1. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Introduction
For nearly two years the news media has
been scaring us about the terrible real estate
market.
While the market has “shifted” people have
continued to successfully buy and sell.
The aim of this presentation is to help you
understand how you too can successfully sell
a home in this market.
2. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Overview
Today we’ll talk about some
common fears and helpful facts
about selling a home.
We’ll also discuss eight simple
steps to successful home sales.
3. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Fears and Facts About Selling
a Home in Today’s Market
Fear: I can’t afford to sell my home right now.
Fact: Actually, homes are still selling in this market.
BREAKING NEWS!!!!!
$8,000 TAX CREDIT FOR FIRST-TIME
BUYERS!
4. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
$8,000 Tax Credit for First-
Time Buyers
To stimulate the economy, Congress has passed a
tax credit of up to $8,000 for first-time buyers.
The Buyer of your home may be a First Time
Buyer or have sold to a First Time Buyer. The
first time Buyers are driving the market.
5. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Fears and Facts About Selling
a Home
Fear: I should wait until the real estate market
gets better.
Fact: If you are selling and buying, whatever is
happening to your home’s value is also
happening to your next homes value.
6. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Fears and Facts About Selling
a Home
Fear: I don’t want to give my house away.
Fact: Real Estate markets go up and down, but
overall the value of Real Estate goes up over
time. It’s possible that your home may be
worth more than you think.
7. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Fears and Facts About Selling
a Home
Fear: I can’t afford to buy my dream home.
Fact: The best way to get closer to buying
your dream home is to sell your current
home and move up.
8. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Seven Steps to a Successful
Home Sale
1. Decide to sell.
2. Hire your agent.
3. Prepare your home for sale.
4. Monitor and take action based on the Market
5. Negotiate & Accept offer.
6. Perform contractual requirements.
7. Close.
9. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Decide to Sell
Successful Sellers have a compelling reason to Sell.
Whether it’s to move to a new city, new school district,
bigger home or retirement home, your reasons will be your
own.
Without a compelling reason, your chances of a
successful sale diminish radically.
10. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Decide to Sell
A home is the largest financial asset most people
have due to equity and appreciation over time.
Average annual appreciation rate nationally is 5 to 6 percent
since 1977. (Note: Local appreciation rates vary greatly.)
At 3% annual appreciation, a home purchased for $150,000
would grow to $364,000 in 30 years.
Even at 1.5% annual appreciation, this same home would still
grow to $234,462 in 30 years.
11. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Decide to Sell
Selling your home is an emotional decision
“Home is where the heart is.”
A home represents your personal tastes and provides a
haven of stability and security for both you and
your loved ones.
Provides a pride of home ownership, because it’s yours.
You’ve made investments to improve and protect your
home
12. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Decide to Sell
It’s also a rational decision
“Home is where your wealth is.”
You’ve grown wealth via equity buildup, debt pay down,
and value appreciation.
In the United States, you can take advantage of tax-
deductible benefits such as property tax and mortgage
interest write-offs.
13. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Decide to Sell
“Home is Where Your Wealth Is”
Appreciation Example
A $100,000 home appreciating at 3%/yr gains
value at approximately $3,000/yr
A $200,000 home appreciating at the same
rate gains value at approximately $6,000/yr
14. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Decide to Sell
People have many reasons to move;
A larger more comfortable home
A smaller easier to care for home
A better school district
Move closer to work or work from home
A job relocation
Your reasons will be your own
15. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Decide to Sell
A Buyer’s Market is a Trading Up Market!
If home prices dropped by 5%, here’s what it could look like if you decided to trade up:
Home Price = $200,000 Home Price = $400,000
Sell at $190,000 = $10,000 loss Buy at $380,000 = $20,000 Savings
The smaller loss at sale will be more than compensated by greater savings at
purchase, resulting in a net gain.
Just as important is when the market turns around, as it always does, the higher
priced home should appreciate at a similar rate and result in even more gain.
16. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent
Real estate agents perform 9 main roles:
1. Educate you about the market
2. Analyze your wants and needs
3. Assist you in pricing your home for a successful sale
4. Market your home where the most buyers will find it.
5. Coordinate the work of other needed professionals
6. Help you prepare your home for sale
7. Negotiate on your behalf
8. Review paperwork and deadlines
9. Solve any problems that may arise
17. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent
Educate you about the Market
Your agent should be able to tell you:
The median sale price for your neighborhood
The direction your local market is moving
The Absorbtion rate for your neighborhood
The Historic appreciation rate
18. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent
Identify your wants and needs
Your agent should ask you;
Why do you want to or need to move
Where are you moving to
When do you need to be there
Do you need help with buying your next home
19. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent
Assist you in pricing your home effectively
Pricing Strategically is Critical!
The internet has changed the market, most buyers looking for a home
like yours are aware of your property within 48hrs!
A home that is priced right for it’s condition is typically under contract in
less than 30 days!
The first 3 weeks are the most
important.
20. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent
Pricing Your Home
The Dangers of overpricing:
A home that is more than 10% above what a buyer will pay, will NOT even
show up in the buyer’s search.
A home that is 8 to 10% above what a buyer will pay will NOT be shown.
A home that is more than 5% above what a buyer will pay usually will NOT
get an offer.
Homes that look like a “Deal” to the buyer will often get competing offers.
21. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent
Get the Right Price!
The Tale of Two Markets: No-Man’s Land
22. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent : Pricing
Selling Price Vs. Timing
A
C
T
I
V
I
T
Y
1 2 3 4 5 6 7 8 10 11 12 13 14 15 16 17
WEEKS ON MARKET
Timing is extremely important in the real estate market.
A property attracts the most activity from the real estate community
and potential buyers when it is first listed.
It has the greatest opportunity to sell when it is new to the market.
23. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent : Market Your Home
Home Knows the
Builders Seller
Advertising Other
7% 3% > 1%
and
Newspaper
6%
Realtor
36%
Referrals
7%
Yard Signs
Internet
15%
24%
The Internet, other Realtors and Yard signs comprise
75% of sources for Buyers
24. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent :
Market Your Home
The Internet is the fastest growing
source for buyers while print media and
other sources continue to shrink, Your
agent should have a comprehensive
plan for using the Internet to attract
Buyers to your home.
25. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent :
Market Your Home
20% is how your home is
exposed to the market.
20%
Exposure
Price
80%
No matter how well your home is Marketed,
80% is of it is how
your home is priced if it isn’t priced correctly, it won’t sell.
26. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent :
Coordinate the Work of other Needed Professionals
From beginning to closing, your Agent is like the conductor
of a symphony. Your Agent has relationships with teams of
professionals from stagers & decorators to service
technicians, handymen, building inspectors, title
professionals and lenders to help you get to closing with the
most money, in the shortest time and with the least amount
of hassle.
27. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent :
Help you Prepare your home for sale
Today making a great first impression is critical.
A freshly painted home with new carpet, which has been de-cluttered
and properly staged will sell for more money in less time. The cost of
staging will be substantially less than your first price reduction.
With Buyers shopping on the Internet, quality photos have never been
more important. While a properly priced home will generate interest, a
properly staged and prepared home will generate offers.
Your professional, full time agent will help you make these important
choices and connect you with the professionals who can help.
28. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent :
Negotiate on Your Behalf
When you sell your home, you are probably selling your most valuable
asset. Realtors are skilled, practiced negotiators. When you hire a
professional, full time agent, you’ve really hired someone to protect the
value of that asset.
Research shows that people who try to sell their home themselves net
on average 17% less than those that use a Realtor. A large portion of
that difference is their ability to negotiate you the best possible price,
terms and conditions for the sale of your home; price, terms and
conditions that meet your wants and needs.
29. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent :
Review paperwork and deadlines
A real estate contract has a number of
obligations for both Seller and Buyer. Your
Agent should be aware of all deadlines and
required paperwork to help you get through
the process with your desired outcome.
30. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent :
Review paperwork and deadlines
A real estate transaction is fraught with possible “problems”.
There is always “turbulence”. Your professional, full time
Realtor has the experience to foresee and avoid most of this
“turbulence” much as an airline captain does with his
airplane. When such problems aren’t avoidable, your agent
will offer you options, suggestions or recommendations for
solutions.
31. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Hire Your Agent :
Solve Any Problems That Arise
A real estate transaction is fraught with possible “problems”.
There is always “turbulence”. Your professional, full time
Realtor has the experience to foresee and avoid most of this
“turbulence” much as an airline captain does with his
airplane. When such problems aren’t avoidable, your agent
will offer you options, suggestions or recommendations for
solutions.
32. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Prepare Your Home for Sale
Before you put your home on the market today, it is imperative that it
“puts it’s best foot forward”. Use this time wisely;
Put anything you won’t need for the next 90 days in storage
Have all living space repainted a warm, neutral color
Replace all carpet more than 2-3 yrs old.
Consult a professional stager/decorator
Have a pre-inspection done by an ASHI certified Building inspector
Make repairs recommended by the Inspector
Gather all warranties for appliances etc.
Create outstanding curb appeal. Cut grass, clean or paint exterior
surfaces, plant fresh flowers if weather allows.
33. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Prepare Your Home for Sale; cont.
Unfinished spaces like garages, basements or attics need to be neat,
clean and organized.
A one or two year history of utility bills may set a move up buyer or
first time buyer’s mind at ease.
Collect any documentation on neighborhood restrictions, updates to
home, termite treatments or repairs.
Pretend you were buying your home, what would you want to know
about it? Be prepared to answer those questions for the Buyer.
Supply a recent property survey if one is available.
34. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Monitor & Take Action Based on the
Market
A Properly Priced and Well Prepared Home will sell
quickly. Your Agent will constantly monitor the
market activity for your home. A rule of thumb; if
your home is not under contract within 30 days,
the price is probably too high and probably at least
5% too high. The Market is constantly moving and
MUST be watched, delaying a price reduction in a
Buyer’s market ALWAYS costs money!
35. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Negotiate Offer
When your home is priced correctly, it attracts offers.
Another rule of thumb;
Your first offer is almost always your best! In a Buyer’s
Market, time is your enemy. Many Sellers have made the
mistake of rejecting out of hand their first offer only to take
a much lower offer many months later.
There’s good in every offer, you need an offer before you can
negotiate.
36. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Perform Contractual
Requirements
A Real Estate Contract has built in obligations for all
parties. Your agent will consult with you on your
obligations, time frames etc. If you’ve prepared
well for the sale, made most or all major repairs
and provided most of the anticipated information
to the Buyer in advance, things can go very
smoothly from here on.
37. Phil Hutsler 314-440-1507
The Hutsler Family Team phutsler@kw.com
Keller Williams Realty www.HutslerTeam.com
Close the Sale!
Here’s your ultimate goal.
Your agent has coordinated with the title company and the
Buyer’s agent to schedule an appointment to sign
documents and close the sale. Once all documents have
been signed and verified, you will receive any funds due
you and the title to the property will transfer ownership to
the buyers. If you are buying another home and using
those funds, they will be available for your purchase at this
time.
Congratulations! You’ve successfully reached your Goal!