The document provides information about different ways to market a property for sale. It discusses the advantages and disadvantages of various options such as price by negotiation without a price, price by negotiation over with a price, tender/deadline marketing, and selling by auction. It also provides recommendations on pricing the property correctly and marketing the property within the first two weeks to capitalize on buyer activity when the property is fresh on the market.

2. Thank you for providing us with the opportunity to appraise your home, we hope
you find the information in this pack useful.
We are a family team and our mission is to work tirelessly for our clients, both
Sellers and Buyers to ensure that they receive the highest level of service.
In the past three years we have personally been involved in the sale of over
$17,500,000 in completed property sales and have achieved the current ranking
of Number 1 in the Harcourts Upper Hutt Office.
With us, you not only get the benefit of two committed professionals with a
professional marketing approach, but also the effort of the entire Harcourts
Upper Hutt team in bringing your property to the market and giving it the best
exposure possible.
Our goal for our vendors is to get the best possible result for your property in the
shortest possible timeframe. We are available 24/7 to our vendors to ensure that
you are kept up to date on the status of your property, and informed of any
interest that is shown in your home.
Our goal for our buyers is to match them to the right property that suits as many
of their needs as possible. We offer advice in terms of getting finance, arranging
building inspections and valuations, and will think laterally to give our buyers the
best possible opportunity to purchase the home of their dreams.
We stand by the results we have achieved for our vendors and often get a better
price than expected. Read through our references from past clients and make
the decision for yourself.
We look forward to providing you with any assistance we can in selling your
home.

4. I want to express my gratitude to John and Robyn Pouw for their exemplary, professional, kind
and non-pressuring manner with me while selling my property.
They are the best agents I have worked with after selling 3 homes.
I am so grateful to have had John and Robyn as my listing agents as they kept me informed
with reports by email and phone calls.
Susan Boyle – Gillespies Road
Thank you for making our dream of owning our first home a reality!
You gave us valuable advice and ideas for key property improvements, you were professional,
friendly and always willing to meet us for further viewings.
You made the entire process hassle free and we appreciate all of your efforts.
Lorene Bradley and Daniel Meulenbroeks – Thackeray Street
I found you made the entire process - from "just looking" to purchasing so very easy.
This is my first home, so I was unaware on some parts, but you explained everything and kept
me informed with every step of the process, which was very much appreciated.
I have no hesitations in recommending you to any friends and family I know that are looking to
buy/sell.
Ingrid Hofsteede – Totara Park Road
Throughout the process, from appraisal of our property to the eventual sale, both John and
Stephen worked tirelessly and enthusiastically to achieve the result.
Of particular note was the approachability and communication, we had excellent feedback on
the progress on the marketing of our house.”
Julie and Laurie Rust – Whitemans Valley
Selling our property was a breeze with John and Robyn.
They took care of everything making it such an easy process.
I would highly recommend John and Robyn to anyone as I would certainly be happy to use
them again in the future!!!
Thanks John and Robyn, it’s been a pleasure working with you!”
Vanessa Yaxley and Harold Mather – Granville Street

5. We could not be happier with how the sale of our house went, from the first appraisal to the
settlement date John and Robyn were professional, reliable and worked very hard to get a
great price for our property.
We were very impressed at how many potential buyers were shown through our home and
how quickly and smoothly the sale went.
We would (and have) highly recommended Team Pouw to our friends and family. Thanks again
for going above and beyond for us, for working around our young family and excitable pets
and for making the whole process so stress free.
Abbie MacLean and Sean Butler – Gillespies Road
Thank you so much for all your efforts on our behalf, we couldn't have asked for a better agent.
Alma McNicol – Akatarawa Road
John and Robyn helped us purchase our first home at 104 McLeod Street in Upper Hutt.
My first encounter with Robyn was pleasant and most helpful,!she provided us with tip and
information on other properties in the area along with taking into consideration the special
requirements we were looking for.
I found as a whole John and Robyn were most informative in providing all the required
information necessary to securing the purchase of our home.
I would highly recommend them to anyone buying or selling their home.
Janaya Rehu – McLeod Street
John and Robyn Pouw sold our house for us.
We found them to be the most organised, passionate, down to earth, honest people, and they
guided us effortlessly through the whole process.
Their commitment to customer satisfaction, and their “do what we say we will do” attitude,
made the whole experience stress free and rewarding.
Their natural friendly manner shone through, and because of that we not only sold our house,
but made some new friends along the way.
We thoroughly recommend them to anybody buying or selling a property.
Paul Seccombe & Erin Moore

8. A common question from our clients is about the many different ways of selling a property and
how it is marketed. To help you understand these options we have included below the most
common ways your property can be marketed with Harcourts. We will provide a
recommendation but will always work with you to give you the best opportunity of selling your
home.
Price by Negotiation (PBN) without Price
This means that there is NO price included in the marketing of the property, instead we are
looking for buyers to indicate to us where they see value in the home.
We use this method for the first three weeks of a property being on the market. By that time, if
the property has not sold, we have gained enough feedback from potential buyers to put an
acceptable price (to you and buyers) on the property.
Advantages
! As we have no price on the property, we give ourselves the opportunity to sell your
property at a premium to a buyer who simply decides they want to buy the home and
just need to know what they must pay.
! Where the value of your home is in any doubt, it prevents ‘over-pricing’ or ‘under-
pricing’ of your home. In other words, we won’t sell it for less than we could possibly
get (under-pricing), while at the same time not scare potential buyers off with a price
which is too high (over-pricing).
Disadvantages
! Some buyers are put off when a property does not have a price on it. This is
unavoidable but those buyers are likely to call or contact us for an idea of where the
property sits in terms of price.

9. Price by Negotiation Over (With a Price)
This means that there is a clear price and expectation included in the marketing of the
property. All marketing material will reflect this.
Advantages
! There is a clear price on the property, so people visiting the home have an idea of your
expectations. This can simplify negotiations.
Disadvantages
! Buyers immediately think that if there is a price on a property, they can offer less than
that. We work hard to make sure our buyers understand that our seller (you) is
expecting more than the advertised price, but some buyers simply ignore this.
! If the advertised price on the property is too high, it will put buyers off. This can mean
that visits to the home are reduced and the property is on the market for a longer time.
! If the advertised price is too low, your home will sell quickly, but possibly for less than
you could have received.
! If eventually the price is reduced, buyers get the feeling that there is something wrong
with the home.
! You may end up selling your home for less than you could have got without a price.

10. Tender (sometimes known as Deadline Marketing)
The property is marketed for a limited time without price until the Tender closing date.
Typically this is about four to five weeks.
During the marketing of the home, we do not give any indication of what price may or may not
be acceptable, in fact we are legally not allowed to.
Potential buyers who visit the property are advised to put in their BEST offer on the property in
a sealed envelope before or on the Tender date – these offers can have conditions.
On the Tender date, all of the sealed envelopes are opened and the Seller (you) selects a
potential buyer that they wish to negotiate with.!This is why it is important that buyers put in
their BEST offer, so that they are the one who is chosen.
Negotiations continue until the property is sold, or if this is not achieved, you may then
negotiate with any other potential buyer who put in a tender. Often the first negotiations are
successful.
Advantages
! Competition is created between potential buyers, often meaning that the price achieved
on the sale of the home is more than expected.
! You get to choose to negotiate with the best offer on your home.
! As there is a set timeframe for the tender, you could potentially have your property sold
within the tender timeframe.
Disadvantages
! Some buyers simply do not like tenders and will not buy properties in this way.
! Tender offers MAY have conditions, in other words, there might be building inspections,
finance clauses, LIM etc. Even if you accept a tender offer, if there are conditions than
these must still be satisfied so the property is not sold immediately.

11. Selling by Auction
The property is marketed without price for a limited time until the scheduled auction date.
The property can be sold prior to the auction date but any offer must be unconditional and will
not be negotiated, it will be either a YES or NO answer. This means that if you agree with any
pre-auction offer, the property is SOLD, immediately.
We do not give any indication of what price may or may not be accepted at Auction, in fact, we
are legally not allowed to.
We may however indicate to potential buyers, a level above which you as the seller are happy
for them to view the property. Typically this is about 10-15% below the price you would find
acceptable at the start of the auction campaign. This means we get as many buyers through
the property as possible, and we KNOW that buyers will typically spend 10-15% more than the
amount they tell us they would pay for the right property.
A short time prior to the actual Auction, the reserve price is set by the Seller (you) and on
Auction day, the property is sold to the highest bidder IF the reserve has been met. If the
reserve is not met, you can negotiate with the highest bidder before the auction is completed
to try to find an acceptable price to both parties.
If the Auction is not successful, the property is passed in and is often sold within 48 hours to
either the highest bidder, or someone else in the Auction room.
Advantages
! Competition is created between potential buyers, often meaning that the price achieved
on the sale of the home is more than expected.
! If the property sells at Auction, it is unconditional. This means the property is SOLD
immediately.
! As there is a set timeframe for the Auction, you could potentially have your property sold
within the auction timeframe.
Disadvantages
! Some buyers simply do not like auctions and will not buy properties in this way.

12. When you sign up to sell your property with Team Pouw and Harcourts Upper Hutt we will
work with you to customise the marketing that best suits your home and your budget. To get
you started we offer the following marketing for FREE with every exclusive listing.

13. How much time do you have?
Make Sure the Price is RIGHT in the first 2 Weeks!
Buyers will rush to see new/fresh stock on the market.
Buyers are well educated on market values.
If your home is correctly priced during this rush of buyer activity, then a
sense of competition and urgency to act will be created between
buyers encouraging:
! Higher offers
! Less conditions of sale on contract
! Multiple offer situations.

14. Pricing Your Home
What is the Market Price?
Comparisons are made between your home and other similar homes that are on the market or
have recently sold. Properties that have been offered for sale, still for sale or even withdrawn
due to lack of buyer interest will also be compared. (These properties will probably have been
withdrawn as a result of unrealistic pricing).
We Need A Sale Price Of…
Our pricing recommendation is based on properties in competition with yours. It will represent
a fair market price that an informed buyer will pay.
We’ll ask a High Price but Listen to Offers
The wrong buyers will be attracted to your property. They will have a greater expectation than
your price projects. Your home will suffer by comparison with the competition. Qualified
buyers won’t make an offer – they’ll buy elsewhere. Of even greater concern is that the
salespeople may use an overpriced property to sell a correctly priced home.
How Does our Asking Price Relate to the G.V. or Rateable Value?
A Government Valuation is carried out every few years, primarily for rating purposes, and will
be based on average values for your street. It will not be affected by any improvements which
are not visible from the street. It will bear very little relevance to sale or purchase prices.
Overpricing Your Property
Overpricing reduces activity and advertising response. You will lose genuinely interested and
qualified buyers as well as attracting the wrong prospects.
Factors That Do Not Affect Your Property Price
A simple fact of economics is that the value of your property will not be affected by
Your!original!cost!
The!cost!of!building!or!replacement!
Your!investment!in!improvements!
Your!personal!attachment!to!the!home.!
!

15. Where Do Buyers Come From?
When someone actually buys a house, how did they get to that house?

16. !$#!!!!
!$50,000.00!!
!$100,000.00!!
!$150,000.00!!
!$200,000.00!!
!$250,000.00!!
!$300,000.00!!
!$350,000.00!!
!$400,000.00!!
Jan! Feb! Mar! Apr! May! Jun! Jul! Aug! Sep! Oct! Nov! Dec!
Median Sale Price In Upper Hutt - Past 12 Months
2014!
2015!
0!
10!
20!
30!
40!
50!
60!
70!
80!
90!
Jan! Feb! Mar! Apr! May! Jun! Jul! Aug! Sep! Oct! Nov! Dec!
Number of Properties Sold In Upper Hutt - Past 12 Months
2014!
2015!

17. 0!
10!
20!
30!
40!
50!
60!
70!
80!
Jan! Feb! Mar! Apr! May! Jun! Jul! Aug! Sep! Oct! Nov! Dec!
Median Number of Days to Sell In Upper Hutt - Past 12 Months
2014!
2015!
1!
60!
193!
260!
134!
55!
27!
19!
0!
50!
100!
150!
200!
250!
300!
What Price Point is Selling in Upper Hutt - Past 12 Months?
100K!and!Under!
101K!to!200K!
201K!to!300K!
301K!to!400K!
401K!to!500K!
501K!to!600K!
601K!to!700K!
701K!Plus!

18. Suburb 2 Bed 3 Bed 4 Bed 5 Bed 6 Bed
Birchville $ 201,666.67 $ 293,083.33 $ 420,937.50 $ 475,875.00 $ 530,000.00
Blue Mountains $ 197,500.00 $ 385,000.00 $ 448,000.00 No Sales No Sales
Brown Owl $ 219,475.00 $ 369,903.13 $ 447,875.00 $ 881,666.67 $ 364,000.00
Clouston Park $ 215,222.22 $ 310,970.59 $ 379,600.00 $ 434,500.00 No Sales
Ebdentown $ 183,625.00 $ 361,613.64 $ 410,200.00 $ 320,000.00 No Sales
Elderslea $ 238,500.00 $ 345,672.85 $ 405,714.29 No Sales $ 537,500.00
Heretaunga $ 240,814.29 $ 425,812.50 $ 524,225.00 $ 877,750.00 $ 445,000.00
Kaitoke No Sales No Sales $ 450,000.00 No Sales No Sales
Kingsley Heights No Sales $ 382,208.33 $ 456,000.00 No Sales No Sales
Mangaroa $ 197,000.00 $ 471,166.67 $ 315,000.00 No Sales No Sales
Maoribank $ 198,250.00 $ 281,580.43 $ 601,562.50 No Sales No Sales
Mt Marua No Sales No Sales $ 540,000.00 $ 665,000.00 No Sales
Pinehaven $ 251,333.33 $ 350,423.91 $ 418,495.65 $ 547,666.67 No Sales
Poets Block $ 304,900.00 $ 330,120.45 $ 377,000.00 $ 448,666.67 No Sales
Riverstone No Sales $ 481,739.96 $ 550,166.38 $ 620,583.33 No Sales
Silverstream $ 242,772.73 $ 395,916.67 $ 545,294.17 $ 614,800.00 No Sales
Sunnyview No Sales No Sales $ 343,000.00 No Sales No Sales
Te Marua $ 252,500.00 $ 347,277.78 $ 433,000.00 $ 612,000.00 No Sales
Timberlea No Sales $ 247,100.00 $ 303,000.00 No Sales No Sales
Totara Park $ 209,562.50 $ 308,137.85 $ 335,000.00 $ 420,000.00 No Sales
Trentham $ 198,339.58 $ 334,292.86 $ 431,000.00 $ 479,350.00 $ 661,250.00
Wallaceville $ 230,113.64 $ 343,655.71 $ 359,666.67 No Sales No Sales
Whitemans Valley No Sales No Sales No Sales No Sales No Sales
Average Price By Suburb and Number of Bedrooms
Past 12 Months

19. SOLD
145 Marchant Road
Sold for $780,000
SOLD
23 Sierra Way
Sold for $776,000
SOLD
5 Ashton Warner Way
Sold for $560,000
SOLD
10 Mary Crescent
Sold for $310,000

20. SOLD
93 Thackeray Street
Sold for $282,000
SOLD
166 Akatarawa Road
Sold for $249,000
SOLD
1/121 Clouston Park Road
Sold for $207,500
SOLD
76 McLeod Street
Sold for $357,000

21. SOLD
20 Totara Park Road
Sold for $278,000
SOLD
54 Seddon Street
Sold for $281,000
SOLD
2/2 Palfrey Street
Sold for $180,000
SOLD
50 Brightwater Crescent
Sold for $352,000

22. SOLD
70 Wyndham Road
Sold for $400,000
SOLD
129 Kirton Drive
Sold for $497,500
SOLD
31 Kowhai Avenue
Sold for $330,000
SOLD
4 Ashton Warner Way
Sold for $555,000

23. SOLD
2/66 Cruickshank Road
Sold for $168,000
SOLD
25 Longfellow Street
Sold for $345,000
SOLD
14 Waimarama Grove
Sold for $280,000
SOLD
1152 Fergusson Drive
Sold for $335,000

24. SOLD
11 Ruru Crescent
Sold for $320,00
SOLD
88 Wyndham Road
Sold for $420,000
SOLD
75 Gillespies Road
Sold for $290,000
SOLD
5 Longfellow Street
Sold for $390,000

25. SOLD
104 McLeod Street
Sold for $326,000
SOLD
10 Gillespies Road
Sold for $292,500
SOLD
7 Tui Grove
Sold for $310,000
SOLD
118 Martin Street
Sold for $326,500

26. SOLD
6 Riverbank Street
Sold for $368,500
SOLD
7 Davis Crescent
Sold for $318,000
SOLD
24 John Street
Sold for $305,000
SOLD
90 Miro Street
Sold for $270,000

27. SOLD
9 Pempsey Street
Sold for $412,000
SOLD
111A Johnsons Road
Sold for $570,000
SOLD
10 Henry Street
Sold for $352,000