Dorothy HarrisonDorothy Harrison
Phone: (480) 251-7380   |   Coldwell Banker Residential Brokerage

Steps to sell

Thank you for giving me the opportunity to discuss your home sale. I know that the decision to sell your home is one of the biggest decisions of your lifetime. I understand your thoughts and concerns. I know the value your home has to you financially. I also understand how emotional this process can be, especially given the memories that are attached to your home. I look forward to working with you on the sale of your home. My business depends on your satisfaction; my future business depends on your business referrals.

Step 1 – Define Needs
Write down all the reasons for selling your home. Ask yourself, “Why do I want to sell and what do I expect to accomplish with the sale?” For Example, reasons for selling include: a growing business that needs more space or a job opportunity that necessitates a move to another city. Things you want to accomplish with the sale may include the time frame in which you’d like to sell or a particular profit margin. Work with me to map out the best path to achieve your objectives and set a realistic time frame for the sale.

As your Seller’s agent, rest assured that I have and will implement a successful marketing strategy to sell your home in the quickest possible time at the best possible price. The Arizona housing market landscape is constantly changing. It is my job to keep up with those changes so you don’t have to. It is my responsibility to do extensive research, not only on the overall market but as it pertains to your city, your zip code and your neighborhood.

In addition to advertising your home through the MLS Service, I will be showcasing your home on over 650 websites that Coldwell Banker Residential Brokerage places their listings on. That includes websites like The New York Times, The Los Angeles Times, and The Wall Street Journal. I would also have your home advertised in our exclusive online/color magazine THE VIEW, which reaches over 2,000,000 homes statewide annually. We have one of the most comprehensive advertising programs in world. I also have many other successful marketing tools that I will be sharing with you when we get together.

Step 2 – Pricing Strategy
I begin by performing an in-depth market analysis on your property, then we sit down and discuss what I have found. Your input is very valuable because it helps solidify the most appropriate price for your home. You will need to take into account the state of the local market, the condition of your home and sales of comparable homes in your neighborhood. It is often hard to maintain a non-biased view of your property, so you will want to gather the necessary information in the most objective way possible. If you want a truly objective opinion about the price of your home, you could have an appraisal done. This may cost between $300-$500. Be reasonable about the price you set. You will always be better off setting a fair market value price than setting your price to high. If you home stays on the market too long because it is overpriced, potential buyers may think that something is wrong with it and you may end up selling it for less than what you could have gotten if you had started out with a realistic asking price

It is a proven fact that if it is listed too high the folks that are looking at it are disappointed that it doesn’t measure up to others in the same price range. If it is listed too low, then their first reaction is to wonder what is wrong with it. Pricing is critical. This is where we must be in sync with each other. Once we have determined a price we can then move on.

If you like, I can then make recommendations on staging your home to sell and suggest changes that will help draw buyers in. It isn’t easy but it must be done. Take your home owners hat off and put your home sellers hat on. It’s time to look at your property from the eyes of the future buyer.

Step 3- Prepare your home
It’s time to get your home in “showing and selling” condition. Most of us don’t keep our homes in the condition they need to be in to be sold. This is the time to get rid of the piled-up boxes in the garage, fix the broken porch light, everything that seems normal to a homeowner after a while. How your home looks will impact how quickly it sells and the price the buyer is willing to offer. First impressions are the most important.
Step 4-Marketing Strategy
Now that your home is ready, it’s time to put it up for sale and market it. Together we will go through my ideas and work out what is best for you and your property. This will expose your home to the greatest number of potential buyers possible. I will not only use a marketing plan that will not just bring many buyers to your home but also the most qualified buyers right to your doorstep. There are numerous ways to market your house and many options available, this is a process I will more than happy to assist you with for a smooth transaction of your home.
Step 5- Receive an offer
When a buyer decides they like your home, they will make you a written offer. I as your real estate agent will advise you as to whether or not the prospective buyer is qualified to purchase your home. This will help in not wasting anytime reviewing an offer from a buyer that is unable to buy it. After determining the buyer’s qualification, you and I will review the written contract, taking care to understand what is required of both parties to execute the transaction. The contract should protect the interest of all parties, and important to go through as once and offer is accepted it may be too late to make any changes.
Step 6 – Negotiate to sell
Most offers to purchase your home will require some negotiating to come to a win / win agreement. I as your real estate agent am well versed on the intricacies of the contract used in your area and will protect your best interest throughout the bargaining. I also know what each contract clause means, what you will net from the sale and what areas are easiest to negotiate. I will review the written offer with you to make sure you thoroughly understand what the buyers are offering and what they are asking you for in return. This can include things such as price, financing, closing costs, repairs, appliances and fixtures, landscaping painting. Once both you and the buyer have agreed on the terms of the sale, I will prepare a contract.

Almost there!

Step 7 – Other Negotiations
Once you accept the offer to sell your home, you will need to make a list of all the things you and your buyer must do before closing. The property may need to be formally appraised, surveyed, inspected or repaired. Depending on the specifics reached during the negotiation, you may pay for all, some or none of these items. If each procedure returns acceptable results as defined by the contract, then the sale may continue., If they are problems with the home, the terms set forth in the contract will dictate your next step. Depending on the contract, you or the buyer may decide to walk away, open a new round of negotiations or close.
Step 8 – Pre Close Preparation
A few days before closing I will contact the title company that is closing the transaction and make sure the necessary documents are going to be ready to sign on the appropriate date. It would be a shame to get this close to selling and have the deal fall through because of a missing form. I will begin to make arrangements for you to sign and you will make the arrangements for your upcoming move if you have not done so.

The buyers will most likely do their walk thru 3 days prior to close of escrow so you will need to be vacated or close to be being vacated by then unless some other arrangements have been made.

Step 9 – Signing
In Arizona, our contracts read a little differently than many other states. We have what we call a “Good Funds Law” lines 57-60 of our contracts point out that the buyer must be signed and paid no later than 3 days prior to Close of Escrow and have full loan approval from their lender with no contingencies. Once the title company has received funds from all concerned parties then they can order the documents to be recorded. I as your agent will be present during the signing to help explain the process and forms to you and make sure everything goes as planned. By being present during the signing, I can mediate any last-minute issues that may arise. As the seller, you will need to be prepared to hand over and necessary documentation regarding the property and, depending on the arrangements made during the negotiation, you may be required to have done something specific in order to close. Be sure to read all the documents and ask questions. It is important you understand every document you are signing.
Step 9 – Closing
In Arizona closing is defined as all funds have been received and all documents have been signed. Title company is now free to record the title. Once it is recorded it is considered Closed. “Closing is when title is legally transferred to the buyer.

Last but not least, after all that work a hard-earned Congratulations is in order, for the successful sale of your home! Now that your home has sold the time has come to start the next chapter of your life! Make sure everything is in order to turn the property over to the buyer. Give all keys, garage door openers, sprinkler box keys, mailbox keys etc. to me and don’t forget to cancel electricity, gas, cable etc. Congratulations!


Coldwell Banker Residential Brokerage
1045 W Queen Creek Suite 1 • Chandler, AZ 85248
Phone: (480) 251-7380 • Coldwell Banker Residential Brokerage
Fax 1 (480)-393-2608
Fax 2 480-899-2523