HOW TO SELL YOUR HOME IN TWO WEEKS
Chances are you have already encountered some of the many pitfalls in selling your home. Perhaps the first problem you encountered was listing your home with a local Real Estate agency. The agent probably had a few showings and maybe he even presented you with an offer. But it was so low you were shocked.Three to six months later you started wondering if you weren’t wasting time allowing someone to control the selling of your home without a personal and unique plan. You then realized it was time to take things into your own hands and sell the house yourself! It was that, or settle for a figure way below what you deserved to receive for your home.
You probably ran an ad in the local newspaper, posted a sign in the yard, and waited. There may have been a few seemingly interested responses, a few people who said they’d check into financing and get back in touch with you. Never heard from them again. You tried an open house, but only had one or two couples show up. You still have no offers!
If this story sounds too hideously familiar, you’re not alone. Thousands of people have walked this dead end path. They finally put an end to the frustration by dropping the price of their home by far too much—just to get it sold.
There is a better way! A professional real estate investor has perfected the methods presented in this booklet over many years. His extensive experience and proven techniques will make the selling of your home a quick and painless process!
Inside these pages is a step-by-step method to sell your home:
1. In as little as two weeks
2. At your price
3. Using a unique plan, just for you
4. Using the least amount of paperwork
5. With a company specializing in owner sold properties to assist you at every step
6. With NO low-ball offers from buyers
7. With up to five offers in the first week
8. With YOU getting to select who buys your home
9. With no showings at odd times—in fact, only two showings per week
10. With no expensive fix-up costs.
We help you in creating a Seller-Financed Sale of your home. We then step in at closing and simultaneously buy that financing from you at the closing. We pay you cash for the owner financing you offered the buyer; and you get an easy, quick sale. You never have to collect one payment. We cash you out at closing. We have bought Millions of dollars in owner financing in all 50 States. We will show you how to structure the note; then contract to buy that note from you at the closingPreparing the Home
Our basic concept is: If it can’t be done for less than $500 total, don’t fix or replace it! With seller financing being offered, you will get the full-appraised value with minimal fix-up.
Just give it a good cleaning instead. We suggest you hire a professional cleaning service to give the home a good cleaning for about $100. After the cleaning decide about touch up paint or having it painted. The most important thing to have looking good outside is a clean, cut yard on the inside, clean and nice looking walls and ceilings. Floors and carpet don’t count.
Old carpet that may be discolored and worn over time should not be replaced. The new carpet may not be a color or pattern that matches the buyer’s furniture. In this way, the old carpet actually becomes a selling point. Say something like this when showing the house: “This carpet will probably need to be replaced later on. I can’t replace it without passing the cost on to you. To keep your payment low it’s best if you replace it yourself at a later time. That way, too, you choose a color that matches your furniture and have it done for a whole lot less than I can.” Use this same approach for any problem that needs fixing or replacing. It works!!!
The respondents to your ad will be a totally different type of buyer than the traditional home buyer coming in with mortgage money. They will not mind the small stuff, fix-ups, etc. They are only too glad that you will finance them.
1. Place an Owner Will Finance sign with a phone number in front of your home. Although it sometimes will, we don’t depend on this sign to generate buyers, but it will help people find your home.
1. During the showings, replace all the light bulbs in your home with 75 watt bulbs and turn them on. This gives more light in the house. Light brightens an otherwise dull looking home. Open all curtains, too. The more light the better. A darkened home looks dingy, boring, and small.
Placing the Newspaper Ad
Our ad has pulled over 100 calls in a single week! Although the response varies, it will pull enough calls to work this system. No other ad gets this kind of response. The reason is that there is a large pool of buyers, in any city at any time, who are looking for an individual home owner to finance them. They cannot get a regular mortgage from a bank or mortgage company for a number of reasons.The bottom line is: They can’t get a home without YOUR help. Ask yourself this question: If you brought $100,000 in cash to a seller’s home that you wanted to buy, could you negotiate the price down? Could you ask that everything about the house be fixed or replaced? Could you control the negotiations? AND, if you didn’t get exactly what you wanted, couldn’t you go somewhere else with your money? Yes, of course you could do all those things. That is why we don’t want anyone who could be qualified by a mortgage company. That person has the cash, and he can do those things to you.
Now let’s look at the buyers who will be answering our ad. They don’t have the credit or income or time on the job or any of the many different requirements to qualify for a mortgage. They are cash rich but credit poor. They are coming to you for a loan and for assistance in establishing credit. They have been turned down everywhere else. They have no other choice. You are their only chance at getting the home they desire.
So, now it’s not important that your home be the best looking house in the neighborhood. It’s not important that it needs painting or fixing-up. Even the price you’re asking isn’t too important. They are happy just to have the opportunity to buy a home. They don’t mind paying what you’re asking. Although you could, you shouldn’t ask for more than the appraisal value.
Now you understand why you must keep control. By screening the callers on the phone, you will only see this type of buyer at the showing.
Here Is the Hardest Hitting Ad You Can Place
Owner Will Carry
Small down. Problem credit, okay. 4bd, 2bth,
2,000 sq. ft. stucco home. Big kitchen, fenced,
near Sea World. $671 monthly. Owner 555-5555
We can adjust this model ad to your home. Keep the first line the same, Owner Will Finance. This is the attention grabber. Have this printed in bold. It filters out the buyers who have mortgage money and other time
wasters. It brings only those calls we can continue to process. Leave the words “Small down. Problem credit okay” as they are.
Next, replace the noted information, i.e., bedrooms, etc., with numbers applicable to your home. Stucco was mentioned because it was a nice feature of that home. You should include the best features of your property in this part of the ad, such things as a fireplace, sunken living room, Jacuzzi, wrap around porch, vaulted ceilings, wood floors, and other desirable features. Include three or four of your home’s best features.
Remember, women buy homes, not men. In your description, appeal to what a woman would be looking for. Always mention fencing, if the property has it. Mothers like to know their children will be safe while playing outside. Dog owners, too, appreciate a fenced in yard.
Mention a well known area landmark. A significant crossroads or popular street can be substituted. For example, Near Main and Third.
Place the monthly payment that we will give you. This is an amount for the first lien only. You may or may not have a second lien amount. That will not be known until later.
End the ad with the word “Owner” and your phone number. This shows that you are truly an individual home owner and not a Realtor or sales company. Run the ad in the Sunday edition only or for a full week or for ten days. The latter will give you the best exposure for the money.
Try to answer all calls coming in on Sunday morning or any morning that the ad appears. The most motivated buyers are up early looking for a home and tend to have the whole day to go out looking at them.
Have an answering machine take your messages when you’re out or tired of answering calls. Make a special note of anyone calling more than once. This is a motivated buyer.
Place your ad with the newspaper with the largest circulation in your area.
First Phone Contact with the Buyer
There are two rules to remember in conversations with buyers:
1. The person who calls has more control. So, if you are answering the phone, ask for a name and phone number and tell the caller you will call them right back. Then return the call promptly.
1. The person who asks the questions is in control. Of course, the buyer will start out asking questions about the house, putting him or her in control. Answer all their questions as best you can. However, once you feel they have gotten enough information to make an appointment, you must immediately take over
You do this by using a series of questions and statements. This also starts qualifying them for financing. The questions/statements are:
1. Will you be living in the property, or do you plan on renting it out?
2. How many people will be living in the home?
3. Where are you living now? How much are you paying per month?
4. Credit is not something I’m really concerned about. What is important is the amount of down payment you can make. How much can you put down right now? (If it’s five percent or more of the sales price, respond: “Great! I’m sure I can work with that.”)
5. Are you sure you can afford $671 per month? Depending on your down payment, I might be carrying a second note for a little more than that.
6. You sound like someone I’d like to work with on this.
7. I can show you the home tomorrow afternoon at ____. Will that work for you? Be sure to bring a check in case you like what you see and want to hold the house.
Refer back to these questions and statements as we analyze what each conveys and achieves.Have these questions and statements written down and keep them near the phone so you will be ready once the buyer’s questions have been answered.
Question #1: This tells us if we need to waste anymore time with this person. If he/she plans on renting out the property, you are talking to an investor, and our program will not work with him/her—unless you are selling a duplex or 3-4 unit building. In that case, the buyer can live in one unit and rent out the rest.
The bottom line is we must be talking with someone who will live in the property. If the buyer is an investor don’t waste anymore time with him. Tell him thanks for calling but that you cannot finance an investor.
Question #2: This is just a good general question of interest.
Question #3: This helps round out the picture of their current circumstances. The second part is the real question here. It shows what they have been paying on a monthly basis and whether they can afford your payments.
Question #4: Although credit is important in the final selection of who you will choose to buy your home, you don’t want them to feel defeated in that area at this point in the process. You must downplay credit as a factor. It lets them know they have a good chance at getting owner financing. The second part of this question is a great psychological question that makes buyers want to prove to you they can afford your home. This question also lets the buyer know that you want as much down as he/she can afford.
Question #5: Get a “yes” here. They may want to convince you they can make the payment, etc. Let them! In the next part, just casually mention their may be a second lien. This is to clear the air for a possible additional payment amount later. Follow through immediately with, “That depends on your down payment.” Then immediately go on to the next item.
Statement #6: You must now reassure the buyer they have a good chance by telling them everything sounds great. If you don’t do this, the qualifying questions will work against you after the phone call is over. The buyer will get discouraged, thinking he/she won’t qualify, etc. Then, he/she will not show up at the scheduled time.
Statement #7: This is the most important statement you will make. If you don’t include it, you will reduce your chances of a sale from 85 percent to two percent. That’s how important it is. If you have done everything correctly thus far, you should have 80 to 90 percent of the prospects show up and fill out the contract and credit application.
Some prospects will ask to drive by first to see the home from the outside or to check out the neighborhood. Let them know that will be fine with you.
Arrange a day and time for them to meet you at the home. Let them know that you will have to take off from work or miss some other obligation to spend time with them and show them the house. Tell them you would appreciate being called if for any reason they can’t keep the appointment. This alone will cut down on no shows. Don’t let them know you will be showing the house to others at that same time, as that will discourage them before they show up.
Arrange to have people show up every 15 minutes or all at the same time. Set up as many showings as you want. We suggest a minimum of two showings per week: Wednesday at 6 PM during the summer, 4 PM during the winter (avoid showing at night) and Saturday at 2 PM. Schedule four to six buyers per showing. Make sure both the husband and wife can come to the showing together.
Setup Before the Showing
Have a table and chairs set up in one of the side areas such as the dining room. This will allow you to answer the front door without disturbing the prospective buyers who may be filling out forms.
Have plenty of forms and pens on the table. Have them out in the open, not in an envelope.
Have a radio playing classical music softly in the master bedroom.
Spray the home with a room freshener.
Greet the buyer at the door and shake hands. Have a clipboard or index card close by to immediately write down their names. You will have many people
coming in and out, and you can confuse names if you don’t have some type of reference. Also, you can prepare the name with notes you made about them while on the phone. This helps you remember the situation.
After the introduction, invite them to look around and tell them if they have any questions you’ll be glad to help. Avoid going every step of the way with them. Go back to the table and sit down. Use this time to review paperwork and so forth. However, you should accompany them if the house is not yet vacant and personal items are still around.
After they have seen the home, both inside and out, they will gravitate back to wherever you are. They will have some questions. Now is the time to emphasize the qualities of the home you would like for them to know about. Talk about such things as extra insulation, extra padding under the carpets, storm windows, local schools, quiet neighborhoods, etc.
Getting the Forms Filled Out
You may ask them this one simple question: Do you like the home? Wait for an answer. If they raise questions or concerns about fixing or replacing, use our stock answer as previously discussed. Other concerns may be financial. In any case, the answers here will always bring you to this step—discussion of your finance terms. You should say, “Have a seat and I’ll tell you what I’m looking at as far as financing is concerned.”
Instruct them that you are taking solid offers only this week and will decide which party you will sell to at the end of the week. Tell them, “To consider you as a candidate, I need you to fill out a purchase contract and a credit application. You need to leave a deposit with the contract to show me you’re serious.” Ask them for a check for $500, as earnest money. Let them know you will not be cashing the check unless they are accepted.
Have them fill out the credit application first. Make sure they sign it. Any information they don’t have can be filled in later.
You should already have the earnest money contract filled out with the price you wish to sell for. You will need to go over each paragraph with them before asking for a signature.
This next point is VERY IMPORTANT!! Stress that you are not so concerned with how much they earn or what their credit looks like, but that you want someone in the home who can really appreciate it and take care of it. This is important because it helps them to stay motivated over the possibility of being selected for the purchase of your home. It also keeps them from being discouraged when they see others filling out your paperwork.
Find something you like about the person or couple and let them know you like that about them . This helps them feel they have a very good chance of being selected. If you have already received an offer or two, you should let them know you are looking at other offers. Allow competition to work for you.
Sometime during your first showing, the next appointment will show up. If you are talking with your first people, excuse yourself by telling them you had some other people who wanted to come by today. This starts the competitive fear in the first prospective buyers. They will begin to see that others want your house so they better get that contract signed. This is the strongest motivation for buyers to sit down and get started on the paperwork.
Start the next appointment on the same process of seeing the home on their own, or let your spouse or someone else show the home if it still contains personal possessions.
Finish up with the first couple and start on the paperwork with the second. We often have two couples filling out paperwork at the same time. One couple will stay in one room filling out their paperwork, and the other will fill it out in another room. Be sure to let the new people know that just because the other couple is filling out paperwork doesn’t mean you have agreed to sell them the home.
We will go over the closing costs with you.
Let’s break down what will be involved:
1. A one year paid up fire insurance premium (from buyer).
2. The home owner’s Title policy.
3. Prorated property tax.
4. Sale closing costs such as title company fee and legal documents.
5. Appraisal (may be passed on to buyer).
6. Other typical closing costs we will detail for you.
You will explain these to the applicant with financial numbers appropriate to your closing. Have the buyers sign the agreement and exchange general conversation about the home and/or their situation. Remember, the more you know about them and their current circumstances, the better off you are in later negotiations. Walk them to the door and let them know you will be getting back to them as soon as possible, probably within a few days.
By the end of the week, you should have several offers. We will instruct you in getting the existing offers improved or getting a total cash-out situation.
Our Purchase of the Seller Financing
We’ll confirm in writing the amount we will pay for that note at closing. You then sign the contract you decide to go with, then take it to a local title company. We will follow up with additional instructions. We will contact the title company for a closing date as soon as possible. We will wire your funds directly to the title company.
Common Questions from Sellers
1. Where do I get the credit application and earnest money contract?
A. We will provide you with the credit application. The earnest money contract can be bought at Staples, Office Max, Office Depot, or most office supplies stores. An attorney can provide you a better version. In some states you can obtain a free copy from a title company. Just stop in and ask the person at the front desk. We can also supply you with one.Q. Are there any up front fees are hidden charges?
1. We have no up front fees that are paid to us. There will be normal costs
associated with the closing of your home sale that will be the responsibility of you and the buyer, e.g., an appraisal, title policy, legal fees for drawing up documents from the title company. Almost all these fees can be taken from the funds at closing, including our discount amount. This allows you to avoid having to pay anything up front. Appraisal costs, along with credit fees, can be passed on to the buyer. We will go over these fees with you.
1. Will this program work if I still owe money on the home I’m selling?
A. Yes, we will make sure your mortgage is paid off at closing (out of the
money we are paying you). We will need a payoff statement before closing on that mortgage. We will instruct you on obtaining a payoff
statement from your current mortgage holder.
1. Once I find a qualified buyer to sell to, how long does it take for closing?
A. Each transaction is different. Although there is not a set time, most
Transactions close within two to four weeks of submitting all paperwork. Having the appraisal done before you start the selling process can accelerate this time period. We will cover the appraisal and closing process with you. You must use one of our approved national appraisal services.We will gladly answer any additional questions you may have and go over the procedures with you. We look forward to talking with you and can instruct you further on how you can sell your home in the next 2 weeks.
James or Diane Johnson