proof home sellers guide 030514 2014 - keller williams...

Two Hummingbirds | Keller Williams® Realty First Atlanta 200 Glenridge Point Parkway, Atlanta, GA 30342 (o) 404-531-5700 | (c) 678-907-1767 | (f) 404-531-5708 [email protected]

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Seller’s Guide About Us…3

Two Hummingbirds LLC The Rawls Group

Keller Williams® Realty International

The Selling Process…24 Flowchart

Exclusive Listing Agreement Sellers Disclosure

Community Association Disclosure Purchase & Sale Agreement (Sample)

The Listing Workbook…29 Your Homework

Preparing for Listing Once Listing Agreement Signed

Home Staging Home Data Sheet

Other Information Now that Your Home is On the Market . . .

Notes


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Thank you for choosing us to join you in the Sale of Your Home.

Let’s get started! We would like to begin with an introductory meeting where we all will discuss your needs,

your desires and how to best assist you in selling your home.

Listing your home for sale is an emotional and involved process. Two Hummingbirds would like to make

sure it is a satisfying experience where you approach each phase of the process confidently. We will make sure

you are knowledgeable of every negotiating opportunity, the best terms and that the highest price has been set

before your property is even listed. Link here for a custom evaluation / real market value of your home.

Two Hummingbirds will be with you every step of the way because we make a significant investment in the

properties we list and our team strives for excellence in service.

We look forward to assisting you in selling your property and

moving on to the next phase.

Sincerely,


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About Us The Two Hummingbirds Team

The Rawls Group

Keller Williams® Realty International


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Moving at the Speed of a Hummingbird’s Wings

Get Ready!

Two Hummingbirds was founded and structured on a traditional corporate platform. The model

encompasses a diversified array of real estate services, including residential and commercial sales, purchasing

and referral.

The unique client experience with Two Hummingbirds promises to be positive. The focus is delivering

consistency through systematic customer service. Our belief is that extraordinary service is the result of

anticipating the need and providing the solution before the customer requires it.

Get Set!

Company principals, Cynthia Lippert has more than 23 years of real estate experience as an agent, trainer,

negotiator and brokering. With many long term relationships, she has every contact needed to facilitate a

smooth transaction: inspectors, lawyers, surveyors, handymen, decorators, home-builders, carpet cleaners, you

name it – she has professionals who can do it!

Leaving Atlanta? Two Hummingbirds networks with realtors and brokers around the globe! Let us help you

find the right professional to help you with your relocation.

Lippert has both Luxury Specialist and EcoBroker® certifications. Her experience in the luxury market as a

Broker, Trainer and Agent allows for a broader understanding of the luxury home buyer and seller’s concerns

and expectations. She also has a passion for conservation and environmental concerns and with this green

certification, that passion and knowledge can benefit you.


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Go!

The hummingbird is truly the genius of the bird species. A good example is that it weaves spider silk (web)

into the nest and the unique properties of the silk allow the nest to expand with the growing young. Likewise,

Two Hummingbirds has been created with silk. The company is poised to stretch and grow as the market

recovers. The important factor is to be able to adapt to any client’s needs, desires and expectations.

Two Hummingbirds is ready to guide you through today’s challenging real estate landscape.

Please call or email with your questions, or to schedule a confidential appointment today!

Contact Information ~ Cell: 678-907-1767 | Email: [email protected]


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Cynthia Lippert | CEO and Associate Broker Entrepreneur. Broker. Marketplace Leader.

REALTOR®. Trainer, Luxury Home Specialist.

Every client and real estate professional who has ever dealt with Cynthia respects her

extensive real estate knowledge, negotiating skills and her expert insights into

extreme marketplaces. She is far from your ordinary agent. Now it’s your turn to

meet this visionary, strategic, and friendly woman.

Entrepreneur.

Cynthia launched Two Hummingbirds Realty, LLC in 2011. This new venture will apply a true corporate structure

and application of systems seldom utilized by real estate professionals. Cynthia has tried and proven these systems from

the front lines of today’s challenging real estate marketplace, first as a Realtor and then as a Broker leading hundreds

of agents.

Broker.

Joining Keller Williams Realty in 2002 as a Qualifying Broker/Team Leader, Cynthia went on to open, staff and develop

two successful offices and then re-launched a third office transforming its red-inked balance sheet to the third most

profitable office in the Southeast Region. This effort won her the “Keller Williams Realty Turn Around Team Leader

Award” in 2005. Cynthia served in the Managing Broker role through 2010.

Marketplace Leader.

As a member of the Atlanta Board of Realtor’s Professional Standards Committee (which encourages strict adherence to

the REALTORS® Code of Ethics by all members), Lippert participated in conduct hearings on alleged violations,

commission disputes, and other matters referred by the Grievance Committee and/or the Board of Directors.

Cynthia serves as the 2014 Director of the Leadership Development Program for the Atlanta Board of Realtors.


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Luxury Real Estate Specialist.

As a member of the Institute for Luxury Marketing® and Keller Williams Realty International Luxury Division, Cynthia

has the knowledge and experience to assist her clients in the luxury market. Her memberships and Certified Luxury

Home Marketing Specialist® (CLHMS) designation provide the necessary marketing tools and access to luxury websites.

Broker. Environmentalist.

Forever a student, Cynthia pursues cutting-edge business and real estate information with a voracious appetite. She

earned the EcoBroker® certification; a program that is a symbol of environmentally responsible and sustainable practices

in the real estate industry. A long-time, “green” advocate, Cynthia was delighted to add this internationally-recognized

certification to her growing environmental resume. The training educates and empowers real estate professionals to

actively promote energy-efficient and “green” features in homes and buildings.

REALTOR®.

Cynthia began her real estate career in the spring of 1989 in the midst of an extreme buyers market. Working against the

marketplace at a record pace, she was recognized as the Rookie of the Year out of the gate! Now back in the field after

many years on the corporate side of Residential Real Estate, her expertise in pricing and selling strategies for the luxury

home market are her specialty.

Trainer and more.

In 2000, Cynthia worked for Harry Norman as a Licensed Real Estate Instructor teaching newly licensed agents the ins

and outs of survival in the competitive landscape of residential real estate. It was a natural fit, because Cynthia had

previously used her results-oriented nature to work as a successful corporate sales and training manager in the grocery

and computer industries.

In 2011, Cynthia was appointed to a three year term for the Board of Governors for The Georgia Institute of Real

Estate, the largest and most prestigious Real Estate School in the state of Georgia.

As a member of the Atlanta Board of Realtor’s Professional Development Committee (2012), Lippert participated in the


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planning and producing of at least four career-building programs each year for the general membership, as well as four

programs targeted at managing brokers.

In 2013 and 2014, Cynthia serves on her office's Agent Board of Directors for a consecutive one year term

Cynthia’s family came to Atlanta in the 60’s and she later graduated from the University of Georgia with a BBA in

Business Management in 1981. Married to John Lippert, Cynthia considers her greatest accomplishment being mother

and step-mother to seven children. Cynthia welcomed her new role as Grandmother in 2013.

Associate Broker; Member of National Association of Realtors; Member of Atlanta Board of Realtors Member of the Atlanta Board of Realtors Professional Standards Committee; EcoBroker® Certified

Contact Information: Cell: 678-907-1767

Email: mailto:[email protected] Website: TwoHummingbirds.com


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The Two Hummingbirds Team

Thank you for choosing our team to join you in the Sale of Your Home.

The Two Hummingbirds Team utilizes the latest in technologies, market research and business strategies to

exceed your expectations. More importantly, we listen and that means we find solutions that are tailored to

you. Now let’s meet the team.

Cynthia Lippert, CEO Associate Broker Lead Team Agent | ph 404-604-3838 | email Cynthia

Every client and real estate professional who has ever dealt with Cynthia respects her extensive real estate knowledge, negotiating skills and her expert insights into extreme marketplaces. She is far from your ordinary agent.

It's now your turn to meet this visionary, strategic, and friendly woman.

Cynthia pursues cutting-edge business and real estate information with a voracious appetite. Training educates and empowers real estate professionals to actively promote features in homes and buildings for the betterment of the customer. She is excited for you to meet her talented team and get started with accomplishing your real estate aspirations.

Deryle Allen

REALTOR® | ph. 770-362-2021 | email Deryle A licensed broker in NC and GA, Deryle has always had a passion for homes. Numerous corporate relocations have honed her experience, enabling her to provide a level of customer service that exceeds expectations, providing creative solutions with attention to detail for her clients. Her enthusiasm for design allows her to assist clients in staging their homes, helping ensure effective showings that result in faster closings and higher selling values. Her expertise helps buyers visualize the options and benefits of a new home that may fit their needs.


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As a certified landscape designer, Deryle has provided personalized, magazine featured landscape renovations, new construction, residential pool environments, and specialty gardens for over a decade in the Atlanta metro area. She holds a Bachelor of Arts degree from the University of North Carolina at Chapel Hill.

Jaime Turner REALTOR® | ph 404-788-3601 | email Jaime

Jaime’s passion for real estate is built on exceeding her client’s expectations. She achieves this via exceptional customer service, thorough market analysis, and intensive marketing campaigns.

Jaime has a Bachelor of Business Administration degree from Emory University’s Goizueta School of Business where she concentrated in Marketing and Sales. She has over eight years of experience in sales, marketing, and business analytics at both the corporate and individual business owner levels. Prior to real estate, she had a successful career in the medical device industry with Boston Scientific and Cook Medical.

Jaime holds membership with the Atlanta Board of Realtors and is a participant in their Leadership Development Program. She is honored to be part of Two Hummingbirds Real Estate Group and is excited about helping clients find their way home!

Kim P. Crisp REALTOR® | ph 678-761-1602 | email Kim Kim recently joined Two Hummingbirds as a newly licensed agent. She is originally from Virginia Beach, VA, but made her way down to Atlanta after being accepted into Mercer Pharmacy School where she earned her Doctorate in Pharmacy. After working 10 years as a pharmacist, Kim decided to take time off to stay home with her children. It was during this time that Kim developed a passion for the real estate industry. While she only recently earned her license, Kim has had experience with purchasing properties, renovating them, and then selling the renovated property. Kim looks forward to beginning her career with Two Hummingbirds as a Real Estate Agent. Currently, Kim resides in Marietta with her husband, Matt, and their three children.


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Pat Miranda REALTOR® | ph. 678-910-6721 | email Pat. Pat is a native of Arizona, grew up in California and finally landed in Atlanta about 30 years ago. She has worked in the title research field for almost 17 years as a title abstractor. She is excited to join the Two Hummingbirds team and feels that her positive outlook and professionalism will help her listen, advice, and guide those who are on their real estate journey.

Contact Information: Cell: 678-907-1767

Email: mailto:[email protected] Website: TwoHummingbirds.com


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The Rawls Group After many years as one of Atlanta’s top real estate agents, Shaun Rawls accepted the invitation to open Keller

Williams Realty’s first office in Georgia. With a true entrepreneurial spirit coupled with the mod-el Keller

Williams has to offer, he built the businesses from scratch:

In a few short years, Shaun has grown one office with 27 agents to six Atlanta market centers

with more than 1,000 real estate professionals.

Two Hummingbirds Real Estate Group is a real estate team that works through the Keller Williams

Realty First Atlanta office. As part of the Rawls Group of Keller Williams Realty offices, we are part

of an operating company that runs 18% of the Keller Williams Realty offices in the Atlanta

metro area.

In 2010, 2011, 2012 & 2013 The Rawls Group was named the #1 Best Place to Work for large

companies in Atlanta by the Atlanta Business Chronicle -- the only real estate company listed in the

Top 10 Places to Work in Atlanta.

In addition, the Rawls Group has also expanded its horizons to include KW Commercial and the

largest KW Luxury Division here in Atlanta, a fast-growing commercial real estate initiative that

encompasses the values of the Keller Williams Realty organization.

We have the support,

experience and leadership to provide

a superb customer experience!


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Why Keller Williams Realty? With so many real estate companies to choose from, why did we choose Keller Williams Realty? Our decision

to join Keller Williams Realty stems from the Value & Belief System that the company holds so high. We

only have one reputation — that of high integrity and solid customer service. Keller Williams Realty shares

in our philosophy:

“WI4C2TS”

Win-Win. Or No Deal

Integrity. Do The Right Thing

Commitment. In All Things

Communication. Seek First to Understand

Creativity. Ideas Before Results

Customers. Always Come First

Teamwork. Together, Everyone Achieves More

Trust. Begins With Honesty

Success. Results Through People


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About Keller Williams Realty International

Founded in Austin Texas in 1983 by Gary Keller to be the first agent-driven real estate firm.

“Win-Win or No Deal” core philosophy, as well as “Integrity - Do the Right Thing” and

“Commitment -- In All Things”

Ranked #1 nationally in residential real estate in 2013.

Ranked #1 in Atlanta real estate market for total sales of Single Family Residences, Condos and

Townhomes in 2010, and has increased market share every year since 2005.

Ranked #1 Real Estate Franchise by Entrepreneur Magazine

Ranked as “Most Recognizable Real Estate Franchise” in 2009 Swanepoel Trends survey


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Keller Williams Realty Takes Over Atlanta!

Keller Williams® Realty became the Number 1 real estate company in the Atlanta Metro area in unit sales during 2010, increasing that

lead through 4Q 2013.


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Two Hummingbirds Testimonials

Jennifer Horvath & Annie Frazier Cynthia was a blessing. She helped us identify the market, set our expectations for selling and buying our homes, helped us prepare our home to capture the best possible outcome for us the seller as well as the buyer. On the flip side, we felt as though Cynthia was patient with us as we learned our way through purchasing our new home to figure out what we really wanted and where we really wanted it. She was responsive and kind throughout the whole process. While this could be an arduous process, with Cynthia’s help we made it through step by step without the added burden of having to manage a real estate agent along the way. Thank you Cynthia! You are the best. ~ Jennifer & Annie

Jennifer Dorris Cynthia is a person you can trust to perform the necessary market research. She assists in providing a good proposed price and listings that match your criteria. Cynthia helps you to understand the market and the buying process every step of the way. She is very responsive and eager to provide great service. I developed an instant sense of ease and comfort with her style and effectiveness. Cynthia is easy to work with and I feel confident recommending her services. ~ Jennifer

Ireana & Sam Snider Cynthia worked hard to sell our home, including holding open houses every weekend, sometimes both days. She really knows the area where our house was located. This helps greatly in marketing. She priced our house fairly according to her study of significant competitive analysis and local records. We would be glad to recommend her. Cynthia was both a wonderful realtor and a wonderful person. ~ Ireana & Sam

Bernard Oddi & Farzaneh Mateki Cynthia makes it her job to thoroughly understand her client’s wishes in homes and steers the client away from homes with significant problems. She listened to our wishes and desires for our new home and represented us well throughout the real estate process. Cynthia is very honest and easy to deal with and we are extremely pleased with her efforts. We will definitely recommend her services to friends and family. ~ Bernard & Farzaneh

Randall Stilla and Brian O’Neill Cynthia has years of experience in varying market conditions, numerous professional contacts (photographers, handymen, other agents) and willingness and flexibility when working with sellers and buyers. She has great negotiating skills, is extremely pleasant, honest, and fun to work with! We would feel confident using or recommending her services to buy or sell a home. ~ Randall and Brian


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Selling Process Flowchart

Exclusive Listing Agreement

Sellers Disclosure

Community Association Disclosure

Purchase & Sale Agreement (sample)


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Key Market Factors & Pricing Strategies How long does it take to sell a house?

There is no easy answer — some homes sell in a few days, others may take several months. Recognizing the key factors influencing a sale can give you significant control over market time. The proper balance of the following factors will expedite your sale: Location

Location is the single greatest factor affecting value Neighborhood desirability is fundamental to a property’s fair market value

Competition

Buyers compare your properties against competing properties Buyers interpret value based on available properties

Timing

The real estate market may reflect a seller’s market or a buyer’s market Market conditions cannot be manipulated; an individually tailored marketing plan must be

developed accordingly. Condition

Property condition affects price and speed of sale Optimizing physical appearances and advance preparation for marketing maximizes value

Terms

The more flexible the financing, the broader the market, the quicker the sale and the higher the price Terms structured to meet your objectives are important to successful marketing

Price

If the property is not properly priced, a sale may be delayed or even prevented. Kellers Williams Realty®’s Comprehensive Market Analysis (CMA) will assist you in determining the

best possible price.


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The Selling Process


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Intelligent Pricing “Asking Price vs. Percentage of Buyers”

10%

30%

60%

75%

90%

+15%

+10%

Market Value

-10%

-15%

This graph demonstrates your ability to attract more buyers when your home is priced at or just below

market value. When pricing your home at market value, you have a greater percentage of prospective

buyers and increase your chance for a sale!


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Week 1

Week 2

Week 3

Week 4

Week 5

Week 6

Week 7

Week 8

Selling Price vs. Timing

Timing is extremely important in the real estate market. The above graph illustrates the importance of

placing your property on the market at a realistic price and terms from the very beginning. A property

attracts the most excitement and interest from the real estate community and potential buyers when the

home is first listed. Thus, your home has the best chance of a sale when it is new to the market.


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Listing Workbook

Preparing for Listing

Once Listing Agreement Signed

Home Staging

Home Data Sheet

Other Information

Now that Your Home is On the Market…


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This is the basic information that you will need in order to list your home on today’s market.

Gathering this information will help you organize and plan for the next step in selling your home!

Preparing for Your Listing Appointment:

Current loan payoff information or recent mortgage statement (including second mortgages or lines of credit.

Passcodes for security system Survey Warranty Deed Copy of Covenants and Restrictions, if applicable Homeowner’s Association contact information 2 keys (1 for lockbox, one for Broker’s office)

Once Listing Agreement is Signed:

FMLS and MLS Dual Entry Form (Priority—information from this form is used to compile your listing throughout the internet.)

Termite letter detailing policy and terms Seller’s Property Disclosure—within 5 days Review “Other Important Information” Review and Commit to “Our Duties” Detailed Information for Home Marketing Book, including

Utility Records, Home Data Sheet and Letter to the Owners.


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Home Staging


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Home Data Sheet

Electric Company:

____________________________

Gas Company:

____________________________

Water Company:

____________________________

Cable Company: ____________________________________________________________

Garbage Company: _______________________________________Recycling? Y___ N___

Phone Company: ____________________________________________________________

Homeowners Association :

Name: ________________________________________________________________

Address: ______________________________________________________________

Phone Number: ________________________________________________________

Annual Dues: $_____________

Includes: ______________________________________________________________

Upgrades to Home:

Please share with the new homeowners what upgrades/replacements have been made since your purchased

the home (include dates if possible and include another sheet if necessary):

____________________________________________________________________________________

____________________________________________________________________________________


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____________________________________________________________________________________S

pring Summer Fall Winter

Home Highlights Please share with the new homeowners what it is about the home that you have enjoyed most and what made you purchase the home. _____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

Neighborhood Nuggets Please share with the new homeowners what it is about the neighborhood /area that you have loved, including conveniences, restaurants, shopping, parks, schools — and more! _____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________


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_____________________________________________________________________________

_____________________________________________________________________________

Letter to the New Owners Please write a letter to the new homeowners to help “sell” them on the home. This will be transcribed for your signature and included in the Home Marketing Book. _____________________________________________________________________________

_____________________________________________________________________________

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_____________________________________________________________________________

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_____________________________________________________________________________

Sincerely,


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Other Important Information Home Warranties Many home purchasers erroneously assume the Seller is always somehow liable when there is a defect or failure found in the home cooling, heating, plumbing, electrical and/or appliances after the Buyer moves in. Unless otherwise provided for in the contract, risk of loss often falls on the Buyer. Even when the contract provides that heating, plumbing, pool and equipment, electrical, etc. be “operative” on or until date of possession, disputes can always arise as to when the breakdown occurred, who is responsible, how the repairs are to be funded, and when they are to be made. Home warranty plans go a long way to alleviate these risks and concerns. For a modest price of around $400 (depending on systems covered), the Seller can provide the Buyer a one‐year warranty covering specified heating, plumbing, electrical, water heater or appliance breakdowns. Coverage under most plans commence at closing (although some can be made to begin during the listing period as well). In all cases, there are important limitations and exclusions (for example, appliances and systems must be operative at the start of the coverage.) Home Inspections According to the Purchase and Sale Agreement, a Purchaser has the option to have the home inspected by a professional before closing. The sales contract specifies that the inspection will take place soon after the offer is accepted and that settlement is contingent upon a satisfactory inspection. As a Seller, you should fully disclose everything as truthfully as possible in the Seller’s Property Disclosure as well as repair any issues that you are aware of. By addressing potential issues early in the process, you will save yourself a great deal of time and pressure when your Buyer comes along. Inspections to you home may include specialized reporting on:

Home structure Termite Survey Pool Radon Septic Tank Well HVAC Mold


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A home inspection requires specific technical skills and thus, requires a professional home inspector. An inspector, who is chosen and paid by the Buyer, will make every effort to evaluate the entire structure and point out potential problems that are noted. The inspector will point out potential problems with items such as:

Walls and partitions Main water shut‐off controls Pilot light on hot water heater, oven, etc. On/Off switch on furnace, air conditioner, etc. Heating, ventilation, and air conditioning system (may warrant a specialized inspection) Roof Floors Fuse Box Foundation Plumbing System Electrical System Windows and Doors

In more recent years, with the large number of houses on the market, Buyers have become more discerning in their search process, with inspections often becoming “deal killers” when inspectors discover issues that the Seller may have been unaware of. Inspectors will usually make every effort to note any problems involving the areas above, and it is the rare house, indeed, that has no issues whatsoever. Sellers are encouraged to consider to have a Pre‐Listing Inspection performed, so that a knowledgeable inspector can point out areas that may be of concern to a potential Buyer.


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Now That Your Home Is On the Market Two Hummingbirds Responsibilities

Install signs and submit information to MLS and FMLS Prepare marketing information and advertising Place marketing data in home for prospective buyers Distribute marketing information to agent, media and potential clients Arrange for tour of home by local area agents Attempt to give one hour notice to show Review marketing continuously Follow up with other agents who show your home Communicate with you regularly Review possible solutions if home has not sold Negotiate best contract for your needs

Seller Responsibilities

Complete all repairs and cleaning “Stage” your home to be appealing Keep home ready for showing Hide valuables (including prescription drugs) Keep marketing information out for buyers Call me for refills if you run low on marketing materials Leave premises for showings Contain pets that may startle prospective buyers Call me with any questions Market your home to friends and acquaintances Keep me advised on where to reach you or give permission to show

if you are unavailable Refuse to discuss terms, needs and circumstances with buyers or their

agents without us!


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Notes:

proof home sellers guide 030514 2014 - keller williams...

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