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Selling Your Home

Selling your home is an involved process that affects your family and your future.  Before you begin this process, you'll want to ensure that you have the most up-to-date information.  When should you sell?  How do you get the best price? What kinds of renovations should be made prior to the sale? 

We want you to be an Informed Seller.  The information and reports on the home selling process that we I leave with you during our first meeting, we hope will assist you in answering the many questions that may arise during the home selling process.  When you're armed with the right information, and an experienced real estate professional, you'll be closer to reaching your goal - selling your home fast, and for the best price.

First and foremost, we will research the recent sales history of your home and similar homes in your area as well as the current active and expired listings of similar homes in the area.

Based on this research we will prepare a professional, comprehensive, comparative marketing analysis of this information which will clearly indicate what price range your home is in. This is a professionally prepared report by a Virginia Licensed Real Estate Agent with side-by-side comparisons, color pictures and maps.

Next, we'll discuss the proper preparation and presentation of your home to achieve Top Price.  Preparation and Presentation are the KEY to selling your home.  Your property must be prepared to highlight and present it's best and most desirable features to prospective buyers.

Marketing is another Key to selling your home. One component of my comparative marketing report will be a marketing plan. The marketing of your home is very specific to your home and market but you can be assured that I can, as appropriate, market your home in all the following ways:

• Print Media
• Direct Mail
• Open Houses
• Telemarketing
• Virtual Tours
• Internet/Web
• Internet/Email

Professional Tips On How To Sell Your Home!

Common Mistakes Sellers Make

Mistake #1.   Basing your asking price on future needs or emotion rather than market value. How much you paid, how much you invested in your home, or how much you need to buy another home does not determine today's market value. The fact is over-priced homes take longer to sell and eventually net the seller less money.  Solution: If you want to sell your home it will only sell for what the market will bear. If a buyer has to get financing, an appraisal will be preformed to determine market value. If your home is priced over that value, the buyer cannot get the loan to close even if that buyer has agreed to buy your home for above market value. So unless a buyer comes along and is willing to give you more than market value and pay cash, you won’t sell it.  Pricing your home at market value is the key to selling your home.  Today's Home Market Stats show it to be a Seller's Market and the numbers reflect that.  Today's Buyers are looking at a shortage of homes available on the market, particularly in the Fauquier County area.  They don’t have a lot of choices in finding a home.  However, you still need to keep in mind that if you over-price your home, a full-price contract offer, may fall through because of the lender won’t give the OK to close if the appraisal doesn’t match the price.

Mistake #2.  Complacency when it comes to "Staging" your home. FIRST IMPRESSIONS ARE THE MOST IMPORTANT. Experience shows that for every $100 in repairs that your home needs, a buyer will deduct $300-$500 or more off their offer. If you can’t make the repairs, get a professional to give you a bid. Clean and decluttered gets notice. Over-stuffed closets and cabinets will make Buyers think they are too small for their things also.  SOLUTION: Follow your Realtor’s advice and it will pay off with dividends to you!

MISTAKE #3.  Choosing your listing agent for the wrong reasons. Listing with an agent that tells you what you want to hear, your desired price, the agent that works for the largest company, the agent that lives around the corner, the wrong agent!  Solution: You need to work with the agent that has the best marketing plan, who will give you feed back on showings, continuous marketing updates.  You want an agent who works full-time, rather than an agent who just does real estate on a part-time basis.  You also want an agent who will pay attention to detail – even the most common spelling mistakes on your listing will jump out at the public.  You want an agent who you can connect with and feel comfortable with discussing your situation and who doesn’t make you feel pressured.  Your Realtor should be technologically connected.

Mistake #4.  Not really understanding real estate contracts, listings agreements and sales contracts. The contract that you will sign selling your home is legally binding. Small items that are neglected or time lines that are not met in a contract can wind up costing you in real money. Contracts and legal terminology can be complicated, plus there are numerous addendums required by Virginia.  Real Estate Law is complex. Solution: Always rely on an experienced Professional to advise you – you will save time and money in the long run.

Mistake #5.  Not knowing who your listing agent represents. The Virginia Real Estate Professional Licensing Board requires Realtors to disclose exclusive agency, designated agency and dual agency – make sure your Real Estate Agent explains to you each of these types of agencies and explains these fiduciary duties to you.

HERE ARE SOME OF THE SERVICES I HAVE TO OFFER YOU!

~ I provide to all Sellers a complete and beautifully laid-out brochure of your home.  When we meet, I will take pictures of your home – inside and outside – make note of the special features your home has to offer Buyers.  I also provide a detailed brochure of the County, outlining County Services, Public and Private Schools, Activities, Restaurants, Shopping, etc., along with information about Weichert Gold Services.

~ Selling your house is a complicated process! I provide you with a Comparative Market Analysis on similar houses that have sold and houses that are currently on the market in your local area.  I'll come to your home and meet with you at your convenience.  During that first visit, I will inspect your property and advise you on what you need to do, if anything, to enhance the possibility of getting you top dollar of what the market will bear. I'll help you determine what your net proceeds after all your costs to sell are paid. We will work with you throughout the process to assure you have a smooth transition.

~ For Home Sellers Only!   As your listing agent, my objective will be to bring as many qualified Buyers into your property as possible until it is SOLD!  In this process I will continually communicate the results of our activities to you and to assist you in obtaining the highest possible net proceeds for your property with the least problems -- in the shortest amount of time possible!  If I feel cannot sell your property for any reason I will tell you why up front and back up the reasons with facts. I will never give you false promises and hopes if the market will not bear it.  This is the major difference you will find between my professional services and other Realtors who just want a listing.  You as a seller have many choices in Realtors to list and sell your property, so choose wisely and you will be successful in selling your property for less hassle and for top dollar!

So Why Hasn't My House Sold?  Here Are A Few Reasons And Suggested Remedies From Your Professional Realtor!

1.         When pricing your home, keep in mind what the market is doing around you.  Be realistic and try to put yourself in a prospective Buyer's position.  Even the most beautiful home can be overpriced and keep Buyers from making an offer.  Overpriced properties attract significantly fewer buyers. In addition, agents and Buyers tend to lose interest if a property has been on the market for a long-time and cause “red-flags” to potential Buyers that there must be something wrong with the house if it hasn’t sold.  Over-priced properties often sell for less than current market value as a result.  Over-pricing homes is a major reason for expired and withdrawn listings. The best way to show Buyers that your home is worth what you are asking is to get an Independent Appraisal.  For a few hundred dollars, an appraisal will help you in pricing your home to sell.

2.         Difficult To Show/Not Readily Accessible – The more Realtors can have access to your home; the more likely they will bring Buyers out to look at it.  When your Realtor has a Lockbox at the house, your Realtor will know who has gained access to your house at any time.  Under no circumstances can Realtors gain access using a Lockbox after 10:00 pm.  Consider allowing Realtors to have access to the house from 9:00 a.m. to 8:00 pm – houses that are only available By Appointment Only make it more difficult for Buyers and Realtors – You Want Your Home As Accessible As Possible. 

3.         Your Realtor should advise you on what repairs and cosmetic touches will give you the most return for your money.  Be cautious of a Realtor who tells you your home is "fine as it is" or doesn't otherwise properly address the preparation of your property.  Unless your home is in new condition, there are a number of inexpensive things you can do to make your home stand out from the competition.

4.         If you do not want to invest the time or money in repairs or renovations, the house needs to be priced accordingly or consider offering Seller Rebates, Allowances or Discounts for repairs.

5.         You're Realtor should be able to show you a comprehensive, detailed marketing plan that includes open houses, internet, email, print, direct mail and telemarketing components.  Although it might sound shocking, some Realtors don't follow their own marketing plan!   

6.         It's important not to waste valuable time on prospects that are not ready or able to buy your property.  Some signs that a prospect may not be ready or qualified to buy is if they are not working with a Realtor and/or have not been pre-approved or pre-qualified by a lender.  Your Realtor should properly qualify prospects as to their readiness to buy your home.  Do they have a home to sell?  What is their financial ability to buy it?  Are they pre-approved?  Is their earnest money deposit sufficient?

7.         In the Virginia area, the Selling season is Spring through Fall with a slow-down during the summer months and holidays.  Considering putting your house on the market the first of March through the first of September.  Families with school children do not want to uproot the child from school mid-year.  They are looking to move after school lets out for summer break.

What Sellers Want Most From Realtors!

·         Help Price Home Competitively......29%.

·         Help Sell House Within Time Frame......26%.

·         Help Find A Buyer For Home.....20%.

·         Help/Tell How to Fix Up Home/Sell For More.....13%.

·         Help With Paperwork/Inspections/Preparing for Settlement.....9%.

·         Help in Negotiations and Dealing with Buyers.....3%.

What Buyers Want Most From Their Buyers Agent/Realtor!

·         Help Find The Right Home To Buy.....52%.

·         Help With Paperwork.....12%.

·         Help With Money/Financing/Affordability.....11%.

·         Telling What Comparable Homes Are Selling For.....10%.

·         Help With price Negotiations.....9%.

·         Helping Finding and Arranging Financing.....6%.

On Average – the Number Of Homes Buyers Walk Through Before Choosing A Home To Make Offer On.

·         1 to 4..........21%

·         5 to 9..........24%

·         10 to 14........19%

·         15 to 19........10%

·         20 to 24.........9%

·         25 or more......17%

Most Useful Online Information.  Percentage Of Online Seekers Who Found Each Item Very Useful.

·         Detailed Property Information......80%.

·         Photos..........75%.

·         Virtual Tours..........55%.

·         Interactive Maps..........50%.

·         Neighborhood Info..........44%.

·         Agent Contact Info.........26%.

What Do Buyers Consider The Most Useful Source Of Information In Their Home Search?

·         Real Estate Agents/Realtors......80%.

·         Internet......47%.

·         Yard Signs......32%.

·         Builders......23%.

·         Open Houses......19%.

·         Newspaper/Ads......8%.

The Sellers Best Source To Sell Their Home Is Real Estate Professionals ... Bottom Line!

Okay, now that we've properly prepared, priced and marketed your property, we have people banging on your door to buy your home!  We need to pause and look before we leap. We must at minimum pre-quality but better pre-approve Buyers for their financial ability and motivation to purchase your home. Let me repeat that because it's so important. We must Pre-Approve Buyers.  It's critical not to waste time on, and worse, take your home off the market for, people who are not qualified or motivated to buy your home.  Finally, I will Negotiate the Top Price and Best Terms for YOU based on your situation and your priorities.

Okay, so maybe now your convinced that we will get you Top Price for your home but you're thinking, "That sounds great, but I don't want to pay your commission."  Well, I’m sure you don’t get up in the morning and report to work – and tell your boss, hey I don’t need to make any money today – I’ll work for free.  Bear in mind that you get what you pay for.  Sure there are Realtors out there who will list your home for 4%, even less, but what are they going to do to market your home? Are they going to just put your house on the MLS then do nothing?  Are they going to aggressively market your home?  What are they going to do to ensure you get a good contract on the sale of your home?  These are important questions that you need to ask.

Okay, so you may ask “What about For Sale By Owner?”  Well, let me put it this way – FSBOs do not get the exposure your Realtor will provide your home.  Most Real Estate Agents won’t even bother to take prospective Buyers to your home.  If they have an Exclusive Right to Represent Buyer Agreement, the Buyer would have to pay their agent's commission, unless the buyer's agent is able to work out the commission with the FSBO.  Home Sellers who think they can sell their home by themselves are likened to representing themselves in court or performing surgery on themselves.  Sure for a few hundred dollars some discount brokerages will give FSBO's  signs to place on your property and perhaps will list your house on the MLS.  A FSBO, does not get the exposure your Professional Realtor can provide.  Any advertising, marketing, negotiating, etc. that is done, you have to do on your own.

Of course, no Realtor will negotiate themselves out of business.  Linton Hall Realtors is a full-service brokerage.  We try to provides everything the Seller and the Buyer needs.  I want to be your Realtor for life and do offer my new clients incentives and 100% of my time and attention to make sure your needs are taken care of.