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Brink Prudential Listing Presentation[1]
 

Brink Prudential Listing Presentation[1]

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How to sell your home by John Brink, Broker Associate

How to sell your home by John Brink, Broker Associate

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    Brink Prudential Listing Presentation[1] Brink Prudential Listing Presentation[1] Presentation Transcript

    • Dear Mr. & Mrs. Abrams, I understand that selling your house is an important decision for you. My goal is to help you sell your property for the highest price attainable and within the time frame that fits your plans. I represent a Brand that has stood for strength, integrity and trust for over 125 years – and this presentation will show you how I can put its significant business strength and unparalleled marketing advantages to work to provide a real estate transaction that is as effective, efficient, and stress-free as possible. Recently I have developed a Sales Plan to provide my customers with a quick and effective selling experience. My goal is to create an explosive marketing campaign that draws as much exposure as possible in the first few weeks. It is important the home priced right and advertised properly because the first few weeks a home is on the market are the most important. The sales plan is actually quite simple but requires a lot of diligent organizing and planning. I have a timeline of events to make the sale of your home a success! My hope is that you will enjoy the selling experience! I sincerely hope to have the opportunity to represent you. Sincerely, John J. Brink Prudential Gower Realty 727.742.7939
    • Identifying your goals Marketing your property Establishing a pricing strategy Preparing your property for sale Who we are
    • The process of marketing and selling your house must match your objectives, priorities and needs. In order to best serve you, I want to learn more about your plans and needs. The following topics outlined below can help me understand your goals and help us build a strong working relationship:  The agency laws that may apply as we work together in the marketing and sale of your property.  The objectives you want to achieve from the sale of your house and the support you expect to receive from me.  How the home selling process should be tailored to fit the characteristics of your property.
    • When real estate professionals work with buyers and sellers, “agency” relationships are established. There are three kinds of agency relationships:  Buyer’s Agent  Seller’s Agent  Disclosure dual agent When you agree to have me help you sell your property, I become your “seller’s agent”, which means I will work for your best interests throughout the entire process. When an offer is presented, the buyers will have a separate agency relationship with their broker.
    • Understanding your Expectations One of the most important factors that will contribute to the successful sale of your home is my knowledge of your expectations so that I may represent your real estate-related needs in an efficient and effective manner. Please help me understand your needs and expectations as they relate to the decision you have made to sell your property. This information will, of course, remain confidential.
    • Understanding your Expectations • Why are you considering the sale of your property at this time? • What transactional time frame are you most comfortable with? Is there a definite time by which your property should be sold? When do you need to be your new home? • Will you remain in this area or will you be relocating? • Are there any other individuals who will be involved in your property sale decision • When was the last time you sold a property of this nature? • What have been positive real estate experiences. What was an unsatisfactory experiences that you hope to avoid this time. • Do you have any questions, problems, or concerns about the sale process in general that you wish to discuss? • What are your expectations of me as your real estate professional? What specific services and support to you look forward to receiving?
    • Each property has special features that may interest buyers. Please tell me about your house. 1. What do you feel are the most appealing features of this property? 2. What features does this property have that differentiate it from other similar properties? 3. What changes or enhancements would you suggest to make your property as salable as possible? 4. What do you regard as the most attractive features of the surrounding neighborhood ? 5. Do you have any special terms or conditions regarding the sale of your property I should be aware of (e.g., items of personal property to be excluded, etc.)? 6. Are you aware of any problems or concerns regarding the property or the neighborhood that will need to be disclosed to prospective buyers?
    • Selling a house typically includes many of the following elements. I will be your resource and guide every step of the way. Initial Consultation Design and Implement Marketing Plan Review Offer and Reach Agreement with Buyer Complete Settlement Process After-sale Service
    • To successfully promote your property to the market, a comprehensive plan of targeted activities is essential. Our marketing program has three aims: Promote directly to prospective buyers  Print advertising  The Internet  Yard sign  Open houses  Other marketing activities Enlist the efforts of other real estate professionals  The Prudential Real Estate Network  Referral and relocation resources  Multiple Listing Service (MLS)  Direct promotion to other real estate professionals Maintain communication with you  Review the results of our marketing activities  Consult with you to fine-tune our marketing strategy, as needed
    • Sales Plan PLANNING AND ORGANIZING LISTING INFORMATION • Sign listing agreement, property disclosure and MLS data sheet and discuss seller’s net sheet • Compete Market Analysis and discuss pricing structure • Order sign and riders • Order virtual tour • Take digital pictures for MLS, flyers, magazines • Organize Broker’s Open for first Thursday • Organize Open House for first Sunday • Create flyer with important property information and photos • Order ads for St. Pete Times • Schedule ads for Homes N Land magazine and Pinellas Home Search magazine • Print, Label and Mail ‘Just Listed’ postcards
    • Sales Plan HITTING THE MARKET FULL FORCE  Install Multi-lock  Place listing in MLS  Place listing on the following websites  www.realtor.com  www.realestate.yahoo.com  www.craigslist.com  www.JohnBrink.com  www.tampabayhousing.com  Sign in the yard with info tube  Office Caravan to show the house to Prudential Gower Realtors  Hold Broker’s Open and invite all area real estate agents to preview the property (Thursday 11:30 – 1:00)  Hold Sunday Open House with ads in St. Petersburg times.  Place property flyer in Beach Drive Office Window to attract walk-in traffic
    • Exclusive Marketing Advantage WORLD WIDE BRAND RECOGNITION Prudential Real Estate is the only real estate network to share the name of its parent company. Our Brand is often associated with the words reliability and trust: important words that clearly resonate with the level of real estate transaction that you have in mind. PRUDENTIAL FINANCIAL Prudential Financial is one of the largest financial services institutions in the world, serving millions of individual and institutional clients in the United States and abroad; and has $500 billion in assets under management.[1] In addition, it ranks 57th on the Fortune 500 List of America’s Largest Corporations. It is this kind of significant global presence that predisposes people to doing business with our Brand. In addition, our worldwide marketing presence benefits home sellers because it increases the likelihood that prospective buyers actively researching the market will be attracted to listings represented by the Prudential Real Estate Network. PRUDENTIAL.COM AND INNOVATIVE MARKETING TOOLS More than 75% of prospective home buyers use the Internet to begin their home search.[2] What’s important to them? Up-to-date information aggregated on all properties available in a community’s Multiple Listing Service (MLS), real-time new listing alerts, and multiple property photos. In 2004, Prudential Real Estate launched a new technology platform on Prudential.com to do this and more. Today we help millions of prospective home buyers find robust real estate information in a fast- growing number of markets on Prudential.com. [1] As of December 31, 2004. Includes assets in general and separate accounts, and other assets managed for retail and institutional customers such as mutual funds and wrap-fee products. [2] 2004 Survey of Home Buyers and Sellers, National Association of REALTORS®
    • The most important words in Real Estate when selling your home. EXPOSURE! EXPOSURE! EXPOSURE! Prudential Real Estate has an agreement with Yahoo!, the No. 1 Internet brand globally and the most trafficked Internet destination worldwide. This agreement enables visitors to the Yahoo! Real Estate section of the site to connect directly to the real estate website of a Prudential Real Estate affiliate. In the January of 2004, Yahoo! reached 70% of all Internet users, drawing over 325 million unique visitors each month. Consumers who perform a search on Yahoo! Real Estate will be taken to a search results page co-branded Yahoo! Real Estate and Prudential Real Estate. Source: Comscore Media Metrix Jan 2005
    • Homebuyers may use several information sources in their search process, but they are most likely to find the home they actually purchase through a real estate sales professional. SOURCE: The 2004 National Association of REALTORS® Profile of Home Buyers and Sellers. Due to rounding, percentage distribution may not add up to100 percent.
    • Commitment to Customer Service Prudential Relocation, the nation’s second-largest relocation firm as of March 15, 2004, according to Relocation Information Systems, is a premier provider of global mobility with locations in Phoenix, Washington D.C., New York, Toronto, London, Paris, Singapore, Tokyo, Taiwan, China, Mexico City and Hong Kong. Prudential Relocation associates work directly with relocating employees on a daily basis and use advanced information and communications capabilities as a commitment to customer service. As a result, Prudential Relocation achieved a 94 percent transferee satisfaction rate in 2003. Company Strength In 2003, Prudential Relocation served approximately 47,000 relocating employees from Fortune 500 companies, small industrial and service companies, and U.S. government agencies. After completing approximately 187,000 relocation transactions with approximately 1,000 clients in 2003, Prudential Relocation continues to have a 95 percent client retention rate.
    • Market-sensitive pricing can be the key to maximum market exposure and, ultimately, a satisfactory sale. The existing pool of prospective buyers determines a property’s value, based on:  Location, design, amenities and condition.  Availability of comparable (competing) properties.  Economic conditions that affect real property transactions. Factors that have little or no influence on the market value of a house include:  The price the seller originally paid for the property.  The seller’s expected net proceeds.  The amount spent on improvements. The impact of accurate pricing:  Properties priced within market range generate more showings and offers, and sell in a shorter period of time.  Properties priced too high have a difficult time selling.
    • An impartial evaluation of market activity is the most effective way to estimate a property’s potential selling price. A Comparative Market Analysis considers similar properties that: Have sold in the recent past This shows us what buyers in this market have actually paid for properties similar to yours. Are currently on the market These are properties that will be competing with yours for the attention of available buyers. Failed to sell Understanding why these properties did not sell can help avoid disappointment in the marketing of your property.
    • An asking price that is beyond market range can adversely affect the marketing of a property.  Fewer buyers are attracted, and fewer offers received.  Marketing time is prolonged, and initial marketing momentum is lost.  The property attracts “lookers” and helps competing houses look better by comparison.  If a property does sell above true market value, it may not appraise, and the buyers may not be able to secure a loan.  The property may eventually sell below market value.
    • SM Our exclusive Prudential Value Range Marketing can give your property an advantage over other houses on the market. BENEFITS FOR SELLERS: BENEFITS FOR BUYERS:  Increased marketing exposure for  Introduces a larger selection of your property properties to view  Eliminates the need for price reductions  Eliminates intimidation by a fixed price  Accelerates the sales process by  Allows searching within affordable price encouraging more offers ranges  Optimizes final sales price  Optimizes final sales price allowing true allowing true market forces to market forces to determine maximum determine maximum price price  Attracts more buyers  Attracts more buyers With Prudential Value Range MarketingSM, your property is listed at a fixed price, but marketed within a price range.
    • Traditionally, property owners desiring to sell their home have been limited to a fixed price when advertising their house for sale. By using the traditional method you run the risk of overpricing which can slow the process of selling your home and limit the number of buyers exposed to your property.
    • Properties marketed using PVRMSM can appear in many more “range of affordability” searches, exposing your property to more prospective buyers.
    • Prudential Value Range MarketingSM Requirements 1. PVRMSM does not require the Seller to accept any offer within the range, but the Seller does agree to counter any offer within the range with price and terms acceptable to the Seller. 2. The Seller may only use the Published Ranges. 3. All marketing and advertising materials for the property will read “Seller will entertain offers between (Low Range) and (High Range).”
    • By providing peace of mind to prospective buyers, these steps can enhance the salability of your property: Written disclosure A written property disclosure statement will give buyers a clear understanding of this property and the surrounding neighborhood. Home warranty A home warranty can give prospective buyers peace of mind by providing repair-or-replace coverage of major home operating systems and appliances. Professional home inspections Professional inspections, such as structural, roof and termite, will reveal the current condition of the property.
    • It is important for a property to make the best possible impression on prospective buyers. The following can interfere with a buyer’s appreciation of a property: Exterior Interior  Clutter  Worn carpets and drapes  Lawn needs mowing and edging  Soiled windows, kitchen, baths  Untrimmed hedges and shrubs  Clutter  Dead and dying plants  Pet and smoking odors  Grease or oil spots on the driveway  Peeling paint, smudges or marks on walls  Peeling paint  Anything that looks old or worn
    • These tips can help your house make the best impression, every time it is previewed by sales professionals or shown to prospective buyers: Interior Exterior  Make beds; clean up dishes; empty wastebaskets.  Remove toys, newspapers, yard  Remove clutter throughout and put away toys. tools and other clutter.  Set out “show towels” in baths.  Tidy up; pick up after  Freshen the air; potpourri or baked bread pets. aroma; deodorize pet areas; set a comfortable  Park vehicles in the temperature. garage or on the  Do quick vacuuming and dusting. street; leave the driveway clear.  Arrange fresh flowers throughout.  Add color with flowers  Fire in fireplace (when appropriate). and potted plants.  Play soft background music.
    • No one has a more important role in the homeselling process than you. Here are some ways your participation can contribute to a successful sale:  Maintain the property in ready-to-show condition.  Ensure that the house is easily accessible to real estate professionals (lock box and key).  Try to be flexible in the scheduling of showings.  When you are not at home, let me know how you can be reached in case an offer is received.  If approached directly by a buyer who is not represented by a real estate professional, please contact me. Do not allow them into the property unescorted.  Remove or lock up valuables, jewelry, cash and prescription medications.
    • I will apply my knowledge and expertise to achieve the successful sale of your property. Here is what you can expect from me:  I will work with you at every stage of the homeselling process, from the development and implementation of a Marketing Plan, through the negotiation of purchase offers to the final settlement of the transaction  We will want to agree to a system of regular communication so that you can be kept informed at all times.  I will give you reliable information and solid advice so that you can make informed decisions.  It is my hope that you will be so pleased with my service that you will turn to me for advice on your future real estate needs.
    • MISSION STATEMENT My Mission is to work diligently and professionally in order to earn the client’s confidence and loyalty.
    • • I will represent your best interests to the fullest of my abilities, applying my knowledge, experience, connections, and skills to successfully market and sell your home. • I will provide you with reliable information and solid advice to help you make informed decisions; and will use my experience and negotiation skills to obtain the highest sales price attainable for your home. • I will invite to your home only qualified prospective buyers and those who represent and influence their purchase decisions. • I will handle all of the details required by me to successfully complete your real estate sales transaction. I will work to help make this process as enjoyable for you and stress-free as possible. • I will communicate with you on a regular basis and in the manner you prefer. • I fully appreciate the emotional aspects involved during the sale of a luxury property, and respect the confidential nature of the information you share with me. My professional reputation relies on discretion. I am worthy of your trust. • I am committed to providing you with a level of service that is deserving of my referral to your family, friends, and colleagues. I want you to be so pleased with my representation of your real estate needs, that I will earn your business again in the future. Your real estate needs, objectives, and concerns are my top priority
    • Prudential Real Estate and Relocation Services are guided by these core values: Worthy of Trust  Our heritage reinforces the need to safeguard our customers’ interest. We keep our promises and behave with integrity at all times. Customer Focused  We believe the best way to win customers is to earn them. Our goal is not to simply attract them, but to gain them as customers for life. Respect for Each Other  We maintain an environment where innovative, service oriented associates work collaboratively to exceed our customers’ expectations. Winning Attitude  We strive to anticipate our customers’ needs and proactively provide them with the best possible advice and solutions.
    • Why Prudential Real Estate can do more to meet your home selling needs:  Reputation  Commitment to customer service  Advanced technology  Network strength  High standards