Begin by developing a strong marketing plan. The cornerstone will be internet driven

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1 Wednesday, February 16, 2011 Chuck Fethe, Realtor Keller Williams Realty Kingston Pike, Ste, C Knoxville, TN Hello and Welcome, You re ready to sell your property. And, while you re looking forward to seeing the word SOLD posted from the curb, you know there s a lot to consider along the way. I have put this package together show you some of the things I do for my clients in hopes that if you decide to list with a Realtor that you will consider hiring me for the job. Begin by developing a strong marketing plan. The cornerstone will be internet driven and you will need to expose your property on as many web sites as possible. Sites to consider include Craigslist.com, Postlet.com, and facebook.com. Keep your postings fresh by reposting weekly. Finally, be accessible to receive calls, answer questions, screen callers, and schedule showings. Dig deep to learn the unique selling points of your property and neighborhood. Study staging strategies to maximize your interior space and exterior landscaping to present your home in its best light. Make sure your home is clean and is ready to show at all times. Price your home right. Assuming your marketing is effective, look at your price if you are not seeing showings or offers. Finally, when you receive an offer, seek professional advise. I appreciate the opportunity to share my strategies with you. I hope you will call to make an appointment to learn more about the benefits of listing with me. Chuck Fethe Keller Williams Realty 5616 Kingston Pike, Suite 201, Knoxville, Tennessee P F E Chuck@ChuckFethe.com Each Office Independently Owned and Operated

2 Selling Your Home: It s All About You My real estate business has been built around one guiding principle: It's all about you, my client. I understand your objective. Many clients who have attempted to sell a property themselves explain that they want to save money and did not think that it would be that difficult to manage the process. Unfortunately, below is a description of the market forces most for-sale-by-owners are facing. 1. Nationally, 95% of all residential property sales are handled by a real estate agent. 2. There are four types of prospective buyers that are encountered when selling a home. First-time home owners, Relocation clients, Clients looking to right size their lifestyle, and Investors. In most cases, all but the investors prefer to have an agent help them with the process of finding a home. 3. Agents representing buyers prefer to work with properties managed by other agents. Agents know that a secured property is required to follow specific contract and disclosure laws designed to protect all parties involved % of all FSBO sellers will end up listing with a real estate agent with in 8 weeks of attempting to sell their property themselves. The statistics are staggering and reflect the frustration that for sale by owners encounter after realizing the effort required to manage advertising, showings, open houses, qualifying leads, and managing the negotiations. 5. Realtor networks are extremely protective and are difficult to market to unless you are an active member.

3 What I Deliver Communication Your needs always come first. I provide the service we agree to, in the ways that work for you. Whether once a week or once a day, by phone, or text message. That s how we ll do it. You ll always be kept in the loop. From listing to closing, you ll know the status of our marketing efforts the offers on the table and the steps leading to a successful closing once an offer is accepted. We ll agree on the communication method that works best for you. Experience and Expertise The complexities of your real estate transaction will be well-handled. Smoothing the way for your listing and sale, I will capably remove many potential challenges before they have the opportunity to appear. Marketing Your home will get the exposure it deserves. My marketing systems maximize your property s exposure to buyers. Neighborhood tracking tools and automated buyer calling systems allow me to reach active buyers who want to know about your listing. Pricing Your home will be priced right, adjusted as needed, and will sell quickly. With a keen understanding of both the big picture and the very latest local and neighborhood listing and sales data, the information you need is at my fingertips. Staging Your home will put its best foot forward. Homes sell because of correct pricing and great presentation. I know what it takes to make the terrific first impression that will get your home sold. Satisfaction I ll guarantee your satisfaction. Our relationship is dependent on meeting and exceeding your needs. We identify those needs together, and my cancellation guarantee protects your right to end our relationship if you re disappointed.

4 The Home Selling Process: My Role as Your Agent It can feel like the details are endless when you re selling a property. It is my job to streamline the process for you, ensuring everything is completed as quickly and efficiently as possible. Here s an overview of my obligations to you as your agent. Understanding Agency Law. The knowledge and help of a Realtor can make all the difference. You should also understand what s involved in having a Realtor represent you. In Tennessee, a Realtor becomes your representative or agent when you have signed a listing agreement. This is an actual contract spelling out how we will work together. This contract obligates me to be your loyal advocate and to promote your best interest above all others in negotiation and closing of a sale. As your agent, I will obey your lawful instructions and cannot suggest to a buyer or buyer s agent any price for your property that you have not authorized. Our office practices Designated Agency for sellers and buyers. This means that I am the only Realtor in our office representing you and your interest. It will allow me to continue to represent you even if another agent in our office shows your property to his or her client or negotiates the purchase on someone else s behalf. Your information is always held in complete confidence between you and me. Preparing for success. Prepare your home for the sale. More and more sellers today are seeing the value of investing in a pre-inspection on the property they are preparing to list. Whether or not you are confident in the condition of the home, an inspection can either give us professional, third-party validation, or reveal issues you should attend to before listing your property issues a buyer inspection could surface later, making them part of the final price negotiation. We will evaluate the current state of your property and arrange home staging. Any repairs or improvements needed to maximize your home s value and appeal will be identified and scheduled. When everything s in place, we ll put a lockbox on your property.

5 The Home Selling Process: Determining Value of a Property Let s begin with this direct statement: I am not the one who decides how much your home is worth. The market does. It tells us exactly where to price your property to sell and how to approach the marketing of your property. Here are the factors that will affect the value in today s market: Price Pricing your home properly from the start is the deciding factor on how long it will take to sell it. Location Location is the single most important factor in determining the value of your property. Condition The condition of the property affects the price and the speed of the sale. As prospective buyers often make purchases based on emotion, first impressions are important. I ll be able to help in optimizing the physical appearance of your home to maximize the buyer s perception of value. Competition Prospective buyers are going to compare your property both the condition and the price to the other listings in and around your neighborhood. Those buyers will determine value, based on properties that are listed or have recently sold in the area. Timing Property values are affected by the current real estate market. Because we can t manipulate the market, we ll collaborate on a pricing and marketing strategy that will take advantage of the first 30 days your property is listed. It s the window of opportunity when buyers and their agents discover your property and are most likely to visit and make offers.

6 How Buyers Find the Home They Purchase Buyers find the home they purchase primarily by looking on the Internet and by asking real estate agents. An excellent agent with a terrific Internet marketing program is your best path to a sale Information Sources Used in Home Search From National Association of Realtors, Profile of Home Buyers and Sellers, 2009

7 The Home Selling Process: Marketing Your Property My 14-Step Marketing Plan Designed to capture the maximum exposure for your home in the shortest period of time, I ll implement my proven 14-Step Marketing Plan. We will: 1. Price your home strategically so you re competitive with the current market and current price trends. 2. Stage your home to cast a positive light on the features most important to buyers: uncluttered rooms and closets, fresh paint, and terrific curb appeal. 3. Place for sale signage, complete with property fliers easily accessible to drive-by prospects. 4. Use an interactive text response system to provide instant details to prospective buyers 24 hours a day, seven days a week. Each caller s inquiry will be followed up with a personal phone call. 5. Distribute just listed notices to neighbors, encouraging them to tell family and friends about your home. 6. Optimize your home's internet presence by posting information in the Keller Williams Listing System (KWLS) as well as local and global MLS systems, including plenty of photographs and a description of your property. 7. Produce a virtual tour of your home, placing it on multiple Websites to attract both local and out-of-town buyers. 8. Create a home book, comment cards and fliers to place inside your property. 9. Target my marketing to active real estate agents who specialize in selling homes in your neighborhood. 10. Include your home in our company and MLS tours, allowing other agents to see your home for themselves. 11. Advertise your home in my newsletter as well as direct-mail campaigns, campaigns and social media. 12. Create an open house schedule to promote your property to prospective buyers and market those open houses. 13. Target active buyers and investors in my database who are looking for homes in your price range and area. 14. Provide you with bi-weekly updates detailing my marketing efforts, including comments from the prospective buyers and agents who have visited your home.

8 The Home Selling Process: Staging Your Home Three things to remember: 1. You don t get a second chance to make a first impression. 2. A review of over 2,800 properties in 8 cities found that staged homes, on average, sold in half the time that non-staged homes did. 3. Most buyers make decisions about the property they see within the first 15 seconds of entering the home. What Can Staging Do? Location Size Amenities Condition Cannot be changed Difficult to change Can be changed Can be changed Adding cost-effective amenities and improving the general cleanliness and condition of the home is what we call staging. When a seller stages their home, one of two things happens: 1. The home becomes more valuable than other comparable properties in that price range. 2. The home gets moved up in price and becomes the lowest priced in the next higher price bracket or category.* *Based on the national best-seller SHIFT: How Top Real Estate Agents Tackle Tough Times by Gary Keller

9 The Home Selling Process: Closing and Beyond Coordinating Your Sale to a Successful Closing All potential buyers will be pre-qualified, so valuable time isn t wasted. Each offer will be presented and discussed with you. I will negotiate the details of your transaction with the other agent. Closing will be prepared, coordinated and finalized for you. As your agent, I will work hard to handle the details behind the scene. Typically, this begins with managing showings and feedback from other agents showing your home. Once negotiations begin we will work together to arrive at terms that will work for you. Once we have a binding agreement I will be coordinating the activities requested by the buyer. Usually this includes a professional home inspection, termite inspection, appraisal, FHA /VA inspection, and other inspections as required by the buyer or buyer s lender. Beyond the Sale Do you need an agent to assist you in your relocation? Need a recommendation for a moving company? Would a moving checklist help? I m happy to refer you to great providers of other real estate-related services. I m here to make the sale of your home as smooth and stress-free as possible.

10 Homework: Questions For You Your answers to these questions will guide me in how to best serve you. We ll discuss them at our listing meeting: 1. What is the most important thing you are looking for in your listing agent? 2. Why are you selling your home? 3. When do you need to be in your new location? 4. How would you like to be communicated with? (please circle) Phone Fax Text Other (explain) 5. How frequently would you like an update on marketing and showings? Weekly Twice a month After each showing Other (explain) 6. Please list what you are most concerned about in the marketing and selling process (buyer qualifications, commission, showing procedures, open house, possession, pricing, negotiations, other issues.)

11 About Me How am I different from other real estate agents? I understand how to solve problems and get the job done. I am a full time Realtor and will be committed to getting result for you. I love doing what I do. Experience With over 20 years experience in home sales, mortgage finance, and construction, you can count on my experience to guide you through the home sale process. I am successful in what I do as a Realtor. I am a top producer and I am in the top 20% of all agents in the Knoxville market. Technology Internet exposure to more that 350 national and international sites, IVR Data Capture and Auto Notification / Response Systems, tapping into Social Media; are all a part of the tool box used to effectively maximize exposure of your home to potential buyers. Expertise As a resident of Knoxville since 1978, a graduate of Farragut High School and the University of Tennessee, I understand our local Knoxville markets. Whether you are moving up or ready to downsize, I have the expertise you need to get your home sold so you can accomplish your goals. Communication Count on direct and effective communications. You will receive regular updates and market reports that will allow us to adapt to your specific market. Best of all, I am accessible. Just pick up the phone, send an , or text me. Clients for Life By choosing me as your Realtor today, I believe I am earning your business for life. Awards/Recognition Recipient of the Knoxville Area Association of Realtors Silver Award of Excellence.