Click here to load reader

Listing Presentation Valery Blank

  • View
    107

  • Download
    0

Embed Size (px)

Text of Listing Presentation Valery Blank

Slide 1

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

3

What are your ExpectationsHow 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.

4

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

6

Business Model OverviewRelationships 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 dont 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

7

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 dont 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

8

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

9

Our teamValery Blank Realtor

Alisa Morse Buyers Agent

Juliet Hillbrand Office Manager

Esther Cordova Remax Integrity/Broker

10

My backgroundAcademic backgroundAttended UNLV & Kennedy Western University - Marketing & Business Administration Majors

Awards & recognitionREMAX Chairmans Club 2014Named by RealTrends as one of the Top Realtors in the Nation Top 1% out of 1 million for 2014REMAX Platinum C;ub 2012, 2013, and 2015REMAX 100% C;lub 2010, 2011 REMAX Executive Club 2008, 2009Top Producing Realtor of the Year REMAX Integrity 2010Top Listing Agent REMAX Integrity Quarterly 2010-2014Top Producing Agent REMAX Integrity Quarterly 2010, 2014Top Buyers Agent REMAX Integrity Quarterly 2010,-2014Top 10 Leading Real Estate Professionals in the Western US - 2009" - published in Forbes Magazine 9/09Featured 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 DesignationAccredited 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 & EstatesEligible for Broker Associate License must have over 970 hours of continuing education to be eligibleDarn Good Realtor (DGR) given by my Broker & Office Owners!

BACKGROUND

11

OUR TEAM PERFORMSTotal 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 market91 Days vs. 114 ADOM (30 Days for homes under $500K)

Our Team Out-Performs

12

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

13

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

14

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

15

Houston is among one of the healthiest real estate markets in the nation:Stable Economy steady job growthProjections show that Houstons population will exceed 10 million by 2030 this equals approximately 18,750 people are relocating to Houston every MONTHLow cost of LivingNo State Income TaxGreat quality of life diversified recreational options

Market Analysis

16

MlS AreaNW Houston #13Spring & Tomball #12 & 14The Wdlnds MlS 15Inner loop MlS 16 & 17Katy MlS 29, 36 & 37Totals/ AveragesTotal YTD listings (8/15)4661672250672726718722,742Active Listings1282199721371258372310,387ADOM act.42 Days 43 Days49 Days62 Days36 Days46.4 DaysTotal sold12802303187380333579,619ADOM solds 15 Days31 Days 18 Days31 Days16 Days22.2 DaysList price to sales price ratio99%97%98%97%100%98%Exp listings93155147103258756Terminated43464876346613043,615Withdrawn9312714796255718ODDS OF SELLING27%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?

17

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 Cant Change This)Size (We Cant 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!

18

PrOnly 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 THE TIME

Price Matters

19

PrOur 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 doesnt validate our pricing, lenders wont approve the loans in most instances and the deal will fall apart.

We cant control market conditions, competition, location, etc; however, we focus on factors we can control to maximize your homes value Price, Condition, and an Aggressive Marketing Plan for maximum exposureBuyers 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 its Zestimate Calculator.

Price Matters

20

SOLD WITHIN 60 DAYSList price $210,000Sold for $200,000PRO-RATED TAXES 4 MONTHS = $2,167PRO-RATED HOA & INSURANCE = $667INTEREST PAID (5.5%) = $3,483NET PRICE = $193,683SOLD IN 180 DAYSLIST PRICE $220,000SOLD FOR $208,000PRO-RATED TAXES 8 MONTHS = $4,334PRO-RATED HOA & INSURANCE = $1,334INTEREST PAID (5.5%) = $6,966NET PRICE = $195,366EXAMPLE: HOME LISTED IN FEBRUARYNET INCREASE OF ONLY $1,683 FOR 120 MORE DAYS WORK/WORRY

Price Matters

21

SELLER CUSTOMARY FEESRealtor commissionRepairs for homeTitle policySeller contribution as requestedHome warrantiesClosing costs Pro-rated taxes & HOA duesBUYER CUSTOMARY FEESEarnest moneyOption feeInspection costsLoan originationInsuranceHOA transfer feesPro-rated taxes and HOA duesTitle insurance

Seller vs. BuyerWho Pays the Fees?

22

Six must-do steps:De-clutter: This makes the rooms/closets look larger and is the single most important thing you can doDe-Personalize: Remove anything that is distracting, religious or political or personal follow the Rule of 3 no more than 3 decorations per surface/areaRepair: 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 elseDecorate/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

23

Staged Homes Sell Faster

24

Staged Homes Sell Faster

25

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 necessaryEliminates or reduces the need for discounting the terms after they have already been agreed upon therefore, saving you potentially thousands of dollarsHelps to establish objective value of the home/pricing Inconvenience to the seller to make repairs while they are trying to moveCan be marketed as ready for immediate move in or lower closing costs to the buyers saves timeAnticipates potential problems with selling and allows time for repairs up front creates a strong first impression for the buyer

Benefits of Pre-Inspection

26

ImprovementAverage costHome price increaseReturn on investment% of realtors recommendingClean & de-clutter$100-$200$1500-$2000872%98%Home staging$300-$400$1500-$2000586%82%Lighten/brighten$200-300$1000-$1500572%95%Landscape refresh$300-$400$1500-$2000473%94%Repair plumbing & replace fixtures$300-400$1000-$1500327%88%Update electrical/fixtures$300-400$1000-$1500309%89%Replace/clean carpets$400-1500$1000-$1500295%97%Paint interior$500-$750$1500-$2000250%94%Repair Damaged floors$500-$750$1500-$2000250%91%Paint exterior$750-$1000$1500-$2000201%81%

Source: Homegain.com

Top 10 Do-It-Yourself Projects

27

RenovationJob costRe-sale valueCost re-coupedBathroom$14,109$11,53281.7%Home Office$26,101$13,97053.5%Major Kitchen$52,405$39,34675.1%Minor kitchen$20,077$16,55782.5%Entry door$1,043$2,496239.3%Roof Replace$15,148$10,73470.9%Siding/exterior$9,365$7,39479%Low-e windows$9,285$6,85973.9%Add a bedroom$41,389$40,44897.7%Back-up Generator$12,540$9,78978.1%Deck$14,463$10,01169.2%Garage addition$50,123$33,53866.9%2nd Story addition$139,048$99,09571.3%

Source: Realtor magazine 2010 for the texas region

Renovations that Generate The Highest Returns

28

Leave some lights on throughout the day just in case there is a surprise showing. If possible, turn all lights/lamps on for all showingsPlay soft music during the dayOpen all drapes/blinds to allow for natural light (makes the home feel brighter and larger)Have fresh flowers near the entry/main living areaKeep large pets away/locked up for showingsIf you have a portable hot-tub remove cover just before showingsUse light/natural air fresheners so that they arent too powerful ie, bake cookies or boil cinnamon or vanillaEnsure that everything is clean every time delay a showing by 30 minutes vs. showing it dirty

Make Your More Showing Effective

29

To qualify for the exceptional buyer program to receive even more opportunity to sell your home quicklyPrice 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

30

VALS THE KEY TEAM:Team ApproachProfessional PhotographyHomes & Land PromotionHome Profiles PromotionThe Real Estate Book PromotionRelocation Guide PromotionCustomized Direct Mail CampaignsDistinctive BrochuresCustomized Video ToursProperty Specific Web-site Website Promotion on over 80 local, regional and national sitesOpen Houses Public & Agent

Marketing Sells HomesOTHER 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

31

FIRST 24 HOURS:Promote listing through MLS exposure to over 20,000 active realtors and over 1 million consumersInstall Premier Signage in Yard & Place Lock BoxSchedule Photography SessionSchedule 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 homes 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 appropriateEmail Blast to Area Agents by Zip Code to Highlight New Listing average distribution to 3400+ AgentsPersonalized Email to top 100 Producing Agents to Highlight New ListingPersonal Phone Calls to Top 25 Agents within the Area of Your Home to discuss listing directlyEmail Blast to Prospective Buyers in My NetworkScan & Email all Forms Signed for your RecordsSchedule 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 pageSubmit Information for Promotion through office in the real estate book & home profilesSchedule Broker open house progressive open houses are recommendedSchedule Public open housesPromotion 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

32

WITHIN 1 WEEK OF LISTING:Submit Information for Promotion in homes & land magazine on my personal page and REMAX Integrity pageSubmit Information for Promotion through office in the real estate book & home profilesSchedule Broker open house progressive or virtual open houses are recommendedSchedule Public open housesPromotion 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 promotionMarketing strategies to compete against new construction as neededPromotion on various social media sites ie, Facebook, ping.fm, postlets.com, linked-inPersonalized Property Blog to increase SEO ResultsPromotion world-wide on remax.comSet up a gateway update through our MLS alerting you to any new listings/sales activity in your area

28-Point Marketing System

33

MONTHLY/AS APPROPRIATE:Utilize reverse offer strategies for interested buyers that are on the fence following 2nd showingsMonitor pricing strategy/update CMA monthlyUpdate 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 MLSMonitor and update you on market trends/changes in the local marketTour competitive listings so that we can see first hand our pricing strategy is in linePromotion of listing to area agents and various networking events

28-Point Marketing System

34

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 sellers willingness to deal and they wouldnt even be submitting an offer if they didnt 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

35

Once a contract is received & successfully negotiated:Coordinate all inspections and any related negotiations, appraisals, & survey completion in line with dates outlined in the contractEnsure that buyers receive complete financing approval promptlyMake recommendations/referrals for any contractor needs to repair this home or for your next oneAssist you in coordinating transfer of utilitiesReview all closing documents and attend closing!

Under Contract Plan of Action

36

Immediate Feedback provided upon receipt from showing agents access to website as requestedStrong verbal and written communication & updates provided ongoingly

Other Services

37

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 permission4% If you find the buyer and there is no other agent involved both parties have to give permission6% 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

38

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

39

Total Commission Earned to Buyers AgentBrochures & postcards mailedCentralized showing svcsVirtual tour/photosWeb-site promotionHomes & land magazines800# recorded tourE-flyers to area agentsCommission split w/officeE&O Insurance CoverageMileageOther fixed costs (paper, ink)My time

Taxes @ 25%Subtotal of expensesEstimated 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 estimate4 hours per week for 12-24 weeks (48 to 96 hours)$ 1,500$ 3,310$ 2,790

Commission Breakdown

40