My Listing Presentation - PowerPoint

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My Listing Presentation - PowerPoint Powered By Docstoc
					            Paul Holtzheimer Welcomes
                        YOU
                to his Keller-Williams



   Listing and Marketing
        Consultation

If you have ANY questions during this presentation.. Please Ask!
During this presentation
        I’ll 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
         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.                               Gary Keller
             • Excellence in real estate consultation training.        Chairman Of The Board
Notice, Keller-Williams, is number two in the number of days before a home sells.
Next year we plan to be number one!
KELLER WILLIAMS® is in ALL Major Markets
     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!
As shown at the Ski-to-Sea Parade, Keller-Williams
is more than just Realtors, we’re a family, a TEAM!
      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.com

E-Mail:         Paul@BuyNorthwest.com
          Consultant Vs. Agent
              What’s the difference?


Fiduciary (Consultant)
• Advises and Consults     Functionary (Agent)
• Educates and Guides      • Delivers Information
• Involved in              • Tells and Sells
     Decision Process      • Stays out of Process
• Uses Judgment            • Follows the Rules
     and Experience
                                  and Procedures
• Almost Irreplaceable
                           • Very Replaceable
• Adequately Compensated
                           • Minimally Paid
                          My Biography
  Who is Paul Holtzheimer ?

Professional Qualifications:
 Holds Master’s 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                      My REALTOR®
 Certified as a Talking House Professional                       Paul Holtzheimer


 Education: Marketing, Management, City Government, Computer Science
    History: Born in Whatcom County, Lived/Educated in Oklahoma. Lived in
              Whatcom County for the past 20+ years
   Hobbies: Photography, Music, 19th Century U.S. History, Close-up Magic
    Enjoys: Seeing the joy on his clients faces when the deal is done!
                  Key Objectives
                In Getting Your Home Sold
• PRICING… your home at the property’s fair market value.


        • TIMING… in the desired time period.


               • CONVENIENCE… selling your home with
                 the least amount of hassle!!!
Where do most buyers come from?
Where do the Buyers Come From?
                                   Referrals
The INTERNET                         8%
  98% ?
   71%                                                      Open Houses
  Today?                                                        6%


                                                               Other
                                                                4%


        Corporate                          Signs
      Relocation 2%                         9%
                  Compiled from national surveys whose data is believed to be accurate.
                      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)
 I can show the world your home on
hundreds of Web Sites 24 hours a day
   Here Are a Few of the Internet sites I use:
              Local Marketing Tools
                  My marketing publications for your home




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.
              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!
              Marketing Your Home
                              Our Respective Duties

     Your Consultant (me)                                   You
•   Input your listing to MLS.              •   Complete all repairs and cleaning.
•   Install nationally recognized sign.     •   “Stage” your home to be appealing.
•   Provide information fliers.             •   Hide valuables (also prescriptions).
•   Professional pricing guidance.          •   Keep marketing information out for
•   Prepare advertising.                        prospective buyers.
•   Hold highly attended Open Houses.       •   Call me if information is depleted.
•   Give Feedback on showings.              •   Leave premises for showings.
•   Review contracts and represent you in   •   Call me with any questions.
    negotiations.                           •   Refer friends and acquaintances who
•   Guidance in staging your property.          might be interested in your property.
•   Pre-Qualify Potential Buyers            •   Refuse to discuss terms with
•   Help Arrange Financing for buyers.          prospective buyers or their agents.
                                                  (Refer them to me, your agent)
   What You Do & Don’t Control
Seller Controls:
     • Property Condition
     • Availability for Showing
     • Price
     • Home Warranty
                        Seller Doesn’t Control:
                             • Competition
                             • Buyer’s or Seller’s Market
                             • Interest Rates
                             • When The Perfect Buyer
                                  Walks Thru Door
         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.
                            Pricing Factors
                    IMPORTANCE OF INTELLIGENT PRICING


                                  +15%             10%

     ASKING                    +10%                    30%            PERCENTAGE
      PRICE                                                            OF BUYERS
                    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, you’ll likely lose money!
.


                   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         WHAT
       WHAT           WHAT          WHAT                                        COST
                                                   YOUR        ANOTHER
       YOU            YOU           YOU                                      TO REBUILD
                                                 NEIGHBOR       AGENT
       PAID           NEED          WANT                                       TODAY
                                                   SAYS          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 property SOLD in your area.
 Comparatitive Market Analysis
                    (CMA)


• Recent Sales

• Current Listings = Competition

• Expired Listings = What has not sold
       Focusing On Results
The proper balance of these factors will expedite your sale.




        LOCATION                    CONDITION
       COMPETITION                    TERMS
         TIMING                       PRICE




             SOLD
            Preparing For The Offer
In a “Buyer’s Market,” offers to purchase routinely come in “low,” whereas
in a “Seller’s 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 don’t submit an 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.
 BEGIN
          Home Selling Process
          MARKET RESEARCH
PROCESS

          LISTING SIGNED


          OFFICE     GRAPHICS      OFFICE TOUR      BROKER’S TOUR


          MULTIPLE LISTING      MLS COMPUTER        MLS MEMBERS     MLS TOURS


          CONTACT PROSPECTS


          SHOWINGS


          OPEN HOUSE


          OFFER RECEIVED        NET SHEET


          OFFER      COUNTER OFFER


          CONTRACT ACCEPTED         EARNEST MONEY


          INSPECTIONS
              Contract To Close
TRANSACTION
PROCESSING

                           PROCESSING


              REJECTION    MORTGAGE CO.     CREDIT REPORT    APPRAISAL


                           UNDERWRITING                     VERIFICATIONS


                          LOAN APPROVAL


                             TITLE CO.

                          ASSEMBLE PAPERS


                            SETTLEMENT


                            HOME SOLD
                           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. Inspectors are supposed to find all the problems!
        SELLER                       BUYER                     INSPECTOR
   SEES THEIR HOUSE             SEES YOUR HOUSE              SEES THE HOUSE




Save Yourself Time, Money and Disappointment — Do Deferred Maintenance Now!
             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).
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…
 THANKS! For watching!!
  I’m always available at
         Learn about Commissions
     360 303-4444
Email: Paul@BuyNorthwest.com

				
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