The Payne Group Home Selling Process

8 Simple Steps to Sell Your Home Fast

Know Payne Know Gain850-392-1770

1. Understanding The Current Market Conditions2. Assessing the Value of Your Home3. Setting The Right Price4. Calculating Your Bottom Line5. Preparing Your Home for Sale6. Advertising and Marketing Your Home7. Receiving Offers8. Getting it Sold

The 8 Steps to Selling Your Home

Understanding The Current Market Conditions

Part 1 of 3

Bay County Listed VS Sold yearly averages 2006 to Current

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Understanding The Current Market Conditions

Part 2 of 3

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Understanding The Current Market Conditions

Part 3 of 3

List PriceSold Price

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Assessing The Value of Your HomeThe Role of a Real Estate Agent in Pricing

There is no “exact price” for real estate.We don’t tell you what we think your home is “worth.”The market determines value—together we determine price.We will show you a range of prices being paid for homes in your area.You determine the price based on the factors you control:

1. Market Time2. Financing Alternatives Provided3. Condition of the Property4. Exposure Methods

Goal:To select a price that is right on target and gets your home sold!Rules of Thumb:•If you are getting showings but no one is writing an offer, it generally means that youare in the range of four to six percent above market price.

•If your number of showings is low and you’re experiencing a lot of drive-ups but thebuyers don’t come in to see the home, then your home is six to twelve percent overpriced.

•If no showings are happening at all, then your house is likely priced twelve percent ormore above what the market will bear for your property!

Showing Rules of ThumbBULLSEYE!

Market Value=Offers

4 to 6% off=showings but no offers

6 to 12% off= some or no showings

Anything outside of the bulls-eye=Your home is going to help sell thehomes that are correctly pricedin your neighborhood

Setting The Right Price

Price it RightAccurate pricing is crucial in a shifting market. Be sure to assesscurrent market trends correctly when setting price.

Calculating Your Bottom LineSeller’s Itemized Costs

Selling Price $ $

Less Broker Professional Fee $Title Insurance Premium $Deed Documentary Stamps $Property Taxes $ Pro-Rated at ClosingRecording Fees $Home Warranty Premium $Utility Search $Delivery Fees $Other Impounds $Mortgage Discount Points $Buyer requested closing costs $

Estimated Sales Cost $

Net Proceeds from $

First Mortgage $Other Mortgages $Total Mortgages $

Proceeds at Settlement $

This form is used to examine the probable charges involved in the sale of a home. It is based on fees typically charged locally. Other expenses may occur. Please be advised you are obligated for any structural repairs and for treatment for wood damaging organisms. These costs could impact your proceeds.Seller:______________________________ Seller:______________________________

Preparing Your Home for SaleCleanlinessMost people are turned off by even the smallest amount of dirt or odor when buying a home. Sellerslose thousands of dollars because they do not adequately clean. If your house is squeaky clean, youwill be able to sell your home faster and net hundreds, if not thousands of dollars more. If you areplanning on moving, why not get rid of that old junk now so that your house will appear larger?Make more space. Odors must be eliminated especially if you have dogs, cats, or young children indiapers or if you are a smoker. You may not notice the smell, but the buyers do!

Paint & CarpetPaint is your best improvement investment for getting a greater return on your money. Paint makesthe whole house smell clean and neat. If your house has chipped paint, exposed wood, or the paintlooks faded, it is time to paint. If your carpet is worn, dirty, outdated, or an unusual color, you mayneed to seriously consider replacing it. Many houses do not sell because of this problem. Don't thinkthat buyers have more money than you have to replace carpet. They don't. They simply buy elsewhere.

Curb AppealYour front yard immediately reflects the inside condition of your house to the buyer. People enjoytheir yards. Make certain that the trees are trimmed so the house can be seen from the street. Havethe grass mowed, trimmed and edged. Walkways should be swept. Clean away debris. Removeparked cars. This all adds to curb appeal. If a buyer doesn't like the outside, they may not stop to seethe inside.

Preparing Your Home for SaleEasy AccessTop selling agents will not show your home if both the key and access are not readily available. Theydo not have time to run around town all day picking up and dropping off keys. They want to sellhomes! The greatest way to show a house is to have a lockbox accessible to real estate agents!Showtime!When your home is being shown, please do the following:• Keep all lights on• Keep all drapes and shutters open• Keep all doors unlocked• Leave soft music playing• Take a short excursion with your children and pets• Let the buyer be at ease and let the agents do their job• Make sure that the agent showing the property uses the lock box to enter your home even if youare still home when they arrive.Let us know whenever your home is shown by any agent who does not use the lockbox and leavethe showing agents name, real estate office, day and time of showing. Our listing coordinator willimmediately fax or email the agent a showing feedback sheet which will give us useful informationto use in marketing your home. You can email us at thepaynegroup@kw.com, or call our showing hotline at (850)-392-1771

Advertising and Marketing Your Home*Your property is entered into the Multiple Listing Service (MLS)

*Yard sign is placed on property*The Payne Group and Keller Williams Success Realty agents are immediately notified about your home*Your home is entered into 30+ websites, including www.KnowPayneKnowGain.com*All local Realtors are notified of your property*All of The Payne Group buyers and potential buyers are notified via Number One Expert email

Receiving OffersPresentation of OffersWhen an offer is generated on your home, you can expect the following from us:1. Present the offer to you personally.2. Have the cooperating agent share the buyer’s qualifications.3. Go over every term in the contract with you so that you thoroughly

understand what the buyers are offering and what they are asking for.4. Discuss all offers with you in private, after listening to the other

agent’s input.We will give you as much information as possible regarding:1. Current market and finance activity.2. Other sales to date.3. Competition.4. Agent comments.

Negotiating OffersWhen purchase contracts are negotiated, you will be kept informed every step of the way.Other items to expect during the selling process:1. Establish and explain guidelines prior to presentation.2. Present all offers to you—as quickly as possible.3. Review the contract with you.4. Keep you up to date on current market activity, which may affect the

strength of the offer.5. Ensure that all parties in all transactions are treated fairly and with

honest consideration.6. Make certain that there is compliance with disclosure laws and

ordinances.

Getting It SoldProfit From a Successful Closing Process

Start: The Buyer’s ProcessProspects consider the purchase of your homeBuyer selects RealtorThey discuss buyer’s needs and financialsBuyer applies for mortgageView homes that meet the buyer’s wants and needsSelect a homeWrite, present and negotiate offers through buyer’s agentOffer acceptedPossible contingenciesPre-settlement inspections and appraisalsTitle/escrow company searches titleMortgage processed and approvedArrange for any repairs or certificates Close of escrow

Start: The Seller’s ProcessHomeowner decides to sellSeller selects listing agentSeller prepares home for marketingListing agent markets the homeShowings begin and offers resultSeller negotiates through the listing agent Contract accepted to closing

Buyers can come from many sources

Past satisfied clientsReferrals to our sale teamReferrals from area corporationsOpen house visitorsReferrals from other agentsBuyers who visit our officeOwners of our sold listingsSign callsNational relocationDirect mail marketingInternet sourcesDaily prospecting for new buyersEmail marketing campaignCommunity eventsOur Friends and family

General Market Numbers

Average Days on MarketBay County Association of Realtors: 147The Payne Group: 71

Average List Price to Sale Price RatioBay County Association of Realtors: 93.64%The Payne Group: 97.99%