2. Understanding The MLS Will Give You The Advantage
It’s Designed For Move-Up Sellers
The MLS is a service dedicated to ‘move-up’ sellers who just sold their homes.
Move-Up Sellers Represent 95%!
Only 5% of buyers in the market are first time buyers while 95% are move-up sellers.
Move-Up Sellers Are Homeowners!
These move-up sellers can only “buy” once their current home “sells”.
The MLS Allows A Seller To Easily
Target Motivated & Qualified Buyers!

3. Understanding The MLS Buyer Market!
The MLS Buyer Market Consists Of Two Groups!
This group makes up 5% of the total buyer group.
This group buys ‘entry level’ homes.
Group 1
First Time Buyers
This group makes up 95% of the total buyer group.
This group buys non-entry level homes.
Group 2
Repeat Buyers
Which Group
Does Your Home Appeal To?

4. Is Your Home A First Time Or A Repeat Buyer!
If It Is A First Time Buyer Home!
Then the MLS will not be a good source for locating a buyer.
Rather We Need To Depend On Ads!
But is not our own ads but the collective ads of all real estate companies.
That’s Why We Advertise!
Through the collective advertising efforts of all companies, the first time buyer is found.
The MLS Is Exceptionally Powerful
For The Seller To Find His Buyer!

5. Understanding Where Your Buyer Is Now Located!
The MLS Secret!
Understanding Where Your Buyer Is Now Located!
Let’s Suggest Your Home Is Worth $200,000
After you sell, you will most likely ‘move up’ to a more expensive home. (You are called a ‘move up’ buyer.)
That’s The ‘Find Your Buyer’ Secret!
The average buyer moves up 20% to 30% in value.
How Do We Find Your Buyer?
All we do is take your asking price and subtract 20% to 30% from the price. Then we go onto the MLS board and find all listings within that price range.
Let’s Do The Math
To Find Your Buyer

6. By Doing The Math We Will Find Your Buyer
It’s As Easy As Pie!
This exercise will assist us in targeting your buyer through a simple calculation.
Your Home Value Estimate Is…
_______
Top Of Range Is...
Home Value - (Home Value x 20%) =
Bottom Of Range Is...
Home Value - (Home Value x 30%) =
Your Buyer’s Home Listing Range Is
Top: ______ Bottom: ______

7. How Do We Reach This Target Group of Buyers?
Through Marketing
I a copy of your listing to the listing agents for these homes.
Through Telephone Contact
I then call each agent reminding them about your home.
Through Internet Web Site
I send an asking each agent to view your home on the Internet.
Finally We Need To Monitor
The Sale Progress of Each Home!

8. Monitoring These Homes Is Essential!
Each Home Is Tracked Daily
The MLS board releases the homes just sold within the system each and every day.
When A Target Home Is Sold
I immediately call the agent to remind him/her about your home.
Another Is Sent
I send an asking the agent to take his/her ‘move up’ buyer to your home.
This Cycle Is Repeated Over And
Over Again Until Your Home Is Sold!

9. The MLS Selling Success Cycle!
New Listings Come Into The MLS Daily
Listings Sell & Clients Become Move Up Buyers
The MLS
First Time Buyer Provide The Initial Power To The MLS
You Make A Move Up Buy & Exit The Cycle
The MLS Is The Most Powerful System
On The Planet For Finding A Buyer!
The MLS Is The Most Powerful System
On The Planet For Finding A Buyer!