win more listings like a boss. less blah blah more ah ha success strategies for listing...

Created with Haiku DeckBy Ken Brand 832-797-1779

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PreListing Appointment Package

How To WiN Listings - Less Blah-Blah More Ah-Ha super simple listing appointmentstrategies.

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Listing Checklist

1. Pre-listing letter!! Prepare letter2. Testimonials and references!! List of satisfied past clients!! List of transaction sides!! Testimonial letters!! Letter from broker!! Articles that support your points3. Productivity!! Production!! Tenure!! Show % of Sale Price you receive

!! Show % of Expirations vs. Board!! Show Days on Market vs. Board4. Education!! Education courses and certificates!! Professional designations, credentials (GRI,CRS,LTG,etc.)5. Listing sequence!! Preparation!! Initial meeting!! Determine motivation!! Present marketing plan!! Seller selects a real estate agent!! Establish price only after they have selected an agent

1. Company information and capability!! History!! Company size, offices, number of agents!! Market share!! Sales map showing geographic strength!! Company % of Sale Price you receive!! Company % of Expirations vs. Board!! Company Days on Market vs. Board!! Unique factors: net gain over competition2. Service assurance money-back guarantee!! Points of service that we guarantee!! You don’t even pay me unless I do my job to your

satisfaction!! Cancellation clause subject to performance3. Selling skills!! Availability:Website,HomeSource,Pager,Voicemail,E-mail!! Exposure vs. Response to that exposure!! Ability to convert suspects to prospects through questioning!! Prequalification of buyers4. Marketing materials!! Sample feature sheet, open house info sheet, and/or ad!! Actual feature sheets prepared for this home!! Area profile!! Information boxes!! List/Sold cards!! Personal brochures!! Company brochures5. Communication!! Follow up feedback on showings!! Progress reports!! “When would you like us to call?”6. Relocation services!! Affiliation with national networks7. Target marketing plan!! Describe the prospective purchaser: Age, marital status,

family situation, occupation, income, PITI, equity, savings,present home, present equity, financing, interests

!! Tailor a plan to reach that customer: Medium, mailing listsand mailings, special interest journals, neighborhoods,present prospects, networking, ad headlines, open houses,advertising, personal networking system, databases ofdemographics, website, personal database coded by pricerange, broker open houses to agents in that price range, photoclassifieds, corporate-type magazines

8. (USP) Unique selling proposition, services!! Mortgage banking!! Relocation affiliation!! Title insurance!! Home warranty!! Builder affiliate!! Distinctive Homes Division!! Guaranteed sale plan!! Closing services9. Technology!! Website; search by convenient parameters (show on laptop)!! Voice mail and pager combination!! Fax back info number!! Computer database of clients and inquiries10. Servicing and preparation!! Full disclosure!! Fair housing responsibility!! Agency!! For Sale sign!! Multiple Listing Service!! Tour (schedule, benefits)!! Open house (privacy, schedule)!! Showings (privacy, silence, lock box)!! Communication (weekly, status)!! Progress report (showings, comments)!! Market position update!! Price adjustment!! Condition, marketing improvements!! Quick sale potential!! Contract presentation and negotiation 11. Marketing!! Promote team effort!! Ad policy and suggested copy!! Distribution of property information!! Tour and meetings!! Neighbors (tell 20 surrounding neighbors)!! Current prospects!! Sphere of influence!! Co-op sales associates!! Special interest (plane, boat, racing, horses)!! Lower priced homes/apartments!! Special flyers, photo brochures!! Local businesses and organizations!! Relocation services

Pre-listing

Listing

© 2003 Reprint Permission Granted by David Knox Productions, Inc. (800)822-4221 • www.davidknox.com

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Tuesday, December 11, 12

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Q: What commission do you charge?

Answer: Our Marketing Fee is 3%. This fee includes massive broadcast internet marketing, targeted advertising, and all the selling services required to get your property SOLD for Top Dollar and in a time frame that works best for you. We manage, coordinate and orchestrate the entire process from day one through a successful and trouble free closing.

When we advertise your property in the Multiple Listing Service, we will be competing with sellers who are offering agents working with qualified buyers a 3% commission…we will also compete with New Home Builders who pay a 3% commission as well as the occasional bonus. We recommend that our selling clients offer a 3% selling commission as well.

Of course, we only get paid for a successful outcome…there are no upfront fees and we offer a guarantee.



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This% packet% includes% the% residen1al% contract,% addenda,% no1ces% and% disclosures% that% a%buyer%will%use%when%submi8ng% their%offer% to%purchase%a%pre;owned%property.% %Please%review% these% documents% and% highlight% any% paragraphs% that% you% have% ques1ons% or%concerns%about.% %I%will%be%happy%to%explain%all%of%the%paperwork%and%answer%any%and%all%of%your%ques1ons.%

Ken$Brand$9000%Forest%Crossing%|%The%Woodlands,%TX%77381%

Cell:%%832;797;1779%Web:%www.BrandCandid.com%

Lis1ng%Agreement%This%packet%includes%the%residen1al%Lis1ng%Agreement,%addenda,%no1ces%and%disclosures%that% are% used% when% lis1ng% a% property% for% sale.% % Please% review% these% documents% and%highlight%any%paragraphs%that%you%have%ques1ons%or%concerns%about.% %I%will%be%happy%to%explain%all%of%the%paperwork%and%answer%any%and%all%of%your%ques1ons.%



Residen1al%Service%Agreement%This%packet%includes%Residen1al%Service%Agreements%that%are%available%to%a%Seller%or%Buyer.%%A% residen1al% service% contract% is% an%agreement%whereby% the% residen1al% service% company%may,%under%certain%condi1ons,%repair%or%replace%the%appliances,%plumbing,%hea1ng,%cooling%or%other%systems,% %The%purchase%of%a%residen1al%service%agreement%is%op1onal,%but%highly%recommended.%%I%will%be%happy%to%discuss%these%op1ons%with%our%at%any%1me.%



Mortgage%Informa1on%




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Activity 19Create 3 Pre-Listing Appointment Packets

When a listing opportunity presents itself, you will want to begin building value and promoting your excellence with the seller immediately. Your goal is to make a powerful, positive impression and build value before you even meet with your prospective seller for the formal appointment/presentation.

We enhance our opportunities, value and image by delivering to the seller a Pre-Listing Promotional Packet. For this assignment you will want to put together three packets.

If we wait for the moment when everything, absolutely everything is ready, we shall never begin.

Ivan Turgenev47



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“One Step” Listing Appointment1. Knock on the door, step back and smile.2. Introduce yourself.3. Lead them to the kitchen table.4. Build rapport.5. Use the lead in “Dialogue”

MR & Mrs. XXX, before we begin I would like to take just a couple of minutes to explain how I work? Is that OK?

Great, I appreciate your invitation to present you with my Marketing Proposal and the Competitive Market Analysis.

First, I’d like to ask a few questions so that I can better understand your expectations. This will allow me to do a better job of serving you and insure that I discuss the issues that are the most important to you.

Then, I’d like for you to tour me through the property the way you’d like me to show it to prospective purchasers, show me everything that attracted you to the house when you bought it, all the major improvements you’ve made, enhancements you’ve made for your own enjoyment and what you feel would attract a qualified buyer today.

Next, I know the one thing you’re probably most anxious to discuss is current market conditions, the Competitive Market Analysis and choosing a competitive market price for your property. Having the best marketing plan can positively effect the selling price, how long it takes to sell and ultimately your net proceeds. With your permission I would like to quickly share my marketing plans with you, then we can take a look at the Competitive Market Analysis data. This will give you all the information you need to select a competitive price that will meet your goals. After we have established a marketing price, I’ll calculate your Estimated Net Proceeds so you will know approximately how much you will receive at the closing table.

And last I’ll explain all the forms and answer any questions…. that way we’ll be in a position to make a mutual decision. I’ll ask you yes or no, either way we’ll be finished, fair enough?

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Presenting the CMA M/M_____, before we get into the numbers let me briefly explain the logic behind this CMA research and see if you agree with our methods.

Experience has shown us that Qualified Home Buyers comparison shop. Typically, they will define a price range and an area or areas that they are interested in and they go shopping, looking at pre-owned homes and New Homes.

After viewing all of the available homes that meet their criteria, a buyer will narrow their choices down to a short list of one or two homes. In this day and age of Buyer Representation, the buyer’s representative will prepare a Competitive Market Analysis (CMA) to assist the buyer in the decision making process and offering price. At this point the buyer…having viewed all of the available homes (competition) will want to know..*what similar homes have actually SOLD for, average number of Days on Market, Price Per Square Foot and List Price to Sales Price ratio. This research is used to help determine their offering price and ultimately their own limits to what they feel a home should sell for relative to it’s competition. Does this scenario sound right to you?

Yes.

Also, once the Buyer and Seller agree on a price and the buyer’s mortgage is being processed, the lender will send an appraiser out and they conduct the same research.

*What I have prepared for you is the research on homes that a buyer interested in viewing your home may also consider and data the appraiser will also look at. By reviewing this market data we can select a price that will position your home competitively in the market place so we can meet your goals. Would you agree that this is a logical approach to selecting a sales price.

Begin your CMA presentation.

* Be sure not to use the term “Comparable Homes” use “Similar Homes”.

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Pricing Dialogs "Another agent said they'd list it higher" Inform the sellers that their mission is to select the best agent, not the best price. An agent has no control over the market, only the marketing plan. Never select an agent based on price. "Mr. and Mrs. Seller, I am here because I want you to hire me and my company to market your home. I am accustomed to being in competition with other agents, however, if you cho0se me, I want it to be because you feel I am the best one to handle the marketing of your home, not because I said the highest price. A common mistake homeowners make is to overprice their home by the greatest amount with the agent who is least competent to attain it. If you don't feel that I am the best, then don't hire me...no matter what price I say."

"We can always come down" Show the history of an overpriced home. Illustrate how the price steps down through market value to a sale price under market value. "...here's a home that started out at a price $x,xxx over market. It didn't sell so they reduced the price. It still didn't sell so they continued to reduce it until it was at market value. What do you think happened?" (Owner: I suppose it sold?) "No. Do you know why? What question do you ask me at the front door of every home I show you?" (Owner: How long has it been on the market?) "You ask me that because a long market time creates the belief that it is overpriced or that something is wrong. That's what happened to this home. It sold below market price. What do you think would've happened if it was priced right on the first night?" (Rhetorical) So, you can come down, but it may be below market value."

"They can always make an offer" "Mr. and Mrs. Seller, the only way a qualified buyer can make an offer on your home is if they see it. The problem is, most buyers look up to their price range, peek a bit over, then focus only in their price range. By overpricing, you put your home into a price bracket where they won't look. (Show the MLS book and/or computer printout and how their home will be invisible to a buyer by not being in their range.) The wrong price attracts the wrong buyers. The ones who could afford a market value price won't see it...and the buyers who do see your home won't be interested."

"Couldn't we try it for a couple of weeks?" Tell the sellers that the majority of market activity occurs in the first two to three weeks. Use an activity log to show that this is the worst time to overprice, because that's when your best customers see the home.

"As you can see by this, most of the marketing activity on a new listing occurs in the first two weeks on the market. So when you ask, 'Can we try it for a couple of weeks,' look what you're doing. You're overpricing your home during the period of its best activity, then lowering the price after they're gone. It's like having a dinner party on Saturday and having the caterers come on Monday. I recommend that you price it at market value so you can capitalize on the best buyers you'll have."

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"But we paid more than that for it" Many owners connect cost with value when in fact there is no direct relationship. What you paid for something has nothing to do with what its worth today. Here is a way to have the owners acknowledge this non-relationship: "Mr. and Mrs. Seller, I hear you say that the value of your home should be based upon the cost? Then let me ask, if you had inherited this home, that is, paid nothing for it...what would you try to get for it today?" (Owner: As much as we could get.) "Why, when you wouldn't have paid anything for it?" (Well, that doesn't matter...) Use this dialog for buyers too. Right before making an offer, buyers might ask you what the owner paid for it, as if that has any relevance. Respond by saying; "What if we find out that the owners had inherited this home...how would that affect your offer?"

"But we have so many improvements in it" Most improvements are made for enjoyment, not resale. Lead the owners to this conclusion by asking these questions: "When were the improvements made?" (Owner: Just this year.) "At that time were you planning to stay or move?" (Owner: Oh, we were planning to stay.) "I see, if you'd known then that you were going to move today, would you still have made those improvements?" (Owner: No, probably not.) "Why not?" (Owner: because we couldn't get our money back.)

"We need the money" An owner's need for money doesn't affect the value of the home. Here's a dialog to use in this case: "Being objective about an asking price can be difficult when driven by a need for money. How much more do you need?" (Determine the net difference.) "Why do you need that extra money?" (Owner; various reasons, none of which affect the value of their home.) "If you don't get that extra amount what will you do?" The owners response falls into two fundamental options; sell the home at market and alter things at the other end, or stay here and wait for the home to be worth more. Lead them to one of these conclusions. If their decision is to stay, then obviously their need for money exceeds the motivation to move. You can also put the owners in the position of a buyer by asking: "If you found a home to buy that was $12,000 overpriced, would you pay the extra amount if you knew the owners really needed the money?"

"We're moving to a higher priced area" "We need more money because we're buying in San Francisco and the prices are much higher there." Say to the owner; "Let me see if I understand. Because the value of homes is higher at your destination, then your current home will have to sell for more? Well then, you must be sure not to buy a home there from someone who is moving to Tokyo!" This should be said with a smile, but it should make the point that their destination doesn't affect the value of their home.

"What does it hurt to try it at the upper end of the range?" The Law of Contrast teaches that people make decisions by comparison. Perception of value is effected by the other options available. A high priced home makes other homes look reasonably priced. Communicate this to owners: "One of the effects of overpricing is that your home may be a 'Pinball Listing'. This is a metaphor of how the market reacts to an overpriced home. As in a pinball game where the ball bounces off the bumpers before reaching a scoring position, buyers 'bounce off' an overpriced listing into other homes. Your high price makes all the other homes look like good values."

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©2002 DAVID KNOX PRODUCTIONS, INC. www.davidknox.com 800-533-4494 Page

7300 Metro Boulevard, Suite 120Minneapolis, Minnesota 55439

Toll Free: (800) 533-4494 Fax: (800) 822-2716E-mail: [email protected] Web Site: www.davidknox.com

Will You Cut Your Commission? Value Added SellingSummary Reference Notes

Deliver a Pre-listing package[ ] Personal letter[ ] Raving fans

• References; List of satisfied clients• Brag letters; Testimonials• Ask them to call some of your past clients

[ ] Production• Units, Volume• Number of families helped• Market specialization

[ ] Performance standards• % Sale-to-list price• % Expirations• Days on market

[ ] Consumer videosOverwhelm with competence

Be on timeKeep your agreementsPersonal contactEstablish relationship valueListen

Listing PresentationUnique points of differenceExclusive featureTarget marketingNegotiation skillsCommunication and progress reportsCancellation optionAncillary servicesTargeted mailingPremium marketing materials

5 Steps to Handling Resistance1. Pause

The problem may resolve itselfShows strengthNon-defensive

Levels of Value-Added sellingDialog

Know what to saySales techniques

ValueHigher qualityIncreased resultsService difference

Self EsteemBelief in self and pride in your valuePosition of strength

Rules for getting paid what you’re worthBe selective: Motivated to move, Priced to the

market, Full commissionLet Go of the outcomePosition of strength; choose not to cut, say “no”

Value Added SellingAvoid being a commodity (Non differentiated,generic, similar, easily duplicated)Identify your DIFFERENCE“Prices” by John Ruskin (1819-1900)

It’s unwise to pay too much, but it’s worse to paytoo little.

When you pay too much, you lose a little money,that is all.

When you pay too little you sometimes lose every-thing, because the thing you bought was inca-pable of doing the thing it was bought to do.

The common law of business balances prohibitspaying a little and getting a lot. It can’t be done.If you deal with the lowest bidder it is well toadd something for the risk you run.

And if you do that, you will have enough to pay forsomething better.

There is hardly anything in the world that someonecan’t make a little worse and sell a littlecheaper–and people who consider price alone arethis man’s lawful prey.


2. AcknowledgeNeutral: shows that you heard themVerbal or non-verbal awareness

3. Isolate“Other than that...?”Resolution must result in agreement

4. QuestionQuestion their position, don’t defend your own“Why is our fee an issue?”

5. Answer and re-closeAnswer the objections

Another company charges lessSeller: “The other company charges X% less”Agent: “Mmmm Hmmm.”Seller: “So I’d like you to match theirs”Agent: “I see. (pause) Let me ask you this, if our

fees weren’t different, who would you select?Seller: “We’d go with you.“Agent: Why?Seller: “Because (they will itemize the services and

points of difference).”Agent: “So, by your own assertion, you see the

benefits we offer over the competition. Wouldn’tyou expect there to be a commensurate differ-ence in fee?”

Seller: “Yea, you’ve got a point. We just don’twant to pay the difference.”

Agent: “May I ask why?”Seller: “Because we want to come out with a

bigger bottom line.”Agent: See next objection below

Focus on NET equityThere are two components of NET equity; what

comes IN minus what goes OUT. Sellers onlyfocus on what goes OUT, the expenses. Youmust show that what comes IN is more impor-tant. You must prove your performance advan-tage vs. the Market and vs. the Competition.

Expirations“We’re X times more likely to sell your home” or“Your home may not sell at ALL.”Days on market“You’re home will sell ____ mo. sooner” or“You might have to stay ___ longer.”Sale to List Price ratio“You’ll actually NET more.” or“You could actually LOSE money.”

Commission shoppers; “What’s your commis-sion?”

We have a range of fees depending upon the typeof property.

Why is the fee your #1 concern?We may not have the lowest fee, but we’ll prob-

ably get you the highest NET.Post-offer commissionectomy

Seller: “We’re only a few thousand dollars apart.Will you cut your fee to make the sale?”

Agent: “We were (the whole price) apart beforethis offer.”

Seller: “You mean you’d lose a sale for $xx,xxx?”Agent: “No...you would be losing the sale.”

Just 1%?“ When you say ‘just 1’, remember, I wouldn’t be

coming down 1 out of 100% , I’d be reducing 1out of 6. That is a 16.67% from 6%. It would belike you reducing your $200,000 price by$34,000.

“I thought your fee was negotiable.”“We charge X-2% for relocation accounts who list

20 or more homes a year.”“We charge X-1% for builders who list 5 or more

homes a year.”“We charge X% for single residential transactions.

Because we are handling this single property, thefee is X%. Are you ready to get started?”

Will you cut your fee if my home sells quickly?“Would you prefer that it took longer? Do you

want to ENcourage or DIScourage me to sell itquickly?

Remember, we are paid for results, not how long ittakes us to get those results.

When you hire a professional, you’re not payingfor just the time it takes to do the job, but for theyears of knowledge and experience that it took tobe ABLE to DO the job. I’m ready to begin now.Shall we?”

If you sell it yourself will you cut your fee?“There is no economy of scale if I sell my own

listing. Both the selling and listing side havetheir associated efforts and expenses. In addition,it is a benefit to you to have your listing agenthandle both sides. You wouldn’t want to dis-insent me for doing that, would you? OK then,lets get started.”

2


No sale, no pay“Remember, we are better than a money back

guarantee. You don’t pay us anything unlessyour home sells and you’re satisfied. Our fee iscontingent upon performance. So let’s schedulethe first open house for Sunday afternoon.”

Full service vs. Discount“We had a choice of whether to be full service or

discount. We fount that our customers prefer ahigh level of service and are willing to pay for it.Shall we get started?”

First exposure with best company“The highest activity occurs in the early weeks of

marketing. If another, less competent companyfails to capitalize on its own opportunities, thenyou gain nothing. During this important time youwant to have your home listed with the bestcompany. Shall we proceed?”

Establish your negotiating skillAgent: “Is it important that your agent be a good

negotiator?”Seller: “Of course it is.”Agent: “How am I doing?” If I can’t negotiate my

own fee, then how can I negotiate your price?”Show how little room you have

1. Itemize listing vs. selling commission2. Show the pie: Fixed vs. Variable costs.

Get the listing...Priced Right

Delay the Discussion of PriceDelay the tour of the propertyExplain the steps of the Listing Process

1. Preparation and research2. Initial meeting3. Establish motivation and objectives4. Examine the marketing plan5. Select a real estate agent6. Establish the asking price

Establish an asking price only after they haveselected an agent.

How Will You Select a Real Estate Agent?Best services and marketing planHighest listing price

Avoid this Common MistakeHighest listing priceLeast competent agent

3

The Market Determines Value: CMACMA is like an X-ray of the market.Three outcomes: Expireds, For Sale and SoldYou must first select the outcome you desire...then

select the price accordingly.The market is the only opinion that counts.

Value of Improvements“We’ve got a lot of money invested in our home.”When and why were they made?At that time were you planning to stay or sell?If you’d known you were going to move, would

you still have made the improvements?Pricing Strategies for a Changing Market

In a rising market, you can overprice and themarket will catch up.

In a flat market, a high asking price won’t be‘saved’ by the market.

In a declining market, even a market price may betoo high as prices drop.

The Best Offers are the First Offers“But we need the money.”

Contrast the need for money against their motiva-tion.

Owners must balance their need for money againstthe benefits of moving.

“They can always make an offer.”The only way a buyer can make an offer is if they

see your home.Buyers search for homes within their price range.Overpricing puts your home out of their sight.

“We can always come down.”Show the history of an overpriced home.What do you think would’ve happened if it was

priced right on the first night?“We’re moving to a higher priced area.”

Their choice of destination did not affect the valueof their home.

“Couldn’t we just try it for a couple of weeks?”The majority of market activity occurs in the first

few weeks on the market.

Loyalty Appreciation R

ebate W

hen a seller employs us to represent us in the sale of their property and the purchase of another property, w

e can offer the seller a “Loyalty Appreciation R

ebate” not to exceed

1%. The rebate is given at closing by adjusting our 6%

Listing Com

mission to 5%

. To receive the “Rebate” the sellers m

ust be under contract to purchase another property

naming Prudential G

ary Greene R

ealtors as the Selling Broker and you as the Selling A

gent.

==


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Activity 21Rehearse The Listing AppointmentYou are well prepared to take a listing….you are familiar with the features and benefits of your Homeselling Proposal, you’re a CMA Master/Mistress, your Pre-Listing Packets are ready to go, you know how to calculate “Estimated Net Proceeds” in your sleep, you are comfortable handling seller objection/concern and you know how to complete and explain all the paperwork….there’s only one thing left to do….the most important part….make your presentation.

Most people would agree…it’s better to crash and burn in private than on a listing appointment…what do all successful professionals do, practice…so, let’s model for success and hone our skills.

ACTION PLANUsing the seller profile provided...role play the entire listing appointment form hello to good bye.

One can never consent to creep when one feels an impulse to soar.Helen Keller

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Questions to ask in the Seller Counseling Interview The key to success in selling in asking the right question, not knowing the right answer. The list below provides the key questions for you to ask when interviewing your listing prospects. Print this page and use it in your telephone interviews or under the top page of your legal pad during the face-to-face seller interview.

Pre-listing How did you hear of me? How soon do you want to have your home on the market? What other companies are you interviewing? What price range do you feel your home is in? What improvements have you made to your home since you bought it?

Rapport Before we tour your home, I'd like to sit and visit with you first. May we use this table? What are the main things you'd like me to cover today? Tell me about yourself and your family? What do you like to do in your leisure time?

Reasons and motivations for moving How long have you thought about selling? Why have you chosen to move now? Why is that an important time to move? What are your plans after the property sells? Have you located another home yet? How do you and your family feel about this move? What do you see as the biggest benefit/drawback of this move?

Urgency How soon would you like to be moved? Why is that an important time to move? What would happen if it didn't sell? How would your plans be affected if you moved earlier/later?

Previous experience in real estate transactions Tell me about your experiences in buying and selling real estate. How many homes have you owned? or How many times have you moved?

Experiences with a real estate agent Have you used a real estate agent before? How have your past experiences been?

Expectations of a real estate agent What is your main reason for considering a real estate agent? What services real estate agent services do you consider to be the most important? What are the most important factors to you in selecting an agent?

What Makes Your House A Home?What I have enjoyed most about my home is

The reason I bought this home is

I feel the best 3 features of this house are

1.

2.

3.

I would describe the neighborhood as

Personal property included

Personal property excluded

I am selling this house because

Improvements made since purchase

9000 Forest Crossing The Woodlands, Texas 77381 Office: 281.367.3531

Web Site: www.garygreene-woodlands.com Email: [email protected]

Memo To: Listing Leaders From: Ken Brand

Date: 12/11/12 Re: What you might include in your “Pre Listing Packet”

Immediately after you set an appointment to make your Marketing Presentation, deliver or have delivered to the seller a “Pre Listing Appointment Packet”. Here a few ideas about what should go inside.

1. Personal Brochure

2. Market Study

3. Resume

4. References

5. Agent Bio

6. Personalized Homeselling Proposal

7. Samples of our Advertising

8. Sample Listing Agreement

9. First American Home Service Contract

10. David Knox “Pricing Your Home” DVD (www.DavidKnox.com)

11. David Knox “ Preparing Your House For Sale” DVD

12. Letter of recommendation, appreciation, thanks, etc.

13. Sale Contract and addend

14. Everything else you think would be interesting or positive

This% packet% includes% the% residen1al% contract,% addenda,% no1ces% and% disclosures% that% a%buyer%will%use%when%submi8ng% their%offer% to%purchase%a%pre;owned%property.% %Please%review% these% documents% and% highlight% any% paragraphs% that% you% have% ques1ons% or%concerns%about.% %I%will%be%happy%to%explain%all%of%the%paperwork%and%answer%any%and%all%of%your%ques1ons.%



Lis1ng%Agreement%This%packet%includes%the%residen1al%Lis1ng%Agreement,%addenda,%no1ces%and%disclosures%that% are% used% when% lis1ng% a% property% for% sale.% % Please% review% these% documents% and%highlight%any%paragraphs%that%you%have%ques1ons%or%concerns%about.% %I%will%be%happy%to%explain%all%of%the%paperwork%and%answer%any%and%all%of%your%ques1ons.%



Residen1al%Service%Agreement%This%packet%includes%Residen1al%Service%Agreements%that%are%available%to%a%Seller%or%Buyer.%%A% residen1al% service% contract% is% an%agreement%whereby% the% residen1al% service% company%may,%under%certain%condi1ons,%repair%or%replace%the%appliances,%plumbing,%hea1ng,%cooling%or%other%systems,% %The%purchase%of%a%residen1al%service%agreement%is%op1onal,%but%highly%recommended.%%I%will%be%happy%to%discuss%these%op1ons%with%our%at%any%1me.%



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