s a l es_guide_(1).pdfbuyer/investor traffic to your property is absolutely paramount! the more...

SECRETS OF THE

THE ULTIMATE GUIDE TO SELLING YOURHOME IN ANY MARKET, UNDER ANY

CONDITION, FOR LESS TIME

HAND-HELD INSTRUCTION FROM START TOCLOSE

SALE© 2020 DREW LOCKE

Drew LockeCONNECTICUT REAL ESTATE

PRESENTS

So, you've decided that you may be ready to sell yourhome. What an exciting time it is! Here's the issue... many sellers go into the market withnot even the slightest idea of what they are doing! First they try to sell it For Sale By Owner (FSBO)... and itrots on the market for three months. Ouch! Then they list it with a cut-rate agent to try to save somecash again... and it sits on the market for another sixmonths. Double ouch! Finally they may get a couple of bites here and there... butthe offers are too low, or the buyer falls through becausethey aren't serious, or the agent can't be reached... so onand so forth. Listen, if you're interested in selling your home in anycondition, in any market, as fast and as painless aspossible then this guide is for you! In the pages of this e-book you're going to find hand-tailored information that dispels myths and rumors aboutselling, spells out EXACTLY how to go from newly listed tosold, and helps you completely dodge many pitfalls sellersgo through. Are you ready? Let's get going!

Drew LockeCONNECTICUTREAL ESTATE

Direct: 203-815-7457

Email: [email protected]

Call/Text

INTRODUCTION1.

WELCOME!1

© 2020 DREW LOCKE

TIP: Keep an eye out for tip sections for reallydetailed and important information!


Direct: 203-815-7457


Call/Text

2. SELLING FACTORS

Are you ready toSELL? And, are you ready to SELL hard

and fast?

2

© 2020 DREW LOCKE

It's quite overwhelming to think about all that's needed toget your property to sell. There's lots of moving parts,factors, and conditions that need to align just right to moveyour home into someone else's hands. But here's the deal...

There's three main factors that have proven to be thesecret ingredients to selling your property fast, with lesshassle, and less time. They are:

PRICECONDITIONMARKETING

1.2.3.

Time and time again across all of history in real estate,statistics and figures show us that those three factors arethe absolute KEY to getting your property sold.

By focusing our energies on those specific three sellingfactors we become FAR more likely to sell in any marketfaster and for far more money in YOUR pocket!

Let's dive in and take a look deeper into each!

I get it! You want to sell for as much as you can to get the mostthat you can! Completely understood! Maybe you're counting on the appreciation you've earnedto put cash in your pocket! Maybe you're selling at a timewhen you'll actually LOSE money so you want to cut yourlosses. And no matter what the circumstance... if youmake money you have plans for that money! You might roll it into the next house (upgrade!). You mightpay off debt, or pay off your car, or pay off SOMETHING.Maybe you'll stash it away for little Johnny to go tocollege. Or maybe, you'll take it all and buy a Ferrari. Thefact of the matter is that it just DOESN'T MATTER. Here'swhat matters - If there's one factor we want you to lookat it's this:

© 2020 DREW LOCKE

If you don't price your home right from the start you'retaking a huge risk. It will eliminate a huge amount ofbuyers the second it hits the market. Further, the longerit sits on the market the more likely buyers will start toquestion, "what's wrong with it?" Finally, many buyers won't even look at it if the price istoo high! Imagine having the best home on the block witha completely renovated and upgraded interior, yet buyersdon't even look inside because you cost $35,000 over andcan't justify it! Frustrating to say the least!

PRICE1.

Drew Locke

2. SELLING FACTORS

CONNECTICUTREAL ESTATE

Direct: 203-815-7457


Call/Text

3

PRICE IS KING

The condition of your property is super important. A typical buyer wants to spend their money on a propertythat is as close to turn-key as possible. Many buyers arenot interested in doing work (sometimes ANY work) tothe house they purchase. They want to walk in and beginliving in their new home and not patch walls, fix leakingplumbing, or resurface the floors. That said... getting your property in great condition that isready to sell is key BEFORE opening it up to the market. When you refuse to fix the issues you know your homehas, they just come up with buyers down the road. If theyget overlooked by the buyers that walk your home, beprepared for them to come up during inspection! Thepoint being... WHETHER IT'S NOW OR LATER, YOUR CONDITION WILLCOME UP. Imagine having knowledge that your attic has a leak. Youget an awesome buyer that is qualified and anxious toclose. Then their inspector finds the leak. You're notwilling to fix it, they aren't willing to pay, so the dealdissolves... so frustrating! Never forget... PRICE IS KING. Many buyers will bepersuaded to overlook problems when the price is right! Ifyou're willing to discount the property to cover costs tofix conditions that you don't want to, chances are you canstill sell! Be willing to flex and cooperate if you want theproperty moved fast.

2. CONDITION

Drew Locke

2. SELLING FACTORS


Direct: 203-815-7457


Call/Text

4

© 2020 DREW LOCKE

Here's where many brokers and many agents across thecountry struggle... and what you, the seller, need to zoomin on! If you want to sell, you need to blast the propertywith MARKETING. The price could be right, the condition could be pristine,but if you're not getting exposure and traffic... it WON'Tsell. Awareness through marketing gets your "product"into the market and across the eyes of thousands. For this reason, getting as much marketing andbuyer/investor traffic to your property is absolutelyparamount! The more eyes, the more exposure, the moremarketing the better chance you have to sell. Here's the key however... As we discussed, many brokers and agents struggle here.They pitch you a traditional "listing presentation," poptheir sign in your yard and, frankly, pray! They may think"ok, I'll give it to the market and buyers will come!" The reason this doesn't always work is because everyproperty is different, every client is different, everymarket is different, and so on! That's why you need to listwith an agent who offers customized real estate servicesthrough a MARKETING PROPOSAL, not a sales pitch cookiecutter LISTING PRESENTATION. It may be great they sold 100 homes last year... that's notYOUR home. Customized real estate services that offer ahand-tailored experience with a marketing plan hasshown more success than anything!

3. MARKETING

Drew Locke

2. SELLING FACTORS


Direct: 203-815-7457


Call/Text

5

© 2020 DREW LOCKE

TIP: Everyone sees your listing everywhere duethe power of the internet!

Drew Locke

2. SELLING FACTORS


Direct: 203-815-7457


Call/Text

6

© 2020 DREW LOCKE

Every brokerage shares very similar information! Sincethe advent of the IDX (Internet Data Exchange) when you

list your property it gets visibility on EVERYONE'Swebsite! This technology is exclusive to NO ONE, it's

shared and every brokerage does it! This highlights whyMORE NEEDS TO BE DONE. Customized marketing

proposals and real estate services does just that! Listingpresentations and cookie cutter services of real estate

pray someone see's it somewhere using tech everyone haseverywhere!


Direct: 203-815-7457


Call/Text

3. KNOW YOUR WORTH

What's yourproperty REALLY

WORTH?

7

© 2020 DREW LOCKE

Now that I've covered the basics and know the mostimportant factors to selling your property, we need todiscuss how to know what to price your property to make itmove fast while pocketing as much cash as you can! This isthe fun part! We know that PRICE IS KING, so our pricing strategy is asuper critical first step. Buyers needs to SEE and FEEL thevalue. Too high - you scare buyers away. Too low - it sells...and you miss out on cash! So how do we know what's your property really worth? Whether we like it or not, the market fluctuates and mayhave gone up or down since your initial purchase. This iswhy picking a number based on YOUR COST is a fatalmistake because the market never lies. There's two great ways to price your property:

APPRAISALCOMPARATIVE MARKET

ANALYSIS (CMA)

1.2.

Appraisals are formal looks into knowing your worth. Theyare great tools for getting a fairly accurate estimate of howyour house stacks up in the market, in your neighborhood,with your amenities. Appraisals give you a more precise number and are evendefendable if, for whatever reason, they were to be broughtinto court. But appraisals are costly - roughly $300+ for the detailedlook into your property. They can be slower as they requirea professional to formally perform the service. Finally, theytypical DO NOT listen to the market a much such as aneighbor selling for $20,000 more because of a lack of supplyin the area. Appraisals revolve around "FAIR MARKET VALUE."


Direct: 203-815-7457


Call/Text

3. KNOW YOUR WORTH8

© 2020 DREW LOCKE

APPRAISAL1.

CMAs are more informal tools used by brokers which alsolooks into what your home is worth. Like appraisals, CMAs look at such characteristics as yoursquare footage and other parameters. Unlike an appraisal,CMAs weigh heavily on "listening to the market." A CMAlooks at units recently sold in the surroundingneighborhood and how long they stayed on the market(frequently refereed to as "comparables" or "comps"). CMAsare also typically free and widely available. However, CMAs carry no weight in court unlike appraisals.They are not as detailed and finite and therefore lean moretowards the side of an estimate and opinion. CMAs revolvearound "OPINION OF VALUE."


Direct: 203-815-7457


Call/Text

3. KNOW YOUR WORTH9

© 2020 DREW LOCKE

2. CMA

If you're interested in running a CMA on your property, please clickhere and start the process of figuring out your home's worth in today'smarket!

https://www.drewlocke.com/marketworth

I spoke previously about how important condition is foryour property to sell fast and for more. Let's dive a bitdeeper and structure it out together! The big take away here is that how you live in your homeisn't necessarily how the buyer will live. That means theplace needs to be clean, organized, de-cluttered, andstructured for a buyer to visualize themselves living there. Start with the clutter... get it out of there! Rent a storagefacility, borrow some space from a friend, do anything youcan to have your home space free of clutter and open. Notonly does this paint a picture of the space more clearly andopenly for the potential buyer, but it is also backed by lotsof psychology! When we enter a room that is cluttered wesubconsciously shut down - and different people willshutdown on different levels. One may be bothered a littlewhile the other may completely checkout and be disgustedaltogether! This clean look is really powerful and should be your focusfor preparing to sell. Clean the counters, wash the floors, mow the grass, makethe bathrooms sparkling... showcase and stage the house aslived-in and comfortable not cold and cluttered!


Direct: 203-815-7457


Call/Text

4. PREPARE TO SELL10

© 2020 DREW LOCKE

How to prepare tosell FAST for MORE.

When it comes down to it the repairs needed to the propertyare truly up to you... but remember what we talked about -they will come up! Major repairs such as a new roof and foundation problemswill completely scare off most buyers and therefore shouldbe done prior to listing. Or, account for the major repairsand be ready to discount the price if you're unwilling tomake the changes. Minor problems like a dripping faucet should be looked at(or not) at your own discretion. It's really up to you and yourgoals of what you want to do and how you want to sell. Making repairs adds value to the property directly andsmooths the selling process out a lot. We advise presentingyour property in the best condition it can be in and makingit showroom ready. Buyers like to walk in and turn the key...not replace windows and worry about the laundry roomdoor creaking.


Direct: 203-815-7457


Call/Text


© 2020 DREW LOCKE

What about repairs?

TIP:Don't forget! Whether it'snow or later, the issues withthe property WILL come up.If it's later, buyers may usethem against you and ask fora discount!

I know you don't WANT to tell the buyer about the mold inbathroom, but ultimately you HAVE to. Let's discuss whatyou HAVE to disclose to buyer's that are looking at theproperty by taking a look at EXACTLY what Connecticutrequires of us as sellers:


Direct: 203-815-7457


Call/Text


© 2020 DREW LOCKE

What do I have toDISCLOSE?

The Uniform Property Condition Disclosure Act (ConnecticutGeneral Statutes Section 20-327b) requires the seller of

residential property to provide this disclosure to the prospectivepurchaser prior to the prospective purchaser’s execution

of any binder, contract to purchase, option or lease containing apurchase option. These provisions apply to the transfer of

residential real property of four dwelling units or less made withor without the assistance of a licensed broker or

salesperson. The seller will be required to credit the purchaserwith the sum of $500 or the amount set forth in section 20-

327c of the Connecticut General Statutes if said sectionprescribes a different amount, at closing if the seller fails to

furnish this report as required by said act.

It is absolutely paramount that you discuss this with youragent. Only an agent has the training and experience towalk you through many pitfalls and even legal ramificationsmany sellers face by NOT disclosing.

A QUICK OVERVIEW OF WHAT YOU'RE REQUIREDTO DISCLOSE:


Direct: 203-815-7457


Call/Text


© 2020 DREW LOCKE

1) GENERAL INFORMATION:

How long have you lived here? How old is the structure?Who owns the property? Are you in a flood zone? Is there anassessment coming to your property? Are you in a specialtax district?

2) SYSTEM/UTILITIES:Heating problems? Underground fuel tanks? Undergroundstorage? Hot water issues? Plumbing concerns? Sewageproblems? Air conditioning problems? Electrical problems?Water problems?

3) BUILDING AND STRUCTURE:Foundation issues? Basement water or floods? Sump pumpuse? Leaky roof? Wall problems? Siding problems? Chimneyproblems? Driveway concerns? Lead paint/plumbing? Isanything leased? Do you have litigation against theproperty?

TIP:Your agent is an expert at holding your hand through this

entire process! Although it can be overwhelming, youragent is there for support and expertise along the way.

Don't go it alone!

(This is an overview! There's far more detail required - talk to your agent!)


Direct: 203-815-7457


Call/Text


© 2020 DREW LOCKE

What if I have to sellfor less than I owe?Sometimes sellers get into the position where they owemore than they will make on the property. In this instance,the seller can create what is called a short sale. In a short sale, a seller unloads a property where they owemore than the current value and need to sell for variousreasons. Maybe they can't afford the payment anymore andwant to avoid going into default, or maybe they need torelocate fast for a job or opportunity - forcing the sale at atime when the market is down. Regardless of the reason, a short sale can becomecomplicated quickly and requires discussions with the bankand other entities. Short sales typically benefit the buyer, not the seller. Theyare also longer processes because they have many movingparts and parties involved to authorize the sale short of theloan. Regardless, short sales remain an option for sellers whoneed to unload the property at an inopportune time for anyreason present.


Direct: 203-815-7457


Call/Text

5. GETTING OFFERS15

© 2020 DREW LOCKE

It's time...

With your preparation work done, your property fixed up,your bathrooms sparkling, and your options explored... it'stime to list that house and deal with incoming offers! Let's discuss some common scenarios that many sellersinteract with during the offer process. With a deeperunderstanding we can prepare ourselves even more forwhat's to come!

List that property anddeal with incomingoffers!


Direct: 203-815-7457


Call/Text

5. GETTING OFFERS16

© 2020 DREW LOCKE

In Connecticut, there's no law or rule that you have to tellother buyers or buyer agents that there's other offers. Butlet's take a quick look into this some more: When your property is live, listed, and prepped the way wediscussed, it's a hot item! The price is right, the house isstaged, that skylight doesn't leak anymore - it's OK to beproud! This also means that buyers WANT WHAT YOU HAVE. If multiple buyers come in and want what you have, thismight be the perfect scenario for a bidding war. Thishappens when there's a couple of buyers all throwing offersyour way to grab your house and make it their own. Abidding war can drive up the price and pocket you morecash! Cool! Because of this, it's a good idea to tell buyers that you haveother offers. This will apply just the right amount ofpressure to dig deeper into their pockets and understandthat your house is a hot commodity. With that said, it is NOT advised to tell your potential buyerswhat the terms are. You could effectively shave off somecash for yourself if you disclose what the other buyers arebidding! They may respond with $1,000 more instead of$10,000 if you tell them the terms! Your agent in Connecticut CANNOT discuss these figureswithout your discretion regardless.

To tell or not to tellbuyers about offers...

What happens when you accept an offer but then, out in thedistance, the perfect buyer shows face? This buyer comes in strong with bags of cash, good credit,the willingness to jump in, and the drive to pitch you anoffer upon first glance! But, you just accepted an offer fromthe other buyer down the road. Well, if you added a Hubbard Clause to your contract thatallows you to continue to receive offers you can do this. In this example, a buyer comes in low but you just want tosell and be done with it. You begin the process but have aHubbard Clause in your contract with them. This means thatthe property continues to stay on the market until thebuyer sells off their own property first, or another offercomes in that you want. The seller advises the buyer that another offer is incomingand puts them on notice to, essentially, "pay up or ship out!" The buyer then has a designated amount of time to come upwith the money or the seller can move in on the other offer. Pretty cool! But also technical. An agent is also an experthere in navigating you through the process.


Direct: 203-815-7457


Call/Text

5. GETTING OFFERS17

© 2020 DREW LOCKE

A better offer...

Contingencies are clauses in a buyer's offer that allowsthem protection from unforeseen circumstances. This isvery common and allows buyers to pitch an offer quickly butstill hold onto basic protection. These clauses provide a way out for buyers in casesomething comes up from the time they make and offer towhen they close. Unfortunately, this is also quite common.Problems do arise that both parties don't expect. There's two main contengencies that come into play quiteoften:


Direct: 203-815-7457


Call/Text

6. GETTING OFFERS18

© 2020 DREW LOCKE

Let's talkCONTINGENCIES.

INSPECTION CLAUSES1. No matter how handy a buyer is, they're probably are not anINSPECTOR. These clauses allow the buyer to perform adetailed inspection of properties before closing. If it'sdiscovered there's undisclosed and major problems thebuyer can decide to get out.

2. FINANCING CLAUSES Buyers are typically not bankers as well! So they have

financing clauses to protect them against the mortgageapproval process falling through. These clauses protect thebuyer from purchasing a property they simply cannotafford!

Many, MANY sellers struggle with knowing when to pull thetrigger on an offer. There's lots of variables for sure, butlet's look at some guidelines. Listen, the longer the listing sits on the market the longeryou look desperate, overpriced, or even that the propertyhas flaws. Although none of these are probably true,perception is powerful in the market of real estate! With that said, it's important to look at your goals. Do youwant to sell fast? Are you willing to reject reasonable offersat risk of not receiving another? Can you afford to carry theproperty further? Are you motivated to sell or are youwilling to whether the storm? Understand that the seller wants as much money in theirpocket as possible for the sale, while the buyer wants tohold onto as much money as they can in the purchase. Butat the end of the day you both want the same thing... TOCHANGE HANDS ON A PIECE OF PROPERTY! There is a sweet spot where the offer price lines yourpockets but wiggles just enough to let the buyer feel likethey are valuable - because they are! Where the real pricelands is up to you and your goals! In short... only YOU and your family can decide when to pullthe trigger and sell!


Direct: 203-815-7457


Call/Text

5. GETTING OFFERS19

© 2020 DREW LOCKE

When to pull thetrigger... or not...

Congratulations! You accepted an offer and you're on thefast track to selling your property! It's now time to wrap upand change hands on the property from you to the buyer.It's time to push towards the CLOSE. Let's talk about what to expect as we chug along towardsclosing by visualizing a closing timeline. It's almost time to sign on the dotted line! Hang in there...we are closer than ever!


Direct: 203-815-7457


Call/Text

6. CHANGING HANDS20

© 2020 DREW LOCKE

Let's wrap up andmove out!


Direct: 203-815-7457


Call/Text

6. CHANGING HANDS21

© 2020 DREW LOCKE

TYPICAL CLOSING TIMELINE:1) EXAMINATION OF THE TITLE We need to take a look at the title of the property withpublic records to see if it is clear to change hands or not.Don't worry, once again this is handled for you byprofessionals. During this process your home is examinedfor any liens or judgments placed on the property that couldbe carried to the buyer. Title insurance protects you at thisstage if you unearth something. If a claim is found, it needsto be cleared up before changing hands. 2) INSPECTION TIME Although not required, home inspections are commonlyperformed on the majority of typical residential deals.During this time the buyer's inspector is tasked at checkingover the property for issues. Once again, any needed repairsare likely to come up! Based on how the buyerstructured the offer with contingencies, they may be able toask for a repair or discount based on the work needed. 3) LENDER APPRAISAL Unless you have a cash buyer, the mortgage lender of thebuyer is going to send out an appraiser. This is done toprotect the buyer AND the lender against loaning out toomuch money for a property. If the appraisal comes backwith a value less than the sales price, the lender is likely toresist committing to the loan. You can lower yourself downto the appraised price or challenge the appraisal.


Direct: 203-815-7457


Call/Text

6. CHANGING HANDS22

© 2020 DREW LOCKE

4) THE LAST WALK If we've gotten this far it's time for the buyer to walkthrough the property and make sure that what we agreedupon during the contract is still upheld. For instance, if weagreed to leave the dishwasher and lighting fixture, thebuyer is going to look for those things when doing the walk!This is why it's important to be thoughtful and considerateof exactly what you are leaving and what you're taking. It'syour stuff, no problem if you want to take it! However itbecomes a problem when the buyer believes something isstaying and it's not! Buyers will also be looking for agreed-upon repairs and changes we discussed. Anything missing orany work not done will slow down the close. 5) CLOSE OUT YES! So close now! It's almost time to close out. We now set the final date. There's a lot of paperwork to dobut your attorney is an absolute expert at each and everysingle document that comes across the table for you to sign.The closing typically takes place at the seller's escrowagent, title agent, or attorney's office. Attendance is usuallyNOT mandatory as we live in a digital age where everythingcan be signed in advance. But it is a good idea to ask youragent and attorney about it. When everything is signed andgood to go the funds are dispersed to the buyer and you'reCLEAR TO CLOSE! AWESOME! YOU MADE IT! TIP: The average closing time necessary to

wrap up a deal is 50-60 days! Be patient,everyone is anxious to finalize!


Direct: 203-815-7457


Call/Text

6. CHANGING HANDS23

© 2020 DREW LOCKE

"Can I have the buyermove in early?"

Can you? YES. Should you? NO.

In most cases the seller lives in the property that they areselling and therefore need to physically move out before abuyer can move in. However there are instances where you may be unloading avacation house, second home, or just a property that isvacant which doesn't necessitate moving out furniture andbelongings. Why not let the buyer move in early? This can be a BIG mistake and turn into something awful foryou! There's a lot that can go wrong between the time you acceptan offer and the time you close. It is easy to close AND easyfor the deal to fall through. By letting the buyer move inearly you're betting on the deal going through which justisn't the case. If you have a buyer in your home that moves in early, andthe deal falls flat, you now have a new tenant and become alandlord! Tenants come with rights and hurdles that willprevent you from selling the home until you evict them! And this can get nasty real quick. We advise that you DON'TDO IT.


Direct: 203-815-7457


Call/Text

7. HIRE HELP24

© 2020 DREW LOCKE

"Why should I hire areal estate agent?"

The professional real estate agent is not just a middle manbetween you and the buyer. We are trained professionalsthat are skilled in many arts such as marketing,relationships, and negotiation. Contrary to a lot of what the public believes, we don't setthe price of your property - YOU DO! We offer suggeestions,opinions of value, and guidance as we have our finger on thepulse of the market. I also just don't deliver messages from buyers. I fight onyour side as an expert representative and advocate for youthe client. The absolute worst possible person to negotiate for yourselfis yourself! Emotions cloud a sellers judgment and preventlogical thinking. An agent is a third party that has theneutrality and expertise to hold your hand and go to bat foryou when you're vulnerable and anxious. Further, today's contracts are long, detailed, and complex.One tiny mistake or omission and you could be up againstlitigation that could also cost you thousands of dollars! Overall, you COULD do it on your own... but an agent makesit infinitely more manageable, effective, and efficient.

An excellent question - one Iam happy to answer

Typically agents get paid ONLY when you buy or sell, and thefee comes out of the seller's sale price in the form of acommission. There are flat rate and retainer agents, but I would adviseagainst this style of business for many reasons. The biggestreason is that when an agent is paid only by commissionthey are super motivated to see the deal through. They getpaid when YOU accomplish your goal of selling the house. This is why a commission-only style of real estate agent is sopopular across time. The agent can work for months on adeal but if the job isn't done and the deal is completed,there's no check for them!


Direct: 203-815-7457


Call/Text

7. HIRE HELP25

© 2020 DREW LOCKE

"How do agents getpaid?" Another awesome question!

Let's discuss:

Here's something that you may not have considered... You know all those repairs we talked about? You know howthe property is vacant and it's a good idea to stage it so thebuyer can feel the presence of the home? You know how youneed pictures and/or video to make the property pop? Youknow how you need an attorney? And far, FAR more... What many don't know is that part of our professionalservices comes with being a human Rolodex! We have a longlist of professionals that are waiting for our call to them toaddress anything needed to be done with property. Fromfixing the deck, to photographing the interior, to drafting acontract... your professional agent already has relationshipswith awesome professionals that satisfy any need you andyour property has! Having access to this "personal Rolodex" is absolutelyvaluable beyond belief. There's no research, no vetting, nocalling to be done... just tell us what you need. In Connecticut, we can't receive any form of kick-backs orcompensation from these contractors. This means when wemake a referral it's because they are awesomeprofessionals... not because we get a cut!


Direct: 203-815-7457


Call/Text

7. HIRE HELP26

© 2020 DREW LOCKE

"What else does anagent do?" There's plenty more where

that came from!

You'd never sign a legal contract or document beforereading it over by yourself or with your spouse, right? Of course not! A professional real estate agent is happy to share with youany and all documents that will be coming your way BEFOREthey come your way. This gives you peace of mind and time to mentally processand go through the documents before even picking up thepen. Please don't hire an agent (or anyone for that matter) thatthrows a legal document at you and demands you "just signit" five minutes before it's due! Agents should take the timeto answer your questions and guide you through theprocess. As professional agents we are far more than experts in realestate - I wear many hats! One of the most important hatsto wear is that of a coach and teacher! Hand holding andcustomized real estate services is the mark of a trueprofessional. Go ahead and ask to see anything you want! This evenincludes the very own fees your agent's broker is chargingyou. It's YOUR deal and YOU are the customer!


Direct: 203-815-7457


Call/Text

7. HIRE HELP27

© 2020 DREW LOCKE

"What will I need tosign?" Just ask! A professional agent will

spell-out everything for you!

It really depends on where you are at in the entire process. If it is early enough you can terminate the sales process andremove yourself from the market. If you've received an offer that you accepted, unfortunatelyit can be too late at that point. Our jobs as your seller agentis to present to you a willing, ready, and able buyer to getyour property off the market and sold. Pretty straightforward when it comes down to it. It gets even more sticky when you get further and furtherinto the sales process. If you've accepted the deal and arechugging along towards closing, and then you decide to pulloff the market, it gets even worse. Imagine being a buyerand you've had your deal accepted, and you may have evenput in motion the sale of your OWN house, only to have theplace you're moving to reject the sale. At that point it is very likely you'd be engaged in litigationand have to pay for the buyer's expenses. It WILL COST YOU. This is why it's super important that when you want to sellyou're also certain you want to. Don't put your house on themarket if you're not ready!


Direct: 203-815-7457


Call/Text

7. HIRE HELP28

© 2020 DREW LOCKE

"What if I decide not tosell in the process? Do Ineed to pay you?"

Well, it depends!

This is called a For Sale By Owner or "FSBO." And yes! YouCAN do it too. But we highly... HIGHLY recommend against it.Yes, we want your business, but it's far more than just that! FSBO takes longer, sells for less, with all the liability on yourshoulders, with all the responsibility on your shoulders,dodging and navigating in a complex market through hoopsand hurdles you don't know or have expertise in, withoutrepresentation in your corner... listen the list goes on! Here's the TOP reasons as to why you shouldn't sell yourhouse without representation!

"Why don't I just try it outmyself without an agent?I'll pocket more money!"


Direct: 203-815-7457


Call/Text

7. HIRE HELP29

© 2020 DREW LOCKE

You could! But let's explore that...

STOP

1) SCAMS We live in a day and age where scams are unfortunatelyVERY alive and running. There are horror stories of sellersgetting scammed by fake buyers. For instance, a fake buyercan send you a fraudulent check for too much, request thedifference back, and by the time you pay them out they arelong gone and the check comes back to you as fake. You'rethen stuck with bank fees for the bounce, and you paid out ascammer that is already sipping cocktails in the islandswhen you finally catch it. 2) LIABILITY When you go without representation, every ounce ofliability is on you. The smallest mistake in the complexdocumentation that it takes to move a property is all onyour shoulders. Agents catch mistakes or, at the least, carryerrors and omissions insurance that blocks you fromlitigation. 3) PAPERWORK Like we've discussed... the paperwork is A LOT! In fact it hasbeen shown that the paperwork is the biggest hurdle forFSBO deals! Agents are trained experts that come with ateam and professional broker behind them that handlehundreds, if not thousands, of these stacks of documents allthe time. It takes expertise and knowledge that FSBO sellersjust plain old don't have! This can tie back to litigation, fees,or a host of other issues that could come back to you.


Direct: 203-815-7457


Call/Text

7. HIRE HELP30

© 2020 DREW LOCKE

WHY FSBO IS A BAD IDEA

4) BAD DEALS When you don't understand the process and don't catcherrors, you can get caught in a bad deal. There's LOTS ofways this can show. Maybe you price your house wrong.Maybe you sign and realize a mistake and have to pay outthe buyer the difference. The fact of the matter is bad dealsare common with FSBO and are an absolute headache. Youcan avoid them entriely with an agent. 5) FSBOs SELL FOR FAR LESS Remember we talked about how the worst negotiator foryou is you? FSBOs historically sell for far, far less than agent-assisted homes. Homeowners typical just don't have thetime, expertise, and energy a deal needs to see it throughfor top dollar. If that wasn't bad enough... 6) FSBOs LINGER ON THE MARKET LONGER Unless you know of a buyer before you go on the market,your property is probably going to linger. Even if you sell toyour cousin expect to reference the previous point becausecousin Bobby is going to want a deal! With a FSBO, it is veryrare to market the property appropriately and get the mostamount of exsposure that every home needs. This meansyou're sitting on the market for far longer simply becausethey can't find you! 7) FSBOs GO WITHOUT REPRESENTATION When you have a question or problem, you have to rely onyour old friend Google for the answer because you don'thave representation. Without an expert in your corneryoure stuck figuring it out!


Direct: 203-815-7457


Call/Text

7. HIRE HELP31

© 2020 DREW LOCKE

8) INSPECTION PROBLEMS Without an agent you're going into the ring when it comesto inspections. An inspector may target something "wrong"with your home and the buyer may start making demands.With an agent, you can negotiate further and researchdeeper into these problems. What if the problems areagainst codes but because of the build date areGrandfathered in? The inspector doesn't know. You wouldhave been stuck not knowing and therefore paying out forunnecessary and costly repairs that you could of avoided!Did we mention FSBOs sell for less? It's not just the list pricethat's less, it's lack of knowledge and expertise that canding you for cash all along the process. 9) MARKETING We just want to stress this even further in it's own separatepoint - marketing with FSBOs is severely limited. Maybe youput a small sign on a tree, maybe you tell your father to talkwith his poker group, and maybe you announce to yourneighbors and hope they magically produce a buyer. Anagent ensures maximum exposure and the largest amountof opportunities. Especially when your agent creates acustomized marketing proposal that is specific to YOURsituation, YOUR deal, with YOUR goals. Selling a piece ofproperty is less about the real estate nitty gritty and farmore about marketing than you think! But the combinationof lacking knowledge towards real estate AND marketingcan be a recipe for delay and/or disaster. Speaking ofdelays...


Direct: 203-815-7457


Call/Text

7. HIRE HELP32

© 2020 DREW LOCKE

10) TIME IS MONEY FSBO sellers don't have the access, expertise, or knowledgeto make the property move as it should just like wediscussed. This means it takes longer to sell but also costsmore time from the seller directly in effort and energy.Everything an agent does you'll need to cover. How much isyour time worth to you? Can you afford a part-time job intaking on selling your property yourself? Are you willing totake a day off to process and research paperwork, leavework early to simply unlock the front door, and even jugglelife with researching contractors and the necessary movingparts requried to sell? Time is most definitely money. 11) COSTS We understand the mindset that FSBO sellers have - theywant to pocket more cash! Nothing wrong with that. Well,until they stumble on the costs that come with FSBO! Whenyou sell yourself you have to pay for EVERYTHING it takes tosell it! This includes marketing, photos, MLS listings, maybea credit report for the buyer... EVERYTHING!


Direct: 203-815-7457


Call/Text

7. HIRE HELP33

© 2020 DREW LOCKE

With all that said let's wrap up with this. Iunderstand and respect your right to list your

property FSBO. Allow us a brief moment of yourtime to show you exactly what a true professional

agent can do for you. There's a reason using anagent is so popular! I save you time, energy,

money, and go to bat for you, the client, in everyway I possibly can! A professional agent is worth

it's weight in gold time and time again!

Drew Locke

8. Learn More


Direct: 203-815-7457


Call/Text

34

© 2020 DREW LOCKE

I hope you've enjoyed our Ultimate Seller's Guide and lookforward to hearing about you selling your home! Just

remember one thing... you're not alone in the deal! I wouldbe honored to serve you and hold your hand through the

process!


CALL TODAY - NO OBLIGATION CONSULTATION

"It would be my absolute honor to help you in your homeselling experience. Please allow me to show you what trueprofessionalism is through dedicated service to YOU, my

client. Whether you're selling your first home or tenth, mylevel of service and commitment will be felt for years to

come. Our relationship comes FIRST and will be echoed inyour family each and every time you turn the key to your

new property!"

CALL/TEXT:EMAIL:

WEB:FACEBOOK/INSTAGRAM:

(203)[email protected]@GetLockedDown

REALTOR®

Drew Locke

8. Learn More


Direct: 203-815-7457


Call/Text

35

© 2020 DREW LOCKE

WHY SHOULD YOU GO WITH REAL LIVING?

There's lots of real estate brokerages out there... why RealLiving?

Real Living is unique in that it offers completely customizedreal estate services to clients in a sea of cookie-cutter, big-

box brokerages where you are just another number.

We offer hand-tailored professionalism and servitudeunique to every deal and every client. No two deals or

clients are the same, so why are all the other brokeragestreating it like it's generic and sterilized?

Real Living combines traditional service you find in yourparent's family brokerage backed with cutting-edge

technology and adaptability for any market, any client, andany property, at any time.

Every client and every deal is a special opportunity to standapart in the busy world of real estate with outsanding

service, unparralled professionism, and the drive to put YOU FIRST EACH AND EVERY TIME!

BRANFORD, MILFORD, NEW HAVEN, WOODBRIDGE

"Fastest Growing National Franchise"REALTOR® Magazine

"One of the Best"

"Top 10 Newsmaker"

Winner - Inman Innovator Award

Real Living just keeps growing!

Entrepreneur Magazine

Swanepool TRENDS Report "Our signs are EVERYWHERE!"

s a l es_guide_(1).pdfbuyer/investor traffic to your property is absolutely paramount! the more...

Documents