©REALTY EXECUTIVES International, Inc MARY D. JACOBS

EXECUTIVES Make decisions Make things happen Direct a team to a goal Understand all facets of the business Responsible for overall success of project. ©REALTY EXECUTIVES International, Inc. 2003

EXPECT THE BEST The service you receive Closing without surprises Someone who will listen to you Someone to represent your interests Success on your next move. ©REALTY EXECUTIVES International, Inc. 2003

EXPERIENCE THE DIFFERENCE EXPERIENCED EXCELLENCE EXCLUSIVE EXCITEMENT EXCEPTIONAL EXPERTISE EXTRAORDINARY ©REALTY EXECUTIVES International, Inc. 2003

EXPERIENCE THE EXCELLENCE ©REALTY EXECUTIVES International, Inc Mary D. Jacobs

Across the country or around the world, take advantage of the REALTY EXECUTIVES experience in buying and selling. Relocation/Referral ©REALTY EXECUTIVES International, Inc. 2003

The difference between an “agent” and an “EXECUTIVE”? The difference between “For Sale” and “Sold.” ©REALTY EXECUTIVES International, Inc. 2003

My Credentials North Carolina Real Estate Brokers License Durham Regional Association of REALTORS® North Carolina REALTORS® Association National Association of REALTORS® Doctor of Education – North Carolina State University Master of Science – North Carolina Central University ©REALTY EXECUTIVES International, Inc. 2003

Selling Pricing Market Preparation Buying ©REALTY EXECUTIVES International, Inc Mary D. Jacobs

Seller ©REALTY EXECUTIVES International, Inc. 2003

Initial Interview Familiarize ourselves with the property Assemble information Determine seller’s goals & objectives Explain process of selling Begin to formulate a marketing plan. ©REALTY EXECUTIVES International, Inc. 2003

Home Selling Process Pre-assessment valuelisting signedmkt prepartion Marketing flyerstourMLS-Internet showingsopen housesfollow-up Mid-assessment traffic# showingsoffers Offer earnest moneynegotiationcontract Inspections mechanicalstructuralpest Mortgage appraisalcreditunderwriting Title reviewbinderpolicy Settlement transfers titlepossessionassemble papers ©REALTY EXECUTIVES International, Inc. 2003

Inspections Mechanical Structural Pest Pre-market for discovery –Eliminate obstacles that adversely affect buyers –Compare and validate buyer’s inspection. ©REALTY EXECUTIVES International, Inc. 2003

Market Preparation Buyers can’t afford to make repairs or decorate Buyers over-estimate cost of repairs and decorating Agents remember the home the way it is when they first see it. ©REALTY EXECUTIVES International, Inc. 2003

Marketing Plan Comprehensive CMA REALTY EXECUTIVES yard sign Multiple Listing Service Internet exposure REALTY EXECUTIVES Tour Color property brochures Open houses Alternative financing plans. ©REALTY EXECUTIVES International, Inc Mary

Exposure to the Marketplace Existing buyers MLS Internet Best agents Neighbors Centers of Influence. ©REALTY EXECUTIVES International, Inc. 2003

Negotiation Third party effectiveness Increased communication Avoid conflicts. ne·go·ti·a·tion, noun - A process of discussion intended to reach an agreement. ©REALTY EXECUTIVES International, Inc. 2003

Mutual Objectives Maximize Value Minimize market time Eliminate/Avoid difficulties. ©REALTY EXECUTIVES International, Inc. 2003

©REALTY EXECUTIVES International, Inc Mary D. Jacobs

Pricing ©REALTY EXECUTIVES International, Inc. 2003

Seller sets Price Buyer determines Value Pricing Roles Lender validates Value ©REALTY EXECUTIVES International, Inc. 2003

Factors That Affect Value Comparable sales # of homes available Available mortgage money General economy Favorable terms. ©REALTY EXECUTIVES International, Inc. 2003

Terms Can Increase Value Seller carries a 1 st lien below market rate Seller carries a 2 nd lien for buyer to avoid PMI Temporary buy-down Seller paid points Subsidize buyer’s costs Make specific improvement required by the buyer Include a decorating allowance. ©REALTY EXECUTIVES International, Inc. 2003

Factors That Don’t Affect Value What you paid for the home The cost to rebuild it today Your investment in the improvements Certain types of improvements. ©REALTY EXECUTIVES International, Inc. 2003

Don’t Get Caught Saying This: “Another agent said it was worth more” “Our home is nicer than those houses” “People always offer less than asking” “We can always come down on price” “We have to get that much out of it” “We paid more than that for our home.” ©REALTY EXECUTIVES International, Inc. 2003

Obstacles to Proper Pricing Incompetent agents who will accept a listing at any price Neighbors who mislead the seller as to how much they got for their home Fear of making a mistake Loss of perspective because the seller is emotionally involved Need to realize a certain amount of cash out of the sale. ©REALTY EXECUTIVES International, Inc. 2003

Overpricing Reduces sales associates activity Reduces marketing response Loses interested buyers Attracts the wrong prospects Eliminates offers Helps sell the competition Extends the market time. ©REALTY EXECUTIVES International, Inc. 2003

Appraisal vs. CMA DescriptionAppraisalCMA Estimate of valueYes Performed byAppraiserAgent LicensedYes Considers past salesYes Considers current salesNoYes ©REALTY EXECUTIVES International, Inc. 2003

Market Preparation ©REALTY EXECUTIVES International, Inc. 2003

Kitchen Clear off counters Clean the oven All appliances working Wax the floor Fresh grout or caulk Bright light bulbs Bake cookies. ©REALTY EXECUTIVES International, Inc. 2003

Bedrooms Beds made Clothes put away Windows clean Window treatments open Bright light bulbs Remove unnecessary furniture and items. ©REALTY EXECUTIVES International, Inc. 2003

Living Room Carpets clean Windows clean Drapes/shades open Paint if necessary Bright light bulbs. ©REALTY EXECUTIVES International, Inc. 2003

Closets Lights working Clothes neatly hung Shoes arranged Shelves orderly Remove unnecessary items to make closet appear larger. ©REALTY EXECUTIVES International, Inc. 2003

Bathrooms Fresh and spotless Countertop clear of clutter Toilet lid down Shower curtain clean Fresh caulking & grout No leaking faucets Bright light bulbs. ©REALTY EXECUTIVES International, Inc. 2003

Mechanical Heating and air conditioning serviced All appliances working Locks and latches operating. ©REALTY EXECUTIVES International, Inc. 2003

Garage Store unnecessary items offsite Clean grease from floor Clean dust and cobwebs Organize tools and shelves Adjust garage door to operate smoothly. ©REALTY EXECUTIVES International, Inc. 2003

Outdoors Mow & edge lawn Trim trees and shrubs Replace dead plants Have some blooming plants Keep driveway, sidewalk, and steps clear. ©REALTY EXECUTIVES International, Inc. 2003

When the Property is Shown Turn all lights on Open window treatments Music but no TV Keep pets out of way Avoid conversations with the agent or prospects Try to be gone or out of the way. ©REALTY EXECUTIVES International, Inc. 2003

Final Touches “Our customers will judge the maintenance on our planes by the cleanliness of our tray tables.” Astronaut Frank Borman while serving as President of Eastern Airlines ©REALTY EXECUTIVES International, Inc. 2003

Buyer ©REALTY EXECUTIVES International, Inc. 2003

Help Me Help You Have you seen any homes that you like? Are you working with a broker/agent? Do you have a home to sell? If we find the right home, is there anything keeping you from buying it? Have you been pre- qualified for a loan? ©REALTY EXECUTIVES International, Inc. 2003

Home Benefits Pride of ownership –Property owner Freedom of enjoyment –Decorate, modify, … Investment –Appreciation –Principal accumulation Tax Advantages –Deductions Interest & property taxes –Capital Gain exemption. ©REALTY EXECUTIVES International, Inc. 2003

Home Buying Process Showing Internetopen housesappointments Initial Interview wantsneedsagency Pre-Approval applicationverificationscommitment Offer earnest moneynegotiationcontract Inspections mechanicalstructuralpest Mortgage appraisalcreditunderwriting Title reviewbinderpolicy Settlement transfers titlepossessionassemble papers ©REALTY EXECUTIVES International, Inc. 2003

Pre-Approval Advantages Look at the “right” homes Negotiate price and terms Eliminate uncertainty Saves time Better decisions with financial information. ©REALTY EXECUTIVES International, Inc. 2003

Buyer Representation Someone who will: Protect your interests Negotiate on your behalf Know the neighborhoods Research the facts Work for you. ©REALTY EXECUTIVES International, Inc. 2003

Internet Assistance Define the home you want Home information will be sent to you as it comes on the market I’ll recommend additional homes. ©REALTY EXECUTIVES International, Inc. 2003

I can show you every home on the market All of the REALTY EXECUTIVES homes All of the homes in other companies All of the homes in MLS Builder’s homes For Sale by Owners. ©REALTY EXECUTIVES International, Inc. 2003

Inspections Objective, visual evaluation Impartial, 3 rd party Professional Roof to foundation Includes all systems Written report. ©REALTY EXECUTIVES International, Inc. 2003

Mutual Agreement: If I… Make an effort to find your home Commit my time, car, & computer Incur all my own expenses Continue until we find your home or you tell me to quit looking. Will you… Let me know if your plans change? Tell me what you like and dislike? Tell me if you want to talk to another REALTOR®, builder, or for sale by owner? Work with me until we find you a home? ©REALTY EXECUTIVES International, Inc. 2003