First Things First
Let’s talk about you.
If we’re going to work together, we really should like each other. Real estate often represents your largest financial investment balanced with your personal environment. When you sell a home, you are separating yourself from an asset which is more than just a financial investment. In order to maximize the financial outcome you need to see the home you love in very different terms.
In order for me to effectively help you arrive at the best results, we have to be comfortable with each other. I understand the challenges that come from preparing a house for sale, whether they are financial, practical, or personal, but in each case, the hard choices resulted in noticeable improvement.
I play a key role in getting you to this new reality. My experience, approach, and processes are backed by over 20 years of professional sales and service. I am genuinely interested in the happiness of all my clients, and my goal is always to exceed your expectations.
So let’s start with an honest conversation, and see if I’m right for you.
More than just an army of one
Selling your home is far more involved than just placing a sign on your lawn. It literally pays to choose an agent you can count on and relate to. I was raised in Peterborough but spent the first part of my career working in corporate sales and account development throughout North America before returning to Peterborough to develop my real estate business.
I believe in surrounding myself with people who are good at what they do and that led me to Century 21 United Realty, and it’s why I’m confident in the promises that I make. Together, we’re a team. From top-notch administrative and management support to friendly and courteous reception staff Century 21 United Realty has gained the trust of the Peterborough community by proving their value, dedication, and reliability.
For my clients, that means a smooth overall experience. It means knowing that when I say that something will be done, you can expect it to be done; it means that when you need help or assistance, the support will be there. It means fewer delays in the process, simply because we have people working in our offices who can take on whatever detail or vital step needs to be attended to. Finally, it means knowing that when you have a question that needs to be answered or something that needs to be done, there will be someone here to speak with you, to listen to you, to respond and to do something.
I am proud to work in that kind of professional environment and my clients enjoy the experience it brings.
Selling a house is a team effort, we all have jobs to do
Don’t worry though; part of my job is to make sure you know what you’re supposed to be doing too.
HERE’S WHAT I DO:
- I work with you to figure an accurate market listing price. We’ll base it on a comparative market analysis that focuses on geographical location, the condition of your home, the local competition, and recent comparable sales.
- I closely monitor monthly and historical sold statistics to ensure your list price reflects current market conditions.
- I give your home maximum market exposure through my proven marketing process.
- I search for possible buyers by matching your information with my purchaser files.
- I provide ongoing advice and the benefit of my experience.
- I keep you informed and involved.
Is the key focus of my relationship with my clients. Looking after your interests is my primary goal.
Enables me to anticipate problems, avoid them or be able to handle them quickly and in a professional manner, should they occur.
MY EXPERIENCE & NEGOTIATING SKILLS
Convert prospects into buyers, and make the difference between contracts that work, and contracts that die.
Makes it possible for me to show your home more often and to qualified buyers who are represented by agents who know me. If other agents don’t enjoy working with your agent, their buyers may never see your home.
Like what you’re reading so far? Let’s take a look at my process:
COMMON PRICING OBJECTIONS
Here are some of the things I frequently hear, and my response to them:
ANOTHER AGENT SAID IT WAS WORTH MORE.
My assessment of your home is based on a series of factors that I will happily layout for you and on my experience in working in this field. In real estate, the number is one thing, but the logic used to arrive at it can be something else altogether. Remember, the person who promises you more is not always right.
OUR HOME IS NICER THAN THOSE HOUSES.
Of course, it is. The condition of your house, including recent upgrades and the specifics of its design, is just one of the factors in arriving at its value. Other considerations can make a big difference too, like market conditions and even the time of year that it is listed. Remember, buyers are more interested in their future than what you’ve done with the place, so don’t be offended if what’s “nice” to you is what they’d want to tear out.
PEOPLE ALWAYS OFFER LESS THAN ASKING PRICE.
This is simply not true. If a buyer thinks a home is not likely to sell for the asking price, he may present a low-ball offer. The way I see it, that just means the house was not priced realistically to start with. Remember, pricing is a strategic consideration.
WE CAN ALWAYS COME DOWN ON OUR PRICE.
Again, I would suggest that it’s a bad policy to ask high and settle for less. Rather, you should set the right price for your house and aim to sell it for that or more. It is not unusual for competing offers to drive the sale price up, but for that to happen, buyers need to feel that the initial listing made sense.
WE HAVE TO GET THAT MUCH OUT OF OUR HOME.
As much as I hate to say it, the market will not recognize your feelings as a factor in price. If you want more for your home than the market will allow, people will buy the other houses that are selling for less.
MY NEIGHBOUR WAS ABLE TO GET PRICE.
That’s encouraging, but you have to take a number of factors into account to make a proper comparison. For instance, what are the differences between your house and your neighbour’s? What was happening in the market when your neighbour sold? How did your neighbour market his home? How did he prep and stage it? All of these answers and more will have had an effect on his sale price. Remember, there is a lot you can do to try and meet or surpass your neighbour’s results.
LET’S TRY IT AT OUR PRICE FOR A MONTH OR SO.
People track what goes on in the housing market, so yes, you could ask for the moon then try again for less, but the fact that you have re-listed will become part of the story that buying agents will tell their clients about your house. Remember, the numbers I give you are not arbitrary; they’re based on an assessment of the market and a lot of experience.
THE BUYERS CAN ALWAYS MAKE AN OFFER.
Again, this assumes that you are asking a high price and hoping somebody bites. In my experience, this will reduce the number of people who are likely to make an offer and force you into negotiations based on how much less you’re willing to sell for. This is not a good place to start. I always try to enter negotiations from a position of strength.
WHEN I’M ASSESSING YOUR PROPERTY’S VALUE, HERE ARE A FEW THINGS NEED FROM YOU:
- List your 10 favourite features of your home or the surrounding area.
- 2 keys to your house, and permission to use a lock-box.
- A copy of the property’s survey.
- A copy of the deed/mortgage/lease(s).
- A list of the property’s upgrades, when they were done, and any warranties still in place.
- Any information about any insurance claims.
- A list of inclusions and exclusions.
- A list of existing rental information if there is any.
- The average cost per month of your property’s:
YOU SHOULD KNOW:
- A property is only “worth” what a buyer is willing to pay.
- Accurately priced properties sell faster and for more money.
- Buyers are more inclined to make a full price offer on a home that is listed at a fair market price.
- An overpriced home will have fewer showings, receive lower offers, and take longer to sell.
There’s more to it than “if you list it, they will come.”
The most important thing to remember about working with a real estate agent is to work with your real estate agent. That means we do things together, based on discussion, understanding, and agreement. It means there’s stuff you can expect from me and stuff I should be able to expect from you. Working together, we will build a plan to prepare your house for sale, market it to ensure the highest number of viewings by the right kind of buyers, entertain offers in an orderly and timed manner, negotiate terms that work for you, and ensure the agreement is smoothly brought to conclusion.
Ship shape and ready to sell .
What to fix, what to obscure, and what not to worry about.
You know that list of things about your house that you’ve always just kind of let slide? Buyers will notice them. Do yourself a favour and use this page to make a list, room by room, inside and out, of everything you know about your house that you hope a buyer will not notice. Now go through the list and prioritize what needs to be done, what you can do yourself, and what you’ll have to hire someone to do. Then we’ll talk. I’ll have plenty of advice about what definitely should be taken care of and what might not matter as much. I also have a terrific network of tradespeople who can get the job done quickly, efficiently, and affordably.
The Stageing Stage.
Nice house! Who lives here?
The most important thing to know about staging is that buyers will look at your home with their lives in mind. They don’t see you in the house; they’re trying to imagine themselves there. That’s why it makes sense to stage your home to present the right balance of appeal and neutrality. Some homes need very little in the way of staging while others require a total makeover. This is no reflection on you or how you like to live; it’s about allowing buyers to see themselves in the space that has been your home. So let’s talk about what you need to do to get your “self” out of your house, and to turn it into a product that someone will want to buy.
Let’s make sure the right buyers see your home.
I believe in taking action in order to get the right buyers to your door.
Here’s what you can expect. As needed, I will:
- Work with the you to customize the marketing of your home and suggest changes to optimize presentation.
- Get your place properly measured, and write the listing description for you.
- Arrange for a pre-listing home inspection, if necessary.
- Arrange for a professional photographer to show your house off at its best.
- Arrange for a professional virtual tour to be created.
- Produce full-colour feature sheets for potential buyers.
- Get the Century 21 United “for sale” sign put out front. With C21’s reputation in Peterborough and across the globe, this is a good detail to have in place.
- Ensure the listing is uploaded to realtor.ca for national exposure.
- Post the listing to AndrewMcCrea.ca and goldpost.com, with the virtual tour.
- Place the listing on leading real estate companies of the world for international exposure.
- Advertise new listings in the local Peterborough newspaper in full colour.
- Place a link to the virtual tour on Twitter and Facebook with a description of your property.
- Advertise your listing in my monthly e-newsletter
- Make sure your home is entered into the home feedback system, keeping you up-to-date with the showings and feedback from buyers.
- Arrange an agents’ tour for other C21 agents to preview your home.
- Arrange a public open house for weekends.
- Network with hundreds of other top agents across Peterborough, and share your property listing
- Give you a weekly progress report
- Book any and all appointments through Century 21 United Realty.
Remember there’s more involved than just signing the Listing Agreement. Keep reading to see how I work for you during and after the sale:
Negotiating is as much about setting the terms of an agreement as it is settling on a price. I like to remind my clients that negotiating is not about winning; it’s about agreeing. There is not actually a lot for you to do throughout the negotiating period other than to keep calm and clear. Both are important, as emotions and excitement often run high at this point. You have to stay calm because, as much as possible, emotions should not come into play here. It is up to you to accept the offer, reject it, or make a counter offer. On both sides, decisions have to be made about what will be acceptable or not, and what might be more acceptable instead. Sometimes the differences can create a lot of back-and-forth. In the end, the goal is to reach an agreement that makes both of you happy.
Closing the deal means meeting the terms.
In order for a deal to go through, the people who have made the agreement have to fulfill its terms. In reality, sometimes this does not happen. That’s why it’s important to make sure the deal you negotiate is workable in the first place, but it also requires some diligence after the deal is signed.
Often, sales are conditional on inspections. Some inspectors are better than others. In cases where an inspector is insisting on a change, it pays to have your own expert on hand to check into what he’s saying. Before you accept an offer from a buyer, it is important to know a few details surrounding the sale of their current property. What if theirs doesn’t sell before the closing date on your property? Can they still close on the purchase without the proceeds from their sale? In short, it is important to know where the buyer will be getting the funds to close on the purchase of your property. As well, just because a family has been pre-approved for a mortgage it doesn’t mean that the lender will agree that what they’ve offered lines up with the value of your house. They may send an appraiser to confirm the value.
Nobody likes to move, but getting it right makes it easier.
ONE MONTH BEFORE THE MOVE:
- Start a moving expenses book. Keep receipts for tax purposes. Get written estimates from at least two moving
- Check references. Inquire about additional charges and methods used to compute time.
- Check insurance coverage for furniture storage.
- Get a written commitment from the moving company confirming the date of the move and the time of arrival.
- Contact provincial health insurance authorities with your change of address.
- Contact Bank Branch Manager. Arrange for the transfer of all accounts, personal loans, etc. if required.
- Order cheques with new address.
- Register your change of address with the post office and obtain a supply of change of address cards.
- Resign from any clubs or organizations that are not active in your new community.
- Cancel/change address on newspaper subscriptions.
TWO WEEKS BEFORE THE MOVE:
- Take a good look at what is worth taking and what is not. Have a garage sale.
- Clean out club/school lockers.
- Arrange for the changeover of utilities etc.
Book freight elevator if you are moving in or out of an apartment.
- Make a floor plan of the new house and plan where everything will go. Don’t guess-take measurements.
- Start packing. Number all boxes and keep an inventory list.
ONE WEEKS BEFORE THE MOVE:
- Prepare a list of all items you want to take with you personally.
- Dismantle and/or unfasten anything that requires it.
- Prepare a list of everything else that is left.
- Confirm the booking for the freight elevator.
- Confirm the booking for the moving company.
- Defrost and air dry the deep freezer.
ONE DAY BEFORE THE MOVE:
- Make sure you have gathered together all the keys for the new owners (don’t forget garage, shed keys and postal box keys).
- Pack all of the items that you will take with you personally. Mark them “Do not load. For Car”.
Things not to forget on moving day:
- Lay down plastic sheets to minimize dirt in the house.
- Lead the packers around the house and make sure they understand all of your instructions.
- Do a final check for forgotten items.
- Check inventory for number of boxes – break down room by room.
- Check movers Bill of Landing against your inventory.
- Clearly label and leave all the spare keys, and the code for the security system if you have one, inside the house, unless otherwise arranged.
THE FOLLOWING CHECKLIST WILL SERVE AS A CONVENIENT REMINDER:
- Alumni Association Programs
- Appliance Service Contracts
- Book Clubs
- Catalog Merchants
- Charitable Organizations
- Credit Cards
- Driver’s License
- Frequent Flyers
- Insurance Companies
- Investment Companies
- Lending Institutions
- Magazine Subscriptions
- Post Office
Let’s get started !
I’m looking forward to working with you.
I am an experienced Peterborough real estate agent with over 20 years of sales experience. I am an entrepreneur and a business person and I take this business very seriously.
If you’re looking to buy or sell a home in Peterborough, I’d love to connect for a conversation. You can Book an Appointment by clicking HERE
You can always reach me by email at email@example.com or by phone at my
office at 705-743-4444