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Cyndi Palsen Marketing Presentation for the Web - MovingBrevard.com

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Brevard County Florida Real Estate

Brevard County Florida Real Estate

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  • Slide #1 – Our Approach Hello, my name is Cyndi Paulsen with ERA Showcase and I want to thank you for the opportunity to discuss your real estates selling concerns. I hope to earn your business and to get started working together!
  • Slide #2 – Agenda Before we begin, I want to take a moment to explain how I work so you know what you can expect from me as your real estate consultant. First I would like to ask you a few questions so I can better understand your situation. We will then discuss the marketing of your house and the unique ERA® services that best fits your situation for an effective marketing plan. Next we will review the current market conditions and discuss a pricing strategy for your house based on today’s market and your needs. I will then share with you some key information why ERA (company name) is such a successful company in the (location) marketplace and I will also convey my service credentials. Hopefully at that time we will make a mutual decision to move forward and get your house on the market. How does that sound? Great let’s get started!  
  • Slide #3 – Understanding Your Situation Why are you selling? Where are you moving? When would you like to have your house sold? What is driving your deadline? What challenges do you anticipate having? (Refer to ERA AccelERAtion Effective Questioning Using the 4 C ’s) (After determining the sellers ’ motivation, restate to them in order to confirm your understanding is correct.) If Motivation is Time: So I will give you information and recommendations you need based on selling your house in (the timeframe they gave). Does that sound right? If Motivation is Price: So I will give you information and recommendations you need based on selling your house in (the timeframe they gave), but getting your price is the most important factor. Does that sound right?
  • Slide #4 – Agenda - Selling Your Property – Marketing Now that I know your situation, let ’s discuss the unique marketing tools ERA (company name) can offer in marketing your house.
  • Slide #5 – Selling Your Property: Marketing - Local Media Outlets We also have an extensive reach in local media outlets within our community. As you see, we have every corner of the internet market covered for you. Wouldn ’t you agree this will create more buyers and increase the odds of selling your house for the price and timeframe you desire?
  • Slide #6 – Selling Your Property: Marketing – Enhanced Listing Pages (If you purchase enhanced listing pages, if not please hide this slide) Not only will your house appear on (websites you have enhanced pages with), but we will also position your house so it appears earlier when a buyer searches and your house is featured more prominently with more photos so it grabs the buyers ’ attention.
  •   Slide #7 – Selling Your Property: Marketing – ERA Programs In addition to the global and local internet marketing, there are exclusive ERA programs that expand your marketing exposure and the creation of buyers. Let ’s take a look at how they can work for you.
  • Slide #8 – Selling Your Property: Marketing – TXT ERA ® & ERA.COM (MOBILE) You might imagine, buyers today want all the information about your house and they want it immediately. If they can ’t get what they want, they move on to another house and quickly. Do you agree? ERA (company name) has two programs that can provide the buyers with what they want, when they want it. TXT ERA ® allows a buyer to simply text a number provided on your yard sign and they will receive information on your house directly back to their phone. TXT ERA ® also sends me an email with their contact information allowing me to capture them as a potential buyer for your house right from the curb. Buyers can also access all the information about your house through their phone with M.ERA.COM (MOBILE) while they are on the go. With both of these programs buyers get what they want and we get what we want - their contact information. We can now call, text, and chat with these potential buyers immediately on their terms. Can you see how these two programs will give you a competitive advantage in the marketplace?
  • Slide #9 - Selling Your Property: Marketing – ERA LEADROUTER TM Program Benefits We have discussed the importance of exposure on the internet as well as immediate access to the potential buyers. With ERA LEADROUTER TM , online requests from buyers are routed immediately via cell phone and email to a real estate consultant for instant follow up. This program also tracks the source of all property leads so we can evaluate our marketing plan on an ongoing basis. Do you think an immediate response to a potential buyer will dramatically increase the odds of generating a showing?
  • Slide #10 – Selling Your Property: Marketing – Gold Star Property Another exciting program we offer at ERA (company name) to our sellers is the Gold Star Property program. This program makes your property more competitive in today ’s marketplace by using a systematic approach to preparing and marketing your house as “move-in” ready for potential buyers. We have found properties with the Gold Star rating don’t just receive more attention, they also sell more quickly. Can you see how buyers would prefer a Gold Star Property?
  • Slide #11 – Selling Your Property: Marketing – ERA Home Protection Plan We can also make your house more attractive to buyers with the ERA Home Protection Plan. This plan is a warranty for buyers that can cover many of the major components for the first year of home ownership. Buyers will be more confident in buying a house that isn ’t brand new. If you agree to provide the ERA Home Protection Plan for the buyer, it can also protect you against costly repairs during the listing period and escrow. With the ERA Home Protection Plan in place, you will have a 29% better chance of selling your house and selling it 15% faster. Wouldn ’t you agree the ERA Home Protection Plan will help you achieve your goals?
  • Slide #12 – Selling Your Property: Marketing – International Collection Property qualifies for ERA International Collection (Use this slide only if the property qualifies for International Collection) ERA (company name) also has an exclusive program for elite properties called the ERA International Collection. This program is designed to position your house for the high-end buyer. When we place your house in the ERA International Collection we will enhance your web exposure through ERAdistinctiveproperties.com, as well as luxury listing channels, luxuryrealestate.com, and realestatejournal.com. We position your house where the elite buyer is going to be found.
  • Slide #13 – Selling Your Property: Marketing – YouTube Brand Channel ERA (company name) has an online program with YouTube, and we will create a virtual tour of your property and post it on our channel. This video and its placement are designed to position your home in front of the millions of users within YouTube locally, out of state and internationally. Youtube is the 2 nd largest search engine on the internet and it’s a destination site for home buyers.
  • Slide #14 – Selling Your Property: Marketing – Additional Marketing Opportunities Along with the expansive internet presence and the ERA exclusive tools, we also have additional marketing opportunities we will be using to expose your house to the most potential buyers out there. I am curious, of all the services we just covered, which one really caught your eye? That is a tremendous service and only available through ERA (company name).
  • Slide #15 – Agenda - Selling Your Property: Market Conditions Now I would like to take some time to discuss the current market conditions. Knowing and understanding today ’s marketplace can help you make the right decisions for you and your family.  
  • Slide #16 – Selling Your Property: Market Conditions Houses Sold This chart shows the scope of our total marketplace in the last few months with _____ houses selling. You can see it is broken down into broad price range categories. Let ’s take a look at the category in your price range.  
  • Slide #17 – Average Sales Price As we know, pricing is one of the critical sales tools, and understanding the dynamics of pricing is essential to a successful sale. The average sales price will help determine a marketing strategy. Let ’s take a look at where your property falls in comparison to the average sales price for the marketplace.
  • Slide #18 – Selling Your Property: Market Conditions – Percent of Asking Price Received Another key number that is important to you is the percent of asking price received. This is the percentage of what sellers are receiving of their asking price on average, listing price verses sales price. Currently in the marketplace that number is _______%. My list price to sales price average is _____%. As you can see my number is higher than the MLS average. The benefit to you is you will net more dollars on average working with me over other agents. Would this help you achieve your goal?
  • Slide #19 – Selling Your Property: Market Conditions – Number of Days on Market Along with price, it is also important that we discuss days on market. The shorter market time means more money in your pocket from the sale of your house. As you can see my average days on market are less than the average for other agents in our area. The benefit to you, when you increase market time, you end up decreasing sales price. How does a higher price and quicker sale sound to you?
  • Slide #20 – Selling Your Property: Market Conditions – List-to-sell Ratio Now that we have talked about pricing and days on market, let ’s discuss how sellers are actually faring in their quest to sell. We call this list-to-sale ratio. Out of the houses listed, how many of those actually sell. As we know many factors influence that number. Today in our marketplace, ____% of the houses on the market sells. On the other hand, of the houses I list, ____% sell. There is quite a difference wouldn’t you agree? These numbers we just discussed are really important in obtaining your goal. Can you see by working with me you have a greater chance of getting a higher price, a faster sell and a greater chance of selling?
  • Slide #21 – Selling Your Property: Agenda – Pricing (name) and (name) our next step is to determine the value of your house based on today ’s market conditions we have discussed.
  • Slide #22 – Selling Your Property: Pricing – Fair Market Value This is a term you may have heard, Fair Market Value. Fair Market Value is a price that a ready, willing and able buyer is willing to pay and a seller is willing to accept. The reason it is important that we accurately project Fair Market Value is because if we end up pricing too far away from Fair Market Value, your house won ’t sell. Let’s discuss how we can accurately project what Fair Market Value will be for your house.
  • Slide #23 – Selling Your Property: Pricing – To Determine Fair Market Value Most companies use one of these tools to determine value, the competitive market analysis. At ERA we will use three methods, the competitive market analysis, pricing analysis grid and absorption rate. We feel a CMA does not factor in inventory levels which are critical to value as well as pricing strategy. The benefit to you is the comfort you have knowing we used the best methods to determine the value of your house. The fourth instrument, the home appraisal will be used by the buyer in conjunction with the bank to secure their mortgage. Since it is so important to accurately determine Fair Market Value, would it be alright if I take a moment to explain each one?
  • Slide #24 – Selling Your Property: Pricing – Competitive Market Analysis Agents and companies have been using the Competitive Market Analysis for some time. What they look at is the recent data on houses that have sold and failed to sell. This will help understand what the market is saying about the value of your house.
  • Slide #25 – Selling Your Property: Pricing – Pricing Analysis Grid We at ERA (company name) then take the data from the CMA and create an ERA Pricing Analysis Grid. This tool gives us a clear and compelling picture of what buyers are willing to pay in today ’s market, your competition, and most importantly what failed to sell. (name) and (name) this graph shows all the results you need to make the best decision for you and your family. Where would you like to position your property in the market place – to be sold, on the market, or expired?
  • Slide #26 – Selling Your Property: Pricing – Absorption Rate We also need to take into consideration the absorption rate. This is a critical number that helps determine the expected marketing time and calculates where to position your house in the marketplace in terms of price and condition to sell quickly. Let ’s look at what the absorption rate tool tells us about the marketplace and the value of your house.
  • Slide #27 – Selling Your Property: Pricing – Home Appraisal After we have put your house on the market and successfully secured a buyer, that buyer will most likely obtain a mortgage on the property. The mortgage company will require an appraisal where an independent 3 rd party will determine the value of the property. Appraisers are more cautious today about property values, comparable sales and home condition issues. We have tools to make this challenging process smoother for our clients. We wouldn ’t want the deal to fall apart at this point, would we?
  • Slide #28/31 – ERA Broker Company/ERA Agent (name) and (name) I want to briefly demonstrate the benefits we have to offer you at ERA (company name) as well as my credentials.
  • Slide #28/31 – ERA Broker Company/ERA Agent (name) and (name) I want to briefly demonstrate the benefits we have to offer you at ERA (company name) as well as my credentials.
  • Slide #28/31 – ERA Broker Company/ERA Agent (name) and (name) I want to briefly demonstrate the benefits we have to offer you at ERA (company name) as well as my credentials.
  • Slide #28/31 – ERA Broker Company/ERA Agent (name) and (name) I want to briefly demonstrate the benefits we have to offer you at ERA (company name) as well as my credentials.
  • Slide #35 – Thank You I know we have covered a lot of information in our consultation today. We began talking about what your goals are for you and your family. Those are still the most important items on the agenda, making those happen for you in the time frame you want. I am ready to make those goals become a reality. Shall we get started?
  • Transcript

    • 1. INSERT ERA COMPANY LOGO HERE Cyndi Paulsen RealtorOUR APPROACH MY GUIDE TO HOW ERA SHOWCASE WILL WORK WITH YOU TO SELL YOUR HOUSE planning marketing pricing selling
    • 2. INSERT ERA COMPANYMY MARKETING PRESENTATION LOGO HERE Cyndi Paulsen Realtor 1. UNDERSTANDING YOUR SITUATION 2. SELLING YOUR PROPERTY  Marketing  Market Conditions  Pricing 3. ERA SHOWCASE 4. CYNDI PAULSEN realtorMovingBrevard.com - ERA Showcase CYNDI PAULSEN MARKETING PRESENTATION mobile (321) 960-5280
    • 3. INSERT ERA COMPANYUNDERSTANDING YOUR SITUATION LOGO HERE Cyndi Paulsen Realtor WHY ARE YOU SELLING? WHERE ARE YOU MOVING? WHEN WOULD YOU LIKE TO HAVE YOUR HOUSE SOLD? WHAT IS DRIVING YOUR DEADLINE? WHAT CHALLENGES DO YOU ANTICIPATE HAVING?
    • 4. INSERT ERA COMPANYMY MARKETING PRESENTATION LOGO HERE Cyndi Paulsen Realtor 1. UNDERSTANDING YOUR SITUATION 2. SELLING YOUR PROPERTY  Marketing  Market Conditions  Pricing 3. ERA SHOWCASE 4. CYNDI PAUSLEN realtorMovingBrevard.com - ERA Showcase CYNDI PAULSEN MARKETING PRESENTATION mobile (321) 960-5280
    • 5. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKETING LOGO HERE ERA.com ERA Distinctive Properties Powered by ERA.com ERA.com Mobile TXT ERA® ERA Mobile App ERA YouTube Channel ONLINE LISTING PROVIDERS + OVER 100 LOCAL NEWSPAPER WEBSITES Local Media Outlets subject to change. LOCAL MEDIA OUTLETS
    • 6. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKETING LOGO HERE Cyndi Paulsen Realtor ENHANCED LISTINGS PAGES On these high-traffic real estate sites, Trulia, Zillow and Realtor.com, your listing will be featured or enhanced. This means: It appears earlier in a search. Is more prominently displayed. Has more photos and other design enhancements and generally stands out from other listings.
    • 7. SELLING YOUR PROPERTY: MARKETING INSERT ERA COMPANY LOGO HERE Cyndi Paulsen Realtor ERA® PROGRAMS THAT HELP US MARKET AND SELL YOUR PROPERTY:ERA® MOBILE APP AND TXT ERA® ERA® LEAD ROUTER ERA® GOLD STAR PROPERTY ERA® HOME PROTECTION PLAN Example: Mortgage Program ERA® INTERNATIONAL COLLECTION Open Text ERA® YOU TUBE-PROPERTY SEARCH
    • 8. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKETING LOGO HERE Cyndi Paulsen Realtor TXT ERA® & ERA.COM (MOBILE) PROGRAM BENEFITS  With TXT ERA®, potential buyers receive requested property information via text message quickly.  Promoted via a yard sign, flyers, etc. MOBILE WEBSITE  With m.ERA.com, our mobile site, ERA® MOBILE APP prospective buyers can view your Search for a house. See what homes property directly from their cell phone. are selling for in your neighborhood. The ERA® Mobile App works on standard cell phones and smartphones alike. The ERA Mobile App gives homebuyers the power to search anywhere and at anytime. They are directly connected with an ERA® Agent throughout the home search.
    • 9. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKETING LOGO HERE Cyndi Paulsen Realtor ERA LEADROUTERTM PROGRAM BENEFITS  Online requests are routed immediately via cell phone and e-mail.  Creates an opportunity for immediate follow-up. ERA® LEAD ROUTER  Tracks the source of all property leads. HOW ERA LEADROUTER™ 2. ERA WORKS Leadrouter™ 1. Consumer finds agent by New Approach to inquires cell phone online Company Leads Leadrouter™ Process 5. Managers 3. Agent and contacts Brokerage lead from Monitor All anywhere Leads 4. Requires agent follow up
    • 10. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKETING LOGO HERE Cyndi Paulsen Realtor ERA® GOLD STAR PROPERTY: MAKES YOUR PROPERTY MORE COMPETITIVE Program Highlights  Systematic approach to home selling preparation.  Meaningful enhancements for potential buyer.  Enhanced marketing materials.  Attainable criteria for qualifying:  Home Staging  ERA Home Protection Plan™  Pre-listing home inspection  Seller’s disclosure
    • 11. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKETING LOGO HERE Cyndi Paulsen Realtor ERA HOME PROTECTION PLAN®: PROGRAM BENEFITS  Provides buyers with more confidence in purchase decision.  Protect yourself against costly repairs during listing ERA HOME PROTECTION PLAN® and escrow.  Avoid after-the-sale disputes and unwanted surprises!29% 15% better chance Homes sell of sale when on average faster with using an ERA an ERA Home Home Protection Protection Plan® Plan®. than without.
    • 12. SELLING YOUR PROPERTY: MARKETING INSERT ERA COMPANY LOGO HERE Cyndi Paulsen Realtor ERA® INTERNATIONAL COLLECTION PROGRAM OVERVIEW • Marketing program for high-end properties designed to position your home for the high-end buyer. • Unique website, ERADistinctiveProperties.com. • Separate luxury listing channels (i.e., LuxuryRealEstate.com and RealEstateJournal.com). International Collection Marketing Materials
    • 13. SELLING YOUR PROPERTY: MARKETING INSERT ERA COMPANY LOGO HERE Cyndi Paulsen Realtor THE ERA REAL ESTATE YOU TUBE CHANNEL  Every ERA® Listing* is converted to virtual online tour  YouTube is 2nd largest search engine online*Listings with six or more photos. Land is not featured on YouTube. MovingBrevard.com - ERA Showcase CYNDI PAULSEN MARKETING PRESENTATION mobile (321) 960-5280
    • 14. SELLING YOUR PROPERTY: MARKETING INSERT ERA COMPANY LOGO HERE Cyndi Paulsen Realtor Additional marketing opportunities include:  Yard signs  Flyers  Virtual tours  Enhanced listings  Social media  Property preparation
    • 15. INSERT ERA COMPANYMY MARKETING PRESENTATION LOGO HERE Cyndi Paulsen Realtor 1. UNDERSTANDING YOUR SITUATION 2. SELLING YOUR PROPERTY  Marketing  Market Conditions  Pricing 3. ERA SHOWCASE 4. CYNDI PAULSEN realtorMovingBrevard.com - ERA Showcase CYNDI PAULSEN MARKETING PRESENTATION mobile (321) 960-5280
    • 16. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKET CONDITIONS LOGO HERE Cyndi Paulsen RealtorHOUSES SOLD Size of market (total). Composition of sales by price. The current market conditions will impact pricing, how long your property may be on the market and many other factors we need to consider. Houses sold in last 90-120 days
    • 17. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKET CONDITIONS LOGO HERE Cyndi Paulsen RealtorAVERAGE SALE PRICE Pricing is one of the critical sales tools, and understanding the dynamics of pricing is critical to a successful sale.
    • 18. INSERT ERA COMPANYSELLING YOUR PROPERTY: MARKET CONDITIONS LOGO HERE Cyndi Paulsen RealtorPERCENT OFASKING PRICE RECEIVED Pricing accurately affects time on the market and final price. The percent of asking price received is a means of tracking price accuracy.
    • 19. SELLING YOUR PROPERTY: MARKET CONDITIONS INSERT ERA COMPANY LOGO HERE Cyndi Paulsen RealtorDAYS ON MARKET The length of time a home is on the market has an effect on the sales price. The longer a home is on the market, generally, the lower price.
    • 20. SELLING YOUR PROPERTY: MARKET CONDITIONS INSERT ERA COMPANY LOGO HERE Cyndi Paulsen RealtorLIST-TO-SALE RATIO Pricing accurately affects time on the market and final price. The list-to-sale ratio is a means of tracking price accuracy and performance.
    • 21. INSERT ERA COMPANYMY MARKETING PRESENTATION LOGO HERE Cyndi Paulsen Realtor 1. UNDERSTANDING YOUR SITUATION 2. SELLING YOUR PROPERTY  Marketing  Market Conditions  Pricing 3. ERA SHOWCASE 4. CYNDI PAULSEN realtorMovingBrevard.com - ERA Showcase CYNDI PAULSEN MARKETING PRESENTATION mobile (321) 960-5280
    • 22. INSERT ERA COMPANYSELLING YOUR PROPERTY: PRICING LOGO HERE Cyndi Paulsen RealtorFair market valueThe price that a ready, willing and able buyer is willing topay and a seller is willing to accept.The “fair market value” can only be determined at closing…the actual price. Therefore, an agent or broker useshistorical data to best determine the projected “fair marketvalue.”
    • 23. INSERT ERA COMPANY SELLING YOUR PROPERTY: PRICING LOGO HERE Cyndi Paulsen Realtor To determine fair market value, we can use the following tools:COMPETITIVE MARKET PRICING ABSORPTION HOME ANALYSIS TOOL ANALYSIS GRID RATE TOOL APPRAISAL Traditional means of  Goes a step further.  Analyzes the past sales  Analysis by a professional analyzing the market. rate. appraiser.  Gives you a picture of the Utilizes comparable market.  Helps determine expected  Cost. properties.  Shows what buyers are marketing time.  Advantages. Adjustments for features willing to pay in today’s and amenities. market.
    • 24. INSERT ERA COMPANYSELLING YOUR PROPERTY: PRICING LOGO HERE Cyndi Paulsen RealtorCOMPETITIVE MARKETANALYSISYour home compared to: Recently sold homes Unsold homesAssists in: Setting listing price
    • 25. INSERT ERA COMPANYSELLING YOUR PROPERTY: PRICING LOGO HERE Cyndi Paulsen RealtorPRICING ANALYSIS GRID Gives you a picture of the market. Shows what buyers are willing to pay in today’s market. Helps us establish a fair market value.
    • 26. SELLING YOUR PROPERTY: PRICING INSERT ERA COMPANY LOGO HERE Cyndi Paulsen RealtorABSORPTION RATE TOOL Analyzes the past sales rate. Helps determine expected marketing time.
    • 27. SELLING YOUR PROPERTY: PRICING INSERT ERA COMPANY LOGO HERE Cyndi Paulsen RealtorHOME APPRAISAL Required to secure a mortgage. Independent 3rd party evaluation. Important components: – Home inspection. – Comparable home sales. Potential impact on price.
    • 28. INSERT ERA COMPANYMY MARKETING PRESENTATION LOGO HERE Cyndi Paulsen Realtor 1. UNDERSTANDING YOUR SITUATION 2. SELLING YOUR PROPERTY  Marketing  Market Conditions  Pricing 3. ERA SHOWCASE 4. CYNDI PAULSEN realtorMovingBrevard.com - ERA Showcase CYNDI PAULSEN MARKETING PRESENTATION mobile (321) 960-5280
    • 29. INSERT ERA COMPANYERA SHOWCASE LOGO HERE Cyndi Paulsen Realtor ERA SHOWCASE: QUICK FACTS  75 agents in local market  Over 250 current listings  200+ homes sold 2012  Relocation specialist  Cartus Principal Broker  #1 real estate web site in local market  # unique visits  List-to-sale ratio.  Average days on market.  Average price.
    • 30. INSERT ERA COMPANYAGENDA LOGO HERE Cyndi Paulsen Realtor 1. UNDERSTANDING YOUR SITUATION 2. SELLING YOUR PROPERTY  Marketing  Market Conditions  Preparation  Pricing 3. ERA SHOWCASE 4. CYNDI PAULSENMovingBrevard.com - ERA Showcase CYNDI PAULSEN MARKETING PRESENTATION mobile (321) 960-5280
    • 31. INSERT ERA COMPANYWORKING WITH ERA: CYNDI PAULSEN LOGO HERE Cyndi Paulsen Realtor CYNDI PAULSEN: QUICK FACTS  REALTOR® since 2006  Publish all listings to Facebook  Certified ERA® Sellers Security Plan® agent  Accredited Staging Professional
    • 32. THANK YOU INSERT ERA COMPANY LOGO HERE Cyndi Paulsen Realtor

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