seller s guide HOME seller s guide Your complete guide to selling a home.

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1 home seller s guide Your complete guide to selling a home.

2 why choose William E. Wood and Associates to help you sell your home? When you have a job to do, you do your best. And when you need help, you hire the best. We are the right choice for you. Let me explain why. From our humble beginnings in the early 1970s, we have remained true to our mission: to be The Best in The Business. We serve our clients and customers better than anyone else can. We have grown from a mere handful of Realtors to a network of over 570, each dedicated to providing the best service possible. And now, more than ever, our first commitment is to YOU. When you choose a William E. Wood and Associates agent, you choose someone who is part of a strong team a team boasting more than 35 years of real estate experience, a team with a commitment to use the latest technologies to help its clients and customers, and a team that puts YOU (and your home for sale) first. William E. Wood and Associates is proud to be The Best in the Business. And I, as a seller s agent for William E. Wood and Associates, am proud to serve YOU.

3 why use a seller s agent, like me? There are two parties in a real estate transaction: the seller and the buyer. Both parties should have representation. When you have a seller s agent working with you, you can be assured that your interests come first. A seller s agent has been hired to look out for the best interests of the seller of a property. As your seller s agent, I will find potential buyers for your home, share with you any information that I can discover (such as whether a buyer is willing to offer more for your property), keep your goals in mind throughout the negotiation process and be a resource for services that you may need to close the sale. Most importantly, I will keep your finances and personal business confidential. A buyer s agent has been hired to look out for the best interests of the buyer which includes negotiating the best terms, assisting with inspections, acting as a resource for financing and of course, maintaining confidentiality of the buyer s personal and financial business.

4 what should you expect from me, as your seller s agent? As your seller s agent, I will represent your specific interests. I will: Keep you informed of market changes to keep your property s pricing competitive Effectively expose your property to the entire market Help you objectively evaluate potential buyers and their offers Negotiate price and terms favorable to you. Advise you throughout the entire transaction Keep your personal information and financing position confidential Be entirely committed to YOU. A good real estate agent can save you time money and significantly reduce your stress in a fairly complicated business transaction that most people go through only a few times in their lifetime.

5 as your seller s agent, Let me guide you through the entire process of selling your property. I will research and keep you informed of current market conditions. I know the area, and I have access to financial data and city sales records that will help you determine a price on your property to get your home sold in time to meet your goals. I will help you find the right buyer for your property. Sometimes the perfect buyer for your property is nearby, but doesn t know that your property is available! The local Multiple Listing Service (MLS), internet advertising, Guided Tours, and personal networking all combine to maximize the exposure of your home to the buying public. I will advise you as the offer is negotiated. Keeping the whole picture in mind is one of the greatest benefits in hiring a seller s agent. Throughout contract negotiations, I will keep your ultimate goal in mind and work hard to maximize your profits or in some cases minimize your losses. After your home is under contract, I will assist you with getting any agreed-upon repairs made or inspections completed. In addition, I will guide you through the closing process to make sure that everything is completed to your satisfaction. And if you are moving out of the area, our Relocation Services Department is readily available to connect you to an agent in your destination city to make your next purchase smooth and easy.

6 service center Here at William E. Wood and Associates, we have assembled the finest team of real estate affiliates and providers of home ownership products and services in the area. From inspections to warranties, flooring to financing, and moving in or moving out, our Service Center partners are committed to being The Best In The Business. Buyers and sellers working with William E. Wood and Associates can enjoy the many benefits of one stop shopping: home warranties reputable resources for home repairs moving and storage services utility connection information and assistance and best of all... ready access to an in-house Service Coordinator. At Your THE SERVICE CENTER SM Call Center: (757) Fax: (757)

7 we are a team. Just as I am representing you in the sale of your current home, I can represent you in the purchase of your new home. If you are looking for new property, please let me help. I can show you ANY home, regardless of which real estate company has listed it for sale. I will show you: Homes listed by other William E. Wood and Associates agents Homes listed by other real estate companies agents Homes marketed by For Sale by Owner Open Houses, or Homes you see in ads or with signs out front So if you find yourself interested in learning more about any property, please allow me to make the calls for you. I know the questions to ask to make sure you won t waste your time. With me as your buyer s agent, you ll: Stay informed on the market inventory and conditions to keep you from over-paying for your new home Have my best advice and counsel as you draft and negotiate a purchase agreement Have easy access to one stop shopping for mortgages, title insurance, homeowners insurance Find a team of other professionals ready to assist you in your move through the William E. Wood Service Center Be assured of my best advice throughout the transaction Rest easy knowing your personal information and financial position stays confidential.

8 good communication is the key Staying on top of every phase of the selling process is my personal commitment to you. Whether it is keeping you apprised of market stats and trends, getting feedback from buyers agents who look at your home or staying on top of timelines in the purchase contract you can rest assured that I am working hard to keep you fully informed all along the way. The best part is that you will benefit from my experience in the real estate business, at no up-front cost to you! The fee charged for the services we provide is only collected when you get what you want your home sold and closed at a price and with terms you have agreed to. What can we expect from each other? When you are my client, I will: Commit to giving you my best efforts in negotiating the best price and terms. Keep anything you tell me in the strictest confidence. Guide you through the entire selling process. Be your advocate, advisor, and home selling counselor. Save you time, energy, and money. All I expect from you, as my client, is that you will: Be honest with me. If you are unhappy with the transaction, for whatever reason, tell me. Be candid about your financial position, goals and time lines. Trust that I will do my professional best for you, and give me your loyalty in return.

9 creative marketing I will put the powerful marketing arm of William E. Wood and Associates to work for you. Creative Marketing. The Company is known as The Best in The Business largely because of the strength of our marketing. We are able to promote your property throughout not only our local market but also across the world. Our full-service marketing department and in-house print shop can help. We can create custom marketing pieces that help us market your property to potential buyers. Our marketing team develops monthly newsletters, postcards, and other pieces that are used to generate buyer interest in our listed properties and we can develop a personalized marketing strategy for you. Advertising Exposure. With carefully-placed ads in the appropriate publications both in print and online -- we ll get your listing seen by the right audience. Our dominant advertising strategy is stronger than that of any of our competitors. What does that mean to you? It means that you ll have more prospective buyers for your property!

10 relocation services Corporate Relocation As experts in the area of Corporate Relocation, we actively pursue business from out-of-town transfer companies, affinity groups and national corporations, in addition to some of the most prestigious firms in Hampton Roads. Our affiliation with Leading Real Estate Companies of the World gives us access to over 650 member firms nationally and internationally. Referrals through this expansive network of high quality brokers result in many home sales to incoming and outgoing transferees. Military Relocation William E. Wood and Associates has developed an extensive and highly successful Military Relocation Program. Agents with military backgrounds are members of a team that provides relocating military families with real estate experts who understand their unique lifestyle and special needs. Our advertising in military publications and military internet presence generates hundreds of calls from military personnel transferring to our area. E-Commerce Noted by consumers as a very user-friendly real estate site, offers complete local real estate information, displaying all homes listed for sale in Hampton Roads, Williamsburg and northeast North Carolina, the Outer Banks and central Virginia. Our internet coordinator is charged with answering each and every inquiry within minutes and directs the consumer to the appropriate agent. The web site is a corporate tool to assist both sellers and buyers with their real estate transaction from beginning to end. REO Services William E. Wood and Associates has positioned itself as a viable resource for banks and other organizations with foreclosed properties to sell. We have agents throughout the firm specializing in HUD, VA, VA compromise sales and bank foreclosures in each of the geographic areas covered by our offices.

11 home source magazine A William E. Wood and Associates, Realtors exclusive magazine W I L L I A M E. W O O D A N D A S S O C I A T E S, R E A L T O R S FREE A A E JUNE 2008 Your William E. Wood and Associates Realtor gives you the power of the area s largest real estate firm, with its 35 years of success, guiding you at every step along the way. housands of omes. ne Address. Our Marketing Department has created an exciting advertising vehicle dedicated exclusively to our listed properties! This full-color magazine features over 2,600 properties throughout Williamsburg, southeast Virginia and northeast North Carolina. Published monthly, this free publication can be found in retail locations throughout the area. When you list your property with me, it will be featured each month until it sells!

12 we bring you buyers 87% of buyers start their home search online* That s why we distribute all our listings to some of the most-traveled websites in the world. We want your home to be where the buyers are! williamewood.com realestate.msn.com dailypress.com relohomesearch.com hotpads.com realtor.com hamptonroads.com pilotonline.com trulia.com terabitz.com zillow.com google.com/base twitter.com frontdoor.com youtube.com * luxuryportfolio.com clrsearch.com homefinders.com craigslist.com oodle.com cyberhomes.com facebook.com Each site posts listings independently, therefore William E. Wood and Associates cannot be responsible for errors, omissions, timeliness, format, etc. *For qualifying luxury home properties. * National Association of REALTORS 2008 Profile of Home Buyers and Sellers

13 the future of online real estate is here. williamewood.tv Our robust interactive web interface enables buyers to build their own online on demand list of guided tours based on their specific search information. Once the information is entered, professionally narrated visual tours in that category will automatically start playing. guided tours for every listing Every home has a professionally narrated 30-second guided visual tour that can be viewed on uploaded to MLS web sites and ed. youtube channels Our customized channel is YouTube feature our visual tours. This video magazine can be found at

14 outdoor exposure Look around. Our signs... they re everywhere! Our eye-catching (and award-winning) William E. Wood and Associates yard signs can be the best draw for prospective buyers. When it comes to marketing homes like yours, William E. Wood and Associates is committed to being The Best in the Business. internet strategy Our carefully-crafted marketing campaign uses television, print and billboards to drive potential buyers to where they can learn more about specific properties and even take virtual tours of some homes. Professionally narrated Guided Tours of your home are crafted with the photographs and remarks that we submit to the local MLS. These are then available for viewing by potential buyers through williamewood.tv, at our corporate channel on YouTube, and of course, at williamewood.com.

15 networking guess what? your neighbor s home is for sale. I ve just listed another property in your area located at If you or anyone you know would like more information about this home, please give me a call. Jane Smith realtor Office: (757) Direct: (757) This is not intended as a solicitation if your property is currently listed with another broker. But the most effective way to market your home is through networking. I ll lead the way. One of the most powerful methods that I have at hand, as I help you sell your home, is my ability to tap into local resources that you may not have considered. Among them, I include: Just Listed Postcards. I will notify your neighbors, by phone or by mail, that your home is on the market, noting some of its highlights. This will allow them to market it to people they d like to have as new neighbors. Active Agents. I will aggressively market your home to the active agents in our market those most likely to bring you a qualified buyer. Prospecting. Each month, William E. Wood and Associates staff and agents come in contact with hundreds of potential buyers. We reach them through direct mail pieces, telephone prospecting, and other prospecting activities. William B. Wood and Associates. Our referral company, William B. Wood and Associates, holds over 300 referral-status licensees, who refer buyers to our fulltime associates. Property Management Division. Our Property Management division manages over 2000 properties in Hampton Roads. Many times, though, renters decide to buy rather than rent, and these leads are referred to our agents. New Homes Division. Our New Homes Division manages many new home sites in the region, generating hundreds of calls and visits to our sites. Only one in ten prospective buyers decides to buy a brand-new home, which means that ninety percent of visitors to new home sites will opt to buy a resale property (like yours), instead. We will market your home to that ninety percent.

16 william e. wood and associates has the best agents in the business. Of all of the components of your marketing plan, one of the most important is the agent you choose. The vast majority of our company s sales are generated through the individual efforts of our agents. 92.9% company/agent generated sales Prior Clients and Customers, Friends and Relatives, Relocation, Referrals, Corporate, Transfers, Rental Calls. 1.3% print advertising 5.8% other As you can see, over 70% of all of our sales result directly from the activities of our agents as they: contact prior clients and customers determine a sphere of influence hold open houses use our marketing savvy to help them advertise

17 how do we determine the market value of your home? We will do a market analysis that will allow us, as a team, to examine both the current market and the immediate past market in an effort to determine a selling price that will help you meet your goals. This is done by examining three major factors: 1. Similar homes on the market (active listings). 2. Properties recently on the market that did not sell (expired or withdrawn listings). 3. Listings that have recently sold (sold properties). These three factors will help us determine your competition and learn what buyers were and were not willing to pay. The buyer will be required by their lender to pay for an appraisal once the contract is fully negotiated. The appraiser will study the sold properties to determine if your property has the value necessary for the buyer to be granted a mortgage.

18 the market value of your home is the result of an agreement between yourself and a willing, informed buyer. It is based on: Today s market Today s competition Today s financing Today s economic conditions The buyer s perception of conditions The property s location Normal marketing time The market value of your home is NOT determined by: What you have in it What you need out of it What you want What it is appraised for What you ve heard your neighbor s house sold for What the tax office says its worth How much it is insured for Your memories and treasures The price of the homes in the area where you are moving

19 warning signs As your seller s agent, I can help you be aware of the warning signs that a price adjustment is necessary. Agent Elimination: Perhaps agents are not previewing it. Or perhaps they have previewed it, but are not showing it. Buyer Elimination: Perhaps it is being shown with no results. Buyers are finding properties better suited to their taste and budget. In these cases, your home is probably overpriced. I will work with you to be sure that the price of your home is appropriate to the market conditions, keeping in mind that you want the best price possible. the importance of intelligent pricing. When you price your property at market value, you expose it to a larger percentage of prospective buyers and you increase your chances of a sale. I will help you decide an appropriate, and achievable, price for your home. INLET New The Pond The Current Housing Market Flow (Best Value & Price; Being Shown; Offers Made) Sold OUTLET Number of competing houses Show (Shown But No Offers) Inventory Stagnant Mass (Not being Shown) Where do you want to be in The Pond?

20 activity vs. time on market activity weeks I will help you price your home. Let s look at the chart above together. You ll see that a property is likely to get the most attention and activity early in its listing period. Your home has the highest chance of selling when it is first put on the market. A competitively priced home has an advantage over those that are priced over market value. selling price vs. time on market price market value time on market When we put a realistic price on your home, we ll save time and money in the long run. This graph shows that an overpriced property stays on the market longer and, after several price reductions, ends up selling for considerably less than market value.

21 step-by-step through the selling process The Pre-Listing Period. Study your Comparative Market Analysis. Determine your list price. Decide on repair / fix-up items. Begin the process of preparing your home to show. The Marketing Period. Sign all documents. Install yard sign, lockbox. Enter data into MLS. Submit data for advertising. Complete repairs / fix-ups to get property in top showing condition. Contact targeted Realtors by phone/brochure/other. Keep property neat and in showing condition at all times. After the property is shown, please call me with the showing agent s name and phone number. I will follow up with the agent and then I ll share all my feedback with you. The Negotiating Period. You receive an offer to purchase. I prepare a net proceeds sheet to show, in dollars, what the offer means to your bottom line. You accept the terms as presented or make your own changes, a counteroffer. When negotiations are complete, the contract is considered ratified. The Pending Period. The buyer applies for a mortgage. The buyer arranges for any inspections agreed to in the contract. An appraiser inspects the property on behalf of the buyer s lender. A termite / moisture inspection is performed within timelines established in the contract. You complete any repairs requested in the contract or resulting from the inspections. The buyer has a final walk-through, to ensure that the property is in the same condition it was when the offer was made. The Closing. This is generally conducted by an attorney or a closing agent. All documents are signed, the transfer is recorded by the closing agent, and funds are disbursed within two working days. (Recording at the courthouse must be done prior to the issuance of the seller s proceeds.)

22 how to stage your home for sale The way you live in a house while it is on the market is different than the way you normally live in it. You must be ready for guests at a moment s notice. Look at your house through the buyer s eyes, as if you ve never seen it before. Any time or money spent on clean-up and repairs will return to you in a better selling price. Inside: Inspect the house, room by room. Paint if necessary. Clean carpets or drapes if they need it. Wash dirty windows. Clear unnecessary objects from furniture. Keep decorative objects on the furniture in small groups of no more than five items. A clean kitchen is important. Clear the refrigerator of unnecessary pictures, messages, etc. Clear away unnecessary or rarely-used items from countertops. Keep appliances clean. Sparkling bathrooms sell homes! Remove unneeded items from countertops, tubs, shower stalls, commode tops. Keep only your most-needed cosmetics, brushes, etc. in one small group on the counter. Coordinate towels. Rearrange or remove some of the furniture, if necessary. Sparsely furnished rooms appear larger. Make closets look bigger. Remove and pack away items that can be stored elsewhere. Take down or rearrange pictures of objects on walls. Patch and paint if needed. Repair items like loose doorknobs, leaky faucets, or cracked molding. Lighting cheers up the home. Open the drapes or blinds and leave lights and lamps on during showings. Have the radio on soft background music during the day for all showings. Have a lockbox installed. If agents don t have access, they can t show your property!

23 how to stage your home for sale You never get a second chance to make a good first impression! What kind of curb appeal does your home currently have? How does the outside of the home present itself from across the street? Make the outside of your home as welcoming and appealing as possible. Outside: Go across the street and look at your home. Assess what needs to be done to make it more appealing to someone seeing it for the first time. Start with the lawn. Keep it trimmed, edged, and watered. Fertilize if needed. Trim all bushes and plants. Keep plants from blocking windows. Weed and clear planting areas. You can t sell a house if you can t see it! Check gutters and roof for dry rot. Repair shutters, gutters, and downspouts as needed. Paint the mailbox. Check the house for paint problems, especially the front door and trim. Go around the perimeter of the house with buyer s eyes. Store all garbage cans, wood scraps, extra building materials, etc. in the garage. Clear patios and decks of clutter such as small planters, flower pots, charcoal, barbeques, toys, etc. Inspect all windows and screens and repair or replace as necessary.

24 inspections What should you expect when your home is inspected? Home Inspection. Many contracts today are contingent upon the results of a home inspection, paid for by the buyer, by a professional inspection service. This is not a cosmetic inspection. It is directed at the property s structure and systems. If deficiencies are noted, further contract negotiations may occur. Appraisal Inspection. The buyer s lender will order an appraisal of your home to satisfy itself that the property has the required value to protect the loan. There are two potential challenges with this appraisal: 1. The appraiser may decide that the value is there, provided that some condition issues are corrected or repaired. These may include peeling paint, broken glass, roof repairs, damaged gutters, etc. These repairs are generally the seller s responsibility, unless the contract language says otherwise. 2. If the appraiser arrives at a lower value than the sales price, the Buyer is not obligated to complete the purchase. If an appeal to the appraiser is unsuccessful, you may have to lower the sales price in an effort to hold the deal together. Termite Inspection. Another requirement of the buyer s lender is that the property be free of wood-damaging insects, and that there not be moisture damage or conditions which might lead to such damage. If such deficiencies are found, repair is generally the responsibility of the seller, but the specifics are determined by the terms of the contract. Final Walk-Through. Typically conducted the day before closing, the walk-through is an opportunity for the buyer to inspect the property to be satisfied that: the property is in substantially the same condition as when the offer was made. any agreed-upon repairs have been completed. the property is free of trash, debris, and personal items. the electric, plumbing, and heating / air systems are in working order. all systems are in working order.

25 frequently asked questions by sellers Should we list high so that we can come down on the price later? This is not an effective strategy. A home that is listed high in the first critical weeks misses a lot of exposure on the market. Many agents realize that the house is overpriced, and in the best interest of their buyers show them homes that are listed closer to fair market value. In addition, when a seller finally absolutely has to sell, he/she may end up reducing the price of the house below market value. The house may very well have sold in the first critical weeks, if it had been priced fairly to begin with. Will the extras we ve put into our house increase the list price? In general, any extras that you add to your house (such as window treatments, built-ins, shelving, and decorative items) will not help your home appraise at a higher rate. Additions that are likely to bring you a better selling price, however, include appliances, added square footage, and extensive landscaping. You should keep in mind that although surface improvements such as built-in shelving may not bring a higher price at the closing table, they may help your home show better and may give it an advantage over other homes that are currently on the market. How much should we expect to pay in closing costs? In the current market, sellers should be prepared to pay a portion if not all of the buyer s expenses associated with finalizing the transaction. Other sellers may offer incentives to get buyers in their homes to close; new-home builders often offer to pay anything over $500 in closing costs. The good news is that when you purchase your replacement home, you can ask for the same assistance from the seller of that home. How long should the contract be? Average market time varies with price and locality. As your agent, I will be preparing current information to show you the average market time for homes similar to yours. The key to getting the most money for your home is to list it with an active agent who provides you with a detailed marketing plan, and then executes it. If I am not performing my duties as I have promised, you have my permission to fire me! Should I use a lockbox? YES! Having a lockbox on your home for showing purposes greatly increases the access to it. This means that more agents are willing to show it, and you will ultimately end up with more potential buyers seeing your home.

26 I look forward to helping you sell your home! Please contact me anytime you have news for me.

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