A Guide to Selling

I have been a career Real Estate Agent since 2013 serving residential and commercial clients.  The majority of my business comes from repeat clients and referrals.  My goal is to make the selling of your home an exceptional experience for everyone involved.  I want you to feel comfortable and empowered throughout your entire real estate journey.  My objective is to customize a plan specific to your situation and needs. I am your resource and here to help navigate, so please feel free to ask me questions at any time.  I will always have your best interest at heart and with your permission, I will be completely honest when offering my professional expertise.  Our discussions will remain confidential to allow you to be open and honest with me; the more I know and understand, the better I can help.

I am actively involved in my community and serve on several committees for the Greater Hartford Association of REALTORS®.  I am also proud to be a Miracle Agent participant through the partnership RE/MAX has with the Children’s Miracle Network (CMN). From the sale of each home, I make a donation in honor of you to CMN and 100% of this donation goes directly to our local CMN hospital, which is Connecticut Children’s Medical Center in Hartford. This donation will make this home a “Miracle Home” and a Miracle sign rider will be on the sign letting others know we are supporting a great cause.

I look forward to the opportunity to serve you!

Step 1: You will have several meetings with me at your own property

• Initial walk-through to see the home (approximately 15-20 minutes).
• The second meeting is to discuss a specific plan and next steps.
• Fill out disclosures and home history as accurately as possible.
• Listing Agreement and paperwork.

My Role as a Real Estate Agent

What you should expect from me

• Make the process as smooth as possible.
• Stay focused on addressing your needs.
• Advise the best pricing and listing strategy.
• Communicate openly and frequently.
• Respect your time, needs, and finances.
• Represent your best interests.
• Advise preparation of the home for effective staging and showing.
• Confidentiality with information that may affect the sale of the home.
• Treat all parties honestly and fairly.
• Always ensure we keep a win-win relationship.
• Market and promote the home in a professional manner.
• Proactively solicit multiple offers.
• Respond to and resolve all issues in a timely manner.
• Follow up with other agents who show the home.
• Negotiate on your behalf.
• Provide my professional expertise, honesty, and opinions.
• Provide post-closing information and consulting services.
• Assist you with all future real estate needs.
• As your Real Estate Agent, I can’t be dishonest or make final decisions for you.

Hard Truths:

• It’s unacceptable for me to leave your money on the table.
• Homes sell for two reasons: Price and Exposure.
• Pricing is all about justification...Buyer’s, Buyer’s agents, Appraisers.
• Pricing is neighborhood and area-specific.
• Pricing and value can change instantly based on daily market activity…closed sales, new listings, price adjustments, etc.

Your Role as the Seller

What I should expect from you

• Prepare the home for photos and showings.
• Keep home available, presentable, neat, and smelling nice at all times.
• Leave the property 10/15 minutes before a showing appointment and allow up to an hour for the showing.
• Follow the agreed-upon staging plan
  • We will go through the home and ensure it’s ready.

• Complete all repairs as agreed.
• Keep the lawn and exterior of the property ready for showings.
• Keep valuables, firearms, and prescriptions in a safe and secure place.
• Follow target dates per contract.
• Don’t discuss terms with buyers or their agents without me present.
• Don’t call other agents for feedback.
• Fill out the seller’s disclosure forms as accurately as you can.
• Keep all marketing information displayed and inform me if it is running low.
• Market the home to friends and acquaintances.
• Inform me if you will be out of town for more than a day or two.
• Notify me immediately if your needs or expectations change.
• Be brutally honest with me if you feel I am not meeting your expectations.

Step 2: Action steps are provided to get the property ready for the market (think hotel)

• Staging suggestions were provided to help sell the home.
• Deep clean, de-clutter, and get the home ready for photos.
• Provide an extra key for the lock box to allow access to showings.

Clean Up the Clutter

My first suggestion to get the home ready for the market is to de-clutter.  A good way to start is to go through everything you don’t use on a daily basis and create piles labeled, “pack it, unload it, donate it, and junk it.”

• Pack It 
  • Start packing.
  • Use totes and boxes to pack personal items and items you don’t use regularly (seasonal items/clothing/etc.).
  • Label each tote or box for easier access later.
  • Store totes and boxes neatly stacked in the shed, garage, or basement, or consider renting a storage unit or POD.

• Unload It
  • Ask family/friends.
  • Sell or list for free on Facebook Marketplace or free groups.
  • Put it to the curb for someone else to find as a treasure.
  • Ask me if I might know someone in need.

• Donate It
  • For the items you’re donating, a number of charities offer scheduled pick-ups.
  • Drop items at local shelters, donation receptacles, Goodwill, Savers, etc.

• Junk It
  • Certain items need to be recycled or properly disposed of.
  • Dumpster rental.
  • Local dump.
  • Check for bulk pick-up options.
  • Junk removal services.

Step 3: Photographer appointment

• I will hire a photographer.
• We will communicate with you to set up a time to take the photos.

Prep for Photos and Showings

How the home looks inside and out is very important because it will allow potential buyers to visualize themselves there.  I work with a professional photographer who will take photos of the home.  The photographs are a vitally important step because they are the first thing potential buyers see.  The online presence of the home is everything and will help the buyer decide whether to schedule a showing or not. Please review the following tips about preparing the home for photos and showings.  Ask me about home staging options.

Please make sure the home is ready when the photographer arrives

Step 4: Listing Day

• A RE/MAX sign will be installed in the front yard.
• The listing goes live in the Multiple Listing Search portal (MLS), this is an online, live, up-to-date portal that is only accessible to real estate agents. Agents will provide their clients with access to the portal and customize it so they receive updates on applicable properties.
• Make sure the home is clean and ready.
• Showings will be arranged.
• I will present any feedback to you on a weekly basis.

Inspections

• Please treat the inspection as if it were a showing. It is customary that the seller not be present during the inspection, or engage in conversation with the inspectors, buyers, or buyer’s agent that come onto the property. This is the Buyer’s opportunity to do their due diligence by hiring a licensed home inspector to review the house objectively.

• Buyers, buyer’s agents, and inspectors access the property for inspections at their own expense.  Inspections can take up to 4 hours. Access is required to all areas of the home inside and out including the attic, basement, crawl spaces, garage, shed, and all outbuildings, etc.
• In addition to the home inspection, other possible inspections could include foundation, mold, wood-destroying insects, asbestos, radon, well, septic, etc.

Step 5: Offers

• I will present and review all offers with you.
• Accepting an offer is very situational based on price, terms, and conditions.
• We will work together to decide the strengths and weaknesses of each offer, and I will provide you with my recommendations.
• Ultimately it is your choice.

Interiors

Make the home look like a hotel

• Rooms should be deep cleaned and organized.
• Remove everything from countertops, tables, desks, end tables, nightstands, and flat surfaces (soaps, knick-knacks, minimize on all surfaces).
• Replace all non-working light bulbs and make sure they match within fixtures.
• Remove all personal photos and items.
• Secure all firearms, jewelry, valuables, medications etc.
• Put away toys, magazines, and any other clutter that is visible.
• Deep clean kitchen counters, sink, and all appliances.
• Clear appliances of magnets and clutter (including hand towels, spices, etc.).
• Deep clean all bathrooms, tubs, showers, and sinks.
• Put away tissues, soap, shampoo, conditioner, etc.
• Aim for neutral paint colors wherever possible.
• Wipe down all walls and baseboards, and touch up any paint where needed.
• Clean and wipe down all ceiling fans and light fixtures.
• Wash all windows and wipe down all windowsills.
• Dust and remove any cobwebs, dust bunnies, etc.
• Remove unnecessary furniture and items.
• Make all of the beds.
• Declutter and tidy all closets and cabinets; small items in bins/baskets; less to see.
• Straighten and fluff couch cushions and decorative pillows.
• Put away all your shoes and jackets.
• Remove all pet items.
• Turn on all lights in the house.
• Turn off all ceiling fans, TVs, and computers.
• Wash and open all blinds and curtains.

Exteriors

• Tidy up the yard and landscaping
• Remove dead plants, weeds, branches, debris, etc. 
• Store garden and other outdoor maintenance items
• Store toys, bikes, miscellaneous items
• Open patio umbrellas and arrange outdoor furniture
• Sweep porches and decks
• Add fresh mulch where applicable
• Add fresh seasonal potted flowers 
• Add a new bright doormat in the exterior entryway 
• Mow lawn
• Rake leaves
• Plow and shovel driveways, walkways, decks, patios, etc.
• Remove cars from the driveway
• Hide garbage and recycling cans
• Power wash

Showings

Once the home is an active listing, showings can be scheduled.  An electronic lock box will be placed on or near the entry door to make the home accessible for showings and keep an electronic record of everyone entering. The lock box will remain in place until closing to accommodate access for walk-throughs, inspections, etc.  We will discuss how, or if, you wish to be notified of showing appointment requests.  If elected, you will receive text messages to show appointment requests and confirm them directly.  In some cases, you may have a 24-hour notice, in other cases, perhaps only an hour. Our system allows showings to be scheduled from 9 a.m. to 9 p.m. Once the home is on the market, please do your best to allow all showing requests, especially in the beginning.  If you absolutely cannot accommodate a showing, do not decline it - please contact me first.  Remember, the first few days that your home is on the market will be the busiest time. You may have many showings, some potentially at the last minute. During the scheduled time, the potential buyers and their agents will tour the home.  I will not be present during the showing appointments.  Everyone, including pets, will need to be off the property during the showings.  Following the showings, I will typically review any feedback with you on a weekly basis.

• Rooms should always look neat, clean, and organized (think hotel).
• Secure any firearms, jewelry, valuables, medications, etc.
• Put all dishes away.
• Wipe down countertops, appliances, and sinks.
• Wipe down bathrooms and mirrors.
• Open all blinds and curtains.
• Turn on all lights.
• Leave 10/15 minutes before the showing appointment time.
• Allow up to 1 hour for the showing appointment.
• Limit cooking odors.
• Avoid the use of strong air fresheners prior to showings.
• Address any unpleasant or overwhelming odors immediately.
• Keep the home at a comfortable temperature.

Step 6: Contract

• Once we come to terms on an offer, we sign and go “under contract”.
• Inspections
  • Buyers, buyer’s agents, and inspectors access the property for inspections at their expense. Inspections can take up to 4 hours. 
  • Buyers may have repair requests.

Seller's Dos and Don'ts

• DO Clear Out & Clean Up
  • You want house-hunters to imagine the house as their own, so clear out the clutter. Remove excess home décor, pack up the collectibles, put away the kids’ toys, and eliminate pet evidence. You’ll also want to clean everything, from the baseboards to the ceilings and every spot in between. In addition, keep the house at a comfortable room temperature. 

• DO Update & Upkeep
  • Impress house hunters with simple yet visually appealing updates. Inside, consider swapping out old light fixtures, painting dark walls lighter, and replacing dingy carpets. Outside, keep up with the yard work: trim bushes and trees, keep the grass cut or the driveway shoveled, and plant flowers or add greenery for a flattering first impression. 

• DO Organize & Categorize
  • Everything has a place. Arrange furnishings to complement the size, traffic flow, and natural light of the room. If you’re not sure, consult me. You’ll also want to organize all the homes’ paperwork: inspection reports, property disclosures, appliance manuals, etc. Store them in an easy-to-access binder for quick reference. 

• DO Respect & Respond
  • You may be partial to the home, but not everyone will be. Respect professionals’ (appraiser, inspector, stager, etc.) opinions on what changes can be made to make the home appeal to more people. Don’t be offended by a low offer; respond to the buyer and let them know the offer was too low but that you are serious about accepting a better one.

• DON’T Fall Behind
  • Selling a house is hard work; stay vigilant and up-to-date on your responsibilities. Once you find a buyer, don’t fall behind on bills; keep paying the mortgage and utility bills on time so you don’t have extra costs to cover at closing. We don’t want your closing jeopardized because of a financial situation. 

• DON’T Get Ahead
  • -It can take time to sell a house. Don’t enter into negotiations with buyers who aren’t pre-approved for a home loan. Don’t price the home excessively. Listen to your agent and price it aggressively. Pricing it too high can keep it on the market and make it appear unattractive, flawed, or stale. 

• DON’T Hide or Hover
  • The house needs to be available, but you do not. Don’t make the house unavailable for showings by requesting a day’s notice or not answering the requests. The home needs to be ready when buyers are. Don’t hover around during showings. Buyers like their space and may feel awkward or uncomfortable sharing their thoughts with you present or nearby. 

• DON’T Do it All or Leave it All
  • Working with a real estate agent can be invaluable. Don’t try to do it all when you can hire a Real Estate Agent with the experience and expertise to do it for you. However, when you hire a real estate agent, it’s not all up to them. You’ll have a number of personal responsibilities to manage to help make the home-selling experience successful.

Step 7: Financing

• A cash buyer may want to do an appraisal of the property (to verify home value).
• A buyer financing the property will be required to have a third-party appraisal done on behalf of the lender. 
• The buyer continues to work with the lender to get final approval to purchase the property.

Seller's Closing Costs

At the closing, you will have a number of closing costs. In most circumstances, these costs will be deducted by your attorney from the proceeds of the sale of the home. Below is a list of the most common closing costs in Connecticut.

Prior to the closing, your attorney is required to provide you with a list of all closing costs. If he or she does not, ask for it.

State Real Estate Conveyance Tax

Houses selling for $800,000 or less:

0.75% of the sales price

Houses selling for over $800,000:

$6,000 plus 1.25% of the sales price over $800,000

Municipal Real Estate Conveyance Tax

0.25% of the sales price in all Municipalities except those listed below.

0.50% of the sales price in the following Municipalities:

Bloomfield, Bridgeport, Bristol, East Hartford, Groton, Hamden, Hartford, Meriden, Middletown, New Britain, New Haven, New London, Norwalk, Norwich, Southington, Stamford, Waterbury and Windham

Attorney Fees

Brokerage Fee 

Dispersed 4 ways: seller agency and agent, buyer agency and agent

Municipal Recording Fees

Potential Additional Expenses:

Septic Pumping

Pool Opening/Closing

Inspection Repairs

$250 credit in lieu of Affidavit Concerning Smoke & Carbon Monoxide Detectors 

Resale Package (if HOA)

Prorated to the closing date (Attorney’s office provides on Closing Disclosure)

Taxes

Oil/Propane

Sewer & Water

HOA Fees

Step 8: Closing

• Remove all belongings from the property prior to closing day.
• Buyers and their agents do a walk-through inspection prior to closing.
• Once all the expectations have been met, we make the monetary transaction, sign all papers, and the house becomes the property of the buyer.

Seller's Closing Checklist

• The buyer’s side schedules the closing date & time.  Sellers will often pre-sign all closing documents ahead of the closing with their respective attorneys.
• Leave all utilities active and homeowners’ insurance effective until after the closing date is completed.
• Change your address with the United States Postal Service, the Department of Motor Vehicles, and all pertinent companies.
• Remove items from the property that are not included on the “Property Inclusions/Exclusions Rider” or previously agreed upon.
• Do not dispose of materials that are specific to the property.  It is usually okay to leave extra materials such as siding, roof material, screens, insulation, molding, tile, flooring, etc.  Leave these items in an appropriate location (basement, garage, shed, etc.).
• Don’t leave overflowing trash cans, or discard items at the curb.
• Do a deep clean home from top to bottom
• Clean all appliances (inside and out).
• Vacuum and wipe down all cabinets and drawers (inside and out).
• Dust/wipe down all surfaces and remove any cobwebs.
• Sweep and vacuum all rooms and closets.
• Remove debris and sweep the basement, garage, sheds, etc.
• Cut the lawn.
• Remove the leaves.
• Remove any snow.

• Place all keys and any remotes (fans, air conditioners, garage doors, fireplace, etc.) in a central location like the kitchen counter.
• Place all instruction manuals, warranty information, and service history records/documents for anything remaining in or pertaining to the home in a central location like the kitchen counter.
• “Closing Time” form to be left at the home.
• The key in the lockbox will be the only access to the home and will be given to buyers to access the home once closing is complete.