HOME SELLER’s GUIDE

Our proven system that will get your home sold for
the highest price possible, in the least amount of
time with the fewest hassles.
Introduction
The sale of your home is one of the largest financial transactions you will
ever go through. You deserve to have a trusted advisor by your side to assist
you through the process.
Real estate sales are large, complex transactions that involve a lot of time, information and
people to manage. When improperly managed the process is overwhelming and often
results in undesirable outcomes. You deserve to have an experienced, knowledgeable advisor
by your side who will help you navigate through the sale of your home. Without a trusted
advisor assisting you, the opportunity costs can be high.

This Home Seller’s Guide will provide you with the information you need to
maximize the value of your home. In this guide you will learn about:

Preparing your home for sale Preparing your home for showings
Choosing a Realtor Analyzing and negotiating offers
Pricing your home correctly The contract and closing process
Effective marketing. What to expect throughout

When the real estate sales process is properly managed you can expect a hassle free real
estate sale that maximizes your property’s value. Additionally, your interests will be represented
at every step in the process so you can focus on other important things in your life.

Our goal in assisting our clients is simple … to sell their homes for the highest
price possible, in the least amount of time with the fewest hassles. We
accomplish this through first class marketing and a high level of customer
service. This ensures maximum exposure for our listings that results in minimal
time on market and maximum return.

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7 Step Selling Process
The real estate sales process can be broken down into seven steps. When these seven steps are properly
managed your property will sell for the highest price possible, in the least amount of time with the
fewest hassles.

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Step 1: Strategy
Typical goals when selling a home:

Property to go under Generate the highest Sell in a reasonable

contract and sell price possible time frame

Smooth and hassle free Timely and consistent Your interests represented
transaction communication from agent throughout

Accomplishing these goals comes down to four primary factors:

Pricing strategy Property condition Marketing plan Agent Experience

The real estate agent you choose to work with must have a system in place that addresses
all of these factors. On the following pages you will find our home selling system. This is an
established and proven system that ensures your real estate goals are accomplished.

“A goal without a plan is just a wish”

Antoine de Saint Exupery

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Determining Price
A well priced home will generate competitive offers and sell within a
reasonable amount of time.
Setting the listing price for your property is the most important step in the listing process. If
you set the price too high you will have limited activity and your home will sit on the market.
If you price the property too low you could be leaving thousands of dollars on the table.

Factors Affecting Property Values

Local market conditions Interest rates
Property size Number of competing listings on market
Age and property condition Economy
Recent comparable sales Community amenities
Location and views Homeowners association factors

In order to determine an accurate listing price you should have a Comparative Market
Analysis (CMA) performed for your property. The CMA report will analyze the following
information:

Recent Comparable Sales Pending Sales

The sold price of comparable properties that There is a reason these similar properties have
have recently sold will be the most heavily gone under contract and you want to leverage
weighted factor in determining an accurate that information.
listing price.

Active Listings Off-Market Listings

Analyze what you are competing against and There is a reason these properties did not sell
position your properly accordingly relative to and you want to ensure you do not make the
condition, size, views, etc. same mistakes.

A well researched and accurate CMA will provide you with the information you need to
strategically price and position your property in the market. This will lead to your home
selling for the highest price possible within a reasonable amount of time.

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Pricing for Opportunity
The highest levels of listing and showing activity occur when the property is first listed.

If you do not price your home properly you will be overpriced during the period of the
highest buyer activity. These are prime Buyers that have been active in the market and are
motivated to make a move.
This is not to insinuate that you have to be the lowest priced property. You just need to
ensure you are priced properly relative to recent comparable sales and your property’s
condition in relation to them.

Advantages of Proper Pricing

Capitalize on motivated Buyers Better Realtor response
Sell in a reasonable timeframe Avoid high “days on market”
Better offers and terms Higher net proceeds
Less inconvenience Lower carrying costs

When a home is priced right Buyers get excited and make strong offers.

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Pricing for Exposure
Your pricing strategy will also have a considerable impact on the number of active Buyers in
the market that you attract:

Asking price compared Percentage of potential buyers

to market value who will look for property

If the listing price is too high you will not attract the qualified and motivated Buyers that are
currently in the market. These Buyers are aware of recent comparable sales and know what
property values are.

If you start high you will more than likely need to reduce the listing price closer to market
value in order to attract qualified Buyers that will produce a sale. At that point you are
chasing the market and “days on market” have accumulated, which ultimately leads to lower
offers.

Pricing your home right from the start creates urgency on the Buyer’s side,
which leads to higher offers with more favorable terms.

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Step 2: Prepare
Before putting your property on the market, make sure it is a home people
will want to buy.
Take a good look around your home to determine where it needs improvement. It is important
to address glaring issues and known defects so your property shows its best.

Some fixes will be cosmetic that you can likely handle on your own. Other items may be more
significant and require the services of a professional. Below is a list of the common fixes that
provide the most benefit:

Spruce up the lawn Clear out clutter

Get carpets cleaned Clean, clean, clean
Replace light bulbs Paint in neutral tones
Powerwash the exterior Simplify decor
Organize closets and drawers Minimize personal effects

Be smart with the improvements. Don’t over improve a property you are getting ready to
sell and not be able to recoup the costs. Below are some reputable local contractors that can
assist with these projects:

Lawn Masters: 410-603-6235 Chesapeake Hydro-Wash: 410-479-9744

JC Custom Painting: 302-604-3001 Dave Wallace Electric: 443-497-0492

Lighthouse Services: 410-723-7098 Seaside Plumbing: 410-641-1368

Brasures Carpet: 302-436-5652 Easy Breezy Cleaning: 443-523-7060

This investment of time and money will help generate a faster sale at a higher
price. Your property will show its best, stand out from the competition and
make a good impression on prospective Buyers.

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Step 3: Marketing
The days of placing a listing in the Multiple Listing Service, popping a sign in
the front yard and hoping for a Buyer are long gone.
Today’s real estate market requires a broad spectrum of advertising in a coordinated manner
to maximize the number of serious Buyers, showings and offers you receive. At a minimum
the agent you choose to work with should offer:

Professional Photography Interactive 3-D Virtual Tours

Strong Internet Presence Direct Mail Campaigns
Color Property Flyers Exclusive Property Websites
Social Media Campaigns Advanced MLS Placement
Custom Property Signage Extensive Buyer Database
Lead Generating Websites Email Campaigns
Showing Follow-Up Systems Listing and Transaction Coordinators
Targeted FB Ads Zillow, Trulia and Realtor.com Ads

View our full marketing plan at … OceanCityCondosandHomes.com/Marketing

Our marketing plan employs proven systems and resources to aggressively market and sell
your home. It ensures our listings show their best and attract a lot of attention. This leads to
qualified showing activity, which ultimately results in good offers.

There is a lot of competition in the market and it is imperative for your listing
to stand out in order to get the results you want.

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Choosing a Realtor
Experience
The only way to gain knowledge and experience
in the real estate industry is by helping people
buy and sell real estate. This comes from both
years in the business and the number of sales an
agent has completed.
Sales Record
Choose an agent that has sold several properties
in your market area. This will ensure they are
familiar with your market and its unique nuances.
Sale to List Price Ratio
How much of the asking price does the agent
actually acheive for his or her clients?
Marketing Plan
Does the agent have an established and proven
marketing plan in place to expose your listing
to the masses and create a lot of activity
around it?
Professionalism
This should go without saying, but unfortunately
that is not the case in the real estate industry.
Look for a full-time real estate agent that takes
pride in their business and acts in a professional
manner.
The Realtor you hire will have a considerable impact on the outcome of the sale
of your home … Choose wisely!
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Support Staff
Real estate sales involve a lot of time,
information, tasks and people to manage. It
is often too much for an individual agent to
manage properly on their own. Look for an agent
that has a support staff in place to assist them.
Days on Market
What is the average time it takes for one of the
agent’s listings to sell? This is a good indicator
of their expertise and marketing skills.
Client Reviews and Testimonials
The agent should have an extensive list of agent
reviews and testimonials from previous clients.
Communication Skills
One of the biggest complaints against Realtors
is their lack of communication. Choose an agent
that can communicate well and one who has a
plan in place to keep you updated at all times.
Availability
Some agents try and do too much, hence they
are not available when you need them and tasks
get done haphazardly. Choose an agent that has
a support staff in place so they are able to focus
on you and the most important tasks at hand.
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The Coastal Life Team
Put the power of a high performance real estate team to work for you.
TEAM MANAGER

Team
Our team is managed by Nicholas Bobenko
whom is a lifelong resident of the Ocean City
area. With over fifteen years of experience and
having completed several hundred successful Manager Lead agent
real estate transactions Nicholas is able to
provide our team with valuable real estate
insight and guidance.

LEAD AGENT
The Lead Agent is the Coastal Life agent
that you have chosen to work with. The Lead support support support
Agent and subsequently you, the client will be
supported by all of the members of our team
Agents Agents Agents
and Administrative Staff.

SUPPORT AGENTS
Support agents are agents on the Coastal Life
Team that are available to assist the Lead Agent
wherever and whenever needed.
Administration Staff
OPERATIONS MANAGER
Oversees the Listing Department and assists with
the day to day management of Coastal Life. She
is trained on all systems, tools and processes and
able to assist wherever needed. The main task of
Operation listing Transaction
the Operations Manager is to ensure our clients manager coordinator coordinator
receive the highest level of customer service.

LISTING COORDINATOR
Coordinates the marketing for our listings including professional photography, signage, lockboxes, 3-D virtual tours,
property flyers, direct mail campaigns, MLS placement, social media and more. Ensures high quality marketing is
completed promptly and frees your Lead Agent up to focus on finding Buyers for your home.

TRANSACTION COORDINATOR
Assists your agent in managing your transaction from contract to close. Liaison between the buyer, seller,
buyer’s agent, seller’s agent, lender and title company. Ensures everyone has the information they need and
are up to date at all times. Experienced coordinator with 40+ years of experience results in seamless real estate
transactions.

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Why Coastal Life?
Proven Track Record and Results - We sell listings faster and for more money.

64 DAYS ON
MARKET 97% Sold TO LIST
PRICE RATIO 81% CONVERSION
RATE
Market Average is 113 Market Average is 95% Market Average is 51%

Seller Advantages - Take the risk out of selling your home.

Easy Exit Listing Guaranteed Sale Local Agents

We are confident in our
services and stand behind
them. If you are not satisfied
with our services in any way
you can cancel your listing
agreement with us at anytime,
no questions asked.
Provided you follow our
guidance on pricing,
preparation and access we
guarantee that we will have
your home or condo under
contract within 90 days. If we
don’t, we will sell it for free.
Every real estate market is
different and it pays to work
with a local agent. We are
residents of the Ocean City
area and able to provide our
clients with unique market
insight and knowledge.

Satisfied Clients - We pride ourselves on a high level of service.

Very professional in handling
the sale of my condo in Ocean
City. Very communicative at
every step along the way and
they went out of their way to
make me feel comfortable.
I would highly recommend
them... Dianne H.
They were great and went
above and beyond through
the entire home sale process.
Their knowledge of the area
is fantastic. The entire team
was very responsive to any
questions or concerns I had …
Denny G.
I enjoyed working with
Coastal Life. They established
a reasonable price point to
attract the right Buyer, were
realistic with regards to market
conditions and able to provide
an appropriate time estimate to
sell the property... Michelle S.

View More Client Testimonials at OceanCityCondosandHomes.com/Reviews

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Step 4: On-Market
Real estate sales are all about momentum and GOOD opportunities need to be
capitalized oN.
Proactively Look for Buyers
Rather than waiting for something to happen, choose an agent that makes things
happen. They should be proactively looking for Buyers for your property through
their databases, running targeted social media campaigns, utilizing direct mail,
sending new listing announcements and more.

Prompt Response to Inquiries

You must choose a responsive agent that will address all inquiries on your listing
by prospective Buyers or other real estate agents promptly and thoroughly. Doing
so keeps the sales process momentum going.

Property Showings
The easier it is for your property to be seen, the more it will get shown. There are
property showing services available that make this process as easy as possible for
all parties involved. These services comes with an optional app that keeps you up
to date on your listing’s activity.

Showing Feedback
Showing feedback should be requested from the Buyer’s real estate agent for all
property showings and shared with you. Showing feedback is valuable information
that can be used to identify any trends that need to be addressed.

Status Reports
You should be provided with regular status reports summarizing the activity on
your listing and an overview of comparable listing activity in the market. This
important process ensures your listing stays properly positioned in the competitive
real estate market.

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Property Showings
The easier it is for Buyers and Real Estate Agents to see your property, the
more property showings you will have.
Your property should be accessible by an electronic key lockbox that only licensed Realtors
can access with a keycard. Electronic lockboxes also enable the Listing Agent to monitor
your listing and its activity at all times.

In the event you or someone else occupies the property you should be notified of property
showings well beforehand and given the opportunity to either authorize the showing or
reschedule it for a more convenient time. There are useful tools and apps that make the
showing process easy for all involved.

It is important to make the most of each property showing you have. Most Buyers will be
looking at several properties the same day they look at yours and you want to make sure
your listing stands out.

If you occupy the property, below are a few things you will want to do prior to the showing:

Turn on all lights Open all blinds

Put away any clutter Turn off TVs and radios
Clean if necessary Make beds

If possible you will want to leave the property during any showings. When the Seller is
present prospective Buyers tend to be uncomfortable and don’t look at the home as intently
as they typically would.

You will get one opportunity to make a good impression ... make it count!

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Step 5: Negotiating
When a Buyer makes an offer on your home you have the option to either accept, reject our
counter their offer. While price is typically the most important factor there are other factors to
consider when evaluating an offer:

Are the Buyers financing or paying cash?

If the Buyers are financing, what are their qualifications?

What contingencies are included … inspections, financing, appraisal, etc.?

What is the settlement timeframe and proposed closing date?

How much is the good faith deposit?

How are the Buyers proposing to handle closing costs?

Have the Buyers requested any closing assistance?

An experienced real estate agent will walk you through the entire offer and explain all of the
contingencies and details. They should provide you with a Seller Net Sheet that summarizes
all of the closing costs and provides you with an estimated net proceeds amount based on
the offer you are analyzing.

Negotiating Tips
Respond relatively quickly to keep the momentum going
Always counter, even if it is a small counter to a low offer
Stay calm, patient and focused on the goal of selling your home.
Meet halfway where possible and make a concession to a Buyer concession

The experience of the real estate agent you choose to work with will have a
considerable impact on the negotiating process. Put our proven track record
of success to work for you.

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Steps 6 and 7: Contract and Closing
Getting the deal from contract to closing is where an agent earns their money.
Real estate transactions involve many moving parts and a good agent should
be able to manage any complexity that arises.

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Contact US
Put the power of a high performance real estate team to work for you. We can be reached
directly anytime via the contact points below. We look forward to speaking with you to
discuss how we can help you accomplish your real estate goals.

8600 Coastal Highway

Ocean City, MD 21842
Direct: 443-614-9179
Office: 443-552-7579
Email: info@coastallifeoc.com

Additional Resources
Marketing Plan - OceanCityCondosandHomes.com/Marketing
Testimonials - OceanCityCondosandHomes.com/Reviews
Past Sales - OceanCityCondosandHomes.com/Sales

Success in real estate equals getting homes sold. The track record of your
Realtor is the only true measure for future performance.

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