Listings & the importance of Business PartnersPresented by:

Tracy SantrockRealtor/Broker

Business Partners

Build a Team of Experts to enhance your business

Make sure the partners are a reflection of your tastes and values

Use your expertise in consultations with your sellers

Use this benefit to your advantage – in your listing presentations, marketing, etc.

Example #1

If you were about to take over this listing what changes would you recommend to your clients?

Listing #1

In this example:

Removed all wallpaper, window treatments, new fixtures, and new carpet throughout the house in a fresh neutral color, stained deck, and pool deck

Landscaped Yard -Fresh mulch-Removed vine at mailbox-Removed basketball goal-Power-washed driveway

Cleaned windows

Cost to Seller:• Build a budget • Discuss holding cost tradeoffs

Cost of improvements: $5000

Cost of Carrying this home to the seller for 12 months: $17,400

Results:

• 6% Listing $10,800• Sold both sides of the transaction• Received an outbound referral for a $400k sale $3000• Received referral from buyer that I have listed now $6000• This home sold in 105 days in the middle of the winter – with 2 negatives: No Garage & Pool• This home had previously been on the market for 180 Days with no offers

1 Real Estate Consultation resulted in 4 Transactions

Example #2:

Sold in 5 Days at Full Price

Example #2: SOLD in 5 Days

• Seller estimated carrying costs w/HOA at $25,000 per year• When I took over this listing there were other identical units in the neighborhood for sale: • 1 was listed at $289,000 and sold for $280,000• The second was listed at $279,000 and sold for $277,000• The 3rd was listed at $262,500 and sold for $262,500

SOLD FOR $300,0000

Staging makes a difference

Example #3

If you were about to take over this listing what changes would you recommend to your clients?

Listing #3

In this example:

1. Clients moved out of the house before renovationRemoved all wallpaper, window treatments, and repainted walls and trim throughout the house in a fresh neutral color2. Removed bookshelves in the family room3. Cleaned windows and opened up view in the

back4. Repaired bathroom5. Placed tile flooring in the kitchen & foyer areas6. Had landscaper spruce up the yard right before

the listing7. Replaced 23 year old fixtures8. Pre-inspection and all repairs done prior to

listing9. DID NOTHING TO THE KITCHEN

Cost to Seller:• Build a budget • Discuss holding cost tradeoffs

Cost of improvements: $12,000

Timeline for readiness: Two Months

My clients had already bought in Carolina Preserve and moved into their new home

Keith Bliss had a contemporary home on the market as a short sale for $180,000 down the street

MLS #1639745 to show after photos

Results & Lesson Learned:• SOLD at 97.5% of list price in 4 Days in February• Clients wrote a glowing testimonial for my website• It is important to make the right improvements with the right vendors to maximize the return on the sellers investment

SOLD IN 4 DAYS

Who should be on your team?• Painter• Landscaper• Carpet Vendor• Fixture vendor • Hardwood Specialist• Tile Vendor• Stager – For vacant & non-vacant homes • For larger jobs make sure you have a General Contractor on hand

I bring samples of Carpet, Paint, etc to my appointments for consultation & review