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Published by , 2017-09-18 10:00:22

40 Farragut Pl NW

40 Farragut Pl NW

PRE
LISTING

LOCAL AGENTS
EXCEPTIONAL RESULTS

CAPITAL PARK REALTY

CONTENTS

01 COVER LETTER 13 NEGOTIATION
02 PRIORITY ITEMS 14 CLOSING
05 PREPARATION 15 MOVE OUT
06 SETTING THE PRICE 16 FAQ
09 COMPARABLE SALES 18 THE POWER OF STAGING
10 MARKETING

Friday, September 8, 2017 Nate Ward
[email protected]

M: 202.997.1421
O: 202.449.8525
F: 202.449.8581

Dear Christopher Shybut,

Thank you for taking the time to speak with me. Please review this packet carefully. It includes
very important information crucial to our success.

Today’s market requires innovation. Capital Park Realty is leading the industry by mixing
traditional marketing with new, cutting edge techniques that produce results. Our approach
is driven by our values, one of which is listening carefully to what you wish to accomplish. I
look forward to hearing more about your goals and discussing the details of my marketing
plan with you.

Our meeting will last about an hour and we will cover:

• Why you are moving and where are you going – we can help you there too
• What we will do to market your home – beyond the MLS
• How much is it worth – through comparable analysis
• Who the likely buyer is and how that plays into your strategy
• When do we begin

We will be working very hard for you, and we will ask for some things from you as well. The
next page includes some items we need to be successful. I ask that if you have anything that is
applicable to you ready for our meeting.

Talk soon,

Nate Ward
FOUNDER
REALTOR DC | MD | VA
Capital Park Realty

CAPITAL PARK REALT Y
3909 Georgia Ave NW
www.cparkre.com

PRIORITY The following items will be important as we market your
ITEMS home. We need all our tools available to us from the
moment we begin – and some of the information below
will impact our analysis of the list price, so please prepare
all items below that are applicable to your situation.

(2) copies of all keys

(1) copy of the last three utility bills (water, gas, electric)

(1) copy of your mortgage(s) statement(s)

Any warranty documents you might have

(1) copy of the survey if applicable

(1) copy of a floor plan if you have one along with room
measurements

Any pictures of your home during alternate seasons which
show your property in a different light

(1) copy of the divorce decree, if applicable

(1) copy of a lease agreement, if applicable

(1) copy of the certificate of occupancy, if applicable

(1) copy of any permits pulled during your ownership

(1) copy of your condo documents, if applicable

Copies of any receipts from repairs or any renovations that
were kept

(1) list of your systems and the age of anything you know
– like your hot water heater, etc.

(1) list of what you like most and least about your property.
You know your home better than anyone, and that insight
will be very valuable to us.

What are your expectations of me and my company?
Please list any specifics that are important to you and your
preferred method of communication.

3

Nate helped my wife and I to both sell our former
home in DC and then buy our new home in VA. Our
former home had been on the market with another
agent for six months with absolutely no activity. We
then brought Nate in to be our new agent and within a
month and a half we had a buyer. We next used Nate’s
expertise and tireless energy to find and purchase our
new home in VA which we did after seeing some 35
houses. Nate went above and beyond to help us and

we highly recommend using him as your agent.

THOMAS B.

Nate is quite simply a pro who knows A LOT about the DC market,
neighborhood history, and current trending. He knows the market,
and stays up-to-date like no other realtor I’ve worked with. After
my first meeting with Nate, it was clear to me that he knows DC
neighborhoods like the back of his hand. One of Nate’s greatest
skills is his ability to stay on top of news about homes coming
on and going off the market. Something else that is helpful from
any realtor that Nate has going for him is his refreshing honesty,
and attention to detail. His soup-to-nuts knowledge of real estate
enables him to notice details about homes and infrastructure from
the moment you step in a property, and can provide great insight
into market value and what the mortgage process would look
like. I had an excellent experience with Nate, and regard him as
first-rate.

NORM KAUFFMAN

P R E PA R AT I O N 5

We will be your consultants to advise you from the initial listing consultation to the final
settlement, focusing on you and your needs through each of the six steps we’ve identified in
the process detailed below.

01 THE BASICS

You’re ready to sell your home, and we’re ready to guide you through the process. After
signing a listing agreement it will be time to begin staging your home to stimulate demand.
We will start in your front yard and work our way through your house, developing a specialized
to-do list based on our assessment of your home’s needs.

Hire a professional cleaner.

Make minor upgrades, like new carpet and modern paint colors.

Plant flowers, trim the grass, and sweep the walkways. The buyer will make a quick
assessment from their car, and will often decide there and then whether to look at your
house or not.

Lighten up! Replace the burned-out light bulbs, buy some extra floor lamps, and trim
the vine growing over your front window. Do whatever you can to let light into the
house.

Repair all those little things you’ve been meaning to fix: drippy faucets, stained ceilings,
or that back porch gutter that’s hanging by a nail.

Organize! Especially the pantry, laundry room, cabinets (don’t forget under the kitchen
sink), and all the other places where clutter has taken over. Buyers like a clean, organized
home.

Pay attention to the finishing touches: new towels and shower curtains, tidy beds, oiled
door hinges, fresh flowers, and soft music.

02 INSPECTION & HOME WARRANTIES

You may think that your property is in excellent condition, and it may be, however; it is
likely that an inspector will find things you are unaware of. We do recommend you hire a
professional inspector before putting your home on the market so that we know what to
expect and can fix things now so they do not become points of negotiation later. You may
also consider offering a home warranty to the buyer.

03 SETTING THE PRICE

Market conditions help us decide on a list price, and price is not everything. We’ll use our
customized marketing plan, as well as data and research culled from market trends in
your area, to make important decisions about your selling goals. Each selling experience is
unique. For example, the terms of a real estate transaction can make a lower-priced offer
more attractive. We’ll help you make important decisions about your own selling terms
based on your situation.

After setting the price, we will develop a sales strategy based on our analysis of the market
and your goals. As part of our customized process, we will constantly review your goals
and revise our sales strategy if necessary.

At Capital Park Realty we have the confidence to tell you the truth about the market, and
we are experts in your area. Remember, pricing is not an exact science. We will give you a
recommended range and you will choose your final list price. During our meeting we will
pay close attention to what people have SOLD for and less attention to what people are
asking.

THE TEMPTATION TO OVERPRICE & PRICING MISCONCEPTIONS

It will be tempting to overprice your home because it is natural to feel your home is more
valuable because of your living experience in the home. Overpricing causes you to lose
precious momentum which will be extremely hard to create later. Below are some graphs
that illustrate the danger of overpricing which we will cover during our meeting.

7

You will naturally be concerned about leaving money on the table. It is important to keep in
mind we want to carefully price your property so you don’t miss your market. Here are some
reasons over pricing is detrimental to your overall goals:

OVER PRICING MINIMIZES SHOWINGS AND OFFERS
An overprice house discourages prospective buyers from making offers since the difference
between the asking price and the market price would be too large for them to recognize
the value in your home.
DECLINING SALESPERSON ENTHUSIASM AND RESPONSE
Salespeople lose interest in properties that are overpriced. They do not spend as much
time showing the house and even skip the property entirely telling the client it is a waste
of time because the seller’s expectations are too far from reality.
LESS QUALIFIED BUYER EXPOSURE
Overpriced houses attract the wrong buyers who have expectations that are beyond the
condition of your home.
DECLINE IN SHOWINGS
Salespeople avoid showings overpriced houses so as not to lose credibility with their
buyer clients.
LIMITS IN FINANCING
Even if you find a buyer willing to pay you above market for your home, the bank will not
lend to the buyer as the mistake will be caught in the appraisal process.

BENEFITS OF
COMPETITIVE PRICING

MORE ENTHUSIASM

Buyers and salespeople understand value. When a property is
well priced they want to see it immediately and they have the

urgency to buy it so that they don’t lose it.

SHOW TO SELL NOT TO COMPARE

When you price your property properly, buyers will want to
buy it immediately. If you overprice your property, you will help

your competition sell faster.

FASTER SALE EQUALS A HIGHER PRICE

It is a statistical fact that the shorter time you are in the market
the more you will net in the sale.

LESS STRESS

Selling a home can become exhausting if you are in the market
for a long time. The sooner you sell, the faster you can move on

with your life.

9

COMPARABLE SALES

40 FARRAGUT PLACE NW

239 GALLATIN ST NW 5228 1ST ST NW
List Price: $519,900 List Price: $524,900
Close Price: $550,000 Close Price: $535,000
Close Date: 5/31/17 Close Date: 6/22/17
BR: 3 BA: 2.5 SQFT: 1,296 BR: 3 BA: 3 SQFT: 1,387
DOM: 9 DOM: 5

5110 3RD ST NW 63 GALLATIN ST NW
List Price: $549,999 List Price: $560,000
Close Price: $549,999 Close Price: $562,550
Close Date: 8/31/17 Close Date: 8/23/17
BR: 3 BA: 3 SQFT: 1,260 BR: 3 BA: 2.5 SQFT: 1,547
DOM: 31 DOM: 1

136 INGRAHAM ST NW 212 EMERSON ST NW
List Price: $575,000 List Price: $599,995
Close Price: $575,000 Close Price: $579,000
Close Date: 10/28/17 Close Date: 3/31/17
BR: 4 BA: 3 SQFT: 1,403 BR: 3 BA: 2 SQFT: 1,248
DOM: 8 DOM: 26

PREVIOUS SALES FOR 40 FARRAGUT PLACE NW

List Price: $399,900
Close Price: $399,999
Close Date: 8/20/14
BR: 3 BA: 2 SQFT: 1,152

DOM: 12

04 MARKETING YOUR HOME

For many Realtors, marketing begins and ends with simply listing your home in a database.
For us, it’s just the beginning. You need a customized marketing plan, even when sales are
brisk. This plan, based on your goals and market data, will outline when, where, and how your
home will be publicized. Of course, Capital Park Realty will enter your home into the MLS
system, describing its features to thousands of buyers. We will discuss our marketing plan
when we meet. Your home is different and unique and we need to see it to tell you what we
will do to sell it.

NOTES

AGGRESSIVELY MARKET PROPERTY ONLINE 11
Syndicate Listing Materials to all available portals, update listing daily to maintain high
ranking on MLS and syndicate sites.

Create additional pre-listing buzz with “Coming Soon” listing status.

Blog about property and neighborhood to increase SEO footprint. Post on Facebook,
Twitter, Instagram to increase property exposure.

Online and phone feedback requests from all agents who show the property.

Well laid out seller disclosures with offer inclusion information and CPR affiliate vendor
information.

FULL TRADITIONAL MARKETING PACKET
Yard Sign with professional flyers (see attached).

Door knocking and flyers throughout neighborhood to invite neighbors to open house.

Open House every Sunday until property is sold.

Open House signage in all directions directing traffic to property.

Food, drinks, and music for open house guests.

Follow up with all open house visitors either directly, or through their agent.

PROPERTY ACCESS
24 hour online scheduling access.

Electronic lockbox showing registration for all realtors.

Full time agent available to answer showing and property questions.

CREATING A BIDDING WAR
Call all agents who have showed the property to remind them of the listing, answer
questions, and inform agent and buyers we are expecting multiple offers.

Emphasize the importance of limited contingency or ideally non-contingent offers.

ASSISTING WITH OFFER SELECTION
Check credentials of all viable offers through lenders and agents.

Seller net sheet breaking down seller net for each offer as well as contract contingencies.

CONTRACT MANAGEMENT THROUGH SETTLEMENT
Monitor and coordinate contract deadlines with all related parties (home inspector,
appraiser, lender, title attorney, etc).
Update seller on all contract deadlines.

Check on property during contract timeline (check house, gardening, HVAC, flyers, etc).

Coordinate utility transfer final walkthrough.

Attend settlement to handle any last minute contract questions.

RECEIVING AND CHOOSING THE RIGHT OFFER

You have an offer! Those are the words you’ve rightfully been
waiting to hear. This is the time when you’ll need the knowledge
and expertise of Capital Park Realty more than ever as we prepare

you for the contract.

13

05 NEGOTIATION

Negotiation can be stressful, but it needn’t be for you. We will handle the process and
represent your interests to the end. While contract negotiation may be new to you, it is
something that we do every day. We have extensive training to negotiate on your behalf and
maximize your net.

PRE-CLOSE, CLOSE, AND POST CLOSE PROCESS

Negotiate the terms of the home inspection. After the buyers proceed with the
inspection we may need to renegotiate the terms of the contract on your behalf.

Remove the appraisal contingency. There may be an appraisal contingency deadline
and we will be in touch to make sure that we remove the contingencies as necessary.

Follow up with the loan process. We will be continuously checking on the buyer’s loan
status and updating you with any news.

Order the condo or home owner association documents as applicable. If you are in a
condominium or home owner association we will need to provide the buyer with the
appropriate documentation. We will remind you to obtain these documents as soon
as possible as the buyer will have a limited period of time to review the documents.

Direct all necessary documentation to the closing attorney, lender, co-op agent,
unrepresented buyer, and all other parties involved. Multiple people are involved in
the sale and everyone will need copies of the documents. We will handle this for you.

Provide contact information for utilities, vendors for repairs, and anything else you
need. We have a trusted circle of professionals that we will be able to recommend to
you as you need them.

Arrange the final walk-through with the co-op agent. Remember the buyer will want
to see your property again right before settlement so we will monitor your move-out
schedule and assist in recommending a cleaning service to you as needed.

Keep in constant contact to keep you well informed of the closing process. You can
always reach out to us at anytime, and we will systematically be reaching out to you at
important times in the process.

Review the settlement statement in advance, when possible. We will make every effort
to obtain a final settlement document before closing so that we can review it together
before the actual closing date.

Prior to making it to the settlement table we will:

Continue to respond to inquiries about your home (even though it’s under contract
it will still be listed, just in case something happens).

Coordinate the inspections, appraisals, and other visits.

Guide you through any additional negotiations.

06 CLOSING / SETTLEMENT

Once we have reached the settlement table, there is still additional negotiating and positioning
that can occur. Not to worry though, as Capital Park Realty will be there with you, and will
remain your advocate to the end.

Amazing!!!! Nate & Jackie were absolutely amazing! We
had a previous realtor who was not aggressive enough
with their efforts in terms of their promptness to emails and
listings. We were referred to Capital Park Realty through a
friend who used them as well. From the start there was a
drastic change as Nate & Jackie were quick, helpful, and got
us the best offers and deals. They were able to get the seller
to come down off their asking price in the first week! They
not only got us a better price, they found program(s) that
we could do to help ease the financial burden. They were the
best. If and when we do get another property Capital Park
Realty will be our realtors! I truly recommend them, 100%!

C. FERGUSON

15

07 MOVE OUT

Although you likely will have moved out prior to settlement, we put this step here because
it bookends the process. Congratulations on selling your home! Remember, our focus on
you does not end at the settlement table. Here’s a moving out checklist you may find helpful
when the time comes:

Contact your insurance agent to switch, or end, your policies.

Send the post office your change of address form. You can also complete this form
online.
If you are changing banks, notify the companies with whom you have automatic debit
and credit arrangements.

Forward your medical records to new doctors and dentists.

Make sure you are licensed and your car is registered within the required time frame
– don’t forget to get a parking permit if you need one!

Stop or transfer delivery of your newspaper.

Clean: don’t forget the refrigerator and oven.

Leave appliance manuals and spare keys.

Two weeks before your move, schedule to end utility service (telephone, water, gas,
electricity, trash collection, oil delivery, and security alarm monitoring) at your current
home and start services in your new one.

SHOULD YOU EVER HAVE QUESTIONS, NEED ADVICE OR WANT TO DISCUSS NEW IDEAS,
CONTACT US.

CONSIDER US YOUR RESOURCE FOR ANY FUTURE REAL ESTATE ENDEAVOR.

I have nothing but fantastic things to say about

Nate and his professional abilities, and would

recommend him to anyone. Two thumbs up –

way up. CARRIE WILLIAMSON

FAQ We put together this section to address some common
questions that come up frequently. Please read through
information and we can discuss anything you’d like at our
meeting.

HOW DO YOU JUDGE MY HOUSE AGAINST THE CURRENT MARKET?

There may be hundreds of homes on the market similar in many ways to yours. Every
home is of course different, but when there is an abundance of product on the market,
features and amenities become much less important and price becomes most important.
You must look beyond your neighborhood for pricing as very few buyers focus their search
in one neighborhood. Please also realize that as a seller, it is natural to believe your home
is worth more than the market will produce. We will help you through this.

When there are many choices available, and not all of them selling, you must find the
home in your area that is the best deal and price your home competitively to that listing.
Most buyers buy homes that offer a solid value proposition and if you position your
property above the “best buy” in the area, then the buyers may skip your property and buy
the house down the street. Many sellers believe that if they price high they can leave room
to negotiate. Unfortunately the buyer will not even make an offer on a home deemed over
priced so you never have anyone to negotiate with. Buyers will make offers on property
where they find value and if you sell quickly, there is a very good possibility of netting full
price.

So how do you judge your home in today’s market? Try to be objective and realistic,
understand the market dynamics, listen to council from professionals, and be ready to
price ahead of the market. In a flat or declining market that means you price where the
prices are likely to be three months from now. If you don’t do that and position your home
too high, you’ll be chasing the market.

CAN I STAGE MY OWN HOME?

You can definitely do that yet home sellers are usually incapable of successfully staging
their own home. Why? Because our home is like our children, we don’t always see all of their
flaws. We’ve gotten used to the way our home looks and in fact it is difficult emotionally
to change it. If you can’t view something objectively then you are unable to market and
package it effectively. Not to mention most home sellers don’t “stage” homes everyday for
a living. That’s what professionals are for and that is where the greatest returns come in.

17

T H E T H R E E M O S T CO M M O N M I S TA K E S T H AT S E L L E R S M A K E

ASKING TOO MUCH
The single biggest mistake people make is setting their asking price too high.
Existing home prices have risen 15% over the past year in the Washington DC Area,
according to the National Association of Realtors. Even with that in mind, when you
see houses that sitting on the market, chances are the owners are asking too much.

QUESTIONING THE FIRST OFFER
Too many sellers reject their first offer, even if it’s close to or at full asking price.
Holding out for more money is a strategy that rarely works, especially at a time
when credit is tight, lending requirements for mortgages are in flux and potential
buyers have less purchasing power. The reality is that in any market a home’s first
offer is often its best. Typically, educated buyers will seize on a property they like
with a competitive bid as soon as it comes onto the market. Of course, given the
glut of houses on the market, sellers should expect to receive some low-ball offers.
Just don’t assume that you’ll get better bids the longer you hold out. The more time
a home sits unsold, the greater chance a seller will have to reduce his price.

NOT RESPONDING TO ALL OFFERS
What if you get an offer that’s simply too low? Don’t reject it outright. Try negotiating.
First of all, you can’t blame someone for testing the market – after all, in today’s
market, many buyers are confident that they have the upper hand. Secondly, by
entering into negotiations with one party, you’ll gain leverage with other potential
buyers. Most importantly, it allows you to tell brokers that your property is in play
and sends a message that if someone is interested, then they better present a
competitive bid quickly. Don’t get cocky. During this process, it’s crucial for sellers
to set a realistic bottom-line price they’re willing to take, even if it’s several thousand
dollars below asking.

THE POWER OF STAGING

YOU WILL MAKE MORE MONEY
According to the National Association of Realtors (NAR), the average staging investment is
between one and three percent of the home’s asking price, which generates a return of eight
to ten percent!

YOUR HOUSE WILL SELL FASTER WHICH EQUALS MORE MONEY, LESS HEADACHE &
STRESS
A National Association of Realtors survey found that the longer a home stays on the market,
the further below list price it drops. Homes that sold in the first four weeks averaged 1%
more than the list price; four to twelve weeks averaged 5% less; thirteen to twenty four weeks
averaged 6.4% less; than list price; and twenty four weeks averaged more than 10% less than
list price.

THE COST OF STAGING DOESN’T COST A DIME
In a 20013 Home Gain Survey of over 2000 Realtors, it was discovered that home staging
typically provides a 343% return on investment for the cost of staging!

MOST HOME SELLERS CANNOT VIEW THEIR HOUSE OBJECTIVELY
If you can’t see objectively, you can’t “package” effectively. Have a staging professional bring
your home into its most advantageous condition for showings.

YOUR ONLINE PHOTOS WILL STAND-OUT AMONGST THE COMPETITION
According to a NAR profile of buyers, over 85% of buyers are searching for homes online
first before deciding to visit. Give buyers a reason to drive to your home by having multiple
photos of beautifully staged rooms that will stand out among the competition.

ONLY 10% OF HOMEBUYERS CAN VISUALIZE THE POTENTIAL OF A HOME
That’s why staging a home is critical! You don’t want the advantages of your home overlooked
and left up to the buyer’s imagination.

THE LONGER YOUR HOME IS ON THE MARKET, THE LOWER THE PRICE WILL BE
According to a National Association of Realtors survey, homes that sold after four weeks on
the market sold for 6% less then ones within the first four weeks. Don’t be in a position where
you have to lower your price…have your house staged.

LEAVING YOUR HOUSE IN “AS IS” CONDITION WILL ONLY HELP THE COMPETITION
Competition is stiff and buyers have very high expectations, as well as many choices. Successful
agents know that the key to competing is professional staging because it creates compelling
online presentations, drives buyer traffic to the home, and turns prospects into buyers.

THE MONEY YOU MAKE MAY BE TAX FREE & DEDUCTIBLE!
Take advantage of a possible tax-free capital gain by getting every dollar possible while
getting a possible tax deduction for spending on staging services to improve and sell your
home! (Please consult your accountant)

19

MY HOUSE ISN’T WORTH A “PROFESSIONAL STAGER”...

Even spending a mere $150 for an initial consultation should net you thousands in return
and speed of sale based upon statistical data.

THE HOUSING MARKET IS GOOD – MY HOUSE DOESN’T NEED STAGING TO SELL...

You’re right. Every house will sell...it’s a matter of when and for how much. Even if your
house sells quickly in a “good” market, it doesn’t mean it sold for the amount it would
have sold for had it been professionally staged. Remember, professionally staged homes
sell on a conservative average for 6% more than no staged homes.

CAN’T HOMEBUYERS USE THEIR IMAGINATION AND LOOK PAST THE DÉCOR?

Only a mere 10% of homebuyers can actually visualize the potential of a home. This is
why having a home professionally staged is so important. Buyers cannot visualize size
and scale so furniture and details helps to give them a frame of reference.

NOTES

CONTACT US

3909 GEORGIA AVE NW, WASHINGTON, DC 20011

202.449.8525
W W W. C PA R K R E . C O M

@ C A P I TA L PA R K R E A LT Y
@ C PA R K R E


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