2023 Seller Real Estate LUXURY Listing Presentation

1. Retrieve Golden Results with Cheryl

2. “Golden Results” Meeting: Top Ten 2023 Listing Presentation For You
1. Discuss Your Questions and Concerns
2. RE/MAX International & RE/MAX Positive State of the Market
3. Credentials, Stats & Golden Results
4. What Do Buyers Want ? (Tech Tools, Rainbow of Services, GOLD to
SOLD) PLUS What Makes the Golden Results Marketing Plan Golden?
5. Pile of Tech “Toys” and Online Presence
6. The Big Kahuna, The Real Deal, the Pot of Gold: “It’s a Price War and a
Beauty Contest and You Have to Win at Both”
7. I’m a 5-10% Stockholder… It’s Teamwork, Cooperation, Participation
8. Forms, Data, Menu of Services, Net Sheet
9. State of the Listing: Follow Up Meetings with Speed or Virtual Opens
10. Review your Answered Questions and Concerns for Golden Results!

18. Search Worldwide @ global.remax.com

20. •Full Time Experienced Agents who average
16 Years Experience AND 16.1 Transactions
•CRS & GRI Stats that Are Above the Crowd
•Technology & Training that SOARS
•A Team Dedicated to Providing Superior Service
• The Synergism of Self Employed Professionals
Committed to the Success of Marketing Your Home

21. Golden Girl Credentials…Resume…”Papers”…
•Licensed Realtor Since 1984…Associate Broker
• Full Time RE/MAX Agent Since 1988
• Prior 10 Year Retail Sales Experience with Levitz Furniture
• Virginia Tech Bachelor of Science Business Degree
• Certified Residential Specialist (CRS)
• Graduate of Realtors Institute (GRI)
• Accredited Buyer Representative (ABR)
• Seniors Real Estate Specialist (SRES)
• NAR E-Pro Designation (E-Pro)
•Military Relocation Professional (MRP) & (MilRes)

22. More Golden Girl Credentials
•Short Sale & Foreclosure Expert (SFR)
• Master Certified Negotiation Expert (MCN)
• Re-build USA 203K Specialist
•Certified Distressed Property Expert (CDPE)
•Residential Construction Certified
•Certified New Home Specialist
•Southern Maryland Board Hall of Fame
• RE/MAX International Advertising Award
•Fully Computer Automated for “Golden Results”
You’ll Retrieve Golden Results With Cheryl!

23. More Golden Girl Credentials…
NEW Spring 2020
NAR Completed CLASSES
Institute for Luxury Home Marketing CLHMS
Pricing Strategy Advisor PSA plus Elective
Seller Representative Specialist SRS
Marketing Strategy and Lead Generation
Military Residential Specialist MilRes
At Home with Diversity AHWD

24. What Are Seller
“Golden Results”?

27. How Does “Gold” Turn To “Sold”?
Your Personal Marketing Plan
• Golden Results “Price Your Home To Sell” CMA
•Net Sheet on Excel
•Spring Fix/Spruce List
•Pre Sale Home Inspection and Appraisal
•One Year HMS or 2-10 Home Warranty
• RE/MAX Sign, Lockbox, &MLS Entry

28. How Does“Gold” Turn To “Sold”?
Your Personal Marketing Plan
• Qualified Customers with Loan Pre Approval
•Showingtime.com Email Feedback
• Buyer Representation on YOUR Next Purchase OR
• TLC Selection of Qualified Agent in Another Market
• Advanced Technology Training & Tools
•Monthly CMA Updates
•Hands On vs. Team Concept for Personal Follow Up
No Bones About It, these All Add Up to Golden Results

29. How Does “Gold” Turn To “Sold”?
Your Personal Marketing Plan
•Your Home on the Web (Extra Photos!)
•GoldenResults.com
•REMAX.com (Leadstreet Leads!)
•Realtor.com & Zillow.com
•CherylRitchie.com
•EMail Flyers
•List Hub Sites
•PLUS Active Rain Blog with RealBird OR
• SouthernMdRealEstateMarket.com

30. How Does “Gold” Turn To “Sold”?
Your Personal Marketing Plan
•Speed or Virtual Open Houses
•Mobile Website
•Virtual Tours & RE/MAX Leading Edge Broadcasts
•BrightMLS Community & School Reports
• EMail Tours, Feature Sheets &Just Listed Info
• Calls, Mailers &EMails to Old & Current Customers, Agents, Neighbors
•Automatic MLS Saved Search Notifications (Database Delivery!)
•Comps/SOLD Data
•Web Commercials , Blog Entries, & YouTube Videos
•NEW FEATURES 2023! Listings to LeadsTOOLS
•NEW 2023! KVCORVE Lead Integration Platform

33. Golden Results
C E R T I FIED
PRE-OWNED
Homes

35. Peace of Mind Warranty Covers You and the Purchaser

37. Hommati Stats: Homes Sell 31% Faster
with 4-9% Higher Sales Price PLUS
403% Higher Traffic and Inquiries

39. GoldenResults.com

40. CherylRitchie.com

41. RE/MAX.com

42. Additional Listing Syndication Advertisement 750+/- Websites

44. RealBird Single Property Flyers & Syndication

45. •Listings to LeadsTOOLS NEW FEATURES 2023!

47. EXTRA Tools: Lumens5 and SkedSocial

48. Throughout MANY Years…Mailers to Past Clients and Referrals

54. GotoMeeting.com or Zoom

55. GetSmartCharts.com

56. Docusign

61. •Top Producer Contact Manager Program PLUS
•NEW 2023! KVCORVE Lead Integration Platform

62. Saved Buyer/Seller Searches in MLS Mean Up
to Date Prospect Searches/Data for your Home!

63. I’m a 5-10% Stockholder… It Takes Teamwork, Cooperation, Participation

64. Let’s Review Forms, Data, Menu of Services, and Net
Proceeds on Excel Spreadsheets…Stockholder Certificate

65. Benefits of a Pre-Appraisal and Pre-Inspection
The benefits of ordering an appraisal and an inspection when
initially listing the home can make the entire marketing process
move smoother and quicker.
Establishes Objective Value
Validates List Price
Establishes Basis for Comparison
Creates Awareness of Condition of Home
Anticipates Potential Problem Areas
Saves Time
Pre-Appraisal & Pre-Inspection Save Time & Money, too!
Show Ready is Sold Ready to You!

66. CMA Mid Month Update

67. Let’s Discuss MLS Absorption Stats & Monthly MLS Reports

68. Cheryl’s Fetch the Feedback Program Keeps You Informed
Valuable Showing Feedback from Buyers!

69. Review of Viewing Traffic Statistics:
Realtor.com ListHub
GoldenResults.com
CherylRitchie.com RE/MAX.com

70. One Hour Speed or Virtual Open House

71. What Are Buyer
“Golden Results”?

73. How Does “Gold” Turn To “Sold”?
Your Personal Purchase Plan:
•Negotiation Leverage w/ Loan Pre Approval
• Up to Date RE/MAX “Just Listed” Voice & EMail Broadcast Info
• Convenient Information Access on Multiple Web Site Publications:
GoldenResults.com
Cheryl Ritchie.com
RE/MAX.com
SouthernMdRealEstateMarket.com,
Facebook, LinkedIn, Instagram
Are ALL Provided As Information Gathering Time Savers for YOU!

74. How Does “Gold” Turn To “Sold”?
Your Personal Purchase Plan:
•Utilization of Saved Searches in MLS PLUS
•Virtual Tours , Web Commercials , Real Bird Property Site PLUS
•Feature Sheets, Plats, & Disclosures/Disclaimers PLUS
•Just Listed Property Info PLUS
•Extra Community Info From BrightMLS PLUS
•Monthly EMail SOLD Data via BombBomb PLUS
•Blog Reports on GoldenResults.com PLUS
•RE/MAX House Tour Previews
Are ALL Provided As Information Gathering Time Savers for YOU!

75. How Does “Gold” Turn To “Sold”?
Your Personal Purchase Plan:
•HomeSnap Search PLUS
•Showingtime.com Product PLUS
•REDX Expired Listings OR FSBO Leads
•NEW FEATURES 2023! Listings to LeadsTOOLS
•NEW 2023 KVCore Communication Platform
Also Are ALL Provided As Information Gathering Time
Savers for YOU!

76. How Does “Gold” Turn To “Sold”?
Your Personal Purchase Plan:
•Provision of CMA/ Market Stats to Prepare your Offer
•Docusign & GotoMeeting.com or Zoom
•Schedule of Home Inspection & Misc. Inspections
•Ongoing Follow Through
• Computer Automated Office
PLUS 35+ Years Experience Hands On vs. Team Concept
Excellent Personal Updates & Follow Up
All Add Up to Golden Results!

77. Let’s Discuss Agency, the Buyer Agency Agreement , the Process, the Financing
Let’s Review the Homes on the Southern Maryland and Anne Arundel County Market…
Because You’re TOP Pedigree to Me!

78. Let’s work together when you see an
ad or sign that interests you…

79. Golden Results Loan Pre-Approval

80. Time Saving ZOOM, Facetime, GotoMeeting On Line Meetings

81. Website Sign Up also Available for Daily EMails of Homes that Fit
Your Parameters. Saved Buyer Searches in MLS Mean Up to Date
Prospect Searches for your Home!

82. GoldenResults.com

83. CherylRitchie.com

84. HomeSnap.com

85. Let’s Discuss MLS Absorption Stats & Monthly MLS Reports

86. Virtual Tours ,Web Commercials and GetSmartCharts.com
Stats on Market Conditions at GoldenResults.com provide
Valuable and Interesting “Golden Results” Information!

87. High Tech

88. Extra FSBO and Expired Listing information
for additional home inventory!

89. CMA Review Prior to Offer

90. Review of Buyer’s Closing Costs & Good Faith Estimates

91. Plus Home Inspection for Detailed Evaluation

92. Peace of Mind Warranty Choices Available

93. Complete Follow Up Automation

94. National Association of Realtors
Profile of Home Buyers and Home
Sellers Research REVEALS:

120. It’s a Price War and a Beauty Contest and You have to Win at Both!

130. You’ll hear me say….Let’s talk about…..

132. It’s a Price War and a Beauty Contest and You Have to Win at Both!
This is the BIG Kahuna. This is the Real Deal. This is Where It’s At.
Price is the Great Equalizer. Think about Foreclosures. They Sell. Price
Adjusts for Everything.
Casper Showings.Slippers and Jammies. Get the date to get Engaged!
The Sound of Microwave Popcorn
New Kid on the Block or NEW Kid at School..New Broom Sweeps
Clean!
10% ARE Selling. 90% ARE NOT.

133. Buyers VOTE with their Feet…No Pitter Patter thru the Door…
Your Spirits need not Soar, the vote is already cast and this vote has a
ROAR!
The Market speaks to us. The Silence is Deafening.
Athlete, Olympics…There’s Just One Number One Winner
Pretend you Won the Lottery and have to spend the winnings this
weekend on a home in this area in the price range on this already
researched paperwork ( which is your competition). How do we stack up?
Let’s “Shop the Actives” Let’s spend some of that Million Dollars on a
home. Let’s compare. Are you buying your home back … at what cost?

134. The Grocery Line…The Slinky
The Maytag Repairman…Pick up vs. Delivery Costs
The Depthfinder
The Petite Store…The Parade…The Prom
Who shows up at the Party? You have to have someone to negotiate with…
As a Seller….Time is not your Friend. (In my world, neither is chocolate)
My favorite book is “Gone with the Wind.” Those are Gone with the Wind
Prices.

135. You are the Gatekeeper for the “Guests”…You determine how many come thru
the Gate with the pricing you determine. Picture a Drawbridge. How many
Buyers are you going to allow thru?
NAR Stats 1-2 /2-3 showings then 10 then Overpriced. I don’t need to tell
you! You’ll tell me.
Healthy Market is 4-6 months. This is 10. This is a Buyer’s Market. RAZOR
Sharp Pricing is how you get in the 10%.
Why would someone buy an Overpriced Home in an Underpriced Market?
The Algebra Check…the Checks and Balance System…the Turnip Truck

136. You may not need to sell. But your competition in that ten percent
does. And that is who you are competing against. You have to
position yourself to WIN. You choose to be in the ten percent.
Have No Regrets, No Tears Pricing.
Who stole our sale?
There’s no second chance to be first choice.
Nine Months to Hatch and Longer…Radar Ready to Spot Razor
Sharp Pricing…Ready to Latch on the Correct Home that’s
Hatched.

137. The Market has rejected this price. You need to reposition your home in the
marketplace so it will sell.
What is your monthly payment and monthly cost to maintain this home? I want to
add the closing costs and price reduction a buyer may request in an offer, say 3-
5% and up, to this monthly cost. Those numbers add up to roughly___ for all
the estimated months to sell . Now let’s compare this to the number you are
thinking and let’s discuss a pricing strategy. You’re going to pay to play.
Buyers want more for less. At this price, you offer less for more, not more for
less. And remember, this is a Buyer’s Market saturated with a ten month versus
a healthy 4-6 month inventory with only 10%, in the very best sales pace zip
codes, of the inventory selling.

138. The Buyers see the Days on Market on the Printouts. The good homes
go in 30 days or so, still, even in this market. They’ve watched for nine
months and they know this. After that 45-60 day mark or so they are
asking how much the seller will take. Why would they offer the list price or
close to list when no one else has in al l that time? These Homes become
the leftovers. Why would a Buyer pay list price for leftovers? To them,
these are ready for the Clearance Rack. Do you want to be on the
Clearance Rack or in the Bargain Basement Department? Or do you
want to be in the Retail Store where you deserve to be? Think about it.
When you are overpriced, you are invisible to those who would want your
home and can afford your home but are rejected by those who can and will
buy more for less. You are in the wrong price category and being
compared to homes that offer lots more so your showings are Caspers.

139. Just like there are checks and balances in our government, there are
checks and balances in this system. Even if the Buyer has cash and has
just landed off a boat from some remote island, the agent will represent
the buyer and prepare a CMA before the offer is written… after they
have viewed dozens of homes with their own mental cash register that
clicks and ticks. The licensed appraiser has his job to keep and the
underwriter has the money to protect for the loan. Then, there’s easy
Buyer access to inventory and sales data online. There are no secrets.
The data’s all there and so are all the checks and balances.

140. You’re going to say your home offers so much more so you can price it for
more, right? Each home has special positive features that offer more and each
home has minus features that need to be adjusted. Price adjusts for everything.
It is the great equalizer. Focus on square footage and comments for condition
as we go thru the comps. Plus, always remember, there are mental roadblocks on
some of the big price points. Also, to be that Belle of the Ball may be $25K!
Life’s too short to make all the mistakes. Sometimes you have to learn from the
mistakes of others. Let the 90% of the Home Sellers who are not selling make
the pricing mistakes. You have to offer more than each home in your price
bracket. You have to stand out. You have to be hot to trot and trot to hot. You
have to win the race, win the battle, win the price war. As every Beauty Queen
or King should.

141. Phantom Inventory
You are Buying in this Market, too, at these interest rates and these
prices. You make it up in spades this way. It’s a GAIN not a loss in the big
picture…in the long run…Real estate is long range investment.
Add closing to sales price. Create Auction Environment.
Hand me the Four (one to spare) that I need to hand to the Appraiser
because that is what I will have to do.
Let’s Review the Numbers. Did you get a chance to review the PDF
I already emailed earlier? Let’s look at the showing reports first….

158. FIVE REASONS A PROPERTY SELLS
1 - Location
2 - Price
3 - Terms
4 - Condition of the property
5 - The Agent you select
YOU CONTROL FOUR OF THESE!

159. 1. Discuss Your Questions and Concerns
2. RE/MAX International & RE/MAX Positive State of the Market
3. Credentials, Stats & Golden Results
4. What Do Buyers Want ? (Tech Tools, Rainbow of Services, GOLD to
SOLD) PLUS, What Makes the Golden Results Marketing Plan
Golden?
5. Pile of Tech “Toys” and Online Presence
6. The Big Kahuna, The Real Deal, the Pot of Gold: “It’s a Price War and a
Beauty Contest and You Have to Win at Both”
7. I’m a 5-10% Stockholder… It’s Teamwork, Cooperation, Participation
8. Forms, Data, Menu of Services, Net Sheet
9. State of the Listing: Follow Up Meetings with Speed or Virtual Opens
10. Review your Answered Questions and Concerns for Golden Results!
“Golden Results” Meeting: Top Ten 2023 Listing Presentation For You

160. My Commitment To You
I Pledge To Give You The Golden
Results You Expect and Deserve.
Cheryl Ritchie, RE/MAX Leading Edge
Retrieve “Golden Results” With Cheryl

161. How to contact the Golden Girl : RE/MAX Leading Edge Office 410-224-3200
Office 410-224-3200
Cell ( Call or Text ) 301-980-7566
EMail GoldenGirl@GoldenResults.com
Website www.GoldenResults.com
You’ll Retrieve Golden Results with Cheryl Ritchie, RE/MAX Leading Edge

162. “Retrieve Golden Results With Cheryl”

163. Retrieve Golden Results with Cheryl

174. S A M P L E S: Note DOM Days on Market, List Price, Sales Price, Seller Subsidy & Remarks
NEW! 2022! Hommati.com
Hommati SAMPLE vs.
***GOLDEN! Real Bird Single Property Website with Custom GoDaddy URL GOLDEN!***
https://widgets.realbird.com/FeaturedListingsBoard.aspx?id=F2D7E2A2&rb_st=10.20.30&rb_ss=1&rb_large=1
https://listings.realbird.com/F2D7E2A2/235803.aspx
https://listings.realbird.com/F2D7E2A2/320078.aspx
Active Rain & GoldenResults.com Blog Post http://activerain.com/blogs/goldenresults
https://www.youtube.com/watch?v=24_IxbIiQsU
https://vimeo.com/321585011
https://www.youtube.com/watch?v=Sa_CM9aWw6g&feature=youtu.be
https://www.youtube.com/channel/UCs_Td8UEKEXp14T4eAAXXcg
Golden Video: https://t.co/lGJ8gk2nki
****DATA from NAR Profiles of HomeBuyers and Home Sellers Yearly Report ****