Some homeowners can and will sell their homes themselves and save the commission paid to the real estate agents. However, as you have read above, selling your home means that you will be responsible for placing ads, answering phones, showing your home to strangers, evaluating and pre-qualifying buyers, attempting to negotiate the offer(s) and dealing with the buyers that realize you are not working with a real estate agent and will offer less for your home.

The first time a prospective buyer just shows up at your door during the dinner hour, or wants a showing when you are on your way to church, your child's ball game, or work, you may decide that an agent's commission is a bargain. Also remember that a real estate agent's business is selling homes. The agent knows a great deal about marketing your property, setting a sales price, preparing for the buyer's offer(s), evaluating the offer and the different types of financing that an offer may entail. Here are some of the advantages professional agents offer:

• They will help you to establish a fair asking price for your home;
• They will list your home for sale in their multiple list system (MLS) and on the Internet;
• They will set up and pay for the advertising of your home for sale;
• Their office will coordinate and schedule the showing of your home, and a real estate agent will be present during the showing of your home;
• A key box system will be set up at your home so your home will be available for showings at reasonable hours when you are not home;
• The buyer's agent will screen out most of the buyers that are not capable of purchasing your home, since they will not waste their time showing a home that their buyer cannot purchase;
• The agent will also be able to refer you to resources for insurance, inspections, legal counsel and mortgage financing;
• Your agent will negotiate with the buyer on your behalf.

Negotiate the Listing Agreement - Interview several real estate agents. Understand the program the agent proposes for selling your home. Understand what services are included in the commission. Are there any fees other than the commission charged? How much is the commission and how is the commission split between the buying agent and the listing agent? Understand who the agent represents and under what circumstances that representation may change.

Determine the Listing Price.  Have the real estate agent you chose provide you with a comparative marketing analysis of your property as compared to other like properties. Ask for the agent's assessment of the market and his or her strategy for pricing your home for sale.

What sells real estate?  The condition of your home, the sales price, the terms and conditions of the sale, your home’s availability for showings and the shape of the market.
In preparing to list your home for sale, do the following:

Prepare your home to be shown.

Clean everything. First impressions upon walking into your home are the lasting ones

our agent has a program set up to do this for you. It should encompass the MLS, the Internet, local newspapers, home buying magazines, open houses, electronic aids (i.e., Talking House transmitters, 800 telephone numbers), brochures and agent tours.

This is always a controversial issue. Let common sense be your guide.

• Don't be in the home during a showing. If at all practical, take a walk, go to the store, or drive around for 15 minutes.   It is better if you are not on the premises when the property is being shown. Buyers can and will feel uneasy if they feel the homeowner in the area. The last thing you want is for the buyer to feel uncomfortable in your home. If you do need to be there because the baby is sleeping, or some other valid reason, then by all means be there. Just smile and try to make the buyer feel welcome. Assure the buyer that you will stay out of their way and let it go from there.
• Security can be a concern. Never let a buyer in your home without their buyer agent, especially if you are alone. Their buyer agent will have done some preliminary work with the prospective buyer for mortgage pre-qualification. The agent will also be watching their clients as the home is shown. For the most part there are rarely problems, but crime does happen. Jewelry will walk away; so will money and other valuables.
• Always lock your valuables away or remove them from the premises before your home is shown.
• During the day, have the curtains/drapes open.  Some fresh air spray, carpet deodorizer and a clean home throughout can't hurt. You want your home to be bright, cheery, uncluttered and open.
• During the evening, turn the lights on, add a little mellow music, focus on nice fresh scents throughout your home (fresh scents can also be your dinner cooking on the stove) and again, have a clean home

• Sit down with your agent and review the offer:

  • What terms and conditions are being proposed?
  • Have they included all of the appropriate and practical forms, notices and disclosures required to buy your home under the terms that you desire.
  • Have they included the Lead Based Paint disclosure and Maryland's Disclosure or Disclaimer Statement?
  • Are they going to conduct a home inspection, pest inspection, water test, well test and/or other inspections or testing?

  Your agent will estimate your closing costs and arrive at the approximate net proceeds to be derived from the sale of your home, should you accept the offer before you.

  Now is the time to strategize: Can you determine if the buyer is able or willing to pay more for your home? Can you anticipate a better offer from some other buyer? Do the offer's terms meet your needs and are they acceptable?

  If you find the offer acceptable, sign it. If you find the offer close to the terms and price that you need, then have your agent modify the buyer's offer and make the buyer a counter-offer. If you see no merit in the offer, reject it and look for the next buyer's offer.

• The Buyer’s Agent will deliver copies of the executed contract to the Buyer, the Buyer’s lender, and the title company that has been selected to conduct the settlement.
• The Buyer pays the lender for the appraisal and full mortgage credit report.  The Buyer’s Agent will schedule all of the appointments with the selected home inspector, pest inspection vendor, and any other inspectors desired by the Buyer.
• The Buyer’s Agent will meet the home Buyer at the property to conduct the inspections.  The inspections may include a home inspection, pest inspection, well and septic inspection,
• The Buyer will coordinate with the selected insurance agent to obtain a home owner’s insurance policy for coverage required by the lender no later than 10 days prior to settlement

Settlement is an exciting day! 

• Before Closing
• What to Bring
• At the Settlement T

Before Closing

• Start looking for Homeowners Insurance – the home Buyer MUST have insurance on the home before settlement.  Talk to a number of insurance companies to get the best rate.
• Get a head start and plan your move – The Buyer should schedule time to get belongings sorted and packed for the move.  This can be a large project for some people.
• Each person on the loan must be present at Settlement – This means that if the Buyer has a co-signer, both parties must attend.  If for some reason one or all parties cannot be present at settlement, a person must be appointed the Power of Attorney to sign for the missing party.  If the Buyer or another party will be absent, be prepared to appoint a Power of Attorney before settlement.
• To appoint a Power of Attorney, a property-specific Power of Attorney document must be signed by all parties (Buyer, Buyer’s  spouse or co-signer, and person appointed) and notarized. This document must be submitted to the lender and title company prior to settlement, along with a copy of a valid government-issued photo identification card of the appointed person. The person who is appointed the original Power of Attorney must be present at closing and verified. The absent person(s) will be asked to verify over the phone that the person who has been appointed the original Power of Attorney is present and has approval to sign for them at closing.
• Your Realtor will get a list of the utility providers and coordinate with the Seller’s agent when to have the Seller transfer the utilities so that the Buyer can arrange to have them turned on and put in the Buyer’s name.
• The Buyer’s Agent will conduct a walk-through of the home within 5 days of the settlement date, ensuring that the home is in basically the same condition as when originally contracted.  Un-repaired damage in the home sustained in the moving process by the Seller or from other causes, can be an issue requiring further negotiation.  Ensure that all the appliances are still working and that everything is in order as expected.

What To Bring

• In addition to meeting all the pre-closing requirements, there are certain items that the Buyer will need to bring to settlement in order for a smooth closing. Without these items, the closing may be delayed.
• The Buyer should verify that all necessary deposits and all paperwork including mortgage, title, homeowners insurance, and any other paperwork required by local or state governments have been completed.
• The home Buyer needs to bring a valid photo ID, like a driver’s license or passport, to settlement. 
• The home Buyer will be required to obtain a check for certified funds or cashier’s check for the balance of funds required for settlement.  This check can be made payable to the home Buyer or the title company.  A personal check for any funds owed by the Buyer at settlement will not usually be accepted by the settlement agent.

At The Settlement Table

• The Buyer’s Agent, Buyer, Seller, and the Seller’s Realtor shall attend settlement.  This is the final step.  All fees are calculated, accounts adjusted, and credit/debits documented on the Housing and Urban Development Settlement Sheet, also known as the “HUD1.”  All invoices from different vendors, the lender, and title company are signed and officially executed.  The outstanding balance of funds as “cash due from Buyer” is to be paid by the home Buyer at settlement.  The title company shall refund any monies due the home Buyer, should the home Buyer provide an amount greater than that owed.
• When all the papers are signed, the home Buyer will be provided with a copy of everything for their records.  These should be kept in a safe place.
• At the conclusion of settlement, the Seller gives the home Buyer the keys to their new home.