Agent A special package Photo prepared especially for: Seller’s Name & Address EXPECT MORE Dear Home Seller, Since becoming a REALTOR®, I have had to find a balance between two extremes common to many sales people. I was drawn to real estate by my belief that I could help people, and so put others first. But the way the industry worked, it seemed that you had to project confidence, knowledge, even a sense of superiority if you expected to succeed. In other words, you had to have a big ego. I soon learned that these were qualities of the stereotyped real estate agent, when in actuality, the successful agents did, indeed, put the customer first. In fact, they seemed to put almost everyone else first - their family, their friends, even their competition is that made for a better situation for everyone involved. In other words, they had become servants. In the truest sense, they had learned to humble themselves. Strange words, you're probably thinking, from someone who promotes himself as much as I do. But I do this not because I like to put myself in the limelight, but to remind you that I'm still here, and intend to be here for many years to come, eager to serve you like no other REALTOR® in our area. My enclosed Marketing Proposal can never take the place of a personal meeting but it will give you a chance to know a little bit about me, my beliefs and the step-by-step plan we use to get many homes sold in 90 days or less. That way, when we do meet, I can place my full concentration on what's most important to you. Your special needs and, if you're buying a home, help find the one that's just right for you. Together we will determine the highest possible price the current market will bear and why. Additionally, we will determine who the targeted buyers for your home may be and develop marketing strategies to attract their interest. These targeted buyers are almost always willing to pay the highest price for your home. I'll explain this concept and strategy in more detail when we meet. We are really looking forward to the very special opportunity to serve you in your real estate needs now and forever. Most sincerely, (agent’s name) Your Personal Realtor® for Life! EXPECT MORE THINKING ABOUT SELLING? I want to act in your best interest I am eager to have you share your concerns and expectations about the marketing of your property Please take a moment to complete the survey below. WHAT ARE YOU CONCERNED ABOUT? NOT CONCERNED VERY CONCERED BUYER'S QUALIFICATIONS? 0 1 2 3 4 5 MULTIPLE LISTING? 0 1 2 3 4 5 BROKER COMMISSION? 0 1 2 3 4 5 SHOWING PROCEDURES? 0 1 2 3 4 5 ADVERTISING? 0 1 2 3 4 5 OPEN HOUSES? 0 1 2 3 4 5 INCONVENIENCES? 0 1 2 3 4 5 POSSESSION? 0 1 2 3 4 5 PRICING? 0 1 2 3 4 5 CLOSING COSTS? 0 1 2 3 4 5 SECURITY? 0 1 2 3 4 5 SALABILITY? 0 1 2 3 4 5 FINANCING? 0 1 2 3 4 5 NEGOTIATIONS? 0 1 2 3 4 5 Thank you and see you soon! A Seller's Guide to interviewing a Real Estate Agent to sell your property. There are hundred of real estate licensees in our area. Choosing the right agent for your home can be confusing. It is especially difficult when you speak with several different agents, and they all seem so convincing. There is a way to determine who is the most likely to succeed in getting your price and terms. The key is knowing the right questions to ask. This is particularly important now, as home are selling more slowly. The following list provides you with questions to ask your prospective Realtor. The list will not only help you select the right Realtor, but also get you the very best from the one you choose… 1. Do you work as a full-time Realtor®? 2. How many listings do you have at this time? (More is always better - it means many more buyer calls.) 3. Do you have a full-time staff of professionals to see that no details are overlooked? 4. How many potential buyers and sellers do you talk with in a day? A week? A year? 5. If I choose to do a tax-deferred exchange, are you experienced in such transactions? 6. In what ways will you encourage other Realtors® to sell my home? 7. Do you have a system to follow-up on other agents so that we get valuable feedback after every showing? EXPECT MORE A Seller's Guide Continued 8. How many properties have you sold within the past 6 months? 90 days? 30 days? 9. Do have references that I may check? (Sellers who are currently listed with them.) 10. Are you associated with a national referral network that refers their buyers to you so that you can refer me to the top agent in the town or state I may be moving to? 11. Do you have a personal video outlining for me your marketing strategies? 12. Are you on the Internet exposing my property to millions of buyers instantly? 13. What is my property worth? What listing price do you recommend? How did you arrive at this price? 14. How will you assist in my relocation plans? 15. Do you have a written Specific Marketing Plan designed to sell my property quickly and for top dollar? 16. Do you have the new Power 800 Line so that my home is marketed 24-hours a day with fax-back and -0- transfer capabilities? 17. Do you have a Telemarketing Team working for you to make those same buyer calls? 18. Are you going to advertise my home on Internet? 19. What 4 or 5 Marketing Systems do you offer that no one else has available and why? EXPECT MORE Setting the price on your home… The three factors to consider in selling your home are location, condition and price…and they are all related. 1. Location Your home's location and setting influences its value. A home inside a quiet subdivision sells for more than the identical home on a busy street. Remote areas typically sell for less than closed-in area. Views, streams and trees usually enhance value. You obviously have no control over location. 2. Condition New homes enjoy a marketing edge over resale homes because they are shiny and clean. And builders enhance their appeal by offering model homes (clean, bright, decorated in current colors and amenities) for buyers to examine. Our goal it to make your home as close to a model home as possible…being sensitive to costs. You have nearly complete control over condition and you can increase value and decrease marketing time by being sure your property is in the best possible condition. 3. Pricing If IBM stock is trading between 104 and 108, it does no good to insist on selling at 112. Likewise, your home must be priced within the appropriate range. You must actually "sell" your property twice: first to a buyer and then to an appraiser. The buyer is more subjective and compares the amenities of your home to those of other homes in the same price range. The appraiser is more objective and compares age, size and cost-identifiable features in your home against other properties that have sold. Agent’s Name uses his experience and expertise to fine-tune the price by taking into consideration all of these variables. EXPECT MORE There's No Place Like Home Tell Me Why Your Home Is Special We're sure you have enjoyed living in your home and have been pleased with its many features. I can make sure we tell prospective buyers about all the special features of your home. Please fill in the items so I can target our marketing efforts to those prospects most likely to buy your home. Home features that we have really enjoyed:_____________________________________ ________________________________________________________________________ ________________________________________________________________________ I think my home is well suited to a:___________________________________________ (Family, couple, seniors, single person, etc.) because it has these features:________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What advertising media did you use when you were looking for a home? _____Local Newspapers _____Yard Signs _____Agent Reputation Other:________________________________________________________________ Your Name:________________________________________________________ Address:__________________________________________________________ City:___________________________State:__________Zip:_________________ Thank you for your cooperation. Agent’s Name Marketing Proposal Created by: Agent’s Name Sells Homes Like Yours, FAST! Today's real estate market presents unexpected obstacles and opportunities. Firms that led in less challenging times, often find themselves at a loss when confronting present day conditions. That's because the business climate now requires seasoned trouble-shooting performed with surgical precision. Something the bulkier firms just weren't designed to do. Agent’s Name will focus his expertise on each challenge. He is a professional who is among the market's most experienced and successful brokers. His work is backed by an aggressive team of knowledgeable professionals who tap into unique resources. Agent’s Name has been helping buyers and sellers for over a decade. Isn't it your turn to have the BEST? (Name) HAS THE DESIRE TO SERVE, THE TOOLS TO PERFORM, AND THE CONFIDENCE TO SUCCEED. MAKE YOUR CHOICE Agent’s Name EXPECT MORE TODAY… THERE'S NO SUBSTITUTE FOR EXPERIENCE Agent’s Name REALTOR® EXPECT MORE I am a Full-Time Professional Agent You won't find ANYONE who will work HARDER or more PROFESSIONALLY to get you the MOST money, the QUICKEST sale and the FEWEST problems. EXPECT MORE I'm Not Just a One Person Show I have a full-time Team of Highly Qualified Professionals. Put your assistant in or your office’s staff. SAMPLE Pam – Marketing Coordinator. Sarah – Office Administrator Emily - Receptionist. You could also put your lender, home inspector, home warranty representative, etc. EXPECT MORE Right Now Serious Buyers Go to a Realtor®… Because 98.3% Of The Homes for Sale Are Listed By A Realtor®. EXPECT MORE On The Average… Buyers Inspect 12 Homes Before Deciding. That Means 11 Other Homes Are Competing Against Yours! EXPECT MORE Two Ways to Sell Your Home 1. 2. Put up a sign. Hire Wait for an offer. Wait for an offer. (Agent’s Name)… Wait for an offer. Start Packing! Get a real estate agent. Wait for an offer. Wait for an offer. Wait for a serious offer. Get a new real estate agent. Wait for an offer. Wait for an offer. Wait for an offer. Reduce the sale price. Wait for an offer. Wait for an offer. Wait for an offer. CALL NOW: (Agent’s Phone #) SELLER SERVICES SERVICES PROVIDED TO THE SELLER: Assist in determining Fair Market Value by reviewing market demand, seasonality of sales, location and many other variables, which often alter your home's value. Suggest ways to improve salability based on Fair Market Value. Locate qualified Buyers through the local and national multiple listing services, the Internet, direct mail and phone contacts. Keep you, the Seller, informed. Highlight showings by illustrating the best features. Present an objective, third party viewpoint. Qualify and counsel serious buyers toward a decision. Buyers need answers to countless questions, not only on your property, but also on other technical matters such as financing, payments, insurance and title clearance. As your Realtor, I will have the answers, make detailed arrangements for financing and serve the buyer in dozens of ways to make it easy for him/her to complete the purchase of your home. Keep up-to-date with the best financing available. EXPECT Synchronize buyer/seller transactions. Assist with all the steps involved with the MORE closing. Handle any and all complications that occur throughout this process…from before the contract to after the closing. BUYER SERVICES SERVICES PROVIDED TO THE BUYER: Qualify the buyer for Conventional, FHA, VA and other special financing to determine the maximum mortgage a lender will allow the buyer to handle and find the payment the buyer will be comfortable with. Thus, you are able to find the best home in the shortest time. Determine the needs and preferences of the buyer by conversations and actual showings. Locate homes available in the style, price and location, for the buyers to preview, through the use of the Multiple Listing Service, my current listings and networking with agents from other companies. Help determine the most economical type of financing for the buyer's particular situation. Assist the buyer in making a decision and prepare the contract offer to be presented to the seller. Help the buyer and the seller come to terms that satisfy both of you. Fairly negotiate the differences you and the seller have about your offer by presenting an objective, third party viewpoint. Keep up-to-date with the best financing available. Help you arrange financing specifically tailored to your needs. Handle any and all complications that occur throughout the buying process…from before the contract to after the close of escrow; thus, eliminating possible barriers for you. Help you and the seller arrange the closing and help synchronize buyer/seller transactions. Check back with you periodically to make sure you're satisfied with your new home. Work full-time, ALL THE TIME, to find the home of EXPECT your expectations. MORE WHY YOU SHOULD PRICE YOUR HOME REALISTICALLY TIME Chances are that your home will sell at its fair market value. Pricing it realistically at the outset simply increases the likelihood for a timely sale with less inconveniences and greater monetary return. COMPETITION Buyers educate themselves by viewing many homes. They know what is a fair price. If your home is not competitive in value with those they have seen, it will not sell. Buyers typically look at home within a $10,000 price range. If your home is not priced within the correct range, it very likely will not be exposed to its potential or targeted buyers. REPUTATION Overpricing causes most homes to remain on the market too long. Buyers, aware of a long exposure period, are often hesitant to make an offer because they fear "something is wrong" with the house. Often home that are on the market for a long time eventually sell for less than their fair market value. INCONVENIENCE If overpricing keeps your home from selling promptly, you can end up owning two homes - the one you've already purchased and the one you're trying to sell. This can prove costly and worrisome, as well as inconvenient. EIGHTY PERCENT OF THE MARKETING OF YOUR HOME IS DONE THE NIGHT WE DECIDE AT WHAT PRICE WE WILL LIST YOUR HOME. IF YOU ARE UNWILLING TO LIST YOUR EXPECT HOME AT, OR JUST BELOW THE CURRENT MARKET VALUE, YOU ARE MORE BETTER SERVED TO NOT PUT IT ON THE MARKET AT ALL. We Pre-Qualified/Approved Every Prospect… 1 Some are in a hurry to move. 2 Some are serious but not in a hurry. 3 Some are bargain hunters. 4 Some will never buy. We Protect You From Unqualified "Strangers" In Your Home! EXPECT MORE PERFORMANCE CAMPAIGN My objectives are the following: 1) To get as many agents and qualified buyers as possible into your home until it is SOLD! 2) To communicate the results of my activities, in writing, weekly, to you. 3) To assist you in getting the highest possible dollar value for your property in the shortest period of time with the least amount of inconvenience to you. 4) To constantly look for the best possible methods of exposing your property to potential qualified buyers in the market. 5) To earn your repeat and referral business forever. The following is my "Performance Campaign" for the marketing of your property: 1) Submit your home to the Multiple Listing Service. 2) Have hand delivered/mailed 300 - 500 unique flyers alerting the Realtors® that your home is newly available. 3) Preview your property with my assistants to take detailed notes, brainstorm and target the potential buyer. 4) Promote your home by networking with other top agents in the area for maximum exposure. 5) Develop a list of features and benefits of your home for a color brochure to distribute to the cooperating agents to use with their potential buyers. 6) Suggest and advise you as to any initial changes that EXPECT you might want to make in your property to make it even more marketable to the buyer. (See "Words" of MORE Wisdom") 7) Continually update you as to any recent sales so that you always know the position of your property in the current market. PERFORMANCE CAMPAIGN 8. Send out 50-100 cards and/or flyers to the surrounding area for maximum exposure to potential buyers. 9. Provide additional exposure by hanging a professional sign, lock box and brochure mailbox on your property. 10. Hold a Realtor's Caravan for maximum first- time exposure as a NEW LISTING. 11. Advertise when necessary using my state-of- the-art computer program that targets the right buyers. 12. Pre-qualify, when possible, all prospective buyers. 13. Make you completely aware of all the various methods of financing that your buyer may want to use. 14. Use my innovative Feedback System to follow-up on all showings of your home by other agents and to obtain feedback from the Realtor's Caravan. 15. Provide, on an on-going basis, to the cooperating Brokers, a current brochure with features and benefits of your property, and inform them any time a price adjustment is made. 16. Follow-through with all showings by other Realtors to advise, suggest and assist in producing a written offer as quickly as possible after every showing. 17. Assist you in arranging interim financing, if EXPECT necessary. MORE 18. Make available my entire staff to you so that any questions or concerns are handled immediately, night or day. 19. Represent you upon the presentation of all contracts by the cooperating Brokers, and help you negotiate the best price and terms for you. The Offer Process A Quick Overview EXPECT MORE THE OFFER PROCESS 1. The offer is presented to you by the agent representing the buyer. I will be present to ask as well as answer questions for you. 2. After all of our questions have been answered by the buyer's agent, we will privately review the offer and make a decision to accept, or counter the offer. 3. Items to pay special attention to: a. Interest rate should be close to prevailing rates. b. What is the length of time for loan approval? c. Who is paying for the title insurance and escrow fees? d. Time frames on all inspections. e. Are there limits of liability on all repair work? f. Who is paying for inspections and/or repairs? g. Length of contract. EXPECT MORE Finding Buyers Mortgage Money When Necessary We might save your sale, when the buyer needs a little help. EXPECT MORE THE FACT OF THE MATTER IS PRICE THE BEST CHANCE FOR SELLING FACT YOUR PROPERTY IS WITHIN THE FIRST SEVEN WEEKS. STUDIES SHOW THAT THE LONGER A PROPERTY STAYS ON THE MARKET, THE LESS THE SELLER WILL NET. It is very important to price your property at a competitive market value at the signing of the employment agreement. The market is so competitive that even overpricing by a few thousand could mean that your house will not sell. Interestingly, your first offer is usually your best offer. Here are reasons for pricing your property at the market value right from the start in order to net you the most amount of money in the shortest amount of time. An overpriced home: Minimizes offers. Lowers agent response. Limit qualified buyers. Lowers showings. Lowers prospects. Limits financing. Wastes advertising dollars. Nets less for the seller. CLEAN MOST PEOPLE ARE TURNED OFF BY FACT EVEN THE SMALLEST AMOUNT OF UNCLEANLINESS OR ODOR WHEN BUYING A HOME. SELLERS LOSE THOUSANDS OF DOLLARS BECAUSE THEY DO ADEQUATELY CLEAN. If your house is squeaky clean, you will be able to sell your home faster and net hundreds, if not thousands of dollars more. If you are planning on moving, why not get rid of that old junk now so that your house will appear larger? Make more space. Odors must be eliminated especially if you have dogs, cats, young children in diapers EXPECT or if you are a smoker. You may not notice the smell but buyers do! Most agents have a MORE difficult time communicating to their sellers about odor. By employing me to get the most amount of money for you, the seller, do not take offense if I must confront you about odor problems. THE FACT OF THE MATTER IS ACCESS TOP SELLING AGENTS WILL NOT SHOW YOUR HOME IF BOTH THE KEY AND ACCESS FACT ARE NOT READILY AVAILABLE. THEY DO NOTHAVE TIME TO RUN AROUND TOWN ALL DAY PICKING UP AND DROPPING OFF KEYS. THEY WANT TO SELL HOME! The greatest way to show a house is to have a key! When your house is being shown, please do the following: Keep all lights on. Keep all drapes and shutters open. Keep all doors unlocked. Leave soft music playing. Leave the premises. Take a short walk with your children and pets. Let the buyer be at ease and let the agents do their job. PAINT & PAINT IS YOUR BEST IMPROVEMENT INVESTMENT FOR GETTING GREATER CARPET RETURN ON YOUR MONEY. FACT Paint makes the whole house smell clean and look neat. If your house has chipped paint, exposed wood or the paint looks faded, it is time to paint. If your carpet is worn, dirty, outdated or an unusual color, you may need to seriously consider replacing it. Many houses do not sell because of this problem. Don't think that buyers have more money than you have to replace carpet. They don't. They simply buy elsewhere. YARD YOUR FRONT YARD IMMEDIATELY REFLECTS THE INSIDE CONDITION OF YOUR FACT HOUSE TO THE BUYER. Our area has a good climate therefore outside activities are important. People enjoy their yards. Make certain that the trees are trimmed so the house can be seen from the street. Have the grass mowed, trimmed and edged. Walkways should be swept. Clean away debris. Remove parked cars. These all add to curb appeal. If a buyer does not like the outside, that person simply drives on. EXPECT MORE There is no other Agent who is doing as much to get your home sold! It takes pro-active and aggressive marketing, not passive, hopeful selling. Your Home Must Be EXPOSED To Enough Qualified Home Buyers In Order To Get It… SOLD! EXPECT MORE We Have One Goal… To SERVE YOU Again, And Again, And Again! EXPECT MORE COMPARE? (It's not even fair!) Team The Others One 24 Hour Home Marketing 24 Hours! Sorry 9-5! E-Mail Feedback Follow-up YES! Huh? System on every showing IDX Web Sites YES! IDX What? Target Marketing YES! The what? Computer Enhanced System Private Web Site for your YES! Nope home. Lead Router – Instant YES! Nope Notification System High Major Search Engine YES! Huh? Rankings Major Presence on Realtor YES! Huh? Dot Com Your Home on National YES! Huh? and Local Web Sites Team of 4 trained YES! Just me. Professionals to Meet Needs Easy Exit Listing YES! No way. Agreement You're locked in Renter to Buyer Assistance YES! We don't Program work with renters! Move-up Buyer System YES! Nope. GUARANTEED YES! NO WAY! SERVICES First in every marketing YES! We just category possible copy. EXPECT MORE MOTIVATIONAL SCALE Let's See If Selling Is What's Best For You… Desire to get moved? 1 (low) - 10 (high) 10 9 8 7 6 5 4 3 2 1 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% How willing are you to price your home so that it WILL sell? 10% (not willing) - 100% (will definitely price it to sell) Richard liked Agent’s Name but I've decided to use another broker." Better let me choose MAKE YOUR FIRST CHOICE the movie. THE RIGHT CHOICE… Agent’s Name Agent’s Slogan (801) Agent’s # Call Agent’s Name & Start Packin' It's All Up To You At This Point. So Pick Up The Phone and Say: "You're Hired!" EXPECT MORE Announcing Agent's Name EASY EXIT LISTING AGREEMENT What's your biggest fear when you list your home with a real estate agent? It's simple. You worry about being locked into a lengthy listing agreement with a less than competent real estate agent, costing your home valuable time and exposure on the market. Well, worry no more. We take the risk and the fear out of listing your home with a real estate agent. How? Through his EASY EXIT Listing Agreement. When you list your house through Agent’s Name EASYEXIT Listing Agreement, you can cancel your listing with him at any time. No hassles. It's easy. • You can cancel your listing anytime • You can relax, knowing you won't be locked into a lengthy contract • Enjoy the caliber of service confident enough to make this offer Agent’s Name has strong opinions about real estate service. He believes that if you are unhappy with the service you receive, you should have the power to fire your agent. It takes a strong belief in the quality of one's service to make this kind of stand, but we never settles for less than the highest professional standards from our self and our staff. He is confident you will be happy with his service and results. That's the simple truth. He always stand behind his service. Call Agent’s Name today to find out more about how his unique service can make the difference in your house sale. Agent’s Name Agent’s Name Takes The Risk Out Of Listing Your Home With An Agent!