NNextextSSteptepREALREAL ESTATEESTATE

NNextextSSteptepREALREAL ESTATEESTATE

Take all the RIGHT STEPS for Real Estate Take all the RIGHT STEPS for Real Estate SuccessSuccess

Introduction, Seller Questions & Overview

Who are You?Who are You? How Does the Selling Process work? How Does the Selling Process work? What Does the Realtor do?What Does the Realtor do? How Do we Price the Property?How Do we Price the Property? What Does the Seller Do?What Does the Seller Do? How Do We Get Started?How Do We Get Started?

How Does the Selling Process

Work?

We Have Mutual Objectives….To Sell Your Home…

At the highest possible priceAt the highest possible price

In the shortest period of timeIn the shortest period of time

For the most favorable termsFor the most favorable terms

WHAT SELLS YOUR HOME?

LOCATIONLOCATION

COMPETITIONCOMPETITION

TIMINGTIMING

CONDITION OF CONDITION OF PROPERTYPROPERTY

TERMSTERMS

PRICEPRICE

6 Key Marketing Factors:

5 Things the Homeowner has control over in Selling the Home.

1.1. The PriceThe Price

2.2. The Condition of the PropertyThe Condition of the Property

3.3. The TermsThe Terms

4.4. The Showing AccessibilityThe Showing Accessibility

5.5. Choosing the Realtor who will Choosing the Realtor who will adviseadvise

you and represent your best interest.you and represent your best interest.

The One Thing No One has Control Over is…………. The Market.The Market.

The market dictates what the property will The market dictates what the property will sell for.sell for.

The market tells us if it is a “Seller’s” market The market tells us if it is a “Seller’s” market or a “Buyer’s” market.or a “Buyer’s” market.

The market helps us know where to price the The market helps us know where to price the property.property.

The market tells us about changes and what The market tells us about changes and what we need to do to be competitive. we need to do to be competitive.

What is the Market?

Buyers.Buyers.

What Does the Realtor Do?

My Objectives are: Thoroughly inspect your homeThoroughly inspect your home

Understand your objectives.Understand your objectives.

Explain the Home Selling/Marketing Explain the Home Selling/Marketing process.process.

Advise you on how to showAdvise you on how to show your home your home effectively.effectively.

And……….

Help you price your home.Help you price your home.

Create a Personalized Marketing Plan tailored to Create a Personalized Marketing Plan tailored to the Property and your Lifestyle.the Property and your Lifestyle.

Explain what happens from time of contract Explain what happens from time of contract through closing.through closing.

Ask for your personal commitment to begin Ask for your personal commitment to begin marketing your home.marketing your home.

Create Marketing ExposureCreate Marketing Exposure

Distinctive For Sale SignDistinctive For Sale Sign Weekly Sales MeetingsWeekly Sales Meetings Multiple Listing ServiceMultiple Listing Service Market to over 2,500 Market to over 2,500

Realtors in theRealtors in the greater greater

metro area.metro area. Photos and virtual toursPhotos and virtual tours Facts & Info SheetsFacts & Info Sheets

AdvertisingAdvertising Internet including Internet including

downloads to over 31 downloads to over 31 different websitessdifferent websitess

NewspapersNewspapers

Open House Open House Campaigns…If neededCampaigns…If needed

What else?

Pay for all advertising up front before property sells.

Pays for MLS and Web site exposure.

Pays for signs, photos, facts sheets, postage, gas, phone calls and faxes any where Seller & Buyer are.

On duty 7 days a week for calls from prospects and agents.

Schedules showings. Follow-up on showings..

Keep Seller informed. Well informed on current

market trends. Training and education in

contracts,negotiations, representation.

Follow-up on Buyer’s financing, coordinate inspections and coordinate closing.

Ability to be a competent problem solver.

Technological ability and training.

Market ValueMarket Value

How Do We Price How Do We Price Your Home?Your Home?

Important Factors in Pricing Your Property Current Market ValueCurrent Market Value Condition of the PropertyCondition of the Property Your TermsYour Terms TimingTiming

Contingencies in Buying another propertyContingencies in Buying another propertyRelocationRelocationOtherOther

CompetitionCompetition CMACMA

What is a CMA??We look at the statistical research on the area, subdivision, street, Area…called a Comparative Market Analysis (CMA) and determine the following:

1. Competition

2. What has Sold in last 6 months to 2 years and the SOLD price compared to the current active listings.

3. Days on Market, saturation, and absorption rate.

We decide if there are any other factors that could affect the market value ( like

zoning, site variance, stigmatization, over-improvement, survey, etc…)

We look at the percent of selling price compared to list price.

We plan our strategy on pricing to beat the competition.

The Condition of your HomeThe Condition of your Home I will give you a check list to help you to I will give you a check list to help you to

prepare your home to be shown. prepare your home to be shown.

I will tell you which improvements need to I will tell you which improvements need to be done first, if any.be done first, if any.

I am a professional interior decorator and II am a professional interior decorator and I can suggest many inexpensive ways to can suggest many inexpensive ways to

stage your home for maximum stage your home for maximum showingshowing advantage. advantage.

We want your home to Shine and SHOUT!We want your home to Shine and SHOUT!

To Repair or Not to Repair…

The consequences of NOT fixing up the The consequences of NOT fixing up the home are:home are: Lower Sales PriceLower Sales Price

For every $200 of repairs, the Buyer For every $200 of repairs, the Buyer will lower the price $1000.will lower the price $1000.

Longer time on MarketLonger time on MarketBuyers will buy other properties that Buyers will buy other properties that

do not require repairs.do not require repairs.

What are the Disadvantages of What are the Disadvantages of Over Pricing…?Over Pricing…?

What Does the Seller Do?

Interior conditionInterior condition Exterior conditionExterior condition Availability to showAvailability to show Competitive PriceCompetitive Price Prepare home for Prepare home for

showingshowing Buyer incentives (if Buyer incentives (if

necessary) necessary)

Periodic meeting with Periodic meeting with me to consider me to consider adjustments and adjustments and strategies.strategies.

We will be working We will be working together as a team…. together as a team…. Cooperation & Cooperation & communication are key communication are key elements to success.elements to success.

What Do We Need to Do To Get Started?

Agree that you want Linda Jarvis and Agree that you want Linda Jarvis and NextStep Real Estate to List Your Home.NextStep Real Estate to List Your Home.

Agree on price, terms, condition and showing Agree on price, terms, condition and showing instructions.instructions.

Documentation.Documentation. Put a NextStep sign in the yard.Put a NextStep sign in the yard. Put a Lock Box on Front Door.Put a Lock Box on Front Door. Let Linda get started!Let Linda get started!