selling your home 101

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Homeselling Proposal Especially Prepared For: For Marketing the Property Located at: YOUR ADDRESS HERE Presented by: Suzanne White, ABR Broker Associate Prudential Kahler REALTORS 2401 W. Main St. Rapid City, SD 57702 Office: 605-343-7500 cell phone 605-390-0137 E-mail: [email protected] Date: May 22, 2014 ©2014, BRER Affiliates LLC. An independently owned and operated broker member of BRER Affiliates LLC. Prudential, the Prudential logo and the Rock symbol are registered service marks of Prudential Financial, Inc. and its related entities, registered in many jurisdictions worldwide. Used under license with no other affiliation with Prudential. Equal Housing Opportunity.

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Pre-Listing Packet

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Page 1: Selling Your Home 101

Homeselling ProposalEspecially Prepared For:

For Marketing the Property Located at:YOUR ADDRESS HERE

Presented by:Suzanne White, ABRBroker AssociatePrudential Kahler REALTORS2401 W. Main St.Rapid City, SD 57702

Office: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Date: May 22, 2014

©2014, BRER Affiliates LLC. An independently owned and operated broker member of BRERAffiliates LLC. Prudential, the Prudential logo and the Rock symbol are registered service marks ofPrudential Financial, Inc. and its related entities, registered in many jurisdictions worldwide. Usedunder license with no other affiliation with Prudential. Equal Housing Opportunity.

Page 2: Selling Your Home 101

May 22, 2014

Dear Seller:

Thank you for the opportunity to discuss the marketing of your property. I understand that selling your house is an important decision for you. My goal is tohelp you sell your property for the highest price attainable, within the time frame thatfits your plans, and to make the homeselling process as efficient, stress-free andsuccessful as possible. The purpose of this Homeselling Proposal is to help you understand the marketingprocess, to acquaint you with the current market activity in this area, and to explainhow Prudential Kahler REALTORS and I can assist you in achieving the sale of yourproperty. My hope is that you will be delighted with the homeselling experience. Again, thank you for allowing me to assist you in the marketing of your property.

Very truly yours,

Suzanne White, ABRBroker Associate, REALTOR®

Page 3: Selling Your Home 101

How I can help you

I will apply my knowledge and expertise to achieve the successfulsale of your property. Here is what you can expect from me:

� Your needs, interests and objectives will be my top priority. I will want to learnwhat is important to you, so I can help you attain your real estate goals.

� I will give you reliable information and solid advice so that you can makeinformed decisions. Please don't hesitate to ask questions.

� I will work for your best interests at every stage of the homeselling process,from the development and implementation of a Marketing Plan, through thenegotiation of purchase offers, to the final settlement of the transaction.

� Communication is important. We will want to agree to a system of regularcontacts (whether in person, on the phone, by mail, fax or e-mail) so I cankeep you up-to-date on the progress of the transaction.

It is my hope that you will be so pleased with my service that you will turn to mefor advice on your future real estate needs.

Page 4: Selling Your Home 101

Your needs come firstThe process of marketing and selling your house must match yourobjectives, priorities and needs.

In order to best serve you, I will want to learn more about your plans, so please feelfree to ask questions and share your concerns with me. The following worksheets onthe topics outlined below can help me understand your goals and help us build astrong working relationship:

� The agency laws that may apply as we work together in the marketing andsale of your property.

� The objectives you want to achieve from the sale of your house and thesupport you expect to receive from me.

� How the homeselling process should be tailored to fit the characteristicsof your property.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 5: Selling Your Home 101

Understanding your expectations

The following questions will help me understand what is mostimportant to you in the sale of your property.

1. Communication. How important is regularcommunication with your real estate professional?What information is important to you? How oftendo you want to be contacted, and what is yourpreferred way of staying in touch?

2. Motivation. Why are you considering selling yourproperty at this time? How far along are you in thehomeselling process (just exploring the possibilityof selling, or definitely committed to putting yourproperty on the market)?

3. Time frame. Is there a certain date by which thesale of this property needs to close? How flexibleare you on this time frame?

4. Relocation assistance. Will you need informationor assistance in moving to a new area?

5. Homeselling decisions. Are there any otherindividuals who will be involved in your propertysale decision? May I please have permission tospeak with them?

6. Price. Do you have specific expectations as to theselling price of your property? If so, what do youbase this figure on? Do you anticipate a certainamount of net proceeds from this sale?

7. Marketing Plan. Are there specific activities youexpect to see included in the marketing of yourproperty?

8. Previous homeselling experience. Have you eversold a house before? If so, how many and howrecently?

9. Positive experiences. What were the mostpositive features of your previous homesellingexperiences? If you have never sold a house before,what would help to make this a positiveexperience?

10. Concerns. Were there any unsatisfactory featuresof your previous homeselling experiences thatyou hope to avoid this time? If you are selling yourfirst house, are there any problems or concernsyou are worried about?

11. Expectations. What are your expectations of meas your real estate professional? What specificservices and support do you look forward toreceiving from me?

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 6: Selling Your Home 101

Appreciating your property

Each property has special features that may interest buyers.Please tell me about your house.

1. What do you feel are the most appealingfeatures of this property?

2. What features does this property have thatdifferentiate it from other similar properties?

3. What changes or enhancements would yousuggest to make your property as salable aspossible?

4. What do you regard as the most attractivefeatures of the surrounding neighborhood?

5. Do you have any special terms or conditions regarding the sale of your property I shouldbe aware of (e.g., items of personal propertyto be excluded, etc.)?

6. Are you aware of any problems or concernsregarding the property or the neighborhoodthat will need to be disclosed to prospectivebuyers?

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 7: Selling Your Home 101

Homeselling processSelling a house typically includes many of the following elements.I will be your resource and guide every step of the way.

Initial Consultation� Determine your needs and priorities� Review "agency" choices & select appropriate working relationship� Discuss Marketing Plan� Establish Pricing Strategy

Design and Implement Marketing Plan� Complete home enhancement recommendations� Carry out scheduled marketing activities� Show the property to brokers and prospective buyers� Communicate with you on a regular basis� Monitor results of marketing activities� Modify Marketing Plan and Pricing Strategy as necessary

Review Offer and Reach Agreement with Buyer� Buyer's Real Estate Professional presents offer� Discuss and clarify proposed terms and conditions� Negotiation; possible counteroffers� Reach final agreement

Complete Settlement Process (per purchase contract)� Deposit of buyer's earnest money� Sign documents� Title search; preliminary title report to buyer� Inspections� Removal of remaining contingencies� Buyer's final walk-through of property� Loan funding/balance of funds from buyer� Recording of title� Relocation of seller; possession of property by buyer

After-sale Service� Help you find your next home, as needed� Assist you with relocation, as needed� Provide resources for other after-sale homeowner needs

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 8: Selling Your Home 101

From offer to completed saleWhen our marketing efforts bring a purchase offer, I will:

Negotiate the agreement

� Explain the offer to you and answer your questions.� Help you determine the best course of action by pointing out potential advantages

and disadvantages of the offer and clarifying the choices available to you.� Prepare an Estimate of Net Proceeds based on the proposed price and terms.� Negotiate through the buyer's agent, and handle possible counteroffers, to reach

a final agreement that is favorable to you.

Complete the transaction

� Explain to you in detail all the steps that will occur for a successful closing, andanswer any questions you might have.

� Work with the buyer's broker, settlement officer, title officer and others to helpcoordinate their activities and keep the transaction moving forward.

� Monitor progress of inspections, the buyer's loan and other contingencies ascalled for in the purchase contract. Resolve questions or problems that mightarise, in order to ensure a timely closing.

� Accompany the buyer and buyer's agent during their final walk-through of the property.

� Assist you in handling details required for the completion of the transaction.� Communicate with you on a regular basis so that you can stay informed and as

worry-free as possible.

Follow up after the sale closes

� Confirm that all your real estate-related needs have been met, and provideinformation on service providers you may require.

� Offer relocation assistance, if moving to a new area.� Help you locate a new home if remaining in this area.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 9: Selling Your Home 101

Prudential Real Estate has the highest averagesales price

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 10: Selling Your Home 101

How buyers find the homethey purchase

Homebuyers may use several information sources in their searchprocess, but they are most likely to find the home they actuallypurchase through a real estate sales professional.

Source: National Association of REALTORS ® Profile of Home Buyers and Sellers 2011.Due to rounding, percentage distributions may not add up to 100 percent.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 11: Selling Your Home 101

The goals of effective marketing

To successfully promote your property to the market,a comprehensive plan of targeted activities is essential.Our marketing program has three aims:

Promote directly to prospective buyers

� Print advertising

� The Internet

� Yard sign

� Open houses

� Other marketing activities

Enlist the efforts of other real estate professionals

� The Prudential Real Estate Network

� Referral and relocation resources

� Multiple Listing Service (MLS)

� Direct promotion to other real estate professionals

Maintain communication with you

� Review the results of our marketing activities

� Consult with you to fine-tune our marketing strategy, as needed

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 12: Selling Your Home 101

Online Seller Advantage®

Another benefit of OSA is having constant communication andinformation at your fingertips.

� Listing Presentation Reports The OSA Listing Presentation Reports demonstrate precisely the type of Webactivity your property would have experienced on PrudentialRealEstate.com and all the other Web sites in our network, such as:

- How many registered buyers requested to be notified the minute aproperty like yours becomes available through the Multiple ListingService(MLS)

- How many registered buyers are monitoring other listings in yourgeneral area

- How many times yesterday, last week, and last month your property waspresented on search results to prospective buyers

� Daily or Weekly EmailsYou will receive daily or weekly activity emails detailing activity in theneighborhood with new and existing competing listings, including new photosand price or status changes. The email includes information itemizing onlinebuyers' interest level and search behavior specific to your listing. This includeshow many times your property was:

- Included in search results

- Viewed in the one property-per-page view

- Saved in a prospective buyer's online portfolio

These are exclusive benefits that only Prudential Real Estate can deliver.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 13: Selling Your Home 101

Important ways to help promoteyour property

By providing peace of mind to prospective buyers, these steps canenhance the salability of your property:

� Written disclosure

A written property disclosure statement will give buyers a clear understandingof this property and the surrounding neighborhood.

� Home warranty

A home warranty can give prospective buyers peace of mind by providingrepair-or-replace coverage of major home operating systems and appliances.

� Professional home inspections

Professional inspections, such as structural, roof and termite, will reveal thecurrent condition of the property.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 14: Selling Your Home 101

Understanding market value

Market-sensitive pricing can be the key to maximum marketexposure and, ultimately, a satisfactory sale.

The existing pool of prospective buyers determines a property's value, basedon:� Location, design, amenities and condition.� Availability of comparable (competing) properties.� Economic conditions that affect real property transactions.

Factors that have little or no influence on the market value of a house include:� The price the seller originally paid for the property.� The seller's expected net proceeds.� The amount spent on improvements.

The impact of accurate pricing:� Properties priced within market range generate more showings and offers, and

sell in a shorter period of time.� Properties priced too high have a difficult time selling.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 15: Selling Your Home 101

Determining a market-sensitive price

An impartial evaluation of market activity is the most effective wayto estimate a property's potential selling price. A ComparativeMarket Analysis considers similar properties that:

Have sold in the recent past� This shows us what buyers in this market have actually paid for properties

similar to yours.

Are currently on the market� These are properties that will be competing with yours for the attention of

available buyers.

Failed to sell� Understanding why these properties did not sell can help avoid disappointment

in the marketing of your property.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 16: Selling Your Home 101

The dangers of overpricing

An asking price that is beyond market range can adversely affect themarketing of a property.

� Fewer buyers are attracted, andfewer offers received.

� Marketing time is prolonged, andinitial marketing momentum is lost.

� The property attracts "lookers" and helps competing houses lookbetter by comparison.

� If a property does sell above true market value, it may not appraise,and the buyers may not be able to secure a loan.

� The property may eventually sell below market value.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 17: Selling Your Home 101

How will buyers see your property?

It is important for a property to make the best possible impressionon prospective buyers. The following can interfere with a buyer'sappreciation of a property:

Exterior

� Clutter

� Lawn needs mowing and edging

� Untrimmed hedges and shrubs

� Dead and dying plants

� Grease or oil spots on the driveway

� Peeling paint

� Anything that looks old or worn

Interior

� Worn carpets and drapes

� Soiled windows, kitchen, baths

� Clutter

� Pet and smoking odors

� Peeling paint, smudges or marks on walls

A comparatively small investment in time, money and effort to remove these distractions can lead to stronger offers from buyers.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 18: Selling Your Home 101

Show off your home - every time!

These tips can help your house make the best impression,every time it is previewed by sales professionals or shown toprospective buyers:

Exterior� Remove toys, newspapers, yard tools and other clutter.� Tidy up; pick up after pets.� Park vehicles in the garage or on the street; leave the driveway clear.� Add color with flowers and potted plants.

Interior� Make beds; clean up dishes; empty wastebaskets.� Remove clutter throughout; organize closets and cupboards; put away toys.� Set out "show towels" in baths.� Freshen the air; potpourri or baked bread aroma; deodorize pet areas; set

comfortable temperature.� Do quick vacuuming and dusting.� Arrange fresh flowers throughout.� Fire in fireplace (when appropriate).� Turn off television; play soft background music.� Open drapes and shades; turn on lights.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 19: Selling Your Home 101

You are the key playeron the homeselling teamNo one has a more important role in the homeselling process thanyou. Here are some ways your participation can contribute to asuccessful sale:

� Maintain the property in ready-to-showcondition.

� Ensure that the house is easily accessible to realestate professionals(lock box and key).

� Try to be flexible in the scheduling of showings.

� When you are not at home, let me know howyou can be reached in case anoffer is received.

� If approached directly by a buyer who is not represented by a real estateprofessional, please contact me. Do not allow them into the property unescorted.

� Remove or lock up valuables, jewelry, cash and prescription medications.

� If possible, do not be present when the property is being shown.

� Securely pen up pets, or take them with you.

� Be cautious about saying anything to buyers or their sales professionals that couldweaken your negotiating position, especially regarding price or your urgency to sell.

� Collect the business cards of real estate professionals who preview and showyour home, and pass them on to me.

� Let me know of any change in the property's condition that would need to bedisclosed to potential buyers.

� Be available to review with me the list price and condition of your propertyif it has not sold in a reasonable period of time.

� Contact me at any time with questions or concerns.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 20: Selling Your Home 101

Core values

Prudential Real Estate and Relocation Services are guided by thesecore values:

� Customer Focused

We place our customers and their needs in the forefront.

� Worthy of Trust

We keep our promises and behave with integrity at all times.

� Mutual Respect

We foster an environment that encourages individuals with diverse backgroundsand talents to contribute creatively and grow to their fullest potential.

� Winning

We set challenging targets and reward empolyees for achieving those targets,while conducting their business activities with integrity.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 21: Selling Your Home 101

Prudential Real Estate network growth

Source: Prudential Real Estate report on Key Historical Statistics.

© 2011 Prudential Financial, Inc. and its related entities. Prudential Real Estate brokerage services

are offered through the independently owned and operated franchisees of Prudential Real Estate

Affiliates, Inc., a Prudential Financial company. Prudential, the Prudential logo and the Rock symbol

are registered services marks of Prudential Financial, Inc, and its related entities, used under license.

Equal Housing Opportunity.

$106 BILLIONSALES VOLUME

1991

1991

23,800

Source: Prudential Real Estate report on Key Historical Statistics.

Rock symbol are registered service marks of Prudential Financial, Inc. and its related entities, used under

As of December 31, 2011 the combined total annual sales volume of all members of the Prudential Real Estate Network reached $106 billion – an increase of 256% from 1991’s $29.8 billion.

378,000TRANSACTIONS

The number of transaction sides reported by Prudential Real Estate sales professionals as of December 31, 2011 was 378,000 –a 88% increase since 1991.

As of December 31, 2011, the Prudential Real Estate Network grew through company sales, mergers, acquisitions and recruiting. With over

Network has increased its presence by 73% in the United States and Canada since 1991.

APPROXIMATELY50,000 AGENTS

The Prudential Real Estate Network has approximately 50,000 agents as of December 31, 2011 – a 110% increase since 1991.

1991

869

201,000

1991

$29.8 billion 2011

$106 billion

1991

2011

1991

869 2011

1,500

1991

2011

378,000

OVER 1,500 OFFICES

201,000

1991

23,800 2011

50,000

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]

Page 22: Selling Your Home 101

Prudential Real Estate -who we arePrudential Real Estate, which began offering franchises in 1988, is now one of the largest real estatebrokerage franchise networks in North America with offices in every state of the union, eightCanadian provinces and in Mexico. Across North America, consumers recognize the Prudential RealEstate yard sign as the one to trust for unrivaled quality, service and results.

In December 2011 Brookfield Residential Property Services acquired Prudential Real Estate’s parent,BRER Services Inc. (formerly known as Prudential Real Estate and Relocation Services Inc.) Theacquisition created North America’s third-largest residential real estate brokerage franchisingbusiness – an even bigger, better and more agile organization.

Brookfield Residential Property Services is part of Brookfield Asset Management Inc., awell-capitalized company with a 100-year history. Brookfield Asset Management is one of the largestowners, developers and managers of residential and commercial real estate, and is listed on theNYSE.

Network StrengthThe Prudential Real Estate Network is one of the largest real estate brokerage franchise networks inNorth America, with over 1,600 member offices. Its Network of approximately 54,000 salesprofessionals can satisfy your home selling and buying needs virtually anywhere in the United States,Canada and Mexico.

High Standards

When you consider buying or selling a home, potentially thelargest financial commitment and most important investmentin your life, there are no more powerful and important wordsthan reliability and trust. Each and every Prudential RealEstate sales professional carries this responsibility andcommitment with them day in and day out-it is whatseparates Prudential Real Estate from all other real estateorganizations. When Prudential Real Estate salesprofessionals hang their yard sign at a listing or present theirbusiness card to a prospect, they are representing anorganization that consistently strives to provide the mosteffective homeownership experience possible, throughinnovative uses of technology, marketing and key businessinitiatives.

©2014, BRER Affiliates LLC. An independently owned and operated broker member of BRER Affiliates LLC. Prudential, the Prudential logo and the Rock symbol are registeredservice marks of Prudential Financial, Inc. and its related entities, registered in many jurisdictions worldwide. Used under license with no other affiliation with Prudential. EqualHousing Opportunity.

Suzanne White, ABROffice: 605-343-7500cell phone 605-390-0137E-mail: [email protected]