
offer can be made to negotiate a deal.
WHAT HAPPENS WHEN THE
OFFER IS ACCEPTED?
Attorney names are exchanged. Engineer and termite reports are
done by the buyer. If everything is completed and satisfactory
after reports, the seller’s attorney generates a contract.
WHAT IS A FOIA (Freedom
of Information Act)?
Freedom of Information. This can be gotten by anyone. The
seller’s agent or the seller should go to his local town
hall and give them the section, block and lot of the home in
question. Within two or three days you can come back and look
over the file. It can contain: - Surveys - CO’s - Open
permits - Floor Plans Checking these things is a good way to
prevent surprises.
CLOSING DAY?
See Preparing Yourself
for Closing
These are all ideas and
suggestions so that the selling process is as smooth and as
successful as possible. But most importantly all these factors
help to get you the maximum price possible for your home
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