Seller Power Point 2009


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  • Seller Power Point 2009

    1. 1. ©2003 Coldwell Banker Real Estate Corporation. ®, TM and SM Are Licensed Trademarks To Coldwell Banker Real Estate Corporation. An Equal Opportunity Company. Equal Housing Opportunity. Each Office Is Independently Owned And Operated. Prepared especially for: Presented by: Jack Mulrooney - Realtor ® Coldwell Banker® Seller Services Proposal
    2. 2. Your Perfect Partner Coldwell Banker Resources After-Sale Services The Sales Process Home Enhancement The Best Price Attainable Meeting Your Needs Marketing Activities
    3. 3. Meeting Your Needs Meeting Your Needs
    4. 4. What Is Important To You? <ul><li>Five most important seller priorities: </li></ul><ul><ul><li>The best price </li></ul></ul><ul><ul><li>The shortest time on the market </li></ul></ul><ul><ul><li>Convenience </li></ul></ul><ul><ul><li>Good communication </li></ul></ul><ul><ul><li>Diligent effort by us </li></ul></ul><ul><ul><ul><ul><li>Let’s rank your priorities together… </li></ul></ul></ul></ul>Meeting Your Needs
    5. 5. What it takes to sell your home <ul><ul><li>Broker’s qualifications </li></ul></ul><ul><ul><li>Security of your property </li></ul></ul>Meeting Your Needs <ul><ul><li>Home enhancement recommendations </li></ul></ul><ul><ul><li>Pricing </li></ul></ul><ul><ul><li>Marketing and advertising </li></ul></ul><ul><ul><li>Promotion on the Internet </li></ul></ul><ul><ul><li>Open houses </li></ul></ul><ul><ul><li>Avoiding inconvenience </li></ul></ul><ul><ul><li>Staying informed on market </li></ul></ul><ul><ul><li>Time on market </li></ul></ul><ul><ul><li>Buyer’s financial qualifications </li></ul></ul><ul><ul><li>Financing options </li></ul></ul><ul><ul><li>Negotiation strategy </li></ul></ul><ul><ul><li>Closing costs and net proceeds </li></ul></ul><ul><ul><li>Handling the details </li></ul></ul><ul><ul><li>Post-sale follow up </li></ul></ul>
    6. 6. We’ve got it all together for you! Meeting Your Needs <ul><li>Pricing </li></ul><ul><li>Marketing and advertising </li></ul><ul><li>Promotion on the Internet </li></ul><ul><li>Open houses </li></ul><ul><li>Handling the details </li></ul><ul><li>Negotiation strategy </li></ul><ul><li>Avoiding inconvenience </li></ul><ul><li>Staying informed </li></ul><ul><li>Time on market </li></ul><ul><li>Broker’s qualifications </li></ul><ul><li>Home enhancement recommendations </li></ul><ul><li>Security of your property </li></ul><ul><li>Buyer’s financial qualifications </li></ul><ul><li>Financing options </li></ul><ul><li>Closing costs and net proceeds </li></ul><ul><li>Post-sale follow up </li></ul>
    7. 7. How Coldwell Banker ® Meets The Needs Of Sellers <ul><li>Listening to our customers </li></ul><ul><li>Guaranteed service standards </li></ul><ul><li>Customized marketing plan </li></ul>While others may talk about customer service, we ask, listen, and take action. Meeting Your Needs
    8. 8. Put My Experience and Knowledge to Work for You <ul><li>30 years Real Estate Experience. </li></ul><ul><li>National Association of Realtors ® </li></ul><ul><li>Connecticut Association of Realtors ® </li></ul><ul><li>New Haven County Association of Realtors ® </li></ul><ul><li>Fairfield County Association of Realtors ® </li></ul><ul><li>Connecticut Association of Realtors ® – Professional Standards Committee </li></ul><ul><li>Luxury Homes Specialist </li></ul><ul><li>Negotiation Specialist </li></ul><ul><li>First Time Home Buyers Specialist </li></ul><ul><li>Vietnam Era Veteran (US Navy) </li></ul><ul><li>BS/BA University of Phoenix </li></ul><ul><li>Life Long Connecticut Resident </li></ul>Jack Mulrooney Realtor ® Jack was the worlds greatest Realtor ® ! We couldn’t have done it without her. - Darren and Tina Hogan
    9. 9. What Sellers Want Most From Real Estate Professionals Source: The 2002 National Association of Realtors ® Profile of Home Buyers and Sellers Meeting Your Needs Real estate agents can best serve their clients when they fully understand what their clients expect from them.
    10. 10. Factors Influencing Housing Change Source: The 2002 National Association of Realtors ® Profile of Home Buyers and Sellers Meeting Your Needs Many factors influence home buyers in their purchase decision.
    11. 11. What Buyers Want Most From Real Estate Professionals Source: The 2002 National Association of Realtors ® Profile of Home Buyers and Sellers Meeting Your Needs Real estate agents best serve their clients when they know what home buyers expect from them.
    12. 12. Marketing Activities Marketing Activities
    13. 13. Marketing Action Plan <ul><li>Promotional strategy </li></ul><ul><li>Property Preview </li></ul><ul><li>Price and terms offered </li></ul><ul><li>Negotiating and managing the sale </li></ul>We carry out our promises with a plan uniquely designed for each property. Marketing Activities
    14. 14. Where Buyer First Learned About Home Purchased Source: The 2002 National Association of Realtors ® Profile of Home Buyers and Sellers. Marketing Activities
    15. 15. Immediate Actions <ul><li>Install lock box </li></ul><ul><li>Install Coldwell Banker ® FOR SALE sign </li></ul><ul><li>Place information on </li></ul><ul><li>Submit info to Multiple Listing Service (MLS) </li></ul><ul><li>Promote at Coldwell Banker office meeting </li></ul><ul><li>Hold Coldwell Banker office preview </li></ul><ul><li>Prepare property information flyers </li></ul><ul><li>JUST LISTED marketing to target areas </li></ul><ul><li>Promote through local Association of REALTORS ® </li></ul>Over the next few days, we will take the following initial steps to find a buyer for your property: Marketing Activities
    16. 16. Open Houses <ul><li>A well-staged open house can be a powerful way to show off your property to interested buyers. </li></ul><ul><li>Aggressive promotion to attract buyers searching for homes in your neighborhood. </li></ul><ul><li>Maximum impact when appropriate with you for the greatest impact on the market. </li></ul>Open houses can help bring interested home buyers through your door. Marketing Activities
    17. 17. Property Promotion <ul><li> </li></ul><ul><ul><li>Our award-winning national website, where buyers can learn about your home with the Coldwell Banker ® Personal Retriever. </li></ul></ul><ul><li>Multiple Listing Service   </li></ul><ul><li>Buyer’s Guide and local newspaper </li></ul>We will promote your property in the most effective ways to get you the best price in the shortest possible time. Marketing Activities
    18. 18. Cendant Global Referral Network <ul><li>CGRN helps buyers throughout the world </li></ul><ul><ul><li>By linking Coldwell Banker ® offices via the Internet. </li></ul></ul><ul><li>Instant information about out-of-town buyers </li></ul><ul><li>Information on the Internet </li></ul><ul><li>Home price comparison </li></ul>The Cendant Global Referral Network generates buyer contacts from around the globe. Marketing Activities
    19. 19. <ul><li>Cendant Mobility Services </li></ul><ul><ul><li>Employee relocations for nearly 2,100 global clients. </li></ul></ul><ul><li>Potential buyers worldwide </li></ul><ul><ul><li>Corporate clients, federal agencies, military, and membership organizations with more than 110,000 transferees annually in more than 140 countries. </li></ul></ul>Additional buyer exposure through North America’s leading global provider of relocation services. Marketing Activities
    20. 20. Advertising <ul><li>Home Buyers know Coldwell Banker ® </li></ul><ul><ul><li>Our national advertising on network and cable television predisposes home buyers to consider Coldwell Banker listed properties. </li></ul></ul><ul><li>Greater name recognition </li></ul><ul><ul><li>Our leading national public relations programs create recognition for local Coldwell Banker listings among Home Buyers throughout North America. </li></ul></ul>Our advertising program is designed to generate buyer prospects for your property. Marketing Activities
    21. 21. Advertising <ul><li>Local advertising </li></ul><ul><ul><li>We will create great local and regional advertising – a public relations program for your property. </li></ul></ul><ul><li>Coldwell Banker yard sign </li></ul><ul><ul><li>Our nationally recognized Coldwell Banker yard sign promotes your property all day, every day. </li></ul></ul>Our advertising program is designed to generate buyer prospects for your property. Marketing Activities
    22. 22. <ul><li>Sixty three percent of home buyers said that the Internet shortened their search for a new home.* </li></ul>The award-wining website promotes your property across the Internet! *Source: The 2002 National Association of Realtors ® Profile of Home Buyers and Sellers Marketing Activities
    23. 23. <ul><li>Personal Retriever </li></ul><ul><ul><li>Our unique property promotions feature will alert registered buyers the second your home hits the market! </li></ul></ul><ul><li>Office Locator </li></ul><ul><ul><li>With just three clicks, buyers can be put in touch with any Coldwell Banker® office </li></ul></ul>The award winning web site - Marketing Activities
    24. 24. <ul><li>Virtual Tours </li></ul><ul><ul><li>Buyers can take a 360 degree, room-by-room tour of your home </li></ul></ul><ul><li>  </li></ul><ul><li>Neighborhood Explorer </li></ul><ul><ul><li>Enables buyers to view a snapshot of your community including school data, population, demographics and more! </li></ul></ul>The award winning web site - Marketing Activities
    25. 25. ® <ul><li>Automatically added to REALTOR.COM </li></ul><ul><li>We can track visitor activity </li></ul><ul><li>Enhance listings with multiple photos </li></ul><ul><li>Special features help attract millions of visitors each month </li></ul>We will add your listing to, the world’s largest database of homes for sale and #1 on the Web. Marketing Activities
    26. 26. Seller Disclosure <ul><li>Appealing to buyers </li></ul><ul><ul><li>Complete disclosure attracts buyers by building confidence and peace of mind. </li></ul></ul><ul><li>  </li></ul><ul><li>A stronger selling price </li></ul><ul><ul><li>A Seller’s Disclosure Statement makes it clear that the price of your property reflects its disclosed condition. </li></ul></ul><ul><li>Reduce misunderstandings </li></ul><ul><ul><li>Helps reduce misunderstandings that can lead to delayed closing, renegotiation, and even litigation. </li></ul></ul><ul><li>  </li></ul>Full written disclosure of the property’s condition can be essential to a successful sales transaction. Marketing Activities
    27. 27. Home Warranty <ul><li>A popular feature for buyers </li></ul><ul><ul><li>A home warranty builds buyer confidence by providing repair-or-replace coverage* </li></ul></ul><ul><li>Protects your budget </li></ul><ul><ul><li>Helps protect you from unexpected repair bills. Optional coverage for your property while it is on the market can give you additional peace of mind. </li></ul></ul><ul><li>  Additional marketing impact </li></ul><ul><ul><li>Special marketing materials will promote your property to potential buyers and help it stand out amongst the competition. </li></ul></ul>Offering a home warranty will enhance the marketability of your property. Marketing Activities *See specific plan application for details.
    28. 28. Information Sources Used By Buyers In Home Search Source: The 2002 National Association of Realtors ® Profile of Home Buyers and Sellers. Real estate agents are the primary resource used by buyers in a home search. Marketing Activities
    29. 29. Home Enhancement Home Enhancement
    30. 30. Home Enhancement <ul><li>Focus on how buyers see your property </li></ul><ul><li>Leverage ideas from our exclusive Home Enhancement Guide and Video </li></ul><ul><li>Identify enhancements that can pay for themselves in stronger offers from buyers. </li></ul>We will develop a custom home enhancement plan that can make a difference in how quickly your home sells and the price you can obtain. Home Enhancement
    31. 31. Home Enhancement Checklist <ul><li>Exterior </li></ul><ul><ul><li>Keep grass mowed, shrubs trimmed </li></ul></ul><ul><ul><li>Pick up lawn tools, toys, sweep front walkway </li></ul></ul><ul><ul><li>Clean up after pets </li></ul></ul><ul><li>  </li></ul><ul><li>Interior </li></ul><ul><ul><li>Pick up toys and shoes; make beds, put clothes away </li></ul></ul><ul><ul><li>Prepare tables with flowers and place settings; set out a game or “coffee table” book </li></ul></ul><ul><ul><li>Turn off the television; play soft background music </li></ul></ul><ul><ul><li>Tidy up bathrooms; set out show towels </li></ul></ul><ul><ul><li>Open drapes and shades, turn on lights, make house look bright and cheerful </li></ul></ul><ul><ul><li>Do a quick dusting and give the carpets a once-over with the vacuum; straighten rugs; empty wastebaskets </li></ul></ul><ul><ul><li>Keep pets out of the way; make sure all pet areas are clean and free of odor </li></ul></ul><ul><ul><li>  </li></ul></ul><ul><li>Special tips for showings </li></ul><ul><ul><li>Secure jewelry, cash, medications and other valuables </li></ul></ul><ul><ul><li>Leave while your house is being shown </li></ul></ul><ul><ul><li>If people who are not accompanied by an agent ask to see your property, please refer them to us; we will pre-screen them </li></ul></ul>We will develop a plan to enhance your property’s ability to attract buyers Home Enhancement
    32. 32. Coldwell Banker ® Home Protection Plan You can sell your house faster and for a higher price with the Coldwell Banker ® Home Protection Plan. *See specific plan application for details. Home Enhancement <ul><li>A popular feature for buyers </li></ul><ul><ul><li>A home warranty builds buyer confidence by providing repair-or-replace coverage.* </li></ul></ul><ul><li>Protects your budget </li></ul><ul><ul><li>Helps protect you from unexpected repair bills. </li></ul></ul><ul><li>  Additional marketing impact </li></ul><ul><ul><li>Special marketing materials will help your home stand out amongst the competition. </li></ul></ul><ul><li>Service you can count on </li></ul><ul><ul><li>With more than 35 years of experience, AON Home Warranty helps maximize the selling price of your house. </li></ul></ul>
    33. 33. The Best Price Attainable Best Price Attainable
    34. 34. What Is The Best Price Obtainable For Your Property? <ul><li>A Competitive Market Analysis will give you a solid foundation for the realistic pricing of your property. </li></ul><ul><li>  </li></ul>The Best Price Attainable
    35. 35. What Is The Best Price Obtainable For Your Property? <ul><li>Buyers compare properties </li></ul><ul><ul><li>Home Buyers engage in comparison shopping. They will not pay more for a property than they could pay for another, similar one. </li></ul></ul><ul><li>Recently sold market data </li></ul><ul><ul><li>Reveals what buyers have actually paid for similar properties.  </li></ul></ul><ul><li>Currently for sale </li></ul><ul><ul><li>Shows properties competing for buyers’ attention right now. </li></ul></ul><ul><li>  </li></ul><ul><li>Did not sell </li></ul><ul><ul><li>Demonstrates what buyers have not been willing to pay under current market conditions. </li></ul></ul>The Best Price Attainable We will assist you in determining the most effective list price for your property
    36. 36. What Affects The Market Value Of Your Property? <ul><li>The Competition </li></ul><ul><ul><li>The number of similar properties for sale </li></ul></ul><ul><ul><li>Their prices, financing terms, location and physical condition </li></ul></ul><ul><li>Physical qualities of your property </li></ul><ul><ul><li>Location </li></ul></ul><ul><ul><li>Age </li></ul></ul><ul><ul><li>Size of house and lot </li></ul></ul><ul><ul><li>Floor plan and architectural style </li></ul></ul><ul><li>  </li></ul><ul><li>Market Conditions </li></ul><ul><ul><li>Interest rates and availability of financing </li></ul></ul><ul><ul><li>Buyer demand </li></ul></ul><ul><ul><li>Prices of recently sold properties </li></ul></ul><ul><ul><li>State of the economy </li></ul></ul><ul><ul><li>Seasonal demand </li></ul></ul>In understanding the market value of your property, we must deal with some factors that we have no control over. The Best Price Attainable
    37. 37. What Affects The Market Value Of Your Property? <ul><li>  </li></ul><ul><li>Original price </li></ul><ul><ul><li>What you originally paid for your house </li></ul></ul><ul><ul><li>Needed proceeds </li></ul></ul><ul><ul><li>The cash proceeds you want or need from the sale </li></ul></ul><ul><li>  </li></ul><ul><li>Opinions </li></ul><ul><ul><li>What people say your property is worth </li></ul></ul>Some factors have no effect on the current value of your property: The Best Price Attainable
    38. 38. <ul><li>Market Value </li></ul><ul><ul><li>Your house has many values: </li></ul></ul><ul><ul><li>to the tax assessor, </li></ul></ul><ul><ul><li>to the lender and insurance company </li></ul></ul><ul><ul><li>to you. </li></ul></ul><ul><ul><li>It also has what’s called “market value” to prospective buyers. </li></ul></ul><ul><ul><li>The best price can only be determined by testing the market and challenging the competition. The market dictates the value based on current conditions, number of home buyers, etc. </li></ul></ul><ul><li>Competitive Market Analysis </li></ul><ul><ul><li>Buyers do “comparison shopping” and the Competitive Market Analysis focuses on properties on the market competing for buyer attention.   </li></ul></ul>An Important Message About The Value Of Your House The price of your house must attract enough attention among buyers and brokers to generate showings and offers. The Best Price Attainable
    39. 39. Pricing Your Property The higher a property is priced above realistic market value, the more time it will take to sell and the less interest it will attract. The Best Price Attainable
    40. 40. Pricing Your Property <ul><ul><li>If a property fails to appraise at fair market value, it will either force the buyer to make up the difference in cash or cause the sale to fall through. </li></ul></ul>The Best Price Attainable œ <ul><ul><li>If your property is priced right, more buyers will be interested when it first hits the market. </li></ul></ul>œ <ul><ul><li>Since mortgages are based on fair market value, not the sale price, more buyers will be able to consider your property when it is priced competitively. </li></ul></ul>œ
    41. 41. The Sale Process The Sales Process
    42. 42. Personal Touch & Timely Response <ul><li>Results </li></ul><ul><ul><li>We will report the results of events such as open houses and property showings. </li></ul></ul><ul><li>  </li></ul><ul><li>Trends </li></ul><ul><ul><li>We will discuss current trends in buyer activity, interest rates and competitive prices. </li></ul></ul><ul><li>Suggestions </li></ul><ul><ul><li>We will share suggestions from other real estate professionals who have previewed or shown your property. </li></ul></ul><ul><li>  </li></ul><ul><li>Progress </li></ul><ul><ul><li>We will provide a weekly progress report on the promotion and sale of your property. </li></ul></ul>You will hear from me regularly on the progress of our marketing activities. The Sale Process
    43. 43. Important Negotiation Strategy <ul><li>Reason/Urgency for selling </li></ul><ul><li>Willingness to consider an offer less than listing price </li></ul><ul><li>Financing terms you would accept </li></ul><ul><li>Personal property you might be willing to include </li></ul><ul><li>Timing and benefits from your company </li></ul><ul><li>Any other confidential information </li></ul>In order to maintain the strongest negotiating position, we recommend that you do not discuss the following information with any buyers or other real estate agents. The Sale Process
    44. 44. Closing The Sale <ul><li>Understanding choices, meeting your needs </li></ul><ul><ul><li>We will present all offers in an objective fashion, review and explain their terms and help you evaluate how it fits your goals. </li></ul></ul><ul><li>Handling the details and keeping you informed </li></ul><ul><ul><li>We will monitor the progress of the transaction and keep you informed throughout the entire transaction. </li></ul></ul>We will negotiate on your behalf to help you obtain the most favorable price and terms, and we will work on your behalf to successfully close the sale. The Sale Process
    45. 45. After-Sale Service After-Sale Service
    46. 46. Presenting Coldwell Banker Concierge ® We’ll sell your house and help you take care of the details that go along with it. After-Sale Service The Coldwell Banker Concierge program is a convenient, time-saving service that will help make your house selling experience smoother.
    47. 47. Presenting Coldwell Banker Concierge ® It’s just one more way your local Coldwell Banker office is making house selling simpler. After-Sale Service <ul><li>Service Providers </li></ul><ul><ul><li>We will provide you with the names and phone numbers of service providers from our list in your neighborhood. </li></ul></ul><ul><li>Ongoing Service </li></ul><ul><ul><li>We also offer our assistance well after you’re in your new home. </li></ul></ul>
    48. 48. Your Local Coldwell Banker Resources Your Local Coldwell Banker Resources
    49. 49. We Are Ready To Go To Work For You NOW ! <ul><li>Coldwell Banker tradition of service </li></ul><ul><ul><li>Backed by the extensive resources and 100-year heritage of the premier real estate organization. </li></ul></ul><ul><li>Our local Coldwell Banker offices </li></ul><ul><ul><li>Benefit from the marketing expertise of our team of dedicated professionals. </li></ul></ul><ul><li>   </li></ul><ul><li>My personal commitment </li></ul><ul><ul><li>I will devote my energy to meeting your needs, and keep you informed throughout the transaction. </li></ul></ul>We are prepared to fulfill the promises in the Coldwell Banker ® Seller Service Guarantee. Your satisfaction is our top priority. Your Local Coldwell Banker Resources
    50. 50. Coldwell Banker Residential Brokerage <ul><li>Sales Achievement Award </li></ul><ul><li>Nationally Recognized </li></ul><ul><li>Local Expertise </li></ul><ul><li>900 Offices </li></ul><ul><li>Over 56,000 Agents </li></ul><ul><li>Contact me at: </li></ul><ul><li>[email_address] </li></ul><ul><li>Or </li></ul><ul><li>Cell – 203-530-5173 </li></ul>Serving the World with more than 56,000 qualified sales professionals. Your Local Coldwell Banker Resources It was a pleasure working with everyone at Coldwell Banker! We couldn’t have done it without them. - Jim and Sandy