Terry naber. RE/MAX Properties, Colorado Springs, CO., 2014 Home Marketing Proposal

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There is a reason why we sell homes faster for more value than most other generic real estate firms in Colorado Springs. Put our 24+ years of expertise to work for you. …

There is a reason why we sell homes faster for more value than most other generic real estate firms in Colorado Springs. Put our 24+ years of expertise to work for you.
We provide comprehensive Real Estate Services and implement a powerful marketing plan!  This sets us apart as a dedicated Real Estate Company that is committed to your satisfaction. We work hard to assist you in showcasing your home, attract more qualified buyers, and sell your home successfully for more value in less time.
There is so much thought, knowledge and preparation that goes into a successful home-selling campaign.  We will be your resourceful guide through every step.  Let’s get started on formulating our strategic plan to get your home sold.
Terry Naber, Real Estate Agent
RE/MAX Properties, Colorado Springs, CO
www.TerrySellsColorado.com

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  • 1. 2014 HOME MARKETING
  • 2. Your home priced at fair market value. Selling your home with the least amount of inconvenience. Selling your home in the desired time period.
  • 3. RE/MAX?
  • 4. • Founded in 1973, in Denver, Colorado, by Dave and Gail Liniger, who still lead the RE/MAX today. • Created by agents, not investors, and focused on raising the standards of professionalism and training. • An industry innovator always emphasizing training. Among the first to emphasize agents becoming trained to help homeowners facing foreclosure. • Among the first to give consumers access to all property listings in each multiple listing service, including the competitors.
  • 5. • RE/MAX has the largest presence in national TV advertising.* • remax.com is the most visited real estate franchise website with more than 32 million visits annually.** • When consumers find real estate online, “remax” is the most used search term among real estate brokerages.*** • The RE/MAX Hot Air Balloon fleet is the largest corporate balloon fleet in the world. *Source: Nielsen Monitor-Plus / A25-54 GRPs Unequivalized for 2011. **Source: Compete.com, Hitwise, ComScore for 2011. **Source: Hitwise for 2011.
  • 6. • RE/MAX agents outsell those from all other real estate franchises in comparisons of the largest real estate brokerages, most recently in the 2012 REAL Trends 500 report. • The names of RE/MAX executives frequently appear among those of the industry’s most notable individuals, such as on the Inman News list of Most Influential Real Estate Leaders. • RE/MAX was named a “Top Military Spouse Friendly Employer” by Military Spouse magazine for five consecutive years, beginning in 2007. • For four consecutive years, RE/MAX has ranked as the top real estate company in the Franchise Times Top 200 survey.
  • 7. • List with a global agent, not just local agent. • RE/MAX, LLC promotes your home in over 90 countries with more than 6,300 offices, and over 92,700 sales associates worldwide. • Expose your home through a network of international real estate brokers through the International Real Estate Specialist program.
  • 8. We’re the oldest and largest RE/MAX office in Colorado Springs. The RE/MAX Network of over 92,700 Associates sends their referrals to the Leader. RE/MAX, LLC More than 90 Countries ∙ Over 6,300 Offices ∙ Over 92,700 Sales Associates RE/MAX Mountain States 5 States ∙ Over 145 Offices ∙ Over 3,400 Associates RE/MAX in the State of Colorado Colorado SpringsBoulder Denver Ft. Collins Pueblo RE/MAX Real Estate Group 19 Sales Associates Opened Fall 1994 RE/MAX Advantage 97 Sales Associates Opened Fall 1998 Over 200 Highly-Skilled Associates! Four Convenient Locations to Better Serve You! Number One in Colorado Springs Since 1989! Selling more homes than all the local RE/MAX Offices Combined! Founded in 1986! Over 28 Years in the Community!
  • 9. • Power Broker Report • Ranked #1 Real Estate Company in Colorado Springs NOTE: 2011 Power Broker survey as printed in National Real Estate and Relocation May 2012 edition. Ranking based on residential transactions. • Noted ‘Best Of’ (Best Residential Real Estate Company) • Colorado Springs Business Journal • The Gazette of Colorado Springs • Award Winning Local Customer Service • RE/MAX Properties, Inc. named one of the Top 10 Real Estate Companies in the Nation for Superior Customer Service and Satisfaction by QSC two years in a row! B E C A U S E W E G E T T H E J O B D O N E .
  • 10. RE/MAX Properties, Inc.?
  • 11. South Office 2630 Tenderfoot Hill St Colorado Springs, CO 80906 Phone: 719-576-5000 Fax: 719-576-1746 North Office 1740 Chapel Hills Dr Colorado Springs, CO 80920 Phone: 719-598-4700 Fax: 719-598-9308 Downtown Office 102 S Tejon St, Suite 100 Colorado Springs, CO 80903 Phone: 719-570-9000 Fax: 719-598-9308 Monument Office 1761 Lake Woodmoor Dr Monument, CO 80132 Phone: 719-487-6100 Fax: 719-481-8112
  • 12. New Downtown Office 102 South Tejon Street Colorado Springs • Colorado Springs & Surrounding Area Resources • Schools • Hospitals • Employers • Utilities • Military • Attractions • Things to do • MLS Areas & Colorado Springs Community Info with “Search for Homes in Area” Option for the Easiest & Most Accurate Home Search Experience. • Big Screen, HD Monitors & TVs for easier viewing of available properties.
  • 13. Who is selling the most homes… RE/MAX Properties, Inc. is in the Pikes Peak Region! …in Your Neighborhood? Ranking based on total transactions.
  • 14. 2013 Market Share 2013 Closed Transaction 2013 Market Share ($500k and Above) 2013 Closed Volume J a n u a r y 1 , 2 0 1 3 t o D e c e m b e r 3 1 , 2 0 1 3 NOTE: This graph combines the “sold” listings of all office locations and independent offices of each multi-office or franchise organization identified, which listings were sold by such organization itself, or with the aid of cooperating broker, according to data maintained by the Local Board or Multiple Listing Service for the geographic area indicated. The bar graph compares all those listings that were “sold” by each organization during the period of 01/01/12 to 12/31/12. This presentation is based on whole or in part on data supplied by the Pikes Peak Association of REALTORS and its Multiple Listing Service. Neither the Board nor its MLS guarantees or is in any way responsible for its accuracy. Data maintained by the Association may not reflect all real estate activity in a market. Figures adjusted for non-reported sales. © 2013 Terradatum, BrokerMetrics® All figures are for sales reported to the PPAR Multiple Listing Service. Ranked by Total Transactions. For RE/MAX Properties, Inc. Broker Associate Use Only.
  • 15. 160 542 711 750 1,100 1,800 2,500 2,857 2,635 2,581 2,698 2,618 2,924 2,951 3,624 4,319 3,976 3,936 4,462 4,418 3,837 3,134 2,599 2,760 2,733 2,992 3,295 3,708 0 500 1000 1500 2000 2500 3000 3500 4000 4500 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 1986 -20 1 3 Closed Transactions
  • 16. C l o s e d S a l e s Vo l u m e I n M i l l i o n s : : 1 9 8 6 – 2 0 1 3 $17 $54 $66 $67 $87 $167 $240 $311 $313 $328 $369 $387 $452 $488 $641 $800 $782 $841 $990 $1,084 $1,004 $813 $630 $595 $609 $637 $744 $862 $0 $200 $400 $600 $800 $1,000 $1,200 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 Millions
  • 17. 3,708 h o m e s b o u g h t o r s o l d t h r o u g h R E / M A X P r o p e r t i e s , I n c . i n 2 0 1 2 . T h a t i s 133% m o r e t r a n s a c t i o n s t h a n o u r n e a r e s t c o m p e t i t o r… 2,117 m o r e s a t i s f i e d c l i e n t s . W e ’ r e p r o u d t h a t o u r a s s o c i a t e s h a v e a s s i s t e d o v e r 7 6 , 0 0 0 f a m i l i e s b u y o r s e l l a h o m e i n C o l o r a d o S p r i n g s s i n c e o p e n i n g o u r d o o r s i n F e b r u a r y 1 9 8 6 ! Let us assist y ou and get th e resu lts y ou deserve. That’s 10 homes sold a day! W e ’ v e h e l p e d o v e r 76,000 C o l o r a d o S p r i n g s R e s i d e n t s b u y o r s e l l a h o m e s i n c e o p e n i n g i n 1 9 8 6 !
  • 18. C h a r i t i e s a n d C o n t r i b u t i o n s B e c a u s e We
  • 19. Ronald McDonald House Charities of Southern Colorado C h a r i t i e s a n d C o n t r i b u t i o n s
  • 20. C h o o s e M e ?
  • 21. • List awards, hobbies, anything that makes you stand out! • Designations • Member of the prestigious RE/MAX 100% Club during 2010 and 2011 or other outstanding achievement • 2011 Agent of the Year • Member of Pikes Peak Association of REALTORS® • Attended RE/MAX Conventions in the US in 2011 and 2012 • Serving the areas of: Colorado Springs, Monument, and surrounding communities Your Name Here Your Contact info Here Your Assistant or Team Member’s Name Here Your Assistant or Team Member’s Contact info Here
  • 22. M a r k e t i n g
  • 23. I have the tools, technology & knowledge to make your home stand out!
  • 24. How Do We Sell Your Property When There Are Thousands of Homes Competing With Yours?
  • 25. Competitively Price Your Home. • Using our exclusive tools, like “Agent Metrics”, which will allow you to SEE the market! Prepare and Submit Accurate Information to Multiple Listing Service (MLS). • With maximum photos and captions to provide the information most Buyers seek. • You will receive a copy for your review and records. Install RE/MAX Properties, Inc. Yard Sign with Personalized Sign Riders. • The most recognized Real Estate logo in the world. • Provide super connectivity to today’s technology. Optimize Showing Your Home. • Every showing appointment is handled by our professionally trained staff 7 days a week. • Providing consistent showing instructions and information. • eMail follow-up for feedback on every showing. • Utilizing cutting edge software. This is our chance to tell Your Story. Proactively Promote the Property for Maximum Exposure.
  • 26. Yard Signs O n-line M obile We bsite s Voice Pad Te xt M e ssaging Print Publications And M ore …
  • 27. • Call-in or Text from your SmartPhone to request more details about your Home. As your agent, I get real time notifications on any inquiry made! • My Mobile Website delivers rich listing content to “on-the-go” home buyers! • Accessible from any Android &/or Apple Software Based Product. (Smartphone, iPhone, iPad, iPod) • Consumers can search using Google Maps with GPS Function for nearby… • School Locations • Closest Hospital & Medical Facilities • Nearby Shopping Data • Search by Area, Nearby Properties, Property Details (Beds, Baths, Etc.) and by MLS ID making your home the most viewed by covering all generational marketing avenues. • Price, Distance and Favorites Sorting Feature • List, Map and Satellite Views • Live Audio Streaming – Auto-updating Bilingual Audio Presentation Call or Text *Agent Name* to 576 -8888
  • 28. 1 REALTOR.com • #1 Consumer Site • Enhanced “SHOWCASE” Listing Package 2 REMAX.com • The most visited real estate franchise web site. • In December 2012 RE/MAX launched the new and improved REMAX.com. • All new mobile app with Home Finder, Home Values, Open Houses, Saved Searches and Mapping. 3 HomesColorado.com • RE/MAX Properties, Inc.’s own website. 4 My Personal Website • Your home will be prominently displayed. 5 Your Home’s very own Website and Direct Listing Domain • Complete information for consumer ease • Links to other consumer information
  • 29. Enables your home to rise to the top of the search above all other homes by adding more photos. Allows Open House Alerts to be posted driving traffic to your home. Provides an on-line listing performance report with weekly tracking reports showing how many buyers are looking at your home. Because REALTOR.com® has millions of listings, I will make your home Stand Out!
  • 30. More Information More Photos
  • 31. Above the Crowd® and Ahead of the Competition Through remax.com, consumers can search for properties in more than 91 countries served by RE/MAX, including foreclosures, luxury and commercial real estate. Our industry-changing IDX initiative allows remax.com visitors to view all the listings in thousands of U.S. cities and towns. Millions of buyers and sellers visit remax.com each month, creating a site that continues to generate more leads and more business for you. remax.com is the most visited real estate franchise Web site ComScore, Compete.com and Hitwise for 6-month period through April 2011
  • 32. Mobile App Consumers can now search remax.com whenever and wherever they are with the newly released remax.com mobile browser. They can search millions of properties by area or address, view photos and request more information, from any mobile device. Home Finder The Home Finder helps consumers find their perfect place, by sending them daily, weekly or monthly notifications when new listings become available that match their needs. My RE/MAX MY RE/MAX provides consumers with the opportunity to save their favorite listings, searches and more by creating a free account. RE/MAX agents can stay on top of their clients’ needs with LeadStreet alerts every time they save additional listings or searches. Mapping Consumers can search by map, allowing them to view all the properties that match their search criteria in a desired area. Without even leaving their computer, consumers can take a closer, detailed look at properties in most major markets by using “Balloon View” and “Street Level” imaging technology.
  • 33. Giving the consumer what they want! • Maximum number of photos. • YouTube and Social Networking Videos • Craigslist
  • 34. All RE/MAX Properties, Inc. listings are automatically made available to over 50 of the TOP real estate websites. WEBSITE
  • 35. A RE/MAX Properties, Inc. Exclusive! Walk Through Real Estate Video) Photography QR Codes Address URL Available Floor Plan Interactive Floor Plans with Standard Photos Information Icons Placed on IFP to give more information (5 per floor) HDR Photography Available Twilight Photography Available
  • 36. RE/MAX the Most Recognized Name in Real Estate. Your Home is in a National and International Network. Highest Overall Satisfaction for Home Sellers and Home Buyers Among National Full Service Real Estate Firms. $30 Million Spent on National Advertising. 72% Share of All TV and Radio Advertising. RE/MAX, LLC Colorado Springs #1 Brokerage. 30% of Transaction Done In-House. Over 200 of the TOP Producing agents in our Market. Network with the Best Agents in Your Area. Tap Into Nationwide Referral Networks. RE/MAX Properties, Inc. Associations; past clients, friends, fellow Agents. Additional Referral Networks. Connected – Schools, Church, Clubs locally. Networking with My Personal… through the RE/MAX Brand & Network!
  • 37. Homes Illustrated Magazine Yellow Page Directories The Gazette Colorado Springs Business Journal Bus Shelters Vinyl Banners
  • 38. B e n e f i t : With over 65% of our transactions sold in-house, you never know who’s past customer might be the perfect buyer for your home! F e a t u r e s : • With over 65% of our business coming from referrals and satisfied past customers, we make staying in touch a priority. • Our exclusive “From Your Friends” Postcard Campaign is a consistent direct mail program that currently targets our past customers each month. • RE/MAX Properties, Inc. Associates mailed over 160,000 postcards to area households in 2011, providing their valued clients with over $250 in valuable free offers and discounts. EXCLUSIVE
  • 39. P R O G R A M S
  • 40. LUXURY HOME PROFESSIONAL CERTIFICATION  Exceptional exposure for your high-end home.  Get great feedback from other RE/MAX Properties, Inc. LHP Certified agents.  LHP Tour — 3rd Thursday every month — open to all real estate associates and the public!
  • 41.  Discover a New Level of Luxury in Real Estate.  Only the most exceptional homes qualify for The RE/MAX Collection. Homes that reflect luxury, character, quality and beauty.  Your Luxury home will be presented in this discerning collection for buyers with cultivated taste.
  • 42. • Increase sales possibilities to Military Families! • Assists military families with needed expertise while providing a cash bonus to thank them for their service to our country! • Exclusive to RE/MAX Properties, Inc. • Created as a way to say “thank you” to our active and retired military community • Offering our local Service members a cash bonus at closing • Military First® beats most other cash bonus programs currently available.
  • 43. RE/MAX VETERANS FIRST PROGRAM The RE/MAX Veterans First Program was created by veterans with the simple mission of providing both veterans and service members with the best home buyer and seller cash incentives in the industry combined with world class service. With over one thousand registered program agents representing $1.5 billion in annual real estate sales, we are the largest military and veteran real estate network in the world. As veterans, we know what it means to serve and have the experience in handling the real estate needs of our community. Whether you’re on active duty, a reservist, or retired, you can rest assured that your real estate needs are covered. Nobody in the world sells more real estate than RE/MAX.
  • 44. Harry Faggett, Jr. “Once I made my choice for my new home, Audrey facilitated the entire process from coordinating the initial home inspection and appraisal, to the day of my signing to complete the purchasing process.” RE/MAX Veterans First knows what it means to serve, as we have done it ourselves. Helping our military veterans and their families achieve the dream of homeownership is why we do what we do. See what our customers who are serving or have served have to say about us: Lt Col Armando & Marianne Espinoza “Ms. Varnals understands the unique lifestyle of the military families. She is not just a realtor looking for your business.” Donny K. & Sasha Lujan “As first time buyers, we couldn’t be any happier with the choice we made with RE/MAX…” John & Christina Barackman “I would highly recommend Sue Wise and her team to help military families make their dream of owning a home come true.” Colonel Patrick Uetz “…always impressed me as wonderfully knowledgeable about the area and her craft, as well as thoroughly familiar with the unique aspects that go along with her military clients.” Serge P. Morosoff “From the initial meeting to the close on our house, Kurt was professional, informative, courteous, and knowledgeable.”
  • 45. L i s t i n g a n d S e l l i n g P r o c e s s E n h a n c e m e n t
  • 46. You never get a second chance to make a first impression. Let’s maximize the value of your home with…  A written Home Enhancement Checklist  Recommendations for minor repairs, replacements and improvements to help sell your property for the highest price possible.  Referrals to reliable and dependable home improvement workers in the marketplace.  Point out potential Inspection Items, when and if they come to my attention, to avoid delays or cancellations, while allowing you to control costs.  Help “STAGE” your home or hire a Professional Stager, to create an environment that will heighten interest, show potential and garner better offers, more quickly.
  • 47. A staged home will sell, on average, for 17% more than an unstaged home. In a controlled test, staged homes sold on average in half the time of unstaged homes. – U.S. Department of Housing and Urban Development – Real Estate Staging Association
  • 48. De-Personalize: The number one rule in staging is to de-personalize. Pack up those personal photographs and family heirlooms. De-Clutter: Almost every home shows better with less furniture!  Pare furnishings down to the bare essentials  Pack up those cute knickknacks  Clean off everything on kitchen counters  Remove personal items from bathroom counters Rearrange Closets and Cabinets  Buyers will open closets, kitchen and medicine cabinets  Organize pantry and cabinet contents  Reduce closet contents to half-full and organized  Neatly arrange clothing, shoes and shelf items  Put medicines and personal items out of sight Make Minor Repairs  Replace burned-out light bulbs  Replace cracked floor or counter tiles  Patch holes in the walls  Fix leaky faucets and doors that don’t close properly  Consider painting the walls neutral colors
  • 49. Create Great Curb Appeal: If buyers won’t get out of the car because they don’t like the exterior, you’ll never get them inside.  Keep the sidewalks cleared  Mow the lawn and trim the bushes  Paint faded window trim  Plant or pot colorful flowers  Make sure visitors can clearly see your house number Make the House Shine  Wash windows inside and out  Re-caulk tubs, showers and sinks if necessary  Polish chrome faucets and mirrors  Clean out the refrigerator  Vacuum regularly  Dust furniture, ceiling fan blades and light fixtures  Clean dingy grout  Replace worn rugs  Hang up fresh towels  Replace that old shower curtain Showing Your Home: If the house looks comfortable, but not personal, you are almost done.  Open drapes to let the sunshine in and turn on lights  Fresh flowers are a little luxury that make people feel good  Make sure the temperature is comfortable  Appeal to all the senses - Your home should smell fresh  Outdoor living spaces are becoming more important to people today, so add a few decorating touches
  • 50. • A thorough walk-through and assessment of your property, location, style and condition. • A written Fair Market Evaluation of your property and explanation of the optimal pricing strategy for your home. • An estimate of expenses and costs to show you the estimated net proceeds when the sale is complete!
  • 51. BUYERS AND SELLERS DETERMINE VALUE • The True Market Value of Your Home is determined by what a buyer is willing to pay and a seller is willing to accept in today's market. • It is very important to price your property at competitive market value at the signing of the listing agreement. • Buyers make their pricing decision based on comparing your property to other properties SOLD in the area and currently available. Historically, your first offer is usually your best. YOU CAN IMPROVE THE MARKETABILITY OF YOUR HOME BY... • By improving the condition of the property • By offering good terms • By improving the way the home shows • By pricing the home to reflect current market condition
  • 52. You Can Control •Property Condition •Asking Price •Home Warranty •Availability for Showing •Choose the Right Realtor You Can Not Control •Competition •The Current Market •Interest Rates •When the Perfect Buyer Walks Through the Door
  • 53. WHAT YOUR NEIGHBOR SAYS WHAT YOU PAID WHAT YOU NEED WHAT YOU WANT WHAT ANOTHER AGENT SAYS COST TO REBUILD TODAY The value of your property is determined by what a BUYER is willing to pay in today’s market based on comparing your property to others SOLD in your area. Buyers ALWAYS Determine Value. Your property value will not be determined by:
  • 54. F A I R M A R K E T
  • 55. NET SHEET
  • 56. Professional Staff 7 Days a Week Our office is open 7 days a week to set appointments to show your home. And technically, so are you! Be clear about any limits or restrictions you want to place on showing times. Keep in mind that the more flexible you can be, the more potential buyers will see your home. Target Market Analysis • We track all showing activity by price range from week to week to help keep you informed. Professional Feedback • Feedback request form is automatically emailed daily after each showing to the showing agent. • We can customize feedback questions to fit your home. • Multiple feedback opportunities provided to the showing agent to ensure the process is convenient for them. • We can email feedback directly to you. • All feedback is automatically entered into the Listing Activity Report which is available to you and your agent to review. The Listing Activity Report includes a summary of the answers to our feedback questions in an easy to read graph.
  • 57.  You can have as much or little notice as you require for showings, but keep in mind that you want to sell your home and it is best if you can be ready within an hour or so for an agent to show your house.  Showings are scheduled during the week AND on the weekends.  It is ideal to have you gone when the prospective buyer arrives. They are more likely to stay a while and imagine their new life in the house if you are not there. Give them space to make the buying decision.   If you have pets, please crate them or take them with you as not everyone is comfortable with pets.  Put away any personal items you had out including laundry, dishes and even your toothbrush. You want this buyer to feel like a buyer, not an intruder.  If you are available to turn on all the lights before a showing, please do. It adds to the nice atmosphere.  If you have any special considerations, let me know. I will inform our staff of the special instructions for showing your home. If they change, please tell me and I will update our staff.
  • 58. THE 3 C’S OF STAGING Clean Spotless kitchen, baths, patios and decks. Clutter free No personal items. Model home look. Color Warm rooms with color accents.
  • 59. No Showings (or very little activity) 30% of homes on the market are playing this role. •How You’ll Know There is little or no showing activity. A buyer looks at the home down the street – they get in the Realtor’s car and drive away. •Why? Simple- you’re not making the first cut in the Realtor’s office. When selecting homes to show, the buyer will select homes which appear to offer the best value relative to location and size. •What to do?! Simple – You need to get your home onto the playing field. At this point we’re waiting for lightning to strike and wasting valuable time. Reduce your price and/or make changes to improve the showability of your property. Showings (but not placing) 50% of homes on the market are playing this role. •How You’ll Know There is fairly good showing activity but there always seems to be objections. The carpet is dated, the home is too small, busy street, poor conditions. •Why? This home is playing the “used” role. Buyers and Realtors are using your home to confirm that the other properties they are looking at are better buys or offer more for the money. •What to do?! Simple – Crystallize what the objections are (the market will tell you) and treat them. If you don’t want to treat them then change your asking price to reflect the problem. Showing & Place 20% of homes on the market are playing this role. . •How You’ll Know There is great showing activity but more importantly most of the buyers say that your home has placed in the top three. Objections are replaced with conversations about what you would consider. •Why? You’ve done everything right. You’ve treated the problems and priced the home to get maximum buyer and Realtor interest. •What to do?! Get ready to pack your bags and move on to the next phase of your life because soon somebody will provide you with an offer that will work for you and your family.
  • 60. You’ll receive a copy of the MLS printout to review for accuracy. You will receive On-Line Reports from: 1 • ShowingDesk • REALTOR.com • Listings Magic 2 C o m m u n i c a t i o n 3 4 You’ll receive an email follow-up report from every showing. A personal call from me each week. 7 I am available to you by telephone, text and email, between 8:00 am and 6:00 pm 5 6 I will update the Fair Market Evaluation every 30 days, if needed. We’ll meet periodically to review market conditions and adjust our marketing strategy as needed to get your house sold.
  • 61. 1. I will carefully review and present all offers for your consideration. 2. I will make sure you understand the strengths and weakness of an offer/contract. 3. I will verify qualification of prospective buyers and research their lending options to increase the likelihood that they can secure financing. 4. I will negotiate the strongest terms to create a solid transaction that will close on time without any surprises.
  • 62. Typically, closing happens four to six weeks after the sales and purchase contract is signed, although it could be sooner or later. Normally, as the seller you are anxious to receive your money and move on. And unless there is a special circumstance surrounding the buyer’s loan, there is no reason to delay. For the least stressful closing, experts advise choosing a Tuesday, Wednesday, or Thursday in the first three weeks of the month, although it is wise to avoid the 1st or 15th. Additional Dates and Days to Avoid Title companies are busiest the last week of the month. Also, Fridays are considered less than ideal because that’s a busy bank day. The 1st, 15th, and last day of the month also are very busy days for financial institutions. Also try to avoid the end of the year, especially the last day of the year. You may want to take advantage of deductions on this year’s tax return, but you are likely to run into the disadvantages of offices closing early, being short-staffed, and holiday parties. If you must close during one of these hectic periods, plan as far ahead as you can. Other Considerations Unless you’re dealing with a first-time buyer, it’s likely your buyer has to close another sale before this one happens. And as the seller, you probably are moving to another home and that sale can’t close until this one does. A crisis that reschedules the first closing could easily cause a chain reaction. So leaving a bit of wiggle room between closings is a good idea. If your buyer balks at closing early in the month, explain that the old saw about paying extra interest may not be as advantageous as it sounds. For example, let’s say the closing happens on October 5. The buyer will pay 26 days of prepaid interest at closing, but her first mortgage payment won’t be due until December 1. If the deal closes September 30, she will only pay one day’s worth of interest, but her first mortgage payment will be due November 1. So she could look at the early-in-the-month closure as gaining a whole month without a mortgage payment. Interest accrues on the loan from the date of closing; two months later, regardless of the time of month you closed, the buyer has paid the same. ACCEPTED OFFER INSPECTION APPRAISAL CLOSING REPAIRS IF APPLICABLE
  • 63. The Paper Trail What if paperwork isn’t finished by closing day? Regardless of when the closing is scheduled, it can’t happen until the closing agent notifies the parties that all necessary paperwork is in order. There are all sorts of things that can delay closure, ranging from clerical errors to loan documents lost in the mail room. Money can also trip up the process. If the buyer is told to bring a certified check for $10,000 to closing and shows up with a certified check for $9,000 and a personal check for $1,000, the closing will be delayed. If in reviewing documents either the seller or buyer find a name misspelled or an incorrect address, or figures that don’t add up, the errors must be fixed before closing proceeds. This is why both seller and buyer need to stay in touch with the closing agent and do everything they can do personally to facilitate closing on the scheduled day. The Parties Depending on where you live, either all parties involved in the settlement will gather around one table or sellers and buyers will have separate signing meetings with the closing agent. In states where an attorney is the closing agent, it’s likely that the seller, buyer, real estate agents, possibly attorneys representing each party, and perhaps the lender will be present. At the end of the signing ceremony the seller will receive a check for the proceeds of the sale. The buyer will receive all keys to the house and outbuildings plus the garage door opener and security system codes. If you live where a title or escrow company agent handles closing and there are two meetings, it’s likely that the seller along with the seller’s agent or attorney will sign paperwork at one meeting and the buyer, accompanied by her agent or attorney, will sign at a separate meeting. This probably will happen on the same day. The seller’s keys may be left with the closing agent, or an arrangement may be made for the buyer’s agent to deliver them after everything is signed. The two-meeting closing is faster for the seller, who has much less paperwork to review and sign than the buyer. Remember that the new ownership is official the minute the signed and notarized closing documents are recorded at the county courthouse, which usually happens at the end of the day or first thing in the morning. When the deed is recorded, the title of ownership transfers from seller to buyer.
  • 64. There are variables depending on where you live and the specifics of your transaction. But here are a few of the documents you’re likely to sign at closing: Final closing instructions Practice varies across the country, but if buyer and seller do not sign closing instructions when the escrow account was opened, they will do so at closing. Experts advise that you make sure the debits and credits balance to the penny. The HUD-1 settlement statement The closing agent prepares this accounting of all the money involved in the transaction. This statement is required by federal law. There is a buyer’s column and a seller’s column on this form. (You should have received a copy for review prior to the closing meeting.) Double-check all figures and look for clerical errors before signing the HUD-1 form. Check everything from the sales price to the payoff balances on your loan and the prorations for tax and utility bills. Certificate of title A statement swearing you have the right to sell the property. The deed The deed is the instrument for transferring title. The type of deed used varies by state — grant deed, warranty deed, etc. — but the purpose is the same. Ownership transfers to the buyer when the signed deed, which includes the legal description of the property, is recorded at the county courthouse. Loan payoff This document shows your loan payoff amounts to be paid at closing. Mechanic’s liens You may be asked to sign a document swearing there is no possibility of a lien being placed against the property by a subcontractor or other laborer for money due them. Bill of sale This paperwork itemizes any personal property — the backyard barbecue and coffee table — you agreed to sell your buyer and transfers ownership to them. Verify that everything you agreed to sell is listed and correctly priced. Statement of closing costs Your signature on this document says you were informed about the various fees and closing costs ahead of time. Statement of information The title company requires that you swear you are who you say you are. Take a driver’s license or valid passport to the closing for ID. Read everything, redo all math. Speak up before signing a document if you find an error or if you question that you really promised to give your buyer credit for something, or credit for the amount listed.
  • 65. What the seller sees… What the buyer sees… What the inspector sees… Inspections and potential repairs are the number one reason sales don’t close. Typically, buyers have a certain number of days in which to inspects the property and accept or reject the property based upon these mechanical and structural inspections Save yourself time, money and disappointment… Do deferred maintenance now. Consider a prelist Inspection.
  • 66. Once we have placed your home on the market and we've helped you negotiate a contract with a buyer a process starts. One of the most important aspects of this process is the appraisal. When your home goes under contract, the buyer's lender retains the services of a licensed appraiser.  Now remember, the appraiser is engaged buy the lender, not the buyer. What this means is that the lender is looking to the appraiser to determine the true market value of your home. If the home does not appraise for the asking or contract price, you run the risk of a terminated contract and we're back to square one looking for another qualified buyer  The appraiser is looking for Sold Homes with similar characteristics to determine price.  The appraiser is looking for at least 3 like properties (Apples to Apples) that have sold within your subdivision or area within the last 6 months or sooner.  One or more of the comparable homes should be at least your contract price or higher I will meet the appraiser at the house at the time of the appraisal and bring as much information as is available to help support the value of your home. You can help by providing me with a list of all the upgrades you’ve made to your home since you purchased it.
  • 67. It is the wise client that prepares for problems before they happen! I also believe in this concept for my business! For this reason, I would like you to have my problem checklist that keeps me busy every day. Since no transaction is closed until it is closed, the following items are our potential roadblocks. Over 20 years of experience and over eight hundred successful closings have earned me with the tools to overcome each and every problem encountered here. However, it would be unfair for me to say that every problem can be solved. I have placed a delay of closing estimate next to each problem and the ones with asterisks (*) are potential deal-killers. Here we go. . . Things that go wrong with the . . . LENDER . . . Approx. Delay 1. Lender does not properly pre-qualify borrower 2 weeks to* 2. Lender decides last minute they don’t like borrower 2 weeks to* 3. Lender decides last minute they don’t like the property 2 weeks to* 4. Lender wants property repaired or cleaned prior to closing 1 - 3 weeks 5. Lender raises rates, points or costs 2 weeks to* 6. Borrower does not qualify because of a late addition of info 2 weeks to* 7. Lender requires, last minute, a reappraisal 2 weeks 8. The borrower does not like the fine print in the loan documents they receive 3 days before closing 3 days to* 9. Lender loses file 1 - 3 weeks 10. Lender does not simultaneously ask for info from buyer, they ask for info in bits and pieces 1 - 4 weeks COOPERATING AGENT . . . 1. Won’t return phone calls 1 - 3 weeks 2. Transfers to another office 1 week 3. Did not pre-qualify the client for motivation 2 weeks to* 4. Goes on vacation, leaves no one to handle file 1 - 4 weeks 5. Does not understand or lacks experience in Real Estate 1 week to* 6. Poor people skills with buyer 1 - 3 weeks 7. Gets client upset over minor points 1 - 3 weeks 8. Does not communicate with their clients 1 - 4 weeks
  • 68. BUYER . . . Approx. Delay 1. Did not tell the truth on the loan application 1 week to* 2. Did not tell the truth to their agent 1 week to* 3. Submits incorrect tax returns to lender 4 weeks to* 4. Lacks motivation 1 week to* 5. Source of down payment changes 1 week to* 6. Family members do not like purchase 1 week to* 7. Is too picky regarding condition 1 week to* 8. Finds another property is a better deal 1 week to* 9. They are “nibblers” (always negotiating) 1 week to* 10. The buyers bring an attorney into the picture 2 weeks to* 11. They do not execute paperwork in a timely manner 1 week to* 12. They do not deliver their money in “good funds” at closing 1-2 days 13. Job change, illness, divorce or other financial setback 3 weeks to* 14. Come up short on money 1 week to* 15. Does not obtain insurance in a timely manner 1-4 weeks TITLE COMPANY. . . 1. Fails to notify agents of unsigned or unreturned documents so the agents can cure the problems relating to same 1 week to* 2. Fails to obtain information from beneficiaries, lien holders, title companies, insurance companies, or lenders in a timely manner 1 week to* 3. Lets principles leave town without getting all necessary signatures 1-2 weeks 4. Incorrect at interpreting or assuming aspects of the transaction and then passing these items on to related parties such as lenders, attorneys, buyers and sellers 1 week to* 5. Too busy 1-3 weeks 6. Loses paperwork 1-3 weeks 7. Incorrectly prepares paperwork 1-3 weeks 8. Does not pass on valuable information 1-4 weeks 9. Does not coordinate well so that many items can be done simultaneously 1-4 weeks 10. Unknown special assessments show up at last minute 1-3 weeks 11. Does not find liens or problems until last minute 1 week to* 12. Does not bend rules on small problems 1-3 weeks
  • 69. SELLER . . . Approx. Delay 1. Loose motivation (i.e. job transfer did not go through, etc.) 1 week to* 2. Illness, divorce, etc. 1 week to* 3. Has hidden defects that are subsequently discovered 1 week to* 4. Unknown defects are discovered 1 week to* 5. Home inspection reveals average amount of small defects that seller is unwilling to repair 1 week to* 6. Gets an attorney involved 1 week to* 7. Removes property from the premises that the buyer believed was included 1-3 weeks 8. Is unable to clear up problems or liens 1 week to* 9. Last minute solvable liens are discovered 1-3 weeks 10. Seller did not own 100% of property as previously disclosed 1 week to* 11. Seller thought partners signatures were “no problem” but they were 1 week to* 12. Seller leaves town without giving anyone power of attorney 1-3 weeks 13. The notary did not make a clear stamp when notarizing the seller’s signatures 3-7 days 14. Seller delays the project move-out date 1 week to* 15. Septic or water tests fail (rural properties) 2 weeks to* ACTS OF GOD . . . 1. Tornado, fire, flood, etc. 1 week to* APPRAISAL . . . 1. The appraiser is not local and misunderstands the market 1-3 weeks 2. No comparable sales available 1 week to* 3. Appraiser delays (too busy, etc.) 1-3 weeks 4. Incorrect appraisal 1-3 weeks 5. Appraisal too low 1 week to*
  • 70. I appreciate the time you have spent to understand the challenging time between contract acceptance and close. I wanted you to understand these potential problems for the following reasons. . . INSPECTION COMPANY . . . Approx. Delay 1. Too picky report 1 day to 8 2. Scares buyer 1 week to* 3. Infuriates seller 1 week to* 4. Makes mistakes 1-3 weeks 5. Delays report 1 week to* 1. A transaction cannot close until everything has cleared up on all of the previously mentioned problems. 2. To let you know that I have great experience in heading off these potential pitfalls and thus can hopefully make you feel more secure that you have chosen the correct agent. 3. To make these pitfalls clear to all the parities we are working with so that problems can be discovered early. 4. To make you aware of these pitfalls so that you can warn me of any potential problems.
  • 71. 1) Manage all details of your real estate transaction on a daily basis. 2) Make sure all the terms and conditions of your Contract to Buy and Sell are fully met or addressed timely and properly. 3) Stay on top of all other matters to be sure your real estate transaction closes in a timely fashion and with as little stress as possible.
  • 72. 1. Even after the closing, I’ll be there to assist you with all your real estate needs. 2. You will receive valuable information on a regular basis. 3. Along with great coupons, local offers and information and coming attractions. 4. Consider me your source of referral for all types of businesses, whether related to real estate transaction or not. SERVICE
  • 73. Sellers have the option to choose what is best for their situation as to what fee they should pay the selling office. Remember that most builders pay 4%. Listing Side “My marketing program requires 3.5%!” Plus $212.00 Administrative Fee paid directly to RE/MAX Properties, Inc., at time of closing. Selling Side “What should we offer the Selling office?” 3.0% 3.25% 3.5% 3.75% 4.0%
  • 74. for the opportunity to serve you.