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Listing and Marketing
Consultation
Paul Holtzheimer Welcomes YOU
to his Keller-Williams
If you have ANY questions during this presentation.. Please Ask!
During this presentation I’ll discuss each of these…
• KELLER WILLIAMS®
• Consultant Vs. Agent• Key Objectives
•Pricing Factors• Controlling Factors
•Sources of Buyers •Marketing
•Preparing for the Offer •Processing the Sale
Gary KellerChairman Of The Board
About KELLER WILLIAMS® Realty• Founded in Austin, Texas, over 20 years ago.
• KELLER WILLIAMS® Realty has laid the foundation for agents to become real estate business people.
• Mo Anderson owned the #3 franchise in the largest real estate company in the world.
• Gary Keller was chosen by Realtors across the U.S. as one of five of the “Most Admired” REALTORS® in the nation.
KELLER WILLIAMS® FACTS:
• “Most Innovative Real Estate Company” — Inman News.
• 75,000+ real estate consultants.
• 450+ offices in the U.S. and Canada.
• One of the largest real estate companies in North America.
• In All of the Major Markets.
• Excellence in real estate consultation training.
Notice, Keller-Williams, is number two in the number of days before a home sells. Next year we plan to be number one!
KELLER WILLIAMS® is in ALL Major Markets
At KELLER WILLIAMS® We Have a Special Culture…
Win-Win — or no deal
Integrity — do the right thing
Commitment — in all things
Communication — seek first to understand
Creativity — ideas before results
Customers — always come first
Teamwork — together everyone achieves more
Trust — starts with honesty
Success — results through people
We Include these in EVERY DEAL!
As shown at the Ski-to-Sea Parade, Keller-Williams is more than just Realtors, we’re a family, a TEAM!
Our Main Office: 3800 Byron Ave Bellingham, WA 98229
My Phone: 360 303-4444 --- Paul
My Fax: 360 366-3333
Website: www.BuyNorthwest.com
E-Mail: [email protected]
My Office
Consultant Vs. AgentWhat’s the difference?
Fiduciary (Consultant)• Advises and Consults• Educates and Guides• Involved in
Decision Process• Uses Judgment
and Experience• Almost Irreplaceable• Adequately Compensated
Functionary (Agent)• Delivers Information• Tells and Sells• Stays out of Process• Follows the Rules
and Procedures• Very Replaceable• Minimally Paid
Professional Qualifications: Holds Master’s Degree in Political Science City Planner for Oklahoma City Marketing Associate w/Major Savings & Loan Member, Board of Directors, Habitat for Humanity Certified Graduate of the Advantage System Certified as a Talking House Professional
My Biography
My REALTOR®Paul Holtzheimer
Who is Paul Holtzheimer ?
Seeing the joy on his clients faces when the deal is done!Enjoys:
Photography, Music, 19th Century U.S. History, Close-up Magic
Hobbies:
Born in Whatcom County, Lived/Educated in Oklahoma. Lived in Whatcom County for the past 20+ years
History:
Marketing, Management, City Government, Computer Science
Education:
Key ObjectivesIn Getting Your Home Sold
• PRICING… your home at the property’s fair market value.
• TIMING… in the desired time period.
• CONVENIENCE… selling your home with
the least amount of hassle!!!
Where do the Buyers Come From?
Compiled from national surveys whose data is believed to be accurate.
The INTERNETOpen Houses
6%
Referrals8%
Corporate Relocation 2%
Signs9%
Other4%
71%98% ?Today?
• Targeted Advertising• To the public
(Talking House, Television, The Real Estate Book, and other publications)
• To the REALTOR® community (flyers, meetings, one on one)
• KELLER WILLIAMS® Professional Real Estate Consultants• Office Tours• REALTOR® Open Houses w/Circle Prospecting• Your home shared on hundreds of Web Sites
• Yard Signs, Flyers, & Mailers• Highly recognized Red & White signs• Calls come from my signs• Post cards and/or Mailings to neighbors
• Multiple Internet Web Sites
• MLS (to be seen by over 20,000!)• National/International Internet Sites (over 500)
My Marketing Plan
I can show the world your home onhundreds of Web Sites 24 hours a day
Your Home Gets International Exposure!!Here Are a Few of the Internet sites I use:
Local Marketing ToolsMy marketing publications for your home
www.kellerwilliams.com was developed in 1995, making KELLER WILLIAMS® one of the first real estate franchises to establish a presence on the World Wide Web.
Publications
My Web Site: www.BuyNorthwest.com Variety of flyers
The Talking House is like having your agent standing on the sidewalk talking to people as they drive by.
As potential buyers stop by your home, they tune their car radios to
your own radio station to hear all about your home:
saves you hassle, time, and keeps
people completely informed about your home… No More Hassles!
Marketing Your Home
• Input your listing to MLS.
• Install nationally recognized sign.
• Provide information fliers.
• Professional pricing guidance.
• Prepare advertising.
• Hold highly attended Open Houses.
• Give Feedback on showings.
• Review contracts and represent you in negotiations.
• Guidance in staging your property.
• Pre-Qualify Potential Buyers
• Help Arrange Financing for buyers.
• Complete all repairs and cleaning.
• “Stage” your home to be appealing.
• Hide valuables (also prescriptions).
• Keep marketing information out for prospective buyers.
• Call me if information is depleted.
• Leave premises for showings.
• Call me with any questions.
• Refer friends and acquaintances who might be interested in your property.
• Refuse to discuss terms with prospective buyers or their agents. (Refer them to me, your agent)
Your Consultant (me) You
Our Respective Duties
What You Do & Don’t ControlSeller Controls:
• Property Condition
• Availability for Showing
• Price
• Home Warranty
Seller Doesn’t Control:• Competition
• Buyer’s or Seller’s Market
• Interest Rates
• When The Perfect Buyer Walks Thru Door
Selling Price Vs. Timing
• Timing is extremely important in the real estate market.
• A property attracts the most activity from the real estate community and potential buyers when it is first listed.
• It has the greatest opportunity to sell when it is new on the market.
• If the home is over-priced it may become stale on the market.
WEEKS ON MARKET
ACTIVITY
1 2 3 4 5 6 7 8
Pricing Factors
As this triangle graph illustrates, more buyers purchase their properties at market value than above market value. If you price your property at market value, you are exposing it to a much greater percentage of prospective buyers and you are increasing your opportunity for a sale.
+15%
+10%
Market Value
-10%
-15%
10%
30%
60%
75%
90%
PERCENTAGE OF BUYERS
ASKING PRICE
IMPORTANCE OF INTELLIGENT PRICING
If you price your home above market value, you’ll likely lose money!
Pricing MisconceptionsIt is very important to price your property at a competitive market value when first signing of the listing agreement. Historically, your first offer is usually your best offer.
Buyers & Sellers Determine Value
The value of your property is determined by what a BUYER is willing to pay and a SELLER is willing to accept in today’s market. Buyers make their pricing decision based on comparing your property to other property SOLD in your area.
WHATYOU PAID
WHATANOTHER
AGENTSAYS
WHATYOU NEED
WHATYOU
WANT
COSTTO REBUILD
TODAY
WHATYOUR
NEIGHBORSAYS
.
Comparatitive Market Analysis(CMA)
• Recent Sales
• Current Listings = Competition
• Expired Listings = What has not sold
Focusing On ResultsThe proper balance of these factors will expedite your sale.
LOCATION
COMPETITION
TIMING
CONDITION
TERMS
PRICE
SOLD
Preparing For The Offer
• ACCEPTANCE. Signed by all parties, dated, delivered… congratulations, you’re on your way to having your property sold!
• REJECTION. Unconditional… unfortunately, your home is still on the market.
• COUNTER OFFER. Any change to the contract constitutes a counter offer. You are now in the renegotiation stage.
• NO ACTION. Equals rejection. Your home is still on the market.
In a “Buyer’s Market,” offers to purchase routinely come in “low,” whereas in a “Seller’s Market,” offers are closer to the asking price. Do not be offended by any offer received. Be offended by buyers who tour your property and don’t submit an offer.
Home Selling ProcessMARKET RESEARCH
LISTING SIGNED
OFFICE
MULTIPLE LISTING
CONTACT PROSPECTS
SHOWINGS
OPEN HOUSE
OFFER RECEIVED
OFFER
CONTRACT ACCEPTED
INSPECTIONS
BROKER’S TOURGRAPHICS OFFICE TOUR
MLS COMPUTER MLS MEMBERS
NET SHEET
COUNTER OFFER
EARNEST MONEY
MLS TOURS
BEGINPROCESS
Contract To Close
PROCESSING
MORTGAGE CO. CREDIT REPORT APPRAISAL
LOAN APPROVAL
UNDERWRITING VERIFICATIONS
TITLE CO.
ASSEMBLE PAPERS
SETTLEMENT
HOME SOLD
REJECTION
TRANSACTIONPROCESSING
InspectionsInspections and potential repairs are the number one reason sales don’t close. Typically, buyers have a certain number of days in which to inspect the property and accept or reject the property based upon these mechanical and structural inspections. Inspectors are supposed to find all the problems!
SELLER SEES THEIR HOUSE
INSPECTOR SEES THE HOUSE
BUYER SEES YOUR HOUSE
Save Yourself Time, Money and Disappointment — Do Deferred Maintenance Now!
Home Warranty Plans
Home warranty plans go a long way to alleviate some
risks and concerns. For a modest price, the seller can
provide to the buyer a one year warranty covering specified
heating, plumbing, electrical, water heater or appliance
breakdowns. Coverage under most plans commences at
closing. In all cases, there are important limitations and
exclusions (example: appliances/systems must be operative
at commencement of coverage).
Let me help you sell your home.
I have the experience, the techniques, the ability, and the
power of Keller-Williams behind me all the way!
TO GET YOUR HOME…
Learn about Commissions
THANKS! For watching!!I’m always available at
360 303-4444Email: