PRE-LISTING Information Packet Presented by

Transcription

1 PRE-LISTING Information Packet Presented by MICHAEL MORRIS KELLER WILLIAMS SALT LAKE CITY

2 WHY CHOOSE MICHAEL MORRIS REAL ESTATE CONSULTANTS When Selling, Buying & Investing in Real Estate, MICHAEL MORRIS ensures your complete satisfaction and guaranteed results! Benefits of working with MICHAEL MORRIS Guaranteed Contracts (Not satisfied-not Obligated) You get a Team of 2 professionals for the price of ONE! Buyers never pay commission Outstanding Customer Service / Communication 24-7 Marketing Program Based on Results How MICHAEL MORRIS operates: Our Results are based on our UNIQUE TEAM SYSTEM! Full team of professionals working for you We always have time for you because each of us are separately focused on a specific process in the selling and buying of your home Together, our combined efforts add up to superior marketing and customer service resulting in your home sold fast for top dollar. Provide you with weekly updates detailing our marketing efforts, including comments from prospective buyers and agents that have visited your home. How Most Agents Operate: Undertake all aspects of home selling (i.e. Sales, administration, marketing, service, technology, expenses, etc.) Eventually run up against limits of time, energy and money Fewer homes sold means limited cash flow to invest back in to advertising your property Limited time means less time to spend with you Unfocused 2

3 THE SELLING PROCESS 3

4 THE SELLING PROCESS 1. Define your goals, wants, needs and expectations. A good place to begin is by exploring your short and long term goals in life and how selling your home fits in to those goals. We wil walk through a process we use to thoroughly understand your goals, wants and needs to ensure that your expectations are met. 2. Determine the best price for what s going on in the market right now. We assess the current state of the market and what comparable homes are actually selling for by reviewing a Comparative Market Analysis (CMA) on your home. That way, we can objectively determine its fair market value and price it right. 3. Prepare your property so that it is in top-selling condition. Most of us don t keep our homes in top-selling condition. We will work with you to help you see things from a buyer s point of view. We will consult with you on what to repair, replace or remove so that your home makes a GREAT first impression. 4. Implement time-proven, research-based marketing strategies. Your home will be marketed with a 10 point marketing plan that has the highest potential for bringing not only the most buyers, but also the most qualified buyers to your doorstep. 5. Show your property. Always keep your home in top-selling condition. When you leave for work, make sure that your home remains in top-selling condition. You know what they say about first impressions! 6. Receive an offer. When a buyer decides to buy your home, an offer will be presented. We will advise you on the offer and whether the buyer is qualified to purchase your home. 7. Negotiate to sell. Most offers require some level of negotiation. We will work together to decide your parameter and our team will negotiate on your behalf. 8. Have your home appraised and inspected. Once you have accepted an offer, we will work with the buyer s agent to coordinate an appraisal, inspections and a survey (if required). If the buyer requires that certain repairs be made on your home, we will continue to negotiate on your behalf and recommend vendors so we move successfully from contract to closing. 9. Prepare for closing. A few days before closing (also known as settlement), we will contact the title company and the buyer s agent to ensure that all the necessary forms and documents have been prepared. We will meet with you to review the closing documents and let you know what additional forms and information you need to bring to the closing meeting. 10. Close! At the closing meeting, ownership of your property is legally transferred to the buyer. We will present to advise you and ensure that everything goes according to plan. 4

5 REASONS A PROPERTY SELLS PRICE Who Determines Value Pg. 7 Proper Pricing Pg. 8 Selling Price vs. Timing Pg. 10 CONDITION Get Your Home Ready to Sell Pg. 11 Home Inspection Pg. 12 EXPOSURE (The Agent You Select) Home Selling Solution Pgs (What our Team will do to sell your home) Sources of Buyers Pg. 15 Guaranteed Listing Agreement Pg. 16 Duties Pg. 17 LOCATION You control 75% of these! 5

6 BUYERS ALWAYS DETERMINE VALUE! The value of your property is determined by what a BUYER is willing to pay in today s market based on comparing your property to others SOLD in your area COMMON PRICING ERRORS WHAT YOU PAID WHAT YOU NEED WHAT YOU WANT PRICE WHAT YOUR NEIGHBOR SAYS WHAT ANOTHER ASSOCIATE SAYS COST TO REBUILD TODAY 6

7 PROPER PRICING: DRAWBACKS VS. BENEFITS PRICE is the #1 most important factor in the sale of your home. DRAWBACKS REDUCES ACTIVITY: Agents won t show the property if they feel it is priced too high. LOWER ADVERTISING RESPONSE: Buyer excitement will be with other properties that offer better value. LOSS OF INTERESTED BUYERS: The property will seem inferior in amenities to other properties in the same price range that are correctly priced. ATTRACTS THE WRONG PROSPECTS: Serious buyers will feel that they should be getting more for their money. HELPS THE COMPETITION: The high price makes the others look like a good deal. PRICE ELIMINATES OFFERS: Since a fair priced offer will be lower than asking price and may insult the seller, many buyers will just move on to another property. CAUSES APPRAISAL PROBLEMS: Appraisers must base their value on what comparable properties have sold for. LOWER NET PROCEEDS: Most of the time an overpriced property will eventually end up selling for less than if it had been properly priced to begin with, not to mention the extra carrying costs. 7

8 PROPER PRICING: DRAWBACKS VS. BENEFITS PRICE is the #1 most important factor in the sale of your home. BENEFITS FASTER SALE: The proper price gets a faster sale, which means you save on mortgage payments, real estate taxes, insurance, and other carrying costs. LESS INCONVENIENCE: As you may know, it takes a lot of time and energy to prepare your home for showings, keep the property clean, make arrangements for children and pets, and generally alter your lifestyle. Proper pricing shortens market time. INCREASED SALESPERSON RESPONSE: When salespeople are excited about a property and its price, they make special efforts to contact all their potential buyers and show the property whenever possible. PRICE EXPOSURE TO MORE PROSPECTS: Pricing at market value will open your home up to more people who can afford it. BETTER RESPONSE FROM ADVERTISING: Buyer inquiry calls are more readily converted into showing appointments when the price is not a deterrent. HIGHER OFFERS: When a property is priced right, buyers are much less likely to make a low offer, for fear of losing out on a great value. MORE MONEY TO SELLERS: When a property is priced right, the excitement of the market produces a higher sales price in less time. You NET more due to the higher sales price and lower carrying costs. 8

9 SELLING PRICE VS. TIMING A C T I V I T Y W EEKS Your home generates the most interest in the real estate community and among potential buyers during the first 30 days it is on the market. If it is not properly priced during this time, we miss out on this peak level of interest. The Importance of Intelligent Pricing THE TRIANGLE ASKING PRICE VS. PERCENTAGE OF BUYERS THAT VIEW THE PROPERTY 15% 10% 10% 30% PRICE FAIR MARKET VALUE 60% -10% 75% -15% 90% Research conducted by the National Association of Realtors shows that more buyers purchase their properties at fair market value not above it. The percentage of buyers increases even more when the price drops below fair market value. 9

10 GET YOUR HOME READY TO SELL In preparing your house to sell, ask yourself over and over if your house looks like someone else s dream house. Houses in move-in condition tend to be inviting to buyers; houses that are like new typically sell the fastest and procure the best price. With that in mind, here are a few things to consider when getting ready to sell: Exterior Remember the 60-second rule: that s all the time you have to create a good first impression! Mow the lawn, rake the leaves, trim treed and shrubs that keep light out of the house and remove dead plants. Pick up tools, garbage cans, hoses, toys, and building materials and store them neatly in a storage area. Replace broken or missing roof shingles and straighten and clean the gutters and downspouts. Clean all windows and mend torn screens. Painting your house helps improve curb appeal more than any other fix-up! Id you decide against painting the entire house, consider painting the front door, window frames and shutters. Seal or resurface the driveway and repair broken steps and walkways. Paint or replace your mailbox and post. Dress up the front yard with some simple landscaping. Clean, Clean, Clean Step back for a moment and look at your home as if you were seeing if for the first time. Every room should be spotlessly clean, dusted and uncluttered. Stream clean the carpets and wax the floors. Wash the walls, windows and light fixtures. Tighten loose stair railings and clean all woodwork. In the even that you feel a project of this magnitude is better left to a professional, ask your real estate agent to recommend a cleaning service. Entry Use bright light bulbs in the foyer and throughout the house. Dill the house with a pleasant aroma, such as berries in the summer or cinnamon in the winter. Living Room Replace the carpet if it s worn. It costs money, but you may find that you will more than recoup that cost when the home sells. Patch cracks and nail holes in the walls, and repaint walls in neutral colors, such as white or ivory. Nail down creaking boards and stair treads. Lubricate any sticking or squeaking doors. Open all the curtains, and replace them If they are getting old. Add lamps and lighting if the house is dark. Set out fresh flowers. Furniture Rearrange or remove furniture to make your rooms look more spacious. Too much furniture and too many knick-knacks make rooms look cluttered and small. One or two decorative items per surface are plenty, so pack the rest away. CONDITION Kitchen and Baths These rooms should sparkle! Clear off the counters, and clean all appliances and fixtures. Scrub the floors and walls. Re-caulk tubs and showers. Clean these rooms thoroughly, and be sure they smell fresh. Closets Take those things to Goodwill that you ll have to discard anyway when you move. Organize shelves and straighten shoes. Be sure that sliding doors operate smoothly and knobs and drawers are secure. Utility Room Dust and wash the washer, dryer and water heater. Light and Bright Do everything you can to brighten the interior. Replace wallpaper with white or off-white paint, and repaint shabby or dark walls. Open the blinds, and replace broken windows and window seals. Always maintain a comfortable temperature inside the house, even if you are away for an extended period of time. 10

11 HOME INSPECTION Inspections and potential repairs are the number one reason sales do not close. Any buyer that has a home under contract is encouraged to get an inspection of the home they are buying. Typically, they have a certain number of days in which to have the house inspected and accept or reject the property based on these mechanical and structural inspections SELLERS PERSPECTIVE BUYERS PERSPECIVE CONDITION INSPECTORS PERSPECTIVE SAVE YOURSELF TIME, MONEY AND DISSAPOINTMENT COMPLETE ANY DEFERRED MAINTENEANCE NOW 11

12 WHAT WE DO TO SELL YOUR HOME PRICE We Will... Price your home strategically to be competitive with the current market and current price trends. Research competitive properties that are currently under contract Research competitive properties that are currently on the market CONDITION Research competitive properties that are expired (Properties that did not sell during their time on the market) Research competitive properties that have Sold in the past six months We Will... Provide you with home showing guidelines to assist in having the home prepared for appointments Stage your home to showcase most desirable features THE AGENT YOU SELECT EXPOSURE We Will... Cancellation Guarantee Satisfaction Guarantee All members of The Varga Real Estate Group are devoted full time Realtors and not part-time real estate agents Consistent Communication OUTSTANDING CUSTOMER SERVICE Dedicated Listing Agent High Level of Professionalism 12

13 OUR SELLING SYSTEM EXPOSURE: HOW WE MARKET YOUR HOME Give each home a unique ID # to allow information on home to be accessed 24/7 Also allows out team to track and record interest on home from different publications Set up 24 hour 800# hotline for your home Each inquiry will be followed up with a personal phone call Place advertising in Real Estate Magazine Distribute free throughout Utah Distribute JUST LISTED marketing to neighborhoods encouraging them to tell their family and friends about your home Optimize your homes internet presence by posting on multiple local and global MLS systems Create a virtual Tour of your home and post on multiple websites to attract local and out of town buyers Target marketing to active real estate agents that specialize in selling homes in your neighborhood Target marketing to active buyers/investors in our database EXPOSURE Promote your home by personally marketing to all the Keller Williams Franchises in Utah Maximize showing potential through professional signage and directional signs Follow up with all agents that have shown your home Provide you with weekly updates detailing our marketing efforts, including comments from prospective buyers and agents that have visited your home 13

14 SOURCES OF BUYERS REALTORS 59% Open Houses 4% For Sale Signs 10% Internet 11% Target Marketing 9% Ads 7% EXPOSURE 14

15 GUARANTEED LISTING AGREEMENT My pledge is to provide you with excellent service in the marketing of your property. I use the highest degree of professionalism when representing you and your property. Your total satisfaction is important to us. Should you ever have any concerns or questions we would ask that you let us know so that we can effectively solve the problem together. However, you are always in control when you work with Michael Morris. This signed agreement gives you the ability to cancel our listing agreement with you at anytime and for any reason, unless the property is under contract. ENJOY THE CALIBER OF SERVICE CONFIDENT ENOUGH TO MAKE THIS OFFER! EXPOSURE 15

16 DUTIES Michael Morris YOU Install signs and submit to MLS Complete all repairs and cleaning Place home in arch-telecom Stage your home to be appealing Prepare marketing information and advertising Place marketing data in home for prospective buyers Distribute marketing information Attempt to give 1-hour notice to show. Review market continuously Follow up with other agents who show home Keep home ready for showing Hide valuables (also prescriptions) Keep marketing information out for buyers Call me if information is depleted Leave premises for showings Call me with any questions EXPOSURE Communicate with you regularly Market your home to friends and acquaintances Advice of possible solutions if home has not sold Keep me advised where to reach you or give permission to show if you are unavailable. Negotiate best contract for your needs Refuse to discuss terms with buyers or their agents without me present 16

17 PLEASE FILL OUT PRIOR TO OUR APPOINTMENT 1. Thinking About Selling 2. Prospective Seller Application 3. Top Features & Benefits 4. Questions 17

18 THINKING ABOUT SELLING When you work with Varga Group Associates, we want to act in your best interest. We are eager to have you share your concerns and expectations about the sale of your home. *PLEASE TAKE A MOMENT TO COMPLETE THE SURVEY BELOW WHAT ARE YOU MOST CONCERNED ABOUT? Not Concerned Very Concerned Advertising? Open Houses? Show Procedures? Multiple Listing Services? Pricing? Closing Costs? Commissions? Security? Buyer Qualifications? Marketability? Financing? Negotiations?

19 PROSPECTIVE SELLER APPLICATION Fill out completely and have available at the listing interview The most critical factor to having a successful real estate experience is to get clear about expectation levels. In order to do this, we need to know several critical pieces of information about you and your situation. This application is divided into 4 parts. Make sure you answer each part as thoroughly as possible. Your answers will be reviewed at the listing interview. Part 1: Personal Information Part 2: Qualifications Part 3: Additional Information Part 4: Self-Ratings 19

20 PROSPECTIVE SELLER APPLICATION CONTINUED Part 1: Personal Information Name Spouse Date Address City State Zip Code Home Work Mobile Fax Part 2: Qualifications: How long do you think it will take to sell your home? What do you think a real estate agent s job is? Who do you think will sell your home - the listing agent or the buying agent? Why wouldn t your home sell? How well do you accept bad news or criticism about your home? What are your thoughts about price reductions? What are the best features of your home? 20

21 PROSPECTIVE SELLER APPLICATION CONTINUED Part 3: Additional Information: Briefly describe or list anything you feel we need to know about (i.e. family, financial, work, neighbors) 21

22 PROSPECTIVE SELLER APPLICATION CONTINUED Part 4: Ratings for each item, rate your level of expectation and/or willingness (10 being highest): Rating Flyers Open Houses Lockbox Showing Feedback Weekly Communication Willing to do necessary repairs Keep clean Change décor Owner financing Offer Home Warranty Price according to CMA Agent must meet all appointments Pets out during the day Organize closets Thank you for filling out as thoroughly as possible. This is the first step to a successful real estate experience! 22

23 TOP FEATURES & BENEFITS When you purchased this house, you did so for very specific reasons. Reasons that might sell it as well! IF... someone was looking at your home, what specific things would you want to point out to him or her? 23

24 QUESTIONS Selling your home is a complex process, and it is only natural for you to have some questions and concerns. Please do not hesitate to ask any questions that you may have. When it comes to selling your home, there is no such thing as a dumb question. Please note any questions you have, so that we can address them during our meeting:

25 SAMPLE MARKETING ONLINE MARKETING AND INTERNET FACTS The majority of homebuyers use the internet for assistance in finding a home, and 90% of the Internet searchers also rely on a Realtor. The Varga Real Estate Group strategically partner with many pf the most effective websites exposing our listings to the widest audience of qualified buyers. MULTIPLE LISTING SERVICE (WFRMLS.COM) Listing information is immediately sent to the local Multiple Listing Service (MLS), making your listing instantly available to every member Realtor. Within minutes, your listing is available for thousands of potential buyers to see. UTAH REAL ESTATE One stop shopping for real estate property listing in Utah; includes pictures and detailed descriptions of the various homes. This is where 90% of Utah consumers go to easily access real estate via internet. KW.COM Keller Williams official websites displays photos and information about your home, available to anyone in the world. At the same time your property is posted, our Customer Care Manager is notified and all of strategic marketing begins. Our vast network of qualified buyers are notified along with other agents who are working with qualified buyers. In addition, your home is presented to Keller William s agent during weekly sales meetings to highlight the features of your home. 25