Thinking of Selling Soon?

1. The
M A X I M U M P A Y O F F
For Sellers
GUIDE

2. PROVEN TIPS & APPROACHES
TO GET YOUR HOME SOLD
We want to thank you for giving us this opportunity to
apply for the job of selling your home.
Many agents strive for customer satisfaction, but on our team, satisfaction is
not enough. We work constantly to improve our systems and processes, and as
a result we go well beyond the standard level of service provided by most
Realtors. We are obsessed with serving our clients in a way that leaves them
feeling thrilled by our team, not merely satisfied by it.
WHO WE ARE.
WHAT THINGS SHOULD BE DONE TO PREPARE YOUR HOME FOR SALE?
HOW DO WE DETERMINE AN ACCURATE SALES PRICE?
WHAT SERVICES DO WE PROVIDE?
WHAT KIND OF MARKETING DO WE DO?
As a seller, our main objective is to get you the most amount of money in the
least amount of time -and with the fewest hassles. Our unmatched expertise,
phenomenal service, and aggressive marketing allow us to achieve that goal
time and time again.
There are many factors involved in selling a home, but it really boils down
to four things: Aggressive marketing, a sound pricing strategy, having the
experience to make appropriate adjustments to ever changing market
conditions, and finally, having an agent who is fully invested in your best
interests. This guide will go over all of those elements in great detail, so
grab of cup of coffee, kick your feet up, and prepare to be blown away!
FIND OUT THE FOLLOWING:
TEAM-BERG.com

3. Member of Chicago Association of Realtors, Illinois Assoication
of Realtors and National Association of Realtors (NAR)
16 years in the Real Estate Industry (full time)
Over $600 Million in Real Estate Sales
Over 1,600 Transactions
2004 Rookie of the Year Chicago Association of Realtors
2005-2018 Top 1% in Chicago Association of Realtors
Quoted as a real estate expert in CNN-Money, Chicago Tribune,
Sun Times, and Inman News.
HOW DO WE SET OURSELVES APART?
Member of Chicago Association of Realtors, Illinois Association of
Realtors and National Association of Realtors (NAR)
15 years in the Real Estate Industry (full time)
Over $700 Million in Real Estate Sales
Over 1,700 Transactions
2004 Rookie of the Year Chicago Association of Realtors
2005-2018 Top 1% in Chicago Association of Realtors
Mike Berg was listed in top 20 selling agents in DuPage County
Licensed appraiser for 14 years
S c o t t B e r g
S c o t t B e r g
M i k e B e r g
We provide direct and attentive one on one service to all of our clients. We have been in
business since 2004 & have found many benefits in remaining an independent brokerage.
Everything from giving personalized, individualized service to everyone of our clients
needs, to remaining nimble enought to keep up with the latest technologies and trends in
real estate.
The reality is, your hiring an agent to get your home sold, -not a company. We spend our
time and money on our clients... not training new agents or wasting money trying to
promote a franchise. We focus on the best and most proven ways to market homes while
continuously educating ourselves on the latest market shifts and technologies. We are
able to test out the latest strategies and make quick changes depending on what may or
may not be working. Large franchises have a tendency to focus too much on their brand
and offices while missing the opportunities to directly help their home buyers and sellers.
Team-Berg focuses on being pro-active to our clients needs, while many larger offices
spend their time being reactive putting out fires and trying to not lose their agents to
competeing realty companies.

4. We Are Ranked in the Top
1% of all
Last Year, Team Berg outsold 99% of
all other Realtors in the greater
Chicago Metro area.
So what does this mean to you as a
potential home seller?
It means that you could call and interview 100 Realtors over the next week
and listen to 100 different presentations about how those Realtors plan to
market and sell your home.
After all of your research, Scott & Mike Berg and their team will be, hands
down, your best option for selling your home.
The facts are the facts. We consistently sell homes at higher prices and with
less time on the market than our competition. Saving you time and money.
Real Estate Agents

5. We allow you to CANCEL YOUR LISTING ANYTIME. Most
brokers will not give the consumer this right. You might ask
yourself why brokers need to “lock you up” for four to six months
or charge you to get out of the contract early. Why would they be
afraid to give you the right to cancel? Our philosophy is that we
would rather strive to earn your business every day. We are
condent that we can provide a superior level of service and care.
If we don’t, we don’t deserve your business. It’s that simple.

6. The price of the house
The number of bedrooms and bathrooms
The school districts
The architectural style
The features and amenities
The marketing we will do to promote your home has only ONE purpose
— TO INCREASE AWARENESS among potential buyers and their agents,
driving traffic to your door.
Once the buyer reaches your door, the job of marketing is over.
Now your home has to compete with other available homes on the balance of
two items: features and price.
If your home has more features that appeal to buyers or if it is priced lower
than comparable homes, your home will stand out as the better value.
Conversely, if your home lacks the features that potential buyers desire, your
only option is to compete on price.
To be effective, your home should stand out as one of the top two to three best
values in your immediate marketplace.
Further on we will explain what influences price and how we will help you
arrive at an accurate asking price for your home.
When buyers arrive at the front door, roughly 80 percent of their criteria has
been met. They already know:
What the buyer is looking for now is validation: “Could this be the right house
for me?”
Through staging and repairs, we can help you present the home to its best
advantage.
How do buyers search
for, and evaluate,
homes?

7. Would you trust your life to a surgeon who had only done a
couple of successful procedures? Or, if you were on trial for
murder, would you consult a lawyer who had only been In court
a few times?
Think about this!
Of course not, because there’s a lot at stake,
and real estate is no different.
• You shouldn't hire someone who's heavy on promises and
light on delivery.
• You shouldn't hire an agent who has a questionable track
record of success.
• You shouldn't hire an agent who lacks a strong support staff.
• You shouldn't hire an agent who doesn't have the necessary
funds to market your home.
• You should hire Team Berg

8. "Mike Berg helped us make the decision to list and our
place sold in 48 hours. He was completely engaged
and responsive throughout the entire process. He went
above and beyond and we were completely satisfied.
Would recommend Mr. Berg to anyone looking to buy
or sell a home!"
-Paul Lendman
With the typical agent, you only discover potential deal-killing repairs after
you are already under contract - when the buyer hires a home inspector to
scrutinize every aspect of your home.
Discovering and repairing problems early in the marketing process places you
in control, eliminating the stress of making repairs on teh buyers' schedule.
Having your house in move-in condition also helps you avoid delays to closing
and demonstrates to buyers, agents and the buyers' home inspector that your
house has been very well maintained.
We want buyers to focus on how they would live in your home -not what they
would have to repair.
Additionally, your house will stand out from the competition as a better value
and command a higher price. I will also recommend trustworthy, professional
contractors to address any repairs that are needed. The extent that these
repairs are made will directly affect your listing price. You have the ability to
command a higher asking price and substantiate it when your home is in top
condition.
CONDITION
REPORT

9. Preparing Your
Home
Did you know well-placed furniture can open
up rooms and make them seem larger than they are?
Or that opening drapes and blinds and turning on all the lights
make a room seem bright and cheery?
It's a fact: acquiring the highest market value and elevating your home
above the others in the same price range often comes down to first
impressions.
Exterior
Keep the grass freshly cut
Remove all yard clutter
Apply fresh paint to wooden fences
Paint the front door
Weed and apply fresh mulch to garden beds.
Clean windows inside and out
Wash or paint home's exterior
Tighten and clean all door handles
Ensure gutters and downspouts are firmly attached
Interior
Remove excessive wall hangings, furniture, and knickknacks (consider a self
storage unit)
Clean or paint walls and ceilings
Shampoo carpets
Clean and organize cabinets and closets
Repair all plumbing leaks, including faucets and drain to traps
Clean all light fixtures
For Showings
Turn on all the lights
Open drapes in daytime
Keep pets secured
Play quiet background music
Vacate the property while it is being shown

10. 25 Tips to Prepare for a HOME INSPECTION
Remove grade or mulch contact
with siding. Six or more inches of
clearance is preferred
Clean out dirty gutters or debris
from the roof
Divert all water away from the
house, i.e. downspouts, sump pump,
condensation drains etc. Grade
should slope away from the
structure. Clean out basement entry
drains
Trim trees, roots and bushes back
from the foundation, roof, siding and
chimney.
Paint all weathered exterior wood
and caulk around the trim, chimney,
windows and doors.
Seal or Point up masonry, chimney
caps.
Clean or replace HVAC filter
Point up any failing mortar joints in
brick or block
Test all smoke detectors to ensure
they are in safe working order
Have the chimney, fireplace or
woodstove cleaned and provide the
buyer with a copy of the cleaning
record
Don't do quick cheap repairs, You
may raise questions that will
unfairly cause great concern to
buyers and inspectors
Ensure that all doors and windows
are in proper operating condition,
including repairing or replacing any
cracked window panes.
Ensure that all plumbing fixtures
(toilet, tub, shower, and sink(s) are
in proper working conditions. Check
for and fix any leaks. Caulk around
fixtures if necessary.
Install GFCI receptacles near all
water sources. Test all present GFCI
reeptacles for proper operation
Check sump pump for proper
operation
Replace any burned out light bulbs
Remove rotting wood and/or
firewood from contact with the
house.
Ensure that proper grading is
followed under a deck
Caulk all exterior wall penetrations.
Remove any visible moisture.
Moisture levels in wood should be
below 18% to deter rot and mildew
Check that bath vents are properly
vented and in working condition
Remove paints, solvents, gas, etc.
from crawl space, basement, attic,
porch etc.
If windows are at or below grade,
install and /or maintain the window
wells
Have clear access to attic,
crawlspace, heating system, garage
and other areas that will need to be
inspected.
If the house is vacant, make sure
that all utilities are turned on,
including water, electric, water
heater, furnace, air conditioner and
breakers in the main panel

11. Marketing
vs
Pricing
---------------------------------
NO AMOUNT OF MARKETING WILL SELL AN
OVERPRICED HOME
MILK $3.00 MILK $10.00
ON SALE! MILK
$10.00
$10.00
$10.00
Who would you buy your milk from?
---------------------------------
THE 10/10 RULE
FIRST 10 DAYS NO SHOWINGS...
FIRST 10 SHOWINGS NO OFFER...
It's simple, if one or both these should happen, then we will re-evaluate,
adjust, or correct the plan. We will sit down and look at another Comparable
Market Analysis and any constructive feedback provided by other agents.

12. Asking Price
% of Potential
Buyers who will
look at the home
MARKET VALUE
10%
30%
60%
75%
90%
15% above
10% above
10% below
15% below
PRICE RIGHT & ATTRACT BUYERS
Pricing your property competitively will generate
the most activity from agents and buyers
1.
2. Pricing your property too high may make it
necessary to drop the price below market value to
compete with new, well-priced listings.
For example:
If you list your home 10% BELOW its Market Value, you will get close to 75% of
buyers looking at it. Versus, if you list your home for 15% ABOVE its Market
Value, you will likely only get about 10% of buyers looking at it (if any).

13. Pricing Misconceptions
It is very important to price your property at competitive market
value when we finalize the listing agreement.
WHAT
YOU
PAID
WHAT
YOU
NEED
WHAT
YOU
WANT
WHAT
YOUR
NEIGHBOR
SAYS
WHAT
ANOTHER
AGENT
SAYS
COST TO
REBUILD
TODAY
BUYERS & SELLERS DETERMINE VALUE
The value of your property is determined by what a BUYER is willing to
pay and a SELLER is willing to accept in today's market.
Buyers make their pricing decision based on comparing your property to
other properties SOLD in your area. Historically, your first offer is usually
your best.
"Totally recommend Mike, great
agent, patient, objective and truly
interested in our personal
needs, and knows
the market very well.
Thanks Mike." -Paula Recio

14. "Scott was a terrific real estate
agent ... He is a calm, persistent and
patient and I give him the highest
recommendation."
-Helen Valkavich
ASSESSING CURRENT MARKET
CONDITIONS
MARKET CONDITIONS IMPLICATIONSCHARACTERISTICS
Buyers Market
Sellers Market
Balanced Market
The supply of homes on
the market exceeds the
demand
High inventory of homes
Few buyers compared to
availability
Homes on market for longer
periods
Prices are typically lower
Your home may take longer
to sell
More negotiating room in
terms of selling price
The number of buyers
exceeds the supply/number
of homes on the market
Smaller inventory of homes
Homes sell quickly
Prices usually increase
Less negotiating room in
terms of selling price
Your property will typically
sell at a higher price
May end up with competing
offers
The number of homes on
the market is equal to the
number of buyers
Demand equals Supply
Homes sell within an
acceptable time period
Prices are generally stable
More relaxed atmosphere
Buyers have a reasonable
number of homes to choose
from
Sellers are not desperate
for offers
Both a buyers and sellers market can be located in the same town. Market factors
based on price can be a buyers market for lower priced homes and a sellers market
for higher priced homes.
*

15. Where Buyers Come
From...
3%
8%
+84%
2%
1%
Misc
Open
House
Yard
Sign
Agent
Internet
(Down 1%
from 2017)
Online Marketing
100% of home shoppers used the internet to research a specific home
78% of new home shoppers visit 3+ sites prior to taking action on a real estate
site
80% of Potential Homebuyers visit Zillow.com
Mike & Scott are "Premier Zillow Agents"
-Our listings get featured and advertised in the search engine
-We get direct communication with any interested buyers 24/7
(leads aren't passed off to other buyer agents)
-We can target sellers and buyers in your local market

16. Coldwell Banker
Baird & Warner
COMPASS
Berkshire Hathaway
Platinum Partners
@ Properties
RE/MAX
d-aprile properties
john greene Realtor
VIRTUALLY ALL REALTY WEBSITES
& many others

17. 1 ) That My Home Sells!
2) I Get the Most Amount of Money
3) It Sells in a Reasonable Time Frame
4) The Whole Process is Smooth and Enjoyable
5)________________________
6)________________________
7)________________________
8)________________________
What Are
Your Goals
when selling
your Home?

18. Critical Questions you
must ask your Realtor
Your home is obviously a large investment, so it’s
important to know the experience and track record of the
person who is supposed to help you sell it.
Ask these questions to see who will do the most for you…
Are you a licensed real estate broker? Yes
Are you FULL TIME? Yes
Do you specialize in existing home sales? Yes
Do you have a personal brochure / resume? Yes
Do you work with a team or alone? Team
How many members on your staff? 5+
Do you have a 30 day marketing plan? Yes
Do you have a verbal follow up/feedback program? Yes
What is your list price to sales price ratio? 97.5
How many transactions did you do last year? 130
Do you have virtual tours? Yes
How many websites will my home be found on? Thousands
How much do you spend on marketing each month? $10,000+
Do you provide a broker tour of homes? Yes

19. Is your office open 7 days a week? Yes
How long have you been in Real Estate? 16+ Years
On average, how long does it take a listing to sell? 55 days
How many homes have you sold in your career? Over 3,500
Do you control your marketing or does your office? I do
Can you sell my home? Absolutely!
How soon can you start? Now
"Mike is a pro's pro! He was our realtor when we
bought our first house. He then sold that house for
us and sold us another one! We put our faith and
trust into Mike and he delivered above and beyond
our expectations. He is very knowledgeable about
the home buying and selling process. He just puts
you at ease during a very stressful time. If you
want someone who will be more than just a realtor
you should work with Mike!"
-A. Pallifero
Scott helped me and my partner buy our new
home in August 2018. Scott is very down to
earth, responsive, and a good voice of reason
when navigating the big decision of buying a
home. We appreciated his flexibility in
working with us on a tight timeline, since we
had to get a deal done in a time crunch. We
would highly recommend Scott!
-Tiffany Tiberi
"Mike is very knowlegable and helpful with
questions. As a real estate investor, I have listed
many properties with Mike and saved a lot of
money using his services. I have used Mike both in
buying and selling. I have been very happy listing
my properties with Mike"
-Mark Katsis
"Scott Berg is the best agent I ever
dealt with. He is helpful, responsive,
and reliable" - Yael Gertner

20. Real estate has been practiced for over 100 years and sadly, most agents operate like they’re
still living in the dark ages. They do the “Beginner ABC’s of Real Estate” and that’s it….
How to Recognize Ineffective
Real Estate Practices
A. Advertise themselves
B. Bang a sign in the yard
C. Create a flyer for your property
D. Distribute the listing to the MLS
E. Encourage a few people in their office to show it
F. Feature an open house
Although most brokers don't realize it, times have changed and traditional real estate strategies
have become far less effective. In today's market, you don't just need a broker with many years
under his or her belt, you need one who is an expert in the area, who knows the industry inside
and out, and who will utilize the latest technology and marketing innovations to get the job done.
Getting Homes Sold
How important is the number of homes
your Realtor sells per year?
Success in real estate equals getting homes sold. The track record
of your Realtor is the only way to predict future performance.
Team-Berg has sold over 3,500 homes to
date!

21. Closing 101
House Keys
Garage door openers (or leave on kitchen counter)
A picture ID
Blank check and deposit slip for any proceeds
Mortgage balance & prepayment penalties, if applicable
Taxes and any other claims against your property
Unpaid special assessments on your property
Transfer stamps on the deed for some towns
Real estate commission
Remaining HOA fee's, if applicable
Survey fee, if applicable
Legal fees
The closing process finalizes the sale of your home and makes everything
official. Also known as a settlement, the closing is when you get paid and the
buyer receives the deed to your home.
Here are a few things to bring to the closing (if you attend it):
What can you expect?
The attorney will typically will look over & approve the purchase contract and
identify what payments are owed and by whom; prepare documents for the
closing; conduct the closing; make sure taxes, title searches, real estate
commissions and other closing costs are paid; ensure that the buyer's title is
recorded; and ensure that you receive all the money due to you. If you are not
able to attend, you can look into giving your attorney approval to sign for you, or
pre-sign all your paperwork ahead of time at the attorney's office.
What are your costs?
Sellers commonly pay the following at closing:
One of the larger costs will be paying your pro-rated taxes up to the day that
you close. Illinois taxes are paid in arrears. This means you are always behind
on paying taxes. So depending on when your closing date is, you may need to
pay up to a full year of taxes to the closing.

22. A Word of Caution...
In order to maintain the strongest negotiating position,
we recommend that you DO NOT discuss the following
information with any buyers, real estate agents,
neighbors, or anyone else, except your broker.
Reason for Selling
Urgency to Sell
Willingness to consider an offer less than listing price
Financing terms you would accept
Personal property you might be willing to include
Timing & Benefits from your company (if a corporate
relocation)
Any other confidential information