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The Selling Process / Advice for Sellers
THE SELLING PROCESS
There are many different steps in a successful real estate transaction!
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Setting a Price
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When setting a price, the important thing is to be realistic. If the price is too high, you may not find a buyer. Too low, and you cheat yourself out of money.
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Appraisal
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Regardless of what you originally paid for your home and the cost of improvements you have made, the only price that matters is what the market will bear at the time you decide to sell. You may consider hiring an independent real estate appraiser with specialized training and experience. Don't rely on assessed valuations made for tax purposes. Such valuations may not be reliable indicators of value, as they are usually made using mass appraisal techniques.
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Comparative market analysis
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Whether or not you get an appraisal, your REALTOR® can develop a comparative market analysis. This analysis will describe homes in your area that have recently withdrawn from the market and may compare specific features of your home to others--the value of a corner lot, a city view, or an extra bedroom, for example. The analysis may also point out market fluctuations caused by the opening of a new school or business, as well as long-term trends.
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Net proceeds
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Once you've decided on a price range, the REALTOR® can help you calculate an estimated amount you might net from the sale. If you have owned your home for several years, you may have built up sizable equity. Equity is the difference between the value of your home and the balance on your mortgage. After subtracting what you owe on your mortgage, ask your REALTOR® what costs you will incur in closing. These may include title fees, taxes, a penalty for prepaying your mortgage, brokerage commission, attorney fees, and charges for preparing and recording documents. Finally, ask your tax adviser or attorney about the tax implications of your proposed sale.
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Signing a listing agreement
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After you choose a REALTOR®, you will most likely sign a listing agreement--a contract in which you agree to allow a REALTOR® to sell your home during a given period and pay the REALTOR® a fee when your home sells. Most REALTORS® are independent contractors who work for a company operated by a licensed real estate broker.
The amount of compensation you pay a broker is negotiable, but the REALTOR® will generally follow the company's policy regarding compensation. The amount of the fee will be spelled out in the listing agreement. Make sure you understand how the fee will be paid before signing.
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Exclusive listing
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Most REALTORS® will ask for an exclusive right-to-sell listing. This means that you will owe the broker a commission regardless of who finds a buyer during the listing period. In other words, if you decide to sell the house to your cousin, your broker still gets a commission. In an exclusive listing, the broker is usually motivated to work harder to sell your home.
It's possible that a REALTOR® from another company will find a buyer for your home. In that case, your broker is the listing broker, and the second agent is the cooperating broker. Many times the listing broker will agree to pay the cooperating broker a fee from the amount you pay the listing broker. Your listing broker cooperates with other brokers who procure buyers interested in your property and offers to compensate the other brokers for procuring a buyer. Cooperating and compensating other brokers is discussed in the listing agreement you sign with the listing broker.
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Length of listing
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The listing agreement will specify how long you agree to list your house with a company. You want a period that's long enough to motivate your REALTOR® to advertise your home and respond to buyers, yet short enough to allow you to change to a different company if you become unhappy with the REALTOR®'s service.
Remember that the listing agreement is a contract. You should get a copy for your records. Your REALTOR® is bound to the terms just as you are. You can expect the REALTOR® to keep appropriate information confidential and effectively market your property.
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Marketing your Property
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Preparing your home
In preparing your home for viewing by prospective buyers, remember that people buy on emotions. Your home has to feel right, or buyers will look elsewhere. Ask your REALTOR® and some honest friends to look at your home objectively and suggest ways to make your home more inviting and sellable. Consider both the exterior and interior. Since you will be appealing to buyers' feelings, you need to pay attention to detail. An extra $50 you spend on red geraniums or new bath towels might mean a significant increase in a buyer's offer.
Clean your home thoroughly and make minor repairs such as tightening towel racks and gluing wallpaper edges. For larger repairs, consult your REALTOR® as to whether repairing the item will generate a good return on the sale. Repainting the woodwork may be worth it, but replacing the carpet may not. Hire a professional inspector to examine your house for structural and mechanical defects. Get an inspection early, and you can avoid surprises.
Honesty and candor
If your home has a major problem you don't intend to correct, be candid about it. Don't paint over the water marks on the ceiling to hide a leaky roof. Buyers will find out about the problems anyway, especially if they are smart shoppers and hire a professional to inspect your home. In an age when lawsuits are as common as family sit-down dinners, it pays to be open about everything.
You should consider including a one-year residential service contract with the sale of your home. This buyer perk is a common practice and helps ease concerns. Typically, after the first year, the buyer has the option of renewing the coverage at his or her expense. A residential service contract is simply an agreement with a company to repair certain items on the property if such items fail to function or are in need of repair (for example, air conditioning unit, heating equipment, plumbing system, etc.).
Attracting and screening buyers
As part of the overall marketing strategy, your REALTOR® may arrange a tour of your home for local REALTORS® and perhaps schedule an open house for the public. Your REALTOR® may also run ads in local newspapers, Web sites, and other publications tailored specifically for the type of home you are selling. As responses come in, your REALTOR® will screen out sightseers and half-hearted inquirers and make appointments with the serious prospects.
When the showings begin, keep your home clean and ready. Your REALTOR® will try to give you advance warning before showing your home but be prepared anyway. If people drop by and are not with a REALTOR®, it's best not to show them your home. Ask for their names and phone numbers and refer them to your REALTOR®.
Purposeful absence
When a REALTOR® comes to show your home, it's best if you are not there. Many buyers feel like intruders when the owner is present; they tend to hurry away. Letting the buyers walk through your property at their own pace will help put them at ease. They will feel free to look around and ask questions. If you must be there, let the REALTOR® handle the showing. Sit quietly and be courteous, but avoid engaging the buyer in conversation. The REALTOR® needs the buyer's complete attention to show your home properly.
Fair housing
REALTORS® are required by law to make your property available to all persons without regard to race, color, religion, national origin, sex, disability, or familial status. Your REALTOR® will not discuss any matter that may potentially discriminate against any person.
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The offer
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When a buyer makes an offer on your home, your REALTOR® will contact you promptly. The REALTOR® will scrutinize the document, review it with you carefully, and answer your questions. The written offer lays out all the terms of the proposed transaction--the price the buyer is willing to pay and the financing terms--and becomes a binding contract if you sign it.
The offer may be contingent on the buyer selling a home first or obtaining an inspection. Ask your REALTOR® how these terms affect you and whether the offer is in line with the market. The offer describes the property, states who pays for which closing costs, and specifies dates of closing and possession. Along with making the offer, the buyer may place some earnest money with the escrow agent as a sign of good faith. The earnest money will be kept in an escrow account and applied to the buyer's down payment or closing costs when the sale closes.
Your options
In reviewing the offer, you have three options: accept, reject, or make a counteroffer. A counteroffer is a rejection of a buyer's offer with a simultaneous offer from you to the buyer. Carefully review the figures compiled earlier to determine your net proceeds--closing costs may be quite different from earlier calculations. Discuss the possibilities with your REALTOR®, your attorney, and a tax adviser.
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Seller's disclosure
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In most residential sales, Texas law requires that the seller deliver a seller's disclosure notice to the buyer on or before the effective date of purchase. This document provides important information about the seller's knowledge of the condition of the property. Complete the notice to the best of your knowledge and belief. Your REALTOR® will most likely ask that you complete the notice at the time the listing is first taken. Copies of the completed notice will be made available to those looking at your property.
Lead-based paint disclosure
If your property was built before 1978, federal law requires that before a buyer is obligated under a contract to buy the property, the seller shall: 1) provide the buyer with a lead hazard information pamphlet (as prescribed by EPA); 2) disclose the presence of any known lead-based paint or hazard; 3) provide the buyer with a lead hazard evaluation report or records available to the seller; and 4) permit the buyer to conduct a risk assessment or inspection for the presence of lead-based paint or hazards. A contract for the sale of property built before 1978 must contain a statutorily prescribed Lead Warning Statement to the buyer. Your REALTOR® will provide you with the forms necessary to comply with the law and will suggest procedures to follow in order to comply.
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Accepting the offer
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Once you and the buyer agree on terms and sign the contract, the buyer will generally have to find a lender and apply for a loan. Your REALTOR® may monitor the loan process, which could last several weeks. During this time, your REALTOR® will also be busy coordinating other arrangements to prepare for the final sale.
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Title search
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As part of the process, the title company may order a survey of your property and research the title to your home, making sure the chain of title is clear. Clearing the title may require paying off liens--that is, any monetary claims against your property. Examples are: mechanic's liens, unpaid state and federal tax liens, court judgments, and probate considerations (if a co-owner has died). The product of the title search can be in the form of title insurance, abstract of title, or certificate of title, depending on what is commonly used in your area.
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Inspection and repairs
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If the buyer requires it, your REALTOR® can coordinate an inspection of your home. A buyer may hire an inspector to review many items in the property such as the structural components, mechanical items, electrical systems, and plumbing systems. The inspector will report to the buyer the items that the inspector finds to be in need of repair. Most likely, the buyer will provide a copy of the inspection report to you and may ask you to complete certain repairs. Don't be surprised if the inspection notes some items in need of repair. An inspector is trained to see items and defects that are not obvious to you and your REALTOR®. No matter how new or well-maintained a home is, an inspector may find some items in need of repair.
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Closing the deal
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The sale formally ends at the closing table. In most transactions, the closing lasts less than an hour and often occurs at the title company office. Your REALTOR® and the buyer's agent may be present. A title company officer or escrow agent will preside. Be sure to bring your driver's license to the closing (DPS identification cards and passports are also acceptable).
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Basic documents
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The sale actually consists of two transactions: 1) transferring the property to the buyer, and 2) paying off the existing mortgage on your home (or allowing the buyer to assume your mortgage). To transfer the property, the title company will present documents proving that you have the title. Proceeds of the sale may be disbursed at closing or shortly thereafter, once all the paperwork and verifications have been processed. When you give your house key to the new owners, the sale is complete.
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ADVICE FOR SELLERS
If you are thinking of selling your home, chances are you're caught up in a mass of emotions. You may be looking forward to moving up to a new home or facing the uncertainty of a major move across country. You may be reluctant to leave your memories behind or eager to start new and exciting adventures. Remember, I am here to help you with any of your needs. Call or e-mail today!
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Getting Your House Ready to Sell
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Introduction: Emotion vs. Reason
De-Personalizing the House
Removing Clutter, Though You May Not Think of it as Clutter
Fixing Up the House Interior
Fixing up Outside the House
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Want to Start Off With a High Sales Price? Beware!
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Meeting with Realtors
Which Realtor Do You Choose?
What Happens Behind the Scenes
Dropping Your Price...Too Late?
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Types of Listing Contracts
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Open Listings
One-Time Show
Exclusive Agency Listings
Exclusive Right to Sell
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Details of a Listing Contract
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Price and Terms of Sale
Lockbox - Yes or No?
Real Estate Commission
Multiple Listing Service
Agency Duties of a Listing Agent
Resolution of Disputes
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Listing Commissions and Related Issues
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Is the Commission Negotiable?
How and When the Commission is Earned
"Hot" Market Under-Pricing Strategy - Commission Issues
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The Listing Agent & Marketing Your Home
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The "Real" Role of a Listing Agent
Preliminary Marketing - the "For Sale" Sign
Preliminary Marketing - Flyers and the Brochure Box
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The Listing Agent - Marketing Your House to Other Agents
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The Multiple Listing Service
Office Preview
Broker Previews and Culinary Delights
Office Flyers
Marketing Sessions
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The Listing Agent - Marketing Your House to Homebuyers
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The Purpose of Advertising in General
Real Estate Company Advertising
Individual Agent Advertising
Neighborhood Announcements
Open Houses
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Showing Your House to Home Buyers
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Convenience and Availability
Why You Should Not Be Home
Lighting, Fragrances, Pet Control and More
Keeping the House Tidy and Neat
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Handle With Care!
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Many people rank moving as one of the top five causes of stress. How you handle your children before and during the sale of your home can reduce some of their stress - and yours!
Experts recommend the following to make this a smooth transition:
- Children should only be told of a planned move once the decision has been made. Discussing the possibility of a move beforehand only causes unnecessary anxiety, according to many child psychologists.
- Minimize the stress your children feel when moving by getting them involved in their favorite activities - sports, academic or artistic - BEFORE the move actually occurs. Children can use the Internet to find out about their favorite activities, events or teams, as well as other interesting facts about their new area.
- Another way to help children adjust to a new environment is to allow them to become familiar with the area before the move occurs. Take a vacation, or short trip to your new location to allow them to get to know the area. That way, it will seem familiar and reassuring once they've moved.
- And finally, let your children stay with relatives or friends during the actual packing and loading process. That will relieve the stress of seeing their possessions packed into boxes and taken away.
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Is a 1031 Exchange Right For You?
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You may have heard of people "exchanging" their investment property to avoid huge tax bites out of their sale proceeds. An exchange of real property can be a valuable tool to defer or avoid capital gains tax on real estate transactions.
Section 1031 of the IRS Code offers real estate investors a great investment opportunity to build wealth and save taxes. By completing a 1031 exchange, you can dispose of investment property, use all of the equity to acquire replacement investment property, defer the capital gains tax that would ordinarily be paid, and leverage all of you equity into a replacement property.
Replacement property acquired in an exchange must be of "like-kind" or similar to the property being sold. The following are examples of properties that could be eligible for a 1031 exchange:
- Single Family Rental
- Multi-Family Rentals
- Farms/Ranches
- Raw Land
- Retail Offices
- Motels/Hotels
- Golf Course
- Industrial
- Leases of 30 years or more
Properties NOT eligible under 1031 include foreign property and primary residences.
1031 exchanges are primarily designed for people interested in investment properties, not for typical home sellers and buyers looking to purchase a residence.
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After the SOLD Sign
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You've probably spent so much time and effort on making sure your home sells for the best price possible that you may not realize there's more to do! Now that the SOLD sign is in your yard, here are some things you can do to get ready for the move.
Stop by your local post office to pick up a change of address form so your mail will be forwarded to your new home. If you're not sure of your next permanent address, consider renting a post office box for a few months to guarantee your mail delivery will not be interrupted.
Be sure to notify anyone who provides you with service at your home that you are moving - landscapers, home cleaners or window washers. If you are moving out of the area, ask for recommendations of service providers you could use at your new home.
It's time to decide now which belongings have sentimental value, and which you can part with. Set a weekend aside to have a moving sale and arrange for a local charity to come by and pick up whatever doesn't sell. This will make it much easier to pack and will also save you money, since movers generally charge by the pound.
Getting started on these activities will ensure that you and your family experience a smooth transition to your next property.
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| Quick Tips! |
Call and schedule a date for termination of utilities, phone and cable services so you don't pay for service after you move.
Give children a job to do during moving preparations. Boxing up their books or toys gets them involved with, and excited about, the move.
Exchanges usually involve slightly greater costs than sales, so not every transaction should be an exchange
Your personal tax advisor can offer information specific to your situation and help you determine if a 1031 is right for you.
Don't pack your child's security blanket or other favorite toy. It should travel with your child instead.
Moving during the middle of the school year allows your children to make new friends right away.
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17 Simple Things to Make Your Home More Marketable:
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- Make sure your entranceway says "Hey, look at me!"
- Paint (or touch up) exterior, and repair screens and windows.
- Check A/C and heating systems.
- Fix leaky faucets, toilets, and faulty lights.
- Repair wall cracks, re-caulk bathrooms and kitchen.
- Mow lawn, edge driveway and walkways
- Throw out junk from garage and storage areas.
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- Prune dead limbs from trees.
- Clean your windows.
- Vacuum drapes and carpets.
- Clear out closets.
- Remove excess furniture.
- Ensure windows, doors, and locks work smoothly.
- Weed flowerbeds and trim shrubs.
- If you have a pool, make it crystal clear.
- Clean lawn furniture.
- Keep cats and dogs out of visitors' way.
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Choosing a REALTOR®:
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Buying or selling a home is a major decision in your life. Before you begin, find a professional you can trust. Your REALTOR® will be an important advisor during one of the most personal and exciting experiences of your life. It is OK to be very careful about choosing someone you feel comfortable with.
Look for the word "REALTOR®"
The first factor to understand is the difference between a REALTOR® and a real estate agent. The word "REALTOR®" can only be used by professionals who are members of the National Association of REALTOR®s (and, locally, the Houston Association of REALTOR®s).
In order to be a member, an agent must agree to abide by a strict code of ethics based on values of competency, fairness, and high integrity. Among other strict standards, REALTOR®s can not be parties to any plan or agreement to discriminate against a person or persons on the basis of race, color, religion, sex, handicap, familial status, or national origin.
An agent who has become a REALTOR® has committed to a higher standard of service and professionalism.
Interview potential REALTOR®s
When you meet a potential REALTOR®, be ready to interview him or her just as you would interview any person you might be hiring for a job. Here are some good questions to ask:
1. How long have you worked in real estate? Is real estate your full-time job? Real estate is a complex business. Experience and commitment definitely count.
2. Are you a licensed REALTOR®? Are you a member of the Houston Association of REALTOR®s? Do you belong to the HAR MLS? Agents who cannot actually call themselves REALTOR®s have not sworn to uphold the profession's code of ethics. REALTOR® members of HAR have access to all of the most current information and training on the real estate business. Members of HAR's MLS (Multiple Listing Service) can search through thousands of properties in Greater Houston to find a list of those that meet your specific needs.
3. How many buyers and sellers have you worked with this year? How many of them have "closed a deal" with you? "Closing" on a home means seeing the process through to the final details of the contract and the transaction. The average agent closes 10 to 15 transactions a year.
A REALTOR® who closes on a lot of homes may be able to help you buy or sell a property much quicker than others. On the other hand, a REALTOR® who only closes a few transactions a year may have more time to spend with you. The choice is yours.
4. Do you have any assistants who work with you? What do they do? Some REALTOR®s have a team of staff people to help meet customers' needs faster and more efficiently. If your REALTOR® does enough business to have assistants, make sure that the REALTOR® personally handles any negotiations including the contract and closing. It is perfectly OK for an assistant to handle paperwork and home tours.
5. Do you have any designations, certifications or special training? REALTOR®s learn as much as they can about the real estate business with continuing education. Some kinds of education result in special designations for the REALTOR®. For example, if you are interested in a historic home, there are agents who have special designations and understand the unique market conditions of the older home.
6. How do you stay in touch with your clients? If your REALTOR® prefers to send e-mail, but you want to be called on the telephone, the two of you will need to work out an agreeable communication plan.
Choose your REALTOR® carefully, but once you have chosen, stay with that person. Do not sign a buyer's agreement at your first meeting with a REALTOR®. Wait until you are certain you have made the best choice.
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