Every seller wants to sell their home for more.  However, selecting the right agent with the best resources is the difference between selling a house for more and having to do a price reduction!

Did you know that community videos can sell a home for two to five percent more than the asking price, AND community videos can reduce your time on the market by seven to twelve days?

Here are a few examples of community videos that sell houses faster, and for more.  Why don’t all realtors use community videos you may wonder?  The production cost of a community video rivals a Hollywood Movie with a starting price of $2,000.

If you are on a tight budget and need to cut costs, you can opt for the standard house tour.

These standard house tour videos still draw significant viewership because Twenty Three Home’s YouTube Channel is one of the most-watched real estate channels in the Metropolitan D.C. Area.

As an alternative to working with an experienced real estate agent, you might consider selling your home yourself; however, if you choose this option, be prepared to lose a lot of money and doing all the heavy lifting yourself.  In law, there is a cliche when you represent yourself in a courtroom, “You have a fool for a client!”  The same is true in real estate, according to the National Association of Realtor, the average “For Sale By Owner” sell their home 40% below the final price had they worked with a Realtor. 


Retaining a full-service real estate agent eliminates the overwhelming majority of the risk and saves time, energy, and heartache. 

We will inventory your property and educate you.

If you are not already, become familiar with such facts about your property as property taxes, zoning, lot size, square footage, etc. Look at the terms of your existing loan.

We will provide you a 30 to 120 page analysis of the current market and properties in your area.

How much are properties similar to yours selling for? What are the terms of sales? What property disclosure laws?  Virginia is a Caveat emptor Commonwealth and Maryland is not. 

We are pricing experts and will come up with a pricing strategy you are comfortable with.

We will review our pricing assessment together, and use multiple pricing analyses which will provide you clarity.  

Go-to-Market-Listing-Strategies and the Internet

Fifty-Four percent of home buyers are procured through the Intenet.  Hiring a realtor that is a good writer, or contract expert, or lives in your neighborhood, or your is your relative may be a good idea on the front-end but could lead to angst, frustration, and irritation on the backend.   The number 1 skill your selling realtor must have is exceptional Interactive (Internet) marketing experience.  We are one of the few realtors that have an integrated AI-based application suite. 

Begin with the end in mind! Or as litigators do, begin with the Jury Instructions.

Evaluate your home from the perspective of the buyer and the home inspector.  We have bullet-proof pre-walk through inspection list that reduces 80% to 90% of the seller’s risk. 

Curb Appeal:

  • What condition is the siding, trim, gutters, roof, and doors?
  • If a house with a yard, is the lawn and landscaping attractive and well-kept?
  • Are the doors and windows operational?
  • Is the grass nicely cut, are the hedges trimmed, are the leaves swept up? Are all toys put away such as bikes, scooters, etc.?


  • Are the interior paints and finishes in good condition (recently updated), or do they need to be freshened up? 
  • Are the floors updated? New carpeting, resurfacing wood, or new tile? 
  • Are the appliances in good working order?
  • Are the HVAC, plumbing, and electrical systems in good condition? Are the systems operational?
  • Are the appliances (including showers, tub, sinks, windows) in good condition?
  • Are all light fixtures working properly, and is there good lighting in each room so that prospective buyers won’t feel you are impeding visual inspection. 

Our Neighborhood Analysis has API linkage into Yelp, Google, and over 20 other sites.

We will go deep, from school rankings, walkability scores, Yelp shopping, and restaurant scores, distances to work, and much more.  Everything a buyer needs to know about the local community.  

Electronic Brochures and Videos

Most prospective buyers will want to know about the local schools, shopping, parks, transportation, etc. We are more than prepared, we will instantly provide knowledge to answer their questions.

We capture all this information in eye-popping interactive 3D home tours and videos. 

Email Servers

When you are interviewing agents, ask “What are rotating IP and SMTP servers?  Chances are the overwhelming majority of Realtors will not understand the nuances of email campaigns.  Getting a well-articulated, image-rich, email into a prospective buyer’s email box, and past the SPAM filters, these days is a near impossibility. Our email list contains over 750,000 renters in the DC Area and over the 56,000 Real Estate Agents.   We can get your listing details into the right recipients, at the right time, with the right message! 

Text Messaging

We have you fully covered, those email messages that will get caught in SPAM or not read, due to information overload, we will text your listing into thousands of smartphones.   We leave no stone unturned.

Social Media

Now that you know what advertising will cost, create a plan on how to best (within your budget) reach prospective buyers, both local and out-of-town. Since many people do relocate from a distance, be sure to include Internet advertising in your plan. If your town is large enough, the “local” newspaper might have a national edition that you want to place your ad in, at least periodically.


At the very least, you will need a well-written few sentences that will run as a classified ad or a photo box ad. In addition, you might decide to run a larger, custom-designed ad in the paper and/or to use as flyers to hand out at open houses (or anywhere else you might meet prospective buyers). Don’t skimp on this. A professional, well-crafted ad can attract buyers while a poorly designed and executed one can turn buyers off to your property. Even if you do not have full service agent representation, you may consider assist-to-sell, which some agents offer at a lower price.

Purchase and install a “for sale” sign

This should be well-designed, attractive and weatherproof. The sign must be placed where it can clearly be seen from the street. If you are working with an agent, he or she will most likely provide the sign to you.

Prepare a fact sheet

Design a single sheet description of your property listing the features and benefits that will draw in prospective buyers. This should be attractive and professional looking. Have enough copies on hand to give out at open house showings. Again, if you are working with an agent, he or she will most likely do this on your behalf.

Purchase “open house” signs

Make sure that they include a place to write the address of your property and the date/time of the open house. In addition to one for the front yard, you’ll want to place several in conspicuous locations around the neighborhood, such as main streets leading to your house. For these, directional arrows can point prospective buyers to your house even if they don’t know the area. Make sure that you take these signs down as soon as the open house is over. You don’t want people showing up on your doorstep at all hours of the day and night.

Set up a schedule of open houses

While most are held on the weekend, this is not convenient for all buyers. Make sure that you coordinate your print advertising to include information about your next open house.

Keep a list of prospective buyers

As people come through during open houses, or as they call from reading your ads or seeing the sign out front, keep a list with their names and phone numbers. Concentrate your attention on those who seem serious about your property, as opposed to those who are just checking out the neighborhood or whiling away a Sunday afternoon. Make sure that you make follow up telephone calls to all those who seem seriously interested in your property.

Once you have an offer, it’s time to negotiate

Leave your emotions behind when you enter negotiations. You never want to get angry or give away the fact that you’re overly eager.

Get your forms in order

A number of forms are required for the legal sale of your property. In addition to the contract of purchase and any counteroffers, there are approximately 20 other forms that the seller is required to provide to the buyer. It is necessary to review the contract carefully to determine when these forms/documents are due and what the buyer’s rights are once they receive the document. The form and content of many of these documents are prescribed by state or federal law and must be adhered to in their entirety. The proper forms may be obtained from your local Board of Realtors or from your real estate agent who is representing you.

Negotiate final terms of the sale

Buyer(s) need to come to an agreement (in writing) regarding the following:

  • Price
  • Inspection contingencies
  • Financing terms
  • Date of closing
  • Date of possession
  • It would be prudent for you to have an attorney review any and all contracts before the deal is finalized


What is a showing?
  • A showing takes place either at an open house, which is a scheduled session when anyone can come by without an appointment, or during an appointment scheduled with you or your listing agent.


How do I prepare my house for a showing?
  • Your KW agent is a great source of advice on specifics for your home preparations so that your house is positioned competitively in the market. Preparations will likely include two phases. During phase one, before photos are taken and before the first showing, you should:


  • Clean deeply.

  • Paint some or all of your house.

  • Do minor repairs such as caulking tubs and windows.

  • Make major repairs – if needed and in your budget, such as replacing your counters or appliances.

  • Stage your furniture to showcase your home’s best features.

  • Remove personal items such as family photos.

  • Declutter every surface and storage space.

  • Reorganize your closets and pack excess items.

  • Eliminate odors by cleaning the fireplace or pulling out musty rugs.

  • Add a color scheme with rugs or pillows if needed to warm up your home.

  • Upgrade your lighting or light bulbs to make your rooms brighter.

  • Spruce up the landscaping.

  • Power-wash your decks and sidewalks if needed.

What can I expect when showing my house?
  • Three important things you can do to help get your house sold are:


  • Leave when your house is being shown. Buyers prefer to look at homes when they can move around freely and the owners aren’t there.

  • Make your house as available as possible. While it may be inconvenient to show your home at dinnertime or on weekends, buyers who can’t see a property when they’re eager may cross it off their list.

  • Listen to any feedback from buyers or agents about ways you can make your home more appealing.
    Always coordinate with your Keller Williams agent for maximum exposure and a faster sale.

What is an offer?
  • An offer to buy your home is a purchase agreement signed by the potential buyer that includes:


  • The amount of the offer

  • An explanation of how the buyers will pay, such as cash or a pre-approval for financing

  • The terms – such as a request for closing cost help or contingencies such as the sale of the buyers’ house, a final mortgage approval, a satisfactory home inspection and an appraisal

  • A target date for closing

  • An earnest money deposit

  • A time limit for the offer

How do I evaluate each offer?
  • When you receive an offer to buy your home, you and your Keller Williams agent should review it and consider whether you want to accept it. Whether you have one offer or several, you and your agent will look at:


  • The amount offered

  • Whether the buyer has included or waived contingencies

  • Where the funds are coming from, such as all-cash, a reputable local lender, a well-known online lender, or an unknown out-of-town lender

  • The proposed closing date and date of possession of the house to see if it aligns with your needs

  • Any special requests for items to convey or for special inspections

What happens if I receive multiple offers?
  • If you receive multiple offers, your KW agent can advise you on one of these options:


  • Accept the best offer. If one offer stands out above the rest, you can accept that one right away. But be careful not to be swayed by a high offer if the financing seems uncertain or if the buyer hasn’t explained a plan for a possible low appraisal.

  • Counter all the offers to get a better price and terms. You can ask all potential buyers to give you their best offer by a certain deadline.

  • Counter one offer that’s close to what you want. If you like one offer but think the buyers could do a little better, you can send them a counteroffer to see if they’ll accept it.
    You and the buyers can negotiate until you both agree on the final contract. Your Keller Williams agent is your best ally during the negotiations and is equipped with the data and knowledge to guide you.

What is a home inspection?
  • A home inspection is a thorough review of your home’s structure and systems by a professional home inspector. Buyers can use the inspection report to decide to rescind their offer if a major issue is uncovered or to request repairs if the contract is contingent on a satisfactory report. In some cases, a home inspection is solely for the buyers’ information and can’t be used to negotiate.

What is looked at during a home inspection?
  • The inspector will check:


  • Structural conditions such as the foundation, beams and floors
    Roof condition

  • Mechanical systems such as heat and air conditioning

  • Appliances – to make sure they’re working, although some inspectors skip appliances that are not built-in

  • Plumbing – for leaks, rust and water pressure

  • Electrical systems such as grounded outlets and code violations

  • Safety issues such as stairs, handrails, mold or chimney maintenance

What’s not looked at during a home inspection?
  • The inspector won’t check some items that are unusual or inaccessible, such as:


  • Septic systems

  • Wells

  • Underground pipes and sprinkler systems

  • Swimming pools and spas

  • Playground equipment

How should I prepare for an inspection?
  • Before the home inspector arrives, you should:


  • Clean your house.

  • Remove or crate your pets.

  • Make sure all your light bulbs work.

  • Empty your washing machine, dryer, oven, and dishwasher – in case they are inspected.

  • Make sure everything is accessible, including your attic, a crawlspace, your garage and any sheds.

  • Leave a note if anything doesn’t work and explain that you’re getting it fixed.

  • Provide documents about maintenance and repairs.

  • Leave your cell phone number for the inspector.

  • Leave the house.

What happens now?
  • Once the inspection report has been generated, you and your KW agent can discuss how to handle any possible issues the buyers mention. You can negotiate with the buyers, decide to fix an item, provide money for the buyers to fix it themselves or provide documentation that the problem has already been addressed. Your Keller Williams agent can help you handle any inspection issues.
What is an appraisal?

An appraisal is an objective valuation of your property that serves as a safeguard for the buyer and the buyer’s lender. While the buyer pays for an appraisal, the appraiser actually works for the lender. While an appraiser may look at some of the same things as a home inspector, the result is an appraised value of your property rather than a condition report.

How is my house appraised?
  • Appraisers use as many measurable pieces of data available to provide an accurate value of your property, including: 
  • Comparable properties in your area that are of similar size, age and condition
  • The condition of your home’s systems and structure
  • The square feet of your property
  • The number of bedrooms and bathrooms
  • Your location
  • The quality of your flooring, plumbing and electrical systems.

Appraisers include research about other properties and neighborhood values, as well as an in-person visit for their evaluation of your home.

How should I prepare for an appraisal?
  • Preparing for an appraisal is similar to prepping for an inspection. You should:


  • Provide a list of all major improvements to the home and the age and condition of your roof, heating and air conditioning system, and appliances.

  • Provide any permits required for home improvements.

  • Clean your house.

  • Provide full access to all rooms and spaces, including the garage, sheds, attic and crawlspace

  • Remove or crate your pets.

  • Leave the house, or at least stay out of the appraiser’s way.

How can an appraisal affect my home sale?
  • An appraisal could require a renegotiation if the property value comes in lower than the sales price. The appraised value dictates the maximum amount the lender will allow the buyers to borrow, minus their down payment. Depending on how the contract was written, if the appraisal is low, you can:


  • Ask the buyer to come up with extra cash to make up the difference between the loan amount and the purchase price.

  • Reduce your price to the appraised value.

  • Split the difference with the buyer.

  • Cancel the contract.
    Your Keller Williams agent can advise you on your options in the context of the contract and market conditions.

What should I do before the closing?
  • Before the closing day, you’ll need to:Take care of repairs required by the contract.
  • Keep all receipts and invoices and before-and-after photos of repairs.
  • Gather all appliance manuals and warranties for your buyers.
  • Hire a mover.
  • Cancel all utilities for the day after you move.
  • Cancel all utilities for the day after you move.
  • Change your address.
  • Review all settlement documents, especially the settlement statement.
  • Check the property survey to be sure it’s correct.
  • Clean the house.
  • Prepare for the buyers’ final walk-through.
What can I expect when closing?
  • Sellers may or may not attend the closing, so you should consult your KW agent and the settlement company to decide what’s best. You can sign all documents before the official closing. Sellers’ expenses, which are deducted from the proceeds of the sale, include: 
  • Final balance on your mortgage
  • Real estate commissions
  • Prorated property taxes, utility bills, homeowner’s insurance, and homeowners association dues.

If you can’t move before the closing, you’ll need to arrange a rentback from the buyers. Your Keller Williams agent can help you complete appropriate paperwork for a rentback. If you are moving, the buyers will do a walk-through of your home within 24 hours before the closing to check that the property is in good condition. If the buyers find something that needs to be fixed, your agent can help you decide how to handle it. Whether or not you attend the closing, you’ll need to provide house keys to your buyers, along with all alarm codes, remote controls for the garage, and mailbox or gate keys.

What’s next?
  • After the closing, you’ll: 
  • Receive the proceeds from the sale, usually by wire transfer.
  • Cancel your homeowner’s insurance “post-close” – to make sure you’re covered on that day.
  • Save your closing documents and home improvement records for taxes.

Congratulations! You can shake hands with your Keller Williams agent: you’ve successfully sold your home.


Twenty-Three Homes with Glenn and Gift is the team that goes the extra mile, to sell your home for more, and you experience peace of mind!