The following material is part of the Royal LePage For Sale By Owner Presentation. These marketing materials are intended to be used as a tool to prospect and stay in touch with the selling homeowner.

Instructions:

1. The last two pages are letters you can personalize as follow up to your prospective client.

2. Attach your business card to each marketing piece.

10 ways to make your home more marketable1. Reduce clutter. Pack away most of your decorative items. Store out-of-season

clothing to make closets seem roomier. Remove newspapers and magazines. Clean out the garage.

2. Wash your windows and screens to let more light in.

3. Keep things sparkling clean. Wash fingerprints from light switch plates. Mop and polish floors. Clean the stove and refrigerator.

4. Clean carpeting and drapes to eliminate cooking odours, smoke, and pet odours.

5. Install higher wattage bulbs to make rooms brighter, especially basements and other dark rooms. Replace any burnt-out bulbs.

6. Make minor repairs to give buyers a good first impression. Fixing small problems such as sticky doors, torn screens, cracked caulking, or a dripping faucet will help show your home has been maintained.

7. Tidy your yard. Cut the grass, rake the leaves, trim the bushes, and edge the walks. Include a pot or two of bright flowers near the entrance.

8. Patch holes in your driveway and reapply sealant, if needed.

9. Clean your gutters.

10. Apply a fresh coat of paint in a neutral colour.

19 low-cost ways to spruce up your homeMake your home more appealing to potential buyers with these quick and easy tips.

1. Trim shrubs and trees away from windows and to bring in more light.2. Purchase a new doormat.3. Include a pot of bright flowers (or a small evergreen in winter) on your porch.4. Install a new doorknob and latch on your front door.5. Apply a fresh coating on your driveway. 6. Edge the grass around walks and trees.7. Keep your garden tools out of site.8. Store away toys.9. Install a new mailbox.10. Upgrade outside lighting. 11. Use warm, incandescent light bulbs for a homey feel.12. Polish or replace your house numbers.13. Clean your gutters.14. Purchase new pillows for the sofa.15. Place a flowering plant in a window you pass by frequently.16. Craft a centerpiece for your table with fruit or artificial flowers.17. Replace heavy curtains with sheers to let in more light. 18. Purchase new towels. 19. Install a seasonal wreath on the door.

4 things to do before you sell1. Obtain estimates from a reliable contractor on items that need to be repaired. For

example, price new carpeting or a roof will provide, buyers with a better sense of how much these items cost. In addition, you may find it feasible to follow through yourself on repairs.

2. Obtain a pre-sale home inspection. This will show potential buyers that you are being transparent about the items in the home that require repair.

3. Gather together warranties and guarantees on the furnace, appliances, and other items that will remain with the house.

4. Fill out a disclosure form. Take the time to properly fill out all problems the home may have, however minor. Doing so will prevent liability for you after the sale.

Remodeling that paysThe following renovation projects provide the highest payback potential for homeowners:

1. Bathroom Renovation2. Kitchen Renovation3. Painting

Upgrading your home is always appealing, but which enhancements provide the best return on your investment?

The Appraisal Institute of Canada, provides information on those repairs that provide the best return.

Source: Appraisal Institute of Canada2006 Home Renovation Survey

Tips for pricing your home1. Consider comparables. What have other homes in your neighborhood sold

for recently? How do they compare to your home in terms of size, upkeep, and amenities?

2. Consider competition. How many other houses are for sale in your area? Are you competing against new homes?

3. Consider your contingencies. Do you have special concerns that would affect the price you will receive? For example, do you want to move in four months?

4. Get an appraisal. For a few hundred dollars, a qualified appraiser can give you an estimate of your home’s value. Be sure to ask for a market-value appraisal. To locate appraisers in your area, contact me for recommendations.

5. Ask a lender. Since most buyers will need a mortgage, it is important that a home’s sale price be in line with a lender’s estimate of its value.

6. Be accurate. Studies show that homes priced more than 3% over the correct price take longer to sell.

7. Know what price you will accept. It’s critical to know what price you will accept before beginning a negotiation with a buyer.

5 ways to speed up your sale1. Price it right.

2. Get your house “market ready” at least two weeks prior to showing it.

3. Be flexible about showings. It is often disruptive to have a house ready to show on the spur of the moment, but the more often you can show your home, the sooner you will find a buyer.

4. Be ready for the offers. Decide in advance what price and terms you will find acceptable. 

5. Don’t refuse to adjust the price. If your home has been on the market for more than 30 days without an offer, be prepared to lower your asking price.

6 steps to preparing for an open house1. Hire a cleaning service. A spotless, clean home is essential.

2. Mow your lawn, and be sure toys and yard equipment are stored away.

3. Serve cookies, coffee, and soft drinks. It creates a welcoming touch. But be sure the kitchen has been cleaned; use disposable cups so the sink doesn’t fill up.

4. Lock up your valuables.

5. Turn on all lights. Even in the daytime, incandescent lights add sparkle.

6. Send your pets to a neighbor or take them outside. If that is not possible, crate them.

10 ways to make your home irresistible for an open house1. Place fresh or silk flowers in main rooms for a touch of colour.

2. Install a new shower curtain, fresh towels, and new guest soaps to every bath.

3. Set the dining table with pretty dishes and candles.

4. Install a fresh doormat with a clever saying.

5. Take one or two major pieces of furniture out of every room to create a sense of space.

6. Put away kitchen appliances and personal bathroom items to create more counter space.

7. Lay a fire in the fireplace. Or place a basket of flowers on the hearth if it is not in use.

8. Depersonalize rooms by storing away family photos, mementos, and distinctive artwork.

9. Turn on the sprinklers for 30 minutes to rejuvenate the lawn.

Open house tipsAdvertise your open house. Ideally you should advertise on both the weekend before and the weekend of the open house. Check with the local paper to see when their ad closing deadlines are.

Create a property summary sheet. This sheet gives prospective buyers an overview of your home. Include dimensions for each room, copies of a property survey, summaries of utility costs and property taxes, and a list of when capital items such as a roof and furnace were added or repaired.

Develop a sign-in form for prospects’ addresses. You will ideally want both phone numbers and e-mail addresses to follow up with prospective buyers.

Put up signs. One or two days before the open house, place directional signs at major intersections within three to four blocks of your house. Be sure you check on anti-sign regulations in your area.

Get your house ready. Remove clutter, clean your house, wash your windows, add flowers, turn on lights, open draperies and blinds, remove valuables and breakables, confine pets, turn on soft music, and set up a table for your property fact sheet near the entrance.

Develop a follow-up sheet. Getting feedback on your home from prospects who attended your open house will give you a better understanding of how to make your home more appealing to buyers.

Is your buyer qualified?Unless the buyer who makes an offer on your home has the resources to qualify for a mortgage, you may not have a sale. If possible, try to determine a buyer’s financial status before signing the contract.

Ask:

• If the buyer has been prequalified or preapproved (better) for a mortgage. Such buyers will be in a much better position to obtain a mortgage promptly.

• Does the buyer have enough money to make a down payment and cover closing costs? Ideally, a buyer should have a minimum of 5% of the home’s price as a down payment and between 2 and 5% of the price to cover closing costs.

• Is the buyer’s income sufficient to afford your home? Ideally, buyers should spend no more than 32% of their total income to cover PITI (principal, interest, taxes, and insurance).

• Does your buyer have good credit? Ask if he or she has reviewed and corrected a credit report.

• Does the buyer have too much debt? If a buyer owes a great deal on car payments, credit cards, etc., he or she may not qualify for a mortgage.

6 terms to watch for in a purchase contract1. The closing date. See if the date that the buyer wants to take ownership is

reasonable for you.

2. The deposit. Look for the largest deposit possible. A large deposit is usually a good indication of a sincere buyer.

3. Fixtures and personal property. Check the list of items that the buyer expects to remain with the property and be sure it is acceptable.

4. Repairs. Determine what the requested repairs will cost and whether you are willing to do them yourself or lower the price of the home.

5. Contingencies. See what other expectations the buyer has before the contract is final—inspections, selling a home, obtaining a mortgage, review of the contract by an attorney. Set time limits on contingencies so that they won’t drag on and keep your sale from becoming final.

6. The contract expiration date. See how long you have to make a decision on the offer.

Moving tips

1. Give your forwarding address to the post office, usually 2 to 4 weeks ahead of the move.

2. Notify your credit cards, magazine subscriptions, and your bank of your change in address.

3. Develop a list of friends, relatives, and business colleagues who need to be notified of the move.

4. Arrange to have utilities disconnected at your old home and connected at your new one.

5. Cancel the newspaper.

6. Check insurance coverage for moved items. Movers usually only cover what they pack.

7. Clean out appliances and prepare them for moving, if applicable.

8. Note the weight of the goods you will have moved, since long-distance moves are usually billed according to weight. Watch for movers that use excessive padding to add weight.

9. Check with your condo or co-op about restrictions on using the elevator or particular exits.

10. Have a “open first” box with the things you will need most—toilet paper, soap, trash bags, scissors, hammer, screwdriver, pencils and paper, cups and plates, water, snacks, toothpaste, etc.

Out-of-town moving tips There are additional challenges you face when you move out of town. Here are some key tips to keep in mind:

1. Get copies of medical and dental records and prescriptions for your family and your pets.

2. Get copies of your childrens’ school records for transfer.

3. Ask friends for introductions to anyone they know in your new neighborhood.

4. Consider travel needs for your pets.

5. Let a friend or relative know your route.

6. Carry ready cash or credit/debit cards until you can open a bank account.

7. Empty your safety deposit box.

8. Put plants in boxes with holes for air circulation.

Tips for holding a yard saleUse a yard sale to reduce the clutter in your home and get rid of items you don’t want to move.

1. Check with your municipality to see if you need a permit or license.

2. See if neighbours want to participate and have a “block” sale to attract more visitors.

3. Advertise. Put an ad in free classified papers. Put up signs and balloons at major intersections and in stores near your home.

4. Price items ahead and attach prices with removable stickers. Remember, yard sales are supposed to be bargains, so don’t try to sell anything of significant value this way.

5. Check items before the sale to be sure you haven’t including something you want by mistake.

6. Keep pets away from the sale.

7. Display everything neatly and individually so customers don’t have to dig through boxes.

8. Have an electrical outlet so buyers can test appliances.

9. Have plenty of bags and newspaper for wrapping fragile items.

10. Get enough change and keep a close eye on your cash.

5 items to have on-hand for the new owners1. Owners’ manuals and warranties for items left in the house. 

2. A list of local service providers—the best dry cleaner, yard service, etc.

3. Garage door opener.

4. Extra sets of house keys.

5. Code to burglar alarm and phone number of monitoring service, if not discontinued.

Date:

Address:

Greetings,

I hope you had a chance to review the information I left at your house and I trust you found it helpful. I understand your preference to sell your property on your own.

I would like to offer you a complimentary price evaluation on your property to help you to find out what it’s worth on today’s real estate market.  For a complimentary price evaluation, please give me a call. There is no pressure or obligation to list or sell through me or my company.

Again, thanks for your time, and please call me if I can help in any way.

Sincerely,

Date:

Address:

Greetings.

I hope you had a chance to review the information I left at your house recently, and I trust you found it helpful. According to the 2010 National Association of REALTORS® Profile of Home Buyers and Sellers, the biggest concern among For Sale By Owners is pricing their home correctly. According to the survey, almost 1 in 4 struggled to get the price right. If a home is not priced correctly, it will stay on the market longer and generate less in price. 

I understand your desire to sell your property on your own, and respect your decision to do so. To help you with this endeavor, I am making sample copies of some of our forms available to your attorney to look at and incorporate in your transaction. Unfortunately, I cannot provide you with free forms since our contracts come from our REALTORS® association. However, you are more than welcome to borrow my sample packet if your attorney would like to incorporate some of the same information in his or her sales contract. Let me know if you would like to see this and I will be happy to drop it off.

I would also like to offer you a price evaluation on your property to determine what it’s worth on today’s real estate market. This does not take long and many of my clients find this information helpful with their own marketing efforts.

To borrow my sample forms packet, or receive a price evaluation please give me a call. They are both complimentary and there is no pressure to list or sell through me or my company.

Again, thanks for your time, and please let me know if I can help in any way.

Sincerely,