Home Sale Process

A Seller’s Personal Guide

& Checklist

www.TheEstridgeGroup.com

301-657-9700 301-907-7600

Dear Homeowner:

After 30 years in the real estate business, I know that the process of listing your

home for sale can be overwhelming. With this in mind, we have compiled this

packet to give you an overview of the entire process.

This Personal Guide is divided into two sections. These sections will explain the

sale process from the time the listing agreement has been signed, through prepar-

ing your home for prospective purchasers, and contract presentation.

We look forward to working with you and will be available to answer any ques-

tions you may have along the way. No worries - we do not expect you to handle

all the enclosed details. We will prompt you with what you need to do and when.

This is just an overview for those who choose to be detailed and informed in ad-

vance.

Thank you for your trust and confidence in our ability to sell your home. We are

honored to be working with you.

We are on our way…..

READY!

SET!

GO!

Table of Contents

Section One:

Introduction to our Listing Manager

Listing Process Listing

Checklist

Market Preparation

Realtor & Market Feedback

Pricing

Section Two:

Introduction to our Closing Manager

Offers & Contract Presentation

My name is Lisa Holland. I am the Listing Manager for

The Estridge Group...

It is my responsibility to make sure that your unique marketing plan is imple-

mented and that you are communicated with every step of the way. I will be your

direct link until your property goes under contract.

My hours are from 8:30 AM to 5:00 PM, Monday through Friday.

Before and during the listing period, I will be responsible for coordinating any

appointments for your pre-inspections and/or any repairs that may be needed. I will

also be responsible for keeping you informed about our marketing efforts. I take

special care in making sure that you are kept informed about the “market’s”

response to our proactive marketing efforts to sell your home. I will follow up with

the Realtors who show your home and contact you with feedback. I will also handle

all the listing paperwork and processing of the forms.

I enjoy pampering our clients with excellent service. If you have any questions,

please email me at info@estridgegroup.com or call 301-657-9700. I w i l l c a l l

y o u o r r e s p o n d t o y o u q u i c k l y d u r i n g n o r m a l b u s i n e s s

h o u r s . It is my job to process all the listing details while the rest of The Estridge

Group is working hard to find the right Buyer for your home.

Thank You,

Lisa Holland

Listing Manager

The Estridge Group

301-657-9700

The ABC’s of Having Your Home on the Market

For the next several weeks you will need to think of your home as being nomi-

nated for the Better Homes and Gardens award!

Always expect the house to be shown at the worst possible time. When you

leave your home, try to straighten things and/or hide anything that you do not

have time to straighten. We will even give an award to the kids if you request, so

they will feel part of the team for their special efforts.

Be prepared for surprises and some disappointments. Real estate agents are usu-

ally showing several homes at a time…in fact they will rarely show just your

property. This means they may be running late or get so far behind schedule they

have to skip seeing some of the homes on their tour. Sometimes their buyer will

drive up and choose not to go inside. Unfortunately, this is part of taking the

good with the bad.

It is best if you leave when your home is being shown in order for Realtors to do

their best to overcome any objections and to speak freely to sell the strong points

to their buyers. It is fine to stay at your house until they arrive… simply slip out

as soon as you see them drive up or soon thereafter. If it is not possible to leave,

be sure to go to a location in the house that is private. Because buyers feel un-

comfortable looking at homes while the seller is there and will likely spend the

least amount of time in the room you are in, you may want to stay in a less impor-

tant area. Although sellers think that pointing out advantages of their property is

helpful, it is better to be scarce and wait to be approached if there are questions.

Call if you have a family emergency, a sick family member or if you are going

to be hosting a party. We will be happy to block all showings for those times

when it is necessary. Our goal is to get you an offer as quickly as possible….and

to do this the house must be available for showings. Please call and let us know

how and where we may reach you if you leave town for a weekend or vacation.

We will be delighted to check on the home while you are gone.

The Listing & Showing Process

Communication is the key to a satisfactory business relationship. One of the primary reasons for working with a team is to make sure you get the best possible service. Therefore, you will find it helpful to have a detailed overview of what to expect while your home is on the market. If you have concerns about any of the items, please express them - call us! Nothing is carved in stone and we work diligently with every Seller in the way that is best for you.

LISTING YOUR HOME: After signing the listing agreement your home will be entered into the Metropolitan Regional Information System (MRIS) at a mutually agreed upon date. This system exposes your home to

all Realtors in Maryland, the District of Columbia and Northern Virginia. If an agent is actively

searching for a new listing with the features that your home has, it is conceivable that your home will be shown the first day after it has been listed. However, activity may start slowly, so if you become concerned initially, please give us a call. A lot will depend on price range, market conditions, and current inventory.

MARKETING MATERIALS: All marketing materials and the MRIS information will be sent to you for your review. Please call us as soon as you review it to offer any suggestions for changes or corrections. In an effort

to “go green” we are offering your disclosure packages online. If a client is interested, they can

print the brochure as well as the disclosures as many times as they choose. Agents carry the

MLS information sheet with them which provides them with all the necessary information for

their clients.

WEB SITES: Your property will be loaded into over 40 websites within 24 hours of entering your listing into the MLS. You may view your home on www.estridgegroup.com. We cannot load our

websites until we have entered the listing into MRIS. Some websites, such as Zillow, Trulia,

and www.realtor.com can take 48 hours to download your listing from the MRIS. Unfortu-

nately we have no control over this. These websites also frequently make mistakes in informa-

tion. We do our best to correct these mistakes but some we cannot.

AGENT OFFICE TOUR: Our sales meetings are held on Tuesdays. During our sales meeting we discuss all new proper- ties that our office has put on the market. Because of the interior pictures, detailed information

and maps of location now available online, very few agents preview properties in person on

Tuesdays. The number of properties, diverse locations and cost of gas has made this more diffi-

cult. Agents either are previewing properties they have clients for on their own, or are going

through the first open house. I have found during my many years in the business that this has

not affected how long a property is on the market or what it sells for. In fact, the showings are

more targeted for your property due to so much information being provided up front. When

buyers come through your home we actually consider it a second showing. You have made the

first cut. If buyers like what they see online, they will physically visit the property. I we agree

to have an office tour, announce to all Real Estate Companies in our area that they are able to

preview the property with- out an appointment between 11am-1pm on the first Tuesday after the

home is listed.

HOW TO AVOID "NO SHOWS": All appointments to show your home are made through CSS (the Centralized Showing

Service) who will have the instructions on how to show. If you have requested a courtesy call

or a notice (i.e. one hour notice to show), CSS will call you to confirm the appointment. CSS

will make sure the agent’s information is valid and will keep a record of all requests to show

the property. We are notified every time a showing is scheduled so that we may follow up

with the agent for feedback on your home.

It is important to understand why agents sometimes can't be at your home in the time period

they have stated. Sometimes their customer is late for the appointment or they stay longer at

one house, throwing the agent's schedule off. Some people look at houses for five minutes,

some look for twenty minutes. We try to allow for this but we don't always know, so when we

are showing five or more properties it alters schedules.

Sometimes a buyer changes direction in midstream with what they want to look at, so an agent

has to go to entirely different areas or subdivisions, and are not able to call at that moment to

cancel their appointment. Again, please contact us with any concerns.

Unfortunately, having your home on the market means there may be an agent who does not call

for an appointment. They just stop by while they are driving through your neighborhood with a

client. Although this is infrequent, you can decide whether or not you feel comfortable letting

them view your property. However, ask them to give you five minutes to "tidy up". A little

clutter or preparation of a meal in the kitchen will not prevent your home from selling. Take

the five minutes to turn on lights and put away anything that could be extremely distracting.

Tell the agent that he/she can walk around the outside of the home while you are getting it

ready, and that they should use the lockbox to enter at the agreed upon time. Asking an agent to

use the lockbox, even when you are home, both qualifies them as a licensed agent and allows

the lockbox to electronically register who has shown the property by date and time. It also gen-

erates an automatic email to the agent for feedback.

It is not necessary for you to leave home every time an agent makes an appointment, but when

they do arrive, take a walk outside, or if the weather will not permit, go to one corner of the

house or basement out of "earshot" so the buyer feels comfortable making comments about

your home to his/her agent. Be cautious in talking to the customer or their agent - the one thing

you may want pointed out about your home may be the one thing the buyer isn't too keen on.

Casual remarks that you feel are harmless could possibly cause the prospect to eliminate your

home. Also, you do not want to offer any information that could compromise your negotiating

position. We are available by phone to answer the buyer's or buyer agent's questions once they

have left.

SHOULD I LET ANYONE IN TO SEE THE HOUSE? If a prospective buyer comes by unexpectedly without an agent, get their name and phone number. Do not show the home. Explain that it is not a convenient time and that you will have your agent call them to arrange a showing. Call us so that the buyer can be identified and qualified. This is for your benefit and protection. Alternatively, have the buyer call us and we will arrange a showing.

OPEN HOUSES: Whether to hold an open house or not is a mutual decision. Whether they are successful or not depends upon the market, price range, type of property and the location. We usually do one

open house on the first Sunday after the property is listed. Because open houses are not an

effective marketing tool, we customarily hold one open house, which usually achieves our goal.

The greatest amount of traffic is in the first week a property is listed. It is new inventory and

buyers that have been actively looking and are serious, will try to see it. The first open is help-

ful for buyers to be able to view the property with or without their agent. We hold properties

open from 1-3 or 2-4 on Sundays as we have found that we achieve greater attendance with a

shorter time frame. We, of course, will stay longer if people are still showing up. We place

your property into the MLS and the Washington Post website for open houses. Over the years

we have found that a print ad of a few lines is far less effective than a detailed entry with pictures

on the Post’s website. Although it costs more, our results are more favorable. It is also listed in

all other open house websites. If for any reason we do not believe an open house is in your best

interest, we will discuss this with you. If I do not personally hold the house open, one of our

buyer agents will host. They are equipped to work with the buyer right then and there if a potential

buyer shows interest, and will call me if they need my assistance. Occasionally other agents in

the office ask to hold listings open as well. I would then check with you to see if you were in

agreement.

WILL YOUR PROPERTY BE ADVERTISED? Yes, it will, EVERY DAY, but not in the Sunday or weekday newspaper because it has not proven effective. If a newspaper ad would sell your home, you would not need me. Since over

95% of all buyers start their search on the computer, we feature your home on over 40 websites.

There will not be a buyer looking at property in your price range that will not be aware that

your home is for sale. The goal is to have the best pictures, neighborhood and school informa-

tion available. Your home will be exposed to the buying public (worldwide) 24 hours a day -7

days a week until the property is sold.

Although owning, subscribing and maintaining websites is expensive, it is the most successful

advertising there is. I have experimented with national papers such as the Wall Street Journal

and New York Times, color magazines, Embassy newsletters, Foreign Service journals,

housing boards, and neighborhood mailings. Any inquiries we have received from these

vehicles are buyers that are looking 6 months to a year out or longer. Serious buyers are

waiting for instant notifications from our multiple listing service to receive the most detailed

and timely information on new properties.

We track our source of business and how the buyers of our listings found our properties, and it

is always either from their realtors, websites, or the signs.

We are constantly pushing information about the property by updating the websites, blogging,

tweeting, and providing information to Google and other important search engines. By doing

this, it keeps the property in the public eye and keeps it fresh.

If you have a strong preference for specific qualities of your property you would like to see ad-

vertised, please let us know in advance. I can't make corrections in our marketing if I don't

have your input... it is highly crucial to work as a team. Also, agent to agent advertising is criti-

cal. We do email blasts to every realtor about your home and personally call agents that are

working with buyers in your price range.

HOW OFTEN WILL I PERSONALLY SHOW YOUR PROPERTY? Many homeowners use this as a barometer to judge whether an agent is doing a good job or not. Most of our buyers come from three sources: the sign, marketing websites, and referrals.

When I get a call from an ad, it may not be the right location, right price range or there may be

a neighborhood requirement that your home doesn't have which prevents me from being able to

show it to that particular buyer. I sell more real estate than nearly all agents in the Washington

Metropolitan area, and I do sell many of my listings myself, but it is possible that I could go

through a listing period without personally having the right buyer for your home. I may not be

the agent who sells your home, but I will be the reason it sells!

FEEDBACK AND FOLLOW-UP: Our electronic lockboxes record an agent’s name, company, phone number, email address and the date and time of showing. This information usually becomes available to us 12-36 hours

after the showing. All showings are immediately downloaded into our automated feedback

website and subsequently forwarded to you upon an agent’s response. We encourage you to

have all agents use the lockbox even if you are home. If you do let the agent in, please take his/

her card, call our office and leave the name, company, office number and email address of the

agent that showed your home. Feedback is a valuable gauge of your home’s salability in to-

day’s competitive marketplace. We contact all agents three times for feedback and call them

personally. If they do not respond we must conclude that there is no interest in your house.

ABOUT THE ESTRIDGE TEAM: We are here to provide you the best service possible. We all have fairly specific duties, and we have numerous systems set up so we can make sure we stay on top of all the details involved

with marketing a home and then handling all the details and paperwork of the transaction once

we have a contract. Know that I am always available for you, but also that in speaking with

one of my team, you are communicating with me. Whenever possible, let them handle what-

ever they can, but remember that if you need me, just tell them you want to talk to me. It is

very helpful if you relay your need to them since they are communicating with me throughout

the day. There are few problems they won't be able to address, but these few will be passed

along to me. My job responsibilities are to preview properties, study the market, and talk to

prospective buyers and agents in order to get a contract for you as quickly as possible. If I am

handling phone calls that could have been handled by someone else, it may not be the most ef-

fective use of my time. I ALWAYS RETURN MY CALLS, usually within two or three hours

unless I am on an appointment - certainly no later than 24 hours. If you do not get a response

from me, please call again. On rare occasions, a message may get misplaced, or the voice mail

could malfunction. One of my greatest strengths is my attention to detail and being accessible.

A FINAL NOTE: One final thing I would like to bring to your attention is that of valuable articles, jewelry, cash, etc. Long & Foster is not responsible for any losses during the listing period, and while the risk

is minimal, I strongly urge you to lock away all valuable items in a safe place. Although I have

been fortunate not to have experienced any theft in my listings over more than 30 years, it is

always prudent to take precautions.

ONCE AGAIN: This is to assist you in becoming familiar with what to expect while your home is on the mar- ket. I have been through this process myself and I know it can be difficult; by working to-

gether, we can hopefully get you a contract quickly! Please call if you need additional explana-

tions. Thank you for your time and attention to this information.

Seller Checklist

Prior to Contract Ratification

Sign Listing Agreement

Pre-inspection Date_

Termite Inspection Date_

Go on the Market Date_

Open House Date_

Estimated Costs Date Completed

Painter

Carpeting

Cleaning

Clean & Repair Windows

Electrician

Plumber

Roofer

Landscaper

Miscellaneous

Staging

*******Please Keep Receipts******

* Order HOA/Condo Documents – if applicable – immediately,

as they are a walk away contingency in the contract.

Pack items that need to be moved to temporary storage. We

have a special discount rate with a storage POD company. De-clutter

One Week Before Going on the Market

Professional pictures of the interior/exterior will be taken for

our websites and other advertising the week before entering

into the Multiple Listing Service

Electronic lockboxes on property

Combo lockbox on property, as a backup in case electronic lockbox

malfunctions

Listing price determined

Valuables put away

Yard sign ordered

Placed in the Multiple Listing Service

Websites are loaded

Open House (if requested)

Scheduled for 1st Sunday 1-3pm or 2-4pm (Washington Post)

Lights on

Counters cleaned and beds made

Board or remove pets

Leave home with family

Market Preparation

Guide

Will Rogers once said, “You never get a second chance at a first impression.” While Mr.

Rogers was talking about people, it is also applicable to houses, especially when they are on

the market for sale.

It is important to make certain that the first impression is a favorable one. That’s the purpose

behind this Market Preparation Guide: it’s simply “Advice to help your home sell quickly”.

If you have ever been in model homes, you know how good they look. The thought might

even have crossed your mind that you’d like to have not only the home but all the furniture,

the pictures, the flower arrangements, and even the knick-knacks on the shelves.

There are some individuals who really know how to make a home look its best without

spending a lot of money. There are things that can be done to give it that “model home” look

so prospective buyers will want it and everything else in the house that you’re willing to sell.

When homes have this kind of appeal, they sell quickly and for the highest price possible.

Another interesting characteristic of homes that look this good is that usually the transaction

is remarkably free of problems.

What more could you want than to get your home sold for top dollar in short order without

any hassles? If you’ll read through this information and use some of the suggestions before

you put the property on the market, you’ll be on your way to one of these successful sales.

One word of warning though….don’t wait to see if the house will sell first before implement-

ing these ideas. Once you do decide to do something, don’t do just the easy ones or just the

bare minimum.

The property needs to look good from the street, up the sidewalk, on the front porch,

throughout the house. You definitely want to give the impression of a well cared for home.

You want the prospective buyer to feel that this home is quality all the way through, not just

on the surface.

You’ll never have more activity on the home than you will in the first few weeks of the

listing. The reason is simple: there are buyers out there who have seen everything available

and for one reason or another, haven’t bought. They are just waiting for something new to

come on the market.

Agents are just as anxious. When that new property does hit the market, buyers and agents

both will scramble to look at it. It is common knowledge that the property will usually sell

for the highest price during this time. After the initial surge of interest, the only people to

look at it will be those buyers new to the marketplace.

Besides all of the reasons listed above, competition can be fierce, with every other home

that is currently for sale: new and pre-owned, your area and other areas, those listed with

agents and those trying to sell themselves. You are even competing with the foreclosures in

the market.

Homes have proven to be one of the best investments for individuals. They have outpaced

inflation and in many cases, had exceptional rates of return. Experienced investors who

have rented out a property for long periods of time, know that to get the highest price for the

property, the property has to look good.

Typical buyers put all of their savings into the down payment and closing costs and don’t

have anything left over to improve the home such as replacing the dated carpeting. Those

buyers will just have to live with that carpet until they can afford to replace it.

If buyers have a choice of two comparable properties similar in price, they’ll choose the one

in the best condition. Just as on the other hand, if two properties are similar in condition,

the buyers will choose the one that is less money.

Drive-Up Appeal One of the frustrations a professional agent has to deal with is after having made an appointment on a home that will meet the buyer’s requirements, driving up in front of the

home and having the buyer say, “I don’t want to look at this. I don’t like the look of the

front.”

It takes a lot to overcome a statement like that, so the first place we’re going to start is with

the front of the house. Stand across the street and look at the house. If all you can see are

trees and shrubs, you have some yard work to do.

Landscaping is to enhance the home, not hide it. One of the easiest things to do is trim the

shrubs that are overgrown. They should be lowered to a height near the bottom of the

windows. If there is ivy growing on the side of the home, it is best to remove it. If there are

branches hanging low in the yard, you’ll need to prune them.

The next thing on the list is to clean out the flower beds and make them look good. This

means getting all the weeds out, having a distinct border between the beds and the yard, and

doing some mulching.

Everyone dreams of a “Home & Garden” property with flowers in the beds. Why don’t you

invest in a few flats of flowers such as petunias or impatiens that will last the entire growing

season and will add color and beauty to the front of your home?

You might even consider putting some nice looking flower pots on the porch with some red

geraniums or some other blooming plants in them.

Next, take a look at the front door and the area around it. If you paint nothing else, at

least give the front door a fresh coat of paint.

If the doorbell is broken, replace it. Wash the mail box. Keep the porch swept. Get

an attractive mat for people to wipe their feet.

The Absolute Basics Start by airing out the home. You are the last person to notice any peculiar odor in your home that may be blatantly obvious to visitors. Go on a search to find the offender. It may

be a kitty litter box or a dog bed. It might even be a mildewed shower.

Next, wash all the windows in the house, inside and out. While you’re at it, clean the

window sills and the bottom of the window jambs, and wipe the blinds.

If it has been over a year since you’ve had the carpets cleaned, now is the time to do it. The

bare floors should also be waxed or polished, even if they’re supposed to be “no wax.”

Put bright light bulbs in every socket made for a bulb. Buyers like bright and cheery so you

have to keep it from looking dark. You’ll also want to keep the drapes and shades open

during the day, even if you’re not in the habit, because it will make the property look better.

Closets should look as they have enough room to hold additional items. You might need to

box up off season clothes to make it look that way.

Another basic requirement for home preparation is to be sure there is not too much furniture

in a room. Even though it may be inconvenient, you will be far better off by selecting the

pieces that look best and putting the others in the garage, basement, or better yet, in storage.

You can rent one of those mini-warehouses for a reasonable price per month.

You need to go over the kitchen like a health inspector. Clean the oven and range. Put new

drip pans under the burners. Clean around the seal of the door to the dishwasher. Wipe

down the shelves of the refrigerator as well. Be sure to keep unnecessary items off your

counter tops. Also, remove all pictures and magnets from your refrigerator.

Bath tubs, showers and sinks should be freshly caulked. All the grout should be clean and

in good condition. There are excellent cleaners that will do the job without tons of

scrubbing. There should be no leaks in the faucets or traps.

Put fresh matching towels out in the bathrooms (we always prefer white), and replace the

shower curtain if needed.

Keep children’s toys out of the front yard and off the sidewalks and front porch. Get the

teenagers and children to understand the importance of keeping the house looking good

while it is on the market. Take down the posters until the house is sold.

Recognize the difference between decorator touches and clutter.

Clean the ashes out of the fireplace during the seasons that it isn’t being used. Keep the

television turned off while the home is being shown.

Make sure that the pull-down staircase is screwed together and strong enough to be used

safely.

If you don’t have time for a garage sale, consider donating things to charity. Make a list of

all the items and their estimated value, and be sure to get a receipt. The donation is tax

deductible and may be worth more to you than the time and effort you’d put into a garage

sale.

If you have a pool, it needs to be sparkling and free of leaves.

Don’t volunteer information to prospective buyers. If they ask you a question, answer it

truthfully.

Tell your friends that your home is for sale. You never know where the buyer will come

from.

For Those Willing To Go The Extra Mile There are some things you can do that will really add value to your home. Repainting is the number one improvement, dollar-for-dollar. It is the best money spent. Taking down the

wallpaper in the entry, kitchen or bathrooms that is not neutral is also important. Replace

light fixtures that are dated or unattractive.

I am asked frequently why change the color when the buyer has their own taste. After years

of working with buyers, I find that a neutral house works for anybody until they have the

time and money to personalize the property.

Some enterprising homeowners will put all new floor coverings down or refinish their

hardwood floors. Others might add new window treatments.

Replacing dated appliances in the kitchen can be an exciting feature that can actually make

the difference in a prospect choosing your home over another.

It’s Show Time Someone has just called to show the house and now all the hard work you’ve done to make it look good is about to pay off. You just need a few last minute touches.

When a showing is scheduled, have the drapes and window shades open to let in as much

daylight as possible. You will also want to keep the lights on during the day in darker areas

of the house or on cloudy days. If it happens to be nighttime, be sure that all of your

outdoor lights are on, especially landscape and pool lights if you have them.

Pick up any newspapers or magazines that may be lying around. See that the counters are

free of unnecessary items and that any dirty dishes are put in the dishwasher. Take out the

trash if needed.

If you have pets, keep them out of the way. Not everyone may share your love for

animals. Some people may even be allergic to them.

The beds should be made and clothes picked up. Bathrooms should be clean and the toilet

lid down.

When you leave the house in the morning or during the day, please leave it as if you know

it is going to be shown. It’s difficult sometimes and might even mean you have to get up

a little earlier in order to take care of these important items. You never know when the

right person is going to look at it, so you must always be ready for them.

The Purpose of Realtor

Feedback

The reasons we email the agents who showed your house are:

To jog the Agent’s memory about the house so that we may be able to get

A second showing.

To answer any questions or concerns the Buyer expressed so the house will

be considered.

To get the impression of the Buyers or Agents that might help us to better

market your house.

Note: Don’t expect Agents to give a full critique of the house. If they showed

15 houses, they honestly may not remember in detail. Also, if an Agent

doesn’t respond, it means the Buyers are not interested.

Interpreting

Feedback

When An Agent Says: The Agent Means:

“The Buyer thought the house was too small.”

The Buyer found larger homes for the same price.

“They liked the house but bought an- other one.”

They found other houses that were better values.

“They liked the house but bought a newer home.”

Buyers will pay 10-15% more for a newer house.

“They didn’t like the carpet.” The seller should replace the carpet because of age or color.

“They thought the yard was too small, the street was too busy.”

They found other homes with larger yards, quieter streets, etc.

“They didn’t like the floor plan.” They didn’t like the floor plan.

Price objections are always clothed in different terms. Rarely do agents state that a home is overpriced. If their buyer liked

the house yet it is not in the running, they will use the word ―BUT in

their feedback. ―They liked it BUT…. and then state some objection.

Seller’s Goal:

To Be the Nicest House in Their Price

Range―It’s a price war and a beauty

contest!

Market Feedback or…

―What they are really saying

A. No showings! No offers! The REALTORS and the potential purchasers are not even interested because they can buy so much more for

the dollar elsewhere!

You do not make the first cut. They have passed you

by, based on price or condition.

“Are they kidding?”

“It’s OK…But”

B. Either: 10-12 showings and no offers, just

a few showings, slowed down traffic since the

first few weeks when the listing hit the com-

puters, or on the market for 2-4 weeks and

no offers! The potential purchasers feel that they can still buy more home for the dollar. They’re looking for the “best

buy” based on current market conditions. They saw

yours and are still not interested or moved enough to

make an offer.

“Excitement”

C. Showings, second showings and offers in

the first 2 weeks! Congratulations! We are

at the ―Excitement Level not the giveaway

level for the current market. When we are at this level, we should be able to hold within just a few percent from where the home is cur-

rently listed. Potential purchasers obviously feel that

your home is one of the nicest on the market at this

time, for the dollar! These buyers have usually been

looking for a while and waiting for the right property to

come on the market.

Remember the current market conditions, and being the best property for the

price creates value! Value does not equal what Aunt Harriet and Uncle George feel

you should get, what your past builder or neighbors feel you should get, what you

have invested in your home, or what you paid for it… unfortunately, none of these

factors create value!

I am on your team… but I do not have the power to change the market.

We’re just a phone call away if you have any questions… thank you for trusting us to sell your home!