Your Home Listing Presentation by JulieTernesHomes.com

STEPS TO SU C C ESS
For Selling Your Home

1 - We are interviewing you as much as you are interviewing us.
Only if we can work together well, will we be able to guide you
throughout this extensive process to help you sell your home in the
quickest time possible and at the highest price.
2 - We are not going to simply promise marketing genius and brag about ourselves,
instead we will show you just how we will be your resourceful guide helping you
through one of the most important processes of your life.
3 - We want you to know WHAT we are doing for you, WHEN and WHY.
Introduction

www.JulieTernesHomes.com
Selling Your Home
In 7 Steps
Julie brings her passion for homes, marketing, client service and expert negotiation skills to
help sellers/buyers receive the best price for their home. She is a full service Realtor. She
has well-built networking resources in Real Estate.
Julie is described as someone who loves helping people. She is dedicated, detail oriented
and incisive. Julie is focused on customer service and satisfaction with special expertise on
marketing. She attributes her success to her hard work, energy, honesty and creativity.
Helping her clients to realize a successful and smooth transaction is her ultimate goal. Julie
achieves her goal by accomplishing yours with top drawer treatment.
Julie graduated from the University of Central Oklahoma with a Bachelors in Education.
Specialization:
•Residential Real Estate Sales - Residential Buying and Selling - Relocation
•Short Sales
Professional Experience
•Very knowledgeable about local Real Estate.
•Keen insight in today`s marketing strategies.
•Reliable & always willing to help others.
Julie Ternes
REMAX Advantage
Better Ways To Serve Colorado Buyers & Sellers
Introduction
A Little About Who We Are

Selling Your Home
In 7 Steps
The highest level of service is the cornerstone of our unprecedented success and is our
continued promise to you. Professionalism, knowledge, integrity and commitment are all
aspects of offering the absolute best as real estate professionals. As your helpful guide
throughout every step of every real estate transaction, we pride ourselves on our focus to
your personal attention and complete satisfaction. Our experienced team works together to
ensure that you always receive the excellent service you expect and deserve.
At JulieTernes Homes, we view numbers such as sales results as nothing more than a
reflection of our commitment to serve our clients. Success, we believe, is not in the number
of deals, but in the way we deal with people. You can expect your real estate transaction
with us to be a great experience. Your success truly is our success.
Introduction

Selling Your Home
In 7 Steps
Julie Ternes is the owner of Julie Ternes Homes, a full service real estate company
located in Colorado Springs, Colorado. Commitment, drive, expertise, and a track
record for providing the highest level of customer care is what sets Julie part.
Julie is described as someone who loves helping people. She is dedicated, detail
oriented and incisive. Julie is focused on customer service and satisfaction with special
expertise on marketing. She attributes her success to her hard work, energy, honesty
and creativity. Helping her clients to realize a successful and smooth transaction is her
ultimate goal. Julie achieves her goal by accomplishing yours with top drawer treatment.
Julie graduated from the University of Central Oklahoma with a Bachelors in Education.
Specialization:
•Residential Real Estate Sales - Residential Buying and Selling - Relocation
•Short Sales
Professional Experience
•Very knowledgeable about local Real Estate.
•Keen insight in today`s marketing strategies.
•Reliable & always willing to help others.
Julie Ternes
Licensed Real Estate Agent
Introduction

Selling Your Home in 7 Steps
Step 1 – Listing Consultation
Step 2 - Develop Pricing Strategy
Step 3 - Develop Marketing Strategy
Step 4 - Implement Customized Marketing Plan
Step 5 - Understanding Your Role
Step 6 - Negotiating the Purchase Contract
Step 7 - Managing the Transaction Through Closing

Selling Your Home
In 7 Steps
There are 3 types of Agency Relationships between parties in a real estate transaction:
• Seller’s Agent - An agent who represents the Seller
• Buyer’s Agent - An agent who represents the Buyer
• Dual Agency - An agent who represents both the Seller and Buyer
When you select Julie Ternes to promote the sale of your property, she becomes your
“Seller’s Agent” working on your behalf and looking out for your best interests. Her
team will market your home, evaluate and negotiate offers from buyers, and guide you
throughout the entire transaction to ensure a successful closing. A Dual Agent
represents both Seller and Buyer in the same transaction and works to assist in
negotiating a mutually acceptable transaction.
Working for You as Your Seller’s Agent
Step 1
Selling Consultation

Selling Your Home
In 7 Steps Motivation - Why have you decided to sell your home?
Timing - Are you flexible in timing or are we working towards closing before a certain date?
Pricing - Are you leveraged with debt on the home? Is there concern of a short sale?
Decision Making - Will anyone else (family member, financial advisor) be involved?
Communication - How often would you like updates, and what is the best way to contact
you?
Previous Selling Experiences - What went good, what went bad?
Personal Property - Are you planning to include any personal property in the sale?
Condition of Home - Any problems with the property that will need to be disclosed?
Relocating - Can we assist you in purchasing a new home or moving to a new area?
Concerns - Are there any general concerns you would like to discuss?
DETERMINE YOUR NEEDS
What is Most Important to You?
Step 1

Selling Your Home
In 7 Steps
• What will you miss most about your home?
• What will you miss most about this location?
• What are some favorite features about your home?
• What compliments have friends and neighbors made about your home?
• What characteristics do you feel make your home unique when compared to others?
• Who do you consider to be the target market for your home?
Your Home’s Marketability
Step 1

Selling Your Home
In 7 Steps
Two of the first things we do when we list your home is to order a “Preliminary Title Report”
and have you fill out a “Sellers Property Condition Disclosure”. These documents will
answer or confirm some of these questions below, but lets get started on the right foot and
discuss these potential issues now. PROACTIVE vs. REACTIVE!
Any Issues We Need to Be Aware Of?
• With pricing in our market, will we be close to a Potential Short Sale?
• Does your current mortgage have a Pre-Payment Penalty?
• Are there any Liens on your home?
• Are there any Easements, or Encroachments associated with your home?
• Is there an HOA? What are the Dues? Is there a Transfer Fee?
• Is there any Litigation associated directly with your home or the HOA?
• Are there any Assessments coming up or pending with the HOA?
• Are there any Physical Issues with your home?
• Have you had to do Major Repairs to your home?
DISCLOSE! DISCLOSE! DISCLOSE!
Step 1

Step 1 - Selling Consultation

Selling Your Home
In 7 Steps Physical Characteristics:
Your home’s location, home size, lot size, architectural design, floor
plan, age, amenities and condition have the strongest impacts on the
value.
Market Conditions:
There are other factors that also directly impact the value of your
home.
These include current mortgage interest rates, national and regional
economic conditions, buyer demand, seasonal demand, availability of
competing properties and prices of recently sold properties.
What Affects Your Home’s Market Value?
Step 2
Develop Pricing Strategy

Selling Your Home
In 7 Steps
Using a Comparative Market Analysis as a Guide
A Comparative Market Analysis (CMA) is the strongest tool we use when estimating the
potential selling price for your home. As a member of the Board of REALTORS® with
access to the Multiple Listing Service, we can prepare a report that analyzes
comparable homes in your area. Using this valuable information, we can assist you in
determining an attractive, yet realistic price for your home.
A Comparative Market Analysis highlights similar homes in your area that are:
Active Listings - Homes that are currently competing with yours for the attention of
buyers.
We can see what comparable asking prices are, but remember these homes have not
yet received an acceptable offer.
Under Contract - Homes that have received and accepted an offer
and give a good indication of realistic pricing.
Sold - Looking at the prices paid for recently sold
homes provides the best foundation in determining
your home's most accurate market value. Once
adjustments are made for square footage and
features, we can make a qualified recommendation
for the asking price of your home.
Expired - Homes that have gone through the
duration of a listing period, but failed to sell. Many
factors could be responsible such as lack of
marketing or the home’s condition, but most often it
is simply because the home was priced too high.
Step 2

Selling Your Home
In 7 Steps
It’s quite simple, a Buyer is just not going to pay any more than they have to when
purchasing a home. They have been watching the market closely, and are out there looking
at all the inventory. They know more than anyone what is available, and for how much. If
your price is within the range of your market, Buyers will come look at your home. If you’re
priced too high, they probably will skip it. Your high price will make your competition look
good, and will get them sold, not you.
If you had time to only see 3 homes in this neighborhood, which 3 would you go look
at? Do you want to sell your home or help sell your neighbors home?
A Buyer Will Not Pay More Than They Need To
Step 2
List Price: $430,000 List Price: $455,000 List Price: $435,000
List Price: $437,000 List Price: $425,000 List Price: $432,000

Selling Your Home
In 7 Steps
The Risks of Pricing Too High
An asking price that is beyond market range
can adversely affect the marketing of a property.
If you price your home at “Fair Market Value” you will see good activity and a good
amount of buyer interest. The higher you go above Fair Market Value to “Test the Market”
the less showings you will have. If you get really aggressive and price below Fair Market
Value, you will get an increase in showings, and may end up receiving multiple offers with
buyers trying to outbid each other for your home.
Step 2

Selling Your Home
In 7 Steps
The Excitement of a “New On Market” Listing
When selling your home, time is not your friend. When a new home is listed for sale,
we market it extensively to other agents and potential buyers. Most of the local working
agents and their prospective buyers will see it come on to the market right away. Interest
will build over the first week or two, with a peak of interest usually at about 2-3 weeks out.
Then as we always see, the activity of inquiries and showings will start to decrease rapidly.
Your home becomes “old” and “stale” in the eyes of other agents and buyers. Marketing
time is prolonged and our initial marketing momentum is lost. If you are not priced right,
you may miss showing opportunities, or showings that do occur will not produce an offer.
Your home may eventually sell below market value due to these costly delays.
Step 2

Selling Your Home
In 7 Steps
The Problem with “Testing the Market”
Step 2
A common mistake sellers make is pricing their home high in the beginning to “test the market”. The
thought is “we can always lower the price if we don’t receive any offers” or “we need to build in a cus
for negotiation.” Unfortunately most of the showing activity occurs when the home is first listed. Once
initial pool of buyers have seen the home and it doesn’t sell, the sellers will then have to wait for new
buyers to come into the market and they will have to reduce their price to be competitive.
Also, the longer your home remains on the market, the less interest it will generate among all buyers
Buyers typically feel that they should pay less for a home the longer it has been on the market. At th
point you have to face the real possibility of being forced to sell it for less than if you had priced it at
market value from the start. It is especially important to make sure that your home is priced correctly
when the conditions are leaning towards a buyers market. In that scenario buyers are very sensitive
price and will look harder to find homes that offer the most value. Simply put, buyers are not making
“low-ball” offers on properties, they are waiting for properties priced correctly to come onto the mark

Selling Your Home
In 7 Steps
Why Your First Offer is Often Your Best Offer
Step 2
Another common mistake Sellers make is to disregard the first offer they receive.
Often, if they receive an offer quickly, they get over confident and think maybe they
could do better if they wait for another buyer. Rarely is that the case. When you first list
your home for sale, New Buyers and Buyers who are Waiting for the Right Fit will
come see your home. So it is possible, if priced at Fair Market Value, that you could get
a good offer right away. After time goes on, and pricing comes down, you then attract
the Deal Makers. Then after more time and more price reductions you attract the
Bottom Feeders.
Who would you prefer to sell your home to?

Selling Your Home
In 7 Steps
Its really quite a simple equation. Price + Exposure = Your Home Sold.
You must first start out with the correct, accurate pricing for your home. Then once we
have the home priced right, we will heavily market the home to both potential buyers
as well as to other Realtors in the area. We have established many great avenues
and resources for marketing your home, but if we are overpriced, all of our extensive
marketing efforts will go to waste.
The “Selling Equation”
Step 2

Step 1 - Selling Consultation

Selling Your Home
In 7 Steps
The pie chart above illustrates where buyers find the
home they purchase. 89% of home sales are generated
from the marketing efforts of a real estate
professional.
Real Estate Agent and Internet leads are directly driven
from having your home listed on the MLS.
Source - National Association of REALTORS® - 2010
Where Buyers Find the Home They Purchase
Multiple Listing
Service
Real Estate Agent
38%
Internet 37%
Yard Sign 11%
Print Newspaper Ads 2%
Home Book or Magazine 1%
Home Builder or
Builder’s Agent
4%
Friend, Relative
or Neighbor 6%
Knew Seller 2%
Step 3
Develop Marketing Strategy

Selling Your Home
In 7 Steps
Internet 37%
Step 3
Develop Marketing Strategy
Over 90% of Buyers are Searching Online
As we just learned in the previous page with the pie chart, 37% of buyers actually find the
home they purchase on the internet. But the important thing to know is that over 90% of
buyers are searching online for homes. This is often the first step a buyer takes when
planning to buy a new home. And it is also important to know that today’s buyers are
extremely educated and knowledgeable on the market before they even go out to look at
homes. They know the current inventory, what pricing looks like, what has recently sold,
and for how much.
With the utmost importance of online exposure, we have a strategic marketing plan
that focuses strongly on the exact locations where buyers are looking the most.

Selling Your Home
In 7 Steps
You only get one chance to make an emotional connection with a potential buyer.
An important early step in the marketing process is to have your home photographed
professionally. These photos will appear on the MLS listing, all print media and are
posted to the top ranked real estate websites. We provide custom professional
photography for all of our listings. Online, homes with multiple photos get viewed
over 5 times as much as homes with only one or two photos.
Beautiful Professional Photography
Book & Magazine
1%
Newspaper
2%
YardSign
11%
Internet
37%
RealEstateAgent
38%
Step 4
Implement Customized
Marketing Plan

Selling Your Home
In 7 Steps
We are always so surprised on how many properties are listed with minimal, poorly
written property descriptions or even no description at all! We take our time to write
well-written descriptive text promoting your home’s best features, what makes it
unique in our market, and what sets it apart from other competing properties.
Separate text is written for both the end consumers (potential buyers) as well as for
the other agents looking for the best fit for their buyer clients.
Descriptive Text Promoting
Your Home’s Best and Most Unique Features
Book & Magazine
1%
Newspaper
2%
YardSign
11%
Internet
37%
RealEstateAgent
38%
Headline:
Beautiful Home with City and Mountain Views and Many Features!
Public Remarks:
The Phoenix in downtown Philadelphia is a unique collection of large and open condominium homes
located at the city center. This 3 bedroom, 3.5 bath City Townhome enjoys park access, incredible
walking & biking trails, pool, Jacuzzi in Master, fitness room, home theater, and a 3 car garage.
Several fireplaces, and outdoor built in barbeque. This stunning home boasts beautiful views of
downtown, the mountains, and is in a gated community on a desired cul de sac location. Extra
windows throughout home allow more light. High-end finishes, open flowing floor plan, superior
construction and a casual elegant, family friendly atmosphere. define this unrivaled metropolitan
subdivision in the heart of the Colorado Springs.
- Approx. 3450 Square Feet with large lot
- 4 Bedrooms, 4 Bathrooms
- Expansive City & Mountain Views
- Easy Access to Nearby City Park
- Gated Cul De Sac Location
- Fully Furnished
- Private Walk Out Decks and Patios with a Hot Tub
Confidential Agent Remarks:
Call Julie Ternes (719) 629-6142 to schedule showing. Owners are often in town but flexible with
showing appointments, we will check on availability for you. Can get key at location lockbox or
onsite at the real estate front desk office. This is best location in the subdivision, with the best views
of city and mountains.
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
The Multiple Listing Service (MLS) is an extensive on-line database that includes all
the listings from all the participating local brokerages. It is the single most important
tool that brokerages and agents use when searching for available properties for their
clients.
It contains all the properties that are listed for sale in our market area. The instant a
property’s data is listed on our local MLS, 100’s of Colorado Springs agents have
immediate, on-line access to all of the relevant information their buyer clients need.
75% of sales originate with the MLS.
Your Home’s Information Listed on the MLS
Internet
37%
RealEstateAgent
38%
Multiple Listing Service
(MLS)
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
Step 4
Marketing Plan
Your Home’s Information Listed on JulieTernesHomes.com
Over 90% of home buyers use the internet as a tool when searching for a new
home!
Now more than ever people are accustomed to using the benefits of technology
to better gather information. Many home purchases start from surfing the web,
where buyers can take a virtual tour of your home. It’s like having a constant open
house with no inconvenience on your part. Web use for the real estate market is
growing rapidly.
Always on the first page of Google for “Colorado Springs Real Estate”
• Over 1 million monthly visitors
• Over 4 million monthly property searches
• Over 20,000 monthly buyer leads
• Listings appear on 20+ real estate partner websites!
• The best web exposure in the industry!

Selling Your Home
In 7 Steps
Nationally, these are continually the top 5 real estate websites. If you Google
“Colorado Springs Homes for Sale” these are often the first sites to come up.
When a buyer selects their search criteria, and gets a set of properties to browse
through, our listings stand out on the page - highlighted by descriptive headlines,
body text and the inclusion of many high quality photos. When they click on one of
our listings, our contact information is included so they can easily call or email us.
Featured on the 5 Most Popular Real Estate Websites
Trulia.com Zillow.com
Step 4
Marketing Plan
Yahoo! Real Estate Realtor.comHomes.com

Selling Your Home
In 7 Steps
www.JulieTernesHomes.com is the most useful website for Colorado Springs real estate, with
advanced search technologies that allow you to browse ALL homes for sale and all property
listings in the Colorado Springs MLS®. You can search by property type, or by community, or
try the MAP Search, its SO EASY! You will find our website to be a one-stop resource for your
online research whether you want to browse through our collection of real estate communities,
search all MLS listings, view Real Estate News and Trends or need further information about
buying or selling a home in Colorado Springs.
Step 4
Marketing Plan
Your Home’s Information Listed on JulieTernesHomes.com

Selling Your Home
In 7 Steps
We cannot guarantee third-party websites display all listing information at all times.
We strive to update and expand our network frequently. Please notify us immediately if your listing is presented
incorrectly.
Your Property Appears on Many Local and
Nationally Popular Real Estate Websites
Over 100’s of other Realtor and Brokerage Affiliate Sites.
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
Many potential Buyers for your property have already teamed up with a local Realtor,
and have been set up on an automated “Hot Sheet” system. When a new property that
meets their search criteria becomes available, or has a price reduction, that property is
automatically emailed to them. When we list your property on the MLS, your property’s
information and photography will be automatically emailed to your ideal target market -
could possibly be hundreds of potential buyers. This is another reason why we make
sure photos, text and info are all looking great right from the start!
Automated Email Notifications
Internet
37%
RealEstateAgent
38%
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
We have teamed up with the industry’s leading virtual tour photographers to offer
every one of our listings a custom online virtual tour. As both buyers and their
agents use the internet to browse possible home choices, the added benefit of a
virtual tour allows the buyer to better understand the layout, finishes, views, design,
etc. This captures the buyer’s attention and allows them to imagine themselves in
your home.
Showcasing Your Home with a Virtual Tour
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
Yard Signs still account for about 11% of where Buyers find the home
they purchase. At Julie Ternes Homes, we install a professional, bright
and highly visible yard sign. This not only helps attract potential buyers
who drive through desired neighborhoods, but also attracts other agents
who may not be watching the MLS daily.
Highly Visible Yard Sign
YardSign
11%
RealEstateAgent
38%
Step 4
Marketing Plan
Julie Ternes
719-629-6142

Selling Your Home
In 7 Steps
Open houses can be a great way to promote your property. As soon as we get
listed, we conduct a Realtor Open House Tour. This is the opportunity for all other
agents to easily preview new homes on the market for their clients. Getting agents
to come view your property is a great promotional event and a great way to launch
the property’s marketing. The open houses are also open to the public.
Realtor & Public Open House Tour
Step 4
Marketing Plan
OPEN HOUSE

Selling Your Home
In 7 Steps
It takes strong marketing tools, such as our full color brochures, to entice buyers to
make that important first phone call. An attractive, well done brochure goes a long
way. We will present your home in the best possible manner in order to convert
lookers into buyers. Our custom designed color brochures provide maximum impact
with an emphasis on adding “value” to the product, whereby obtaining the highest
possible price for your home.
Custom Designed Property Brochures
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
Another very effective tool for us has been sending out email ads to the entire Board of
Realtors® membership, which includes 100’s of agents. We create the ads to be very
graphically rich, and attractive, and include valuable information to sell your property to
the agents. We also create these ads in away that the agents can then delete our
contact information and then forward the ad on to their prospective buyers. Agents
love these!
Board of Realtors® Email Blast Ads
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
Direct marketing has proven to be one of the most successful ways to generate new
buyers, keep in touch with current contacts and create an awareness of new product.
We can send a beautiful, custom designed “Just Listed” postcard directly to the
locations that include the highest probability of prospective buyers. Many buyer leads
are generated from direct marketing sent to the same neighborhood in which your
home is located.
Just Listed Postcard Mailing Campaign
Step 4
Marketing Plan
Just Listed! Beautiful Gated 4BD Home
In Sought After Colorado Springs Location

Selling Your Home
In 7 Steps
Once our focused marketing generates results, we are always available on phone, text and
email. When there is genuine interest in your property, we want to be able to immediately
respond to an interested buyer or another agent inquiring on behalf of their client. Social
Networking allows us to reach an even wider audience of potential buyers. Mastering today’s
available technology allows us to be connected to our prospects and serve our clients well.
Quick Response to All Inquiries
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
Our ultimate goal is to exceed your expectations in achieving your real estate
objectives. As professional Realtors we have resolved that nothing less than your
complete satisfaction is acceptable. To achieve our goal, we will work to obtain the
highest price for your home within the allowable period of time. Once all of our
initial marketing is in place, we will continue our efforts in promoting your home
until we have completed the sale.
Promoting Your Home to the Close
Book & Magazine
1%
Newspaper
2%
YardSign
11%
Internet
37%
RealEstateAgent
38%
Our Continued Marketing Efforts:
• Follow up through market analysis and agent feedback
• Periodic reviews of our marketing plan based on current market activity
• Discuss pricing and timing within the market
• Notify you on other competing properties in your neighborhood
• Inform other agents of any and all changes to your listing
• Maintain stock of property brochures for buyers
• Make seasonal changes to online marketing as needed
Step 4
Marketing Plan

Selling Your Home
In 7 Steps
Every showing counts and you only get one chance to make a first impression! A home
that is presented at its very best will typically sell faster, at a higher purchase price and with
fewer problems involved. Here are some useful tips for preparing your home for showings. We
will also walk through your home together and make suggestions.
• Remove all clutter, personal objects and unnecessary furniture - less is more.
• Do a quick dusting and vacuuming right before showings.
• Leave lights on and open all drapes and shades. Be sure windows and blinds are clean
• Be aware of unusual cooking or pet odors. Opening windows can provide fresh air.
• Be sure items like laundry, dishes, kids toys, pet items, etc., are put away.
• Turn off TV, appliances and other distractions. Soft music can create a positive experience.
You want to have your home show like a model home.
We don't want it to feel like a USED home.
Presentation of Your Home
Step 5
Understanding Your Role

Selling Your Home
In 7 Steps
• Always maintain your home in ready-to-show condition.
• Try to be flexible in the scheduling of showings.
• It is always best to leave during showings. Also secure pets or take them with you.
• Save business cards of all agents who show your home.
• Be cautious when talking to buyers, you could accidentally weaken your negotiating position.
• Let us know of any changes in your property's condition.
• If approached by buyers not accompanied with an agent, contact us immediately.
Do not let them in unescorted.
• All valuables such as jewelry, portable electronics, collectibles and pharmaceuticals should
be safely secured.
Your Participation
Step 5

Selling Your Home
In 7 Steps The advantage of a key box installed at your home makes it very convenient for agents to
set up showings while maintaining a high level of security. A realtor key box is a secure
way to allow cooperating real estate agents access to show your home. The agent must
be a member of the Board of Realtors with an access key and code to open the key box
and obtain the key to your home.
Another advantage to using a key box is that it can provide a record of showing activity for
us to review. When a realtor shows your home, we receive an email within 5 minutes of
the keybox being opened, with info on the time, and who it was. How did the home show?
Is it priced right? Is there interest? These follow-up questions provide valuable
information that we get back to you. We continually update you on each and every
showing. And for interested parties, we stay in contact and do what we can to help them
along to making an offer.
Scheduling Home Showings and Providing Feedback
Step 5

Selling Your Home
In 7 Steps
Throughout the listing time period we will continually update you on the competing homes in
your neighborhood. You need to be aware of other homes that come on the market, and
what pricing they are at. Also once you start getting showings, these other homes will most
likely be shown too. If they are selling, and yours is not, we need to know about it, and figure
out why. Is your price too high? Is it the showing condition of your home? Was the other
home simply a better fit for the buyer? What can we do to be sure you are the next home to
sell?
Watching and analyzing your competition is extremely important!
Keeping You Updated on Competing Homes
Step 5
New Listing Pending Sale New Listing
New Listing Recently Closed New Listing

Selling Your Home
In 7 Steps
An offer for your home will come in the form of a Real Estate Purchase Contract (REPC) - a state
approved form that is used to present an offer. The REPC should be thoroughly read and reviewed before
any decisions are made. Once we receive an offer for your home, we will carefully review all terms of the
offer with you. All accepted terms of the REPC must be carried through the life of the contract. The
signed, accepted REPC (with all addenda & counteroffers) is a LEGALLY BINDING CONTRACT.
Below are some of the items that we will need to pay close attention to:
Purchase Price - Be sure to factor in all the terms of the offer before getting excited or disappointed.
Included Items - What is included - Refrigerator, Washer & Dryer, Hot Tub, Furniture, Artwork, etc.?
Excluded Items - What is excluded - Refrigerator, Washer & Dryer, Hot Tub, Furniture, Artwork, etc.?
Water Rights - Do they apply? You may need to employ the services of a Water Lawyer.
Earnest Money - This is the initial deposit. The importance of this item is often overlooked.
Method of Payment - Is this a cash sale, conventional mortgage or seller financing? How much down
payment?
Special Assessments - Are there any outstanding or upcoming HOA assessments? Who pays, Buyer or
Seller?
Possession - When does the property legally change ownership? (Buyer receives keys and moves in)
Seller Disclosures - What information about the property is the Buyer asking for? Do we have it ready?
Due Diligence Condition - What "outs" will the Buyer have?
Appraisal Condition - Is the sale contingent on the home's appraisal amount?
Financing Condition - Is the sale contingent on the Buyer securing financing?
Additional Earnest Money - Will the Buyer offer an additional deposit of earnest money?
Additional Addenda - Are there any additional terms or addenda attached to the offer?
Home Warranty - Is the Buyer asking for a home warranty? Are they asking for you to pay for it?
Mediation - If a dispute arises, how are you and the Buyer directed to handle it?
Seller Disclosure Deadline - What is the deadline date for you to provide all seller disclosures?
Due Diligence Deadline - What is the deadline date for the Buyer to complete due diligence?
Financing & Appraisal Deadline - What is the deadline date for the Buyer to cancel based on loan
denial?
Settlement Deadline - What is the deadline date for you and the Buyer to complete closing?
Response Deadline - How long do you have to respond to the offer, or counteroffer?
Multiple Offers - As great as it is to have multiple buyers for your home, we need to negotiate
strategically.
After considering all terms... Do you Accept, Counteroffer, or Reject the Buyer's Offer?
Evaluation of an Offer - Does it meet your needs?
Step 6
Negotiating the Purchase
Contract

Selling Your Home
In 7 Steps
Providing the Seller's Disclosures
This is the process where you as the Seller are required to provide information relating to your home.
• Seller Property Condition Disclosure - filled out, signed and dated from Seller.
• Commitment for the policy of Title Insurance, showing easements, encroachments and liens.
• HOA information, budget, minutes, assessments, CC&R's, and survey, water rights if applicable.
• Copy of any leases, rental, and property management affecting the property not expiring prior to closing.
• Notice of any claims and/or conditions relating to environmental problems & building or zoning code violations.
Buyer's Due Diligence (Evaluations and Inspections)
This is the time period provided to the Buyer to learn, review, inspect and decide if acceptable.
• The Buyer will carefully review all items provided in the Seller's Disclosures.
• The Buyer may schedule physical condition inspections, tests and evaluations of the property.
• The Buyer will review the costs, terms and availability of homeowner's insurance for the property.
Buyer's Right to Cancel or Resolve Objections
If the Buyer determines the Evaluations and Inspections to be unacceptable, the Buyer may:
• No later than the Due Diligence Deadline, cancel the contract by written notice to Seller.
• Or no later than the Due Diligence Deadline, resolve in writing any objections.
Remaining Contingencies and Financing
In the final steps of the transaction we will coordinate and complete any remaining details.
• Is the sale contingent upon an appraisal? At what amount did the property appraise?
• How is the Buyer's financing going? Are there any last minute issues for securing their mortgage?
• Was the sale contingent upon the Buyer selling their previous home?
• Final pre-settlement walk-through inspection.
Settlement (Closing)
Settlement, and then Closing shall take place only when all of the following occur:
• Buyer and Seller have signed all documents required by REPC, Title, Lender, etc.
• Any monies required to be paid have been delivered by Buyer and/or Seller.
• The proceeds of the new loan have been "funded", then all closing docs are "recorded" at the County Recorder
• Hand off keys, garage door openers, manuals, warranties.
• Help you to find a new home in this area or offer relocation assistance.
Step 7
Managing the Transaction
Through Closing

Lets Get Started!
There is so much thought, knowledge and preparation that
goes into a successful home-selling campaign. We will be your
resourceful guide through every step. Lets get started on
formulating our strategic plan to get your home sold.

Thank You for Your Business
Much of our business is based on referrals from satisfied clients.
If you know anyone who could benefit from our services,
please let us know how we can be of help!

Your Home Listing Presentation by JulieTernesHomes.com

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Editor's Notes