Selling Success with C.B. Williams
Get the most net in the least time with the least inconvenience through C.B. Williams' strategic approach to selling success. From identifying concerns to showcasing home features, every step is designed for a seamless selling experience.
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Presentation Transcript
SELLING SUCCESS! with C.B. Williams
My Goal & Focus To get you the MOST NET In the LEAST amount of TIME With the LEAST amount of inconvenience
W-A-R SELLERS WILLING TO COOPERATE ABLE FINANCIALLY TO SELL READY TO SELL NOW
4 STEPS TO SUCCESS Ask and Confirm Briefly Explain My Job Discuss Net Make A Mutual Decision
4 STEPS TO SUCCESS Ask and Confirm
THINKING ABOUT SELLING? Prior to meeting with C.B. , please fill out this quick survey. Tell us what concerns you most about selling your home and hiring a real estate agent. That way when you meet with Rand he will discuss only those things that are MOST IMPORTANT to you. Your meeting with Rand will take about 20-25 minutes unless you have more questions. WHAT ARE YOU CONCERNED ABOUT? NOT CONCERNED VERY CONCERNED LENGTHY LISTING PERIOD? 1 2 3 4 FORECLOSURES? 1 2 3 4 BROKER COMMISSION? 1 2 3 4 SHOWING PROCEDURES? 1 2 3 4 ADVERTISING? 1 2 3 4 OPEN HOUSES? 1 2 3 4 WRONG AGENT? 1 2 3 4 INTERNET? 1 2 3 4 PRICING STRATEGY? 1 2 3 4 SHORT SALES? 1 2 3 4 SECURITY? 1 2 3 4 TIME IT TAKES TO SELL? 1 2 3 4 CLOSING ESCROW? 1 2 3 4 Home Work Page
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 below so I can target our marketing efforts to those prospects most likely to buy your home. Home features that we have really enjoyed:________________________ ______________________________________________________________ The type of person I think will love my home the most is:_____________ ______________________________________________________________ because of these features:________________________________________ ______________________________________________________________ How would you describe your home to a buyer :_____________________ ______________________________________________________________ Your Name:___________________________________________________ Address:______________________________________________________ City:____________________________State:________Zip:_____________ Thank you for your cooperation. C.B. Williams Home Work Page
4 STEPS TO SUCCESS Ask A Few Questions Briefly Explain My Job
My Job To Procure A Willing, Able and Ready Buyer To Strategically Market Your Home To Qualify * Qualify * Qualify To Present ALL The Facts To Make Professional Recommendations
PROPERTY ADDRESS LISTING MANAGEMENT CHECKLIST Monitor market changes, new listings/sold listings Contact client regarding market changes Answer any questions or concerns from clients Field and answer questions from other agents and prospective buyers Show home to any prospective buyers who contact agent directly Receive offers from other agents Review and compare offers Contact buyer s lender and verify buyer s qualifications Negotiate and counsel client on offers Prepare and calculate estimated net sheets for clients Advise other prospective buyers of current offer Prepare counter offer if applicable Execute acceptable contract Prepare valuation Preview other listings Prepare all the necessary agreements and disclosures PRE-LISTING LISTING APPOINTMENT Discuss clients goals Identify improvements at property Discuss pricing and timing strategy Decide if it is a good client/agent fit. Is this a win- win? Execute paperwork and disclosures Prepare the Honey Do list for client POST LISTING Final review of valuation and new market activity Hire photographer or take pictures Hire staging company Video tour Measure interior of home Order / Install yard sign Input all the data into the MLS database Scan and upload disclosures and contract preparation docs to MLS Update any other third party sites like Zillow.com Update company website and personal website Create property website Upload photos or videos to YouTube for SEO (Search Engine Optimization) Share on social media pages Advertise home on social media sites Schedule open house Prepare open house marketing materials Post open house on Zillow, Craigslist, or in local paper Prepare property brochures Create Just Listed postcards Promote listing to in-house brokers Promote listing to outside brokers Email market listing to database UNDER CONTRACT OR IN ESCROW Send contract to title company Update status in MLS and other databases Cancel or update open house status Upload contracts and executed disclosure for brokerage and state requirements Update calendar with all dates and deadlines Request or send HOA documents for buyers Handle inspection and appraisal requests Negotiate inspection and appraisal issues Review any title insurance issues Present any modifications, such as date changes, to clients Prepare and schedule closing Attend closing Facilitate utility transfer and new owner questions Execute any remaining documents Verify accuracy of all closing documents POST CLOSING Upload all documents for brokerage and file storage requirements Follow up with clients regarding move out and transfer of possession Follow up with other agent regarding move in and possession Follow up with clients one week after closing to see if there are other questions
MARKETING SYSTEM Pricing Strategy (is 80% of all marketing) Yard Sign & MLS Websites (Hundreds of third party sites: (REALTOR.com etc) Visual Tour / Drone Photos Personal Property Website (Realbird.com) Agent & Company Websites E-Flyers to agents Just Listed Post Cards in the neighborhood VIP Notification (active agents) FARM Notification Buyer Base FACEBOOK; INSTAGRAM; Craigslist Ads RewardsPLUS! FREE Home Inspection FREE Survey FREE Appraisal FREE Home Warranty
MARKETING SYSTEM Our Marketing Systems Are Designed To TARGET & ATTRACT QUALIFIED & SERIOUS HOME BUYERS. Not Those Who Will Only BUY If They Can Steal Your Home By Making Ridiculous Low-ball Offers!
PRE-APPROVAL I PRE-APPROVE EVERY PROSPECT . Some are in a hurry to move. Some are serious but not in a hurry. Some are bargain hunters. Some will never buy. I can save you from having unqualified "strangers" wandering through your home.
4 STEPS TO SUCCESS Ask A Few Questions Briefly Explain My Job Discuss Net
ABOUT US PEOPLE S CHOICE REALTY SERVICES Top 1% In Closed Transactions Founded in 2002
4 STEPS TO SUCCESS Ask A Few Questions Briefly Explain My Job DISCUSS NET
How Do You Determine Which Pricing Strategy is Best for Selling Your Home? There are lots of opinions but only one set of facts. Together, we will examine the facts of record to determine the most effective pricing strategy to obtain the maximum price possible for you. Our Total Market Overview examines 3 things: 1. Similar Homes Recently Sold Tells us what buyers are willing to pay for this kind of home, in this area, at this time. 2. Similar Homes Now For Sale Tells us about our competition. Buyers will compare your home to these homes. 3. Expired Listings Tells us what buyers are not willing to pay for this kind of home, in this area, at this time.
of the Marketing of Your Home is Accomplished Using a Pricing Strategy Based on Facts! 1. Getting Top Dollar for Your Home A Total Market Overview will assist us in determining a pricing strategy that leads to a sale. 2. Mobilizing the Agent Community Agents will want to show your home to their buyers since a proper pricing strategy was used. 3. Buyers Are Anxious to See Your Home Most Agents have several buyers that are ready-to- buy. They are simply waiting for a new listing that is priced properly.. 4. TOTAL MARKETING OVERVIEW Using the Total Market Overview allows us to position your home to maximize our professional marketing strategies.. Remember, My Job Is To Sell Your Home For The MOST Money, Not The Least!
Ask and Confirm Briefly Explain MY JOB Discuss NET MUTUAL DECISION
Time is of the Essence! The majority of buyer activity on a new listing occurs in the first two to three weeksof the initialmarketing period. For this reason, it is important that you have your home in the... BEST CONDITION and at the RIGHT-PRICE at the FIRST EXPOSURE to the market.
