There are a number of steps involved in selling any house. When we get together for the first time at your home, I will discuss the steps in detail with you. Experience has taught me that every home sale is unique, yet every sale shares a common process. I will work with you every step of the way to assist you by answering your questions and help you in any way I can. I want you to get the best price for your home in the shortest period of time.

Use these links to read about specific parts of the homeselling process, or scroll down to learn about the entire process from start to finish

Putting your house on the market
A little preparation
There's no place like home
Housing demand sets the price
Sample net sheet
Financing strategy
What is a point?
Property Profile Folder
What conveys?
Listing Agreement
Get ready – Clean up, Fix up, or toss out
The exterior
The front hall
The living room
The kitchen
The master bedroom
Bathrooms
The recreation room
The garage
The basement
The attic


Putting your house on the market

The first step toward putting your house up for sale is to meet with me at your home. This is called the "listing appointment." When you hire me to represent you on the sale of your home, I will be known as the listing agent.

The brokerage firm paid the listing commission directly. Then, the firm splits this commission with the listing agent after the sale is complete. For the purpose of this discussion, the listing agent and the listing broker will be referred to as one in the same.

In a "cooperative" sale, the house is listed by one broker and a buyer is provided by another broker. The selling broker receives the selling side of the commission. If the listing broker also produces the buyer, then the listing broker receives both listing and selling sides of the commission. A selling broker may have a signed buyer representation agreement with a buyer and, therefore, represent the buyer and not the seller. If the buyer's agent is a Keller Williams agent, Keller Williams becomes a disclosed dual agent with the consent of both buyer and seller.

A little preparation

Before the listing appointment, you and I will have to do a little homework. I will prepare a Competitive Market Analysis and you will put together a folder of information on your property. I will give you a list of information that will be needed so that you can prepare in advance of our meeting.

There's no place like home

At the listing appointment, I will walk around your home and yard to familiarize myself with the special features that are part of your home. I will also ask you about the many unique features of your home so that I can tell prospective buyers all about them. In addition, I want to find out specific information about schools, day-care, nearby Metro access or public transportation, desirable community features, as well as any home features that are not readily apparent.

It is important to realize that prospective buyers will be comparison shopping when they tour the homes that are for sale. They will be keenly aware of any subtle differences in these homes. That’s why it is important for you to tell me what makes your home special. From the remodeling projects that you have completed to the way the light enters your sunroom in the morning. All of this is important for me to know.
 

Housing demand sets the price

After conferring with me on market conditions, comparable nearby sales and listings, and available financing, then you will set the listing or "asking" price for the house.

A common definition of market value is what a ready, willing and able buyer will pay, at a price a seller will accept. Most buyers are sophisticated. They've already been shopping, and when they see your home they'll be comparing features and financing.

There's a rule of thumb that states a house priced more than 5% over market value discourages offers. Buyers who can afford the price can get "more house" for their money elsewhere. Buyers who cannot afford the price simply won't look. This is why they say that, "A house priced right is half sold."
By comparing your property with similar properties that are either on the market now or have been sold previously, a fair market value can be determined. Studies by experts in the industry have proven that this market analysis approach is more accurate then either the replacement cost or potential rental income methods.
 

Sample net sheet

The net sheet is a worksheet that estimates the “net cash” from the sale. In order to derive the net cash from the sale, the anticipated charges that will be paid by you at settlement will be subtracted from the sales price. This net sheet will be given to you after the process is complete. Some costs at settlement may include: attorney’s fees for deed preparation, lender’s inspection fees, appraisal, broker commission, state deed transfer tax or recordation fee, condominium or homeowners packet fees, water escrow, termite inspection, interest up to the date of trust pay off and mortgage pay off penalty if any.

Financing strategy

Financing is an integral part of the sale. For that reason, it is generally to your advantage to appeal to the greatest number of home buyers by accepting the greatest range of financing plans. During our meeting, I will explain the basic differences between VA (Veterans Administration), FHA (Federal Housing Administration) and conventional financing. I will also explain "discount points."

What is a point?

A point is one percent of the amount of the buyer's mortgage loan. For example, if a loan is $100,000, one point is $1,000. Lenders charge points to increase the yield on their loans. A home buyer and home seller can mutually agree to share the changes.
 

Property Profile Folder

As part of the sale process, I will need to provide a folder which contains various pieces of information that is specific to your home. Some of the materials includes the following: pay off notice, assessments and easements, last 12 months of utility bills, property taxes, condominium fees and bylaws, inspection records for termites and well and septic and other helpful documents such as the deed, house location and home warranties.

What conveys?

When you offer the home for sale, you must give me a list of the personal property this is included in the real estate property for sale.

Examples of items to "convey" may include: draperies, drapery rods, remaining heating oil, firewood, washer, dryer, refrigerator, stove, microwave, disposal, swimming pool chemicals, awnings, storm doors and windows, screens, Venetian blinds, shutters, window air conditioner, etc. If there is something that you don’t intend to sell with the home, it is better if you remove it before your house is shown.

Listing Agreement

When you are ready to put your house on the market, a listing agreement is filled out. This indicates a specific period of time known as the listing period. Once you have signed the agreement, you have hired a listing broker and a listing agent.


Get ready – Clean up, Fix up, or toss out

It is important to make your home stands out among the other similarly-priced homes that are competing for sale with your property.

You may not be able to improve the market value of your home but you can improve its marketability. This can usually be done with more elbow grease than hard cash. Take a look at your home through the buyer’s eye. Keep your house as uncluttered as possible.

The exterior

You buyer will be looking for curb appeal. Keep the lawn and bushes trimmed. Remove garden houses, lawn tools, dog houses and toys from the yard.

Check for flat-fitting roof shingles; straight lines on gutters, shutters, windows and siding. Keep walks and steps free from show and ice. Add a brass door knocker and seasonal door decorations and flower beds.


The front hall

Atmosphere and aura give a hint of what’s inside. Make sure that the house is bright. Consider using a stronger light bulb. For evening home showings, turn on all the lights. This adds a welcoming glow. Make sure the house smells fresh and clean, that the woodwork is unmarred and spotless. If you need to paint, consider using a neutral tone. Strong color is subjective.


The living room

You should strive for a lived-in cozy feeling. Discard worn, chipped or frayed furniture. Open the curtains to let in light. Setting out cut flowers and adding a subtle scent will enhance the impression.


The kitchen

Many home buyers judge the house by the way the oven and stove are kept. All appliances should be spotless and in perfect working condition. Check to be sure that nothing sticks, squeaks or drips. Keep counter tops and eating spaces free from clutter and countertop appliances. Floors and walls should be in inviting light colors and serviceable.


The master bedroom

The second most appealing room to the buyer after the kitchen is the master bedroom. The master bedroom should have uncluttered furnishings and defined areas. Show the true size of your closet by removing or packing items that can be stored elsewhere.


Bathrooms

Make sure that the sink, toilet, bathtub, tile and the shower curtains are immaculate. Fix leaky faucets, remove rust stains. Repair caulking and grouting. The light should be soft. Use some potpourri for a pleasant scent.


The recreation room

An atmosphere of relaxation and fun should be present. Make sure the fireplace is clean with fresh logs.


The garage

The garage should be uncluttered and hold only cars and necessary objects. Sell give away or toss out unnecessary articles. Make sure your workbench is orderly and that you have a strong overhead light.


The basement

Organize and hang tools on peg boards and put items on shelves. If you have an odor caused by dampness, cure it by placing a bag of limestone in the damp area. Clean the water heater outside, change the furnace filter. Consider painting the basement walls to brighten the area.


The attic

Tidy it up, light it up. Pack anything that you are not going to move and get rid of the rest. Be sure the energy-saving insulation is apparent and that the air vents work.