Why List With Hirschi Realtors?

Transcription

Real Estate Services Proposal
Prepared Especially for:
Tom & Mary White
7 Deep Run Court
Hunt Valley, MD 21030
For marketing the property located at:
7 Deep Run Court
Prepared by:
Angela McKendrick, CRS, GRI
Agent
Hirschi REALTORS
123 Main Street
Office: 410-555-1234
Home Office: 410-432-7890
Fax: 410-555-5607
Web Site: www.demorealty.com/angela
Email: [email protected]
Date: September 09, 2016
This is not a solicitation for a listing if your property is already
listed with a broker.
Tom & Mary White
For Marketing the Property Located at:
7 Deep Run Court
Prepared by:
Agent
Office: 410-555-1234
Fax: 410-555-5607
This is not a solicitation for a listing if your property is already listed with a broker.
Hirschi REALTORS
123 Main Street
Tom & Mary White
For Marketing the Property Located at:
7 Deep Run Court
Prepared by:
Agent
Office: 410-555-1234
Fax: 410-555-5607
This is not a solicitation for a listing if your property is already listed with a broker.
Hirschi REALTORS
123 Main Street
September 09, 2016
Tom & Mary White
7 Deep Run Court
Dear Tom & Mary:
Our records indicate that your property listing has recently expired from the Multiple
Listing Service. There is probably nothing more frustrating than not having your property
sell after you've made plans, prepared your property for sale and endured the
inconvenience of showings.
I have put together the enclosed material for your review. It contains information on
Hirschi REALTORS and how I propose to market your property.
I will contact you so we can discuss how Hirschi REALTORS and I can be of assistance
to you in marketing your home. Selling your home in as short a time as possible, for the
maximum price possible is our goal!
Sincerely,
Agent, REALTOR®
Seller Questionnaire
Frequently when a listing expires, a seller may consider selling his property himself. To sell your property without
the assistance of a qualified real estate sales associate, you should be able to answer an unqualified “YES” to each of
the following questions. As you go through these items, remember that a professional real estate sales associate is
skilled in every area.
� Price
NO
YES
NO
YES
NO
YES
NO
YES
NO
YES
NO
YES
NO
YES
NO
YES
Do I have sufficient data to price my property realistically? Am I familiar with what
comparable properties have sold for recently and what adjustments to those amounts
I would need to make for my property?
� Legal
Can I draw proper contracts, recognize unreasonable contingencies, understand
disclosure and agency relationships? Would I be on sound legal ground if conflicts arose?
� Negotiations
Can I handle the natural conflict of interest when working directly with a buyer, trying
to protect my own interests versus my desire to accommodate his?
� Marketing
Do I have a complete understanding of real estate marketing and am I able to expose my
property through the widest channels - local, regional and national?
� Qualifying Buyers
Can I professionally screen and handle innumerable inquiries? Can I differentiate
between lookers and serious buyers? What kind of documents can I use to screen buyers
and am I able to obtain them?
� Financial
Do I have expert knowledge of the current mortgage situation: assumptions, buydowns,
ARMS, secondary financing?
� Inconvenience
Am I prepared to forego social or business plans for an extended period, as I must be
available at all times?
� Safety And Security Of Family
Am I willing to have members of my household exposed to strangers? The motives of
casual lookers could be suspect!
Unless you answered YES to all the questions above, the skills and training of a professional sales associate would
best assist you in selling your property. Please keep in mind that only one in twenty sellers who try to sell their
properties on their own are successful in selling at market price. The other nineteen suffered inconvenience, lost
time, and frustration in their endeavor without reaching their ultimate goal—selling their property at the best possible
price, in the shortest time possible and at the least inconvenience. Now, let us show you why Hirschi REALTORS,
should be your choice!!
Key Market Factors
How long does it take to sell a property? Some properties sell in a few days, others may take
several months. By recognizing some key factors that influence marketing a home, you can get
significant control over market time.
The proper balance of these factors will expedite your sale:
� Location
Location is the single greatest factor affecting value. A
neighborhood’s desirability is basic to a property’s fair market
value.
� Competition
Buyers compare your property against others in that
neighborhood. Buyers interpret value based on available
properties on the market.
� Timing
The real estate market may reflect a “buyers” or “sellers” market. Market conditions cannot be
manipulated; an individually tailored marketing plan of action must be developed for each
property.
� Condition
The property condition will affect price and speed of sale. Optimizing physical appearance and
advance preparation for marketing maximizes value.
� Terms
The more terms available, the larger the market, the quicker the sale and the higher the price.
Terms structured to meet your objectives are important to successful marketing.
� Price
If the property is not properly priced, a sale may be delayed or even prevented. Reviewing the
Comparative Market Analysis assists you in determining the best possible price.
Listing Appointment Overview
My plan in meeting with you today (and steps taken so far) consist of
the following:
1. Preparation and Research Prior to Appointment
(Research and gathering of property, tax and ownership data)
2. Initial Visit with Homeowner & Property Preview
(Determination of unique property features, characteristics and condition)
3. Establish Seller’s Motivation & Objectives for Selling
Through Seller Counseling Questions
(Discovering seller’s wants, needs, experience, timing, & expectations in selling)
4. Present Marketing Plan to Seller
(What I will do to get your home sold in the shortest amount of time, with the least
amount of trouble, and net you the most money)
5. Selection of Agent
(Select agent based on competency and marketing plan -- NOT on price. Since
agents DO NOT determine the value of your home [buyers do], don’t make the
mistake of selecting a less competent agent who quotes a higher price)
6. Establish an Asking Price for Property (CMA)
Seller Counseling Questions
Prior to preparing and presenting my Marketing Plan for your home, it would be very helpful if you
could answer a few questions I have provided below. If this is completed before our appointment, it
could save us both some time, as well as give me a better understanding about your wants, needs and
expectations for the sale of your home.
1) How long have you owned this home?___________ Have you definitely decided to sell?__________
2) Why are you selling?________________________________________________________________
3) How soon do you want to place your home on the market?___________________________________
4) How soon would you like to be moved?_________________________________________________
5) Are you able to buy another home without selling yours first?________________________________
6) How many homes have you owned?__________ Have you ever sold a home before?_____________
7) Have you used a real estate agent before?________________________________________________
8) How have your past experiences been?__________________________________________________
9) Are you interviewing other companies/agents?________ Who?______________________________
10) What do you feel are the most important factors in selecting an agent/company? ________________
____________________________________________________________________________________
____________________________________________________________________________________
11) What is the most important service a real estate agent should be able to provide?________________
____________________________________________________________________________________
12) What price are you considering for your home?__________________________________________
13) What improvements have you made?___________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
HIRSCHI REALTORS
Company History and Profile
HISTORY
Hirschi Realtors was established in 1966 by John Hirschi, an energetic, dedicated, and communityminded businessman whose family has served the Wichita Falls area for generations. In the 1960's and
70's, John Hirschi built a leading real estate company and helped the growth of Wichita Falls by
developing new residential and commercial areas. The image and reputation of his real estate firm grew
in a very positive manner as the agents he selected shared his philosophy of community service,
dedication, and providing the best possible real estate services. In the 1980's John's interests moved
even more toward "service to others" through civic involvement, and participation in state and local
government. John sold his real estate company in 1983, and today it is owned by Danny Steed who is a
native Wichitan, a past president, director, Realtor of the Year and Distinguished Service Award winner
of the Wichita Falls Association of Realtors, and a Certified Residential Brokerage Manager with more
than 39 years of sales and management experience with Hirschi Realtors. Danny continues a tradition of
service excellence through exceptional agents working in a learning-based company utilizing the latest
technology and marketing tools to provide superior service.
PROFILE
Hirschi Realtors was recognized by the Better Business Bureau as a 1999-2000 award winner of the
Torch Award For Marketplace Excellence, and was nominated again for the award in 2004. Through the
Torch Awards, the BBB recognizes local businesses and corporations nationwide who express the
highest standards of conduct and values within a system of business and human relationships. Hirschi
Realtors continues to maintain an “A+” rating as an accredited business with the BBB. Hirschi Realtors
was also recognized as Texoma's Best Real Estate Company for 2014 by the readers of the Wichita Falls
Times Record News. The average agent at Hirschi Realtors enjoys more than 10 years experience as a
local real estate professional, and each agent is a vital part of the overall success of the Hirschi TEAM.
Sales associates at Hirschi Realtors are also very productive, with the average Hirschi agent selling more
than three times as much real estate as the average agent with the local Multiple Listing Service.
Since 1966, Hirschi Realtors has:
 Closed Over One Billion Dollars in Total Sales Volume
 Participated in more than 18,000 Successful Transactions
 Successfully marketed more than 9,000 Seller Properties
 Assisted more than 9,000 Buyers Relocating to New Homes
 Received more than 65% of our business from Satisfied Repeat Customers
 Received an additional 20% from Out-of-Town Transferees, Corporate,
Military, and National Relocation Contacts...
...and all of this is accomplished with a Quality of Service Rating that is second to none in Wichita Falls
and its surrounding market areas!
WE WANT TO BE YOUR REALTOR IN THE WICHITA FALLS AREA!
The Quality Team in Real Estate Service Since 1966
www.HirschiRealtors.com 940-692-8120 3631 Maplewood, Ste. 1, Wichita Falls, Tx 76308
M.L.S. Market Share Report
Total Wichita Falls Area Residential Closed Transaction Sides Reported By WFAR MLS
From 1-1-15 to 12-31-15
600
550
500
450
400
350
300
250
200
150
100
50
0
HIRSCHI
575
Remax WF
Remax Elite
414
396
Bishop
366
McGregor
208
Nortex
150 142
129
Domain
C-21 Gold Coat
“Top 8” Companies
This graph was compiled using information supplied by the Multiple Listing Service of the Wichita Falls Association of
Realtors and includes all residential properties listed and sold through the Wichita Falls MLS system.
HIRSCHI REALTORS was the
Number 1 Real Estate Firm
in the Wichita Falls Market Area
in Total Closed MLS Residential
Transactions from January thru
December of 2015.
HIGHEST SELLING PRICE
(As a Percentage of the Listing Price)
Over the past year, using information reported by the Wichita Falls
Multiple Listing Service for Residential Properties, Hirschi Realtors’
Average Selling Price as a Percentage of the Listing Price was
96.8%* vs 95.4% (MLS)
And
FEWER DAYS ON THE MARKET
Hirschi Realtors’Average Days On Market to Sell Our Listings was
76 Days* vs 85 Days (MLS)
We’re Selling Homes for More Money
In Less Time and with
The Least Inconvenience to YOU.
*From initial Listing Date to Contract Date using information reported by the Wichita
Falls Multiple Listing Service for Residential Properties sold over the past year
Our Qualified Home Buyers
Come From These Sources...
Target Marketing
Yard Signs
Internet Website
Newspaper/
Magazines
Reputation &
Referrals
66% - Reputation and Referrals
13% - Internet Website
12% - Yard Signs
5% - Target Marketing
4% - Newspaper/Magazine
*Recent customer survey responses from hundreds of Hirschi
Realtors’ homebuyers indicated that the vast majority of buyers came
to us through Reputation and Referral Sources. This includes
recommendations and repeat business from satisfied clients and
customers, as well as corporate, military and relocation contacts.
We’re Bringing Thousands of Viewers Monthly To Our
Highly Rated Website To See (and Buy) Our Listings…
By utilizing Specialized
Search Engine Marketing and
Optimization, and by Linking
to many Highly Searched
Real Estate web portals.
@ www.HirschiRealtors.com
Greater Internet Exposure Means
More Potential Buyers for YOUR Property!
Hirschi Realtors Has
On Our Internet Website!
Just Click On
www.HirschiRealtors.com
(It’s The Next Best Thing To Being There!)
Buyers:
Simplify the home selection process by virtually Atouring@ our listings
on your computer... then call HIRSCHI REALTORS for appointments!
Sellers:
Reach today=s best qualified buyers for your home, with the least
amount of inconvenience to you, by listing with HIRSCHI REALTORS!
Just Click
www.HirschiRealtors.com
Or Call
940-692-8120
Do Our Virtual Tours Get Results?
We have received over Two Million property “Tour Views” since adding customized
Virtual Tours to our HirschiRealtors.com Website. Are we getting results?
Based on these actual comments, YOU be the judge!
“I was wondering if my Wife and I can set up an appointment to view the home on 1575 Carol Lane sometime this next
Friday anytime during the day? Please call 723-2650 (or 781-9117 cell) and ask for John so I can find out more. Please call
before 2:00 pm. Thank You.”
“Hello I'm Marie Loftin and my husband and I are interested in looking at the house on Sheppard (2211). We took the virtual
tour and liked what we saw. we are first time home buyers. Could you tell us what we need to do so we can buy this house.
We are really interested. Thank you Marie & Randy Loftin”
“I'm Capt Randy Feltner, USAF. My family and I are getting ready to PCS (move) to Sheppard AFB, and are looking for a
great place to live within our USAF budget. Please contact us about the house at 4811 Olympic. My wife, Kristi, and I are
very interested, but have many more questions to ask, budget, schools, location, etc. Our home phone is (321) 773-8007, cell
is (321) 749-6272 and home E-mail is [email protected]. We look forward to hearing from you soon.”
“I would like some more information about this neighborhood. I am currently stationed in Italy, but will be moving to the
area this summer (late July / early August). We have seen several properties on your website that we might be interested in.
Any help you can give would be greatly appreciated.”
“My husband and I are very interested in this house. we are moving to the area about the end of June...early July. My
husband is in the Air Force. We would like some information on this house and on getting a VA home loan. If you would email me with this info we would appreciate it. Thank you April and Michael Forseth”
“My husband and I have been looking at the house at 1627 Ardath for several weeks now and we have viewed the virtual tour
that you set up. We were wondering if we could set up a time with you to see the house. I teach in Burkburnett and my
husband teaches at MSU and works for Vernon College in the evenings. Is there any way that we can see the house on a
Saturday?”
“I am an attorney with the Air Force and my wife, son and I will be moving to WF in June. We are very interested in this
house. How close is it to the base, and do think the seller is willing to close in late May early June? Thanks-Jarrod Blecha”
“Please contact, very interested. 3 families moving to area, need info for all. Please hurry. Price ranged from 100,000 to about
170,000. Also, what are the taxs on this property. Contact and I'll give my home address so you can send more. Thanks
much!! Lisa Johnson”
“We are interested in seeing this house. We are needing to move into something by the 1st week in Jan. We are wanting to
see if we can make an appt for tomorrow after 3:30. Let me know if this is possible.”
“Hello, I will be relocating to Sheppard in about 3 weeks. We have already been prequalified for a loan. We saw this home
on Northview 5342. Have there been any interest in it? How soon did the owners want to sell? I would like to be able to
contact you when I get to Wichita Falls, is that okay?”
“Can you tell me (roughly)what the yearly taxes are on this property. I am very interested in it. I will be arriving in Texas on
the 31st of the month and would like to see it if it is still available.”
“Hello, I am interested in the house at1401 S FM 369. I am on my way to Texas and I like this property. How much would
the annual taxes be on 2.74 acres? When will it be ready for occupancy. I arrive on the 30th of October. Please send me any
infomation available.”
THE COST OF A LISTING / The Basis of a Brokerage Fee
The estimated costs below are based on years of experience and thousands of listings sold. The time
invested by the listing agent, marketing costs, company overhead, and fees paid to co-operating real
estate firms are paid for by the Seller ONLY if the property is successfully marketed and sold.
Description of Marketing Activity (“Soft” Costs / Time Only) Est. Time In Hours
Preparation For Listing Appointment
2.0
Listing Appointment
2.0
The marketing
Complete Listing File for Office
1.0
and selling time
Write Ads (Newspaper, Magazines, Internet, TV, etc.)
1.0
involved in the
Make Duplicate Keys, Install Key Box and Sign
.5
typical listing is
Property Tour (Office and MLS)
1.0
anywhere from 40
Open House (Preparation and Actual Time per each)
3.0
to 60 hours
Preparation of “Just Listed” Cards
1.0
invested by the
Preparation of Property Flyers, Virtual Tour for Website
3.0
listing agent.
Deliver Flyers to Property, to MLS, to Other Agents
1.0
Fully 50% to 70%
Upload Property Photo and Information to Internet
1.0
of that time is
Prepare Property Data Form and Input in MLS and Company System
1.0
invested after a
Scheduling of Showing Appointments (120 Day Listing)
4.0
qualified buyer is
On-Going Communications With Seller
8.0
found for the
Follow-Up on Agent Showings
2.0
property.
Contract Negotiations
6.0
Monitor Buyer’s Loan Application
1.0
Schedule, Coordinate and Discuss Property Inspections
3.0
Schedule, Coordinate and Attend Closing
3.0
Est. 42 to 45 Hours
Description of “Hard” Costs
Sign and Sign Riders
Electronic Key Box
Flyers, Post Cards, & Other Marketing Materials
Ads in Newspaper, Magazines, Website & Other Media
MLS Prorated Fees
$$$$$
$ 50
$ 15
$ 65
$ 250
$ 20
Est. $ 400
Est. $600 to $800
Company Overhead Costs (Per Each Listing Sold)
These costs are expenses to Hirschi Realtors and are not included above.
These costs include, but are not limited to:
- Institutional Advertising (Yellow Pages, Air Force Times, Maps, Guidebooks, etc.)
- Support Staff Salaries (Management, Receptionist, Clerical)
- Office Building (Rent, Utilities, Taxes, Maintenance, Insurance)
- Office Equipment (Computers, Telephones, Printers, Copiers, FAX, Voice Mail, etc)
- Computer Software and Maintenance Support
- Memberships and Organizations (Referral Organizations and Business Organizations)
The Discounted Brokerage Fee…
Is Cheaper Always Better?
Discounting of brokerage service fees (commissions) is an enticing option and a serious consideration
when making the decision about listing your home with a Realtor. Real estate agents are competing for
your business, and the fees they charge can make a difference in your decision about who to list your
property with. In a competitive environment, there are always service providers who will work for less.
The question becomes: “Is cheaper always better, and will I get the real results I am looking for?”
Your home is also in a competitive environment. You are not only competing with many other
properties in the marketplace, but you are also competing for the attention and interest of a large number
of real estate agents who may represent the perfect buyer for your home. Statistics show that 50% of all
homes are sold by agents with companies other than the listing company and 90% of the time, the buyer
for your home will be represented by an agent other than your listing agent.
How does this affect you? Why should this make a difference to you?
It may not. Keep in mind, however, that the buyer’s agent is selecting the homes that not only meet the
needs of his client, but homes that the agent is motivated to show. That buyer’s agent has many
competing properties to choose from when “narrowing down the field” for his/her buyer client. The
reduced fees offered to buyer’s agents COULD be a deterrent and could possibly lead to less showing
activity, fewer offers, a longer marketing time, and ultimately, less money to you.
On the surface, discounted brokerage fees sound beneficial to you and you would certainly hope to net
more money from your sale. It may not work out the way you planned. Discuss this with your listing
agent. Make sure the incentives are in place to get your home properly marketed to buyers and agents
alike. Remember, you are marketing to agents just as much as you are marketing to potential buyers.
Those cooperating agents will be the ones bringing your buyer 90% of the time. The commission
investment you make in the marketing of your home could be the difference in reaching your goal, or
falling short.
Insist that your listing agent discusses with you the importance of Paragraph 8. “Cooperation With
Other Brokers” in the Listing Agreement that you will be signing, and the impact it could have on your
sale.
Real estate agents are independent business people who work extremely hard to get you the results you
desire. Good agents understand the value of their time and expertise. Those agents, who represent a
large number of buyers, will generally choose the business opportunities which promise the greatest
rewards.
Why use a REALTOR®?
When selling your home, your REALTOR® can
give you up-to-date information on what is
happening in the marketplace including price,
financing and terms of competing properties.
These are key factors in a successful sale of your
property at the best price in the least amount of
time.
Only real estate licensees who are members of the NATIONAL ASSOCIATION OF REALTORS®
are properly called REALTORS®. REALTORS® subscribe to a strict code of ethics and are expected
to maintain a higher level of knowledge of the process of buying and selling real estate. They are
committed to treat all parties to a transaction honestly. REALTOR® business practices are monitored
at local board levels. Arbitration and disciplinary systems are in place to address complaints from the
public or other board members.
Your REALTOR® can help you objectively
evaluate every buyer's proposal and then help
write an appropriate legally binding sale
agreement. Between the initial sales agreement
and settlement, questions may arise. For
example, unexpected repairs may be required to
obtain financing or a problem with the title is
discovered. Your REALTOR® is the best person
to help you resolve those issues and move the
transaction to settlement.
20 reasons to hire
a REALTOR®
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Homes are bought by comparison. I have a large inventory at my disposal
through MLS while you have an inventory of one.
I am very familiar with competitive houses so I can help you position your
home well.
It is hard negotiating for yourself. I have lots of experience in writing
contracts and can negotiate aggressively on your behalf.
Buyers are not always forthright about their financial situation. I insist on
pre-qualifying before I even bring you an offer.
My lender contacts and mortgage experience help buyers get the
financing they need.
Most buyers don’t want to tell the seller why they don’t make an offer. I
can probe the buyer or his agent for that information.
Any follow up you do with a buyer can be seen as desperation. I follow up
as part of my job so that you are not perceived in a compromising light.
I can showcase your improvements better so that you don’t appear like
you are “selling.”
Most sellers who spend their time as a For Sale By Owner end up by
listing in the end. A recent NAR survey found that only 11% of sellers
nationally ended up selling by owner. Why spend your time and money if
in the end you will hire a REALTOR®?
Unqualified buyers can tie up your home. I make sure that doesn’t
happen.
Personality conflicts with a buyer can get in the way. I come between the
buyer and the seller so that personalities don’t enter in.
Most buyers use a REALTOR®, which increases the number of buyers who
will see your home.
I can mobilize my company agents and other area REALTORS® on your
behalf.
An NAR survey of recent closed sellers found that REALTOR®-assisted
sales brought in 20% more sales price than For Sale By Owner sales.
A FSBO sign makes you vulnerable for any curiosity seeker or unsavory
character. When you list, only buyers accompanied by a REALTOR® will
get into your home.
Being accessible to show your home limits your personal time and cuts
down the available showing time. When you list, your property will be
available during normal showing hours and the prospect will always be
accompanied by me or another REALTOR®.
Additional exposure through MLS and the Internet brings you a higher
price.
I orchestrate the contract-to-closing process, including the appraisal,
buyer-loan process, title, inspections, pest control, survey, etc., taking this
burden off of you.
I make sure that you are compliant with all laws relating to the sale of your
home.
I only get paid when I get the job done.
This information is brought to you by the Texas Association of REALTORS® as part of its Graduate REALTOR® Institute
(GRI) curriculum. Whenever you buy, sell, or lease real estate, make sure your agent is a REALTOR®.
© 2005 by the Texas Association of REALTORS®. All rights reserved.
Why List With Hirschi Realtors?
Buying or selling a home is the biggest, and most important, financial transaction people
experience in their lifetime. And, once you decide to sell your home, choosing the right
real estate company and agent to represent you during this transaction is the most
important decision you will make. Consider the following reasons why you should list
with Hirschi Realtors.
We are a recognized Market Leader and Top Producing real estate firm in this area,
and we have been since 1966.
Our agents are full-time, well-trained and successful at working as a supportive
sales TEAM to market your property.
Our affiliations with several national referral networks and relocation organizations
bring us more qualified buyers for your property.
Our effective marketing and advertising programs are designed to attract the most
qualified buying prospects for your property.
Our highly-acclaimed Internet website gives your property 24 hours a day, 7 days a
week, world-wide exposure and attracts thousands of property views every month.
Our satisfied past customers and clients (over 18,000 of them!) provide a large
source of potential buyers for your property.
On-going communication with Sellers through use of computerized property
activity information and feedback.
We are available 7 days a week, 24 hours a day, to assist you, potential buying
prospects, and other cooperating real estate agents.
We are "The Quality Team in Real Estate Service" and committed to excellence in
all areas of our business.
Services You Will Receive
� We will help you determine the best selling price
for your home.
� We will suggest what you can do to get your
home in top selling condition.
� We will develop a strategy to show your home.
� We will enter your home in the Multiple
Listing System.
� We will implement the enclosed marketing plan.
� We will talk with you to review progress periodically.
� We will advise you of changes in the market climate.
� We will present all offers to you promptly and assist in evaluating them.
� We will monitor progress toward closing when a
contract is accepted.
� We will monitor the appraisal and buyers loan
approval.
� We will immediately advise you of events that
may threaten closing.
� We will coordinate and monitor the settlement
process.
BEFORE WE LIST YOUR HOME
WE WILL…
! Research property values by studying recently sold properties, analyzing expired
listings and reviewing homes currently on the market.
! Prepare a market analysis of properties in your geographic area.
! Secure necessary tax and appraisal district information on your property.
! Suggest an appropriate pricing strategy and marketing plan.
! Recommend possible improvements to yield the highest price.
! Explain seller closing costs and provide Estimate of Net Proceeds from the sale.
! Prepare a market update to review market conditions and prevailing interest rates.
! Review “Information About Brokerage Services” and discuss agency relationships.
! Discuss Seller Disclosure Statement and possible Lead Based Paint disclosures.
! Review the Multiple Listing Service Listing Agreement.
! Discuss personal property and exclusions from sale.
! Offer assistance and information about your destination city (if moving from area).
AFTER WE LIST YOUR HOME
WE WILL…
! Install a Hirschi Realtors "For Sale" yard sign (and electronic keybox, if desired).
! Obtain detailed property information and the required Seller Disclosure Statement.
! Complete a property data entry into the Multiple Listing Service.
! Contact current database of prospects to offer a private showing.
! Take digital photos for Hirschi Realtors’ internet website and property flyers.
! Create effective ads for media advertising.
! Prepare a computerized Property Photo Flyer for your home.
! Screen and qualify all prospective buyers.
! Arrange for an Office and/or Multiple Listing Service tour of your home.
! Explain details of the purchase agreement and negotiations.
! Explain home inspections and appraisal procedure.
! Stay abreast of current market conditions and inform you of changes.
! Communicate with cooperating agents and follow up on showings.
! Explain the appointment system and showing procedures.
! Promote your property at weekly sales meetings of brokers.
! Keep you informed regarding property activity and marketing efforts.
When An Appointment Is Made
Agents from many real estate firms will want to show your home. Please allow any agent who calls to
show your home at the suggested time. If you are not frequently available, it is suggested that you allow
a lockbox to be installed on your door. You will increase your odds for a sale by allowing more qualified
buyers to see your home. You do not want to miss an out-of-town transferee because your home was not
able to be shown.
During a showing:
� Open all draperies and window shades during
daylight hours.
� The kitchen & bathroom should sparkle.
� Open windows one half hour before showing to
circulate fresh air.
� Open all the doors between rooms to give an inviting feeling.
� Place fresh flowers on kitchen table and/or in the living room.
� If possible, bake cookies or bread to add an inviting aroma.
� Turn on all lights and replace bulbs with high
wattage bulbs where needed.
� Pets should be confined or restricted from view. Eliminate pet odors. Not everyone may share your
love of animals. Some people may be allergic to them.
� All jewelry and small valuables should be stored in a safety deposit box or in a locked closet.
� Replace any items not included in the sale, or tag them appropriately with “to be replaced with…”
or “not included” signs.
� Beds should be made & clothes picked up. Bathrooms should be clean, with towels folded and
toilet lid down.
� When you leave the house, please leave it as if you know it is going to be shown. You never know
when the right person is going to look at it!
WHEN AN OFFER IS RECEIVED
WE WILL…
! Analyze purchase agreement for completeness and greatest benefits to you.
! Provide an estimate of seller expenses and net proceeds from sale.
! Discuss qualifications of the buyer.
! Negotiate on your behalf.
! Prepare a calendar of key upcoming actions (i.e., mortgage application, mortgage
approval, option periods, inspections, closing).
! Explain all details and contingencies of the contract.
! Prepare and deliver all counter proposals promptly.
! Maintain communication with cooperating agents involved in the transaction.
WHILE YOUR OFFER IS PENDING
WE WILL…
! Deposit earnest money with the selected Title Company.
! Provide contracts to Title Company and request title search to begin.
! Coordinate appraisal process and provide needed information when appropriate.
! Coordinate the property inspection process.
! Review property inspection report, possible repair requirements and estimates
for repairs.
! Give a weekly report of pending details.
! Follow up with borrower’s mortgage lender.
! Help you locate your next new home, if desired.
! Show sale as “pending” on Multiple Listing records.
! Assist cooperating agent with any problems relative to the sale.
! Schedule the closing date, time and place.
! Order property survey and coordinate all final inspections.
! Offer names of reputable contractors available for any needed repairs.
AT CLOSING
WE WILL…
! Request copy of Closing Statement and review prior to closing.
! Discuss proceeds and closing statement with you.
! Attend closing at Title Company and answer your questions.
! Coordinate possession of property.
! Maintain a file of closing papers.
! Arrange for payment of expenses from closing proceeds.
! Coordinate all final inspections and prepare all necessary documents.
! Coordinate the transfer of utilities and keys.
! Pick up yard sign and key lockbox.
The Peace of Mind
LISTING PERFORMANCE WARRANTY
What is the biggest fear you have when listing your home with a real estate professional?
“You Don’t Want To Be Locked Into An Agreement With Someone
Who Is Not Doing What They Are Supposed To Be Doing”
When your property is entrusted to HIRSCHI REALTORS under an Exclusive Right to Sell Listing
Agreement for a minimum of 120 days, our company will warrant the performance outlined in our
statement of “Seller Services”. Many agents in our marketplace will want you to unconditionally
commit to a long-term listing contract for selling your home. Although necessary and important in
spelling out the terms and expectations of the Realtor-Seller relationship, I am NOT asking you to
unconditionally commit to our listing agreement. As a reputable real estate firm interested in meeting
and exceeding your expectations, we want you to be totally satisfied with your relationship with your
real estate professional. It is for this reason that we offer this Listing Performance Warranty.
We are confident that the services provided by Hirschi Realtors and me, and outlined in the attached
“Seller Services You Will Receive” statement, will help you achieve your ultimate, realistic sales goal at
a minimum of inconvenience to you. Our relationships with our Sellers are based on knowledge,
honesty and trust. We want you to be an informed Seller and a partner to us in the marketing of your
property. We also want you to feel like you are in control. Afterall, neither of us benefits if we are not
successful in this venture. We look forward to providing you with a level of service that is so
exceptional that we can offer this type of performance warranty.
If at any time during the listing period, you are not satisfied with the service you are
receiving, you may notify our office in writing and your listing will be terminated.
Client Name_______________________________________________________________
Agent Name___________________________________________Date________________
A member of The Quality Team In Real Estate Service at Hirschi Realtors.
Preparing Your Home
Your home has just one chance to make a great impression with each potential buyer. And it can! The following "tricks of the
trade" will help you keep track of what needs to be done. The whole idea is to present a clean, spacious clutter-free home--the
kind of place you’d like to buy. Accomplish a little everyday, and before long your home will be ready to make the
impression that can make the sale.
Your Home’s Curb Appeal
� Mow lawn
� Trim shrubs
� Edge gardens and walkways
� Weed and mulch
� Sweep walkways and driveway, remove
branches, litter or toys
� Add color and fill in bare spots with
plantings
� Remove mildew or moss from walls or
walks with bleach and water or other cleaner
� Take stains off your driveway with
cleanser or kitty litter
� Stack woodpile neatly
� Clean and repair patio and deck area
� Remove any outdoor furniture which is not
in good repair
� Make sure pool or spa sparkles
� Replace old storm doors
� Check for flat-fitting roof shingles
� Repair broken windows and shutters,
replace torn screens, make sure frames and
seams have solid caulking
� Hose off exterior wood and trim, replace
damaged bricks or wood
� Touch up exterior paint, repair gutters and
eaves
� Clean and remove rust from any window
air conditioning units
� Paint the front door and mailbox
� Add a new front door mat and consider a
seasonal door decoration
� Shine brass hardware on front door,
outside lighting fixtures, etc.
� Make sure doorbell is in good working
order
General Interior Tips
� Add a fresh coat of interior paint in light,
neutral colors
� Shampoo carpeting, replace if necessary
� Clean and wax hardwood floors, refinish if
necessary
� Clean and wash kitchen and bathroom
floors
� Wash all windows, vacuum blinds, wash
window sills
� Clean the fireplace
� Clean out and organize closets, add extra
space by packing clothes and items you
won’t need again until after you’ve moved
� Remove extra furniture, worn rugs, and
items you don’t use; keep papers, toys, etc.
picked up--especially on stairways
� Repair problems such as loose door
knobs, cracked molding, leaking taps and
toilets, squeaky doors, closets or screen
doors which are off their tracks
� Add dishes of potpourri, or drop of vanilla
or bath oil on light bulbs for scent
� Secure jewelry, cash and other valuables
The Living Room
� Make it cozy and inviting, discard chipped
or worn furniture and frayed or worn rugs
The Dining Room
� Polish any visible silver and crystal
� Set the table for a formal dinner to help
viewers imagine entertaining here
The Kitchen
� Make sure appliances are spotless inside
and out (try baking soda for cleaning
Formica stains)
� Make sure all appliances are in perfect
working order
� Clean often forgotten spots on top of
refrigerator and under sink
� Wax or sponge floor to brilliant shine,
clean baseboards
� Unclutter all counter space, remove
countertop appliances
� Organize items inside cabinets, pre-pack
anything you won’t be using before you
move
The Bathrooms
� Remove all rust and mildew
� Make sure tile, fixtures, shower doors, etc.
are immaculate and shining
� Make sure all fixtures are in good repair
� Replace loose caulking or grout
� Make sure lighting is bright, but soft
The Master Bedroom
� Organize furnishings to create a spacious
look with well-defined sitting, sleeping, and
dressing areas
The Garage
� Sell, give away, or throw out unnecessary
items
� Clean oily cement floor
� Provide strong overhead light
� Tidy storage or work areas
The Basement
� Sell, give away, or throw out unnecessary
items
� Organize and create more floor space by
hanging tools and placing items on shelves
� Clean water heater and drain sediment
� Change furnace filter
� Make inspection access easy
� Clean and paint concrete floor and walls
� Provide strong overhead light
The Attic
� Tidy up by discarding or pre-packing
� Make sure energy-saving insulation is
apparent
� Make sure air vent is in working order
� Provide strong overhead lighting
When It’s Time To Show
� Make sure your property profile folder,
utility bills, MLS profile, house location
survey, etc. are available
� Open all draperies and shades, turn on all
lights
� Pick up toys and other clutter, check to
make sure beds are made and clothes are put
away
� Give the carpets a quick vacuuming
� Add some strategically placed fresh
flowers
� Open bathroom windows for fresh air
� Pop a spicy dessert or just a pan of
cinnamon in the oven for aroma
� Turn off the television and turn on the
radio music at a low volume
� Make a fire in the fireplace if appropriate
� Put pets in the backyard or arrange for a
friend to keep them
� Make sure pet areas are clean and
odor-free
� Make sure all trash is disposed of in neatly
covered bins
Tips for Selling:
17 Simple Things to Make Your
Home More Marketable
1. Make sure your entranceway says "Hey, look at me!"
2. Prune dead limbs from trees.
3. Paint (or touch up) exterior, and repair screens and windows.
4. Clean your windows.
5. Check A/C and heating systems.
6. Fix leaky faucets, toilets, and faulty lights.
7. Vacuum drapes and carpets.
8. Repair wall cracks, re-caulk bathrooms and kitchen.
9. Clear out closets.
10. Remove excess furniture.
11. Keep cats and dogs out of visitors’ way.
12. Mow lawn, edge driveway and walkways
13. Ensure windows, doors, and locks work smoothly.
14. Weed flower beds and trim shrubs.
15. Throw out junk from garage and storage areas.
16. Clean lawn furniture.
17. If you have a pool, make it crystal clear.
Texas REALTORS®
working for you!
This information is brought to you by a proud member of the Texas Association of REALTORS®, the recognized advocate
for real estate in Texas. Whenever you buy, sell, or lease real estate, make sure your agent is a REALTOR®.
Tips for Selling:
Staging Your Home to Sell
You know you should clean
everything, get rid of clutter, and
hide your wall-to-wall Hummel
collection. But aside from that,
how do you broaden the appeal
of your house?
Here are a few tips:
• Walk through the house and pick out things that would enhance the value
of the home if they were different. You’ll be better able to prioritize this way.
For example, repainting a child’s bubble-gum pink bedroom may attract
more buyers than something not as apparent, such as replacing an old
dishwasher.
• You can direct a potential buyer’s eye away from something negative or
toward something positive. Use artwork or a room’s own features, such as
a fireplace, to capture a buyer’s attention. However, There’s a fine line. You
want buyers to be able to appreciate the room and not just focus on the
items in the room.
• Remove any furniture that tightens spaces. If a couch or chair makes you
turn your body as you walk by or just makes a passage look small, get rid
of it. Everybody wants more space.
• Rid the house of personal effects, and don’t forget simple things like
magnets on the refrigerator. Small distractions to the buyers’ eyes will
disturb their thinking, preventing them from picturing the house as theirs.
And while you want the rooms to look well-decorated and spacious, avoid
turning the house into a perfect home. Try to balance the brand-new look
with some of its lived-in warmth.
• Potential buyers often feel uncomfortable in bedrooms and bathrooms
because they are, by definition, personal and private places. To counter
this reaction, make bedrooms and bathrooms look like a model home (toss
the lived-in feel out the bathroom window). Clear off all surfaces of the
bathroom—remove even simple things like toothpaste and soap. Put out
nice, fresh towels instead. The goal is to make these rooms comfortable for
buyers. When they’re comfortable, they’ll linger and picture themselves in
the house.
Texas REALTORS®
working for you!
Tips for Selling:
Why Hasn’t My House Sold?
Here are a few reasons and remedies for why your home may not be selling.
Texas REALTORS®
working for you!
Reason
Overpriced
Remedy
New market analysis, lower price
Price reductions too
little, too late
New market analysis, significantly lower
price below the next price break or two
New competition since
property listed
New market analysis, lower price,
offer incentives
Builder competition
New market analysis, offer upgrades
competitive with builder
Difficult to show/not
readily accessible
Use lockbox and readjust showing
hours if necessary
Glutted or slow market
Adjust pricing and offer incentives
Property has become shopworn
Re-enter into MLS, adjust price, add new
photos, offer incentive, inform area
Realtors®
Many showings but no offers
Reduce price
Offers forthcoming but not
consummated
Re-examine counters and adjust to offers
Condition
(maintenance problems)
Freshen up and review your ways
to improve
Condition
(major problems)
Rehab as necessary—new carpet, paint
Cosmetic allowances have
not enticed offer
Rehab as necessary—remove allowance
Location not desirable
Compensate with price adjustment
Showcased poorly in MLS
Re-enter in MLS—change remarks and
photos
Realtors® not showing property
Create a direct link to property and an email target list, new market analysis, and
adjust price if necessary
Pets (odor, soil, and intimidation)
Deodorize carpet, cage pets when not
home
Price range not moving
Offer incentives, create a direct link to
property, and create an e-mail list to target
Neighbors or neighborhood
Counsel with neighbors regarding
interference and condition of their
properties
External influence
(new highway, etc.)
Adjust price, gather accurate data, and
prepare fact sheets
Tips for Selling:
Selling Your Home?
Less is Definitely More
Here are a few tips to make your home more attractive to a potential buyer:
Reduce clutter
• Clean out closets, pick up clutter, and pare down what’s inside. That goes
for those treasured family photos and mementos, too. The reason?
Besides adding a spacious feel to the home, pared-down surroundings can
help potential buyers better envision themselves and their family photos in
the house.
• Pack away items and special collections usually displayed in cabinets and
hutches, and move a few pieces of furniture out of the house. This will help
buyers to better see where their furniture might go in the house.
• Don't forget to keep the house clean every minute it’s on the market. This
takes great effort, but the buyer may need to see it in the next five minutes,
and you’ll need to be prepared.
Tone down your creativity
• So, you like your house to “say something” about your personality. Well,
it’s time to tone it down. Go buy some plain-vanilla paint to cover those redand-purple walls in your boudoir—it’ll make a difference when you’re trying
to sell your home. Many buyers can’t see your Picasso genius (and just
can’t get past the splatter-paint wall in the living room) to visualize colors
they’re more comfortable with.
• If you’ve got an Italian fresco on a living room wall that stops people in
their tracks, they may lose sight of the rest of the home’s wonderful
features. If you’re resistant to do anything about it, ask someone you trust
to give you an independent view of your home. Better yet, ask your
Realtor® or an appraiser if the house looks cluttered or if any colors are
too bright. Some may see bright colors as gaudy. Listen to their answers
and take their advice.
By “paring down,” organizing, and carefully sorting your possessions, you’re
ensuring that your home will appeal to the greatest number of potential
buyers. Remember to remove about half of the items stored in closets and
cabinets and toss or give away things you don't use. Not only will decluttering and cleaning help to sell your house quickly, you’ll be ahead of the
game when it comes to packing up and moving to your new location.
Texas REALTORS®
working for you!
Tips for Selling:
Landscaping Little Touches Make the Difference
The right landscape design can make all the difference to a prospective buyer,
especially when it’s beautifully and carefully executed. In fact, Realtors® and
landscape professionals estimate that a well-landscaped yard can add 5% to
15% to the selling value of a house. Houses that look good from the road
carry higher price tags—a fact that turns landscape investments into money in
the bank when selling a house. Here are a few ideas on how to improve your
landscape:
Trees
• One of the best investments you can make is a glorious stand of healthy
trees as part of a well-landscaped yard. Realtors® across Texas and the
rest of the country know that healthy trees can increase the property value
of a home, as well as provide years of aesthetic benefits to owners. Trees
also cut down energy costs. When Kiplinger published the 25 best ways to
invest $1,000, buying a big tree was at the top of the list. If your selling
timetable doesn’t allow for planting and nurturing a tree to maturity,
remember this advice for your next house.
• Since a tree is a long-term investment, it’s important to start with a highquality plant. In the case of trees, money definitely buys quality. Trees that
are 8 to 10 feet tall—either balled and wrapped in burlap or established
and growing in containers—are usually the best buy. Homeowners can
expect to pay anywhere from $200 to $1,000 for a quality tree.
Plants
• Add a few plants around the foundation of the house and in “curb appeal”
areas such as near the front door. Or, consider using more permanent
bushes, especially those that flower in the summer and have colorful buds
in the winter.
• Gardeners on a budget can buy a few plants, then, add more as your
budget allows.
• For an especially inexpensive jolt for your yard, flowers are a homeowner’s
best friend. Bright splashes of color add visual appeal, though they’re
usually temporary. For this reason, they’re great if you suddenly need to
put your house on the market and need a quick landscaping fix. At that
point, it’s best to stick to the basics, leaving more costly and permanent
landscaping to the new owners.
Texas REALTORS®
working for you!
Tips for Selling:
Carpets in Need of a Tune-up?
Try These Ideas
Quick fixes for new-looking carpets
• First, to really get it clean, sweep the carpet with a broom, which will make
the nap stand up and loosen embedded dirt. Next, vacuum the carpet. Your
carpet should show a noticeable improvement just from taking these two
steps.
• If you have pets and need help neutralizing strong odors, mix one cup
Borax with two cups cornmeal. Sprinkle the carpet with this mixture. Let
stand one hour, then vacuum. To freshen the carpet, combine threequarters of a cup baking soda, two tablespoons cornstarch, and onequarter cup perfumed talcum powder. Sprinkle on dry carpet, let stand five
to 15 minutes, then vacuum.
Spot-cleaning tips
DO
• Use a clean white, absorbent terry towel
• Blot or tamp the spot
• Pretest the carpet in an inconspicuous area
• Clean the stain from the edge to the center
• Apply cleaner to the towel
• Clean with modest amounts of cleaning solution
• Adhere to product safety guidelines and general instructions
• Remove the stain as soon as it is noticed
• Remove the dirty excess before cleaning
• Use cleaning compounds at lukewarm temperature
DON'T
• Saturate the carpet with cleaning compounds
• Apply heat or vigorously scrub the stain
• Leave the stain until later
• Fail to remove dried excess stain prior to cleaning
• Forget to pre-test the carpet or stain
Follow these tips, and your carpet will look good as new again in no time.
Texas REALTORS®
working for you!
Determining the Value of Your Home
A Comparative Market Analysis (CMA) is essential
to determine the value of residential property.
Location and characteristics of the property are the
key elements in determining value. Therefore, the
basis for valuation is similar properties in your area.
The market analysis takes into account the amount
received from recent sales of comparable properties
and the quantity and quality of comparable
properties currently on the market. The desired end
result is to find a price that will attract a willing and
able buyer in a reasonable time.
Once the value of your home has been determined, you can decide on an offering price that will achieve
your goals. Generally, the price should not exceed the value by more than 5% or potential buyers may
not even make offers. Naturally, if you want to sell quickly your asking price should be very near the
value.
The following are a few things to keep in mind about pricing:
� Realistic pricing will achieve maximum price in a reasonable time.
� Your cost or profit desire is irrelevant; the market determines the price.
� The cost of improvements are almost always more than the added value.
� Houses that remain on the market for a long time do not get shown.
� A house that is priced right from the beginning achieves the highest proceeds.
The Importance of Intelligent Pricing
Determining the best asking price for a home can be one
of the most challenging aspects of selling a home. It is
also one of the most important. If your home is listed at a
price that is above market value, you will miss out on
prospective buyers who would otherwise be prime
candidates to purchase your home. If you list at a price
that is below market value, you will ultimately sell for a
price that is not the optimum value for your home. As
Figure 1 illustrates, more buyers purchase their
properties at market value than above market value. The
percentage increases as the price falls even further below
market value. Therefore, by pricing your property at
market value, you expose it to a much greater percentage
of prospective buyers. This increases your chances for a
sale while ensuring a final sale price that properly
reflects the market value of your home.
Another critical factor to keep in mind when pricing your
home is timing. A property attracts the most attention,
excitement and interest from the real estate community
and potential buyers when it is first listed on the market
(see Figure 2). Improper pricing at the initial listing
misses out on this peak interest period and may result in
your property languishing on the market. This may lead
to a below market value sale price (see Figure 3), or,
even worse, no sale at all. Therefore, your home has the
highest chances for a fruitful sale when it is new on the
market and the price is reasonably established.
Figure 1 - Percentage of Buyers by Asking Price
Figure 2 - Activity versus Timing
We can give you up-to-date information on what is
happening in the marketplace and the price, financing,
terms, and condition of competing properties. These are
key factors in getting your property sold at the best price,
quickly and with minimum hassle.
Figure 3 - The Effect of Overpricing
How Buyers Found the Home They Purchased
Homebuyers may use several information sources in their search
process, but they are most likely to find the home they actually
purchase through a real estate sales professional.
Source: National Association of Realtors®
Profile of Home Buyers and Sellers.
Important Factors In Choosing A Real Estate Agent
A variety of factors influence a seller's decision to list with
a particular real estate agent.
What Sellers Want Most From
Real Estate Professionals
Real estate agents can best serve their clients when they fully
understand what their clients expect from them.
ABSORPTION RATE ANALYSIS
To Assist in Accurate Pricing of Your Property
1) INVENTORY
The total number of like-kind homes for sale within your price range.
2) ABSORPTION RATE
The rate at which like-kind homes will sell within your price range in a given
period of time. It can be expressed in unit sales per month.
EXAMPLE:
Sales Last 6 Months
Divided By 6 Mos.
(In Your Price Range)
72
= Sales Per Month
(Absorption Rate)
6
12
YOUR MARKET:
3) MONTHS OF INVENTORY
Determines the length of time required to sell all the existing homes by dividing
Current Inventory by Absorption Rate.
EXAMPLE:
Current Inventory
60
Div. By Sales per Month = Months of Inventory
12
5
YOUR MARKET:
4) PRICING STRATEGY
Homes priced closest to market value within your price range will sell first.
Slower (higher) absorption rates require pricing closer to the market.
SELLERS’ MARKET < - - - - - - - - - - - - - - - - - -- - - - - - - - - - - - - - - - - - - > BUYERS’ MARKET
Months 1 --- 2 --- 3 --- 4 --- 5 --- 6 --- 7 --- 8 --- 9 --- 10
ACTIVITY VS. TIME ON MARKET
The majority of showings occur in the early period of
marketing (typically the first 2 or 3 weeks)… then
diminish after existing buyers have seen your property.
PRICE
Don’t overprice your
home during the period
of its best activity…
then lower the price
after the buyers are gone!
1
2
3
4
5
6
WEEKS ON MARKET
7
8
“We Can Always Come Down”
(The “Bargaining Room” Myth)
The rationale of pricing your home higher than market value in
order to leave “bargaining room” is an ill-advised pricing tactic.
Buyers shop and compare, and recognize when homes are
well-priced in the market.
$
PRICE
Lower Price
Overpricing can cause your
property to stay on the
market longer than you want
and sell for LESS than
market value when it finally
does sell. Price it RIGHT…
from the beginning!
Lower Price
MARKET VALUE
SOLD
Sellers want Feedback… We give it to you!
Using our unique email Showing Feedback surveys, we request
important feedback results from showing agents on ALL showings.
Timely and candid feedback gathered from showing agents and buyers
helps with proper pricing and condition decisions, creating a faster sale.
The Purpose of Feedback
The reasons we follow up with the Agent who showed your house are:
1. To jog the Agent’s memory about the house so that we may be able to
get a second showing.
2. To answer any questions or concerns that the Buyer expressed so that
the house will be reconsidered.
3. To get the impression of the Buyers or Agents that might help
us to better market your house.
Note: Don’t expect Agents to give a full critique of the house. If they showed
12-15 houses, they honestly may not remember it in detail. Also, if an Agent
doesn’t call us back, it means the Buyers are not interested.
Interpreting Feedback
When An Agent Says:
The Agent Means:
“The Buyer thought the house was
too small.”
>
The Buyer found larger homes
for the same price.
“They liked the house, but bought
another one.”
>
They found other houses that
were better values.
“They liked the house, but bought
a new home.”
>
Buyers will pay 10 – 15% more
for a new house.
“They didn’t like the carpet.”
>
Seller should replace carpet
because of age or color.
“They thought the yard was too
small, the street too busy…”
>
They found other homes with
larger yards, quieter streets.
“They didn’t like the floor plan.”
>
They didn’t like the floor plan.
Price Objections are Always Clothed in Different Terms
SELLERS’ GOAL: To Be the Nicest House in the Price Range
Understanding The Real Estate Market
• If our house is not being shown, it means the agents think
our price is too high for that neighborhood.
Recommendation: A significant price adjustment
• If our house is being shown, but we are not getting any offers,
it means the Buyers are finding nicer homes for the money.
Recommendation: A moderate price adjustment
• If our house is “in the running” but the Buyers buy something
else, or if the Buyers view the house a second time but buy
something else, it means that we are close.
Recommendation: A minor price adjustment
According to the National Association of REALTORS,
if our house is priced correctly, we should get
one offer for every 10 showings.
In a normal market, we should get
1-2 showings per week.
RESUME
Angela McKendrick
Experience:
1998-Present: Real Estate Agent specializing in single
family, multi-family, condominiums, and land sales.
1994-2002: Marketing Director for McCormick Company.
Affiliations:
Greater Baltimore Board of Realtors.
Maryland Association of Realtors.
National Association of Realtors.
Residential Sales Council.
Education:
Columbia University
North Carroll High School
Professional Courses sponsored by the National Association
of Realtors.
Community:
Former American Cancer Society "Person of the Year."
Hunt Valley Community Association.
Greater Baltimore Association.
Scoutmaster Troop 211.
Personal:
Married to Jason McKendrick.
Children: David (31) and Anna (26).
Hobbies: Golf and Tennis.
Customer References
Sellers...
Fred & Susan Fredericks
23 Elm Street
822-4554
Joe & Lisa Johnson
1400 N. Timonium Road
922-2222
Ron & Dawn Larkin
2311 E. Roundtop Circle
444-3948
Debra Jones
433 Forest Drive
231-6932
Don & Julia Smith
32 E. Running Road
211-4599
Len & Hanna Leonard
443 Forest Drive
343-6798
Mark & Joan Dawson
2300 S. Timonium Road
666-3033
Suzanne Swift
22 Forrest Avenue
667-9888
Ron & Joan Burns
55 W. Running Road
333-9843
Joe & Ann Reese
321 Pine Forest Lane
222-4563
Robert Johnson
324 82nd Terrace
342-6879
Jay & Sarah Volkers
75 Winding Way
234-1098
Buyers...
In Conclusion
When you choose Angela McKendrick
you will receive:
� Excellent service and support.
� A market analysis of your home.
� A winning marketing plan.
� Every effort to sell your home promptly.
� The resources of Hirschi REALTORS.
List Your Home Now
with Angela McKendrick!

Why List With Hirschi Realtors?

Transcription

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