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Microsoft word   the right agent makes all the difference   shortened version-
 

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    Microsoft word   the right agent makes all the difference   shortened version- Microsoft word the right agent makes all the difference shortened version- Document Transcript

    • Marketing ProposalThank you for allowing us into your home and giving us your time to present our services to you. Ph 06 3555522 email realestate@inspire.net.nz Licenced agent 2008REAA Century 21 By the lake
    • Our Office ProfileIntroduction Our market segment transversesI am pleased that you are open to the possibility the Province and a wide range of property values.of me representing you and appreciate the We hear stories all the time where the only personopportunity to do so you see is the listing agent or the only buyers you see are at open homes. But with our teamMy Company has invested extensively approach, under the listing agents responsibilityin database and web based technology. We are for the marketing, for keeping you in touch andproficient in this area and keep in touch with our informed, your objective of getting a better resultbuying clients, so much so, that we have sold a in this current buoyant market place isnumber of properties lately that other companies significantly increased with a team approach. Youcould not. We are continually up skilling our staff do not want a better buyer, a buyer who wouldto be able to use these systems also. have paid more turning up at a later date that means you have under sold the property.We dont have to be the biggest in this We look forward to being ofdigital based world only the best. assistance to you. We are happy to talk toThe adage that you have market strength in being you about our systems and the best approach tosmall and agile in this digital and electronic do this for you. We can conduct a sales campaigninformation communication age is true. We can for your property that will achieve the best pricehandle ANY number of client contacts in the most convenient time frame. We areelectronically. available with all the information in relationWe are Team Based and as a team we to your Real Estate matters, so please do notcan all fill in the gaps, link buyers to sellers and hesitate to contact us.keep you fully informed. You as an Owner are .CENTURY 21 New Zealandtherefore being fully represented in themarketplace. We pride ourselves on our and its member offices have access to the mostteamwork. We work our client base as a team up-to-date technology, management, support,towards the best result for you. sales and marketing systems available in the industry today.Our sales staff have the freedom to listanywhere, which in turn draws their clients totheir colleagues properties as well as their own.Our sales staff predominantly have the support ofa sales cadet, pa and buyers agent , and arehighly supported in their own right.
    • Tim Kearins Profile My Accomplishments up exclusively then not selling your home. What is that ?Dip Ag, Dip Bus Studies both from Massey In fact you may see him withdraw in thatAREINZ instance , he will say I will do everything I can for you. No promises . No BS. If youLicenced Agent 2008 REAA would like me to help , Im your man.Principal of Century 21 Tim likes to say , I have buyers . I do need a Who is Tim Kearins listing authority to get to work for you.When sales agents become successful at I will try something , if that doesnt work Iselling , they often go it on their own. Tim will try something else.did and set up his own agency in 2005 . Tim has a strong working relationship withAn enthusiastic operator with a solid other agents in other firms and will often co-database , his email newsletter is bigger than opt these to help.some whole firms .Tim owns several offices in Turangi andTaupo . He operates with several assistants Tim plays Golf and rugbyin Palmerston North selling real estate . Camps in the Holidays in CoromandelHis experience will bennefit you .Tim doesnt like the BullS that surroundssome areas in real estate , like agents Has a beautiful wife and 4 childrenpromising you a buyer or result , signing you And sits on a High School BOT
    • The Market Opinion Your property ( Address )RV $Land mHouse mBuiltInsert brief detailEstimated sale level reflective of the current market conditions is:$ to $Estimated sale level of $Commission on that would be $ + GST Century 21 Bby the lake LTD Licensed (REAA 2008)
    • What’s the market likeUnderstanding the MarketMarket Type Characteristics Implication for SellersBuyers Market Buyers Market Buyers marketSupply of homes Large number of homes for sale. Buyers have more time to lookfor sale exceeds Homes usually sell more slowly. before deciding. Sellers have lessbuyers available Prices stabilize (or) sometimes negotiating power. Buyers can decrease. make lower offers.Sellers Market Sellers Market Sellers MarketNumbers of buyers Minimal homes for sale. Many Possible setting of a higher sellingexceed supply of buyers. Homes sell quickly. Prices price. Sellers may rejecthomes. generally increase. conditional offers. More time to decide upon the acceptance of an agreement.Balanced Market Balanced Market Balanced MarketNumber of houses Demand equals supply. Sellers More relaxed atmosphere. Goodon the market for accept reasonable offers. Homes number of prospective buyers seessale is basically sell within a reasonable time. Prices the home.equal to buyers are generally stable.
    • What price will you get?No matter what we would like to think, the Real Estate Agent or a Valuer or the Vendor does notfix the value . Nor is it arrived at by adding a percentage to the Rateable Value (previously knownas the Government Valuation)The Market Value is what a Buyer will offer and a Vendor will accept Factors that will not affect your sale price What you paid for the property. The cost to you of past repairs or improvements. How emotionally attached you are. The cost of the property you want to buy. The highest price a salesperson says it is worth before listing. Don’t list with the agent who says the highest price , Unless they have a serious compelling plan to help achieve that for you , otherwise they are just “ buying “ the listing. Pricing Your Home To Sell
    • The Emotional buyer1. You have a better chance of achieving a PREMIUM PRICE for your home of you offer it for sale using a “no price” marketing method of sale and attracting an emotional buyer2. When you take the price off your home, potential buyers can only judge your home by its features and benefits, not the price tag
    • Intelligent PricingBy pricing your property at market value, you exposeit to a much greater percentage of prospective buyers. This increases your chances for a sale while ensuring a final sale price that properly reflects the market value of your home. The Effect of Overpricing Improper pricing may lead to a below market value sale price, or even worse, no sale at all. Your home has the highest chances for a fruitful sale when it is new on the market and the price is reasonably established Activity vs . Timing A property attracts the most attention, excitement and interest from the real estate community and potential buyers when it is first listed on the market. Improper pricing at the time of initial listing misses out on this peak interest period and may result in your property languishing on the market.
    • If you price your property above the buyers price range and then get an offer you refuse, you may have toprice your home below the offer price you refused -this is the start of a PRICE SLIDE.If you want to sell your home in today’s marketplace, you need to match what the buyers will pay.If you price your property incorrectly in the first 4 weeks of marketing your home, you will miss the bestchance of selling your home quickly
    • How much will it cost?How much will it cost you in commission fees ?Real Estate Fees are only payable after an Unconditional Sale has been achieved – NO RESULT – NOCHARGE. Fees are $500 plus 3.95% of the Selling Price (up to $300,000) and 2.25% thereafter, plus GSTThe following services are included in this fee: • To provide any necessary assistance required by you beyond the sale of your homeA targeted approachThis is where we take great pride in our approach. We can advertise anywhere and anyway. Wecan do anything that other agencies are offering. We have great flexibility in our marketing plans,they are not cardboard cutouts. What we do is create an individual campaign in consultation withyourself to gain maximum impact with the least expense. The "standard" campaign that we havehas been developed from what works best.Markets change and price trends move. In keeping therefore, we are constantly adjusting ourapproach to achieve a top sales result for you.
    • How long will it take to sell?Recent experience show Express sale 2-3 weeks maximizing the peak sale period or 60days Auction 2-6 weeks Tender 4-6 weeks or 120 days By negotiation 90 days Buyers over a fixed price 90 days Set a Price 120 days
    • How long will it take to sell?It is our frequent experience that the following factors have the greatest effect on the length oftime it takes to sell a property: I Presentation I Price I Accessibility I MarketingIf the property is well presented, is sensibly priced, and you make it easy for your Agent to gainaccess, there is little reason why it should take more than four to eight weeks to sell.
    • What else do I need to do now? Entrust us to fully market and sell your property. Create an atmosphere Net curtains should be open, cut some flowers, remove clutter, take pets away, music is good, baking or incense or toilet sprays are good. First impressions count Fix letterbox, grass removed from gutters, mould and lichen removed. Fix windows, tidy garage to create space. If you are moving put half of your clothes, linen and pantry stuff in boxes, it makes your cupboards look bigger. Small improvements add up People look at window frames and will often determine the soundness of the whole house from this, paint them! Kitchens and Bathrooms Polish bathroom and kitchen and wipe dry. People will open your cupboards. Make sure nothing falls out of draws and cupboards are not too full. Trim hedges, mow lawns, clean carpets Open days: Jewellery and valuables should be safely locked away or taken with you. Breakables removed and personal photos taken from walls and mantels.Do I need to List with Another Company? No! If another company has a buyer we can make arrangements to conjunct with them.What extra marketing should we do? It takes about two weeks to tell the market your property is for sale. With Auctions and Tenders we need to publicize a date. A Premium is usually generated with Competition; the cost of advertising is usually covered by only one extra bid. If you have a date you are working to, we would need to know
    • Marketing methods
    • 1. If you want a very quick sale, then an AUCTION or a QUICK SALE may suit your needs2. With AUCTION over a marketing period of 30 days plus a few more days, you have 3 main chances of selling your home3. You also have a chance of attracting an emotional buyer who will judge your home by its features rather than its price4. With CENTURY 21’s QUICK SALE,the property is offered for sale at a published price which reflects the current prices offered by buyers for similar properties5. If A QUICK SALE is not sold within 14 days - then the property is “over priced” and a price adjustment must be made
    • 1 Evidence has shown that most properties marketed by CENTURY 21’s EXPRESS SALE sell within 60 days.2. For the first 21 days of the marketing period, the property is offered without a price and buyers are asked to give feedback on what they would pay for the property. If the price offered by a buyer is suitable as a start for negotiations, you could be offered an attractive price for your property.3. If this is the case, you could sell yourproperty within the 21 day “no price” marketing period.4. If you don’t sell your property after 21 days, then the property is placed on the market with a price, but you have a greater chance of selling within 60 days as your asking price will reflect the “feedback” regarding the price you have received from potential buyers.
    • 90 DAY PLUS PLAN. EXCLUSIVE LISTING WITHA PUBLISHED PRICE.When you list your property with a published price, in most cases you choose a price based on what you want and not the “buyers price”. Then you add room for negotiation to allow for “offers” so the price of your property could be well above the buyers price.2. For this reason, nearly 90% of all properties listed with a price take over 90 days to sell3. The reason it takes 90 day or more to sell is because it take sellers that period of time to be “educated” to the marketplace and accept the prices being offered by qualified buyers
    • 1. If you want more than one agency to market your property, CENTURY 21 can offer you LOCAL LIST2. This method of sale allows CENTURY 21 to list with any other agency you choose and CENTURY 21 will share commission with the agency that sells your property3. The benefit of LOCAL LIST to you is that you get one agency to manage your property and give you correct advice when offers are received but you have your property promoted by more than one agency
    • Black market- Confidential listing90 DAYPLUS PLAN.CONFIDENTIAL LISTING.A Confidential Listing is designed for those sellers who have no time, pressure to sell their property and who want to keep the sale as confidential as possible2. Obviously no signboards appear on the property, no “open for inspections” are arranged and the address of the property doesnt appear on the web page3. Buyer inspections are by appointment only with qualified buyers4. Because of the lack of promotion, it may take longer to sell the property compared with other methods of sale5. Less than 2% of sellers choose a Confidential Listing as a method of sale
    • Seller service pledgeOur Commitment to you1. To sell your home to the most qualified buyer in the shortest possible time at the best price possible2. To provide you with regular market reports showing properties that have recently been sold and new listings that are similar to your home so you have the information on which to base your listing price or adjust your listing price3. To expose your property to the marketplace to attract as many qualified buyers as possible4. To list your property for the price you choose5. To bring you all offers and negotiate the best price for you with the most qualified buyer
    • Your experience in selling a home1. Have you sold a home before?2. Which method of sale did you choose?3. Were you happy with the price you obtained?4. Were you happy with the service provided by the real estateagencyand the agency representative?5. Were you happy with the marketing package?6. What are you looking for in your real estate agency? Sales skill’s, knowledge, experience , attitude, enthusiasm, time management, planning ?
    • Has this property been for sale before ?If we seem to be asking a few questions . It is because we would like to know what hasnt worked.What course of action have you taken so far?What has been the result of these actions to date ?Why hasnt anyone bought it ? Have you had any feed back as to why?What are the buyers saying ?Do you perceive a need to change the course of marketing action?What do you feel about the result so far?What would you like to see done now ?What would you feel like if the property was still for sale in 3-6 months time?When are you planning to move ?When did you want to sell?What price range do you expect the property to sell in ?How long have you been here ?What have you done to the home since you have been living here ?Have a desired outcome in mind . Sell right?Do you think it should be Tendered , Auctioned , Open Homed ?Properties do not sell because : 1. They are overpriced 2. The “ right” buyers do not know they are for sale or 3. The presentation gets in the wayWe have some recommendations that would like to run through with youOne of the KEY skills in real estate is NegotiatingWe believe the Express sale method , Unique to Century 21 alleviates this . Draws buyersin from outside your price range , and with the right skillful agent “ defends “ your price
    • How shall we market the PropertyYour salesperson will advise you of the best method that should suit you,your property and the current market place. Express sale Auction Tender By negotiation Buyers over a fixed price Set a PriceADVERTISINGIncreases number of inspections, which creates competition. This in turn pushes up the price.$1000;00 spent may return a $20,000 premiumThe best form of advertising targets the right buyers and promotes the property and not the SalesPerson - Agency.The best return dollar advertising lasts as long as the home is for saleNeighbour Marketing works because a large number of properties in New Zealand are sold tosomeone within a ten-minute circle. Or to a friend who would like to live in the area.Social networks from School carpark mothers chatting ,, to workplace smoko rooms , facebook ,and neighbourhood flier drops add to the PR =Postive Rumour that we wish to instillThe Internet is becoming the primary way many people are searching for property. 7 out of 10people in New Zealand make their initial foray into the market via the Internet. It is convenient,inexpensive and wide-ranging. It allows purchasers to remain anonymous until they are ready tobuy.
    • Getting you the best price –Your salesperson will advise you of the best method that should suit you, the propertyand the market conditionsThe most successful methods of sale
    • Attracting the emotional buyerGETTING YOU THE BEST PRICE. 1. You have a better chance of achieving a PREMIUM PRICE for your home of you offer it for sale using a “no price” marketing method of sale and attracting an emotional buyer 2. When you take the price off your home, potential buyers can only judge your home by its features and benefits, not the price tag
    • Methods Marketing MethodologyExpress sale- Our RecommendationExpress sale is a Century 21 proven method of selling by expressions of interest.Many sellers have found Express sale to be particularly effective and successful in todays market.How it worksThe agent markets the property as per the sellers instructions as an expression of interest for thefirst 3 weeks by advertising and conducting open homes.All interested buyers are qualified and then they are offered the opportunity to attend an openhome or an appointment is made for inspection.Firstly to buyers already identified in this price rangeAnd then we conduct a " Public Open home " inviting all parties to view through a open home adin the Property Press.Once they have inspected the property , the agent obtains feedback from the buyers includingwhat the property is worth to themAfter a 3 week period has ended and if no offers have been submitted , the agent returns to theseller with feedback from the open homes and an asking price for their property is decided. theasking price will reflect the feedback given and a saleable market price will be advertised.Express sale advantagesThe advantages of using the Express sale method are numerous. This method has been proven inattracting more buyers and higher prices.By taking away the advertised asking price of the seller, it makes the buyer decide how much theproperty is worth to them, which can result in an offer that exceeds the sellers expectations.It also enables sellers to obtain feedback from potential buyers earlier and asking prices can bedecided and adjusted to meet the market faster, resulting in a sale made sooner.The seller gains all the positives normally associated with an auction, including being able to set areserve and attracting the emotional buyer, without any of the associated risks , ie property beingpassed in , or no bids being registered.
    • Expre$$ sale 1. This method of sale is Unique to Century 21 2. Sellers place the property on the market under an exclusive agency agreement with Century 21 3. For the first 3 weeks the property is offered without a price 4. For the first week has an invitation only open for buyers registered with the agency 5. After this invitation only open for inspection , we obtain feedback from the buyers on the potential market price for the property 6. The Second week is a normal public open for inspection 7. During the 3rd week , we obtain feedback from the buyers on the potential market price 8. By the end of the 3rd week we are ready to make recommendations 9. Because of the buyer interest an auction or tender can be held 10. A price can be place on the property and offered as a normal sale 11. The property could have been sold in the first 3 weeks.Expre$$ saleExpress sale is an ideal method of sale on a changing market placeExpress sale attracts Sellers who want to find the Emotional buyer - after all how do we price forthat.Take away the price tag - lets find people who like it first.The market gives you a true indication of your properties worthYour property doesnt go on the market at an inflated price only to be brought down to catch upwith the marketplace. A nasty trap!Potential purchasers across a wider price range are more likely to view your propertyAll the advantages of pre-Auction without the stressIf your property hasnt sold within three weeks we have a true indication of the market value ofyour home and we continue marketing it accordinglyThis method has been used over many years by our Principal Tim Kearins, with great success . .Be one of the first to take advantage of this revolutionary method of sellingCall Now on 06 3555522
    • Express saleAs a seller , you have a number of choices regarding the method of sale you use.Probably the most popular method of sale is the exclusive method where you choose one agencyto sell your property and you list with that agency at an asking p riceIn most cases the asking price is above the market price so you can allow for offersUnfortunately if your property is listed above the market price , you will not sell it in todaysmarket because you have listed it above the market priceIf your property is above the market price you will prevent the genuine buyers from inspectingyour property so you could lose the best buyers for your property and that would be a shamewouldnt it?To prevent you missing out on the best buyer , we suggest you use the Express sale method ofsale which is only available through Century 21With an express sale we offer the property for sale for the first 3 weeks without a priceBy not having a price on your property, we can invite all the buyers in the price range you havedetermined for your asking p rice and we will help you determine the priceWe will offer your property to all our registered buyers in the price range you require and in the1st week( usually ) we offer an open for inspection just for themRegistered buyers have been looking for a property to buy for weeks and often months, often havepre- approved finance and are ready to buy now, and know what they wantIf a buyer shows interest we can negotiate a sale very quickly- thats why the process is called anExpress SaleIn the second week,we will offer the property for a Public open for inspection, but again without aprice.Should any buyer ask the price we will only mention the price range you have agreed toIf we get an offer and you reject it , we will negotiate with the buyer, but the first refusal of priceallows us to negotiate the best price with a subsequent buyer because we can advise them thatyou have already refused $XXX,XXXIf we get two or more buyers who would like to buy the property , we will ensure that we sell theproperty using competitive bidding either by offering your property for sale using the Auction orTender methodOur job is to get a premium price for your property and we can do that with competingpurchasers- we cant do it when an asking price is quoted and every buyer makes an offerIn the 3rd week , we will offer the property again for a Public open for inspection without a priceIn some instances we will not have an open , nor advertise it on the 3rd week. This is a tactic thatsends a message to the market place that perhaps we dont need to , perhaps we have had enoughinterest in the first two weeks to sell it . Often buyers will phone us direct on this 3rd week, askingfor an inspection , as no open is advertised, It brings buyers who may often wait and see otherwiseto the surface.If we dont sell by the 3rd week, or conditions dont suit an Auction or Tender. We recommend youplace a price on the property and we offer it as a normal exclusive listingWe recommend Express sale because it has the best chance of attracting the emotional buyers toyour property , and therefore achieving a premium price for your propertyI can guarantee , that with a no price method of marketing , if there is a premium out there- wewill get it-Now lets do the paperwork!Kindest regards Tim Kearins Licenced Agent 2008 REAAPrincipal Century 21 By the lakePh 06 3555522 email realestate@inspire.net.nz
    • The first 21 daysSince it is our aim to achieve the highest possible price for your property, we will set the askingprice for our initial marketing (in line with your instructions) a little higher than we expect themarket to bear. When a property first enters the market, momentum is generated, because all thequalified buyers (those in the price range who have been looking around for some time and areready to buy) will discover the property for the first time. Competition peaks in the first few weeksof marketing and buyers are most likely to make the highest offers for fear of losing out tosomeone else.
    • PricingSetting an asking priceSetting an accurate asking price is a difficult task and cannot be taken lightly. To price theproperty accurately we need to survey current market trends and ascertain what might be thehighest price to be gained. Pricing accurately is one of the hardest tasks in Real Estate becauseultimately the price is what the buyer will pay and you the owner will accept, not what we say, nora percentage above GV, nor sometimes a valuation. Basing prices on comparison is anassessment only, as no other property is exactly like yours. That is why you see a number ofhomes marketed in the early stages with no price attached.Hence our recommendation of the Expre$$ sale.The emotion attached with a home sale can result in prices achieved that are simply hard topredict.Pricing accurately AFTER buyers have viewed the property is the truest method ; We then pricejust above what we believe the highest buyer will pay. By law as agents , we must not mislead you on the selling price potential of your propertyDon’t be tempted to list your home with an agency that offers you the highest price
    • Auction- the reasons and benefits of this are as follows 1. You have three chances of a sale with auctions - before the auction, at the auction or just after the auction and the days following the auction 2. You can sell your home in a very quick time period 3. There is an intensive marketing campaign to attract as many buyers as possible 4. If you sell under auction conditions, you have a cash contract with no conditions attached We can accommodate a quick, no fuss sale. The date is also a set one, you can make plans accordingly. Purchasers know that on a certain date the property will be sold, this gives them time also to make financialarrangements for the date of sale thereby creating urgency and competition. Competition can encourage ahigher price than originally intended. It is generally accepted that once a price has been advertised, it is looked upon as the top and mostambitious price, open to negotiations always downwards. But what if you put a high price on it? Over pricing the property generally has the effect of usuallyunderselling it as the longer it is on the market the more people say or feel that if it has not sold yet it must beoverpriced. By removing the barrier of price we can find “all” parties who would genuinely buy it, this could be oneperson or half a dozen and sell to the party prepared to pay the most. By auctioning the property we do not go through the agony of finding a buyer who would have paid more aweek after you have sold it. The Auction makes sure we find all the interested parties now and because youhave control of the process we can get back to all people who have viewed it before you decide to sell it. If we get an offer before it is advertised I hope this meets with your approval. People will often pay more and have to pay more for a property that they want. A good price can be achieved quickly as buyers do not wish to miss out and can often put offers in before itis advertised OR before the Auction at a premium to stop the sale. I would prepare Auction Particulars and Conditions of Sale. You control the terms i.e. Possession daterather than having an unsuitable date being dictated to you by a buyer and we can guide you on the Reserve ifrequired. A 10% deposit is paid on the fall of the Hammer (twice as much as generally accepted). All Real EstateFees are taken from the deposit after ten days. With a greater deposit you have money to put down on anotherhome or property, often alleviating the problem of having to get bridging finance for the deposit on anotherhome or property yourselves. Yourselves set a Possession date to suit where you are going, and you can make plans accordingly. Auctions receive greater exposure. Maximum Exposure The Auction draws a bigger level of enquiry as the price is removed. Buyers from lower AND higher pricebrackets will view the property. For the lower buyers your property could be the best they have viewedthereby making it appealing AND for the higher priced buyer dropping a price bracket could make yourproperty look cheap making it easier to negotiate a good price with them. A marketing plan can be adjusted to suit your needs. Ideally the impact should be immediate and mostmonies should be directed towards the early days. By focusing the advertising effort early it can actually helpus save money! If an early sale eventuates.
    • With marketing and the magic word Auction as the heading for the Ad, buyers well get drawn to theproperty.Negotiating One of the key skills in real estate is handling the negotiations. The Auction process actually handles thatfor you. Relieving the pressure from you and putting it back to the buyers. You are in control.Offers can be forthcoming in three waysa. Leading up the Auctionb. The Auction itselfc. Post Auction by identifying the buyers interested who bid, or were Present at the Auction The ideal way to price a property is to place a price upon it just above what the highest buyer in the marketplace is prepared to pay. The Auction identifies this price without you having to ascertain a price yourself.You still have the reserve but it is from the knowledge of what pricing information the market and buyers hasgiven us. It is not uncommon for offers to come in higher prior to or at Auction than the owners expectations.The Auction process allows this to happen.
    • Tender the reasons and benefits of this are as follows1. Four weeks of Marketing and open homes. Ideal between tenants2 .Or to get a quick expedient result; we dont advertise the price; we just try and get the best price3. You can sell your home in a very quick time period4. Sealed tender forms5. Ability to compare many offers at the same time.6. Encourages a deadline to the marketplace, and a system that agents work too, to achieve the best result foryou.7. There is an intensive marketing campaign to attract as many buyers as possible8. The best buyer may not have cash today, but ca n still operate under a tender..We can accommodate a quick, no fuss sale. The date is also a set one, you can make plans accordingly. Purchasers know that on a certain date the property will be sold, this gives them time also to make financialarrangements for the date of sale thereby creating urgency and competition. Competition can encourage ahigher price than originally intended. It is generally accepted that once a price has been advertised, it is looked upon as the top and mostambitious price, open to negotiations always downwards. But what if you put a high price on it? Over pricing the property generally has the effect of usuallyunderselling it as the longer it is on the market the more people say or feel that if it has not sold yet it must beoverpriced. By removing the barrier of price we can find “all” parties who would genuinely buy it, this could be oneperson or half a dozen and sell to the party prepared to pay the most. By tendering the property we do not go through the agony of finding a buyer who would have paid more aweek after you have sold it. The Tender makes sure we find all the interested parties now and because youhave control of the process we can get back to all people who have viewed it before you decide to sell it. If we get an offer before it is advertised I hope this meets with your approval.
    • People will often pay more and have to pay more for a property that they want. A good price can be achieved quickly as buyers do not wish to miss out and can often put offers in before itis advertised OR before the Open Tender at a premium to stop the sale. I would prepare Tender Particulars and Conditions of Sale. You control the terms i.e Possession date ratherthan having an unsuitable date being dictated to you by a buyer. A 10% deposit is paid (twice as much as generally accepted). All Real Estate Fees are taken from thedeposit after ten days. With a greater deposit you have money to put down on another home or property, oftenalleviating the problem of having to get bridging finance for the deposit on another home or propertyyourselves. A Possession date is set by yourselves to suit where you are going, and you can make plans accordingly. Tenders as well as Auctions receive greater exposure. Maximum Exposure The Tender draws a bigger level of enquiry as the price is removed. Buyers from lower AND higher pricebrackets will view the property. For the lower buyers your property could be the best they have viewedthereby making it appealing AND for the higher priced buyer dropping a price bracket could make yourproperty look cheap making it easier to negotiate a good price with them. A marketing plan can be adjusted to suit your needs. Ideally the impact should be immediate and mostmonies should be directed towards the early days. By focusing the advertising effort early it can actually helpus save money! If an early sale eventuates. With marketing and the magic word Tender as well as Auction as the heading for the Ad, buyers well getdrawn to the property.Negotiating One of the key skills in real estate is handling the negotiations. The Tender process actually handles thatfor you. Relieving the pressure from you and putting it back to the buyers. You are in control.The ideal way to price a property is to place a price upon it just above what the highest buyer in the marketplace is prepared to pay. The Tender identifies this price without you having to ascertain a price yourself. It isnot uncommon for offers to come in higher prior to or at Tender than the owners expectations. The Tenderprocess allows this to happen.
    • MARKETING ALTERNATIVESOffering otheragencies aslice of thesale, aconjunctionalsaleAll agencies say they will do this , but do theyactively seek it ? No . They dont because they wantall the commission .When a new property comes up , apart from all ournormal marketing program’s , I actively promote tothe other agents as well!Who is the best buyer talking to right now ? Whereare they ? Have they gone to an open home, sent anemail or phoned an agent in the last 3 months and ifthey have , to which agent ? Who honestly knows .Each and every agent in town has some buyers ,some will have 2-3 , some will have 2-300.Now I do sell allot of my own homes , but if anotheragent currently has the best buyer for your propertyI want them to buy your home. I offer them aconjunctional sale , prior to advertising andmarketing . It is the only way you will get all thecompanies working for you at once.
    • Quick Sale1 QUICK SALE is designed by CENTURY 21 to give you the best chance of a sale within 14 days.2. To achieve this, you must list your property at a price that will attract current buyers who are ready, willing and able to buy NOW!3. Details of the COMPETITIVE MARKET ANALYSIS will give you an indication of the price you should use as your “asking price”.
    • So this is what we pay forFor the sale we are offering a NO SALE NO 9. To conduct negotiations and prepareCHARGE commitment to you of a base fee of documents for sale of your home$500; 3.95% up to $300,000 of the sale priceand 2.25% on the balance + GST. 10. To liaise with all parties between sale and settlementYou are securing the services of a wellestablished proven database of clients and 11. We will prospect surrounding propertiessomeone who is prepared to work these clients (a large number of properties in Newie PHONE THEM UP Zealand are sold to someone within a 10 minute circle or to someone who knows ofTo ensure that your property is effectively someone who would like to live in theexposed to the market we undertake to area).provide the following: 12. Fliers sent to the local areas. 13. Constant feedback every week. 1. Featured in our Newsletter and distributed to all our buyers on database via email and 14. Impact advertisements plus photos post. Direct mail to "out of area" clients. A written and designed in the Property Press. client matching system through our 15. We believe we sell properties others 2. Client database, by targeting selected email cannot because we take good photographs lists. A very important part of our system is and write good advertisements. where we find you buyers in our database as 16. Inspections notified prior and feedback your home is placed on the market. given promptly. 3. Professional Colour photos taken on digital 17. Private, personal appointments for camera. demonstration inspection of all aspects, 4. A full Property Report, available at our benefits of the property, including a offices and posted on our web site or via mail rehearsal of the demonstration practiced by to clients requesting it. myself either at the property or mentally run through. 5. For sale signs at out cost placed prominently upon the property. Signs act as 18. Consistent local knowledge of schools, a 24 hr agent When Buyers call us off a sign shops, community services and transport. they have already identified the location, 19. Thought given to who or where the most external appearance of the house and the likely buyers for your property are, it is no quality of the neighbourhood. An inspection point bringing 10-30 wrong buyers to your often follows when we furnish further details property. . 20. Our company has the services of a 6. To recommend and implement a marketing Licensed Auctioneer. campaign for the sale of your home 21. Placement on realestate.co.nz - the official 7. To prepare and place advertising within the web site of the Real Estate Institute. media 22. Placement on century21.co.nz - we do 8. To conduct open houses and private have a loyal following of clients who check inspections this site Regularly and subscribe to our Property alerts. 23. We utilize facebook and Social media
    • Open HomesSo this is what we do! Why Have an Open Home Many buyers feel reluctant to call a salesperson about a property that they are interested in because they want to keep control of their anonymity until it is necessary to enlist the agent. An open home is a non-threatening, low sales pitch venue and many buyers find this much more comfortable until they have found the property that they want to buy or alternatively the offer already on their property has gone unconditional. Buyers do buy homes in the weekend; many buyers do not know that by Monday they will own a home. Given the non threatening opportunity to view through an open home can give them the chance to purchase where perhaps otherwise they would not have, if there was not an open home held on that property, they may simply not view it, or buy elsewhere.1. We offer you a “pre-view” open for inspection by invitation The adage that we have to make it "easy” to buy may mean opening the home up for sale via an open day. only for the first weekend of the marketing campaign to Future prospective clients will often attend a few open homes to attract our qualified registered buyers on our database -this get an idea of what their own property is likely to sell for and sometimes will fall in love with a property that they see at an is not a public “open for inspection” open home. Prospective buyers will often want their families to come and have a look as well and this can contribute to their2. The second weekend of the marketing campaign we offer decision being favorable. two open for inspections on the same day - one from 10- Neighbors will often come to open homes and while this can be construed, and often is, as being nosy - there are often friends 10.30 and the other from 4.00 - 4.30 -these are “public” open and relatives of theirs who become the final owners - as they, for inspections and your neighbours will be invited unless like the neighbors, like the area and are keen to see if this home is the one for them. you have any objections If the property for sale has a conditional contract on it, it is advisable not to cancel any open homes that are coming up and3. Subsequent “open for inspections” are on one day only of have been advertised as such - just in case that offer falls the weekend and last pproximately 45 minutes through. A backup offer often ensures a sale.4. On occasions we will suggest twilight “open for inspections” and/or“champagne” open for inspections Private Open Homes We can conduct an open home directly via our database ofTo Open Home or not to clients. Our database highlights the most active or likely clients for your home. Invitations are sent directly to them by email,Open Home letters, cards or phone. This is a very successful way to sell your home. The Buyers are people we already know and have been qualified. Several interested parties at these mini open days can stimulate competition straight away. A good start.Builders use many tools to build a house. Likewise we need to useas many methods as possible to sell your home.We encounter many objections to open homes or signs from Public Open Homesowners when they first consider selling their home.YES we can try it without Open Homes or Signs and in many cases we will sell the property, but if not sold we should then We can add Open Home times to the sign in advance. Open homes are more convenient for a number of buyers. They can use all the tools available to us. We think we should use all view the property without having to make an appointment with the tools immediately, but if you are unhappy with anything the salesperson and can feel under less pressure. There are a number of buyers, who on Friday do not know that by Monday proposed to you or through the sales process, you are in (after going to an open home in the weekend) that they will own charge. Dont be afraid to voice your preference. a house. It could be your propertyWith your approval we can conduct open homes typically from 30-60 mins in duration on a Saturday or Sunday afternoon.
    • Advertising on the internetRecommended marketing for your property at the beginning of the campaign.If you are about to become a home seller, it is worth assessing your agents website or e-newsleter or new property quoting systems. If you havetalked to an agent about finding a home , and then see it advertised in the paper and they did not call you or even email you. How many 100eds ofpeople have they not told? Remember akllot iof buyers are out of town and even out of the country .Before signing on the dotted line. More and more purchasers are making their first contact with properties for sale on the Internet. Eveninexperienced web users soon work out how to differentiate between user-friendly web sites and time wasters. Prospective vendors would beadvised to be wary of advertising that is little more than a poorly disguised promotion for an agents own business group or network. Many peopletell us, ours is a simple site to follow and the best one they have seen.Buyers can be impatient and wont wait longer than 30 seconds to find a house before they quit the site and go onto another. Buyers are constantlychecking our site for new listings and we contact them about new properties as they become available. We take web marketing one step further by actively sourcing email addresses of our clients. We are constantly sending links to our web pages, thus directing buying traffic to our site and your property, rather than relying on them logging on and finding yours amongst 1,000s of others.www.realestate.co.nz No Costwww.open2view.com( Includes a professional photographer ) $199:00www.century21.co.nzWe are quoting new properties to clientsover the Internet via e-mail. Because this isa faster method of informing clients, they No costare getting a head start. In fact, even beforethe property is advertised. A number ofproperties have sold this way lately.www.trademe.co.nz $299:00www.facebook.com No costQR CodesCell phones and ipads recognize the codeand take you straight to the property link.You will see these on fliers and in some No costcases sign boards upon the property
    • Super Feature your listing!You can now promote your properties forsale by upgrading to a Super Feature. Itdoesnt have magical powers, but it puts youat the top of all other listings (on rotation)for relevant searches, meaning more eyes onyour property.Super Feature your listing!You can now promote your properties for sale by upgrading to aSuper Feature. It doesnt have magical powers, but it puts you at thetop of all other listings (on rotation) for relevant searches, meaningmore eyes on your property. Open homes reminder Got some open homes coming up? Display them in our Open Homes section! You can add up to four open homes times in advance, either manually or through your feed provider. Call the team today if you have any questions.
    • The rainbow, property alert ande-newsletters( maybe you receive one already) - finds properties for buyers - finds buyers for propertiesWe endeavor to keep in touch with our buying clients and maintain a "clean" database.Rather than having a “ static’ internett site , we push the site(s) with links, e-news, fliers,QR codes and place the property in a number of places so that it finds the buyers , ratherthan relying on the buyers finding it.With search criteria and friends of friends we find that we can push the property to themarketplace by utilizing a number of social , internett, email and simple flier platforms –,after all the neighbours live here and will often have family or visitors they know who arelooking in the area also.High tech and high touch]When we get a new buyer or the buyer looks at changes to their search criteria we searchthe database and identify suitable homes for them! Simple. If nothing suits we thensubscribe them to E-News, Which sends our full stock list to them weekly or fortnightly.Depending on the new listings levels. They can unsubscribe from this.A very important part of our system is where we find you buyers in our database as yourhome is placed on the market.Our database is intergrated company wide, some firms have a number of agentsoperating individual databases and the buyer from one agent is simply not quoted theproperty from another. You know this to be true when the only person you see is thelisting agent …at open homes…This is what you pay a good agent for . rather than place a sign on the fence and maybean ad in the paper and wait for the buyer to come, We have some very aggressive behindthe scenes up to date , modern marketing where we invite the buyer and seek them out.
    • Your suggested advertising planOur Offer is that we will refund you the advertising that you spend, once we sell ; Thereby having a commission package thatincludes our advertising . We are not a bank so cannot pay foryou, and therefore require this in advance .Bronze $260Silver $520Platinum $1018Gold $1538Diamond $2578 Advertising The style of advertising would be much the same for either an Express sale, Auction , Tender or a Fixed Price program. .
    • Recommended advertisingBronze programme $260Property Press1/8th page ad _________Friday_____________________________________________________1/8th page ad _________Friday_____________________________________________________1/8th page ad _________Friday_____________________________________________________1/8th page ad _________Friday_____________________________________________________InternetRealestate.co.nz _______________ Our CostCentury21.co.nz _______________ Our CostSella.co.nz _______________ Our CostOpen2view.com _Includes photographer $299 + GSTTrademe.co.nz $199 + GSTSilver programme $520Property Press1/4 page ad _________Friday_____________________________________________________1/4 page ad _________Friday_____________________________________________________1/4 page ad _________Friday_____________________________________________________1/4 page ad _________Friday_____________________________________________________InternetRealestate.co.nz _______________ Our CostCentury21.co.nz _______________ Our CostSella.co.nz _______________ Our CostPlatinum programme $1018Property Press1/4 page ad _________Friday_____________________________________________________1/4 page ad _________Friday_____________________________________________________1/4 page ad _________Friday_____________________________________________________1/4 page ad _________Friday_____________________________________________________InternetRealestate.co.nz _______________ Our CostCentury21.co.nz _______________ Our CostSella.co.nz _______________ Our CostOpen2view.com _Includes photographer $299 + GSTTrademe.co.nz $199 + GST
    • Recommended advertisingGold programme $1538Property Press1/2 page ad _________Friday_____________________________________________________1/2 page ad _________Friday_____________________________________________________1/2 page ad _________Friday_____________________________________________________1/2 page ad _________Friday_____________________________________________________InternetRealestate.co.nz _______________ Our CostCentury21.co.nz _______________ Our CostSella.co.nz _______________ Our CostOpen2view.com _Includes photographer $299 + GSTTrademe.co.nz $199 + GSTDiamond programme $2578Property PressFull page ad _________Friday_____________________________________________________Full page ad _________Friday_____________________________________________________Full page ad _________Friday_____________________________________________________Full page ad _________Friday_____________________________________________________InternetRealestate.co.nz _______________ Our CostCentury21.co.nz _______________ Our CostSella.co.nz _______________ Our CostOpen2view.com _Includes photographer $299 + GSTTrademe.co.nz $199 + GST
    • Marketing Options & Costs breakdown Have we explained to you how we are to promote the property? We have a handout; This is what we pay for " Signed Client.....................................................Or are you happy to simply entrust us to sell it? We dont have to at this time run through whatwe do. What web sites we use etc Signed Client..................................................... Additional Marketing Options & Costs Property Press Cost Quantity TotalFull page colour $520.00 ......................... ................1/2 page colour $260.00 ......................... ................1/4 page colour $130.00 ......................... ................1/8th page colour $65.00 ......................... ................InternetRealestate .co.nz $Our Cost ................Open2view photo’s $199 ................Trademe $299 ................Total Cost $........................
    • PhotographyWhile anyone can take a reasonable photo with their camera or iPhone,these tools have serious limitations such as an inability to take commercialquality photos. A quick look on any real estate site shows many examples ofinferior real estate photography which is potentially costing the seller bothtime and money. Or even worse, the property is listed online without a photobut thats a whole different story.Check out our latest Kairanga, Manawatu District, Manawatu Seldom do houses come up in this location, of this size and in an affordable price range... Click here for more information Milson Line, Manawatu District, Manawatu 5 bedrooms 3 downstairs ( one with ensuite ) 2 upstairs ( one with ensuite , other set up as... Click here for more information SOLD Terrace End, Palmerston North City, Manawatu 4 bedrooms , Kids TV room , Plus Lounge and Dining, Secure back yard, Computer nook conveniently... Click here for more information
    • Fliers and reports
    • SOCIAL MEDIA Century 21 ManawatuThe CENTURY 21® system continues to be on the cutting edge of real estate marketing. Wesuccessfully utilize social media channels like YouTube and Facebook, Twitter and manyother applications to market your property listing in an effort to find the right buyer for yourhome. Facebook alone has over 500 million monthly users.Century 21 ManawatuOurconsumer website offers state-of-the-art access to your property listingand includes photo descriptions and virtual tours as well as neighborhood information toattract buyers. But only if you choose to , we then ask that you like , share or link that back toyour own pages. Just like the school playground carpark or the work or sports club smokoroom . facebook is becoming a tool in the sales medium .Like a builder , we need many tools to help sell your homeMoBILE MARKETINGCENTURY 21 leverages mobile applications to make it convenient and easy for buyers toshop for CENTURY 21 listings on the go. From iPhone accessing mobile devices,CENTURY 21 is bringing your listing to thousands of online customers. Realestate.co.nz is mobile Open2view is mobile facebook is mobileIn real time on the go we can reply to buyer enquiriesand questions, back to their mobiles
    • Property Press – Media adsProperty Press has an open home pull out weekly promoting open days. It is the largestcoverage real estate paer in the region AND it captures those not on email , internett orfacebook. Not everyone has iphones , or even checks their computers weekly, some don’teven have computers . ½ Page Property Press Option $520.00 a time ½ Page Property Press Option $260.00 a time 1/4Page Property Press Option $130.00 a time 1/8th Page Property Press Option $65.00 a time
    • Signage SignsSigns act as a 24-hour agent. When Buyers call us off a sign they have already identifiedthe location, external appearance of the house and the quality of the neighbourhood. Aninspection often follows when we furnish further details. Getting people to view your property is vital Pictorial signboardsExtremely useful when the property is better than viewed from the road, It is a realshame if the best buyers drive past the property and gauge an impression whether theywill purchase or not from the road frontage, when the property is much better inside orin the back yard, the investment in this sign could capture the best buyer or a buyer whomight not have otherwise viewed the property and made that appointment to view.Costs $131.00A large Project sign can be done for $250 plus backing and posts.
    • .secruoser smaet ruo lla gnisu ,keew a syad 7 uoy tneserper ylluf otdrah yrt eW .tnemtsevni dna laitnediser ,selytsefil -sepyt ytreporp lla htiw ecnivorp eht revoc eW .draob eht ssorca thgirsi tnemges tekram ruo eroferehT .erehwyna tsil ot modeerf eht evah ffats selas ruO .ecalp tekram eht ni detneserperylluf gnieb ton era renwo na sa uoy ,nwo rieht no skrow srebmem maet a ro ,enod ton si siht nehW .demrofniylluf uoy peek dna srelles ot sreyub knil ,spag eht ni llif ew maet a sa rehtegoT krowmaet ruo no sevlesruo edirp eW .stneilc gniyub ruo htiw hcuot ni peek ot mroftalp a su sedivorp ti dna aera sihtni tneiciforp era eW .ygolonhcet desab bew dna liame ,esitrepxe esabatad ni ylevisnetxe detsevni sah ynapmoC ruO DATABASE MANAGEMENT .hcaorppadetegrat dna esabatad evisnetxe ruo ot eud ,tonnac srehto taht seitreporp lles ew niaga emit dna emiT .II ..skrow esabatad eht hguorht yltcerid gnisitrevdA .I .sngiapmac gnisitrevda 005 naht erom dna sraey 01 revo deifitnedi neeb evah ohw sreyub gnitegrat era eW .detekram gnieb ton era seitreporp eht naem ton seod sihT .desitrevda era yeht erofeb seitreporp emos gnilles era ew eroferehT .sesserdda liame htiw ynam gnidulcni sreyub fo esabatad evisnetxe na evah eW DATABASE BUYERS emoh ruoy rof sehctam reyub laitnetop tuo hcraes wobniar dna retupmoc ruo fo tnorf ni uoy tis ot yppah era eW erusopxe beW dna sreyub esabataD ruO Database buyers-
    • What could possibly go wrong?The first thing is other agents sticking their nose in! And creating doubt inyour mind about what you are doing is correct! If they do please tell us.Over protective friends and mums and dads only have your interest atheart , and can very lovingly point out all the negatives too. Sometimesyou just need to say “, I know you love me dad , and thanks for youradvice , but I am doing this with my eyes open , and if all the things thatare wrong that you point out were fixed , I couldn’t afford to buy the newhome anyway. I am buying this one, not you” big hugsIn 2-3 weeks you will have doubts that the process is running smoothly ,but we trust our systems and know that there is allot happening off the ballgenerating the PR =positive rumor that we want.You may need to ask us for a sit down again at the 21 day mark
    • My Commitment to YouIn the preceding pages I have provided you with anoutline of my expertise and that of my company. Ihave also demonstrated why CENTURY and I arethe best choice to market and sell your home. I wouldlike to extend my personal and professionalcommitment to you.As your CENTURY 21 Agent, I will: • Provide you with excellent service and support • Communicate with you every step of the way • Represent your interests ethically andprofessionally • Make every effort to sell your home promptly andat a fair price Kindest regards Tim Kearins AREINZ Dip Ag, Dip Bus Studies Century 21 By The lake Licenced Agent 2008 REAA 1117 Kairanga Bunnythorpe rd | RD5| Palmerston North 4475 Phone 6 355 5522 | Mob 0274 495 547 www.century21.co.nz
    • ANY QUESTIONS?