This webinar examines the basic of home sale preparation for sellers in Texas.

1. AGENT
MICHAEL CHALAMBAGA
HOME SALE PREPARATION 101 SELLING SUCCESS & BUYER PERCEPTIONS
CREDENTIALS
LICENSED TEXAS REAL ESTATE BROKER & CERTIFIED HOME
MARKETING PROFESSIONAL © Copyright 1997-2011 Michael Chalambaga All Rights Reserved

2. Basics Concepts of Home
Preparation
This micro webinar is a mix of
home preparation tips, staging
concepts, and examines how real
estate buyers may perceive the
potential home purchase.

3. Basics Concepts of Home
Selling
As a home seller, with or with an
agent, you must understand that
you have to exercise your control
in the home selling preparation,
process, and pricing - If you
choose to take control.

4. Basics Concepts of Home
Selling
My proposition to home sellers,
buyers agents, and brokers is that
people buy homes on a platform of
need or investment that also
contain an intriguing subset of
subconscious thoughts, desires,
and emotions

5. Home Purchasing
Decisions
First, home buyers do research,
narrow their potential list on style
and price, then perhaps seek
financing pre-approval.
Buyers can potentially look at up two dozen homes
before selecting the one.

6. Home Purchasing
Decisions
Second, once buyers have their
“must have” purchase list they
begin to evaluate if the home has
the required bedrooms, square
footage, and amenities they desire;
Buyers may begin to process emotional feedback
from the first visual inspection which leads to thoughts
such as “ I love this place” or “ this is the one, the
best, or the perfect home”

7. Home Purchasing
Decisions
Third, home buyers that connect
with your home move to making
offers, purchase negotiations, or
create outright bidding wars on
“their perfect dream home”.
As a home seller, it is your job the get home buyers to
fall in love with the house and actually begin to re-
prioritize their “must have list” and justify the
purchase.

8. Conditions Affecting
Home Purchase
Well known factors that affect the
home purchase are market
conditions, geographical location,
and competing homes for sale.
As a home seller, you cannot control these factors, so
you must realize that preparing the house to outshine
other homes is critical. If two homes fit the buyers
criteria, they will always choose the home that
emotionally reaches to them.

9. Art and Science of Pricing
Pricing is an art, not science or
numbers
Pricing is market driven by the
numbers
As a home seller, be aware and prepared for “pricing
shock” as you are presented with a comparative
market analysis or an estimate of your homes market
value. Pricing is very emotional

10. Art and Science of Pricing
Comparative Market Analysis - A
means of comparing similar type
properties which have recently
sold to the subject property.
As a home seller, be aware that the C.M.A. will yield
your homes sales price range, but not the high or the
low of that range. be at the top of your range by
preparing the home for sale.

11. Art and Science of Pricing
Pricing is an art, not and exact
science
As a home seller, be aware that several factors affect
the sales price; however, you can push the number up
in your sales price range by combining a solid C.M.A.,
a solid preparation plan, and a solid knowledge of
what buyers are paying for similar homes.

12. Art and Science of Pricing
Closing thoughts on Pricing
In the end, many hours can be devoted to setting the
“right price” for your home. If you have trouble with
the two schools, know that you do have another
avenue.
Contract a licensed home appraiser who is a
professional in “ home valuation”, caveat is that this
service costs from 300 to 1000 depending on the
home.

13. Seeing with Buyers Eyes
Think about how potential buyers
look at your home.
Package the house in the best
possible way.
Step back and be objective about
your homes positives and
negative, then erase the negatives.

14. Seeing with Buyers Eyes
Sensitive Area as the way you live
in your home is not the picture that
you want to convey when your
house is on the market.
What’s wrong with my pink flamingo and Elvis
collection ?

15. Getting Buyers Eyes
Visit Model Homes
Simple Staging Checklist
Go to Open Houses
After getting buyers eyes, work on negatives as they
result in low offers, less showings, and cutting of
price.

16. Five Step Plan
De Clutter
Clean
Repair
Neutralize
Enliven

17. Step One: De Clutter
Clutter in any manner will make a
home look smaller, feel cramped,
and chase away buyers.
Clutter can occur in any room or space in the home;
if you can only perform single task to prepare the
home for sale this one is your must !

18. Clutter: Tips & Targets
Live with a set of basic items;
store your clutter if you can’t bear
to part with it; move it out if you
don’t need it between the move.
Organizing is another way of removing clutter. You
can show potential buyers organization, cabinet
facing, and spacious closets. Remember that less
clutter is usually results in more money at the end of
the sale process.

19. Step Two: Cleaning
Cleaning is the second most
important step in your plan.
Unclean and clutter houses cause
buyer apprehension.
Think of the process as a spring cleaning on steroids
this second step is your next must !
Pet owners and Smokers take extra time to clean
even deeper. Almost 40% of the problems of
achieving a successful sale at list is cleaning and
clutter.

20. Cleaning: Tips & Targets
Hit the big areas: Windows,
Curtains, Flooring, and Woodwork
- Don’t forget the outside
Some highlights include if you you can’t clean it
paint it, let plenty of sun in the home,if you can smell
it you can’t sell it.
Remember, these are factors you can control !

21. Step Three: Repairing
You Can Run from
Repairs, But You Can't
Hide Them.
A house cannot sell for
top dollar if any repairs
are needed.

22. Repair: Tips & Targets
Repairing is not Remodeling :
make a list of repairs, plan your
work, and make sure it looks
new.
Repairs run from leaky facets to major repairs like
roofs, plumbing, or foundation. Buyers usually
want a move in condition home, they do not want
to have make repairs.
You can do many repairs yourself and home
improvement stores like Lowes, Home Depot,

23. Repair: Sellers Disclosure
Any home for sale in Texas must
have a seller disclosure document
completed for review by the seller.
The sellers disclosure is a comprehensive list of
any known issues with the property, as well as
any remodel projects completed during the time
they owned the home. Sellers disclosure forms
usually include information about the title of the
home, the water/sewage system, the roof, and
the electrical system.

24. Step Four: Neutralize
A house with neutral paint, decor,
odor, and carpeting usually will
accommodate most peoples
decorating style.
Creating a neutral environment can add extra
advantages for potential buyers. You expand the
number of potential buyers by neutral appeal.

25. Neutralizing: Tips & Targets
Neutralize walls, floors, and
decor. Paint gives you the
biggest bang for your buck
If this method seems boring or averse to your
style, think of it as providing the new homeowner
with a clean, bright canvas.
“Paint costs $25.00 or more per gallon; however,
it’s worth $500.00 or more on the wall” Kelly
Rush, Realtor / Educator

26. Neutralizing: Tips & Targets
Neutralize all odors. Animal,
Mineral, or Vegetable
Sources include mildew, pet
odors, cooking odors, tobacco,
etc ...
Perform an independent smell test and see if you
have completed your mission.
“If you can smell it, you can’t sell it.” Kelly Rush,
Realtor / Educator

27. Step Five: Staging
Staging is not Decorating
Staging is preparing a residence
to appeal the largest number of
possible buyers of residential real
estate.
Staging is a completely course of study that would
rival the body of knowledge in Home Sale 101. If you
are a serious seller, buy a good reference book or
take a staging course.

28. The Case for Staging
According to a Home Gain.com
survey of 2400 real estate
professionals found that staging can
average of % on Return of
Investment.
I had a difficult time believing this number, but I
eventually verified the credibility by other professional
surveys, literature, and Kelly Rush, Realtor/Educator

29. Course: Home Sale Preparation 101
Email: michaelchalambaga@gmail.com
Author: Michael Chalambaga
Credentials:
Licensed Texas Real Estate Broker
Member National Association of Realtors
Member Texas Association of Realtors
Certified Home Marketing Specialist
© Copyright 1997-2011 Michael Chalambaga All Rights Reserved