2. N ext S tep REAL ESTATE Take all the RIGHT STEPS for Real Estate Success

3. Introduction, Seller Questions & Overview Who are You? Who are You? How Does the Selling Process work? How Does the Selling Process work? What Does the Realtor do? What Does the Realtor do? How Do we Price the Property? How Do we Price the Property? What Does the Seller Do? What Does the Seller Do? How Do We Get Started? How Do We Get Started?

4. How Does the Selling Process Work?

5. We Have Mutual Objectives…. To Sell Your Home… At the highest possible price At the highest possible price In the shortest period of time In the shortest period of time For the most favorable terms For the most favorable terms

6. WHAT SELLS YOUR HOME? LOCATION LOCATION COMPETITION COMPETITION TIMING TIMING  CONDITION OF PROPERTY  TERMS  PRICE 6 Key Marketing Factors:

7. 5 Things the Homeowner has control over in Selling the Home. 1. The Price 2. The Condition of the Property 3. The Terms 4. The Showing Accessibility 5. Choosing the Realtor who will advise you and represent your best interest.

8. The One Thing No One has Control Over is…………. The Market. The Market.  The market dictates what the property will sell for.  The market tells us if it is a “Seller’s” market or a “Buyer’s” market.  The market helps us know where to price the property.  The market tells us about changes and what we need to do to be competitive.

9. What is the Market? Buyers.

10. What Does the Realtor Do?

11. My Objectives are: Thoroughly inspect your home Thoroughly inspect your home Understand your objectives. Understand your objectives. Explain the Home Selling/Marketing process. Explain the Home Selling/Marketing process. Advise you on how to show your home effectively. Advise you on how to show your home effectively.

12. And………. Help you price your home. Help you price your home. Create a Personalized Marketing Plan tailored to the Property and your Lifestyle. Create a Personalized Marketing Plan tailored to the Property and your Lifestyle. Explain what happens from time of contract through closing. Explain what happens from time of contract through closing. Ask for your personal commitment to begin marketing your home. Ask for your personal commitment to begin marketing your home.

13. Create Marketing Exposure  Distinctive For Sale Sign  Weekly Sales Meetings  Multiple Listing Service  Market to over 2,500 Realtors in the greater metro area.  Photos and virtual tours  Facts & Info Sheets  Advertising Internet including downloads to over 31 different websitess Newspapers  Open House Campaigns…If needed

14. What else? Pay for all advertising up front before property sells. Pays for MLS and Web site exposure. Pays for signs, photos, facts sheets, postage, gas, phone calls and faxes any where Seller & Buyer are. On duty 7 days a week for calls from prospects and agents. Schedules showings.. Follow-up on showings. Keep Seller informed. Well informed on current market trends. Training and education in contracts,negotiations, representation. Follow-up on Buyer’s financing, coordinate inspections and coordinate closing. Ability to be a competent problem solver. Technological ability and training.

15. Market Value How Do We Price Your Home?

16. Important Factors in Pricing Your Property Current Market Value Current Market Value Condition of the Property Condition of the Property Your Terms Your Terms Timing Timing  Contingencies in Buying another property  Relocation  Other Competition Competition CMA CMA

17. ? What is a CMA?  We look at the statistical research on the area, subdivision, street, Area…called a Comparative Market Analysis (CMA) and determine the following: 1. Competition 2. What has Sold in last 6 months to 2 years and the SOLD price compared to the current active listings. 3. Days on Market, saturation, and absorption rate.

18.  We decide if there are any other factors that could affect the market value ( like zoning, site variance, stigmatization, over-improvement, survey, etc…)  We look at the percent of selling price compared to list price.  We plan our strategy on pricing to beat the competition.

19. The Condition of your Home I will give you a check list to help you to prepare your home to be shown. I will give you a check list to help you to prepare your home to be shown. I will tell you which improvements need to be done first, if any. I will tell you which improvements need to be done first, if any. I am a professional interior decorator and I can suggest many inexpensive ways to stage your home for maximum showing advantage. I am a professional interior decorator and I can suggest many inexpensive ways to stage your home for maximum showing advantage. We want your home to Shine and SHOUT! We want your home to Shine and SHOUT!

20. To Repair or Not to Repair … The consequences of NOT fixing up the home are: The consequences of NOT fixing up the home are:  Lower Sales Price  For every $200 of repairs, the Buyer will lower the price $1000.  Longer time on Market  Buyers will buy other properties that do not require repairs.

21. What are the Disadvantages of Over Pricing…?

23. What Does the Seller Do? Interior condition Interior condition Exterior condition Exterior condition Availability to show Availability to show Competitive Price Competitive Price Prepare home for showing Prepare home for showing Buyer incentives (if necessary) Buyer incentives (if necessary) Periodic meeting with me to consider adjustments and strategies. We will be working together as a team…. Cooperation & communication are key elements to success.

24. What Do We Need to Do To Get Started? Agree that you want Linda Jarvis and NextStep Real Estate to List Your Home. Agree that you want Linda Jarvis and NextStep Real Estate to List Your Home. Agree on price, terms, condition and showing instructions. Agree on price, terms, condition and showing instructions. Documentation. Documentation. Put a NextStep sign in the yard. Put a NextStep sign in the yard. Put a Lock Box on Front Door. Put a Lock Box on Front Door. Let Linda get started! Let Linda get started!