Presentation on theme: "Listing and Marketing Consultation"— Presentation transcript:
1 Listing and Marketing Consultation Paul Holtzheimer Welcomes YOU to his Keller-WilliamsListing and Marketing ConsultationIf you have ANY questions during this presentation.. Please Ask!
2 During this presentation I’ll discuss each of these… KELLER WILLIAMS®Consultant Vs. AgentKey ObjectivesPricing FactorsControlling FactorsSources of BuyersMarketingPreparing for the OfferProcessing the Sale
3 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.Gary KellerChairman Of The Board
4 Notice, Keller-Williams, is number two in the number of days before a home sells. Next year we plan to be number one!
6 At KELLER WILLIAMS® We Have a Special Culture… Win-Win — or no dealIntegrity — do the right thingCommitment — in all thingsCommunication — seek first to understandCreativity — ideas before resultsCustomers — always come firstTeamwork — together everyone achieves moreTrust — starts with honestySuccess — results through peopleWe Include these in EVERY DEAL!
7 As shown at the Ski-to-Sea Parade, Keller-Williams is more than just Realtors, we’re a family, a TEAM!
8 My Office Our Main Office: 3800 Byron Ave Bellingham, WA 98229 My Phone: PaulMy Fax:Website:
9 Consultant Vs. Agent What’s the difference? Fiduciary (Consultant)Advises and ConsultsEducates and GuidesInvolved in Decision ProcessUses Judgment and ExperienceAlmost IrreplaceableAdequately CompensatedFunctionary (Agent)Delivers InformationTells and SellsStays out of ProcessFollows the Rules and ProceduresVery ReplaceableMinimally Paid
10 My Biography Who is Paul Holtzheimer ? Professional Qualifications: Holds Master’s Degree in Political ScienceCity Planner for Oklahoma CityMarketing Associate w/Major Savings & LoanMember, Board of Directors, Habitat for HumanityCertified Graduate of the Advantage System Certified as a Talking House ProfessionalMy REALTOR®Paul HoltzheimerSeeing the joy on his clients faces when the deal is done!Enjoys:Photography, Music, 19th Century U.S. History, Close-up MagicHobbies:Born in Whatcom County, Lived/Educated in Oklahoma. Lived in Whatcom County for the past 20+ yearsHistory:Marketing, Management, City Government, Computer ScienceEducation:
11 Key Objectives In 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!!!
13 Where do the Buyers Come From? Referrals 8%The INTERNET98% ? Today?71%Open Houses 6%Other4%CorporateRelocation 2%Signs9%Compiled from national surveys whose data is believed to be accurate.
14 My Marketing Plan MLS (to be seen by over 20,000!) Targeted AdvertisingTo 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 ConsultantsOffice ToursREALTOR® Open Houses w/Circle ProspectingYour home shared on hundreds of Web SitesYard Signs, Flyers, & MailersHighly recognized Red & White signsCalls come from my signsPost cards and/or Mailings to neighborsMultiple Internet Web SitesMLS (to be seen by over 20,000!)National/International Internet Sites (over 500)
15 I can show the world your home on hundreds of Web Sites 24 hours a day Here Are a Few of the Internet sites I use:Your Home Gets International Exposure!!
16 Local Marketing Tools My marketing publications for your home My Web Site:Variety of flyerswas developed in 1995, making KELLER WILLIAMS® one of the first real estate franchises to establish a presence on the World Wide Web.
17 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 keepspeople completely informed about your home… No More Hassles!
18 Marketing Your Home Your Consultant (me) You Our Respective Duties 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 BuyersHelp 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)
19 What You Do & Don’t Control Seller Controls:Property ConditionAvailability for ShowingPriceHome WarrantySeller Doesn’t Control:CompetitionBuyer’s or Seller’s MarketInterest RatesWhen The Perfect Buyer Walks Thru Door
20 Selling Price Vs. Timing ACTIVYWEEKS ON MARKETTiming 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.
21 Pricing Factors IMPORTANCE OF INTELLIGENT PRICING ASKING PRICE +15%10%ASKINGPRICE+10%30%PERCENTAGEOF BUYERSMarket Value60%-10%75%-15%90%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.If you price your home above market value, you’ll likely lose money!
22 Pricing Misconceptions .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.WHATYOURNEIGHBORSAYSWHATANOTHERAGENTSAYSWHATYOUPAIDWHATYOUNEEDWHATYOUWANTCOSTTO REBUILDTODAYBuyers & Sellers Determine ValueThe 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.
23 Comparatitive Market Analysis (CMA) Recent SalesCurrent Listings = CompetitionExpired Listings = What has not sold
24 The proper balance of these factors will expedite your sale. Focusing On ResultsThe proper balance of these factors will expedite your sale.LOCATIONCOMPETITIONTIMINGCONDITIONTERMSPRICESOLD
25 Preparing For The Offer 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.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.
26 Home Selling Process BEGIN PROCESS MARKET RESEARCH LISTING SIGNED OFFICEGRAPHICSOFFICE TOURBROKER’S TOURMULTIPLE LISTINGMLS COMPUTERMLS MEMBERSMLS TOURSCONTACT PROSPECTSSHOWINGSOPEN HOUSEOFFER RECEIVEDNET SHEETOFFERCOUNTER OFFERCONTRACT ACCEPTEDEARNEST MONEYINSPECTIONS
27 Contract To Close TRANSACTION PROCESSING PROCESSING REJECTION MORTGAGE CO.CREDIT REPORTAPPRAISALUNDERWRITINGVERIFICATIONSLOAN APPROVALTITLE CO.ASSEMBLE PAPERSSETTLEMENTHOME SOLD
29 SELLER SEES THEIR HOUSE 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 HOUSEBUYER SEES YOUR HOUSEINSPECTORSEES THE HOUSESave Yourself Time, Money and Disappointment — Do Deferred Maintenance Now!
30 Home Warranty PlansHome 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).
31 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…
32 I’m always available at THANKS! For watching!!I’m always available atLearn about Commissions