Clarks Listing Presentation

507-259-2283www.jimandbarbclark.com

Jim and Barb Clark 507-259-2283

Finish!Finish!The Process Power Marketing Market Info Pricing Your

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Agent MiscPreparing Your Home FAQ

[email protected] & Barb Clark 1

Compliments of:

A Guide to Selling your Home

Jim and Barb ClarkKeller Williams Premier Realty2765 Commerce Dr NWRochester, MN 55901

Must have PowerPoint 2007 Or Newer to view Properly




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T H E PROCESS

I’ll Guide You

I’ll Guide You




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22 Sign Listing AgreementSign Listing Agreement 33 Place The Sign

in Yard!Place The Sign

in Yard! 44I Instantly Start Marketing

your Home see Power Marketing for Details

I Instantly Start Marketing your Home see Power Marketing for Details

11 Market Research

Market Research

55Schedule Open House

Schedule Open House66Receive

ShowingsReceive

Showings77I follow up with Clients and

Realtors on Showings received and gain feedback

I follow up with Clients and Realtors on Showings

received and gain feedback88

Review feedback with you and see

how its going!

Review feedback with you and see

how its going!




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99 Receive OffersReceive Offers 1010 Counteroffer if needed!

Counteroffer if needed!

1111 Contract Accepted!!Contract

Accepted!!1212 Receive Earnest MoneyReceive Earnest Money

1313Inspection!! & Appraisal

Inspection!! & Appraisal1414

Choose Closing

Company!

Choose Closing

Company!1515Assemble

Paper Work!Assemble

Paper Work!1616The Closing !!!The Closing !!!

In house title option!In house title option!




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PO W ERMARKET I NG




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My Marketing Material!! All First Class Material!!!My Marketing Material!! All First Class Material!!!




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My MaterialMy MaterialMaterial Used By OthersMaterial Used By Others




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I will Alert over 700 SE MN Realtors as soon as we list your home!

I will Alert over 700 SE MN Realtors as soon as we list your home!

I will also alert over 10,000 MPLS Realtors!!I will also alert over 10,000 MPLS Realtors!!

We have also joined the MPLS MLSto help get more exposure to your Listing!!

We have also joined the MPLS MLSto help get more exposure to your Listing!!




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Each month, REALTOR.com® attracts more than 13.7 million visits per month* from consumers interested in buying a home. No other real estate site even comes close to that number. The most comprehensive national collection of homes for sale, REALTOR.com® is the powerful site of its kind, is No. 1 in page views, No. 1 in time spent searching and your No. 1 online sales tool, and it’s getting stronger all the time. Nearly 14 million people don’t visit a Web site by accident. It takes a great deal of work, as REALTOR.com® is increasing awareness and driving traffic with its public awareness campaignsInitiatives include providing locally-themed real estate statistics and Top 10 lists to print, TV and Internet media outlets in cities both big and small, as well as investing capital to ensure that REALTOR.com® listings show up higher in online search engines that those of the competition.

That’s 287,000,000Minutes in January!




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13.7 MILLION

Visitors Per Month

I will also be adding your Home to Realtor.com using our upgraded tool SHOWCASE LISTINGS!!I will also be adding your Home to Realtor.com using our upgraded tool SHOWCASE LISTINGS!!




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I will also be adding your Home to Realtor.com using our upgraded tool SHOWCASE LISTINGS!!I will also be adding your Home to Realtor.com using our upgraded tool SHOWCASE LISTINGS!!

I will be adding banners like this on the most popular sites as well! Fresh inventor gets the most traffic. With this marketing tool we will drive more traffic to your listing!

I will be adding banners like this on the most popular sites as well! Fresh inventor gets the most traffic. With this marketing tool we will drive more traffic to your listing!




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HOW WILL I SHOWCASE YOUR HOME TO THE MOST BUYERS?

Screen shots represent site as of print date. Site subject to change without notice.

I will enable your home to rise to the top of the search, above all other homes, by adding more photosI will enable your home to rise to the top of the search, above all other homes, by adding more photos




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• Thousands of home buyers sign-up for home search

assistance on REALTOR.com® each

month

Screen shots represent site as of print date. Site subject to change without notice.

So what I will do is alert anyone that is looking in your price range and area that your home is now for sale! I will also be doing

this to all the buyers registered on the other

major home search sites!!

BUYER ASSIST BY REALTOR.COM® & other sites as well!!BUYER ASSIST BY REALTOR.COM® & other sites as well!!




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MOBILE BUYER MARKETING PLANBuyers driving through the neighborhood can:

- Find your home, get directions and a map

- Connect with me in one “click” to get details and make an appointment

HOW WILL I SHOWCASE YOUR HOME TO THE MOST BUYERSHOW WILL I SHOWCASE YOUR HOME TO THE MOST BUYERS




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Weekly tracking report shows how many buyers are looking at your home

ONLINE LISTING PERFORMANCE REPORTONLINE LISTING PERFORMANCE REPORT




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Brokerage Websites

NationalPortals

Realtor.comSearchEngines

Social Media

With KWLS I will get the lead and that is best for you since I will know themost about the property and be able to sell it better than anyone else!

With KWLS I will get the lead and that is best for you since I will know themost about the property and be able to sell it better than anyone else!




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Source: National Association of REALTORS®

2009 2010Internet 90% 89%Real estate agent 87 88Yard sign 59 57Open house 46 45Print newspaper advertisement 40 36Home book or magazine 26 23Home builder 18 16Relocation company 4 3Television 8 7Billboard 6 5

Why do I focus my marketing in these areas?Why do I focus my marketing in these areas?Info Sources Used in Home SearchInfo Sources Used in Home Search




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15

2001 2003 2004 2005 2006 2007 2008 2009 2010

Signs 11%

5

2002: Internetsurpassed print ads

2004: More buyers found their home on internet than from signs

Source: National Association of REALTORS®, Profile of Home Buyers and Sellers, 2010

2009: The internet is THREE TIMES as powerful as signs

HOW BUYERS FOUND THEIR HOME

Print ads 2%

Internet 41%

Why do I focus my marketing in these areas?Why do I focus my marketing in these areas?




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All Buyers First-time Buyers Repeat Buyers

2009 2010 2009 2010 2009 2010

Looked online for properties for sale 36% 36% 31% 32% 40% 41%

Contacted a real estate agent 18 19 14 16 21 22

Looked online for information about the home buying process 11 11 16 15 7 8

Contacted a bank or mortgage lender 8 8 11 10 6 6

Drove by homes/neighborhoods 8 7 6 6 10 9

Talked with a friend or relative about home buying process 7 7 11 11 3 3

Visited open houses 4 4 2 3 5 5

Looked in newspapers, magazines, or home buying guides 3 2 2 2 3 2

Attended a home buying seminar 1 2 3 3 * *

Contacted builder/visited builder models 2 1 1 1 2 2

First Step in Home Buying ProcessFirst Step in Home Buying Process




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2005 2009 2010Multiple Listing Service (MLS) website 50% 60% 59%REALTOR.com 54 46 45Real estate company website 38 46 43Real estate agent website 31 45 42Other website with real estate listings 11 30 41For-sale-by-owner website * 17 15Newspaper website 15 9 8Real estate magazine website 6 4 4

Social networking websites (e.g. Facebook, Myspace, etc.) * 1 2

Video hosting websites (e.g. YouTube, etc.) * * 1

Websites Used in Home SearchWebsites Used in Home Search




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2001 2003 2004 2005 2006 2007 2008 2009 2010

Sold home using an agent or broker 79% 83% 82% 85% 84% 85% 84% 85% 88%*

For-sale-by-owner (FSBO) 13 14 14 13 12 12 13 11 9**

Sold to home buying company 1 1 1 1 1 1 1 1 1

Other 7 3 3 2 3 2 2 3 3

* Highest Level in 9 Years!** Lowest Level in 9 Years!

Method Used to Sell HomeMethod Used to Sell Home




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2001 2003 2004 2005 2006 2007 2008 2009 2010

Through a real estate agent or broker 69% 75% 77% 77% 77% 79% 81% 77% 83%

Directly from builder or builder’s agent 15 14 12 12 13 12 10 8 6

Directly from the previous owner 15 9 9 9 9 7 6 5 5

Through a foreclosure or trustee sale 1 1 1 * 1 1 3 10 4

Method of Home PurchaseMethod of Home Purchase




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MARKETR EPORT




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1. Home Sales Nation Wide Residential (In Millions)

5.18

7.08

5.16 4.914.96

Sales decreased 4.8% in 2010, mainly due to softer demand in the second half of the year.

Sales decreased 4.8% in 2010, mainly due to softer demand in the second half of the year.

Rochester, MN Residential Sales last Ten YearsRochester, MN Residential Sales last Ten YearsSource: National Association of REALTORS®




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2. Home Prices National Residential (Annual Appreciation)If home prices actually grew by 4% every year from 1989, the median home price would

be $211,082, which is approximately 18% above where we are today.If home prices actually grew by 4% every year from 1989, the median home price would

be $211,082, which is approximately 18% above where we are today.

Home Prices Rochester, MN Residential (Annual Appreciation)Home Prices Rochester, MN Residential (Annual Appreciation)





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$153K

$222K

2. Home Price National Residential (In Thousands)The median home price increased slightly by 0.3% in 2010, the first annual price gain since 2006. The median home price increased slightly by 0.3% in 2010, the first annual price gain since 2006.

$173K

$211K

$172K

2. Home Price Rochester Residential




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Source: National Association of REALTORS® Source: National Association of REALTORS®

4. Mortgage Rates (30-Year Fixed)

10.3%

6.0%5.0% 5.05%4.7%

Mortgage rates averaged 4.69% in 2010, an all-time low since Freddie Mac started tracking in 1971.Mortgage rates averaged 4.69% in 2010, an all-time low since Freddie Mac started tracking in 1971.

Mortgage rates ranged from 4.23% to 5.1% in 2010. At the end of December, rates stood at 4.71%.Mortgage rates ranged from 4.23% to 5.1% in 2010. At the end of December, rates stood at 4.71%.




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PR I C I NG




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11 Property ConditionsProperty Conditions 11 CompetitionCompetition

Seller ControlsSeller Controls 1. Seller’s Do Not Control1. Seller’s Do Not Control

22 Availability for ShowingsAvailability for Showings 22 Buyer’s or Seller’s MarketBuyer’s or Seller’s Market

33 PricePrice 33 Interest RatesInterest Rates

44 Home WarrantyHome Warranty 44 When the perfect buyers walks in the doorWhen the perfect buyers walks in the door

What you do & Do not controlWhat you do & Do not control




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Pricing your property competitively will generate the most activity from agents and buyers.

Pricing your property too high may make it necessary to drop the price below market value to compete with new, well-priced listings.

the power of pricingthe power of pricing




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the power of pricingthe power of pricingTo get your home sold for the most money in the least time, we have to price it “in the market.”To get your home sold for the most money in the least time, we have to price it “in the market.”




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`

Act

ivity

1 2 3 4 5 6 7Weeks on the Market

11 Timing is extremely important in the real estate market!Timing is extremely important in the real estate market!

33 It has the greatest opportunity to sell when it is new on the market!It has the greatest opportunity to sell when it is new on the market!

22 A property attracts the most activity from the real estate community and potential buyers when it is first listedA property attracts the most activity from the real estate community and potential buyers when it is first listed




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Pricing it Right off the bat would increase your result of selling it at or above market

value vs. selling it below Market Value after you lose the new listing traffic new

listing appeal!!

Pricing it Right off the bat would increase your result of selling it at or above market

value vs. selling it below Market Value after you lose the new listing traffic new

listing appeal!!

attracting buyersattracting buyersIf you want to be competitive.• The buying market has a short attention span.• Pricing your home right the first time is key.• Proper pricing attracts buyers.• An overpriced house will not sell.• We want to generate offers before the market moves on to newer listings.

If you want to be competitive.• The buying market has a short attention span.• Pricing your home right the first time is key.• Proper pricing attracts buyers.• An overpriced house will not sell.• We want to generate offers before the market moves on to newer listings.




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Don’t Chase the Market!!

pricing a home competitivelypricing a home competitivelyThe right price is important.• A property generates the most interest when it first hits the market.• The number of showings is greatest during this time if it is priced at a realisticmarket value.• Starting too high and dropping the price later misses the excitement and failsto generate strong activity.• Many homes that start high end up selling below market value.

The right price is important.• A property generates the most interest when it first hits the market.• The number of showings is greatest during this time if it is priced at a realisticmarket value.• Starting too high and dropping the price later misses the excitement and failsto generate strong activity.• Many homes that start high end up selling below market value.




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What You Paid!!

What you Need

What you Want

What your Neighbor

Says

What another agent says

Cost of Rebuild today!

The Value of your property is determined by what a buyer is willing to pay and a seller is willing to accept in today's market. Buyers make their pricing decision based on comparing your property to other properties sold in your area

Pricing Misconceptions!Pricing Misconceptions!




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1-888-492-7359http://www.hwahomewarranty.com




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CHOSIA N AGENT

NG




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Reputation of agent20%

Agent is friend or family member

17%

Agent’s knowledge of the neighborhood

12%

Agent has caring personality/good listener

11%

Agent’s association with a particular firm

3%

Professional designations held

by real estate agent2%

Other5%

Most Important Factors When Choosing an AgentMost Important Factors When Choosing an Agent





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2005 2009 2010Help price home competitively 17% 22% 23%Help find a buyer for home 28 21 21

Help seller market home to potential buyers * 19 20

Help sell the home within specific time frame 27 19 19

Help seller find ways to fix up home to sell it for more 12 10 7

Help with negotiations and dealing with buyers 5 5 5

Help with paperwork/inspections/preparing for settlement 7 3 4

Help seller see homes available to purchase 3 1 1

What Sellers Most Want from AgentsWhat Sellers Most Want from Agents





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Discount Brokers just

don’t have the tools it takes to

fully market your home in today’s

market!

Discount Brokers just

don’t have the tools it takes to

fully market your home in today’s

market!




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PREPARINGYOUR HOME




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Preparing Your Home for SaleCleanlinessMost people are turned off by even the smallest amount of dirt or odor when buying a home. Sellers lose thousands of dollars because they do notadequately clean. If your house is squeaky clean, you will be able to sell your home faster and net hundreds, if not thousands of dollarsmore. If you are planning on moving, why not get rid of that old junk now so that your house will appear larger? Make more space. Odors mustbe eliminated especially if you have dogs, cats, or young children in diapers or if you are a smoker. You may not notice the smell, but the buyersdo!ShowtimeWhen your home is being shown, please do the following:• Keep all lights on• Keep all drapes and shutters open• Keep all doors unlocked• Leave soft music playing• Take a short excursion with your children and pets• Let the buyer be at ease and let the agents do their job• Make sure that the agent showing the property uses the lock box to enter your home even if you are still home when they arrive.Let us know whenever your home is shown by any agent who does not use the lockbox and leave the showing agents name, real estateoffice, day and time of showing. Our listing coordinator will immediately fax or email the agent a showing feedback sheet which will give ususeful information to use in marketing your home.Paint & CarpetPaint is your best improvement investment for getting a greater return on your money. Paint makes the whole house smell clean and neat. If yourhouse has chipped paint, exposed wood, or the paint looks faded, it is time to paint. If your carpet is worn, dirty, outdated, or an unusualcolor, you may need to seriously consider replacing it. Many houses do not sell because of this problem. Don't think that buyers have moremoney than you have to replace carpet. They don't. They simply buy elsewhere.Curb AppealYour front yard immediately reflects the inside condition of your house to the buyer. People enjoy their yards. Make certain that the trees aretrimmed so the house can be seen from the street. Have the grass mowed, trimmed and edged. Walkways should be swept. Clean away debris.Remove parked cars. This all adds to curb appeal. If a buyer doesn't like the outside, they may not stop to see the inside.




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M I S CJ. D. Powers and Associates - Highest Overall Satisfaction For Home Buyers Among National Full Service Real Estate Firms, Two Years in a Row*

Entrepreneur Magazine- Ranked #1 real estate franchise in the Franchise 500 survey

Swanepoel Trends Report - Most Recognizable Real Estate Franchise for 2009, #1 Industry Trendsetter for 2009

Inc. Magazine - One of the Top 5000 Fastest Growing Private Companies in America, 2009

American Business Awards- Sales Training/Coaching Program of the Year

Franchise Times - Top Quartile of Franchise Operations in the U.S., 2009




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F.A.Q.




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Will you be present at all showings?At open houses I, or a member of my team, will be there. For showings, potential buyers willbring their own agents to see your home. Most buyers prefer only their own agents be present whenevaluating a prospective new home.

What if another agent tells us they can get us more for the house?Some agents will quote a higher listing price just to get your business, but an overpriced house willnot sell. If you choose to work with me, I will conduct a comparative market analysis prior torecommending an asking price for your home. I will explain how I arrived at the price, but ultimatelythe decision is up to you. I will offer my professional opinion on how the market willvalue your home.

Do we have any responsibilities during the marketing of our home?Your primary job during the sale of your home is to keep it neat and clean for showings and openhouses. A large part of a home's appeal involves staging, which is everything from furnitureplacement to home fragrance. I will advise you on how to stage your home well, giving you easytips and quick fixes to maximize your home's appeal.

What happens once we get an offer?I will help you consider each offer and negotiate the best deal for you. Once you'veaccepted an offer, I will guide you through the entire closing process and ensure everything




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Receiving OffersPresentation of OffersWhen an offer is generated on your home, you can expect the following from us:1. Present the offer to you personally.2. Have the cooperating agent share the buyer ’s qualifications.3. Go over every term in the contract with you so that you thoroughly understand what the buyers are offering and what they are asking for.4. Discuss all offers with you in private, after listening to the other agent’s input.We will give you as much information as possible regarding:

1. Current market and finance activity.2. Other sales to date.3. Competition.4. Agent comments.

Negotiating the SaleWhen purchase contracts are negotiated, you will be kept informed every step of the way.Other items to expect during the selling process:

1. Establish and explain guidelines prior to presentation.2. Present all offers to you—as quickly as possible.3. Review the contract with you.4. Keep you up to date on current market activity, which may affect the strength of the offer.5. Ensure that all parties in all transactions are treated fairly and with honest consideration.6. Make certain that there is compliance with disclosure laws and ordinances.




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ALL HANDS ON DECKALL HANDS ON DECKRising to the Top in Today’s Market!Rising to the Top in Today’s Market!

Documents

Clarks Listing Presentation