- Choose the Right Agent
The key to a successful sale is to list your property with an agent who understand both the complexities of fiduciary sales and the needs and challenges that may arise from your unique probate, estate, trust or conservatorship situation.
When interviewing agents be sure to ask:
- How many probate, estate and trust properties have they sold in the last year?
- How much of their business is focused on probate sales?
- What are the specific services that they provide that will meet the needs of your unique situation?
- What sets them apart from others and what are their references?
Be sure to list your property with a seasoned agent with in-depth knowledge of the fiduciary sales process, the real estate market, and one who offers you a full range of services. This will ensure your property is sold at its highest value while saving time and money.
2. Set Clear Objectives for the Sale:
Whether selling a small condo in Mission Valley, a mid-century home in Clairemont or a luxury home in La Jolla, Brian’s objectives are always the same:
- To get as many qualified buyers as possible into your property until it is sold.
- Effectively communicate with you, the seller, several times per week the results of our activities.
- Powerfully negotiate the highest dollar value…between you and the buyer.
3. Use a Proven Property Preparation Strategy:
The following are the market-proven steps that Brian uses in order to get a probate, estate or trust property ready for sale:
- Assists with estate liquidation and/or removal of personal items prior to sale, if necessary. Oversee a team of trusted and highly recommended professionals, included Estate Liquidators, Cleaners, Haulers, Painters, Handymen, Locksmiths and Gardeners.
- Works directly with attorneys to determine the most efficient and cost-effective way to administer the probate, trust or estate sale process. Update attorneys and clients regularly to ensure complete compliance with the estate’s wishes and all County State requirements.
- Make recommendations for upgrades and/or touch ups through our market proven Concierge Program.
4. Market Your Property for Maximum Exposure and Resale
The following are the market-proven steps that Brian knows effectively sell a probate, estate and trust property for top-dollar:
- Submit your property to our local County Multiple Listing Services with professional photos, drone footage and a “virtual tour.”
- Price your property competitively…to open the market versus narrowing the market.
- Develop a list of features of your property for brokers to use with their potential buyers.
- Contact the top agents in the marketplace to match the property with their potential buyers and deliver them a feature sheet or link to your property.
- Actively prospect at least 3 hours a day, and talk to as many as 30 people per day (150 per week) widening the range of potential buyers for your property.
- Stay in regular contact with buyer leads, sphere of influence, past clients, and neighbors for their referrals and to find prospective buyers.
- Use an address specific custom website for your property, allowing buyers and agents the ability to obtain 24 hour information and book showing appointments.
- Advertise your property in both print and online marketing websites.
- Market your property online as a featured listing on Compass.com, Realtor.com Zillow, Red Fin, Trulia, Craigslist, SanDiegoProbateandTrust.com, and other IDX websites.
- Add additional exposure through a professional sign and lock-box.
- When possible have cooperation brokers and Caravan in the area tour your property.
- Follow-up with and obtain feedback from all salespeople that have shown your property.
- Stay consistently updated on recent showings, buyer feed-back, and current market conditions.
- Pre-qualify all prospective buyers. Speak directly to all lenders to verify a prospective buyer’s ability to qualify for the loan amount.
- Represented you in all offer presentations or negotiations to ensure you obtain the best possible price and terms.
- Remarket the property within two weeks of the court date for a maximum overbid potential (if applicable).
- Handle all follow-up upon a contract being accepted…all mortgage, title, Attorney, and other closing procedures.
- Deliver your check at closing!