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Marketing Proposal Thank you for allowing us into your home and giving us your time to present our services to you. Ph 06 3555522 email [email protected] Licenced agent 2008REAA Century 21 By the lake
Transcript
Page 1: What could possibly go wrong

Marketing Proposal

Thank you for allowing us into your home and giving us your time to

present our services to you.

Ph 06 3555522

email [email protected]

Licenced agent 2008REAA

Century 21 By the lake

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Page 3: What could possibly go wrong
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Thank you for considering Century 21 Palmerston North.

I appreciate the opportunity to appraise your property, advise you on the current market conditions and offer an anticipated sale price for your home. When you list your property with Century 21, you can rest assured that we will do everything we can to promote your property and attract as many buyers as possible. We have enclosed a tailored marketing proposal that is specific to your property, designed to give it the best publicity possible within your budget. The key to generating great exposure is in knowing who your property appeals to - we have identified specific areas that should generate good enquiries from buyers and then used this information to create a campaign. Our aim is to make this whole experience as easy, enjoyable and rewarding as possible for you both. Thank you for speaking to me regarding your property. We are sure the information attached will assist your plans and ideas for the future. I wish you every success and look forward to being able to help you. On my visit, it would be of tremendous help if you could assist me with some information about your home – the length of time you have lived there; all the benefits associated with the home etc. This information will be worth thousands of dollars to you at the point of sale. Should you choose me as your representative you would be gearing me with the correct information needed to present your home in its best possible light. You would be amazed at how the right words and style of presentation can produce the major impetus needed in a sale. We no longer hope for a good price in today's market place. We construct one by emphasizing the benefits of the home, so please feel free to write down as much information as you want. It is impossible to give me too much information. I have enclosed a list of questions at the back with with space for comments . I/We look forward to our meeting and sharing all my fresh ideas on selling your property - all on a no sale no charge commitment to you. We really look forward to working with you. As always, please do not hesitate to call me at any time if you have any questions. Kind regards, Tim Kearins Licensed Agent REAA 2008 Century 21 Palmeraston North 0274 495 547 3555522

Page 5: What could possibly go wrong

Our Office Profile

Introduction

I am pleased that you are open to the possibility

of me representing you and appreciate the

opportunity to do so

My Company has invested extensively

in database and web based technology. We are

proficient in this area and keep in touch with our

buying clients, so much so, that we have sold a

number of properties lately that other companies

could not. We are continually up skilling our staff

to be able to use these systems also.

We don't have to be the biggest in this

digital based world only the best.

The adage that you have market strength in being

small and agile in this digital and electronic

information communication age is true. We can

handle ANY number of client contacts

electronically.

We are Team Based and as a team we

can all fill in the gaps, link buyers to sellers and

keep you fully informed. You as an Owner are

therefore being fully represented in the

marketplace. We pride ourselves on our

teamwork. We work our client base as a team

towards the best result for you.

Our sales staff have the freedom to list

anywhere, which in turn draws their clients to

their colleagues properties as well as their own.

Our sales staff predominantly have the support of

a sales cadet, pa and buyers agent , and are

highly supported in their own right.

Our market segment transverses

the Province and a wide range of property values.

We hear stories all the time where the only person

you see is the listing agent or the only buyers you

see are at open homes. But with our team

approach, under the listing agent's responsibility

for the marketing, for keeping you in touch and

informed, your objective of getting a better result

in this current buoyant market place is

significantly increased with a team approach. You

do not want a better buyer, a buyer who would

have paid more turning up at a later date that

means you have under sold the property.

We look forward to being of

assistance to you. We are happy to talk to

you about our systems and the best approach to

do this for you. We can conduct a sales campaign

for your property that will achieve the best price

in the most convenient time frame. We are

available with all the information in relation

to your Real Estate matters, so please do not

hesitate to contact us.

.CENTURY 21 New Zealand and its member offices have access to the most

up-to-date technology, management, support,

sales and marketing systems available in the

industry today.

Page 6: What could possibly go wrong

Tim Kearins Profile

� My Accomplishments

Dip Ag, Dip Bus Studies both from Massey

AREINZ

Licenced Agent 2008 REAA

Principal of Century 21

� Who is Tim Kearins

When sales agents become successful at selling , they often go it on their own. Tim did and set up his own agency in 2005 .

An enthusiastic operator with a solid database , his email newsletter is bigger than some whole firms .

Tim owns several offices in Turangi and Taupo . He operates with several assistants in Palmerston North selling real estate .

His experience will bennefit you .

Tim doesn't like the BullS that surrounds some areas in real estate , like agents promising you a buyer or result , signing you

up exclusively then not selling your home. What is that ?

In fact you may see him withdraw in that instance , he will say I will do everything I can for you. No promises . No BS. If you would like me to help , I'm your man.

Tim likes to say , I have buyers . I do need a listing authority to get to work for you.

I will try something , if that doesn't work I will try something else.

Tim has a strong working relationship with other agents in other firms and will often co-opt these to help.

Tim plays Golf and rugby

Camps in the Holidays in Coromandel

Has a beautiful wife and 4 children

And sits on a High School BOT

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The Purpose of this Presentation

Is to tell you more than just our market opinion on price and the market conditions, But how we think you can maximize the price with the correct sales process. We will tell you who we are and what we do How we recommend you proceed and why you should use us You want to know the price! For us , if all things are done correctly the price will come, we trust our systems and processes. We need you to entrust us to sell the property on your behalf , we need to be able to do what we do well 1. We will discuss your experience in selling property and if you have a preference for a particular method of sale 2. We will bring you up to date with the current market conditions in your area and neighbourhood and prices being achieved for properties similar to yours 3. We will discuss where you think your property fits in the marketplace 4. We will explain different methods of sale and which are ideal for your timetable for selling 5. We will discuss marketing options to maximise the selling price of your property 6. We will discuss any questions you may have 7. Then we discuss our professional fees and marketing options 8. We will then ask you for your instructions and complete the required documentation

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Selling Process: The Basics

Selling Process: The Basics • Choose the right agent • Set a fair price - Use a Comparative Market Analysis • Sign the Listing Agreement • Prepare your home for prospective buyers - Neat and clean and repaired or painted where necessary • Agree on a Marketing Plan relevant to today’s market - Advertise heavily where the buyers are online - 90% of all buyers use the Internet in their search process1 - Hold an Open House • Present all offers • Negotiate the Selling Price • Buyer Home Inspections • Close the deal

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The Market Opinion

RV $

Land m

House m

Built

Insert brief detail

Estimated sale level reflective of the current market conditions is:

$ to $

Estimated sale level of $

Commission on that would be $ + GST

Century 21 Bby the lake LTD Licensed (REAA 2008)

Your property ( Address )

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What do you expect from us ?

� 1. That the selling process runs smoothly without hassles

� 2. That your agent keeps you informed of all vital information throughout the sale

� 3. That your home sells quickly

� 4. That you receive the best possible price and terms for your home

It is important WE know what you expect from us

� How many times a week would you like to be contacted?

� How soon after we show a client your property would you like to know their response?

� Would you like a weekly written report?

� Would you like to be contacted prior to us showing a client through the property?

� How much notice would you like before we bought a client around?

� Are you happy to have open homes? Do we need to take off our shoes ?

� Would you like to approve the advertising before it goes to Print? Email? Web?

� Would you like to write the ad?

� Are there any times that don't suit for clients to be shown through the property?

� Would you like to Auction or Tender?

� Anything else ?

� Are you objectionable if it takes 3-4 days to get Internet loaded or signs up or removed ?

� Can you do anything to help? Would you like to ?

If you have found another property or are moving town, it is important that you tell us, by planning for deadlines we can ensure that we are still obtaining for you the best result

� We have standards that we adhere to as a company. It is what gives us repeat business and a reputation for getting results.

� There are also standards that the Industry in law sets in our Real Estate Agents Act (Professional Conduct and Client Care) Rules 2008. Under the REAA Act

� Every property is different. It is like trying to get every elite athlete to do the same thing, it is better to set the program around the Athlete. So we set the program around you the seller , to do that we need to be clear on what you expect . Some of our clients say come back when you have sold it , others can't go to sleep until we phone.

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What we expect of ourselves

� To be on call for our clients and vendors

� To conduct ourselves in a professional manner at all times

� To follow up all interest on properties, and ensure clients and vendors are aware of developments during marketing at all times

� We follow the REAA Code of Ethics

� We follow the REAA Rules of Practice

� We work on the property until it is SOLD

� We try one thing and if that doesn't work we try something else and if that doesn't work we try something else

We trust our sales systems, they have proven results time after time

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Recent sales

Case Studies A family Home

68 Stanley Ave , Multiple offers Settled 25th July 2011 Express sale method sold $38,400 above GV . 10% above GV

Do you want to know how we did it? A Lifestyle

Lockwood R Sold before title issued Tender then price set Sold for $540,000

Do you want to know how we did it? A Rental

68 Stanley Ave , Multiple offers Settled 25th July 2011 RV $185,0000 Sold for $196,000

Do you want to know how we did it?

Page 13: What could possibly go wrong

The Global Picture

The CENTURY 21 story is one of global

success. Our strength is born out of people

with an unceasing dedication to customer

service excellence.

Formed in Orange County, California in July

1971, CENTURY 21 Real Estate Corporate

was the brainchild of Art Bartlett and Marv

Fisher. By 1976, the first international

master franchise was sold in California.

New Zealand in conjunction with Australia

was the sixth international region to be

established in May 1989. It was closely

followed by Japan, the United Kingdom,

Northern Ireland and Mexico.

Today, CENTURY 21 is the largest Real

Estate sales organization in the world.

Together with its sister companies, Coldwell

Banker and ERA, the organization has over

12,000 franchised offices with more than

250,000 brokers and agents worldwide.

CENTURY 21’s global reach extends across

8,400 offices including: the United States,

Canada, the Caribbean, Australia, Japan,

France, England, Israel, Ireland, Mexico, New

Zealand, Papua New Guinea, Indonesia,

Holland, South America, Iberia, Singapore,

China, Central America and Luxembourg.

No other Real Estate organization in New

Zealand can offer its offices and customers

the global strength and reach of CENTURY

21.

It is a network that offers unparalleled

support. As a CENTURY 21 agent, you have

friends and allies all around the world.

Whether its referrals or a helping hand from

a local expert in far-away places, the

CENTURY 21 network is always there to

help.

For more than 25 years, CENTURY 21 has

been providing homebuyers and sellers with

the highest levels of service. This has no

doubt helped us reach the formidable

leadership position we hold in Real Estate.

CENTURY 21 New Zealand and its member

offices have access to the most up-to-date

technology, management, support, sales and

marketing systems available in the industry

today.

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What’s the market like

Understanding the Market

Market Type Characteristics

Implication for Sellers

Buyer's Market Buyer's Market Buyer's market

Supply of homes

for sale exceeds

buyers available

Large number of homes for sale.

Homes usually sell more slowly.

Prices stabilize (or) sometimes

decrease.

Buyers have more time to look

before deciding. Sellers have less

negotiating power. Buyers can

make lower offers.

Seller's Market Seller's Market Seller's Market

Numbers of buyers

exceed supply of

homes.

Minimal homes for sale. Many

buyers. Homes sell quickly. Prices

generally increase.

Possible setting of a higher selling

price. Sellers may reject

conditional offers. More time to

decide upon the acceptance of an

agreement.

Balanced Market Balanced Market Balanced Market

Number of houses

on the market for

sale is basically

equal to buyers

Demand equals supply. Sellers

accept reasonable offers. Homes

sell within a reasonable time. Prices

are generally stable.

More relaxed atmosphere. Good

number of prospective buyers sees

the home.

Page 18: What could possibly go wrong

What price will you get?

No matter what we would like to think, the Real Estate Agent or a Valuer or the Vendor does not fix the value . Nor is it arrived at by adding a percentage to the Rateable Value (previously known as the Government Valuation)

The Market Value is what a Buyer will offer and a Vendor will accept

Factors that will not affect your sale price

What you paid for the property. The cost to you of past repairs or improvements. How emotionally attached you are. The cost of the property you want to buy. The highest price a salesperson says it is worth before listing.

Don’t list with the agent who says the highest price , Unless they have a serious compelling plan to help achieve that for you , otherwise they are just “ buying “ the listing.

Pricing Your Home To Sell

Page 19: What could possibly go wrong

The Emotional buyer

1. You have a better chance of achieving a PREMIUM PRICE for your

home of you offer it for sale using a “no price” marketing method of

sale and attracting an emotional buyer

2. When you take the price off your home, potential buyers can only

judge your home by its features and benefits, not the price tag

Page 20: What could possibly go wrong

Intelligent Pricing

By pricing your property at market value, you expose

it to a much greater percentage of prospective buyers.

This increases your chances for a sale while ensuring a final sale price

that properly reflects the

market value of your home.

The Effect of Overpricing

Improper pricing may lead to a below market value sale price, or even worse, no sale at all.

Your home has the highest chances for a fruitful sale when it is new on the market and the price is

reasonably established

Activity vs . Timing

A property attracts the most attention, excitement and interest from the real estate community

and potential buyers when it is first listed on the market.

Improper pricing at the time of initial listing misses out on this peak interest period and may result

in your property languishing on the market.

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If you price your property above the buyers price range and then get an offer you refuse, you may have to

price your home below the offer price you refused -this is the start of a PRICE SLIDE.

If you want to sell your home in today’s marketplace, you need to match what the buyers will pay.

If you price your property incorrectly in the first 4 weeks of marketing your home, you will miss the best

chance of selling your home quickly

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How much will it cost?

How much will it cost you in commission fees ? Real Estate Fees are only payable after an Unconditional Sale has been achieved – NO RESULT – NO CHARGE.

Fees are $500 plus 3.95% of the Selling Price (up to $300,000) and 2.25% thereafter, plus GST The following services are included in this fee:

• To provide any necessary assistance required by you beyond the sale of your home

A targeted approach This is where we take great pride in our approach. We can advertise anywhere and anyway. We can do anything that other agencies are offering. We have great flexibility in our marketing plans, they are not cardboard cutouts. What we do is create an individual campaign in consultation with yourself to gain maximum impact with the least expense. The "standard" campaign that we have has been developed from what works best. Markets change and price trends move. In keeping therefore, we are constantly adjusting our approach to achieve a top sales result for you.

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How long will it take to sell?

Recent experience show

� Express sale 2-3 weeks maximizing the peak sale period or 60days

� Auction 2-6 weeks

� Tender 4-6 weeks or 120 days

� By negotiation 90 days

� Buyers over a fixed price 90 days

� Set a Price 120 days

Page 25: What could possibly go wrong

How long will it take to sell?

It is our frequent experience that the following factors have the greatest effect on the length of time it takes to sell a property:

n Presentation

n Price

n Accessibility

n Marketing If the property is well presented, is sensibly priced, and you make it easy for your Agent to gain access, there is little reason why it should take more than four to eight weeks to sell.

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What else do I need to do now?

� Entrust us to fully market and sell your property. � Create an atmosphere Net curtains should be open, cut some flowers, remove clutter, take pets away, music is good, baking or incense or toilet sprays are good. � First impressions count Fix letterbox, grass removed from gutters, mould and lichen removed. Fix windows, tidy garage to create space. If you are moving put half of your clothes, linen and pantry stuff in boxes, it makes your cupboards look bigger. � Small improvements add up People look at window frames and will often determine the soundness of the whole house from this, paint them! � Kitchens and Bathrooms Polish bathroom and kitchen and wipe dry. People will open your cupboards. Make sure nothing falls out of draws and cupboards are not too full. � Trim hedges, mow lawns, clean carpets � Open days: Jewellery and valuables should be safely locked away or taken with you. Breakables removed and personal photos taken from walls and mantels.

Do I need to List with Another Company?

� No! If another company has a buyer we can make arrangements to conjunct with them.

What extra marketing should we do?

� It takes about two weeks to tell the market your property is for sale. � With Auctions and Tenders we need to publicize a date. � A Premium is usually generated with Competition; the cost of advertising is usually

covered by only one extra bid. � If you have a date you are working to, we would need to know

Page 27: What could possibly go wrong

Marketing methods

Page 28: What could possibly go wrong

How long will it take to sell?

Page 29: What could possibly go wrong

1. If you want a very quick sale, then an AUCTION or a QUICK SALE may suit your needs

2. With AUCTION over a marketing period of 30 days plus a few more

days, you have 3 main chances of selling your home

3. You also have a chance of attracting an emotional buyer who

will judge your home by its features rather than its price

4. With CENTURY 21’s QUICK SALE,the property is offered for sale at

a published price which reflects the current prices offered by buyers

for similar properties

5. If A QUICK SALE is not sold within 14 days - then the property is “over

priced” and a price adjustment must be made

Page 30: What could possibly go wrong

1 Evidence has shown that

most properties marketed by

CENTURY 21’s EXPRESS SALE

sell within 60 days.

2. For the first 21 days of the

marketing period, the property is

offered without a price and buyers

are asked to give feedback on what

they would pay for the property. If the

price offered by a buyer is suitable

as a start for negotiations, you could

be offered an attractive price for your

property.

3. If this is the case, you could sell your

property within the 21 day “no price” marketing period.

4. If you don’t sell your property after

21 days, then the property is placed

on the market with a price, but you

have a greater chance of selling

within 60 days as your asking price

will reflect the “feedback” regarding

the price you have received from

potential buyers.

Page 31: What could possibly go wrong

90 DAY PLUS PLAN. EXCLUSIVE LISTING WITH

A PUBLISHED PRICE.

When you list your property with

a published price, in most cases

you choose a price based on what

you want and not the “buyers price”.

Then you add room for negotiation

to allow for “offers” so the price of

your property could be well above the

buyers price.

2. For this reason, nearly 90% of all

properties listed with a price take over

90 days to sell

3. The reason it takes 90 day or more to

sell is because it take sellers that

period of time to be “educated” to the

marketplace and accept the prices

being offered by qualified buyers

Page 32: What could possibly go wrong

1. If you want more than one agency to market your property, CENTURY 21

can offer you LOCAL LIST

2. This method of sale allows CENTURY 21 to list with any

other agency you choose and CENTURY 21 will share commission

with the agency that sells your property

3. The benefit of LOCAL LIST to you is that you get one agency to manage

your property and give you correct advice when offers are received but

you have your property promoted by more than one agency


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