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The first step toward putting your house up for sale is to meet with a real estate agent at your home. What we call the "listing appointment." But beforehand, it's important to understand "who's who" and how brokers may coop

Listing Broker or Listing Agent

An individual real estate broker whom the seller hires to represent the seller through a contract called a "listing agreement". The listing agent is associated with the listing broker. The listing broker is directly paid the listing commission and then splits the commission with the listing agent. (Although the broker and agent may be two different individuals, the term "broker" is used for simplicity.)

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Selling Broker or Selling Agent

In a "cooperative" sale, the house is listed by one broker and a buyer is provided by another broker. The selling broker receives the selling side of the commission. If the listing broker also produces the buyer, then the listing broker receives both listing and selling sides of the commission. A selling broker may have a signed buyer representation agreement with a buyer and, therefore, represent the buyer and not the seller. If the buyer's agent is a RE/MAX 100 agent, RE/MAX 100 becomes a disclosed dual agent with the consent of both buyer and seller.

A Little Homework

Before the listing appointment both the home seller and the listing broker are busy. While the home seller collects a list of documents requested by the broker, the listing broker studies recent neighborhood sales of homes comparable to yours, and also comparable homes currently for sale.

There's No Place Like Home

At the listing appointment, the listing broker will want to inspect the house and yard to become familiar with its special features. You have probably enjoyed living in your home and have been pleased with its many unique features. Your listing broker will want to tell prospective buyers about the special features of your home and neighborhood. Be ready to be specific about schools, day-care, nearby Metro, and other desirable community features, as well as home features not readily apparent. Remember, prospective buyers will be "comparison shopping" and keenly aware of subtle differences in houses for sale in the area. Be sure to tell your listing broker why yours is special--from any home remodeling to afternoon winter sunshine.

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Demand Sets Price

After conferring with the listing broker on market conditions, comparable nearby sales and listings, and available financing, the home seller will set the listing or "asking" price for the house. A common definition of market value is: "What a ready, willing and able buyer will pay, at a price a seller will accept." Metropolitan area buyers are sophisticated. They've already been shopping, and when they see your home they'll be comparing features and financing. There's a rule of thumb that says: "A house priced more than 5% over market value discourages offers." Buyers who can afford the price can get "more house" for their money elsewhere. Buyers who cannot afford the price simply won't look. This is why we say, "A house priced right is half sold. A fair market value will be determined by comparing the property with similar properties which have recently sold and (in some cases) with similar properties currently on the market. Experience in the industry has proven this "market analysis" approach is more accurate than the "replacement cost" or "potential rental income" methods.

Sample "Net Sheet"

Based on this sales price, the listing broker will go through a worksheet that estimates the "net cash" from the sale. Simply, this exercise subtracts anticipated charges paid by the seller from the sales price. A copy of the "net sheet" is left with the home seller. (An itemized list of typical selling costs is presented in the "Settlement" chapter, which is the stage when these charges are paid.)

Financing Strategy

No sale can be completed without financing. That is why it is generally to the home seller's advantage to appeal to the greatest number of home buyers by accepting the greatest range of financing plans. The listing broker will explain the basic differences between VA (Veterans Administration), FHA (Federal Housing Administration) and conventional financing, as well as explain "discount points."

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What Is a Point?

A point is one percent of the amount of the buyer's mortgage loan. For example, if a loan is $100,000, one point is $1,000. Lenders charge points to increase the yield on their loans. On all loans, home buyer and home seller may share the charges by mutual agreement.

Property Profile Folder

To enable the listing broker to prepare a folder of information on the property, the home seller needs to provide a number of documents and information specific to the location and jurisdiction. (This Property Profile is often left in the home for the convenience of prospective selling brokers.) Because the list is long, you can understand why it's best to collect the papers before the listing appointment. These materials may include:

Pay-Off Notice. A letter signed by the home seller and mailed to the lender by the listing broker to notify the lender of the intention to pay off the mortgage in order to minimize prepayment of interest penalties to the seller. (Home seller should provide the broker with the lender's address, loan balance, assumability, years remaining on present mortgage, P.I.T.I. and the interest rate, if possible.)

Well and Septic Inspection. If property is on septic/well, current inspections by local health authorities are required while home is occupied. Listing broker will usually arrange after contract is ratified.

Order Lender Appraisal. Lenders usually require an appraisal to assure that the property is adequate collateral for loan. Appraisal may be ordered before (paid by seller), but is more often done after an "offer to purchase" is accepted (paid by buyer).

Assessments/Easements. Listing broker will ask home seller if any tax assessments or easements exist on property that must be paid or included in purchase contract and passed with the land when sold.

Property Taxes/Condominium Fees. Home seller provides record of property tax or condominium fee payments which buyer will reimburse a pro-rata share to home seller at settlement.

Inspections. VA/FHA and most lenders of new mortgages require a termite inspection certificate that shows house is free of infestation. If home seller does not have a current certificate then listing or selling broker (depending on area) will arrange inspection at home seller's expense. Sometimes a home inspection and radon testing will be ordered. Home seller should also provide all information as to the physical condition of the property, such as the presence of fire retardant plywood.

Utilities. Home seller should provide record of past 12 months utility bills, including gas, electric, sewer, water, and trash where applicable. Most buyers will want to know history utility costs.

Helpful Documents. If possible, home seller should provide listing broker with deed, house location survey, condominium bylaws or home owners association documents, subdivision plat map, house floor plan, previous title search abstracts, leg description of property (subdivision, section and lot), home warranties on major systems, if still in effect, and copy of homeowners insurance policy for endorsement in purchase contract. What Conveys In anticipation of a buyer's offer, the home seller must be ready to supply listing broker with a specific list of the personal property that is included in the real estate property for sale. Examples of items to "convey" may include: draperies, drapery rods, remaining heating oil, firewood, washer, dryer, refrigerator, stove, microwave, disposal, swimming pool chemicals, awnings, storm doors and windows, screens, venetian blinds, shutters, window air conditioner, etc. Home seller should tag or remove items which do not convey.

Listing Agreement

When the home seller is ready to put the house on the market, the listing agreement is filled out indicating a specific period of time the agreement is in effect ("listing period"), and signed by the seller. You've now hired a listing broker and listing agent.

Clean Up, Fix Up, Or Toss Out

Today a home that stands out among similarly-priced, competitively-financed houses is the home that sells. Why? Because it makes a good first impression that lasts right to the settlement table. You may not be able to improve the market value of your house (finish basement, remodel kitchen, etc.), but you can improve its market- ability. And usually this can be done with more elbow grease than hard cash. The key is to put yourself in the buyer's shoes. In fact, if you drop by some open houses (you may soon be a buyer yourself), you'll pick up some pointers. Then practice making your house as appealing and uncluttered as the home you wish to buy.

The exterior. Start here with "curb appeal. Basics: A trim lawn, well-proportioned shrubs. Remove garden hoses, lawn tools, dog house, and toys from the yard. Check for flat-fitting roof shingles; straight lines on gutters, shutters, windows and aiding; solid caulking around frames and seams. Fresh paint. Clear windows that give a glimpse of something nice inside. Clean, or even paint, front door. Keep walks and steps free of snow and ice. Extras: Brass door knocker. Seasonal door decoration. Wrought iron lamp post. Small landscaped courtyard. Flower beds.

The front hall. Aura and atmosphere give a hint of what's deep inside. Basics: Light (from window, skylight, lamp or overhead fixture; perhaps use stronger light bulbs). For evening inspection, turn on every light in the house for glow and welcome feeling. Aromas (fresh and clean.) Here--and throughout the house-- unmarred woodwork, spotless carpeting, fresh paint is often the best money ever spent (most appealing in neutral tone, since strong color is so subjective). Remove unsightly or worn throw rugs. Extras: Door chime. Bolt lock and chain.

The living room. Strive for lived-in, cozy feeling. Discard worn, chipped, frayed furniture. Add lamps if dark. Open curtains. Furnishings (also throughout the house) well placed and in good repair. Set out fresh flowers, perhaps put a drop of bath oil or vanilla on light bulbs for subtle scent.

The kitchen. Many buyers judge the house keeping by the oven and stove. Basics: Appliances are spotless and everything works perfectly Replace or repair anything that sticks, squeaks or drips. Space (counter, cooking, cabinet, eating) kept open and uncluttered without countertop appliances. Clean butcher block. Floors and walls are inviting (light colors) and serviceable (resistant to grease and moisture)