Burnell&Bragdon Real Estate


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Listing Presentation

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  • Selling your ideas is challenging. First, you must get your listeners to agree with you in principle. Then, you must move them to action. Use the Dale Carnegie Training® Evidence – Action – Benefit formula, and you will deliver a motivational, action-oriented presentation.
  • Open your presentation with an attention-getting incident. Choose an incident your audience relates to. The incidence is the evidence that supports the action and proves the benefit. Beginning with a motivational incident prepares your audience for the action step that follows.
  • Next, state the action step. Make your action step specific, clear and brief. Be sure you can visualize your audience taking the action. If you can’t, they can’t either. Be confident when you state the action step, and you will be more likely to motivate the audience to action.
  • To complete the Dale Carnegie Training® Evidence – Action – Benefit formula, follow the action step with the benefits to the audience. Consider their interests, needs, and preferences. Support the benefits with evidence; i.e., statistics, demonstrations, testimonials, incidents, analogies, and exhibits and you will build credibility.
  • To close, restate the action step followed by the benefits. Speak with conviction and confidence, and you will sell your ideas.
  • Burnell&Bragdon Real Estate

    1. 1. Burnell&Bragdon Today’s Professional Real Estate Team Donna & April 123 West Broadway Lincoln, Maine 04457 (207)794-2700 (207)794-2885(Fax) 1-877-794-2700 (Toll-Free [email_address] (E-mail) burnellbragdon.com (Web Page)
    2. 2. This presentation will be sharing information about……. <ul><li>Real Estate Professionalism </li></ul><ul><li>Marketing Tools and Strategies our TEAM Can Use </li></ul><ul><li>Selling Process </li></ul><ul><li>Our Experience & Credentials </li></ul>
    3. 3. April & Donna have been Licensed since 1986 & 1989, with the Department of Professional and Financial Regulation <ul><li>We are both Notary Publics and </li></ul><ul><li>Graduates of the Real Estate Institute </li></ul>Business Partners for “15” Years
    4. 4. When you have a REALTOR working with you, it says you have contracted: <ul><li>An informed Real Estate Professional </li></ul><ul><li>Being a member of the largest national/state organization ensures your broker subscribes and will be held to a strict Code of Ethics </li></ul>
    5. 5. National Campaign 2008 National Media Plan The NATIONAL ASSOCIATION OF REALTORS® Media Plan is a chart that illustrates when and where you can find the television spots for the 2008 Media Campaign . Use the links below to download printable PDF versions of our schedules. Click here to view the 2008 National Media Plan. Click Prime_Schedule_2008.xls here to view the 2008 Prime Time Schedule.
    6. 6. Monthly Bangor meetings of our local Association of Realtors <ul><li>Its NETWORKING: Talking with Brokers/Bankers from other areas about your property </li></ul><ul><li>Its Educational: Keeps us current of Laws to better Protect You </li></ul><ul><li>Its TECHNOLOGY: Enabling us to spend more time on each listing and find more prospective qualified buyer in less time </li></ul><ul><li>Its LEGISLATION: Keeps us informed and updated on laws that affect property rights and ownership </li></ul><ul><li>Its NETWORKING: Talking with Brokers/Bankers from other areas about your property </li></ul><ul><li>Its Educational: Keeps us current of Laws to better Protect You </li></ul><ul><li>Its TECHNOLOGY: Enabling us to spend more time on each listing and find more prospective qualified buyer in less time </li></ul><ul><li>Its LEGISLATION: Keeps us informed and updated on laws that affect property rights and ownership </li></ul>
    7. 7. MAINE Association of REALTORS Membership Benefits 1 Legal Hotline 2 Technology Hotline 3 E-NEWS 4 Standard Forms on Disk 5 Member Web Site 6 Electronic Membership & Referral Directory 7 Consumer Website 8 Education & Convention 9 Lobbying & Regulatory 10 Ahead of the Curve 11 Ethics Enforcement Maine Association of REALTORS® 19 Community Drive Augusta, ME 04330 (207) 622-7501 FAX (207) 623-3590 [email_address] http://me.living.net http://www.mainerealtors.com
    8. 8. <ul><li>Finding us is easy….. </li></ul><ul><li>for you and the buyer </li></ul><ul><li>Personal Promotion </li></ul><ul><li>Print Media Recognition </li></ul><ul><li>Yellow Pages in Phone Book </li></ul><ul><li>We are centrally & visually locate. </li></ul><ul><li>We have 3 phone lines into our office. </li></ul><ul><li>Toll-Free </li></ul><ul><li>24 Hour Fax Line </li></ul><ul><li>2 cellular phone numbers </li></ul><ul><li>24 hour voice mail </li></ul><ul><li>If we are on the phone, you will automatically get our voice mail, to leave a message. </li></ul><ul><li>If we are out of our office, with a client, or on personal time, you will receive our voice mail. </li></ul><ul><li>We check our message often </li></ul><ul><li>Returning our messages is top priority!!!!!! </li></ul><ul><li>2 E-Mail Addresses </li></ul>
    9. 9. Office Location 6180 SR 155 (Main Street) south of Rt. 6 12,500 US2 (W. Broadway) west of Fleming St . 11,080 US2/SR6 (southwest of Penobscot Valley Ave. (High St) 9,950 US2/SR6 (Main Street) South of SR6 (Lee Street) 11,000 US2/SR6 (WestBroadway) East to Park Street Average Daily Traffic Street Location (US2: SR6=State Route 6)
    10. 10. Errors and Omissions Insurance <ul><li>This protects our clients and us if any law suit is filed. </li></ul><ul><li>Our office carries a 1 Million Dollar Policy ($1,000,000) with Neal Associates. </li></ul><ul><li>They are our team of lawyers that are ready to cover us or advise us. They provide risk management on key Real Estate Topics to help us protect. </li></ul>
    11. 11. How will Buyers and other agents who have Buyers find Information/Photos of your Property ???? <ul><li>MLS </li></ul><ul><li>Internet </li></ul><ul><li>April &Donna </li></ul>
    12. 12. ListHub.com
    13. 13. MLS or Multiple Listing Service works to expose your property to other agents/offices quickly via the internet They can then expose your property to all their buyers!! More buyers …. More chances of selling! With the digital camera we will take photos today, other agents can download multiple interior & exterior photos onto their computers. This allows their customers/clients to shop without leaving their office or by using a laptop computer . A good first step in deciding if your property is for them!                                                                  
    14. 14. IDX=Internet Data Exchange <ul><li>Simply, what is Internet Data Exchange ( IDX ) ? </li></ul><ul><li>IDX gives MLS Participants the right to display limited property information from the MLS database on their Internet websites.  </li></ul><ul><li>Q. Why should we let our listings be displayed on our competitors' website? </li></ul><ul><li>A. Letting other Participants display listings on the Internet is a business decision each Participant must make, taking into account their duty to promote the best interests of their clients; to cooperate with other REALTORS; and the opportunity to use the Internet to better serve their clients and customers. </li></ul>
    15. 15. <ul><ul><li>Top 10 advantages of the IDX Smart-Frame Solution! </li></ul></ul><ul><li>All Realtor® members become empowered to deal with the real estate consumer of the future. </li></ul><ul><li>Consumers will be able to obtain consistent, accurate property information from local brokers websites. </li></ul><ul><li>When consumers visit these Web sites, they will stay longer because the brokers have more to offer and they will not have to link off to another web page that compiles Berkshire property data. </li></ul><ul><li>Local brokerage Web sites will become the best source of listing data and compete with national aggregating sites (i.e.: Realtor. COM) </li></ul><ul><li>Sellers will have maximum exposure of their property information with stringent display requirements to ensure compliance with MLS rules. </li></ul><ul><li>Members can fully market their services on the Internet. </li></ul><ul><li>Members can finally take advantage of the data that they and other brokers have contributed to the system. </li></ul><ul><li>Members can obtain and maintain first contact with the consumer in the real estate transaction. </li></ul><ul><li>As brokers become more innovative in offering on-line services, listing displays will be a critical factor in their success </li></ul><ul><li>The MLS has created a free, innovative way to increase services to your customer & clients, brand your company name, and remain the best resource for real estate information. </li></ul>
    16. 16. Where Did Internet Buyers Choose Their Agent? <ul><li>Of those who found agent online, 88% found them via a home listing </li></ul>
    17. 17. Realtor.com <ul><li>The MLS information we submit on each listing is automatically forwarded to Realtor.com </li></ul><ul><li>Which then exposes your property,,, </li></ul><ul><li>World Wide!!! VIA the Internet </li></ul><ul><li>Burnell&Bragdon offers an ENHANCED Listing Site </li></ul>
    18. 18. Description $373,100 Located in City: LOWELL, Zip Code: 04433 <ul><li>Features School District: SAD </li></ul><ul><li>1.96 acre's) Level lot is 85378 sq. ft. </li></ul><ul><li>Body of water: COLD STREAM POND </li></ul><ul><li>125 ft. waterfront </li></ul><ul><li>Attached parking 1 car garage </li></ul><ul><li>Boat facilities Boat dockage </li></ul><ul><li>Automatic garage door </li></ul><ul><li>Hot tub Waterfront property </li></ul><ul><li>Shingle roof Wood siding </li></ul><ul><li>Frame exterior </li></ul><ul><li>Estimated annual taxes: $2297 </li></ul><ul><li>Private sewer service Private water supply </li></ul><ul><li>2 total bath's) 3 total bedroom's) </li></ul><ul><li>Bathroom on main floor Cathedral ceiling </li></ul><ul><li>Master bedroom upstairs </li></ul><ul><li>Total interior sq. ft.: 2658 </li></ul><ul><li>Hot water Oil heating Baseboard heat </li></ul><ul><li>Wood stove Clothes dryer Electric range Dishwasher Refrigerator Clothes washer6 total rooms Finished basement Master bedroom </li></ul><ul><li>Colonial style Year built: 1991 </li></ul>                    Realtor.com (Enhanced Website)
    19. 19. Signage is one of the biggest marketing tools April and Donna use. Buyers like to “DRIVE BY” and see neighborhoods before they preview the interior of a property Calls from Signage…. Yours & Other Listings Are a major source of Recruiting buyers for Your “PROPERTY”
    20. 20. <ul><li>Bangor Daily News Piscataquis Observer </li></ul><ul><li>Coffee News Northwood's Sporting Journal </li></ul><ul><li>The Big 3 County Directory Uncle Henry’s </li></ul><ul><li>Verizon Calais Advertiser </li></ul><ul><li>Maine Sportsman Special Promotional Programs </li></ul><ul><li>Katahdin Times Lincoln News </li></ul><ul><li>Houlton Pioneer Penobscot Times </li></ul><ul><li>Real Estate Book </li></ul>Print Media
    21. 21. Remember….. Print ADS are run to solicit call Ads do not sell houses, AGENTS , do! When an “ad call” comes in Apri l and Donna use their expertise To turn that caller into a Pre-Qualified buyer That can purchase your property, not just look at it! <ul><li>Looking at property before buyers have worked with a banker may waste your </li></ul><ul><li>time and effort in preparing your property to be shown. </li></ul><ul><li>All buyers look at more than one property and rarel y purchase the </li></ul><ul><li>one the they have called on </li></ul><ul><li>That is why all Print ads help sell all properties of similar nature and price. </li></ul>
    22. 22. We use most print medias Each property is evaluated to determine the best market to target … Cost vs. effectiveness and Experience helps us to make these Decisions, but we always wish to know and Understand you desires or concerns.
    24. 24. BURNELL&BRAGDON REAL ESTATE APRIL & DONNA A PROFESSIONAL REAL ESTATE TEAM COMPARATIVE MARKET ANALYSIS Selling at the right price is key to turning a listing into a timely sale .
    25. 25. SOLD PROPERTIES Regardless of what people may ask for their properties, the only valid test of value is the price for which they actually sold CURRENT PROPERTIES The properties currently on the market constitutes the competition in today’s market. DOM indicates how many days the property has been on the market. Is that property going to help sell yours? Or will yours help sell theirs?
    26. 26. Some indicators of value are not in your control <ul><li>Economic conditions </li></ul><ul><li>Jobs available of people for those jobs </li></ul><ul><li>Average wage of area jobs </li></ul><ul><li>The number of people coming or going to an area </li></ul><ul><li>The different physical attractions to an area </li></ul><ul><li>Number and quality of schools </li></ul><ul><li>Police protection </li></ul><ul><li>Fire protection </li></ul><ul><li>Tax Base </li></ul>
    27. 27. <ul><li>Principle of Substitution </li></ul><ul><li>Regression &Progression </li></ul>Value: $250,000 Value:______? $9,000.00 WELL $17,000 WELL <ul><li>Value is determined by what a purchaser </li></ul><ul><li>gets OUT of a product….Not what an owner </li></ul><ul><li>has IN it. </li></ul><ul><li>REGRESSION </li></ul><ul><li>PROGRESSION </li></ul>Surrounding property values influence the value of your property. <ul><li>SUBSTITUION </li></ul>REGRESSION & PROGRESSION
    28. 28. LISTING RANGE <ul><li>The “listing range” we suggest does not </li></ul><ul><li>mean the sale of your property could not </li></ul><ul><li>occur at a higher or even lower price. </li></ul><ul><li>The price you ultimately receive will depend </li></ul><ul><li>On your motivation, the motivation of the </li></ul><ul><li>buyer, and the market conditions at the time of the offer </li></ul><ul><li>received. </li></ul>Once we have tested the market at your listing price, we will make periodic reviews to ensure we remain competitive.
    29. 29. The Price We Market Your Property at is Your Decision. <ul><li>Our job is to advise you of the market conditions and the other factors you need to make your decision. </li></ul><ul><li>WE WORK FOR YOU! </li></ul><ul><li>Select you Real Estate Broker on his/her service plan and credentials. </li></ul><ul><li>Listing price/market value is a separate issue. </li></ul>Bargaining Room: Buyers may offer low, but they will do that at ANY price. It is easier to negotiate up to fair market value to an inflated price.
    30. 30. Enhancements and Protections To Our Listing Plan
    31. 31. Building Inspection Report Cash Bonus Home Warranty
    32. 32. <ul><li>We recommend Mortgage Brokers whom </li></ul><ul><li>we have a good working relationship </li></ul><ul><li>to team up with any potential buyers. </li></ul><ul><li>We know from past experience they </li></ul><ul><li>will do a quality job in a timely manner. </li></ul><ul><li>Most buyers we receive call from are </li></ul><ul><li>to be pre-qualified before we show them </li></ul><ul><li>your property. </li></ul><ul><li>This saves time and effort on your </li></ul><ul><li>part and ours. </li></ul>
    33. 33. Maximize Your Profits Dress your House for Success A checklist to help you sell your house for the best price in the least amount of time. Asked April and Donna for a check list Brochure
    34. 34. 24 HOUR Notice of any showing will always be hoped for, The decision will always be yours to make. <ul><li>Any results of a Showing will be communicated as soon as we know. </li></ul><ul><li>Buyer Brokers may not </li></ul><ul><li>Wish to communicate </li></ul><ul><li>Any motivation to us. </li></ul><ul><li>A monthly report </li></ul><ul><li>of activity will be </li></ul><ul><li>mailed /e-mailed to </li></ul><ul><li>you . </li></ul>
    35. 35. April and Donna will handle all follow up & keep you informed after a contract has been accepted. <ul><li>Closing Location and Time </li></ul>To include but not limited to coordinate time tables and schedules <ul><li>Attendance At All Proceedings </li></ul>April and Donna <ul><li>Lawyers </li></ul><ul><li>Surveyors </li></ul><ul><li>Mortgage Loan </li></ul><ul><li>Officers </li></ul><ul><li>Inspections </li></ul><ul><li>Appraisers </li></ul><ul><li>Foresters </li></ul>
    36. 36. <ul><li>When we receive an offer from another </li></ul><ul><li>broker or write a buyers proposal to </li></ul><ul><li>purchase your property…… </li></ul>April or Donna will use their top notch negotiation skills, training, and experience to help you objectively to evaluate every buyers proposal. Our goal is to write a legally binding win-win agreement that will be most Likely make it through the entire process. To closing and YOUR Paycheck
    37. 37. April & Donna offer a full service Real Estate Marketing Program <ul><li>We are paid in several ways </li></ul><ul><li>Flat Fee (Minimums and Hourly) </li></ul><ul><li>Per Service Fee </li></ul><ul><li>A Commission Basis 7%-10% </li></ul><ul><li>Most Popular is the commission basis, there is fee until your </li></ul><ul><li>Property is sold. </li></ul><ul><li>There is additional fee for another broker to show his/her </li></ul><ul><li>Buyer your property. </li></ul>We may not be the one who sells your property but we hope to be the reason WHY!!
    38. 38. Seller NET Sheet
    39. 39. In CONCLUSION>>> We hope you will agree,,,,,,,,, <ul><li>Burnell & Bragdon Real Estate </li></ul><ul><li>April and Donna </li></ul><ul><li>Are the brokers of choice to ensure you have hired </li></ul><ul><li>someone with </li></ul><ul><li>Solutions to your home selling needs!! </li></ul>Thank-You!