Introduction:
Congratulations on starting the process of selling your home! This timeline will guide you through the steps required. I will be providing insights on each step. You don’t need to follow it exactly although I do recommend that you consider each step especially if you are a first time seller.
Phase One & Phase Two (of six Phases)
Repairs/Maintenance/Renovations
Should you need to make any repairs etc. I can put you in contact with professionals such as contractors, renovators, painters and decorators etc. who can help.
Consider the following action items:
Do minor repairs such as caulking tubs and windows.
Make major repairs – if needed and in your budget, such as replacing your counters or appliances.
Paint some or all of your house.
Spruce up the landscaping.
Power-wash your decks and sidewalks if needed.
Decluttering
Most homes need to be de-cluttered before photographs and showings by around 50-75% with emphasis on removing all excess items from floors, and counter tops and and thinning out closets, cabinets, furniture and shelving to give the appearance that there is additional space available. I recommend starting the de-cluttering process straight away and I can give you guidance on how to approach it and useful resources to help you physically. Focus on the following areas:
Remove personal items such as family photos.
Declutter every surface and storage space.
Reorganize your closets and pack excess items away and store elsewhere.
Staging
Once we have signed listing paperwork I will arrange for my stager to give you a complimentary, helpful one hour consultation, at my expense, to discuss any aspects of tweaking/enhancing the staging for showing and selling purposes. In the event that she feels some adjustments should be made, you have the option to do them yourself, supervise someone else to do them or contract with her directly to modify rooms to appeal to today’s buyers. It is very rare that she has to bring in items for staging – generally she works with what you have already and can get the changes done for you quickly and efficiently, if you choose to hire directly. Staging your furniture to showcase your home’s best features cannot be emphasized highly enough.
Create an appealing color scheme with curtains or pillows to warm up your home.
Upgrade your lighting or lightbulbs to make your rooms brighter
Cleaning
There are three aspects to cleaning a house - the exterior (yard and windows), the interior and the lighting throughout.
1. Make sure that all your light bulbs are of maximum wattage and all working.
2. Clean all gutters and have all windows (professionally) washed inside and outside, just before photographs are taken, subject to weather conditions. Note: I have a great window cleaner who can even do this in the winter!! Make sure that the lawn is trimmed neatly, any weeding has been done and spring or fall clean up has been completed.
3. Have the interior of the house (professionally) cleaned from top to bottom just before photographs are taken and we start actually showing it and continue to have it cleaned every week during the listing and contingency period. This is a necessary step as we want the house to look, and smell, clean and fresh for all showings. Again, I can help you find a cleaning company if you don’t already have one.
Eliminate odors by cleaning the fireplace or shampooing rugs.
Professional Photography (& Drone, where applicable)
Online advertising 24/7 is the key to selling your house for top Dollar. I supply comprehensive, inspiringly written, glossy brochures using high quality, professional color photographs including drone photography, where applicable, to capture the appeal/setting of your house and yard, an online floor plan and a beautiful professional live walk-through video for those buyers who prefer to have virtual showings before seeing the home in person. I have worked with the same professional photographers for many years and their work is of the highest standard and brings great results and compliments.
Facebook Campaigns
Once your house is listed for sale I will create a high level Facebook Campaign to reach as many consumers as possible. As part of Keller Williams we, as agents, have access to the highest exposure across Facebook and Instagram within a unique, collaborative partnership that enables us to advertise as one vast group with huge reach and clout in the marketplace. It is like having an army of 180,000 agents unified as one solid block, working for you and advertising on your behalf with spectacular results.
Social Media Partnerships with Keller Williams Realty
At Keller Williams Realty we have partnered directly with Facebook, Google and NextDoor to bring our clients the highest and most sophisticated levels of advertising and exposure on social media. We are able to do this because our proprietary technology is the most innovative and sophisticated in the real estate industry and these huge companies have confidence that we can handle high levels of technological innovation on a consistent basis.
Showing your Home
A showing takes place either at an open house, which is a scheduled session when anyone can come by without an appointment, or during an appointment scheduled mutually through you and me. We also have online (virtual) showings throughout the marketing period, hence the importance of the most eye-catching staging and photography. All showings are accompanied either by me or by the agent working with the buyers.
Many clients ask what they can do to prepare for showings. We’ll talk through specific preparations that you can make, including a brief 10 point checklist entitled “How To Get Your Home Ready For A Showing in 15 Minutes.”
What can I expect when showing my house?
Three important things you can do to help get your house sold are:
Leave when your house is being shown. Buyers prefer to look at homes when they can move around freely and the owners aren’t there.
Make your house as available as possible. While it may be inconvenient to show your home at certain times, buyers who can’t see a property when they’re eager may cross it off their list.
Listen to any feedback from buyers or their agents about ways you can make your home more appealing.
We’ll work together to ensure maximum exposure and a faster sale.
Phase 3
When you receive one or more offers on your property, I can rank them based on your priorities and help you analyze, clarify, and compare your offers.
Review Offers
Once you receive your first offer (or offers), we’ll evaluate that offer and decide how to respond.
What is an offer?
An offer to buy your home is a purchase agreement signed by the potential buyer(s) that includes:
The amount of the offer
An explanation of how the buyer will pay, such as cash or a pre-approval for financing
The terms – such as a request for closing-cost help or contingencies such as the sale of the buyer’s house, a final mortgage approval, a satisfactory home inspection, and an appraisal
A target date for closing
An earnest money deposit
How do I evaluate each offer?
When we receive an offer to buy your home, we’ll review it and consider whether you want to accept it. Whether you have one offer or several, we’ll look at:
The amount offered
Whether the buyer has included, or waived, certain contingencies
Where the funds are coming from, such as all-cash, a reputable local lender, a well-known online lender, or an unknown out-of-town lender
The proposed closing date and date of possession of the house to see if it aligns with your needs
Any special requests for items to convey or for special inspections
What happens if I receive multiple offers?
If you receive multiple offers, we’ll explore the following options:
Accept the best offer. If one offer stands above the rest, you can accept that one right away. Be careful however not to be swayed by a high offer if the financing seems uncertain or if the buyer hasn’t explained a plan for a possible low appraisal.
Counter all the offers to get a better price and terms.
We can ask all potential buyers to give you their best offer by a certain deadline, generally 24 to 48 hours later following written guidelines.
Counter one offer that’s close to what you want. If you like one offer but think the buyer could do a little better, we can send them a counteroffer to see if they’ll accept.
I’ll negotiate until both you and the buyer(s) agree on the final contract and I’ll be your ally during the negotiations, leveraging my data and professional expertise to work on your behalf.
Phase 4
Attorney Review in New Jersey
In New Jersey the sale of a one to four-family residential property or vacant one-family lots or the lease of a property is written on a legally binding contract that becomes final within three business days of being signed by all parties.
In this geographic part of New Jersey and during this period, either party to the contract may choose to consult an attorney who can review and cancel the contract on their behalf. This period of time is called “Attorney Review” and, once an objection to the contract wording has been raised during this three days, generally letters go back and forth between attorneys for the two parties to further clarify and modify the wording until such time as both parties agree to the final modifications (generally a few days) at which point the listing goes “Under Contract.”
Most parties to a contract in Northern and Central New Jersey engage an attorney to assist with Attorney Review. I can provide a list of attorneys on request.
Note: South Jersey operates differently to our Central and Northern geographic area and generally uses Title Companies only, not Attorneys combined with Title Companies.
Phase 5 (Add OPRA)
Most buyers request a home inspection as a condition of their offer. Here’s what is and isn’t covered in a home inspection and how we can best prepare.
Home Inspection
Most buyers request a home inspection as a condition of their offer. While a home inspector will dig more deeply into your home than a buyer, the preparation you made before your first showing should help you get ready for the inspection. Before the home inspector visits, I’ll provide personalized advice too.
What is a home inspection?
A home inspection is a thorough review of your home’s structure and systems by a professional home inspector. A buyer can use the inspection report to decide to rescind their offer (if a major issue is uncovered) or to request repairs if the contract is contingent on a satisfactory report. In some cases, a home inspection is solely for the buyer’s information and can’t be used to negotiate.
What is looked at during a home inspection?
The inspector will check:
Structural conditions such as the foundation, beams, and floors
Roof condition
Mechanical systems such as heating and air conditioning
Appliances – to make sure they’re working, although some inspectors skip appliances that are not built-in
Plumbing – for leaks, rust, and water pressure - this can include a sewer line inspection too
Electrical systems such as grounded outlets and code violations
Safety issues such as stairs, handrails, mold, or chimney maintenance
Environmental conditions such as mold, asbestos, synthetic stucco, underground storage tanks etc.
Inspections of wells, septic systems, swimming pools, hot tubs etc.
What’s not looked at during a home inspection?
The inspector won’t check some items that are unusual or inaccessible, such as:
Septic systems
Wells
Underground pipes and sprinkler systems
Swimming pools and spas
Playground equipment
Most of these require additional specialist inspectors
How should I prepare for an inspection?
Before the home inspector arrives, you should:
Clean your house.
Remove or crate your pets.
Make sure all your lightbulbs work.
Empty your washing machine, dryer, oven, and dishwasher – in case they are inspected.
Make sure everything is accessible, including your attic, crawlspace, garage, and any sheds.
Leave a note if anything doesn’t work and explain that you’re getting it fixed.
Provide documents about maintenance and repairs.
Leave your phone number for the inspector.
Leave the house.
I may have to contact you during the inspection to clarify certain details so make sure that you are accessible by phone.
Generally the buyer’s agent accompanies the buyer(s) and the home inspector that day and I check in either by phone or briefly in person with the agent towards the end of the inspection.
What happens now?
Once the inspection report has been generated, we’ll discuss how to handle any possible issues a buyer mentions in consultation with your real estate attorney. We can negotiate with the buyer, decide to fix an item, provide money for the buyer to fix it (called a credit at closing) or provide documentation that the problem has already been addressed. I can help you handle any inspection issues as they arise.
I also have access to a special program that allows us to analyze a home inspection report and evaluate the cost of repairs (provided that the buyer gives written permission for us to do this) - it can be most helpful in determining the true cost of repairs and remediation.
Phase 6
You’re nearly there! The next step is getting an appraisal. Let me explain why you need one and how a home appraisal impacts the sale of your home.
Appraisal
As you near the end of your home sale journey, one of the last remaining steps is getting your home appraised. I’ll help gather the necessary materials and prepare for the appraiser’s visit.
What is an appraisal?
An appraisal is an objective valuation of your property that serves as a safeguard for the buyer and the buyer’s lender. While the buyer pays for an appraisal, the appraiser actually works for the lender. While an appraiser may look at some of the same things as a home inspector, the result is an appraised value of your property, rather than a condition report.
How is my house appraised?
Appraisers use as many measurable pieces of data available to provide an accurate value of your property, including:
Comparable properties in your area that are of similar size, age, and condition
The condition of your home’s systems and structure
The square footage of your property
The number of bedrooms and bathrooms
Your location
The quality of your flooring, plumbing, and electrical systems
Appraisers include research about other properties and neighborhood values, as well as an in-person visit for their evaluation of your home.
How should I prepare for an appraisal?
Preparing for an appraisal is similar to prepping for an inspection. Consider the following action items:
Provide a list of all major improvements to the home and the age and condition of your roof, heating and air conditioning system, and appliances.
Provide any permits required for home improvements.
Clean your house.
Provide full access to all rooms and spaces, including the garage, sheds, attic, and crawlspace.
Remove or crate your pets.
Leave the house, or at least stay out of the appraiser’s way.
How can an appraisal affect my home sale?
An appraisal could require a renegotiation if the property value comes in lower than the sales price. The appraised value dictates the maximum amount the lender will allow the buyers to borrow, minus their down payment. Depending on how the contract was written, if the appraisal is low, we can:
Ask the buyer to come up with extra cash to make up the difference between the loan amount and the purchase price.
Reduce your price to the appraised value.
Split the difference with the buyer.
Cancel the contract.
Should this happen, we’ll explore all available options in the context of the contract and market conditions.
Phase 7
You’re one step closer to selling! There’s quite a lot to consider when closing on the sale of your house. Let me walk you through what you can expect.
Close
We’re nearly there! There are a few remaining steps to close on the sale of your house..
What should I do before the closing?
Before closing day, you’ll need to:
Take care of repairs required by the contract.
Keep all receipts and invoices and before-and-after photos of repairs/share them with your attorney.
Gather all appliance manuals and warranties for your buyers.
Hire a mover.
Cancel all utilities for the day after you move.
Cancel newspaper subscriptions.
Change your address.
Review all settlement documents, especially the settlement statement.
Check the property survey to be sure it’s correct.
Clean the house.
Prepare for the buyers’ final walk-through (generally 24-48 hours before closing is scheduled.)
What can I expect when closing?
Sellers generally don’t attend the closing, so we’ll work alongside your attorney and the buyer’s title company to decide what’s best. You will likely be able to sign all documents before the official closing.
Seller expenses, which are deducted from the proceeds of the sale, include:
Final balance on your mortgage
Real estate commissions
Legal fees for your attorney
Prorated property taxes, utility bills, homeowner’s insurance, and homeowner’s association dues (if applicable)
If you can’t move before the closing, your attorney may need to arrange a lease back from the buyer. A lease back agreement would allow you to remain in your home for a specified amount of time after closing. Your attorney can help you complete appropriate paperwork for a lease back should you need it.
If you are moving, the buyer will do a walk-through of your home within 24 to 48 hours before the closing to check that the property is in the same condition as when it was inspected. If the buyer finds something that needs to be fixed, we’ll work together to decide how to handle it.
Whether or not you attend the closing, you’ll need to provide house keys to your buyer, along with all alarm codes, remote controls for the garage, and mailbox or gate keys. Generally you can provide these to either your attorney or to me for onward transmission.
What’s next?
After the closing, you’ll:
Receive the proceeds from the sale, usually by wire transfer.
Cancel your homeowner’s insurance “post-close” – to make sure you’re still covered on that day.
Save your closing documents and home improvement records for taxes.
Congratulations! You’ve successfully sold your home. After closing, make sure to keep in touch with me for all of your future real estate or home ownership needs. Further down the road, should you ever want to buy or sell, I’ll be here for you. You’ll always have my number, and I’ll always be ready to spring into action.