Home Seller's Guide

ByCARMEN VILARReal Estate Agent

Art Science • Art: visualizing and setting the stage.Marketing Negotiation • Science: determining price. Comparative Market Value • Marketing: exposing the product to the potential buyer. • Negotiation: obtaining the highest possible value while mutually beneficial to the parties.RECIPE FOR SELLING A HOUSE? Home Seller's Guide © Carmen Vilar

POSITIVES Selling a home can be a very NEGATIVES moving emotional situation. If you • New Home had lived in a home for a long time, • Leaving behind a lot • New Possibilities every corner is full of memories. of memories • Advance in your You need to detach emotionally and keep in mind your new • Giving value to your career objectives to move out. This memories and • Moving closer to detachment will help you to see the property from a different expecting the buyer family perspective, which will be related to will pay them • Moving to a the people that will be looking to dreamed location buy your house; and, more business- • Hard-time detaching • Excitement like minded, so you can prepare the• Financial Freedom house and understand that there is a “right” price to sell according to the market.DECIDING TO SELL CAN BE STRESSFUL Home Seller's Guide © Carmen Vilar

Deciding to sell Preparing to sell Determining the Planning how to sell Right PriceEstimating Net ShowingsProceeds Moving out Going On MarketMarketing and Sale andAdvertising negotiationUnder contract ClosingSELLING CHECKLIST Home Seller's Guide © Carmen Vilar

Moving out of town for work/personal reasonsThe house is too expensive to keep upThe house is too big (empty nest syndrome)The house requires too much work (physically and/or financially)The neighborhood has changedMoving to a bigger homeReceived inheritance/won the lottoDECIDING TO SELL Home Seller's Guide © Carmen Vilar

Very rarely will recommend to remodel for selling. First, it will take time and it will cost money. If you have remodeled italready, it will add value, but more than anything it will attract more buyers. (You can give a credit or incentive to thebuyer for repairing/remodeling.) It is recommended you paint if it is needed Steam-clean carpets to remove smells if you are smoker or own pet/s. Pressure clean deck/patio and/or outside walls. - Curb Appeal Clean and unclutter the property as much as possibleSet the STAGE if neededPREPARING TO SELL Home Seller's Guide © Carmen Vilar

 Florida law provides that, with some exceptions, you (as a home seller) must disclose any facts or conditions about your property that have a substantial impact on its value or desirability, and that others cannot easily see for themselves (This comes from the court case of Johnson v. Davis, 480 So.2d 625 (Fla. 1985)). If you sell a Florida property, and the buyer later claims in court to have discovered a defect that you did not properly disclose, that buyer must be able to demonstrate that:  You knew about the property defect.  The defect has a substantial impact on the value of the property.  The buyer did not, upon purchase, know about the defect.  The defect would not have been easy for the buyer to detect.  You did not tell the buyer about the defect Other disclosures: Lead Base Paint for houses built before 1986, Asbestos Hazard, Radon Hazard, Property Tax.DISCLOSURES Home Seller's Guide © Carmen Vilar

No permits • If you have built an addition or performed work withoutOpen Permits permits, it needs to be disclosed. You can avoid problems by going to the city and solving this issue No permits • If you opened permits for any work/construction, you need to close them. They will show in the lien search and create a problem during the closing • If you were caught doing work without permits, that will be an issue in the lien search, so solve it.Recommendation • Complete the job and get City’s Final approval and/or solve these items before putting your house in the market.OPEN PERMITS Home Seller's Guide ©UNPERMITTED CONSTRUCTION Carmen Vilar

DETERMINING THE RIGHT PRICE Home Seller's Guide © Carmen Vilar

THE RISK OF OVERPRICING Home Seller's Guide © Carmen Vilar

Your Net Proceeds are determined by Selling Price deducting from the selling price all the costs associated with selling the home. Pay off Mortgage/s and/or Credit lines (*)You should check with you accountant or tax Estimated closing costs professional if you will have to pay Capital Gains. Estimated Taxes (*) For more information: Recording Fees http://www.investopedia.com/ask/answers/06/ capitalgainhomesale.asp Real Estate CommissionESTIMATING NET PROCEEDS Fixing and Preparation Costs Home Seller's Guide © Moving Costs Carmen Vilar NET PROCEEDS

 First, what fits your time, schedule, need, and desire. The market fluctuates, but there are always buyers and sellers. Statistics have shown that Spring is the most active time for Real Estate. Winter is the second busiest season, followed by Summer and Fall.DETERMINE WHEN TO SELL Home Seller's Guide © Carmen Vilar

What Tasks Are Involved in Selling a Home?The closer you look, the more little tasks are revealed as crucial in preparing,marketing, and successfully selling your home. The most important tasks that a realestate agent will normally perform for you include: evaluating the local market and comparable home values suggesting an appropriate listing price advising you on how best to present your home, including providing referrals to painters, repair persons, and more helping coordinate preparation of disclosure and other needed forms and documents creating advertising materials and arranging for photographs - interior and exterior, (done by a professional if the seller so desires. Otherwise, the agent will take pictures)THE TASKS OF YOUR REAL ESTATE AGENT Home Seller's Guide © Carmen Vilar

 placing ads on the Multiple Listing Service (MLS) and in other media, and sending out postcards to potentially interested buyers on the agent's mailing list arranging for individual visits to the property -- if you're no longer living there, most likely by providing a lockbox for use by other realtors, and meeting with individuals who don't yet have their own agent answering questions and providing documents such as disclosure statements to potentially interested buyers and their agents home staging holding one or more open houses, possibly including weekday open houses for other real estate brokers to visit and weekend open houses for the public (which itself involves many tasks, such as arranging for and putting out signs in advance, and providing food for the broker's open houses, as is traditional in some areas)THE TASKS OF YOUR REAL ESTATE AGENT -2 Home Seller's Guide © Carmen Vilar

 receiving offers to buy your house, whether via email/mail or in person if other agents wish to formally present their offers helping you evaluate the strength of each offer and strategize on issues like whether to accept or reject an offer outright or make a counteroffer, and whether to also look for or arrange a backup offer. negotiate with the buyer's agent until the purchase contract is complete coordinate with the buyer's agent throughout the escrow period, helping to make the house available for inspections and appraisals and make sure you're doing your part to close the deal help you strategize over requests made while in escrow, such as for a reduction in purchase price due to repair issues revealed in the inspection, and negotiating such issues with the buyer's agent, andTHE TASKS OF A REAL ESTATE AGENT - 3 Home Seller's Guide © Carmen Vilar

 attend the closing. Sound like a lot? Indeed, it can be a full-time, nights and weekends job in the days and weeks while your house is on the market. And, as any agent will tell you, it's not all glamorous. Some have been known to get out a mop and give a house a last scrubbing before the open house (but don't count on this!) or drag their own furniture over if it will make the house look better.P.S.:And, if you have any question about the agents work, read the testimony of Pat Vredvoodg-Combs when she testifiedbefore the House of Financial Services Committee on Housing to blunt government complaints about industry pricing./http://ohiorealtors.org/consumers/184-tasks-agents-do-for-youTASKS OF A REAL ESTATE AGENT Home Seller's Guide © Carmen Vilar

FSBOs accounted for 8% of home sales in 2014. The  Most difficult tasks for FSBO sellers:typical FSBO home sold for $210,000 compared to  Understanding and performing paperwork: 12%$249,000 for agent-assisted home sales.  Getting the right price: 6%  Preparing/fixing up home for sale: 6%FSBO methods used to market home:  Selling within the planned length of time: 18%  Having enough time to devote to all aspects of  Yard sign: 42%  Friends, relatives, or neighbors: 32% the sale: 6%  Online classified advertisements: 14%  Open house: 14% Source: 2015 National Association of REALTORS®  For-sale-by-owner websites: 15% Profile of Home Buyers and Sellers  Social networking websites (e.g. Facebook, Twitter, etc.): 15%  Print newspaper advertisement: 3%  Direct mail (flyers, postcards, etc.): 3%  Video: 2%  Other: 1%  None: Did not actively market home: 25%FOR SALE BY OWNER (FSBO) STATISTICS Home Seller's Guide © Carmen Vilar

Your listing will be featured in the Home Seller's Guide ©Multiple Listing Service, thru Carmen Vilarwhich it will be posted in morethen 500 sites (see clip).It is also posted in my Website.I mail postcards and marketingmaterials to our list of clients andto a selected list of prospects.It is also posted in Social Media,Facebook, Tweeter, YouTube,Instagram, LinkedIn, etc.A yard sign and Open Houses, ifseller allows.GOING ON MARKETADVERTISING

Home Seller's Guide ©Carmen Vilar

SHOWINGS OPEN HOUSES Have your pet in a cage  Plan for your family to be out of the Be ready to answer questions house a few hours Have the house, clean and ready  Plan for your pet to be away for a few hours  Advise your neighbors, the street parking might get busy  Add the final touches to the property  Have the house clean and ready to show.SHOWINGS AND OPEN HOUSES Home Seller's Guide © Carmen Vilar

Your agent will present you all offers. This is the most complex time in the salesprocess.If you receive one or more offers, you need to evaluate your offers.You should look the following factors:- Price- Terms (closing time, mortgage contingency and its time, inspections, etc.)- Is the buyer requesting closing cost assistance?- Is the buyer requesting repairs or credit for repairs?- You can either accept, decline or counter the offer. Keep in mind, if you have more offers, or the waiting time for more offers, what can happen if you don’t get another offer?- Your agent can help figure out this things, but be prepared to, sooner or later, compromise on some aspects of your home sale.SALE AND NEGOTIATION Home Seller's Guide © Carmen Vilar

UNDER CONTRACT MOVING OUT Once you are under contract, there is a  Leave the property clean sign of relief. In reality, the closing process is just starting and can be bumpy.  Remove any debris You still need to cooperate making your  Make sure the appliances are working home available for inspections, termite inspections, appraisals, etc.  Fix minor things that make the home look ready. If the appraisal comes within the price, the inspection are passed, the lien search  Make sure to provide all keys, remotes for does not bring up any other issues with garage openers, parking etc. liens or permits, and if the title is free and clear, you should have a smooth closing.  Leave a note to the new owner with any information that will be of assistance: cable co, phone co, utilities, etc.UNDER CONTRACTMOVING OUT Home Seller's Guide © Carmen Vilar

CLOSING Home Seller's Guide © Carmen Vilar

CARMEN VILARREAL ESTATE AGENT Email 1: [email protected] Email2: [email protected] Cel: 954-821-5181 Website: www.realestate-in-southflorida.com Facebook: https://www.facebook.com/Real-Estate- In-South-Florida-247936535585248/ Home Seller's Guide © Carmen Vilar

Carmen is an experienced real estate agent. She has 10 years ofexperience and has worked extensively with investors in Miami-Dade and Broward Counties. This exposure to the investors markethas given her an edge to find good deals and negotiate them.She has also managed, rented, and sold properties for investors asneeded.Prior to becoming a full time realtor, she was a business owner andBusiness Intermediary. It was for the latest, that she published abook “Selling Your Small Business – A Handbook” (available atAmazon) to assist her clients.Carmen is professional, diligent, dedicated, skilled and willing tohelp her clients:- as a buyer’s agent, she finds the property that best matches their needs and desires, and the best deals.- as a seller’s agent, she finds the right buyers through her marketing campaigns and list of clients.ABOUT ME Home Seller's Guide © Carmen Vilar