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
