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My Seller Presentation
Introduction
I believe in focusing on the client's needs. If you're in the market to sell a home I want you to know what I am prepared to do for you. You can be assured that I will take every opportunity "to make it happen" for you from the time I list the house to the closing.
The Decision Process
I have five principal objectives to cover during the presentation to you about selling your home and one major decision that we will make together.
The first of these is to address your objectives so that we can all get on the same page and level of understanding.
The second is to see your home and completely analyze the property so that I can better help you determine its value and so that I can understand what you have done to the property and potentially make some suggestions about potential improvements or staging.
Next I will discuss my detailed narketing plan and as we go through it I will further customize it to fit your needs and the needs of the property.
Then we will move on to determining the price and estimate of what you would net from the sale based on our the list price.
After we make a mutual decision about how we will proceed with the sale of your home, I will go over all of the forms and procedure involved.
Your Concerns & Needs
Before you meet with a Realtor, you should examine your needs and concerns about selling your home and be prepared with questions you would like to have answered. Your needs and concerns should be a top priority to both yourself and the agent you interview. Some of the things you might be prepared to discuss with me are:
Are you relocating or up/down sizing? Have you already purchased another property?
Is time or money more important to you. For example, would you be willing to take less money for your property if it sold quicker or is money the most important factor?
Would you be willing to provide some level of owner financing such as taking back a second mortgage or contributing to the buyers closing costs?
Would a delayed sale disrupt plans you have already made? Are you looking to recoup the costs of improvements you have already made to your home and if so what are these improvement costs? Are you willing to improve the property to make it more salable and if so to what extent?
Our Marketing System
There is truly nothing of major difference between what I would do for you in terms of a marketing system than any other realtor EXCEPT that I will put a lot of Value Added capability into the process. In the next few slides, I will explain my marketing system starting with the buyers and ending with the pricing of your property. To cap this off, I will go over in some detail how I propose that we communicate during the process. Hang on to your hat because you will see the difference in my methods.
Buyer Knowledge
At Today Real Estate we treat our Buyers like our Sellers. We provide a special section on our internal web site for buyers much the same as for our sellers. In doing so, we can constantly match our buyer needs and requirements to our agents listings.
We also provide 24/7 mortgage pre-qualification support to all of our buyers through Mortgage Master who are direct lenders rather than just mortgage brokers.
Thge chart above also shows some statistics, based on 2006 data, about the types of buyers that we most commonly deal with here on Cape Cod.
Team Work
At Today Real Estate we pride ourselves on the continual display of teamwork that is displayed among all of our staff. All of our agents are professionally trained and in addition to the required continuing education that we must go through, we have an extensive in-house training program that is continuous. Our company prides itself on the fact that we have full time administrative support that allows us as agents to spend more time catering to our customers needs. We also have full time management support with realtors that DO NOT list or sell properties, thus making themselves available full time to support issues and other factors that crop up during our efforts to support clients. Finally, we have weekly sales meetings for or 90 or so realtors that allows us to share our listings and our buyer needs as well as other common real estate news that affects us all. After the tour we all go on to tour new properties that have been listed in the past week. All of these factors are powerful examples of our team work.
Preparation For Sale
There are several activities involved in preparing to market your home. The first of these is to put the listing on the multiple listing service, which I will discuss in the next slide. The next is to provide assistance in staging the home and making sure that the curb appeal does not turn off potential customers. We will also place a distinctive yard sign on the property and a lock box on the door. As different from other companies, we have a lock box with Today Real Estate only key. The benefit to the lock box we use is that either myself or a qualified Today Real Estate agent will be present when the property is shown, thus assuring you of the security of your property.
Multiple Listing Services
All of our agents at Today Real Estate are members of two multiple listing services; the Cape Cod and Islands (CC&I) MLS and the Property Information Network (PIN) MLS. By using the CC&I MLS, we reach our to approximately 3,000 co-realtors on the Cape to attract buyers to our listings. We extend that coverage to the rest of Massacuhusetts and parts of the other New England states thus exposing your listing to another 30,000 realtors on a daily basis. We also offer a fifty/fifty split to our co-brokers who act in the capacity of Facilitators or Buyer Agents.
Advertising
There are two major factors involved in advertising your home; to use the print media and to use the internet. In addition to these, we also sponsor your home on Broker and Company Tours, use virtual tours where applicable, and advertise our company using National Toll Free Numbers.
Our print advertising includes both newspapers and magazines. Our normal print advertizing is provided through the Cape Cod Times where we have a permanent spot on the front page of the real estate section in the Saturday and Sunday papers. We use this space to advertise properties and to highlight our open houses for each day. We also have a section in the center of this layout to advertise featured properties. This advertising effort really pays off for our realtors by attracting a significant number of buyers as well as other company realtors. We also publish a quarterly Today Real Estate newspaper which is available to buyers at all major shopping locations throughout the Cape. Finally we advertise the company using our National Toll Free Number in the Boston Globe and the Wall Street Journal. For magazine advertising we are regular multi page advertisers in the Homes and Land Magazine which has a significant following of buyers.
We have established a new marketing tool within Today Real Estate, our Supreme Homes Division. This division utilizes additional print advertising publications if you home qualifies for this effort. Ask about this Division when you talk to me to determine if your home qualifies for this effort or if ti qualifies for some of the capabilities provided in special advertising.
Finally, I utilize the internet to advertise your home. The primary tool that the company provides is the Today Real Estate Web Site. This site allows you to access the internet yourself to find properties on the MLS. You can set up reserved searches and save individual properties for later review. I can assist you in doing these searches and by watching which properties you save and providing comments on them before you even ask. We can discuss this capability in greater detail when I meet with you. We also use an adjunct of the site to provide inter-company communications where we share activities and most of all your listing. The following pages go over some internet factors for your information.
Where Buyers Start Looking
In 1995 "before the internet" consumers basically never utilized the internet to find a new home. Instead, print advertising was the principal method og getting out the word on your home. Over the next 10 years, the use of the internet saw a very remarkable importance to consumers eager to find new homes and in 2004 approximately 75% of comsumers were going first to the internet. At the same time, print advertising saw a steady decline in consumer access as the first method of identifying new homes. With the continued development of the internet came a bunch of new capabilities to offer the consumer and over the next 3 years, the use of the internet has increased steadily to about 87% of consumers seeking a new home in the real estate market. I expect that this will increase even more as the years go by. It should be noted that the use of print advertising has not decreased substantiually over the last 3 years and I don't expect that it will in the future. Today's print advertising is still a premier effort.
Most importantly, and something that this chart does not reflect, is that the survey that was taken to establish this chart also found that buiyers who started their search on the internet as their first choice purchased a home that they found on the internet approximately 23% of the time.
Where Is Your Listing On The Web
We use the three top internet search engines as the basis for our internet advertising; Google, Yahoo and MSN. You will find your listing on the web sites shown in this picture. In addition I will personally assure multiple coverage by placing your listing under my name on several of the sites you see above. This assures multiple coverage on some of the more popular sites.
Showing Your Property
When you list your home with me, I want to assure you that I will be present at all showings unless by some chance I am not available. I have a vested interest in selling your property and assure you that this is the case by my presense. Because of our teamwork here at Today Real Estate you can also be assured that your property will be shown in my absense by a fully qualified and responsible agent. We also place ourselves on notice that we will show your property within 60 minutes of the time we get a call from an interested buyer or co-broker.
Pricing Assistance
I utilize several tools to analyze the pricing of your home as shown in the above chart.
The first of these is the comparative market analysis or CMA. This is an internet based capability availability through my membership in the MLS. While this analysis is relatively accurate if the properties I chose to compare you home to are close in features, it is not the be all or end all of my pricing efforts. The CMA is not always applicable to every potential listing due to several factors that I will share with you during our first meeting. I wull also use this analysis as a tool designed to hgelp re-price your home during the listing period.
The sellers estimate of net is another tool to help with the pricing effort as it tells you what you can expect your net will be after sale. This also needs to be updated on a regular basis.
A sale-ability analysis is just what it says. It examines the aspects of your home and potential listing by reviewing various factors of the listing that are key to either attracting buyers or pointing out where changes can be made to enhance the listing or the marketing efforts.
Finally, I utilize a special tool which, in an instant, shows you where your property stands in relation to homes that have sold, homes that are currently on the market, and homes that have been withdrawn or expired from the market. All of these properties are vitally important in trying to price the property properly.
The Power Of The Pyramid
The price exposure pyramid is just what it says, a diagram of what to expect if your property is or is not priced properly. If the asking price is at market value as we all hope it will be, than 60% of prospective buyers will look at the property. You can see for yourself what happens to the % of prospective buyers as your home is priced up or down in relationship to the market value.
Just as a reminder, the term "market value" of your property is set primarily by the price it sells at in any type of market. The use of the term here represents what we mutually set as the list price and hopefully it will be close to the market value established when it is sold. That is the purpose of working together to establish a list price.
Time On The Market
Perhaps of equal importance is the message provided in this chart. The most critical time frame after your house is listed is the first 6-7 weeks. If the price is not set properly than you risk losing prospective buyers, especially in a time when it is considered to be a "buyers market". You and I need to be aware of this important message when we jointly set the list price of your home.
Communications
The most important aspect of this process of marketing your home is for me to assure that I "keep in touch" with you on all aspects of the listing. I can guarantee you that you will probably get tired of listening to me. I will set up a weekly contact time with you to review what has or has not happened. I will provide feedback on every showing, good or bad. I will also consult directly with you on any offer that is received and provide whatever counsel I can based on my experience and knowledge of the real estate business.
Offer Acceptance To Closing
Finally, you can count on me to be there during every aspect of the work to be done once you ahve accepted an offer. This is not the end of the road where I can sit back and wait for my check. This is as critical a period as getting the offer on your house. A lot can go wrong between the time the offer is accepted and the time the keys are turned over to the buyer.
I WILL BE THERE ALL THE WAY TO THE END.
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