Selling Guide
Setting the Right Price – The Most Important Decision
Selling your home is one of the biggest financial decisions you’ll make. In today’s Northern Virginia and DMV market, the difference between a great sale and a missed opportunity comes down to three things:
1. The right price
2. The right marketing
3. The right agent
This guide walks you through exactly what to expect when you list with Alpha Realty Team from strategy to collecting your check at closing.
Whether you’re in Ashburn, Leesburg, Sterling, Frederick MD, or anywhere across Northern Virginia, Maryland, or West Virginia — this process is built for you.
Priced Too Low
We want to be careful not to price the home too low, as we do not want to leave money on the table. Our goal is to get you as much money as we can.
Priced Too High
We also want to be cautious of pricing too high. Homes priced too high produce far fewer showings, and those showings do not generate offers.
Accurately Priced
Pricing a home accurately is the best way to ensure that the home will sell in the shortest time possible and achieve the highest price possible.
Selling your home in 7 Steps:
When you select Alpha Realty to promote the sale of your property, we become your “Seller’s Agent” working on your behalf and looking out for your best interests. We will market your home, evaluate, and negotiate offers from buyers, and guide you throughout the entire transaction to ensure a successful closing.
We will determine your needs and what is important to you in the sale of your house. Determining your motivation, timeline, pricing, previous selling experience and any concerns you may have. We will go over your homes marketability.
What are some favorite features about your home?
- What compliments have friends and neighbors made about your home?
- What characteristics do you feel make your home unique when compared to others?
- Who do you consider to be the target market for your home?
Step 2 - Develop Pricing Strategy
Its really quite a simple equation. Price + Exposure = Your Home Sold.
You must first start out with the correct, accurate pricing for your home. Then once we have the home priced right, we will heavily market the home to both potential buyers as well as to other Realtors in the area. We have established many great avenues and resources for marketing your home, but if we are overpriced, all of our extensive marketing efforts will go to waste.
Step 3 - Marketing Strategy Getting Your Home Sold Faster
Over 97% of buyers start their home search online which means your home’s first showing happens on a screen, not at the front door. Alpha Realty Team deploys a full multi-channel marketing strategy to reach motivated buyers across Northern Virginia, Maryland and West Virginia.
Our marketing plan includes:
- Professional photography and video walkthrough
- MLS listing with premium placement
- Syndication to Zillow, Realtor.com, Homes.com, Trulia and 100+ platforms
- Facebook and Instagram targeted advertising
- YouTube video marketing
- Email campaigns to our active buyer database
- RE/MAX Gateway network exposure
- Targeted digital ads aimed at buyers in your zip code
- Strategic open house planning and agent outreach
This is often the first step a buyer takes when planning to buy a new home. And it is also important to know that today’s buyers are extremely educated and knowledgeable on the market before they even go out to look at homes. They know the current inventory, what pricing looks like, what has recently sold, and for how much.
With the utmost importance of online exposure, we have a strategic marketing plan that focuses strongly on the exact locations where buyers are looking the most.
Step 4 - Implement Customized Marketing Plan
Our ultimate goal is to exceed your expectations in achieving your real estate objectives. As professional Realtors we have resolved that nothing less than your complete satisfaction is acceptable. To achieve our goal, we will work to obtain the highest price for your home within the allowable period of time. Once all of our initial marketing is in place, we will continue our efforts in promoting your home until we have completed the sale.
Our Continued Marketing Efforts:
- Follow up through market analysis and agent feedback
- Periodic reviews of our marketing plan based on current market activity
- Discuss pricing and timing within the market
- Notify you on other competing properties in your neighborhood
- Inform other agents of any and all changes to your listing
- Maintain stock of property brochures for buyers
- Make seasonal changes to online marketing as needed
Step 5 - Understanding Your Role
- Always maintain your home in ready-to-show condition.
- Try to be flexible in the scheduling of showings.
- It is always best to leave during showings. Also secure pets or take them with you.
- Save business cards of all agents who show your home.
- Be cautious when talking to buyers, you could accidentally weaken your negotiating position.
- Let us know of any changes in your property’s condition.
- If approached by buyers not accompanied with an agent, contact us immediately. Do not let them in unescorted.
- All valuables such as jewelry, portable electronics, collectibles and pharmaceuticals should be safely secured.
Step 6 - Negotiating the Purchase Contract
An offer for your home will come in the form of a Real Estate Purchase Contract (REPC) – a state approved form that is used to present an offer. The REPC should be thoroughly read and reviewed before any decisions are made. Once we receive an offer for your home, we will carefully review all terms of the offer with you. All accepted terms of the REPC must be carried through the life of the contract. The signed, accepted REPC (with all addenda & counteroffers) is a LEGALLY BINDING CONTRACT.
Step 7 - Managing the Transaction Through Closing
Providing the Seller’s Disclosures
This is the process where you as the Seller are required to provide information relating to your home.
- Seller Property Condition Disclosure – filled out, signed and dated from Seller.
- Commitment for the policy of Title Insurance, showing easements, encroachments and liens.
- HOA information, budget, minutes, assessments, CC&R’s, and survey, water rights if applicable.
- Copy of any leases, rental, and property management affecting the property not expiring prior to closing.
- Notice of any claims and/or conditions relating to environmental problems & building or zoning code violations.
Buyer’s Due Diligence (Evaluations and Inspections)
This is the time period provided to the Buyer to learn, review, inspect and decide if acceptable.
- The Buyer will carefully review all items provided in the Seller’s Disclosures.
- The Buyer may schedule physical condition inspections, tests and evaluations of the property.
- The Buyer will review the costs, terms and availability of homeowner’s insurance for the property.
Buyer’s Right to Cancel or Resolve Objections
If the Buyer determines the Evaluations and Inspections to be unacceptable, the Buyer may:
- No later than the Due Diligence Deadline, cancel the contract by written notice to Seller.
- Or no later than the Due Diligence Deadline, resolve in writing any objections.
Remaining Contingencies and Financing
In the final steps of the transaction we will coordinate and complete any remaining details.
- Is the sale contingent upon an appraisal? At what amount did the property appraise?
- How is the Buyer’s financing going? Are there any last minute issues for securing their mortgage?
- Was the sale contingent upon the Buyer selling their previous home?
- Final pre-settlement walk-through inspection.
Settlement (Closing)
Settlement, and then Closing shall take place only when all of the following occur:
- Buyer and Seller have signed all documents required by REPC, Title, Lender, etc.
- Any monies required to be paid have been delivered by Buyer and/or Seller.
- The proceeds of the new loan have been “funded”, then all closing docs are “recorded” at the County Recorder.
- Hand off keys, garage door openers, manuals, warranties.
- Help you to find a new home in this area or offer relocation assistance.
Frequently Asked Questions — Selling Your Home
How long does it take to sell a home in Northern Virginia?
Well-priced homes in Ashburn, Leesburg, and Loudoun County typically go under contract within 7 to 21 days. Overpriced homes can sit for 60 to 90 days and often sell for less than if they had been correctly priced from the start.
What does it cost to sell a home in Virginia?
Total seller costs in Virginia typically range from 6 to 8% of the sale price — covering commission, transfer taxes, and settlement fees. We provide a full net sheet before you list so you know exactly what you will walk away with.
Do I need to make repairs before listing?
Not always. We walk through your property and give honest guidance on which updates offer the best return and which are not worth the cost. Sometimes a deep clean and fresh paint beats a costly renovation.
Can you sell my home if I am also buying?
Yes. We coordinate simultaneous buy-sell transactions across Northern Virginia, Maryland, and West Virginia. We align both closings so you are never paying two mortgages at once.
Do you help sellers in Maryland and West Virginia too?
Yes. Mahdi Salarfar is licensed in Virginia, Maryland, and West Virginia. Whether your property is in Ashburn VA, Frederick MD, or Charles Town WV — you get the same certified expert handling your sale.
Get in touch with me to plan your next real estate transaction
Alpha Realty Team helps build a legacy through home ownership!
Alpha Realty Team is a full-service real estate team led by Mahdi Salarfar, serving buyers and sellers across Northern Virginia, Maryland and West Virginia. Licensed in VA | MD | WV
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