Marketing Consultation

Transcription

1 Marketing Consultation Prepared for Name Address Bridgewater, New Jersey Prepared by Courtney J. Orlando, Realtor

2 Keller Williams Offers the Best of Both Worlds

3 As the largest real estate franchise in the country, our company brings the strength and resources of a nationally recognized brand, a nationwide referral network and innovative marketing and technology platforms. Our independent ownership means that you can expect personalized and flexible marketing opportunities and local decision making.

4 About Keller Williams Realty, Inc.: Keller Williams Realty Inc. is the largest real estate franchise operation in the United States, with 690+ offices and more than 90,000 associates in the United States and Canada. The company has grown exponentially since the opening of the first Keller Williams Realty office in 1983, and continues to cultivate its agent-centric culture that emphasizes access to leading-edge education and promotes an economic model that rewards associates as stakeholders. The company also provides specialized agents in luxury homes and commercial real estate properties. Keller Williams Realty Is The #1 Real Estate Company In North America

5 A Real Estate Powerhouse 1983 Keller Williams Realty is founded by Gary Keller and Joe Williams in Austin, Texas 1984 Keller Williams becomes the #1 single office in Austin 1988 KW becomes #1 real estate company in Austin, a position still held today 1990 KW begins franchising in the United States 1998 KW begins franchising in Canada 2004 KW becomes 4 th largest real estate company in the United States 2009 KW becomes 3 rd largest real estate company in the United States 2010 KW becomes 2 nd largest real estate company in the United States 2012 KW opens in Vietnam, 1 st global office launch 2013 KW becomes the #1 largest real estate company in the United States

6 Awards and Honors J.D. Power & Associates Keller Williams Realty Ranked "Highest in Customer Satisfaction Among Home Buyer and Seller Segments, 2014 Workplace Dynamics One of America s Top 10 Workplaces, 2014 REAL Trends, Inc. Represented 23 percent of the top 500 brokerages ranked by closed transactions and 24 percent of the top 500 brokerages ranked by closed volume in the annual REAL 2014Trends 500, REAL Trends, Inc./Wall Street Journal Represented 15 percent of the top1,000 agents and teams in the U.S. in annual The Thousand report, including 35 percent of top teams ranked by transaction sides, 2014 Entrepreneur Magazine Ranked #1 real estate franchise on Franchise 500 list, 2014 Inc. Magazine One of the Top 5000 Fastest Growing Private Companies in America, 2014 Franchise Times - Top Quartile of Franchise Operations in the U.S., 2011 Inman News Gary Keller named one of the 100 Most Influential Leaders in Real Estate, 2011 Inman News eedge named the Most Innovative Web Service in the real estate industry, 2011 Training Magazine Highest ranked real estate franchise on Training Top 125, 2010 Swanepoel Trends Report Most Recognizable Real Estate Franchise for 2014, #1 Industry Trendsetter for 2014 American Business Awards Sales Training/Coaching Program of the Year in 2014

7 While others are slowing Keller Williams Realty is growing. MAJOR BROKERAGES, Closed Sides on REAL Trends 500 Report % 40% 30% 20% 10% kw +40% 0% - 10% - -35% 20% - 30% - 40% - 50% Keller Williams Realty All Other Brokerages Combined

8 While others are slowing Keller Williams Realty is growing. MAJOR BROKERAGES, Closed Volume on REAL Trends 500 Report % 40% 30% 20% 10% kw +29% 0% - 10% - -46% 20% - 30% - 40% - 50% Keller Williams Realty All Other Brokerages Combined

9 Our State-Of-The-Art Office 222 Mount Airy Road, Basking Ridge, NJ

10 Meet Courtney Orlando As a lifelong resident of New Jersey, Courtney Orlando has worked as a Realtor since Her quick rise to the upper echelon of the Real Estate industry was not unexpected. Before joining Keller Williams Towne Square Realty Courtney previously associated with RE/MAX Real Estate and the former Prudential Real Estate company. She quickly became known as her team's Quarterback! call her a therapist which may partially be true! She believes in a business philosophy that this industry is all about relationships and satisfying her clients. 30 Million in closed transactions in RE/MAX Classic Group - #1 Agent RE/MAX Of New Jersey Platinum Club NAR, NJAR & HSAR Top Award Winner Lifetime RE/MAX Real Estate Hall Of Fame Member Some say she is a "dream maker" but she insists she only sells and lists homes... And she left all that to join Keller Williams in February 2015.

11 KELLER WILLIAMS 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

12 Understanding The Process My role as your consultant 4 Key Components 3 Key Objectives Controlling Factors Why Keller Williams Sources of Buyers Pricing Strategy

13 4 Key Components Preparation Phase - getting ready to go on the market Marketing how we attract buyers and the real estate community to your property Negotiating ensuring that the buyers are qualified and terms are strong Transaction Management handling the numerous details from contract to closing No single phase stands alone the successful completion of every phase is necessary for a successful transaction

14 3 Key Objectives PRICING your home at the property s fair market value. TIMING in the desired time period. CONVENIENCE selling your home with t he least amount of inconvenience to you.

15 What You Do & Don't Control Seller Controls: Property Condition Availability for Showing Offering a Home Warranty Seller Doesn t Control: Competition Buyer s or Seller s Market Interest Rates What a buyer is willing to pay

16 In Partnership with You At Keller Williams, you ll find a refreshing entrepreneurial spirit and I will have the autonomy to make business decisions regarding your home that are in your best interests. For instance, do you realize that at other firms, telephone and internet inquiries may be answered by someone completely unfamiliar with your home? At Keller Williams we believe your agent knows your home best and is better qualified to handle these inquiries. Marketing loses its value if the lead is not handled properly.

17 Where Buyers Come From Targeted Marketing The Real Estate Community - according to the 2014 National Association of Realtors (NAR) 89% of buyers purchased their home through a real estate agent The Public We utilize a full spectrum of marketing strategies KELLER WILLIAMS Professional Real Estate Consultants Pricing Committees REALTOR Open Houses Yard Signs Highly recognized Calls come from our signs Agent Marketing Action Plan My customized marketing strategies

18 It All Starts With Professionally Created Marketing Materials The home marketing pieces we create attract buyers to your home and remind them of the reasons they want to come back for a second showing. Our marketing pieces include: Professional photography for the home brochure, direct marketing pieces and internet sites Professional virtual tour. uploaded to multiple websites Professionally drawn Floor plans

19 Targeting Real Estate Professionals The Multiple Listing Service is a database for real estate sales associates of properties for sale. The way in which your property is presented in the MLS is extremely important for these reasons: The MLS is a direct marketing tool to all real estate associates The MLS is one way in which sales associates decide which properties to show prospective buyers The MLS is what feeds many databases that are available to the public, including Realtor.com. The pictures, wording, tours and information we place on this database are all designed to create the greatest interest in your property.

20 Targeting Real Estate Professionals Positioning your home to stand out in the minds of real estate professionals takes more than a great presentation in MLS. To stand out, we: Call top producing sales associates to personally introduce your home of your home. Send flyers to top producing sales associates to create top of mind awareness property information to agents who have buyers with search criteria matching your home. This will give me the opportunity to personally present your home to the other sales associates.

21 Where Buyers Come From 90% of Buyers Use the Internet to Search for Homes We Catch Buyers in our Internet Web Multiple Internet Web Sites GSMLS.com Realtor.com, Trulia.com, Zillow.com KW.com and KWLS feed to hundreds of search engines, channel partners and syndicated sites Courtney Orlando s Mobile App KWTowneSquareRealty.com CourtneyOrlando.com

22 What Consumers Want

23 Source: NAR 2014 Profile of Home Buyers and Sellers

24 Source: NAR 2014 Profile of Home Buyers and Sellers

25 Source: NAR 2014 Profile of Home Buyers and Sellers

26 Source: NAR 2014 Profile of Home Buyers and Sellers

27 Strategic Tailored Approach To Marketing vs. One Size Fits All The internet is the most used tool in searching for homes today. KW employs a myriad of web partners that will optimize your presence on the web. The Internet Maximum Exposure to Reach Today s Buyers.

28 Your Listing Will Be EVERYWHERE!!

29 Unmatched Internet Presence The #1 Consumer Real Estate Website! All our listings are SHOWCASED on Realtor.com with multiple professionally taken photos and a virtual tour, because: A Realtor.com showcase listing is clicked on 72% more often Homes with multiple photos are viewed 299% more often. FACT: When buyers request information on your property I am notified immediately.

30 Marketing Your Home Our Respective Duties Agent Input your listing to MLS. Install nationally recognized sign. Provide information fliers. Pricing Guidance. Prepare Marketing. Hold Broker Open House. Give Feedback on showings. Guidance in staging your property. Client Call Courtney with any questions. Complete repairs and cleaning. Stage your home Hide valuables Keep marketing information out for prospective buyers. Call Courtney if information is depleted. Leave premises for showings. Review contracts and represent Refer friends and acquaintances you in negotiations. who might be interested in your property.

31 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).

32 Negotiating An Offer A strong negotiator will assist in evaluating the strengths and weaknesses of the offer. ACCEPTANCE. Signed by all parties, dated, delivered congratulations, you re 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.

33 Transaction Management There are numerous details to attend to in order to get to the closing table Think of me as your project manager, making sure everything gets handled Is it important to you to get to closing, on time, with a minimum of inconvenience?

34 Details from Contract to Closing! Here is just a summary Attorney Review Process Additional Escrow Deposit Buyer s Loan Application Home Inspection and issues that may arise Appraisal Mortgage Commitment Date Title Search and Survey Arrange for Smoke and Carbon Monoxide Detectors, Fire Extinguisher Transfer of utilities Final Walk Through Closing Day

35 Inspections Inspections and potential repairs are the number one reason sales don t 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. SELLER SEES THEIR HOUSE BUYER SEES YOUR HOUSE INSPECTOR SEES THE HOUSE

36 I m Ready To Go To Work for You Important questions to consider: 1. Do you have to sell your home? 2. Are you willing to price your home to sell? 3. Are you ready to hire me to represent you?

37 Pricing Consultation Prepared for Name Address Bridgewater, New Jersey Prepared by Courtney J. Orlando, Realtor

38 Market Analysis Current Listings = Competition Properties Under Contract Recent Sales Expired Listings = What has not sold

39 The Tale of Two Markets Above Price (vs. Comps) Below Out of the Market In the Market Great Condition (vs. Comps) Poor

40 Seller s Market Above Price (vs. Comps) In the Market Out of the Market Below Great Condition (vs. Comps) Poor

41 Buyer s Market Above Price (vs. Comps) Below In the Market Out of the Market Great Condition (vs. Comps) Poor

42 A Final Look Price

43 Pricing Misconceptions It is very important to price your property at competitive market value at the signing of the listing agreement. Historically, your first offer is usually your best offer. WHAT YOU PAID WHAT ANOTHER AGENT SAYS COST TO REBUILD TODAY WHAT YOU NEED WHAT YOU WANT WHAT YOUR NEIGHBOR SAYS 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 today s market. Buyers make their pricing decision based on comparing your property to other properties SOLD in your area.

44 Selling Price Vs. Timing A C T I V I T Y 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 first comes on the market..it has the greatest opportunity to sell when it is new to the market.

45 Pricing Factors IMPORTANCE OF INTELLIGENT PRICING ASKING PRICE Market Value +15 %+10% 10% 30% 60% PERCENT AGE OF BUYERS -10% -15% 75% 90% As the 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.

46 I m Ready To Go To Work for You Let s Get Started!