How To Sell Your Property For Top Dollar And Fast
Whether you’re selling or will be selling your house, townhouse, condo, or mansion on your own or through a real estate agent, you can use the secrets revealed in The Home-Selling Book to get the best price and the quickest sale… while your family can live almost normally.
If your property was listed with an agent and it didn’t sell, you’ll find out the reasons and how to make sure it will sell the next time for top dollar and fast.
The secrets you’ll gain from this informative book could help you make or keep you from losing tens to hundreds of thousands of dollars on the sale of your property.
Check out…
The Table of Contents
Chapter 1 – Discovering The Key To Selling Your Property For Top Dollar & Fast |
17 |
Are you getting the best price and terms for it? |
17 |
The auction effect |
18 |
The more people participate in the bidding war, the greater the price and the better the terms |
19 |
Are you sick of cleaning your place every day before going to work and on the weekends? |
20 |
Action Steps For Chapter 1 |
22 |
Chapter 2 – Evaluating Your Home-Selling Options |
23 |
Why selling your house yourself could be your greatest financial mistake! |
24 |
The biggest for-sale-by-owner myth |
24 |
How paying a real estate commission can NET you more money from the sale of your property than not paying one |
25 |
Most of the people who buy from private sellers are investors and bargain hunters |
27 |
While all real estate agents are certified to sell your house… only a small number of them are qualified to sell it for the maximum price in the minimum time! |
28 |
Most agents sell properties using the ineffective 3P formula: |
29 |
The fourth P: Price Reduction! |
29 |
Action Steps For Chapter 2 |
30 |
Chapter 3 –Understanding Real Estate Commissions And Why Paying One Will Be Worthwhile |
31 |
Will you go to work tomorrow if you know you won’t be getting a paycheck unless your company achieves a certain goal? |
35 |
Your agent is taking on all the risks of selling your property! |
36 |
Action Steps For Chapter 3 |
37 |
Great quotation to inspire you |
38 |
Chapter 4 – Uncovering The Amazing Nine-Step Home-Selling System™ |
39 |
Action Steps For Chapter 4 |
41 |
Chapter 5 – Step #1: Making Your Property As Appealing As Possible |
43 |
How to prepare psychologically for the sale of your property |
43 |
Compel prospects to imagine your house as their next dream home |
44 |
You don’t get a second chance to make a great first impression |
45 |
What’s a “moment of truth” and why it’s important? |
45 |
How to make the outside of your house look appealing to your prospects |
46 |
How to prepare the interior of your house |
47 |
How to make the right impression with decor |
49 |
How to declutter your house |
49 |
Before and after photos of rooms that have been decluttered and staged |
50 |
Do-it-yourself (DIY) improvements |
54 |
Should you make major renovations before selling your house? |
57 |
Should you get a pre-listing home inspection? |
59 |
Should you get a home warranty? |
60 |
Action Steps For Chapter 5 |
62 |
Chapter 6 – Step #2: Pricing Your Property Correctly |
67 |
People buy properties at or close to market value |
70 |
The pricing pyramid |
70 |
Your motivation for selling your property |
71 |
Competing price versus compelling price |
71 |
The absorption rate |
73 |
How home buyers determine value |
74 |
The misconception about market value |
75 |
The Price Optimization Analysis™ (POA) |
75 |
The forward-pricing strategy |
76 |
Comparable versus competing properties |
77 |
Some amenities can be positive or negative |
77 |
The factors affecting the price of your property |
78 |
The competitive market analysis (CMA) |
78 |
The two primary factors for hiring a real estate agent |
79 |
Real estate market statistics you should use to help determine the correct price for your property |
83 |
Property valuation websites |
98 |
Zillow’s Zestimate |
98 |
Should you leave room for negotiation? |
99 |
The sale-to-list-price ratio |
100 |
Are you helping your competition sell their properties? |
100 |
Will your house qualify? |
101 |
How to choose the amount strategically |
101 |
Why conventional wisdom isn’t always right |
103 |
When underpricing your house by 5% or more is a great strategy |
104 |
Action Steps For Chapter 6 |
105 |
Great quotation to inspire you |
108 |
Chapter 7 – Step #3: Creating Your Ultimate Online Home Tour™ |
109 |
Today’s web appeal is yesterday’s curb appeal |
109 |
The real definition of “virtual tour” |
110 |
People buy homes based on emotions and justify their decisions with logic |
111 |
The Ultimate Online Home Tour™ |
112 |
2011 Profile of Home Buyers and Sellers |
113 |
First element of The Ultimate Online Home Tour™: Professional Photos |
115 |
A picture is worth a thousand words |
117 |
The more you tell, the more you sell |
117 |
A $150 juicer even has more photos than the $869,000 house |
118 |
You don’t get a second chance to make a great first impression |
120 |
Bad photos on the MLS (Multiple Listing Service) |
121 |
Prospects use online tours to identify the homes not to see in person |
123 |
Comparison between amateur and professional photos |
125 |
To compel as many prospects as possible to view your house in person, your online tour must inspire them to imagine living in it |
130 |
Second element of The Ultimate Online Home Tour™: Walkthrough Video |
134 |
Third element of The Ultimate Online Home Tour™: Interactive Floor Plans |
135 |
Fourth element of The Ultimate Online Home Tour™: Interactive Maps |
138 |
Fifth element of The Ultimate Online Home Tour™ : Compelling Description |
139 |
Example of a great description |
144 |
Explain your price in the description if it’s 5% or more below market value |
145 |
Sixth element of The Ultimate Online Home Tour™: Complete Details |
145 |
Seventh element of The Ultimate Online Home Tour™: Contact Info |
147 |
Eighth element of The Ultimate Online Home Tour™: A Dedicated, Mobile-Optimized Website |
148 |
The easier you make it for prospects to learn about your house, the more of them will do so |
151 |
Ninth element of The Ultimate Online Home Tour™: Unique Website Address |
152 |
Action Steps For Chapter 7 |
153 |
Great quotation to inspire you |
156 |
Chapter 8 – Seeing The Ultimate Online Home Tour™ In Action |
157 |
The prospects who visit your house after viewing your online tour will be extremely serious about purchasing it |
164 |
The photo section |
165 |
The exciting interactive floor plans |
167 |
The description |
173 |
The features |
175 |
The video |
175 |
The slideshow |
177 |
The maps |
178 |
The share element |
179 |
The contact info for the real estate agent |
180 |
The tour can have different colors and be customized |
182 |
Action Steps For Chapter 8 |
187 |
Great quotation to inspire you |
188 |
Chapter 9 – Selling Or Buying Real Estate The Quick And Easy Way |
189 |
The real estate agents’ home-selling model |
189 |
How your house is shown to potential buyers |
191 |
You still have to clean your house every day before going to work and on the weekends |
192 |
The way agents work with their clients can wreak havoc on your life |
195 |
The current for-sale-by-owner home selling model |
196 |
When you’re not home, you’re off the market |
197 |
Your possessions and personal safety are at risk |
197 |
Are you concerned about the Coronavirus? |
198 |
The revolutionary model for selling and buying real estate |
198 |
Why you should show your house by appointment only |
199 |
Real estate agents can preview your house at any time |
200 |
Minimize the risk to your possessions and personal safety |
200 |
Your tenant-occupied homes can also be shown easily |
200 |
How the new home-selling model benefits the seller’s agent |
201 |
How the new home-selling model benefits the buyer |
201 |
Out-of-town prospects can learn about your house easily |
202 |
How the new home-selling model benefits the buyer’s agent |
203 |
Why you should reveal your house’s drawbacks on your online tour |
204 |
The three main reasons most properties don’t sell |
206 |
All agents want to make the most commission on a sale while spending the least amount of time and effort |
206 |
The existing home-selling model is to get as many showings as possible |
208 |
The revolutionary home-selling model is to obtain as many showings to serious prospects as possible |
208 |
Action Steps For Chapter 9 |
209 |
Great quotation to inspire you |
210 |
Chapter 10 – Understanding The Two Ways To Sell Real Estate |
211 |
The price approach |
212 |
The traffic approach |
213 |
Action Steps For Chapter 10 |
214 |
Chapter 11 – Step #4: Driving Traffic To Online Tour For Real Estate Agents |
215 |
Days on market (DOM) is the kiss of death of real estate sales |
215 |
Selling your property using the Apple’s method |
217 |
Your agent’s marketing tools |
218 |
Online marketing medium #1: The MLS (Multiple Listing Service) |
218 |
The biggest mistake many agents make with the MLS |
219 |
The auction effect |
223 |
How real estate agents search for homes for their buyers |
224 |
Online marketing medium #2: Real estate agents |
225 |
Online marketing medium #3: Your sphere of influence |
230 |
Online marketing medium #4: Your agent’s clients |
231 |
Email your agent can send to other agents regarding her agent’s open house |
232 |
Offline marketing medium #5: Zillow.com |
232 |
Offline marketing medium #6: Trulia.com |
233 |
Online marketing medium #7: Realtor.com |
233 |
Online marketing medium #8: YouTube.com |
233 |
Online marketing medium #9: Facebook |
234 |
Online marketing medium #10: LinkedIn |
234 |
Your offline marketing mediums |
235 |
Offline marketing medium #1: Your sphere of influence |
235 |
Powerful greeting card to send to your friends to promote your online tour |
235 |
Unique business card to promote your house |
237 |
Offline marketing medium #2: Your agent’s clients |
238 |
Greeting card your agent can send to clients to promote your online tour |
238 |
Offline marketing medium #3: Real estate agents and brokers |
240 |
Offline marketing medium #4: Ringless voicemails |
240 |
Offline marketing medium #5: Postcards |
242 |
Why real estate agents’ “Just Listed” postcards are ineffective |
244 |
Why postcards are a powerful tool for marketing your house |
245 |
Cross or multi-channel marketing |
245 |
Offline marketing medium #6: Greeting cards |
246 |
The importance of targeting specific residences |
248 |
Offline marketing medium #7: Flyers |
251 |
Typical flyer used by most agents |
252 |
Example of an effective flyer |
254 |
Offline marketing medium #8: For-Sale signs |
255 |
Typical For-Sale sign used by most agents |
256 |
The less info prospects have on your house, the more reasons they’ll have for rejecting it |
257 |
Another major drawback of most agents’ for-sale signs |
258 |
Effective For-Sale sign your agent can model after |
260 |
Text message your agent can send to your potential buyers on demand |
262 |
Offline marketing medium #9: Telemarketing |
263 |
Offline marketing medium #10: Door Knocking |
263 |
Passive versus active marketing strategies |
264 |
Action Steps For Chapter 11 |
266 |
Chapter 12 – Step #4: Driving Traffic To Online Tour For Private Sellers |
267 |
Days on market (DOM) is the kiss of death of real estate sales |
267 |
Selling your property using the Apple’s method |
270 |
Determining your ideal prospects |
270 |
Your marketing tools and strategies |
271 |
Online marketing medium #1: The MLS (Multiple Listing Service) |
271 |
How real estate agents search for homes for their buyers |
272 |
Online marketing medium #2: Real estate agents |
273 |
How to handle phone calls from real estate agents |
274 |
Online marketing medium #3: Zillow.com |
275 |
Online marketing medium #4: Trulia.com |
276 |
Online marketing medium #5: For-sale-by-owner websites |
276 |
Online marketing medium #6: Craigslist.com |
276 |
Online marketing medium #7: YouTube.com |
280 |
Online marketing medium #8: Facebook |
280 |
Online marketing medium #9: LinkedIn |
280 |
Online marketing medium #9: Your sphere of influence |
281 |
Your offline marketing tools |
282 |
Offline marketing medium #1: Real estate agents |
283 |
Offline marketing medium #2: Your sphere of influence |
283 |
Offline marketing medium #3: Ringless voicemail drops |
287 |
Offline marketing medium #4: Postcards |
288 |
Cross or multi-channel marketing |
290 |
Offline marketing medium #5: Greeting cards |
290 |
Offline marketing medium #6: Flyers |
292 |
Offline marketing medium #7: For-sale signs |
294 |
Offline marketing medium #8: Door-knocking |
297 |
Passive versus active marketing strategies |
297 |
Action Steps For Chapter 12 |
299 |
Chapter 13 – Step #5: Producing The Maximum Number Of Viewings Online |
303 |
Strategy #1: Identify and target your most qualified prospects |
303 |
How to use the NAR’s research to sell your property for top dollar and fast |
304 |
Discover where your online tour visitors are from |
305 |
Strategy #2: Price your property below market value intentionally |
306 |
Strategy #3: Bribe the buyer’s agent |
308 |
Action Steps For Chapter 13 |
314 |
Chapter 14 – Step #6: Generating The Largest Number Of Viewings In Person |
315 |
Action Steps For Chapter 14 |
316 |
Chapter 15 – Step #7: Obtaining The Most Competing Offers |
317 |
How to get your property in show-ready condition |
317 |
Deadly mistake many sellers make with showings |
319 |
Why prospects will spend little time in your house and ask few questions |
320 |
Why you should have a lockbox |
320 |
The importance of keeping your mouth shut during the showing |
321 |
Why open houses are ineffective for selling properties |
322 |
How to hold an open house every day while you live in your house normally |
325 |
You can invite the world to your Ultimate Online Home Tour™ and say goodbye to the dreaded open house forever |
326 |
The only good reason for doing an open house |
327 |
Action Steps For Chapter 14 |
329 |
Great quotation to inspire you |
330 |
Chapter 16 – Step #8: Getting The Best Price And Terms For Your Property |
331 |
The optimal offer doesn’t necessary mean the one with the highest price |
331 |
How to determine your bottom-line price |
332 |
The most commons contingencies |
337 |
How offers are presented to you |
338 |
How to evaluate an offer |
340 |
Pre-qualification versus pre-approval |
342 |
The red herring |
345 |
How to handle low-ball offers |
349 |
Why You Should Always Counter An Offer |
350 |
Will you buy back your property? |
352 |
How to handle full-price offers properly |
352 |
How to handle emotional offers |
355 |
How to handle the buyer’s agent’s commission |
356 |
The buyers’ agents represent the buyers, not you |
356 |
Avoid offering to split the difference |
357 |
Is the first offer the best one? |
359 |
How to sell your house faster by paying for the buyer’s closing costs |
359 |
How to have the upper hand during your negotiations with the buyers |
362 |
Create the auction effect that generates the highest number of competing offers |
363 |
Why you should write the purchase and sale agreement yourself |
364 |
Action Steps For Chapter 15 |
366 |
Chapter 17 – Step #9: Closing The Transaction Smoothly And On Time |
367 |
The difference between “in escrow” and “under contract” |
369 |
How to handle the disclosure statements |
370 |
How to manage title issues |
380 |
The appraisal contingency |
382 |
The difference between an appraisal and an inspection |
383 |
How to handle the inspection contingency |
384 |
How to manage the financing contingency |
385 |
How to deal with the appraisal |
385 |
How to handle the final walk-through inspection |
388 |
Action Steps For Chapter 17 |
394 |
Chapter 18 – Uncovering Why Your Property Hasn’t Sold Or Didn’t Sell And How To Sell It For Top Dollar And Fast This Time |
395 |
How to help your agent sell your property for the best price and terms, in the shortest time, and with the least aggravation to your family |
396 |
The primary reasons your house hasn’t sold |
397 |
How to find out what marketing your agent has done for your house |
400 |
How to help your agent sell your house faster and for top dollar, while causing the least amount of aggravation to you and your family |
402 |
Your option #1: Keep your house off the market |
403 |
Your option #2: List your house with the same agent |
403 |
Your option #3: List your house with a new agent |
403 |
Never hire an agent based solely on the price she agrees to list your house for |
404 |
Why the agent who gave you this book can help you achieve your home-selling goal or solve your home-selling problems better than most other agents |
406 |
What is a system and why is an effective home-selling system necessary to sell your house for the maximum price in the minimum time and with the least amount of stress to your family? |
406 |
How The Amazing Nine-Step Home-Selling System™ even lets new agents sell your property faster and for more money than many 20-year veteran ones |
407 |
What will happen when you contact an agent who gave you this book |
408 |
You can cancel the agreement at anytime without any penalties |
410 |
Your house is guaranteed to sell within 60 days |
412 |
How to handle phone calls and visits from real estate agents |
413 |
Your option #4: Sell your house on your own |
416 |
Action Steps For Chapter 18 |
417 |
Great quotation to inspire you |
418 |
Chapter 19 – Determining Whether Selling Your House On Your Own Or Through A Real Estate Agent Is The Better Choice For You |
419 |
The reasons private sellers get less money for their properties than the agent-assisted ones |
419 |
The six reasons you should hire a listing agent |
421 |
Important lesson you can learn from Mark Twain’s quotation |
424 |
Do not hire another real estate agent until you have done this |
426 |
How to sell your house on your own |
428 |
How to determine the amount of money you could make or lose by selling your house yourself within 60 seconds |
429 |
How to get the most money out of your home as a private seller |
432 |
How to get a POA (Price Optimization Analysis™) |
432 |
How to list your house on the MLS |
433 |
How to handle phone calls and visits from real estate agents |
434 |
Effective for-sale-by-owner For-Sale sign you can model after |
437 |
Poor For-Sale sign most private sellers use |
438 |
Action Steps For Chapter 19 |
440 |
Chapter 20 – Achieving Your Home-Selling Goals Or Solve Your Home-Selling Problems So You Can Move On With Your Life |
441 |
Option #1: You’re selling your house through a real estate agent |
441 |
Option #2: Your home was on the market and it didn’t sell |
441 |
Option #3: You’re selling it on your own |
441 |
Option #4: You’re planning to sell it within the next six months |
442 |
Question #1: “Should I sell now or wait until the spring?” |
442 |
Question #2: “Should I wait until I have found a new home before selling my current one?” |
443 |
Question #3: “If I sold my property and couldn’t buy a suitable home, where will my family live?” |
443 |
Question #4: “Should I wait for prices to go up before selling?” |
444 |
Question #5: “Should I make major renovations before selling?” |
444 |
Question #6: “Why should I choose your member agent instead of one that is a top listing agent in my area?” |
444 |
Question #7: “What do I do if I have made appointments with other agents.?” |
445 |
Question #8: “How much commission will your member agent charge?” |
445 |
Question #9: “What guarantee will your member agent offer me?” |
446 |
Question #10: “Can I get a discount if I use the same agent to sell a home and buy another one?” |
447 |
Question #12: “Do I still have to pay a commission if I sell my home to someone that might buy it before I hire your member agent?” |
447 |
Are you suitable to work with my member agent? |
447 |
Action Steps For Chapter 20 |
450 |
Chapter 21 – Helping Your Friends Sell Their Properties For Top Dollar And Fast While Making A Difference On Our Planet |
451 |
How to help reduce air pollution |
452 |
How to save money on gasoline |
452 |
How to share your success story with me |
452 |
Action Steps For Chapter 21 |
453 |
Great quotation to inspire you |
454 |
Appendix 1: NAR’s 2011 Profile of Home Buyers and Sellers |
455 |
Appendix 2: How to get the next version of this book for free |
456 |
Index |
457 |
About The Author |
459 |
Great quotation to inspire you |
461 |
The sooner you do so, the quicker you’ll move on with your life and live normally again.