Guide to selling your home. Provided by Nationwide

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1 Guide to selling your home Nationwide

2 For Sale An easy, step-by-step guide to selling your home If you are thinking about selling your home, this guide is for you! Your home is probably your largest financial asset, so it s not surprising that the thought of the whole selling process can be a daunting one. So whether you are a first time seller or just want to remind yourself how it all works, this guide will take you through the necessary steps to successfully selling your home. Read straight through the Guide or jump to a particular section of interest as outlined on our contents page. We ve included a user-friendly glossary to help you make sense of the jargon! You can find all red words throughout the Guide in the glossary. If you are looking to buy, why not check out our new Buyers Guide, which will help steer you through the whole process, giving you handy tips along the way. SOLD Part of..

3 Contents Click on a Step to jump straight to that section. Step 1: Things to consider before you sell Step 9: Property not selling? Step 2: Where to begin Step 10: Getting organised to move out Step 3: Preparing to sell Step 11: Moving Day action plan and checklist Step 4: How much is your house worth Step 12: After the move Step 5: Step 6: Step 7: Selling through an estate agent or privately Getting the most out of viewings Legal work Step 13: Top ten tips Step 14: Frequently Asked Questions Appendix a) What does all this jargon mean (glossary) Step 8: Ensuring the sales goes smoothly - Part 1: England, Wales and Northern Ireland - Part 2: Scotland b) Useful contacts c) Home seller checklist for those to contact contents

4 Step 1 Things to consider before you sell Remind yourself why you are considering selling, and make sure you ve considered all your options! Main reasons to sell Alternatives to selling Main reasons to sell Firstly, what are some of the main reasons why people put their home on the market? Space: upsize or downsizing! Location: to move closer to work or family and friends. Financial Difficulties: you may want to clear debts. Divorce or the breakup of a relationship: this is sadly one of the most common reasons; couples need to sell to move on. Bereavement: perhaps you have lost your partner and want to downsize or you have inherited a property and want to convert it to cash. Ill health: your home is no longer suitable. Repossession: you may decide to sell your home yourself to clear the debt owed. Necessary costly repairs: your home may need repairs and you can t fund the expense or face the upheaval. Alternatives to selling If too little space is the issue: you might want to consider borrowing more to extend your present home perhaps out into the garden, down into the basement or up into the loft space. If too much space is the issue: have you considered renting out a room or rooms? If you need to relocate: what about keeping your home and renting it out? You may be able to get a Buy to let mortgage, or, if your current house is mortgaged, contact your lender who may be happy for you to rent out (usually at a slightly higher interest rate). Similarly, if you have inherited a property this might be an attractive option. Remember, in addition to your mortgage provider (if you have one) you will need to tell your buildings and contents insurer if you do decide to rent out your home. STEP 1: page 1 of 2

5 Step Main reasons to sell 1 Alternatives to selling Things to consider before you sell Alternatives to selling cont d... If it is your finances: have you thought about changing your mortgage, such as extending your current term to reduce your monthly payments or remortgaging to release some of the equity in your home and borrow a little extra? Talk to your lender or see our Remortgage Guide. These options might be worth considering, for example, if you want to finance expensive repairs, but you ll need to think very carefully before changing your mortgage and make sure that if you do increase your mortgage you can afford the monthly repayments. If you have the space, renting out a room could be an option here too, but bear in mind that the rent you receive may be taxable (depending on how much you receive). If you are older: a lifetime mortgage might be the answer if you d rather not move. This is a type of equity release loan that is based on the value of your home. You get a lump sum or regular income but you are charged interest on the additional loan, which is added to the original loan amount. You still own your home and the loan is repaid when your home is eventually sold. Note though that the interest accruing is compounding (interest on the previous years interest) and there may be a risk that the loan could become larger than the value of your home. However if there is any extra value in the property after it s sold, say in the event of your death, it will be paid to your heirs. A home reversion loan: may be a suitable alternative for some. This is where you sell your home, or part of it, to a company in exchange for a cash lump sum, a regular income or both. You have the right to continue to live in your home, under a lease, until you die. You can usually sell between 25% and 100% of your property, but the amount you get in return will be significantly less than that share of the market value. The actual amount will depend on your age the older you are, the more you ll get. House swapping or part-exchange: there are websites that specialise in putting you in touch with others who are willing to consider this interesting way of avoiding getting stuck in a chain or paying those estate agency fees. Sell and rent back: there are specialist companies that offer to buy your home from you and then rent it back to you under a tenancy agreement. This can be done quickly for cash and you benefit from being able to continue to live in your home, but you would need to be sure this is right for you. Wait and see: if you re concerned about the market or having difficulty selling, it might be wise to put off selling for a while if you possibly can. You might want to use the time to make any repairs or alterations that will add to its value. That way you will be ready to move when you feel the time is right. STEP 1: page 2 of 2

6 Step 2 Where to begin So you have decided to sell. There are a few things you should consider first, including making sure you get your timing right, your options if buying and selling, getting an EPC and budgeting appropriately! Get the timing right If you re buying and selling Get an EPC Budget for your sale Get the timing right If you don t need to sell immediately, you can give your property the best chance by choosing to sell when demand is high. This is usually in spring, early summer and autumn; avoid mid-summer and the winter festive period if you can. Take in the wider picture too, what is happening in the housing market nationally? Be aware of interest rates and lenders current attitudes. What is happening locally? Too many For Sale signs at one time in your area may put off potential buyers or force house prices down. However, you might be lucky and live in a location that seems immune to the national trends and always has a buoyant market. FOR SALE STEP 2: page 1 of 3

7 Step Get the timing right If you re buying and selling Get an EPC Budget for your sale 2 Where to begin If you re buying and selling? You have three main options: Buy and sell at the same time: this is the most common scenario. Whether you manage to sell or find your dream home first is often a matter of planning, preparation and a bit of luck, but bear in mind it can be stressful trying to do both things at once! If you ve found the house you want, see Step 3 Preparing to sell for tips on how you could speed up your sale. Sell first: you will be in a stronger negotiating position when you come to buy, since you will be chain free and be clearer about what price you can offer. However you might end up having to rent while you look for another place to buy and also have to face a double move and maybe storage charges. Remember that prices may also go up in the meantime. If you really don t want to rent, then you can make it clear that you will only accept an offer on the condition that you find a suitable place to buy. This would involve careful negotiation. Buy first: this can put you under pressure to sell your home quickly to avoid the expense of having two homes at once and a bridging loan to pay. Many lenders will not grant you a mortgage on your new home unless the other is being sold or you can prove you can pay both mortgages. In addition it can also leave you more vulnerable to gazumping. Gazumping is when a seller accepts an offer but then before contracts are exchanged, accepts a higher offer from another buyer. Gazundering is when a buyer who has agreed to pay a certain amount for your home and you have accepted this offer, then tries to reduce the price they will pay for your home at a crucial point in the selling process. Get an EPC All sellers are required to provide an Energy Performance Certificate (EPC) which shows how much energy a building uses*. An EPC can help home owners reduce their energy bills and live more sustainably by making their home more energy efficient. You need to contact an accredited domestic energy assessor who will carry out the assessment and produce the certificate. You can do that online at or by looking in the phone book. * An estate agent could ask for this before they actively start selling your property, so it s a good idea to start thinking about this. STEP 2: page 2 of 3

8 Step Get the timing right If you re buying and selling Get an EPC Budget for your sale 2 Budget Where to for begin your sale Budget for your sale Make sure you know how much selling your property will cost you. These amounts vary, but do not underestimate them as they can add up! Energy Performance Certificate (EPC): prices vary, but usually an EPC costs between 60 and 90 depending on the estate agent or EPC provider. Estate Agent s fee: payable when an estate agent sells the property and contracts are signed. This is usually charged as a percentage of the sale price plus VAT (see Step 7). Legal/Solicitors fees: a solicitor is needed to assist in the legal aspects of selling your home; this is called conveyancing. Costs vary so always ask for a quote and be sure to ask if it s a fixed price as costs can escalate quickly if there is a dispute or query on the paper work. If you re buying and selling, some solicitors will give you a discount for taking on the conveyancing for both. Current Lender s fees: check for early repayment charges or an administration fee payable if you repay your mortgage. Removal costs: these will vary depending on the amount you need to move, how far you are going and whether you opt to use a professional firm. And maybe Rental costs, bridging loan and storage charges: depending on your circumstances! Tax Generally, if you ve lived in your home and it has been your only home all the time that you owned it, you will not have to pay Capital Gains Tax on any money you make when you sell it. However, there may be some liability when the property you are selling is not your main home or you ve used part of it for business purposes (such as using a room as an office, taking in lodgers or letting out all or part of it). For more information please see the direct.gov.uk website. Click the link below to view Nationwide s Cost of Moving Calculator to help you work out the cost of selling your home. STEP 2: page 3 of 3

9 Step 3 Preparing to sell It s helpful to look at your home and see it through a potential buyer s eyes. You will want to make your home as attractive as you can, so look at what improvements you can make to help you get the best price you can for your home. Kerb appeal Maintenance and repairs De-clutter Clean and tidy De-personalize View show homes The viewing itself Kerb appeal First impressions count so do all you can to pull those viewers in. Make sure it is obvious how they enter your home, clear pathways, tidy the garden or parking area, repair and paint the fences, make sure the number or name is prominent and that the doorbell works! A few tubs with flowers are a big plus point and you can take them with you when you move. Maintenance and repairs Get all those niggling jobs done! They needn t cost a lot of money, just a little time. Clean out your guttering, re-grout tiles, replace light bulbs, fix dripping taps, polish floors, oil creaky hinges whatever it needs so viewers get the impression of a well-loved and maintained home! De-Clutter You might be surprised at how much clutter you have! Think about how much cleaner, tidier and bigger your home would look if it wasn t there! So, be ruthless and get into the garage, loft, shed, under the stairs, all the cupboards and kitchen units! When you are finished it should be obvious what each room is for. For example, the junk room will now be a tidy office! Tips for de-cluttering: For items you cannot bear to part with, you can pack them up and store them, preferably elsewhere. You might even want to consider renting storage space for bigger items of furniture. Use online auction sites such as ebay or hold a garage/car boot sale to get rid of any saleable items cash in on your clutter! Charity shops welcome donations and many will collect. Recycle as much as possible could family or friends use anything you no longer need? For the remainder, take to your local recycling area and only skip or bin things responsibly as a last resort! STEP 3: page 1 of 2

10 Step Kerb appeal 3 Maintenance and repairs De-clutter Clean and tidy De-personalize View show homes The viewing itself Preparing to sell Clean and tidy Now you have de-cluttered, a really good clean is required, not just a quick vacuum, a flick with a duster and a squirt of air freshener! Pay particular attention to the kitchen and bathroom, make them sparkle. Move furniture, wipe down walls, get into corners, wash windows inside and out, and dust and polish everywhere. Make sure everything is spotless even the oven! De-personalize You want viewers to immediately picture themselves living in your home, so you need to move out, by removing personal items such as CDs, DVDs, toys, etc. You might love your deep purple walls but viewers prefer a blank canvas they can stamp their own personality on, so, if possible go neutral with a fresh coat of cream or white paint and keep bold or patterned paints, wallpaper or fabrics to a minimum. Consider buying new neutral coloured towels and shower curtain and if you intend having new bedding, curtains or cushion covers when you move, you might want to invest in them now. View show homes These give you a good idea of how to present and market a house, and show you what you might be competing with! The viewing itself There s more you can do on the day! (See Step 6 Getting the most out of viewings.) Tip Doing these things before you attempt to sell your home can also increase how much your home is worth and how much you put it on the market for. STEP 3: page 2 of 2

11 Step 4 Valuations Estate agents Do your own research What to check out Useful Online sites How much is your house worth Make sure you know how much your house is really worth by doing your research. Valuations Putting a value on a property is not an exact science. At the end of the day your home is only worth what a buyer is willing to pay for it and/or what the buyer s lender will agree to advance on it. The best anyone can do is make an educated guess at what that is! Ask too much and your home might not sell, ask too little and you might have to settle for less than the property is really worth. So what can you do to get a realistic value of your home? Do your own research You should get to know the local property market and sales prices before you make your choice. You can do this online! This will give you a realistic idea of how much your type of property, in your location, could be sold for in this current market. Click the link below to view Nationwide s House Price Index calculator Get an estimate of what your home could be worth. Estate agents Estate agents have expert knowledge of the local property market and will be well placed to gauge how much your property can sell for. Try asking three different companies for a free valuation. Remember though that they may suggest you market your house at a higher rate so that you have room to negotiate. On the other hand they may under estimate it in order to get a quick sale. So, although you should be guided by them, you should do your own research too! Estate Agent STEP 4: page 1 of 2

12 Valuations Estate agents Do your own research What to check out Useful Online sites Step 4 How much is your house worth What to check out The price that similar homes have recently sold for in your area: you can do this via the Land Registry (for property in England and Wales), the Registers of Scotland and the Land Registers of Northern Ireland. Their websites and several other free property websites allow you to enter property location details and find out about past sale prices. The asking price of the competition: those homes that are currently up for sale that are similar to yours in your area. Collect several of their details, study them carefully and compare them with your home. Ask neighbours in similar properties: some may have recently remortgaged and had a professional valuation. 199, ,000 Useful Online sites: Land Registry House Price Index Registers of Scotland: Scottish house prices Land Registers of Northern Ireland Rightmove Primelocation Findaproperty Zoopla Tepilo RICS housing market survey UpMyStreet Globrix Home moneysavingexpert STEP 4: page 2 of 2

13 Step Using an estate agent Contracts Selling yourself Deciding on an asking price Marketing your home Estate Agent 5 Selling through an estate agent or privately Before making a decision about which is for you, carefully consider how much each method would cost and how much time you can devote to it. How confident do you feel about tackling the responsibility yourself? The keenest motivation in deciding to sell privately is usually the money you will save in fees, but be honest with yourself do you have the time, knowledge and personality to go it alone? Using an estate agent Pros Professional advice and service Local knowledge Have shops for window advertising Advertise on their websites and in local papers Provide an estimate of your home s value They may already hold a list of people interested in your type of house Provide a For Sale board Prepare details of the house with photographs Arrange viewings Handle enquires Have good negotiating skills Are protected by a complaints process Cons The level of fees Tied-in for the time of contract May be additional charges i.e. advertising costs Choose carefully The biggest issue for most sellers is the level of fees the agency will charge. However you should also pay attention to the type of contract they are offering, the length of time you are locked into them and what asking price they would propose for your home. By asking three different companies for a free valuation and quote, you will be in a position to make a better informed decision. Ask friends, family, colleagues and neighbours for their recommendations of agencies and about their experience with them. You can also check out agencies websites, shop windows and visit to pick up copies of the details of some of the properties they currently have for sale. That way you can gauge their professionalism and assure yourself that you like the way they will market your home. STEP 5: page 1 of 4

14 Step Using an estate agent Contracts Selling yourself Deciding on an asking price Marketing your home Estate Agent 5 Selling through an estate agent or privately Questions to ask each estate agent: What are their fees and are there any additional charges? What type of contract are they offering and can you see a copy of it? How long are you locked into them? What happens if you want to cancel the contract? What asking price would they suggest and why? How many similar homes to yours have they sold? What price did they achieve? How long did it take to sell the properties? How and where will they promote your property? Do they do the viewings? Are they members of a professional body or trade association and which? What s their commission rate? Online estate agents There are a growing number of estate agents that conduct their business solely on the internet. These online agents generally offer the same services as traditional agencies, but, with far fewer overheads, they can charge a much lower commission or a fixed fee. Commission Most estate agents calculate their fees as a percentage of the final selling price of the property; this is known as the rate of commission. The commission you pay will depend largely on whether you choose to use one agent or you appoint several. Charges generally range from 1% to 2% for sole agency or from 2% to 3.5% to sell on a multiple agency basis. In addition, some agents offer a reduced service that is charged at a fixed price. However don t forget that agents are negotiators let each know you are considering other agencies and try to negotiate their fees and contract terms so you get the best deal possible! The trade associations you need to look out for are: National Association of Estate Agents Royal Institution of Chartered Surveyors (RICS) STEP 5: page 2 of 4

15 Step Using an estate agent Contracts Selling yourself Deciding on an asking price Marketing your home Estate Agent 5 Selling through an estate agent or privately Contracts You will be asked to sign a contract which is legally binding, so make sure you fully understand all the terms and conditions first. There is nothing stopping you using more than one estate agency but there will be cost implications. Type of contracts available: Sole selling: the agent is the only one who can sell your home and even if you find a buyer yourself the commission will still be due. Sole agency: again they have exclusive right to sell your house but you would not have to pay them the commission if you found your own buyer. Joint agency: when two estate agents act together for you and share the commission whichever actually finds the buyer. Multiple agency: you can have several agencies marketing your home and only the one that sells it gets paid the commission. Ready, willing and able : you might want to avoid a contract with this clause as this means as long as the agency can find a buyer you will have to pay the fees even if you have to withdraw from the sale. If you choose to work with only one agent, the contract should state how long you are locked into them. At the end of the contract you are free to go to another agency if you wish, so obviously the shorter this is, the more motivation there is for the agency to find you a buyer. There will usually also be a notice period. Also think about what you feel is reasonable to expect from your estate agent, for example, if you have had no viewings after 3 months you might want to consider switching agents (though there could be other reasons for this see Step 9 Property not selling? ) Since joint and multiple agency contracts generally involve higher commission fees, they are often only chosen by those needing a quick sale. THIS CONTRACT IS LEGALLY BINDING (agents signature) (sellers signature) STEP 5: page 3 of 4

16 Step Using an estate agent Contracts Selling yourself Deciding on an asking price Marketing your home Estate Agent 5 Selling through an estate agent or privately Selling yourself Pros No commission fees There are many websites and tools that can aid you with a valuation Online marketing sites make it easier Cons You have to do the work yourself It takes more of your time You don t have a list of prospective buyers to call You will need to carry out research to estimate your home s value You will need to prepare the details and take the photographs You will need to make arrangements for, and carry out any viewings You will need to do the negotiating yourself It can be risky and stressful Deciding on an asking price There is nothing stopping you from asking several estate agents to quote for selling your home and asking for their valuation of its worth. It is also a good idea to do your own research (see Step 6). Marketing your home Online: online marketing can reach a wider audience than traditional estate agents windows. There are now numerous websites dedicated to private sellers and some of these sites guide you through the whole process. Newspapers: consider advertising your home in the local newspapers property pages. Being a private ad, it will stand out from the many estate agency ones on offer. Remember to include a good photograph. For Sale boards: so you don t miss out on local passing interest, invest in a sales board. Many property sales sites offer this service or you can organise your own for as little as 40. Preparing property details: collect copies of professionally prepared property details, study them, and use the format, approach and information of the ones you like best. Include measurements of rooms and photographs. An honest and straightforward approach is best. Use a mobile number for safety reasons. Arranging viewings: be polite and professional with potential buyers, answer any questions, take all their details and book a viewing appointment. Also ask a few questions so you can rate them as a possible buyer! * According to Right Move. STEP 5: page 4 of 4

17 Step Timetabling 6 Getting the most out of viewings You should have already made your home as attractive as you can to potential buyers (see Step 3), but make sure you have a good tidy before each viewing! There are a number of other things you can do to help make viewings go well, from being aware of the types of potential buyers to knowing questions they may ask! Types of viewers Get feedback Questions that viewers may ask On the day hints and tips Timetabling Allow up to 30 minutes per viewing so you don t need to rush, although in reality most viewing last only about 10 minutes. Keep a record and make sure you know who is coming take names, dates and times. Types of viewers Remember you can ask questions too! Try and find out about your potential buyers, their reasons for moving, how their house hunting is going and how soon they want to move. If any of these viewers go on to make an offer, you will want to know if it will involve a chain or if ideally they are chain-free! So try and find out what type of potential buyer they are: Have sold already: they are ready to deal, can be flexible about entry and know what they can offer. First time buyers: are chain free and usually have a mortgage sorted, but could be on a very tight budget. Home on offer : are not there yet with their own sale, so you could get caught in a chain. Home on the market: potential problems with a chain! You don t know if, when and for how much they will sell, but at least they have made a start. Buy-to-let investors: come in all shapes and sizes but are usually chain free, have funds available and can be flexible about entry. May be tough negotiators though! Home not on market yet: they have not even started yet, so not ideal buyers. Browsers: are bottom of your wish list. There might be a bit of interest but you would be best to look elsewhere for a serious offer! Try and keep notes after each viewing so you remember the details of how it went and what you learned about them. STEP 6: page 1 of 3

18 Step Timetabling Types of viewers Get feedback 6 Questions that viewers may ask On the day hints and tips Getting the most out of viewings Get feedback Estate agents will generally ask viewers what they thought of your house. This feedback can be useful to improve the success of the next viewing. For example, if they thought your house was small or cramped, could you put some furniture into storage to give the impression of more space? Questions that viewers may ask Don t be surprised if viewers ask questions! Here are some common ones so you can prepare some answers How long the house has been for sale? How much interest has been shown? Are you looking for a quick sale? Have you already somewhere to move to? What is the reason that you are moving? What are the neighbours like? Do you feel safe and secure in the neighbourhood? Is the area quiet? What are the traffic levels? Is parking a problem? Which direction does the house or garden face? Condition of property structural problems wiring and electrical boiler and plumbing woodwork and windows damp-proofing insulation What are transport links and public transport like locally? What is the local catchment area for schools and what are the schools like? How much is Council Tax, gas, electricity, water, etc? Be prepared for occasional negative comments and awkward questions make note of them and try to resolve the issue or have an answer ready before your next viewing. And remember, don t take any negative comments personally one person s taste isn t another s! STEP 6: page 2 of 3

19 Step Timetabling Types of viewers Get feedback 6 Questions that viewers may ask On the day hints and tips Getting the most out of viewings On the day hints and tips Have your EPC ready, or if in Scotland your Home Report Pack If it s cold have the heating on, if warm leave windows or patio doors open Have lights on in rooms before they enter Watch for smells pets, cooking, smoking, etc. However a smell of freshly brewed coffee is often thought of as adding homeliness Clear work surfaces in the kitchen Check the bathroom is clean and the toilet seat is down Let the light in open curtains and blinds fully Keep pets and children under control, not everybody loves them Show your best rooms first Open doors for viewers but let them enter first Explain what fixtures and fittings are included Allow them time to look around by themselves Treat yourself to some fresh flowers your viewers can enjoy them too! Stay Safe Do not be alone when viewers come. Keep valuables, mobile phones and other expensive gadgets out of sight. Don t let people view without an appointment. If callers come to the house because of your For sale board, get their details and get them to make an appointment. STEP 6: page 3 of 3

20 Step 7 Legal work There are legal implications associated with selling your house as well as costs that you need to consider. Conveyancing Costs How to find one a solicitor or conveyancer Legal Process Conveyancing This is the legal process required to transfer property title from one person to another. While it is possible to complete the conveyancing aspect of house selling yourself, it can be complicated and risky, so you will probably want to use a solicitor or a licensed conveyancer. Costs Costs vary so you might want to get several quotes. Check if the amount quoted is fixed or will alter depending on the work required. Make sure you check whether it includes expenses and VAT. Allow a minimum of but remember that if you are selling and buying your next home at the same time, your solicitor will be carrying out the conveyancing work for both and it will be reflected in their charges. How to find a solicitor or conveyancer You might want to use the one you used for your original house purchase or ask around for a recommendation from family, friends, colleagues or neighbours. Your estate agent will also be happy to recommend one, or you could ask your mortgage lender (if you have one). You can also get help from: The Law Society of England and Wales The Law Society of Scotland The Law Society of Northern Ireland The Council for Licensed Conveyancers The Conveyancing Association STEP 7: page 1 of 2

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