<p> 7300 Metro Boulevard, Suite 120 Minneapolis, Minnesota 55439 952-835-4477 [email protected] • www.davidknox.com</p><p>Get the Listing...Priced Right Time Allotments</p><p>Course Objectives Section Time Technique The student will be able to: A. Role of an agent (0:40) Lecture, To explain to a seller the importance of selecting involvement a real estate agent based upon a marketing plan, not listing price. B. Establishing value (0:30) Lecture, Prepare a CMA that fully supports and documents involvement, graphic the proper price range, weight value criteria by illustrations relative importance, define relationships between cost, price, value and market value. To explain regression, progression, substitution and contribution. C. External Influences (0:30) Lecture, Illustrate and explain how supply, demand, involvement, interest rates, qualifying ratios and financing mathematical requirements effect buyer affordability and illustrations. housing values. D. Advantages of proper (0:20) Lecture, Identify price as the key deterrent to sale, pricing involvement, understand the reasons for overpricing and modeling benefits to the owner of pricing within the market. E. Effects of overpricing (1:00) Lecture, Address all the common situations in which an involvement, charts, owner attempts to overprice a property. Use charts, diagrams, diagrams and illustrations to clearly demonstrate illustrations, the major points. instructor modeling</p><p>Section A: The Role of a Real Estate Agent (:40) A1. Steps of the Listing Process A2. How Will You Select a Real Estate Agent? A3. Avoid This Common Mistake A4. The Role of a Real Estate Agent in Pricing A5. Who Controls What? A6. The Pricing Storybook Section B: Establishing Value (:30) B1. Principles of Evaluation</p><p>David Knox Productions, Inc. Get the Listing... Priced Right Page 1 B2. Principle of Substitution B3. Value of Improvements B4. Regression and Progression B5. Criteria that Determine Value B6. How Buyers Determine Value B7. The Market Determines Value CMA B8. Opinions of Value B9. The CMA Field Trip Section C: External Influences (:30) C1. Buyer’s Market vs. Seller’s Market C2. Absorption Rate C3. What is the Market Trend? C4. Pricing Strategies for a Changing Market C5. Buyer’s Financial Requirements C6. Buying Up in a Down Market C7. Summary of influences Section D: Advantages of Proper Pricing (:20) D1. The benefits of moving must outweigh their desire to overprice D2. Factors Required for a Marketable Listing D3. The Best Offers are the First Offers D4. Pinball Listing D5. Considerations of a Relocation Offer D6. Search Bracket Pricing Section E: Effects of Overpricing (:60) E1. “But we need the money.” E2. “They can always make an offer.” E3. Search Homes to Show by Price Range E4. “We can always come down.” (Normal Market) E5. “We can always come down.” (Declining Market) E6. “Couldn’t we just try it for a couple of weeks?” E7. Activity on a Listing E8. Price It Right the First Time E9. “We're moving to a higher priced area.” E10. “We’ve had a higher appraisal.” E11. “We want to test the market.”</p><p>David Knox Productions, Inc. Get the Listing... Priced Right Page 2 E12. Ongoing Seller Communication</p><p>David Knox Productions, Inc. Get the Listing... Priced Right Page 3</p>