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A Guide to MARKETING and SELLING

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A Guide to MARKETING and SELLING A Guide To MARKETING AND SELLING YOUR HOME Identifying YOUR NEEDS Identifying YOUR NEEDS YOUR NEEDS COME FIRST The process of marketing and selling your home must match your objectives, priorities and needs. The following questions will help identify what is important to you and assist us in building a strong working relationship. NOTES Motivation: Why are you considering selling your _____________________________ property at this time? Where are you in the home selling _____________________________ process? Are you just exploring the possibility of selling or are you definitely committed to putting your property on _____________________________ the market? _____________________________ _____________________________ Is there a certain date by which the sale Time Frame: _____________________________ of this property needs to close? How flexible are you on this time frame? _____________________________ _____________________________ Home Selling Decisions: Are there any other _____________________________ individuals who will be involved in your property sale _____________________________ decision? _____________________________ Relocation Assistance: Will you require information _____________________________ or assistance on moving to a new area? Our award winning _____________________________ relocation team is ready to assist! _____________________________ _____________________________ Price: Do you have specific expectations as to the selling price of your property? _____________________________ _____________________________ Previous Home Selling Experience: Have you ever _____________________________ sold a home before? _____________________________ First Time Seller: If you have never sold a home _____________________________ before, do you have any specific concerns? _____________________________ Expectations: What are your expectations of your real estate sales professional? What specific services and support do you look forward to receiving? Identifying YOUR NEEDS UNDERSTANDING YOUR PROPERTY Every property has special features that may interest buyers. Please tell me about your home. What changes or What do you feel are the enhancements would you How is your property most appealing features suggest to make your different from others? of this property? property as marketable as possible? Should I be aware of any special terms or conditions Are you aware of any What do you regard as the regarding the sale of your problems or concerns most attractive features of the property; e.g., items of regarding the property surrounding neighborhood? personal property to be or the neighborhood? excluded, etc.? Identifying YOUR NEEDS THE HOME SELLING PROCESS The process of selling a home can be daunting even if it’s not your first time. The process outlined below is designed to help you better understand the many steps involved in selling your home and how I work to tie them all together. STEP 1 STEP 2 STEP 3 STEP 4 Discuss your Implement a Show your home needs, marketing Sign the paperwork marketing program and review feedback plan, listing and consider a and prepare your from potential buyers price, terms and home warranty. home for and their real estate conditions. showings. professional. STEP 5 STEP 6 STEP 7 STEP 8 Settlement Staying in touch. Receive an offer Congratulations, day arrives. I will continue to and review the you have a ratified The transaction provide support for advantages and contract of sale is finalized and all of your future real disadvantages. for your home. proceeds are estate needs. distributed. Together we will All documents are I will be by your I am never too discuss and clarify the signed. I will stay on top side while closing busy for you! proposed terms and of the details to ensure documents are signed. conditions, negotiate the timely completion possible counter of any remaining offers and reach a final contingencies and get agreement. you to settlement. Identifying YOUR NEEDS ESCROW Funds, taxes, utilities, or HOA/ GLOSSARY TERMS property or other things condominium fee. of value left in trust to a AGENT A person acting to complete the purchase of SALES ASSOCIATE the real estate and seller’s net third party. The escrow A person with a real estate on behalf of another, called may be released upon the principal. proceeds. Also, “settlement license and associated with sheets” or “HUD-1”. the fulfillment of certain a specific real estate broker. AGREEMENT conditions or by agreement COMMISSION of the parties. SURVEY A map or OF SALE Known by Payment of money or plat made by a licensed various names, such as valuable consideration to LISTING surveyor showing the “contract of purchase”, a real estate broker for CONTRACT Between results of measuring the “purchase agreement”, services performed. a homeowner (as principal) land with its elevations, “sales agreement”, “sales and a licensed real estate improvements, boundaries contract” or “binder”, CONVEY To deed or broker (as Sales Professional) and its relationship to according to location or transfer title of property by which the broker is surrounding tracts of land. jurisdiction. A contract in from one person to another. employed to market the real A review of the survey which a seller agrees to sell estate within a given time is often required by the and a buyer agrees to buy DEED A formal written instrument by which title to for which service the owner lender to assure a building under certain specific terms agrees to pay a commission. is actually sited on the and conditions spelled out real property is transferred from one owner to another. Also “listing agreement”. land according to its legal in writing and signed by description. both parties. Also, “conveyance”. MARKET VALUE The highest price which a TIME IS OF THE APPRAISAL An expert DEED OF TRUST Like a mortgage, a security buyer, ready, willing and ESSENCE Many judgment or estimate of the able, but not compelled quality or value of real estate, instrument whereby real contracts call for a specific property is given as security to buy, would pay and the time by which the agreed completed by a licensed lowest price a seller, ready, appraiser, as of a given date. for a debt. However, in on acts must be completely a deed of trust there willing and able, but not performed. This means ASSESSED VALUE are three parties to the compelled to sell, would that the contract must be The valuation placed upon instrument: the borrower, accept. Basis for “listing performed within the time property by a public tax the trustee and the lender price” or “asking price”. limit specified. A party who assessor as the basis for taxes. or beneficiary. MARKET PRICE The fails to perform on time may be liable for breach of CERTIFICATE EARNEST MONEY actual amount for which a piece of property is contract. OF TITLE A document The money given to the seller by the potential buyer sold. Also, “sales price”, TITLE As generally used, signed by a title examiner “purchase price”. or attorney, stating that the (usually held in escrow) a document that indicates seller has a good marketable upon the signing of the MORTGAGE A lien or rights of ownership and and insurable title. agreement of sale to show claim against real property possession of particular that buyer is serious about given by the buyer to the property. CLOSING buying the house. Also, lender as security for money TRANSFER/ STATEMENT “deposit”. borrowed. (Settlement) The computation RECORDATION EQUITY The interest PRORATE To allocate of financial adjustments TAX State tax, local tax or value which the owner between the seller and between the buyer and seller (where applicable) and tax has in real estate over and buyer their proportionate as of the day of closing a stamps (in some areas) above the debts against share of an obligation sale to determine the net required by law when title it. (Sales Price - Mortgage paid or due. For example, amount of money which the passes from one owner to Balance = Equity.) a prorate of real property buyer must pay to the seller another. Marketing YOUR PROPERTY Marketing YOUR PROPERTY CHARACTERISTICS OF HOME BUYERS Home buyers may use several information sources in the search for their new home, however, they are most likely to find the home they actually purchase through a real estate sales professional. of home buyers used the Internet in their home search. 92% of home buyers started the home buying process by searching % 42 for real estate properties online. The typical home buyer searches for 12 weeks and views 10 homes. 12 weeks 38 % of recent home buyers were first-time buyers. 14% purchased a multi-generational home. Typical buyer is 42 years old. 42years old 66% of recent home buyers were married couples. of recent home buyers listed the desire to own a home as the % 30 primary reason for home purchase. 88% of home buyers financed their home purchase. Source: 2013 Profile of Home Buyers and Sellers (http://www.realtor.org/sites/default/files/Highlights-NAR-HBS-2013.pdf) Marketing YOUR PROPERTY TRADITIONAL MARKETING The objective of any good marketing plan is to expose your property to a pool of the most motivated and qualified buyers. While many home sellers believe newspaper ads are essential to attracting buyers, the reality is that the overwhelming majority of buyers come from other real estate professionals. We focus our efforts and our dollars where they bring the greatest return. By taking advantage of our internal channels and concurrently publishing information directly to the entire real estate community, we are able to effectively reach and appeal to the prospective buyer. Visible Brochure Lock Open Signage Box Box House Our distinctive brand Home brochure The key box allows Depending on market sign acts as a magnet to distribution boxes contain cooperating Sales conditions and the location prospective buyers 24 hours enticing information Professionals easy, secure of your property, an a day. With 98% national about your home. access to your home for open house may be an name recognition, this is potential buyer showings. appropriate and effective more than just a sign, it is a Property access is vital to a means of increasing powerful advertisement.
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