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Listing and Marketing Consultation

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Home Warranty. Seller Doesn't Control: Competition. Buyer's or Seller's Market. Interest Rates ... offer is usually your best offer. Buyers & Sellers Determine ... – PowerPoint PPT presentation

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Title: Listing and Marketing Consultation


1
Listing and Marketing Consultation
Paul Holtzheimer Welcomes YOU to his
Keller-Williams
If you have ANY questions during this
presentation.. Please Ask!
2
During this presentation Ill discuss
each of these
  • KELLER WILLIAMS
  • Consultant Vs. Agent
  • Key Objectives
  • Pricing Factors
  • Controlling Factors
  • Sources of Buyers
  • Marketing
  • Preparing for the Offer
  • Processing the Sale

3
About KELLER WILLIAMS Realty
  • Founded in Austin, Texas, over 20 years ago.
  • KELLER WILLIAMS Realty has laid the foundation
    for agents to become real estate business people.
  • Mo Anderson owned the 3 franchise in the largest
    real estate company in the world.
  • Gary Keller was chosen by Realtors across the
    U.S. as one of five of the Most Admired
    REALTORS in the nation.
  • KELLER WILLIAMS FACTS
  • Most Innovative Real Estate Company Inman
    News.
  • 75,000 real estate consultants.
  • 450 offices in the U.S. and Canada.
  • One of the largest real estate companies in
    North America.
  • In All of the Major Markets.
  • Excellence in real estate consultation training.

Gary Keller Chairman Of The Board
4
Notice, Keller-Williams, is number two in the
number of days before a home sells. Next year we
plan to be number one!
5
KELLER WILLIAMS is in ALL Major Markets
6
At KELLER WILLIAMS We Have a Special Culture
Win-Win or no deal Integrity do the right
thing Commitment in all things Communication
seek first to understand Creativity ideas
before results Customers always come
first Teamwork together everyone achieves
more Trust starts with honesty Success
results through people
We Include these in EVERY DEAL!
7
As shown at the Ski-to-Sea Parade,
Keller-Williams is more than just Realtors, were
a family, a TEAM!
8
My Office
Our Main Office 3800 Byron Ave Bellingham,
WA 98229 My Phone 360 303-4444 ---
Paul My Fax 360 366-3333 Website
www.BuyNorthwest.comE-Mail
Paul_at_BuyNorthwest.com
9
Consultant Vs. AgentWhats the difference?
  • Fiduciary (Consultant)
  • Advises and Consults
  • Educates and Guides
  • Involved in Decision Process
  • Uses Judgment and Experience
  • Almost Irreplaceable
  • Adequately Compensated
  • Functionary (Agent)
  • Delivers Information
  • Tells and Sells
  • Stays out of Process
  • Follows the Rules and Procedures
  • Very Replaceable
  • Minimally Paid

10
My Biography
Who is Paul Holtzheimer ?
Professional Qualifications Holds Masters
Degree in Political Science City Planner for
Oklahoma City Marketing Associate w/Major
Savings Loan Member, Board of Directors,
Habitat for Humanity Certified Graduate of the
Advantage System Certified as a Talking House
Professional
My REALTOR Paul Holtzheimer
11
Key ObjectivesIn Getting Your Home Sold
  • PRICING your home at the propertys fair market
    value.
  • TIMING in the desired time period.
  • CONVENIENCE selling your home with
    the least amount of hassle!!!

12
Where do most buyers come from?
13
Where do the Buyers Come From?
Referrals8
The INTERNET
98 ?Today?
71
Open Houses6
Other 4
Corporate Relocation 2
Signs 9
Compiled from national surveys whose data is
believed to be accurate.
14
My Marketing Plan
  • Targeted Advertising
  • To the public (Talking House, Television,
    The Real Estate Book, and other publications)
  • To the REALTOR community (flyers, meetings, one
    on one)
  • KELLER WILLIAMS Professional Real Estate
    Consultants
  • Office Tours
  • REALTOR Open Houses w/Circle Prospecting
  • Your home shared on hundreds of Web Sites
  • Yard Signs, Flyers, Mailers
  • Highly recognized Red White signs
  • Calls come from my signs
  • Post cards and/or Mailings to neighbors
  • Multiple Internet Web Sites
  • MLS (to be seen by over 20,000!)
  • National/International Internet Sites (over 500)

15
I can show the world your home onhundreds of Web
Sites 24 hours a day
Here Are a Few of the Internet sites I use
Your Home Gets International Exposure!!
16
Local Marketing Tools
My marketing publications for your home
Publications
My Web Site www.BuyNorthwest.com
Variety of flyers
www.kellerwilliams.com was developed in 1995,
making KELLER WILLIAMS one of the first real
estate franchises to establish a presence on the
World Wide Web.
17
The Talking House is like having your agent
standing on the sidewalk talking to people as
they drive by.
As potential buyers stop by your home, they tune
their car radios to your own radio station to
hear all about your home
saves you hassle, time, and
keeps people completely informed about your
home No More Hassles!
18
Marketing Your Home
Our Respective Duties
Your Consultant (me)
You
  • Input your listing to MLS.
  • Install nationally recognized sign.
  • Provide information fliers.
  • Professional pricing guidance.
  • Prepare advertising.
  • Hold highly attended Open Houses.
  • Give Feedback on showings.
  • Review contracts and represent you in
    negotiations.
  • Guidance in staging your property.
  • Pre-Qualify Potential Buyers
  • Help Arrange Financing for buyers.
  • Complete all repairs and cleaning.
  • Stage your home to be appealing.
  • Hide valuables (also prescriptions).
  • Keep marketing information out for prospective
    buyers.
  • Call me if information is depleted.
  • Leave premises for showings.
  • Call me with any questions.
  • Refer friends and acquaintances who might be
    interested in your property.
  • Refuse to discuss terms with prospective buyers
    or their agents. (Refer them to me, your
    agent)

19
What You Do Dont Control
  • Seller Controls
  • Property Condition
  • Availability for Showing
  • Price
  • Home Warranty
  • Seller Doesnt Control
  • Competition
  • Buyers or Sellers Market
  • Interest Rates
  • When The Perfect Buyer Walks Thru Door

20
Selling Price Vs. Timing
A C T I V I T Y
1 2
3 4
5 6 7
8
WEEKS ON MARKET
  • Timing is extremely important in the real estate
    market.
  • A property attracts the most activity from the
    real estate community and potential buyers when
    it is first listed.
  • It has the greatest opportunity to sell when it
    is new on the market.
  • If the home is over-priced it may become stale on
    the market.

21
Pricing Factors
IMPORTANCE OF INTELLIGENT PRICING
15
10
PERCENTAGE OF BUYERS
ASKING PRICE
30
10
Market Value
60
-10
75
-15
90
As this triangle graph illustrates, more buyers
purchase their properties at market value than
above market value. If you price your property at
market value, you are exposing it to a much
greater percentage of prospective buyers and you
are increasing your opportunity for a sale.
If you price your home above market value, youll
likely lose money!
22
Pricing Misconceptions
.
It is very important to price your property at a
competitive market value when first signing of
the listing agreement. Historically, your first
offer is usually your best offer.
WHAT ANOTHER AGENT SAYS
WHAT YOUR NEIGHBOR SAYS
WHAT YOU PAID
WHAT YOU NEED
WHAT YOU WANT
COST TO REBUILD TODAY
Buyers Sellers Determine Value The value of
your property is determined by what a BUYER is
willing to pay and a SELLER is willing to accept
in todays market. Buyers make their pricing
decision based on comparing your property to
other property SOLD in your area.
23
Comparatitive Market Analysis(CMA)
  • Recent Sales
  • Current Listings Competition
  • Expired Listings What has not sold

24
Focusing On Results
The proper balance of these factors will expedite
your sale.
LOCATION COMPETITION TIMING
CONDITION TERMS PRICE
SOLD
25
Preparing For The Offer
In a Buyers Market, offers to purchase
routinely come in low, whereas in a Sellers
Market, offers are closer to the asking price.
Do not be offended by any offer received. Be
offended by buyers who tour your property and
dont submit an offer.
  • ACCEPTANCE. Signed by all parties, dated,
    delivered congratulations, youre on your way to
    having your property sold!
  • REJECTION. Unconditional unfortunately, your
    home is still on the market.
  • COUNTER OFFER. Any change to the contract
    constitutes a counter offer. You are now in the
    renegotiation stage.
  • NO ACTION. Equals rejection. Your home is still
    on the market.

26
Home Selling Process
BEGIN PROCESS
MARKET RESEARCH
LISTING SIGNED
OFFICE
BROKERS TOUR
MULTIPLE LISTING
MLS TOURS
CONTACT PROSPECTS
SHOWINGS
OPEN HOUSE
OFFER RECEIVED
OFFER
CONTRACT ACCEPTED
INSPECTIONS
27
Contract To Close
TRANSACTION PROCESSING
PROCESSING
MORTGAGE CO.
CREDIT REPORT
APPRAISAL
REJECTION
UNDERWRITING
VERIFICATIONS
LOAN APPROVAL
TITLE CO.
ASSEMBLE PAPERS
SETTLEMENT
HOME SOLD
28
Our Service Process
29
Inspections
Inspections and potential repairs are the number
one reason sales dont close. Typically, buyers
have a certain number of days in which to inspect
the property and accept or reject the property
based upon these mechanical and structural
inspections. Inspectors are supposed to find all
the problems!
SELLER SEES THEIR HOUSE
INSPECTOR SEES THE HOUSE
BUYER SEES YOUR HOUSE
Save Yourself Time, Money and Disappointment Do
Deferred Maintenance Now!
30
Home Warranty Plans
Home warranty plans go a long way to alleviate
some risks and concerns. For a modest price, the
seller can provide to the buyer a one year
warranty covering specified heating, plumbing,
electrical, water heater or appliance breakdowns.
Coverage under most plans commences at closing.
In all cases, there are important limitations and
exclusions (example appliances/systems must be
operative at commencement of coverage).
31
Let me help you sell your home. I have the
experience, the techniques, the ability, and the
power of Keller-Williams behind me all the
way! TO GET YOUR HOME
32
THANKS! For watching!! Im always available at
360 303-4444 Email Paul_at_BuyNorthwest.com
Learn about Commissions
33
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