Selling Process DCross - Feb 2020

Dan Cross, Sales Representative
519-378-4733 | [email protected]

www.advantageroyalgroup.com

8 Steps to Becoming an Informed Seller

Planning to sell? If you’re like most home owners, you’re struggling with a few
questions. After all, you’re probably about to sell the single biggest asset you’ve
ever bought. You might have questions like, What’s my home worth? Should I use
REALTOR® or go it alone? What can I do to make my home as attractive as
possible?
And of course, the big one: How do I get the most for my home?
The best way to start answering those questions is to be informed. If I’ve done my
job right, then this guide should a) give you answers to many of those questions
and b) make you feel a lot more confident about the whole process.
And if you still need more information? My job is to make things easier - just ask.
That’s what I’m here for. You can learn more about me and my services at the end
of the guide.
Welcome aboard,
Dan Cross
Sales Representative

www.AdvantageRoyalGroup.com

Choosing the Best Agent for the Job

Most sellers use a REALTOR® . You certainly don’t have to, but there are good reasons why
most people still do:
1. Pricing is a real art. The biggest factor in determining how quickly your home sells is the
price, and deciding that price is trickier than it seems. It takes experience and even 1%
more for your home can mean thousands to your bottom line.
2. Negotiating is hard. Not just hard to do, but it can feel uncomfortable. If you want some-
one to negotiate fearlessly on your behalf, you need a REALTOR® .
3. Marketing is more than MLS. To get the most for your home, you need as many buyers
interested as possible. According to REALTOR.com, 82% of real estate sales are the result of
agent contacts.
4. Showings and paperwork are a pain. There’s more to the legal side of a home sale than
you might think, and showing your own home is not only awkward, it can really complicate
your schedule.
A REALTOR® takes away the burden of all these things, and works to get your home sold
for the best price in the fastest time. After all—you’ve got a life to live.
How much of that price is yours to keep? I have included a worksheet at the end to help!

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A Little Bit About Dan

After 25 years of running my own Brokerage I couldn’t be happier to announce that in 2014
I began my second career with Royal LePage RCR Realty right here in Grey and Bruce.
The Real Estate Profession is undergoing many changes and I am excited to be in the
business at this time. Royal LePage is a trusted and valued Canadian brand. Their
recognition as an industry leader, as well as their dedication to charitable and social
causes in our community have made them an obvious choice for me.
With the Royal LePage brand behind me, I am confident that my people skills, attention to
detail and my drive to generate results will be of tremendous value to you and your friends.
I also see my role as a Real Estate professional as a further investment in my community,
assisting Buyers and Sellers with one of the biggest financial decisions of their lifetime.
Whatever your Real Estate needs, I can help you to make wise and informed decisions. If
you or anyone you know is considering buying or selling their home, give me a call. “It’s my
job to make your decision as easy as possible.”

Sincerely,
Dan Cross, Sales Representative
519 378 4733 | [email protected]
HONESTY. INTEGRITY. EXPERTISE.

“Dan’s attention to detail
and superior customer service skills

make him an ideal choice.”

www.AdvantageRoyalGroup.com

Testimonials

“Dan’s experience was an “Dan showed us a house we “Dan was upfront and
invaluable asset and help. were interested in buying honest. He gave detailed
He guided us through the and we immediately felt he info about client viewings
buying/selling experience was right to sell ours. He went and the photographer
with care and consideration beyond what a real estate he brought in did an
for our needs and financial salesman would normally do amazing job!”
abilities.” - a great guy!!”
Sue
Ted & Rosemary Mark & Sharon

“Our sales reps were actually “Dan was very helpful with “I liked Dan’s honesty. He
working for the seller, yet information and had was approachable, friendly
they both honestly took care immediate responses to and understanding.”
of our best interests without any questions.”
compromising their integrity.” Katelyn
Janet & Sylvain
Doug & Sue

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“I absolutely loved working with Dan! He always kept us
informed and had our best interests at forefront!” - Tim

“Dan was easy to work with
and we were always able to
ask questions and get his
opinion. It felt like we were
working with a long-time
friend!”

Brittany

“When Dan first approached If you could sell love, to a working partnership and
me about listing my home, I they’ve done it! friendship. I couldn’t have
was skeptical - and blunt :) . hoped for better!
My first question was “Do Selling a log home is not your
you want to sell my home?” run-of-the-mill real estate Thanks guys!”
I told him I wasn’t interested transaction. Dan and Karen
in someone putting a sign on were interested and eager Ruth
my lawn and checking in to understand the unique
now and then to tell me why features of the construction
it wasn’t selling (been there; and maintenance aspects of
done that). the process to be very
informative to prospective
Fifty-eight days later, he had buyers.
proven he loves a challenge!
We started with a
My own challenge was to business transaction
part with my one-of-a-kind and quickly progressed
log home that I had
designed and done a lot of
the building of myself - sort of
like putting your child up for
adoption! Dan and Karen
were most considerate and
respectful of that transition.

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Preparing to List Your Home Checklist

In preparation for listing your home, you will need to gather up a few things. The
following items would be very helpful to have on hand; they contain information
that is either necessary for us to sell your property or of particular interest to Buyers.

If you could collect as much as you have access to, I would really appreciate it.

Tax bill showing total taxes for current year or most recent annual property tax as-
sessment

Utility bills for the previous 12 months (or average monthly cost)
The age of your home
Survey of the property if available
Easements, rights-of-way, deed restrictions, covenants etc., on the property
The age of your home
Age of roof, windows, major appliances, furnace & mechanical systems
List of personal items to be specifically excluded from the sale
Pictures of seasonal features (i.e. gardens in bloom)
A list of the best features of your home
Details of recent improvements and renovations
Bills for any recent/major renovations/repairs completed (or written summary)
Written estimates for any major renovations/repairs to be done (which may impact

the sale)
Other relevant information (any upgrades, copy of floor plans, builder plans and /or

model name)
Copy of any recent inspections
A set of keys for the house and accessory buildings (to put in lock box for agent

showings)

For Condos:

Garage door opener (if applicable)
Maintenance fees and a list of maintenance/fee inclusions
Parking and locker numbers (for condominiums)
Pass key to the building
A list of by-laws and/or restrictions

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Price Right to Profit More

Setting the price for your home is challenging.
Too low, and you leave money on the table.
Too high, and you scare away buyers to other
properties. To complicate all this, your home is
an emotional asset—it’s hard to see it
objectively.

To find the optimal price — one that If you want to get as much for your home
maximizes the sale price and minimizes as possible within a reasonable time
the time it takes to sell — requires frame, you need to get the price right.
strategic thinking.
First, it is important to understand that only
Pricing is something REALTORS® spend the market can determine the ultimate
their careers refining and mastering. They value of your home. That said, choosing
combine intimate local and national the optimal list price is essential to
market knowledge, an exhaustive study maximizing your home’s value. If you price
of similar homes for sale, and an analysis too low, you risk not getting as much as
of past sales to come up with the optimal you can for your property, but price too
list price. And then they combine that high and you risk losing potential buyers
with your unique needs to pick a price who may think your property is out of their
that fits you. price range and you help your
competition sell faster.
It’s no easy task, but it’s a critical one.
Pricing your home right the first time results
in more exposure, more showings, more
offers, and ultimately, the highest price for
your home.

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Marketing Plan

Research

1. Retrieve sales history and complete a Comparable Market Analysis (CMA) on
similar homes in the area to determine price point.

2. Collect information gathered from the "Preparing to List Your Home" checklist.
3. Retrieve the aerial, conservation, and zoning regulations of the property.
4. Identify likely types of Buyers for the property using the features and

challenges of the home.
5. Create a listing description based on the types of Buyers for the property.
6. Complete a walkthrough of the property and determine if a home staging

consultation is necessary.
7. Discuss any other interior enhancements that may be beneficial.
8. Determine what advertising strategies will be suite this type of property

Marketing Plan Preparation

1. Book professional photographer and complete photoshoot of rooms,
exterior, property, and features of the home.

2. Book iGuide virtual tour and complete interior scan of the home.
This is generally completed the same day as the professional
photography.

3. Create listing booklets inclusive of a listing sheet, photos, aerials,
floor plan and other informative documents or notes related
to the home.

4. Plan paid social media campaigns on Facebook and Kijiji.
5. Upload listing to the team website

(www.advantageroyalgroup.com) and agents' website.

www.AdvantageRoyalGroup.com

Negotiate Like a Master

Now this is where things get exciting. You’ve got an offer or maybe two or three at
once! In most cases, your home’s list price won’t be the selling price. When it
comes to settling on that final magic number, you’re going be negotiating. That’s
something your REALTOR® is an expert at, but here are some key strategies for
owners:

It’s a conversation. Don’t be offended by low offers and conditions. No one is
forcing you to accept them. Think of it as a starting point to have a conversation.

Always counteroffer. Momentum matters. Just the act of moving a deal forward
helps make the deal happen.

Price isn’t the only thing. You can negotiate on price, offer conditions, assets in the
home. Don’t get stuck on one thing.

Remember, even 1% more for your home can mean thousands to your bottom line.

And once you agree, the buyer
provides a deposit cheque to be
held in trust until the conditions are
met. The conditions usually have a
set time for removal, and usually
include things like an inspection and
financing.

Once the conditions are met, the
buyer signs a fulfillment and the deal
is firm. If you’ve completed all these
steps, then you are a successful
home seller.

Congratulations!

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Calculating Your Net Proceeds

The cheque is in! Now how much do you get to keep? There
are a number of closing costs to consider.

Legal Fees. Lawyer’s fees vary, but often have structured fees for the purchase and sale

of homes posted on their websites. Sellers pay in the area of $1000.00 for a lawyer to look
after the legal details necessary to close their home.

Mortgage Fees. Check with your mortgage lender to determine if any costs will occur

when transferring or releasing your mortgage. There is sometimes what is referred to as a
discharge fee to remove the mortgage from title that can range from $100 - $250.

Disbursements. These fees cover additional legal expenses such as travel, copies,

couriers, registration fees and preparing document transfers. Disbursements can range
upwards of $500, but can sometimes be built into your legal fees.

Adjustments. It’s difficult for a home seller to calculate exactly how much money is owed

to which utilities on closing day. Your lawyer will ensure that any overpayments or
deficiencies on rents, mortgage interest, property tax and utility charges will be corrected,
and the buyer and seller will be credited or charged accordingly.

Moving Costs. Moving costs vary based on location and the amount of possessions being

moved. If you’re moving yourself, you should factor gas, rental vehicles and moving
supplies.
To estimate your net proceeds, see the worksheet at the end.

www.AdvantageRoyalGroup.com

Calculating Net Proceeds

Estimated Selling Price $
Less:
Mortgage Balance $
Mortgage Penalty (if applicable) $
Interest Per Diem $
(Interest from last payment to date of closing) $
Property Tax / Utilities Adjustments $
$
Real Estate Commission with HST $
$
Moving Costs
Other:
Estimated Net Proceeds of Sale

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Marketing Launch

1. Install "For Sale" sign on property.
2. Begin paid social media marketing on Facebook

and Kijiji
3. Send Seller's a "Launch Email" containing all the online

marketing outlets, a copy of the floor plan, listing sheet
and aerials.
4. Conduct an MLS agent tour of the property with agents from
other brokerages. (Pending schedule)

On-Going Marketing Plan

1. Monitor the public and agent interest through www.realtor.ca, agent and
team website traffic and analytics.

2. Produce a Seller's Update report bi-weekly for the Seller's to review important
information such as public and agent interest, analytics, and competitive
listings.

3. Obtain and provide showing feedback.
4. Accountability: Tracking every action as a

result
5. Accountability: Capture, track and provide

statistics and unfiltered feedback.
6. When offers are received, you can ensure

that we stay by your side through the
negotiations to a successful outcome.
7. Manage all details right through until the
closing date by monitoring conditions and
due dates, working with lawyers and
lenders as required, dealing with home
inspectors, insurers or any other parties
that may be involved.

I am looking forward to working with you to help you sell your home!

www.AdvantageRoyalGroup.com

Marketing Tools

iGuide

iGuide is an interactive property experience. The photographer quickly and
efficiently scans a space, then elegantly weaves the data into floor plans, photos,
360 degree tours, room dimensions, and property areas. iGuide is a complete,
immersive listing solution that offers Sellers and users an incredible understanding
and perception of the space it's representing.
iGuides are compatible on all electronic devices including computers, laptops,
tablets, and mobile devices.
iGuide also has a VR (Virtual Reality) feature that allows users to conveniently use
their mobile device on a VR headset to get an immersive look at the property!

www.AdvantageRoyalGroup.com

Marketing Tools

Drone Photography

Examples of
Drone Photography

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Marketing Tools

Luxury Magazines

Real Estate Guides

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Marketing Tools

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Online Advertising

Kijiji

Each listing is advertised on Kijiji, one of the most popular
classified sites in Canada.

Instagram

With Instagram ads, Advantage Royal Group drives
awareness through visuals.

Facebook Paid Ads

The Advantage Royal Group team determines a target
market for each listing, then creates a Facebook paid ad
specifically targeting that market.

YouTube

Advantage Royal Group uses powerful video marketing
with YouTube advertising to reach a vast audience.

www.AdvantageRoyalGroup.com

Listing Photography
Bad vs. Good

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The Importance of Home Staging

Over 81% of Buyers find it easier to visualize the
property as their future home when it’s staged.
Almost one third (28%) of Buyers are more willing
to “overlook property faults” when the home is
staged.
Only 10% of Real Estate Agents believe that
staging “has no impact on the dollar value of
the home.”

*National Association of Realtors 2015 Profile of Home Staging Report

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Advantages of Utilizing

a Team Vs. an Individual Agent

Joining a collaborative power of multiple real estate professionals to
work toward your end goal is an ideal choice. With an entire team at
the tip of your fingers, the old saying “many hands make for light work”
proves itself strong.

• With Advantage Royal Group, you can benefit from multiple spheres of
influence and the unique specifications that each of our members bring to
the table. With this sphere of influence, you can rely on extensive marketing
and lead generation.

• There are no extra fees or costs associated with the added manpower of
our team. This is a great opportunity to work with our real estate professionals
who are all working towards the same great outcome as a single agent
would.

• Our team can easily split work up. It will be managed simultaneously and
delegated to those who are best suited for the specific tasks.

• Advantage Royal Group is made up of many different personality types
which allows different perspectives to collaborate and create a balance.

• Having our team assist you will allow for more time fielding calls and lead
inquiries.

• Working with our team will allow more one-on-one time with
your primary agent. They will be able to consult and better
focus on any questions or concerns you may have,
while effectively having other tasks taken care of
behind the scenes.

• Hosting our team allows for agents to be in several
physical locations at once.

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Meet The Team

Alyssa Eyre Jenn Bumstead

Assistant Assistant
Client Care Specialist Client Care Specialist

Jude Schuman Patti Smith-Ansell

Team Administrator Home Stager

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Homes &
Properties

By The
Advantage Royal Group Team

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By partnering with Advantage Royal Group,
you have selected Realtors that are professionals.

We provide you with a proven track record
that puts you and your best interests first.
Your success is our success.

www.AdvantageRoyalGroup.com