Index

A

absorption rate
active comps
additions
administrative fees
advertising
agencies
branding
buyers
cost
reasons for
affidavit of title
agencies, advertising
agents, dual agency
aggressive pricing, reasons for
air conditioners
amenities, list price
appliances
built-in, taking
describing
dishwasher
Energy Star
hidden, attention during showings
moving
replacing before walk-through
showings
stove/oven
washer/dryer
appointments for showings
appraisals
list price
architect’s blueprints left for viewing during
showing
architecture
describing
flipping homes
list price
as-is condition
asbestos
attached rental units
attic
captive attics
staging
attorney fees
attorney review

B

back health and moving
backup offers
bad renovations
changing style of home
converting bedroom
converting yard
modifying use
poorly executed
second kitchen
basement
finishing
staging
wet
bathroom
staging
updating
bedrooms
converting
staging
beds, unmade during showing
bidding war
handling
inspiring
boarder apartments
book cartons
boxes
book cartons
collecting
dish packs
linen boxes
picture cartons
utility boxes
wardrobe boxes
branding
brochures
showings
broom-clean condition
budget renovations
built-in appliances, taking
buyer pool, exposure to
buyer’s market
recognizing
selling in
buyer’s remorse
buyers
advertising
beliefs during down market
comfort zone
credits, seller’s responsibilities at closing
cycles
chameleons
hunters
tire kickers
fear of missing the market
fear of paying too much
flipping homes
missing market when prices are rising
myth that they’ve gone away
offers
overpriced homes
paying premium
Realtors, FSBO and
sellers present during showing
selling property before buying
sense of urgency
urgency
buzz, creating

C

cabinet hardware
candy, showings
captive attics
carpenter ants
carpenter bees
carpeting
cash
ceiling light fixtures
ceilings
central air-conditioning
certificate of continued use
certificate of occupancy
certificates for use
chameleon buyers
children, discussing with
chips in paint
civil claims, seller liability after closing
cleaning, broom-clean condition
closed comps
closed permits for upgrades and additions
closets, staging
closing
attorneys
commission
dates
deed
events at
fees
key handover
as legal transaction
seller liability after
civil claims
lawsuits
money held in escrow
use and occupancy agreements
seller’s responsibilities
buyer’s credits
certificates for use
commission and fees
pay off mortgage and liens
settlement statement
taxes
CMA (competitive market analysis)
comfort zone, buyers
commission
closing
exceptions
listing agreement
payment of
percentage
Realtor’s income
seller
community services information
comparables (comps)
acquiring
active comps
addresses
closed comps
list price, setting
secret comps
under contract
condition, describing
condo
condominiums
contact person for showings
contract, inspection items listed
contract for offer
contractors
finding and interviewing
flipped home marketing
flipping homes
contracts, FSBO
converting yard
cooking smells at showings
cosmetic improvements, flipping homes
cost of advertising
cost-saving strategies for renovations
footprint of home
general contracting
moving appliances
multiple simultaneously
planning
stay in home during
supervision
counteroffer
second counteroffer
countertops, staging
cover letter for offer
curb appeal
cycles of buyers
chameleons
hunters
MLS’s
tire kickers
window for contact

D

date to introduce home
days on market (DOM)
deal, managing sale of home
anticipating problem areas
emotions and
information flow
timeline
debris left behind
deck/patio
staging
décor, flipping homes
deed
delaying showings
demand water heaters
deposits
cash
describing home
appliances
condition
FSBO
amenities
architecture
condition
location
size
location
size
diamond in the rough, flipping homes
dining room, staging
disclosure forms
dish packs
dishes in sink, showings
dishwasher
DOM (days on market)
doorknobs
dormer
down market
buyers’ beliefs
driving up price
drop in value, trading up and
dual agency

E

earnest money
copy of checks in offer
emotions
deal and
negotiations and
Energy Star appliances
energy-saving renovations
geothermal heat
LED lighting
radiant heat
spray insulation
tankless water heaters
tubular skylights
window films
entry halls
environmental inspection
asbestos
carpenter ants
carpenter bees
lead-based paint
mold
septic tanks
termites
underground oil tanks
water wells
wet basements
environmental issues, radon
environmental remediation documents
epoxy, leaving behind
escalation clause
escrow account
deposit money
seller liability after closing
estate sales
dispersing proceeds of sale
family roles
marketing
taxes
value of estate, calculating
exceptions, commission
exclusive agency listing agreement
expensive materials in improvements
exterior upkeep

F

fair market value
falling market
family photos, staging
features sheet
fees
administrative
attorney
closing
overnight delivery
recording costs
final mortgage commitment
financing, flipping homes
financing letter for offer
finishing basement
fireplace
showings
firewood
first impressions
fixtures, attention during showings
flag poles
flat-fee listing agreement
flipping homes
architecture love
buyer expectations
contractors
décor love
financing
first project
flip test
location
market cycles
market knowledge
marketing
contractors
leading information
overview
partners
personality type
reasons to get into
ROI (return on investment)
safety nets
skills needed
taxes
timeline
upgrades
cosmetic improvements
diamond in the rough
restoration
structural overhaul
flooring
hardwood floors
kitchen
showings
flow of information at deal time
flower boxes
taking
flyers
folding brochures
forms, FSBO
freezers, second
French drains
fruit, showings
FSBO (For-Sale-By-Owner)
appraisals
attorney guidance
buyers
locating
Realtor
canvassing neighborhood
CMA (competitive market analysis)
comps
contracts
describing home
amenities
architecture
condition
location
size
description
follow-through with buyer
forms
open houses, public
pricing home
appraiser
Internet
professional guidance
Realtor drop-ins
Realtors, contacting
showing home
appointments
pre-information
security
sign on property
full price, offer at

G

garage sale
garages, staging
garbage, showings
garbage disposal, showings
gardening tools
general contracting of renovations
geothermal heat pump
getting home ready
good renovations
central air-conditioning
deck/patio
dormer
finished basement
flower boxes
French drains
hardwood floors
landscaping
main floor powder room
portico
shutters
updating bathroom
updating kitchen

H

handouts
hangers
hardwood floors
hidden
hazardous materials
highlight sheets
holiday weekends to introduce home
home on market too long
home value, trading up
home warranty insurance
homeowner’s insurance
homeowner present for showing
hunter buyers

I-J

improvements. See also renovations
over-improving
additions
expensive materials
income from property, calculating
income of Realtor
income-producing homes. See investment properties
information flow at deal time
insects
carpenter ants
carpenter bees
termites
inspection. See also environmental inspection
environmental
items listed in contract
items negotiated
items required by law to fix
negotiation
buyer’s request for repairs
offer
pest
systems
what is inspected
when is it done
inspection company, questions for
instruction manuals and warranties
insurance, moving
Internet
pricing home
introduction date
investment properties
1031 exchange
attached rental units
attraction of
boarder apartments
cons of selling
income
calculating
potential
long-term real estate investment
marketing
mother/daughter layout
passive income
pros of selling
renters
continuing lease
making deals with
meeting with
obstacles
showings
showing
types

K

key pickup
keys
kitchen
flooring
second
staging
updating

L

landscaping
lawn
lawn and garden, staging
lawn mowers
lawn signs
lawsuits, seller liability after closing
lead-based paint
leaving things behind
LED lighting
lifestyle, staging
light fixtures
lighting, showings
linen boxes
list price
instincts of Realtor
offer above
offer below
reducing
when to do
setting
amenities
appraisals
architecture
comparables
largest home in community
local market trends
location
most valuable home in community
relevant data
tax assessments
suggested list price
listing agreement
commission section
exceptions
exclusive agency
flat-fee listing
net listing
open listing
relocation clause
sections
term of
listing presentation
listing sheets, showings
living room, staging
local market trends, list price
local moving
location
describing
flipping homes
list price and
lockboxes
long-term real estate investment
losing money when selling
lowball offers
defining
negotiating
overpriced homes
responding to
luxury taxes

M

mail, showings
mailboxes
main floor powder room, adding
market
buyer’s market
down, buyers’ beliefs
falling market
home on too long
knowledge of, flipping homes
seller’s market
transitional market
market cycles, flipping homes
market trends, list price
marketing
estate sales
flipped homes
contractors
leading information
investment properties
target marketing
marketing plan
advertising
highlight sheets
introducing home to other Realtors
offers, handling
photo brochures
presentation
pricing strategy
reaching buyers
showings
staging
when to go on the market
marketplace, Realtors and
mirrors
MLS’s (Multiple Listing Services)
cycle-one buyers
delaying showings after
describing home
entering home
modifying use of home
mold
monitoring showings
mortgage
final mortgage commitment
offer cash
payoff at closing
preapproved
prequalified
mother/daughter layout
moving
back health
garage sale
local
movers
estimates
insurance
paying
selecting
terminology
tipping
your role
out-of-state
pre-moves
multifamily dwellings
multipage brochures
multiple offers, receiving/reviewing
multiple renovations simultaneously
multiple showings
conducting
as positive
music, showings
myth that buyers have gone away

N

negotiated inspection items in contract
negotiations
emotions
inspection
buyer’s request for repairs
lowball offers
overpriced homes
neighborhood amenities
neighbors
net listing agreement
nonresident sellers

O

offers
above list price
accepted
accepting
other offers after
what to do afterward
backup
below list price
buyers
closing dates
counteroffer
second counteroffer
deposits
first few days
full price
handling
inspection
lowball
defining
negotiating
overpriced homes
responding to
mortgage
cash
preapproved
prequalified
multiple, receiving/reviewing
presentation
contract
copies of earnest money checks
cover letter
disclosure forms
financing letter
presenting
selecting best
source
terms, buyer selling property before buying
oil tanks, underground
one-page flyers
one-step bidding process
open houses
FSBO
public
Realtor open house
Realtors
open listing agreement
out-of-state moves
outperforming the market
over-improving
additions
expensive materials
overnight delivery fees
overpriced homes
buyers
lowball offers
negotiations
reducing price
“what’s wrong with it” perception
withdrawing property
overpricing
owing too much on home

P

packing
boxes
book cartons
dish packs
linen boxes
picture cartons
utility boxes
wardrobe boxes
collecting boxes
nonbreakables
one room at a time
order of rooms
tall items
packing materials
blankets
boxes
bubble wrap
paper pads
paint
chips in
lead-based
paint cans, leaving behind
pantry, staging
paperwork
showings
partners in flipping homes
passive income
patio/deck
patios, staging
payments, commission
peak selling season
pediment
personality type for flipping homes
pest inspection
pets, showings
photo brochures
photographing home
importance of good photos
landscaping photos during winter
photography mistakes
professional real estate photographers
purpose of good photos
photos, staging and
picture cartons
points
poorly executed renovations
porch swing
porches, staging
portico
powder room on main floor, adding
power of attorney
pre-moves
premiums, buyers paying
presale inspection
presentation of home
presentation of offer
contract
copy of earnest money checks
cover letter
disclosure forms
financing letter
price
driving up
fair market value
full price, offer at
list price
instincts of Realtor
offer above
offer below
reducing
setting
sale price
suggested list price
price reduction
prices
rising
buyers missing market
changes caused by
pricing
aggressive, reasons for
importance of
overpriced homes, buyers and
overpricing
Realtors
pricing own home
appraiser
Internet
pricing strategy
problem areas, anticipating
professional real estate photographers
profit and loss on sale, calculating
prominent Realtors in neighborhood
public open houses

Q-R

questions to ask Realtor
radiant heat
radon
readying home
real estate companies
claims
global reach
real estate photographers
Realtor open house
Realtors
buyers’, FSBO
communication
contacting, FSBO
drop-ins on FSBOs
evaluation of renovation ideas
friends
income
interviewing
at first walk-through
listing presentation
marketing plan
questions to ask
introduction day
listing Realtor hosts showings
managing deal
marketplace
open houses
out-of-pocket expenses
presentation of home
pricing homes
prominent in neighborhood
relatives
seller education
showings
staging
teaming with
trust
reasons for selling
recording costs
reducing list price
when to do
refrigerators, second
relocations
relocation clause
relocation packages
removing items for staging
renovations. See also improvements
bad
changing style of home
converting bedroom
converting yard
modifying use
poorly executed
second kitchen
budget creation
contractors, finding and interviewing
cost-saving
footprint of home
general contracting
moving appliances
multiple simultaneously
planning
stay in home during renovation
supervision
delays in
energy-saving
geothermal heat
LED lighting
radiant heat
spray insulation
tankless water heaters
tubular skylights
window films
footprint of home
general contracting of home
good
central air-conditioning
deck/patio
dormer
finished basement
flower boxes
French drains
hardwood floors
landscaping
main floor powder room
portico
shutters
updating bathroom
updating kitchen
increasing value through
moving appliances
multiple simultaneously
planning
Realtor evaluation
schedule
supervision
rental units. See investment properties
renters
continuing lease
making deals with
meeting with
obstacles to selling
showings
repairs, buyer’s request for
repairs prior to sale
repairs required by law to make
replacing appliances for walk-through
restoration, flipping homes
return on investment (ROI), flipping homes
right time to sell
rights, withdrawing from market
rising prices
buyers missing market
changes caused by
ROI (return on investment), flipping homes
rugs

S

safety nets, flipping homes
sale
stages
appraisal
attorney review
closing
deposits
final mortgage commitment
inspection
offer accepted
walk-through
sale price
scents, showings
schedule for renovations
scheduling appointments for showings
second counteroffer
second kitchen
secret comps
seller’s disclosure
seller’s market
seller’s responsibilities at closing
buyer’s credits
certificates for use
commission and fees
pay mortgage and liens
settlement statement
taxes
sellers
commission
educating, Realtor
nonresident sellers
present for showing
sense of urgency in buyers
septic tanks
settlement statement, seller’s responsibilities
sheds
short-time ownership
showers
showings
appliances
hidden, attention during showing
architect’s blueprints left for viewing
beds, unmade
brochures
buzz, creating
candy dish
contact person
controlling from afar
cooking smells
delaying
dishes in sink
fireplace
first weekend on the market
fixtures, hidden, attention during showing
fruit
FSBO
appointments
pre-information
security
gaining entry to home
key pickup
lockboxes
garbage
garbage disposal
guidelines
hardwood floors, hidden
homeowner present
hours for
investment properties
lighting
listing Realtor hosts
listing sheets
mail
monitoring
multiple
conducting
as positive
music
neighborhood amenities
paperwork
pets
preparing for
Realtors
renters
scheduling appointments
sickness during
smells
smoking
suspending during illness
temperature of home
tracking
valuables
winter, landscaping photos
shutters
taking
sign on property, FSBO
signs
sinks
staging
size, describing
smells, showings
smoke certificate
smoking, showings
sold comps
source of offer
spray insulation
spring market
stages of sale
appraisal
attorney review
closing
deposits
final mortgage commitment
inspection
offer accepted
walk-through
staging
attics
basements
bathroom
bedroom
closets
decks
dining room
family photos
first impressions
garages
kitchen
lawn and garden
living room
pantry
patios
porches
professional stagers
removing items
sink
vacant homes
windows
stain cans, leaving behind
stale homes
stove/oven
structural overhaul, flipping homes
style of home, changing
suggested list price
sump pump
supervision of renovations
supply and demand
survey
swing sets as negotiable item

T

tall items, packing
tankless water heaters
target marketing
tax assessments, list price and
taxes
closing
seller’s responsibilities
estate sales
flipping homes
luxury taxes
temperature of home at showings
term of listing agreement
termites
terms of offer, buyer selling property before
buying
things to leave behind
time to sell
timeline for deal
setting
timeline for flipping homes
tire-kicker buyers
toilets
townhouse
tracking showings
trading down
trading up, drop in value
transactions, number of
transfer of ownership
transitional market, recognizing
trash cans
tubs
tubular skylights
two-step bidding process

U

underground oil tanks
updating bathroom
updating kitchen
upgrades, flipping homes
cosmetic improvements
diamond in the rough
structural overhaul
upgrades sheet
use and occupancy agreements
use of home, modifying
utility boxes

V

vacant homes, staging
validation
valuables at showings
value
creating
fair market value

W

walk-through
appliances, replaced
broom-clean condition
ceilings
debris
dishwasher
floors
lawn
showers
sinks
stove/oven
toilets
tubs
walls
washer/dryer
wall light fixtures
walls
wardrobe boxes
washer/dryer
water heaters
water wells
wells
wet basements
what sells a home
leading the deal
pricing
staging
whole buyer pool, exposure to
“what’s wrong with it” perception
why homes sell
window films
windows, staging
winter sales, landscaping photos
withdrawing from market
workshop tools

X-Y-Z

yard, converting

zoning certificate
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