THE ULTIMATE GUIDE TO BUYING & SELLING A HOME IN THE GREATER TORONTO AREA

THE ULTIMATE GUIDE
TO BUYING & SELLING
A HOME IN THE GTA

INTRODUCTION
Welcome! For most people, buying or selling a home is the biggest financial
transaction of their lives. Whether it’s your first time or not, the information in this
ebook will help you make more educated decisions, avoid common mistakes,
and could even help you save a great deal of money!
Who knows - you might even have some fun along the way!
INTRODUCTION
Great advice for navigating
the residential real estate market
Better understanding
of the process
Common pitfalls Unique tips for buying
and selling a home

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TABLE OF CONTENTS PART I
A. Buying a home in the GTA
B. Finding the right agent
C. Budget
D. Your mortgage
a. Mortgage pre-approval
b. Finalizing your mortgage
E. Online resources for finding your home
F. Choosing a home
G. How much should you offer?
H. Special features of homes and impact on value
I. Making an offer
J. Negotiating tips!
K. Home Inspections
L. The role of a lawyer
M. Getting the keys!
N. The New Construction Option
O. The Justo Advantage
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TABLE OF CONTENTS
EVERYTHING YOU NEED TO KNOW ABOUT
BUYING A HOME IN THE GTA

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TABLE OF CONTENT PART II
A. Finding the right agent
B. Valuation
C. Special features of homes and their impact on value
D. Costs of selling your home
E. Your sales strategy
F. Preparing your home for sale
a. Staging
b. Virtual staging
c. 3D virtual tours
d. Photography
e. Digital and traditional marketing
G. Accepting an offer
H. The role of a lawyer
I. Closing the deal!
J. The Justo Advantage
EVERYTHING YOU NEED TO KNOW ABOUT
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SELLING A HOME IN THE GTA
TABLE OF CONTENTS

IN THE GTA
PART I
E V E R Y T H I N G
YOU NEED TO KNOW ABOUT
BUYING
A HOME

PART I · EVERYTHING YOU NEED TO KNOW ABOUT BUYING A HOME IN THE GTA
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A. BUYING A HOME IN THE GTA
Before we get started, here’s a short list of considerations to get you thinking about
what you truly want and need in a home.
Grab a pen and paper and put these factors in order of importance from 1 to 10 in order
of importance:
Justo understands that learning
their clients’ priorities at the start
will save valuable time finding
them their perfect place.
1. SIZE OF THE HOME
2. QUIET/PRIVACY
3. PROXIMITY TO FRIENDS AND FAMILY
4. PROXIMITY TO WORK
5. PROXIMITY TO SHOPS AND RESTAURANTS
6. QUALITY OF NEARBY SCHOOLS
7. AGE OF HOME
8. UPDATES AND RENOVATIONS
9. BACKYARD/GARDEN
10. LOW MAINTENANCE REQUIREMENTS

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You’ll be relying
on them to
guide you, so
perhaps the
most important
question is: Do
you trust them?
1. How experienced are they?
2. From the 2.5% typically paid to your agent by the
seller, how much of it, if any, are they giving back to
you? For example, Justo agents split this commission
with their clients 50/50, giving them thousands of
dollars in cashback.
3. Are you forced to sign a buyer representation
agreement with them? At Justo, there is no
obligation.
4. How well do they know the neighbourhood you’re
interested in?
5. Do they offer free value-added services?
For example, Justo agents provide free home
inspections and lawyer fees from partners like
Mike Holmes Inspections and RealEstateLawyers.ca.
OTHER CONSIDERATIONS:
It’s likely that you’ve received hundreds of glossy marketing cards from local real
estate agents and dozens of shiny “For Sale” signs advertising various agents.
It’s a tough business: most agents operate as independent, small businesses and
spend most of their time and energy on business development, leaving little time to
actually service their clients.
B. FINDING THE RIGHT AGENT
HERE ARE SOME THINGS TO CONSIDER WHEN CHOOSING AN AGENT:

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As mentioned, Justo’s full-service, experienced agents split their commission with
their clients 50/50. This means that on a $1 Million transaction, clients receive
~$12,500 in cashback.
This is the person helping you through the biggest purchase of your life, so make
sure to make a thoughtful decision
Justo takes a collaborative approach,
hand-picking experienced agents who are
eager to be part of a fresh new approach to
real estate in a rapidly changing industry.
$1 Million transaction ~ $12,500 CASHBACK

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C. BUDGET
Finally, it’s always best to have some funds set aside for unanticipated repairs.
The point is, even though lenders might approve you for a certain amount, it’s important that
you consider costs beyond your mortgage payment to determine actual affordability.
Great news: You’ve been pre-approved for a mortgage. Time to start shopping!
But before you do, consider the additional monthly costs that you’ll be paying to
maintain your home, on top of your mortgage.
First of all, if your down-payment is less than 20%
of the cost of the home, you will be required to pay
Canadian Mortgage and Housing Corporation
(CMHC) insurance. This protects the lender in
the event that you are later unable to make your
payments.
The bigger your down-payment, the less you’ll have
to pay for CMHC, but it will range from 3.1% to 4%
of the mortgage amount. This cost is added to your
mortgage - it is not required to pay this amount up
front.
You’ll also be responsible for the Land Transfer
Tax. If you’re buying in the city of Toronto you’ll be
paying this twice—once to the city and once to
the province. You can calculate your land transfer
by visiting https://www.realestatelawyers.ca/
Landtransfercalculater.php.
There are also additional closing costs such as
adjustments to prepaid taxes or utilities, title
insurance, lawyers fees and more.
• Property tax in Toronto
• Utilities
• Insurance
• Phone, cable and internet
Then there are monthly carrying costs to factor in, including:

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Once they have this information, the lender will offer you an amount and interest
rate, which will be available for a specific period of time, typically 60-120 days.
This amount will vary, but a general rule of thumb is that buyers will be approved for
three to five times the amount of their annual salary, depending on their debt levels
and down payment.

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YOUR MORTGAGE
MORTGAGE PRE-APPROVAL
Before you begin the search for your
dream home, you’ll need to find out
how much you’ll be able to borrow to
determine your price range.
This is called mortgage pre-approval.
Pre-approval for a mortgage can be
granted by giving details of your financial
situation without providing documents
to support it. Be honest with yourself and
the lender when doing this application
so that you don’t set yourself up for
disappointment.
A platform like Homewise (www.
thinkhomewise.ca) enables you to apply for a
mortgage online in minutes, doing all of
the heavy lifting to find you options.
Homewise or any other lending
institution will ask you some simple
questions and then use this information
to figure out how much money they
want to lend you.
Total salary of applicant(s)
Debts and liabilities
(e.g., cars, student loans, credit card balances, etc.)
Assets
Type and length of employment
(i.e., full-time vs. freelance or self-employed)
Credit score
THEY WILL
CONSIDER:
D.

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Once they have this information, the lender will offer you an amount and interest
rate, which will be available for a specific period of time, typically 60-120 days.
This amount will vary, but a general rule of thumb is that buyers will be approved for
three to five times the amount of their annual salary, depending on their debt levels
and down payment.

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FINALIZING YOUR MORTGAGE
After you find your dream home, it will be time to make things official. At this point
you’ll need to decide:
1. LOAN AMORTIZATION
This is the length of time it will take to pay off the total amount
owing plus interest. Most mortgages are 25 years, but if you can
afford payments with a shorter amortization (like 15 or 20 years),
it will provide substantial savings over the life of the mortgage,
possibly saving you tens or even hundreds of thousand of dollars. A
mortgage specialist like those at Homewise can help you make the
best decision.
2. TERM
Once you have set the amortization, there is then a term for
your mortgage. The term is a shorter period of time within the
amortization during which the interest rate is set, as are the
options for paying your mortgage off. The term can range from
6 months to 10+ years depending on you comfort with risk and
ability to afford payments over time. Mortgage rates are always
fluctuating as economic conditions change so this gives you the
opportunity to reevaluate your payment structure along the way.
2a. TYPE OF MORTGAGE
I. An Open term allows you to make additional payments or pay off
partially or completely at any time.
II. A Closed term typically offers some annual prepayment options
of specific amounts (usually up to about 10% of the original
amount); however, you would not be able to pay off the mortgage
in full without a penalty being incurred.
2b. VARIABLE VS. FIXED RATE
I. A variable rate will fluctuate along with national prime interest
rates. If you can handle some ups and downs in your monthly
payments, a variable rate will likely save you money over the long
term. If rates become uncomfortably high, you’ll always have the
option to convert to a fixed rate.
II. A fixed rate is best if you need a predictable monthly payment
and can’t tolerate potential rate increases, either financially or
emotionally.
$

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To finalize your mortgage approval, you’ll need to confirm your income with your
lender by providing:
Depending on the length of time since your pre-approval, you may need to submit
to a second credit check. You will also need to provide a copy of the purchase
agreement to the lender so they can complete their due diligence on the property.
This may involve doing an appraisal of the property.
TAX
DOCUMENTS
TAX
T4
STATEMENT
NOTICE OF ASSESSMENT
for the previous two years

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E. ONLINE RESOURCES FOR
FINDING YOUR HOME
Technology has made access to
information much easier for prospective
buyers.
It used to be up to the agent to find
potential homes for their clients. Today,
with technology continuously evolving, a
whopping 80% of buyers start their home
search online.
Justo.ca and realtor.ca are both great
resources and are fully integrated with
MLS, allowing you to search the site to find
almost all properties that are available for
sale. Justo.ca also shows the amount of
cashback you can receive on any given
property, as well as comparable sold data
to help buyers determine the right price
to offer.

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F. CHOOSING A HOME
As the saying goes, “There’s a lid for every pot.” There is also the perfect home for every
buyer.
Everyone has unique needs and wants in a home, so here are some questions to ask
yourself when picking the perfect property:
1. HOW MUCH CAN I
COMFORTABLY AFFORD?
As we already reviewed in our Budget
section, you need to factor in carrying costs
in addition to your mortgage.
2. WHERE DO I WANT TO LIVE?
Are you a cyclist who loves the hustle
and bustle of downtown, or do you crave
the wide streets and relative quiet of
the suburbs? Is access to public transit
critical, or is your car your second home?
All of these factors influence where to
focus your search.
3. HOW MUCH SPACE
DO I WANT OR NEED?
Is bigger really better, or do good things
come in small packages? It depends
on the buyer! Different people have
different needs; your personal tastes and
circumstances will guide you to find a
home that’s the perfect size for you.

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Great schools. Nearby grocery
stores and malls. Your gym.
Community centers or places of
worship. Thriving nightlife. What’s
nearby will largely influence where
you focus your search.
4. WHAT AMENITIES
ARE NEARBY?
HOW MUCH WORK WILL THE
HOME REQUIRE?
Everyone wants to move into a
sparkling, fully updated home, but
the reality is that many homes may
require varying degrees of renovations.
The more work required, the lower
the price is likely to be, but you need
to be comfortable with how much
time and energy you want to spend
on renovations before you choose that
fixer-upper.

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· Signs of water leakage like stains on the ceiling
· Warped walls or large cracks in plaster or drywall
· Gaps in between the wall and floorboards
· Inner doors that don’t close properly
(See Section I to learn more about home inspections.)
TOURING HOMES:
Justo agents understand that you might fall in love with a home at first sight, but
will still provide guidance to help you make informed, long-term buying decisions,
offering strategic advice to help you choose the right home.
Before making an offer, visit the home and surrounding
neighbourhood at least three times, for a minimum of 30
minutes. This will help you adjust to the space and help you
decide if this is the place you want to call home.
Be mindful of signs of disrepair before committing to an offer.
What may appear as small issues could be signs of serious
problems. Some things to watch for include:
2.
1.
Drive by the property at different times of the day, and on
different days, to get a solid understanding of noise levels
and traffic. What may be a quiet street on a Sunday morning
might turn into a busy area during rush hour. You don’t want
any surprises.
3.
If you’re buying a resale
home, use the 80% rule:
80% of the home you love,
15% you can change over
time and 5% you can’t do
anything about, but you
can live with it.
PRO TIP

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G. HOW MUCH SHOULD YOU OFFER?
How much is the home you want actually
worth? The short answer is, “Whatever you’re
willing to pay for it.”
The value of a home can fluctuate
dramatically from one month to the next.
For this reason, home valuation is an art, not
a science.
It’s important to find an agent who is skilled
at providing the most accurate valuation
to determine the best price to offer. This
valuation should also be provided to you in
writing, and you should not hesitate to ask
your agent to explain how they came to their
conclusion.
• Current mortgage rates
• Historical sale prices
• Number of comparable
homes on the market
• Lot size, ravines, and privacy
of a home
• Floor, building ammenities
and view if it’s condo
• Size and appeal of the home
• Home condition
• Updates/design/decor
• Location
• Nearby amenities
• Age of the home
• Time of year
To make the process as simple as possible, Justo has created a proprietary algorithm
to help users quickly and accurately determine what a property is truly worth. The
algorithm uses sold data, market trends, and additional factors to give you the most
accurate price as possible.
Factors impacting the
valuation of your home:

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H. SPECIAL FEATURES OF HOMES
AND IMPACT ON VALUE
Pros
Ravine:
If backing onto green space, a wooded area or a park, there is a
premium on the home’s value.
Potential bump: 7-15%
A waterfront home can add a tremendous amount of value
to a home.
Waterfront:
Kitchen:
Green
Home:
Energy efficient homes, solar or geothermal heating systems, and
low VOC materials are all examples of things that can add value to
your home.
High Tech
Homes:
Backyard
Oasis:
The kitchen will always be the heart of the home! A new kitchen with
a great layout and equipped with top appliances and finishes will
have a big impact on value.
Automated blinds, high tech thermostats, hard-wired security and
smart systems… Smart features that allow you to control your home’s
functions remotely definitely add appeal.
Although this means something different to everyone, a great
outdoor space definitely adds appeal. Whether you like tennis or
basketball courts, pools, hot tubs & cabanas, or maybe simply a
lovely garden, a private backyard oasis can add value to a home

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Heavy traffic noise and lack of privacy will mean a lower value. However, a
home fronting onto a main road could be seen as an opportunity for a buyer
to get into a desirable neighbourhood for a reduced price.
Potential impact on value: -5 to -10%
Main Road:
Cons
Home in
disrepair or
in need up
updating:
Although a home in disrepair will affect what it will sell for, one man’s trash
can be another man’s treasure. There are many people who love a good fixer
upper, but the cost of renovations must be factored into the asking price.
Potential Impact on value: -10 to -30%
Living
near major
highways or
train tracks:
All of these things have a negative impact on a home’s value due to
potential noise pollution
Potential Impact -3 to -6%
Living near
major hydro
lines, gas lines
or wind farms:
All come with some health warnings, which impact on the bottom line.
Potential impact: -4 to 7%
Major industrial or commercial areas bring traffic, people, rodents and noise,
all of which can impact you privacy, along with the price.
Potential impact -5 to -10%
Being close to
industrial and
or commercial
uses:
to get into a desirable neighbourhood for a reduced price.
Main Road:

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I. MAKING AN OFFER
You’ve found it!
The perfect home at the perfect asking price. But now you need to put in the offer.
Your offer will include the cost, along with certain terms and conditions to your purchase.
It’s not always recommended to put conditions in your offer - for example when there
is a bidding war. However, if you are able to do so, it is in your best interest to include
conditions.
The two most often included are:
The offer is conditional on financing which won’t be a problem for
you because you’ve already been pre-approved for a mortgage;
The offer is conditional on a home inspection.
The home inspection is very important as it may uncover some significant issues with the
home that could impact your offer. (See Section K to learn more about home inspections.)
a
b

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This is where a Justo agent’s
expertise can really make a difference
in ensuring no stone is left unturned.
Other conditions or warranties may apply or be added to your offer based on the
home’s unique features. This will ensure the dream home doesn’t become a nightmare
after closing. These include:
If you’re purchasing a condo, buyers should review the status certificate
to ensure the condominium corporation is operating with a good budget
and no additional costs will be charged for major repairs
Pool inspections or warranties
Warranties for appliances or any
mechanical equipment
Knowledge of rental items you will need to take over and the terms
of the existing contract(s) including but not limited to hot water
tanks, maintenance, furnaces and security systems

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COMMON MISTAKES BUYERS
AND THEIR AGENTS MAKE:
Not taking the time to really get on the
same page and understand what you are
looking for in a home.
Not validating the information on the MLS
listing when preparing an offer (room size,
inclusions, etc.).
Removing key conditions when it is not
necessary, such as financing and home
inspection.
Taking the time to search the previous
history of home sales to see if there were
any issues or concerns, the number of times
it has changed hands, etc.
Not requesting a seller’s disclosure
statement about the property or asking
about a home’s history and any potential
latent defects.
2.
1.
3.
4.
5.

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Once you’ve determined your conditions, it’s time to make an offer, but the timing may be up
to the seller. Some will allow offers anytime, while others may set an offer date if they anticipate
multiple offers or a bidding war.
For buyers, an open timeline is better, as it gives you the opportunity to negotiate with the seller.
In the event of a set offer date, you’ll need to be prepared for some competition.
Your agent will be in contact with the seller’s agent to determine how many offers are expected,
and will counsel you on how much to offer based on this information. You may also want to
consider investing in a home inspection before the offer date if possible to ensure there are no
major issues.
If there are multiple offers, you may have the opportunity to submit a second, higher offer. This is
where things can get tricky.
You can find some great advice and
negotiating tips in the following
section.
It can be very easy to get caught
up in the excitement and emotion
of wanting the home, and it may
be tempting to increase your offer
beyond what you had initially
budgeted for.

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Your Justo agent can provide great
advice for navigating these situations
and ensure you come out on top.

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J. NEGOTIATION TIPS
The GTA real estate market has moved at warp speed over the last decade, so you
need to be sure your agent is well-versed in the art of negotiation. Justo agents are
constantly working to expand and improve their negotiating skills for the benefit of
their clients.
HERE ARE OUR TOP 10 NEGOTIATION TIPS FROM THE PROS:
1. Have your agent talk to the listing
agent before beginning the offer
process. Many agents know each
other and are on good terms, so it’s
completely acceptable for your realtor
to call the listing agent to get some
soft information and gauge how
motivated the seller is and if there are
any special considerations they may
have. This can be helpful in developing
your negotiation strategy.
2. Check the sold data. Before
you begin talking numbers, your
agent should research the data
on comparable homes to ensure
they have a good sense of what the
home is actually worth. You can
find sold data on justo.ca.
3. Use the sold data – not the
asking price – as your starting
point. Sellers’ agents use different
strategies for different homes, and
may therefore inflate the asking
price. Make sure your agent knows
what the fair market value is and
start there.

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7. Learn what the other party needs
from the deal. Maybe the seller is in
a rush and needs a quick closing?
Maybe they are willing to take less if
you wave some conditions? By getting
inside information, you can improve
your offer without raising the price.
4. The seller is not the enemy. Many
agents approach negotiations like a
battle, but the process doesn’t need
to be argumentative. When agents
cooperate and buyers and sellers are fair,
everyone wins!
5. Live conversation, not over texts
and emails. Keep the gateways of
communication open with your
agent. Phone calls keep everything
straight to the point, with no room
for interpretation.
6. Never go back to what’s already been
agreed upon. Take the time to make each
negotiation decision carefully. Reopening
issues that were previously agreed to
may upset the seller, compromise your
credibility and minimize your effectiveness in
negotiating any other issues.

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10. Be prepared to walk away.
If you are not getting everything
you want from a negotiation,
walk away. Either the other
party will come around, or you’ll
find something better. But if
it’s not right, don’t settle for less
than what you deserve.
9. Know your bottom line.
It’s very easy to get caught up in
the moment and convince yourself
that a few thousand more dollars
won’t matter, but over the lifespan
of your mortgage, a small increase
can lead to a large amount of
interest. Before you even start
negotiating, set firm budget limits.
8. Make the other party
feel good about the
deal. Ideally, both parties
should complete the
transaction feeling like
they came out ahead and
that the deal is fair.

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K. HOME INSPECTIONS
No matter how great a home looks, there are always small issues lurking behind the
walls and under the floorboards.
This is why a home inspection is critical before finalizing your purchase. Getting a
proper inspection will give you leverage during the negotiation process, and can
potentially save you thousands of dollars and lots of frustration. Mark Diplok of
Mike Holmes Inspections explains the process.
PICKING A HOME INSPECTOR
It is important that you select a qualified inspector, like those at Mike Holmes
Inspections. A qualified inspector is
It is also helpful (but not required) if your home inspector has a background in
home-related trades like plumbing, electrical, and more.
· credible with required certification and training in home inspection,
· a member of the Ontario Association of Home Inspectors, and
· Accredited with a Registered Home Inspector designation.

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WHAT AN INSPECTION INCLUDES
A home inspector will go through the home floor by floor, top to bottom,
beginning with the exterior.
EXTERIOR INSPECTION:
· Windows
· Roof → Evaluating the age and condition of shingles
· Chimney
· Foundation
· Overall structure
INTERIOR INSPECTION:
· Insulation → Starting in the attic
· Looking for signs of past or current leakage
· Looking at the condition of mechanical systems including heating, circuits, outlets,
electrical system and grounded wiring
· Checking if windows and doors operate properly
· On new homes, inspectors will advise on cosmetic issues like doors closing properly
· Plumbing → Inspector will run a stress test to ensure sinks, tubs and toilets function
properly
· Room to room, floor to floor, checking for signs of leaks and cracks
· The basement is last → Inspectors will look for foundation/structural issues or any
major structural changes from renovations
· Inspectors will complete inspections with the fuse panel

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A good home inspection will save you a great deal of
stress and money in the future!
Justo pays for clients’ home inspections and lets
them choose from several quality inspectors, so
clients can be confident that their home is in great
condition.
While all homes have varying
degrees of issue, Diplock notes that
there are some bigger things to look
for that may alter your decision to
purchase a home:
1. A half-inch or larger crack
or horizontal cracking in the
foundation could be a sign of major
foundation and structural issues
2. A sagging or leaning floor could
indicate significant structural
problems
3. Grading of house → Be sure to
check the lot; if it is graded toward
house, there is a possibility of
significant water damage behind
the walls
REDFLAGS

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You’re almost a homeowner! But first, you need an experienced lawyer to help you get
all your paperwork in order.
Mark Weisleder, Senior Partner and Notary Public with RealEstateLawyers.ca, offers
the following counsel:
L. THE ROLE OF A LAWYER
Justo understands the important role a lawyer plays,
and covers the cost of their services if you use
one of their selected legal partners.
If you are arranging a mortgage for less than 20% down, the bank
will be adding certain costs, such as mortgage insurance, appraisal
fees and HST. Find out early what these costs will be, as you will
have to come up with any difference needed to close your deal.
Make sure you have provided the lender with all required proof
of income, or the down payment well in advance to prevent any
delays. (Refer to Section C to review these costs.)
Your lawyer will be receiving a statement of adjustments from the
seller’s lawyer before closing. This could add to your closing costs
if the seller has prepaid some expenses, especially property taxes.
Find out exactly what this is, as it can add up to 0.5% more to what
you may owe.
At least two days before closing, you’ll need to deliver the balance
of money needed for your lawyer to close the deal, payable by
certified cheque, money order or bank draft.
Let the lawyer know how you will be taking title to the property. If
you take title as joint tenants and one of you passes away, the other
party immediately becomes the owner. If you take title as tenants
in common, you can transfer your interest to a beneficiary under
your Will.
2.
1.
3.
4.

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You’re a homeowner! At this very exciting time, make sure you tie up any loose
ends to make moving day as seamless as possible.
Mark Weisleder, Senior Partner & Notary Public with RealEstateLawyers.ca
offers the following reminders for the days leading up to closing:
1. Schedule your pre-closing visit shortly before closing, so that you can
conduct your final inspection to make sure that the home is in the same
condition as when you signed the offer.
2. If you’re moving on closing day, arrange your moving time for late in
the afternoon, as that is likely when the seller will have moved out. If it is a
condominium and you need to use the elevator, contact the management
company in advance to reserve it.
3. Be sure to secure fire insurance for the full replacement cost of the home.
If buying a condominium, you need a policy to protect your contents and
liability. Do not leave this to the last minute.
4. Arrange for your cable and telephone providers to install service on the day
of closing or immediately after closing.
5. Contact the utility companies to make sure they read the meters on closing,
so that you are only responsible for charges after you move in.
M. GETTING THE KEYS!
You’ve done it!

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A resale property is one that has been owned and lived in, and is being listed for sale by the
current owner. Conversely, a pre-construction property has not yet been built, and is being
sold directly by the developer before completion of the project.
The latter can be ideal for those looking to dip a toe into the real estate waters, but not yet
ready to take the plunge. Maybe they feel like it’s a good time to buy, but are not eager to
move immediately. Or maybe they are looking to invest in real estate.
With a great deal of development happening across the GTA, buyers have an opportunity to
purchase a house, townhome or condominium before they are built directly from developers.
There are some risks involved with buying a home based on floor plans, but there are also
some great benefits.
N. THE NEW CONSTRUCTION OPTION
• Unless you’re buying the same unit as the
model suite, you don’t get to actually see what
you’re going to get
• The surrounding neighbourhood can change,
meaning your planned view may end up
blocked, or the street may be noisier than
anticipated
• Move-in dates may be delayed
• When you take possession, it often takes
time for the building or neighbourhood to be
completed, so it can feel like you are living in a
construction zone for a period of time
• If the project gets cancelled, you’ll lose out
on any interest you could have earned on that
downpayment
• If it gets cancelled, you’ll be forced to buy
in the current market, which is likely more
expensive than what you had originally bought
RISKS

36
Justo has teamed up with several developers in the Greater Toronto Area to secure VIP
access and pre-launch pricing for clients on some of the region’s hottest projects.
As with buying a resale home, Justo shares the agent’s commission with buyers
50/50. This could mean as much as 2% or more in cashback after closing the deal. For
example, on the purchase of a $500,000 pre-construction condominium, a buyer would
receive $10,000 in cashback from their Justo agent.
BENEFITS
• Options of size, layouts and price range
• You get to pick all of your finishes
• Potential to make a lot of money upon
resale
• Great investment opportunity
• There is nothing like the feeling of
moving into a brand new home that no
one has lived in

37
O. THE JUSTO ADVANTAGE
All Justo real estate agents are
experienced, client-centric and
compensated based on a Star Rating
System to ensure client satisfaction.
The average agent’s
compensation does not depend
on client satisfaction.
At closing, Justo gives you 50% of
the agent’s commission in cashback.
The average keeps the entire
commission with no cashback.
None. Clients have no obligation to sign
a contract during the buying process.
Typically, buyers are required
to sign a “buyer-agency
agreement” before shopping
for a home.
Justo offers FREE home inspections,
legal services and a comprehensive
market analysis.
Additional services are
provided at a cost.
Justo brings you advanced technological
tools to streamline the transaction
process and help you find your dream
home at the best price.
The current real estate
process is antiquated and
inefficient.
Agent
Compensation
Cashback
Buyer
Obligations
Additional
Services
Data-Driven
Technology
Justo Typical agent
High
Cashback
Savings
Discount
Brokerage
Purple
Bricks
Redfin
Typical
Agent
No
Cashback
Savings
Superior
Service
Full
Service( (No
Service

38
IN THE GTA
PART II
E V E R Y T H I N G
YOU NEED TO KNOW ABOUT
SELLING
A HOME

PART II · EVERYTHING YOU NEED TO KNOW ABOUT SELLING A HOME IN THE GTA
39
FIRST A SHORTCUT
In the following pages, we’ll walk you
through each step of selling your home.
There is a lot of work involved, with each
piece adding value to your home.
But for you, if time is money, you may want
to forego the whole process and sell your
home through an iBuy company.
iBuy firms purchase homes, sight unseen,
as investment properties, or fix up and flip
homes at a later date.
Such an arrangement lets you close on
your own timeline and saves you the time
and energy associated with preparing your
home for sale. It also saves you 5% in agent
commission fees. (Justo charges far less, but
more about that in the pages to come!)
An extremely popular option in the United
States, the concept has now landed in the
GTA with iBye, a company who will pay
you a fair price for your home as-is, on your
terms.
Visit ibye.ca for more information, or to
find out how much you could get for your
property.

40
There is a lot more to selling a home than putting a listing on MLS and a sign on your
lawn. Success is in the details and proper preparation is key.
There are a lot of things that can go wrong and having an experienced agent who
communicates clearly is imperative.
If you are in a rush to get a property on the market, there is a lot of information that
needs to be obtained about the property, such as:
FINDING THE RIGHT AGENTA.
Surveys
Tax bills
Rental contracts
for things like water heaters or security systems
Warranties and/or service contracts
for any appliances, mechanical items, or major components like roofs and
foundation waterproofing
Details of any major issues
with the home that occurred during your ownership
(e.g. structural, electrical or mechanical)

41
As a homeowner, you are also responsible
for disclosing what is usually referred to as
latent defects. These are things that could
affect the value of the home, sometimes
significantly. Attempting to hide such
defects could get you into legal trouble.
Some examples of defects include:
· The home was previously used as an illegal
grow-op
· There was a death in the home not from
natural causes
· A major structural issue with the property
that you’re aware about but isn’t visible
Once all of this information is disclosed,
your agent does additional research to
validate that everything is accurate and
consistent.
If you’re looking to get the maximum
exposure and the best price for your
home, you’ll likely want to sell it on the
Multiple Listing Service (MLS) system with
the help of a licensed agent. The MLS is a
network of virtually all properties available
for sale. All licenced agents are members
of this network and have access to these
properties for potential buyers. The MLS also
feeds this listing data to many third party
sources (such as Realtor.ca, treb.com) so
that purchasers can search for information
about the available properties.
OTHER CONSIDERATIONS
It’s likely that you’ve received hundreds
of glossy marketing cards from local real
estate agents and seen dozens of shiny “For
Sale” signs advertising various agents.
It’s a tough business: Most agents operate
as independent, small businesses and
spend most of their time and energy on
business development, leaving little time
to actually service their clients.
Justo takes a collaborative approach,
hand-picking experienced agents
who are tired of the status quo and
are eager to be part of a real estate
revolution.
Justo does all of the marketing and
business development, then passes
on the qualified leads to its agents,
allowing them to spend 100% of
their time focused on YOU! All Justo
agents are rated by clients in a short
survey provided at closing, and part
of their compensation is dependent
on client happiness and satisfaction.

42
HERE ARE SOME THINGS TO CONSIDER WHEN CHOOSING AN AGENT:
1. How experienced are they?
2. How busy are they? Will they have time to dedicate to you?
3. How much commission are they charging for their services
4. What is their listing cancellation policy? Are you free to leave if you’re not happy?
5. Do they offer any free services to assist in the sale like staging or virtual tours?
6. How do they market their listings?
7. How well do they know the neighbourhood your home is in?
8. You’ll be relying on them to guide you, so perhaps the most important question is:
Do you trust them?
Because of their team approach,
Justo operates more efficiently than
individual brokers, allowing them
to charge only half of the traditional
listing fee. If you buy your home using
a Justo agent, your commission will
be reduced from the standard 2.5% to
just 1.25%. On a $1 million home, that’s
$12,500 saved.
Your agent should always be advocating
for you and your property. They should also
keep in close contact with agents
who showed the property or buyers with
direct inquiries. Once you have an offer in
hand, you want to ensure all people who
expressed interest know that an offer has
been placed so they can potentially act on
it.
This is the person helping you through
the sale of likely your single largest asset,
so it requires you to put a lot of trust in
their expertise. Justo agents understand
the magnitude of this transaction, and
are sensitive to your individual needs and
preferences.

43
Factors impacting the
valuation of your home:
1. Current mortgage rates
2. Historical sale prices
3. Number of comparable
homes on the market
4. Lot size and privacy
5. For condominiums, the floor,
building amenities and view
6. Size and appeal of the home
7. Home condition
8. Updates/design/decor
9. Location
10. Nearby amenities
11. Age of the home
12. Time of year
To make the process as simple as possible,
Justo has created a proprietary algorithm
to help users quickly and accurately
determine what a property is truly worth.
The algorithm uses sold data, market
trends, and additional factors to give you
as accurate a price as possible
VALUATION
How much is your home actually worth?
The short answer is, “Whatever someone
is willing to pay for it.”
The value of a home can fluctuate
dramatically from one month to the next.
For this reason, home valuation is an art,
not a science.
It’s important to find an agent who is
skilled at providing the most accurate
valuation to determine the best listing
price. This valuation should also be
provided to you in writing, and you should
not hesitate to ask your agent to explain
how they came to their conclusion.
B.

44
C. SPECIAL FEATURES OF HOMES
AND IMPACT ON VALUE
If backing onto green space, a wooded area or a park, there is a premium on
the home’s value.
Ravine:
Pros
Waterfront: A waterfront home can add a tremendous amount of value.
Kitchen: The kitchen will always be the heart of the home! A new kitchen with a great
layout and equipped with top appliances and finishes will have a big impact
on value.
Green Home:
Backyard
Oasis:
Energy efficient homes, solar or geothermal heating systems, and low VOC
materials are all examples of things that can add value to your home.
Although this means something different to everyone, a great outdoor
space definitely adds appeal. Whether you like sport courts, pools, hot tubs
& cabanas, or maybe simply a lovely garden, investing in a private backyard
oasis can add value to a home if potential buyers see value in it.
Automated blinds, high tech thermostats, hard-wired security and smart
systems… Smart features that allow you to control your home’s functions
remotely definitely add appeal to potential buyers.
High Tech
Homes:

45
to get into a desirable neighbourhood for a reduced price
Potential impact on value: -5 to 10%
Main Road:
Although a home in disrepair will affect what it will sell for, one man’s trash
can be another man’s treasure. There are many people who love a good fixer
upper, but the cost of renovations must be factored into the asking price.
Being the first to rebuild or renovate in an area can kickstart a whole
neighbourhood’s regentrification. However, if you’re trying to sell a
substantially high-value home, it can come with a financial drawback.
All come with some health warnings, which impact on the bottom line.
All of these things have a negative impact on a home’s value due to
potential noise pollution.
Major industrial or commercial areas bring traffic, people, rodents and noise,
all of which can impact you privacy, along with your asking price.
Home in
disrepair or
in need
updating:
Most
expensive
house on the
street:
Living near
major hydro
lines, gas lines
or wind farms:
Living near
major highways
or train tracks:
Being close
to industrial
and or
commercial
uses:
Cons

46
Congratulations! You just received a valuation of $1 million for your home. But
before you start hunting for that newer, larger house, you need to do a little math,
because there are a number of costs associated with the sale of your property:
D. CALCULATING THE REAL
POTENTIAL REVENUE
1. Commissions
Typically, sellers pay 5% of the final sale
price of their home in commissions; this is
usually split between the listing agent and
the buyer’s agent 50/50, so 2.5% each
E.g. On a $1 million home, the seller pays
out $50,000 in commissions. Real estate
commissions are subject to HST so that is
$57,500 in total.
With a Justo agent, sellers pay
only half of the typical listing fee,
meaning that on the same $1 million
home, the seller would save $12,500
2. Additional closing costs
a. Mortgage Penalties: This is a fee to
pay off your existing mortgage if it is
in a closed term, which will involve a
prepayment penalty.
b. Lawyers fees and disbursements
c. Penalties to break any contracts that
are not being assumed by the buyer or
are not transferable.
It is important to be aware of these costs
so you’ll have an accurate idea of how
much you’ll net from the sale of your
home.
Justo agents help their clients fully
understand all fees and expenses so
they’ll always know exactly what to
expect.

47
E. YOUR SALES STRATEGY
Your real estate agent will provide you
with a valuation based on the criteria
outlined in section “D” above, and from
there you can decide on the listing price.
One thing most often overlooked by
sellers is the amount of time it takes to
properly prepare a home for sale. If you
want to sell in the spring, you should
start working with your agent about
1-2 months prior to that, depending on
the condition of your home. It takes a
lot of time and energy to declutter and
organize, especially if you have lived in the
home for a long time. It also takes time to
complete all of the marketing materials,
such as 3D virtual tours, floorplans, etc.
You’ll want these in hand from the day
your home hits the market, when interest
is at its peak.
A number of strategies exist for listing
your home, and should be discussed at
length with your agent:
a. Listing price: Depending on market
conditions, you’ll need to decide if you
want to list your home for less than it’s
worth to increase interest, at current
market, or above market value with the
hopes of getting your desired price.

48
b. When to list: Spring and fall are usually
the busiest times for real estate, with the
highest number of buyers and sellers.
However, if selling at these times, you will
usually be competing for buyers’ attention
due to more available inventory.
c. Open houses or private showings only?
An open house can bring more traffic
through your home, but can take a toll
on your time. You may want to show your
home by appointment only.
d. Updates: You and your agent should
discuss if they think there are any updates
you should do to the home that may
increase its value. Together, you can make
a decision about whether to invest a bit
into the home in hopes of a better return,
or let the new buyer complete some
updates to their own personal tastes.
Your Justo agent will be a great
resource in helping your build the
best plan for selling your home.

49
PREPARING YOUR HOME FOR SALE
Sure, you love your home, but everyone has different styles and preferences. When
marketing your property, you want it to appeal to the most people possible. There are a
number of tactics that can help in this area and maximize the price you get.
Once you have made the decision to sell, think of your home as a product you are
trying to market instead of your own personal haven.
STAGING
If you’ve ever watched HGTV, one thing is abundantly clear: Most home buyers have
no imagination! People want to buy and see homes that are move-in ready, bright and
spacious.
This is where staging becomes important. When you are living in a home it is to your
personal taste and style, but when you decide to sell it, it becomes a product that you
are marketing, and you will face competition.
Staging shows potential buyers what it could be like to live there, helping you get the
most equity from the sale of your property.
F.

50
A professional stager like Michelle
Finnamore from Michelle Finnamore
Interiors can do wonders for your home’s
appeal. Whether you home is currently
empty and requires furniture rentals, or
is filled to the brim with too much stuff,
Finnamore can help with suggestions to
market your home for the greatest return
on investment.
For those wanting to go the DIY route,
Finnamore offers room by room detailed
tips to instantly add value to your home:
CLOSETS: Keep what you need for the
next 90 days and place the rest of the
items in empty suitcases. Buyers are
looking for space in their new home, and
a roomy, organized closet gives a good
impression.
KITCHEN: Bring all of the tallest items to
the front of the food shelf; this makes the
cabinet appear very organized.
CABINETS: White ceramic items are best
to display in glass kitchen cabinets as they
create a calm and spacious look in listing
photos.
WINDOWS & GLASS DOORS: One of the
most overlooked things when selling is
the windows. Taking the time to clean
the windows and screens inside and out
can go a long way towards people’s first
impression of the home. This step will
make your home appear brighter and
cleaner, and better connects the home to
the outdoors.
Professional
staging can
increase a home’s
worth anywhere
from 6% to 15%,
and can help sell
a home up to 10
days faster than an
unstaged property
Pro
Tip!!

51
Justo offers their clients professional
consultation on home staging, helping to
sell their home faster and for the highest
possible price.
U.S. ﬁrm Zillow reports that using
gray-blue paint shades on the
walls of your kitchen will increase
the value of your home by an
average of $2,000 or more!
Pro
Tip!!
T O P 4 S I Y(STAGE IT YOURSELF TIPS)
Judy Romeo of Judy Romeo Interiors offers these four DIY tips:
1. Declutter and clean: This is number 1!
Get rid of all personal items around the
home, such as family photos. Remove
any clutter that isn’t decorative or
serving a design/functional purpose.
Finally, deep clean the home so it’s free
of dust and dirt.
2. Pay attention to the outside: It’s the
ﬁrst thing people see upon approaching
the home, so keep it clean, tidy and
fresh. Adding two simple planters by the
porch or front door, along with a mat,
will make the property more welcoming .
3. Small home repairs: Make sure
everything’s in good working order
and there are no major damages. Small
things can go a long way, such as
refacing cabinet doors or replacing door
handles.
4. Lighting: Make sure to swap out burnt
out bulbs or blue-hued bulbs for warm
yellow ones, so when buyers come
through in the evening, the home is
inviting and shows well.

52
VIRTUAL STAGING
Already moved out and taken your stuff with you? No problem. Virtual staging can
help potential buyers imagine not what your home is, but what it could be.
This special program allows the stager to virtually populate furniture and decor into
the empty space, turning it into a beautiful showcase for online visitors.
When preferable, Justo provides their clients with cutting-edge virtual
staging to help maximize exposure. It’s all part of Justo’s free, value-
added services.
3D VIRTUAL TOURS
New technology is dramatically changing the way we market homes, and one great
example is the emergence of 3D virtual tours.
Using high resolution infrared 4K
cameras, tour producers like Jonas Lood
of Lightbound 3D create an interactive
experience of your property that allows
viewers to “walk-through” the home
directly from their desktop or mobile
device.
3D Tours offer several advantages
including:
· Interactive 3D which lets the viewer
walk through different rooms.

53
· Engaging Dollhouse view. Advanced
infrared cameras read the dimensions
and layout of each space to create a three
dimensional 3D dollhouse floor plan that
is completely interactive.
· Auto tour feature allows users to run the
tour like a film
· Schematic floor plans with
measurements.
Lightbound 3D also provides 20-25
high-definition photographs to the
homeowner for use on MLS, as well as two
video snippets -10 seconds and 15 seconds
respectively - to share on social media.
With the real estate process going digital,
a 3D virtual tour is a great way to market
a home to a far-reaching audience,
particularly investors overseas.
Justo offers free 3D virtual tours to
all of their clients.
FLOOR PLANS
Floor plans can also help buyers to better
understand the details of the home for
sale.
Justo provides accurate floor
plans to their clients as part of
their package of free value-added
services.
Justo Inc., Brokerage
Sales Representative
647.794.0064 | rocky@justo.ca
ROCKY BADHWAR
Not intended to solicit buyers or sellers currently under contract with a brokerage, The information contained in this promotional material is for
illustration purposes only and is subject to change. Statements, ﬁgures, calculations, plans, images and representations are indicative only.
Investors dream! Turnkey furnished 1 Bed unit in heart
of entertainment district in Airbnb approved building.
South facing with view of CN Tower, walk to everything!
FOR SALE
622-20 John St.
1 Bed
1 Bath
$ 2,217.92 / 2018
justo.ca
$
$ 302.95
Maintenance fee
Condo
Airbnb Approved

54
PHOTOGRAPHY
Good photographs are essential to selling a home in today’s market. With the majority
of interest in a home being done online, it is critical that listings feature professional,
accurate photos that show your home in the best possible light.
Justo includes professional photography as part of its value-added services.
DIGITAL AND TRADITIONAL MARKETING
Many agents are content to plant a yard sign, put a listing on MLS, and hope for the
best.
Justo believes this is not enough, and goes above and beyond to market
and advertise your property to bring maximum exposure.
This includes:
· MLS listing exposure
· Social media promotion
· Feature sheets at the property
· Lawn sign
· Facebook ads
· Open Houses
· Home featured on justo.ca
· Google Adwords
· Print advertising

55
ACCEPTING AN OFFERG.
If you’re lucky, you’ll receive multiple offers and ultimately get more than you
hoped for.
If, however, you receive only one offer (or at least only one reasonable offer), you’ll
need to decide whether to accept it or not.
Often buyers will offer less than they are actually willing to pay, so you will likely
have the opportunity to negotiate for more.
Once you have landed on a mutually agreeable price, you can accept the offer!

56
H.
Once you have sold the property, you’ll
need an experienced lawyer to help you
get all of your paperwork in order.
Mark Weisleder, Senior Partner and
Notary Public with RealEstateLawyers.ca,
offers the following counsel:
1. Make sure you have given your lawyer
a copy of any deed, mortgage, survey
and current property tax bills. You should
have received most of these documents
from your lawyer when you first bought
the home.
2. Do not cancel your insurance policy
until the deal has closed. Also, if you are
moving out more than 30 days before
closing, you need to notify your insurer
that the home will be vacant for more
than 30 days, as your risk has increased.
This way, you will still be covered if
anything happens in the home up to the
closing date.
3. You’ll meet your lawyer to sign the
papers a few days before closing. Make
sure you give them at least one set of
keys for the buyer’s lawyer at closing.
4. If you are a non-resident of Canada, you
must obtain a certificate from Canada
Revenue Agency regarding any income
tax payable, or else the buyer can hold
back 25% of the sale price until you
receive it. Non-resident means you have
not lived in Canada for at least 183 days
before the closing day. This can take up to
two months so let your lawyer know right
away.
5. Call your utility providers to read your
meters on the day of closing to ensure
you are only responsible for your share of
utilities.
6. Notify your cable and telephone
provider as soon as possible so that
your services can be disconnected. If
you wait until the last minute they often
charge cancellation fees or an additional
month’s service.
7. If your house is heated with an oil tank,
you need to make arrangements to fill
the tank on the closing day.
8. Cancel any pre-authorized or post-
dated cheques at your bank to ensure
you’re not paying unnecessary bills after
closing.
9. You have to be out of the property
when the deal closes, so arrange to move
out before 5:00 pm.
THE ROLE OF THE LAWYER

57
I.
Congratulations on
the sale of your home!
Enjoy the next stage,
wherever or whatever
that may be!
CLOSING THE DEAL!
J. THE JUSTO ADVANTAGE
Savings
Discount
Brokerage
Purple
Bricks
Redfin
Typical
Agent
No
Cashback
Savings
Superior
Service
Full
Service( (No
Service

58
CREDITS
Author: Samantha Goldsilver, Goldsilver PR
Editors: Moti Wisenberg, Vicki Schmidt , Bianca Foti, Derek Hepburn
Designers: Fernanda Sana, Barbara Alcala
Contributors:
Lawyers
Mark Weisleder, Senior Partner and Notary Public with RealEstateLawyers.ca
Staging
Michelle Finnamore, Michelle Finnamore Interiors
Judy Romeo, Judy Romeo Interiors
Mortgage Broker
Jessie Abrams, Homewise
Home Inspections
Mark Diplok, www.mikeholmesinspections.com
3D Virtual Tours
Jonas Lood, Lightbound 3D
Copyright © 2019 Justo Brokerage Inc. All rights reserved.
CREDITS

THE ULTIMATE GUIDE TO BUYING & SELLING A HOME IN THE GREATER TORONTO AREA

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