![Home Selling Proposal Prerana and Hiren Saraiya Better Homes And Gardens Mason-McDuffie 43430 Mission Blvd., Suite 100 Fremont, CA 94539 510.492.4155 [email_address] realtorwholistens.com](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
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Seller's Presentation
- 1. Home Sale Strategy The Saraiya Group Tradition of Sound Advice
- 2. Home Selling Proposal Prerana and Hiren Saraiya Better Homes And Gardens Mason-McDuffie 43430 Mission Blvd., Suite 100 Fremont, CA 94539 510.492.4155 [email_address] realtorwholistens.com
- 7. Preparation Curb Appeal
- 14. Online Promotion Source: National Association of Realtors 2009 Home Buying and Home Selling Survey
- 15. Additional Exposure for Your Property
- 24. What’s in a name?
- 41. Areas We Serve
- 46. Managing the Sale of Your Home Determine Time Frame Make Improvements & Complete Needed Repairs Interview & Select Agent Complete all Inspections Understand Selling Process Sign Listing Paperwork Purchase Contract Acceptance Further Inspections at Buyer Expense Moving Day! We Receive Offers & Qualify Buyers & Buyer’s Agent Property Goes On Multiple Listing Service Marketing: Pictures, Flyers, Open House, Tour, Ads, Internet Close of Escrow, Receive $$$ Buyers Remove Loan, Appraisal, & Property Contingencies Sellers “Sign Off” with us & escrow officer We Orders Inspections & Open Escrow Bank Appraisal Negotiate Offer *Final underwriting approval Prior to document/ funding conditions
Editor's Notes
- Hiring a real estate agent to find a buyer for your home is serious business and I’m sure you’ve given it much thought and it’s very important that we are on the same page throughout the process. So, it would be very helpful to me in moving forward if you would share a few of your thoughts with me. For example, What concerns do you have about working with a real estate agent? [Listen, take notes, and validate the sellers’ comments.] I see. Those are very valid concerns. I’ll be sure to address them. Next, what do you want from your real estate agent, specifically, what are you expectations of me? [Listen, take notes, and validate the sellers’ comments.] Those are very reasonable expectations and I’ll demonstrate how I will meet and exceed your expectations. And lastly. Frankly, the biggest compliment I receive in real estate is when a client refers me to their friends and family. Mr. & Mrs. ____,what would it take for you to refer me to your friends? [Listen, take notes, and validate the sellers’ comments.] Thank you. I’ll definitely keep that in mind. And thank you for sharing your thoughts with me. It is important for me to understand your concerns so that I am sure to cover them as we go along. Next, I’d like to discuss with you six strategies that I use when marketing a home. May I do that?
- [discuss each point] Let’s start with curb appeal- I’m sure you’ve heard the expression, “you never get a second chance to make a first impression.” Well, in real estate, curb appeal is the first impression. I have worked with buyers who will immediately eliminate a property from consideration based on it’s drive-by appearance. Keep the lawn manicured, walkways cleared, the landscape trim and neat, leaves raked, snow cleared…you get the picture, don’t you? The smallest things make a big difference.
- Interior- It is very difficult for buyers to imagine a property looking differently than what they see when they walk through the front door. For example, paint colors – if there is a room that you think would benefit from a fresh coat of paint in a neutral color, you may consider making that change. Mr. and Mrs. ____, are there any minor fix it’s you were thinking of making? [Wait for their response.] My recommendation is that you make them before showings begin. It’s best for buyer prospects to see the home as they will buy it. [Guide the sellers through this process if there are items to be addressed.]
- Staging- I have seen neat homes sell faster than cluttered ones. And as much as we enjoy the photos and our children’s artwork on the fridge, buyers can view that as clutter. I would recommend that you remove clutter off surfaces, put extra furniture in storage, organize closets and cabinets. You’re going to purge and pack at some point, why not start now. Neatly stacked boxes look much better than cluttered closets and storage areas. [check for acceptance, agree and continue]
- NOTE TO SALES ASSOCIATE: Remember to include the sellers throughout. This keeps them engaged and creates opportunities for trial closes as well as helping to establish buy-in. Have you been searching online about real estate as you’ve been considering a move? [discuss response. Ask questions such as: Which sites have you looked at? [listen] Why did you choose those sites?] It’s true, today’s buyers are online. In fact, according to the National Association of Realtors 2007 Home Buying and Home Selling Survey, 84% of all home buyers used the internet when they were searching for a home. My personal experience has been that buyers from around the corner search for homes today as though they were searching around the world. The internet is a viable tool for exposure and as the marketing agent for your home, I’ll be sure to position it to that global buyer as well as local buyers via my online marketing strategy. Let me show you how.
- Online searchers tend to visit multiple websites so that’s why I’ll also advertise your listing on all of these sites. Google Real Estate, AOL Real Estate, Zillow, etc. These are all powerful sites to have in your corner. Mr. & Mrs. ____, are you beginning to see the value of the internet and the impact it has on buyers? We do too. And we do everything to leverage online promotion in our merchandising plan.
- The centerpiece of my online marketing strategy is our website at bhgrealestate.com. Have you had a chance to take a look at our website? [Wait for their answer and respond accordingly] [If they have] – Great ! What did you think? Did you have any questions? [If they have not and they have internet access, you can log onto our site and demonstrate how easy it is to find properties.] – [If time does not allow]– Please do when you have a moment and be sure to give me a call if you have any questions. It really is very easy for people to search for properties at our site. We employ numerous strategies to drive traffic to our site. Any of these visitors could be the potential buyer for your home.
- NOTE TO SALES ASSOCIATE: Explain and address each of the points on the slide. Be sure to expand on them as they relate to your local market. Let’s address offline promotion now. I will employ a wide variety of offline promotion avenues to attract buyers and real estate professionals to your property. Other agents are working with buyers, and we want them to show their buyers your home. To be sure they know about it, I’ll put the information into the Multiple Listing Service just as soon as we complete the paperwork and I’ll be sure to host an agent open house where they’ll have an opportunity to preview it for their buyer clients. How does that sound? [wait for approval or handle objection] Mr. & Mrs. ___, what are your feelings about a public open house? [wait for approval/handle objection if necessary]. An open house is great way to give your home some additional exposure to potential buyers. Would you feel comfortable if we included open houses in our marketing schedule? Great, we can discuss dates shortly. [wait for approval or answer questions] Right now, let’s look at some other offline promotion.
- Over the years, I have built a large sphere that consists of past buyers and sellers, friends, professional acquaintances, etc. Each time I add a property to my personal inventory, my sphere of ____ people receive promotional information about the property – some by telephone, some by mail or email, and others personally. Regarding the real estate community, I have personal relationships with many local and regional agents. I’ll contact them personally regarding this property and see if they are currently working with buyers who may have an interest. Mrs. & Mrs.____, is there anyone in particular, you would like for me to add to my list of contacts regarding your home? [Wait for their response. ] All right, just be sure to give me their contact information before I leave and I’ll add them to the list. OR All right then, let’s move on to the last element of my merchandising strategy.
- The Better Homes and Gardens brand name is so powerful to consumers that real estate agents have been using it for years in their ads for properties that they are marketing. Consumers associate quality and desirability with the brand. Exactly what we what potential buyers to think when they learn about your home. Can you see how the Better Homes and Gardens brand will help in marketing your home to potential buyers?
- Mr. & Mrs. ________, what do you think of when you hear or see the name Better Homes and Gardens? [Wait for their response] Yes, I hear that often. So many people are familiar with the Better Homes and Gardens brand name. The company branded itself nearly 85 years ago and has been a household name ever since. The magazine alone enjoys a circulation of 7.6 million with a readership of nearly 40 million people. And one thing that my experience has taught me is that people want to do business with a name they know and trust. Mr. & Mrs. ____, do you feel that the public image and experience with the name and the brand will help attract more buyers to your home? [Wait for their agreement.] So do I. In fact, I’d like to share something with you. [advance to next slide]