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Kw Listing 072004

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1. Listing and Marketing Consultatio n 2. Understanding The Principles ã KELLER WILLIAMS® ã Consultant Vs. Agent ã Key Objectives ã Sources of Buyers ã…
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  • 1. Listing and Marketing Consultatio n
  • 2. Understanding The Principles • KELLER WILLIAMS® • Consultant Vs. Agent • Key Objectives • Sources of Buyers • Marketing • Controlling Factors •Preparing for the Offer •Processing the Sale • Pricing Factors
  • 3. Mo Anderson Chief Executive Officer Gary Keller Chairman Of The Board About KELLER WILLIAMS® Realty • Founded in Austin, Texas, on October 18, 1983. • KELLER WILLIAMS® Realty 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. • 5th largest independent real estate franchise. • 72,117+ real estate consultants. • 695+ offices in the U.S. and Canada. • 50 Major Markets. • Excellence in real estate consultation training.
  • 4. KELLER WILLIAMS® Realty
  • 5. The 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
  • 6. Keller Williams Integrity 3464 Washington Drive Eagan, MN 55122 651-379-2800 Our Office Market Center Name
  • 7. Consultant Vs. Agent Fiduciary (Consultant) • Advises and Consults • Educates and Guides • Involved in Decision Process • Uses Judgment and Experience • Irreplaceable • Highly Compensated Functionary (Agent) • Delivers Information • Tells and Sells • Stays out of Process • Follows the Rules and Procedures • Replaceable • Minimally Paid
  • 8. Name: Shock & LeMire Barb Shock Dan LeMire Professional: Realtors; business owners; Barb’s Day care 1995-2005; Danita Pizza; Rightype Graphics; Plumbing. Education: Barb has a Bachelor of Science Degree, Major in Psychology, Minor in Sociology from the University of WI River Falls Dan has a Associates Degree Mechanical Engineering Just for Fun: golf, reading, music, skiing, bike riding, boating, Family time, movies, fishing, hunting Our Biography Your REALTOR® Agent Name
  • 9. Our Service Process
  • 10. Key Objectives • 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 inconvenience.
  • 11. Learning About The Home WHERE BUYERS FIRST LEARNED ABOUT HOME PURCHASED 49% 15% 11% 8% 4% 7%2%1% 4% Real Estate Agent Friends/Relatives /Neighbors Internet For Sale Signs Builder Other Open House Newspaper Home Books
  • 12. Marketing Plan • Targeted Advertising • To the public • To the REALTOR® community • Professional four page glossy home brochures • KELLER WILLIAMS® Professional Real Estate Consultants • REALTOR® Open Houses/public open house • Professional photographer • OBEO Virtual Tour • Yard Signs • Highly recognized • Calls from signs using TAGG LINE • Multiple Internet Web Sites • MLS • Realtor.com • Local/International Internet Sites
  • 13. Marketing Tools Our marketing partners 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.
  • 14. Marketing Your Home • Input your listing to MLS. • Install nationally recognized sign. • Provide information fliers. • Pricing Guidance. • Prepare Advertising. • Hold Broker Open House. • Give Feedback on showings. • Review contracts and represent you in negotiations. • Guidance in staging your property. • Complete all repairs and cleaning. • “Stage” your home to be appealing. • Hide valuables (also prescriptions). • Keep marketing information out for prospective buyers. • Call me if information is depleted. • Leave premises for showings. • Call me with any questions. • Refer friends and acquaintances who might be interested in your property. • Refuse to discuss terms with prospective buyers or their agents. Consultant Client Our Respective Duties
  • 15. 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
  • 16. 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).
  • 17. Selling Price Vs. Timing • 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. WEEKS ON MARKET A C T I V I T Y 1 2 3 4 5 6 7 8
  • 18. Preparing For 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. In slow economic times, offers to purchase routinely come in “low” whereas in healthy economic times, 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.
  • 19. Home Selling Process MARKET RESEARCH LISTING SIGNED OFFICE MULTIPLE LISTING CONTACT PROSPECTS SHOWINGS OPEN HOUSE OFFER RECEIVED OFFER CONTRACT ACCEPTED INSPECTIONS GRAPHICS OFFICE TOUR MLS COMPUTER MLS MEMBERS TRANSACTION PROCESSING NET SHEET COUNTER OFFER EARNEST MONEY BEGIN PROCESS
  • 20. 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 INSPECTOR SEES THE HOUSE BUYER SEES YOUR HOUSE Save Yourself Time, Money and Disappointment — Do Deferred Maintenance Now!
  • 21. Contract To Close PROCESSING MORTGAGE CO. CREDIT REPORT APPRAISAL LOAN APPROVAL UNDERWRITING VERIFICATIONS TITLE CO. ASSEMBLE PAPERS SETTLEMENT HOME SOLD REJECTION TRANSACTION PROCESSING
  • 22. Pricing Factors 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. +15% +10% Market Value -10% -15% 10% 30% 60% 75% 90% PERCENTAGE OF BUYERS ASKING PRICE IMPORTANCE OF INTELLIGENT PRICING
  • 23. 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. 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. WHAT YOU PAID WHAT ANOTHER AGENT SAYS WHAT YOU NEED WHAT YOU WANT COST TO REBUILD TODAY WHAT YOUR NEIGHBOR SAYS
  • 24. Competitive Market Analysis • Recent Sales • Current Listings = Competition • Expired Listings = What has not sold
  • 25. Focusing On Results The proper balance of these factors will expedite your sale. LOCATION COMPETITION TIMING CONDITION TERMS PRICE SOLD
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