Our Guide to Helping You

Sell Your Home

William Raveis Real Estate, Mortgage & Insurance
Paul Bernardi
812 Main Street
Osterville, MA 02655
508-272-1056
Paul.Bernardi@Raveis.com

Let the fastest growing real estate company in

Massachusetts help you sell your home.

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Not the biggest, just the best!

Steps in the Home Selling Process

Buyer

Seller

Select Mortgage

Selecting a

Banker

Credit Report

Raveis Realtor
Underwriting

Pre-Approval

Prepare Your
Home for Sale

Make Offer

$1000 Deposit

Closing Attorney

Determine Your
Selling Price

Negotiations

Initiate Your
Marketing Plan
Show Property

Offer Accepted

Purchase & Sale

Title Search

Select Attorney

Commitment

Inspections

Document Prep

5% Deposit

to Buyers
Closing
Have Public
Open Houses

Successful Sale
Securing Buyer
William Raveis Real Estate Professionals do more than just sell your home.
They become your advisor, your guide, your negotiator and your friend. We build Lifetime Client Relationships.

Your Raveis Realtor...

Explains what Agency means for you as the Seller and provides you with the

Massachusetts Mandatory Licensee-Consumer Relationship Agency Disclosure

Listens to your needs and will keep you informed of all activity and interest on your

home through scheduled conversations each week.

Abides strictly by the Code of Ethics, assuring you the most competent, profession-

al and ethical performance.

Has access to the latest market information to keep your home competitive with the

general market.
Markets your home utilizing the appropriate media vehicles including Signage, the In-

ternet, Social Media, Direct Mail, Print Media, Word of Mouth or Open Houses.
Will answer all questions to the best of their knowledge, and without violating Fair

Housing Laws, concerning zoning, neighborhoods, schools, churches, transportation

and communities.
Will keep you informed of the homes on the market most closely competing with your

home including new listings, new sales, and closings.

Knows the real estate values and can intelligently determine the fair market price for

your home and recommend a strategy to secure an offer at the highest price and in the
shortest amount of time.
Is experienced in presenting offers and will guide you through every step of the

negotiating stages.

Is totally committed to you and the sale of your home.

Agency
Understanding "Agency" Or Who Works For Whom?
Sellers Agent

Agent represents the best interests of the Seller Client and puts their needs first.

Agent provides best efforts to secure ready, willing and able buyer.

Agent owes to the Seller

~ Undivided Loyalty
~ Reasonable Care
~ Accountability
~ Confidentiality

Raveis

Rep

Realtor

~ Disclosure

resen
ts

Seller Client

~ Obedience to Lawful Instruction

Agent must disclose known material defects in the real estate to interested parties.

Agent will facilitate negotiations in the best interest of the Seller.

Buyer Agency

Agent represents the best interests of the Buyer Client and puts their needs first.

Agent owes to the Buyer

~ Undivided Loyalty
~ Reasonable Care
~ Disclosure
~ Confidentiality

Raveis

Rep

Realtor

resen
ts

~ Obedience to Lawful Instruction

~ Accountability

Buyer Client

Agent must disclose known material defects in the real estate.

Agent gives all material facts to the Buyer so he/she can make an educated decision.

Agent will facilitate negotiations in the best interest of the Buyer.

Agency
Dual Agent

Agent represents both Buyer and Seller equally.

Agent must obtain written consent from both Buyer and Seller.

Agents objective is to reach an impartial agreement thats mutually satisfactory to all parties;

agent shall remain neutral regarding any conflicting issues.

Agent will give all options to both Buyer and Seller, but refrain from advising any party during

negotiations.

Agent may do nothing to the detriment of either Buyer or Seller. Confidentiality is owed to all

parties.

Agent is responsible for accounting of funds.

Raveis

Works

Seller Client

Realtor

with

Wor

ks wi

th

Buyer Client

Designated Agency

Allows one or more agents within a real estate firm to be appointed as a designated sellers or buyers
agent.

Other agents within the firm may represent other buyers in the transaction with informed written consent of each client.

Designated Agency does not change the way each agent works with their client.

Rep

resen
ts

Raveis

Seller Client

Realtor
Re

pre

s en
ts

Raveis
Realtor

Buyer Client

Working Together
What its like to work with a RAVEIS REALTOR
Heres what our first two meetings will look like:
First Meeting:
Discussion of Agency Relationship
Our Discussion Nothing personal, financial or confidential
Overview of William Raveis Real Estate & Seller Goals
Tour of Your Home and Taking Photos, Room Measurements & Notes
Schedule Second Meeting for Marketing Proposal Review

Second Meeting:
Discuss Marketing Proposal for Your Home
Review Suggested Marketing Calendar & Sample Marketing Pieces
Discuss Preparations Necessary Prior to Listing Your Home for sale

including Staging & Curb Appeal

What You Should Demand from Your Realtor:

Professionalism
Courtesy
Accuracy
Efficiency
Respect
Responsiveness

What to Expect...
Our ultimate goal is to achieve 100% customer satisfaction; we are determined in this pursuit. We expect to accomplish this by making your move as pleasant as possible. Below is an outline of general procedures that a buyer or the buyers agent should follow to show your home:
If Your Home has a Lock Box, the buyer or the buyers agent will do one of the following to schedule
an appointment:

Call your William Raveis office to confirm that your home is available and schedule an

appointment.

Call your William Raveis Listing Agent to confirm that your home is available and schedule

an appointment.

If Your Home does not have a Lock Box, the buyer or the buyers agent should do the following to
schedule an appointment:

Call our William Raveis office to confirm that your home is available and schedule an appointment.

Call your William Raveis Listing Agent to confirm that your home is available and schedule an appointment.

Appointments at which your William Raveis Listing Agent must be present are generally referred to as an
Accompanied Showing.

I will leave a sign in sheet at your home that all agents must sign and date. I will check this against our records in the
office regularly and contact the agents who have shown your home for feedback.
If a potential buyer comes to your home without an agent or anyone asks to see your home without a prescheduled
appointment, it is in your best interest not to let them view your home. Politely let
them know that they should contact me to make an appointment.
Also, it is best that you are not at home during showings or open houses. Buyers
usually feel more relaxed viewing a home when the homeowner is absent; and agents
generally can more easily focus on selling.
I encourage you to call me with any questions or concerns during the entire period
that I am marketing your home. We are here to service you and your family. I make it
a point to contact you each week to provide you with feedback and to make sure
your expectations are being met.

Staging Your Home for Sale

Most Buyers are looking for more maintenance-free homes and generally pay a higher price for those
that are in move-in condition.

Exterior
Your home must sell itself. An attractive, well maintained and pristine home is most appealing to potential buyers. The following list covers those items that influence buyers most. We offer it for your consideration as you place your home on the market.

First ImpressionA pleasing exterior appearance is essential for that

critical first impression. These simple suggestions will help showcase your
property to its best advantage.

Keeping the lawn mowed during the summer months can frame your

home beautifully. Shape up the shrubs and weed the flower beds.

Check porches and decks for loose rails that may need to be replaced, sanded and/or painted.

Clear the entry by keeping the walkways free of toys, garden tools and other hazards.

Brighten the structure with a coat of paint or just a good cleaning.

Replace screens if they are

rusted or torn. Remove mildew or moss from walls or sidewalks with bleach and water or a commercial
cleaner.

Add charm with flowers along the entry walk, in a pot by the door or in cheerful
window boxes.

Rid the driveway of all grease stains with kitty litter or a chemical solvent.

Pick up all pet droppings and debris.

Tidy up the garage and show off its size. Get rid of everything that you do
not want to move and would have no value to the buyer.

Do you know your septic locations? How long has it been since your septic was cleaned?

Septic

systems should be cleaned every two years to keep your fields from clogging.

Do you know your property boundary lines? Is there a survey or plot plan available?

Is the roof leaking? How long has the present roof been on your home? Does it need replacing?

Staging Your Home for Sale

Interior
Think of prospective buyers as your guests and prepare the inside of your home accordingly.

Here are some points to keep in mind:

Perk up rooms with fresh paint. Sometimes just a touch-up will do. Choose light, neutral colors for
greatest appeal.

Clean up clutter for appearance and safetys sake. Pay special attention to stairways, halls and
childrens rooms.

The kitchen sink should always be clean and free of dirty

dishes. Counter tops appear more spacious when clean and
uncluttered. Do the counters have stains from a hot pot or
are they chipped? Do they need replacing? If so, is it worth
your while to do it before the house goes on the market?

Freshly mopped floors and baseboards can help show off

your kitchen area. Does your kitchen floor show a lot of
worn areas? Professional cleaning may bring back the shine. If your kitchen cabinets are wood
grain, would a coat of polish help bring out the shine, or do they need refinishing?

Are all of your appliances in good working order? Is the oven clean? Is the refrigerator cluttered
with notes, pictures and schoolwork?

Eliminate odors by preventing them in the first place. Try to avoid

cooking with cabbage, onions and garlic before a showing. Many
people associate strong, spicy odors with uncleanliness.

Make bathrooms sparkle by cleaning tile and porcelain. Most

Commercial cleaners or vinegar will remove unsightly hard water
stains. Replace any loose caulking or grout, and repair any dripping
faucets.

Wash all windows and keep curtains and drapes crisp and clean.

Vacuum blinds and wash window sills.

Pantries and clothes closets should be organized to make them

appear larger. It may be to your benefit to clean and pack items that you will not need, such as off season clothing. This will give a neat, spacious, and uncluttered look.

Staging Your Home for Sale

Interior
...continued

If there are any light fixtures that you would like to take with you, you may want to replace them before marketing your home.

If there is too much furniture, a room looks cluttered and small.

Clean the fireplace and make a cozy, crackling fire or dress it up with green plants or dried flowers.

Roll out the welcome mat with a rough-textured door mat. It will keep your floors and carpets cleaner during showings and it indicates to buyers that you care about your home.

Do your hardwood floors need to be refinished? A coat of paste wax would give them that added
luster.

Take a look at your carpets. Do they have a worn look?

Would it be worth your time to investigate the cost of having
them cleaned? Or if you have hardwood floors, would your
home look better if the carpets were removed and the floors
exposed?

Add special accents that make your home appear comfortable

and inviting. An open cookbook on the counter, cut flowers in
a vase, cookies or bread baking in the oven.

De-personalize rooms by removing family photos and obvious personal items so that the buyer can
envision themselves and their belongings, thus enabling them to become emotionally attached.

Extra Efforts:

Empty out the attic to display the full value of this much appreciated but often neglected storage
space.

Clean and brighten the basement with light paint and large wattage bulbs. Drain sediment from
your water heater to eliminate any rusty water flowing from hot water taps.

Treat pets to a stroll while your house is being shown. Many people are afraid of or allergic to animals. By removing them, buyers wont feel hurried or anxious.

Light classical music sets the stage for a serene, tranquil showing. Potential buyers can look at
your home quietly and without distraction.

How We Attract Buyers

Generally, another agent, either from our office or another firm
will bring the prospective buyers. Using a blend of the newest
web-based marketing with traditional strategies, your home will be
marketed in such a way as to bring the quickest sale while achieving your financial goals.

Raveis.com

10 million visitors annually; 1 billion hits per year

Multiple photos

Enhanced listing highlighting your home

Weekend Open Houses

MLS

Multiple Listing Service reaches over 25,000 participating agents throughout

Massachusetts, as well as individual clients who have enrolled to find a home.

Relocation

Leading Real Estate Companies of the World

In-house relocation department

Impact Marketing

High quality postcards distributed when your home comes on the market

Open Houses

Broker Open House to introduce your home to the local

real estate community

Public Open Houses advertised on the internet, through

social media and multiple signs.

Price Your Home to Sell

Understanding the Real Estate Market

According to the National Association of REALTORS, if a house is priced correctly the
owners should receive one offer for every 10 showings.

In our Market, the number of showings that your home may

have on a weekly basis directly depends on the price range
and general market conditions.

1. If your home is not being shown, it means that both buyers and agents think the price is too high.

Recommendation: A significant price adjustment.

2. If your home is being shown, but no offers are being presented, it means that the buyers are
bidding on other homes that they think offer more.

Recommendation: A moderate price adjustment.

3. If your home is in the running, but buyers buy something else, or if the buyers view your home a
second time, but they buy another home, it means that we are most likely close to receiving an
offer.

Recommendation: A minor price adjustment.

If you have not received an offer after 10-15

showings, we will discuss what adjustments or
changes should be made.

The Purpose of Feedback

The reasons we call the agent who has shown your home are :

To jog the agents memory about your home so that we may inspire a second
showing.

To answer any questions or concerns the buyer expressed so that your home
may be reconsidered.

To get reaction from the buyers or agents that might help us to better market
your home.

Please Note: Agents do not usually give a full critique of your home. If they showed many homes, they
honestly may not remember yours in detail. Also, if an agent doesnt call us back, it most likely means the
buyers are not interested.
Interpreting Feedback

When an Agent Says:

The Agent Means:

The buyer thought your home was too small.

The buyer found larger homes for the same price.

The buyer liked your home but bought another

They found another home that was a better value

one.

or was more appealing to them, e.g. fewer updates

needed

They liked your home but decided to buy a new

Buyers will pay 10-20% more for new construction.

home.
They thought the yard was too small, the street

They found other homes with larger yards, quieter

too busy, etc.

streets, etc.

They didnt like the carpet, etc.

Consider replacing the carpet and anything else

that dates your home and can be replaced relatively
easily if it is consistently mentioned in feedback
reports.

They didnt like the floor plan.

They didnt like the floor plan.

Price objections are always clothed in other terms.

Sellers Goal: To offer the greatest value in the price range.

Our Family of Services

While you are under no obligation to work with our affiliated companies, we encourage you to
contact them to determine the best rates and products for you.

William Raveis Mortgage

Obtain a mortgage pre-approval before you begin to look for a new home. It will provide you
more bargaining power when you present your offer to demonstrate that you are already pre
-approved.
William Raveis Mortgage is a full-service mortgage banker., offering most types of mortgage
products including, but not limited to, conforming 15 & 30 year fixed rate mortgages, adjustable rate mortgages, jumbo, super jumbo, interest only, blended loans, second mortgages,
Home Equity Lines of Credit, new construction, land, FHA, VA, MHFA loans.
For information, contact Frank Merola, Executive Mortgage Banker
508-740-5922 cell
Frank.Merola@raveis.com

William Raveis Insurance

Committed to providing customers with competitive rates, quality products,
superior in-person customer service, and innovative claims service, our insurance company offers
a broad range of insurance and financial products to provide you with competitive proposals for
life, home, flood, automobile, excess liability, valuable items and other personal insurance.
Our experienced, licensed professionals will research your risk potential and recommend the
appropriate coverage for protection of all your valuable assets. They understand the unique
and changing needs of our diverse customers and are dedicated to create products that serve
their individual needs.
We will work closely with REALTORS, lenders and attorneys to ensure smooth and timely closings.
For information, contact

Timothy Hodgman Insurance Sales Director

508-967-4092
Timothy.hodgman@Raveis.com

When an Offer is Presented*

The initial Offer to Purchase contract is usually preprinted with fill-in the blanks for dates and dollar
amounts and is accompanied with a deposit, also called consideration. Together we will review the
terms and conditions of the offer and the contingency addendum if applicable.
The terms of the agreement will include:
Sales Price
Offer Expiration Date
Purchase and Sale Date
Consummation Date
Conditions/Additional ProvisionsThe buyer may specify any special terms of the sale.
This may include articles to be included with the house (such as appliances).
Contingency Clauses/AddendumThe offer is generally contingent on several things such
as the buyer acquiring a mortgage, selling a residence prior to purchasing and inspections.
InspectionsThe buyers will have a home inspection at their expense, which according to
Massachusetts law, must be performed by a licensed home inspector. This should occur
within 10 days of the fully executed Offer to Purchase contract. Inspections are meant to
determine if there are any safety or structural issues with your home, not general maintenance
items. The inspector will check the condition of your home from basement to roof: the utilities, the appliances remaining as part of the sale, existence of termites, lead, and radon. If applicable, the septic tank will need to be inspected by an authorized inspector. An inspection
can take from 3 to 5 hours, depending on the size and condition of the home. As a courtesy
to the buyers, you should not be present during the inspection. Depending on inspection results, you may be negotiating on repair issues with your buyers. As a seller, you may offer a
home warranty to alleviate some concerns the buyer may have.
At this time, we will negotiate the purchase contract terms. If the terms are acceptable to you and
the buyer, the contract is signed and becomes binding. If the original terms are not acceptable, you
may counter with terms or dates more favorable to you. Many offers are countered because of sales
price and/or closing date. Counter offers can continue through several revisions.
When terms are accepted by both you and your buyers, I will provide a copy of the executed contract to you and your attorney and will keep you advised of the status of the buyers mortgage contingency, if applicable.

Once an Offer is Accepted

Mortgage Contingency
If there is a mortgage contingency, the mortgage amount is indicated in the purchase agreement.
The buyer generally requests a period of 4 to 6 weeks for mortgage approval; this, too, is stipulated
in the purchase agreement. The mortgage company will arrange to have a licensed appraiser contact
me to perform an assessment of value on your home.. This generally takes place within two weeks of
the mortgage application.
Final Preparation of Sale
Once the mortgage contingency is fulfilled, there are a few details that need to be attended to.
(Please refer to your Sellers Closing Checklist in this booklet.)
Walk-Through
Most buyers will complete a final walk-through and will personally inspect your home to see that it is
in the same condition as when they agreed to purchase it. If there were repairs to be made as a result
of the inspection, the buyers will want to ensure that they were done according to the contractual
agreement. The final walk-through is arranged through the real estate agents involved in the sale.
The date of closing was agreed upon during the negotiating period and is indicated in the contract.
The time of closing is usually determined within the last week of the closing date.

Working with an Attorney

Making an offer on a home should not be taken lightly. In addition to the care and advice of your
realtor, it is important that you seek legal representation from an attorney who specializes in real
estate law.

Purchase and Sale Agreement

As a condition to the Offer to Purchase, a date is given to execute a Purchase and Sale
Agreement. Your attorney should provide a draft P&S for the buyer and seller review. Each
attorney will make the appropriate addendums, protecting their respective clients.

Title Search
Required by all lenders, the title search is generally ordered by the attorney handling the closing
for the lender. The examination should reveal any encumbrances, rights of way, liens, easements,
restrictions or any other issues that may prohibit the transfer of title.

Consummation
Most closings take place either at the Registry of Deeds or at the closing attorneys office.
The buyers, sellers and their respective attorneys meet to execute the final closing documents.
In some instances parties will have executed a Power of Attorney in
place of attending. Among the myriad of documents will be the
Deed, Mortgage and Loan, as well as the Closing Disclosure
(CD) The CD is a full accounting of the fees and costs inherent
in the sale and must be reviewed 3 days prior to the closing.

Going on Record
A final title exam is performed just prior to the recording of the documents to insure no last minute liens have been placed on the property. The pertinent documents are then recorded with
specific Book and Page numbers and the transfer of ownership becomes complete.

Massachusetts
Estimated Closing Costs*
COSTS ON THE SALE OF A PROPERTY (Sellers Responsibility)
State Stamp Tax

$6.42 per $1,000 of sale price

Realtors Compensation

6% (varies)

Attorneys Fee

$500 and up (varies by region)

Real Estate Taxes

Unpaid Amount

Mortgage Payoff (including equity lines)

Unpaid Balance

Title V Inspection

$400 and up (varies)

Title V System Engineering & Installation (if needed)

Depends on size and type

Smoke and CO Certificate

$50 for most towns

Home Warranty (optional)

$450 and up (paid at closing)

Condominium Documents

$100$250

Please Note: This is a basic list of estimated closing costs for reference only; all costs should be
verified by the seller and can vary based on the town or service provider.

Sellers Closing Checklist

The following list is intended to give you an overview of your responsibilities. If you have
any questions or concerns, please do not hesitate to contact your attorney or me.

FINANCIAL IMPACTKnow

your pay off and find out what the tax implications are to sell-

ing. If you are unsure, contact your accountant or a financial advisor.

MAKE APPROPRIATE REPAIRS/TOUCH-UPOil

your hinges, cut the grass, and fix

damaged windows and screens, wash windows, touch-up paint and paper. Prepare your home
by neutralizing your dcor. This gives potential buyers the ability to visualize themselves in the
home. Ask me about a Space-Lift.

DEEDArrange to

have your attorney draw a new deed or you can have the closing attorney

prepare a new deed for you.

EXPENSES3 days prior to you will receive a closing disclosure showing all expenses.

TAXESUnpaid taxes will be adjusted at the consummation on a per diem basis.

INSURANCENotify

your insurance company of the impending sale. Leave yourself a week

or so leeway for canceling the policy in case of a delay in the closing date.

ELECTRIC COMPANYAbout

a week prior to the closing, terminate your account on the

day of consummation. Provide electric company with the name of the buyer and indicate that the
buyer will call to make arrangements.

GAS COMPANYAbout one week before the closing, arrange to have the gas company

ter-

minate your account on the day of consummation. Provide the gas company with the name of the
buyer/buyers and indicate that they will call to make arrangements.

WATER/SEWERAbout

a week prior to the closing, arrange to have the water department

take a final reading of the water meter and provide your listing agent and attorney with a copy
of the final bill stamped paid in full. Provide the water department with the name of the buyer/
buyers and indicate that they will call to make arrangements.

Sellers Closing Checklist

HOUSE KEYS, ETC.Be sure to bring house keys, garage keys and/or automatic garage

door opener to the closing. Also, any other pertinent household information should be made
available to the buyer. It may be left at the property, i.e. instruction books, transferable guarantees, warranties, etc.

CONDOMINIUMS ONLYTwo weeks prior to the closing, provide the bank attorney or list-

ing agent with a certificate from your condominium association indicating that no charges are
outstanding and, if applicable, provide a waiver of First Refusal. An insurance certificate is also
required. You will need a 6D Certificate.

INCOME PROPERTY ONLYBring to the consummation all existing leases, security depos-

its, prepaid rental income and any other information or documents that should be given to the
buyer.

CHANGE OF ADDRESSProvide new address for the following:

Drivers License

Bank/Investment Accounts

Dogs License

Credit Cards

Creditors

Insurance Companies (Life, Health, Auto and Home)

Subscriptions for Newspapers/Magazines

Post Office

Place of Employment

Doctors/Lawyers/Accountants/Financial Planners

Schools

Family and Friends

Clubs/Organizations

IRS

SCHOOL RECORDS WHEN APPLICABLEArrange for students records to be for-

warded to new schools.

CONTACT APPROPRIATE PROFESSIONALSProtecting your interests in any trans-

action is imperative.

Moving Checklist
Decide what to move and what not to
move

Plan a Garage Sale

Obtain estimates from several moving
companies or truck rentals

Transfer your bank accounts

Submit Change of Address to Post

Discontinue newspapers
Save the phone book for future
reference

Take all valuables, jewelry, important papers with you.

Office

Obtain school records to make transfer easier

Request medical records from doctors

and dentists

Close out local charge accounts

Draw up a floor
plan for the mover
to identify where
boxes should go
and label boxes
accordingly.

Pack an arrival kit with necessities

and medicines in case you arrive
before the mover

Save all moving related receipts

for tax purposes

Purchase moving insurance to cover replacement cost

Ask for professional referrals from

your doctor and dentist

Arrange for temporary care of

your pets

William Raveis Charitable Fund

MISSION STATEMENT
The William Raveis Charitable Fund aims to support communities across the Northeast that are impacted by cancer. Our focus is on the advancement of cancer research and programs that offer cancer patients and their families physical and emotional support during treatment. By engaging our
vast network across the Northeast, and raising funds, we can help programs and foundations with
likeminded goals.
HISTORY OF THE WILLIAM RAVEIS CHARITABLE FUND
The William Raveis Charitable Fund, Inc. has raised over $2.4 million since 2004, including more
than $2 million for the William Raveis Breast Cancer Fund, and supporting causes including: the
William Raveis-ASC Patient Navigator Program at the University of Connecticut Health Center in
Farmington, CT; the Patient Navigator Program at Beth Israel Deaconess Medical Center in Boston,
MA; the Hope Lodge in Boston, MA; Memorial Sloan-Kettering Cancer Center in Sleepy Hollow, NY.;
the Norma Pfriem Breast Care Center in Fairfield, CT; and the Sandy Hook Elementary Educational
Fund, in Newtown, CT.
PARTNERSHIP
In early 2015, the Charitable Fund partnered with the prestigious Damon Runyon Cancer Research
Foundation. Damon Runyon is an industry-leading organization that identifies the most brilliant and
passionate young cancer researchers, and provides them with funding to pursue their ideas in
search of innovative new ways to prevent, diagnose and treat all forms of cancer. Since 1946, Damon Runyon has invested over $287 million in the best young minds in the nation.

812 Main Street

Osterville, MA 02655
Office: 508-428-3320 ~ Fax: 508-428-0875

Thank You for

Your Business