The Selling Process 

Knowledge can be the key to a speedier home sale. Learn all you can about selling from
appraisals to negotiations as well as how a CENTURY 21® Real Estate professional can
help you market your home for the quickest sale with the best price possible.
Learn the Basics

Steps and strategies for a successful sale.
Step 1: Creating a Marketing Plan
Step 2: Setting the Price
Step 3: Showtime
Step 4: Protecting Yourself
Step 5: Making the Deal

Step 1: Creating a Marketing Plan
Create a marketing plan for your home that will help distinguish it in your local
marketplace and attract buyers to your property. This may include advertising in the
newspaper, posting your listing on the Internet, holding an open house and more.
CENTURY 21 At The Crossing, Inc. Sales Professionals often use the CENTURY 21
Customized Marketing System to create a personalized selling program for clients. Its
purpose is to sell a home at the best price possible in the shortest amount of time.

Step 2: Setting the Price
A key part of the marketing plan is setting the list price. If a home is priced too low, it
may cost you money. If a home is priced too high, potential buyers may be scared away.
To determine the best asking price, review the cost of recently sold homes, evaluate the
competition and study marketplace trends. CENTURY 21 At The Crossing, Inc. Sales
Professionals are trained to use this information to help you reach the right asking price.
It is also helpful to discuss other terms and conditions, such as timing and items that can
be included with the sale of the home. Both of these can make your home more attractive
to potential buyers.

Step 3: Showtime
Now it's time to get your home ready for the spotlight. Start with a good cleaning, then
eliminate any clutter, add a fresh coat of paint and tidy up the yard. Talk to your real
estate professional about other tips that can help boost a home's curb appeal and impress
potential buyers once they're in the door. One way to make a home more attractive is to
purchase a Home Protection Plan. This insurance protects you, the seller, from paying
repair or replacement costs of major items during the listing period. It also protects the
buyer during their first year of homeownership. In addition, make sure you are aware of
all the federal, state and local disclosure laws. This information can be obtained by the
specific local and federal government agencies or from CENTURY 21 At The Crossing,
Inc..

Step 4: Protecting Yourself
In some cases, a home sale can also be an invitation for danger. Here are some things you
can do to make the process safer.
• Ask for identification
• Ask for pre-approval letters
• Lock up and hide collectibles and valuables
• Remember "For Sale" signs bring in buyers. Do not allow your children to open
doors to strangers.
• If you have pets, make sure they are controlled
• Remove any dangerous items
• Talk to your CENTURY 21 At The Crossing, Inc. Sales Professional about
additional safety tips to help protect you and your family.

Step 5: Making the Deal
A buyer has made an offer - now it is time to negotiate. Rely on
your CENTURY 21 At The Crossing, Inc. Sales Professional to
guide you through this process. He or she will help you arrive at an
acceptable price, terms and conditions. Once you have accepted an
offer, help keep the deal together by meeting deadlines and criteria,
including home inspections, appropriate buyer visits, scheduled
deposits and other steps. In fact, during this period there may be a
renegotiation of the accepted offer price depending on the
outcomes of these visits. As the closing nears, you may also need to
perform repairs or do additional work to the house as agreed upon
in your contract. In addition, you will need to have the house
"broom clean" prior to the closing so that the buyer can complete a final walk through.
When you finally arrive at the closing table, come prepared with the appropriate
certificates and approvals as required by your town, county and state. Ask the appropriate
agency or get a list of what you need from your CENTURY 21 At The Crossing, Inc.
Sales Professional. Once the money has exchanged hands and all the papers signed it's
time to hand over the keys and concentrate on your next big project - getting YOUR new
home in order.

© Tim Lord PC 2006-2007, All Rights Reserved, No copyright claimed in works of the U.S. Government.
Information on this website deemed reliable but not guaranteed.
Disclaimer: The advice and information given on TimLordRealtor.com SHOULD NOT be considered final. This website only provides general educational information. Your individual situation may not fit the generalizations discussed. Only a Realtor can evaluate your individual situation and give you advice to fit your individual needs. For further discussion call Tim Lord at 317.319.9012.