If you have PowerPoint Software you may customize these slides to fit both your needs and the needs of your clients. Note to Sales Associate: (The italicized font in the notes section is the dialogue that accompanies the Listing Presentation Slides) Thank you for allowing me to present the results of the research I did in gathering information on your property. I think you will agree that price is not going to matter if you don’t feel that my company and I are going to provide the service and results you seek. I’d like to take a few minutes to show you why you should let CENTURY 21 help you get your house sold.
You may customize the presentation as much or as little as you want depending on your comfort level with PowerPoint. I provided a brief overview of my portfolio as well as some background about me. If you have any questions, please feel free to ask. [ Insert information about your personal background if desired and include any credentials and training you have received. The object here is to convince your seller that they are making the right choice with you. ]
Note to Sales Associate: Talk briefly about some of your recent accomplishments and how they added value to the home selling experience.
The Seller Service Pledge is a pre-printed marketing material that has been developed to let your customers know exactly what they can expect. Use the “Seller Service Pledge” as a closing tool to let your customer know you are dedicated to providing quality customer service. There are 21 pledge points with space to add another if you’d like. While it’s not a contract, it is signed by you and your customer to solidify the promises you make as their agent. The 2-part NCR format makes it easy to leave a copy with your buyers and keep a copy for yourself.
Here are some statistics obtained from the Millward Brown study. Millward Brown is an independent consulting firm which surveys consumers. As you can see from these figures, the Century 21 brand name is at the top of consumers’ minds.
Consumers are now coming from all over the country and all over the world. Century 21 is positioned to meet the needs of consumers with offices and agents in 66 countries.
Note to Sales Associate: This slide stresses the importance of the Internet and the continued partnership with the real estate professional. As I’m sure you are aware, Internet use has become a predominate practice in most households. Its important that your listing have a stellar web presence on Century21.com. I will explain how I plan to do this in a moment.
This research from the National Association of Realtors shows the increasing importance of the internet in the home buying process. Each year more and more buyers find the internet more useful and the newspaper less important/useful when searching for homes. You will also see that more and more buyers are finding their home on the internet, this number will continue to grow. The percentage of buyers who find the home they purchase in the newspaper has significantly decreased as has newspaper circulation. As your agent I will make sure that home gets the online exposure it deserves.
Read statistics regarding recent home buyers. Everyone’s day and dollar are continually shrinking which is why its very important to address the needs of today’s Internet home buyers. These statistics were obtained from the most recent National Association of Realtors report. In Online Marketing the Internet is the link between you and your customer. Online or Interactive Marketing presents opportunities for tremendous profit A poorly targeted online advertising campaign or an ineffective web page can equate to throwing dollars out the window. But the upside is huge. Today’s Buyers and Sellers are online and they want you to be there too. Note to Sales Associate: Ask the sellers what they think of these statistics and what they have in mind for marketing their property.
Century 21 has an aggressive listing distribution strategy to maximize the online exposure of your home. Research from the National Association of Realtors shows that consumers are conducting much of their research online and in many cases find their home online. We provide maximum exposure so that more potential buyers see your property. Your home will appear on some of the top real estate sites like Trulia, Yahoo etc. It will also appear on sites like Frontdoor.com which is owned by Scripps Network ( owner of HGTV, Food Network, Fine Living Network DIY TV). All of our listings are enhanced on homefinder.com and their network of local newspaper web sites. Today’s home buyer is searching online. We’re ready for their visit on the web twenty-four hours a day, seven days a week. Every open house we conduct will show up on Century21.com and Openhouse.com.
Century21.com Homepage Discuss how having an extensive and quality web presence helps generate leads and influences buying behavior. Century 21 has one of the most hit websites, averaging over 2 million hits per month. We have over 2 78 ,000 listings on our website. I know that the proof of a good website is how long you stay once you find it. Users that come to our website stay an average of 13 minutes. Not only do we give searchers listings to look at, but we also give them lots of information on owning a home. In just a second, I’ll show you a couple of resources available to home buyers and sellers. Point out the following features that a Consumer would use… Buy, Sell, Finance, Learn and Contact links to most sought after information Quick Search (Shortcuts) for a property or office Ability for consumer to register and customize site with saved properties, search criteria, etc. Discuss the types of photos you would like to take of their home and which features you would like to highlight. Ask the sellers about some features of their home for which they are most proud.
Note to Sales Associate: You should be well-versed with how to navigate the Century21.com web site. You should be able to answer questions about the site and what value it can offer both buyers and sellers.
CENTURY 21 has provided us with a comprehensive vehicle to take advantage of how users search the internet and what they are looking for. Once we secure your listing we will place it on Century21.com where anyone looking to move into the area will see it. Not only do we have a popular website that’s going to market your property, the listing page will also provide neighborhood information as well. Our Enhanced Listing Tool provides me with the ability to highlight you listing by adding a slide show, virtual tour, extensive photos, floor plans, a descriptive narrative and even a Hispanic description for the century21espanol.com website. We’ve also got a tool called Neighborhood Profiles on your listing page that will provide a profile of the neighborhood. It will pinpoint the schools and houses of worship as well as other neighborhood demographics. This is also a great tool that can provide assistance if you are looking for information on the area you are moving to. Our Century 21 Mortgage Co provides buyers with a pre-approval in as little as 20 minutes through their new Four to the Door ® mortgage process. Buyers can call in on our toll-free number and get pre-approved, not just pre-qualified, but pre-approved, guaranteed within the same day. We guarantee to close within the time frame that they need. When we get buyers pre-approved, you can feel more confident about the transaction running smoothly and closing on time.
Another feature of the web site is the Enhanced Listing Tool and it gives me a great way to showcase your listings on Century21.com. I can add up to 20 photos of the listing, add floor plans, a virtual tour, a slide show, and a detailed property description in both English and Spanish. The Spanish property description will appear on century21espanol.com. I As an agent if you are not familiar with this I recommend that you enroll in the “Enhanced Listings on Century21.com” VSS session for more details regarding this tool.
NAR statistics show that customer follow up is not a strength of real estate agents. You can now use the listing traffic reports as a reason to follow up with your sellers on a weekly basis. You can either call them with the info or drop it off with them.
If your office does not use the Realtor.com Company Showcase Program please delete these slides. If you so participate here are the talking points: Realtor.com is the number one real estate web site. As a service to our sellers we enhance all of our listings on the website. As you can see there is a difference in how showcased properties appear compared to basic listings which many of our competitors have (if this is true in your market). Our listing show the consumer how many photos we have, have headlines, a logo and are highlighted so they stand out. If you can bring in hard copy examples of what your competition’s basic listings look like on Realtor.com and what your listings look like. Be sure to pick one of your listings that is fully enhanced, over 20 photos, video, headlines, enhanced text, your photo etc.
Here is an example of basic listing, Basic listings only have 4 photos, no headlines, no logo, no video, no enhanced text, no agent or office contact info. There is no email address which makes it hard for a consumer to contact you.
This is an example of a fully showcased property and all of the benefits.
Realtor.com also powers the home search on other websites including top search engine MSN.com., which is also in the top 5 real estate sites.
By showcasing your home on Realtor.com I also have access to a traffic report showing how views and visits your home is receiving on century21.com . I can email this to you or print this out and send it to you each week .
Century 21 is also the only national brand to enhance all of their listings on homefinder.com and their network of over 130 newspaper web sites. This provides extensive exposure for your home. Here you see the difference between a basic listing and an enhanced listing on homefinder.com.
Enhanced listings also receive priority placement and appear at the top of the search (do your homework first and check to see who else is enhancing in your marketplace and who else has priority placement. In many markets we dominate the priority placement section.
Homefinder.com is owned by a group of major newspaper companies and therefore have a network of over 130 local newspaper web sites. Your listing will be enhanced on the national site homefinder.com and all of these other web sites.
Century 21 is dedicated to driving traffic to century21.com. We utilize marketing tactics such as banner advertising, search engine marketing ( bidding on search terms) and search engine optimization to increase traffic to century21.com . This results in more people seeing your home on century21.com.
In a recent study, almost half of the online inquiries made to a sales associate go unanswered. Of those inquiries that do produce a reply, the average response time is measured in days. After generating the greatest amount of exposure for your property we need to follow up to inquiries with Gold Standard responsiveness and customer service. Lead Router allows CENTURY 21 agents to respond within seconds. Most households own a computer. Ask the Seller to go to www.Century21.com and click on one of the agents listings. The Seller will fill in the requested information and literally within 20 seconds the agents cell phone will ring. The agent will turn their phone to the potential Seller and say, “Mr. and Mrs. Seller this is how quickly I can respond to a lead on your home!” Please demonstrate this technology on the appointment. It adds a WOW factor. Please be sure to practice this prior to the appointment so that you are experienced in presenting this. If you do not have any listings coordinate with an agent that does and email one of their lisitings.
To make sure that we provide an immediate response to clients we have a call center to ensure that clients have the ability to speak to someone immediately. The number is promoted on the web site. We have put programs like Lead Router and the contact center in place to make sure we immediately respond to a consumer’s inquiry.
In 1991, the CENTURY 21 System became the first nationally franchised real estate organization to contact every client nationwide to gauge customer satisfaction. Surveys are anonymous. The goal is for honest answers to straightforward questions.
As you have seen our national programs provide an unparalleled level of online exposure for your home. Now we will discuss what I will do at the local level to market your home.
On this slide the agent should be addressing the local area marketing efforts on behalf of the seller. Adjust as necessary. The well known gold post is known by consumers all over the world. This sign will be placed in your front yard. NAR research shows that a considerable amount of inquiries come from our yard sign. A lock box makes your house more available to possible buyers. Your perfect time to have buyers come by may not be their perfect time and the lock box allows for more flexibility with showing appointments. CENTURY 21 sales associates can also use eNewsletters and eGreetings to showcase your home. If you ‘d be willing to share your email address with me, I can send you samples of these. As well I can send you updates, copies of advertising and any feedback I receive from interested buyers. Direct mail and email campaigns to potential buyers will compliment the other forms of local advertising we will provide to you. Posting your property on our Century21.com website will provide prospective buyers with a convenient first hand look at your home while the local Multiple Listing Service will make sure that all area brokers and agents know that you home is for sale. Finally I will hold Open Houses which will allow buyers to get an up close and personal look.
Note: Adjust the items as needed to reflect your own marketing plan.
Note: Adjust the items as needed to reflect your own marketing plan.
Agents should take with them (as a leave behind) the home staging brochure “Dress Your House For Sale.” This can be purchased from Merrill. The most important part of staging your home is to make sure it is extremely clean. Eliminate extraneous knickknacks and furniture to make rooms and closets more spacious. Consider toning down bold colors and patterns. A Home Protection Plan is also a tool to make your home more attractive and is a nice marketing tool..
Pricing your home at fair market value will bring the most buyer sin the shortest amount of time. By pricing in this way, you create more competition for your property. More competition equates to the best possible price for your home. You don’t want to limit the buyer pool you want to provide the best chance to get fair market value.
Regarding the market analysis, here is the research we’re going to review to determine a good price for your property. I looked at several categories when I did the research. I looked at properties that recently sold, because that tells us what other buyers are willing to pay for property like yours. This is similar to what an appraiser is going to use when a buyer applies for financing and it is the category we should to give the most consideration. We also look at currently listed properties and those that are under contract because they are your competition. Homes similar to yours that are currently on the market or under contract are a great benchmark against which to evaluate your ideal price point. Finally we review similar listings that have expired. We know in the majority of cases when a property doesn’t sell, it is because it’s overpriced. Essentially, we’re drawing the line that states, “If we go there, we’re going to wind up on the expired list.” And every time a house gets listed, it’s going to wind up on one of two lists. It’s either going to be on the sold list or the expired list. Example: As mentioned before, we’re going to put the most emphasis on the sold’s. So, if you look here at 123 Elm Street, it has ½ bath more than yours. It’s a little bit larger in square footage, but it only has a one-car garage. Note that it took about 90 days for it to sell. We look at this one right here, 160 Oakwood Avenue, it’s a little bit larger. It has an extra car garage over and above yours. But it’s on a smaller lot and it doesn’t have the Florida room like you have. These are the two most like yours. Now, Oakwood took about 120 days to sell. If we look at these two and we see that these two are the most like yours, then we go up here and we look at your competition, your closest competitor, what their priced at. This leads me to believe that your property should probably be priced somewhere around $240,000 - $244,000.
Standard services like the Century 21 yard sign are an important part of the home sale process. Century 21 has one of the most recognized yard signs in real estate. In fact the gold post is so well known that if you saw the sign itself, without the board with our name or logo on it, buyers would still know it’s a Century 21 office. I can say that because my office has had calls just like that. The bottom line is that yard sign not only helps let all the people around you know that your home is for sale, but all potential buyers driving by are going to know it. You know, we love calls off of yard signs because these callers already know where the house is located and they’re already sold on the curb appeal. Yesterday, when I drove by to drop off the pre-listing package, I was thinking a good place for the sign would be right there on the corner where you could see it from both streets; maybe between your mailbox and your flower bed. What do you think? In addition to the standard marketing services we provide, I want to mention to you some of the other services that Century 21 offers. We’re going to use the following: internet marketing, national advertising, our global referral network, our seller service pledge and our quality service survey to bring more buyers to your home. Allow me to show you more about those services.
Note to Sales Associate : Add any additional information you think would be useful in your presentation. Thank you so much for your time. Allow me to review the paperwork with you so that you are comfortable with
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![Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2009 CENTURY 21 <Insert Name>. All rights reserved. Each office is independently owned and operated.](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)