Selling Guide

Index

1 The Most Important Decision 2 Phil Crowder 3 James Partners First National 4 First National Real Estate First National and Red Cross 5 Understanding the Market 6 Steps to Selling 7 Steps to Selling 8 Preparing your Home for Sale 9 Preparing your Home for Sale 10 - 11 Real Estate Jargon 12 Recent Sales 13 Property Management Notes 14 Meet the Team Thank You

1

Selling your home, probably your greatest asset, is one of the biggest

decisions you will ever make. It is also one of the most emotional

periods of your life. If you have decided to sell, it’s likely that you have been thinking

about when you want to put your home on the market, how you want to sell your

home and who may be able to help you make the sale. You may also have a notion of

how much it is worth. We have created this booklet to help clarify those thoughts

and make the process of selling your property one that is pleasurable and hassle free.

Kind Regards,

Phil Crowder

Principal

Mobile: 0412 045 330

Office: 8278 2333

Fax: 8278 2266

Email: phil@jamespartners.com.au

The most important

decision

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Phil commenced his Real Estate career fourteen years ago, having worked previously in

the building industry for twelve years, gaining valuable knowledge essential for real es-

tate.

The real estate industry has always been a great passion for Phil. He believes there is

nothing more important than helping people and understanding their needs. His ability

to listen and understand his clients' individual needs has been one of the key factors

behind his success. He takes a great deal of pride in 'going just that little bit further' to

make sure he achieves the very best possible result for his clients.

Phil and his family have lived in the local area for over 30 years with vast knowledge

and understanding of the community and local district. He is married to Emma with

two daughters, Grace and Georgia and apart from spending time with his family, he

enjoys socialising with friends, snow skiing, cooking, camping, reading and spending

time on the family property.

Phil Crowder

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James Partners First National Real Estate specialises in residential houses, units, vacant

land and small acreages throughout the Adelaide Hills, Foot Hills, surrounding regions

and across metropolitan Adelaide. Both in sales and property management.

Independently owned and operated by Phil Crowder and Chris Robson, James Partners

First National has built a reputation as a dynamic, innovative, progressive organisation

that is highly regarded throughout the local community. Our commitment to

customer service and innovative marketing strategies has played an integral role in the

continual growth of the company. James Partners is both high tech and high touch.

One of our many goals here at James Partners First National Real Estate is to ensure

your next move is a positive one. Our company was founded around one simple

mission: “To deliver results that exceed our client’s expectations”. We are continually

adopting and improving ‘Best Practice Systems’ that enable us to consistently achieve

this.

James Partners

First National

First National and

Red Cross

Established in 2006, the First National Foundation embodies the philanthropic efforts

of over 450 First National Real Estate offices to provide financial support to charitable

organisations across Australia.

The First National Foundation has been founded to tangibly demonstrate First

National Real Estate’s commitment to the community. As a registered, not for profit,

Independent Corporation, the First National Foundation involves itself in fundraising in

order to engage with the local and wider community, not to profit from it.

In 2007, the First National Foundation entered into a three-year partnership with

Australian Red Cross, in support of their Emergency Services.

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James Partners is a member of First National Group of Independent Real Estate Agents

Limited, Australia’s largest group of independent Real estate Agents with over 500

offices across Australia and New Zealand. Established in 1981 by a small group of

independent Victorian rural real estate agents to maximise the effectiveness of their

business in the face of increased competition from large, franchised organisations.

They unanimously agreed the association should:

• Have the potential to develop nationally and internationally to provide its clients

with a powerful network referral.

• Allow member offices to retain their independence, so they can continue to

provide clients with local expertise.

• Seek the membership of only the very best agents in any particular town or suburb.

The ‘First National Group of Independent Real Estate Agents Limited’ was

incorporated as a public company on 3rd December 1981. To ensure consistent quality

of service, however, the membership criteria was further refined and expanded, with

only those agencies possessing the following qualities being

considered:

• Integrity and proven expertise

• A flawless reputation

• The desire to provide exceptional service

• Progressive leadership in their area

• Commitment to the ideals of the Network

First National

Real Estate

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So you’ve decided to sell and you need to make some essential choices. But you can’t

make the correct choices without a better understanding of the market.

The property market is cyclical so it is helpful to know what stage of the cycle we’re in,

at the time you are selling. Knowing the current market gives you an indication of what

types of properties are being sold, how quickly and for how much.

There are distinct sets of market conditions.

BUYERS MARKET

• The number of properties on the market is greater than the number of buyers.

• Properties usually take longer to sell.

• Prices are stable or sometimes fall.

• Buyers often dictate the selling price.

•

STABLE MARKET

• Prices remain fairly constant.

• Even numbers of buyers and sellers.

• Buyers generally will take more time to consider their decision.

• Considerable negotiation may take place so ensure you have a top performing agent

to ensure you get the best result.

•

SELLERS MARKET

• The number of buyers exceeds the number of properties for sale.

• Properties sell faster.

• Prices generally rise.

• Sellers can hold fast on the selling price.

Understanding the

Market

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Steps to Selling

1. Method of Sale Private Treaty- Home placed on the market with an asking price and the sale is negotiated by an agent. By Tender- Agent markets the home and calls for offers to be submitted by a certain time. By Auction- Agent places home on the market and sets a date for it to be sold at public auction.

5. Statutory Requirements The transfer of ownership of any real estate calls for diligent legal procedure. There is current legislation that covers a wide variety of issues, such as vendor statements, registration of real estate agents, audits, accuracy of information, documentation and so on. Your agent can explain these requirements to you.

9. Signboard Customised photo sign board is placed on the property (if applicable)

13. Follow Up All buyers are contacted after inspections to assess response.

14. Contract Once the best possible price and conditions are negotiated with the buyer, you choose whether to accept or decline the offer. With your approval, a contract is signed to confirm the sale. At this point your property is under contract pending the cooling off period and any special conditions (if applicable).

2. Agent Some important questions to consider when selling your home. *Agent’s level of qualification and experience? *How will your home be marketed? *What are the internet capabilities? *How will the right buyer be found? *How will the highest price be negotiated? *What happens when a buyer looks through your home? How will feedback be provided? *How long does it take to get a property on the market? What are the next steps?

6.Photography A day and time is arranged with you to take the photos (professional where applicable) for the marketing. Please let us know if you have a preference for the time of day the photos are taken, or the areas of your home you would like us to focus on with the photography.

10. Internet To ensure your property is marketed locally and, nationally and internationally. Your property is loaded on to the following; www.jamespartners.com.au www.realestate.com.au www.firstnational.com.au www.homehound.com.au www.google.com.au www.whatsitworth.com.au www.myhome.com.au and more

14. Communication All prospective buyers comments; both good and bad, are communicated to you, so you are fully informed of the markets response to your home. Weekly marketing reports on the progress of the sale of your home are also available.

18. Contract Management All contracts have a cooling off period, being two clear business days. Many contracts have some form of condition for example; finance or building inspection. Your agent should have an orderly sequence of procedures, to ensure that all conditions of the contract are fulfilled.

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3. Presentation “You don't get a second chance to make a first impression” The way your property appears from the street can greatly influence buyers. A cluttered home can severely limit the quality and quantity of buyers. . Your agent should offer a pre sale presentation service.

7. Data Base All potential buyers in our current data base are automatically notified your home is for sale. Often this is where the best buyers come from as they have registered to purchase a property or have missed out on another property.

11. Media Advertising is booked in the appropriate section on the newspaper (where applicable)

15. Interest and Offers Most buyer enquiries occur during the first few weeks after a property comes onto the market; this is the peak enquiry period. When an interested buyer is found, they will make an offer in writing. This is one of the most exciting parts of the process. This can be a potential minefield your agent will help you through.

19. Sold Once all the conditions in the contract have been met, your property is now sold awaiting settlement. Your agent will forward the contract to your Conveyancer. You can now start packing! It is wise to maintain your building insurance.

4. Processing Your agent and support team would complete the prep work for getting your home on the market. Title search ordered and checked, office file started, text prepared for adverts, brochures, signs, window cards and internet, trades organised, photographer booked.

8. Brochures A high quality brochure with photos, floorplan and clear description of the property.

12. Inspections Once marketing your home begins, the goal is to bring as many genuine buyers as possible through the property, either by open homes or private inspections.

16. Negotiation Your agent will negotiate an offer with a potential buyer on your behalf. The key to getting the best price rests with the skill of your agent. This difference between effective and poor negotiation could amount to thousands of dollars. Not only is price negotiated, terms, special conditions, settlement dates, inclusions and exclusions will be negotiated.

20. Settlement Your Conveyancer will administer the settlement, which includes transfer of titles at the Lands Titles Office. Transfer of funds is made to the seller and the buyer becomes the legal owner.

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“You don’t get a second chance to make a first impression”, so here are some tips to get a

quick sale at the best possible price.

EXTERIOR

• Check the paintwork, spouting, brick work and fascia boards. They may need a

brush down or lick of paint.

• Clean out the garage and shed to minimise junk and maximise space.

• Remove weeds and dead leaves, trim plants, add mulch and consider adding a

splash of colourful plants.

• Remove kids toys from the garden and roll up the hose.

• Repair any broken or cracked windows, damaged fence panels and gate hinges.

• Clean BBQ.

• Remove junk mail from the letterbox and have a prominent house number

displayed.

• Fly screens in place and in good repair. Ensure all doors open, slide freely and lock

and unlock easily.

INTERIOR

• Make entranceway clean and uncluttered.

• Make sure the door bell works.

• Repair chipped or cracked plaster.

• Clean the windows inside and out.

• All floor coverings are freshly cleaned – professional grout/tile cleaners and carpet

steam cleaners make a big difference.

• Curtains/drapes clean and open.

• Beds made, cupboards cleaned.

• Re-organise cluttered bookcases.

• Hide any unsightly electrical wiring to stereo and TV.

Preparing Your

Home for Sale

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BATHROOMS / KITCHEN / TOILETS

• All taps in good working order (no drips or leaks).

• All surfaces cleaned and polished.

• Remove any mould from shower recess and soap stains from shower floor.

• Clean all mirrors, glass screens and consider replacing the shower curtain.

• Put clean towels, soap and air fresheners in the bathroom and toilet. (Try to make

these areas like a five star hotel).

• Clean dishes; remove dishes from the dish washer.

• Put away small appliances in kitchen and bathroom (Hair dryers, toasters etc).

• Reduce general clutter, fridge magnets, cookbooks, etc.

• Empty rubbish bins.

• Neutralise unpleasant odours.

TIPS FOR HOME OPEN DAYS / INSPECTIONS

• Ideally your home should be presented as a luxury hotel suite or a new display

home, there are a few tricks that can make a big difference apart from general

appearance.

• Vases of flowers or bowls of fruit help.

• Light a cosy fire in the winter, or turn on the air conditioning in the summer.

• Glossy lifestyle magazines on the coffee table indicate your commitment to quality.

• Have some light music playing in the background.

• Jewellery, valuables and mementos should be locked away or removed.

• Remove or minimise the number of personal photos (You want potential buyers to

visualise themselves in your home, not visualise who the current owners are).

• Remove pets and all evidence of pets when displaying your home.

Preparing Your

Home for Sale

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48 HOUR CLAUSE: This allows the sellers to issue notice to a conditional buyer that unless the buyer

confirms the sale as unconditional within a short stipulated time, then the seller can proceed with another offer

from another party.

AGENT: A licensed person who is qualified to operate a real estate agency.

ALLOTMENT: A section of land subdivided from a larger portion of land generally referred to as a lot.

APPRAISAL: An opinion of your properties saleability and estimated sale price based on the current market

conditions and your property characteristics, not to be confused with a written valuation.

ASSETS: What you own.

AUCTION: The sale of a property by a bidding process on a given day. Properties usually have a reserve

(minimum) price and if a bid doesn’t reach this minimum the property is “passed in”.

BREACH OF CONTRACT: Not fulfilling any terms of the contract.

BRIDGING FINANCE: A short term loan, usually at a higher rate of interest, which helps people to cover the

purchase of a property while waiting to sell or settle on theirs. The security is usually on both properties.

BUILDING REGULATIONS: These are designed to uphold the standards of public safety, health and

construction. They are put in place by local authorities to control the quality of buildings.

BUYER: The eventual buyer of the home.

CAPITAL GAIN: The monetary gain obtained when you sell an investment property for more than you paid

for it.

CAVEAT: A document lodged by a person with a legal interest in a property, to ensure the property is not

sold without their knowledge.

CAVEAT EMPTOR: Latin for let the buyer beware, in certain cases this puts the burden onto the buyer to

be satisfied before purchasing a property.

CERTIFICATE OF TITTLE: A document which details the ownership of a property along with property

dimensions and other details.

CHATTELS: Any removable items which are sold with a home typically carpets, light fittings, curtains,

dishwashers, garden shed, clothesline etc.

COMMISION: The fee payable to a real estate agent for selling a property.

COMMON PROPERTY: Areas on a title which have joint ownership with another property, often common

on strata title properties.

CONDITIONAL CONTRACT: A contract that is agreed to by the seller and the buyer, but where one or

more conditions need to be met, usually within a specified time period, by either the buyer or seller. For

example, it is subject to the buyer raising finance from a specific lender within a set time period.

CONTRACT OF SALE OF LAND OR STRATA TITLE BY OFFER AND ACCEPTANCE: The

contract between the buyer and seller. A written document that sets out the terms and conditions for the

purchase or sale of land and all improvements thereon.

CONVEYANCING: The legal process transferring the ownership of property and money, making sure that

everything is legally correct, as the property transfers from one owner to another. This is usually done by a

settlement agent or solicitor.

COVENANTS: Special rules and regulations which might apply to a property regarding its use.

DEPOSIT: A defined percentage of the purchase price or an agreed amount paid by the buyer which is held in

trust as confirmation of intention to buy.

EASEMENT: A right held by someone to use land belonging to someone else for a specific purpose. Mains,

drains and water pipes are usually covered by an easement.

ENCUMBRANCE: An easement, mortgage, or other liability on a property which impedes its use or transfer.

EQUITY: The value you hold in your home. The total value less any mortgage or other liabilities on a property.

EXCLUSIVE LISTING/AGENCY: Only the agency appointed has the right to sell the property.

INTEREST ONLY LOANS: A loan on which only interest is paid periodically and the principal is paid at the

end of the term.

INVESTMENT: The purchase of an asset such as real estate with the ultimate goal of producing capital gain on

the resale of the asset.

JOINT TENANTS: The equal holding of property by two or more persons. Rights of survivorship applies.

LTO OR LAND TITLES OFFICE: A government department where all property records are held and any

changes are registered. These are public records and therefore you can go there and look up any title to a

property.

Real Estate Jargon

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LEASE: A document granting possession of a property for a stated period without transferring ownership. The

lease document specifies the terms and conditions of occupancy by the tenant, including period of occupancy,

rent payable etc.

LIABILITIES: The outstanding debts you owe.

LISTING AUTHORITY: A contract between an owner of a home and the real estate company selling the

property. It is normally for a set number of days and sets out the commission rate and any additional costs. This

states whether it is an exclusive, general or multi list, tender or Auction listing.

MORTGAGE: The security over property given to the lender for the repayment of the loan. The lender

(Mortgagee) has the right to take the property if the borrower (Mortgagor) fails to repay the load.

MORTGAGEE: One who lends money for the property.

MORTGAGOR: One who borrows money to purchase property.

NEGATIVE GEARING: Where the mortgage repayments exceed the income received from a rental

property.

PASSED IN: A property is passed in at an auction if the highest bid fails to meet the vendor’s reserve price.

PLAN: This shows the house design, elevation of the house number and size of rooms, kitchen, bathroom, and

laundry layout and the position of the house on the land.

PRINCIPAL: 1) The actual amount of money that has been borrowed to buy a property excluding interest.

2) The owner of a real estate agency.

PRIVATE TREATY SALE: Sale of a property via an agent through private negotiation and contract.

REAL PROPERTY: Land, with or without improvements.

REPRESENTATIVE: A registered person employed by a real estate agency to facilitate the sale of a property.

RESERVE PRICE: The amount below which a home owner will not sell on the day of auction.

RIGHT OF WAY: Right of access across a property.

SECURITY: Property offered as backing for a loan. In the case of a home loan, the property itself usually acts

as security.

SELLER: A person who owns the property for sale.

SEMI-DETACHED: Two buildings joined by one common wall.

SETTLEMENT: Completion of a sale when the balance of the contract price is paid to the seller and the buyer

is legally entitled to take possession of the property.

SOLE AGENCY: Only the agency appointed has the rights to sell the property.

STRATA TITLE: A title which gives you ownership of a small piece of a larger property, including “air space”.

You have the sole right to a particular unit and can lease, sell or dispose of your unit as you desire. You also

have an undivided share of the common land and become a member of the body corporate which controls the

maintenance and has stipulated rules governing occupation.

SUBJECT TO FINANCE: A condition inserted into a contract for the benefit of the buyer. This makes the

contact subject to the buyers confirming that they have raised finance within a certain amount of time.

SURVEY: Confirmation of the property boundaries and improvements.

TENANTS IN COMMON: The owners of the property may own different proportions of the property. Right

of survivorship does not apply. Your share may be sold in life or willed in death to another party.

TENDER: A tender involves potential buyers placing confidential bids for a property by a specific date. The bids

may or may not include conditions and any bid can.

UNCONDITIONAL CONTRACT: A contract for the sale of a specific property that the seller and buyer

have agreed upon that has no conditions or the conditions have been confirmed as having been met and

therefore constitutes a sale.

VACANT POSSESION: When the ownership is transferred from the sale of a property there will be no

tenants living in the property, or leases giving someone else use of the property.

VALUATION: Assessment of the value of the property given in a written report by a licensed valuer.

ZONING: Control of the use of land exercised by the local authorities.

Real Estate Jargon

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Recent Sales

RLA 175511

Lt 228 & 229 Sycamore Cres,

HAWTHORNDENE 21/03/2011 $320,000 & $300,000 Lot 228 - 1,400sqm (approx) Lot 229 - 1,100sqm (approx)

6 Margaret Avenue, GLENALTA 14/01/2011 $392,500 3Bed, 1Bath, 2Car

14 Grenache Cct, CRAIGBURN FARM 11/03/2011 $600,000 4 Bed, 2 Bath, 2 Car

21 Hamilton Street, ERINDALE 07/01/2011 $745,000 3Bed, 2Bath, 2Car

4 Howe Street, CRAFERS 25/02/2011 $675,000 4 Bed, 2 Bath, 4 Car

2/28 Ormond Avenue, DAW PARK 22/12/2010 $219,000 1Bed, 1Bath, 1Car

7 Douglas Street, EDEN HILLS 18/02/2011 $460,000 4Bed, 1Bath, 1Car

RMB 35 Upper Sturt Rd, UPPER STURT 17/12/2010 $530,000 4Bed, 2Bath, 2Car

Lt 101 Old Bull Creek Rd, MEADOWS 14/01/2011 $445,000 3Bed, 1Bath, 4Car

RMB 37 Upper Sturt Rd, UPPER STURT 19/11/2010 $312,000 3Bed, 1Bath, 1Car

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Across metropolitan Adelaide and Adelaide Hills, James Partners First National Real

Estate offers a complete property management service for Property Investors. We use

professional systems, combined with friendly, efficient customer service. Experienced

management of your Investment can be the difference between an asset and a liability.

Fiona Muehlberg will make sure customer service is the focus of the Property

Management Department, ensuring client's and customers needs are met and the

properties are managed as well as we would expect our own to be managed. If you

would like further information on the service we can provide for you please phone

8278 2333 or email rentals@jamespartners.com.au.

Property

Management

Notes

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Meet the Team

Thank You Thank you for inviting me into your home. I hold the responsibility of looking after what is normally my clients greatest asset in the highest regard and continually work towards providing the ultimate real estate service. Although I am proud of the results my team and I have achieved, my most important goal is to constantly exceed the benchmarks I have set in the real estate industry. With a business philosophy aimed squarely at customer service, innovative marketing and superior results I look forward to the opportunity of proving my commitment and ‘unbridled enthusiasm’ to creating the best possible result for you. Regards, Phil Crowder

8/225 Main Road,

Blackwood SA 5051 T: 8278 2333

www.jamespartners.com.au

Phil Crowder Principal

Chris Robson Principal

Justin Posselt Sales Representative

Stacey Tavasci Office Administrator

Janelle Liebelt Marketing Coordinator

Fiona Muehlberg Property Manager