99 step system - amazon s3€¦ · hvac, siding, windows, lot (yard), landscaping and curb appeal...

STEP SYSTEMto get your home sold fast and for top dollar

99

843-864-3777 | AlanDonald.com

Steps 1–8: Behind the scenes look at what we do to prepare for your listing consultation.

Steps 9–23: What to expect during our listing consultation.

Steps 24–31: Preparation — getting ready to go on the market.

Steps 32–62: Ready, set go! Your home is on the market and live on MLS.

Steps 63–99: The fun begins — negotiation, due diligence, repairs and closing.

Experience the “Wow” factor with The Alan Donald 99-Step System

to get your home sold fast and for top dollar


1. Tax records – legal owners, square footage, annual tax bills, county.

2. Legal description. Lot/Block, TMS number.

3. Ownership, sales history and mortgage history.

4. School district.

5. Flood zone.

6. Past MLS listings.

7. “Big Picture” market dynamics & statistics (Monthly Sales, Months of Inventory, Average Sold/Original List Price, Average Days on Market, etc.), research homes that have recently gone under contract for sale in your area. • For the Charleston Area• For your MLS Area• For your neighborhood

8. Comparable Market Analysis (CMA).• “Active” - current competition. Homes

currently on the market in similar location/price point. These are homes that most buyers will be comparing yours to.

• “Active Contingent” (under contract) – these are similar homes that were successful attracting an offer.

• “Sold” - homes that recently closed, this provides the current “reality check” for buyer and appraisal.

• “Expired & Cancelled” - homes that did not sell and either expired on MLS or were taken off the market.

• Analyze all comparable properties, their features, their marketing and why some sold quickly and other did not.

• Analyze prices per square foot of competition and online value estimates.

• Call agents (if needed) to discuss questionable sales prices.

What we do to prepare for your listing consultation


9. The HOUSE “TOUR” - in order to get familiar with your home, we’ll need to walk through your home inside and out. We prefer to do this on our own, so we can look at the home from a buyer’s perspective without any narrative, and provide valuable feedback. • The “Inside Tour” - look at layout & floor plan,

rooms, condition, staging, upgrades, features, etc.• The “Exterior Tour” - look at roof, gutters,

HVAC, siding, windows, lot (yard), landscaping and CURB APPEAL

10. PROVIDE RECOMMENDATIONS for repairs, enhancements or staging that can help you maximize your selling price and reduce your time on the market.

11. Discuss REAL ESTATE AGENCY in SC – this step is required by law and we need to go over your Consumer Rights, Sub-Agency, Dual Agency and Designated Agency.

12. Perform detailed NEEDS ANALYSIS to include your reasons for moving/selling, your ideal timing, immediate concerns, etc.

13. MARKET CONDITIONS – we’ll give you an overview of current market conditions at national, regional and local levels, including your neighborhood.

14. CMA (Comparable Market Analysis) – we’ll review the competition, homes that are Active, Under Contract, Sold and Expired/Cancelled.

15. FINDING BUYERS – discuss how buyers are finding homes, what features are most (and least) appealing. We will explain how this relates to our Marketing Plan to get your home sold.

16. STRATEGIC PRICING – discuss the concept of price “bracketing” and work cooperatively with you to determine the best pricing strategy to ensure your home has MAXIMUM EXPOSURE and a quicker sale.

17. ESTIMATED NET PROCEEDS – Prepare an estimate of all closing costs and what you will receive or owe when the property closes. Including deed stamps, attorney fees, prorated taxes/HOA fees and commissions.

What to expect during our listing consultation

(ideally with ALL the property owners together)


18. INFORMATION GATHERING – to help us prepare listing and marketing materials, we will ask for as much information as we can gather from you, including: Your favorite features & benefits of the home, property survey, elevation certificate, copies of flood insurance policy, termite bond, floor plans, energy bills, utility contact numbers, mortgage statements, property deed, tax bill, appraisal, HOA bill & contact information, etc. If the property is leased, we’ll need a copy of the lease, verify rents, deposits, contact information and signed consent from tenants about how showings will be handled.

19. SELLER DISCLOSURES – South Carolina requires property owners to fill out a Seller Condition Disclosure Statement, an Addendum relating to HOA/community information and a Lead Based Paint Addendum if the home was built prior to 1978. We will explain how you need to complete these disclosures to help avoid potential setbacks.

20. LISTING AGREEMENT – Review and explain all the clauses of the Listing Agreement and Addenda.

21. SHOWING INSTRUCTIONS – obtain and verify accurate methods for contacting you, and agree on showing instructions, blocked times and restrictions.

22. KEYS/FOBS – obtain two sets of keys/FOBS from you and agree on access methods (lock box).

23. YOUR PURCHASE PLANS – discuss your purchase plans and how The Alan Donald Team team can help you with your next purchase (local, new construction, investment or relocation).


24. REPAIRS/ MAINTENANCE – determine what deferred maintenance, cosmetic and landscaping projects will be done before placing home on the market.

25. STAGING CONSULTATION – we will ask our professional staging consultant to come and give you a FREE consultation to discuss constructive changes you can do to make your home more appealing to a wider variety of buyers. These suggested changes will help your home “shine” and will get you quicker results and a higher price.

26. PRE-MARKETING – we need to “create market excitement” for your home so we can hit the ground running. This includes:• A “COMING SOON” professionally looking

yard sign, to build excitement and anticipation from your neighbors and drive-bys.

• A posting in our Keller Williams CMS which reaches our 300+ agents who may be looking for a home just like yours for their buyer clients.

• “COMING SOON” postings (generic) on social media (Facebook).

27. SHOWING GUIDELINES – provide you with practical advice to help have your home prepared for showings (lighting, music, etc.).

28. PROFESSIONAL PICTURES – determine the best and most flattering pictures/time of the day. Take high quality, professional pictures of the interior and exterior of your home, plus your neighborhood amenities to use on MLS, Internet and printed materials.

29. PROPERTY WEBSITE – create a standalone property website.

30. VISUAL TOUR/3D TOUR. Create a visual tour or a 3D virtual tour of the property and upload it to YouTube (if not hosted).

31. Order a HOME WARRANTY (if you choose to) to protect your home during the listing period and to protect the buyer during the first 12 months after the sale. This also helps insulate you from potential issues after closing, and helps reassure buyers of the quality of your home.

Getting ready to go on the market


32. ENTER PROPERTY DATA into Charleston-Trident Multiple Listing Service (MLS). Include full description with keywords, benefits and features of your home. Include showing instructions, geolocation and supporting documents (Seller Disclosures, Lead Based Paint Addendum, Property Survey, Elevation Certificate, etc.).

33. UPLOAD PICTURES, organize them strategically and write individual remarks.

34. SEND DRAFT MLS LISTING for you to proofread for accuracy and request any changes.

35. Submit your home to MLS – go live!

36. Remove “COMING SOON” rider and replace with 1-800 CALL CAPTURE sign rider and an “OPEN HOUSE EVERY DAY” sign to attract buyers (when allowed).

Ready, set, go! Your home is on the market and live on MLS

37. Set up SHOWING INSTRUCTIONS on the KELLER WILLIAMS APPOINTMENT CENTER.

38. SEND “REVERSE PROSPECTING” email to alert agents who have registered buyers on MLS looking for similar homes.

39. Add property to our team’s ACTIVE LISTINGS board.

40. Add Property on EVERNOTE and provide you with link so you have access to a copy of the Listing Agreement.

41. Send EMAIL to all our REGISTERED BUYERS on our websites looking for a home in your area.

42. Present your home at our office’s WEEKLY TEAM MEETING.

43. Schedule, staff and do OPEN HOUSES.

44. Create 1-800 CALL CAPTURE message so buyers will call for information and their number is texted to our Buyer’s Agent to follow up immediately.

45. Upload information to KWLS – to submit to “ListHub” network including ZILLOW, TRULIA, REALTOR.COM and many others.


46. Enhance the listings and input Open Houses on ZILLOW, TRULIA and REALTOR.COM.

47. Place Craigslist and Backpage Ads.

48. Write BLOG POSTS about your home on BUYHOMESINCHARLESTON.COM and ACTIVERAIN.COM.

49. Post your home on TWITTER, LINKEDIN, INSTAGRAM, YOUTUBE and PINTEREST.

50. Prepare property FLYER to be placed inside home for buyers to take with them.

51. Schedule FACEBOOK posts and Boost Ads.

52. PROSPECT FOR BUYERS ON THE PHONE 2 hours a day, 4 days a week – call current buyer leads, neighbors and Internet prospects looking to buy a home in the area to offer your home to them.

53. Convey all PRICE CHANGES to the MLS and to all real estate websites and agents with prospects on MLS. (* see STRATEGIC PRICING OPTIONS)

54. Place regular BI-WEEKLY calls and emails to you to discuss all showings, marketing, pricing and updates on competition.

55. Inform you of any NEW MARKET ACTIVITY that directly affects the marketing of your home.

56. Discuss SHOWING AGENT FEEDBACK to determine if any changes would accelerate the sale.

57. Notify you of any OFFERS or potential offers.

58. Discuss marketing ideas with “Mastermind” group of top Realtors.

59. Provide links and copies of ads to you via EVERNOTE.

60. Use other marketing techniques such as FREE REPORTS and/or financing options to maximize chances of buyers calling in and discussing your home with us.

61. PERSISTENT FOLLOW UP with agents who have shown your home to request buyer feedback and answer any questions they may have.

62. Make sure that only PRE-APPROVED buyers submit offers to avoid negotiating with unqualified buyers. Discuss qualifications, motivation and ideal timing for buyers with BUYER’S AGENT to be able to negotiate more effectively.


63. Receive, review, summarize and present to you all offers received.

64. Advise you on how to handle MULTIPLE OFFER SITUATIONS effectively and ethically.

65. Contact Buyers’ Agent to review Buyers’ qualifications and discuss offer.

66. Obtain lender pre-approval letter and copy of earnest money check for each offer.

67. Prepare an “estimated net sheet” for each offer.

68. Provide information and advice to you, explaining merits and weaknesses of each offer.

69. Help negotiate highest price and best terms for you and your situation.

70. Prepare and convey to Buyers’ Agent any counteroffer, acceptance or amendments.

71. When all parties have agreed terms and signed all documents, deliver signed contract to Buyer’s Agent to RATIFY the contract.

Negotiation, due diligence and closing

72. Email or deliver copies of ratified contract to YOU, as well as to BUYERS’ AGENT, LENDER & CLOSING ATTORNEY.

73. Verify that earnest money is deposited in ESCROW ACCOUNT and verified by escrow agent.

74. Check for CONTRACT DEADLINES and TASK TIMELINES for both BUYERS and SELLERS.

75. Change MLS Status to “Active Contingent”.

76. Contact lender on a weekly basis to ensure LOAN application, processing and underwriting are on track.

77. Advise you on all CONTINGENCIES and the removal of those contingencies as they occur.

78. Assist Buyers in finding and obtaining financing, if initial lender has any issues.

79. Provide Buyers’ Agent with Survey, Elevation Certificate, Termite Bond and Home Warranty information.

80. Help schedule HOME INSPECTION and TERMITE INSPECTION.

81. Review any REPAIR REQUESTS and HOME INSPECTION REPORTS sent by Buyers.

82. Assist you in getting service contractors to provide QUOTES for repairs and perform any necessary repairs.

83. Assist and provide advice on REPAIR NEGOTIATIONS.


84. Monitor ordering and scheduling of the APPRAISAL. Provide comparable sales used in market pricing to Appraiser, if necessary.

85. Follow up to make sure APPRAISED VALUE matches or exceeds the negotiated price. If not, assist you in evaluating options and negotiating a resolution with the Buyers to move forward.

86. Assist Buyers in search of Homeowners and or Flood Insurance options, if needed.

87. Coordinate closing dates and times with Buyers’ Agent, Lender and Closing Attorney. Notify all parties.

88. Ensure all parties fill out all forms and information required by all the stakeholders.

89. Assist parties in resolution of any title issues (boundary disputes, easements, encroachments, etc.)

90. Coordinate Buyers’ Final Walk-Through.

91. Request copy of all closing documents from closing attorney.

92. Review CLOSING STATEMENT and verify financial closing figures for transaction.

93. Attend your closing.

94. Arrange cleaning, possession and transfer of home (keys, FOBs, Garage Door Openers, etc) to new owners. Educate new owners as to utility transfer, garbage days, recycling, etc.

95. Try to anticipate all potential issues to prevent any “surprises” at closing.

96. Change MLS Status to “Sold”. Enter sale date & price, Buyer’s Agent name and information about Seller concessions.

97. Attempt to clarify and resolve any conflicts about repairs, if Buyers are not satisfied.

98. Respond to any follow-up calls and provide any additional required information to any of the stakeholders.

99. Help you relocate locally or out of the area, giving you access to experienced and professional Realtors across the globe – so you can have the high standard of service you deserve!


Strategic Pricing Options

Option 1If your house is on the market and professionally marketed for 30 days,

with VERY FEW or NO SHOWINGS (well below the average for the same price band and zip code), it needs a 10% PRICE ADJUSTMENT.

Option 2If your house is on the market and professionally marketed for 30 days with LOTS OF SHOWINGS but NO OFFERS (OR ONLY LOWBALL

OFFERS), it needs a 5% PRICE ADJUSTMENT.

There are 2 standards in pricing that determine your pricing options:

PRICING FOR THE MARKET YOU ARE HEADED INTO IS ONE OF THE KEY STRATEGIES FOR SELLING

The Alan Donald TeamCall/Text 843-864-3777

[email protected] Bramson Ct., Suite 200Mount Pleasant, SC 29464

www.AlanDonald.com

“Alan’s market knowledge is far above any other agent that I could think of. So if your selling your home,

you should seriously give Alan a call. He really does a wonderful job.”

– Laurel C.

99 step system - amazon s3€¦ · hvac, siding, windows, lot (yard), landscaping and curb appeal...

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