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Sell a House for Top Dollar
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Sell a House for Top Dollar

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How to sell a house for top dollar, in a timely fashion, with the least amount of inconvenience.

How to sell a house for top dollar, in a timely fashion, with the least amount of inconvenience.

Published in Real Estate , Design , Lifestyle
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  • This is the Marketing Presentation we just downloaded from the Virtual Presentation Library. If you have PowerPoint Software you may now customize these slides to fit both your needs and the needs of your clients. Note to Sales Associate: (The italicized font is the dialogue that accompanies the Listing Presentation Slides) Thank you for allowing me to present the results of the research I did after gathering information on your property, and then we’ll put our heads together to come up with the best possible price for your property. Before we do that, I think you will agree that price is not going to matter if you don’t feel that my company and I are not going to provide the service and results you seek. I’d like to take a few minutes to show you why you should hire us to help you get your house sold.
  • The tool that is the most powerful within the entire Century 21 system is this one right here. I promised I would do many things this evening, and I know that you’re probably saying, “Well, yeah, but how do I know you’re going to do that?” Well, I want you to look over the Seller’s Service Pledge with me. And you can see that we’re going to put our word in writing. And if I don’t perform, as I put in writing, you can fire me. Would that make you feel a little more secure? I’m going to dedicate myself to making the process of selling your home as easy and successful as possible. I’m going to respect you, your needs and be honest and forthright with you. I’m going to hold your best interests in the highest regard throughout this entire process. I’m going to value and respect your time being as efficient and as effective as I possibly can. I’m going to promise to understand your needs and respond quickly. And that’s just the first few of all the 21 items that I’m going to promise you. And, as you can see right here in the fine print, I’m going to put it in writing. And if I don’t perform as I’ve outlined here, you notify my office, give us 10 days to correct it, if we don’t correct, you can fire me regardless of our listing agreement. So ultimately, you are the one with the power to make sure I perform. My company and the Century 21 system and myself all take our commitment to quality service seriously. We ask that you complete the Quality Service Survey which is emailed to you approximately two weeks after the transaction to let us know how we did. My company and I take the Quality Service program and the award very seriously. We ask that you fill it out openly and honestly.
  • We’ve been talking about all the tools we’ll be using to generate buyer leads. One of the things I like best about CENTURY 21 Pinnacle is the client coordinator system used to handle these leads. This system helps us increase our “conversion rates” and advertise via the most productive media. Best of all though, it assures that calls on our properties are handled in a timely, professional manner. Buyers inquiring about your property receive a response within 20 minutes. If you were looking for a home, would you be more inclined to work with an agency that responded to your needs promptly?
  • Note to Sales Associate: This slide stresses the importance of the partnership between the real estate professional and the Internet.
  • Online Marketing In Online Marketing the Internet is the link between you and your customer. Online or Interactive Marketing presents opportunities for tremendous profit as well as substantial loss. A poorly targeted online advertising campaign or an ineffective web page can equate to throwing dollars out the window and alienating customers. But the upside is huge. Today’s Buyers and Sellers are online and they want you to be there too. Stats on next slide
  • Read statistics regarding recent home buyers. Everyone’s day and dollar are continually shrinking which is why its very important to address the needs of today’s Internet home buyers. These statistics were obtained from the most recent National Association of Realtors report.
  • Century21.com Homepage Discuss how having an extensive and quality web presence helps generate leads and influences buying behavior. Century 21 has one of the most hit websites, averaging over 2 million hits per month. We have over 2 78 ,000 listings on our website. I know that the proof of a good website is how long you stay once you find it. Users that come to our website stay an average of 13 minutes. Not only do we give searchers listings to look at, but we also give them lots of information on owning a home. In just a second, I’ll show you a couple of resources available to home buyers and sellers. Point out the following features that a Consumer would use… Buy, Sell, Finance, Learn and Contact links to most sought after information Quick Search (Shortcuts) for a property or office Ability for consumer to register and customize site with saved properties, search criteria, etc. Discuss the types of photos you would like to take of their home and which features you would like to highlight. Ask the sellers about some features of their home for which they are most proud.
  • CENTURY 21 has provided us with a comprehensive vehicle to take advantage of how users search the internet and what they are looking for. Once we secure your listing we will place it on Century21.com where anyone looking to move into the area will see it. Not only do we have a popular website that’s going to market your property, the listing page will also provide neighborhood information as well. Our Enhanced Listing Tool provides me with the ability to highlight you listing by adding a slide show, virtual tour, extensive photos, floor plans, a descriptive narrative and even a Hispanic description for the century21espanol.com website. We’ve also got a tool called Neighborhood Profiles on your listing page that will provide a profile of the neighborhood. It will pinpoint the schools and houses of worship as well as other neighborhood demographics. This is also a great tool that can provide assistance if you are looking for information on the area you are moving to. Our Century 21 Mortgage Co provides buyers with a pre-approval in as little as 20 minutes through their new Four to the Door ® mortgage process. Buyers can call in on our toll-free number and get pre-approved, not just pre-qualified, but pre-approved, guaranteed within the same day. We guarantee to close within the time frame that they need. When we get buyers pre-approved, you can feel more confident about the transaction running smoothly and closing on time.
  • I was telling you that Century 21 was one of the most hit websites. This just shows you right here that we’re averaging 2.4 million user sessions per month. We have over 2 78 ,000 listings on there. And I know that the proof of a good website is how long you stay there once you find it. And the users that come to our website stay an average of 13 minutes. Well, you can imagine just the photos, slides shows and virtual tours that are being regarded. But, see not only do we give them listings to look at, but we give them all kinds of information on owning a home. In just a second, I’ll show you a couple of resources available to home buyers and sellers.
  • I was telling you that Century 21 was one of the most hit websites. This just shows you right here that we’re averaging 2.4 million user sessions per month. We have over 2 78 ,000 listings on there. And I know that the proof of a good website is how long you stay there once you find it. And the users that come to our website stay an average of 13 minutes. Well, you can imagine just the photos, slides shows and virtual tours that are being regarded. But, see not only do we give them listings to look at, but we give them all kinds of information on owning a home. In just a second, I’ll show you a couple of resources available to home buyers and sellers.
  • (Note: Assume the Seller may say they want to try a little higher and that they can come down if they need to) Well, you know, I can certainly understand your philosophy and that is the way most sellers feel. If you were to tell me tonight that you wanted to put your property for $250,000, but you’d come down to $244,000, it would be the best kept secret in the world. According to state law, I can’t quote anything but your list price. I can’t tell a buyer, “Oh, but they’ll come down a little bit.” If we price too high, we’re not going to attract the buyers to even make an offer. It makes more sense to price the home more competitively and sticking to our price. We can provide the data which documents what your house is worth. I’ve also taken the liberty of doing a net sheet for you so you can see even if you took the lowest of that range, here’s what your walk-away dollars would be. You may want to consider a CENTURY 21 Home Warranty, which will protect your home for all these items listed here during the time you have it listed. If any of these items break, you pay one small deductible per service call, even if it requires a new appliance. The Home Warranty covers the mentioned appliances for the buyer for one year. The policy does not get paid for until closing.   We can note in the listing information there is a Home Warranty Available . If the buyer chooses to purchase the Home Warranty at closing, that is their choice.
  • Thank you so much for your time. Allow me to review the paperwork with you so that you are comfortable with the process.
  • Note to Sales Associate : Add any additional information you think would be useful in your presentation.

Transcript

  • 1. Marketing Your House: A quick snapshot of how to sell for the most money, in a timely fashion, with the least amount of inconvenience… Eugene Mills CENTURY 21 Pinnacle
  • 2. My Personal Commitment to Quality
    • Seller Service Pledge
      • 21 Pledge Points
      • Your guarantee, in writing, that I’ll do what I promise
    • Quality Service Survey
      • Goal : Provide exceptional service and make the process stress-free and easy
    CENTURY 21 Customized Services Ordinary Services My Personalized Services
  • 3. Client Coordinator System
    • Exclusive CENTURY 21 Pinnacle System
      • Tracks all buyer inquiries
      • Where are buyers finding their homes?
    • Example of Year End Numbers for 2008
      • Gold Post Yard Sign 48.53%
      • Internet 35.56%
      • Express Times 7.85%
      • Real Estate Weekly 4.69%
      • Phone Book 2.17%
      • Harmon Homes 1.01%
      • Walk-In .06%
      • Morning Call .05%
      • Homes Plus .03%
      • E-Mail .03%
      • Other .02%
  • 4. What is the implication? Where Buyer First Learned About the Home They Purchased The Internet should be leveraged to attract more buyers for the listings Real Estate Agent Internet Yard Sign
  • 5.
    • The Internet influences home buying behavior
    Online Marketing
  • 6. Home Buyers
    • Nearly 3 out of 4 home buyers use the Internet as a tool when searching for a home*
    • 78% of recent home buyers found photos “very useful”*
    * NAR Study Results
  • 7. Selling Your Home with the Help of Century21.com
    • The Century21.com web site averages more than 2 million visits per month
    • Consumer Leads
    • Property Listings
    • Registered Users
    • Top Search Engine partnerships; Google, Trulia and Yahoo
  • 8. Online Marketing Tools that help us Sell Your Property
    • Slide Shows & Virtual Tours
      • Visually highlight the best features of your home; automatically created when you have 6 or more pictures
    • Neighborhood Profiles
      • Important information about this and other neighborhoods
    • Mortgage
      • Calculators and financing information
    Slide Show
  • 9. Maximize Your Listing’s Visibility with Our Distribution Partners
  • 10. Utilizing Realtor.com
    • Realtor.com is the world’s largest real estate database
      • We’ll have one of the very limited “ Featured Agent ” ads, which show up with Lehigh and Northampton County search results.
        • This prominently displays us to over 6.3 million Realtor.com visitors per month, and helps us stand out from the other 4 million properties on the site.
      • Your home will receive “ Showcase ” status on the site.
        • Includes multiple photos, scrolling banners, enhanced ad copy - all the “bells and whistles” that get buyers to click on your home over another.
    • Creating this top-of-mind awareness helps ensure greater demand for your house; enabling you to sell for more money, with better terms, in less time.
  • 11. Other Websites Utilized Your house will also be advertised on: Zillow Trulia HotPads Local.com Lycos Oodle Vast Craigslist LehighValleyLive.com Cyberhomes OpenHouse Postlets.com LVARMLS.com CENTURY21Pinnacle.com EugeneMills.com Yahoo Real Estate GoogleBase Backpage DotHomes Enormo FrontDoor Mcall.com Homefinder Wall Street Journal (WSJ.com)
  • 12. Competitive Market Analysis Establishing the perfect price for your home!
    • How do you stack up against the competition?
    • What will help your property sell faster?
    • How much will you have after closing?
  • 13. The information here is just a snapshot of the services provided. For more details, at no obligation, give me a call at: 484-893-7144 or e-mail me at: [email_address] Thank you!
  • 14. Selling Your Home… The CENTURY 21 ® System averages a home bought or sold every minute of every day Is there any reason we can’t sell yours?