THE PRANE TEAM Hard-Working, Aggressive and Skilled
RECONNECT, LLC. WHERE BUYERS AND SELLERS CONNECT
Pre-Listing Packet For Sellers
RECONNECT THE PRANE TEAM HARD-WORKING, AGGRESSIVE AND SKILLED
Pre-Listing Packet for Sellers
© RECONNECT/THE PRANE TEAM RECONNECT, LLC. 3457 WYOMING, ST. LOUIS MO 63118 Phone (314) 771-4222 •
[email protected]
PRIVACY STATEMENT RECONNECT, LLC. believes that privacy is crucial to the ongoing success of the company as a service, commercial, and informational medium. Our policy is to keep the personal information we receive from our customers and clients completely confidential, and used solely for internal purposes. We will not share your personal information or that of your referrals with any other parties. RECONNECT, LLC. will not willfully disclose any individually identifiable information about its customers or clients to any third party.
Table of Contents Introduction to RECONNECT 1 Profile of Steve Prane
2
Recently Sold Properties
3
What You Can Expect From Steve Prane
4
Points of Difference
5
Why Select Steve Prane
6
Company Profile
7
Home Selling Process
8
Home Inspection
9
Thoughts on Condition
10
110 Ways
11 – 17
Things That Can Go Wrong
18
10 Ways to Save
21
Interview Questions
22
Notes
24
Help Me Help Them
25
Property Search Request
26
Advance Notice of Payoff
27
I N T R O D U C T I O N
T O
T H E
R E C O N N E C T
T E A M
STEVE PRANE Dear Prospective Client: Thank you for giving me the opportunity to present my practice of real estate to you. As you review this material, you will begin to understand that all real estate agents are not alike. Over the years, I’ve built my business and reputation on doing the very best job for my clients. My goal is your goal; whether it is to sell your home within a certain time frame, sell it with the least amount of inconvenience to you, or sell it for top dollar. I have included in this book a fair amount of information about my practice to reinforce the fact that I get results by being Hard-Working, Aggressive and Skilled! It doesn’t matter whether it’s a “Buyer’s market” or a “Seller’s market”. . . there is always fierce competition among the houses on the market for those ever-so-few “Qualified Buyers” who are out looking. Sellers need aggressive, effective REALTORS to direct those Buyers to their property in order to get their property SOLD at their price and terms. My results prove that I am the Very Best at getting the job done! I hope you find this book informative and useful. After reviewing the information you may conclude that selling a home is a complicated business. That is why it may be in your best interest to hire The Real Estate Professional to represent you. I am looking forward to meeting with you to discuss your needs. Your REALTOR,
Stephen Prane, Broker-Associate, REALTOR®
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PROFILE OF STEVE PRANE Steve is a licensed REALTOR®. He has been managing and selling real estate in St. Louis and the surrounding counties for over 4.5 years. As a former Top Producer and Marketing Director for HomeVestors of St. Louis, he showed he is committed to 100% customer satisfaction. As a result of that commitment, Steve gets nearly half of his new clients from satisfied clients.
• Broker-Officer, RECONNECT, 2005 • Broker-Associate, 2004 • Marketing Director, HomeVestors of St. Louis, 2004 • Top Producing Agent for HomeVestors of St. Louis, 2004 • Developed HomeVestors of St. Louis New Property Marketing Plan • Property Manager, SB Associates, 2001-2005 • Real Estate Investor, 2001-present
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RECENTLY SOLD BY STEVE PRANE: 7012 Idlewild
1315 Ballast Point
13 Mary Ann Ct
5740 Finkman
6612 Winnebago
8601 Betty Lee
3621 Arkansas
459 Scenic
2870 Penbrook
729 Science Hill
3525 Chippewa
2133 Nebraska
3941 Eiler
49 Rock Church Rd
9201 Hale
3417 Michigan
3908 Cherry Brook
3035 Canfield
5514 Sutherland
3842 Nebraska
1922 Melody Lane
1922 Glatt
1810 Dand ridge
12412 Sea Lane
9934 Greenpark
4760 Mehl
8610 Buckthorn
1107 Palmer
6160 N. Pointe
2402 Switzer
2013 Raintree
2814 Lyndhurst
8104 Nola
5151 Campbell
8240 Albin
1211 St. Michael
5365 Wells
1703 Doris
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WHAT YOU CAN EXPECT FROM STEVE PRANE: • Experience: dedicated over 4.5 years full time. • Ethical Standards: Integrity & strict ethical standards. • Broad Exposure: Your home will be exposed to buyers generated by Steve’s broad sphere of influence. In fact, by working as a team, the chances are higher that we may already have a buyer for your home. • Immediate Coverage: The listing is inputted into the MLS computer within 24 hours of the listing agreement being signed. Included is MLS, Showcase on Realtor.com, featured listing on ReconnectRealty.com, Picture Advertising on Backpage.com and inclusion on Craigslist.com with full links to your property profile. • Full-Time Effort: Steve is a full-time realtor. • Communication: You will hear from either me, or my assistant, weekly to update you on activity, give feedback or otherwise help with any questions you may have. • Knowledge of the Market: Daily hands-on interaction. • Relocation Services: Steve has access to the Reconnect full-service relocation department should you need to be referred to an agent in another area or state. It is simple!
• The Best Service! Your goals are my goals and you can rest assured that they will be my focus everyday.
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STEVE’S POINTS OF DIFFERENCE More Than A Sign • Advertising: Your home will contain:
Homebook specifically designed with the following features: • Descriptive flyers • Financing options • Survey (if available) • Utility history (if available) • Sellers disclosure
• Full investigation of Competitive Housing Prospects • Assistance Staging your Home for Market • Network the entire Broker Population • Top negotiation skills developed over 4 years of full time Real Estate Investing • Aggressive reverse prospecting all of our listings (we call all agents who have prospective); • Inform your neighborhood of your available property with a mailing to surrounding houses in your area including description and photo. • Open Houses open to the general public at your discretion;
• Your home will be featured as a Showcase* Home on www.Realtor.com • Your home will be a featured listing on www.ReconnectRealty.com, we take over 50 pictures of every property so we have the best possible Point of Reference for the Buyer.
• Premier Seller Support System: o Cumulative Feedback from showings;
o Support and Assistance throughout the entire selling process, you will be informed every step of the way.
o Advertising feedback 5
WHY SELECT STEPHEN PRANE? Additional Advertising and Services •
Your Property will be one of the Showcase Homes at www.Realtor.com: Realtor.com is the largest source of online homebuyers. Your Showcase Home will include a Framed Showcase Heading, Additional pictures, Scrolling text, full description while all of the other listings have just one picture and no description.
•
We have the ability run advertisements in the Saturday and Sunday editions of The Saint Louis Post Dispatch and The Riverfront Times. Your listing will be monitored for feedback and included in these advertisements if necessary. Even when it isn’t advertised, other homes in the price range can generate buyers for you;
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Direct mail on every listing to prospective buyers informing them of your newly listed property and aggressive reverse prospecting to find those agents who already have pre-approved buyers;
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We have a Buyers Assistance program that allows us to individually match one of our buyers to your listing;
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We make sure potential buyers for your home have all community information regarding your home provided to them. School information, hospitals, restaurants, shopping, public transportation. It is very important to stand out from the competition;
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Multiple Listing Service; www.ReconnectRealty.com featured listing, Home Warranties Offered;
During the Closing Procedure: • Once a contract is signed, my transaction coordinator and I handle all the details and keep you informed of the progress; and
•
Everything is done to ensure your home closes on time and without problems 6
COMPANY PROFILE Reconnect, LLC started with the purpose of having a vision of a different type of real estate company. We wanted to change the perception of the Realtor and the real estate industry. Reconnect Realty created a new brand of real estate company based on providing consistent and reliable customer service. We are a team of knowledgeable career driven associates interested in building a tradition of community involvement. Reconnect, LLC. offers services for Sellers, Buyers and an innovative Lease/Purchase program for individuals who cannot purchase without assistance. These services are based on an extensive pool of expertise based in Real Estate Investment and now offered for the publics benefit. Locally, Reconnect, LLC has become an industry innovator in real estate services. In addition to Sellers and Buyers services, Reconnect is involved in Property Management, Landlord Assistance and Leasing, Purchasing, Condo Conversions and Commercial Property Development. Reconnect Realty offers all of our clients access to an umbrella of services including appraisals, home inspections, title insurance, financing and legal services. Our goal is to provide the very best personal, honest, and professional real estate services to our clientele. The success of Reconnects agents and the firm continues to grow. We are meeting the challenge of building toward the 21st century in the competitive St. Louis Metro Area market. We realize that to grow and prosper, we must continue to strive for excellence and innovation in every aspect of the industry.
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HOME SELLING PROCESS BROCHURE I have designed this book to assist you with the sale of your home. I understand the many questions and concerns of home sellers & how this information will be helpful throughout the transaction. I assure you that it is my goal to provide you with the most professional and informative service. Consultation to analyze needs
Establish a working relationship. Sign listing agreement Prepare your home for sale
Homebook, Flyers, Direct Mail
Realtor.com. & Reconnect Realty Website
MLS Book
MLS Computer
Open Houses
MLS Members
Closing Process
Proactive marketing by Steve Prane
Mortgage Application Contact prospects
Credit Report
Showings
Appraisal
Offer received with earnest money Counter
Underwriting Rejection
Conditions
Counter offer
Loan Approval
Acceptance of Contract Inspections
Verification s
Attorney Prepare Deed
Title Search
Review Settlement Statement See Closing Process
Closing (Transfer of Title) 8
Moving Day!
AFTER SELLING YOUR HOME: THE HOME INSPECTION
Many buyers choose to have Home Inspections at their expense when purchasing their new home. In fact, many offers are subject to having a home inspection. By having a home inspection, the home’s vital systems are checked. A home inspection allows you to sell your home with confidence. The buyers will schedule a whole house inspection shortly after the contract is ratified. I will contact you to let you know when the inspection will take place. The inspection will normally take anywhere from 1.5 to 3 hours. This is also a good time for the buyer to bring in any family members that would like to see the house. The buyer’s agent will usually be present during the inspection. Once the inspection is completed the buyer’s agent will provide me with a repair addendum that will detail the requested repairs/credits. I will contact you to discuss the requests and we will then negotiate the addendum. We will then have time to get quotes from any contractors that we may need.
Items on your inspection report will include: Foundations, Basements & Structures Basement floors & walls, proper drainage & ventilation, evidence of water seepage. Exterior Siding, Windows, Doors Exterior walls, windows, and doors; porches, decks & balconies; garage Roof Roof type & material, condition of gutters & downspouts Interior Plumbing System Hot & cold water system; the waste system & sewage disposal; water pressure & flow; and hot water equipment Electrical System Type of service, the number of circuits, type of protection, outlet grounding, and load balance Central Heating & Cooling Systems Energy source, type of cooling equipment, capacity, and distribution Interior Walls, Ceilings, Floors, Windows, and Doors Walls, floors, ceilings, stairways, cabinets, and countertops Attic Structural, insulation & ventilation information Fireplace Notes about the chimney, damper, and masonry Garage Doors, walls, floor, opener Appliances Includes a wide range of built-in and other home appliances, smoke detectors & TV/Cable hookups Lot & Landscaping Ground slope away from foundation, condition of walks, steps and driveway 9
SOME THOUGHTS ON CONDITION Of all the things homeowners control when selling their home, the condition of the property is one of the most important. A crucial part of marketing any product is the presentation of the product. Corporations and retail businesses understand this concept and pay millions of dollars each year to advertising and marketing consultants to get the best advice possible. The same is true for houses. In order to effectively compete with other sellers, homeowners must present their homes to the marketplace in an attractive, desirable condition. When you bought your home, you probably comparison shopped. Well, buyers are still doing that today. According to the National Association of Realtors, the average purchaser looks at 10 to 20 properties prior to purchasing a home. Regardless of how many properties are on the market, available buyers will always seek the best priced property that is in the best condition. THINK LIKE A BUYER You are not just selling a house. You are selling a shelter, lifestyle, and dreams. People always want the best for themselves, and your home should represent the buyer’s answer to this goal. Put yourself in the buyer’s shoes! Remember, they arrive at your front door wanting to find the right home. Don’t make them search somewhere else for it. If you have done your homework, every room in your home will create a desire for the buyer to stay. START MAKING A LIST Walk outside and take a look at the property through the critical eyes of a buyer. Is there anything that needs painting, repairing, looks worn, or is outdated? Start writing these items down on your list. Walk through the interior and do the same things. Ask for the assistance of everyone in your family. After all, a shorter sales time will benefit everybody in the family. DO EVERYTHING BEFORE PUTTING YOUR HOME ON THE MARKET Complete all your repairs, improvements, and enhancements prior to your first showing. Remember, your best showings come early in the listing period. Be ready!
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110 WAYS TO SUCCESSFULLY SELL YOUR HOME FOR THE HIGHEST PRICE IN THE SHORTEST TIME
Selling a home today is different than it was five years ago. Today’s buyer wants a home that is in “move in” condition, and they will walk away from a home that does not “show well” or is in poor condition just as fast as they will walk away from an overpriced property. There is a saying in the real estate industry that “you never get a chance at the buyer of a lifetime.” In many instances it is hard to look at your house objectively because it’s your home, but a Realtor is trained to do just that. We hope that these 110 ways will get you the sale that you are looking for.
Exterior
Landscaping 1. Plan ahead and plant grass seed where needed as the lawn can be a real turnoff or a “turn on.” 2. It’s a good idea to prune away any trees that distract from the view of your home. Pruning low limbs on trees can make a major difference. 3. Clean up everything. Make sure that any debris or broken fence parts, bricks, yard lights and mail boxes are in good repair. 4. Remove any dead or dying shrubs, and replace them with fresh ones. 5. Put new mulch in the flowerbeds, around shrubbery and the base of trees. 6. Make sure that all walkways are cleaned and in good repair. 7. If you don’t know what to do, hire a landscaping company to evaluate your property and give you a plan. 8. Make sure that all exterior lighting works properly. 9. Keep your lawn cut and neatly trimmed. 10. Use large pots of flowers or green plants on the deck or the front porch. 11. Hanging plants can also create a favorable impression. 12. Repair cracks and damages in the driveway and in some instances it’s a good idea to have an asphalt driveway resealed before showing. 13. If your home is going to be marketed during the winter months when ice could be a problem it’s important that you keep driveways and walkways cleaned and safe.
110 WAYS TO SUCCESSFULLY SELL YOUR HOME (CONT.) 11
Exterior of the building
Landscaping 14. Repair and replace any broken or rotted trim and siding. 15. Paint everything that needs painting. Most people prefer to buy a home that is in good repair and ready to move in. A home which needs to be painted is a real turnoff, especially if there are other homes from which to choose. 16. Replace any missing shingles from the roof. 17. Clean, repair, and replace any gutters and downspouts that are defective. 18. Invest in a new doormat. 19. Check all screens and storm windows to make sure they are in good repair. 20. Consider “power washing” the exterior and the walkways, decks, driveways, etc. 21. Paint the mailbox and the post. 22. It’s important to create an “outdoor room” as it makes a house feel like home. You can do this effectively by covering a picnic table with a vinyl tablecloth, an arrangement of silk flowers, and a few plastic plates and flatware. This could be created on a screened-in porch, deck or in the rear yard. 23. Placing a potted plant on a front porch or stoop can make a positive impact on a person’s first impression. Take care to make sure it’s a positive reflection of your home. 24. Have the windows and windowsills cleaned inside and out. 25. Paint everything that is in question.
INTERIOR 26. Clean all the carpets and replace those that are worn or stained beyond cleaning. 27. Remove any dated items such as wallpaper, carpets, light fixtures, etc. If you’re not certain about what to do, consider using the services of an interior decorator or professional organizer to help you make the right choices. It’s a good idea to use someone who is involved in the new homes industry as they are more in tune with what people are looking for in a home. 28. Be very careful about selecting paint colors, wallpaper and carpets if you decide to fix it up. Many buyers have a hard time looking beyond bold colors on the floor or on the walls. The idea is to get the home as close to neutral as possible and you can do this by using neutral tones.
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110 WAYS TO SUCCESSFULLY SELL YOUR HOME (CONT.) 29. Repair any dings in the trim or cabinets. Hardware stores have a variety of new products that can make this job easy and fun. 30. Replace any hardware like doorstops, hinges, doorknobs, shower rods, faucets and switch guards that have become worn, discolored or damaged. 31. Clean all the windows including the skylights. 32. Make sure that all light fixtures are clean and in working order. 33. Repair and/or replace any plumbing fixtures that are defective. 34. One of the most important things that you can do is to make sure that the home is immaculate and stays that way. Many homeowners use the services of a professional cleaning service to get the home ready and to keep it in “ready to show” condition during the selling process. 35. The idea is to make every area of the house sparkle and shine.
SPACE MANAGEMENT 36. It’s important that all clutter be removed from every room and every closet. 37. Remove all of the boxes and clothes from the closets that are not going to be needed during the showing process. 38. It may be a good idea to rent a storage space to store all of the items that are in the way. Don’t store them in the attic or garage as they still are a problem. 39. Pack up all of your collectables to both protect them and to give the rooms a more spacious feeling and appearance. 40. Leave just enough accessories to give the home a personal touch but not so many that they become a distraction. 41. Use light to make the home appear more spacious. 42. Take time to open the drapes and blinds. 43. Make sure that all the lights throughout the house are on before a showing.
ROOM ANALYSIS The Front Entry—This is the area that forms the first impression of the house and it really needs your attention. 44. Make sure that the entry is in as near-perfect condition as possible. 45. The front door should be freshly painted. 13
110 WAYS TO SUCCESSFULLY SELL YOUR HOME (CONT.) 46. If the doorknob and locks are not bright and shiny, they need to be replaced. 47. Well-placed and carefully chosen mirrors and rugs add to the appearance of any foyer or entry area. 48. Remove any off-season clothing or other items from the entry hall closet that can be stored elsewhere. 49. Remove any musty odor by adding a bag of cedar chips or some other fresh scent. 50. Put a fresh coat of paint in the entry closet to brighten it. 51. Water container plants/flowers. Replace if necessary. 52. Dust entry table or shelves.
THE LIVING ROOM/FAMILY ROOM 53. Dust surfaces (including TV screen). 54. Straighten coffee table, bookshelves, and other areas. 55. Stow away newspapers, magazines, books, games, toys and videos. 56. Vacuum rugs or mop floor. 57. Vacuum upholstered furniture; wipe down leather or vinyl. 58. Sweep fireplace. 59. Wipe down ceiling fan blades. 60. Water houseplants.
THE KITCHEN 61. Mop or vacuum floor. 62. Clean appliances. 63. Avoid clutter! Clear items from countertops and cabinets. 64. Wipe countertops and cabinets. 65. Clean sink. 66. Stow away kitchen sponge and dish towels. 67. Open windows or run fan to remove cooking odors. 14
110 WAYS TO SUCCESSFULLY SELL YOUR HOME (CONT.) 68. Open windows or run fan to remove cooking odors. 69. Clean off the top of the refrigerator.
THE DINING ROOM 70. Visually imagine a large dining area. 71. Remove extra “company” chairs. 72. Take one or two leaves out of the dining table. 73. Add fresh or silk flowers as a centerpiece on your dining table.
THE HOME OFFICE 74. Dust surfaces, including computer screen. 75. Stow away files, preferably “off site.” 76. Mop floor or vacuum rugs. 77. Polish cabinets and woodwork. 78. Straighten desk and bookshelves. 79. Give away anything you do not use or is no longer needed.
THE BEDROOMS 80. Large master bedrooms are extremely popular today. Make your bedroom appear larger. 81. Paint the room a light color. 82. Remove one of the dressing tables or bureaus if the room is crowded. 83. Get rid of the clutter. 84. Decorate the private bath of the master to coordinate with the bedroom. 85. Imagine you are in the “Bed and Breakfast” business. 86. Make closets look spacious. 87. Remove and store all out of season clothing. 88. Remove any items from the floor area. 15
110 WAYS TO SUCCESSFULLY SELL YOUR HOME (CONT.) 89. Lighted closets look bigger, are more attractive and allow buyers to inspect the interiors—there are many battery-operated lights on the market. 90. Remove any unusual or personal wall hangings such as posters and store them until your home is sold.
THE BATHROOMS 91. Empty wastebaskets. 92. Remove laundry. 93. Put out fresh towels. 94. Clear off countertop and store all personal care products. 95. Dispose of old prescriptions and polish the shelves in the medicine cabinet. 96. Repair leaking faucets. 97. Clean off mineral deposits with vinegar or a commercial cleaner. 98. Replace old shower curtains. 99. Clean and repair caulking. 100. Display perfumed guest soap and add a plant for freshness.
THE BASEMENT 101. Sweep stairs. 102. Clear clutter blocking access to furnace, electrical box or laundry room.
THE GARAGE This is a very important part of a home for most buyers. It is important that it be cleaned and organized just as you would the other rooms in the house. 103. A fresh coat of paint on the walls and the floor can make a huge difference. 104. Remove any stains or paint on the floor and repair any cracks or damages. 105. Remove any items that are not going to be used during the time that the house is going to be marketed. 106. Clutter and trash left in the garage destroys the one main thing most people are looking for in a garage—space. Make it look spacious! 16
110 WAYS TO SUCCESSFULLY SELL YOUR HOME (CONT.) 107. If your garage is small and accommodates one car, it is a good idea to leave the car in the driveway to give the appearance of spaciousness. 108. If you have a two car garage, leave one car in the driveway when the house is being shown. 109. If the garage is dark, add more light. A well-lit and well-organized garage appears to be larger and thus adds value to the home.
STAGING YOUR HOME 110. One of the most important steps in the selling process is staging your home. Each room should be inviting, fresh, clutter-free and clean.
Less is better when it comes to pictures, knickknacks and mementos. Pack away extras before even starting the cleaning process. You are selling your house and potential prospects need to be able to picture their furnishings in your property. Arrange furniture in a way that makes each room appear as large as possible. If you need help with this process, I can be candid about what to pack and what to leave. Or I will put you in contact with a professional who will help you with this for a nominal fee.
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Things That Can Go Wrong When Listing Your Home 1. Your Home May Not Be Worth What You Think The biggest shock most sellers face is the true value of their homes, either determined by one or more agents in comparable market analysis reports or through actual offers from buyers. Sometimes sellers can be pleasantly surprised when houses go up 20% in value in two years as in some parts of California, Texas and other parts of the country. But most sellers find that their homes are not made of gold like they wish. The reality is that markets change, and home values rise and fall. Many factors affect home values and most of them are subjective and hard to measure. Sometimes you may see no difference between your home and others on the market, and it is hard to understand why your home may appear to be less valuable. Harder to understand is why improvements you may have made do not seem to raise the value of your home. Also irrelevant is what you paid for the home, and what you need the home's price to yield so you can pay debts or buy another property. Many people believe their home should pay off like a securities investment. Historically home values have barely kept pace with inflation - that is why they are a place to live, not an investment. But many people believe that when you spend that much money, you ought to be making money on your home. The economic reality says otherwise, because homes depreciate even while they gain in value. Buyers will determine the true worth of your home, in this market, at this time, and what your home is worth right now may be very different than what it was worth three months ago or what it will be worth six months from now. All you can do with your agent is determine an asking price based on comparables, square footage, condition, and other factors, and see what the market will bear. 2. People Won't Love Your Home Like You Do You love your home and fully expect others to appreciate the same qualities in it that you do, but buyers have their own lifestyles, preferences, tastes and attitudes. The chances of finding a buyer who will want your home "as is" are slim to none. In fact, buyers will look at your home with an eye to how they can make it their own. Then they will love it the way you do. But first, they may knock out that wall where you have your prize fish tank, tear down that designer wallpaper you had imported from England and gut the kitchen where you spent so many Thanksgivings preparing dinner. All those changes cost money, so they will value your home less while they consider remodeling and decorating costs.
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It will hurt your feelings that the buyer will find every little flaw possible with the home and use that knowledge to negotiate the home's price downward. Don't let yourself think that what was good enough for you and your family should be good enough for the buyer. But keep in mind, that selling a home can be fiercely competitive. Your home is competing against new homes, homes that have already been updated, and homes that offer unique features that your home doesn't. Your home has to withstand the glare of scrutiny. So, keep your cool. It's just business, not personal. You weren't going to take that wallpaper with you anyway. 3. Sooner Or Later You Will Lose Your Temper Your relationship with your buyer will be one of love/hate. The buyer is an adversary because s/he wants to pay the least for your home, while you want to net the most possible. The buyer, in order to improve bargaining leverage, may pick your home apart. Many of the buyer's complaints and requests for repairs will be legitimate, but some may not. In fact, some requests can be outrageous. It's your job to stay focused on the ball. If you don't want to comply with the buyer's wishes, you don't have to. You can draw the line, and have your agent tell their agent to tell them to get real. But, the bottom line is that the buyer brings the money to the table. No transaction can take place without one so letting tempers flare only gets you further from your goal. The buyer has pride, too, and doesn't want to lose face any more than you do. But anyone who can't be reasonable because they have let angry feelings get in the way isn't going to be making any deals happen. You may get angry at your Realtor, too. But if your agent is a pro, s/he will be able to handle your concerns. Just know that some things, like other people's behavior are simply out of your Realtor's control. 4. Unexpected Showings. Buyers aren't going to operate on your schedule. When your home is put on the market, you won't have just your own Realtor showing your home, you may have dozens of Realtors and their clients wanting to see the home at almost anytime of the day or evening. You may feel like fair game when buyers show up at your home without an appointment or ahead of their Realtors and ask to see your home. Don't let them in no matter what they say. There is no reason for an unaccompanied buyer to be in your home for any reason. Just say no. Your Realtor will ask you to keep your home in show condition, which is not easy. People will break appointments, ask to reschedule and there are only so many times a week you can buff those hardwoods. Be flexible, and trust that every buyer 19
who enters your home, regardless of whether they saw your laundry on the floor, is a potential buyer.
5. Buyer rudeness Everyday, we each experience rudeness in society. People don't RSVP in time for the party, they don't write thank you notes anymore, they get in the express line with at least 20 items, and they are turning road rage into a national pastime. So why be surprised when buyers visit your home and leave their sweaty McDonald's cup on your coffee table? Or leave the cabinets and closet doors open wherever they looked? Or miss their appointment altogether, expecting you to reschedule at a moment's notice? As tempting as it may be to play Miss Manners, it's not worth passing up a good offer because the buyer left a dirty diaper in your trash bin. 6. Inspections Inspections kill more deals than any other single factor besides overpricing. All older homes have some minor and some major problems. These can either be addressed in the sales price of the home, or as a negotiation with the buyer under contract. And it is a matter of opinion how seriously the buyer will take some problems over others. Although the inspection is typically an expense on the buyer's side of the ledger, sellers can avoid a lot of heartache by hiring an inspector themselves before listing their homes. The inspector should reveal what the buyer's inspector will find, giving you the knowledge you need to fix problems that must be fixed, price the home more competitively with your agent and give you maneuverability in negotiations with the buyer. A buyer who sees a favorable inspection report is more likely to make a fair offer, and less likely to bargain hunt or place a lot of contingencies in the contract. If you don't choose to have your home inspected, be prepared to be surprised with some repair expenses or face a price reduction if you want to keep the deal going. 7. Last Minute Problems That Delay Closing Service providers, from lenders to inspectors to closing agents, may cause problems, sometimes without meaning to. In some areas, closings are happening at such a rate that all service providers associated with the real estate transaction are on overload. Lenders may wait until the day before closing to appraise your home. Title insurers, dispatched at the last minute, may find an area of dispute in your survey. The plumber who was going to replace your shower pan in time for final walk20
through is called out of town and can't do the job. Any of these scenarios and many others may cause closing to be delayed by days or even weeks. Expect people to be late, unprepared, or to not show up at all. Try to schedule repair people, appraisers and closing agents any time but peak periods. Your closing will go much more smoothly if you close during the first of the month rather than at the end with everyone else. A lot of other things can go wrong, too. Your sprinkler system could go off and soak the buyer. You dog may get loose and bite your buyer's agent on the ankle. A storm could take your roof off an hour before closing. Whatever happens, you can prevent a lot of problems in advance, and handle the unexpected ones with a good sense of humor. Be prepared for anything and everything. Listen to your Realtor. You're paying for good advice. Take it.
10 Ways to Save Sellers Time and Money 1. Turn Lights on for all showings – this will make you more money. 2. Paint any areas that are peeling – Before the appraiser notices and before the buyer tries to negotiate. 3. Have furnace and air conditioner checked, serviced and cleaned prior to the inspection. 4. Have carpets cleaned for a faster sale. 5. Price your home at or just 1% below market to bring you a quicker sale without negotiating. 6. Keep agent informed of any showings lasting over 30 minutes. 7. Declutter – what you can live without, pack. 8. Box and stack items in storage and garage on a wall in garage. 9. Change light bulbs to the highest wattage acceptable to the fixture. 10. Negotiate quickly and remember your first offer is most likely your best offer.
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10 Ways to Save Buyers Time and Money 1. Get pre-approved prior to making an offer. 2. Include a complimentary note to seller when making an offer. Sellers will negotiate for the benefit of the buyer, if they like the buyer. 3. Ask your agent for a market analysis on the property you want to buy. 4. Choose a Top Agent. 5. Know the difference between your wants and needs. 6. Have your agents search other sources beyond MLS. 7. Have a home inspection prior to close. 8. Have as little contingencies as possible in making an offer. 9. Work with an agent that has a quick call back timeframe. When negotiating, time is money. 10. Work with an agent that has a transaction checklist to be sure that all data and tasks are tended to and completed for a positive experience.
Interview Questions to Ask Agents who are Applying for the Job of Selling Your Real Estate: 1. Do you work as a full time Realtor? 2. Do you have assistants? 3. What area and in what aspect of the market do you specialize? 4. Do you have a written marketing plan specifically designed to sell my house? 5. Do you attend the Realtors Association Member Meetings? 6. How do you market properties directly to Buyers? 7. How many properties have you sold in the last three months? 8. Will you produce a flyer of my home with a picture displaying my home? 9. Do you have a written business plan? 22
10. How often will I hear from you after my home is listed with you? May I cancel the listing? 11. How will you let me know what you are doing to market my property? 12. How do you find potential buyers? 13. What other marketing techniques will you use to get my property sold? 14. In what ways do you encourage other Realtors to sell my property? 15. What can I do to help sell my property? 16. How confident are you that you can sell my home? Why? 17. What is the market trend now? 18. Based upon what you know about my situation, should I sell? 19. What methods do you use to communicate? Pager:____________________________ Cell Phone:________________________ Business Phone:____________________ E-Mail:____________________________ Direct Mail:________________________ Hopefully these questions will aid you in making the best choice possible.
Steve Prane, Your RECONNECT Team.
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NOTES
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Will you please help me help them? Do you know of anyone who is thinking of or planning to move? A friend, relative or client who can use the finest real estate service available? If so, I want to thank you for your referral! Please provide the following: Their name Mailing Address City
State
Phone (s): Business
Zip
Residence
Address of property in question Remarks
Yes, Steve! I know you will help these people with the purchase/sale of their property! Your name Mailing Address City
State
Zip
Phone (s): Business
Residence Return this form to:
Steve Prane Broker -Officer
Reconnect, LLC. 3457 Wyoming St. Louis, MO 63118 Cell Phone (314) 322-1191 E-mail:
[email protected] Fax (314) 773-2464 25
STEVE PRANE’S PROPERTY SEARCH REQUEST Your name
Work Phone
Home Phone
Fax Number
E-mail Address Current Address City/County
State
Zip
Maximum Price $
Minimum Price $
Minimum Square Footage Number of People Living in Home Minimum Number of Bedrooms Minimum Number of Bathrooms Garage
Yes
No
Amount of Down Payment
$
Amount of Monthly Payment
$
Age of Home Preferred Wooded or Open Lot
Yes
No
Subdivision or Areas Preferred
School Preference Driving Time/Miles to Work Special Features/Comments
26
ADVANCE NOTICE OF PAYOFF MORTGAGE INFORMATION REQUEST Property Address:
Property Owners: Lender:
Phone No:
Loan #: Pre-payment Penalty? SSN:
SSN:
Name:
Name:
Reference: Section 6.1 2.9:3
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