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Brought to you by… Your Instructor… Kerry Krumenacker Curriculum Advisor… Hallie Agostinelli an Organized Home.

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Presentation on theme: "Brought to you by… Your Instructor… Kerry Krumenacker Curriculum Advisor… Hallie Agostinelli an Organized Home."— Presentation transcript:

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2 Brought to you by…

3 Your Instructor… Kerry Krumenacker Curriculum Advisor… Hallie Agostinelli an Organized Home

4 What is the big deal about Staging?

5 6-13 % Increases in Price NAR National Builders Association HGTV

6 Up to 40% reduction D.O.M NAR A.S.P. National Builders Association HGTV

7 Average Days on Market Before Sold Days on Market Days days Days on Market -Non Staged Homes Days on Market - Staged Homes 94% of ASP Staged Homes sell on average in 29 days or less

8 DifficultExpensive Rent FurnitureMajor Project Major Misconceptions of Home Staging

9 ImprovementTypical Cost Increase in Sales Price Average Return Agents Who Recommed Home Staging Lighten & brighten $86-110$ %84% Clean & de-clutter $ $ %91% Landscape & trim $ $ %72% Staging Furniture $ $ %76% Total $ $ %81% Home Repair Fix Plumbing – electrical $ $ %63% Kitchen Bath upgrades $ $ %83% Repair flooring $ $ %62% Paint exterior walls $ $ %57% Replace carpeting $ $ %65%

10 More important than all that… Can you as a REALTOR get in more living rooms… Take more listings Sell more houses as a R eal E state S taging E xpert?

11 Prospect Differently… Free CMA – How Much is Your Home Worth – Broker’s Price Opinion Market Data Reports – Neighborhood News – Property Resale Reports 60 Day Sale Guarantee – 30 Day Sale Guarantee If I can’t sell your home I’ll buy it. I’ll sell your home in 60 days or less or I will make the mortgage payment until it’s sold Move with me and use this truck for free Highest Price if you can close by “Thanksgiving”, The New Year, April 1, May 30 Free Staging Evaluation 8 page report valued at $600 Absolutely Free and with No obligation Certified Staging Professional $600 Pre-listing Evaluation & Analysis Free of Charge when you call… Increase Your Sale Price By 6-13% Speed up your sale by as much as 40% Free Staging Service Call ….

12 Remodeling vs. Common Sense Repair vs. Maintain Stagingvs. Preparation

13 Home Study… Assignment Must include this Summary!!! Priorities Estimates of investment

14 We Focus on Marketing Yourself Creating the Proper Context Making Good Business Decisions w/ Your New Staging Designation During Part III…

15 8 ways to a listing appointment 1.Personal Referral 2.Past Customer 3.Happenstance 4.Telemarketing 5.Door knocking 6.Door Hangers 7.Direct Mail 8.Advertisement

16 1.Personal Referral 2.Past Customer 3.Happenstance Oh I am so glad you called… What I can prepare for you is a Broker’s Price Opinion… This is the same documentation and analysis that our company prepares for Banks and Investors. It is a very thorough assessment of your home, the neighborhood and all the comparable neighborhoods that will effect your home in the marketplace. I can have a Broker Price Opinion prepared at no cost and no obligation And I can present it to you over this coming weekend. Does that sound like a good place to start. Oh I understand, if your not quite ready… I would like to offer you another FREE service which our company offers is one of the most competitive Real Estate Markets so our company has devised a very effective way to help you protect your equity and get the Highest possible price for your home, whenever you decide to sell it. I know you have heard of staging… Our company offers a comprehensive pre-listing staging analysis. We thoroughly inspect the property and indentify areas which you can capitalize on current market conditions to achieve the highest possible price. Would you like me to schedule your FREE Pre-listing Staging Analysis now. Did you know??? Move in ready homes are AT AN ALL TIME LOW in today’s inventory. We have buyers right now… That do not want to buy a FORECLOSURE and FIX IT UP That don’t want to renovate a mess That don’t want to wait for a short sale So many of the houses on the market today are just in terrible condition If we make the right decision following our BPO and Staging Analysis We Can Really do well in today’s R.E. Market!

17 3.Telemarketing 4.Door knocking 5.Expireds and Version for FSBOs Good Morning I am sorry to call (stop by) you so early but I needed to catch you before you went to work. I have been watching your property closely on the market ______________ Today when I pulled up the listing it had been taken off the market (expired only) We have been selling homes just like your for more than ____ years. I want to show you exactly why your home hasn’t sold. Could I stop by tonight when you get home from work so I can show you? What has happened with your listing so far? And why your house hasn’t sold.

18 3.Telemarketing 4.Door knocking Good Morning I am sorry to call (stop by) you so early but I needed to catch you before you went to work. I noticed that you made the decision to not market your property professionally. I would like to offer you a FREE service that can help you get the highest price. Our company provides professional Brokers Price Opinions and Pre-Listing Inspection services to banks and governmental agencies. I am authorized to offer you those same services with no cost and no obligation. One of the most valuable services we offer is a RESE Staging Analysis which help our sellers capitalize on current market conditions to achieve the highest possible price and protect the equity they have remaining in their home. Would this weekend be a good time to schedule your FREE staging.

19 6.Door Hangers

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21 5. Direct Mail

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23 Secure the appointment… Preparation Nickel Tour Safe Island Listing Presentation Make business decision Proceed with Staging Evaluation

24 Full C.M.A, Destination Property Research Loan Advisor and/or Good Faith Estimate Listing Book, Measuring Device, Digital Camera, Electronic Lockbox Certified Staging Professional 8 page analysis Preparation…

25 Nickel Tour… Smile, approachable, friendly, well dressed, match and mirror… “Rapport” Enhance credibility with anecdotes and light conversation Compliment, notice and point out upgrades and improvements Reveal underlying motivation with trust and rapport Elaborate on Staging process, certification, statistics and success stories

26 Safe Island… Create a time line Let them know what to expect Ask for permission Lower defenses Gain control

27 Presentation… Myself Myself My Company My Company Our Marketing Our Marketing Exposure – Exposure – Realtor. COM – NLS – MLS – Internet Syndication Unique Selling Propositions Hero Home Source Unique Selling Propositions Hero Home Source

28 Make a business decision… Is this Prospect open to dialogue regarding price and immanent move? What is the likelihood that this client will list with me? If this home is listed with me, can I sell it now or in the next 12 months? Is there some impending situation that will increase this seller’s motivation? Do I want to work with this person for the next 3-12 months?

29 Proceed with Staging Evaluation… 5-15 minute room by room checklist to highlight staging concerns minute immediate detailed evaluation including specific staging improvements Schedule professional analysis and in depth consultation for maximum effectiveness # 1 Rookie Mistake is to become a Gopher or a Chauffer

30 15 Minute Version

31 Proceed with Staging Evaluation… 5-15 minute room by room checklist to highlight staging concerns minute immediate detailed evaluation including specific staging improvements Schedule professional analysis and in depth consultation for maximum effectiveness # 1 Rookie Mistake is to become a Gopher or a Chauffer

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33 You have three options Do it yourself learn the tools and apply them Upgrade your education Use the buddy system pair up with another Realtor in our office Employ a professional MHM Professional online services Find a local vendor (negotiate a deal)

34 IF YOU TURNED IN YOUR HOMESTUDY ASSIGNMENT Complete your course at

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39 Your Regional Lending PartnerYour Partner

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