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Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
Home Seller Seminar
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Home Seller Seminar

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How to Sell Your Home

How to Sell Your Home

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  • 1. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Introduction For nearly two years the news media has been scaring us about the terrible real estate market. While the market has “shifted” people have continued to successfully buy and sell. The aim of this presentation is to help you understand how you too can successfully sell a home in this market.
  • 2. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Overview Today we’ll talk about some common fears and helpful facts about selling a home. We’ll also discuss eight simple steps to successful home sales.
  • 3. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Fears and Facts About Selling a Home in Today’s Market Fear: I can’t afford to sell my home right now. Fact: Actually, homes are still selling in this market. BREAKING NEWS!!!!! $8,000 TAX CREDIT FOR FIRST-TIME BUYERS!
  • 4. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com $8,000 Tax Credit for First- Time Buyers To stimulate the economy, Congress has passed a tax credit of up to $8,000 for first-time buyers. The Buyer of your home may be a First Time Buyer or have sold to a First Time Buyer. The first time Buyers are driving the market.
  • 5. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Fears and Facts About Selling a Home Fear: I should wait until the real estate market gets better. Fact: If you are selling and buying, whatever is happening to your home’s value is also happening to your next homes value.
  • 6. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Fears and Facts About Selling a Home Fear: I don’t want to give my house away. Fact: Real Estate markets go up and down, but overall the value of Real Estate goes up over time. It’s possible that your home may be worth more than you think.
  • 7. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Fears and Facts About Selling a Home Fear: I can’t afford to buy my dream home. Fact: The best way to get closer to buying your dream home is to sell your current home and move up.
  • 8. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Seven Steps to a Successful Home Sale 1. Decide to sell. 2. Hire your agent. 3. Prepare your home for sale. 4. Monitor and take action based on the Market 5. Negotiate & Accept offer. 6. Perform contractual requirements. 7. Close.
  • 9. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Decide to Sell Successful Sellers have a compelling reason to Sell. Whether it’s to move to a new city, new school district, bigger home or retirement home, your reasons will be your own. Without a compelling reason, your chances of a successful sale diminish radically.
  • 10. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Decide to Sell A home is the largest financial asset most people have due to equity and appreciation over time. Average annual appreciation rate nationally is 5 to 6 percent since 1977. (Note: Local appreciation rates vary greatly.) At 3% annual appreciation, a home purchased for $150,000 would grow to $364,000 in 30 years. Even at 1.5% annual appreciation, this same home would still grow to $234,462 in 30 years.
  • 11. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Decide to Sell Selling your home is an emotional decision “Home is where the heart is.” A home represents your personal tastes and provides a haven of stability and security for both you and your loved ones. Provides a pride of home ownership, because it’s yours. You’ve made investments to improve and protect your home
  • 12. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Decide to Sell It’s also a rational decision “Home is where your wealth is.” You’ve grown wealth via equity buildup, debt pay down, and value appreciation. In the United States, you can take advantage of tax- deductible benefits such as property tax and mortgage interest write-offs.
  • 13. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Decide to Sell “Home is Where Your Wealth Is” Appreciation Example A $100,000 home appreciating at 3%/yr gains value at approximately $3,000/yr A $200,000 home appreciating at the same rate gains value at approximately $6,000/yr
  • 14. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Decide to Sell People have many reasons to move; A larger more comfortable home A smaller easier to care for home A better school district Move closer to work or work from home A job relocation Your reasons will be your own
  • 15. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Decide to Sell A Buyer’s Market is a Trading Up Market! If home prices dropped by 5%, here’s what it could look like if you decided to trade up: Home Price = $200,000 Home Price = $400,000 Sell at $190,000 = $10,000 loss Buy at $380,000 = $20,000 Savings The smaller loss at sale will be more than compensated by greater savings at purchase, resulting in a net gain. Just as important is when the market turns around, as it always does, the higher priced home should appreciate at a similar rate and result in even more gain.
  • 16. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent Real estate agents perform 9 main roles: 1. Educate you about the market 2. Analyze your wants and needs 3. Assist you in pricing your home for a successful sale 4. Market your home where the most buyers will find it. 5. Coordinate the work of other needed professionals 6. Help you prepare your home for sale 7. Negotiate on your behalf 8. Review paperwork and deadlines 9. Solve any problems that may arise
  • 17. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent Educate you about the Market Your agent should be able to tell you: The median sale price for your neighborhood The direction your local market is moving The Absorbtion rate for your neighborhood The Historic appreciation rate
  • 18. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent Identify your wants and needs Your agent should ask you; Why do you want to or need to move Where are you moving to When do you need to be there Do you need help with buying your next home
  • 19. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent Assist you in pricing your home effectively Pricing Strategically is Critical! The internet has changed the market, most buyers looking for a home like yours are aware of your property within 48hrs! A home that is priced right for it’s condition is typically under contract in less than 30 days! The first 3 weeks are the most important.
  • 20. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent Pricing Your Home The Dangers of overpricing: A home that is more than 10% above what a buyer will pay, will NOT even show up in the buyer’s search. A home that is 8 to 10% above what a buyer will pay will NOT be shown. A home that is more than 5% above what a buyer will pay usually will NOT get an offer. Homes that look like a “Deal” to the buyer will often get competing offers.
  • 21. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent Get the Right Price! The Tale of Two Markets: No-Man’s Land
  • 22. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Pricing Selling Price Vs. Timing A C T I V I T Y 1 2 3 4 5 6 7 8 10 11 12 13 14 15 16 17 WEEKS ON MARKET Timing is extremely important in the real estate market. A property attracts the most activity from the real estate community and potential buyers when it is first listed. It has the greatest opportunity to sell when it is new to the market.
  • 23. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Market Your Home Home Knows the Builders Seller Advertising Other 7% 3% > 1% and Newspaper 6% Realtor 36% Referrals 7% Yard Signs Internet 15% 24% The Internet, other Realtors and Yard signs comprise 75% of sources for Buyers
  • 24. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Market Your Home The Internet is the fastest growing source for buyers while print media and other sources continue to shrink, Your agent should have a comprehensive plan for using the Internet to attract Buyers to your home.
  • 25. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Market Your Home 20% is how your home is exposed to the market. 20% Exposure Price 80% No matter how well your home is Marketed, 80% is of it is how your home is priced if it isn’t priced correctly, it won’t sell.
  • 26. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Coordinate the Work of other Needed Professionals From beginning to closing, your Agent is like the conductor of a symphony. Your Agent has relationships with teams of professionals from stagers & decorators to service technicians, handymen, building inspectors, title professionals and lenders to help you get to closing with the most money, in the shortest time and with the least amount of hassle.
  • 27. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Help you Prepare your home for sale Today making a great first impression is critical. A freshly painted home with new carpet, which has been de-cluttered and properly staged will sell for more money in less time. The cost of staging will be substantially less than your first price reduction. With Buyers shopping on the Internet, quality photos have never been more important. While a properly priced home will generate interest, a properly staged and prepared home will generate offers. Your professional, full time agent will help you make these important choices and connect you with the professionals who can help.
  • 28. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Negotiate on Your Behalf When you sell your home, you are probably selling your most valuable asset. Realtors are skilled, practiced negotiators. When you hire a professional, full time agent, you’ve really hired someone to protect the value of that asset. Research shows that people who try to sell their home themselves net on average 17% less than those that use a Realtor. A large portion of that difference is their ability to negotiate you the best possible price, terms and conditions for the sale of your home; price, terms and conditions that meet your wants and needs.
  • 29. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Review paperwork and deadlines A real estate contract has a number of obligations for both Seller and Buyer. Your Agent should be aware of all deadlines and required paperwork to help you get through the process with your desired outcome.
  • 30. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Review paperwork and deadlines A real estate transaction is fraught with possible “problems”. There is always “turbulence”. Your professional, full time Realtor has the experience to foresee and avoid most of this “turbulence” much as an airline captain does with his airplane. When such problems aren’t avoidable, your agent will offer you options, suggestions or recommendations for solutions.
  • 31. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Hire Your Agent : Solve Any Problems That Arise A real estate transaction is fraught with possible “problems”. There is always “turbulence”. Your professional, full time Realtor has the experience to foresee and avoid most of this “turbulence” much as an airline captain does with his airplane. When such problems aren’t avoidable, your agent will offer you options, suggestions or recommendations for solutions.
  • 32. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Prepare Your Home for Sale Before you put your home on the market today, it is imperative that it “puts it’s best foot forward”. Use this time wisely; Put anything you won’t need for the next 90 days in storage Have all living space repainted a warm, neutral color Replace all carpet more than 2-3 yrs old. Consult a professional stager/decorator Have a pre-inspection done by an ASHI certified Building inspector Make repairs recommended by the Inspector Gather all warranties for appliances etc. Create outstanding curb appeal. Cut grass, clean or paint exterior surfaces, plant fresh flowers if weather allows.
  • 33. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Prepare Your Home for Sale; cont. Unfinished spaces like garages, basements or attics need to be neat, clean and organized. A one or two year history of utility bills may set a move up buyer or first time buyer’s mind at ease. Collect any documentation on neighborhood restrictions, updates to home, termite treatments or repairs. Pretend you were buying your home, what would you want to know about it? Be prepared to answer those questions for the Buyer. Supply a recent property survey if one is available.
  • 34. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Monitor & Take Action Based on the Market A Properly Priced and Well Prepared Home will sell quickly. Your Agent will constantly monitor the market activity for your home. A rule of thumb; if your home is not under contract within 30 days, the price is probably too high and probably at least 5% too high. The Market is constantly moving and MUST be watched, delaying a price reduction in a Buyer’s market ALWAYS costs money!
  • 35. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Negotiate Offer When your home is priced correctly, it attracts offers. Another rule of thumb; Your first offer is almost always your best! In a Buyer’s Market, time is your enemy. Many Sellers have made the mistake of rejecting out of hand their first offer only to take a much lower offer many months later. There’s good in every offer, you need an offer before you can negotiate.
  • 36. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Perform Contractual Requirements A Real Estate Contract has built in obligations for all parties. Your agent will consult with you on your obligations, time frames etc. If you’ve prepared well for the sale, made most or all major repairs and provided most of the anticipated information to the Buyer in advance, things can go very smoothly from here on.
  • 37. Phil Hutsler 314-440-1507 The Hutsler Family Team phutsler@kw.com Keller Williams Realty www.HutslerTeam.com Close the Sale! Here’s your ultimate goal. Your agent has coordinated with the title company and the Buyer’s agent to schedule an appointment to sign documents and close the sale. Once all documents have been signed and verified, you will receive any funds due you and the title to the property will transfer ownership to the buyers. If you are buying another home and using those funds, they will be available for your purchase at this time. Congratulations! You’ve successfully reached your Goal!

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