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Re

  1. 1. RE/MAX Associated<br />Yvonne Russell<br />129 Thunderbird<br />El Paso, Tx79912<br />(915) 873-8646<br />Russell-Realtor.com<br />
  2. 2. Listing and Marketing Consultation<br />
  3. 3. The RE/MAX®Culture<br />Win-Win — or no deal<br />Integrity — do the right thing<br />Commitment — in all things<br />Communication — seek first to understand<br />Creativity — ideas before results<br />Customers — always come first<br />Teamwork — together everyone achieves more<br />Trust — starts with honesty <br />Success — results through people<br />
  4. 4. Key Objectives<br /><ul><li>PRICING…your home at the property’s fair market value.
  5. 5. TIMING…in the desired time period.
  6. 6. CONVENIENCE… sellingyour home with the least amount of inconvenience.</li></li></ul><li>Learning About The Home <br />WHERE BUYERS FIRST LEARNED ABOUT HOME PURCHASED<br />Compiled from NAR 2005 Profile of Home Buyers and Sellers report. <br />
  7. 7. Marketing Plan<br /><ul><li>Targeted Advertising
  8. 8. To the public
  9. 9. To the REALTOR® community
  10. 10. RE/MAX®Professional Real Estate Consultants
  11. 11. Office Tours
  12. 12. MLS Area Tours
  13. 13. REALTOR® Open Houses
  14. 14. Yard Signs
  15. 15. Highly recognized
  16. 16. Calls come from our signs
  17. 17. Agent Marketing Action Plan
  18. 18. Syndication to all major real estate sites
  19. 19. Russell-Realtor.com which gets over 1000 visitors a month
  20. 20. Agent Multiple Internet Web Sites
  21. 21. MLS
  22. 22. Realtor.com
  23. 23. Local/International Internet Sites</li></li></ul><li>Marketing Your Home<br />Our Respective Duties<br />Agent<br />Client<br /><ul><li>Input your listing to MLS.
  24. 24. Install nationally recognized sign.
  25. 25. Provide information fliers.
  26. 26. Pricing Guidance.
  27. 27. Prepare Advertising.
  28. 28. Hold Broker Open House.
  29. 29. Give Feedback on showings.
  30. 30. Review contracts and represent you in negotiations.
  31. 31. Guidance in staging your property.
  32. 32. Complete all repairs and cleaning.
  33. 33. “Stage” your home to be appealing.
  34. 34. Hide valuables (also prescriptions).
  35. 35. Keep marketing information out for prospective buyers.
  36. 36. Call me if information is depleted.
  37. 37. Leave premises for showings.
  38. 38. Call me with any questions.
  39. 39. Refer friends and acquaintances who might be interested in your property.
  40. 40. Refuse to discuss terms with prospective buyers or their agents.</li></li></ul><li>What You Do & Don’t Control<br />Seller Controls:<br /><ul><li>Property Condition
  41. 41. Availability for Showing
  42. 42. Price
  43. 43. Home Warranty</li></ul>Seller Doesn’t Control:<br /><ul><li>Competition
  44. 44. Buyer’s or Seller’s Market
  45. 45. Interest Rates
  46. 46. When The Perfect Buyer Walks Thru Door</li></li></ul><li>Home Warranty Plans<br />Home warranty plans go a long way to alleviate some risks and concerns. For a modest price, the seller can provide to the buyer a one year warranty covering specified heating, plumbing, electrical, water heater or appliance breakdowns. Coverage under most plans commences at closing. In all cases, there are important limitations and exclusions (example: appliances/systems must be operative at commencement of coverage).<br />
  47. 47. Selling Price Vs. Timing<br />A<br />C<br />T<br />I<br />V<br />I<br />T<br />Y<br /> 1 2 3 4 5 6 7 8<br />WEEKS ON MARKET<br /><ul><li>Timing is extremely important in the real estate market.
  48. 48. A property attracts the most activity from the real estate community and potential buyers when it is first listed.
  49. 49. It has the greatest opportunity to sell when it is new on the market.</li></li></ul><li>Preparing For The Offer<br />In slow economic times, offers to purchase routinely come in “low” whereas in healthy economic times, offers are closer to the asking price. Do not be offended by any offer received. <br /><ul><li>ACCEPTANCE. Signed by all parties, dated, delivered… congratulations, you’re on your way to having your property sold!
  50. 50. REJECTION. Unconditional… unfortunately, your home is still on the market.
  51. 51. COUNTER OFFER. Any change to the contract constitutes a counter offer. You are now in the renegotiation stage.
  52. 52. NO ACTION. Equals rejection. Your home is still on the market. </li></li></ul><li>OFFICE TOUR<br />MLS COMPUTER<br />MLS MEMBERS<br />NET SHEET<br />COUNTER OFFER<br />EARNEST MONEY<br />Home Selling Process<br />BEGIN<br />PROCESS<br />MARKET RESEARCH<br />LISTING SIGNED<br />OFFICE<br />BROKER’S TOUR<br />MULTIPLE LISTING<br />MLS TOURS<br />CONTACT PROSPECTS<br />SHOWINGS<br />OPEN HOUSE<br />OFFER RECEIVED<br />OFFER<br />CONTRACT ACCEPTED<br />TRANSACTION<br />PROCESSING<br /> INSPECTIONS<br />
  53. 53. Inspections<br />Inspections and potential repairs are the number one reason sales don’t close. Typically, buyers have a certain number of days in which to inspect the property and accept or reject the property based upon these mechanical and structural inspections.<br />SELLER SEES THEIR HOUSE<br />INSPECTOR <br />SEES THE HOUSE<br />BUYER SEES YOUR HOUSE<br />Save Yourself Time, Money and Disappointment — Do Deferred Maintenance Now!<br />
  54. 54. Contract To Close<br />TRANSACTION<br />PROCESSING<br />PROCESSING<br />MORTGAGE CO.<br />CREDIT REPORT<br />APPRAISAL<br />REJECTION<br />UNDERWRITING<br />VERIFICATIONS<br />LOAN APPROVAL<br />TITLE CO.<br />ASSEMBLE PAPERS<br />SETTLEMENT<br />HOME SOLD<br />
  55. 55. Pricing Factors<br />IMPORTANCE OF INTELLIGENT PRICING<br />+15%<br />10%<br />PERCENTAGE <br />OF BUYERS<br />ASKING<br /> PRICE<br />30%<br />+10%<br />60%<br />Market Value<br />75%<br />-10%<br />90%<br />-15%<br />As the triangle graph illustrates, more buyers purchase their properties at market value than above market value. If you price your property at market value, you are exposing it to a much greater percentage of prospective buyers and you are increasing your opportunity for a sale.<br />
  56. 56. Pricing Misconceptions<br />It is very important to price your property at competitive market value at the signing of the listing agreement. Historically, your first offer is usually your best offer. <br />WHAT<br />ANOTHER<br />AGENT<br />SAYS<br />WHAT<br />YOUR<br />NEIGHBOR<br />SAYS<br />WHAT<br />YOU <br />PAID<br />WHAT<br />YOU <br />NEED<br />WHAT<br />YOU <br />WANT<br />COST<br />TO REBUILD<br />TODAY<br />Buyers & Sellers Determine Value<br />The value of your property is determined by what a BUYER is willing to pay and a SELLER is willing to accept in today’s market. Buyers make their pricing decision based on comparing your property to other property SOLD in your area. <br />
  57. 57. Competitive Market Analysis<br /><ul><li>Recent Sales
  58. 58. Current Listings = Competition
  59. 59. Expired Listings = What has not sold</li>

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