Selling Your Home


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  • Before I begin I would like to thank you for your time and the opportunity to meet with you.
  • Selling your home is a major decision
    Choosing who will represent you in that sale is even more important.
    That’s why we are proud to be real estate consultants
  • Selling Your Home

    1. 1. Selling Your Home Prepare By Linda Wilson
    2. 2. I look forward to speaking with you about the future sale of your home. I am confident you will feel that the programs I outline for you will provide you with the greatest possibility of selling your home for the highest price in the shortest period of time with the least amount of hassles. I have enclosed a number of useful documents about the home-selling process and the benefits I can offer you. I look forward to speaking with you about getting your home sold, helping you, your friends and your family with all of your real estate goals. Sincerely, Linda Wilson Real Estate Consultant Keller Williams Realty Partners, Inc. 11005 Metcalf Ave Overland Park, KS 66210 913-266-5830
    3. 3. Because Your Move Matters Linda WilsonLinda Wilson At Your ServiceAt Your Service Keller Williams Realty Partners, Inc. Office: 913-266-5830 Cell: 913-486-SALE
    5. 5. Understanding The Principles • Customer Service Commitment • Benefits of Using a Real Estate Consultant • 20 Ways to Help Sell Your Home FAST! • Factors That Influence Property • Home Warranty • Marketing Plan •Johnson County Stats •Why Keller Williams Realty • About Me • Needed Information * Real Estate Glossary To Keller Williams Website
    6. 6. I commit to…I commit to… Provide you with a thorough comparable market analysis of your home. Assist in all pre-listing preparations. Initiate a marketing and promotion campaign based on my experience and success that capitalizes on the Keller Williams Realty brand. Make every effort to negotiate terms that match your goals. Manage all transaction details through closing to minimize any risk that will impact your timeframe or net proceeds. Provide you with excellent service throughout the transaction. Be accessible to you and communicate frequently!
    7. 7. Benefits of Using a Consultant Time is Money How much is your time worth? $________ per hour. If you don’t use a real estate professional, expect to spend at least 100 hours selling your home – assuming there are o problems! Considering your work, family, and personal commitments, is that the best use of your time? It’s a Big Deal Selling (and buying) a home is a big deal. Most people don’t sell more than two homes in their lifetime, so it’s not something they develop expertise in. There are ever-changing laws, ethical practices and practical considerations that you don’t want to learn on your own through trial and error or relying on a book or information off the Internet. It’s just not worth the risk. I Can Help! My goal is to give you a 10+ experience! What Benefits I provide to you: Because…. 1. Consult with you on how to get your home in top- selling condition. We want to WOW prospective buyers during the first 30 days that your home is on the market. 2. Give you up-to-date information on what’s happening in the marketplace. Having up-to-date market information helps us strategize. 3. Provide you with information on competing properties; e.g. list price versus actual SOLD price, financing terms, condition and more. The fair market value of your home is determined by what competing properties are selling for right now.
    8. 8. Benefits of Using a Consultant (continued) What Benefits I provide to you: Because…. 4. Market your home to other real estate agents and the public using research-based marketing strategies. There is a misconception that advertising sells real estate. Research conducted by the National Association of REALTORS shows that 41% of homebuyers fist learned about the home they purchased from an agent; only 7% from a newspaper ad. 5. Help you objectively evaluate and negotiate every buyer’s offer without compromising your position. An offer is just the beginning of a process of appraisals, inspections and financing – a lot of possible pitfalls. I can help you write a legally binding win-win contract that is more likely to make it through the process. 6. Help you close on the sale of your home. The paperwork alone is overwhelming and it is not unusual for questions or unexpected problems to occur during closing (settlement).
    9. 9. Consultant Vs. Agent Fiduciary (Consultant) • Advises and Consults • Educates and Guides • Involved in Decision Process • Uses Judgment and Experience • Irreplaceable • Highly Compensated Functionary (Agent) • Delivers Information • Tells and Sells • Stays out of Process • Follows the Rules and Procedures • Replaceable • Minimally Paid To Keller Williams Website
    10. 10. 20 Ways You Can Help Your Home20 Ways You Can Help Your Home SellSell FAST!FAST! 1. Enhance your curb appeal – lawn, shrubs, flower beds and porch should all be attended to in an effort to create a great first impression. 2. Clean, paint and then clean again – inside and out. 3. Worn or dirty carpet is a big turn-off for buyers – clean or replace as necessary. 4. Check all faucets and bulbs for proper operation. 5. Make sure all doors (including cabinets and closets) open and close easily. 6. Remove any safety hazards – shoes, extension cords, low-hanging lights, etc. 7. Clean all storage areas and remove everything that isn’t necessary. 8. Organize your closets and pack anything you don’t absolutely need. 9. Make your bathrooms sparkle and display your best towels, floor mats, etc. 10. Create the illusion of space – remove everything from countertops and vanities that you don’t use daily. 11. Create dream bedrooms – remove excess furniture for a spacious but comfortable look.
    11. 11. 20 Ways You Can Help Your Home Sell20 Ways You Can Help Your Home Sell FAST!FAST! 12. Brighten the day - open all blinds and draperies, and turn on all lights before showings. 13. Light the night – turn on all lights (including outdoor) to add color and warmth, and make prospects feel welcome. 14. Turn off televisions, but consider leaving some quiet music playing while the house is being shown. 15. Remove pets from the home for showings – some people are afraid of dogs and many are allergic to cats. 16. Speaking of pets – do anything necessary to eliminate the odor of pets or cigarette smoke. 17. The scent of freshly baked bread or cookies can help, but refrain from cooking foods that will result in pungent odors – cabbage, fish, etc. 18. Give them space and let them linger – potential buyers often feel like intruders when the sellers are present during showings. 19. Consider a home warranty – it will cover you during the listing period and give buyers added confidence about the mechanical integrity of the home. 20. Help me help you – if a prospect comes to your door, please refrain from talking about price, terms or other real estate matters.
    12. 12. Factors That Influence The Value Of Your PropertyFactors That Influence The Value Of Your Property •Physical Qualities Of The Property •Location •Age •Size of house and lot •Floor plan and architectural style •Overall condition of the property •Market Conditions •Interest rates and availability of financing •Buyer demand •Prices of recently sold comparable properties •Seasonal demand •The Competition •The number of similar properties for sale •Their prices, location, condition and the motivation of these sellers
    13. 13. Factors ThatFactors That Don’tDon’t Influence The Value OfInfluence The Value Of Your PropertyYour Property • Original Price • The price you originally paid for your property • Previous Appraisals • Your county tax appraisal or appraisals done for “refinance” purposes • Needed Proceeds • The cash proceeds you want or need from the sale of your home • Repairs, Replacements And Maintenance • Repairs or replacement of items such as roofs, furnaces, a/c, etc • Opinions • What non-professionals say your property is worth
    14. 14. Home Warranty PlansHome Warranty Plans 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 but: We have arranged to have your home covered during the time your home is on the market!
    15. 15. Marketing Your Home • Input your listing to MLS. • Install nationally recognized sign. • Provide information fliers. • Pricing Guidance. • Prepare Advertising. • Hold Broker Open House. • Give Feedback on showings. • Review contracts and represent you in negotiations. • Guidance in staging your property. • Complete all repairs and cleaning. • “Stage” your home to be appealing. • Hide valuables (also prescriptions). • Keep marketing information out for prospective buyers. • Call me if information is depleted. • Leave premises for showings. • Call me with any questions. • Refer friends and acquaintances who might be interested in your property. • Refuse to discuss terms with prospective buyers or their agents. Agent Client Our Respective Duties
    16. 16. Marketing Plan  Advertise to Coop Agents  Home Staging  Home Warranty During the Listing Period  Complete Marketing System Designed for Maximum Exposure  Customized Strategic Marketing Plans  Marketing Reports sent to you weekly  Competitive Best Price Negotiation  Professional Transaction Service Personalized for your needs  Constant Communication
    17. 17. When It Comes To Marketing… •Neighborhood Mailings •Coop Agent Advertising •Multiple Websites •Virtual Tours •Color Flyers •KW Red Book in KC
    18. 18. Marketing and PromotionMarketing and Promotion • Place my sign in the yard and a lockbox at your door • Request permission from home owners to place pointer signs as appropriate • Create a listing for your property in the Multiple Listing Service (MLS) • Review MLS listing with you for accuracy • Enter showing instructions and create your account at Showing Solutions • Order home warranty at your discretion • Announce new listing to all Keller Williams Realty Partners, Inc. agents • Schedule agent tour, create and submit flyer to all 2400+ area agents • Schedule public open house, create and submit ad • Prepare and deliver home presentation brochures • Confirm that your listing is visible on all other web sites (details to follow) • Solicit and respond to prospective buyer phone and email inquiries • Follow-up with other showing agents to get additional feedback • Schedule regular calls or meetings to discuss market activity and feedback
    19. 19. WHERE BUYERS FIRST LEARNED ABOUT HOME PURCHASED Compiled from NAR 2005 Profile of Home Buyers and Sellers report. Realtor 36% Internet 24% Yard Signs 15% Referrals 7% Other > 1% Knows the Seller 3% Home Builders 7% Advertising and Newspaper 6% We Have All Your Bases Covered
    20. 20. Almost 70% of buyers find their homes from 3 major sources. 1. Realtors who use the MLS 2. Signs 3. Internet Realtor 41% Sign 16% Other 32% Internet 11% We concentrate our marketing efforts where it counts
    21. 21. Database used by over 10,000 real estate agents Each with a potential buyer The MLS or Multiple Listing System is a cooperative database used by all real estate agents with membership. This database contains all the information about homes available for sale, homes that have contracts that have not closed, and homes that have sold.
    22. 22. Where is your listing seen on the web? For the 1st time in history more buyers found their home on the internet than in the newspaper. (source NAR) KW.COM www.your
    23. 23. Neighborhood Mailings Your neighbor may have a friend or relative that would like to buy your home.
    24. 24. A Virtual Tour On Your Home ! Realtors that use a virtual tour are 168% more productive than agent that don’t.. Virtual tours attract 6 times more buyers and more showings Our tours are fast loading for dial up, and they are not distorted
    25. 25. Color Flyers Sets your house apart from the competition We use color pictures so your potential buyer is reminded of all the amenities of your home.
    26. 26. A well priced listing at theA well priced listing at the beginning is the mostbeginning is the most important factor in selling theimportant factor in selling the property forproperty for toptop priceprice..
    27. 27. Selling Price Vs. TimingSelling Price Vs. Timing • Timing is extremely important in the real estate market. • A property attracts the most activity from the real estate community and potential buyers when it is first listed. • It has the greatest opportunity to sell when it is new on the market. WEEKS ON MARKET A C T I V I T Y 1 2 3 4 5 6 7 8
    28. 28. Johnson County Stats TESTIMONIAL TAB GOES HERE 0 500 1000 1500 2000 2500 3000 3500 4000 4500 D ecem ber'07 January '08 February '08 M arch '08April'08M ay '08June '08July '08 August'08 Septem ber'08 O ctober'08 N ovem ber'08 D ecem ber'08 # Sold # New # Active
    29. 29. Our Company Why Keller Williams?
    30. 30. Our Values. . . Win-Win — or no deal Integrity — do the right thing Commitment — in all things Communication — seek first to understand Creativity — ideas before results Customers — always come first Teamwork — together everyone achieves more Trust — starts with honesty Success — results through people
    31. 31. Mo Anderson Vice Chairman of the Board Gary Keller Chairman Of The Board About KELLER WILLIAMS® Realty • Founded in Austin, Texas, on October 18, 1983. • KELLER WILLIAMS® Realty laid the foundation for agents to become real estate business people. • Mo Anderson owned the #3 franchise in the largest real estate company in the world. • Gary Keller was chosen by Realtors across the U.S. as one of five of the “Most Admired” REALTORS® in the nation. KELLER WILLIAMS® FACTS: • “Most Innovative Real Estate Company” — Inman News. • 77,594 + real estate consultants. • 608 + offices in the U.S. and Canada. • 4th largest real estate company in North America. • Excellence in real estate consultation training.
    32. 32. KELLER WILLIAMS®
    33. 33. Our Office Keller Williams Realty Partners, Inc. Year Opened: 1999 Team Leader: Sheri Dyer Support Team: Cindy Gerhards MCA Phone: 913.906.5400 Fax: 913.906.5433 11005 Metcalf Ave. Overland Park, KS 66210
    34. 34. Name: Linda J. Wilson Professional Designations: Workforce Housing Specialist (WHS) Certified Real Estate Sales Training (CREST) Designated Residential Specialist II (DRSII) Very Nice Person (VNP) Education: AA Degree, Liberal Arts, KCKCC Languages: English Family: Married 24 years, 5 children, 6 grandchildren Hobbies: Karate (Shaolin Kempo), Scrabble, Sudoku, Audio Books Client Testimonials: Demonstrate integrity, loyalty and commitment My Biography
    35. 35. Our Difference…Our Difference… Agents with traditional companies have little investment, and therefore little risk in listing your property. But, for me it is critical to have your home SOLD. If I don’t sell your home, my investment will be lost!