Real Estate Listing Hunt


Published on

1 hour session on new twists to old prospecting tools for real estate agents who are looking to find new opportunities to help future clients sell their homes. More information from Matthew Rathbun at

Published in: Education, Real Estate, Business
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Real Estate Listing Hunt

  1. 1. Matthew Rathbun, Broker ABR/M, AHWD, CDPE, CRB, CRS, e-PRO, GREEN, GRI, SFR, SRS LISTINGHUNT
  2. 2. If you re lazy... ...go home. This inservice isn t for you.
  3. 3. 138 Years Old... ...and It Still Works
  4. 4. OPPORTUNITY | SOI Text
  5. 5. OPPORTUNITY | EXPIREDS • Search MLS • Automated Search • Must Be Done Early Text • Why Expired? • Can You Help? • How Can You Help?
  6. 6. OPPORTUNITY | WITHDRAWNS • Search MLS • Automated Search • Ask Text Questions • Reason 4 Withdraw? • Can You Help? • How Can You Help?
  7. 7. OPPORTUNITY | FSBO • Drive-by • Newspaper • • • FSBO Site • FSBO Kit Text
  8. 8. Text Online Resource | FSBO
  9. 9. Text Online Resource | FSBO
  10. 10. Text Make Me Move Online Resource | Zillow
  11. 11. Opportunity | LANDLORDS Text
  15. 15. OPPORTUNITY | I, SPY Text
  16. 16. OPPORTUNITY | ESTATE SALE Text | Street Signs | Newspaper Ads | Bulletin Boards |
  17. 17. OPPORTUNITY | LOWES Text
  19. 19. OPPORTUNITY | Text
  20. 20. OPPORTUNITY | DOOR HANGER Hyper-Local Hyper-Relevant Text
  22. 22. OPPORTUNITY | BIZ CARDS I Listings
  25. 25. OPPORTUNITY | EMPTY NEST • Large House • Purchased Years Ago • Time To Downsize
  26. 26. OPPORTUNITY | EX-AGENTS • Moved Companies • Left Business • Search MLS • Buy Book of Business • Call / Write Letters
  27. 27. OPPORTUNITY | YOUR LISTING Your current listing is a reflection of your future efforts...
  28. 28. Web The Plan Calls Listings Hangers Cards Social Networking
  29. 29. Unrepresented Seller Information Matt and Jenn Rathbun Coldwell Banker Elite OFFICE 5444 Jefferson Davis Highway, Suite 100 Fredericksburg,Virginia 22407 PHONE 800-826-2943 x687 FAX 815.301.6649 EMAIL WEB Mr. and Mrs. _____ ________________ Ruther Glen, Virginia 22546 Mr. and Mrs. Calderon, While traveling in Lake Land’or Jennifer and I noticed that you are in process of selling your home. We not only live in Lake Land’or, but routinely represent clients and wanted to give you some tools in case we have a buyer who is interested in your home. We like making sure that our client has access to all listings in the area that we serve. We’d like to reach out to you to see if you would be willing to provide us with some information. We’d like to know: 1. What is your asking price? 2. Are you willing to pay a commission to the buyer agent and if so, what amount? 3. Do you have a location with videos and photos of your listing? I’ve tried to Google information on your home and could not find it. (Almost 70% of Buyer found the home online or through their Realtor) 4. Have you sold home’s without representation before? 5. How will potential buyer gain access to your home and the Homeowner’s Association Gate? To answer these questions, we’ve setup a convenient location at to answer these questions so that we have it available to potential buyers. Since only *14% of homes purchased nationwide are sold from a For Sale sign, we understand the struggle of selling a home in a Homeowners Association. We’d like to provide you with a few tools to help you understand the sales process. Of course if you’d like to discuss our successful *NAR Profile of Buyers and Sellers 2009
  30. 30. Listing and Marketing plan, we’d be happy to discuss options with you. We offer a special 5% commission rate to Unrepresented Sellers. If you’d like to find competing homes for sale or market statistics you can visit our webpage and found homes for sale in Lake Land’or. Matt and Jenn Rathbun Coldwell Banker Elite Forms You'll Need to Sell Your Home OFFICE 5444 Jefferson Davis Highway, Suite 100 Fredericksburg,Virginia 22407 PHONE 800-826-2943 x687 1. Property disclosure form. This form is required by Virginia law for all residential sales. There are a few exceptions, but Unrepresented sellers are not exempt. FAX 815.301.6649 EMAIL WEB 2. Purchasers access to premises agreement. This agreement sets conditions for permitting the buyer to enter your home for activities such as measuring for draperies before you move. 3. Sales contract. The agreement between you and the seller on terms and conditions of sale. Again, check with your state real estate department to see if there is a required form. 4. Sales contract contingency clauses. In addition to the contract, you may need to add one or more attachments to the contract to address special contingencies — such as the buyer’s need to sell a home before purchasing yours. 5. Pre- and post-occupancy agreements. Unless you’re planning on moving out and the buyer moving in on the day of closing, you’ll need an agreement on the terms and costs of occupancy once the sale closes. Make sure you review the Virginia Wet Settlement Act to better understand recordation issues, when the buyer gets keys and when you may get money from your home (traditionally not on the day of closing) 6. Lead-based paint disclosure pamphlet. If your home was built before, you must provide the pamphlet to all sellers. You must also have buyers 1978 a statement indicating they received the pamphlet. Page 2
  31. 31. 17 Service Providers You'll Need When You Sell Matt and Jenn Rathbun Coldwell Banker Elite OFFICE 5444 Jefferson Davis Highway, Suite 100 Fredericksburg,Virginia 22407 PHONE 800-826-2943 x687 FAX 815.301.6649 EMAIL WEB • • • • • • • • • • • • • • • • • Real estate attorney Appraiser Home inspector Mortgage loan officer Environmental specialist Lead paint inspector Radon inspector Tax adviser Sanitary systems expert Occupancy permit inspector Zoning inspector Survey company Flood plain inspector Termite inspector Title company Insurance consultant Moving company Is Your Buyer Qualified? Unless the buyer who makes an offer on your home has the resources to qualify for a mortgage, you may not really have a sale. If possible, try to determine a buyer’s financial status before signing the contract. Ask the following: 1. Has the buyer been prequalified or preapproved (even better) for a mortgage? Such buyers will be in a much better position to obtain a mortgage promptly. 2. Does the buyer have enough money to make a downpayment and cover closing costs? Ideally, a buyer should have 20 percent of the home’s price as a downpayment and between 2 and 7 percent of the price to cover closing costs. 3. Is the buyer’s income sufficient to afford your home? Ideally, buyers should spend no more than 28 percent of total income to cover PITI (principal, interest, taxes, and insurance). Page 3
  32. 32. 4. Does your buyer have good credit? Ask if he or she has reviewed and corrected a credit report. 5. Does the buyer have too much debt? If a buyer owes a great deal on car payments, credit cards, etc., he or she may not qualify for a mortgage. Matt and Jenn Rathbun Coldwell Banker Elite Tips for Pricing Your Home OFFICE 5444 Jefferson Davis Highway, Suite 100 Fredericksburg,Virginia 22407 • Consider comparables. What have other homes in your neighborhood sold for recently? How do they compare to yours in terms of size, upkeep, and amenities? • Consider competition. How many other houses are for sale in your area? Are you competing against new homes? • Consider your contingencies. Do you have special concerns that would affect the price you’ll receive? For example, do you want to be able to move in four months? • Get an appraisal. Realtors typically perform a Comparative Market Analysis to give you an opnion for asking price. Absent a CMA, you should consider an Appraiser for a asking price. For a few hundred dollars, a qualified appraiser can give you an estimate of your home’s value. Be sure to ask for a market-value appraisal. To locate appraisers in your area, contact The Appraisal Institute or ask your REALTOR® for some recommendations. • Ask a lender. Since most buyers will need a mortgage, it’s important that a home’s sale price be in line with a lender’s estimate of its value. • Be accurate. Studies show that homes priced more than 3 percent over the correct price take longer to sell. • Know what you’ll take. It’s critical to know what price you’ll accept before beginning a negotiation with a buyer. PHONE 800-826-2943 x687 FAX 815.301.6649 EMAIL WEB Page 4
  33. 33. Distressed Sellers Often we find that Sellers in this market try to sell their own home in order to save commissions because they owe more on their home than they can sell it for. Jennifer and I are Short Sale Foreclosure Representatives (SFR) and I’m a Certified Distressed Property Expert (CDPE). Matt and Jenn Rathbun Coldwell Banker Elite There are a number of programs available to provide options other than foreclosure or selling. We’re willing to meet and discuss those options. OFFICE 5444 Jefferson Davis Highway, Suite 100 Fredericksburg,Virginia 22407 PHONE 800-826-2943 x687 FAX 815.301.6649 EMAIL In Closing I want to thank you for your time and interest in assisting us to sell your home as a Buyer Agent or talk to you in the future about assisting you as a Listing Agent. Should you have any questions you can feel free to contact me by any means listed herein. WEB Regards, Matthew Rathbun, Associate Broker ABR, ABRM, AHWD, CDPE, CSP, e-PRO, GREEN, GRI, SFR, SRS, SRES EarthCraft and Eco-Broker Certified Page 5
  34. 34. @mattrathbun