FOR SALE BY OWNER

Anyone can sell their own home, but achieving the highest price, best terms, and lowest risk of litigation requires the assistance of a professional.

After 40 years of selling homes, we know what you need to do to increase your chance of selling if you're going to sell privately.

This guide is designed to serve as a checklist to help you if you want to sell on your own.

Of course, we are always here for you if there are any questions you may have

HELP YOU GET THE PRICE YOU NEED/WANT.

HELP YOU WITH THE COMPLEXITIES OF THE PAPERWORK.

HELP YOU TO SELL IN THE TIME FRAME YOU NEED.

HELP YOU KNOW TO KNOW WHAT YOU SHOULD FIX UP AND PREPARE SO THE HOME IS READY.

HELP YOU UNDERSTAND ALL OF THE VARIABLES INVOLVED IN SELLING YOUR HOME AND BE PREPARED FOR THEM.

The information in this For Sale By Owner Help Kit is designed to "assure", a quick and successful sale of your home. There is no cost or obligation to you

The recommendations and checklists in the program are the results of years of experience helping owners sell and move. I offer it to you based on my Core Value of "Get by Giving."' Studies show that more than 8 out of 10 owners eventually choose a broker to help them sell, or to help their buyer to buy.

I figure if I give you something of value, you may REMEMBER ME WHEN THE TIME COMES FOR YOU OR YOUR BUYER TO USE MY SERVICES.

The following is a list of what you will find in this package:

MARKETING PROPERTY IN THE DIGITAL WORLD

Tips on how to make the phone ring with more buyer calls. Like supply and demand, the more buyers you have for something, the more it could sell for.

PREPARING YOUR HOME FOR SHOWINGS AND SALE

Tips on how to present your home in the best light to prospective buyers, and information to have ready to answer buyer questions.

ANSWERING INQUIRIES

Tips on how to convert ad calls and internet inquiries into showings.

FINDING THE BEST VALUE & PRICING STRATEGY ANALYSIS

An overview of tips when planning on pricing a home & a series of questions designed to help you arrive at an attractive market price.

CAVEATS

List of things to look out for to avoid legal entanglements.

HOME BUYING ANALYSIS

An overview of the services I provide for buyers, in the event you decide you would like me to help your buyer, or to help you when you purchase your next home.

3 FACTS EVERY FOR SALE BY OWNER SHOULD KNOW

SAMPLE FORMS

A sample purchase agreement (please consult an attorney or Realtor before using any purchase agreement) and a sample net sheet to estimate your net proceeds from a sale.

THE GUEST REGISTRY

How to keep track of who sees your home, so that you can follow up and capture that "right" buyer; also, security considerations.

VENDORS TO CALL

A list of who you will need to call to complete a sale, what each vendor does for you; and the one most important question to ask of each vendor to assure quality service.

Remember, your home will be seen by prospective buyers online for the first time. Make sure you have lots of good professional photos and that your home is prepared for the photo shoot.

Think about video for marketing.

Consider a budget for internet marketing. How will you compete with portals, international websites, national firms, local firms, and single property websites so that your home can be found?

How large a social sphere can you market to?

Are you aware of the cost of boosting social ads? What's your budget there?

Do you have a retargeting campaign to market the property?

How many social sites will you market on?

How much of your privacy are you willing to sacrifice for exposure?

How do you plan to respond to inquiries?

How will you separate sincere consumers from scammers?

How will we handle represented buyers, and the potential cost of their agent?

How will you prepare and execute agreements electronically?

Set the asking price comparable to similar homes in your area which have sold recently.

Secure all necessary legal documents and use them to protect yourself from fraud.

Both the purchaser and lender will require satisfactory proof that you have a good title to the property.

Have current tax information available. Have all utility bills available

Have information about your insulation type and thickness available. Have all warranties on roof and appliances available.

Check your property with a critical eye. Buyers will look for faults that could cost them money to remedy.

Clean up, fix up, and paint. You have only one chance to make a good first impression, so lavish time, money, and energy on curb appeal.

Rearrange the furniture to create the most open space. If you have "too much?" furniture, remove some and store it. Six very important words: no clutter, no clutter, no clutter!

Keep the house immaculate at all times, since showings are not scheduled events. Remember that you are competing against professionally decorated builder's model homes. Pay particular attention to the bathrooms and the kitchen, make sure all dishes are put away and countertops and sinks cleaned.

Turn off the TV. soft music on the radio. Build a fire in the fireplace. Open the shades and turn on the lights. Check the thermostat to make sure that the house is at a comfortable temperature.

Keep children and pets out of the way during showings.

Get every buyer's name and phone number for follow-up. Almost no one buys a home on the first visit.

Give all family members assigned jobs in advance that will go into action when a short-notice showing is scheduled. Everyone must know their duties and carry them out, so that you don't end up banging into one another trying to get everything done quickly.

Open every window covering. All drapes curtains, and blinds should be positioned to let in maximum light. Buyers like a house to be "light and bright," so accommodate them! Turn on as many lights as possible.

Make sure Fact Sheets are available and easily accessible. (The dining room table is an ideal place for them.)

If you are using an Agent. leave! If this is not possible, make yourself as conspicuous as possible. if it is comfortable outside, go there until the buyers leave. If you are selling on your own, of course, you don't have this luxury. If this is the case, be as helpful as you can, but don't crowd the buyer.

To generate more inquiries, don't put everything about your property in the ad. This gives the reader a reason to call and find out more.

Remember, your objective in handling inquiries is to cause the caller to want to see the house. You can't sell over the phone.

If you are running an ad in the paper, make sure you are available to handle inquiries during peak response times, especially evenings and weekends. Always put your phone number on your yard sign, so that drive-by shoppers know how to contact you for showings. If you are running an ad on the internet, respond to email inquiries with an invitation to call for a showing appointment.

Always thank the person for calling about your house. It's a polite and friendly way to start a conversation.

Always trade names with the caller, and ask for their phone number, so that you have a record of who inquired for follow-up.

The caller will usually ask you questions about your house right at the beginning of the call. Always give a direct answer to a direct question. and then to keep the conversation going, ask a probing question of your own.

Example Question: Q: How many bedrooms does your house have? A: We have three bedrooms. How many were you looking for?

Invite questions from the caller by asking, "What can I tell you about the house?

Before agreeing to an appointment for a showing, always ask the caller, "Have you been pre-qualified by a lender in my price range?" This will avoid getting tied up in a contract with a buyer who cannot afford your home.

Before agreeing to a showing, always ask the caller if they have to sell their present home first in order to buy yours. Studies show that 7 out of 10 buyers are really lookers who cannot buy until their home is sold, and their home isn't even on the market yet.

Valuing real estate is a more complicated process than most people think. Zestimates and other AVMS are seen as an easy way to find a price, but they are notoriously inaccurate.

Former Zillow CEO Spencer Rascoff ended up selling his own home for 40% less than the Zestimate on the house, and purchased a home for more than its Zestimate in LA. In an interview, Rascoff said, "It wasn't top of mind. When we were trying to figure out the price for the house that we bought, we relied on the expertise of the real estate agent to help us decide what to pay. The Zestimate, at that point, was less important."

When we have a pricing consultation with a seller, we review the market statistics and the prices on three types of comparable properties.

• We review what properties were for sale in the last 180 days that were unable to sell for their asking price.
• We review what properties were sold for in the last 180 days.
• We review all of the properties that our listing would compete with.

In our analysis, we review the condition of these homes, the size of these homes, the locations of these homes, and the terms of the sale made. On the next page, we have a very simplified checklist of the process you might employ if you don't want a pricing consultation.

IF YOU WANT A FULL STRATEGIC PRICE ANALYSIS, CONTACT ME FOR A DIY ANALYSIS TURN THE PAGE.

• To generate more inquiries, don't put everything about your property in
  the ad. This gives the reader a reason to call and find out more.
• Remember, your objective in handling inquiries is to cause the caller to
  want to see the house. You can't sell over the phone.
• If you are running an ad in the paper, make sure you are available to
  handle inquiries during peak response times, especially evenings and
  weekends. Always put your phone number on your yard sign, so that
  drive-by shoppers know how to contact you for showings. If you are
  running an ad on the internet, respond to email inquiries with an
  invitation to call for a showing appointment.
• Always thank the person for calling about your house. It's a polite and friendly way to start a conversation.
• Always trade names with the caller, and ask for their phone number, so that you have a record of who inquired for follow-up.
• The caller will usually ask you questions about your house right at the beginning of the call. Always give a direct answer to a direct question. and then to keep the conversation going, ask a probing question of your own. Example Question:
  • Q: How many bedrooms does your house have?
  • A: We have three bedrooms. How many were you looking for?
• Invite questions from the caller by asking, "What can I tell you about the house?
• Before agreeing to an appointment for a showing, always ask the caller, "Have you been pre-qualified by a lender in my price range?" This will avoid getting tied up in a contract with a buyer who cannot afford your home.
• Before agreeing to a showing, always ask the caller if they have to sell their present home first in order to buy yours. Studies show that 7 out of 10 buyers are really lookers who cannot buy until their home is sold, and their home isn't even on the market yet.

Valuing real estate is a more complicated process than most people think. Zestimates and other AVMS are seen as an easy way to find a price, but they are notoriously inaccurate.

Former Zillow CEO Spencer Rascoff ended up selling his own home for 40% less than the Zestimate on the house, and purchased a home for more than its Zestimate in LA. In an interview, Rascoff said, "It wasn't top of mind. When we were trying to figure out the price for the house that we bought, we relied on the expertise of the real estate agent to help us decide what to pay. The Zestimate, at that point, was less important."

When we have a pricing consultation with a seller, we review the market statistics and the prices on three types of comparable properties.

• We review what properties were for sale in the last 180 days that were unable to sell for their asking price.
• We review what properties were sold for in the last 180 days.
• We review all of the properties that our listing would compete with.

In our analysis, we review the condition of these homes, the size of these homes, the locations of these homes, and the terms of the sale made. On the next page, we have a very simplified checklist of the process you might employ if you don't want a pricing consultation.

IF YOU WANT A FULL STRATEGIC PRICE ANALYSIS, CONTACT ME FOR A DIY ANALYSIS TURN THE PAGE.

• is the local market ____ RISING, ____ FALLING or ____ STAYING EVEN?
• Is my opinion of value based on actual sales prices? ___ YES ___ NO
• How many homes are you completing against mine right now? ___
• How does mine compare? ___ PLUS ___ MINUS ___ EVEN
• Have any area homes been on the market too long? ___ YES ___ NO If YES, Why? ___ PRICE ___ CONDITION ___ OTHER
• Is my home ___ LARGER or ___ SMALLER than other homes in the area? Are my financial needs influencing my asking price? ___YES ___NO
• Is my original purchase price influencing my asking price? ___ YES ___ NO
• Am I willing to price it right and stand firm? ___ YES ___ NO
• Are the benefits of moving important enough to price my home at market value? ___ YES ___ NO

"Let the Seller Beware"/ "How Not To Get Sued"

• PROPERLY COMPLETE SELLER'S DISCLOSURE
• ESCROW ACCOUNT SET UP
• USE LEGAL PURCHASE/SALE AGREEMENTS
• USE THE SERVICES OF A REPUTABLE TITLE/MORTGAGE CLOSING COMPANY
• MAKE SURE ALL PREVIOUS WORK IS PERMITTED CORRECTLY
• FOLLOW ALL RULES FOR SIGNAGE AND MARKETING
• MAKE CLEAR IN WRITING WHAT IS AND IN NOT INCLUDED. MAKE SURE YOU COMPLY WITH ALL REQUIRED MUNICIPAL & TAX CERTIFICATIONS
• MAINTAIN CONSISTENT/REGULAR COMMUNICATION WITH ALL PARTIES INVOLVED
• AVOID VIOLATIONS OF FAIR HOUSING LAWS IN ACTIONS OR ADVERTISING
• MAKE AN INSPECTION MANDATORY- CAREFULLY REVIEW DEFECTS
• INVEST IN A HOME WARRANTY
• DOCUMENT ALL COMMUNICATION IN WRITING
• HIRE AN ATTORNEY WHO SPECIALIZES IN REAL ESTATE
• KEEP ALL DOCUMENTS POST-CLOSING
• HIRE A PROFESSIONAL REAL ESTATE AGENT

This Home-Buying Analysis is designed to help you save time, money, and energy when purchasing, moving into your next home. Although there is no cost or obligation to you, my hope is that if you, or someone you know, should need the services of a Realtor, that I would be considered. The following checked items will be found in your customized package:

PRE-QUALIFICATION SERVICES

The process usually begins with helping you find the right lender and determining price range, payment options, and timing. This avoids wasted time in the search and section process.

NEEDS AND WANTS QUESTIONS

A series of standard questions designed to clarify what you want in your next home, and why. This will save time and energy in the search, and avoid losing the special home you are looking for by over shopping.

BUY/SELL ANALYSIS

If you have a home to sell before you can buy, the Buy/Sell Analysis will help you determine how to time the sale of your current home and the purchase of your next home. Helps you avoid overpaying for the home you purchase, and being pressured prematurely, and also helps you avoid mistiming the purchase and creating moving date problems.

REAL ESTATE TIMING ANALYSIS

An overview of the time frame normally required to market a home, process and close the sale; and the time frame normally required to search, select, negotiate and close a home purchase. Helps you avoid committing to a purchase prematurely, and also helps you avid mistiming the purchase and creating moving date problems.

LIST OF PROPERTIES IN YOUR INTEREST RANGE

There's no substitute for actually looking at homes and "kicking the tires," but this list will get you started with the selection process; save a lot of time on in the search; and help you avoid mistiming the purchase and creating moving date problems.

ANCILLARY SERVICE REFERRAL CHECKLIST

A list of service providers for people selling and moving into new home, with contact information and customer satisfaction ratings.

SAMPLE FORMS

These sample forms will give you a bird's eye view of the contractual safeguards built into your purchase, including: An Exclusive Agreement; a Deposit receipt; receipt; and a transaction Follow Up Checklist.

PLEASE NOTE: Do not use any of these sample forms without consulting your Realtor or an attorney.

FACT #1

PEOPLE WHO BUY FOR SALE BY OWNER PROPERTIES ARE LOOKING FOR BARGAINS. THEY WANT TO SAVE THE COMMISSION YOU ARE TRYING TO EARN. YOU BOTH CAN'T WIN

FACT #2

8 OUT OF 10 OWNERS WHO START THEIR FSBO JOURNEY END UP LISTING THEIR HOME WITH A BROKER

FACT #3

BETWEEN 2019 AND 2022, 83.4% OF ALL HOME SALES TRANSACTIONS TOOK PLACE ON THE MLS AND SOLD FOR AN AVERAGE OF 13.0% MORE THAN COMPARABLE HOMES SOLD OFF MLS.

PLEASE NOTE: PLEASE CONSULT YOUR ATTORNEY OR REALTOR BEFORE USING ANY OF THESE SAMPLE FORMS

• PURCHASE AGREEMENT
• ESTIMATE OF NET EXCLUSIVE AGENCY
• LISTING AGREEMENT EXCLUSIVE AGENCY
• BUYER'S AGREEMENT BUYER'S DEPOSIT
• RECEIPT SELLER'S PROPERTY DISCLOSURE STATEMENT

Name______________________________________
Address: ___________________________________
Are you pre-qualified? _______ Do you currently own or rent a home? ________
When do you want to be in your new home? _________ Remarks: ________________________________________
Phone Number_____________________________
E-Mail Address_____________________________

Name______________________________________
Address: ___________________________________
Are you pre-qualified? _______ Do you currently own or rent a home? ________
When do you want to be in your new home? _________ Remarks: ________________________________________
Phone Number_____________________________
E-Mail Address_____________________________
Name______________________________________
Address: ___________________________________
Are you pre-qualified? _______ Do you currently own or rent a home? ________
When do you want to be in your new home? _________ Remarks: ________________________________________
Phone Number_____________________________
E-Mail Address_____________________________

Name______________________________________
Address: ___________________________________
Are you pre-qualified? _______ Do you currently own or rent a home? ________
When do you want to be in your new home? _________ Remarks: ________________________________________
Phone Number_____________________________
E-Mail Address_____________________________

Name______________________________________
Address: ___________________________________
Are you pre-qualified? _______ Do you currently own or rent a home? ________
When do you want to be in your new home? _________ Remarks: ________________________________________
Phone Number_____________________________
E-Mail Address_____________________________

Name______________________________________
Address: ___________________________________
Are you pre-qualified? _______ Do you currently own or rent a home? ________
When do you want to be in your new home? _________ Remarks: ________________________________________
Phone Number_____________________________
E-Mail Address_____________________________

Name______________________________________
Address: ___________________________________
Are you pre-qualified? _______ Do you currently own or rent a home? ________
When do you want to be in your new home? _________ Remarks: ________________________________________

FEEL FREE TO CONTACT ANYONE BELOW DIRECTLY TO HELP YOU WITH YOUR SALE. THESE ARE ALL COMPANIES WE HAVE AND CONTINUE TO DO BUSINESS WITH. THEY ARE VETTED AND QUALIFIED.

Lending Capital Group, Inc.

Andrew Klinenko

Office: 866.979.6272

Mobile: 267.475.3300

Email: aklimenko@lcgloans.com

Prime Lending

Cathy Bowen

Office: 866.9.8.3680

Mobile: 215.431.1112

Email: cathy.bowen@primelending.com

Colony Abstract Company, Inc.

Office: 215.364.5845

Fax: 215.355.3372

Email: lender@colonyabstractinc.com

E & E Inspect Eric Mills, Home Inspector

Office: 215.740.1199

Mobile: 215.606.7536 Email:

New Horizons Home Inspections

Bob Feather, Home Inspector

Office: 215.547.9441

Mobile: Email:

Safety Net Inspections

Diane & Patrick Clerkin, Home Inspector

Office: 215.896.1922

Mobile:

Email: