©2006 Coldwell Banker Burnet. Coldwell Banker is a registered trademark licensed to Coldwell Banker Real Estate Corporatio...
Meeting Your Needs About Coldwell Banker Burnet Marketing Activities The Sales Process Marketing Action Plan The Best Pric...
Meeting Your Needs MENU
What Is Important To You We’ve asked thousands of home sellers what is important to them. <ul><ul><li>Price </li></ul></ul...
Company History <ul><li>The nation’s oldest national real estate organization was established on August 27, 1906 just 18 w...
Coldwell Banker  has more than 126,000 sales associates working in more than 3,800 offices in 29 countries and territories...
Coldwell  Banker Home Services Coldwell Banker Burnet Burnet Home Loans Burnet Title Burnet Relocation Previews  - Distinc...
Marketing Activities MENU
Owning the Internet’s Best Real Estate <ul><li>With 74% of home buyers using the Internet as part of their home search, a ...
Making Your Listings Searchable Online GOOGLE BASE Building upon our advertising relationship with search engine Google,™ ...
Making Your Home Easier to Find Online TRULIA.COM We’re proud to be among the first national real estate companies to beco...
The Internet As A Marketing Tool Through Coldwell Banker Burnet and the Internet, your property will receive international...
We have a greater Realtor.com presence than anyone else in the market. Marketing Activities MENU “ Featured Homes™” “ Feat...
Powerful eMarketing Advantage An online inquiry from  CBBURNET.com ,  google,com, trulia.com, coldwellbanker.com, openhous...
Powerful eMarketing Advantage Coldwell Banker Burnet has built, brokered, and bought some of the Internet’s most valuable ...
Home InfoLine <ul><li>•  Each property has a unique ID number  that allows buyers to access  information  on your house </...
We Bring More Relocating Buyers To Your Door! Marketing Activities <ul><li>Coldwell Banker Burnet can market your home to ...
Market Share By Price Range 29.1 % 32.3% 37% 41.4% 45.9% 47.9% 64.7% Based on information from the REGIONAL MULTIPLE LISTI...
We utilize a variety of print media with  premium position. Customized to meet your needs. Marketing Activities MENU
Coldwell Banker Burnet  Home Protection Plan   Marketing Activities Our Full-Service Philosophy Buying and owning a home c...
Coldwell Banker Burnet  Home Protection Plan  Marketing Activities Average Out-of-Warranty Repair or Replace Costs Paying ...
MLS & HomeQuest <ul><li>Coldwell Banker Burnet sales associates have access to active and historical property information ...
Personal Marketing Action Plan <ul><li>Promotional strategy </li></ul><ul><li>Property Preview </li></ul><ul><li>Price and...
Put My Experience and Knowledge to Work for You <ul><li>Add your personal qualifications  and credentials here. </li></ul>...
How Do We Attract Buyers? Coldwell Banker Burnet Sales associate efforts TV and radio ads, billboards and print ads Cooper...
How Today’s Consumers  Search for Real Estate * Source: 2006 National Association of REALTORS® Profile of Home Buyers and ...
Sales Associate Marketing on cbburnet.com and Personal Web Sites Marketing Activities MENU
Virtual / Video Tour Marketing Activities Virtual and video tours can further show off the features of your home and give ...
Home  Enhancement <ul><li>Focus on how buyers see your  property </li></ul><ul><li>Leverage ideas from our exclusive Home ...
Home Enhancement Checklist <ul><li>Interior </li></ul><ul><ul><li>Pick up toys and shoes; make beds, put clothes away </li...
Sampling of Services <ul><li>Plumbing repairs & drain cleaning </li></ul><ul><li>Carpet & upholstery cleaning </li></ul><u...
Open Houses <ul><li>A well-staged open house can be a powerful way to show off your property to interested buyers.  </li><...
Office Tour / Realtor Open Marketing Activities We’ll make sure that Coldwell Banker Burnet sales associates and other Rea...
E-mail Marketing and Networking Marketing Activities Coldwell Banker Burnet sales associates utilize their e-mail system, ...
Direct Mail Marketing Activities MENU
Marketing Activities Feature Booklet <ul><li>Seller Information Sheet </li></ul><ul><ul><li>What you like about the area <...
<ul><li>Cable / TV advertising </li></ul><ul><li>Special ads </li></ul>Marketing Activities Additional Services I Provide ...
The Coldwell Banker ®   Seller Services  Guarantee <ul><li>Consistent </li></ul><ul><li>Predictable </li></ul><ul><li>Reli...
Home Marketing Activity Report Marketing Activities MENU
<ul><ul><li>Coldwell Banker  </li></ul></ul><ul><ul><li>The Market Share Leader - Jan. - Dec. 2006 </li></ul></ul>Based on...
Based on 13 county Twin Cities metro area average sale price information for seller side transactions from REGIONAL MULTIP...
Best Price Obtainable MENU
What Is The Best Price Obtainable For Your Property? Best Price Obtainable We will help you determine the most effective  ...
What Is The Best Price Obtainable For Your Property? <ul><li>Buyers compare properties </li></ul><ul><ul><li>Home Buyers e...
What Affects The Market Value  Of Your Property? <ul><li>The Competition </li></ul><ul><ul><li>The number of similar prope...
An Important Message About The  Value Of Your House  The price of your house must attract enough attention among buyers an...
The Right Price For Your home…..  Best Price Obtainable Above Realistic Market Value At Realistic Market Value Listing Pri...
Time / Activity Ratio Pricing your property competitively from that start will generate the most activity among brokers an...
Qualifying Buyers <ul><li>Prequalification </li></ul><ul><ul><li>A potential buyer for your house can be prequalified or p...
Important Negotiation Strategy <ul><li>Reason/Urgency for selling </li></ul><ul><li>Willingness to consider an offer less ...
The Sales Process MENU -SAMPLE-
The Sales Process MENU -SAMPLE-
The Sales Process MENU -SAMPLE-
The Sales Process MENU -SAMPLE-
The Sales Process MENU -SAMPLE-
Negotiating the Purchase Agreement <ul><li>Understanding choices,  meeting your needs </li></ul><ul><ul><li>We will presen...
The Closing Your closer will prepare the needed documents, serve you at closing and take care of recording the necessary p...
What are we doing to change tradition? Flex Closings Burnet Title recently introduced the  FLEX Closing Program This uniqu...
The move… a checklist of things to do <ul><li>Before leaving, stop services on: </li></ul><ul><li>Cable TV/ Internet </li>...
“One Stop Shopping” for all your moving needs! <ul><li>“ Minnesota Moves” Local Moving Program Benefits </li></ul><ul><li>...
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    1. 1. ©2006 Coldwell Banker Burnet. Coldwell Banker is a registered trademark licensed to Coldwell Banker Real Estate Corporation. An Equal Opportunity Company. Equal Housing Opportunity. Owned And Operated By NRT Incorporated Presented by: Jane Q. SalesAgent Coldwell Banker Burnet Seller Services Proposal Prepared especially for: Mr. and Mrs. John Q. Public MENU
    2. 2. Meeting Your Needs About Coldwell Banker Burnet Marketing Activities The Sales Process Marketing Action Plan The Best Price Attainable Comparative Market Analysis MENU
    3. 3. Meeting Your Needs MENU
    4. 4. What Is Important To You We’ve asked thousands of home sellers what is important to them. <ul><ul><li>Price </li></ul></ul><ul><ul><li>The best price and terms obtainable. </li></ul></ul><ul><ul><li>Time </li></ul></ul><ul><ul><li>The shortest possible time on the market. </li></ul></ul><ul><ul><li>Convenience </li></ul></ul><ul><ul><li>The least inconvenience to the sellers, with us </li></ul></ul><ul><ul><li>managing the details. </li></ul></ul><ul><ul><li>Communication </li></ul></ul><ul><ul><li>Frequent communication by us to address their concerns. </li></ul></ul><ul><ul><li>Diligent effort by us </li></ul></ul><ul><ul><li>Evidence that we are working diligently on their behalf. </li></ul></ul><ul><ul><li>Let’s rank your priorities together… </li></ul></ul>Meeting Your Needs MENU
    5. 5. Company History <ul><li>The nation’s oldest national real estate organization was established on August 27, 1906 just 18 weeks after the “Great Earthquake” that devastated San Francisco. Today, Coldwell Banker is the largest real estate franchise organization in the world. </li></ul>Ralph Burnet founded Burnet Realty in 1973 and built the company into a regional real estate powerhouse. Burnet Realty joined Coldwell Banker in 1998, forming Coldwell Banker Burnet. About Coldwell Banker Burnet Founders Colbert Coldwell and Benjamin Banker. Coldwell Banker Burnet founder and chairman Ralph Burnet MENU
    6. 6. Coldwell Banker has more than 126,000 sales associates working in more than 3,800 offices in 29 countries and territories. Let our networking work for you. Local Traditions, Global Connections About Coldwell Banker Burnet MENU
    7. 7. Coldwell Banker Home Services Coldwell Banker Burnet Burnet Home Loans Burnet Title Burnet Relocation Previews - Distinctive Homes Urban Lifestyles & New Homes Home Resource Center / Concierge Property & Rental Resources Coldwell Banker Insurance Program About Coldwell Banker Burnet MENU
    8. 8. Marketing Activities MENU
    9. 9. Owning the Internet’s Best Real Estate <ul><li>With 74% of home buyers using the Internet as part of their home search, a comprehensive online marketing program is essential to generating the greatest possible demand for your home. </li></ul><ul><li>We’re generating broad exposure by using 65,000 search terms at the Internet’s biggest search engine sites to drive home buyers to our online property listings. </li></ul><ul><li>We’ve claimed virtual ownership over the Internet’s most exclusive real estate. Our annual online marketing spend has a retail value of almost $45 million.* </li></ul>Marketing Activities * Based on the estimated retail value of NRT Incorporated’s annual spend for Realtor.com and search engine advertising. Coldwell Banker Burnet is a member of the NRT family of companies. NRT has over 1,000 offices and 64,000 sales associates operating in over 35 metropolitan areas. MENU
    10. 10. Making Your Listings Searchable Online GOOGLE BASE Building upon our advertising relationship with search engine Google,™ we’re proud to be among the first national real estate providers to participate in Google Base™ – a service that enables any content provider to submit information that is searchable on Google, and improves the quality and breadth of real estate information online. Google leads the search engine industry with over 61 percent of searches performed worldwide – more than all other search engines combined.* Google Base helps Google provide its vast audience with detailed and structured real estate information. To take advantage of this marketing opportunity and promote your property on this search engine, we’ve entered into an agreement that ensures: • Your property listing appears on Google within a day of entering our system • Your listing gets automatically refreshed daily, so it outperforms less frequently updated listings • Your listing links potential buyers directly to your full listing at CBBURNET.com Our participation in this program lets us quickly deliver the most accurate and up-to-date listing information, giving you an appreciable online marketing advantage. And, because Google takes home buyers to your full listing at CBBURNET.com, we can also ensure their access to important selling features like multiple photos and our proprietary rapid response system. It pays to list with Coldwell Banker Burnet, for the resources and tech savvy that make a real difference. * Source: comScore Networks qSearch, April 2006
    11. 11. Making Your Home Easier to Find Online TRULIA.COM We’re proud to be among the first national real estate companies to become a listings provider for Trulia.com - the 2006 winner of Business Week’s “Best of the Web, Real Estate” award. Trulia has more than 2 million visitors a month, and their audience has been growing by double digits month-over-month for the past year. The reason for Trulia’s popularity is its easy to use Web 2.0 map-based search interface that provides high-level property information and links to property detail pages. To help make your home easier to find online, our agreement with Trulia.com ensures: • Your property listing appears on Trulia.com within 24 hours of entering our system • Your listing gets automatically refreshed daily, so it out-performs less frequently updated listings • Your Trulia.com listing links potential buyers directly to the full property listing at CBBURNET.com As Trulia.com expands the available toolset for online home shoppers, our participation in this program helps showcase your home for this important audience. And, because Trulia takes potential buyers to your full property listing at CBBURNET.com, your home’s marketing will continue to benefit from important selling features like multiple photos and our proprietary rapid response system.
    12. 12. The Internet As A Marketing Tool Through Coldwell Banker Burnet and the Internet, your property will receive international exposure. Buyers worldwide can learn about your property from the comfort of their own home – 24 hours a day, seven days a week, until it’s sold. You will find your home on the Internet at the following sites: www.CBBURNET.com www.google.com www.trulia.com www.coldwellbanker.com www.openhouse.com www.realtor.com Marketing Activities MENU
    13. 13. We have a greater Realtor.com presence than anyone else in the market. Marketing Activities MENU “ Featured Homes™” “ Featured Company™” “ Office Sign Rider” “ Office Standard Listing” “ Agent Showcase Listing”
    14. 14. Powerful eMarketing Advantage An online inquiry from CBBURNET.com , google,com, trulia.com, coldwellbanker.com, openhouse.com, realtor.com or our agent’s personal web site goes directly to your sales associate’s cell phone within seconds. In the blink of an eye, a potential buyer can connect with the sales professional who best knows the home and its unique selling features. Marketing Activities Online property inquires reach your sales associate’s cell phone in seconds! MENU
    15. 15. Powerful eMarketing Advantage Coldwell Banker Burnet has built, brokered, and bought some of the Internet’s most valuable online real estate for the marketing of your home. Marketing Activities Location. Location. Location. With CBBURNET.com, google.com, trulia.com, coldwellbanker.com, realtor.com, openhouse.com , and our sales associates’ personal Web sites , we’re sure to capture the web buyer, wherever they are! MENU
    16. 16. Home InfoLine <ul><li>• Each property has a unique ID number that allows buyers to access information on your house </li></ul><ul><li>• Mortgage payment calculator helps qualify buyers </li></ul><ul><li>Option to connect to loan officer for mortgage pre-approval </li></ul>• Provides buyers with instant telephone access to your property information, 24 / 7 • Option to instantly connect to your listing’s sales associate for more information Marketing Activities Call: 952-844-3000 in Twin Cities Metro Area Call: 1-888-844-3002 Toll Free MENU
    17. 17. We Bring More Relocating Buyers To Your Door! Marketing Activities <ul><li>Coldwell Banker Burnet can market your home to more relocation buyers than any other local real estate company. Here’s why: </li></ul><ul><li>Cendant Mobility and Coldwell Banker Burnet </li></ul><ul><ul><li>• Control one out of every two relocation transactions in the United States. </li></ul></ul><ul><ul><li>• Handle relocation for more than 1,700 corporations internationally, including 36 of the Fortune 50. </li></ul></ul><ul><ul><li>• Serve more than 100,000 relocating families annually. </li></ul></ul>Burnet Relocation: • Assists Minnesota-based companies with relocation. • Works with hundreds of local corporations • Each year serves the needs of thousands of families considering a move to our communities. • Receives customer referrals through the Coldwell Banker network. MENU
    18. 18. Market Share By Price Range 29.1 % 32.3% 37% 41.4% 45.9% 47.9% 64.7% Based on information from the REGIONAL MULTIPLE LISTING SERVICE OF MINNESOTA, INC. representing dollar volume of properties sold/closed in the Twin Cities area for the period Jan. 1, 2006 through Sept. 30, 2006. While this data is deemed to be accurate, neither RMLS, Inc. nor any other affiliated agency guarantees or is responsible for its accuracy. This data may not reflect all real estate activity in the marketplace. Owned And Operated By NRT Incorporated Marketing Activities MENU
    19. 19. We utilize a variety of print media with premium position. Customized to meet your needs. Marketing Activities MENU
    20. 20. Coldwell Banker Burnet Home Protection Plan Marketing Activities Our Full-Service Philosophy Buying and owning a home can be one of the most wonderful and exciting experiences of your life. COLDWELL BANKER ® Burnet understands that. An important part of our service is our home protection plan. We are pleased to offer the COLDWELL BANKER Burnet Home Protection Plan. This comprehensive plan protects against unforeseen repairs or replacement of things like the furnace, appliances, water heater and more. As a buyer, you'll make your home purchase decision with confidence, knowing that you're protected from large, unexpected, covered repair bills. As a seller, the COLDWELL BANKER ® Burnet Home Protection Plan can translate into a better chance of selling, selling faster and selling closer to the asking price. The COLDWELL BANKER ® Burnet Home Protection Plan is an important part of the full-service offer available to you from COLDWELL BANKER ® Burnet Home Services - Making Dreams Come Home SM . MENU
    21. 21. Coldwell Banker Burnet Home Protection Plan Marketing Activities Average Out-of-Warranty Repair or Replace Costs Paying one low deductible per service call with the COLDWELL BANKER Burnet Home Protection Plan is a great way to budget your money for home repairs. Compared to the average cost for just one repair, you can see why more sellers and buyers are requesting the COLDWELL BANKER Burnet Home Protection Plan. Heating System $466 $2,355 (excluding ductwork) Central Air Conditioning $828 $2,266 (excluding ductwork) Internal Plumbing System $300 $1,319 (excluding fixtures) Water Heater $158 $646 Electric Main Service Panel $303 $1,196 Refrigerator $251 $1,031 Range /Oven /Cooktop $199 $752 System or Appliance Repair Replacement MENU
    22. 22. MLS & HomeQuest <ul><li>Coldwell Banker Burnet sales associates have access to active and historical property information through our Realtor Association MLS services and through our proprietary HomeQuest property information system. </li></ul><ul><li>HomeQuest allows us to download the entire active listing database into a laptop computer and bring it with us to any location. With HomeQuest, if MLS is down, we are still in business. </li></ul>Marketing Activities MENU
    23. 23. Personal 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 MENU
    24. 24. Put My Experience and Knowledge to Work for You <ul><li>Add your personal qualifications and credentials here. </li></ul><ul><li>Add your personal qualifications and credentials here . </li></ul>Jane Q. Sales Associate Jane was the best sales associate! We couldn’t have done it without her. Thanks for your commitment! - John and Sally Happy Client <ul><li>Add your personal qualifications and credentials here. </li></ul><ul><li>Add your personal qualifications and credentials here . </li></ul>Marketing Activities MENU
    25. 25. How Do We Attract Buyers? Coldwell Banker Burnet Sales associate efforts TV and radio ads, billboards and print ads Cooperative sales with other brokers Internet and E-mail marketing Distinctive Homes magazine Institutional advertising Professional brochures Prime office locations Company reputation Home feature sheets Homes magazines Just-Listed cards Classified ads Open Houses “ For Sale” and “Sold” signs Community involvement National referral services Sales associate marketing Marketing Activities MENU
    26. 26. How Today’s Consumers Search for Real Estate * Source: 2006 National Association of REALTORS® Profile of Home Buyers and Sellers. Marketing Activities MENU
    27. 27. Sales Associate Marketing on cbburnet.com and Personal Web Sites Marketing Activities MENU
    28. 28. Virtual / Video Tour Marketing Activities Virtual and video tours can further show off the features of your home and give online home shoppers an additional reason to put your home on their shopping list. MENU
    29. 29. 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 can develop a custom home enhancement plan that can make a difference in how quickly your home sells and the price you can obtain. Marketing Activities MENU
    30. 30. Home Enhancement Checklist <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>We can develop a plan to enhance your property so it will attract and appeal to more buyers <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><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>Marketing Activities MENU
    31. 31. Sampling of Services <ul><li>Plumbing repairs & drain cleaning </li></ul><ul><li>Carpet & upholstery cleaning </li></ul><ul><li>Containerized storage rental </li></ul><ul><li>Wallpapering & removal </li></ul><ul><li>Floor care & flooring </li></ul><ul><li>Home repair services </li></ul><ul><li>Window cleaning </li></ul><ul><li>Garage door repair/replace </li></ul><ul><li>Mold & mildew mitigation </li></ul><ul><li>Furnace/boiler tune-up </li></ul><ul><li>Exterminator services </li></ul><ul><li>New roofing & repair </li></ul><ul><li>Chimney cleaning </li></ul><ul><li>Asbestos removal </li></ul><ul><li>Odor elimination </li></ul><ul><li>Winterization </li></ul><ul><li>Painting </li></ul><ul><li>… .. AND MANY MORE! </li></ul>Contact the Home Resource Center 952-820-HOME (4663) or 1-877-879-7505 Home Resource Center <ul><li>Electrical repairs </li></ul><ul><li>Moving services </li></ul><ul><li>House cleaning </li></ul><ul><li>Duct cleaning </li></ul>Marketing Activities MENU
    32. 32. Open Houses <ul><li>A well-staged open house can be a powerful way to show off your property to interested buyers. </li></ul>Open houses will bring interested home buyers through your door . Marketing Activities MENU <ul><li>Aggressive promotion to attract buyers searching for homes in your neighborhood. </li></ul><ul><li>Maximizes exposure of your home. </li></ul>
    33. 33. Office Tour / Realtor Open Marketing Activities We’ll make sure that Coldwell Banker Burnet sales associates and other Realtors have an opportunity to see your home early in its marketing cycle. This ensures that the buyers they are working with are aware of your home, maximizing its exposure. MENU
    34. 34. E-mail Marketing and Networking Marketing Activities Coldwell Banker Burnet sales associates utilize their e-mail system, sales meetings and other networking opportunities to share information about your home with their 3,000+ fellow sales associates, increasing the chance that agents working with qualified buyers will know about your home. MENU
    35. 35. Direct Mail Marketing Activities MENU
    36. 36. Marketing Activities Feature Booklet <ul><li>Seller Information Sheet </li></ul><ul><ul><li>What you like about the area </li></ul></ul><ul><ul><li>What you may like about the home </li></ul></ul><ul><ul><li>Children in the area: </li></ul></ul><ul><ul><ul><ul><ul><li>Elementary schools </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Middle schools </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>High Schools </li></ul></ul></ul></ul></ul>Includes: Property Information & Disclosures Amenities of the Area MENU
    37. 37. <ul><li>Cable / TV advertising </li></ul><ul><li>Special ads </li></ul>Marketing Activities Additional Services I Provide <ul><li>Professional staging </li></ul><ul><li>Feature booklet </li></ul><ul><li>Door knocking </li></ul>My service list here MENU
    38. 38. The Coldwell Banker ® Seller Services Guarantee <ul><li>Consistent </li></ul><ul><li>Predictable </li></ul><ul><li>Reliable </li></ul><ul><li>Guaranteed! </li></ul>Marketing Activities MENU
    39. 39. Home Marketing Activity Report Marketing Activities MENU
    40. 40. <ul><ul><li>Coldwell Banker </li></ul></ul><ul><ul><li>The Market Share Leader - Jan. - Dec. 2006 </li></ul></ul>Based on 13 county Twin Cities metro area property sold information by dollar volume from the REGIONAL MULTIPLE LISTING SERVICE OF MINNESOTA, INC. for the period Jan. 1, 2006 through Dec. 31, 2006. While this data is deemed to be accurate, neither RMLS, Inc., nor any other affiliated agency guarantees or is responsible for its accuracy. This data may not reflect all real estate activity in the marketplace. Owned And Operated By NRT Incorporated Home buyers and sellers choose the convenience of one-stop shopping through Coldwell Banker Burnet. About Coldwell Banker Burnet MENU CBBURNET.com
    41. 41. Based on 13 county Twin Cities metro area average sale price information for seller side transactions from REGIONAL MULTIPLE LISTING SERVICE OF MINNESOTA, INC. FOR THE PERIOD Jan. 1, 2006 to Dec. 31, 2006. While this data is deemed to be accurate, neither the RMLS, Inc. nor any other affiliated agency guarantees or is responsible for its accuracy. This data may not reflect all real estate activity in the marketplace. Owned And Operated By NRT Incorporated. Average Sale Price Comparison 2006 Marketing Activities MENU
    42. 42. Best Price Obtainable MENU
    43. 43. What Is The Best Price Obtainable For Your Property? Best Price Obtainable We will help you determine the most effective list price for your property. Recently Sold & Other Properties Compared To Your Home Comparative Market Analysis MENU
    44. 44. 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>Best Price Obtainable <ul><li>Currently for sale </li></ul><ul><ul><li>Shows properties competing for buyers’ attention right now. </li></ul></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><ul><li>Recently sold market data </li></ul><ul><ul><li>Reveals what buyers have actually paid for similar properties.  </li></ul></ul>MENU
    45. 45. 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>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. Best Price Obtainable MENU
    46. 46. 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. Market Pricing Pricing you property competitively will help attract the greatest number of potential buyers. Best Price Obtainable The higher the price above realistic market value the fewer the buyers willing to consider your property. Above Realistic Market Value At Realistic Market Value Listing Price MENU
    47. 47. The Right Price For Your home….. Best Price Obtainable Above Realistic Market Value At Realistic Market Value Listing Price A home priced at its market value has a 95% chance of being sold with in a reasonable marketing period. The higher its price in relation to other similar properties currently being marketed, the less the probability of its sale. The initial exposure gets the most attention! Buyers make their decisions by comparison and homes which compare unfavorably with others, price wise, do not sell. Homes listed above market value attract the wrong prospects and help sell other homes. Buyers are often hesitant to buy homes which have had a long period of exposure to the marketplace, fearful that there is something wrong with them. Ultimately, the selling price of your home will be set by the market. We can serve you best by determining the current market value of your home. MENU
    48. 48. Time / Activity Ratio Pricing your property competitively from that start will generate the most activity among brokers and buyers. <ul><li>A property generates the most interest among brokers and buyers when it first goes on the market. </li></ul><ul><li>The number of showings is greatest during this time – if it is priced at realistic market value. </li></ul><ul><li>Starting too high and dropping the price misses the excitement and fails to generate as much activity. </li></ul><ul><li>It may even become necessary to drop the price below market value to compete with new, well priced listings. </li></ul>Best Price Obtainable 1 2 3 4 5 6 Time On Market (Weeks) MENU
    49. 49. Qualifying Buyers <ul><li>Prequalification </li></ul><ul><ul><li>A potential buyer for your house can be prequalified or preapproved by Burnet Home Loans, for a loan amount necessary for the purchase of your property. </li></ul></ul><ul><li>Financial information on other buyers </li></ul><ul><ul><li>We will seek financial qualifying information on buyers represented by other brokers. </li></ul></ul>Our goal is to bring you financially prequalified buyers through Burnet Home Loans to help ensure a successful transaction. The Sales Process MENU
    50. 50. 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>The Sales Process MENU
    51. 51. The Sales Process MENU -SAMPLE-
    52. 52. The Sales Process MENU -SAMPLE-
    53. 53. The Sales Process MENU -SAMPLE-
    54. 54. The Sales Process MENU -SAMPLE-
    55. 55. The Sales Process MENU -SAMPLE-
    56. 56. Negotiating the Purchase Agreement <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>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 Sales Process <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>MENU
    57. 57. The Closing Your closer will prepare the needed documents, serve you at closing and take care of recording the necessary papers. Some sellers also request the presence of their attorney at their own expense. Obligations of The Seller There are certain obligations for which you are typically responsible on or before the closing. Your listing associate or the closer will be more than happy to answer any questions you might have regarding the following obligations . <ul><li>Current abstract or title search charges </li></ul><ul><li>Deed tax, if any, or other required government fees, ie., conservation fee </li></ul><ul><li>Preparation of deed and other closing papers </li></ul><ul><li>Satisfactions of existing liens: </li></ul><ul><ul><li>Mortgages </li></ul></ul><ul><ul><li>Judgments </li></ul></ul><ul><ul><li>Federal tax liens </li></ul></ul><ul><li>Recording satisfaction of liens </li></ul><ul><li>Special assessments, if required or the purchase agreement </li></ul><ul><li>Real estate taxes </li></ul><ul><li>Brokerage fees </li></ul><ul><li>Broker Administration Commission </li></ul><ul><li>Lender’s service charge on VA or FHA loans </li></ul><ul><li>Rent portion </li></ul><ul><li>Work orders, if called for, to secure VA or FHA loans </li></ul><ul><li>Mortgage discount or buy-down fees, if any </li></ul><ul><li>Expenses relative to clearing defective title </li></ul><ul><li>Final meter readings </li></ul><ul><li>Fire and extended coverage insurance in force until closing </li></ul><ul><li>Water tests, survey, truth-in-housing, code compliance and energy audit as required </li></ul><ul><li>Leaving a clean house for the buyers, with everything in working order </li></ul><ul><li>Mortgage prepayment penalty, if any </li></ul><ul><li>Interest to date of potation of on assumed loans </li></ul>The Sales Process MENU
    58. 58. What are we doing to change tradition? Flex Closings Burnet Title recently introduced the FLEX Closing Program This unique program allows our buyers and sellers to sign documents prior to the closing date while in a private, stress-free environment. On the day of closing, we work behind the scenes to finalize the transaction, and you do what’s important to you! Next time just say “FLEX IT” The Sales Process It’s Simple MENU
    59. 59. The move… a checklist of things to do <ul><li>Before leaving, stop services on: </li></ul><ul><li>Cable TV/ Internet </li></ul><ul><li>Telephone </li></ul><ul><li>Water </li></ul><ul><li>Gas/ Electric </li></ul><ul><li>Laundry </li></ul><ul><li>Newspaper </li></ul><ul><li>Lawn Services </li></ul><ul><li>Keep Personal Insurance </li></ul><ul><li>Return: </li></ul><ul><li>Library books </li></ul><ul><li>Other borrowed items </li></ul><ul><li>Obtain: </li></ul><ul><li>Refunds on any deposits made </li></ul><ul><li>Transcripts of children’s grades </li></ul><ul><li>Credit references </li></ul><ul><li>Medical Records </li></ul><ul><li>Items borrowed from you </li></ul><ul><li>Dry cleaning, laundry, shoes at repair shop </li></ul><ul><li>To Do: </li></ul><ul><li>Transfer bank account, empty safe deposit box </li></ul><ul><li>Buy travelers checks to cover expenses </li></ul><ul><li>Notify local post office of forwarding address </li></ul><ul><li>Moving Day: </li></ul><ul><li>Make arrangements for child / pet care </li></ul><ul><li>Assemble moving kit </li></ul><ul><li>Make arrangements for meals </li></ul><ul><li>Change addresses for: </li></ul><ul><li>Magazines/ Book Clubs </li></ul><ul><li>Friends and relatives </li></ul><ul><li>Insurance Companies </li></ul><ul><li>Credit Cards </li></ul><ul><li>Membership Organizations </li></ul>After-Sales Services MENU
    60. 60. “One Stop Shopping” for all your moving needs! <ul><li>“ Minnesota Moves” Local Moving Program Benefits </li></ul><ul><li>For moves in the Twin Cities & throughout Minnesota </li></ul><ul><li>Storage specials & discounts </li></ul><ul><li>Discounted insurance rates </li></ul><ul><li>Free wardrobe cartons </li></ul><ul><li>Interstate Moving </li></ul><ul><li>We work with the largest, most respected, most reliable van lines in the country. </li></ul><ul><li>They provide top 10% personnel whenever possible- based on experience and customer feedback. </li></ul><ul><li>Our moving specialists will review your estimates, answer your pre-move questions and follow up. </li></ul><ul><li>Competitive pricing & discounts, starting at 58% off tariff prices. </li></ul><ul><li>Free full-value shipment protection up to $100,000 </li></ul><ul><li>Discounts on storage </li></ul>After-Sales Services MENU
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