The Ultimate Home Sellers Guide - Top Producer® Website · 2013-03-14 · The Ultimate Home...

The Ultimate Home Sellers’ Guide

How to Prepare Your Home For Sale in Today’s Challenging Economy

Sally Messinger Top 1% of Howard Hanna Real Estate Agents

“Sally Messinger is the best bloody real estate agent on the planet.”

-Ed Hawks

(former Chagrin Falls seller)

Sally Messinger, CRS, ABR, GRI Cell: 216-240-9911 Howard Hanna Real Estate [email protected]

Dear Home Seller,

Selling your home doesn’t have to be rough. That’s why I created The

Ultimate Home Sellers’ Guide: How to Prepare Your Home For Sale in Today’s

Challenging Economy.

Here, you’ll gain valuable information that has been collected by me for

over 30 years as a full-time Realtor. This is how homes get SOLD.

Recently, I listed a house in Orange Village that sold in three days! How did

I get their home sold in three days? The sellers used the tips in this booklet to

prepare their home for sale before putting it on the market. Then I marketed the

house to buyers and Realtors.

“Before anything else, preparation is the key to success.” –Alexander Graham Bell

I hope you find the tips in this booklet as valuable as my clients have had in

selling their homes. If you have any questions, please feel free to call me on my

cell (216-240-9911) or email me at [email protected].

I will also be more than happy to provide you with a FREE Market

Analysis so you can see how your house competes to comparable houses. I look

forward to hearing from you!

Dedicated to Getting Your House Sold,

Sally Messinger Sally Messinger, CRS, ABR, GRI

Howard Hanna Real Estate

Top 1% of all Howard Hanna Agents

Cell: 216-240-9911

[email protected]

P.S. Contact me today to schedule your FREE, no-obligation, no-pressure

consultation! I won’t ask you to sign anything!

Sally Messinger at the Cleveland Clinic!

mailto:[email protected]


Contents

The Five Reasons A Property Sells……………...………………….4 The Process of A Real Estate Transaction…………………………5 Myths About Pricing A Home For Sale……………………………...6 Don’t Think Like A Home Seller, Think Like A Home Buyer……………………………………………….…..7 What Does Your Home Look Like Through The Eyes of A Buyer……………………………………………8 When Your House Is Being Shown………………………………..10 When Your House Is Going To Be Inspected…………………….11 Conclusion……………………………………………………………12


1. Price

2. Condition

3. Terms

4. Location

5. The Agent You Select

You control FOUR of these…

THE FIVE REASONS A PROPERTY SELLS


The Process of A Real Estate Transaction

1. Buyer and Seller fully negotiate purchase agreement.

2. Buyer’s earnest money check is deposited.

3. Buyer applies for financing with a lender of their choice.

4. Private inspection ordered.

5. Lender examines Buyers’ credit and appraises property.

6. Lender approves Buyers’ financing.

7. Title search is ordered.

8. Seller completes any required repairs to property.

9. Any contingencies in purchase agreement removed by written consent.

10. Title commitment obtained by title company.

11. All funds and documents deposited into escrow.

12. Deed filed and funds disbursed.

13. Buyer obtains possession according to the purchase agreement.


Myths About Pricing A Home For Sale

Putting your house up for sale can be emotionally draining.

Here are some considerations:

MYTH #1: Realtors set the price of a home. I will suggest a listing price, based upon an examination of the property and market

conditions, including how many homes are competing in a specific price range and how many

have sold in the past six months.

MYTH #2: “I can set an arbitrary figure and then dicker.” Buyers are increasingly sophisticated and comparison shop. Pricing too high can mean

the home stays on the market for an extended period. When the property finally is priced in the

range of market value, it’s not uncommon for the home to sell at the lower end. We have learned

that a house priced close to, or at its fair market value, generally sells for the highest price.

MYTH #3: “I’ll set the same price as the assessed tax value.” Don’t confuse market value with assessed value. Market value is determined by market

conditions. Assessed value simply is used for tax purposes. Insurance value is based upon cash

to rebuild a specific property.

MYTH #4: “I should get back all the monies I have put into remodeling my house.”

In many neighborhoods, homes were built at approximately the same time, and may be

similarly priced at the time of construction. It’s tempting to believe that if an improvement costs

$30,000.00, for example, that amount can be added to the asking price; however, buyers will

only pay the full price for improvements if the improvement is valuable to the buyer. Some

improvements may actually have no effect on the value of the property or it may even decrease

the value (as is often true of swimming pools).

MYTH #5: In a soft market, a seller loses money. Often the losses are imaginary, involving anticipated appreciation of money not actually

realized. Frequently, since expectations were so high, owners mistakenly assume they’ve taken a

loss. The longer you’re in a home in a healthy real estate market, the better the appreciation. If

you lived in the same home for some time, but the market has eased, there will likely be

appreciation, but perhaps not as much as you expected (or as much as your neighbor’s home sold

for).

MYTH #6: “I’ll price my home for the same amount that my neighbor listed his property for.”

That can be regrettable for a couple reasons. One, the neighboring property may not be

as similar as you think. The amenities may be different or more or less numerous. Secondly,

time of year, interest rates and number of houses on the market needs to be considered.


Don’t Think Like A Home Seller, Think Like A Home Buyer

I’m going to tell you a story about a fisherman, Captain John Rade. Now, I

know what you’re thinking… What does a fisherman have to do with selling my

home? Well, actually, a lot. READ ON…

Captain John Rade, a commercial fisherman from Montauk, New York, is

known for out fishing every commercial fishermen without using big nets, no

crew, no long lines of hundreds of baited hooks, nothing. He uses nothing more

than his little motorboat and a rod and reel.

He regularly out catches all of the other commercial fishermen, who have

crews of five or six fishermen, combined!

How does he do it? Well, a news reporter from the East Hampton Star, a

major newspaper from Long Island, asked, “Captain John, how do you out fish

every other commercial fishermen? This is an astonishing feat, and you do it day

in and day out.”

Captain John had to think for a moment and said, “When most fishermen go

out on the water to fish, they think like a fisherman. When I go out, I think like a

fish.”

Now, do you see where I’m getting at when selling your home?

Don’t Think Like A Home Seller, Think Like A Home Buyer!

IMPORTANT: When you read through the next sections, keep a close eye

on what your home looks like through the eyes of a buyer.


What Does Your Home Look Like Through The Eyes of A Buyer?

This is an important question to ask yourself when preparing to sell your home. The following

checklist will give you an idea of what should be done to your property so that it looks its best.

Basement, Attic, Garage *Clean out attic, basement, and garage and dispose of everything you are not going to move.

*Package everything you don’t need until you’re settled in your new home.

*Make sure there is plenty of light on the stairs to the basement.

*If your basement is dark and gloomy, paint ceilings and walls a light color.

*Repair cracks in the basement floor with ready-mix concrete.

*Vacuum garage floor and rafters.

*Stack items neatly against walls to make the areas look larger.

Kitchen *The kitchen is the most important room in the house. Make it bright and attractive. If dull,

paint cabinets. Put up perky new curtains or take down old ones.

*Clean the ventilating hood in the kitchen.

*If the kitchen floor is worn, replace it. Buyers prefer hardwood or tile, not laminate.

*Remove any appliances that you keep on your counters, like a toaster, coffee maker, can

opener. Clean counters make the room look larger.

*Leave a luscious smell in the kitchen (i.e. vanilla, cinnamon, apple etc.).

Bathroom *Repair dripping faucets.

*Keep fresh towels, shower curtains, and throw rugs in the bathroom (buy new ones at TJ

Maxx or Marshalls).

*Use special cleaning products to remove stains from toilets, bathtubs, and sinks. Keep sinks

and mirrors shining.

*If sinks and bathtubs drain slowly, unclog them.

*Keep a solid deodorizer in the bathroom area (not floral).

*Replace old grout and re-glaze bathtub if needed.

Living Areas *Have plaster in top shape. Cracks, nail-pops, and visible seams in the wall need to be fixed.

*Check ceilings for leak stains. Fix the cause of the damage, repair the ceiling, and paint.

*If painting and redecorating, stick to conventional white and easy to work with neutrals.

*If you have a fireplace, clean it out and lay some logs in it to make it look inviting.

*Wash windows and replace broken glass. Make sure all windows open and close.

*Replace burned out light bulbs. Use brighter bulbs. *Be sure every light switch works.

Living Areas (Continued)


*Make the floors shine! Clean any creaking boards or stair treads (drive two long finishing

nails at opposing angles through the floor and sub-floor into the joist).

*Straighten up the closets. Get rid of excess. Store out of season clothes so closets look larger.

*Use Murphy’s Oil Soap to eliminate musty odors.

*Lubricate any sticky or squeaking doors. For doors that stick slightly, rub a block of paraffin

against the surface that shows signs of wear.

*For sliding doors that stick in their tracks, rub the tracks with paraffin or candle wax.

Outside *Invest in landscaping. A well-manicured lawn, neatly

clipped shrubbery, cleanly swept walks, all creates a good first impression.

*Cut back over-grown shrubbery that looks scraggly or keeps light out of the house.

*Paint your house if necessary. This can do more for sales appeal than any other factor. If you

decide against painting, at least consider painting front shutters, doors, and window frames.

*During the winter, make sure walks are free of all snow and ice.

*Inspect the roof and gutters. Replace any missing shingles.

*Consider putting flowers outside the front door (weather permitting) and removing any

empty pots.

*Repair broken outdoor steps and tuck-point, if necessary.

*Keep lawn cut and edged.

“Sally Messinger delivered outstanding services to us! She is a real

pro, has great experience, her recommendations on pre-sale

work were valuable, her references to contractors were good

& saved us significant dollars! She never stops working!”

-Cecil & Gretchen Mellin

(former Shaker Heights sellers)


When Your House Is Being Shown

* Keep room draperies and shades open to let light in. This makes the room appear lighter and

larger.

* Tag items not included in the sale (i.e., washer & dryer).

* Have all your lights on during showings.

* At night, turn on the porch light and outdoor lighting in back if you have it.

* Avoid clutter!! Remove all “stuff.”

* Keep any toys in the children’s room and in closets or toy boxes.

* Bikes, wagons, and skateboards should be out of sight or neatly put away.

* Keep radio, stereo, T.V. turned way down. Try WCLV for background music.

* Take your family away (especially pets) during showings and Open Houses.

* Refer direct inquires you receive about viewing your home to me.

* Let the real estate agent show your home. Stay away or refer questions back to me.

* If you happen to need to be home, don’t follow the potential buyer around the property.

REMEMBER... Don’t think like a home seller, think like a home buyer!


When Your House Is Going To Be Inspected…

Please Read Carefully The general home inspection is a visual examination of the components of a home.

Sellers should not be present during a home inspection. I will not be there either, as it is

always best for the seller to leave the buyer, selling agent, and the inspector alone in the house

for these inspections. Please be sure to do the following:

Provide access to the property to be inspected. Make certain doors are open or that keys / garage door openers are readily accessible.

Make certain that all pilot lights are lit, hot water tanks and heating systems are operable,

appliances are connected, and all water valves are “on” (weather permitting).

Provide easy access to heating systems, hot water tanks, and appliances.

Provide access to water meter, gas meter, and electrical panel. Temporarily remove pictures or decorative items which are used to conceal electrical panels.

Clean up yard. Buyers and home inspectors do not enjoy stepping in animal waste, wet leaves, or other debris.

Control pets. Barking and / or jumping dogs make it difficult for the home inspector to

perform his job. Chasing a runaway cat is detrimental to the inspection process.

Do not run water (except for required toilet flushing) during the inspection. Running a dishwasher, doing laundry, showering, car washing, watering the lawn, etc. are all

disruptive to the inspector’s testing procedures.

Replace all burned out light bulbs. Pay special attention to lights in the basement and attic.

Make certain all fuses and / or circuit breakers are operable, as well as all smoke

detectors and carbon monoxide detectors. Be sure to check and replace any dead

batteries.

Disarm security systems. Appearances by police and fire departments during inspections are disruptive.

Control children. Inquisitive or disruptive children are an impediment to the inspection process.

Provide access to hatches or crawl spaces. If access to a crawl space is through a closet floor, remove contents of the closet. If access panels are extraordinarily obscure, leave a

note to assist the inspector in locating the panels.

If any repair or replacement work (roof replacement, heating systems, waterproofing,

siding or windows, electrical/plumbing repairs or upgrades) has been done recently,

provide the inspector with copies of relevant paper work.

If city inspections are required, please leave information on current violations, including which violations have been completed.


Conclusion

You have just gained valuable information about how to sell your home that

has been collected by me for over 30 years as a full-time Realtor. This is how

homes get SOLD!

Feel free to print this booklet out and keep it handy when going around your

house and using it as a checklist. I am also more than happy to mail you a physical

copy, absolutely FREE! Just send me an email with your name and address to

[email protected] or call me on my cell at 216-240-9911, and

I’ll get the booklet out to you ASAP.

I will also be more than happy to provide you with a FREE Market

Analysis so you can see how your house competes to comparable houses.

Let me know if you have any questions that I can answer for you. I look

forward to hearing from you today!

Dedicated to Getting Your House Sold,

Sally Messinger

Sally Messinger, CRS, ABR, GRI

Howard Hanna Real Estate

Top 1% of all Howard Hanna Agents

Cell: 216-240-9911

[email protected]

P.S. Contact me today to schedule your FREE, no-obligation, no-pressure

consultation! I won’t ask you to sign anything!

P.P.S. Remember… Don’t think like a home seller, think like a home buyer!

Sally Messinger at the Cleveland Clinic!

mailto:[email protected]

The Ultimate Home Sellers Guide - Top Producer® Website · 2013-03-14 · The Ultimate Home...

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