Jeff Orr, REALTOR® Affiliate Broker Crye

Jeff Orr, REALTOR®
Affiliate Broker
Crye-Leike REALTORS®
128 Princeton Road
Johnson City, TN 37601
Mobile: (423) 943-8891
Office: (423) 232-0099
www.jefferyorr.com
INTRODUCTION
Thank you for giving me the opportunity to present my practice of real estate to you. As
you review this material, you will begin to understand that all real estate agents are not
alike. I’ve built my business and reputation on doing the very best job for my clients. There
is no magic gimmick that will get your property sold. The truth is, the decisions YOU make
as a Seller will determine whether your property sells, how much it sells for and the time
frame it sells in. You are 100% in charge of the decisions on the price, the condition you
have the property in, and if it is available for prospective Buyers to see. I am in charge of
the process.
It doesn’t matter whether it’s a “Buyer’s Market” or a “Seller’s Market”… there is always
fierce competition among the houses on the market. With over 90% of Home Buyer’s
shopping for their new home online, Sellers need an effective Real Estate Agent to market
to those Buyers and drive traffic to their property by providing an exceptional online
presence. The manner in which a property is marketed today is much different than it was
a decade ago. Buyers want the information immediately, they want a response within
minutes when they request information and they want to see everything they can online
before they decide to set up a private showing. It is extremely important that you have an
agent that understands how important that job is. By using the processes I have in place
for my business, I feel that I am very qualified at getting the job done!
I hope you find this packet informative and useful. After reviewing the information you
may conclude that selling a home is a complicated business. That is why it will be in your
best interest to hire me, a Real Estate Professional to represent you.
Sincerely,
Jeff Orr, REALTOR®, CRS, ABR, GRI
Affiliate Broker
Crye-Leike REALTORS®
128 Princeton Road
Johnson City, TN 37601
Mobile: (423) 943-8891
Office: (423) 232-0099
Webpage: www.jefferyorr.com
Jeff is a licensed REALTOR®. He is in his second year of selling real estate in the Tri-Cities
area of Tennessee. Jeff has already made a name for himself in the short time he has been
a REALTOR®. As a top agent, he has shown he is committed to 100% customer satisfaction
and below are some of the accomplishments Jeff has received.
•Full Time REALTOR® Since 2014
•Leading Relocation Specialist given by Leading Real Estate Companies of the World
•Accredited Buyer’s Representative Member
•2015 Northeast Tennessee Association of Realtors 2015 Class of Leadership
Graduate
•Rookie of the Year 2015
•Council of Residential Specialist Member (Only Top 3% of REALTORS®)
•Graduate REALTOR® Institute Member
•Over 200 Hours of Continuing Education
•National Association of REALTOR® Member
WHAT YOU CAN EXPECT
Experience: Crye-Leike Realtors has been a full service real estate company for over 35
years and is one of the nation’s largest real estate companies. Although I have not been in
the industry long, I am completely dedicated to my career and that can be shown by the
achievements I have already received.
Ethical Standards: Integrity & strict ethical standards
Broad Exposure: Your property will have an online presence that is professional as well as
be accurate and kept up to date.
Full Time Effort: I am a full-time Realtor®
Communication: You will hear from me! You can call, text or email me. I will be in touch as
often as you would like. We will discuss this later in the packet, what your expectations
are.
Knowledge of the Market: Daily hands-on interaction, I’m in the market all the time. I’m
showing homes, reviewing market statistics and just paying attention to what is selling
and what is not.
Relocation Services: Our company is a member of the Leading Real Estate Companies of
The World; should you need to be referred to an agent in another area or state. It is
simple! Our relocation department consists of a team of highly qualified and trained
relocation experts that are here to help.
The Best Service: Your goals are my goals and you can rest assured that they will be a focus
of mine.
The ideal situation would be to have all my listings have accepted offers within the first 30
days and with 97%-100% for the Seller’s asking price, they would have no inspections, no
appraisal or title issues and we close in 30 days.
Here’s the problem, the ideal situation rarely happens. I don’t have a magic wand. What I
do have is the ability and knowledge to obtain market data that will help you make the
decision of where to position your home for selling in the marketplace based on the
property’s condition and in a time frame that meets your needs. I also have the tools to
market your home in a manner that makes sense today, not 10 years ago.
All Agents are NOT equal!
Professors have Doctorates,
Physicians have Medical Degrees,
REALTORS have DESIGNATIONS!
How can you tell if your real estate agent has the knowledge and
experience you need?
Ask about their Designations!
Designations mean your agent has invested their time and money to
attend courses, take and pass difficult exams, and achieve specified
levels of professional achievement in order to earn each Designation.
This translates into a professional with advanced training to assist you
in protecting YOUR biggest asset!
Prepping Your Home
HOME REPAIR ITEM
SELLER’S REALITY
BUYER’S PERCEPTION
Stained Roof
Thorough cleaning
Roof needs to be replaced
Dirty Carpet
Steam cleaning
Carpet needs replaced
Pressure wash
House needs repainted
Exterior Mold/Mildew
Old Stains in Ceiling
Minor Wood Rot
Fogged Glass
Stain needs to be painted
Roof needs replaced
Minor carpentry work
Termite infestation
Simple glass replacement
Cheap Construction
Scuffed/Marked Wall
Touch up paint
Old, Worn Appliances
Replacement
Whole house needs repainted
Outdated Property
Perception is stronger than reality! The typical home buyer will
always tend to inflate in their mind the anticipated cost of any home
repair. This translates into deductions off of what the buyer is willing
to offer on your home. As a result, it is only prudent to spend the
reality repair dollars ahead of time instead of negotiating perception
repair dollars at the time of an offer. Remember: A well maintained
home will always retain and earn its value in the market. Reality VS.
Perception
SOME THOUGHTS ON CONDITION
A crucial part of marketing any product is the presentation of the product. In order to
effectively compete with other sellers, homeowners must present their homes to the
marketplace in an attractive, desirable condition. When you bought your home, you
probably comparison shopped. Well, buyers are still doing that today. According to the
National Association of Realtors, the average purchaser looks at 10 to 20 properties prior
to purchasing a home. Regardless of how many properties are on the market, available
buyers will always seek the best priced property that is in the best condition.
THINK LIKE A BUYER
You are not just selling a house. You are selling a shelter, life style, and dreams. People
always want the best for themselves, and your home should represent the buyer’s
answers to this goal. Put yourself in the buyer’s shoes! Remember, they arrive at your
front door wanting to find the right home. Don’t make them search somewhere else for it.
START MAKING A LIST
Walk outside and take a look at the property through the critical eyes of a buyer. Is there
anything that needs painting, repairing, looks worn, or is outdated? Start writing these
items down on your list. Walk through the interior and do the same things. Get other
perspectives from friends or family members on things that need fixed or replaced.
DO EVERYTHING BEFORE PUTTING YOUR HOME ON THE MARKET
Complete all your repairs, improvements, and enhancements prior to your first showing.
Remember, your best showings usually come early in the listing period. Be ready!
What’s the Difference Between Home Maintenance and Upgrades
When Selling Your Home
What’s maintenance and what’s a true upgrade?
Some of the basic maintenance items that everyone should do before
putting a home on the market:
•Mulch and edge the planting beds
•Get rid of weeds
•Clean windows
•Clean the roof and gutters
•Pressure wash the driveway, walks, decks, and patios
•Clean the carpets
•Paint the interior or the exterior if needed
•Replace or repair the deck or patio
•Repair or replace your roof if needed
Upgrades that are considered part of maintenance because you’re
replacing things that are older:
New light fixtures
New faucets
New appliances
New counter tops
New carpet
But even these upgrades won’t bring you more money than the value
of your home. It helps you get the true value you deserve for your
home.
What’s a true upgrade that will net you more money?
Stainless Steel appliances, granite counters, new kitchen cabinets
Remodeled bathrooms
Expanded decks
New landscaping
Laundry room
DO NOT automatically list with the agent that gives you the
highest price. Consumer Reports, stated…
“Expect the agent to suggest a price range, but don’t let that
frame you in. Be aware that some devious agents will, at first,
suggest a very handsome price. Then, after they have the
listing and the house hasn’t sold, they’ll come back with a pitch
to lower the price.”
THINGS THAT CAN GO WRONG WHEN LISTING YOUR HOME
1. Your Home May Not Be Worth What You Think
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The biggest shock most sellers face is the true value of their homes, either
determined by one or more agents in comparable market analysis reports or through
actual offers from buyers
The reality is that markets change, and home values rise and fall. Many factors affect
home values and most of them are subjective and hard to measure. Sometimes you
may see no difference between your home and others on the market, and it is hard to
understand why your home may appear to be less valuable. Harder to understand is
why improvements you may have made do not seem to raise the value of your home.
Also irrelevant is what you paid for the home, and what you need the home’s price to
yield so you can pay debts or buy another property.
Buyers will determine the true worth of your home, in this market, at this time, and
what your home is worth right now may be very different than what it was worth 3
months ago or what it will be worth six months from now. You must determine asking
price based on comparables, square footage, condition, and other factors, and see
what the market will bear.
2. People Won’t Love Your Home Like You Do
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You love your home and fully expect others to appreciate the same qualities in it that
you do, but buyers have their own lifestyles, preferences, tastes and attitudes. The
chances of finding a buyer who will want your home “as-is” are slim to none.
In fact, buyers will look at your home with an eye to how they can make it their own.
Then they will love it the way you do. But first, they may knock out that wall where
you have had all those years of family pictures. They may gut that perfectly working
kitchen that you loved. All those changes cost money, so they will value your home
less while they consider remodeling and decorating costs.
Buyer’s will find every little flaw possible with the home and use that knowledge to
negotiate the home’s price downward. Don’t let yourself think that what was good
enough for you and your family should be good enough for the buyer. But keep in
mind that selling a home can be fiercely competitive. Your home is competing against
new homes, homes that have been updated and homes that offer unique features
that your home doesn’t.
3. Sooner Or Later You May Lose Your Temper
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Your relationship with your buyer will be one of love/hate. The buyer is an adversary
because he or she wants to pay the least for your home, while you want to net the
most possible.
The buyer, in order to improve bargaining leverage, may pick your home apart. Many
of the buyer’s complaints and request for repairs will be legitimate, but some may
not.
THINGS THAT CAN GO WRONG WHEN LISTING YOUR HOME
4. Inspections
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Inspections kill more deals than any other single factor besides overpricing. All older
homes have some minor and some major problems. These can either be addressed in
the sales price of the home, or as a negotiation with the buyer under contract. And it
is a matter of opinion how seriously the buyer will take some problems over others.
Although the inspection is typically an expense on the buyer’s side of the ledger,
sellers can avoid a lot of heartache by hiring an inspector themselves before listing
their home. The inspector should reveal what the buyer’s inspector will find, giving
you knowledge you need to fix problems that must be fixed, price the home
competitively.
You have the option to do a pre-inspection to determine what problems that are
currently wrong with your property. You can either address the issues now and fix,
but not required. You must disclose any issues with the property that you do not fix.
If you don’t choose to have your home inspected, be prepared to be surprised with
some repair expenses or face a price reduction if you want to keep the deal going.
5. Last Minute Problems That Delay Closing
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Service providers, from lenders to inspectors to closing agents, may cause problems,
sometimes without meaning to.
Attorney/ Title companies may find an area of dispute in your title. An item that was
supposed to be fixed prior to closing did not get done. Any number of scenarios may
cause the closing to be delayed by days or even weeks.
Be prepared for anything and everything. Listen to me and we will be able to work
through almost everything.
SHOWING CHECKLIST
Empty all trash cans
Clean all bathrooms (toilets, vanities, mirrors, show/tub doors,
walls, floor)
Wipe down kitchen counters and put away any counter top clutter
Clean your refrigerator handle and any other marks on your
appliances
Clean any grease off of your stove top and oven door
Check to make sure your microwave is clean inside and outside
Dust! Give coffee tables, end tables and other large furniture
Clean all your windows that may have evident finger prints, dog
prints, etc – especially if you have one above the kitchen sink
Beds made
Floors swept/vacuumed
Lights/lamps on
If applicable – pick up any pet waste in the yard and also tend to
kitty litter
If applicable – remove pets for a showing if possible
Yards and walks should be tidy and manicured seasonally
If applicable – lock up guns, medications and jewelry
Leave five minutes early, be mindful of an agent being a little early
or a little late. Agents normally schedule a time frame and will arrive
anytime within that time frame
All Properties That I Have Sold In 2015
•210 W Locust St, Johnson City, TN
•TBD Campbell Cemetery. Rd, Butler, TN
•324 Greenway Dr, Johnson City, TN
•290 Campbell Rd, Butler, TN
•321 Burbank Rd, Roan Mountain, TN
•227 Coleman Rd, Elizabethton, TN
•2390 W Allen's Bridge, Greeneville, TN
•1539 Colony Park, Johnson City, TN
•819 Lake Point Dr, Bluff City, TN
• 177 Pepper Mill Rd, Chuckey, TN
•232 Carr Hollow Rd, Bluff City, TN
•107 Oakwell Ln, Jonesborough, TN
•1068 Dry Creed Rd, Elizabethton, TN
•107 Glen Oaks Dr, Gray, TN
•424 Silver Grove, Bluff City, TN
•1006 Earnest, Johnson City, TN
•3803 Brackenwood, Johnson City, TN
•586 Harlan St, Greeneville, TN
•102 Dalewood Dr, Johnson City, TN
•1013 N North St, Johnson City, TN
•2243 Forest Acres, Johnson City, TN
FAQ’s
How is this process going to work?
It is pretty simple – I am in charge of the process and you are in charge of the decisions. I
will provide you with market data and statistics, providing you with the tools and
information for you to make a knowledgeable decision of where to position your home in
the market place to sell. Positioning you home in the marketplace to sell is your decision.
You are also in charge of the decision to hire me to be the agent to market your home. Of
course I have a decision as to whether I will take the listing or not – but if you are
reasonable with positioning your home IN the market and not just on the market, it is likely
that I will choose to take the listing.
I want/need my home to sell in 30 days:
This is possible, you just have to position it properly against your competition. Right now,
the average days on market range anywhere from 4 to 5 months. I will give you my best
advice on what we need to list it for to move it quick.
Is the sales commission negotiable?
Rarely no, but a few factors might change that percentage.
A quick note on commission – if there is more than one broker involved in the sale – the
commission is split after it is received from the seller at closing. I only receive a percentage
of it.
We must get X amount out of the house because we owe this amount:
This is a common issue with home values declining so much from 2008-2013. Just because
you owe a certain amount on your home – that doesn’t mean that is what you house is
worth. What you feel you need and what the value is are not always the same. If you are in
this situation and you do not have the money to pay the difference of what is owed at
closing – then you should re-evaluate your plan to sell right now.
Do you do open houses and will my house sell at an open house?
I will rarely do open houses, but will do if requested. Will it sell? Most likely not..serious
buyers will come through with their agent at a private showing.
Do I need to sell this home before buying another?
You might, a lender is going to be able to best give you that information. If you do need to
sell this home first – then let’s focus on that first. Finding another home and not getting
your home sold in time to purchase the other home is a drag – trust me.
How will I be notified about a showing?
All showings are scheduled through our appointment center at Crye-Leike. You will be
contacted by a member of the appointment center to set up a showing.
Do I need to leave for showings?
Yes, and please be sure the pets leave too! (if pets have to be there – be sure to have them
kenneled if possible – be sure to leave a note to specific doors open for access to litter box
and/or food.
Do I need to turn lights on for the showing?
Yes, it is appreciated – but don’t expect them all to be off when you get home.
How clean does my house need to be to have it for sale?
Extremely clean, especially if you want a Buyer to pay top dollar! Your home should be
updated with all maintenance items tended to and ready to show at all times.
Will I receive feedback from the showings?
Most of the time the buyer’s agent will leave me feedback. If they do not I will do my best to
get in contact with them to get feedback for you.
The other broker I interviewed said he would list my house for a reduced commission!
If that agent has agreed to negotiate his or her commission down, how do you feel when he
or she will be negotiating the terms of your home and most prized possession? If he/she
doesn’t stand firm on what they deserve, do you really think they will be looking out for
your best interest and getting every last penny that you deserve?
How much will I have to negotiate on the price of my home to get it sold?
That depends on the decisions you make about the price and condition based on the market
data I provide you. I am happy to supply you with sold statistics for your market range
whenever you request them.
How do I know when I should lower my price?
If you property goes 2-3 weeks without showings – the market has rejected it – it is priced
too high. If you property gets 8-10 showings or more and no offers within the first month,
the market has rejected it – it is priced to high. If you get feedback repeatedly that indicates
the price is too high, then you should consider repositioning it.
Should we disclose every little issue we know with the property?
Yes, you should disclose it and be specific. I use this as a rule of thumb… if you were the
Buyer would you want to know?
What happens if my house doesn’t appraise at the purchase price?
You may have to adjust your sales price to meet the appraised values. If not, most likely the
buyer will not be able to purchase and likely your property will go back on the market
What if more than one offer comes in?
Be happy if that happens! The decision is really yours. We can notify all parties that there
are multiple offers and they will need to put their best offer in. You can also choose the offer
you’d like to work with after reviewing both offers. You can only work with ONE offer at a
time.
Why hasn’t my home sold?
If your home isn’t selling in the time frame you are wanting it to, then you should consider
repositioning it in the market. This goes back to the decisions you make in regards to price,
condition and availability which will determine the sale of the property.
What if my house sells right away with a full price offer?
I’ll be happy, won’t you? The only thing this indicates is that you priced it properly and
prepared it for the market place and that is was the best valued home for sale.
Does it stay or does it go?
If you plan to reserve any item attached to your home or appliance, disclose it!
TV Mounts – If attached to the wall, they stay
Curtains/Draperies / Window Treatments/ Blinds – all stay
What are disadvantages of pricing my home on the high end?
You might help sell similar homes that are priced lower.
Your home may be on the market longer.
You could lose market interest and qualified buyers.
You might create a negative impression of the property.
You could lose money as a result of making extra mortgage payments while incurring taxes,
insurance and unplanned maintenance costs.
You may have to accept less money.
A potential buyer may face appraisal and financing problems resulting from the inflated
price.
Why should I use a real estate agent?
A real estate agent is more than just a sales person. A real estate agent will act on your
behalf, providing you with guidance when buying or selling a home. Due to the constant
changing of the market, the information available on listings is not always 100%
accurate. There are times when you need the most current information about what has
sold or is for sale, and the only way to get that is with a real estate agent.
Your listing will be added to the Multiple Listing Service (MLS) so that large numbers of
agents will have access to the seller's property. In addition, your real estate agent absorbs
all of the cost of advertising and marketing, and the screening that will be done of potential
buyers by Agents. The Agent will also handle the details of negotiation.
Seller Interview Question
Today's Date:
Name:
Current Property Address:
Property Interested In:
Phone Number:
Email Address:
Preferred Contact Method:
Source (Walk In, Phone, Referral, Etc):
Date Of Birth:
Additional Selling Info
How long they have lived in the home:
Where will you be moving to:
Why Selling:
When would you like to move:
Research you have done, property values:
Price range they estimate for value of your home:
Amount owed on current mortgage:
Any additional liens:
Interviewing other agents:
Do you know of any future developments surrounding:
What are your expectations of me:
How often do you want updated and what method:
Do you have previous experience in home selling:
What is causing you to move at this time:
What do you enjoy most about your home and neighborhood:
Why did you choose this home:
What improvements have you made to your home:
Who is on the deed:
If No, would you mind if I obtain one:
Do you know of anyone else looking to buy or sell their home: