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Sale Process

How To Sell?


Selling your home can be a time consuming and stressful process.

There’s a lot to consider – should you buy or sell first? When is the best time to sell? How do you choose a sales consultant? What’s the best way to market and sell your property? And those are only a few of the major considerations!


We want to make sure that you’re well informed of the whole selling process and know exactly what to expect every step of the way. The Harcourts Sellers Guide will cover everything you need to know from start to finish.



Dress Up Your Property For Success


Harcourts would like to share some simple presentation tips with you, which may help to present your property in the best possible light. It is often the little things that can make the biggest impact. For example, first impressions really do count because it is estimated that over 50% of properties are sold even before the prospective buyer steps through the front door! These are just a few practical ways in which you can make an instant, positive impression, which will go a long way towards making a successful sale.



Outside Appeal

  • Remove bikes, tools, and any clutter
  • Keep lawns mowed, paths edged, hedges trimmed, and gardens weeded
  • A few well-positioned flowering potted plants can create a welcoming appearance
  • Having the exterior washed and windows cleaned can make an enormous difference
  • Paint or wash fences, gates, screens,
  • steps and the front door
  • Ensure your pets are secured so that they won’t pose a threat or annoy visitors
  • Outside lighting is a must for evening inspections



Positive for Impressions

  • Your front door and entranceway are areas that can make a powerful first impression
  • A newly decorated front entrance with attractive topiary shrubs either side can be effective
  • Position an attractive plant or piece of art to add that final touch



Appeal to the senses

  • A general spring clean will freshen the look and the air
  • Turn on enough lights when showings are being held to compensate for any dark areas
  • Use odor neutralizers to dispel cigarette or animal smells. The delicious aroma of brewing coffee or freshly baked bread will convey the impression that you enjoy your property
  • Place freshly cut flowers throughout your property
  • Interesting knick-knacks, books or artwork in feature areas around your property can encourage visitors to linger.
  • Bathrooms should be gleaming. Repair any broken tiles and reseal around the bath and basin if necessary. A dish of scented potpourri or soaps adds a nice touch, but avoid overpowering scents
  • Turn the radio or TV off, maybe in favor of restful music
  • Make sure the temperature inside is comfortable – even light the fire in winter



It’s the little things that count

  • Attend to any small maintenance jobs such as sticking doors or windows, dripping taps, squeaking hinges, loose door handles, blown light bulbs or faulty switches.



Create a feeling of spaciousness

  • Ensure your kitchen is spotless, the working areas are uncluttered with tidy cupboards and pantry
  • Make sure closets are tidy – they’ll look larger
  • Mirrors in smaller rooms can convey the feeling of more space
  • To enlarge room size appearance, perhaps look at moving some furniture and ornaments into storage



Style to impress

  • Once clutter free, consider using a home stylist or home staging service. Home stylists will take a look at your space, and then loan you the furniture which is the size and style best suited for your home, which will make a space look bigger, comfortable and livable.
  • Speak with your sales consultant who can help you organize a staging service.



Open Homes


Why choose to hold open homes when selling?


Open homes are one of the most effective ways of marketing a property and attracting interest from a wide variety of buyers. Some of the advantages are:

  • You have plenty of time to ensure your property is tidy and ready for inspections
  • You can control the viewing times
  • Open homes can create plenty of activity, even in a slow market
  • Interest and activity can trigger urgency with buyers
  • Your sales consultant will have the opportunity to talk to numerous people about your property is a short space of time
  • Comments from open home visitors can provide feedback on price, presentation, sales appeal, etc.


Preparing for an open home


Buyers purchase with emotion rather than with logic. To enable your sales consultant to encourage a potential buyer to take emotional ownership of a property, we recommend that sellers are not present in the property during open homes.

The way your property is presented for sale will be different to the way it is presented when you live in it. The reason for this is we want to ensure buyers feel as though they can picture themselves living within the home as they inspect the property. That’s why it’s also recommended that personal effects are put away, such as photographs, mail, personal items on the refrigerator etc.


We understand it can be difficult to detach from your property, but try to think of your existing home in a practical sense when preparing for an open home and start to think of your next property as your new home.





During the open home, we will take the utmost care in looking after your belongings. We suggest that if you do have items of value, such as jewelry, money, electronics or small ornaments, that you remove these items from view or take them with you. 99.9% of people are genuine and honest but we do not want to chance a situation occurring at your home.


While we are at your home, we will turn all of the lights on and ensure that the doors and windows are open (weather permitting). Once we have finished the open home, we will ensure that all of the lights have been turned off and any doors and windows that were opened at the beginning of the open home have been closed.


If a potential buyer or even another real estate sales consultant approaches you directly asking to view your property direct them to contact me. This way I can coordinate all interested buyers on your behalf and ensure the selling process will go as smoothly as possible.





To make the process as easy as possible, it is ideal to provide a spare key prior to the first open home that we can keep in our secure key system. That way we can access the home and lock up after each inspection and open home. We do prefer that we obtain a copy of the key prior to the first open home. Upon the successful settlement of your home, we hand over any keys that we have to the new owner. If your home is withdrawn from the market, we’ll immediately return the keys to you.



Buyer activity and how you might feel


Buyer enquiry and inspections will be at their highest when your property first enters the market. Current prospective buyers will always be quick to view a new listing and these first visitors to your property are of a very high quality as they consist mainly of people who are actively looking to buy now. They are financially prepared to act, are well educated on property values and some may have missed out on purchasing a property earlier so will not hesitate to make an early offer. If this does occur, I will ask you to consider any early offers very seriously.


Once the initial rush of existing active buyers has passed, you may feel concerned or anxious as the level of enquiry decreases. Rest assured I will be staying in regular contact with all potential buyers and keep you informed as we continue to market to any new buyers entering the market.




Completing The Sale


Receiving an offer


Our commitment to you is to bring you any offers formally in writing. Our agents will ask interested buyers to sign a standard approved contract with their offer and any conditions of sale requested. They will then inform any other interested parties that an offer is being made and ask if they too would like to put in an offer. This system ensures it remains fair to all parties and hopefully provides us with a multiple offer situation where buyers are now acting quickly and competing to win your property.


As the seller, you can then accept the offer, reject it or countersign it. Countersigning usually occurs when you are not satisfied with the price offered and/or conditions included and wish to subsequently alter them. The contract will then be brought back to the buyer for their consideration. If accepted, the buyer will initial your alteration and the property is under offer subject to any conditions that the contract may contain. Alternatively, the buyer also has the right to countersign. Our Agents will continue negotiations between you and the buyer until you are both in agreement or until it’s clear an agreement cannot be reached.



After an offer is accepted


Once an offer has been accepted and all parties have signed the contract, the buyer will be asked to pay a deposit. This usually equates to 10% of the purchase price. Once paid, this deposit is held in a trust account until the contract is confirmed, i.e. becomes unconditional in all respects. Note this process is different depending on the type of sale i.e. a property purchased at auction will usually have an unconditional contract.





Settlement generally takes place between you and the buyer and your legal/financial representatives. Officially, it’s where ownership passes from you to the buyer, and the balance of the sale price is paid to you or your financial institution.

As the seller, you would have set the settlement date within the contract of sale. Settlement usually occurs 30-90 days after the contract has been signed, depending on what has been agreed upon.On settlement the buyer’s solicitor will exchange the following with your solicitor:

  • Monies
  • Transfer documentation
  • Keys to the property


Harcourts Complete


Once the sale of your home has settled, it’s now time to settle into your new home! When preparing to move there are always so many things to organize and remember. Often, it’s the little things that make all the difference.


Harcourts is committed to providing a complete experience for you. Whether you’re buying, selling, renting or if we are managing your property you have access to our Harcourts Complete service. This service is free and provides all the relevant real estate services that you will require before, during or after your transaction. We can take care of a wide range of services including arranging your connections, conveyancing, home loans, tax depreciation and insurance.

Harcourts Complete also provides relevant real estate information that assists with moving and will keep you up to date with what is happening in your local market.


If you’d like help with any of the services, we offer through Harcourts Complete, speak with your sales consultant or visit harcourtscomplete.com.au