1. Buyers pay attention to the length of market exposure, and they attribute an extended length of time to overpricing.

2. As Realtors®, we market your property to get results: a sale in the shortest period of time. Overpricing diminishes responses and extends the time it takes to get results.

3. Buyers have access to market comparables and learn from them. If your home does not compare with others similar to it in similar locations, buyers won’t want to see it, and, consequently, it won’t sell.

4. Proper pricing of any merchandise, especially such a large purchase as a home, results in an early sale.

5. Buyers are shoppers. They will avoid overpriced homes and look elsewhere.

6. Some of the perils resulting from overpricing are: • monetary loss • delay in job transfer • owning two properties (and two mortgage payments) at once • additional wear and tear on your present home • lost opportunities for an attractive purchase of your own • plus many other inconveniences involving your time and money.

7. Homes normally sell at a FAIR MARKET VALUE! And this is the price that buyers are willing to pay. Pricing a home at a realistic price, at Fair Market Value, will bring an early sale, fewer inconveniences, and a greater monetary return to you much sooner.

Most activity will take place in the first 3-4 weeks of a listing. The excitement of a new property on the market will create urgency for both buyers and agents to see it as quickly as possible. In many instances the home will receive its highest and best offers during this time.

After that initial period, the only people to look at it will be new buyers in the marketplace.

• "Our home is nicer than those houses."

• "People always offer less than asking price."

• "We can always come down on our price."

• "We have to get that much out of our home."

• "My neighbor was able to get his price."

• "The buyers can always make an offer."

• "We paid more than that for our home."

Lawn: Make sure the yard is neatly mowed, raked and edged.

Trees/Shrubs: Prune and shape them to compliment your house.

Flowers: Consider adding seasonal flowers.

Sidewalks/Driveways: Sweep and wash to remove debris, dirt and stains. Repair and patch any cracks.

To remove oil stains from concrete

Mineral spirits on oil

Cover with cat litter

Let set overnight

Repeat if necessary

If still a stain – scrub with bleach

Painting: Check your home for any needed maintenance just as a buyer would. Repaint or touch up as necessary. You can’t find a better investment when you are selling your house! Don’t let the outside turn buyers off before the inside turns them on.

Doors/Windows: Check to see that all doors and windows are in good working order. Clean and paint doors if necessary, wash all windows and replace any broken or cracked windowpanes. Screens should be free of any tears or holes. Inspect all locks to ensure that they are functioning properly.

Roofs/Gutters/Downspouts: Check for loose or missing shingles. Clean out gutters and down spouts. Touch up peeling areas on gutters.

Atmosphere: When placing yourself in the potential buyer’s shoes, you will want to consider the overall atmosphere of your home. Keep color, lighting and smell in mind as you go through this checklist. Create the atmosphere of your home as a shelter, a place that is safe and warm, and in good condition.

Smell: A clean smelling house creates a positive image in the buyer’s mind. Be aware of any odors from cooking, cigarettes, pets, etc. that may have adverse affects on potential buyers.

Color: Be cautious when selecting colors when painting or replacing carpeting. The key is to promote your home to the largest segment of the buying market as possible.

Lighting: Take advantage of natural light as much as possible by cleaning windows, opening shades and drapes, etc. Add lamps and lighting where necessary. Be sure that all fixtures are clean and have functioning bulbs. Increase the wattage of the bulbs in the basement area.

Walls: Check for peeling paint, loose wallpaper. Consider replacing unusual or bold colors with neutral tones.

Floors: Clean all wall-to-wall carpeting and area rugs. Clean and polish linoleum, tile and wooden floors. Consider refinishing wood floors if necessary.

Closets: Empty closets of off-season clothing and pack for the move. Organize them to demonstrate the efficient use of space. Leave as few items on the floor or shelves as possible.

Furniture: Arrange furniture to give the rooms as spacious a feeling as possible. Consider removing furniture from rooms that are too crowded. Avoid clutter. Pack up knickknacks – both to protect them and to give the room a more spacious feel if necessary but leave enough items to give the home a personal touch. Dispose of unneeded items. Store large furniture if necessary.

To clean old furniture (instead of refinishing)

3 parts boiled linseed oil

2 parts turpentine

1 part white vinegar

Mix together and wipe on furniture

Woodwork: Clean and polish all woodwork if necessary. Pay particular attention to the kitchen and bath cabinets.

Fireplace: Sweep and clean the fireplace. Place a few logs on the grate to create an attractive appearance. You are welcome to have a fire going during the showings – it creates a great atmosphere.

Appliances/Light Fixtures: Clean, bright, sparkling and shiny!

Dining Room: Consider adding fresh or silk flowers, or setting the table with an attractive arrangement.

Kitchen: Avoid clutter – store small appliances whenever possible to maximize the appearance of workspace. Clean and organize all storage space. Sinks, cabinets, appliances, counter tops should be clean and fresh.

Basement/Attic: The basement and attic should be cleaned and organized. Be sure that the stairs are cleared, well lighted and that the handrail is secure. Remove and dispose of any items that will not be moved with you. Pack other items neatly in boxes.

Garage: Sweep and wash the floor to remove dirt and stains. Organize tools, garden equipment, bicycles, etc.

To remove oil stains from concrete

Mineral spirits on oil

Cover with cat litter

Let set overnight

Repeat if necessary

If still a stain – scrub with bleach

Be sure to open drapes and turn on all lights.

Tidy up the kitchen and bathrooms and make the beds.

Vacating the home is the ideal situation for the demonstration of your property. Whenever possible, do not stay in your house with the prospects during showings or, have as few people as possible in the house during showings, since the potential buyers will feel like an intruder and want to hurry through your home to get away from the crowd.

If you are there during showings, please stay in the background when the buyers are in your home. The salesperson knows the buyer’s needs and desires, and can better emphasize the features of your home when you are not present. If there are any questions, the salesperson will find you if you are needed.

Have confidence in the real estate sales associate! Let the sales associate discuss the selling price, terms, possession dates and other factors with the customer. Remember, the sales associate has worked for many hours with the prospects, and knows what they are looking for. Let him or her do the job without interference and bring your negotiations to a satisfactory conclusion.

If you have any direct inquires about your property, refer them to your listing sales associate. We recommend that your shown be shown by appointment to prospective customers through our office. This cooperation on your part will be sincerely appreciated and will help us sell your home more quickly.

We will design a personal marketing plan tailored to fit the needs of your property and your desires. It is our goal to obtain the highest possible market value in the shortest amount of time with the least inconvenience to you.

The buyer uses this document to formally express the terms and conditions under which they would like to purchase your property. They specify the price they are offering to pay, when they would like to take occupancy, how they intend to pay for the purchase and what inspections they would like to perform. When you receive a signed Offer to Purchase you have three basic options. You can either accept or reject what’s offered, or you can make a written counter offer as soon as possible. Until you sign, buyers can always withdraw an offer if they suffer an ailment called "buyers remorse". If you accept the terms of their offer we move forward. If you do not accept the terms offered you could counter with what you want changed. At this point the buyer can accept or reject your terms. If they reject your terms they can away walk from the purchase and deal is null and void.

Don’t worry, you don’t have to understand every aspect of the offer, as your agents, we will fully explain the terms of the contract and how they will affect you so you can make an educated decision.

What Happens at the Closing? Basically three things take place.

As the Seller, you must prove you have marketable title. To do this we provide the Buyer with a Title Insurance Policy or Abstract Opinion that shows the property is free and clear of any liens or encumbrances. Don’t worry, we work with all area title companies and will coordinate this aspect as well as having all closing paperwork prepared for you.

The Buyer pays you for the property.

You give the buyer a deed or bill of sale for the property.

When all the papers are signed and checks and keys have changed hands, your house is sold and the transaction is officially closed. Generally this takes less than one hour. The title company then files all documents with the proper County and State offices.