© Copyright 2010 Cortney Jones and Keith Young Module 5: Presentation Tips & Techniques.

© Copyright 2010 Cortney Jones and Keith Young

Module 5: Presentation Tips & Techniques

Module 5: Presenting Tips & Techniques


Module 5: Objectives

• Learn some tips and Techniques on inhome seller presentations• How to keep a sellers attention during the presentation• How to keep control of a presentation• What indicators to look for during the presentation• Where to sit during a presentation• Keep energy and enthusiasm up



Did you do last weeks homework

Or

Did you make anexcuse not to do itor let fear take over



Value of a Presentation

• Best defense is good offense• In sales best close is a great presentation• Builds need and desire• Addresses sellers concerns• Covers all the bases• Educate seller on your company and market



Key Elements of a Powerful Presentation

• Be interactive—keep the seller interested and involved• Deliver with energy and enthusiasm• Deliver in a clear, concise and articulate manner• Address needs, desires and concerns and speak to hot buttons• Lead naturally to close



Keep the Sellers Attention

• Open the presentation strong• Make irresistible statement in the beginning• Give a strong benefit right upfront in start of presentation• Make “hit em between the eyes” statements during the presentation• Average person’s attention span is short• Call them by name• Ask questions—questions are important—keeps seller involved



Keep Control of the Presentation• Some will try and go another direction during your presentation• Some may be impatient and want to get to the bottom line• Keeping control is very important• Maintain control by being prepared and asking questions• If seller goes off on tangent—acknowledge what is said—respond to it—take back reins and go in direction you want.



Indicators to Look For During Presentation

• Asks questions to get feed back to make sure seller is keeping up with you• This will help keep seller involved• Don’t ask too many questions as this will irritate seller• These questions will give you indication of buying temperature• May need to use more hot buttons• Look for things like body language, facial expressions, tone of answers



Where to Sit During Presentation

• Prefer kitchen table• If couple then I like for them to sit on same side and to my right• If house is vacant then present on counter top—in car—at coffee shop• Keep eye contact



Todd’s Scenario

• Seller saw flyer—mom has passed away a year ago• Has been vacant since—vandalized once(not in a war zone)• Sister has shown house and built some rapport• Meeting brother who is coming to town—all he cares about is golf• Old house—lots of repair—free & clear—another heir lives out of town

Professional Home BuyersYour Results

Company

The fastest, easiest and most convenient way to sell your house !

Professional Home Buying Company

Your Company Name

Your House Buying and Selling Solution Company


Company We Work With Sellers Who Want…

• A no hassle, friendly transaction

• A quick and flexible sale

• To sell a house needing repairs or updating

• A quick offer

• Debt relief

• To sell their house in order to buy another

• Fast CASH

• Just want to be rid of a problemProfessional Home Buyers

Your ResultsCompany

We Work With Sellers Who Want…


Company How We Benefit You

• We can take your property in “as-is” condition

• We can close fast – or we can fit your schedule

• We handle all the paperwork

• We do not have to qualify for loans or sell another house

• You don’t have to become and unwanted landlord

• Foreclosure or bankruptcy

Professional Home Buyers

Fast—Friendly—Flexible

Your ResultsCompany

How We Benefit You

Your House Selling Puzzle

PRICE

Even if we do not come to an agreement we will help you come up with a plan and go over all your options to put your house selling puzzle together and come up with your best option for your situation! MS

TERMS

Professional Home Buyers Your ResultsCompany


Company

Your Choices When Selling• Sell with realtor—time, commissions, repairs, people coming through house

• Sell it yourself—time, repairs, missed appts., advertising costs, do everything

• Become landlord—renters, repairs, late payments, occupying

• Sell to us—we handle everything, no repairs, top dollar, move now

• Stay living there

Local Housing Market Today

PRICE

• Location• Months of inventory on MLS• Price per square foot down• Lenders not lending• Banks going out of business• Bankruptcies up• Foreclosures

All of the above affects the market value of your house

TERMS


Local Housing Market Statistics Today

PRICE TERMS


This slide is for your market data. Insert as many slides as needed like MLS listings, days on market, bankruptcy filings, foreclosures, price per sqft. Etc….Put in as many slides as you would like. If using presentation without market data then delete this slide and previous slides

Your ResultsCompany

Local Housing Market Statistics Today

PRICE TERMS


Company

Market Value For Your House

PRICE TERMS


• square feet—comparable houses• houses sold in your area/comparables• number of beds and baths• age of house• repairs• overall condition• days on market • bank owned • foreclosures

Your ResultsCompany

All of these criteria helps determine the market value of your house


Company The REAL World Costs For Sellers

• It takes 6 to 12 months on average to sell and close on your house while you continue to pay the house loan, principal, interest, taxes, and insurance.

• The average selling price is 93% of your listed price for a home ready to market and priced correctly.

• The average commission is 6% of the sales price.

• The Seller has closing costs, which average 3% of the sale price (Closing fee, deed, transfer tax, title insurance).

• Carrying cost, Maintenance, required inspections/repairs (3%-5%).

Why Should You Follow ConventionalWisdom When You Are Ready Today?Professional Home Buyers

Your ResultsCompany

The REAL World Costs For Sellers


Company Transaction Costs For Selling Your House

• Here are the National Averages:

• And you still have to make mortgage payments, pay taxes, pay insurance, and pay utilities for 6 months or longer! We have a better way…

• These are inherent costs…these costs are there no matter how the transaction is made or how the house is sold. They still remain.

Listing Price $175,000

Selling Price $ 12,250 (7% below)

Commission $ 10,500 (6% average)

Closing Costs $ 5,250 (3% average)Other Costs (home inspection,

deferred maintenance, etc.) $ 5,250 (3% average)

Net Sale $145,250 (19% total)


Company

Transaction Costs For Selling Your House


Company

Who We Are

• We are a multi service company who has the ability to BUY, REPAIR, MARKET, and SELL HOMES.

• We work with Sellers who need to sell or want to sell, but do not want to wait six months to market and sell, repair and renovate their home, pay real estate commissions, or wait for an approved buyer.

We are READY buyers that will buy today


Company

Sellers Situations We Have HelpedSolutions We Have Provided for Sellers

• Seller needed to get back to ailing mother and she was able to move now

• Elderly gentleman didn’t think he had time to wait for his money

• Elderly lady needed to move to assisted living and needed to sell his house before she could move

• Seller wanted interest on payments

We Are About Getting You Results


Company


Company What We Do With Our Houses

• Sell to other investors or contractors

• Fix up and sell on the open market

• Rent to Own

• Rent


What We Do With Our Houses


Company

Who We Can Work With

• We work with buyers who we can move into the property quickly before they complete the tedious loan application and loan processing delays. • We work with all types of buyers and situations. Some need time to alleviate a shortage of down payment or may need time to solve credit issues.



Company

One Call—That’s All

Why wait for your house to sell when we are a ready buyer right now. We can offer:

• A fair price• Take the house “as is”• Close when you want• Peace of mind knowing it is sold• Get on with next stage or your life• Flexible offers


Types of Offers We Can MakeAll Cash Offer• Pays off your mortgage• Get all your equity now• Usually our lowest offer

Takeover Mortgage Payments• Homes with a mortgage• We make your payments• Pay cash or payments for your

equity

Owner Financing• Homes without a mortgage• Payments made over time• Balloon payment when we sell

Customize an Offer for You• We can combine the type of offer

to meet your needs• We will pay off your mortgage

when we sell


• Longer term, better price later

You can choose from your price or terms

• Shorter term, lower price now

PRICE

TERMS

TERMS

PRICE


Company

If you choose a longer term, it means you get a better price later

If you choose a shorter term, it means a lower price now but you get all yourcash now

What is Price vs. Terms—Your Choice

PRICE

TERMS

TERMS

PRICE


Example:Get all cash nowMarket Value: $200kCash now: $120kAdvantage—get all cash nowDisadvantage—lower price

Example:Get better priceMarket Value: $200kLonger Term: $180k or moreAdvantage—get better priceDisadvantage—wait for most of cash

OR….

Your ResultsCompany

Customize Offer

PRICE

We can also meet somewhere in the middle—we will customize an offer for your needs RMS

TERMS


Price Terms

Other Ideas—Let’s Talk

Some Now

Some Later

Your ResultsCompany


Company How the Process WorksProfessional Home Buyers

We have an agreement

We fill out paperwork—

closing date set

Paperwork submitted to title company

You get ready for your move

Title work completed

You sign closing papers—collect any money$$—

move to new house

Your ResultsCompany

How the Process Works

The Choice is Yours: First 2 options

PRICE

Option 1: Sell now to us:

• can be done with it• we do repairs• move when you want• we handle everything• take what you want• no listing your house• don’t have to be landlord• no competition


Terms

Option 2: Sell it yourself:

• repairs for top dollar• wait for it to sell• marketing yourself• people coming through

house• cancelled appointments• realtors calling you • keeping the house clean

Your ResultsCompany

The Choice is Yours: Second 2 options

PRICE

Option 3: Sell with realtor:

• many houses listed• wait to sell• people coming through

house• keeping house clean• list high and wait• may have to do repairs


Price Terms

Option 4: Become landlord :

• vacancy• repair each time renter

moves• problem tenants• check eviction process• regular repairs• late rent payments

Last option: just stay living in the house

Your ResultsCompany

Your Plan: Which is Your Best Option

PRICE


Price Terms

Sell to our company List with realtor

Sell yourself Become landlord

We are ready to do business today!

Your ResultsCompany

Let’s Come to an Agreement

PRICE


Price Terms

We are ready to do business today!

Your ResultsCompany

Offer 1: ___________________________________

__________________________________________

Offer 2: ___________________________________

__________________________________________

Offer 3:____________________________________

__________________________________________



Practice, Drill and Rehearse

• Get to know what each slide is about and the script• Make changes to script to fit your personality• Audio record you doing presentation• Listen for things like inflection, enthusiasm, can you hear yourself smiling• Are you painting verbal pictures• Video record yourself• Things to look for—are you slouching, are you smiling, are you looking them in the eye• Is your speech clear and concise—are you using language seller understands

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© Copyright 2010 Cortney Jones and Keith Young Module 5: Presentation Tips & Techniques.

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