SELLER'S Handbook Each office independently owned and operated. 33 E Broadway Ste 200, Columbia, MO 65203 (573) 876-2831 | sean-moore.com 2017 MISSOURI REALTORS SALESPERSON OF THE YEAR Seller's Handbook.indd 1 5/16/19 4:37 PM
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INSIDE? What’s Our Outstanding Team 1 Testimonials from Our Past Clients 3 Important Questions to Ask Us 4 Our 2022 Sales Metrics 6 Our Role As Your Buyer's Agent 7 Columbia Map 8 Preparing to Buy 9 Understanding the Timeline 11 Understanding How Buyers Buy 12 Understanding the Real Estate Process 13 Obtaining a Home Loan 14 Potentional Buying Inconveniences 15 Avoiding Unnecessary Setbacks 16 Understanding Your Contract 17 Understanding Your Closing Costs 19 Missouri Broker Disclosure Form 21 Notes Page 23 5/16/19 4:37 PM
Owner and Director of Engagement 1 | Our Outstanding Team TEAMWORK #YouDeserveMoore Our Outstanding Team REALTOR® Associate joined Sean Moore & Associates in 2021 as a REALTOR Associate helping both Buyers and Sellers. Based out of Jefferson City, Shelby expands our coverage areas into Cole and Callaway Counties. Her can-do attitude is evident in everything she does, and she soaks up new knowledge like a sponge! #SoldWithShelby Sean is in his 19th year of selling real estate with RE/MAX Boone Realty in Columbia, MO. In 2014 he earned the Triple Crown for becoming the #1 agent within the company in Transactions, Volume & Commission. The birth of his Triplets launched his real estate career. Formerly he had been a Columbia Police Officer where he spent most of his 10 years training new officers. Outside of helping over 150 home sellers and buyers each year Sean loves to camp, spend time at his farm, and volunteer within his industry to better it for those to come. He served as the 2018 President of the Columbia Board of REALTORS and was honored as the 2017 Missouri REALTORS Salesperson of the Year. He recently served the National Association of REALTORS as the 2020 Chair of the Strategic Thinking Advisory Committee for 1.5 million REALTORS. Seller's Handbook.indd 1-2 Sean Moore Shelby Brandt REALTOR® Associate joined Sean Moore & Assoicates in 2023 as our 2nd REALTOR Associate helping both Buyers & Sellers. Based out of Columbia, Erica's background in lending and interior design gives our clients insight without having to go elsewhere. Erica is a calm presence to all who she serves through life and business. #EricaElevatesRealEstate Erica Smithers
Our Outstanding Team | 2 5/16/19 4:37 PM Photographer Chris Janssen Real Estate Photography was established in 2018. After purchasing my first home, I realized that there was a lack of quality and transparency with the real estate photos that were being posted online. I combined my years of experience in portrait photography and my experience in the real estate industry to provide value to those selling and renting real estate and their clients. Website: cjrealestatephotography.com Remote Brand Designer Zach currently assists Sean's team remotely with graphic and brand design projects, previously serving as Director of Marketing while he attended the University of Missouri. After graduating in 2019 with a Bachelor of Journalism in Strategic Communication, he relocated to San Francisco where he works as a Visual Designer for a large, tech-enabled commercial real estate company serving the greater Bay Area. When he's not working, Zach enjoys playing the ukulele, exploring the city on his e-bike, and working on his own creative projects. Zach Everett Chris Janssen
but with Sean, it was easy and stress free! If you are buying or selling in Columbia or the surrounding area, Sean's your man!" Sean between buying and selling. He makes every process go smoothly and treats you like family from beginning to end. Sean is a wonderful REALTOR and highly recommended by me and my family." ACCLAIM #YouDeserveMoore Testimonials from Our Past Clients 3 | Testimonials from Our Past Clients Seller's Handbook.indd 3-4 Shelby Shelby was amazing! She was so responsive, scheduled showings on extremely short notice for us, and made the entire experience stress free. We were first time home buyers & had tons of questions but she answered them promptly and explained everything so it was super clear and easy to understand. We have already recommended Shelby to our friends! Erica My wife and I had the pleasure of working with Erica as we moved from out-ofstate. We cannot emphasize enough how grateful we are for her dedication, expertise, and genuine care for our well-being. She turned what could've been an overwhelming and stressful experience into an enjoyable journey towards finding our dream home. Her exceptional service extended beyond the closing date, as she has continued to follow up and offer assistance even after moving in. If you are searching for a realtor who combines industry knowledge, professionalism, outstanding communication, and a genuine commitment to their clients, look no further. We highly recommend Erica to our friends and family looking to buy or sell their home. View all of our testimonials online at:
ANSWERS #YouDeserveMoore Important Questions to Ask Us Ask Us About Our Career Ask Us About the Process What kinds of work experience do you have? Are you a full-time agent? Will I be working with you or a different member of your team? Why should I hire you over your competition? Do you believe that you are worth your commission? How many homes have you sold overall? What is your sale to list price percentage? How long do your listings typically stay on the market? How many other sellers do you represent? Do I pay less if you represent the buyer? Can you provide contact information for past clients? What do you know about home loans? How will you communicate with me? What can I get for my home? How long will my home take to sell? How many homes have you sold in my neighborhood? How many homes have you sold in the last year in my price range? How do you plan on marketing my home? What are my closing costs? Is commission negotiable? What is the length of my listing agreement and can I get out of it? What can I do to get my home ready for the market? Do you work with buyers in this price range? How often will I receive written reports? Will you represent both sides of the transaction? #YOUDESERVEMOORE Important Questions to Ask Us | 4 5/16/19 4:37 PM
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PRICE RANGE (2019) # OF HOMES SOLD SALE TO LIST PRICE % AVG. DAYS ON MARKET 50 to 100k 100 to 150k 150 to 200k 250 to 300k 300 to 400k 400 to 500k 500+ 3 20 26 16 23 5 7 97% 100% 101% 101% 102% 99% 97% 110 25 19 14 16 15 22 OVERALL YEAR # OF HOMES SOLD SALE TO LIST PRICE % AVG. DAYS ON MARKET 53 PERFORMANCE #YouDeserveMoore Our 2022 Sales Metrics Our 2017 Sales Metrics | 6 5/16/19 4:37 PM 2022 2021 2020 220 174 174 101% 100% 98% 2019 144 97% 76 2018 134 97% 80 2017 100 97% 68 18 25
SUPPORT #YouDeserveMoore Our Role As Your Listing Agent 7 | Our Role As Your Listing Agent Selling a home can be a complicated, time-consuming, and often stressful process. In addition to the pressure to get top dollar for your property, the transaction is also a legal construct that can have statutory implications for you, both during the process and in the future. Choosing Sean Moore & Associates means choosing a friend who will walk with you through every step of the process, no matter how difficult. Representation. Listing agents have a legal responsibility to put the seller's best interests before anyone else's, including their own. We take this very seriously. Market Knowledge. We utilize years of experience in your market to ensure that your listing price is bringing in the offers that you want to see. More Buyer Exposure. We strategically utilize the MLS as well as other effective marketing services to promote your home to its most likely buyers. A Quicker Process. We work hard to qualify buyers before they view your property. This saves you time by filtering out uninterested parties and attracting interested ones. Listing agents help sellers attain on average a 12% higher asking price than if they were to attempt to sell by owner. Ultimately, our job is to make you more money. Transaction Management. We serve as your personal guide through the transaction process, informing you of laws and best practices, negotiating the inspection phase, and reducing stress. Legal Protection. Our extensive knowledge of the real estate process provides you with a necessary layer of consumer protection throughout every stage of the transaction. Seller's Handbook.indd 7-8
8 | Selling "For Sale by Owner" Selling "For Sale by Owner" | 8 Many sellers feel that they can net a higher profit from their home by attempting to sell "For Sale by Owner" (FSBO). However, in a time when the real estate industry is changing as quickly as the technology that drives it, working with a tech-savvy expert who knows the market and can guide you through every step of the process is a worthwhile investment. Sean Moore & Associates promises to be that expert. Facts About Selling "FSBO" You will need to negotiate. A lot. Without the assistance of a listing agent, it's the seller's sole responsibility to negotiate with the buyer, the buyer's agent, the buyer's bank, the buyer's inspection company, the appraiser, and the title company. Buyers are tech-savvy, too. Today, it is practically guaranteed that new buyers and their agents are beginning the search for their next home online. Because of this, it is imperative that your property is taking advantage of every possible opportunity for online promotion. Listing agents have access to a wide range of promotional services that "FSBO" sellers simply miss out on. In the end, more eyes on your listing means more showings, and more showings means more offers. Good listing agents use their knowledge about successful online promotion techniques to market your home to its most likely buyers. This developed skill requires extensive knowledge of the market along with past experience with clients that "FSBO" sellers simply can't replicate. Statistically, missing out on the promotional skills and knowledge of the real estate process that listing agents possess actually tends to results in a lower selling price in the end. On average, listing agents can net you a 12% higher selling price than if you attempt to sell on your own. This means that if you sell your home "FSBO" for $208,000, using a listing agent could have netted you $235,000 instead. EXPERTISE #YouDeserveMoore Selling "For Sale by Owner" 5/16/19 4:37 PM
Professional Photos. Today, everyone begins the search for their next home online. Your listing's photos often singlehandedly decide whether a potential buyer clicks on your home or keeps scrolling. Be certain that your property is attracting buyers with beautiful photos from our professional photographer who is always armed with the latest and greatest equipment. Lead Capture Technology. Home buyers in the digital age have access to every listing in the world at the click of a button. In such a fast-paced environment, interested buyers will move on quickly if they are not contacted in a timely manner. Rest assured that every online visitor expressing interest in your home is being logged and contacted within minutes using our wide array of lead capture services. Matterport 3D Virtual Tour. Although great photos are important, they can only go so far in helping potential buyers visualize the organization and flow of your home. Allow online visitors to preview your home as a 2D floor plan, 3D dollhouse, and controllable walkthrough from anywhere in the world with the next generation in virtual tour technology, courtesy of Matterport 3D. Enhanced Listing. New properties are hitting the market every single day. This can have the potential to bury your listing among all of the other homes that fall under similar search criteria. Watch your listing shoot to the top of the search results on major real estate marketplace websites with our enhanced listing capabilities. Most listing agents "promote" their clients' homes by throwing them on the MLS and calling it a day. However, we believe that the MLS is only a foundation for the possibilities that intelligent marketing can uncover when reaching out to potential buyers. Sean Moore & Associates is investing $10,000 per month into the most effective marketing services to ensure that your home makes an impact when it hits the market. This list details just some of the outstanding services that we utilize to promote your property. Our Top Marketing Services PROMOTION #YouDeserveMoore Our Marketing Philosophy 9 | Our Marketing Philosophy Seller's Handbook.indd 9-10
Our Top Marketing Services (cont.) Single Property Website. Real estate marketplace websites often bombard potential buyers with pages upon pages of search results. Put your home in the spotlight with a personalized website catered specifically toward your property and its features. Sponsored Social Media Boosts. Social media is a fantastic, and often untapped, medium for reaching potential buyers in your area. Have your home promoted to a targeted consumer base across the most popular social media platforms with our social media boosts. Drone Aerial Photography. Effective marketing often calls for looking at things from a new perspective. Take your home's listing to new heights with high definition photos and video footage from our commercial-grade drone. Our Marketing Philosophy | 10 #YOUDESERVE MOORE 5/16/19 4:37 PM
MARKETING SERVICES Deserve Drone Aerial Photography Catered Broker Grand Opening Neighborhood Postcard Distribution Sponsored Social Media Boosts Single Property Website Daily Market Updates Showing Feedback Weekly Market Updates Optional Sunday Open Houses Premium Internet Marketing Enhanced Listing Measurements Floor Plan Osmo Video Walkthrough Matterport 3D Virtual Tour Professional Photos Digital Showing Scheduling 800 Character Description You 5%* 6%* Your home is unique. That's why Sean Moore & Associates believes that your experience listing it should be just as distinctive. We realize that selling your home should never be a one-size-fits-all transaction, so we offer three different commission packages, each with its own rate of commission, to successfully match your individual needs as a seller. 10 30 Unlimited This percentage represents 3% commission to the buyer's agent and the remaining balance to the listing agent. MLS Listing 7%* Moore! 11 | Our Marketing Packages OPTIONS #YouDeserveMoore Our Marketing Packages Seller's Handbook.indd 11-12
Matterport 3D Virtual Tour Allow buyers to preview your home with the next generation in virtual tour technology. 5/16/19 4:37 PM
Calculating Your Net Profit | 13 Drive-bys only. 12+% Off Drive-bys, but low showings. 4-6% Off Showings, but no offers. 6-12% Off 0% Off Intelligent pricing gets offers. Sean Moore & Associates will help you determine your home's market value based upon similar properties in your area. When deciding on an asking price, aim for the market "bullseye" and avoid overestimating your home's value. PRECISION #YouDeserveMoore 13 | Pricing Your Home for Offers Seller's Handbook.indd 13-14
SOLD! SOLD! NEW! NEW! Real estate sales is top-loaded. This means that the longer your property is on the market, the more likely it is that it will get pushed down by homes listed more recently than yours. Sean Moore & Associates has the tools to ensure that your home is continuously pushed to the top of the "selling silo" until the day it's sold. Follow YOUR HOME as the market changes each week. A B C D E A B C A B C D E Week 2 Week 3 Week 1 DISTINCTION #YouDeserveMoore Keeping Your Home on the Map Keeping Your Home on the Map | 14 5/16/19 4:37 PM
You deserve to know how much you'll profit from the sale of your home up front. Sean Moore & Associates uses this very simple calculator to assist sellers in determining what their approximate net revenue will be based upon their asking price. This estimate considers the marketing package of your choice, room for negotiation, title and closing costs, and the remaining balance of your mortgage (if you have one). Asking Price $ Marketing Package 5% 6% $ Negotiating Room 3% $ Title & Closing Costs 1% $ Subtotal $ Remaining Mortgage $ $ 7% POTENTIAL #YouDeserveMoore 15 | Calculating Your Net Profit Seller's Handbook.indd 15-16
TIME PRICE WHERE BUYERS WANT TO START WHAT BUYERS CAN AFFORD WHAT BUYERS REALLY WANT INSIGHT #YouDeserveMoore Understanding How Buyers Buy Understanding How Buyers Buy | 16 5/16/19 4:37 PM
ACTION #YouDeserveMoore Understanding the Real Estate Process Seller Buyer FSBO Set Price Stage and Make Repairs Market Home Interpret Feedback Make Adjustments AGENT Communicate with Your Listing Agent AGENT Communicate with Your Buyer's Agent FSBO Pre-Qualify Get PreApproval Analyze Needs Tour Area Search for Properties Evaluate and Negotiate Counter-Offer Evaluate and Negotiate Counter-Offer OFFER OFFER ACCEPTED Coordinate Closing Process Perform Repairs from Inspection Carry Out Appraisal and Title Work Coordinate Closing Process Schedule Inspection and Appraisal Apply for Home Loan CLOSING Coordinate Moving Plans Coordinate Financial Disbursements Sign Closing Documents Relinquish Possession Coordinate Moving Plans Conduct Final Walkthrough Sign Closing Documents Obtain Possession 17 | Understanding the Real Estate Process Seller's Handbook.indd 17-18
VIGILANCE #YouDeserveMoore Although we do our best to make selling your home a smooth process from start to finish, unavoidable inconveniences do occur. In light of this, Sean Moore & Associates has provided this list of interruptions that you should be prepared to face should they come up. Potential Selling Inconveniences Agents may attempt to schedule showings at the very last minute. You may receive a call for a showing while the clients are sitting outside your house. Showings may be canceled 3 minutes before they are scheduled or even as late as 20 minutes afterward. Agents may miss showing appointments and never notify you at all. Showing lengths can vary greatly. Some may last 5 minutes, some over an hour. Agents may knock on your door or stop while you are outside and ask to view your home. Please call us if this happens. Lowball offers are common. Think of them as a starting point. Buyers may make unreasonable requests during the inspections process. Your property may not appraise for what you are selling it for. The date listed on your contract may change. This date is an estimate and frequently gets adjusted depending on several variables. Your buyer's lender may attempt to schedule your closing late in the afternoon. Wires can't be completed after 3:00 if they are to arrive on the same day, and we can't close without these funds successfully wired. Potential Selling Inconveniences Potential Selling Inconveniences | 18 5/16/19 4:37 PM
Manage your showings from anywhere with the ShowingTime app, available in the App Store or Play Store. YES NO View your schedule of upcoming showing appointments and sync them to your personal calendar. Review your feedback after a showing. Customize how you are contacted to schedule future showings. #YOUDESERVEMOORE FLEXIBILITY #YouDeserveMoore Scheduling Showings 19 | Scheduling Showings Seller's Handbook.indd 19-20
When staging your home, just remember: Less Is Moore! Follow these tried and true tips from Sean Moore & Associates to ensure that your home is memorable (in a good way) to potential buyers and ensure that your imminent move goes as smoothly as possible. Less Personalization. As potential buyers tour your home, they should be picturing their own lives filling its spaces, not yours. All family photos, as well as decor supporting non-local sports teams and universities, should be removed. Clutter. Unnecessary and taste-specific furnishings should be removed and all kitchen and bathroom countertops should be cleared completely of small appliances and other items. All valuables, personal documents, and medications should be secured. Procrastination. You're moving soon, so now is the time to get started. Make it a goal to pack 1-3 boxes per week of items that you plan on moving to your new home, and immediately donate, sell, gift, or throw away any belonings that will not make the cut when the big day arrives. You'll thank yourself later. Moore First Impressions. Potential buyers spend more time at your front door during showings than anywhere else in your home. Entryways, inside and out, must look impeccable. Functionality. HGTV is wrong; furniture belongs against the walls. When staging large furniture, pay careful attention to the natural walkways of your home and be careful not to obstruct them. As a result, rooms will appear much more spacious and functional. Light. Even the cleanest of homes can appear cramped, dirty, and uninviting when its rooms are poorly lit. Combat darkness in your home by ensuring that bright, working light bulbs are installed in every light fixture, and window treatments showcase the natural light coming through instead of obstructing it. Consider moving light sources when necessary to keep spaces evenly lit. EFFICIENCY #YouDeserveMoore Staging Your Home Staging Your Home | 20 5/16/19 4:37 PM
CLARITY #YouDeserveMoore Understanding Your Contract 21 | Understanding Your Contract The Contract for Sale of Residential Real Estate is a standardized document written by attorneys for Missouri REALTORS. It is 8 pages long and broken down into 31 sections. Below, Sean Moore & Associates has outlined the sections most commonly used in every transaction so that you can familiarize yourself with what will be on yours when you close. Section 2 Inclusions and Exclusions The listing is merely an advertisement and cannot be relied upon to determine what is included and excluded from the property, nor can the Seller's Disclosure Statement. The bottom of this section allows sellers to include or exclude items that are not already indicated on the contract (such as appliances, sheds, etc.). Section 3 Purchase Price This section outlines the price due at closing, including the upfront earnest money and seller concessions. Earnest money is used to accompany the buyer's offer in "good faith." It is typically held by the buyer's agent's brokerage or title company. The customary amount is 1% of the purchase price. Section 4 Closing Date This section indicates when your closing will occur. The date can change, however, and should never be assumed exact. Possession typically transfers at closing, and sellers are expected to have vacated the property prior to the date that it occurs. Section 5 Financing Over 90% of all contracts contain a financing contingency. This section outlines the financing type that the buyer is seeking as well as the limits associated with it. This information can change due to the buyer's credit, the property type, or if a new lender takes over. Seller's Handbook.indd 21-22
Understanding Your Contract | 22 Section 6 Title and Survey The seller typically selects and pays for the title insurance policy needed for transferring ownership of the property to the buyer. Surveys are rarely part of the transaction in our market because most properties already contain recorded boundary lines. Section 7 Inspections This section outlines the deadline for the buyer to submit a list of unacceptable conditions discovered during the inspection process. Inspections are optional, but buyers typically opt to schedule one. This section also outlines if a buyer is requesting a seller-paid warranty. Section 15 Seller's Disclosure Statement This section outlines what a seller does or does not know about their property and is not typically seen on newly constructed homes or properties that the owner did not occupy. The disclosure is only a frame of reference and conditions should still investigated by the buyer. Section 21 Riders Most contracts contain riders that cover additional conditions not found in the standardized contract. These riders can include specialized financing, contingencies on the sale of another property, earnest money riders, rental property riders, and more. Section 22 Special Agreements This section outlines any additional conditions agreed upon by the buyer and seller. 5/16/19 4:37 PM
23 | Understanding Your Closing Costs ANALYSIS #YouDeserveMoore Understanding Your Closing Costs CLOSING COSTS Seller Buyer Half of Title and Escrow Fees Transfer taxes, title insurance, notary fees, etc. Commission Varies based on selected marketing package Loan Payoff Outstanding mortgage is satisfied at closing ADDITIONAL COSTS Half of Title and Escrow Fees Transfer taxes, title insurance, notary fees, etc. Lender Fees Fees associated with obtaining a mortgage, including appraisal Homeowners Insurance One year of homeowners insurance is typically due Appraisal Fees Inspection Fees Earnest Money Real Estate Admin Fees Credit Report Fee Title Insurance Home Warranty Property Taxes Real Estate Brokerage Admin Fees Homeowners Association Fees The two major costs for sellers are the commisson to the listing and buyer's agents and title insurance for the legal transfer of ownership to the buyer. The two major costs for buyers are the cost of obtaining financing and the inspections of the property (unless the seller agrees to cover these at closing). Seller's Handbook.indd 23-24
Understanding Your Closing Costs | 24 PREPARE YOURSELF Buyer closing costs typically run between 1% to 3% of the total cost of the home Seller closing costs typically run between 7% and 10% of the total cost of the home BE IN THE KNOW Closing cost assistance can be included in the offer Don't make any big purchases while you're under contract All fees and charges can be negotiated Budget for potential repairs required by the inspection Sean Moore & Associates provides an easy-to-use net profit calculator to assist sellers in breaking down all of their closing costs and determining what their bottom line will be before the contract is finalized. #YOUDESERVEMOORE 5/16/19 4:37 PM
MISSOURI BROKER DISCLOSURE FORM This disclosure is to enable you, a prospective buyer, seller, tenant or landlord of real estate, to make an informed choice BEFORE working with a real estate licensee. Missouri law allows licensees to work for the interest of one or both of the parties to the transaction. The law also allows the licensee to work in a neutral position. How the licensee works depends on the type of brokerage service agreements involved. Since the sale or lease of real estate can involve several licensees it is important that you understand what options are available to you regarding representation and to understand the relationships among the parties to any transaction in which you are involved. Missouri laws require that if you want representation, you must enter into a written agreement. This may or may not require you to pay a commission. You do not need to enter into a written agreement with a transaction broker unless you intend to compensate this licensee. These agreements vary and you may also want to consider an exclusive or nonexclusive type of relationship. If you choose not to be represented by an agent, the licensee working with you may be working for the other party to the transaction. CHOICES AVAILABLE TO YOU IN MISSOURI Seller’s or Landlord’s Limited Agent Duty to perform the terms of the written agreement made with the seller or landlord, to exercise reasonable skill and care for the seller or landlord, and to promote the interests of the seller or landlord with the utmost good faith, loyalty and fidelity in the sale, lease, or management of property. Information given by the buyer/tenant to a licensee acting as a Seller’s or Landlord’s Limited Agent will be disclosed to the seller/landlord. Buyer’s or Tenant’s Limited Agent Duty to perform the terms of the written agreement made with the buyer or tenant, to exercise reasonable skill and care for the buyer or tenant and to promote the interests of the buyer or tenant with the utmost good faith, loyalty and fidelity in the purchase or lease of property. Information given by the seller/landlord to a licensee acting as a Buyer’s or Tenant’s Limited Agent will be disclosed to the buyer/tenant. Sub-Agent (Agent of the Agent) Owes the same obligations and responsibilities as the Seller’s or Landlord’s Limited Agent, or Buyer’s or Tenant’s Limited Agent. Disclosed Dual Agent With the written consent of all parties, represents both the seller and the buyer or the landlord and the tenant. A Disclosed Dual Agent may disclose any information to either party that the licensee gains that is material to the transaction. A dual agent may not disclose information that is considered confidential, such as: Buyer/Tenant will pay more than the purchase price or lease rate Seller/Landlord will accept less than the asking price or lease rate MISSOURI BROKER DISCLOSURE FORM 25 | Missouri Broker Disclosure Form Seller's Handbook.indd 25-26
BOONE REALTY Missouri Broker Disclosure Form | 26 5/16/19 4:37 PM
NOTES 27 | Notes Page Seller's Handbook.indd 27-28
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