1. Listing and Marketing Consultation
Paul Holtzheimer Welcomes YOU to his Keller-Williams
Listing and Marketing Consultation
If you have ANY questions during this presentation.. Please Ask!

2. 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

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 Keller
Chairman 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!

5. KELLER WILLIAMS® is in ALL Major Markets

6. 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!

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: Paul
My Fax:
Website:

9. Consultant Vs. Agent What’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

10. My Biography Who is Paul Holtzheimer ? 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 REALTOR®
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:

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!!!

12. Where do most buyers come from?

13. Where do the Buyers Come From?
Referrals 8%
The INTERNET
98% ? Today?
71%
Open Houses 6%
Other 4%
Corporate
Relocation 2%
Signs 9%
Compiled from national surveys whose data is believed to be accurate.

14. My Marketing Plan MLS (to be seen by over 20,000!)
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)

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 flyers
was 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 keeps
people 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 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)

19. What You Do & Don’t Control
Seller 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

20. Selling Price Vs. TimingA C T I V Y
WEEKS ON MARKET
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.

21. Pricing Factors IMPORTANCE OF INTELLIGENT PRICING ASKING PRICE
+15%
10%
ASKING
PRICE
+10%
30%
PERCENTAGE
OF BUYERS
Market Value
60%
-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 Misconceptions
It 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.
WHAT
YOUR
NEIGHBOR
SAYS
WHAT
ANOTHER
AGENT
SAYS
WHAT
YOU
PAID
WHAT
YOU
NEED
WHAT
YOU
WANT
COST
TO REBUILD
TODAY
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.

23. Comparatitive Market Analysis (CMA)
Recent Sales
Current Listings = Competition
Expired Listings = What has not sold

24. The proper balance of these factors will expedite your sale.
Focusing On Results
The proper balance of these factors will expedite your sale.
LOCATION
COMPETITION
TIMING
CONDITION
TERMS
PRICE
SOLD

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
OFFICE
GRAPHICS
OFFICE TOUR
BROKER’S TOUR
MULTIPLE LISTING
MLS COMPUTER
MLS MEMBERS
MLS TOURS
CONTACT PROSPECTS
SHOWINGS
OPEN HOUSE
OFFER RECEIVED
NET SHEET
OFFER
COUNTER OFFER
CONTRACT ACCEPTED
EARNEST MONEY
INSPECTIONS

27. Contract To Close TRANSACTION PROCESSING PROCESSING REJECTION
MORTGAGE CO.
CREDIT REPORT
APPRAISAL
UNDERWRITING
VERIFICATIONS
LOAN APPROVAL
TITLE CO.
ASSEMBLE PAPERS
SETTLEMENT
HOME SOLD

28. Our Service Process

29. SELLER SEES THEIR HOUSE
Inspections
Inspections 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
BUYER SEES YOUR HOUSE
INSPECTOR
SEES THE HOUSE
Save Yourself Time, Money and Disappointment — Do Deferred Maintenance Now!

30. 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).

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 at
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