Home Seller’s Guide to Success Instructions

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 THE
HOME SELLER’S GUIDE
TO SUCCESS
 INTRODUCTION
If you’ve recently considered putting your home up for sale,
this guide is a great source to begin your research, learn
about the selling process, and see if it’s the right time for
TABLE OF CONTENTS you.

3 Step 1: Hire a Real Estate Agent This guide was professionally designed for YOU and with
the goal to give you the knowledge to make good decisions
4 Step 2: Prepare Your Home for and ultimately be successful. We’ll cover each step of the
Market
home selling process and recommend insider tips along the
8 Step 3: Price Your Home way – so you get the most out of your home sale.

9 Step 4: Market Your Home

Feel free to click on the Table of Contents to navigate to the
10 Step 5: Show Your Home corresponding section or press the “CTRL” and “F” button to
search this guide by keyword.
11 Step 6: Evaluate & Accept Offer

12 Step 7: Close the Deal Please email me at if you have any questions!

13 Step 8: Move Out

AGENT NAME
14 Common Terminology for Sellers BROKERAGE
Plac
e yo
Phone (Office): (XXX) XXX-XXXX
ur p Phone (Mobile): (XXX) XXX-XXXX
hoto
here
[email protected]
Website.com
Social Media Accounts

3
 STEP 1

HIRE A REAL ESTATE AGENT

A good real estate agent will help you streamline the process
efficiently, get the most value for your home, and reduce the amount
of stress throughout the selling process – as well your transition to
your new home. Additionally, they’ll be knowledgeable about real
estate and your local housing market as well as a strong network.

An agent who sells your home, also known as a listing agent, will
help you complete the following tasks needed to sell your home:

12 Responsibilities of a Listing Agent:

1. Hire a home inspector
2. Determine the listing price of your home
3. Provide guidance on legal terms and requirements
4. Prepare your home for market
5. Host open houses and showings
6. Provide guidance throughout the selling process
7. Schedule photographs of your home
8. Lead contract negotiations
9. Helps you find service providers like appraisers, contractors,
landscapers, movers, etc.
10. Market and promote your listing
11. Find motivated and interested buyers
12. Organize and submit paperwork

4
 STEP 2

PREPARE YOUR HOME FOR MARKET

Many buyers will see your home online and in person, so you’ll want to look the best
that it can. There are four components to consider when you prepare your home for
sale: cleaning/decluttering, home improvements, staging, and curb appeal.
Each of these should be decided on and completed before high-resolution listing
photos are taken.

Cleaning/Decluttering Tips:
1. Ask Yourself…
• Do I like it? Do I need this?
• How long has it been since I used this?
• How will I store it if I decide to keep it?

2. Kitchen:
• Throw away food past the expiration date.
• Get rid of unused products, utensils, and appliances.

3. Living Room:
• Donate books you’ve finished reading.
• Clear out old CD’s, video tapes, and DVD’s.
• Clear unnecessary items from surfaces.
• Put your sentimental valuables in a box and put it in storage.
• Hang gooks inside of doors and cupboards to hang objects like towels,
jackets, or backpacks.
4. Bedroom:
• Store your off-season clothes.
• Use suitcases and other bins as storage.
• Divide your drawers with smaller compartments.
• Group small items together like jewelry, cords, cards, etc.
• Donate clothes that you haven’t worn in over a year or don’t fit.
5
 STEP 2

PREPARE YOUR HOME FOR MARKET

Home improvements can be as major as renovating a kitchen to switching out
florescent light bulbs with LED’s. The purpose of any home improvement is to boost
your home’s value and increasing your return on investment. Therefore, you should
consult with your agent what their experience has been with major projects , how
buyers in your market react to these changes, and if it’s worth your investment.

Minor Home Improvement Ideas:

1. Clean/Repair
• Deep clean your carpet.
• Re-caulk bath.
• Re-grout tile.
• Leaky faucets and aerator build up on sinks.
• Patch up holes and cracks

2. Replace
• Doorknobs and doorbells.
• Smoke detectors and light bulbs.
• Broken outlet and light switch, and vent covers with screwless covers.
• Vent covers.
• Replace keyed deadbolts with keypad deadbolts.
• Toilet seats with soft close, warm, or bidet.
• Consider replacing major appliances (refrigerator, wash/dryer, etc.).

3. Add
• Battery powered motion light sensors to closets and in your garage.
• A garbage disposal.
• House plants.
6
 STEP 2

PREPARE YOUR HOME FOR MARKET

Staging is a good strategy for showing off a home but it’s not for
everyone - ask your real estate agent if staging is right for your market. Staging Tips
According to a 2019 NAR report: Do’s:
• Hang Mirrors – Hang a mirror in your entry way
The Impact of Staging on Buyers: for a more spacious look.
• 83% - Say it is easier to visualize property as future home.
• Remove Clutter – Clutter makes your house look
• 38% - More willing to walk through home they saw online.
small and unwelcoming.
• 37% - Will positively impact home value if home decorated
match buyer’s taste. • Reduce Furniture – Minimize the amount of
• 23% - Overlook other property faults. furniture to make your home look more open and
spacious.
• 7% - Will negatively impact home value if home decorated
doesn’t match buyer’s taste. • Use Neutral Colors – Neutral colors show best in
• 4% - Are more suspect of home features. all homes and doesn’t turn off buyers.
• Use Technology – Technology updates are a
The Percentage Change in Dollar Value Offer of a Staged Home: huge selling point, so showcase them.
• 0% - Staged home had a negative impact.
• 19% - No impact on dollar value. Don’ts:
• 22% - Staged home has increase of 1% to 5%. • Mask Odors – Use only natural deodorizers and
• 17% - Staged home has increase of 6% to 10%. avoid floral scents.
• 5% - Staged home has increase of 11% to 15%. • Neglect Exterior – Curb appeal is extremely
• 2% - Stage home has increase of 16% to 20%. important – make sure it’s neat and attractive.
• 33% - Not sure. • Overcrowd – Keep your room’s purpose clear and
well defined.\Random Color – Bright colors make
Impact of Time on Market: open spaces feel much smaller
• 9% - Greatly increased time on market.
• Heavy Drapes – Use sheer curtains to bring in
• 9% - Slightly increased time on market. natural light.
• 12% - Does not impact time on market.
• 28% - Slightly decrease time on market.
• 25% - Greatly decrease time on market.
• 18% - Don’t know.
7
 STEP 2

PREPARE YOUR HOME FOR

MARKET
Curb appeal is the attractiveness of a home and its surroundings
when viewed from the street. This crucial for attracting new buyers
and drive-by prospects as well as increase the perceived value of
your home.

Tip #1: Complete your own inspection. Pretend you are a potential
buyer, walk and drive by your house and take note of at least three
features that is attractive and three that need improvement Is the roof
free of debris? Are the gutters clean? Is the foliage and lawn well
groomed? Is the paint fresh? These features can turn off a potential
buyer if neglected.

Tip #2: Add exterior touches and minor additions to make your home
stound out. Some common upgrades are mailboxes, home address
numbers, installing flower boxes, fresh paint, more lighting, and a
new welcome mat. One minor upgrade might not do much, but they
are powerful when viewed together.

Tip #3: Purchase or rent a pressure washer and use it to clean the
extremely dirty surfaces of your home like your porch, deck,
driveway, fence, and siding.

Tip #4: Paint the outside of your home. A fresh, new coat of paint can
revive the appearance of your home. Paint the trim, look for areas
that are peeling or chipped, find discolorations, and use neutral
colors.

Tip #5: Get a second opinion of your home’s curb appeal. Ask your
real estate agent, friend, or a neighbor for their opinion – they might
notice some details that you might’ve overlooked.
8
 STEP 3

PRICE YOUR HOME

Agents can leverage their knowledge of your local market and
resources to price your home. A good agents will understand historic
sales in your market and seasonality trends to determine an ideal
price for your home. They’ll also take your desired sale timeline and
price into consideration, to make sure you get the maximum price
within your preferred time set.
Step 1 – Request a CMA
▪ A CMA or Comparative Market Analysis is a document, Factors That Affect Your Home’s Value:
taken from your local Multiple Listing Service (MLS) database
that lists sold home details. You’ll see homes of similar value • Local market demand – Are you in a buyer’s
with their sold price and sale time. The report will then provide or seller’s market?
a suggested listing price. • Age and condition of home
▪ A real estate agent will typically provide you with a CMA during • The square footage of the home and size of
their listing presentation in hopes that you’ll hire them as their
agent. the property.
• Number of bedrooms and bathrooms.
Step 2 – Meet With Your Agent
• Location and proximity to points of interests,
▪ After selecting an agent, meet again to finalize a listing price. hospitals, schools, businesses, freeways,
Be sure your agent is familiar enough with your market to
strategically price, position, and present your home by asking bodies of water, etc.
them the process they used to determine the price. • Amenities – garage, pool, appliances, heat
▪ To schedule a CMA report click the link below: bathroom floors, solar panels, etc.

Request a CMA

Step 3 – Be Flexible
▪ Have realistic expectations going into your listing presentation
▪ Don’t rely on home search sites like Zillow or Trulia to provide
a suggested list price.
▪ Consult agents familiar with your market before making price
expectations.

9
 STEP 4

MARKET YOUR HOME

You’ll be ready to market your home after you’ve hired a real
estate agent, prepared your home for market, and determined a
listing price. Your agent should have a marketing plan for your
home, and you should ask them what their strategies are for
finding your ideal home buyer.

A good real estate agent will have a strong network of

consumers and business partners to rely on that can expedite
your search for a buyer. They should take high-resolution
photos that showcase your home’s best features and will be
used to promote your home online and offline.

Your home should be marketed where consumers search for

homes. According to NAR’s Profile of Home Buyers and Sellers
report:

Top Places Home Buyers Found the Home They

Purchased:
• 50% Internet
• 28% Real Estate Agent
• 7% Yard Sign/Open House Sign
• 5% Friend, Relative or Neighbor
• 3% Directly from Sellers/Knew the Sellers
• 1% Print Newspaper Ad

Of course, each market and the consumers in it are different,

so you should consult your agent about which marketing outlet
is right for your home.

10
 STEP 5

SHOW YOUR HOME

Hopefully, your home will be prepared and priced correctly to spark
interest and attract motivated buyers. When a buyer is ready to
view a home in person, they either attend an open house or
contact your real estate agent to schedule an appointment for a
walkthrough to see the home.

A good agent will advise you on ways to prepare your home for a
showing (like staging and ways to boost curb appeal) and take the
lead on hosting your open house. If you and your agent decide to
promote your home through an open house, ask them about their
open house strategy and why it’s a good idea to promote your
home. To help you prepare for showings more efficiently, you
should establish a timeframe that your home will be available for
showings.

During The Showing Period…

• You must keep your home extra clean, tidy, and odorless
– so hopefully you’ve decluttered/cleaned your home and
put all your valuables in storage.
• You should also be prepared to evacuate your home at a
moments noticed in case a buyer wants an immediate
walkthrough.
• Keep all family photos hidden.
• Lock all valuable items in a safe.

11
 STEP 6

EVALUATE & ACCEPT OFFER

A serious buyer will make an offer if they’re interested in your
home and you’ll want at least three of them. When you get an
offer, you can either accept, reject, or counter-offer it. Before you
decide, you should consider the proposed purchase price, their
financial paperwork, contract contingencies (Provisions in a
contract requiring certain acts to be completed before the contract
is binding. 1), earnest money deposit, (The money given to the
seller at the time the offer is made as a sign of the buyer’s good
faith. 1), requested move-in date, offer expiration date.

Common Home Buyer Contingencies:

• Appraisal
• Financial
• Home Inspection
• Home Insurance-Related
• House Sale
• Kick-Out
• Right To Assign
• Title
• Repairs
• Moving

Once you’ve carefully considered the offers for your home, have
accepted one, and fulfilled all the contingencies, it’s time to get
ready for the final walkthrough and closing.

Source:
REALTOR Magazine | Real Estate Glossary
12 (https://magazine.realtor/tool-kit/rookie/article/2020/02/real-estate-glossary)1
 STEP 7

CLOSE THE DEAL

Before you start counting your profits, you’ll need to take
care of the closing expenses. Odds are, you’ll be
responsible for paying the entire commission for your
real estate agent as well as the buyer’s since you’re the
seller. You can refer to the Listing Agreement to see the
details of your transaction’s closing costs.

Common Closing Costs for Sellers:

• Mortgage payoff and outstanding interest
• Home inspections
• Title Policy Fees
• Attorney’s Fees
• Transfer tax or other government fees
• Etc.

You should also consider the capital gains tax, home

warranty for the buyer, and your moving costs.

13
 STEP 8

MOVE OUT
Congrats, you’ve sold your home! You’re almost done, all
that remains is to move out. Once you’ve accepted an
offer and have determined a move out date, call your
services like utilizes, cable, internet, magazine
subscriptions, etc. and either cancel or transfer them to
your new address.

While packing, it’s recommended to set aside an overnight

kit with all your daily essentials.

Overnight Moving Checklist:

• Emergency - First aid kit, trash bags, flashlight,
medication, toolbox, batteries.
• Food – Water, paper plates, utensils, snacks, dry food.
• Toiletries – Toilet paper, soap/shampoo, towels, shower
curtain, grooming items, hygiene items.
• Documents - HUD-1 Statement, additional closing
documents, ID, Passport, etc.
• Pets – Pet food, bowls, leash/collar, bed, toys,
medication.
• Kids – Games, books, clothes, kid supplies, pajamas,
night light, school supplies.
• Misc. – Clothes, work clothes, pen/paper, cleaning
supplies, bedding/pillows, phone charger, power bank,
laptop.

14
 COMMON TERMINOLOGY FOR SELLERS

• Appraisal - A document of opinion of property value at a specific point in time. 1

• “As Is” - A contract or offer clause stating that the seller will not repair or correct any problems with the property. Also used in listings and marketing
materials.1
• Back-up Offer - When an offer is accepted contingent on the fall through or voiding of an accepted first offer on a property. 1
• Buyer’s Agent – The agent who shows the buyer’s property, negotiates the contract or offer for the buyer, and works with the buyer to close the
transaction. 1
• Closing - The end of a transaction process where the deed is delivered, documents are signed, and funds are dispersed. 1
• Closing Costs – The fees paid at the closing of a real estate transaction. 1
• Comparative Market Analysis - A study done by real estate sales agents and brokers using active, pending, and sold comparable properties to
estimate a listing price for a property. 1
• Contingency - A provision in a contract requiring certain acts to be completed before the contract is binding. 1
• DOM - Days on Market. 1
• Dual Agency - The representation of opposing principals (buyers and seller) at the same time. 1
• Due Diligence - The process of gathering information about the condition and legal status of assets to be sold. 1
• Earnest Money Deposit - The money given to the seller at the time the offer is made as a sign of the buyer’s good faith. 1

Sources: REALTOR Magazine | Real Estate Glossary (https://magazine.realtor/tool-kit/rookie/article/2020/02/real-estate-glossary)1

15 Dictionary.com (https://www.dictionary.com/)2
• ESCROW – A bond, deed, or other document kept in the custody of a third party and taking effect only when a specified condition has been fulfilled. 2
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