FSBO Survival Kit Guity New

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Package Includes vital information and forms to Sell Your Home by Owner 1630 Manheim Pike Lancaster Pa 17601 717-735-1145

Transcript of FSBO Survival Kit Guity New

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Package Includes vital information and forms to Sell Your Home by Owner1630 Manheim

Pike

Lancaster Pa 17601

717-735-1145

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TheRich Team TM

Presenting . . .

1630 Manheim Pike

Lancaster Pa 17601

717-735-1145

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Introduction

Congratulations on your decision to consider us for the job of selling your home. Homeowners from Adams, York and Lancaster County have profited from the services that we provide.

As a team, we have had the privilege of working with many property owners this year who, it seems, have each had very unique situations. As committed real estate professionals, we spend a great deal of time studying and researching the current market trends to assure we market property, like yours, aggressively and successfully.

The customized marketing plan which we will present to you, has been organized and designed to sell your house in the time frame that suits your needs. Our explanation will give you a thorough understanding of the steps in the process.

Each year we strive to improve our marketing plan and update our technology. Those of you who have worked with us in the past, will be pleased and impressed with our more efficient means of accomplishing the sale of your house. For those of you meeting us for the first time . . . get your questions ready, open your minds and be prepared for a satisfying and successful real estate experience!

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Mission Statement

Our goal now and for the future. . .

Our clients deserve and will receive the finest service ever offered by any real estate organization.

NOTE:

You have a family doctor, lawyer, dentist, mechanic, accountant and maybe even a veterinarian for your pet. We want to be your family real estate team.

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Where Buyers Come From

1% Bought an Open House they saw

3% Bought for a combination of reasons

3% Bought advertised property

7% Referral by relocation company

8% Responded to an Open House but bought a different home

18% Responded to an ad but bought a different home

20% For Sale sign

40% Name/Firm Recognition or Salesperson Contact

Source: National Association of REALTORS™

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SURVIVAL INFORMATION

TM

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How To Sell Your Home For The Highest Possible Price, In The Shortest Time, With

The Fewest Problems!

 

The title of this report makes a pretty big promise, and it may seem just a little hard to believe. But it really isn’t as difficult as you might think. Achieving your goals when selling your home all starts with one thing:

Knowledge! You see, when you are armed with the proper information, all of the complicated pieces of the home

selling puzzle will fall into place. An organized, planned approach to selling your home will eliminate the guesswork, insure that you avoid the costly pitfalls, and enjoy a successful, low stress transaction.

Learning the true inside story of how the real estate sales industry works may surprise you! (NOT

the way it used to work 10 or 20 years ago, but how it is today!) Most real estate agents try to keep a lot of this information secret, only giving out bits and pieces where they have to. Many don’t even know it themselves!

It’s time to reveal the full truth about selling your home! This report will cover the “Real Story” about selling your home. You need to know what to expect, so

you can make the right decisions and avoid the common mistakes that can cost you thousands of dollars and foul up all of your plans.

For most people, their home is their biggest financial asset. But it is often much more. It is HOME! It’s where family gathers for holidays.

It’s backyard barbecues.

It’s where your child first rode down the driveway without training wheels.

It’s where you eat, where you sleep, it’s where you LIVE!

It’s memories, good and bad. Yes, most people get really emotional about their homes. The thought of selling your home may

bring on deep feelings of sadness, joy, fear, uncertainty, and excitement – all at the same time!

This brings us to the first thing you’re going to have to do in order to successfully sell your home: Realize that selling your home is a dollars and cents business transaction, and you need to

put your emotional attachments to your home aside.This is sometimes easier said than done. Just try to keep in mind that potential buyers are not

looking to buy your home, they want a house that they can make into their home! You need to understand that the buyer is not interested in nor affected by your own personal

memories of your home. It’s natural to feel like your home is worth more than others just because it’s yours, but DON’T FALL INTO THIS TRAP.

It will affect your judgment and cause you to make poor decisions… decisions that may end up

costing you plenty!

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One thing you can be sure of when you decide to sell your home is that you will be confronted with Lots Of Choices!

From the moment the thought of selling first enters your mind, the choices,

decisions, and uncertainties just keep coming at you.

Is selling the right thing for us to do? Is now a good time to sell? How will it affect the family? Can we afford a new home? Will we qualify for a new loan? How much should we ask for the house? How much will we put in our pocket at closing? Should we remodel the house first? What if it doesn’t sell?

All of these thoughts can build up and become a bit overwhelming! One of the first choices is whether to sell your home yourself, or hire real estate agent to assist you. Which way to go will depend on your personal situation and goals. The good news is that the information in this report will be useful to you regardless of which you way you choose to go. You Need To Hear The Facts! The biggest mistakes that sellers make when selling their home all stem from a

few general errors:

Failure to understand market conditions and pricing.Using outdated advertising and marketing that does NOT generate responses.Attempting to sell the home themselves without an agent when they are not prepared to do

the job.Hiring the wrong real estate agent.Failure to understand how both the home buying and home selling processes work.

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The Truth About Advertising! The sad truth is that 99% of all advertising does not motivate the public to take action. Yes,

it’s true. Why is this? Because 99% of all people do not understand the basic principles of response generating

advertising! Very few real estate agents know, most advertising agencies don’t even have a clue! (If you work at an advertising agency, sorry, but the truth is the truth!)

The problem is that most advertising is “image” advertising. This is advertising that simply

shows fancy pictures and a company’s logo or slogan. It offers no benefit to the prospect! No reason for them to take action. NEVER FORGET: The public doesn’t give a darn about you or your image, your problems, or

anything else about you.

They only care about what’s in it for them!! This means that your advertisements need to show to the public how THEY WILL BENEFIT

from your product or service. How will their life be better? How can they make or save money, have more status, be safer, feel better, etc.?

Typical real estate advertising does not do this. It is the same old boring stuff. It all blends in

to a sea of ads, and none of them grab any attention. To be effective, advertisements need to strike at people’s emotions! To really get people to

respond, you need to arouse their curiosity and greed. Remember the ad that you responded to in order to get this free report? It had a headline

that grabbed your interest, and the copy got you curious about finding out information that could save you time and money.

Great advertising focuses on the customer!!! Your ads need to stimulate interest and curiosity, and cause the reader to want to call for

more information. The key is to always stress BENEFITS, not just features. The difference between the two may

not be clear to you, so here are a couple examples. FEATURE: New high efficiency heating/cooling unitBENEFIT: Lower utility bills, comfort FEATURE: State of the art security systemBENEFIT: Safety, peace of mind FEATURE: 3 Bathrooms BENEFIT: Privacy Benefits answer the first question always on everyone’s mind:

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• What’s in it for me? A SYSTEMATIC APPROACH The key to avoiding the problems and stress that plague many home sellers is to have a system for

handling all of the details. When you have a step-by-step system that you can sit down and implement, one step at a time, the entire task of selling your home becomes much clearer and more manageable.

To put the odds of achieving your goals strongly in your favor, you need to know and understand the

six-step home selling process. This process is not based on some theory out of a textbook. It has been tested and proven over many years and thousands of successful transactions.

Step 1  - Understanding Market Conditions And Pricing Your Home Step 2  - Calculating Your Bottom Line Step 3  - Preparing Your Home For Sale Step 4  - Marketing And Showing Your Home Step 5  - Negotiation And Contract Step 6  - Closing And Moving

 Taking the time to learn and going one step at a time will pay off big in the end when you achieve your

goal – a fast, smooth sale at top dollar! SO WHERE DO YOU START?? The first step is also the most important. The one critical error that causes more sellers to foul up their

sale and lose thousands of dollars is failing to understand market conditions. You need to know exactly what is going on in your real estate market. Not just your neighborhood,

either… your whole area. Research available, under contract, and closed sales to determine vital statistics of your area such as: Average list price Average sales pricePercentage of listed homes that actually sellList to sales price ratioAverage days on market What is happening in your area? Are home sales brisk, or a bit on the slow side? Are there factors such

as new businesses or factory openings/closings that are affecting your market? The value of anything, including houses, is determined by the supply and demand. If there are lots of

sellers and few buyers, prices tend to go down and houses take longer to sell. This is referred to as a “Buyers market”.

On the other hand, if there are many eager buyers, but few homes for sale, prices will rise and houses will sell very quickly. This is a “Seller’s market”.

Your area may be at one extreme or the other, but most likely is somewhere in between. Next, take a look at your neighborhood. Compare your home to others based on criteria such as style,

size, number of bedrooms and baths, garage, basement, pool, view, lot size, etc.

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 You should soon get a good feel for what price your home should bring given the current market

conditions. Remember: Keep your emotions in check and just look at the facts! “But where in the heck do you get all of this information?” All of the information about closed sales is public record, so you could obtain it from your local city or

county records. Also, most title companies and real estate agents can provide you with a variety of facts about your market.

LET THE SCRUBBING BEGIN! The first order of business is to make your house shine from top to bottom, inside and out. There is no

such thing as too clean. Pay special attention to the kitchen and bathrooms. People don’t buy dirty, messy homes! You would think that this is obvious, but an amazing number of

people put their home on the market without cleaning it up first. Your home should be clean, but that’s just the beginning. Odors from smoking and pets will scare

buyers away fast. Now is also the time to fix all of those little items that you’ve been meaning to get to.

IT’S SHOW TIME! Once the price is set and the preparation is done, bring on the buyers! But be careful, knowing what to say and what to do when potential buyers arrive to look at your home

can make a big difference. Always greet them courteously, and hand them a home information brochure. If they are with a real estate agent, try to stay out of the way.

If you are selling your home yourself, casually guide them through your home, starting with your

homes most outstanding features. Stay with them, but give them room to breathe, or you may make them uncomfortable.

Don’t Forget The Paperwork There are lots of forms and contracts used in the selling of real estate, and you need to be very familiar

with them. This includes purchase agreements, addendums, cost breakdowns, title reports, disclosure forms, counter offers, and more. I have copies of these on file and will be happy to provide them to you, should you happen to need them.

Our area also has MANDATORY disclosure form for lead-based paint on properties built prior to 1978.

Failure to complete this disclosure can result in stiff financial penalties! There is also an optional “Home Condition Disclosure” that provided to the Home Buyer could save you a lot of aggravation.

Some people insist on taking negotiating to an art form. You really don’t need to worry about a bunch of fancy tricks. Realistically, if you keep your goals and purpose in mind, they will guide you to making the right decisions during your negotiations with a buyer. You will have three basic options when you are presented with an offer:

Accept the offerReject the offerMake a counter offer The price is always the focal point of the offer, but there are lots of other areas that you need to

address and pay close attention to also. When reviewing an offer, make sure that every aspect of the transaction 

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is spelled out specifically. Details that are not clear or are left out can lead to big problems down the road. Some of the items that you want to be sure to spell out in detail when considering an offer include:

PRICEDOWN PAYMENTEARNEST MONEY DEPOSITIS THE BUYER PRE-APPROVEDINTEREST RATECLOSING/POSSESSION DATESLOAN COSTS – WHO PAYSCLOSING COSTS – WHO PAYS WHATPRORATIONSAPPRAISAL – WHO PAYSHOME PROTECTION PLANINSPECTIONS – WHAT TYPE AND WHO PAYSITEMS INCLUDED (WASHER/DRYER, REFRIGERATOR, ETC)TITLE/ESCROW COMPANY/ATTORNEYCONTINGENCIES – WHAT AND HOW LONG SUBJECT TO SALE OF BUYERS EXISTING HOME

Spelling out every detail can save lots of confusion and misunderstandings, and keep you out

of a costly court battle! One area where you need to be very careful is contingencies. These are things that must or

must not happen in order for the transaction to be valid. For example, the purchase may be contingent upon the buyer getting approved for their financing, on getting a favorable inspection report, or many other things. Make sure to spell out the contingency clearly, as well as what specifically will happen if the contingency is or isn't met.

 The important thing is to keep your goals in mind throughout your negotiations. 

This will guide you, and help keep you from making bad decisions based on emotion.

 As you can see, selling your home involves much more than simply sticking a “For Sale” sign

in your yard and packing boxes. That is the main reason why over 90% of all sellers hire a real estate agent to handle the details for them.

This is not to say that you can’t sell your home on your own – in fact, in some situations this

may make sense for you. More about selling on your own in a minute. For those of you who have decided to hire an agent, the big question is “WHICH AGENT SHOULD WE PICK?” This can really be quite a difficult decision, especially if you don’t know what to look for and

what questions to ask. The thing that makes it the toughest is that most all real estate agents say the same thing:

“We are the biggest” “I sell the most” “We are #1”“The only choice” “Top Producer” “Award

winner” Everything most agents say focuses on one of two things… themselves and their company! As a seller, how much of that stuff is really important to you? 

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You only care about how the real estate agent can help you achieve your goals. How will the agents services directly benefit you? What specific benefits do they offer that are above and beyond what every other agent does?

That’s what you really want to know, isn’t it? I am not saying that you shouldn’t go with an agent that is with a strong company and has a track

record of success –not at all, as I AM ONE OF THOSE AGENTS. What I am saying is that you should look for an agent whose primary focus is on helping you!

WHERE DO WE GO FROM HERE? That is entirely up to you, of course. If you are serious about being informed, and saving time and

money in your real estate transaction, here is what I recommend. In about 30 minutes, we can determine what is the best course of action for you to take. I will

personally teach you the 6-step home selling process in detail, and how to use it to your best advantage.

There will be no obligation, no sales pressure, and no hassles, no kidding! JUST SOLID, HELPFUL, USEFUL INFORMATION. Some of the things we’ll cover are: Uncommon advertising techniques that generate huge responses!How to quickly determine the correct price range for your home!Three words you should never say to a buyer!A little known pricing technique that gets you a lot more showings!49 tips to properly prepare and stage your home!The one thing you must do to sell fast and for top dollar!The secret of how home buyers really look at houses!The critical mistake sellers make when looking at “comparables”!A common “myth” that causes sellers to ask the wrong price!The 2 things that will kill a home sale before it gets started!The 4 most important parts of your house to a buyer!The smart way to handle buyer contingencies!The 15 things you must consider when reviewing an offer on your home!The secret that 70% of all millionaires use! After we go over the information, YOU decide what the next step will be. You may decide to sell your

home yourself, or to list it with another agent. Whatever you decide is perfectly alright. Really! In fact, if you decide to sell your home yourself, I will give you a separate package designed to help

you do just that – no strings attached. Hopefully, this report has given you some insight into the process of selling your home. It may also

have prompted a whole new set of questions. To get all of the answers you need, simply give me a call Richard Williams at 717-586-3110 or email

me at [email protected] to schedule your free, no-hassle, straight talk consultation. We will arrange a time convenient for you, and it shouldn’t take long at all.

In about 30 minutes, you’ll receive more time and money saving real estate information than most

people learn in a lifetime!

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By now, you’ve probably figured out that I am not like most real

estate agents. I concentrate on providing quality information to those who need it.

“But why would you just give away all of this valuable

information?” I know that you may be asking that question in your mind. I know

it’s not what most real estate agents do, and it may seem a little odd. It’s just that I have learned that good things happen when you concentrate on really helping people.

Yes, I make my living selling real estate, and yes, I would love to

handle the details of your sale for you. BUT ONLY IF THAT’S WHAT YOU DECIDE TO DO AFTER YOU 

HAVE ALL THE INFORMATION TO MAKE AN INFORMED DECISION!

A half-hour is all it takes to get the information you need to make

smart decisions for your future. We'll discuss what you want to accomplish, and look at the different options that you have.

Well, I’ve said just about all I can say. The next step is up to you.

As I said before, there is absolutely no cost or obligation attached to your free consultation.

Pick up the phone and call me Richard Williams now at (717)

586-3110 or email me at [email protected], while you are thinking about it. I know that you may be a little skeptical, but one phone call isn’t much to risk, especially when you could save yourself lots of aggravation and thousands of dollars!

I look forward to hearing from you, Rich TeamNeighborhood Specialist(717) [email protected]@kw.com

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Security Checklist...

Will your home be available for showing during the day? If yes, who will show it?

Will your home be available to show at odd hours? If so, how late?

Will your children be allowed to show the home? Will your husband/wife be showing the home alone? Will you require identification from prospective buyers? If so,

what form of ID? You’re alone, and showing a prospective buyer your home when

the phone or the doorbells rings, do you leave the stranger alone to answer?

Should you be suspicious if a prospective buyer views your property more than once?

Will pets be restrained during showings? If weapons are in the home, are they secured and locked? Do you have liability insurance in case of accidents? If so, how

much? Do you keep large amounts of cash at home? Do you keep valuables and jewelry locked up? Are all entry ways secured and locked at all times? If the home has a security system, should you show it to

prospective buyers? Are emergency numbers easily found if needed quickly? (police,

fire, etc.)

Yes No

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POSSIBLE FORMS NEEDED

Contract for Sale and Purchase; RAYAC (3 pages)FHA Comprehensive Addendum (1 page)VA Comprehensive Addendum (1 page)Mandatory Homeowners Disclosure (1 page)AS-IS with Right to Inspect Addendum (1 page)Self Inspect Addendum (1 page)Lead Base Paint Disclosure (1 page)Sale of Buyers Property (1 page)Addendum to Contract (1 page)Seller’s Real Property Disclosure  (9 pages)Exclusive Right of Sale Listing Agreement (4 pages)Condo Documents (1 page)Non Agency Disclosure (1 page)

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TIRED OF BROKEN PROMISES?

Here are a few questions you should ask... before you hire your next real estate agent! You didn't think it was necessary to have such a comprehensive list of questions, did you? Be honest with yourself… you didn't even know you should have asked most of these questions. Believe it! The way agents answer these questions will help you determine if they are FUTURE DROPOUT STATISTICS or TRUE PROFESSIONALS. The best real estate trainers in the industry tell committed agents to take everything to a listing interview. For someone who is serious about earning your listing, the Boy Scout motto, "Be Prepared," really holds true. Why should you, the client, be satisfied with anything less? If an agent is unable to answer your questions, he or she just isn't prepared. You can move on to the next interview appointment, confident that you haven't yet found the person to whom you should entrust your largest single asset-your home. Remember, the one asking the questions is in control. Take charge! ASK! 1. How long have you actively been selling real estate full time? 2. Do you hold a real estate brokers license? 3. If not and you've been in the business over three years, why haven't you gone for your broker's license? 4. How long have you worked for this company? 5. Do you own or manage the company? 6. If so, with all the duties necessary to run a company, how can you dedicate the time needed to

give me the kind of service I deserve? 7. How big an inventory of personal listings do you keep? 8. If your inventory exceeds 20 listings, how can you possibly service that many properties?

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9. Do you have a quick reference guide to your current listing inventory? 10. If not, how do you keep track of all the details on each listing in case a sign - or ad- call comes in? 11. How many homes do you have under contract right now? 12. How many homes have you personally sold this year that were other people's listings? 13. What percentage of your listings sell? 14. What is your average ratio of list price to selling price? 15. What percentage of your listings do you sell yourself? 16. What is the average number of days your listings stay on the market before they sell? 17. What percentage of your listings expire or are canceled? 18. Is there a cancellation provision in your contract if I decide to take my home off the market? 19. Will there be a cancellation fee if I exercise that right? If so, why, and how much? 20. What unique things will you do to market my home to other agents? 21. Can you show me any examples? 22. Are you a member of any multiple listing service? 23. Will you have a professional quality photo-flyer made up on my home?

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24. If so, how long will it take to produce? 25. May I see samples of the flyers of all the homes in your inventory? 26. Who is in charge of your advertising? Who determines where and how often my property is advertised? 27. Do you advertise all the properties you represent? 28. How, when and where will you advertise my home? 29. Are you currently advertising in any "Homes" magazines? Which ones? 30. May I see samples of current advertising on homes you have listed? 31. Do you have a private/direct telephone line, or do all your calls go through the office switchboard? 32. How do you control the calls that come in from your advertising or marketing efforts? 33. How do you keep these buyer calls/leads from falling through the cracks? 34. Are you automated? If not, why not? If so, do you use software designed specifically for real estate? Which package? (i.e., PowerPak 21, On Line Agent, Agent 2000, Top Producer, Howard & Friends, ACT, Realty 2000) 35. Why did you choose to work for the company you represent? If it's not a national franchise, why would you affiliate yourself with a company that doesn't offer the national exposure that I deserve? 36. How does that benefit me? Would you please elaborate? 37. Do you have a cellular telephone and pager? If not, why not?

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38. How can I be assured that I will be able to reach you when I need to? How do buyers reach you off an ad? 39. Do you work with buyers? Why, or why not? 40. Do you hold any open houses? Why, or why not? 41. Do you have a personal assistant or Team? Why or why not? 42. Will I ever hear from you, personally, once my home is listed? 43. Will I have to deal with an assistant or can I contact you directly? 44. Have you participated in any specialized education to give you specialized expertise? 45. Are you a multi-million-dollar producer? How many millions did you do last year? 46. Without that kind of proven track record, how can you make me feel confident that you can do the job? 47. Are you a member of any boards or associations of Realtors? If yes, which ones, and why? 48. Are you involved in your local board or association of Realtors? 49. Do you work with a team of related professionals in your real estate practice? For example: title and mortgage officers, insurance agents, termite inspectors, tradesmen, etc. ? 50. Do you have any letters of recommendation from these people or a list of them as references?

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51. Do you "co-broke" with other real estate companies? 52. Do you work with "sub-agents" and offer them a co-broke fee? Why, or why not? 53. Do you work with "buyer brokers" and offer them a co-broker fee? Why, or why not? 54. Do you split the fee I pay on an equal basis with your fellow Realtors? Why, or why not?

55. How do you feel about lock boxes? Why would I want to have one on my door? 56. How do you feel about "For Sale" signs? Why would I want to have one in my front yard? 57. What type of "For Sale" sign will you place on my property? 58. Do you have "floor time" at your office with calls going to the floor person? 59. How can I be sure of their professionalism or knowledge of my property? 60. Do you take floor time? Why, or why not? 61. Do you own your own home? If not, how can you sell someone else on the benefits of home ownership? 62. Is your company a member of a national relocation organization or tied to a relocation company? 63. How do you network with fellow Realtors? Do you attend any national conventions or events? 68. Do you have a mentor/trainer (Floyd Wickman, Barbara Schwarz, Mike Ferry, Steve Stewart, Joe Stumpf?) What do you like best about their teachings? Do you follow their philosophies? 69. Do you have an actual marketing plan with a schedule of events to ensure my sale? May I see it? 70. Finally, why should I list my home with you and not some other agent?