【売手仲介】オハイオ州ワージントンコンドミニアム売却体験

網中さんがご夫妻でオフィスに面談にいらっしゃったのは2014年5月20日のこと。ESLの学校に一緒に通われているお友達から紹介を受けてご連絡を頂きました。
ん、網中さん?
どこかで聞き覚えがあるお名前…以前にもこのサイトをご覧になったとお問い合わせを頂いたことがありました。

ご相談の内容は、ご自宅のコンドミニアムのご売却。ご売却の進め方を面談でご説明申し上げた後に、お家訪問。お家のコンディションを確認させて頂くのと同時に、現在のこのコンドミニアム内の市況とマーケティングのノウハウをご説明させて頂きました。お伺いした6月3日時点では、同じ大きさのユニットが提示価格$104,900で公開日より3日目に契約に入っていることが分かりました。実際の契約金額はこの時点ではクロージングを迎えてみないと分かりません。ただ、公開してから3日目で契約に入っていることから、満額で契約に入っている事が予想出来ます。つまり網中さんの物件を公開する頃には、この物件の実績が出来上がっているはず。よって同額で公開すれば、ほぼ間違いなく2週間程度では契約に入れるはず。但し、この物件にはガレージが付いていましたが、網中さんの物件にはガレージが付いていません。管理会社に連絡を入れたところガレージの空きはなく、ガレージを手放してもいいという他のユニットのオーナーから買い取る必要があるようでした。過去の売却物件の公開記録を見ると$14,000でガレージの売買が行われた記録が残っています。

さて、どうする?

私が提案させて頂いたのは、ステージング。人は右脳で買い物をします。そして、後から左脳でその判断を正当化する。下見に来られた買手に「わーお!」体験をしてもらう。網中さんのお宅をプロのステージャーが選んだ家具やインテリアで分譲物件のショールームの様にするのがステージング。物件に入った印象が「まあまあ」じゃだめなのです。後から仲介士を通して情報を仕入れ、存在する$14,000の差を考慮する隙が出来てしまいます。

網中さんには、ステージャーとの打ち合わせをして頂いている間に、私はコンド内の他のユニットのオーナーさん、賃貸で借りているテナントさんに販売のお知らせのお手紙を送ります。これもかなり効き目があります。このお手紙で売約が公開前に決まってしまっていることもあります。今回も2名の方からお電話を頂きました。

コロンバスに遊びに来られていたご親戚の方を空港へお見送りした後の7月9日水曜日、いよいよ公開。

front small

翌日の木曜日、最初の下見予約が入りました。下見後の金曜日、買手の仲介士から連絡。
「とても気に入ったけれど、この物件を$86,000で昨年の12月に購入した後に何を修復されたのが知りたい。」という質問が舞い込んで来ました。そこで以下のようなメールのお返事を書きました。

昨年12月の時期は、このコンドミニアム内の不動産価格が底値をついていました。売手が相続で引継いだこのユニットを売り急いでいるところに、たまたまぶつかりました。私たち仲介士ならば、冷蔵庫やテレビといったProductと違い不動産は市況で価格が上下するCommodity。株式のようなものと理解出来ます。現在はこのコンドミニアムの市況は上がり、実際に同じ大きさのユニットが$104,900でクロージングしています。また、少し前に公開された2つのユニットもそれぞれ契約に入っており、現在売りに出されているのはこの物件だけです。セントラルヒーティングの冷暖房器が生憎、公開前に故障しましたのでヒートポンプと一緒に新品に取り替えています。当分これで取り替える必要はないはずです。

同日、2つめの下見予約が日曜日に入りました。また、Zillow.comでこの物件を見た方から私のところへ直接問合せがありました。54才と56才のカップル。購入希望。「ここは55才以上のコンドミニアムと聞いているが、自分たちでも大丈夫か確認して欲しい」。管理会社に確認したところ、購入者並びに入居者が満55才に達している事は絶対条件。惜しい。55才のお誕生日も翌年の2月ということで断念。

living&kitchen 1living smallowner's suite small

そこへメールの回答を入れていた仲介士から電話がありました。
「もうオファーは入っているかしら?」

1つオファーが入りかけましたが入居者が55才未満ということでNGだったこと。日曜日に1つ下見予約が入っていることを伝えました。

すると、土曜日にこの仲介士から2度目の下見予約が入って来ました。
その晩7時過ぎ。この仲介士より提示価格より高い現金のオファーが入って来ました。

「他のオファーが入って来ないうちにこれで決めてしまいたいので、このオファー申し訳ないけど、今晩の11時までの有効期限にしてあります。」

オファーのその他の内容を確認。家のインスペクションや、現金の為、家の査定やローンが下りる条件も全くない無条件のオファー。クロージングも10日後。買手の残高証明も添付されていました。
すぐに網中さんにご連絡。届いたオファーに署名して頂き、メールで受け取り、買手の仲介士に転送。これで成約。

本日7月22日に無事クロージングと引渡を迎えた網中さんご夫妻のご感想です。

【網中さんからのコメント】どこで宮本亜希子のことを知りましたか?

where

どうして仲介を頼もうと思いましたか?

why?

実際に仲介を頼んでどんなところが気に入りましたか?

what was good?
what was good2

仲介に改善点やご意見がありますか?

improvement


【Seller Representation】Dublin

[Days on Market]
1 day

Listed: 6/18/2013
In Contract: 6/19/2013
Sold: 7/31/2013

Suzanne contacted me on 3/26/2013 after I sent out my introduction letter to homeowners in the subdivision of Heather Glen in Dublin. She thought I was a perfect match for her because I specializes in selling home within 30 days in Dublin school district where she wanted to lease or sell her house and I live in Clintonville where she wanted to move to. Suzanne wanted to seek a possibility of leasing her current house. So I suggested her to speak with her lender to see if she can carry two mortgages. After a discussion with her lender, she decided to sell the house.

We met at her house in the following week. A CMA (Comparative Market Analysis) showed the house would go into contract within 30 days if it were listed between $205,000 and $215,000.

Know your competitor!
I took Suzanne out to a few similar houses (3Bed/2.5Bath/around 1,800sqft) for sale in Dublin school district because they are going to be her competition. (You have to know your competitors if you want to win a Buyer!) Tour of houses on the market also helps Sellers realize how they need to present their house to sell at the price they would like to get. Of course, Suzanne was aiming for the highest end of the CMA price range. The tour made her realize she had some homework to do ; )

Repair, replacement & update
I brought a contractor, Scott Zimmer from Zimmer Property Solutions, into her house to show Suzanne exactly what needs to be repaired, replaced, and updated. She got an idea and decided to do all the work herself. She did a magnificent job herself, but… the house still looked empty…

Staging professional
So Suzanne agreed to have a professional stager, Katy from My English Touch, into the house, and … the house revived!!

Price-positioning
Suzanne and I looked at the CMA again, there was a movement. A house in the subdivision, listed for $215,000 with fewer sqft than hers went into contract in 4 days. This made us decide to initially price-position the house at $220,000.

In contract!
Suzanne’s house was listed in the morning of 6/18/2013. 6 showings were scheduled within hours. First offer, which was higher than listing price, came in that evening. Another agent contacted me shortly after the first offer. The second offer was at the listing price, however, this offer did not ask for any closing cost by Seller. Suzanne decided to take the second offer and went into contract in full price in total of 14 hours from the time of listing. Congratulations, Suzanne!!

【Comments from Suzanne】How did you find out about Akiko?

Why did you decide to hire Akiko as your agent?

What did you like about Akiko’s service and why?

Where can Akiko make an improvement in the future?


【Seller Representation】Reynoldsburg

[Days on Market]
8 days
Listed: 9/20/2012
In Contract: 9/28/2012
Sold: 10/30/2012

When I first met Patrick and Masami (not real names) at their home, there were 10 other houses for sale in the sub-division. Seven of them were on the market for 2-7 months. I showed two houses which their home would be competing against once they list theirs. That experience gave them an idea of practical listing price and what needs to be done to have potential buyers say “Wow!” when they walk into their house.

Initial Price Positioning
According to a CMA that I ran, there was a similar house sold in June for $188,900 in the same sub-division.  It was originally listed for $192,900 and took it 39 days to sell at the price.  We decided to list the house for $188,900. However, Patrick and Masami were concerned that a same size new build house was listed for $184,900 and it had been on market for over 4 months.

Minor repair and Staging
The new build was empty and did not give a feel of “home”.  Also, none of the “For Sale” houses in the area had the kitchen updated.  The plan was to give an outstanding “Wow!” look to the kitchen and make potential buyers feel right at home when they walk in.  We called in a contractor, Scott Zimmer(614-769-2074) to brighten the kitchen up with smaller expense and to fix the basement wall. Katy Fineman-Jones from My English Touch, Ltd. (www.MyEnglishTouch.com)came in to stage the house.

Patrick and Masami still suggested me to drop the listing price by a few thousand dollars.  So I suggested them back to buy new stainless steel kitchen appliances for the price they were willing to give up.  

And… look what happened 8 days later… In Contract at 99.25% of their asking price!!!  

【Comment from Akiko】Strategy is different between homes, but you always have to know your enemy (competition) and do a little homework before you list your house.  If you have a friend or family member who would love to sell their home in 30 days for their asking price, please feel free to share a story or two from this site. I’d be happy to help them, too! 

【Comment from Masami and Patrick】Received the comment below by email from Masami in Japanese and I translated it into English.

今回の物件の売却、購入に関しては、亜希子さんはベストを尽くして頂きました。それが、しっかりと結果に反映されていると思います。メール、電話の対応も迅速です。亜希子さんが私たちが望む結果を出す為に何が必要なのか明確にアドバイスを色々して頂きました。

Akiko did her best work on the sales of our home and purchase of our new home.  It is reflected in the results.  Her response by email or phone is very quick.  She precisely advised us in various occasions  what needs to take place in order to bring the result we wanted.

 私たちの物件も予想もしていなかったスピードで売れ、主人も私も心から喜べる新居に越す事が出来ました。この売却から新居の引き渡しまでの期間がわずか4週間の間でしたが、亜希子さんが、銀行、ステージング、工事のチームをうまくまとめて下さって、とてもスムーズに進みました。

Our house got sold at the speed that my husband and I never expected.  We were also able to move into a house that we love.  It took only four weeks from the listing of the house to the closing of both houses.  It all went smoothly because Akiko coordinated the team of a lender, stager, and contractor.

ステージング、工事の業者の方も、亜希子さんの為ならと腕を振るってくれ、亜希子さんのクライアントだったからこそ、銀行の方にも私たちの書類処理を特別に優先して頂いた様です。他のリアルターの方だったら、この短期間で、これだけの結果は出せなかったのではないかと思います。

The stager and contractor did  especially great work and Akiko’s lender put us ahead from the other clients (in order for us to close quicker).  I feel we received special treatment from them because we were Akiko’s client.  I do not believe any other person could have brought these great results in such a short time.

(キッチンその他に補修工事を入れ、ステージングをしたことに関して
About remodeling/repair work and staging)

出費に関しては、お金を出した価値はあったと思える結果が出ました。また将来、家を売るとするならば、同じ様にステージング、補修工事すると思います。

From the result we got, it was well worth spending the money (on staging and updating).  If we sell our house in the future, we will do the repair and staging again.

亜希子さんが提案されていた通り、今のマーケットに合った正しい提示価格に加え、アップグレードされたキッチンは買手の目を引き、すぐに見学の依頼が始めの1週間以内で3件来ました。私たちよりも数日先に、別のブローカーを通してお隣の家も売りに出たのですが、始めの2ヶ月で(私たちが引越しをするまでしか分かりませんが。)見学者が2件で、買い手がつかずの状況でした。そちらは、バスルームは改築されていたのですが、キッチンのアプライアンスは古いままで、ステージングもされていませんでした。始めは、お隣のお家と競争になってどうしようと心配していたのですが、その心配も無用だった様です。

As Akiko suggested to us, the proper price positioning and upgraded kitchen caught the buyer’s eyes.  Three showing appointments came in  a matter of week.  (The offer came in from the first showing!) Our next door neighbor listed their house before us.  I know they only had two showings in the first two months.  Their bathroom was updated, but kitchen appliances were old.  Their house was not staged, either.  Initially, we were concerned about competition, but we realized that  there was no reason to worry.

(ローンの返済額があったので、これ以下は譲れないという売値の目標があったことに関して
Listing Price)

金額に関しては、亜希子さんと一緒に同じ地区の売り物件を見学した後、亜希子さんの提案された額を検討した後決めました。このように、競争物件を一緒に見学をしてくれるリアルターさんは、今まで聞いた事ありませんでした。実際の売却価格も、提示価格に限りなく近い価格でしたので、とても満足しています。

Akiko took us to similar “for sale” houses in the area.  I have never heard of any realtor taking sellers to their competing “for sale” houses. Seeing is believing.  After that tour, we decided to list the house for the price that Akiko suggested.  We are very happy to be able to sell our house for the price which was very close to our original offering price.

(売りに出して8日で提示価格の99.25%の売値で契約に入ったことに関して
It went into contract in 8 days at 99.25% of original listing price.)

買い手との交渉中、値段を落として早く契約に入った方が良いのか?と私たちが迷っていた際、亜希子さんが、「値段を落とさなくて良いです。この家は、それだけの価値があります!」とはっきりと電話で仰ってくれました。その直後、買い手さんがこちらのカウンターオファーの価格に合意しました。これも、亜希子さんの経験を生かした交渉力があってのものだと思います。

In the negotiation process, we thought about agreeing to a lower price offered by the buyers.  Akiko said, “The CMA shows that this house is worth the listing price and you just put the house on the market.” Immediately after that conversation, the buyers agreed to our price and a signed contract was delivered.  That successful negotiation is result of Akiko’s experience and skills.

レイノルズバーグでは、銀行所有の物件も多く、売りに出した物件が、半年、1年、それ以上と残るのが当たり前の地区でしたので、始めは主人も私も弱気でした。最初に亜希子さんにお会いした時に、必ず売れます!と仰ってくれて、本当にその通りになりました。

In Reynoldsburg, there are many REO (Bank-owned) properties and in our area, it was common that houses stay on the market for 6 months to even over a year. So my husband and I were not confident on our home sale when we initially met Akiko. However, she told us right away that the house could be sold.  We are very glad that her word came true.

以上、私どもの感想を書かせて頂きました。
リアルターを選択される際の、参考になればと思います。

This is our experience of sale and purchase of our two houses.  If this helps you when you are deciding who to represent you, that would be our pleasure.

雅美
Masami


【Seller Representation】Pickerington

[Days on Market]
74 days
Listed: 12/7/2011
In Contract: 2/18/2012
Sold: 3/28/2012

Takeshi (not his real name) contacted me from Texas to sell house in Pickerington, OH in mid-Oct. 2011.  He has gotten a job transfer and did not have enough time to prepare for a move.  Quite a bit of his and his sons’ belongings were still there. Furniture was still left here and there throughout a 2,503 sqft house.  I suggested him to sell what he does not need and to store rest.  Also, to do some work (taking border wall paper off of his son’s room and repainting it in a neutral color etc…) and to order a house cleaning. These would all to make the house more sellable.  He told me that he would like to do it himself gradually as he would often come back to OH on business.  I moved things out of way and took as best pictures of the house as I could. I loaded them on MLS and distributed to consumer sites such as trulia zillow, and etc…. (Note: Only licensed realtors have direct access to MLS. Consumer sites such as trulia, zillow, and etc., do not. )  Without attractive pictures, you cannot get potential buyers interested in seeing inside the house!  The house was listed on Dec. 7.



A CMA (Comparative Market Analysis) said $169,000 as a listing price.  However, Takeshi wanted to try $179,000 first.  Although the online data showed 82 viewings of the house listing, there were no showings appointments in the first week.  This is a sign that listing price is too high.   While discussing to lower the price down with Takeshi, one showing appointment came in on Dec. 21 which did not result into an actual offer.  This made him decide to drop the price down to $169,000 on Jan. 11.

Eight showing appointments poured in between Jan. 12 and 18.  (Now the price is right!)  There were still no reasonable offers but two “lowballs” in $140s came in.  Scattered furniture, left over personal belongings, need of repair work and cleaning make potential buyers think it is a short sale (the situation where a home owner owes more than the listing price).  Around this time, Takeshi asked me if he had to wait until spring to sell his house.  I told him flatly  ”no”.  It was not the timing that was preventing the house from being sold, but the house’s condition. Takeshi had not been able to find time around his job to do the necessary work himself.  At this condition of house, there are two options.  Drop the price to high 140s to low 150s to sell “as is” or spend some money to fix and to move personal stuff out of the house.  He chose the latter so I sent a contractor to go into the house to give us an estimate.

After a couple of thousand dollars spent by my client, an offer of $160,000 came in on Feb. 17.  A call from another realtor came in several hours before this offer expired.  With Takeshi’s permission, I told this agent that we already have $160,000 and would welcome anything higher.  He delivered an offer of $165,000 next day.  Again with my client’s permission, I contacted the other agent who brought in $160,000 offer and told him that we received $165,000 offer.  This buyer couldn’t offer any more than that so we went into a contract for $165,000 on Feb. 18.

Everything after that moved smoothly.  We closed 40 days after on March 28 as planned.

【Comments from Akiko】You can sell any house in any condition if the price is right.  However, if you would like to net the most, then you have to make the house into a condition where potential buyers can picture themselves living in there.  That means it has to be at least empty with all the necessary work done and cleaned, or if you are still living there, it needs to be staged so potential buyers do not feel like they are walking into “someone else’s” house, but rather into “their future” house!

You might hate to spend a few thousand dollars on a house that you are moving out, but you are saving a lot of money in the end.  In this case, if it was sold as is, it would have been sold for $140,000-150,000 while it was sold for $165,000 after a couple of thousand dollars invested.


【Seller Representation】Dublin

[Days on Market]
32 days
Listed: 11/15/2011
In Contract: 12/16/2011
Sold: 1/27/2012

I met Stephanie (not her real name) for an estate sale  on Tuesday, Nov. 8.  She interviewed two more agents and decided to list the house with me on Sunday, Nov.13.  I would have recommended to price it for $128,000 based on a CMA (Comparative Market Analysis).  However, it had to be listed at the court appraised value of $135,000 and had to be sold quickly because it was a short sale even at the price of $135,000 .  We needed to find a buyer quickly because the lender had moved the account to their foreclosure department.  I asked my client to touch up some paint on the kitchen wall and move some clutter out of way.  I went to take pictures and put it on MLS on Nov. 15.

After several showings, a first offer came in on Nov. 28.  The offer was too low.

We decided to hold an open house on Sunday, Dec. 4.   A realtor who sold this house last time, another realtor with a client, and two first time buyers who just started their search came.  Nothing really resulted from this, but the agent who held it open gave us some tips on how the house can show better from the feedback she received that day.  Stephanie took her advice.

Another showing was scheduled next day and an offer of $125,000 came in on Dec. 13.  We exchanged counter offers and went into a contract for $127,990 three days later.

Now the ball was in the court of my client’s attorney.  We had to get a court approval in order for us to close.  He worked hard and got it approved on Jan. 6.  We removed the contingency of Probate Court approval from the contract.

An inspection was ordered on Jan. 9 and an appraisal on Jan. 11.  Three items (repainting of outside wood trip and facia, filling hole in over hang of facia area, leveling of patio) needed to be repaired for FHA approval and a few more things were requested to remedy by the buyer on Jan. 16.

We got estimates from different contractors who were available to do the work within a few days.  The repairs were completed a day before the scheduled closing date.  The appraiser went back to the house to approve the work for FHA loan that evening.  The house closed on Jan. 27.

【Comments from Akiko】The purpose of an open house is to get useful feedback from Buyer’s point of view.  You almost never find a buyer from the open house.  However, it is a useful tool to learn what improvements need to be made in order for the house to be sold.


【Seller Representation】Linden

[Days on Market]
56 days
Listed: 9/12/2011
In Contract: 11/7/2011
Sold: 12/27/2011

I received a call from Becky (not her real name) in June, 2011.  She wanted to sell a house that she and her brother inherited from their father where they spent their childhood.  She wanted to do some work to the house so we met again in July.

According to the CMA (Comparative Market Analysis), the similar size Cape Cod houses in the area sold for $52,000 and $57,000 in the past 4 months. Becky’s father’s house was a little smaller than either of these houses.  It had less updates than the $57,000 house, but was in better condition than the $52,000 one.  Becky and her brother agreed to start at the  price of $54,900. There were four other Cape Cod houses on the market. Their prices ranged from $59,900-$95,500 but they had also been for sale over 100 days. This showed that houses were not moving in this particular market. Our strategy was to sell this house quickly thus it had to be the cheapest house available.

There were outdated curtains from the 1970′s era(!), some furniture in the living area, clutter in the basement, etc…  I asked Becky to put neutral window treatments and clear out the whole house before taking pictures and listing the home.

Finally, the house was listed (put on MLS) on Sep. 12.  A few hours later we received a first showing request. A full price offer was delivered the next day. This proved out our strategy that good price positioning and making sure a house shows well will move a house even in stagnent market.  Counter offers were exchanged on Seller’s contribution to buyer’s closing cost.  They went into contract on Sep. 20.

After an inspection, a “Request to Remedy” came in from the buyer. We negotiated for a month but my client and Buyer could not come to an agreement. The deal fell through on Oct.26.  Seller did not agree to spend several thousand dollars to fix basement water issues when the house price was set to sell.

Another full price offer came in and they went into contract on Nov. 7. We disclosed the basement condition from the previous inspection, but the buyer made no request to remedy after a satisfactory inspection.  We moved onto the final stage.  An appraisal for financing was scheduled on Nov. 17.   The loan was approved with the conditions to remedy basement’s structural and mold issues.  Becky considered to list it “as is” (she would probably have had to drop the price more than cost of the remedy) or to raise the price for several thousand after fixing the issues (there was no guarantee for an offer to come in at higher price).  However, she decided to fix the basement.  It only cost $2600 total not the several thousand dollars the initial inspector reported.  We closed the deal on Dec. 27.

【Comments from Akiko】Structural damage and mold issues to the basement occur from allowing water to enter  the basement over time.  If you are a home owner, I recommend you always assure that your gutters are cleaned, downspouts are carrying water away from the house, and the ground around the house is graded so water is not flowing into the base of house.  These are inexpensive preventative measures that will save you a lot of money later from fixing possible structural damage and mitigating mold issues.