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YO U R E XC L U S I V E G U I D E TO

SELLING A LUXURY HOME

PRESENTED BY

LE E TAN

🤍🤍 "Dear Lee, you were there for us the whole

way. We were in this house for 40 years. We love it here, but the house was in original condition. It needed so much work that I felt it was very hard to get a buyer. You came through for us. INCREDIBLE!! You worked so hard for us. Not only that.. but you looked after us like a loving daughter. No one can match you in Real Estate or caring for people's feelings. Anyone would be lucky to have you work for them! You will be a winner if she is on your side. Thank you, Lee!" 🤍🤍 - ROSE AND DEL WILKINSON

LE E TAN REALTOR®, CLHMS, CRS

778.223.2029 LEETAN@LIVE.CA www.CallLeeTan.com CONNECT WITH ME: 5487 West Boulevard Vancouver, BC V6M 3W5

CO NT ENTS Introduction

My Commitment to You

Define Your Goals

Price Your Property

Prepare Your Home

Market the Home

Show the Home

Ask For Feedback

Negotiate the Offer

Remove Contingencies

Close the Deal

Moving Out Checklist

Frequently Asked Questions

A Home Seller's Glossary

YO UR GUIDE TO SE LLI N G A HOME IN THE P R E STI GIOUS MARKET Selling a luxury home requires calculated finesse, the right connections, exceptional marketing capabilities, and a thorough understanding of the luxury market. My exclusive guide is intended to provide a tangible resource in the process of selling your luxury home. My guarantee is to commit to the utmost discretion and provide personal concierge services through the process of selling your home.

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SIGNING A L I STI N G AG RE E ME N T A listing agreement is a contract between you and your Realtor. It is an agreement that says the agent has the right to list, advertise, and handle the sale of your house. It is important to understand the terms of agreement because you will be bound by them – forming an obligation of time and commitment of responsibilities. KEY FACTORS: • • • •

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Commission. The amount you’ll pay your agent. Exclusive right to sell. This gives your agent the right to sell your property. Duration. The amount of time the listing agreement is in effect. Protection clause. A clause that protects the agent or broker after the date, preventing you from avoiding payment to your agent should you find a buyer while under contract. Duties. The agreement lays out the activities the agent is authorized to conduct on your behalf. Representations. The agreement may also require you to verify certain legalities and facts about your home. Dispute resolution. Specifies how you will handle disputes that cannot be worked out informally.

M Y COMMIT MENT TO YOU It is important to work with a REALTOR® who is committed to working with you and who is also dedicated to getting your home sold in the shortest time for the most money. Your REALTOR® should guide you through the entire process – consider their knowledge, experience, and expertise. Check their track record of working with sellers – from listing a home, negotiating the price, helping with financial solutions, and understanding the local market, its property types, and property values to their knowledge of the transaction process.

RESPONSIBILITIES Educating you about the listing agency and professional responsibilities, including complete disclosure, loyalty, confidentiality, compliance, and accountability. UNDERSTANDING YOUR REQUIREMENTS Taking the time to understand the priority of your requirements – price, timeline, and relocating, even if it changes. MARKETING YOUR HOME Providing a sophisticated marketing strategy that ensures the maximum exposure of your home to the right buyers. Keeping you updated with current market trends, neighborhood fluctuations, and new sales and listings. Selling is all about having the right knowledge at your fingertips.

PREPARING AND SHOWING THE HOME Preparing your home to match buyer’s expectations, arranging the right showings, and recommending relevant experts. CONSULTATION AND NEGOTIATION Providing consultation when purchase offers are received. Negotiating the best possible price and terms for you, finding home-related service providers, and taking care of all the documentation details. CLOSING Keeping you fully informed about all activities that lead to the transaction closing.

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D E F INE YO U R GOALS DETERMINE WHY YOU ARE SELLING Everyone has different reasons for selling – as you start to go through this process of discovery, focus on what is important to you and your family. HERE ARE FOUR IMPORTANT QUESTIONS TO ASK YOURSELF: x x x x

Why do you want to move? Is there a timeline? Are you relocating? Are there financial considerations?

HERE ARE THREE IMPORTANT CONSIDERATIONS: x x x

Is this the right time for you to sell? What are the present market conditions and the implications for your sale? Does your home’s equity give you an advantage?

Recognize that every market is different, and the selling process can be a sprint or a marathon – be prepared for both.

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"After working with her, I can wholeheartedly recommend her to any seller or purchaser. Her enthusiasm, expertise, and sheer hard work was a joy to behold, and I am truly grateful that the whole thing went so smoothly and professionally!" - AYUKO INOUE

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C H O OS I N G A T I T L E COMPA N Y In preparation for selling your home, we will want to ensure the title is clear before placing it on the market. If a title is clouded (not clear), appropriate measures will need to be taken to clear it. POSSIBLE REASONS FOR A CLOUDED TITLE: • • • • •

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Recording Error Fraud Liens Probate Issues Foreclosures

PR I C E YO U R P R O PERTY PRICING IT RIGHT THE FIRST TIME While not all homes are the same, and your luxury home may have some special features, it is important that we price your home correctly from the beginning to avoid having to lower the price at a later date. The correct price can be determined by a market evaluation. Price sets “the opinion of value.” Price it too high against comparable properties, and your home may not sell. Price it too low, and you may not achieve the true value of your home.

FAIR MARKET VALUE IS INFLUENCED BY: x

Property's location

The property's condition and its unique features

Buyer demand

Prices of similar properties on the market

Recent sales

Availability for financing

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P R E PARE YO U R HOME LET YOUR HOME WIN OVER BUYERS Every home requires at least some version of preparation, whether that is de-cluttering, defining each room's purpose, staging, or major renovations. As your Realtor, we will review your home together, and I will advise you, based on my experience, what preparation is needed for your home.

HELPFUL TIPS:

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Scrutinize the home. If you were a buyer, would you want to buy this home? You have lived here and know all the pros and cons. Highlight the pros and eliminate the cons.

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Don't forget about the outside.

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M A R KE T T H E H OME THE KEYS TO GETTING YOUR HOME SOLD Each home has a unique story to tell, and the marketing should reflect that. Take time and sit down with your Realtor to discuss a marketing plan to successfully market the home. A comprehensive and customized marketing strategy will complement the time, money, and energy that you have invested in your home.

LOCATION Understanding your location’s positives and negatives is very significant in the marketing of your home. Misconceptions, preconceptions, and knowing the nuances of your home can make a significant difference in how a home is marketed, when it’s shown, and how it is positioned. LUXURY ADVERTISING For luxury homes, local advertising is not sufficient — these unique homes need exposure to the elite and discerning. I will showcase your home to these affluent buyers through publications such as The Wall Street Journal, Unique Homes, DuPont Registry, Ocean Homes, and the James Edition.

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NETWORKING AND REFERRALS Your Realtor will utilize their network and referral systems to create additional sources for potential buyers. Networking with other local, national, and international relocation experts creates a larger database. Local advertising, word-of-mouth, and open houses create referrals from local homeowners, who are the biggest advocates for having their friends and family move into their neighborhood. YARD SIGNS AND DIRECTIONAL SIGNAGE The trusted yard sign is the #1 way to show your home is for sale. It is fast, effective, and easy to spot. Directional signs help guide people to the home.

PHOTOGRAPHY Your home has five seconds to impress and grab attention. A key element to all marketing is the right photography. The right photography can give you an extra 20 seconds, and a great photo can evoke emotion. This is where they fall in love first. Skilled professionals know how to use composition, color, and lighting to enhance the subject. WEB EXPOSURE 95% of buyers look at homes online as their first step in the home buying process. This trend will continue to increase over time. Placing your home online allows the home’s exposure to be seen locally, nationally, and internationally, whether it is on a computer, tablet, or cell phone.

VIRTUAL TOURS / ONLINE VIDEO MARKETING Creating a digital experience and footprint is an integral part of advertising in the 21st century. PROFESSIONAL PRINTED MATERIALS The power of showcasing your home and its unique features through professional photography and sophisticated marketing materials is crucial to setting your home apart from the competition. Promotional materials that feature your home and are mailed to your neighbors, potential buyers, and other Realtors is one of the most powerful ways to spread the message that your home is for sale.

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Lee Tan is an honest, caring, hard working professional, patient, dependable and responsible Realtor. We are very happy about her excellent service in guiding and helping us prepare our home to sell, which achieved selling at the highest price! We are thankful and grateful for Lee's unceasing persistence and never give up effort from the bottom of our hearts!" - HUGO TSAI & CLAIRE CHENG

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S H OW T H E H OME LETTING YOUR HOME SHINE When showing a luxury home, there are always special considerations. Most often, private and pre-qualified showings are the best course of action to narrow down the field of qualified buyers. Here are some things to consider when showing your home: LET YOUR AGENT HANDLE IT A potential buyer is less likely to voice any concerns in front of you. Give them the space to explore and scrutinize. Remember, your Realtor is your ally – let them handle any concerns a buyer may have. BE FLEXIBLE Like many home sellers, home buyers are on a tight schedule. Continue to be flexible, especially if you still live in the home. CLIMATE CONTROL Make sure the temperature of the home is comfortable. You want buyers to feel comfortable and not rush the process because they are too hot or too cold. ANIMAL CARE A pet-friendly home is a great selling point. However, you don’t want your pet(s) to be a distraction. Remove them from the home temporarily or place them in a contained space. COMMUNICATE WITH YOUR REALTOR If there are special aspects to the home that you want to be featured and recognized during the viewing of the home, make sure to communicate that clearly to your Realtor.

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AS K FO R F EE DBACK KNOWING IS HALF THE BATTLE It is never easy hearing negative remarks about your home, but knowing is half the battle. The information provided could be helpful for the next showing. Following a showing, discuss with your Realtor to measure your home’s reception and consider recommendations. REVIEW:

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Are you receiving positive feedback from private showings, open houses, or broker opens? Use this feedback to enhance your home’s presentation for future showings.

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Could your home use an incentive to entice more buyers to come for a look?

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Be patient. Be open to feedback and continue to maintain an open dialogue with your Realtor.

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NE G OT IAT E T H E OFFER STARTING THE PROCESS Perhaps the most complex moment in the sales process comes when you get an offer on the home. An offer can be drafted with or without conditions. An offer without conditions is known as a firm or contingentfree offer. An offer with conditions is known as a conditional offer. Once the conditions are satisfied, the buyer or seller will be obligated to purchase or sell the property. If the conditions are not met, the buyer or seller is not obligated to purchase or sell the property. POINTS TO CONSIDER IN YOUR NEGOTIATIONS: x x x x x

The comparative condition of your home Length of time on the market Desire of Buyer Location Your urgency to sell

You can reject or accept the initial offer. If you agree to some points of the offer but not others, you would submit a counter offer. The counter offer may differ from the original offer with respect to price, conditions, closing date, and the like. Offers can be countered back and forth until one party accepts or rejects the offer, ending the negotiations altogether.

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R E M OVE CO NT INGENCIES MANAGING THE DETAILS Once both parties accept the sales contract and its contingencies, they will start to work towards removing these conditions. It is important to understand the options available to you should one of the conditions you are responsible for not be removed prior to the contract date. This does not automatically mean that the ‘deal is dead’ – having a Realtor who is a good negotiator and who will work with the buyer’s agent to find a solution is key. Equally, conditions that the buyer needs to address can also be provided with extensions – this is the seller’s choice. As your Realtor, I will advise you on the right course of action based on my knowledge and experience. Once both parties are satisfied and wish to commit to the purchase and sale of your home, a contingency removal document will be prepared for both parties to sign.

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"It is without reservation that we recommend Lee Tan to any home seller or buyer wishing a productive no nonsense experience. Lee does not rest on her listing but pushes continually toward the sale. We couldn't be happier with the work that Lee has done on our behalf." - BARB & GARTH BOWEN

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C LOS E T H E DEAL FINALIZING THE DETAILS After the contingencies have been removed, it becomes the responsibility of the legal and financial institutions to prepare all the necessary paperwork. Should any issues arise, I will contact you directly. You will need to inform the Escrow Company how you would like the funds deposited from the sale. At closing, you will sign all of your legal documents, including paperwork related to the transfer of ownership. There is usually a representative from the Escrow Company to facilitate the exchange. When closing is finished, you should not only be prepared to hand over the keys but any copies of documentation that relates to the property and its amenities. You will receive a copy of the documentation you signed together with a statement of costs. At the end of closing, the deed will be taken and recorded at the county clerk’s office.

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M OV I NG O U T C H ECKLIST Even if you are hiring professionals to move you out, there are still important considerations: Notify current utility companies – advise of new address, shut-off, and connection dates, and if necessary, moving equipment: Electric Water/Sewage Trash Gas Telephone Cell Phone Cable/Satellite Internet

Insurance – transfer homeowners insurance to the new home File change of address with postal service – start and end dates Notify DMV of new address – driver’s license, registration tags Notify your bank and credit card companies of your move and that you will be making purchases in a new area Update voter registration Updated medical records – notify doctors, dentists, pharmacists Update employer records Notify children’s school and activities of move Cancel/Update gym memberships and local memberships, if not staying in area Hire housekeeping and landscaping services to ensure the home is clean before the new buyers arrive Send out “Just Moved” cards to notify family and friends of new address

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"Thank you, Lee Tan, for selling our property at the best price! You worked tirelessly with patience and kindness, overcoming any obstacle we put in your way. It wasn't easy, but your tenacity prevailed. Great Job!" - LISA BRODER

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F R E Q U E NT LY AS K ED Q U E ST IONS WHEN IS THE BEST TIME TO SELL? When you are ready. Every real estate market is different; therefore, the best time to sell a home will be different from community to community. Don’t wait for perfect conditions to sell – they don’t exist. HOW DO I CHOOSE A REALTOR? Think of the process as equivalent to giving a job interview. Do they know your local market? Price points? Types of homes? What is their track record for sales in your community? Can they provide testimonials? Ask for references! HOW LONG DOES THE LISTING AGREEMENT LAST? Every real estate professional will have a preferred length. One thing to keep in mind when asking about the length of a listing agreement is the average days on the market. If the average days on the market in your local real estate are 75, a 90-day listing agreement may not be enough. HOW MUCH COMMISSION SHOULD I PAY? Commission is negotiable, period. The saying “you get what you pay for” is true when it comes to real estate too. Choosing a real estate professional based solely on the fact they offer the lowest commission amount is a mistake made by home sellers when choosing a real estate professional to sell their home. CAN I GET OUT OF A DEAL SHOULD I DECIDE THE PROPERTY OR DEAL ISN’T RIGHT FOR ME? Don’t be afraid to back out of the deal; you have never gone too far until the contingencies have been removed.

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A H O ME S E L L E R ’ S GLOSSARY When selling a home, it’s important to understand some of the key concepts and terms. Throughout the selling process, your Realtor will be available to explain any unfamiliar terms you encounter. That said, here is a short list of terms you’ll want to know: ABSTRACT OF TITLE – A complete historical summary of the public CONTINGENCY – A clause in the purchase contract that describes certain records relating to the legal ownership of a particular property from the conditions that must be met and agreed upon by both buyer and seller time of the first transfer to the present. before the contract is binding. ADJUSTABLE RATE MORTGAGE (ARM) – Also known as a variable-rate CONVENTIONAL MORTGAGE – One that is not insured or guaranteed by the loan, an ARM is one in which the interest rate changes over time. federal government. AGREEMENT OF SALE – Also known as contract of purchase, purchase COUNTER OFFER – An offer, made in response to a previous offer, that agreement, or sales agreement according to location or jurisdiction. rejects all or part of it while enabling negotiations to continue towards A contract in which a seller and buyer agree to transact under certain a mutually-acceptable sales contract. terms spelled out in writing and signed by both parties. DEBT-TO-INCOME RATIO – A ratio that measures total debt burden. It AMORTIZATION – The process of reducing the principal debt through a is calculated by dividing gross monthly debt repayments, including schedule of fixed payments at regular intervals of time, with an interest mortgages, by gross monthly income. rate specified in a loan document. DEPOSIT – The amount of money provided from the buyer to the seller APPRAISAL – An appraiser’s estimate of the market value of a property, as a token of the buyer’s assurance and intention to buy the property based on local market data and the recent sale prices of similar properties. involved. The deposit is applied against the purchase price of the home once the sale has closed. Your agent can assist you in proposing an ASSESSED VALUE – The value placed on a home by municipal assessors appropriate amount for the deposit. for the purposes of determining property taxes. DISCLOSURES – Disclosure statements, which can come in a variety of CLOSING – The final steps in the transfer of property ownership. On the forms, are the buyer’s opportunity to learn as much as they can about Closing Date, as specified by the sales agreement, the buyer inspects the property. Seller disclosures include knowledge of issues with the and signs all the documents relating to the transaction, and the final home. They serve to inform buyers, and they can protect the sellers from future legal action. It is the seller’s chance to lay out anything that can disbursements are paid. Also referred to as the Settlement. negatively affect the value, usefulness, or enjoyment of the property. CLOSING COSTS – The costs to complete a real estate transaction, in addition to the price of the home and may include: points, taxes, title DOWN PAYMENT – The money paid by the buyer to the lender at the time insurance, appraisal fees, and legal fees. of the closing. The amount is the difference between the sales price and the mortgage loan. Requirements vary by loan type. Down payments CLOSING DATE – This is usually the date that the legal ownership of the less than 20% usually require mortgage insurance. property transfers from the seller to the buyer. EARNEST MONEY – A deposit given by the buyer to bind a purchase CONDITIONS OR "SUBJECTS" – Items that are usually put in place to offer and which is held in escrow. If the property sale is closed, the protect a party’s interests upon selling or buying the property and refer deposit is applied to the purchase price. If the buyer does not fulfill all to things that must occur or be in place before the sale closes. Some of contract obligations, the deposit may be forfeited. these conditions could be “subject to financing approval,” “subject to the strata council allowing pets,” “subject to the buyer’s house selling,” EASEMENTS – Legal right of access to use a property by individuals or “subject to seller finding suitable housing,” etc. groups for specific purposes. Easements may affect property values and are sometimes part of the deed.

EQUITY – The value of the property, less the loan balance, and any PRE-APPROVAL LETTER – A letter from a mortgage lender indicating that a buyer qualifies for a mortgage of a specific amount. It also shows outstanding liens or other debts against the property. a home seller that you’re a serious buyer. ESCROW – Funds held by a neutral third party (the escrow agent) until conditions of a contract are met and the funds can be paid out. Escrow PRINCIPAL – The amount of money borrowed from a lender to buy a accounts are also used by loan services to pay property taxes and home or the amount of the loan that has not yet been repaid. Does not include the interest paid to borrow. homeowners insurance. FIXED-RATE MORTGAGE – A type of mortgage loan in which the interest PURCHASE CONTRACT – A detailed written document that makes an offer to purchase a property, and may be amended several times in the rate does not change during the entire term of the loan. process of negotiations. When signed by all parties involved in the sale, HOME INSPECTION – Professional inspection of a home, paid for by the the Purchase Offer becomes a legally-binding sales agreement.* buyer, to evaluate the quality and safety of its plumbing, heating, wiring, PURCHASE PRICE – The amount that the buyer is offering to pay for appliances, roof, foundation, etc. the property, usually dependent on market conditions and may differ HOME WARRANTY - Service contract that covers the repair or from the seller’s current asking price. There is no “normal” amount or replacement of home system components and appliances that percentage that a price will differ from its asking price, as the final price will be determined by many factors, including the seller’s motivation break down. and how close the asking price is to actual “market value.” HOMEOWNERS INSURANCE – A policy that protects you and the lender from natural disasters and liabilities such as a visitor injury or damage TERMS – An offer includes certain “terms,” which specify the total price offered and how the financing will be arranged, such as if you will to your personal property. arrange your own with a financial institution or mortgage broker or if INCLUSIONS AND EXCLUSIONS – Specifications within the offer that you wish to take over the seller’s mortgage (assumability). detail the items to be included or excluded from the purchase of the property. Typical inclusions are appliances, window coverings, fixtures, TITLE – The right to, and the ownership of, property. A Title or Deed is sometimes used as proof of ownership of land. Clear title refers to a title and decorative pieces. that has no legal defects. LIEN – A claim or charge on property for payment of a debt. With a mortgage, the lender has the right to take the Title to your property if TITLE INSURANCE – Insurance policy that guarantees the accuracy of the title search and protects lenders and homeowners against legal you don’t make the mortgage payments. problems with the title. MARKET VALUE – The amount a buyer would pay a seller for a home. An TITLE SEARCH – A historical review of all legal documents relating to appraised value is an estimate of the current fair market value. ownership of a property to determine if there have been any flaws in MORTGAGE INSURANCE – Purchased by the buyer to protect the lender prior transfers of ownership or if there are any claims or encumbrances in the event of default (typically for loans with less than 20% down). on the title to the property. Available through a government agency like the Federal Housing TRUTH-IN-LENDING ACT (TILA) – Federal law that requires disclosure Administration (FHA) or through private mortgage insurers (PMI). of a Truth-In-Lending statement for consumer loans. The statement POSSESSION AND ADJUSTMENT DATES – When the buyer takes includes a summary of the total cost of credit. possession as specified in contract of purchase sale and adjustments are made for prepaid taxes, maintenance fees, etc. They are usually the * The Purchase Offer and contract procedures vary by region. same date. POSSESSION DATE – The date, as specified by the sales agreement, that the buyer can move into the property. Generally, it occurs within a couple days of the Closing Date.

I would like to thank you for giving me the opportunity to represent you. My goal and commitment is to make the home selling process as seamless as possible. Regardless of your real estate needs, know that I am always here to assist you because I am not just providing a service, I am building a relationship.

- Lee Tan