Selling

The Sellers Guide


How To Sell Your Home Yourself

Over 10% of American homeowners handle their own sales. In order to join the ranks of the successful ones, you need to realistically assess what's involved. The routine parts of the job involve pricing your house accurately, determining whether or not a buyer is qualified, creating and buying your own advertising, familiarizing yourself with enough basic real estate regulations to understand (and possibly even) prepare a real estate contract, and coordinating the details of a closing. Be careful and thorough. Just one mistake may cost you all the money you’re trying to save!

The best reason for working with a real estate agent is the enormous amount of information we have our disposal. We know about market trends, houses in your neighborhood, and the most likely people to buy there. We also know how to reach the largest number of people who may be interested in your house. We are trained and experienced in finding, screening and negotiating with potential buyers.

We’re always “on-call,” willing to do the things most of us hate: Working on the weekends, answering the phone at all hours, and always being polite.

Selling a house is a major undertaking. Here are some suggestions I hope you will find useful. If you decide you need some help, I’ll be happy to meet with you. Best wishes for your success!

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Be Prepared!

• Get a professional appraisal, in writing. It may cost you some money, but nothing is more important!

• Curb appeal! The first thing a buyer will see is the outside of the front of your house. That first few seconds will determine if they will consider buying or not. Make it shine! Keep the grass cut and the yard well-manicured and you’ll be ahead of the game.

• The front door is where you greet the potential Buyers. Make it the most inviting part of the house. Look at it objectively. Is if faded or worn? Is the weather stripping loose? Consider repairing or replacing it.

• Take a walk through and inspect your home. Make notes of all the things that may need to be repaired or improved.

• Consider fresh paint throughout the house, but only if really needed. (A lot of people prefer to paint the home themselves.)

• Clean, Clean, Clean! Make your home sparkle. Home buyers equate clean with a well-maintained home.

• Wash windows and coverings.

• Clean and deodorize carpets.

• Clean off kitchen counters.

• Make sure all plumbing and appliances are in working order.

• Clean out the garage.

• Make sure all sealants (windows, tubs, shower, sink) are attractive and in good condition.

• Clean the gutters and tend to any needed roof repairs.

• Neat and tidy rooms create space! Clutter makes a home seem smaller and therefore less-desirable. Closets are particularly important. Consider storing some of your belongings in the basement, garage, attic or better yet, off site!

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Pricing and Advertising

Pricing your home just a few thousand dollars off can delay your sale for months and end up costing you lots of money. Set the right price to begin with!

• Consider location, size, age, condition and other variables when determining the value of your home.

• Check recent sales in your area to make sure you are pricing your property right.

• Consider offering your own financing. A house can sell faster if you are able to carry a second, or offer to pay a portion of the buyer’s costs. And, financing the entire sale yourself can mean a very good income for years to come.

• Call a local lender and determine financing alternatives for your prospective buyer.

• Determine what type of advertising you will use (newspaper, weekly local township paper, internet, yard signs, information sheets, flyers).

• Establish an advertising budget. Using the newspaper could cost more than you want to spend.

• Prepare a professional advertisement.

• Prepare a plan to reach out-of-town buyers who account for a portion of today’s home purchasers.

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Tips for Designing your AD

• Always remember to include the basics, the number of bedrooms and baths.

• When listing the remaining rooms, present them as though you were doing a “walk through.” Help the reader visualize the flow of your house.

• Be descriptive of special features but do not get long-winded. Remember that another house is just an ad away, so get to the point.

• Be sure to include features of the property, the neighborhood, etc.

• Include access to local transportation, shopping, schools, or anything else that makes your property desirable or justifies your asking price.

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Plan your Open House

• Advertise your open house in advance.

• Buy a professional-quality “For Sale” yard sign and open house signs from a local sign shop.

• Place your Open House sign so people can easily find your property, add balloons to your sign.

• Place fresh flowers throughout your home.

• Burn some scented candles.

• Turn on some soft music. This helps to relax the buyers.

• Keep all pets out of doors or ask a family member or neighbor to keep your pets during the Open House.

• Some people like to look during the week, so keep your house ready to show and be available.

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Qualify Your Buyer!

Questions to ask your prospects:

1. Do you currently own a house?

2. Do you need to sell that home in order to buy this one?

3. Is your house currently on the market?

4. How many showings have you had?

5. How many written offers have been presented?

6. Why didn’t you accept any offers?

7. Is it under contract? When will it close?

8. Are you working with a Realtor?

9. If your house is not currently sold and not listed with a Realtor, how do you plan to market it?

10. If you were to see our home today and like it, would you be prepared to make an offer right away?

11. Do you currently rent? When is your lease up?

12. If you find the house you like, can you break your lease?

13. How soon do you need to move into your new home?

14. From where are you moving?

15. Are you involved with a company relocation program?

16. How long have you been looking for a new home?

17. How many homes have you looked at?

18. Did you see any you liked?

19. Did you make a bid on any houses you liked? What happened?

20. How did you happen to call us (stop by)?

21. What was it about our house that caught your eye?

22. Will you be viewing our home with your family?

23. When will all the decision-makers be available to see our home?

24. How financially qualified is the buyer?

25. What is your current mortgage (rent) payment?

26. Have you been pre-qualified for a mortgage loan?

27. Have you been pre-APPROVED?

28. For how much have you been pre-qualified or pre-approved?

29. Does the pre-qualification require any seller-paid concessions?

30. How long ago did you speak to a loan officer?

31. Did the loan officer run a credit report for you? What were the results?

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Forms and Financing

• Obtain all necessary forms needed to sell property, including deposit receipt, offer to purchase, seller’s transfer disclosure, smoke detector and water heater statement of compliance, lead base paint disclosure, natural hazard zone disclosure, addendum forms, counter offer forms, buyer’s cost sheet, seller disclosure form, etc.

• Locate legal documents and contact an attorney to review the paperwork for any potential title problems. Nothing is worse than getting ready to close and finding out that a title problem exists that may take several weeks to correct.

• Be sure you have your last survey, title policy, property abstract.

• Decide what types of financing that you are willing to consider: FHA, VA, seller carry-back first mortgage, conventional loan and wrap-around mortgage. Be aware that some types of mortgages require you to pay some of the costs.

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Closing the deal

• Don’t get upset when someone offers you a low price. Buyers have been taught to do this. They still think it’s a buyers market. Wouldn’t you like to steal a property, just like them? Simply counter their offer and show them a copy of the appraisal. If they have fallen in love with your house they will be back. Be polite and never send them away mad.

• You need an attorney! Find a local attorney to help you review the purchase and sale agreement and to take care of the necessary paperwork required for closing and transfer of title. The attorney can also hold the buyer’s deposit in an escrow account. Remember a signed purchase contract is a legally binding agreement. Don’t try to do this yourself!

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Security Issues

• Professional Realtors seldom show a home without first establishing the prospect’s identity.

• For your safety never set an appointment with anyone to see your home unless they have given you their name and number and you have called back to verify that number. An easy way to do this is to say, “Let me check with my husband for the best time and I will call you back.” Even if your are not married.

• Never let the potential buyers know your schedule, such as when you are not home, when your husband is not home, when you pick up the kids, when you work, when you will be on vacation.

• Provide only information to about the house. Never give out personal information.

• Always have a backup plan when you allow strangers into your house, especially if you have children. Have a neighbor look out for you until the strangers have gone.

• Never let a stranger into your house without identification. If the person states that they are a real estate agent, ask for a card.

• Keep a list of all people who have looked at your house including the name, phone numbers, addresses, descriptions of the cars, tag numbers and any additional information which could be helpful in the event of a future burglary. All these people would be suspects.

• If you have a home flyer information box do not put information on the flyers which would jeopardize your personal security.

• Place all valuable items out of sight, including guns, jewelry, silverware, laptop computers and collections. Anything of value needs to be hidden.

• Never leave the stranger alone and watch everything they do while in your house.

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Home Seller's Checklist

__1. Research Ownership

__2. Research Legal Description

__3. Assessment & Status

__4. Research all comparable currently Listed Properties

__5. Research Previous Sales Activity

__6. Order Property Profile

__7. Review Property Profile

__8. Order Tax Information

__9. Tax Information Reviewed

__10. Legal Names on Title Research

__11. Complete Market Study Prepared (CMA)

__12. Enter in Risa’s Computer Base

__13. Send Confirmation for Listing appt.

__14. Prepare Risa’s Personal Listing Info

__15. Deliver Risa’s Pre-Listing Info to Seller.

__16. Call to Confirm Appointment with Seller, ask pre appointment questions

__17. Present Market Study to Seller, Including Comps, Solds, Current Listings & Expireds.

__18. Present Risa’s Strategic Master Marketing Plan to Seller.

__19. Risa Discuss Preparation Needed to Market Effectively.

__20. Plan Goals with Seller.

__21. Present Risa’s Plan of Action to Seller

__22. Suggest Financing Alternatives

__23. Listing Contract & Addendums Signed by Seller

__24. Pre-Listing Information Package Picked Up

__25. Risa’ Pre-Listing Checklist Completed


Pre-Listing Checklist

__26. Review Current Title Information

__27. Determine if current loan is assumable.

__28. Plat Map Ordered

__29. Lot Size Confirmed

__30. Owners House Plans Received if Applicable

__31. House Plans Reviewed.

_ 32. Measure Heated Square Footage

__33. Interior Room Sizes Measured

__34. Organize File in Proper Order

__35. Make Contact Cards for Risa.

__36. Put Into Letter Sequence

__37. Order "Radius" Postcards.

__38. Prepare Flyers and Feedback Faxes.

__39. Year Home was Built Researched.

__40. Property Disclosure Delivered.

__41. Property Data Sheet Prepared for Office

__42. Showing Instruction Prepared, Office Notified.

__43. Loan Company & Loan Number Provided by Seller

__44. Current Loan Information Verified by Lender.

__45. Loan Assumption Requirements Researched.

__46. Second Loan Company & Loan Number Provided by Seller.

__47. Second Loan Information Verified by Lender.

__48. Review Current Appraisal if Available.

__49. Lot Information Researched for Size & Dimensions.

__50. Land Use Researched.

__51. Zoning Researched

__52. Home Owner Association Manager?

__53. Home Owner Association Fee Researched.

__54. Copy of By-Laws Ordered.

__55. Home Owner Association Services Provided.

__56. Copy of Complex Lay-out.

__57. Have Extra Key for Lockbox made.

__58. Lock Box Installed.

__59. Sign Installed.

__60. Electricity Available in Research.

__61. Average Utilities Researched.

__62. Sewer/Septic System Researched.

__63. Water Availability Researched.

__64. Water Fees or Rates Researched.

__65. Well Status Confirmed with Well Report.

__66. Well Production Confirmed

__67. Well Depth Verified.

__68. Natural Gas Availability Researched.

__69. Security System Term Verified.

__70. Property Inclusions and Amenities are Noted.

__71. Property Inclusions are Noted.

__72. Ads Written with Seller’s Input

__73. Digital Color Photos Taken.

__74. Power of Attorney Reviewed and Filed.

__75. All Prorations are Researched and Noted.

__76. All Rents and Deposits are Verified.

__77. Copy of Leases Provided.

__78. Coordinate Showings with Tenant.

__79. Repairs and Maintenance Noted Completed.

__80. Home Owner Warranty Made Available

__81. Home Owner Warranty Application Completed.

__82. Home Owner Warranty Application Mailed.

__83. Home Owner Warranty Received.

__84. Home owner Warranty Filed.

__85. Note All Unrecorded Property Lines or Agreements.

__86. Risa’s "New Listing Checklist" Completed

__87. Risa’s "Closing and Control" Checklist Completed.

__88. New Listing Entered Into MLS System.

__89. Add Property to Our Active Listed List

__90. Add Property to Our Current List.

__91. Confirm Owner Has a Copy of the Listing Agreement.

__92. Proof MLS Computer Printout.

__93. Marketing Brochure Prepared.

__94. Marketing Brochure eMailed to Seller for Review.

__95. Put Marketing Brochures in All Agent Mail Boxes at All Board Offices.

__96. eMail Brochure to Agents In Area.

__97. Uploaded to Internet

__98. Have "Just Listed" Endorsement signed

__99. Mail Out "Just Listed" Endorsement to Neighborhood.


Listing Checklist

__100. Advise Superstar Network Referral Program

__101. Provide Marketing Data to International Relocation Buyers

__102. Provide Marketing Data to Incoming Referral Buyers.

__103. Provide "Special Feature" Cards for Marketing (If Applicable)

__104. Write Ad for Internet using Emotional Hot Buttons

__105. Write Ad for Internet Advertising.

__106. Submit Ad to the HomeWeb.

__107. Submit Ad to my Personal Sites.

__108. Submit Ad to Yahoo.

__109. Submit Ad to Homeseeker.

__110. Submit Ad to Network Groups.

__111. Submit Ad to Newsgroups.

__112. Loan Information Reviewed and Filed

__113. Loan Information Updated if Necessary in MLS

__114. Feedback Faxes or eMails Sent to Agents After Showings.

__115. Showing Feedback Conveyed to Seller Weekly.

__116. Weekly Market Study Reviewed.

__117. Regular Calls to Seller to Discuss Marketing and Pricing.

__188. Pre-Qualify all Buyers when Possible

__119. Price Change entered into MLS Computer.

__120. Price Change announced to all agents.

__121. Price Change announced to all Internet Groups

__122. New Brochures are delivered as needed

__123. Refer You to One of the Best Agents at your Destination (If Applicable).

__124. Offer Received.

__125. Risa Contacts Selling Agent to discuss Buyers Qualifications & Offer.

__126. Offer Reviewed with Seller.

__127. All Responses are Reviewed

__128. All Needed Forms are presented to complete the Sale.

__129. Offer is Accepted, Amended or Countered.

__130. Signed Offer is Delivered to Selling Agent.

__131. Contract is Signed by all parties.

__132. Advise Collette of New Contract.

__133. Copies of Contract to Seller.

__134. Copies of Contract to Selling Agent.

__135. Copies of Contract in office file.

__136. Original Documents files with agent obtaining offer.

__137. Sales in Progress Checklist completed.

__138. Earnest Money is Recorded.

__139. Earnest Money is Deposited in Escrow Account.

__140. Closing File Forms and files updated.

__141. Showings are restricted as Seller requests.

__142. MLS notified of sale.

__143. Coordinate with Selling Agent and Lender.

__144. Fax copies of Contract to Lender.


Listing Checklist - Initial Offer

__145. Confirm Purchaser is Pre-Qualified

__146. Review Credit Report Results

__147. Provide Credit Information to Seller if Seller Financing.

__148. Assist in Arranging Financing.

__149. Coordinate Discount Points being locked with dates.

__150. Provide Comparable Sales for Appraiser.

__151. Schedule Appraisal.

__152. Follow-up on Appraisal

__153. Appeal for Increase if Appraisal is low.

__154. Relay results to Seller.

__155. Confirm Verifications of Deposit and Employment have been returned.

__156. Follow Loan Processing Through to the Underwriter.

__157. Contact Lender Weekly to Track Processing.

__158. Relay loan approval to the Seller.

__159. Fax copies of contract and addendum to the Closing Attorney.

__160. Confirm Loan Payoff Statement created.

__161. Confirm Loan Assumption Statement Ordered.

__162. Contact Existing Lender for Assumption requirements.

__163. Compile all required items for Assumption.

__164. Submit all required items for Assumption.

__165. Order Title Insurance Commitment.

__166. Confirm if Turn-in Policy Available.

__167. Review Title Insurance Commitment.

__168. Confirm Purchaser received Title Insurance Commitment.

__169. Confirm Selling Agent received Title Insurance Commitment.

__170. Note Title Insurance Requirements.

__171. Coordinate Meeting all Title Insurance Requirements.

__172. Have Buyers Hazard Insurance Delivered.

__173. Provide "Home Owners Warranty" for Closing.

__174. Coordinate Home Inspection.

__175. Review the Home Inspection Results.

__176. Negotiate the Payment and Completion of all required repairs.

__177. Inspection Clause Requirements completed.

__178. Deliver Unrecorded Property Information to Buyer.

__179. Septic Inspection Ordered.

__180. Septic Report Received and Reviewed.

__181. Copy of Septic Inspection Report delivered to Lender and Buyer.

__182. Copy of Well Flow Test Report delivered to Lender & Buyer.

__183. Copy of Well Flow Test Report Filed.

__184. Loan Approved.


Under Contract

__185. Closing Location Selected.

__186. Closing Date confirmed.

__187. Closing Time Scheduled with Seller

__188. Closing Time Scheduled with Lender.

__189. Closing Time Scheduled with Selling Agent.

__190. Closing Time Scheduled with Buyer.

__191. Final Walk Thru Scheduled for Buyer.

__192. Closing figures Requested from Title Company.

__193. Closing figures Received and Reviewed.

__194. Closing Figures forwarded to Selling Agent.

__195. Closing Figures forwarded to Buyer.

__196. Closing Documents requested.

__197. Risa Reviews Closing Documents for errors.

__198. Forward Closing Documents to Seller as Requested.

__199. Confer and review documents with Closing Attorney.

__200. Provide Earnest Money Check for Escrow.

__201. Oversee the Entire Closing Process.

__202. Coordinate This Closing with Your next purchase.

__203. Present You with your Check at Closing.

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In Closing...

There is much, much more that is done to serve you during the time you work with Risa. It is Risa’s basic philosophy and sincere belief that, "We Get by Giving", therefore we give our value first, up-front, in advance".

This is evidenced by the fact that Risa Saltman GUARANTEES every service she offers. That way you have no risk. Risa is looking for the opportunity to show you she keeps her commitments. And when she does, Risa should have earned the right to become your Personal REALTOR for Life.

Help your friends - Refer them to Risa today!

Thank you for considering us The "Everything to Gain...Nothing to Lose" Personal Service Guarantee

Under Contract Personal Service Guarantee

"You must be 100% satisfied that the ‘Seller’s Edge Program’ has done everything Risa said it would do and that you are absolutely convinced Risa is the best in the industry to market & sell your home or Risa agrees to cancel the listing agreement immediately upon your request"

Thank You

Risa Saltman

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