Proposal to help navigate to their next home.

MR & MRS SMITH

MR AND MRS SMITH,

Thank you for inviting me to present you with an overview of the home buying process.
I have put this website together to give you some insights as to who I am, who SAGE is and how I typically escort my Buyer Clients through the buying process.

It outlines exactly how I can help you secure the best home for your needs.

I well understand the stresses inherent in the home buying process and that is why I pledge to provide my full support throughout and work in a manner that is most convenient for my Clients.

If any questions arise that are not addressed here or if there is anything about this proposal you would like to further discuss, please don’t hesitate to call me.

I thoroughly enjoy working with Buyers and look forward to having the opportunity to work with you and remain your experienced advisor from start to finish.

– Alyssa Wenzel

MY COMMITMENT TO YOU

I will:
  • Help you understand the ins, outs, and the nuances of the buying process.
  • Help you define the appropriate target locations, price ranges and types of homes.
  • Help find a home for you.
  • Help you identify the best strategy to bid on the home you want.
  • Prepare and submit an offer for you on that property.
  • Then strenuously negotiate on your behalf.
  • Guide you through the complexities of the paperwork and handle queries along the way.
  • Continuously support you.
  • Always be direct and honest.
  • Tell you the truth, even if it might sting.

Alyssa Wenzel

Sales Representative

If I had to summarize my approach to real estate, I would describe it as Client-based. I’m sensitive to the needs of my Clients, and strive to make the experience of buying or selling a home as easy and stress-free as possible. It’s not just a matter of knowing the market and making sure all the i’s are dotted and t’s are crossed; this business is really about people.

UNDERSTANDING THE HOME BUYING PROCESS

WHY USE AN AGENT?

An Agent’s initial role is to Listen, Educate and Guide.   That is followed by searching and finding; then negotiating without mercy.

Acting as a guide, Agents make sure that their Clients are well-informed and understand what is happening throughout the buying process. They interpret what is happening in the marketplace for their Clients.

Simply, Agents are advocates for their Buyers.

WHAT TO LOOK FOR IN A GOOD AGENT

Choose an Agent you think is willing and capable of using their expertise to save you time, money and stress. A good agent knows that their responsibility is not limited to just finding and showing houses.  It is also making sure the chosen house is the right home for their Client’s needs and goals.

Good agents:

  • Use their expertise for their Client’s benefit.
  • Understand well their Client’s needs.
  • Appreciate and respect  that a home is a typical Client’s largest percentage of family wealth.
  • Advise and position Clients to maximize their future potential wealth growth as well as fulfill their lifestyle needs.
  • Know the marketplace and can provide a guide to market value of viewed properties.
  • Make sure their Clients won’t miss seeing suitable properties because a good agent:
    • has access to exclusive listings.
    • has access to a list of properties coming-soon to market.
    • has access to off-market opportunities.
    • knows how to strategize the negotiations to their Client’s benefit.
    • streamlines the entire process for their Clients and provides personalized guidance.

HOW BUYERS CAN SET THEMSELVES UP FOR SUCCESS

Buyers should get their ducks in a row by:

Establishing a budget:

  • Get mortgage pre-approval documents in place through their bank or a Mortgage Broker.
    (This will tell them the maximum mortgage that they qualify for, even though they may decide to go for a lesser amount).
  • Clarify the precise amount they have to invest as a down payment.
  • Commence taking the steps necessary to have funds quickly available as a deposit. (In Toronto, a typical deposit is 5% of the purchase price).
  • If purchasing the new house involves the sale of a current home, a realistic property evaluation is essential to determine likely proceeds available from its sale for the new purchase.
  • Determine their personal maximum investment comfort level for a new home.
  • Check their own credit report.

Buyer Checklist

  • Make a written list of things your new home must have and things you would like for it to have. Download our Buyer Checklist  PDF here.

Understanding Agency

The Real Estate Council of Ontario has produced a consumer Information Guide that explains all aspects of working with a Real Estate Agent. RECO requires that Buyers or Sellers acknowledge they have been provided with this guide and had its contents explained to them.

When utilizing the services of an Ontario Realtor, represented Tenants, Landlords, Buyers and Sellers are required by law to have an agency relationship with their Realtor.

I welcome the opportunity to review the contents of the RECO INFORMATION GUIDE with my buyers and answer any questions that may arise.

The guide may be directly accessed here.

What An Agent Can Do

  • Always be loyal
  • Introduce experts
  • Find property
  • Educate about marketplace
  • Work diligently on behalf of the Buyer
  • Prepare and negotiate offer
  • Always protect Buyer Client interests

What An Agent Can’t Do

  • Actually choose the house
  • Tell a Buyer exactly how much to pay

MOVING FORWARD

Prospective Buyers’ next steps:

  • After reviewing the RECO INFORMATION GUIDE, Buyers then choose a Realtor and the Agency Relationship you would like to have with them.
  • Although required by law that a BRA must be presented to all Buyer Clients, I like to first see if any prospective Buyer Client and I are matched well. Required documentation can be formalized once that has been established. We can see a few properties under a verbal agency relationship and then go through required documentation authorization afterwards. I do not want to be working with any Buyer that does not want to be working with me. It is that simple.
  • Start touring various neighbourhoods that just might make sense for you. Keep track of those that do.

SEARCHING ONLINE

The market doesn’t stay still. Neither do I.  I monitor, respond and adapt quickly, keeping my eye out for ideas that will help my Buyer Clients stay not just on top of the market but one step ahead of it.  My Clients and I work together in this home-searching process. Here are some of the best online places to check out: 

Toronto Regional Real Estate Board MLS:

Currently the most popular program options for Buyers to access TRREB listings are Realm and/or Realtor.ca.

Realm:

Through Realm, you have the ability to access ALL listings on the MLS and the ability to get notified the minute a listing is loaded. Listings are completely up-to-date.  It  really sets Realm apart from any other system out there. It really is pretty well the only tool you may need for your home search.
Advantages: You have access to every listing.
Disadvantages: Time required to search.

REALTOR.CA

Most MLS listings will work its way onto this site. (Those listings in which the Seller’s have not approved full listing distribution will not appear.)  Also, by the time some listings  appear on this system they may be sold.  If you want current, up-to-date listing information then Realtor.ca may not be your best friend, go Realm.

SEEING HOMES

Private showings

I make an appointment and see the property with my Client.

Advantages of Private Showings:

Scheduled, private showings allow a Buyer the time to closely view and consider the property in detail, without interruption. Questions get immediately addressed during private showings and I can share my insights at that time. It also provides a good opportunity for feedback and discussion about the home search process.

Disadvantages:  Appointments must be made beforehand.

If you Pop into an Open House

Procedure:

Tell Agent hosting Open House you are under contract with another agent and hand them one of my cards. Your questions should be directed back to me and not to the agent hosting the open house. Realtor.ca does have an Open House section.

Advantages of visiting Open Houses:

Visiting Open Houses gives potential Buyers the opportunity to conveniently see through many houses in various neighbourhoods, at will.  Let me know if you see one you would like me to investigate.

Disadvantages: Some agents hosting open houses can be aggressive and uncooperative.  Remember that they are there representing the Seller’s interests, not yours.  That is my job.

SELECTION PROCESS

When is it Decision Time vs. Keeping-on-looking time?

Is this the right home for you to buy? Sometimes the very best home for a Buyer comes very quickly in one’s search.  Usually it takes a while.  How to know?  After every house that you see ask yourself: “Would I regret it if someone else were to buy this house out from under me?”  When you think ‘Yes, you would’, convey that thought to me right away.

PROPERTY ASKING
PRICES MAY NOT MEAN
WHAT YOU THINK.

Property Listing Prices are Marketing Prices, not Selling Prices.

A marketing price strategy is determined in consultation between the Seller and the Listing Realtor when they list the property for sale. The Asking Price is not necessarily the price that the Seller is looking to attain in the sale of their property.

I will guide you to a home’s general market value and provide my sense of the Seller’s chosen pricing strategy.

Why do properties go over asking?

Many do not. To understand why some do you must understand the Seller’s chosen pricing strategy and the activity in the current marketplace.

Some Sellers choose to list their home at a very optimistic or Lofty Price.

These properties tend not to sell over asking price.

Why would a Seller list optimistically high?:

Room is being left for negotiation when an offer comes in. They may just want to try reaching high.

Disadvantages to Seller:

This pricing can:

  • discourage knowledgeable, qualified Buyers.
  • actually help sell other, reasonably-priced homes.
  • run the risk of causing their home to languish on the market, ultimately attracting only low-ball offers.

Opportunity for Buyer:

If it is the right property for a Buyer then they should submit a fairly-priced offer once the marketplace has proven not to be there for the Seller at the property’s current price. My experience has taught me how to diplomatically and effectively convey this to any Seller that has unrealistic expectations.

Many Sellers list their home priced at, or near its apparent fair market value.

Advantages to Seller:

This strategy has proven to be most effective at getting the best price for a home in shortest time period.

It encourages knowledgeable Buyers to act quickly, before the property sells.

This is an effective strategy to generate multiple offers from qualified Buyers.

However, these properties do tend to sell over asking.  Buyers have to decide what the fair market value of the property is to them and the maximum they are prepared to offer.  I provide an overview of exactly what is transpiring in the market to assist in this decision-making process.

Disadvantages:

Sellers may regret having had only minimal opportunities to negotiate and offers not coming in at a price that they want.

Opportunity for Buyer:

The Seller is indicating a willingness to seriously entertain reasonably-priced offers.

Some Sellers list their property low, at a price that is beneath its apparent fair market value.

Advantages to Seller:

A great amount of marketplace interest is generated.

Disadvantages:

Can alienate prime Buyers and Agents not wanting to participate in particularly frenzied multiple offer situations that lowly priced properties can generate.

Attracts unqualified Buyers submitting low offers.

May be overlooked by Buyers looking for that type of property but in a higher price range.

Opportunity for Buyer: 

An offer submitted at a price indicating fair value may take the day.

Making an Offer

Initial Steps:

Paperwork:

  • Preparing yourself now for the time when you decide to submit an offer on a property will make the process go much smoother.
  • Familiarize yourself with the Agreement of Purchase and Sale form. Here is a link to the plain language version.
    • Be aware of any conditions that you may need to include in your offer.  Common conditions are financing and building inspection.
    • Determine from your chosen Mortgage Lender how long you will need in order to firmly secure your financing on your property of choice.
  • Determine from your Building Inspector how long it will take for them to conduct and present you with the results of a building inspection on your property of choice.
  • Discuss with me any general concerns  you may have about the process of submitting offers so we can address them now before being under the time pressure of submitting an offer on a particular property.

How to Make Offer

My role is to negotiate best price and terms for my Buyer.  I will provide consul and advice throughout but the following are the main points on which determinations need be made:

  • Deposit: What is an acceptable deposit amount for this offer? What would be an advantageous amount? Don’t forget that these funds must be immediately available.
  • Closing Date: What date does the Seller want? Need? What would work for the Buyer?
  • Irrevocable Period: Should this be a limited or extended period?  Again, each situation requires a different strategic response.
  • Other terms and clauses: These get reviewed and considered.

Common Questions: 

Firm Offer:

Should I submit a Firm offer with no conditions?:

Advantages

Firm offers get seriously considered by Sellers and put the Buyer’s offer in contention.

Disadvantages

Agreements of Purchase and Sale are binding, legal documents.  Buyers must be in a position to follow through on all commitments and undertakings made in any firm offer.

Should you go in with your best or keep a little back for round two? When do you register?

There is no one answer to this.  Each situation is different.  Are there two offers? Three? Twelve? Through my experience, I will provide strategy insights that will hopefully lead to the best outcome.  Generally speaking, in a multiple offer you are not guaranteed to get a second kick at the can.  In many properties that sell in multiple offers the winning bid is just slightly better than the second best.  It would be a shame to miss getting a house that sells for a price that you were willing to pay.  Unfortunately, that is not uncommon.

What is ‘Offer Night’

When a Seller lists a property for sale they may want to strategize the marketing to generate multiple offers. An option for them to consider is stating that they will not look at any offer before a specific date.  Typically about one week after the property hits the market.  That is Offer Night.

What are bully (pre-emptive) offers

Just because a seller sets and Offer Night does not mean that any Buyer cannot prepare and register an offer on that property.  The Seller is not required to entertain the offer but the law says that the Seller must be advised of the existence of all registered offers.  If they choose not to look at a pre-emptive offer before Offer Night, that is their privilege.  Sellers do have the opportunity however to change their mind and look at offers before the originally-scheduled Offer Night.  Some Agents have the reputations of always encouraging their Sellers to consider bully offers.  I know those Agents.

Advantages of a bully offer

Seller may indeed consider looking at offers before they had planned.  Buyer may have their bully offer accepted and get the house.

Disadvantages of a bully offer

Some Sellers resent the opportunistic approach of any Buyer submitting a bully offer.  There can be a residual resentment towards that Buyer carried over to Offer Night, if the Buyer decides to submit a bid on offer night.  Agents’ mettle gets tested in how they handle bully offers so as not to alienate Sellers if the Sellers decide not to consider their bully offer.

“I don’t want to do offer nights.”

Some Buyers think that if they bid on a property on its offer night, they may pay too much. This is not necessarily the case at all. This concern can be alleviated by determining well beforehand exactly how much any Buyer is willing to pay for a property. I provide a market analysis on each property to help my Buyers establish that maximum figure with which they are comfortable.  Once established, that limit should be honoured. Not all properties sell on offer night at an amount above which a Buyer may have been willing to pay, but didn’t out of fear of overpaying.

I help make any offer night a controlled situation for my Clients.

Should I work with Listing agent?

Some Buyers think there is a perceived advantage by working with the Listing Agent of a property. The cost to any Buyer working with the Listing Agent is simply that the Listing Agent is initially working with the Seller and has that Seller’s best interests at heart, not the Buyers’.  Even in Multiple Representation the Agent does not have the Buyer’s exclusive loyalty.  When working with me, my allegiance to the Buyer is unquestioned. My total loyalty to my Buyers is there legally and practically. It does not get divided between you and any Seller.

Do I need a lawyer?

Your lawyer handles much of the paperwork involved and facilitates the transfer of the home’s ownership. They also ensure that you receive good title to the property you purchase. Real estate law is a unique beast. It’s important to work with a lawyer who has experience in closing real estate transactions.

HOW AGENTS GET PAID

Real Estate commissions are really Success Fees: If the Buyer does not find, negotiate and complete the purchase of a home, the agent does not get paid. The Seller usually pays all the commission but in the rare occasions that they don’t, details of any expected payment by the Buyer must be addressed and agreed to beforehand.

In essence, the Seller is paying the Buyer Agent to negotiate the purchase on behalf of their Buyer.

No real estate fees get paid for by Buyer, unless otherwise agreed to beforehand.

HOW ARE REAL ESTATE COMMISSIONS DISTRIBUTED?

The Buyer purchases a home through their Buyer Agent, employed by a Real Estate Brokerage.
When the transaction completes the Seller pays the Listing Brokerage the agreed-upon commission through their lawyer.
Compensation to the brokerage is typically made at sale’s completion by the Seller’s lawyer. The brokerage commission gets deducted from the Seller’s proceeds of the sale.

The Listing Brokerage then pays its Listing Agent directly and also pays the Buyer Brokerage (Co-op Brokerage) their portion of the commission.
The Buyer Brokerage then pays its Buyer Agent.

COSTS TO CONSIDER

Deposit Funds: Deposits become payable by the Buyer within 24 hours from the time of acceptance of their offer to purchase a property. These funds, usually about 5% of the value of the property, must be available at that time.

Legal Fees: These vary widely, get a personalized quote from a lawyer.

Home Inspection Fee: Home inspectors provide a physical condition check and structural assessment of the property confirming things that are in working order and identifying those items that may be in need of repair. Budget around $500.

Condominium Status Certificate: If purchasing a resale condominium an up-to-date status certificate is required. If the Seller has not already made one available the fee for providing a new status certificate often falls upon the Buyer. Cost: $100.

New Condominium Fees: Builders charge back to Buyers any municipal levies and development expenses that they incur and must pay when building the property. Lawyers can provide an estimate of these fees for each specific new freehold or condominium purchase.

Property Appraisal Fees : Mortgage lenders usually require an accredited property evaluation to confirm the market value of the property.

Sometimes paid for by the lender. $250 – $300

Survey: Lenders may require an up-to-date property survey (ranging from $1500 to $2500) but often title insurance is acceptable in lieu of a new survey. Property surveys are a requirement however for any intended renovation permit applications that require extensions to the property, pools, etc. Sellers may have an acceptable survey already in-hand.

Title Insurance: Title insurance policies protect the lender (and the Buyer) against a number of defects, including: existing zoning violations, encroachments, title frauds and defects, work orders, etc. Often title insurance will eliminate the need for an up-to-date survey of the property. $400 – $500

Closing Adjustments: These disbursements get paid by the Buyer to the lawyer. Adjustments include any Seller-prepaid taxes, utility bills, condominium fees and other charges that have already been paid for, calculated at completion and then to be reimbursed to the Seller. The lawyer can provide a closing adjustments approximation for each specific purchase.

Land Transfer Tax (Ontario Provincial Tax and Toronto Municipal Tax)

Ontario Land Transfer Tax :

0.5 % – on the first $55,000
1.0 % – on amounts between $55,000 and $250,000
1.5 % – on amounts over $250,000
2.0 % – on amounts above $400,000
2.5 % – on amounts above $2,000,000

In addition to the Ontario Land Transfer Tax for single family residences located within the City of Toronto there is now a Municipal Land Transfer Tax applied, payable as per the following rates:

0.5 % – on the first $55,000
1.0 % – on amounts between $55,000 and $250,000
1.5 % – on amounts above $250,000
2.0 % – on amounts above $400,000
2.5 % – on amounts above $2,000,000
3.5 % – on amounts above $3,000,000
5.5 % – on amounts above $5,000,000
6.5 % – on amounts above $10,000,000
7.5 % – on amounts above $20,000,000

Please note that the above calculations are for illustrative purposes only. Please verify the details of payable Land Transfer Taxes for your specific purchase with your lawyer who will be responsible for final calculations and the collection and remitting Land Transfer Taxes to the Provincial and City of Toronto on your behalf.

2010 Yonge Street

134 Ossington Avenue

Design Studio

Great design matters. No brokerage understands that better than SAGE. We have invested heavily in order to build a Design Studio that only caters to SAGE’s Clients. This way we can ensure that we are able to market our Client’s homes in the best possible light.

SAGE PRINT SHOP

Great design deserves to be produced with an equal amount of care. For years we were using outside print shops with often inconsistent results. We decided enough was enough so when the space next to our Design Studio became available we snapped it up and invested to bring in all the equipment to allow us to produce all or our print materials in-house.

CASTL

SAGE has developed a proprietary platform called ‘Castl.’ http://yourcastl.com/ that I can give you access to.

‘Castl.’ is an interactive platform dedicated to informing you about what is happening in the real estate market in Toronto and how that impacts the value of homes.

Each month you will receive a neighbourhood sold e-newsletter. Click on the neighbourhoods of interest to see what sold last month. Over a decade of historical Greater Toronto Area sold data for 600 + neighbourhoods is available on the platform.

You can also search for homes that are for sale and look up the sold price for specific houses. The most exciting feature is the home valuation tool, where you can get a real-time estimate of the value of your home and automatically receive an updated valuation each month.

GLOSSARY OF TERMS

A

+

Adjustable Rate Mortgage (A.R.M.): Mortgage with a rate tied to the prime rate that is variable.

Agency: Relationship a Buyer or Seller has with their real estate agent.

Agreement of purchase and sale (aka offer): Legal document that outlines the terms of a real estate deal that will be signed by both the Buyer and the Seller.

Appraised Value: Amount that a professional appraiser thinks a property is worth.

C

+

Canada Mortgage and Housing Corporation (CMHC): Institution which administers the National Housing Act and provides lenders with insurance against high ration mortgages.

Clear Title: A property with no claims.

Closing Date: Date that the house exchanges hands from the Seller to the Buyer.

Cloud on Title: When a claim has been made against the title of a property.

Collateral: Tangible asset that is used as a guarantee of payment in a loan.

Common Elements: Parts of a condo building that are owned by all owners of the building.

Condition: Offer clause which outlines what has to happen before the agreement becomes binding.

Condominium: Form of ownership where the owner has the title to a specific unit and a portion of the common elements of a building.

Conventional Mortgage: Mortgage from a traditional lender where the value of the mortgage does not exceed 75% of the value of the property.

Cooperative: Type of ownership wherein the building is owned by a company. In order to be entitled to live in the building one must buy shares in the corporation. It is typically difficult to get a mortgage for a co-op without a large down payment and the Buyer must also be approved by the co-op Board of Directors. Co-operatives were the precursors to condominiums.

Co-ownership: Form of real estate ownership wherein the rights of ownership of the property are held jointly with another, or with other people.

D

+

Deed: Document that officially transfers ownership of a property.

Default: When a borrower is not able to make a debt payment.

Deposit: Money that is put down after an offer has been accepted and is held in trust.

Disbursements: Various expenses and costs that a lawyer will pay on behalf of a Buyer to close the sale.

Down Payment: Amount that the Buyer puts down on the property in cash.

E

+

Equity: Value of the property minus any outstanding debt.

F

+

Fiduciary Duty: Legal relationship between a Buyer or Seller and their agent.

Fixed Rate Mortgage: Mortgage that has a fixed amount of interest paid over a specific amount of time.

Freehold: Outright ownership of real property with no time limit on the ownership tenure and the owner has freedom to mortgage the property or dispose of it at will.

H

+

High Ratio Mortgages: Mortgage that exceeds 75%. These mortgages must be insured by the CMHC.

Hold Back: When money is held back by the lender until a condition is satisfied.

Homeowner’s Insurance: Protects homeowners against damage to their home.

Home Inspection: Objective evaluation of a house by a home inspector.

I

+

Irrevocable Period: The period at the end of which an offer expires.

L

+

Land Transfer Tax: Tax paid to transfer a property.

Legal Fees: Amount charged by lawyer to execute the purchase or sale of a property.

Lien: Legal claim against real estate to guarantee payment of a debt.

Listing Agreement: Formal agreement between the Seller and a real estate brokerage company authorizing a particular piece of real estate for sale.

Listing Broker: The real estate brokerage company that represents the Seller.

Lock-in: A Buyer tells the lender that they accept a certain interest rate for a certain amount of time.

M

+

Maintenance Fee: Fee a condo owner pays each month towards upkeep of the common areas.

Mortgage: An agreement between a lender and borrower where the real estate is collateral for a loan.

Mortgage Broker: A professional who brings together borrowers and lenders.

Mortgage Insurance: Also referred to as mortgage loan insurance or mortgage default insurance, this is offered through CMHC and covers the lender when a borrower has less than 25% down payment.

Mortgage Life Insurance: Covers the mortgage value in the event of the death of the mortgage holder.

Mortgagee: Lender.

Mortgagor: Borrower.

P

+

Pre-approval: A written commitment from a lender to lend a Buyer a certain amount of money at specific terms.

Principal: Base amount of money borrowed.

R

+

Real Estate Agent (Broker): The brokerage company that represents either a Buyer or Seller in the process of buying or selling real estate.

Realtor: A registered real estate sales representative or broker.

Refinance: When a new mortgage is obtained and used to pay off the old mortgage.

S

+

Statement of Adjustments: Amount of money owed at the time of closing.

Selling Broker/Cooperating Broker: The real estate agent who represents the Buyer.

Survey: Document that outlines the property line on a piece of real estate as well as the location of any fences, encroachments and buildings on the property.

T

+

Term: Amount of time a lender lends funds to a borrower.

Title Insurance: Insurance that assures that the real property remains the property of the Buyer if a claim against the property is processed.

Title Search: The process of checking records to ensure the Seller has the legal right to sell the property.

Trust Account: Bank account used by brokers to keep protected deposit funds separate from other funds.

Trust In Real Estate Services Act, 2020 (TRESA): A replacement of the Real Estate and Business Brokers Act (REEBA). It is legislation that governs how Real Estate Professionals are to transact business in Ontario with increased consumer education, protection and transparency.

U

+

Underwriting: Calculation of risk involved for a lender.

V

+

Variable Rate Mortgage: Mortgage with fixed payments but where the interest rate is adjusted to market levels.

W

+

Warranty: Legally binding commitment to guarantee that the house is in good condition.

416.428.5362 | info@LifeInMidtown.ca

2010 Yonge Street, Toronto, ON M4S 1Z9

o 416 483 8000
f 416 483 8001

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