What Buyers Want
The more informational goodies you offer buyers, the more confident they’ll be doing business with you. Some of these items are a must. Others are nice to have.

1. A seller disclosure form, particularly if your state requires it. This is the document on which you identify the condition of the property and its features, including any material defects in the home or appliances that you’re aware of, as well as the presence of such elements as mold, lead paint, asbestos, radon, or underground storage tanks. Most states have standard forms that you’re required to complete. Your listing agent (salesperson) will provide one for you to fill out. Not disclosing what you know about conditions or repairs (also see No. 2) can be the basis for a lawsuit by buyers.

2. Copies of any home and termite inspection reports, along with estimates of the costs for any needed repairs or fumigation that you’ve obtained.

3. A statement about the property’s location in a floodplain, wetland, or shoreline, and notice of any pending changes you know of in zoning, property tax assessments, or special assessments.

4. A binder with the condo or homeowners association’s covenants, bylaws, and restrictions, if applicable.

5. Photographs of popular neighborhood amenities, such as local parks and the recreation center. If you sell in winter and, in the summer you have a lovely garden or landscaping, be sure to provide a picture of that.

6. Comparables. Your listing agent can make copies available.

7. Current property tax data and, if available, a year’s worth of utility bills.

8. A list of any appliances, furniture, or fixtures staying with the house.

Want to be an overachiever? Combine these items into a binder or create flyers that summarize the home’s features, room sizes, high-speed data lines, lot size, taxes, and assessments. Include a map showing the location of schools, hospitals, libraries, public transportation, supermarkets, and other services and retailers in the vicinity. To cap it off, provide cookies. Buyers will linger longer.

Source: REALTOR® Magazine Online

Editor’s note: This information isn’t a substitute for legal, tax, or other professional advice.

March 2003 COVER FEATURE
How to Get it Done: For Your Customers

REALTOR MAGAZINE ONLINE