Home Seller Handbook

Preparedby

KellerWilliamsRealtyEastValley

Phone:(480)5988800 Fax:(480)2236459 Home@TheLucasGroup.com TheLucasGroup.com 2077EWarnerRoad,Suite110 Tempe,Arizona85284

Thishandbookdetailsthefivestepsneededtoachieveourmutualgoalwhichistosell yourhomeforthehighestpossiblepriceintheshortestamountoftimewiththeleastamount ofinconvenienceforyou. Step1 ChoosetherightREALTOR Step2 Step3 Step4 Step5 Priceyourhomecompetitively Getyourhomereadytosell Exposeyourhometothemarket Navigatetheofferandescrowprocess

Pleasereadthishandbookasweareconfidentthatitwillprovideyouwithtonsofgreat information.Feelfreetocontactusifyouhaveanyquestionsorconcerns. Cordially,

TheLUCASGroup@
KellerWilliamsRealtyEastValley

Seller Select Program

TakingtheFearOutofSelling

Whatsyourbiggestfearwhenyoulistyourhomewitharealestateagent? Itssimple.Youworryaboutbeinglockedintoalengthylistingagreement withalessthancompetentrealestateagent,costingyourhomevaluable timeandexposureonthemarket.

Worrynomore.Wetaketheriskandthefearoutoflistingyourhome.

How?WhenyoulistyourhomethroughourSellerSelectProgram,youcan cancelyourlistingatanytime.Youchoosefromamenuofservices. Nohassles.Itsthateasy.

Youcancancelyourlistinganytime.* Sellyourhomeyourselfwhileitislisted,andpayno commission.** Buyorbuildyournexthomethroughusandsaveeven moremoney! Nopressurepresentation.

Wewillneverallowyoutobepressuredbyothersalespeople.Allofferswillbedeliveredtoour office,andpresentedandevaluatedwithyouatyourhomeorourofficeatatimeconvenienttoyou.

Wehavestrongopinionsaboutrealestateservice.Webelievethatif youareunhappywiththeserviceyoureceive,youshouldhavethe powertofireyouragent.

Ittakesastrongbeliefinthequalityofonesservicetomakethiskind ofstand,butweneversettleforlessthanthehighestprofessional standards.Weareconfidentyouwillbehappywithourserviceand results.Thatsthesimpletruth.Wealwaysstandbehindourservice.

**Thenocommissiondoesnotapplytoabuyerexposedtothepropertybyusoranotheragentduringourlisting.

ProvidingYouGuaranteedPeaceOfMind

Seller Select Program

Putmoremoneyinyourpocket.
AllthewayfromFullServicetoDoItYourself, ourSellerSelectProgramofferscompleteflexibility. Andifyourenothappy,cancel.Itsthatsimple.

LUCAS
SellerSelect Program

The SevenPercent Agent

Savingsbased on$300,000 salesprice

6% 5% 3% 0%

We market your home and put it in the MLS. An outside broker brings the buyer. We negotiate the contract and handle the escrow.Ourlistingfeeis3%andwepaythe outsidebroker3%.

7% 7% 7% 7%

$3,000 $6,000 $12,000 $21,000

We take care of the details of selling your current home and we represent you and handle all the details when you purchase or buildyournexthome.Yousave1%.
(1% discount based on the lesser of the two homes upon successful closeofescrowofyourpurchase)

You find the buyer for your home. We negotiate and write the contract, qualify the buyer,openandcloseescrowandhandleall thedetailsofthetransaction.

You find the buyer, negotiate and write the contract, and close the transaction without ourassistance.

ProvidingYouGuaranteedPeaceOfMind

Unique Team System

Wewillneverrunoutoftimeforyou.
Youwillhaveateamofpeopleworkingforyou.Eachofusisseparately responsibleforaspecificprocessinthesellingofyourhome,andtogetherour combinedeffortsadduptosuperiorcustomerservice.

Additionally,inanattempttomaketheexperienceofsellingahomeaseasyas possible,wehavecreatedtheLUCASAllianceateamofvendorstohelpyou throughyourrealestatetransactionalltogetherinonelocation.creatinga onestopshoppingexperience.OurAllianceismadeupoflenders,inspectors, escrowcompanies,painters,electricians,handymen,cleaningservices,etc.

TheLoneAgentvs.TheLUCASGroup
Ma rke ti ng
rial Secreta Service

Sales

HELP!
Sal es

Marketing Computers

Negotiating

Com put ers

Ne got iat

Service

Secretarial

MostAgents

TheLUCASGroup

Undertaketojuggleallthesetasksby himselforherself Eventually run up against the limits of time,energyandmoney Fewer homes sold means limited cash flow toinvestbackintotheirbusiness Limitedtimemeanslesstimetospendwith you

Yougetawholeteamofprofessionals workingforyouforthesamepriceas1agent. Weneverrunoutoftimeforyoubecause eachofusisseparatelyresponsiblefora specificprocessinthesellingorbuyingof yourhome. Ourcombinedeffortsadduptosuperior customerservice.

CreatingaHassleFreeRealEstateExperience

The LUCAS Groupies

Hereswhatourravingfan clubmembersaresaying:

Afterabadexperiencewithanotherrealestateagent,we

foundsellingandbuyingourhomethroughTheLUCAS Grouptobeaveryeasyandexcitingexperience. WeareverythankfulforTheLUCASGroup. GeorgeandGilmaMoncada TheLUCASGroupsurpassedourexpectationsandmadeselling ourhomealowstresssituation.Wewouldreferthemtoanyone. DwaineandKathyBray IboughtahomeusingTheLUCASGroupasmyagent. Theirknowledge,professionalismandcustomerservicewasunbelievable. RobinRotz Jeffdidaterrificjobpreparingusforthehomesaleprocess. Thankstohim,wedidnthaveanysurprises.Themarketingstrategyisacompletepackage. Itseemedeveryoneknewourhomewasonthemarket.Wehad6showingsthefirstweekend ourhomewentonthemarket.Jeffwasveryupfrontaboutthecostsandexpectationsforthesale ofourhome.Erikawasgreattoo!Shekeptusinformedthroughoutthesaleprocess.Ourquestions werealwaysansweredveryquickly.Thankstoallofyou!Weloveournewhome. SteveandDianeHeath WhatcanwesayotherthanyourgroupistheTOPS LynnAnnHomnickandDonParker SellingmyhomewithTheLUCASGroupwasmy bestrealestateexperiencein30years. DonPeterson WhenIwantedtobuyahome,Iknewthattherewasonlyoneplacetogo, TheLUCASGroup.ItoldthemwhatIwantedandtheyfound theperfecthouse.Theykeptmeinformedeverydayandmade theentiresituationfun.Bestofall,Ihavemadesome wonderfulnewfriends.Sodoyourselfafavorandhireyourself aLUCASandgetahomeandafriend. LizMcHugh

WeWouldLovetoHaveYouJointheClub

Setting A Price For Your Home

Themostimportantdecisioninthemarket ingofyourhomeismadethemomentwe decideatwhatpricewewilllistyourhome.

Factorstoconsiderinsettingapriceforyourhome:

RealEstateData MarketConditions Location Condition Amenities

Ifyouwanttocompete,youmustbecompetitive.

Tonetthehighestproceedswehavetoexposeyourhome tothehighestnumberofpotentialbuyers. Toexposeyourhometothehighestnumberofbuyersyou havetopriceyourhomerightthefirsttime. Anoverpricedhousewillnotsell.

WeWillSaveYouTime,MoneyandHassles

The Dangers Of Overpricing

Studiesshowthelongeryourhomeison themarketthelessitwillsellfor.

Itisbesttostartwithyourhousepricedcorrectly.Thisiswhere TheLUCASGroupsvastexperiencecanreallysaveyoutime andmoney.Westudylocalmarkettrendsandweknowvalues.

WeWillSaveYouTime,MoneyandHassles

Preparing Your Home For Sale

21FixUpTipsToHelpYouSellYour HomeFastandForTopDollar

Ahomethatshowsexceptionallywellhelpsarousetheprospectivebuyers emotionaldesiretobuymorequicklyatahigherprice.Firstimpressionscount. Thatswhyneat,cleanhomesgetsnatchedupandothersjustsitonthemarket. Buildersspend100softhousandsofdollarstostageamodelhomeproperly. Theydothisforgoodreason.Buyerswillbuytheperceivedvalueofthe property.theimageandfeelingthattheygetfromexperiencingtheproperty. Itsoftenbeensaidthatbuyersbuyonemotion.Itstrue!!

GettingReady....StartOutside
Standacrossthestreetandlookatyourhomefroma potentialbuyersviewpoint.Next,gotothecornersof yourbackyardandlookatyourhomewiththecritical eyeofabuyer.Considerthefollowing:

weedsfromwalkwaysandthedriveway.Ifyou areanabsenteeseller,makearrangementsforlawn care.

1)Thebuyersstrongestfirstimpressionofyour homeiswiththefrontoutsideentryanddoor. Makethisareafreshandinvitingwithplants, flowers,and,asneeded,freshpaint.Make purchaseswhichenhancetheappearanceofyour homelargeplanters,newentrymats.Youcan taketheseitemswithyoutoyournewhome!

4)Istheexteriorpaintfresh?Hoseitdownto removedustandcobwebs.Touchuporrepaintas needed.Theexpenseofrepaintinghasanexcellent returnonthedollar.

5)Arealloutsidesystemsworking?Isthe sprinklersystemfunctioningproperly?Havethe coolingandheatingunitsbeenserviced?

2)Isthereclutterinthefrontorbackyard? Debris,leaves,deadbranches,oldswingsets, brokenlawnfurniture?Pickuptoolsandtoys fromtheyard.Putgarbagecansoutofsight.Are theretoomanycarsparkedinthefrontor driveway?

6)Ifyouhaveapool/spakeepitcleanandfreeof leavesanddirt.Isthepump/filterworking properlyandfreeofanyleaks?

7)Arethepatio/deckareasfreeofclutter?Isthe outdoorfurniturefreshandingoodrepair?

3)Isthelawntrimmed,edged,weedfree,and fertilized?Edgebetweenyourlawn,drive,and walkways.Aretheflowerandshrubberybeds pruned,freeofdebris,andfreshlooking?Dothey needfreshmulchorplants?Repaircracksandpull

8)Sparklingwindowsareasignaltobuyersthat youcareaboutyourhome.Washexteriorand interiorwindows.Replaceorrepairscreensas needed. continuedonnextpage

WeWillSaveYouTime,MoneyandHassles

Preparing Your Home For Sale

9)Isthefencingingoodrepair?Dogatesfunction properlyandarehingesoiled?Doesitneedtobe painted.

outsideandtodisposeofthespentsmokesinthe trash.

10)Istheroofingoodrepair?Ifnot,youwill probablywanttohaveitfixed,andthenpaintover anywatermarksontheceiling.Dontpainttohide aproblem,fixandthenpaint.

15)Makeminorrepairs.Tightenlooseknobs,fix leakyfaucets,lubricatesqueakyhinges,replace filters,tightenloosebanisters,repairdoorsand doorknobs,removestains,andmakesureyour doorbellworks.

FreshenUpTheInside Theemotionsthatyou,theSeller,aretryingto stimulatearetriggeredbysensoryexperiences. Aimforthesensesespeciallytouch,smell,and sight.Uncluttered,clean,freshsmellinghomes sellfasterandforhigherprices. 11)Removeclutterfrom countertops,desks,andgarage. Removeexcessfurniture. Organizeclosets,drawers, storageareas.Throwaway,sell, orstoreexcess!Rentastorage unitifnecessary.Cluttermakes thehomeappearsmallerand masksthehomesgoodpoints.

16)Makesurealllightingfixtureswork.Add newbulbswiththehighestwattageallowedto makeyourroomsseembrighter.Light,airyhomes seembiggerandmoreinviting.

17)Isthefireplaceingoodworkingorder? Removeashesfromfireplace andaddfreshlogs.

18)Buyfresh,colorfulindoor flowersorplants.Theygeta lotofmileage,andtheywill enhanceyournewhometoo.

12)Fresheninteriorpaintasneeded.Again,fresh paintisthebestbangforthebuck.Light,neutral colorssuchasbeige,white,oroffwhitehavea broaderappealandcanmakesmallroomsseem largerandairier.Removetiredorbusywallpaper. Brightendrabgarageinteriors,storageareaswith freshpaint.Paint/stainwoodworkasnecessary.

19)Exterminate.Onebug, deadoralive,willmakeabad impressiononprospective buyers.Hireaprofessional.

MinorRepairsMakeSense

13)Makekitchenandbathroomssparkle.Clean/ oilcabinets,cleanappliances/fixtures.Add fragrances.Newcolorcoordinatedtowelsarean excellentinvestment.Freshlookingkitchenand bathroomswilloftenmakeorbreakasale.

20)Repairingsmallitemsletsaprospectivebuyer concentrateonthemajor,positiveaspectsofyour home.Asageneralrule,dontmakeelective,major repairs/replacementsunlesstheyareaserious detrimenttomarketingyourhome.Electivemajor expendituresusuallydonothaveagoodreturnon investmentexcept,insomecases,carpeting/ floorcoverings,countertops.

14)Cleanfloorsandcarpeting.Addcarpet freshenertocarpetingwhichistiredorto eliminatesmokingorpetodors.Ifyouhavea smokerinthehouse,askthatpersontosmoke

21)Ifyouareconsideringmakingmajorrepairs, pleasecheckwithusfirstsothatwecanadviseyou whichimprovementswillgiveyouagoodreturn onyourinvestment.

WeWillSaveYouTime,MoneyandHassles

Preparing Your Home For Sale

Ittakesmorethanlucktosellahome.

OK,soyouvecarefullyreviewedthe22FixUpTips,ralliedyourfamilytogether,and havefeverishlytransformedyourhomeintoanimmaculateshowplace.Nowwhat? Buyersactonimpulseandemotionwhenmakingthefinaldecisionofwhichhometopur chase.Listedbelowaresomemarketproventipsonpreparingyourhomeforashowing byaREALTORandprospectivebuyer.

Howtoprepareyourhomebefore aREALTORshowing

ItsSHOWTIME!!!

1)CheckthetemperatureCoolinsummer, toastyinwinter.Thisisespeciallyimportant duringthesummertimehereintheValley.

6)Gonextdoor,forawalk,intomeditation,what ever;justdonthangaroundpointingoutniftylittle features.TheREALTORwillshowthebuyer whatintereststhem.

2)Freshcutflowershelp,aswellasabundant greenplants,eveniftheymustberented.Itsan importantpartofsettingthestage.

7)Turnonthestereo.Tuneinyourbeststereotoa softeasylisteningstation,andturnthevolume downlow.Mostbuyerswillimaginethemselves livinginapeacefulsereneenvironment.

3)Makeanodorcheck.Rememberthe oldwiserealestateadage.Ifyoucan smellityoucantsellit!Useascented disinfectant,especiallyifsomeonesmokes orpetsliveinside.Lightingsomecandles canhelp.

8)TurnofftheTV.Itisverydifficult foranagenttokeeptheattentionofa prospectfocusedonyourhomewhenan interestingsoapoperaorspecialison thetube.

4)Turnoneverylightinthehouse!Just beforeleavingthehouseforashowing, turnoneverylightincludingclosetand bathrooms(especiallythosebrightheat lampsinthebathroom).Thismakethe houseseembrightandcheeryandcanevenmake roomsseemlarger.

9)Petsunderfoot?Keepthemoutofthe way,preferablyoutofthehouse.

10)Letthesunshinein!Openallwin dowshades,drapes&curtains.

5)AKettleofCider,keptontherangewithcinna monsticks,isaneasywaytogiveyourhomethat applepiesmellwithoutthehassle.Allyouhaveto doiswarmitupbeforeashowing.

11)RemembertheGoldenRuleTreatyourpro spectivebuyersthewayyouwouldliketobe treated.Mostfeeltheyareimposingonyouwhen lookingatyourhome.Itisnaturalforthemto wanttogetoutassoonaspossible.Makethemfeel welcome,invitethemtotaketheirtime.

WeWillSaveYouTime,MoneyandHassles

Aggressive Marketing Plan

TheMostImportantElementof marketingyourhomeis: Exposure=MoreBuyers Exposure=FasterSale Exposure=HigherPrice

Exposure Exposure Exposure Exposure Exposure

Immediatelyafteryoulistyourhomewith us,ourAggressiveMarketingPlangoes intoeffect.Itsgoal:exposeyourhometo asmanypotentialbuyersaspossible.

MoreExposure=FasterSaleataHigherPrice

Aggressive Marketing Plan

WhereBuyersFoundThe HomeTheyPurchased
NationalAssociationofREALTORS ProfileofHomeBuyersandSellersSurvey

RealEstateAgent

38% 37% 17% 2% 2%

Internet

YardSignorNeighbor Newspaper/PrintAd KnewtheSeller

AtTheLUCASGroup,wewatch,study andproactivelyanticipatemarkettrends. OurAggressiveMarketingPlanisthemostinnovative andeffectiveplanintheindustry.Onthefollowingpages youwillseehowweusethestatisticsabovetoexposeyour hometothehighestnumberofpossiblebuyers.

MoreExposure=FasterSaleataHigherPrice

Multiple Listing Service

38%ofbuyersfirstlearnabout thehometheypurchasethrough theirrealestateagent

Additionally,90%ofallbuyersusearealestate agenttopurchasetheirhome.Thefirstandmost importantactionthatwetaketomarketyourhome isputtingitintheMultipleListingService(MLS). TheMLSsystemallowsover30,000ValleyAgentsthe abilitytoshowyourhometotheirprospectivebuyers!

MoreExposure=FasterSaleataHigherPrice

Lucas Internet Marketing

90%ofallhomebuyersusetheInternetto lookforhomes,and38%firstlearnabout thehometheypurchaseontheInternet.
TheLUCASGroupathasthemostaggressive InternetMarketingProgram.Allourhomesare showcasedonthesepopularsitesandmanymore:

Vitual Tour and Photos

WewilltakeaVirtualTour andMultiplePhotosofyourhome. Wewillusethesetoenhanceyour homeontheMLSandtheInternet.

90%ofInternetusersfoundphotosandvirtualtours tobeconsideredextremelyorveryimportant.

Thisinnovativemarketingtechniqueallows prospectivebuyerstotakeavirtualwalkthrough yourhome.ItslikehavinganOpenHouse

24hoursaday,7daysaweek!

Logontowww.TheLucasGroup.comtoseeasample

Becausewedoallofthephotographyinhouse,yourhomewillhave theseenhancementsfromdayone.Ittakesotheragentsuptoaweekto completetheseenhancementsthatisiftheyevenofferthematall.

MoreExposure=FasterSaleataHigherPrice

For Sale Sign and Lockbox

17%ofbuyersfirstlearn aboutthehometheypurchase throughYardSignsandNeighbors

WewillplaceaCustom LUCASGrouppostand ForSaleSignonyouryard.

Manypropertiesaresoldfromsigncalls. TheLucasGrouphasmanysignsinthearea.

Wealwayshavesomeoneavailable forcallsfrombuyerprospects.

Wealsoplaceahighsecurity keylockboxonyourhome.

Ensuringthatyourhomeisnever offthemarket,evenifyouare awayfromyourhome.Theselockboxesare updateddailyforyoursecurity.

MoreExposure=FasterSaleataHigherPrice

Our Representation
Manyhomesellersfeelthatonceyou haveacontractthattheprocessofselling isover.Thisisfarfromthetruth.

DuringthefinalstepoftheprocessiswhereThe LUCASGroupsexpertisereallyshines.Wehave yearsofexperienceinnegotiatingoffersandtransacting escrows.Wewillbeworkingdiligentlywithyouand behindthescenestoovercomeanyissuesthatarise andtoensurethatyouhaveasmoothandpleasant realestatetransaction.

CreatingaHassleFreeRealEstateExperience