Each office is independently owned and operated
Selling lingo.
NET PROCEEDS:
The bottom line. This is the liquid capital you receive at closing after all liens, taxes, and fees are satisfied.
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The Strategy: We focus on this number, not just the "Sales Price." A higher sales price with poor terms (like seller concessions) often means lower Net Proceeds.
EXCISE TAX (REET):
Washington State’s graduated Real Estate Excise Tax. Unlike property tax, this is a transfer tax paid by the Seller upon the sale. It is typically the largest closing cost for a seller, calculated as a percentage of the sale price.
PROFESSIONAL SERVICE FEE (COMMISSION):
The investment in the production, marketing, and negotiation of your property.
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The Breakdown: This fee is typically split between the Listing Brokerage (KW) for marketing the home, and the Buyer’s Brokerage for bringing the qualified purchaser.
TITLE INSURANCE (OWNER‘S POLICY):
While the buyer buys a policy for their lender, the Seller typically pays for the “Owner’s Policy.” This insures the buyer that you have clear title to the property, free of undisclosed liens or encumbrances, allowing the transfer to occur without liability.
EARNEST MONEY:
The buyer’s skin in the game. This is a cash deposit (typically 3-5% of the price) put into Escrow within 2 days of mutual acceptance.
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The Strategy: In a competitive market, we push for non-refundable Earnest Money (released immediately to the seller) to prove the buyer is serious and won't walk away.
CONTINGENCIES:
Exit ramps for the buyer. Common contingencies include Inspection, Financing, and Title Review.
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The Strategy: A contingency allows a buyer to walk away with their Earnest Money. My job as your negotiator is to minimize or eliminate these contingencies upfront to create a bulletproof transaction.
ESCROW HOLDBACK:
A specific negotiation tool where a portion of your proceeds is held in Escrow after closing to cover a specific repair or task (e.g., “The seller agrees to fix the fence within 10 days of closing”). It allows us to close on time even if a repair isn‘t finished.
MUTUAL ACCEPTANCE:
The moment the deal is live. This occurs when both Buyer and Seller have signed the final agreement and all changes. The clock for inspections and financing starts ticking from this date.
POSSESSION:
The legal transfer of keys.
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The Strategy: Standard possession is 9:00 PM on Closing Day. However, we can negotiate a Rent-Back (delayed possession), allowing you to stay in the home for up to 60 days after closing, giving you time to move comfortably with cash in hand.
FAQs.
Do I really need to stage the home? It’s already furnished.
We don‘t stage for living; we stage for the camera. How you live in a home and how you sell a home are two different things. Your furniture is designed for your comfort; staging is designed to create a sense of scale and possibility for the buyer. Our edit often involves removing 30-50% of personal items to make the square-footage feel expansive.
Can we price it higher to leave negotiating room?
Overpricing is the fastest way to kill a sale. Today‘s buyers are data-savvy. If a home is priced above market value, they don‘t make low offers—they just don‘t show up. We price at the compelling edge to drive traffic. When we create competition, the market bids the price up for us.
What is the Review Date strategy?
Concentrating demand. Instead of reviewing offers as they trickle in one by one, we may set a specific Offer Review Date (e.g., the following Tuesday). This forces all interested buyers to submit their best offers simultaneously, creating a blind auction environment that typically maximizes the sales price.
How do you handle a low appraisal?
We prepare for it before we accept the offer. In a rising market, the bank‘s data often lags behind reality. If we suspect the home won‘t appraise for the sales price, we negotiate an Appraisal Gap Guarantee upfront. This requires the buyer to bring extra cash to cover the shortfall, ensuring your price is protected regardless of what the bank says.
Is it better to sell first or buy first?
This is a liquidity question. If you buy first, you likely need a Bridge Loan or a Contingent Offer (which makes you a weaker buyer). If you sell first, you have cash but need a place to go.
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The Solution: We often negotiate a Rent-Back on your sale. You sell your home, get the money, but keep the keys for 30-60 days, allowing you to buy your next home with cash power and zero stress.
