your arlington real estate resource welcome letterross+listing+plan.pdf · your arlington real...

Meg RossM e e t t h e o r a n g e l i n e e x p e r t

Your Arlington Real Estate Resource

Phone: 703-447-0970 Fax: 703-940-1435 Email: [email protected] Wilson Blvd, Suite 100 Arlington, VA 22201

Welcome Letter

Welcome! You are about to embark on the exciting journey of finding your ideal home. Whetherit is your first home or your tenth home, a retirement home, or an investment property, I will makeyour home-buying experience fun and exciting. I can help you find the ideal home with the leastamount of hassle.

I am devoted to using my full expertise to achieve these results!

Purchasing a home is a very important decision and a big undertaking in your life. In fact, most peo-ple only choose a few homes in their lifetime. I am going to make sure that you are well equipped andarmed with up-to-date information for your big decision. I will guide you through every phase of thehome-buying process.

This packet gives you helpful information to use during your transaction. Use its reference pages, notepages and glossary as an invaluable guide on your home-buying journey.

Let’s take an exciting journey together! I look forward to meeting your real estate needs every step ofthe way.

Sincerely,

Meg Ross




WHAT WE’LL COVER

• My role

• Your ultimate scenario

• Our objectives

• State of the market

• Your home’s value

• How we will find your buyer

• Our next steps

ABOUT ME

My Service Philosophy

As I real estate consultant, I have made a consciousdecision to operate my business differently than atraditional ‘salesperson.’ I will help you reviewyour options and select the strategy that works bestfor you. I want to be your trusted advisor.

My Mission

My mission is to help you achieve your goals andprovide an experience that exceeds your expecta-tions, so that you would never hesitate to referme to your friends, family and co-workers. My realestate business is 90% referral based, reflecting mycommitment to the highest level of client service andsatisfaction.

About Me

My background includes careers in financial servic-es, customer service, program management and mar-keting. I have two Bachelors Degrees fromthe University of Mary Washington — in businessand in economics and have been a licensed Realtor®since 2004. I have lived in Arlington for 14 years

and am an expert in the area’s neighborhoods. Priorto my time in Arlington, I lived in Alexandria,Vienna, Oakton and Springfield. I also own severalinvestment properties in the Northern Virginia area.This allows me to bring a unique blend of both mypersonal experiences and professional experiences tomy buyers and investors.

Real Estate Experience

Keller Williams Realty 2006-PresentWeichert, Realtors 2004-2006Experienced Real Estate Investor 2000-Present

WHAT I DO FOR YOU

Consult

I’ll guide you through the complete home selling(and buying) process, providing advice along theway. I will be your trusted consultant.

Market Your Home

I’ll help you find a buyer from your home using myproven 10-point marketing plan and 3-point internetstrategy.

Negotiate

I am a skilled and experienced negotiator and willhelp you negotiate a sales contract in your best interests.

Oversee All Transactional Details

I will oversee all the details for you. In a typical realestate transaction there are 10 to 15 people from adozen industries involved, more than 50 phone calls,and hundreds of documents that need to be reviewedand signed.




WHAT’S IMPORTANT TO YOU?

It’s important for me to understand what isimportant to you so that I can provide youwith the best advice. What are...

• Your dreams?

• Your goals?

• Your needs?

OUR OBJECTIVES

As a team we will:

• Achieve the highest net for

your home

• Stick to your timetable

• Minimize inconvenience to you

If you need to buy, we will coordinate that too!



1. Strategic Pricing

The single most important factor when sellingyour home is the price. I will use my PinpointPricing Analysis to determining the best price tolist your home for.

2. Staging for a Great First Impression

A great first impression is key to selling yourhome. I’ll provide a room-by-room evaluation ofyour home which include suggestions for elimi-nating clutter, re-arranging furniture and assistingin enhancing curb-appeal. I include all of this aswell as, small pieces of furniture, decor, linens,towels, art and other items at no cost to you.

3. Professional Quality Pictures

I may take pictures of your home more thanonce, depending on weather and natural light con-ditions in you home. Pictures speak volumes tothe prospective buyer so it’s important that yourhome look its best in these pictures. I will sharemy expert information on what buyers do anddon’t want to see when touring a home.

4. Virtual Tour

Buyers want to see pictures and video. I will create ahigh impact virtual tour to be used on all internetadvertising. In addition, I will provide a CD as atakeaway for buyers who visit your p r o p e r t y.

5 . High-Quality Info rm ation Bro ch u re

Buyers want information! I will develop a great

looking brochure with professional quality photo-graphs. In addition, I will prepare an “agentbrochure” for realtors that includes all the pertinentinformation they will need to write a contract.

6. Internet Advertising

84% of buyers use the internet. Your home willreceive exposure on the top search sites visitedby consumers including Google base, Trulia,WashingtonPost.com, Craig’s List, Yahoo,Realtor.com, KellerWilliams.com, and my website MegRoss.com.

7. A Web Site for Your Property

To provide a rich source of information, I’lldevelop a web site just for your property! It willbe showcased on your for sale sign to capturedrive-by interest, in all print ads, e- mails andinternet marketing. For a live example, you can visit www.2066Whisperwood.com.

8. E-mail Marketing

We send out an e-mail blast to the top Realtors inthe area. Our firm has an excellent relationshipwith most of the top realtors in the area, whichallows us to send them special notices about yourhome for faster sales.

9. E-mail Blast to Prospective Buyers

We maintain a database of prospective active buy-ers who will immediately hear about your homevia e-mail, driving greater exposure and moreinterest.


18-Point Marketing Plan



10. MLS Realtor-Only Site

Your home will be listed in the Multiple ListingService (MLS) database, giving your propertymaximum exposure to potential buyers throughthousands of Realtors that belong to and accessthe database.

11. Targeted Print Advertising

I’ll execute a print advertising campaign that willinclude ads in the Post Express and WashingtonPost, a just listed postcard to 200-300 surroundinghomes and a featured listing spotlight in mynewsletter.

12. Agent Action Plan

Buyers use Realtors to find a home. I will marketyour home to more than 2,000 Realtors through aspecial agent-only flier inviting them to a cateredlunch open house just for them.

13. Public Open Houses

75% of buyers visit open houses. I’ll employ myGet Them In marketing strategy to get potentialbuyers to come and visit your home. We start witha private-invitation only open house for yourneighbors.

1 4 . Ya rd Sign, Ta ke-One Box , L o ck b oxand Sign Rider

Yard signs are highly recognized by potentialbuyers. I will install a large for sale sign with atake-one box to hold the brochures. A lockboxwill be placed at your home to allow real estateagents access in order to show your home.

15. Feedback

When another agent shows your home, you will be able to access their feedback on the inter-net. (I will provide instructions.) If an agent doesnot enter feedback through the CentralizedShowing Service, I will call to follow up with theagent and report the feedback directly to you dur-ing our weekly communication.

16. Free Home Warranty

One of buyers biggest worries is having to do anexpensive repair on a new home. I provide aFREE, 12-month “Peace Of Mind” home warran-ty policy for buyers.

17. Weekly Report and Follow-Up

I will regularly update you on the status of mar-keting activities and how many buyers have visit-ed your home. Communication will be in theform of email, verbal (phone) or direct mail. Andof course, contact me directly at any time. I takegreat pride in my easy accessibility!

1 8 . O ffe rs and Contract Nego t i at i o n s

When presented with an offer on your property, Iwill contact you to discuss it. I will assist youthrough the negotiating phase, and I will explain theprocess along the way. This can be a very stressfulprocess, but I know how to protect your best inter-ests. A competent agent is worth his or her weight ingold. They can mean the difference between asmooth and happy transaction or a messy battle.


18-Point Marketing Plan




Timing is Everything

• Timing is extremely important in the real estate market.

• A property attracts the most activity from the real estate com-munity and potential buyers when it is first listed.

• It has the greatest opportunity to sell during this initial period.

Selling Price vs. Timing




Timing is Everything




Competitive Market Analysis

Thank you for the opportunity topresent my marketing plan toyou. I have prepared thisCompetitive Market Analysis(CMA) in order to provide youwith the most current informa-tion about what is happening inthe marketplace. It is especiallyimportant in the current marketto set the price correctly. There isa large inventory of homes avail-able in every price range so buy-ers are comparison shopping.

The ‘best’ home at the rightprice are the homes that areattracting the most qualifiedbuyers.

I utilize a Competitive MarketAnalysis (CMA) as a tool todetermine your home’s range ofvalue. The CMA has five impor-tant elements:

• Recent sales• Current listings

(your competition)

• Current financial market• Expired listings

(homes that have not sold)

2008 Home Prices

City Average Median Price per Sq. Ft.

Arlington $XXX,XXX $XXX,XXX XXX

Rosslyn $XXX,XXX $XXX,XXX XXX

Courthouse $XXX,XXX $XXX,XXX XXX

Costa Mesa $XXX,XXX $XXX,XXX XXX

Clarendon $XXX,XXX $XXX,XXX XXX

Virginia Square $XXX,XXX $XXX,XXX XXX

Ballston $XXX,XXX $XXX,XXX XXX

Falls Church $XXX,XXX $XXX,XXX XXX

2007 Home Prices

City Average Median Price per Sq. Ft.

Arlington $XXX,XXX $XXX,XXX XXX

Rosslyn $XXX,XXX $XXX,XXX XXX

Courthouse $XXX,XXX $XXX,XXX XXX

Costa Mesa $XXX,XXX $XXX,XXX XXX

Clarendon $XXX,XXX $XXX,XXX XXX

Virginia Square $XXX,XXX $XXX,XXX XXX

Ballston $XXX,XXX $XXX,XXX XXX

Falls Church $XXX,XXX $XXX,XXX XXX



Step 1: Competitive Market Analysis RequestedThis is done by you the client

Step 2: Obtain all necessary information for Competitive Market AnalysisThis is performed by Meg and then sent to [email protected]

Step 3: Do Market Analysis and Create Pre-filled Listing Forms

a. Login to www.northstarmls.com (Logins provided by TL/KA)

Choose Northstar MLS matrix


How I prepare your Competitive Market Analysis

b. Search the MLS for previous MLS Reports and tax statements. Go to Search, General





Enter House Number and Street Name





Click Search

Select All but checking top square above listingsSelect EmailEmail them to Meg Ross ([email protected])

To get Tax RecordsSelect Tax tab, General, Enter house number and streetClick Search





Select appropriate listing and check it




How I prepare your Competitive Market Analysis Click Email and email it to Meg Ross ([email protected])

Prepare and Save Market Analysis

Save as lastname – house# & street (example Jabs – 23648 7th Street NW)Go to Search, General




30 Day Price

• This is your market value orbelow market price

• 75% of all “Multiple ListingService for sale homes” areabove the market value. This isdetermined by the sold compara-ble homes

• To sell faster you must competewith a better more competitivep r i c e

• Market value is based primarilyon location, square feet, andc o n d i t i o n

• The terms and your real estateconsultant are also factors in themarketability of your home

• Price can be a “Cure All” for allproblems a home may have orneed. In other words, a lowerprice can cure other problems.Every home has a price breakthat will break open the marketwith buyers!

60 Day Price

• This is your slightly above mar-ket value price

• Even just adding negotiatingroom can trigger a longer timeto sell

• The market will always adjust toyour home’s true value

• Get the true market valueupfront from a consultant whotruly investigates the market soyou understand where you needto be

• The only way you can get high-er than market value in price isby offering bonus’ or perks, forexample: you pay buyers closingcosts, or offer a carpet or deco-rating allowance, you off e r“owner will carry” terms, or youare more flexible on the timingthan the buyer is.

90 Day Price

• This price is pushing others tot h i n k : :

They are just too high!

What were they thinking?

Did their R e a l t o r suggest thisp r i c e ?

• Often choosing this price willrequire you to adjust your pricelower throughout the listingprocess for 90 or many mored a y s !

• You most likely will sell yourhome for even lower than mar-ket value by starting too high.I t ’s recommended that you don’tchoose this price.

• When you are on the market forat or more that 90 days youautomatically become a “stale”listing. This gives you a disad-vantage when you finally areable to negotiate your best price.

30/60/90 Day Home Pricing Strategy



As a Real Estate professional dedicated to providinga level of service that is unsurpassed in the NorthernVirginia market, I offer you, the SELLER, myPersonal Performance Guarantee outlining whatyou can expect from me.

I will hold your interest paramount at all times andpledge honesty and truthfulness in all dealings.

The Service you will find from me will be caring,compassionate and timely. I will listen to your needsand concerns, and I will treat them as if they are my own.

I will provide advice and counsel regarding yoursale, including information and input about priceand suggestions to enhance salability

I will be positive and enthusiastic about your proper-ty and promote it vigorously throughout my personalnetworking sources and within all of my marketingvenues.

I will keep you informed on a daily basis. I will pro-vide your with updates of current real estate trendsand news that affects your property, reports on otheragent showing, and the status of my marketingactivities.

I will answer your phone calls and e-mals promptly,assist in finding answers to your questions and

devise solutions to any obstacles that might come up.

I will skillfully negotiate on your behalf with poten-tial buyers to secure the best price and terms foryour home, and I will guard and protect al confiden-tiality.

I will follow through from the day the listing agree-ment is signed to the day of closing and beyond. Ifthere is any problem with any aspect of the transac-tion before or after the closing, I will do all in mypower to assist you in finding a solution.

You have my word that your real estate experiencewith me will be positive. I will follow up and do allI say I will do, or you can cancel your ListingAgreement at any time — no questions asked!

As you know, many Real Estate agents are unwillingto offer this level of service. I choose to perform thisway because I truly believe that honesty and integri-ty are the guiding forces to living a productive lifethat positively impacts others. I want you to be ableto refer my services to your friends, family andcoworkers without reservation and know that I willprovide the highest level of service. I want to beyour Real Estate Consultant — for life.

______________________________________Meg Ross, Realtor


Personal Performance Guarantee



NEXT STEPS

1. Sign listing agreement

2. Develop pricing strategy

3. Room-by-room review

4. Develop timeline

5. Your homework checklist

SAMPLE TIMELINE

Staging Thursday and Friday, 9/4-9/5

Final Staging Touches Saturday, 9/6

Photography Sunday, 9/7

Open House for Realtors Tuesday, 9/9

Home is Entered into MLS, Thursday, 9/11Property Website and AllInternet Marketing is Posted (home is officially ‘on the market’)

‘Just Listed’ Postcard Arrives Week of 9/8in Homes

Post Express Ad Runs Friday, 9/12

First Public Open House Sunday, 9/14




A great first impression is key to selling your house or condo.Prospective buyers want to see your home in “showplace” con-dition. Most buyers select their home based on emotion andthen justify the decision with facts, so it’s important to makethe house look great. Remember, you have just a few secondsto create a winning first impression. Here are 101 ways to pre-pare your house for sale to help boost your bottom line andsell your home quickly.

Start With the OutsideThe first impression people have of your home is what itlooks like from the outside. Believe it or not, some buyersmake a decision to keep on driving to the next property just bylooking at the outside of the house. Here are some tips tomake them want to come inside:

• Spruce up the lawn by cutting, trimming, weeding andremoving all yard clutter. A great-looking lawn makes agreat first impression.

• Weed and apply fresh mulch to flower beds – it gives afresh, maintained look for a low cost.

• Trim your trees and bushes.• Apply fresh paint to wooden fences.• Power wash home's exterior, driveway, walkway, patio, and

deck.• Consider painting if the house needs it, or if the color is

“dated” – a fresh coat of paint on the outside can make thehouse look completely updated.

• Ensure all gutters and downspouts are firmly attached andfunctioning.

• Paint the front door.• Buy a new welcome mat.• Place potted flowers near the front door.• Plant some bright flowers in places that could use some

brightening.• Tighten and clean all door handles.• Clean windows inside and out – make them sparkle.• Make sure your house numbers are easy to see, and consider

getting new ones if it would improve the look from thestreet.

Now Let’s Go InsideThe way you live in a home and the way you sell a home aretwo different things. Once your home is on the market it’s incompetition with other properties – it needs to always looklike a model home. Even if you aren’t Mr. or Ms. Perfect,your home needs to look like you are. Here are tips on keepingthe inside of your home looking its best. The entryway setsthe stage:• Replace the entrance light bulbs to brighten up the entry,

and make sure the light is on if people are coming at duskor after dark.

• Make sure the doorbell works.• Make sure the door is in perfect working order. No squeak-

ing, jamming or sticking locks. Make it effortless to get inthe house.

• Once inside, make sure the entryway is free of clutter:shoes, coats, umbrellas, and anything that takes up space.

• If you have an entry table or shelves keep them clutter free.• Make the front closet look spacious and uncluttered by

removing any extra coats, shoes, hats, gloves, etc.

Tips for Every Room in the House:• Go through your home room by room and pack up 30% of

your stuff. You want it as clutter free as possible.• Evaluate the furniture in each room and remove anything

that interrupts "the flow" or makes the room appear smaller.Consider renting a storage unit to move items off-site.

• Clean or paint walls and ceilings. Use a neutral color. Youdon't want buyers to remember your home as "the housewith the purple bedroom."

• If carpeting is in good condition and neutral in color, have itcleaned. If not, replace it. Off-white carpet is best; thismakes the rooms look larger and cleaner.

• If replacing the carpet pad, select a very thick one and theninstall a modest grade of carpeting. The feel will be plushand expensive, but it’s not.

• Clean or refinish wood floors.


101 Ways To Prepare Your House For Sale



• Pack everything from all closets that you don’t need. Youwant to create the perception of roominess.

• Remove everything but a week’s worth of linens from thelinen closet. Fold them neatly and color-coordinate them.I’m not kidding.

• Remove out-of-season clothes from clothes closets.• During the day, have all your curtains and blinds open. If

the day is cloudy, turn on all lights as well.• Make sure blinds, shades and window coverings hang level.• Brighter is better. Upgrade all your light bulbs to at least

100 watts to make your house appear bigger more inviting.• Replace all burned out light bulbs.• Clean all light fixtures and ceiling fans.• Remove any family photos you have displayed. Too much

of your personality in evidence does not allow for the poten-tial buyer to “mentally" move in.

• Repair all plumbing leaks, including faucets and drain traps.• Make minor repairs (torn screens, sticking doors, cracked

caulking).• Replace worn door knobs.• Fix or replace discolored grout.• Replace broken tiles.• If you have pets, get rid of pet odors.

Make the Most of Your Kitchen and DiningRoom:• Make your kitchen look more spacious by removing every-

thing from the counter like the coffeemaker, toaster, flourcontainer, etc.

• Your eat-in kitchen and dining room should have a table andchairs to showcase the rooms' purpose.

• Remove extra leaves from your dining room table to makethe room look larger.

• Set the dinner table or counter bar to help buyers envisionthe room.

• Make sure the inside of your cabinets are organized andclean. Store non-essential items elsewhere to make the cabi-nets look more spacious.

• If your cabinets show wear and tear, you might want topaint them. A simple trick to update the look of your cabi-net doors is to replace your current knobs with new ones.

• Make sure that your counter is spotless and shiny.• Remove notes, pictures and coupons from the refrigerator

door.• Keep garbage and recycling bins out of sight.• Keep the exotic spices and fish to a minimum when cook-

ing the night before a showing. Work towards achieving a“clean" smell.

• Get rid of kitchen odors by pouring hot salt water down the draintwice a week. Also, grind some lemon rind in the disposal.

Help Buyers See Themselves in the Living Room:• Take down personal photographs and family items that cre-

ate the sense that this is your home. You don't want thebuyer wondering, "Who lives here?" You want the buyer tosee themselves living there.

• If you have a favorite “old” chair that doesn’t go with therest of the furniture, remove it. Big furniture can weighdown a space.

• Clean your fireplace.• During “showings” make sure to turn on all lights and lamps.• If your furniture shows the effect of raising kids or if pets

have ruined the rugs and upholstery, think about storing orremoving your existing furniture. Buy, borrow or rent whatyou need.

• Have your DVD collection, CDs and video games out ofsight.

• Open the drapes and blinds. Nothing is more depressingthan walking into a home where shades, curtains and drapesare closed.

• Remove all knick-knacks under 10 inches tall.





Make the Bathrooms Sparkle:• Put the trash can under the vanity to clear floor space to

make the bathroom appear as big as possible. Alwaysempty bathroom trash cans before showings.

• A new shower curtain is a great investment – very littlemoney for a big impact.

• Things like toilet cleaners, plungers, and hampers add clut-ter; put them away when you’re selling your house.

• Keep all reading material out of sight in the bathroom.• Place personal items (such as hairdryers, makeup kits, and

hairbrushes) in cupboards or drawers.• Hang matching new towels; go for the best-looking towels

you can. Like shower curtains, they add a nice impact.• Remove everything from the countertop, except pretty soap

sets, candles or fresh flowers.• Check the faucets for leaks, drips or disrepair. Repair or buy

new faucets if they are leaky or worn out.• New silicone beading can do wonders for your shower, tub

and sink area…especially if the caulking is stained or crack-ing.

• Shine your faucets and knobs and use cleaner to preventwater spots.

• Keep your shower and tub spotless. Buyers will often lookbehind the curtain. Keep shampoos and soaps to a mini-mum.

• Scrub tiles and bleach - or replace - the grout so it allsparkles.

• Replace or paint the vanity if it shows excessive wear andtear. Replacing knobs can give an updated look to an oldervanity.

Make the Bedrooms Look Big:• Remember that buyers love to snoop and are likely to look

in your closets. Make sure the closets are as spacious look-ing as they can be. Remove all the clothes, shoes, anditems that you won’t be using right away.

• Candles and fresh flowers are excellent accessories on bed-room furniture.

• New bedspreads or quilts make a bedroom look inviting.• Make your bed look pretty and make sure the bedspread or

quilt fits the bed properly and hangs low enough to coverthe view under the bed. Buyers won’t look under the bed, soyou can store other non-essential items there.

• Put away the stacks of reading material on night stands andleave room for one good book.

• In kids’ rooms, take down all posters, photos, drawings andawards. You want the buyers to imagine the rooms as their own.

• Put away all items that are hanging off the backs of doors.Cluttered and clanking doors often make the room feelsmaller – especially if they don’t allow the door to open allthe way.

• Hang your clothes by category: all blouses together, allshirts together, buttoned and facing the same direction.

• In kids’ bedrooms, be sure to put the toys in boxes or bins,and slide them under the bed.

• Items that you don’t need should be taken out of the closetto make them more spacious. If you need to, get a storagespace for them.

• Coordinate the clothing in your closets and line shoes upneatly so it looks as organized as possible.

Create a Clutter-Free Home Office:• Store all the files and paperwork you don’t need for everyday

function.• Remove big, bulky filing cabinets that take up a lot of

space and store them somewhere else to make the officelook bigger.

• Clean everything off the desk surface, leaving only yourcomputer and desk lamp. A neat desktop makes the workspace look more functional.

• Store all personal,confidential or client information out ofsight. Set up a password protected screensaver on your desktop.





• Weed out the postings on bulletin boards or wall organizers.A few things are okay to make the office look organized andfunctional, but an overcrowded bulletin board looks crowded.

• If your office is a part of another room, make sure it doesn’toverpower the main function of the room. If it’s in the din-ing room, consider setting up temporary space elsewhere.

Make the Most of the Basement/Laundry Spaces:• Tidy up and organize your basement. Discard, donate or

recycle items you can give away.• If you have unfinished concrete floors, paint the concrete to

give it a cleaner look.• Be sure to clean and polish the washer and dryer to give

them a bright and shiny look.• Put all detergents, laundry items and irons out of sight.

Remove any residue that may have accumulated in the laun-dry sink.

• A bright throw rug in front of the washer and dryer willoften help cheer up unfinished laundry rooms.

Finally, tackle the garage. The garage is usually the catch-allarea where everything goes that has no other place to go, soit’s usually a mess. If your garage isn’t neat, no buyer wouldsurmise that you take good care of the whole house. You’regoing to say I’m going to extremes but believe me, this worksevery time.• Empty everything out of the garage. Hose down the floor,

and if there are stains remaining, paint it porch gray.• Paint the garage walls off-white using a flat latex paint.• After the paint is dry – put everything back in the garage

piece by piece and throw out what you won’t be taking withyou. Then organize what’s left.

• If you have a storage shed, organize it the same way and ifit needs a coat of paint or stain, do it.

• Use an open bag of charcoal to absorb moisture in the stor-age shed.

• If you have too much “stuff,” rent a storage unit and store itthere.





• Define Your Needs. Write down all the reasons for sell-ing your home. Ask yourself, "Why do I want to sell andwhat do I expect to accomplish with the sale?" For exam-ple, a growing family may prompt your need for a largerhome, or a job opportunity in another city may necessitatea move. For your goals, write down whether you'd like tosell your house within a certain time frame or make a par-ticular profit margin. Work with your real estate agent tomap out the best path to achieve your objectives and set arealistic time frame for the sale.

• Name Your Price. Your next objective should be todetermine the best possible selling price for your house.Setting a fair asking price from the outset will generate themost activity from other real estate agents and buyers. Youwill need to take into account the condition of your home,what comparable homes in your neighborhood are sellingfor, and state of the overall market in your area. It's oftendifficult to remain unbiased when putting a price on yourhome, so your real estate agent's expertise is invaluable atthis step. Your agent will know what comparable homes areselling for in your neighborhood and the average time thosehomes are sitting on the market. If you want a truly objec-tive opinion about the price of your home, you could havean appraisal done. This typically costs a few hundred dol-lars. Remember: You're always better off setting a fair mar-ket value price than setting your price too high. Studiesshow that homes priced higher than 3 percent of their mar-ket value take longer to sell. If your home sits on the mar-ket for too long, potential buyers may think there is some-thing wrong with the property. Often, when this happens,the seller has to drop the price below market value to com-pete with newer, reasonably priced listings.

• Prepare Your Home. Most of us don't keep our homesin "showroom" condition. We tend to overlook piles ofboxes in the garage, broken porch lights, and doors or win-dows that stick. It's time to break out of that owner's mind-set and get your house in tip-top shape. The condition ofyour home will affect how quickly it sells and the price the

buyer is willing to offer. First impressions are the mostimportant. Your real estate agent can help you take a freshlook at your home and suggest ways to stage it and make itmore appealing to buyers.

• A home with too much "personality" is harder to sell.Removing family photos, mementos and personalized décorwill help buyers visualize the home as theirs.

• Make minor repairs and replacements. Small defects, such asa leaky faucet, a torn screen or a worn doormat, can ruin thebuyer's first impression.

• Clutter is a big no-no when showing your home to poten-tial buyers. Make sure you have removed all knick-knacksfrom your shelves and cleared all your bathroom and kitchencounters to make every area seem as spacious as possible.

• Get the Word Out. Now that you're ready to sell, yourreal estate agent will set up a marketing strategy specificallyfor your home. There are many ways to get the word out,including:

• The Internet • Yard Signs • Open Houses • Media Advertising • Agent-to-Agent Referrals • Direct Mail Marketing Campaigns

In addition to listing your home on the MLS, your agent will use a combination of these tactics to bring the most qualified buyers to your home. Your agent should structurethe marketing plan so that the first three to six weeks are the busiest?

• Receive an Offer. When you receive a written offerfrom a potential buyer, your real estate agent will first findout whether or not the individual is prequalified or preap-proved to buy your home. If so, then you and your agentwill review the proposed contract, taking care to understandwhat is required of both parties to execute the transaction.


Eight Steps To Selling Your Home



The contract, though not limited to this list, should includethe following:

• Legal description of the property • Offer price • Down payment • Financing arrangements • List of fees and who will pay them • Deposit amount• Inspection rights and possible repair allowances • Method of conveying the title and who will handle

the closing • Appliances and furnishings that will stay with the home • Settlement date • Contingencies

At this point, you have three options accept the contract as is, accept it with changes (a counteroffer), or reject it. Remember: Once both parties have signed a written offer, the document becomes legally binding. If you have any questions or concerns, be certain to address them with yourreal estate agent right away.

• Negotiate to Sell. Most offers to purchase your homewill require some negotiating to come to a win-win agree-ment. Your real estate agent is well versed on the intricaciesof the contracts used in your area and will protect your bestinterest throughout the bargaining. Your agent also knowswhat each contract clause means, what you will net fromthe sale and what areas are easiest to negotiate.

Some negotiable items: • Price • Financing • Closing costs • Repairs • Appliances and fixtures • Landscaping • Painting • Move-in date

Once both parties have agreed on the terms of the sale, youragent will prepare a contract.

• Prepare to close. Once you accept an offer to sell yourhouse, you will need to make a list of all the things youand your buyer must do before closing. The property mayneed to be formally appraised, surveyed, inspected orrepaired. Your real estate agent can spearhead the effort andserve as your advocate when dealing with the buyer's agentand service providers. Depending on the written contract,you may pay for all, some or none of these items. If eachprocedure returns acceptable results as defined by the con-tract, then the sale may continue. If there are problems withthe home, the terms set forth in the contract will dictateyour next step. You or the buyer may decide to walk away,open a new round of negotiations or proceed to closing.

Important reminder: A few days before the closing, you willwant to contact the entity that is closing the transaction andmake sure the necessary documents will be ready to sign on theappropriate date. Also, begin to make arrangements for yourupcoming move if you have not done so.

• Close the Deal. "Closing" refers to the meeting whereownership of the property is legally transferred to the buyer.Your agent will be present during the closing to guide youthrough the process and make sure everything goes asplanned. By being present during the closing, he or she canmediate any last-minute issues that may arise. In somestates, an attorney is required and you may wish to have onepresent. After the closing, you should make a "to do" listfor turning the property over to the new owners. Here is achecklist to get you started.

• Cancel electricity, gas, lawn care, cable and other routine services.

• If the new owner is retaining any of the services, change the name on the account.

• Gather owner's manuals and warranties for all conveying appliances.


Eight Steps To Selling Your Home



My Service Philosophy As a real estate consultant, I have made a consciousdecision to operate my business differently than atraditional real estate agent or “salesperson.” Ratherthan rush my clients into buying or selling a home, Ihelp them review their options and select the strate-gy that works best for their specific needs. I want tobe your trusted advisor. My commitment to provid-ing superior real estate services comes from my corebeliefs: That honesty and integrity are the guidingforces to living a productive life that positivelyimpacts others.

My Experience I bring varied career experiences to my job as a realestate advisor. I have the ability to communicatewell with my clients, write competitive real estatecontracts, maintain excellent relations with otherreal estate agents, provide superior marketing mate-rials and manage the countless details involved in areal estate transaction.

My background includes careers in financial servic-es, customer service, program management and mar-keting. I have a Bachelors Degrees in both econom-

ics and business and have been involved in realestate investing - owning and managing severalproperties in Arlington (in Courthouse and Ballston),Falls Church and Kingstowne - since 2000. And,I've been an Arlington, VA, resident for 16 years. Iknow the many unique communities of Arlingtonand their features. This allows me to bring a uniqueblend of both personal and professional experiencesto all of my clients, whether they are looking to buytheir first home, trade up or purchase investmentproperties. The focus of my practice is in communi-ties along the Orange Line in Arlington but I workin all of Northern Virginia and I am also licensed inthe District of Columbia.

My Goal My goal is to provide an experience that my clientswill want to share with coworkers, family andfriends - this has resulted in 95 percent of my busi-ness coming from personal referrals. I choose not towork with a great number of clients at any one timebecause I want to be able to give you my full atten-tion and the highest level of service. I want to beyour Real Estate Consultant for Life.


About Me



Let my clients for life tell you how I helped them. I hope I can help you too! My reputation is built onmy clients' experiences. Here's what they have tosay about the work that I've done with them.

"I could not have made this purchase without Meg.Her professionalism, patience and real estate savvyhelped me every step of the way. She enabled me tofind the best home, for the best price, in the rightarea. I would strongly recommend Meg Ross to any -one looking for an Arlington real estate agent who is willing to go the extra mile with the perfect attitude."

Andrita Ketchem (Andrita purchased an investment property in Arlington.)

"I wanted to take the opportunity to personallythank you, Meg, for all of the help you have givenme. Starting with locating the property to the closingand beyond. I enjoyed working with you and admireyour commitment to go beyond the call of duty."

Sabrina Sheth (Sabrina purchased a condo inArlington.)

"If it had not been for Meg´s ongoing support andencouragement, we would not have sold our home insuch a short period of time. We would highly

recommend Meg Ross as an exceptional realtor in avery competitive market."

Ben & RaeAnn Hancock (Ben & RaeAnn sold atownhouse in Arlington.)

"You were excellent to work with - always so patientand willing to explain the intricacies of all transac -tions and facets of the contracts. You truly under -stood my needs and were always available toresearch potential properties before we went to seethem."

Jane Dahlroth (Jane purchased a house inAlexandria.)

"We didn't know it was possible to be 200% satisfiedwith a realtor, but it is!"

Lee & Jenny Rizzo (Lee & Jenny sold a house inArlington.)

"We can't thank you enough for your hard work andexcellent service. We could really trust you and feltyou were looking out for our best interest. You areby far the best Realtor we have ever worked with forselling our home."

Soni & Sada Manickam (Soni & Sada sold ahouse in Arlington.)


What My Clients Say About Me

Please let me know if you would like to talk to any past clients, I am very happy to provide contactinformation at your request.

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