Selling Your Montgomery County Home - Five Key Elements

Provided by: Chris Highland
Trust the sale of your home to an EXPERT!
an AGENT
an EXPERT
you can count on
at your side
MARKETING
it’s all in the
DETAILS
for maximum exposure
SELLING YOUR HOME
KEY ELEMENTS

www.MontgomeryCountyRealEstateOnline.com Trust the sale of your home to an EXPERT!
The Five Key Elements to Getting Your Home Sold
Knowledge Is Power
I’ll make sure you have a clear and comprehensive understanding
of the current real estate market. Educated consumers make smart
and financially sound decisions.
Compete to Win . . . Not to Tie
People buy on emotion. You must ensure that your
home is properly conditioned for the market:
* Curb Appeal* * Buyer Ready* *Updated & Neutral*
Price is Critical
Proper pricing is crucial and cannot be ignored. Be realistic, put
yourself in the Buyer’s position. They have lots of choices!
May the Best House Win
Incentives are a must—Buyer and Agent.
Remember, you have a lot of competition and your goal is to win!
The Right Agent Matters
Give this serious consideration. Now is not the time to rely on a novice
agent. Consulting, listening, negotiation, technical and marketing skills
are no longer an option—they are a must to get your home SOLD.
Houses are Selling in Today’s
Market… but you must know,
understand, and follow the rules that
govern today’s marketplace.
THE PROCESS

The Home Selling Process
Even if you have bought or sold a home before, the process can still be confusing.
This chart will help you better understand the steps involved in your transaction.
DECISION TO
MOVE
LIST WITH ME
SET A PRICE &
TIME FRAME
DEVELOP & EXECUTE A
MARKETING STRATEGY
DISCUSS YOUR FUTURE
HOUSING NEEDS & WANTS
AN OFFER IS PRESENTED
NEGOTIATIONS BEGIN
THE OFFER IS ACCEPTED
THE LOAN IS ACCEPTED
THE BUYER SUBMITS A
LOAN APPLICATION
TRANSACTION IS
FINALIZED & CLOSED
A HOME INSPECTION IS
SCHEDULED
ALL CLOSING ACTIVITIES
ARE COORDINATED
CLOSING DOCUMENTS
ARE REVIEWED
UNDERSTANDING AGENCY

Who Represents Who
AGENTS WHO REPRESENT THE SELLER
Seller's Agent: A seller's agent (commonly referred to as the Listing Agent)
works for the real estate company that lists and markets the property for
the sellers, or landlords, and exclusively represents a seller or landlord. That
means that he or she may assist the buyer or tenant in purchasing or
renting the property, but his or her duty of loyalty is only to sellers or
landlords.
Cooperating Agent: A cooperating agent works for a different real estate
company then the Sellers Agent, but also exclusively represents a seller or
landlord. The cooperating agent can assist a buyer or tenant in purchasing
or renting a property, but his or her duty of loyalty is only to a seller or
landlord.
SELLER BUYER
EXCLUSIVE
SELLERS AGENT
EXCLUSIVE
BUYERS AGENT
DUAL AGENT DUAL AGENTSAME COMPANY
UNDERSTANDING AGENCY

AGENTS WHO REPRESENT THE BUYER
Buyer's Agent (by written agreement): A Buyer’s Agent works with buyers or
tenants in locating a property to buy or rent and exclusively represents the
Buyer or Tenant. That agent assists the buyer in evaluating properties and
preparing offers, and negotiates in the best interests of the buyer or tenant.
The agent's fee is paid according to the written agreement between the
agent and the buyer or tenant. If you as a buyer or tenant wish to have an
agent represent you exclusively, you must enter into a written buyer agency
agreement.
Presumed Buyer’s Agent (no written agreement): When a person goes to a
real estate agent for assistance in finding a home to buy or rent, the agent
is presumed to be representing the buyer and can show the buyer
properties that are not listed by the agent's real estate company. A
presumed buyer’s agent may not make or prepare an offer or negotiate a
sale for the buyer. If you as a buyer or tenant wish to have an agent
represent you exclusively, you must enter into a written buyer agency
agreement.
DUAL AGENTS
The possibility of dual agency arises when the buyer's agent and the seller’s
agent both work for the same real estate company, and the buyer is
interested in property listed by that company. The real estate company, or
broker, is called the "Dual Agent" Or “Intra Company Agent”. Dual agents
do not act exclusively in the interests of either the seller or buyer, or
landlord or tenant, and therefore cannot give undivided loyalty to either
party, however, they may provide the same services to their Clients as an
Exclusive Sellers or Buyers Agent including advising their clients as to price
and negotiation strategy.
LISTING YOUR HOME

Using a Listing Agent
There’s good reason why over 80 percent of homes are sold with the help of a
real estate agent… If you really want your interests represented, an agent will
negotiate hard on your behalf, focus on services that benefit you, and is
knowledgeable about the things that are important.
. . . You need a Listing Agent.
Your home may be your biggest personal investment. One of the most
important decisions you’ll make when selling your home is who you will trust
to assist you. You should put the sale of your home in the hands of an
experienced agent who will produce results for you.
To help sell your home quickly and for the best possible price, an agent must
effectively manage the transaction from start to finish. This requires
specialized knowledge and skills:
KNOWING THE MARKET
PRICING YOUR HOME CORRECTLY
STAGING YOUR HOME, INSIDE AND OUT
MARKETING TO DELIVER MAXIMUM EXPOSURE OF YOUR HOME
NEGOTIATING THE OFFER TO DELIVER THE BEST DEAL
NAVIGATING INSPECTIONS, APPRAISALS AND ALL THE DETAILS
SUCCESSFULLY CLOSING THE DEAL
I will put my experience to work for you to improve your odds of
getting your home sold for the best price in the shortest time.
an AGENTyou can count on
WHY WORK WITH ME?

Deciding who to represent you is the most important
decision you will make in the home selling process.
Strategic Negotiation
Price is not the only consideration. Purchase offers are complicated and
usually contain special clauses. I’ll help you understand and evaluate each
offer and work hard to ensure you get the best price and terms possible.
Understanding contingencies and closing loopholes are essential in getting
your property to closing on time and without surprises.
Navigating Inspections, Appraisals, and the Details
In nearly every case, the most critical elements of a home sale occur after the
Buyer and Seller have reached an agreement. These components may include
home inspections, objections, resolution deadlines, mortgage lender
appraisals, title searches, surveys and more. I will help you understand the
process and keep the transaction on track.
Higher Education Pays Dividends for You
I continuously seek professional education and designations, which means I
have expertise in specialized areas, including foreclosures, short sales, the
luxury home market, working with seniors, and many other areas. With
access to on-demand training, I remain up-to-date on current emerging trends
and issues, which affect my industry.
Close With Confidence
You will be armed with the information, tools and knowledge to go to closing
with confidence that you got the best deal, the best price and the best terms
that the marketplace would allow.
an EXPERTat your side
WHY WORK WITH ME?

Why Me?
I’LL LOOK OUT FOR YOU. Today’s real estate transactions are very complex.
My job is to represent and protect your best interest. Through educating and
informing you about your options and choices, my goal is to sell your home in
the shortest period of time, at the best price and terms.
MY REPUTATION. Other Agents know I am a professional listing agent. That
means when it comes to showing their clients property, they chose my listings
over other listed properties because they know my listings are priced properly,
they will be treated fairly, and their contract has a greater chance of going to
settlement.
I’M INNOVATIVE. I know how to use technology. This is especially helpful in
today’s fast-paced world. Not only during the process of selling your home,
but throughout the transaction, I’m happy to communicate and keep you
updated in a way that works for you…Phone, email, scanned documents, texts
etc…
I’M EFFICIENT. Your time is valuable. Through my experience I will handle
every aspect of the transactions professionally, timely and in an efficient
manner. This saves my clients money and unnecessary stress and frustration.
NEIGHBORHOOD KNOWLEDGE. I have a better understanding of what buyers
want for their money in the neighborhood they want to live in. This helps me
see your home from a buyer’s perspective and provide you objective and
necessary advice and feedback before and throughout the entire sale.
CLOSING ASSISTANCE. There are hundreds of details that go into getting your
home to closing as planned. I’ll help arrange for all the necessary inspections,
financing, and title work. In addition, I stay on top of all the many details and
issues that arise on the way to closing to ensure deadlines are met.
MY EXPERTISE

My Role as Your Listing Agent
Act as your Marketing Manager
 Guiding you in setting a competitive market price
 Advising you on how to showcase your home and highlight its best
features
 Developing a professional marketing strategy to expose your property
to the widest possible audience — from a yard sign to the Internet
 Discussing the sales advantages of
a home warranty
Bring you Qualified Buyers
 Informing buyers of financing
options
 Helping buyers get pre-qualified
and pre-approved with a lender
before making an offer
Serve as your Experienced Negotiator
 Advising you on the merits of the
offers submitted
 Representing your best interests in
all negotiations
Act as your Transaction Coordinator
 Overseeing the entire closing
process
 Keeping you consistently informed
on the status of the closing
 Reviewing all documents for
accuracy
 Assisting you with calculating your proceeds after the sale
When choosing a real
estate agent, consider
the following:
 Experience
 Knowledge of the
local market
 Knowledge of the buying
and selling process
 The types of marketing,
advertising and sales tools
available
 Compatibility in working
with you
 Quality of service
offered
 References
MARKETING ESSENTIALS

When your home is on the market you need to reach every potential Buyer that
you can. Your home needs to stand out and be seen in a very competitive
marketplace.
Getting the Basics Right
A yard sign is certainly one way to show your neighbors, family, and friends that
visit you that your home is for sale. The Multiple Listing Service is another
effective way to show other agents that your home is on the market.
Beyond the Basics
More than 89% of homebuyers begin their search on the Internet.
Your home will appear on the most heavily searched real estate websites.
MARKETING
for maximum exposure
FreedomSoft Gooplex Harmon Homes HomesBook
HomeOnTheTube Homes By Lender HomeOurConnect
HomeWinks IAS Properties Relocation.com USHUD.com
FrontDoor Cyberhomes AOL Real Estate And More…

MRIS is the largest MLS in the nation and is
the leading online real estate information
service for about 50,000 real estate
professionals in the Mid-Atlantic region,
including the vast majority of Maryland, Northern Virginia and Washington, DC as
well as parts of Pennsylvania and West Virginia.
Listingbook is your destination for real estate information
YOUR WAY. Unlike other real estate search Web sites,
Listingbook provides accurate and timely information about
listings in your local real estate market. More than just a
property search, Listingbook presents unique data about
individual properties or an entire market that you can't get anywhere else.
I’ll set up your Listingbook account so you will be able
to get up-to-the-minute market changes affecting your property.
Centralized Showing Service is a
service to schedule and report on
showings for your home. With your private login, you’ll be able to track your
showing, get feedback, or change your showing instructions. CSS makes showing
easier for agents and sellers which results in more showings and a faster sale.
cutting edge
TECHNOLOGY

Premier Web Presence: Cutting edge SEO, Search Engine Optimization
techniques allows me to design a professional webpage just for your home! A
webpage that get's found by buyers, not one that's hidden on the 10th page of a
search. This helps buyers connect with me as the listing agent, the one who
knows the most about your home. This creates maximum exposure of your home
across the Internet and to drive-by traffic in the neighborhood;
 24 hours, 7 days a week advertising and virtual "Open House"
 100% exclusive focus on your property
 Automatically generated high-impact Virtual Tour Slideshow
 'Smooth-flow' navigation gives consumers a slick professional web
experience
 Instant notification of a buyer's interest in your home. We never lose a
lead for your potential buyers
YouTube Video: Although video is the most powerful
marketing tool in the online marketing arsenal, only
8% of Real Estate Agents use home videos. We
prepare a professional video of your home,
showcasing all of the best features that will attract
buyers. Not only will your listing stand out in the
world's second most popular search site, it will attract more attention from those
who see it. This will ensure your listing is added at the top of their "must-see list".

two
one
thre
efour
five
What EVERY Seller Needs to Know About Pricing
Five General Principles:
Value is determined not by what you need or have invested in
your property but by what a buyer is willing to pay.
The higher above fair market value your property is priced, the
fewer the number of buyers you will reach.
Your greatest number of showings will occur when your property
first hits the market attracting the immediate attention of buyers
looking for properties in that price range.
The closer you price your home to fair market value, the higher the
selling price you’ll likely receive. Listings priced too high attract the
wrong buyers and the right buyers won’t see your property.
The length of time your property is on the market will affect the
selling price you receive. In a buyer’s mind, too much time on the
market indicates an overpriced property. Also it encourages
buyers to make lower offers.
The closer your
list price to
fair market value,
the greater the
probability it will
sell quickly at the
highest selling price.
PRICING IS CRITICAL

When Showings Occur
Appropriate pricing is important in selling your home because buyers tend
to look at similar homes. If your home is priced higher than other
comparable homes, they may disregard it, thinking it's out of their price
range.
Overpricing lengthens the time properties remain on the market. Buyers
then assume something is wrong which leads to lower offers. As a result,
overpriced properties take longer to sell and sell for less than properties
priced correctly.
NumberofShowings
Number of Weeks
PRICING IS CRITICAL

Look at your house through
the buyer’s eyes as though
you’ve never seen it before.
Eliminate obstacles between
prospects and the true appeal
of your home.
Dress Your House For Success
You never get a second chance to make a first impression. In real estate,
appearance is everything. Staging and de-cluttering your home has become
increasingly important. On average, staged homes sell twice as fast as un-staged
homes…and for a higher price! When looking at homes, buyers are usually swayed by
better presented well staged homes.
Ask me about staging help and/or services. In the meantime, here are some tips for
you to think about.
On the Outside:
 Enhance drive-up appeal by
removing clutter and cleaning
stains off the driveway.
 You may want to scrub or
repaint your front door.
 Touch up your exterior paint
where needed.
 Keep your lawn nicely trimmed and
edged.
 Remove dead and dying flowers and consider adding
color.
 Trim bushes, add fresh bark or rock to
flowerbeds for a fresh look.
 Pick up toys, flowerpots, charcoal bags, garbage
cans or any items that tend to leave a cluttered
look.
 Clean out gutters/roofs; make sure they are free
of debris and moss.
 Make necessary repairs to your roof if it leaks.
 Check your fence. Repair and repaint it if
necessary.
 Keep windows sparkling clean and replace any
windows that may have cracks in them.
STAGING

On the Inside
 Review the house inside room by room. Paint and make repairs to walls in
any rooms needing it, clean carpets or drapes that need it and be sure
windows are clean and sparkling.
 Rearrange or remove some of the furniture (if necessary) to make rooms
appear larger and allow buyers to imagine their own furniture in the room.
 The two most important rooms to a buyer are the kitchen and bathroom.
Remove stains in the sinks and tubs. Make sure the floors have been
scrubbed, and that all appliances have been well-cleaned and are in good
working order.
 Clear all unnecessary objects from the kitchen and bathroom countertops.
Set out matching towels.
 Tighten cabinet doors and lubricate squeaky or hard to open/shut doors.
 Fix leaky faucets and make sure the drains in your tub and sinks are not
clogged.
 Replace the shower curtain (if needed) and clean the tile around the tub.
 Odors must be eliminated especially if you have pets or young children. If
you are a smoker, consider smoking outside during the time that your home
is on the market. You may not notice the smell but potential buyers do.
 Maintain the home in ready-to-show condition with beds made, clutter
removed, dishes put away and so forth. Then, you're always ready for a
showing as soon as you get the phone call.
 Showcase your home as if you are receiving guests – Place flowers in vases,
light a fire in the fireplace if it’s cold outside, and play soft background music.
 During showings open all blinds/curtains and turn on all lights.
 Make sure your pets are confined to a safe and out-of-the-way place.
 During a showing try to step out for awhile. The buyer will feel more relaxed
if allowed to view your home without any distractions.
 In some cases, silence is golden. If you are present for any part of the
showing, it is best to reserve comments until the buyer has left your home.
The REALTOR® showing your home knows what to point out.
 You should put away your most valuable items such as jewelry and
collectibles.
STAGING

Pillars of Service
I promise to work with integrity, in a spirit of cooperation, and always with
the clear vision of providing you with a rewarding and satisfying real estate
experience that is convenient, comfortable, and exceeds your expectations.
What you can expect when you work with me:
 Dependable, continual, timely communication
 Active listening to your needs and concerns
 Clear, understandable explanations of each step of the process
 Personal attention in which you and your goals are the priority
 Confidence that you are being fully informed and advised with
integrity
 Superior problem-solving skills based on proven experience and
knowledge
 A real estate professional you can trust for all your real estate needs
throughout the stages of your life
Fair Housing
 Our company will act at all times in accordance with all federal, state, and local
Fair Housing Laws.
 Our company will not discriminate against any person because of Race, Color,
Religion, Sex, Handicap, Familial Status, or National Origin
Equal opportunity and equal treatment
. . . It’s the right thing to do
MY PERFORMANCE PROMISE

About Me
I have been a licensed REALTOR® since 1993. During this time I have had the pleasure
of working with hundreds of buyers and sellers. I love the real estate business and I
have systems in place that will aid you in fully expediting the sale of your home. Once
I show you the systems that I have in place, I think you will agree that I spend more
time and resources on my clients than most other REALTORS®.
The secret to an excellent agent, in my opinion, is not just being pro-active; however,
it is about diligence in the approach and the willingness to do what it takes to get the
job done. Some of the most effective techniques are not effective unless they are
done over and over without pause....until the customer is satisfied. Sometimes it
takes creativity and thinking outside the box to sell a home. It is my intent to use
everything at my disposal to get the job done.
I am a full time real estate professional that will negotiate in your best interest and
walk you through the process with the least inconvenience. My passion is getting you
results, saving you time, and building a friendship in the process. The agent that you
select is of extreme importance. He or she will be the determinant of the success or
failure of the home selling process. My business has been built on repeat customers
and referrals. I am committed to your success. I can help.
WHY ME?
“I highly recommend Chris Highland as a real estate agent. I have
worked with Chris during the sale of a house and the purchase of a
new one. He made some recommendations to me that enabled me to
sell my house in 2 days. He showed us houses in a very timely manner
that we were interested in, thus a purchase of a wonderful home.
During this process, we had many questions and Chris was “there for
us” every single time. I would email him a concern and he responded
rapidly with answers that eased any concerns we have had. Chris is a
very professional agent and is informative with his knowledge. I totally
trusted Chris to make our house search an easy process.
~ Cathy Van Norden

Why Turning Point?
WE’RE A REAL ESTATE SERVICES COMPANY
Today’s consumers are more educated, savvy and demanding than ever
before. What they expect normally far exceeds what they get; which is for
their Real Estate Agent to take care of not only all the numerous details
associated with the Real Estate transaction, but also help advise the rest of
their move. We know that you want help with other services like home care
and improvement services, property management, moving and self storage.
Our multiple divisions (Commercial, Residential, Construction Services and
Property Management) are structured to handle this either internally or
through our Strategic Partnerships. Our quality Associates want to be a
trusted resource for our clients to gain lasting customer loyalty.
Turning Point Real Estate is an innovative organization
where our highest mission is to fulfill the anticipated
experience of associates, clients, and staff.
We pledge to provide the finest level of ethical and
professional services within an energized environment
where ALL can expect commitment, integrity, and
visionary leadership.
We strive to embrace today’s ambitious life-style by
creating an atmosphere which promotes sustainable
balance and well-being.
MISSION STATEMENT
WHY TURNING POINT?

WILL MY HOME BE INSPECTED BY A BUYER?
Probably. Most agents recommend their buyer perform an inspection because
the cost of an inspection is a small price to pay for peace of mind about their
purchase. On average, a home inspection takes about 2 hours, and is an impartial
evaluation to not only determine if any defects exist, but also point out good
features of your property.
If an inspection reveals defects or necessary repairs, you’ll have the opportunity to
negotiate performing the work, giving a credit to the buyers for the repairs, or
cancelling the contract.
WHAT ABOUT OTHER INSPECTIONS?
There are many other inspections performed on a property when purchased, some
as a requirement of the Lender, and others at the buyer’s request to ensure the
home they want to buy is in good condition and is free of environmental hazards.
Here are some of the most common inspections (based on the age, location, and
type of property):
Radon, Well and Septic, Wood Boring Insects (Termite), Lead Paint
Sometimes other tests may be performed as the result of a home inspection or a
Seller Disclosure by a Mechanical or Structural Engineer, Licensed Roofer, HVAC
Mechanic or plumber to provide a second specialized opinion if necessary.
WHAT IS RADON?
Radon is a radioactive gas that comes from the natural breakdown of uranium in
soil, rock and water. Radon typically moves up through cracks and other holes in
the foundation. EPA recommends that you take action to reduce your home's
indoor radon levels if your test result is 4 pCi/L or higher.
Because radon gas is completely invisible to sight, smell, or taste, special
detection kits are necessary to find a potential problem. Luckily, detection of
radon gas through the testing kits is easy and relatively inexpensive to remediate.

DOES THE BUYER HAVE 3 DAYS TO RESCIND THEIR OFFER ONCE IT’S BEEN
ACCEPTED?
No. This is a common misunderstanding. Although the Buyer will have some
safeguards, or “contingencies” to protect them, a contract is a legally binding
agreement.
FAQ’S

HOW LONG AFTER CONTRACT UNTIL WE GO TO SETTLEMENT?
On a case by case basis this can vary, but to ensure there is enough time to get
everything necessary completed, (such as inspections, appraisals, title searches
and loan approval) settlement generally occurs about 60 days following your
contract acceptance.
SHOULD I INCLUDE A SELLER WARRANTY?
No. This is a common misconception. Depending on a home’s age, usually less than
10 years, there may be the remainder of a Structural Warranty offered from the
original builder. However, with the exception of New Home Builders, Sellers are not
required to warrant their home. This is another good reason for a Home
Inspection. Resale homes are typically sold in the condition they are in when your
contract is accepted. There are generally certain things that must be in working
order at the time of transfer such as the plumbing, electrical and mechanical
systems but otherwise, normal wear and tear is accepted.
Because of this, we offer our clients a Home Warranty at a nominal Cost.
WHAT ARE SELLERS OBLIGATIONS TO DISCLOSE PROBLEMS WITH THEIR HOME?
Under Maryland law, all Sellers of Residential Property must complete and provide
prospective buyers with either a Property Disclosure or Disclaimer Statement. Most
Owners who live in the home they are selling will complete a Disclosure Statement,
which answers a series of questions about the home’s condition along with any
defects. This helps buyers in their overall analysis of a property when preparing to
make an offer, and help them understand more about the overall history and
general condition of the home.
By law, buyers must receive a copy of this Statement prior to entering into a
contract with the Seller, otherwise they will have the right to rescind the contract
at any time prior to, or within 5 days following the receipt of the Disclosure
Statement.
Property being sold by Sellers who have not lived in the home or are unfamiliar
with the property, such as Banks, Trustees, Investors and Tax Sales, complete a
Disclaimer Statement whereby the Seller makes no warranties or claims about the
condition of the property and normally sell the property in “as-is” condition.
Signing a Disclaimer Statement does not relieve the Seller of disclosing latent or
known defects in the property.
At the time of listing, we can discuss whether you should complete a disclosure or
disclaimer statement.
FAQ’S

Your Contact Info
Name: _________________________________________________________
E-Mail:_________________________________________________________
Cell: _______________ Home: ________________ Work: ______________
Name: _________________________________________________________
E-Mail:_________________________________________________________
Cell: _______________ Home: ________________ Work: ______________
NAME THE TOP FEATURES THAT ATTRACTED YOU TO YOUR HOME:
________________________________________________________________
________________________________________________________________
________________________________________________________________
LIST YOUR FAVORITE THINGS ABOUT LIVING HERE:
________________________________________________________________
________________________________________________________________
________________________________________________________________
DO YOU HAVE SEASONAL PHOTOS OF YOUR HOME: ____ YES ____ NO
LIST ANY MAJOR REPAIRS OR IMPROVEMENTS YOU MADE TO THE HOME:
________________________________________________________________
________________________________________________________________
________________________________________________________________
LIST ANY ITEMS THAT DO NOT CONVEY WITH THE PROPERTY:
________________________________________________________________
________________________________________________________________
________________________________________________________________
WHAT IS IMPORTANT TO KNOW?
ABOUT YOU

Selling Your Montgomery County Home - Five Key Elements

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Selling Your Montgomery County Home - Five Key Elements