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559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 Property:_____________________________________________________________________.

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Presentation on theme: "559 South Washington Avenue Kankakee, IL 60901 P: 815.929.9258 F: 815.929.9200 Property:_____________________________________________________________________."— Presentation transcript:

1 559 South Washington Avenue Kankakee, IL P: F: Property:_____________________________________________________________________ Date:______________________________ Operator:________________________________ Seller's Name:________________________________________________________________ Mailing Address: _____________________________________________________________ Phone:H:______________________________ W:_________________________________ C:______________________________ F:__________________________________ _____________________________________________________________ Phone:H:______________________________ W:_________________________________ C:______________________________ F:__________________________________ _____________________________________________________________ 1.How did you hear of Walter Sanford?_______________________________________ __________________________________________________________________________ 2.Why do you want to sell?__________________________________________________ __________________________________________________________________________ What Do I Say? The $ at Close Magic Questions

2 559 South Washington Avenue Kankakee, IL P: F: Referred by:Name: ___________________________________________________ Address: _________________________________________________ C:_________________________ F:_____________________________ ___________________________________________________ Referral fee: ______________________________________________ Send personal thank you note and mark database. 4.Who else are you interviewing? AgentOfficeAppointment Date/Time __________________________________________________________________________ ***Remember, Walter wants to be the last appointment the seller meets with. You can say, Meeting with all the other brokers first will guarantee a maximum number of questions and a solidification of your needs. Walter can better serve you if you have the maximum amount of questions and all your needs available for your meeting. If you can not provide Walter with the last appointment, make it and Walter will reschedule later.

3 559 South Washington Avenue Kankakee, IL P: F: If Walter answers all of your questions to your satisfaction, will you list your property when you meet Walter?__________________________________________ 6.Would it be possible for all decision makers to be present and meet with Walter on (Date) (Time)? Is it possible to meet at Walters office?______ If not, then at what property?____________________________________________________ 7.Who will be present?________________________________________________ 8.When Walter meets with you, will you want to start the marketing plan? __________________________________________________________________________ 9.Do you own any other properties in the area?______________________________ If yes, where? ____________________________________________________________ 10.Are you thinking of listing them also?______________________________________ 11.Where are you moving?___________________________________________________ 12.Do you know a real estate professional there?______________________________

4 559 South Washington Avenue Kankakee, IL P: F: May I have our lender team member call you regarding their participation?____________________________________________________________ 14.When do you need to sell and close?______________________________________ 15.What price do you want to sell at?_________________________________________ 16.How much are your underlying loans?1st $_______________________ 2nd $______________________ 3rd $ ______________________ 17.Do you need a 1031 Tax Deferred Exchange?______________________________ 18.What criteria are you going to use in hiring your new representative? __________________________________________________________________________

5 559 South Washington Avenue Kankakee, IL P: F: We can mail you a pre-meeting information packet or you a link to our website information packet, which method would you prefer? Can we ask you to review it and send the completed forms back, prior to your meeting with Walter?______________________________________________________ __________________________________________________________________________ 20. This is an emergency -- hand deliver package! 21.May we ask that you wait to make a decision on your agent until you meet with Walter?______________________________________________________________ 22.Can we arrange some FREE time for you to consult with a CPA?_____________ 23.Tell me about your property? TypeSq. Ft.Bed/BathIncome Length of Lease __________________________________________________________________________

6 559 South Washington Avenue Kankakee, IL P: F: Any other amenities of property?__________________________________________ __________________________________________________________________________ 25.Assistant to prepare CMA and presentation:________________________________ Today Today/Tom Tomorrow Later Date___________________ Criteria for CMA: Parameters: SFR Condo Bldg. Only Commercial Land Multi-Family Area(s):__________________________ Type:______________ Size:________________ Geographical Criteria: N/______________ S/________________ E/_________________ W/________________ Price Range Search:_________________________ to __________________________ Other:____________________________________________________________________ __________________________________________________________________________ Number of Presentation Copies:___________________________________________

7 559 South Washington Avenue Kankakee, IL P: F: Follow-up Instructions: A. Run an expired check of the presentation property. B. Check to see if sellers own any other property in areas close to Long Beach and inform Walter of addresses: __________________________________________________________ C. Run a list of needs for listing presentation. D. Deliver confirmation (pre-listing) package to them. E. Add to database. F. Input haves/wants in computer. G. Order Super/Regular Property Profile. H. Is CMA complete/accurate? I. Load mock listing on internet. J. Record information on 800 service. K. Prepare mock brochure. L. Confirm that presentation is complete. M. Please confirm that all decision makers will be present at the meeting and that Walter is still the last appointment. N. Get extra key made by the seller. O. Make sure Walter has sign, rider, brochure box, map to property, and digital camera in his car.

8 559 South Washington Avenue Kankakee, IL P: F: P. Send just listed cards – same day Q. Give Walter list of interested buyers R. Set up First Sunday open house S. Hold listing for forty-eight hours T. Get seller signed MLS exclusion for ten days U. Record where lead originated

9 559 South Washington Avenue Kankakee, IL P: F: To:(Name) RE:Congratulations on choosing the Sanford Team! I would like to introduce our company and myself as members of Team Sanford. We are the top lenders in the area, and we have a long list of satisfied clients for whom we have obtained mortgages to purchase their dreams. The Sanford Team selected us as their lenders of choice because of our consistency in delivering quality loan products at competitive rates in a timely manner with an enthusiastic approach. We were notified that you have either already listed or are contemplating listing your property with Walter Sanford. We would like to say Congratulations on your choice. Pre-Confirmation from Your Lender

10 559 South Washington Avenue Kankakee, IL P: F: We were notified of your interest in listing because, as team members, we will play an integral part in marketing your home. Once the listing is taken, our company will determine every potential financing plan available to the buyer who purchases your property. We will advertise these financing plans on your property brochures and Walters website, and every agent in Walters office will have these figures to present to all potential buyers. We believe this is important because sometimes buyers may not be aware of all the different methods of financing your property. Did you know that you could buy a property for as little as 0% to 5% down? It is true, and it is our job to make sure that the buyers understand these opportunities. Furthermore, we will obtain more information about your home from Walter and distribute it to the other top agents in our area. This networking system is extremely effective because we only form partnerships with the very best agents in town, thus, promoting your home to the marketplace where only the most elite brokers operate.

11 559 South Washington Avenue Kankakee, IL P: F: Finally, we will be ready to assist you and Walter during the sale of your home by screening potential buyers so that you know their qualifications before you accept their offer! If you are relocating within Illinois, you can be pre-approved under our approval program, saving you time and eliminating any worries while you shop for your new dream home. We are extremely happy to be part of Team Sanford. We want to make sure that you are satisfied not only with your choice of a real estate agent but also with having a quality transaction delivered in record time and at the highest net proceeds to you. If you have any questions concerning financing the sale of your existing home or the purchase of your next home, please feel free to call me seven (7) days a week on my cell phone, visit my website at or me at Remember, to reach one of the best real estate agents in town, Walter Sanford, just call

12 559 South Washington Avenue Kankakee, IL P: F: Sincerely, Ryan Magruder XYZ Mortgage P. S.We believe so much in Walters systems that we are going to offer special opportunities to the buyers who look at your home! (Authors Note: Be sure your lender includes all contact information in his/her signature line and include their company logo if at all possible. Also, Yahoo and Hotmail accounts do not exude professionalism; ask him/her to set up an account through the companys website, if they have not yet done so.)

13 559 South Washington Avenue Kankakee, IL P: F: Date Name Address City, ST ZIP Name: Thank you for the opportunity to demonstrate my abilities to market your property at (address). I am looking forward to meeting you and all decision makers on Tuesday, July 6, 20XX at 3:00 p.m. at your home. If for any reason this appointment becomes inconvenient, if I am no longer the last REALTOR® you are seeing, or all decision makers will be unable to make the appointment, please contact me to arrange another acceptable time for you. Furthermore, please reply to this to let me know who will be attending the meeting so I may have extra copies and personalize presentations for them also! Pre-Confirmation Cover Letter or

14 559 South Washington Avenue Kankakee, IL P: F: I have attached a list of clients who have used my services and found that I was able to obtain their best price in the shortest amount of time. I have also included my track record for the past year. The clients who I am referring will be happy to share their success stories with you if you them! Also, I have included my "IF" questionnaire which allows me to discover the little details that will help position your home with my unique marketing methods. Please complete and return this to me at your earliest convenience. Furthermore, for us to obtain top dollar we will need to discuss the enclosed "Words of Wisdom" sheet. For our meeting, please have your complete file on the property available so that I will be able to answer all questions and present your property in the best light. Also, please complete the "What Are You Concerned About?" attachment. This document will allow you to organize your concerns so we discuss what is most important to you. Our primer on pricing and interview questions are also enclosed to aid you when speaking to other agents. All of the documents mentioned are also available at Your access code for the next fifteen days is hirewalter96. Please submit the forms mentioned at your earliest convenience, prior to our meeting.

15 559 South Washington Avenue Kankakee, IL P: F: My presentation is a culmination of many years of researched techniques and marketing expertise. I hope it is helpful and shows you that I treat the decision you are about to make as if it was the most important one of your financial life! Sincerely, Walter S. Sanford Sanford Systems P.S.Please view the enclosed DVD (or include the video link on your websit e) and please have two sets of keys ready before our appointment.

16 559 South Washington Avenue Kankakee, IL P: F: Past Client Reference Sheet CLIENT: TELEPHONE: Mr. Scott Landis Mr. & Mrs. Kanji Mochidome Mr. Donald Budai Mr. Herbert Grotsky Ms. Shelly Shafron Mr. Peter Feibleman Mr. Jim Milner Mr. Lee Ballard Mr. & Mrs. Roger Dawson Mr. & Mrs. Robert Gillespie Mr. & Mrs. Phillippe Guiral Mr. & Mrs. Gregory Keller Mr. Neil Cashman Etc. Feel free to call or any of my past clients. Please ask them about the success that Walter Sanfords strategies brought them regarding the goals of selling of their properties.

17 559 South Washington Avenue Kankakee, IL P: F: Track Record – Sales and Listings Around (Address) 2151 FashionResidence/3 bedroom, 1.5 bathroom 3649 BraytonResidence/2 bedroom, 1.5 bathroom 3121 VolkResidence/3 bedroom, 2 bathroom 550 Orange #206Condominium/1 bedroom, 1 bathroom 2216 EucalyptusSix Units 1735 Pine AvenueSix Units 1956 LocustSix Units 1623 LurayResidence/2 bedroom, 1 bathroom 5935 IbetsonResidence/3 bedroom, 2 bathroom 2553 OstromResidence/3 bedroom, 2 bathroom 1721 Pine AvenueSix Units 6232 N. Marina PacificaCondominium/1 bedroom, 1 bathroom 1854 San FranciscoSeven Units 6321 JohnsonResidence/3 bedroom 201 E. 69th Two Units 3827 E. 7th StreetFour Units 3591 Rose LaneResidence/3 bedroom, 2 bathroom 268 BelmontResidence/5 bed, 3 bath/Guest House

18 559 South Washington Avenue Kankakee, IL P: F: EucalyptusTwo Units 1781 Park AvenueThree Units 5456 OletaResidence/3 bedroom, 2 bathroom KakkisTown House/2 bedroom, 2 bathroom LomaDuplex 1435 Pine AvenueTwo Houses on 1 lot 2271 RoswellResidence/4 bedroom, 3 bathroom 1452 Pine AvenueResidence/2 bedroom, 1 bathroom 5403 AutryResidence/2 bedroom, 1 bathroom 1903 Temple, #228Condominium/2 bedroom, 2 bathroom 752 Loma VistaThree Units 305 NewportResidence/2 bedroom, 2 bathroom 550 Orange, #228Condominium 9244 Oak StreetResidence/5 bedroom, 2 bathroom 255 ObispoResidence/2 bedroom, 2 bathroom 1460 Pine AvenueTwo houses on one lot 3440 GaviotaResidence/3 bedroom, 2 bathroom 1734 ChestnutThree Units 1502 CedarResidence/4 bedroom, 2 bathroom 2220 McNabResidence/3 bedroom, 1 bathroom

19 559 South Washington Avenue Kankakee, IL P: F: ArborTwo houses on one lot 2409 SpauldingTwo houses on one lot 2101 E. 21st, #316Condominium/2 bedroom, 1 bathroom 7869 El Dorado PlaceResidence/4 bedroom, 2 bathroom 2151 FashionResidence/3 bedroom, 1.5 bathroom 3649 BraytonResidence/2 bedroom, 1.5 bathroom 3121 VolkResidence/3 bedroom, 2 bathroom 550 Orange #206Condominium/1 bedroom, 1 bathroom 2216 EucalyptusSix Units 1735 Pine AvenueSix Units 1956 LocustSix Units 1623 LurayResidence/2 bedroom, 1 bathroom 5935 IbetsonResidence/3 bedroom, 2 bathroom 2553 OstromResidence/3 bedroom, 2 bathroom 1721 Pine AvenueSix Units 6232 N. Marina PacificaCondominium/1 bedroom, 1 bathroom 1854 San FranciscoSeven Units 6321 JohnsonResidence/3 bedroom 201 E. 69th Two Units 3827 E. 7th StreetFour Units

20 559 South Washington Avenue Kankakee, IL P: F: RoseResidence/3 bedroom, 2 bathroom 268 BelmontResidence/5 bed, 3 bath/Guest House EucalyptusTwo Units 1781 Park AvenueThree Units 5456 OletaResidence/3 bedroom, 2 bathroom KakkisTown House/2 bedroom, 2 bathroom LomaDuplex 1435 Pine AvenueTwo Houses on 1 lot 2271 RoswellResidence/4 bedroom, 3 bathroom 1452 Pine AvenueResidence/2 bedroom, 1 bathroom 5403 AutryResidence/2 bedroom, 1 bathroom 1903 Temple, #228Condominium/2 bedroom, 2 bathroom 752 Loma VistaThree Units 305 NewportResidence/2 bedroom, 2 bathroom 550 Orange, #228Condominium 9244 Oak StreetResidence/5 bedroom, 2 bathroom 255 ObispoResidence/2 bedroom, 2 bathroom 1460 Pine AvenueTwo houses on one lot 3440 GaviotaResidence/3 bedroom, 2 bathroom 1734 ChestnutThree Units

21 559 South Washington Avenue Kankakee, IL P: F: CedarResidence/4 bedroom, 2 bathroom 2220 McNabResidence/3 bedroom, 1 bathroom ArborTwo houses on one lot 2409 SpauldingTwo houses on one lot 2101 E. 21st, #316Condominium/2 bedroom, 1 bathroom 7869 El Dorado PlaceResidence/4 bedroom, 2 bathroom 8615 MadisonResidence/5 bedroom, 2 bathroom 5939 FalconResidence/3 bedroom, 1 bathroom Pepper Drive LotVacant lot 2240 Legion #208Condominium/2 bedroom, 2 bathroom 2506 Willow #203Condominium/2 bedroom, 2 bathroom Whether these are in the area of your proposed sale or the same type of real estate that you own, large amounts of similar sales show that my systems are in place to achieve my clients success!

22 559 South Washington Avenue Kankakee, IL P: F: IF You Were the Buyer of (Insert Listing Property Address), What Features Would Most Excite You about Purchasing This Property? Property Address:____________________________________________________________ 1.___________________________________________________________________________ 2.___________________________________________________________________________ 3.___________________________________________________________________________ 4.___________________________________________________________________________ 5.___________________________________________________________________________ 6.___________________________________________________________________________ 7.___________________________________________________________________________ 8.___________________________________________________________________________ 9.___________________________________________________________________________ 10.__________________________________________________________________________ Thank you. Now, I will be able to position to the marketplace more efficiently. Sincerely, Walter S. Sanford

23 559 South Washington Avenue Kankakee, IL P: F: Words of Wisdom Advice for Sellers First impressions are lasting. The front door greets the prospective buyer. Make sure it is fresh and clean looking. Keep the lawn trimmed, edged, and free of refuse. Decorate for a quick sale. Faded walls and worn woodwork reduce appeal. Why try to tell the prospect how the home could look when you can show him by cleaning and oiling? A quicker sale at a higher price will result. An investment in fresh paint and elbow grease will pay dividends, and you can not find a better investment when you are selling a house. Let the sun shine in! Open draperies and blinds and let the prospect see how cheerful your home can be. Dark rooms are not appealing! Fix that faucet. Dripping water discolors sinks and suggests faulty plumbing.

24 559 South Washington Avenue Kankakee, IL P: F: Repairs can make a big difference. Loose knobs, sticking/squeaking doors and windows, and other minor flaws detract from a homes value. Have them fixed. Many buyers believe there are 10 problems they havent noticed for everyone they do see. From top to bottom…. Display the full value of your attic, basement, and other utility space by removing all unnecessary articles. Short term, off-site storage areas are relatively inexpensive, or eBay can get rid of that treasure trove, too! Safety first! Keep stairways clear. Avoid cluttered appearances and possible injuries. Make closets look bigger. Neat, well-ordered closets show that space is ample. A little money spent on closet organizers reaps large returns. Bathrooms help sell homes. Check and repair caulking in bathtubs and showers. Make this room sparkle!

25 559 South Washington Avenue Kankakee, IL P: F: Arrange bedrooms neatly. Remove excess furniture. Use attractive bedspreads and freshly laundered curtains. Harmonize the elements. Play the stereo or a CD softly. Turn the TV off. Turn all the lights on, day or night. Keep the drapes open in the daytime, closed at night. If it is hot, cool it; if it is cold, light a fire. You can sell pride of ownership faster and for more money. It is called cleanliness, and cleanliness has more buyers than used dirt. Put sparkle in your bathrooms and kitchen, and you will take lots more silver out. WHEN ANY AGENT SHOWS YOUR HOME Three is a crowd…. Avoid having too many people during inspections. The potential buyer will feel like an intruder and will hurry through the house. Objections that can be overcome by a professional will not be forthcoming when the seller is present. You can not overcome an objection if you do not know it.

26 559 South Washington Avenue Kankakee, IL P: F: Music is mellow…. But not when showing a house. Turn off the blaring radio or television. Let the salesperson and buyer-talk, free of disturbances. Background "soft playing" music is beneficial. Pets underfoot? Keep pets out of the way -- preferably out of the house. Many people are acutely uncomfortable around some animals. Will Aunt Alma take care of Muffin for you? Silence is golden. Be courteous, but do not force conversation with the potential buyer. He wants to inspect your house, not pay a social call. Be it ever so humble…. Never apologize for the appearance of your home. After all, it has been lived in. Let the trained salesperson answer any objections. This is their job.

27 559 South Washington Avenue Kankakee, IL P: F: Never stay in your house with house hunters. Let the agent handle it, and remove yourself if you possibly can. Remember, the agent has worked many hours with these people, knows what they are looking for, and how to work with them. Let him or her do the job without interference. You may feel that an agent is not showing the important features of your home to the prospect, but the agent knows people are not sold by details until they have become emotionally involved with the big picture of your home. The presence of any member of the sellers family is never beneficial, always unnerves possible buyers, and often prevents a sale. Do not put this obstacle in your path. Please leave when buyers are coming. Why put the cart before the horse? Trying to dispose of furniture and furnishings to potential buyers before he/she has purchased the house often loses a sale and shows an over-emphasized motivation to sell. A word to the wise…. Let your REALTOR® discuss price, terms, possession, and other factors with the prospect. He/she is eminently qualified to bring negotiations to a favorable conclusion.

28 559 South Washington Avenue Kankakee, IL P: F: Add your favorite client directions. _____________________________________________________________________________ _____________________________________________________________________________ _____________________________________________________________________________ _____________________________________________________________________________

29 559 South Washington Avenue Kankakee, IL P: F: What Are Your Concerns? At Sanford Systems, we want to act in YOUR best interest. We are eager to have you share with us your concerns and expectations about the marketing of your property -- before we start. Before we meet, please take a moment to complete the following survey so I can concentrate on what is most important to you! Please click on the submit button when you finish. Clients Name: (you can easily have these sections pre-completed for your clients) Address:_____________________________________________________________________

30 559 South Washington Avenue Kankakee, IL P: F: = No Concern 5 = Very Concerned

31 559 South Washington Avenue Kankakee, IL P: F: = No Concern 5 = Very Concerned Notes Sale-ability? Internet Strategy? Financing? Negotiations? Other:___________ Thank you and see you soon! Walter will answer to your complete satisfaction every concern plus any that you add before he asks you to take the next step in marketing your home. Sincerely, Cyndi Hayward Customer Service Manager

32 559 South Washington Avenue Kankakee, IL P: F: Testimonials from Happy Clients July 20XX "I will certainly be happy to RECOMMEND YOU to everyone I know in the Long Beach area. You are terrific!" Leslie D. Bott Palm Springs Real Estate Agent June 20XX "YOUR MARKETING EFFORTS REALLY DO WORK! We tried to sell the house last year with a different firm with no results. Your advice on a realistic selling price was what did the trick for us and an offer in only three weeks proves your methods." John D. McKinney Herff Jones Yearbooks September 20, 20XX "Sanford Systems will definitely be our ONLY CHOICE in the future and I feel totally confident recommending you to family and friends." Nancy V. Youngerman Incredible Feast Catering Co.

33 559 South Washington Avenue Kankakee, IL P: F: March 20XX "I would like to CONGRATULATE YOU ON YOUR PROFESSIONALISM AND YOUR SUCCESS on our recent transaction. You performed with diligence and conscientiousness throughout the effort. As a real estate lawyer of 14 years who has both represented and trained brokers, I have over the course of my career had considerable experience in evaluating brokerage performance. From my perspective, I appreciated your follow-through which moved the deal promptly towards closing. Shelly Jay Shafron Rich & Ezer, A Law Corporation March 20XX "In this day of broken agreements and law suits, it is refreshing to deal with someone whose WORD CAN BE TRUSTED and whose handshake is as good as any contract." Philip Guiral Long Beach Firefighter Let us create our own good news!

34 559 South Washington Avenue Kankakee, IL P: F: Pricing Like a Pro Walter Sanfords Thoughts on the Possible Comment: My price may be on the high side, but bring me an offer! Serious buyers look in the price range that has been predetermined by their down payment and monthly payment ability. Unless your property is priced correctly, the down payment and monthly payment requirements will not be competitive. A buyer, who is genuinely looking, soon becomes very knowledgeable in his range. An unreasonable asking price only discourages him from looking and considering your property. Buyers purchase by comparison, and a property priced above the competition does not "compare" favorably. Inviting a buyer to make an offer could indicate that a fair price has not been established. If you plan to adjust your price at the time of a sale, it is better to adjust the price now and attract serious buyers. This often places you in the advantageous position of having more than one buyer interested in your property.

35 559 South Washington Avenue Kankakee, IL P: F: It is very difficult to obtain a reasonable offer on an overpriced property. The buyer feels he should be just as unreasonable in his offer as the seller in his asking price. By contrast, offers are much easier to obtain on a reasonably-priced property. You can then choose which offer to accept with no obligation to one that does not meet your requirements. It is a mistake to believe that you will get more for a property by asking more. You usually get less, because fewer buyers will consider it when it is placed on the market. The right buyers will not see it, and it usually stays on the market so long that it tends to become "shop worn. To obtain proper market exposure, it is an absolute necessity to be competitive in price, terms, and condition, with similar properties that are selling in the area. If you are a committed seller, price your property at market, and attract serious buyers. You will stand a much better chance of getting full-market value, and your property will sell much faster.

36 559 South Washington Avenue Kankakee, IL P: F: Modern Pricing Technologies Used by Appraisers and Consultants to Price Properties in North America 1.An agent has no control over the market, only the marketing plan. 2.Never select an agent based on price. 3.Pricing in rising and falling markets: A.Overpricing in a rising market may be okay; B.Overpricing in a falling market is disastrous. Market trend is as important as pricing. Make sure your agent understands market trends. 4.Four kinds of numbers are used to represent your property: A.Cost: what was paid plus capital improvements B.Price: what the seller wants C.Value: what a buyer is willing to pay D.Market Value: what a willing buyer and seller will agree upon

37 559 South Washington Avenue Kankakee, IL P: F: Regression and progression: A.Regression - the phenomenon of an expensive house being decreased in value because of the lesser desirable homes around it. B.Progression - the phenomenon of a home selling for more than its worth because of having more expensive property or a more desirable area around it. 6.Substitution: The value of an amenity is based upon what it will produce not what it will cost. 7.Reasons for overpricing: A.Over-improvement: a seller cannot select an over-improvement, add to their lifestyle, enjoy it and expect the buyer to pay the original cost of it. B.Need: the need for money does not increase the value! C.Buying in a higher priced area does not increase the value of your property. D. Original purchase price too high does not increase the value.

38 559 South Washington Avenue Kankakee, IL P: F: E.Lacking factual comps does not increase the value. F. Providing bargaining room does not increase the value. G.The high cost of a move does not increase value. H.There is an impending corporate buy-out, but that also does not increase value. 8.The largest impression and most impact a property makes on the market upon buyers and upon agents is in the first few weeks of the listing. Therefore, it should show the best and be priced the best during those weeks. 9.Make sure your consultant understands the philosophy of buying up in a down market. 10.Benefits to Proper Pricing: A.Faster sale, which will save carrying costs and surety of close, has value. B.Fewer inconveniences C.Exposure to more prospects, and therefore more offers

39 559 South Washington Avenue Kankakee, IL P: F: D.Increased cooperative salesperson response and promotion E.Better response from advertising the features and benefits of the properties F.Attracts higher offers, which…. G.Means more money to sellers These pricing strategies were prepared for you because they sometimes are a roadblock between you and your goals. My job is to identify these potential pitfalls and help eliminate them. Sincerely, Walter S. Sanford Sanford Systems

40 559 South Washington Avenue Kankakee, IL P: F: Pre-Listing Sellers Guide to Interviewing an Agent Authors Note: I believe this is a MUST for every agents pre-listing package, though its assertiveness may not be for everyone. It allows your sellers to interview any other agents effectively and fairly before your scheduled meeting - and you, obviously, are the only one with the best answers! Interview Questions to Ask Agents Who Are Applying for the Job of Selling Your Real Estate Many people who are thinking of selling their homes feel that it is wise to interview more than one agent. We agree! It is important that you feel confident in your representatives professional experience and comfortable with his/her level of integrity and caring. The Sanford Sales Team is confident in its professional ability, personal dedication, and commitment to helping you sell your home quickly. We want you to feel confident during the selling process every step of the way! Others may tell you what you want to hear -- we will only tell you the facts. Below is an interview sheet that can be used if you decide to interview with other agents.

41 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2Agent #3 How many years selling real estate full time? 27 years as a team; 31+ years in the profession Do you have a full-time assistant? Yes -- two; a customer service representative and a marketing VP Do you have a team to help you handle the multitude of details associated with each real estate transaction or do you share office personnel? Both - we have a full- time licensed buyer partner, office coordinator, a partnership with a title company and lender. We also contribute to the office full-time, seven days a week with front desk personnel

42 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2 Agent #3 How many homes have you closed in the last two years? 322 in 20___ 317 in 20___ Do you work as a full-time REALTOR®? 24/7 Do you have a computerized follow up system to keep track of buyers? completely computerized with online database and three networked systems for the sales team What referral networks for out-of- area and out-of- state buyers do you belong to? RELO Senior R. E. Specialists Certified Res. Specialists Exodus-Christian Referral Network

43 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2Agent #3 What area and in what aspect of the market do you specialize? Residential, investment, commercial, and builder services Do you have a written marketing plan specifically designed to sell my house? Yes, enclosed in my presentation Do you attend the REALTORS® board meeting? How often? Yes; weekly plus our exclusive top agent immersion system! How do you market properties directly to buyers? in 24 different ways -- ask for an explanation! Will you produce a flyer, web page, and virtual tour of my home? Yes -- go to /seller for examples

44 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2Agent #3 Do you have a written business plan and mission statement? Yes, included in my presentation How often will I hear from you after my home is listed with you? May I cancel the listing, if I do not? every 10 working days and YES! How will you let me know what you are doing to market my property? computer-generated reports, team reports, and personal consultation How do you find potential buyers? let us review my written plan

45 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2Agent #3 What other marketing techniques will you use to get my property sold? let us review my online strategy What can I do to help sell my property? let us review my sellers plan of action How confident are you that you can sell my home? Why? let us review the comparables and the pricing of your home Can you reached 24 hours a day, 365 days a year? Yes, we have full-time receptionists, a 24-hour answering service, cell phones, , and our website where you can receive online help

46 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2Agent #3 Do you provide written feedback from all showings, copies of ads, and updated reports? Yes, a feedback update ed after each showing, all ad copies are sent, and monthly reports are mailed Does your listing agreement have an easy exit feature? Yes, we will review details. Do you do personal advertising to attract potential buyers and sellers? Yes, a personal magazine, billboards, radio, websites, a variety of media publications, mail-outs, and telemarketing Do you have references? Yes, enclosed in my presentation

47 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2Agent #3 How many listings do you have? What percentage of the listings sell? the more you have, the more buyers you have! 97.3% What is the market trend now? Exciting! I will tell you why! Based upon what you know about my situation, should I sell? I have turned down listings when a sale was not in the clients best interests. Let us talk! If I give you the listing, what are the first seven things you will do to sell my property in the first week? I love the challenge of this question -- can not wait for you to ask it of me in person!

48 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2Agent #3 What methods do you use to communicate? Phone, , direct mail, personal face- to-face consultation, delegated team member, and website How will the Internet help me get top dollar for my property? let us talk about search engine strategy! What services on your website would a buyer sign up for? mortgage calculators, dream home search, and informational reports How may visits do you have on your site? average is 114 per day

49 559 South Washington Avenue Kankakee, IL P: F: QuestionsSanford TeamAgent #2Agent #3 How soon will my property be featured on your website? the evening of our meeting On how many different websites will my property be found? seven How do I know my property will sell? You do not, but with the Sanford Team your odds are the best! Why are you worth the commission? let us review where my commission goes in the selling of your home Do you have any buyers for this home now? Ask for my list with names and phone numbers!

50 559 South Washington Avenue Kankakee, IL P: F: Unsuccessful Listing Survey Date:May 15, XXXX To:Name From:Walter S. Sanford RE:Failure to Market 144 South May for Mr. and Mrs. Johnson Congratulations on placing your home on the market! I am sorry that my company does not represent you; however, we understand that it is your home, you are the boss, and you make the decisions. We put a lot of time and effort into our presentations, and we are always disappointed when we are not successful.

51 559 South Washington Avenue Kankakee, IL P: F: However, we also understand that we must learn from our setbacks. In return for the information I provided you in my presentation, I would appreciate it if you would be kind enough to click the reply button, fill out this very fast survey, then click the send button. It will help me improve my services to many sellers in the future and, basically, is that not what this is all about -- constant and never ending improvement? Thank you for your participation! 1.What did you believe Walter Sanford was most interested in?_______________ _________________________________________________________________________ 2.What two items impressed you about Walters presentation? _______________ _________________________________________________________________________ 3.What two items were not impressive?______________________________________ _________________________________________________________________________ 4.How could Walter have earned this listing?________________________________ _________________________________________________________________________

52 559 South Washington Avenue Kankakee, IL P: F: What most impressed you about the agent you did choose?_______________ _________________________________________________________________________ 6.If your property did not sell, would you call Sanford Systems again? _________________________________________________________________________ 7.If no, what would change your mind?_____________________________________ _________________________________________________________________________ Thank you in advance for your cooperation in helping our firm become as competitive as possible. It is our goal to become an asset and a resource to your real estate future and to build clients for life. Your input will get us nearer that goal. You may also fill this out on line at Experience our free services while you are there! Sincerely, Walter S. Sanford Sanford Systems


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