NZ Dairy Farm SalesThinking of Selling?If you are looking to sell your property, Century 21 is a National and Internationa...
NZ Dairy Farm Sales         As a company we pride ourselves in our ability to get a job done.         CENTURY 21 New Zeala...
NZ Dairy Farm SalesOur sales staff            have the freedom to list anywhere, which in turn draws their clients to thei...
NZ Dairy Farm SalesHow much will it cost?Real Estate Fees are only payable after an Unconditional Sale has been achieved –...
10. To liaise with all parties between sale and settlement11. We will prospect surrounding properties (a large number of p...
NZ Dairy Farm Sales How long will it take to sell?Recent experience show Express sale 2-3 weeks maximizing the peak sale p...
NZ Dairy Farm Sales Getting you the best price –Your salesperson will advise you of the best method that should suit you, ...
NZ Dairy Farm Sales What else do I need to do now?           Entrust us to fully market and sell your property.First impre...
NZ Dairy Farm SalesInformation required to sell your dairy farmFarm Data Sheet.doc –see attachedFarm Data - Annual Fertili...
NZ Dairy Farm Sales   Our role as your agent is to market and introduce buyers to your property. There comes a time   when...
Any chattels or farm machinery such as back up water pumps or Alkathene piping, filtration units ordosatrons that are not ...
NZ Dairy Farm SalesTim Kearins ProfileMany people are seeking a real estate sales consultant who understands dairy farm sa...
NZ Dairy Farm Sales       Our Marketing Programme                     for your Dairy FarmOur deal is we offer to refund ad...
NZ Dairy Farm SalesMarketing OptionsYou chooseAdditional Marketing Options & CostsCountry WideNZ Farmers WeeklyRealestate....
NZ Dairy Farm SalesAdvertising on the internet                                                     Ourwww.realestate.co.nz...
NZ Dairy Farm SalesFliers and Farm CV reports    Buyers will view the farm and make a decision on purchase , if they have ...
NZ Dairy Farm SalesThe first 21 daysSince it is our aim to achieve the highest possible price for your property, we willse...
NZ Dairy Farm Sales    PricingPricing accurately AFTER buyers have viewed the property is the truest method ;We then price...
NZ Dairy Farm SalesAuction-                  the reasons and benefits of this are as follows           1. You have three c...
A 10% deposit is paid on the fall of the Hammer (twice as much as generallyaccepted). All Real Estate Fees are taken from ...
NZ Dairy Farm SalesTender                     the reasons and benefits of this are as follows1. Four weeks of Marketing an...
find all the interested parties now and because you have control of the process wecan get back to all people who have view...
NZ Dairy Farm SalesMARKETINGALTERNATIVESOffering other agencies aslice of the sale, aconjunctional saleAll agencies say th...
NZ Dairy Farm SalesQuick Sale1   QUICK SALE is designed by    CENTURY 21 to give you the best    chance of a sale within 1...
NZ Dairy Farm SalesWhat could possibly go wrong?The first thing is other agents sticking their nose in! And creating doubt...
NZ Dairy Farm SalesMy Commitment to YouIn the preceding pages I have provided you with an outline of my expertise and that...
NZ Dairy Farm SalesANY QUESTIONS?
 NZ dairy farm sales
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NZ dairy farm sales

  1. 1. NZ Dairy Farm SalesThinking of Selling?If you are looking to sell your property, Century 21 is a National and International Franchise with Offices allover the world.Smarter Bolder Faster is the Company mantraWe have great auctioneers and plenty of experienceThis all ensures the best possible result for you the vendor.We are not “ ex bankers “ we are sales people, Often born , grown , raised and farmed or farming in thesame communities we work in .______________________________________________________Century 21 has the market covered when promoting your farm for saleHave you dealt with agents that you had to “chase ‘ Forget thatMany people are seeking a Real Estate Sales Agent who understands dairy farm sales.They want someone to help facilitate the sales process and make it easy when dealing with largeassets or generational family properties, they often want to be involved personally themselves inthe transaction, but seek someone to be the intermediary, the go between or the third party andadvice on the next step from here.When dealing with neighbor sales, they want someone to understand the intricacy involved andsimply to work hard for the clients, doing the basics well, by using the phone and going door todoor. There is a skill involved in these close knit transactions and selling to neighbors is a skill notto be underestimated! The agent must leave the office for a start.They dont want to have to "chase" up an agent. They want to know and be told what is happeningall the wayThey want an agent to understand and maintain the relationships and confidentiality with sharemilkers and lessees. Be young enough to do repeat business with their own offspring and workers;They want to be told by the agent whether Auction, Tender , or a price is the best way to sell theirfarm, I mean they know what they’d like . But they need an agent who will tell them what’s best ,not just what they want to hear. The person you want is Tim Kearins
  2. 2. NZ Dairy Farm Sales As a company we pride ourselves in our ability to get a job done. CENTURY 21 New Zealand and its member offices have access to the most up-to-date technology, management, support, sales and marketing systems available in the industry today. We focus on fewer properties and aim to do a great job for with your property. Our focus is to work on your property until it is SOLD. I am sure we can conduct a sales campaign for your property that will achieve the best price in the most convenient time frame. I look forward to being of assistance to you. Should you require any information in relation to any Real Estate matters, PLEASE do not hesitate to contact me anytime. For those who want to talk about selling land or joining our team please call Tim Kearins. 06 355 55 22 or 0274 495 547My Company has invested extensively in database and web based technology. We are proficientin this area and keep in touch with our buying clients, so much so, that we have sold a number ofproperties lately that other companies could not. We are continually up skilling our staff to be able to usethese systems also.We dont have to be the biggest in this digital based world only the best. The adage thatyou have market strength in being small and agile in this digital and electronic information communicationage is true. We can handle ANY number of client contacts electronically. Although century 21 is the largetin the World it is also Smarter , Bolder and fasterWe are Team Based and as a team we can all fill in the gaps, link buyers to sellers and keep youfully informed. You as an Owner are therefore being fully represented in the marketplace. We prideourselves on our teamwork. We work our client base as a team towards the best result for you.
  3. 3. NZ Dairy Farm SalesOur sales staff have the freedom to list anywhere, which in turn draws their clients to theircolleagues properties as well as their own.Our sales staff predominantly have the support of a sales cadet, pa and buyers agent , and are highlysupported in their own right.Our market segment transverses the Province and a wide range of property values. We hearstories all the time where the only person you see is the listing agent or the only buyers you see are at anopen farm. With our team’s approach, under the listing agents responsibility for the marketing, for keepingyou in touch and informed, your objective of getting a better result in this current buoyant market place issignificantly increased with a team approach. You do not want a better buyer, a buyer who would havepaid more turning up at a later date that means you have under sold the property.We look forward to being of assistance to you. We are happy to talk to you aboutour systems and the best approach to do this for you. We can conduct a sales campaign for your propertythat will achieve the best price in the most convenient time frame. We are available with all theinformation in relation to your Real Estate matters, so please do not hesitate to contact us.CENTURY 21 New Zealand and its member offices have access to the most up-to-datetechnology, management, support, sales and marketing systems available in the industry today.
  4. 4. NZ Dairy Farm SalesHow much will it cost?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:This is what we pay forYou are securing the services of a well established proven database of clients and someone who isprepared to work these clients ie PHONE THEM UPTo ensure that your property is effectively exposed to the market we undertake to provide thefollowing: 1.Featured in our Newsletter and distributed to all our buyers on database via email and post. Direct mail to "out of area" clients. 2. A client matching system through our Client database, by targeting selected email lists. A very important part of our system is where we find you buyers in our database as your farm is placed on the market. 3.Professional Colour photos taken on digital camera. 4.A full Property Report, available at our offices and posted on our web site or via mail to clients requesting it. 5.For sale signs at out cost placed prominently upon the property. Signs act as a 24 hr agent When Buyers call us off a sign they have already identified the location, and the quality of the neighbourhood and farm. An inspection often follows when we furnish further details . 6.To recommend and implement a marketing campaign for the sale 7.To prepare and place advertising within the media 8.To conduct inspections9. To conduct negotiations and prepare documents for sale
  5. 5. 10. To liaise with all parties between sale and settlement11. We will prospect surrounding properties (a large number of properties in New Zealand are sold to someone within a 10 minute circle or to someone who knows of someone who would like to live in the area).12. Fliers sent to the local areas.13. Constant feedback every week.14. Impact advertisements plus photos written and designed.15. We believe we sell properties others cannot because we take good photographs and write goodadvertisements.16. But also because we have the technical expertise to gather the correct selling information17. Inspections notified prior and feedback given promptly.18. Private, personal appointments for demonstration inspection of all aspects, benefits of theproperty, including a rehearsal of the demonstration practiced by myself either at the property ormentally run through.19. Consistent local knowledge of schools, shops, community services and transport.20. Thought given to who or where the most likely buyers for your property are, it is no pointbringing 10-30 wrong buyers to your property.21. Our company has the services of a Licensed Auctioneer.22. Placement on realestate.co.nz - the official web site of the Real Estate Institute.23. Placement on century21.co.nz - we do have a loyal following of clients who check this siteRegularly and subscribe to our Property alerts.24. We utilize facebook and Social media and this is a strong growth area in our business, allot ofour Colleagues began in the stock and station companies and are now gathering email andfacebook contacts , their databases go back generations.CENTURY 21 New Zealand and its member offices have access to the most up-to-datetechnology, management, support, sales and marketing systems available in the industry today.
  6. 6. NZ Dairy Farm Sales 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
  7. 7. NZ Dairy Farm Sales Getting you the best price –Your salesperson will advise you of the best method that should suit you, theproperty and the market conditionsThe most successful methods of sale
  8. 8. NZ Dairy Farm Sales What else do I need to do now? Entrust us to fully market and sell your property.First impressions countDo 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 knowADVERTISINGIncreases number of inspections, which creates competition. This in turn pushes up the price. $1000;00spent may return a $20,000-$200,000;00 premiumThe best form of advertising targets the right buyers and promotes the property and not the Sales Person -Agency. You need to find the ad , It can’t be hidden in amongst the agency ads, and that is hard when anagency has allot of property .You would think allot of property would assist you , but simply the company often sells the cheapest farmfirst and this then sets the benchmark for you.The best return dollar advertising lasts as long as the farm is for saleNeighbor Marketing works because a large number of properties in New Zealand are sold to someonewithin 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 , andneighborhood 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 10 people inNew Zealand make their initial foray into the market via the Internet. It is convenient, inexpensive andwide-ranging. It allows purchasers to remain anonymous until they are ready to buy.
  9. 9. NZ Dairy Farm SalesInformation required to sell your dairy farmFarm Data Sheet.doc –see attachedFarm Data - Annual Fertiliser.doc see attached Property report template Recent production Graphs (3+ Years if possible ) Soil Tests Any farm maps DDT or DDE reports ( if any ) Milk quality awards ( if any ) Herd summary reports Heard status reports TB & EBL Any leases documentation Any Share milker contracts ( for pasture and supplements to remain ) Any other employment contracts. Do you use relief milkers. Water tests both quality and volumes if possible . Resource consents . Water , irrigation , road crossings and effluent Depreciation schedules. Buildings, Plant , Trees, and what trees are for shelter and what are for wood. Cowshed inspections from engineers , previous work done and milking machine check companies Cowshed inspections from Agri quality Drainage maps Rates demands. District and Regional Any transit or council roading letters Any Surveyors subdivision proposed ? Any Aerial photographs What does not stay with the farm ? Dosatron , Drench units , other ? Are all, the chattels on the lease land whos ? ie troughs , Whos are they ? Can this be offered as a going concern ? We will need a list of all Machinery plant & Equipment as well as the Herd summary reports Irrigation plans and maps Any DOC and QE11 Reserve Noxious pest and weeds , any history ? We will be asked. Coastal, Streams, Rivers and Wetlands . Are you effected by these . Where are they? On the farm map. Local Body ordinances, Building permits etc, fireplaces, Decks (above 1 metre) . Any issues you are aware of. Tree Values (Shelter or Wood lots) GST status (Sometimes Trust land not registered, but farming operation is) It can be a real benefit. Some of our owners chose not to register the land when GST came in. Any weather side cladding, or asbestos ceiling roof or walls. Water. Is it a Bore, Well, Well Liner, gauze from a stream, covered pipe from a stream, Well Liner in a Stream, Well Liner beside a stream. From the Neighbors by easement, Gentlemans agreement. From one source or several sources. Is there a submersible pump above ground pump or both . Is it pressured or is there a holding tank. Is this gravity fed or pumped. Is it a ring main or branched ? How big are the pipes ? Do they change in size ? Is there enough troughs or water flow ? How big is the bore ? Width, Depth ? Is there a Drilling companies report or measured flow check? We will you be asked if the stream dries up or floods or branches and debris block the inlet. Does the water have Iron, Colbolt, Arsenic, or Manganese in it? Is there a water supply map Does the stream or land flood or pond Arsenic from old sheep dips, has this run into a dam, or stream ? It is a heavy metal and is carcinogenic and will cause cancer which kills . Any farm runoff data , as aboveOther relevant dataAll documents will be returned after copyingSignature of Owner/Lessor or Authorised Agent.............…………………………….Date/Signature of Agent on behalf of Century 21 .............…………………………………...Date/
  10. 10. NZ Dairy Farm Sales Our role as your agent is to market and introduce buyers to your property. There comes a time when these buyers begin to show some interest and wish to present an offer to you. In preparing an offer for sales and purchase on your property we need to include Conditions and Terms of Sale. These are instructed to us by the Purchasers or their Solicitor, but if you have Terms and Conditions that you require or prefer it is good to consider these now. When we do present you an offer it is advised due often to the complexity of farm sales that the first contract or a copy of the contract is shown to your Lawyer. Your Lawyer peruses the contract, and explains the impact and implications and the conditions. We often know the position from the buyers point of view and we can explain this to your Lawyer if necessary before he/she advises you on the contract. If we enter negotiations. It is your choice to what you do, not your Lawyers, Accountants or friends. At this point you can accept the contract, ignore it or enter into negotiations. We can advise you at that time what we consider the best option available to you but it is ultimately your decision. Our policy is to negotiate and present contracts in writing. Conditions most commonly negotiated apart from the price are: Possession date Fertilizer to be applied Pasture cover to remain on possession date Values of buildings, chattels, housing and trees Hay, silage or crop to remain Machinery and plant to remain Actual stock numbers and value if included in sale. Water easements and covenants included (especially if subdivisions) I suggest that you make a time to talk to your Accountant as soon as we can , to get a depreciation schedule of values. Sometimes difficulties can arise in third party negotiations such as Sharemilker, fixed term management contracts and lease agreements. We need to consider these points carefully and cannot take any of them for granted. As your Agents we would need to see updated copies of these third party agreements and obviously your Lawyer would need to see these also, we dont want to enter into any contracts that we cannot honor. From time to time these third party contracts are asked to be broken as a condition of sale or not included as part of the sale. Commission will be charged if a successful sale results on the land and buildings, dairy company shares, livestock, machinery and chattels. All commissions are plus GST.
  11. 11. Any chattels or farm machinery such as back up water pumps or Alkathene piping, filtration units ordosatrons that are not intended to be part of the sale please notify us now, or else they could beincluded in the sale documents and signed by yourselves unintentionally. Your Lawyers andAccountants will not be familiar with the chattels that are or are not to be included in the sale unlessyou say so. We find the best thing to do is tell us at listing or give me a call now if you want to takesomething with you. Over ground Alkathene piping, cowshed radios or even if you intend replacingsay a water pump or milking cups with another set we would need to know. Sometimes purchaserswill ask to take photos or videos of the farm and what is shown on these photos or videos aschattels and included in the documentation are meant to remain unless stated otherwise, so if youwant to change them please do it now.A lease block may or may not include troughsThe Negotiation ProcessThe aim to give us all a better understanding of the information required before we enter into anycontract negotiations, and to minimize any surprises. The Negotiations process can be anemotional or tough time for some, land does that to people ! If at any stage you are not sure onwhat to do please just ask, we are employed by you the Vendor. Its simple really, we just wantbuyers to present offers that match how we want to sell it.Dairy Farm information required to market your propertyI have included a list of information that we usually require in the marketing of your property, if youcould provide us with this it would be most helpful.Buyers will view the farm and make a decision on purchase , if they have to wait two weeks to getthe data , then their “excitement “ may wain , its called buyers remorse. We want to provide thebuyers , their advisors , accountants and lawyers with everything they wish to know first . So that allthey need to do when they visit is say yes or no and they can then give us a priceIf you have any questions please do not hesitate to call me.Kind Regards,Tim KearinsDairy Farm SpecialistPh 0274 495 547
  12. 12. NZ Dairy Farm SalesTim Kearins ProfileMany people are seeking a real estate sales consultant who understands dairy farm sales. Born and Bred and Worked on dairy farms . A Diploma of Agriculture and Business Studies Graduate of Massey University , Tim is your man. Past Young Farmers Chairman and Real Estate principal of Century 21 Practical experience on farms – can see what’s happening , that’s beneficial as everyone buys thinking there is potential and they need that to be presented. If you want someone to help facilitate the sales processes and make it easy when dealing with large assets or generational family properties, while perhaps being involved yourself, but you seek an intermediary, the go between or the 3rd party. Then call Tim Who is Tim KearinsWhen sales agents become successful at selling , they Tim likes to say , I have buyers . I do need a listingoften go it on their own. Tim did and set up his own authority to get to work for you.agency in 2005 . I will try something , if that doesnt work I will tryAn enthusiastic operator with a solid database , his email something else.newsletter is bigger than some whole firms . Tim has a strong working relationship with other agentsTim owns several offices in Turangi and Taupo . He in other firms and will often co-opt these to help.operates with several assistants in Palmerston Northselling real estate .His experience will bennefit you . Tim plays Golf and rugbyTim doesnt like the BullS that surrounds some areas in Camps in the Holidays in Coromandelreal estate , like agents promising you a buyer or result ,signing you up exclusively then not selling your farm.What is that ? Has a beautiful wife and 4 childrenIn fact you may see him withdraw in that instance , he And sits on a High School BOTwill say I will do everything I can for you. No promises .No BS. If you would like me to help , Im your man.
  13. 13. NZ Dairy Farm Sales Our Marketing Programme for your Dairy FarmOur deal is we offer to refund advertising on a successful sale!CENTURY 21 New Zealand and its member offices have access to themost up-to-date technology, management, support, sales and marketing systems availablein the industry today. AdvertisingThe style of advertising would be much the same foreither an Express sale, Auction , Tender or a Fixed PriceprogramProgrammes start at (1st July 2012)Bronze $1,860Silver $3,989Platinum $6,118Gold $10,600Diamond $12,500
  14. 14. NZ Dairy Farm SalesMarketing OptionsYou chooseAdditional Marketing Options & CostsCountry WideNZ Farmers WeeklyRealestate.co.nzCentury21.co.nzTrademe.co.nzFacebook NZ Dairy farm salesLocal FliersLocal Papers ( Your agent will advise on this cost )You Choose optionTotal Cost $........................
  15. 15. NZ Dairy Farm SalesAdvertising on the internet Ourwww.realestate.co.nz subsidized cost Ourwww.nzfarms.co.nz subsidized costwww.open2view.com( Includes a professional photographer $199:00)www.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. Ourwww.trademe.co.nz subsidized cost $124:00www.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
  16. 16. NZ Dairy Farm SalesFliers and Farm CV reports Buyers will view the farm and make a decision on purchase , if they have to wait two weeks to get the data , then their “excitement “ may wain , its called buyers remorse. We want to provide the buyers , their advisors , accountants and lawyers with everything they wish to know first . So that all they need to do when they visit is say yes or no and they can then give us a price
  17. 17. NZ Dairy Farm SalesThe first 21 daysSince it is our aim to achieve the highest possible price for your property, we willset the asking price for our initial marketing (in line with your instructions) a littlehigher than we expect the market to bear. When a property first enters themarket, momentum is generated, because all the qualified buyers (those in theprice range who have been looking around for some time and are ready to buy) willdiscover the property for the first time. Competition peaks in the first few weeks ofmarketing and buyers are most likely to make the highest offers for fear of losingout to someone else.
  18. 18. NZ Dairy Farm Sales PricingPricing accurately AFTER buyers have viewed the property is the truest method ;We then price just above what we believe the highest buyer will pay.This can be done by the Tender or Auction methodBy law as agents , we must not mislead you on the selling price potential of yourproperty, we do assess a price initially , but this will need to be reviewed as we go.Who knows it maybe worth more than we think.Don’t be tempted to list your farm with an agency that offers you the highest priceSetting an asking priceSetting an accurate asking price is a difficult task and cannot be taken lightly. Toprice the property accurately we need to survey current market trends andascertain what might be the highest price to be gained. Pricing accurately is one ofthe hardest tasks in Real Estate because ultimately the price is what the buyerwill pay and you the owner will accept, not what we say, nor a percentage aboveGV, nor sometimes a valuation. Basing prices on comparison is an assessmentonly, as no other property is exactly like yours. That is why you see a number offarms marketed in the early stages with no price attached. And more often thannot marketed by Auction or Tender.
  19. 19. NZ Dairy Farm SalesAuction- 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 canmake plans accordingly. Purchasers know that on a certain date the property will be sold, this gives themtime also to make financial arrangements for the date of sale thereby creatingurgency and competition. Competition can encourage a higher price than originallyintended. It is generally accepted that once a price has been advertised, it is looked uponas the top and most ambitious price, open to negotiations always downwards. But what if you put a high price on it? Over pricing the property generally has theeffect of usually underselling it as the longer it is on the market the more people sayor feel that if it has not sold yet it must be overpriced. By removing the barrier of price we can find “all” parties who would genuinelybuy it, this could be one person or half a dozen and sell to the party prepared to paythe most. By auctioning the property we do not go through the agony of finding a buyerwho would have paid more a week after you have sold it. The Auction makes surewe find all the interested parties now and because you have control of the processwe 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 canoften put offers in before it is advertised OR before the Auction at a premium to stopthe sale. I would prepare Auction Particulars and Conditions of Sale. You control theterms i.e. Possession date rather than having an unsuitable date being dictated toyou by a buyer and we can guide you on the Reserve if required.
  20. 20. A 10% deposit is paid on the fall of the Hammer (twice as much as generallyaccepted). All Real Estate Fees are taken from the deposit after ten days. With agreater 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 anotherhome or property yourselves. Yourselves set a Possession date to suit where you are going, and you canmake plans accordingly. Auctions receive greater exposure. Maximum Exposure The Auction draws a bigger level of enquiry as the price is removed. Buyers fromlower AND higher price brackets will view the property. For the lower buyers yourproperty could be the best they have viewed thereby making it appealing AND forthe higher priced buyer dropping a price bracket could make your property lookcheap making it easier to negotiate a good price with them. A marketing plan can be adjusted to suit your needs. Ideally the impact shouldbe immediate and most monies should be directed towards the early days. Byfocusing the advertising effort early it can actually help us save money! If an earlysale eventuates. With marketing and the magic word Auction as the heading for the Ad, buyerswell get drawn to the property.Negotiating One of the key skills in real estate is handling the negotiations. The Auctionprocess actually handles that for you. Relieving the pressure from you and putting itback 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 theAuction The ideal way to price a property is to place a price upon it just above what thehighest buyer in the market place is prepared to pay. The Auction identifies thisprice without you having to ascertain a price yourself. You still have the reserve butit 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 thanthe owners expectations. The Auction process allows this to happen.
  21. 21. NZ Dairy Farm SalesTender 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 achievethe best result for you.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 canmake plans accordingly. Purchasers know that on a certain date the property will be sold, this gives themtime also to make financial arrangements for the date of sale thereby creatingurgency and competition. Competition can encourage a higher price than originallyintended. It is generally accepted that once a price has been advertised, it is looked uponas the top and most ambitious price, open to negotiations always downwards. But what if you put a high price on it? Over pricing the property generally has theeffect of usually underselling it as the longer it is on the market the more people sayor feel that if it has not sold yet it must be overpriced. By removing the barrier of price we can find “all” parties who would genuinelybuy it, this could be one person or half a dozen and sell to the party prepared to paythe most. By tendering the property we do not go through the agony of finding a buyer whowould have paid more a week after you have sold it. The Tender makes sure we
  22. 22. find all the interested parties now and because you have control of the process wecan 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 canoften put offers in before it is advertised OR before the Open Tender at a premiumto stop the sale. I would prepare Tender Particulars and Conditions of Sale. You control the termsi.e Possession date rather than having an unsuitable date being dictated to you by abuyer. A 10% deposit is paid (twice as much as generally accepted). All Real EstateFees are taken from the deposit after ten days. With a greater deposit you havemoney to put down on another home or property, often alleviating the problem ofhaving 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 canmake 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 fromlower AND higher price brackets will view the property. For the lower buyers yourproperty could be the best they have viewed thereby making it appealing AND forthe higher priced buyer dropping a price bracket could make your property lookcheap making it easier to negotiate a good price with them. A marketing plan can be adjusted to suit your needs. Ideally the impact shouldbe immediate and most monies should be directed towards the early days. Byfocusing the advertising effort early it can actually help us save money! If an earlysale eventuates. With marketing and the magic word Tender as well as Auction as the heading forthe Ad, buyers well get drawn to the property.Negotiating One of the key skills in real estate is handling the negotiations. The Tenderprocess actually handles that for you. Relieving the pressure from you and putting itback to the buyers. You are in control.The ideal way to price a property is to place a price upon it just above what thehighest buyer in the market place is prepared to pay. The Tender identifies thisprice without you having to ascertain a price yourself. It is not uncommon for offersto come in higher prior to or at Tender than the owners expectations. The Tenderprocess allows this to happen.
  23. 23. NZ Dairy Farm SalesMARKETINGALTERNATIVESOffering other agencies aslice of the sale, aconjunctional saleAll agencies say they will do this , but do they actively seek it ? No . They dontbecause they want all the commission .When a new property comes up , apart from all our normal marketing program’s , Iactively promote to the other agents as well!Who is the best buyer talking to right now ? Where are they ? Have they gone to anopen home, sent an email or phoned an agent in the last 3 months and if they have, to which agent ? Who honestly knows . Each and every agent in town has somebuyers , some will have 2-3 , some will have 2-300.Now I do sell allot of my own homes , but if another agent currently has the bestbuyer for your property I want them to buy your home. I offer them a conjunctionalsale , prior to advertising and marketing . It is the only way you will get all thecompanies working for you at once.
  24. 24. NZ Dairy Farm SalesQuick 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”.
  25. 25. NZ Dairy Farm SalesWhat could possibly go wrong?The first thing is other agents sticking their nose in! And creating doubt in your mindabout what you are doing is correct! If they do please tell us.Over protective friends and mums and dads only have your interest at heart , andcan very lovingly point out all the negatives too. Sometimes you just need to say “,thanks” but I am doing this with my eyes In 2-3 weeks you will have doubts that theprocess is running smoothly , but we trust our systems and know that there is allothappening “off the ball” generating the “PR =positive rumor” that we want.You may need to ask us for a sit down again at the 21 day mark
  26. 26. NZ Dairy Farm SalesMy Commitment to YouIn the preceding pages I have provided you with an outline of my expertise and thatof my company. I have also demonstrated why CENTURY 21 and I are the bestchoice to market and sell your farm. I would like to extend my personal andprofessional commitment 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 and professionally • Make every effort to sell your farm promptly and at a fair price Kindest regards Tim Kearins Dip Ag, Dip Bus Studies Century 21 By The Lake Licensed Agent 2008 REAA 1185 Kairanga Bunnythorpe Rd R D 5 | Palmerston North 4475 Phone 6 355 5522 | Mob 0274 495 547 http://www.tararuarealty.co.nz/ www.century21.co.nz
  27. 27. NZ Dairy Farm SalesANY QUESTIONS?

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