docEADS TO ISTINGS
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EADS TO ISTINGS
S I L TO I S AS D D A A LE K I K O S G TIN TODAY’S AGENDA Step 1 Step 2 Step 3 Step 4 Step 5 • Generating Leads • Listing Appointment • Preparing the Home • Contract to Close • Maintaining Relationships TODAY’S AGENDA Step 1 Step 2 Step 3 Step 4 Step 5 • Generating Leads • Listing Appointment • Preparing the Home • Contract to Close • Maintaining Relationships EXPIREDS, WITHDRAWNS, FSBOS, ABSENTEE OWNERS Step 1: Generating Leads PRIME SELLER LEADS, SMARTZIP, BOLDLEADS, FACEBOOK ADS Step 1: Generating Leads POSTCARDS: FARM, JUST LISTED, UNDER CONTRACT, JUST SOLD Step 1: Generating Leads Since January 2014: # Farm Postcards Sent: 107,558 Cost of Farm Postcards: $43,668.46 Commission Earned: $250,710 Return on Investment: 474% SPHERE OF INFLUENCE AND PAST CLIENTS Step 1: Generating Leads ZILLOW/TRULIA, ANGIE’S LIST, YELP, FACEBOOK BUSINESS PAGE Step 1: Generating Leads NETWORKING GROUPS AND OTHER REALTORS Step 1: Generating Leads PRE-QUALIFYING LEADS Step 1: Generating Leads How long have you considered selling your home? Have you found a new home to purchase or rent? What is your motivation for selling? Have you used a Real Estate agent before? If so, how was the process for you? What factors are you considering in selecting an agent? What price would you like to list your home for? What is your current loan balance? Please provide a description of your home and the address. What are the factors about your home or neighborhood that will be most attractive to potential buyers? When do you want your home to go on the market? Will you be ready to list your home when we meet? TODAY’S AGENDA Step 1 Step 2 Step 3 Step 4 Step 5 • Generating Leads • Listing Appointment • Preparing the Home • Contract to Close • Maintaining Relationships PRE-LISTING PACKAGE Step 2: Listing Appointment Mr. And Mrs. Jones 123 Main Street Washington, DC 20001 Dear Mr. and Mrs. Jones, PRE-LISTING PACKAGE Step 2: Listing Appointment PRE-LISTING PACKAGE Step 2: Listing Appointment PRE-LISTING PACKAGE Step 2: Listing Appointment PRE-LISTING PACKAGE Step 2: Listing Appointment PRE-LISTING PACKAGE Step 2: Listing Appointment PRE-LISTING PACKAGE Step 2: Listing Appointment BE THE MARKET EXPERT: ABSORPTION RATE Step 2: Listing Appointment Find the # of sales for the year using a price range or neighborhood: Total # of sales Current active listings ÷ 12 Months = Avg. sales per month ÷ Avg. sales per month = Absorption rate in months BE THE MARKET EXPERT: PREPARE CMA & PREVIEW COMPS Step 2: Listing Appointment Prepare CMA Preview Comps GET TO KNOW THE SELLER Step 2: Listing Appointment GET TO KNOW THE SELLER Step 2: Listing Appointment GI – Silent Generation ✓ ✓ ✓ ✓ 1900 – 1945 17% of adult population 10% of all buyers 19% of all sellers ▪ Respects process, procedure, specialists, designations, and experience ▪ Very loyal ▪ Usually have equity ▪ Transaction will require patience GET TO KNOW THE SELLER Step 2: Listing Appointment Baby Boomer Generation ✓ ✓ ✓ ✓ 1946 – 1964 33% of adult population 32% of all buyers 42% of all sellers ▪ Custom marketing uniquely prepared for them ▪ High maintenance, constant attention ▪ Time is precious ▪ Limited loyalty ▪ Income rich cash poor GET TO KNOW THE SELLER Step 2: Listing Appointment Generation X ✓ ✓ ✓ ✓ 1965 – 1979 28% of adult population 31% of all buyers 30% of all sellers ▪ Expect technologically savvy professionals ▪ Will be your business partner ▪ Email and texting preferred ▪ High expectations GET TO KNOW THE SELLER Step 2: Listing Appointment Generation Y ✓ ✓ ✓ ✓ 1980 – 2000 22% of adult population 28% of all buyers 9% of all sellers ▪ E-transaction (search to close) ▪ Will be an involved partner ▪ Crossing a threshold may not be necessary to complete a transaction ▪ Speed is critical HANDLING OBJECTIONS Step 2: Listing Appointment • Commission • Price • Length of Agreement • Showing Procedure • Only Sell if Buying TODAY’S AGENDA Step 1 Step 2 Step 3 Step 4 Step 5 • Generating Leads • Listing Appointment • Preparing the Home • Contract to Close • Maintaining Relationships S.W.A.T. TEAM: CONTRACTOR Step 3: Preparing the Home S.W.A.T. TEAM: CLEANING Step 3: Preparing the Home S.W.A.T. TEAM: STAGING Step 3: Preparing the Home S.W.A.T. TEAM: LANDSCAPING Step 3: Preparing the Home S.W.A.T. TEAM: PHOTOGRAPHS Step 3: Preparing the Home MARKETING Step 3: Preparing the Home • Postcards • Open Houses • Top Agent Network • Coming Soon: MLS • Call Agents TODAY’S AGENDA Step 1 Step 2 Step 3 Step 4 Step 5 • Generating Leads • Listing Appointment • Preparing the Home • Contract to Close • Maintaining Relationships OFFER PRESENTATION Step 4: Contract to Close Agent Name Offer Price Escalatio n Clause Downpayment Wong $325,000 N/A 25% Ehren s $345,000 w/ $335,000 escalation of $1,000 Forna $335,000 N/A Yeh $343,000 Tello $350,000 w/ $1,000 $340,000 escalation factor Myers $334,900 N/A N/A Home Home Title Warranty Seller Financin Appraisa Inspectio EMD Comp (Paid by Sub Financing g Contg l Contg n Contg Misc seller) Sept 30 or K K Title Convent10 day lead $3,500.0 and No 0 21 21 10 earlier ional base paint 0 Escrow Settlemen t Date 5% $10,050. 00 Sept 18 Counsel Title No 0 FHA 21 21 7 ? $1,000.0 0 Sept 30 ? ? $9,000 Conventional N/A N/A 7 Sept 29 Title One Settlements No 0 Conventional 23 23 10 Sept 18 Kenton Realty Title ? 0 FHA 21 N/A 7 Sept 25th or earlier ? ? $10,04 7 Conventional 30 21 10 $3,000.00 ? $5,000.0 0 20% $3,349.0 0 First time MD home buyer As IS property, MD first time Seller Paying termite, first time MD home buyer, Missing Preapproval MD First time home buyer SELLER NET SHEET Step 4: Contract to Close NEGOTIATIONS Step 4: Contract to Close Offer Terms • • • • • • • • • Home Inspection Contingency Appraisal Contingency Financing Contingency Offer Price Closing Assistance Earnest Money Deposit Settlement Date Escalation Clause Settlement Company TRANSACTION COORDINATION Step 4: Contract to Close Contract to Close Checklist Once Contract is Accepted by Seller: ❑ Prepare offer in docusign for sellers’ signatures ❑ Once ratified (signed by all parties), save copy in dropbox folder ❑ Create case sheet on-line ❑ Change status on MLS from "Active" to "Contingent” ❑ Send congratulations email to seller with contract details, dates, a copy of the contract, and a request to put up the Under Contract sign rider ❑ Email Buyer’s Agent introducing yourself in the process, outlining the details and dates of the contract, and including a copy of the final contract ❑ Order HOA/Condo documents if necessary ❑ Schedule settlement and walkthrough date/time and inform seller, within two days of ratification ❑ Notify seller of home inspection, radon inspection, and termite inspection dates if applicable ❑ Add all contingencies to calendar with 2 day reminder ❑ Email lender weekly for updates on buyer financing: appraisal ordered, clear to close, loan to underwriting, survey ordered/received, title commitment received, prelim HUD ❑ Obtain commitment letter from lender by financing contingency date ❑ Submit comps to appraiser that support contract price# ❑ Deliver HOA/Condo documents to buyer/buyer’s agent if applicable ❑ Send settlement letter to seller (w/directions), includes all close out information regarding utilities, vacating the property, etc. CONGRATULATIONS EMAIL Step 4: Contract to Close Dear Joe, Congratulations on the sale of your home! Below are the important details of your contract and information to help you with your move. Also, the home inspection is scheduled on Friday, November 14th at 9:30 am. The inspection should take about 2 to 3 hours. Please review the important dates below and let me know if you have any questions. Date of ratification: November 10th Home Inspection Contingency Deadline: November 15th Financing Contingency Deadline: December 1st Appraisal Contingency Deadline: November 22nd Settlement Date: December 5th Now that your home is under contract, please contact all of your utility companies and notify them of the settlement date (once we have a settlement date confirmed). All utilities should be ‘transferred’, not cancelled, into the buyer's name on the day of settlement. We will ask the buyer's agent to have their clients call as well to get the new accounts setup. Below is a recommendation for a moving company should you need one. Metropolitan Moving & Storage, LLC 330 N. Stonestreet Avenue Rockville, Maryland 20850 www.dcmetropolitanmoving.com If you need any other recommendations or have any questions, please let us know. SETTLEMENT: PREPARATORY EMAIL Step 4: Contract to Close Dear Joe, Here is some helpful information that you will need as we get closer to your settlement date. We will get a preliminary settlement sheet (HUD -1) typically a day or two before you sign. This document will itemize all of your expenses and will tell you the amount of your proceeds. Settlement Date/Time: Monday, September 28th at 12:30 pm (Seller signing only) Someone from our team (most likely Koki) will meet you there. Settlement Location: Stewart Title Group: 11 Dupont Circle, Suite 750, Washington, DC 20036 Please remember to bring your photo ID and all keys to the property. Please contact the settlement company with any questions ((202) 349-0220). In the event you would like to receive your proceeds via wire transfer, please bring a voided check with you to settlement. You'll also want to call the utility companies to ensure that they get transferred on the date of closing to the new owner (September 29th). Water is included in your condo fee so no need to call the water company. Here is a link to change your address with the post office: Post Office Address Change Congratulations!!! TODAY’S AGENDA Step 1 Step 2 Step 3 Step 4 Step 5 • Generating Leads • Listing Appointment • Preparing the Home • Contract to Close • Maintaining Relationships SCHEDULED FOLLOW-UP Step 5: Maintaining Relationships Anniversary Outreach: o o o o o 1 week 1 month 6 month 1 year annual F O R D FAMILY OCCUPATION RECREATION DREAMS CLIENT EVENTS Step 5: Maintaining Relationships BIRTHDAYS Step 5: Maintaining Relationships QUESTIONS? Koki Adasi 240.994.3941 [email protected]
