2. Pascal Schreier’s 6 Steps Marketing SYSTEM 6 Steps Marketing System

3. SOLD EXPIRED Real Estate can be very simple ! 2 Choices!

4. Decision Process 1) How I work? 1) How I work

5.  Let’s Determine Your Concerns and Motivation This allows me to understand your needs and desires. 2) I will ask you some questions ?

6.  Analyze the Property 3) Please show me the house as if I were a buyer. So we don’t miss anything that could affect the market value of your home! This allows us to highlight the benefits and values of your property.

7.  Discuss Step By Step Customized Marketing Plan 4) If you don’t think I can do the job, then there is even no reason to talk about the price, is there? This allows you to know what we are doing to market your property.

8.  Determine Price & Estimate of Net as well as  CMA (Comparative Market Analysis) This gives you an idea of how much money you will have to go shopping for your next home. 5) Money is important to you, isn’t it?

9.  Explain Forms & Procedures This gives you a full understanding of what it is you are signing. 6) Any Questions?

10. Mutual Decision I think if we can accomplish these six things, we’ll be in a position to decide about each other. Don’t you agree?

11. You need a step-by-step SYSTEM…

12. …Not a Gamble

13. Mission Statement Our goal now and for the future... Our clients deserve and will receive the finest service ever offered by any real estate organization. NOTE: You have a family doctor, lawyer, dentist, mechanic, accountant and maybe even a veterinarian for your pet. I want to be your family Broker!

14. 2 ) Questions  Why are you moving?  When do you want/have to move?  How long did you live in your present home?  What “major” improvements have you made?  Who else are you talking to about the sale of your home?  If house was listed before: How many showings / offers? What was the feedback from your agent / buyer on each showing? What was there marketing plan?  How do you feel about owner financing?  How did you arrive at your price?  What do you want from a Realtor?  What is most important to you? Pricing? Timing? Convenience?  What would it do to your plans if you couldn’t sell?  What would have to happen for you to consider me as your Broker? CLIENT QUALIFIER

15.  Analyze the Property 3) Please show me the house as if I were a buyer. So we don’t miss anything that could affect the market value of your home! This allows us to highlight the benefits and values of your property. 3) Analyze the Property

16. 4) 7 Step Customized Marketing Plan Pascal Schreier’s 7 Step Customized Marketing Plan

17. Where Buyers Come From 1% Bought an Open House they saw 3% Bought for a combination of reasons 3% Bought advertised property 7% Referral by relocation company 8% Responded to an Open House but bought a different home 18% Responded to an ad but bought a different home 20% For Sale sign 40% MLS with Salesperson Contact Source: National Association of REALTORS Where Buyers Come From

18.  Step 1 – Expose your home to the largest agent base: The MLS Internet Broker Tour Pre-inspect Referral Sources Fax E-Mail

19.  Step 2 – Expose your home to the largest possible buyer base: The MLS 40% Yard Sign 20% Advertising 18% Internet E-Mail Telemarketing

20.  Step 3 – Qualify Buyers: Mortgage Pre-Approval Verify Motivation Determine Needs and Wants

21.  Step 4 – Professionally Demonstrate the Features of Your Home: Highlight the benefits Identify Buying Signals

22.  Step 5 – Negotiate all the Details: Initial Contract Mortgage Financing Title Company Inspections Home Warranty Closing

23.  Step 6 – One-Stop Shopping: Home Protection plan/warranty Mortgage Services Home Improvement Home Inspections Homeowners Insurance Additional Products & Services ( Phone, Storage..)

24.  Step 7 – Communicate After The Sale: Multi-Year Contact with you Referrals Survey New Services On-going neighborhood information

25. Remember! Selling Your Home Doesn’t Have To Be A Roller Coaster Ride…. “ I’ll handle every Twist & Turn for You.”

26. 8/20/2015 MLS Multiple Listing Service Agents That Work Harder for You! Exposes your property to over 1,400 agents who have a minimum of 10 buyers on file

27. Yard Signs... HELPS ATTRACT BUYERS...

28. Our Listings Available Web Wide! Not only do we use the power of our own personal website, but we also are registered with the most popular and most informative websites nationwide! That means more choice and more convenience for our web savvy home buyers. It also means widespread exposure for our home sellers! Internet

29. Informational Brochures At Your Fingertips! Whether your looking to sell your current home or buy the home of your dreams, Thomas Ryan Associates wants to help! We provide free helpful brochures to guide you along the way. Hand selected for the best content, these brochures are sure to cover any variety of questions. These are available at just a phone call’s reach! Brochures

30. Comparison flowchart

31. Price Determination / CMA Contract Buyers make offers House Preparation MARKETING Qualifying Buyers Property Disclosure 1. Properties currently active on market 2. Properties sold in the past 6 months 3. Properties unsold in the past 6 months 1. Exterior: buyer’s first impression 2. Interior: warmth of a home 3. Security check list 4. Repairs 1. Multiple Listing Service / MLS up to 1400 Realtors (24h) 2. Attractive “For Sale” Sign placed / bigger sign (72h) 3. Advertisements / Welcome Home + Real Estate Book (1 mo) 4. Your own pictures business card (7 days) 5. Feedback forms 6. Tour for other realtors 7. Internet marketing 8. Home Protection Plan 1. Separate serious buyers from lookers / FSBO - Realtor 2. Pre-qualified buyers through competent mortgage brokers / Country Wide (pre approval 1 day) 3. Target buyers within the price range/ Market Analysis 1. Lead based 2. Radon gas 3. Termite All Info about the house are directly 4. Structural defects from seller in writing 5. A/C 6. Roof 1. Negotiate the best price and terms for seller with buyers. 3d Party! 2. Contract accepted by buyer and seller. Timely follow up to exercise all contract’s 80% sold: Realtor terms to ensure closing of sale is the key! 50% sold: FSBO 1-3 days 3-90 days 1-14 days 1-2 days 1-7 days 1 –180 days What We Do For You

32. Title Net Sheet Inspections 1. Survey 2. Appraisal 3. Termite Inspection 1. Doc stamps 2. Title insurance NET SHEET 3. Title company 1. Fees 2. Tax proration 3. Insurance 4. Repairs 5. Termite treatments 6. Buyer’s closing costs, if any 7. Mortgage pay off. 8. Sale litigation 9. Commission 7-14 days 15-30 days Your Home is Sold!

33. 5) FINDING THE RIGHT PRICE FINDING THE RIGHT PRICE

34. The Best Price In a Reasonable Time….

35. Exposure + Price = Results Exposure includes: a) condition of home b) Financing c) Timing d) Competition e) Marketing

36. Can We Move to the Next Level? And it all begins with a Relationship! If We could Agree On a Price...

37. 8/20/2015 6) Forms and Procedures  1) Right of Sale Listing Agreement  2) New Listing Checklist  3) Seller’s Real Property Disclosure Statement  4) Properties Profile Sheet for MLS  5) Sellers Est. Cost and Net Proceeds  6) Salability Checklist  7) Lead Based Paint Warning (before 1978)  8) Mold Disclosure Home  9) Warranty Protection Plan www.ahswarranty.com

38. 8/20/2015 OHT’s Do you want monkeys? Six factors that influence the sale of RE Security Checklist Possible Drawback to Waiting Real Estate Time Home Resale on Rise 8,2% national, 15% PG Top 25 Offices Buyer Conversion If you had NO Choice 6% / 7% /8% Ben Franklin Benefits of an Objective Professional Holiday Handler Cross the Desert

39. Do you want monkeys ? If you pay peanuts, You get monkeys Any Question?

40. 8/20/2015 Six Factors That Influence the Sale of Real Estate  PRICE  CONDITION OF HOME  FINANCING  TIMING  COMPETITION  MARKETING

41. Possible Drawbacks to Waiting...  Rates Might Go Up $_____  New Home Might Go Up$_____  Your Home Might Be Worth Less$_____  Lose Speculation Time$_____  Vacant Monthly Maintenance $_____  Double House Payment$_____

42. Security Checklist…  Will your home be available for showing during the day? If yes - who will be there to show it?  Will your home be available to show at odd hours? If so, how late?  Will your children be allowed to show the home?  Will your husband/wife be showing the home alone?  Will you require identification from prospective buyers? If so, what form of ID?  You’re alone, showing a prospective buyer your home and the phone or doorbell rings, do you leave this stranger alone in your house to answer? Electronic Lockbox Maximum accessibility and exposure Secure-timed accessibility Computerized-let’s you know who entered the property and when

43. Security Checklist Continued...  Should you be suspicious if a prospective buyer views your property more than once?  Will pets be restrained during showings?  If weapons are in the home, are they secured and locked up?  Do you have liability insurance in case of accidents? If so, how much?  Do you keep large amounts of cash at home?  Do you keep valuables & jewelry locked up?  Are all entry ways secured and locked at all times? (doors & windows)  If the home has a security system, should you show it to prospective buyers?  Are emergency numbers easily found if needed quickly? (police, fire, rescue) HOW MANY YES ANSWERS? HOW MANY NO?