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Insert Your Name Here    Realtor® | Marketing Consultant    Date1
A Word of Thanks to You!    Thank-you for the opportunity to discuss marketing    your property.    Selling your home is a...
Our GuaranteeOur commitment is to provide a results-oriented real estate experience that will achieve the highest price   ...
Understanding Your       Expectations     What are your expectations of your real estate      agent?     What concerns d...
Promoting Your Property    Please answer the following to help us    target our marketing to the right buyers.5
Strategies to    Get Your Home Sold6
#1    Merchandising7
# 1 Merchandising8
Elements of Merchandising    Access    What potential buyers    Expect when requesting    a showing.                      ...
Elements of Merchandising Staging You’re invited to visit our “Stage to Sell” video section of bhgrealestate.com orScan th...
Elements of Merchandising Curb Appeal Make that first impression count! Interior Condition Learn how to leverage the “Powe...
Merchandising Walk-thru12
Merchandising Walk-thru13
Recommendations for Creating     A Competitive Property           The following enhancements will help establish          ...
MerchandisingChecklist before leaving home     Exterior     •Remove toys, newspapers, yard tools and other     clutter.   ...
#2     Competitive       Market     Positioning16
#2 Competitive Market     Positioning     Market positioning can be the key to     maximum market exposure and, ultimately...
#2 Competitive Market     Positioning A Competitive Market Analysis is an x-ray of the current     market and considers si...
#2 Competitive Market     Positioning     We are the only broker that takes the traditional       market analysis 2 steps ...
#2 Competitive Market Positioning What happens when you position your home beyond market range?     •Fewer buyers are attr...
#2 Competitive Market     Positioning       Market Position in Relationship to               Fair Market Value     MARKET ...
Online        and       Offline22   Promotion
Promotion     Online and OfflineNational Association of Realtors® Profile of Homebuyersand Sellers 2011 indicates that buy...
Promotion – Online and     Offline        To successfully promote your property to        the market, it is important to k...
#3 Online Promotion –        It’s Important!      - 9 out of 10 homebuyers used        the Internet as a tool when        ...
26
www.bhg.com27
#3 Online Promotion Upgrade     Your home will be showcased, branded and featured on Realtor.com !                        ...
Digital Promotional Strategies       • Web Commercials       • Virtual Tours       • Property Slide Shows       • Houston ...
# 4 Offline Promotion     Because 87% of all buyers used a real estate agent as a source     of information in 2011*,, we ...
#4 Offline Promotion31
# 4 Offline Promotion –     National Print Advertising                          MARCH 201132
#4 Offline Promotion - PinPoint Finding out about you when  you first bought your home enables me to target buyersin the s...
# 4 Offline Promotion –     Print Property Marketing34
#4 Offline Promotion –     Yard Signs35
36
#5     Networking        And       Target37      Marketing
#5 Networking /     Target Marketing  Personal sphere of influence  Professional agent network  Target marketing to    ...
Strategies that Sell Your Home             #6            The           Power             of39          Branding
#6 The Power of Branding                       A recent NY Times survey                       indicated that 96% of       ...
Changing the Business of RealEstate Through Service,Innovation and Values The name “Better Homes and Gardens” is a househo...
Strategies that sell your home             #7         Negotiation         and Closing42
#7 Negotiation and     Closing       Negotiate favorable terms and        conditions       Advice and counsel – especial...
Summary of 7 Strategies44
Do you have any      questions about         how these     strategies can get      your home sold?45
Better Homes and GardensReal Estate Gary Greene The company - Founded in 1963 in Houston by Gary Greene, the founder is st...
Thank-you!47     Thank You
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Marketing Strategies for Luxury Homes in The Woodlands TX

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Marketing Strategies for Luxury Homes in The Woodlands TX

  1. 1. Insert Your Name Here Realtor® | Marketing Consultant Date1
  2. 2. A Word of Thanks to You! Thank-you for the opportunity to discuss marketing your property. Selling your home is an important decision for you. My goal is to sell your property for the highest attainable price, within the time frame that fits your plans, and to make the home selling process as stress-free, successful and efficient as possible. The purpose of my proposal is to help guide you through the merchandising and marketing process, to acquaint you with the current market activity and to explain how Better Homes and Gardens Real Estate Gary Greene and I can assist you in achieving the sale of your home. My hope is that you will be very happy with your home selling experience. Again, thank you for allowing me to assist you in the marketing of your property. Very truly yours, Ken Brand, Sales Manager2 832-797-1779 | Ken@KenBrand.com
  3. 3. Our GuaranteeOur commitment is to provide a results-oriented real estate experience that will achieve the highest price possible for your home with the least inconvenience to your family and in a time frame that meets your needs.As your marketing professional, I will:Communicate with you on an agreed upon interval and method: phone, email, text messageProvide you with ideas and recommendations that will enhance the presentation of your home to the public and to the real estate community.Develop a list of features that will more likely attract showings to the right buyers.Schedule the dates you can expect completion of marketing activities including:  Multi-photo marketing on all web sites, provided web site accepts multi-photos under normal conditions.  Color flyers strategically distributed to generate activity  Mobilize the entire local market sales force of Realtor® members of the Multiple Listing Service®. This will include e-mail or direct notification to those agents who have sold a home in your area in the last six months.  Place your home on multiple internet sites – see our Internet Marketing Menu.  Communicate daily or weekly updates about changes in your market.Periodically reevaluate the market, reviewing with you recent activity of sales and new listings.Provide you with available feedback after showings, when received and be candid about suggestions that are made to improve our position. I will look for every opportunity to obtain an offer to purchase your home.At your request, I will obtain information and a sample quote on insurance for your home in order to facilitate the sale.Obtain information from the buyer on their ability to qualify for a mortgage before you are asked to take your home off the market for a contract.My manager will be available to discuss any concerns with you.When an offer is received on your home, I will diligently work as your advocate to help you achieve the highest price and the best terms possible. I will also be your advocate in the negotiation of repairs.Coordinate all the closing procedures with the mortgage company, the title company, the appraiser, the inspectors, and the cooperating agent.Review your papers before closing, if available and attend the closing with you.Our Guarantee to You:Our Guarantee to You:If, during the listing period, you feel that I do not perform to this standard, you may talk with my manager and if your concerns can not be satisfied, Better Homes and Gardens Real Estate Gary Greene will release you from the listing.3______________________________________ ______________________________Better Homes and Gardens Real Estate Gary Greene Seller_________________ ____________________________________________________Date Seller
  4. 4. Understanding Your Expectations  What are your expectations of your real estate agent?  What concerns do you have about working with a real estate agent?  How important is regular communication with your real estate professional?  How often do you want to be contacted?4
  5. 5. Promoting Your Property Please answer the following to help us target our marketing to the right buyers.5
  6. 6. Strategies to Get Your Home Sold6
  7. 7. #1 Merchandising7
  8. 8. # 1 Merchandising8
  9. 9. Elements of Merchandising Access What potential buyers Expect when requesting a showing. Steps you can take to enhance a sale: Written disclosure Home warranty Professional home9 pre-inspection Staging
  10. 10. Elements of Merchandising Staging You’re invited to visit our “Stage to Sell” video section of bhgrealestate.com orScan the code with your cellphone to watch “Staging toSell” success story video,http://neom.us/43160969602810
  11. 11. Elements of Merchandising Curb Appeal Make that first impression count! Interior Condition Learn how to leverage the “Power of Color” in the video section of bhgrealestate.com to prepare your house to sell.11
  12. 12. Merchandising Walk-thru12
  13. 13. Merchandising Walk-thru13
  14. 14. Recommendations for Creating A Competitive Property The following enhancements will help establish a strong market position for your property.Property address: • Exterior • Kitchen • Bathrooms • Entry/Living/Dining/Family room • Bedrooms • Garage/Basement • OtherPrepared for: (Seller’s Name) By: (Sales Professional’s name and company)14 Date:
  15. 15. MerchandisingChecklist before leaving home Exterior •Remove toys, newspapers, yard tools and other clutter. •Tidy up; pick up after pets. •Park vehicles in the garage or on the street; leave the driveway clear. •Add color with flowers and potted plants. Interior •Make beds; clean up dishes; empty wastebaskets. •Remove clutter throughout; organize closets and cupboards; put away toys. •Set out “show towels” in baths. •Freshen the air; potpourri or baked bread aroma; deodorize pet areas; set comfortable temperature. •Do quick vacuuming and dusting. •Arrange fresh flowers throughout. •Fire in fireplace (when appropriate). •Turn off television; play soft background music.15 •Open drapes and shades; turn on lights.
  16. 16. #2 Competitive Market Positioning16
  17. 17. #2 Competitive Market Positioning Market positioning can be the key to maximum market exposure and, ultimately, a satisfactory sale. The existing pool of prospective buyers determines a property’s value, based on:  Location, design, amenities and condition.  Availability of comparable (competing) properties. This includes not just your neighborhood but similar priced neighborhoods in the region.  Economic conditions that affect real property transactions. Factors that have little or no influence on the market value of a house include:  The price the seller originally paid for the property.  The seller’s expected net proceeds.  The amount spent on improvements. The impact of accurate positioning:  Properties positioned within market range generate more showings and offers, and sell in a shorter period of time.17  Properties positioned too high have a difficult time selling.
  18. 18. #2 Competitive Market Positioning A Competitive Market Analysis is an x-ray of the current market and considers similar properties that: Have sold in the recent past ∙ This shows us what buyers in this market have actually paid for properties competitive to yours. Are currently on the market ∙ These are unsold properties that will be competing with yours for the attention of available buyers. Failed to sell ∙ These homes were rejected by the market place. Understanding why these properties did not sell can help avoid disappointment in the marketing of your property.18
  19. 19. #2 Competitive Market Positioning We are the only broker that takes the traditional market analysis 2 steps further. We’ll review these 2 extra steps together: 1. Trend of “time on the market to sell” by price range of your neighborhood and 2. Trends in Centralized Showing reports to find out what price ranges buyers are looking in your zip code. An analysis of the above trends lend more insight into the current market and helps you make a better decision on the initial market position..19
  20. 20. #2 Competitive Market Positioning What happens when you position your home beyond market range? •Fewer buyers are attracted, and fewer offers received. •Marketing time is prolonged, and initial marketing momentum is lost. •The property attracts “lookers” and helps competing houses look better by comparison. •If a property does sell above true market value, it may not appraise, and the buyers may not be able to secure a loan. •The property may eventually sell below market value.20
  21. 21. #2 Competitive Market Positioning Market Position in Relationship to Fair Market Value MARKET POSITION IN % OF PROSPECTIVE RELATIONSHIP TO FAIR PURCHASERS WHO WILL MARKET VALUE LOOK AT PROPERTY21
  22. 22. Online and Offline22 Promotion
  23. 23. Promotion Online and OfflineNational Association of Realtors® Profile of Homebuyersand Sellers 2011 indicates that buyers use both online andoffline resources when searching for a home.23
  24. 24. Promotion – Online and Offline To successfully promote your property to the market, it is important to know what sources buyers used in 2011 in a home search.24
  25. 25. #3 Online Promotion – It’s Important! - 9 out of 10 homebuyers used the Internet as a tool when searching for a home - 37% of buyers found their home online - 85% of buyers who used the internet in their home search, used an agent for their home purchase - 61% of buyers found virtual tours “very useful” - 36% of home buyers first learned about the home they purchased using the internet25
  26. 26. 26
  27. 27. www.bhg.com27
  28. 28. #3 Online Promotion Upgrade Your home will be showcased, branded and featured on Realtor.com ! • More exposure for your property • Up to 25 Jumbo Photos • Listing video tours • Promote open houses Your home will be featured as a premium listing on Trulia.com28 No other local company offers premium placement on both of these major sites.
  29. 29. Digital Promotional Strategies • Web Commercials • Virtual Tours • Property Slide Shows • Houston Homes for Sale mobile app • eCards • eBrochures • eNewsletters • Craigslist Ads29
  30. 30. # 4 Offline Promotion Because 87% of all buyers used a real estate agent as a source of information in 2011*,, we know the importance of having a good working relationship with all Houston Realtors®. We make a unilateral offer to pay any Realtor® who finds a30 buyer for your home ½ of our commission and we are happy to do so. *Source: 2011 National Association of Realtors® Profile of Homebuyers and Sellers.
  31. 31. #4 Offline Promotion31
  32. 32. # 4 Offline Promotion – National Print Advertising MARCH 201132
  33. 33. #4 Offline Promotion - PinPoint Finding out about you when you first bought your home enables me to target buyersin the same life stage as you were then. I use PinPoint. 33
  34. 34. # 4 Offline Promotion – Print Property Marketing34
  35. 35. #4 Offline Promotion – Yard Signs35
  36. 36. 36
  37. 37. #5 Networking And Target37 Marketing
  38. 38. #5 Networking / Target Marketing  Personal sphere of influence  Professional agent network  Target marketing to  showing agents  neighborhood agents  your right buyer.38
  39. 39. Strategies that Sell Your Home #6 The Power of39 Branding
  40. 40. #6 The Power of Branding A recent NY Times survey indicated that 96% of respondents were likely or very likely to consider Better Homes and Gardens Real Estate when purchasing next home. • 23 Subscription Magazines • 12 TV Stations • 300+ Books in Print • Watch the “Power of the Brand” video40 on BHGrealestate.comReaching 1 in every 4 American homes.
  41. 41. Changing the Business of RealEstate Through Service,Innovation and Values The name “Better Homes and Gardens” is a household word nationally. The name “Gary Greene” has been known to Houston households since 1963. Two names you can trust. More than 850 agents41 More than 19 offices Celebrating 50 years of success
  42. 42. Strategies that sell your home #7 Negotiation and Closing42
  43. 43. #7 Negotiation and Closing  Negotiate favorable terms and conditions  Advice and counsel – especially inspection results, the survey, etc.  We look out for you!  Successful closing43
  44. 44. Summary of 7 Strategies44
  45. 45. Do you have any questions about how these strategies can get your home sold?45
  46. 46. Better Homes and GardensReal Estate Gary Greene The company - Founded in 1963 in Houston by Gary Greene, the founder is still associated with the company. Gary Greene is the longest existing real estate firm in Houston. Locally owned and operated by partners, Mark Woodroof and Marilyn Eiland. Years of experience 50 Number of agents 850 Accomplishments In 2011, the firm was ranked Number 1 in Houston by the Houston Business Journal and the HAR-MLS Broker Ranking Report by dollar volume closed, number of listings sold and number of buyer transactions. It was ranked Number 44 nationally in 2011 by Real Trends in the Top 100 Brokers by closed transactions.46
  47. 47. Thank-you!47 Thank You

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