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  • 1. Home Selling GuideHome Selling GuideHome Selling GuideHome Selling Guide Nima MohammadiNima MohammadiNima MohammadiNima Mohammadi Keller Williams Realty Flagship of Maryland 1111 Benfield Blvd. Suite 250 Millersville, MD 21108 Office: (410) 729-7700 Email:Email:Email:Email: nima@kwflagship.comnima@kwflagship.comnima@kwflagship.comnima@kwflagship.com Cell: (410) 562Cell: (410) 562Cell: (410) 562Cell: (410) 562----8616861686168616 Fax: (443) 308Fax: (443) 308Fax: (443) 308Fax: (443) 308----4843484348434843 www.Yourwww.Yourwww.Yourwww.Your----RealRealRealReal----EstateEstateEstateEstate----Agent.comAgent.comAgent.comAgent.com
  • 2. Why Keller Williams RealtyWhy Keller Williams RealtyWhy Keller Williams RealtyWhy Keller Williams Realty TechnologyTechnologyTechnologyTechnology • Leading-edge tech tools and training give me the edge in effectively marketing your property online, 24 hours a day, seven days a week! Through KW’s exclusive Keller Williams Listing System (KWLS), your property is fed to more than 350 online search engines and available on KW’s Web network of more than 76,000 sites. • Best of all, because of Keller Williams Realty’s “My Listings, My Leads” philosophy, every single Internet inquiry on your property will come directly to me so that I can follow up quickly on potential buyers for your property. TeamworkTeamworkTeamworkTeamwork • Keller Williams Realty was designed to reward agents for working together. Based on the belief that we are all more successful if we strive toward a common goal rather than our individual interests, I’m confident that every Keller Williams professional shares the common goal of serving you, my client, in the best way possible. KnowledgeKnowledgeKnowledgeKnowledge • Keller Williams Realty helps me stay ahead of trends in the real estate industry through its comprehensive, industry-leading training curriculum and research resources. It’s what prepares me to provide you with unparalleled service. ReliabilityReliabilityReliabilityReliability • Founded on the principles of trust and honesty, Keller Williams Realty emphasizes the importance of having the integrity to do the right thing, always putting your needs first. It reinforces my belief that my success is ultimately determined by the legacy I leave with each client I serve. Track RecordTrack RecordTrack RecordTrack Record • I’m proud to work for the fastest -growing real estate company in North America and the third-largest real estate company in the United States. It’s proof that when you offer a superior level of service, the word spreads fast.
  • 3. Home Selling ProcessHome Selling ProcessHome Selling ProcessHome Selling Process • There are a lot of details to be handled when selling a home. • It is my job to streamline the home sale process for you, • ensuring everything is completed as quickly and efficiently as possible. • This overview was designed to help you understand the various steps along the way. • Preparing for SalePreparing for SalePreparing for SalePreparing for Sale • Conduct comparative market analysis to establish a fair market value of your home • Prepare and complete the listing agreement • Recommend improvements to maximize your home's value • Place a lock box on your property, if needed • Marketing your HomeMarketing your HomeMarketing your HomeMarketing your Home • Enter listing information into the MLS • Place a For Sale sign on your property • Notify top local agents of this new listing • Schedule your home for office tour • Schedule your home for MLS tour • Distribute Just Listed flyers to your neighborhood • Post your home information on the Internet • Schedule and hold open houses • Notify all potential buyers with details of listing • Arrange showings for other agents • Communicating with YouCommunicating with YouCommunicating with YouCommunicating with You • Contact you regularly with feedback • Prepare and deliver regular progress reports to you • Discuss all marketing activities with you • Coordinating the SaleCoordinating the SaleCoordinating the SaleCoordinating the Sale • Pre-qualify potential buyers • Present and discuss all offers with you • Negotiate your transaction with the other agent • Prepare and finalize the closing
  • 4. The Four FactorsThe Four FactorsThe Four FactorsThe Four Factors The are only 4 factors that determine WHEN, WHY, and HOW a home will sell: 1.1.1.1. PricePricePricePrice 2.2.2.2. ConditionConditionConditionCondition 3.3.3.3. LocationLocationLocationLocation 4.4.4.4. Marketing effortMarketing effortMarketing effortMarketing effort The homes that sell the fastest are those homes that are professionally and aggressively marketed, and that are listed at a price that is in direct relation to the condition and location of the home. Nearly 25% to 35% of all listings do not sell. The market rejects them. In other words, the market did not accept the MarketingMarketingMarketingMarketing EffortEffortEffortEffort, the PricePricePricePrice, the ConditionConditionConditionCondition, the LocationLocationLocationLocation, or a combination of these areas—perhaps all four of them! The good news is that you control two of these areas: • PricePricePricePrice and ConditionConditionConditionCondition. We control one: • Marketing EffortMarketing EffortMarketing EffortMarketing Effort.
  • 5. Pricing Your HomePricing Your HomePricing Your HomePricing Your Home • According to the National Association of RealtorsAccording to the National Association of RealtorsAccording to the National Association of RealtorsAccording to the National Association of Realtors®®®® andandandand research conducted by MRIS, homes receive the highestresearch conducted by MRIS, homes receive the highestresearch conducted by MRIS, homes receive the highestresearch conducted by MRIS, homes receive the highest level of interest during their first 2 weeks on the market.level of interest during their first 2 weeks on the market.level of interest during their first 2 weeks on the market.level of interest during their first 2 weeks on the market. • ThatThatThatThat’’’’s why its so important for a home to be priceds why its so important for a home to be priceds why its so important for a home to be priceds why its so important for a home to be priced correctly from the beginning. Pricing a home out of thecorrectly from the beginning. Pricing a home out of thecorrectly from the beginning. Pricing a home out of thecorrectly from the beginning. Pricing a home out of the market will prevent it from being shown.market will prevent it from being shown.market will prevent it from being shown.market will prevent it from being shown. • By the time the home is priced correctly, buyer interestBy the time the home is priced correctly, buyer interestBy the time the home is priced correctly, buyer interestBy the time the home is priced correctly, buyer interest has waned and the home will sell for less than market value.has waned and the home will sell for less than market value.has waned and the home will sell for less than market value.has waned and the home will sell for less than market value. • I am diligent in researching the current conditions andI am diligent in researching the current conditions andI am diligent in researching the current conditions andI am diligent in researching the current conditions and nuances of the area markets. I will provide you with all thenuances of the area markets. I will provide you with all thenuances of the area markets. I will provide you with all thenuances of the area markets. I will provide you with all the information you need to make ainformation you need to make ainformation you need to make ainformation you need to make a wise pricing decisionwise pricing decisionwise pricing decisionwise pricing decision....
  • 6. Factor 1 : PriceFactor 1 : PriceFactor 1 : PriceFactor 1 : Price As the graph illustrates, only about 30% of homes currently on the market are actually IN the market. The remaining 70% are incorrectly priced in relation to their condition. Of those, about half are in NO MANNO MANNO MANNO MAN’’’’S LANDS LANDS LANDS LAND – that in- between place for homes that entered the market as overpriced and are now chasing the market through price reductions to get the home sold. HINTHINTHINTHINT: Price your home correctly from the beginning to get it sold quickly and for top dollar. I am your experts in determining fair market value for your home. ININININ the Market or Simplythe Market or Simplythe Market or Simplythe Market or Simply ON the Market?ON the Market?ON the Market?ON the Market?
  • 7. BuyerBuyerBuyerBuyer’’’’s OR Sellers OR Sellers OR Sellers OR Seller’’’’s Markets Markets Markets Market If sellers fall behind a market with falling home values, they can end up chasing the market down, because home values are always falling faster than their price reductions. In a market with rising home values, if a seller wants a Price that’s ahead of the market, the market may go up enough to make that price attractive for buyers. Time can cure some mistakes and make people look smart. If sellers fall behind a market with falling home values, they can end up chasing the market down, because home values are always falling faster than their price reductions.
  • 8. Price CompetitivelyPrice CompetitivelyPrice CompetitivelyPrice Competitively The first 30 days is critical The right price is important.The right price is important.The right price is important.The right price is important. • A property generates the most interest when it first hits the market. • The number of showings is greatest during this time if it is priced at a realistic market value. • Starting too high and dropping the price later misses the excitement and fails to generate strong activity. • Many homes that start high end up selling below market value.
  • 9. Factor 2: ConditionFactor 2: ConditionFactor 2: ConditionFactor 2: Condition Imagine someone approaches you with 2 one hundred dollar bills in their hands. One of the bills is crisp and new, while the other is worn and wrinkled. The person tells you that you can only pick one. Which one will you pick? Both of the bills serve the same function and are equal in value, but most people will always choose the nice, clean, crisp one over a dirty wrinkled one. How does your house look to others? This is the crucial important difference between Showing condition and Living condition.
  • 10. Factor 2: ConditionFactor 2: ConditionFactor 2: ConditionFactor 2: Condition According to the National Association of Realtors®, homes that are well-staged will sell faster and at a higher price. In fact, a recent survey of professionally staged homes illustrates just this point – 212 average days on the market versus 37 average days for homes that were professionally staged. I pride myself on my ability to present your home in the BEST possible light, ensuring that it will attract the attention of prospective buyers.
  • 11. Factor 3: LocationFactor 3: LocationFactor 3: LocationFactor 3: Location Other than the example shown inOther than the example shown inOther than the example shown inOther than the example shown in the picture, there really isnthe picture, there really isnthe picture, there really isnthe picture, there really isn’’’’t mucht mucht mucht much that can be done about locationthat can be done about locationthat can be done about locationthat can be done about location except to accent the positives andexcept to accent the positives andexcept to accent the positives andexcept to accent the positives and minimize the negatives...and priceminimize the negatives...and priceminimize the negatives...and priceminimize the negatives...and price your home accordingly.your home accordingly.your home accordingly.your home accordingly.
  • 12. • Buyers find the home they purchase primarily by looking on the Internet and by asking real estate agents. • An excellent agent with a terrific Internet marketing program is your best path to a sale. Most agents will put a sign in your yard and enter your property on the MLS…then wait for the buyers to come. My philosophy is different. Yes, I will put a sign in your yard; and yes, I will enter your home on the MLS…but I take it a bit further. I believe that in order to sell your home on time and at the highest price the market will allow, I need to take your home to the buyers…not the other way around. Why wait for buyers to see your property when I have the ability to show it to them where they are? According to the National Association of Realtors (2009), 38% of buyers are looking for homes on line. In fact, 87% of all consumers are online searching, learning or interacting with something pertaining to real estate. Factor 4: MarketingFactor 4: MarketingFactor 4: MarketingFactor 4: Marketing
  • 13. Technology has brought us the ability to communicate and interact with more people on a daily basis than ever before. I leverages technology to bring your home to the attention of the world! By featuring your home on the Keller Williams RealtyKeller Williams RealtyKeller Williams RealtyKeller Williams Realty corporate website, our office website, and my individual websites, you can be assured that your home will attract the attention of the home-buying consumer. In addition, as a result of our good relationships with other real estate professionals, your home will be brought to the attention of the top 2,100+ Realtorstop 2,100+ Realtorstop 2,100+ Realtorstop 2,100+ Realtors®®®® in the regionin the regionin the regionin the region. Not only will my friends in the industry learn of your home through the MLS and websites, they will receive personalized greetings on a regular basis, delivered directly to their inbox, announcing that your home is on the market and reminding them of your home’s availability, open houses, changes to the listing, etc. Factor 4: MarketingFactor 4: MarketingFactor 4: MarketingFactor 4: Marketing
  • 14. Factor 4: MarketingFactor 4: MarketingFactor 4: MarketingFactor 4: Marketing When you list with me, we’ll have access to the Keller Williams Listing System, or KWLS. This proprietary, exclusive system ensures your property is marketed online 24/7 through more than 350 of the most popular search Websites.
  • 15. Factor 4: MarketingFactor 4: MarketingFactor 4: MarketingFactor 4: Marketing 11111111----Point Marketing ProgramPoint Marketing ProgramPoint Marketing ProgramPoint Marketing Program – Staging and Pricing StrategiesStaging and Pricing StrategiesStaging and Pricing StrategiesStaging and Pricing Strategies – For Sale Signs, Rider Signs,For Sale Signs, Rider Signs,For Sale Signs, Rider Signs,For Sale Signs, Rider Signs, Directional SignsDirectional SignsDirectional SignsDirectional Signs – Box with Flyers and Distribution ofBox with Flyers and Distribution ofBox with Flyers and Distribution ofBox with Flyers and Distribution of Flyers in NeighborhoodFlyers in NeighborhoodFlyers in NeighborhoodFlyers in Neighborhood – Social NetworkingSocial NetworkingSocial NetworkingSocial Networking – Flyers in House/Comment CardsFlyers in House/Comment CardsFlyers in House/Comment CardsFlyers in House/Comment Cards – Multiple Listing ServiceMultiple Listing ServiceMultiple Listing ServiceMultiple Listing Service – Web Listings with Virtual TourWeb Listings with Virtual TourWeb Listings with Virtual TourWeb Listings with Virtual Tour – Open House ProgramOpen House ProgramOpen House ProgramOpen House Program – Track Showings/Collect FeedbackTrack Showings/Collect FeedbackTrack Showings/Collect FeedbackTrack Showings/Collect Feedback – Weekly Seller UpdatesWeekly Seller UpdatesWeekly Seller UpdatesWeekly Seller Updates – and more!and more!and more!and more!
  • 16. Preparing Your Home ForPreparing Your Home ForPreparing Your Home ForPreparing Your Home For SaleSaleSaleSale • Did you know well-placed furniture can open up rooms and make them seem larger than they are? Or that opening drapes and blinds and turning on all lights make a room seem bright and cheery? • It's a fact: acquiring the highest market value and elevating yoIt's a fact: acquiring the highest market value and elevating yoIt's a fact: acquiring the highest market value and elevating yoIt's a fact: acquiring the highest market value and elevating your home above others in theur home above others in theur home above others in theur home above others in the same price range often comes down to first impressions.same price range often comes down to first impressions.same price range often comes down to first impressions.same price range often comes down to first impressions. • Here are some inexpensive ways to maximize your home's appeal: ExteriorExteriorExteriorExterior – • Keep the grass freshly cut. – • Remove all yard clutter. – • Apply fresh paint to wooden fences. – • Paint the front door. – • Weed and apply fresh mulch to garden beds. – • Clean windows inside and out. – • Wash or paint home’s exterior. – • Tighten and clean all door handles. – • Ensure gutters and downspouts are firmly attached. InteriorInteriorInteriorInterior – • Remove excessive wall hangings, furniture and knickknacks (consider a temporary self-storage unit). – • Clean or paint walls and ceilings. – • Shampoo carpets. – • Clean and organize cabinets and closets. – • Repair all plumbing leaks, including faucets and drain traps. – • Clean all light fixtures. For ShowingsFor ShowingsFor ShowingsFor Showings – • Turn on all the lights. – • Open drapes in the daytime. – • Keep pets secured outdoors. – • Play quiet background music. – • Light the fireplace (if seasonally appropriate). – • Infuse home with a comforting scent like apple spice or vanilla. – • Vacate the property while it is being shown.
  • 17. Nima MohammadiNima MohammadiNima MohammadiNima Mohammadi Keller Williams RealtyKeller Williams RealtyKeller Williams RealtyKeller Williams Realty Flagship of MarylandFlagship of MarylandFlagship of MarylandFlagship of Maryland 1111 Benfield Blvd. Suite 250 Millersville, MD 21108 Office: (410) 729-7700 Email:Email:Email:Email: nima@kwflagship.comnima@kwflagship.comnima@kwflagship.comnima@kwflagship.com Cell: (410) 562Cell: (410) 562Cell: (410) 562Cell: (410) 562----8616861686168616 Fax: (443) 308Fax: (443) 308Fax: (443) 308Fax: (443) 308----4843484348434843 www.Yourwww.Yourwww.Yourwww.Your----RealRealRealReal----EstateEstateEstateEstate----Agent.comAgent.comAgent.comAgent.com Contact meContact meContact meContact me