MY ROLE AS YOUR AGENT

I know how to sell homes. Successful sales balance four components: the market, price, condition of the house and exposure. Because I know about market trends and the other houses in your neighborhood, I’m well equipped to play up your home’s advantages and downplay disadvantages. Plus, I:

• Have access to people who are most likely to buy your home.
• Am trained in areas like pre-qualifying potential buyers and negotiating with them.
• Will market your property worldwide using Coldwell Banker’s suite of tools as well as the Multiple Listing Service.
• Am always “on-call"—I work weekends and am easy to reach.

Good training and experience make the best agents, but not every agent is right for every seller.  I suggest using this simple formula to help decide if we will work well together:

COMPETENCE + COMFORT = CONFIDENCE

• Competence: When we first meet, look for evidence that my background is relevant to your needs.
• Comfort: The importance of being comfortable with your agent as a person cannot be overstated. You're going to be dealing with me on a regular basis, maybe for months, during a time that can be trying. I will share the tension, anticipation, frustration and ultimately joy of selling your house.

 

WHEN TO CONTACT ME

You should connect me as soon as you decide to sell your home.

While the number of buyers remains relatively constant, there are peak selling seasons driven by school schedules and holiday/vacation times.  But keep in mind that there are also more houses on the market during peak seasons, which means you'll have more competition. While there is seasonality in the real estate market, it shouldn’t completely dictate your decision of when to sell.  Even if you're under no pressure to sell, waiting for particular market conditions is not likely to increase your profit potential. While you’re waiting for conditions to improve, you are continuing to make mortgage payments, insurance payments, HOA payments if applicable and home repairs.

Buyers tend to act when a new property with high value comes up for sale. Timing is key, and we should act quickly.

 

PUTTING YOUR HOME'S BEST FOOT FORWARD

Unless your house is nearly new, chances are you'll want to do some work to get it ready to sell. What type and how much work depends largely on the price you're asking, the time you have to sell, and of course, the present condition of your home.

When a buyer looks at a house, he or she is trying to imagine living there. Create as clean a canvas as possible. I will help you identify a scope of work and have a number of vendors to assist you, including options that allow you to defer payments until the close of escrow.

As a general rule, stick to light, neutral colors. Keep your yard and all rooms free of clutter.  Here are a few low-cost ways to present your home in the best light:

• "Curb appeal" is the common real estate term for everything prospective buyers can see from the street. Keep two key words in mind: neat and neutral. New paint, an immaculate lawn, picture-perfect shrubbery, a newly sealed driveway, potted plants at the front door…put them all together and drive-by shoppers will probably want to see the rest of the house.
• People may look behind closet and crawl space doors, as well as those to the bedrooms and bathrooms. So get rid of all clutter.
• After you've cleaned, try to correct any cosmetic flaws you notice. Paint rooms that need it, re-grout tile walls and floors, remove or replace worn-out carpets. Replace dated faucets, light fixtures and handles on your kitchen drawers and cabinets.
• Clear as much from your walls, shelves and countertops as you can. Give your prospects plenty of room to dream.

Certain higher-cost home improvements have proved to add value and/or speed the sale of houses. These include:

• Adding central air conditioning to the heating system.
• Building a deck or patio.
• Doing some kitchen remodeling.
• Adding new floor and/or wall coverings, especially in bathrooms.

Improvements that return less than what they cost are generally items that appeal to personal tastes, like adding fireplaces, wet bars, swimming pools or converting the garage into an extra room.

 

INVESTING IN REPAIRS OR RENOVATIONS

You're unlikely to sell for more than 15% above the median price of other houses in the neighborhood, whether you do $1,000 worth of work or $50,000. That's why we should discuss the viability of recouping the cost of any major renovations before you start the work.

When deciding who to hire to update your home, especially for larger jobs involving mechanical systems (heating, electrical, plumbing) or local building codes, contact a licensed home improvement company.

This is particularly important for two reasons.  First, if the buyer's inspection reveals major problems with your home's structure or mechanical systems, they will negotiate either to have them fixed or to receive a large credit.  When work has been done by unlicensed contractors, this negotiation becomes more difficult and expensive for the seller.

You may have also heard about lawsuits involving sellers who failed to disclose problems before the sale, such as an addition to the house that wasn't built to code.  California has very specific disclosure laws and requirements that sellers and agents must provide buyers in limited periods of time.  Early in the process, we will review these requirements and prepare necessary disclosures to meet your obligations in escrow.

A Home Warranty (or Protection Plan) covers repair or replacement costs for breakdowns to most major systems and built-in appliances.  These protect you during the listing period and your buyer up to a year or more after the date of closing.

 

FINDING BUYERS

I will list your home in the Multiple Listing Service (MLS), a system that reaches millions of buyers around the world. The system enables brokers to share commission on the sale of houses. For example, if you list your home with me and Coldwell Banker, and another broker actually sells it, he or she shares the commission. The advantage to you is clear: More brokers have an interest in selling your home.

MLS listing also allows me to automatically place your listing on all the major real estate websites, such as Zillow and realtor.com, in the U.S. as well as websites around the globe.

Fewer than 5% of buyers actually purchase the first house they call an agent about. So Coldwell Banker and I will design advertising to "find the buyer" with appealing layouts, eye-catching photos and professionally written descriptions. We use multiple channels—online, print, TV and direct mail.

Open houses are another valuable part of the marketing process.  It gives prospective buyers a low-pressure, "browsing" atmosphere. If you have an open house, you shouldn't expect it to generate a sale, at least not directly. What you can expect is increased showings of your home after the event.

An open house for other agents shortly after a house is listed is also very important. “Brokers Caravan” is  usually on Tuesday.  The more professionals who see your home, the more prospects you're likely to reach.

You and your pets should definitely plan to be out of the house during any open house. The same goes for showings to prospective buyers. People often feel uncomfortable speaking candidly and asking questions in front of current owners. You want them to feel as free as possible to picture your home as their own.

 

YOU HAVE AN OFFER - NOW WHAT:

When we have an interested in buyer, we will receive an offer called the Residential Purchase Agreement.

Typically, the offer will contain the following information:

• The amount the buyer is willing to pay.
• The down payment and loan amounts.
• Proof the the buyer has the down payment and can afford to close.
• Closing and occupancy dates.
• Personal property that the buyers wants included or excluded (appliances, lighting fixtures, etc.).
• Escrow and title companies.
• Request for a Home Warranty.
• Company for third party seller disclosures.
• Contingencies;
  • Specific type of mortgage, interest rate and timeframe for the buyer to satisfy their ability to obtain the loan.
  • Home inspections desired and timeframes.
  • If there is an appraisal contingency and its timeframe.

There is far more to negotiate than the purchase price.  The strongest offers are not the highest price offered.  Often I have found the strongest offers use other terms that will help you either solve a problem or have confidence that the deal will close.  For example, how quickly can the buyer complete inspections or remove the contingencies, can make one offer more appealing than one offering a higher purchase price. If you don’t have a new home ready to go, an offer with a seller lease-back may be valuable to you.

If the offer is not acceptable to you, you can make a Seller Counter Offer and further negotiations may continue to reach terms that are agreeable to both parties. Counter-offers are common, so it is important that we remain in close contact during the negotiation process to quickly review and respond to proposed changes.

 

YOU HAVE A DEAL AND ESCROW BEGINS:

Timing is critical! 

The day after the Residential Purchase Agreement is signed and delivered to all parties, is the first day of your escrow.  The Buyer’s side has the first move.  They have three (3) business days to wire the Earnest Money ( typically 3% in this market) into the escrow account.  I will ensure that all the necessary paperwork gets to the escrow company, so the process of escrow can begin immediately.

Equally important is making the home easily available for a series of inspections.  The time of the inspection contingency is not just to complete the inspections.  It also includes completing negotiations to either repair and/or give a credit and receive the contingency removal in writing.

 

Between Contract and Closing:

Escrow can feel overwhelming at times.  There is a tremendous amount of paperwork involved in even the simplest of escrows.  In fact, all the paperwork is completed prior to the closing, including the signing of the deed.

I am here to help, with a team of professionals, not the least of which is the Transaction Coordinator (TC).

You also have several contractual and statutory deadlines to meet.  While everyone’s goal is to stay on time, most escrows experience a small delay and usually beyond anyone’s control.

Within the five (5) days prior to closing, the Buyer will have an opportunity to inspect the home.  The purpose is to check on any work agreed to in the Request for Repair negotiations.  The Buyer will also also check the condition of the property.  The requirement is that the home’s condition remains the same as the day you wrote your offer.  If any problems are identified, the Buyer should immediately notify us and they will need to be corrected before the closing.

 

What to Expect on Closing Day:

Closing is the formal, neutral process necessary to transfer and record the property’s title from you to the Buyer.

As you near the closing day, escrow will contact you to schedule a closing or signing appointment. (The Buyer will also have a signing appointment)  At the signing appointment, you will be able to review the estimated closing statement and supporting documentation. This is your opportunity to ask questions and clarify terms. You should review the estimated closing statement carefully and report any discrepancies to the escrow officer.

When all signatures are complete and conditions of the escrow have been met, including receipt of all necessary and cleared funds, escrow then notifies the title company to release the documents for recording. Upon confirmation of recording, escrow completes the prorations and costs in order to reconcile/balance all funds to be disbursed. The final settlement statements and seller’s Closing Disclosure are prepared by escrow.

Once Escrow receives confirmation of the recording, I will be notified. I will then notify you and make arrangements to get the keys to your Buyer.  Your home is sold!

I will help make the experience of selling your home as smooth and easy as possible. Even if you're not ready to list your home and simply have questions about the local market, price or mortgage trends, you are welcome to contact me.

 

PLANNING YOUR MOVE:

When hiring a moving company, it is well worth the time and energy to make sure the company is reputable. The level of professionalism and integrity among movers can vary significantly.   I can make recommendations and you should ask your friends and co-workers for recommendations.  Then get estimates from several companies. Coldwell Banker can also coordinate a free moving estimate. I am more than willing to offer assistance; all you have to do is ask.

Moving requires extensive planning, particularly if you are relocating, but the experience does not have to be overly stressful. Here are my suggestions to help you organize:

• Arrange insurance on the new home prior to the transfer of property.
• Select moving company and confirm moving plans with your moving company representative including insurance for packing and unpacking, arrival date, payment agreement, shipping papers, etc.
• File a Change of Address with the post office to have your First Class mail forwarded.
• Give your new address to your bank (all accounts, credit cards), subscription services, friends and family, etc.
• Contact utility companies in your new location to arrange for immediate service, and cancel your existing services.
• Clean rugs and have them wrapped.
• Discontinue deliveries, utilities, newspapers, garbage collection, etc.
• Transfer car title registration, if necessary, as well as driver's license and motor club membership.
• Pay existing bills and cancel local accounts.
• If you have a pet with a tag on its collar, update address and/or phone number if necessary.  If the animal is chipped, be sure to update those records through your vet.
• Arrange for transporting plants.

 

And If It’s A Long Distance Move:

• Make your transportation and lodging reservations in advance.
• Service the car for the trip, if driving.
• Arrange for your present bank to establish credit references for new bank accounts.
• Obtain copies or transfer your children's school records.
• Obtain records from doctors and dentists, including eyeglass prescriptions, dental X-rays and vaccinations.
• Cancel club memberships.
• Check on personal items that may in a bank safe deposit box, at a neighbor's house or in the repair shop (e.g. shoes, jewelry, small appliances and dry cleaning).
• Arrange for transporting pets and obtain immunization records from the vet.
• Return library books and anything borrowed from friends.
• Notify the religious leader of your church, synagogue or mosque.
• Plan for special care and needs of infants.

 

One Week Before Moving:

• Clean and air out your stove.
• Empty refrigerator and freezer 24 hours before leaving.
• Place charcoal or baking soda inside refrigerator and freezer to dispel odors.
• Dispose of all open cans and jars which cannot be tightly sealed.

 

On Your Moving Day:

• Ensure that the home is left Broom Swept Clean either by the movers, yourself or a housekeeper.
• Carry all currency, jewelry, personal papers (birth certificates, deeds and documents) and prescription medications.
• Double-check closets, drawers and shelves to be sure they are empty.
• Leave a copy of your travel itinerary with a friend or relative.
• Confirm hotel reservations.

 

FIRST DAY IN YOUR NEW HOME!

Here are items you may need immediately upon arriving at your new home.

Cleaning:

• Soap
• Kitchen cleanser
• Paper towels
• Sponge
• Mop
• Broom

 

Kitchen:

• Paper plates, cups, napkins
• Plastic knives, forks, spoons
• Coffee maker
• Can opener, bottle opener

 

Bathroom:

• Facial tissue
• Toilet tissue
• Bath towel
• Shower curtain if applicable
• Face cloth
• Bath soap
• First aid kit
• Aspirin and other basic OTC medications

 

Miscellaneous:

• Lightbulbs
• Flashlight
• Hammer, screwdriver, pliers
• Trash bags
• Batteries

 

Snacks and basic food items:

• Snacks: protein bars, fresh fruit, crackers etc.
• Boxes of dry cereal, raisins
• Coffee, tea, chocolate, sweetener, creamer

 

For children:

• Favorite toys
• Reading materials, coloring books and crayons
• Baby gates
• Small surprise gift

 

For pets:

• Food and treats
• Water and food bowls
• Leash and favorite toy
• Baggies, litter box, wee wee pads
• Familiar bed or bedding that feels familiar and comforting
• Crate/carrier, gates or portable security fencing