CHOOSING THE RIGHT REALTOR DOES MATTER

As Realtors, we are honored to have the opportunity to assist you in the sale of your

most valuable asset – your home!

PrioritiesIdentify Your Goals

Maximize the Value of your Home

Create Clear & Open Communication

Negotiate & structure the Sale to be in your best interest

Oversee and manage the transaction to close on time

What are your Expectations

How Much do you need to make?What is your timeline for selling/moving – pre-closing or post-closing?Preferred Communication style & frequency?Rate your motivation.

Philosophy & Mission Statement• Customer relationships are at the heart of what my team and we

do our best. Working together, we will ensure that the sale of your home is as stress free, easy to understand, informative and as enjoyable as possible.

• Great service is my commitment to you. Our job is to understand your needs and respond promptly and enthusiastically.

• Mutual respect, honesty and professionalism are important to maintain at all times

• Communication is the key to all successful relationships. My team and I are always available and easy to reach 7 days per week!

• There is no “I “in team and we both need you to be a part of this process to ensure true success

Business Model Overview• Relationships are more important than transactions

• Over 65% of our business is generated from client referrals and repeat business annually

• It is our goal to exceed your expectations so that we earn the opportunity to receive referrals from you

• Since my team and I don’t have to spend numerous hours advertising our services, we can focus all energy toward selling your home

• We devote myself to serving you before, during and after the sale – we want to be your realty team for life

Why Use a Realtor?• Statistically homes listed by realtors sell an average of 50%

faster and at a much higher sales price

• Homes listed by a realtor will receive 70% more showings than those that don’t – additionally, almost all of the prospective buyers a realtor shows are qualified buyers vs. only 5% of prospective buyers viewing for sale by owner homes

• Realtors with the appropriate designations stage your home – this helps it sell even faster and for more money

Why list with us?• Team approach provides you with better response time and

service

• Full time focus on selling real estate

• Strong relationships within the industry – good reputation in working with other realtors

• Marketing specialist – not just a listing agent. We offer a 28 Point Exclusive Marketing Program that is unsurpassed in the Industry

• Lived & worked in the Greater Houston area for over 20 years and know it well

Our team• Valery Blank – Realtor

• Alisa Morse – Buyers Agent

• Juliet Hillbrand – Office Manager

• Esther Cordova – Remax Integrity/Broker

My background• Academic background

– Attended UNLV & Kennedy Western University - Marketing & Business Administration Majors

• Awards & recognition– REMAX Chairman’s Club 2014– Named by RealTrends as one of the Top Realtors in the Nation – Top 1% out of 1 million for 2014– REMAX Platinum C;ub 2012, 2013, and 2015– REMAX 100% C;lub 2010, 2011 – REMAX Executive Club 2008, 2009– Top Producing Realtor of the Year – REMAX Integrity 2010– Top Listing Agent – REMAX Integrity – Quarterly 2010-2014– Top Producing Agent – REMAX Integrity – Quarterly 2010, 2014– Top Buyers Agent – REMAX Integrity – Quarterly 2010,-2014– Top 10 Leading Real Estate Professionals in the Western US - 2009" - published in Forbes Magazine 9/09– Featured Realtor of the Month in Real Estate Executive Magazine 6/2009– "Top 10 Most Dependable Real Estate Professionals of Texas-2008" - published TX Monthly Magazine 9/08

• Professional licenses/certifications:– Certified Residential Specialist (CRS) – only 4% of all agents hold this Designation– Accredited Buyers Representative (ABR)– Accredited Luxury Home Specialist (ALHS)– Graduate Realtors Institute (GRI)– Accredited Home Staging Specialist (AHS)– Certified Distressed Property Expert (CDPE)– GREEN Certified (GREEN)– Residential Financial Consultant (RFC)– Short Sale & Foreclosure Resource (SFR)– Transnational Referral Certification (TRC)– Certified in Fine Homes & Estates– Eligible for Broker Associate License – must have over 970 hours of continuing education to be eligible– Darn Good Realtor (DGR) – given by my Broker & Office Owners!

BACKGROUND

OUR TEAM PERFORMS• Total closed Transactions 327

(Thru 8/15/2016)• Total Sales Volume $54,072,413

• Average LP/SP ratio 98%

• % of listings that sell 80% vs. 42% Market Avg

• Average Days on the market 91 Days vs. 114 ADOM (30 Days for homes under $500K)

Our Team Out-Performs

• RE/MAX agents account for only 2% of all realtors world-wide; yet RE/MAX agents generate over 8% of the annual sales volume internationally

• RE/MAX is the most recognized name in real estate

• RE/MAX operates in over 80 countries – more than ay of our competitors

• remax.com is the most visited real estate franchise Web site(ComScore, Compete.com and Hitwise for 6-month period through August 2011")

Why RE/MAX

Scale is based on the average worldwide traffic of remax in all yearsremax 1.00 prudential gary gree... 0 century 21 0.69 coldwell banker 0.36 keller williams 0.15

RE/MAX Sells More Real Estate& has the most Web-Site Hits

Scale is based on the average worldwide traffic of remax in all yearsremax 1.00 prudential gary gree... 0 century 21 0.69 coldwell banker 0.36 keller williams 0.15

RE/MAX Sells More Real Estate& has the most Web-Site Hits

• Houston is among one of the healthiest real estate markets in the nation:– Stable Economy – steady job growth• Projections show that Houston’s population will exceed

10 million by 2030 – this equals approximately 18,750 people are relocating to Houston every MONTH

– Low cost of Living– No State Income Tax– Great quality of life – diversified recreational

options

Market Analysis

MlS Area NW Houston #13

Spring & Tomball #12 &

14

The Wdlnds MlS 15

Inner loop MlS 16 & 17

Katy MlS 29, 36 & 37

Totals/ Averages

Total YTD listings (8/15)

4661 6722 5067 2726 7187 22,742

Active Listings 1282 1997 2137 1258 3723 10,387

ADOM act. 42 Days 43 Days 49 Days 62 Days 36 Days 46.4 Days

Total sold 1280 2303 1873 803 3357 9,619

ADOM solds 15 Days 31 Days 18 Days 31 Days 16 Days 22.2 Days

List price to sales price ratio

99% 97% 98% 97% 100% 98%

Exp listings 93 155 147 103 258 756

Terminated 434 648 763 466 1304 3,615

Withdrawn 93 127 147 96 255 718

ODDS OF SELLING

27% 34% 37% 29% 47% 42%

Only 42% of all homes listed have sold 2016

Days on market calculated using sample of first 250 homes sold and does not factor in homes re-listed that did not initially sell - limitations in HAR system

Houston Absorption Rates 2016 Will Your Home Sell?

Only 42% of all homes listed have sold 2016

Days on market calculated using sample of first 250 homes sold and does not factor in homes re-listed that did not initially sell - limitations in HAR system

Knowing What Do Buyers Want Positions Your Home Sell?

• Location, Location, Location (We Can’t Change This)

• Size (We Can’t Change This)• Features (Can be Changed)• Condition (Can be Changed)• Price (Can be Changed)Sellers that are the most strategic to these items

have the best chance of selling first-show value!

Pr• Only 42% OF ALL HOMES LISTED IN 2016 ACTUALLY SOLD SO PRICE AND CONDITION MATTERS (YTD thru 8/15/2016)

• THE MAJORITY OF SHOWING ACTIVITY OCCURS WITHIN THE FIRST 3-4 WEEKS OF A LISTING WHEN THE ENTIRE MARKET-PLACE COMPETES TO SEE A NEW PROPERTY; THEREAFTER, SHOWINGS ONLY OCCUR WHEN A NEW BUYER ENTERS THE MARKET – APPROXIMATELY 1-2 EVERY FEW WEEKS

• 94.6% OF ALL STAGED HOMES THAT ARE PRICED CORRECTLY SELL WITHIN 33 DAYS OR LESS VS. NON-STAGED OR OVER-PRICED HOMES THAT ARE ON THE MARKET FOR AN AVERAGE OF 180+ DAYS

• IF THERE ARE NOT AT LEAST 3-5 SHOWINGS WITHIN THE FIRST 2 WEEKS OF PLACING YOUR HOME ON THE MARKET, THE VALUE TO LIST PRICE NEEDS TO BE ADJUSTED

• FOR EVERY 200 ON-LINE VIEWS; WE SHOULD HAVE AT LEAST 1 SHOWING

• FOR EVERY 8-10 SHOWINGS WE SHOULD HAVE A 2ND SHOWING

• FOR EVERY 16-18 SHOWINGS AN OFFER SHOULD BE RECEIVED

• HOMES PRICED APPROPRIATELY SELL FOR AN AVERAGE OF 98% OF LIST PRICE IN ALMOST ½ THE TIME

Price Matters

Pr• Our Comparative Market Analysis (CMA) considers recently sold properties, as well

as homes which your home will be competing with.

• The market determines value; therefore, we are just the “messengers” and must be mindful that our list price must be fair and reasonable by market standards in order for your home to pass the appraisal process once contract is obtained. If the appraisal doesn’t validate our pricing, lenders won’t approve the loans in most instances and the deal will fall apart.

• We can’t control market conditions, competition, location, etc; however, we focus on factors we can control to maximize your home’s value – Price, Condition, and an Aggressive Marketing Plan for maximum exposure

• Buyers have more information available to them then ever before and are well educated to the market that they are buying within – one example is www.zillow.com and it’s Zestimate Calculator.

Price Matters

SOLD WITHIN 60 DAYS• List price $210,000• Sold for $200,000• PRO-RATED TAXES 4 MONTHS =

$2,167• PRO-RATED HOA & INSURANCE =

$667• INTEREST PAID (5.5%) = $3,483• NET PRICE = $193,683

SOLD IN 180 DAYS• LIST PRICE $220,000• SOLD FOR $208,000• PRO-RATED TAXES 8 MONTHS =

$4,334• PRO-RATED HOA & INSURANCE =

$1,334• INTEREST PAID (5.5%) = $6,966• NET PRICE = $195,366

EXAMPLE: HOME LISTED IN FEBRUARY

NET INCREASE OF ONLY $1,683 FOR 120 MORE DAYS WORK/WORRY

Price Matters

SELLER CUSTOMARY FEES• Realtor commission• Repairs for home• Title policy• Seller contribution as

requested• Home warranties• Closing costs • Pro-rated taxes & HOA dues

BUYER CUSTOMARY FEES• Earnest money• Option fee• Inspection costs• Loan origination• Insurance• HOA transfer fees• Pro-rated taxes and HOA

dues• Title insurance

Seller vs. BuyerWho Pays the Fees?

• Six must-do steps:– De-clutter: This makes the rooms/closets look larger and is the single

most important thing you can do– De-Personalize: Remove anything that is distracting, religious or

political or personal – follow the “Rule of 3” – no more than 3 decorations per surface/area

– Repair: Repair or replace old faucets and light fixtures, and door knobs (first impression), re-stain front door, etc.

– Clean: Be “Q-Tip” clean like nobody lives here – selling your home is work and dirt puts off a buyer quicker than anything else

– Decorate/Stage: This can be as simple as removing or re-arranging furniture and accessorizing or re-carpeting, painting, etc. Remember – no more than 3 items per surface (de-clutter)

Preparing & Staging Your Home

Staged Homes Sell Faster

Staged Homes Sell Faster

• While you do incur the cost associated with the inspections vs. the buyer as is customary, you potentially avoid many issues and delays once a contract is negotiated:– Delays in having a “final” contract – There is typically a 10 day option period associated

with most contracts where the buyer can cancel for any reason – usually due to repair issues/negotiations

– Delays by contractors if repairs are necessary– Eliminates or reduces the need for discounting the terms after they have already been

agreed upon – therefore, saving you potentially thousands of dollars– Helps to establish objective value of the home/pricing – Inconvenience to the seller to make repairs while they are trying to move– Can be marketed as “ready for immediate move in” or lower closing costs to the buyers

– saves time– Anticipates potential problems with selling and allows time for repairs up front – creates

a strong first impression for the buyer

Benefits of Pre-Inspection

Improvement Average cost Home price increase Return on investment

% of realtors recommending

Clean & de-clutter $100-$200 $1500-$2000 872% 98%

Home staging $300-$400 $1500-$2000 586% 82%

Lighten/brighten $200-300 $1000-$1500 572% 95%

Landscape refresh $300-$400 $1500-$2000 473% 94%

Repair plumbing & replace fixtures

$300-400 $1000-$1500 327% 88%

Update electrical/fixtures $300-400 $1000-$1500 309% 89%

Replace/clean carpets $400-1500 $1000-$1500 295% 97%

Paint interior $500-$750 $1500-$2000 250% 94%

Repair Damaged floors $500-$750 $1500-$2000 250% 91%

Paint exterior $750-$1000 $1500-$2000 201% 81%

Source: Homegain.com

Top 10 “Do-It-Yourself” Projects

Renovation Job cost Re-sale value Cost re-couped

Bathroom $14,109 $11,532 81.7%

Home Office $26,101 $13,970 53.5%

Major Kitchen $52,405 $39,346 75.1%

Minor kitchen $20,077 $16,557 82.5%

Entry door $1,043 $2,496 239.3%

Roof Replace $15,148 $10,734 70.9%

Siding/exterior $9,365 $7,394 79%

Low-e windows $9,285 $6,859 73.9%

Add a bedroom $41,389 $40,448 97.7%

Back-up Generator $12,540 $9,789 78.1%

Deck $14,463 $10,011 69.2%

Garage addition $50,123 $33,538 66.9%

2nd Story addition $139,048 $99,095 71.3%

Source: Realtor magazine 2010 for the texas region

Renovations that Generate The Highest Returns

• Leave some lights on throughout the day just in case there is a surprise showing. If possible, turn all lights/lamps on for all showings

• Play soft music during the day• Open all drapes/blinds to allow for natural light (makes the home feel brighter and

larger)• Have fresh flowers near the entry/main living area• Keep large pets away/locked up for showings• If you have a portable hot-tub – remove cover just before showings• Use light/natural air fresheners so that they aren’t too powerful – ie, bake cookies

or boil cinnamon or vanilla• Ensure that everything is clean every time – delay a showing by 30 minutes vs.

showing it dirty

Make Your More Showing Effective

• To qualify for the exceptional buyer program to receive even more opportunity to sell your home quickly– Price must be no higher than 3% of what I believe the home will actually sell

for

– No showing Restrictions – Courtesy calls are fine

– Seller to provide preliminary home inspection at his/her own expense

– Seller must participate financially – benefit to the buyer – ie, pay HOA dues, portion of closing costs, etc.

– Sign a 6 month Listing Agreement

Exceptional Buyer Program

VAL’S THE KEY TEAM:- Team Approach- Professional Photography- Homes & Land Promotion- Home Profiles Promotion- The Real Estate Book Promotion- Relocation Guide Promotion- Customized Direct Mail Campaigns- Distinctive Brochures- Customized Video Tours- Property Specific Web-site - Website Promotion on over 80

local, regional and national sites- Open Houses – Public & Agent

Marketing Sells Homes

OTHER AGENTS:- Solo Agent- Point & Shoot Photography- No Magazine Promotion- No Relocation Contacts/Promotion- No Direct Mail Campaigns- One Sided, Home-made Brochures- No Call Capture Usage- No Virtual Tour- No Property Specific Website- Minimal Website Promotion

FIRST 24 HOURS:• Promote listing through MLS – exposure to over 20,000 active realtors and over 1 million consumers• Install Premier Signage in Yard & Place Lock Box• Schedule Photography Session• Schedule Staging Consultation for homes over $200,000

WITHIN 48 HOURS:• Complete a virtual tour – promotion on over 20 websites (homes with virtual tours sell an average of 20% faster)• Complete a Search of our Database using your home’s criteria to identify all qualified buyers within our system – www.Tigerlead.com • Design & Order 4-color, 2 sided exterior brochures • Order Just Listed Postcards to distribute to area “Move Up Buyers” and Renters as appropriate• Email Blast to Area Agents by Zip Code to Highlight New Listing – average distribution to 3400+ Agents• Personalized Email to top 100 Producing Agents to Highlight New Listing• Personal Phone Calls to Top 25 Agents within the Area of Your Home to discuss listing directly• Email Blast to Prospective Buyers in My Network• Scan & Email all Forms Signed for your Records• Schedule Follow-up Schedule based on your Personal Preferences

WITHIN 1 WEEK:• Submit Information for Promotion in homes & land magazine on my personal page and REMAX Integrity page• Submit Information for Promotion through office in the real estate book & home profiles• Schedule Broker open house – progressive open houses are recommended• Schedule Public open houses• Promotion on over 80 websites – ie, realtor.com, yahoo real estate classifieds, Trulia.com, Zillow.com, Craigslist, REMAX.com, ValsTheKey.com,

frontdoor.com (HGTV), OpenHouse.com, etc.

28-Point Marketing System

WITHIN 1 WEEK OF LISTING:• Submit Information for Promotion in homes & land magazine on my personal page and REMAX

Integrity page• Submit Information for Promotion through office in the real estate book & home profiles• Schedule Broker open house – progressive or virtual open houses are recommended• Schedule Public open houses• Promotion on over 80 websites – ie, realtor.com, yahoo real estate classifieds, Trulia, Zillow,

Craigslist, REMAX, ValsTheKey.com, etc.• Prepare and Deliver Internal information book for prospective buyers to obtain detailed

information on your home – including financing options, Sellers Disclosure, Utility Information and “Why We Love Our Home” promotion

• Marketing strategies to compete against new construction as needed• Promotion on various social media sites – ie, Facebook, ping.fm, postlets.com, linked-in• Personalized Property Blog to increase SEO Results• Promotion world-wide on remax.com• Set up a gateway update through our MLS alerting you to any new listings/sales activity in your

area

28-Point Marketing System

MONTHLY/AS APPROPRIATE:• Utilize reverse offer strategies for interested buyers that are on the fence – following 2nd

showings• Monitor pricing strategy/update CMA monthly• Update MLS public description every 3-4 weeks to keep content fresh and moving up on

search sites – re-generate auto updates to prospective buyers signed up through the MLS• Monitor and update you on market trends/changes in the local market• Tour competitive listings so that we can see first hand our pricing strategy is in line• Promotion of listing to area agents and various networking events

28-Point Marketing System

We are committed to obtaining the best price and terms possible for your home.

Once an offer is submitted to us – we will always present all offers and it is important to respond to all offers regardless of their amount. Remember, that Buyers routinely “test” the seller’s willingness to deal and they wouldn’t even be submitting an offer if they didn’t like the property more than any others they viewed.

Along with your offer, we will run the most current sales activity for your area and review the validity/fairness of the offer and strategize with you to present a counter if the terms are not exactly what you want/need.

Any counter offers presented, will be done so in writing, and will emphasize a win/win strategy to get the deal signed and moving forward.

Negotiating the Best Deal

Once a contract is received & successfully negotiated:– Coordinate all inspections and any related negotiations,

appraisals, & survey completion in line with dates outlined in the contract

– Ensure that buyers receive complete financing approval promptly

– Make recommendations/referrals for any contractor needs to repair this home or for your next one

– Assist you in coordinating transfer of utilities– Review all closing documents and attend closing!

Under Contract Plan of Action

• Immediate Feedback provided upon receipt from showing agents – access to website as requested

• Strong verbal and written communication & updates provided ongoingly

Other Services

• We tier our fee schedule; therefore you only pay me for the work we actually perform:– 5% If we find the buyer through our marketing efforts/costs

and write the contract with no other agent involved – both parties have to give permission

– 4% If you find the buyer and there is no other agent involved – both parties have to give permission

– 6% If another agent brings a qualified buyer (split between the listing and selling agents equally)

– 0% if you find the buyer and do not want me to assist with closing the transaction

Fee Schedule

• Our standard listing agreement is 6 months for homes under $500,000 and for one year for homes over $500,000 – in line with days on the market statistics for our area

• If you become dissatisfied with our service and we are unable to fix the problem, you may cancel any time for a $500 termination fee to cover a portion our up-front costs incurred

Satisfaction Guaranteed

• Total Commission Earned• ½ to Buyers Agent• Brochures & postcards mailed• Centralized showing svcs• Virtual tour/photos• Web-site promotion• Homes & land magazines• 800# recorded tour• E-flyers to area agents• Commission split w/office• E&O Insurance Coverage• Mileage• Other fixed costs (paper, ink)• My time

• Taxes @ 25%• Subtotal of expenses• Estimated Net

• $12,000• $ 6,000• $ 500• $ 55• $ 100• $ 100• $ 75 per month ($225)• $ 30 per month ($90)• $ 75 per time ($150)• $ 240• $ 50• $ 100 estimate• $ 200 estimate• 4 hours per week for 12-24 weeks (48 to 96

hours)• $ 1,500• $ 3,310• $ 2,790

Commission Breakdown