Jewel\'s New Selling Clients Education Part 1

$Page 1: Jewel\'s New Selling Clients Education Part 1$
Prudential Northwest Properties Property Marketing Proposal

Prudential Northwest Properties Property Marketing ProposalPrepared Especially for You

By Jewel K. Stockli, Your Real Estate Broker

Prepared Especially for You

By Jewel K. Stockli, Your Real Estate Broker

the future of real estate. Now.

About Me…About Me…

Real Estate Professional

• Lisenced Real Estate Broker

• 16 Years of sales and customer service experience

• E-Certified, SFR Certified, QSC-Certified, Appraisal & Home Inspections Graduate; RMLS, EMAR, NAR, and OAR Member.

• “ When dealing with your largest investment , you need someone qualified to do the right thing the first time. I’ll take excellent care of you and yours.”

- Jewel K. Stockli

Jewel K. Stockli

Place

Agent

photo

here


About You…About You…

• Have you sold a home in the past?

• Is there a date by which you need to move?

• When would you like to close?

If we needed to close before this date, could you?

• What price do you feel your home is worth?

• Where are you moving?

• Why are you moving?

• When would you be ready to market the home?


Thank you for considering Prudential Northwest Properties to handle the sale of your property. Listing with Prudential is a wise decision. No other real estate brokerage in our market area can offer the unparalleled services we deliver.

At Prudential Northwest Properties, we are revolutionizing the way real estate is purchased and sold by providing our clients with Home Services. As the only major broker in the area with a Home Services department, we have an advantage over other real estate companies. That advantage is service. All home buyers and sellers working with our sales professionals receive the complimentary assistance of our Home Services Coordinators, standing by to assist you with all the details associated with the home selling and buying process.

If you’re in the market for exceptional service, put the power of Prudential Northwest Properties to work for you today.

Sincerely,

Bert E. Waugh, Jr.

A Message from the PresidentA Message from the President

Bert E. Waugh, Jr.President


Quality Service GuaranteeQuality Service Guarantee


The Prudential Northwest Properties AdvantageThe Prudential Northwest Properties Advantage

• We are the largest, locally-owned and managed real estate

services company in the area

• Our brand is recognized by 96% of North Americans

• The Prudential name stands for Strength, Integrity & Trust

• We have been serving our market area since 1948

• Our network includes 2,000 offices and 64,000+ agents,

plus over 15 million Prudential Financial global customers

• Our company is 700+ agents strong and ranks in the

Top 2% of all Prudential brokerages in the United States

• We are committed to giving back to our communities


Your Home Services CoordinatorYour Home Services Coordinator

When you buy or sell a home through Prudential Northwest Properties, you gain complimentary access to our Home Services network of services.

Your Home Services Coordinator (HSC) assists me in providing any services related to home ownership.

Your Home Services Coordinator: • Is available to guide and support you through the moving process• Provides contact information for utility transfers and connections • Obtains moving van and storage estimates• Helps you find the best mortgage loan• Alerts you to discounts on home related products & services• Contacts local service providers on your behalf

All of this and more… for FREE


Your Home Warranty CoverageYour Home Warranty Coverage

An American Home Shield home warranty may help you:• Sell your home faster, because it may provide a competitive edge over other homes on the market and instill confidence in the buyer• Sell for a higher price, because when a buyer has confidence in your home it can discourage downward price bargaining• Sell with less inconvenience, because after you have moved out and the buyer has a mechanical or systems problem, they will call AHS, not you, offering you potential after-sale liability protection

Every home listed for sale with our company receives FREE home warranty coverage for the first six months the property is listed for sale.


Job Loss Protection ProgramJob Loss Protection Program

Make your home more attractive to potential home buyers by offering confidence and peace of mind in the event of an unforeseen job loss.

For up to two years after closing, if your buyer loses their job they may receive up to $2,000 per month toward their mortgage payment.

Certain conditions and eligibility requirements apply.

Pays up to $12,000 over six months!


Pricing Your HomePricing Your Home

How is your home priced? You can state your price I can give you a price The market will determine the price

My objective is to get you the highest price the

market will bear, in the shortest period of time.

Highest Average Sales Price

Once again, Prudential Real Estate has the highest average sales price.


Effectively Pricing Your HomeEffectively Pricing Your Home

Market data from comparable properties in your area (CMA):• Active Listings• Pending Sales• Recent Solds

How is the value of your home determined?

Other factors that determine value:• Location• Condition• Updating / Remodeling• Added Features• View• Street Appeal

All of these items help determine

the value, but the reality is this:

Your home is only worth what a

buyer is willing to pay.


Why Pricing Is So ImportantWhy Pricing Is So Important

Overpricing limits the amount of buyers willing

to view your home,

decreasing your chances and

opportunities to sell.

Buyers who will view your property…


Another Reason Why Pricing Is So ImportantAnother Reason Why Pricing Is So Important

The first three weeks are critical for market momentum

The greatest opportunity for a successful home sale is within the first 2-3 weeks.


Prudential Value Range MarketingPrudential Value Range Marketing

Our exclusive Prudential Value Range MarketingSM can give your property an advantage over other homes on the market – something no one else can do.


Signs and Effects of OverpricingSigns and Effects of Overpricing

Your home may be overpriced if there are:

• No showings

• Comparable homes around you selling

• Comparable homes selling for less

• Showings, but no offers


Market FundamentalsMarket Fundamentals

More Inventory

Prices

Few BuyersLess Inventory

Prices

More Buyers

High Demand For Homes

Less Homes Available

Low Demand For Homes

More Homes Available

Buyers’ MarketSellers’ Market


Sellers’ Market vs. Buyers’ MarketSellers’ Market vs. Buyers’ Market


Buyers’ Perception of ValueBuyers’ Perception of Value

In a rising market buyers have faith in home values being at their lowest and they don’t fear current prices. In this type of market they will easily make a buying decision.

In a declining market buyers have no faith in current prices and fear paying too much. As a result they are looking for

the lowest price home as an indication of the best value. They will be very slow to make a buying decision.


Your Window of OpportunityYour Window of Opportunity

2

3

1. Home is listed for sale.

2. Home reaches maximum attention level from motivated

buyers.

3. Attention level wanes and showings decrease.

1

Inte

rest

Lev

el

Time On Market

Week 1 Week 2 Week 3 Week 4

Window of Opportunity

Week 5 Week 6 Week 7 Week 8 Week 9


Choosing the Right ComparablesChoosing the Right Comparables

Location Size

Amenities Condition

Pending

SoldExpired

Active


The Cost of Overpricing in a Stable MarketThe Cost of Overpricing in a Stable Market

1

2

3

4

5

7

6

Initial List Price

Fair Market Value is StablePrice Reductions

Market Interest

Sale

Price reductions are necessary to attract buyer attention. In the end, the

actual final List Price corresponds with the

current Salable Price.


The Cost of Overpricing in a Stable MarketThe Cost of Overpricing in a Stable Market

1. Fair Market Value is driven by what buyers will pay for perceived worth.

2. Seller hopes a higher initial price will draw a higher offer.

3. Market interest is highest for new listings and wanes after two to four weeks.

4. As listings become “stale,” market psychology reduces the Salable Price.

5. Price reductions are necessary to attract buyer attention.

6. The actual List Price corresponds with the current Salable Price.

7. As counterintuitive as it seems, properties initially priced above fair market value tend to sell for less than they could have if their original prices had looked more attractive to buyers.


The Cost of Overpricing in a Buyers’ MarketThe Cost of Overpricing in a Buyers’ Market

7

6 Sale

1

2

3

5 Price Reductions

Initial List Price

Market Interest

Fair Market Value

Salable Price4

The cost of overpricing is amplified in a buyers’ market as the Salable

Price is impacted by declining market values,

“staleness,” and competition.

The Cost of Overpricing in a Buyers’ Market

1. Fair Market Value declines in a buyers’ market.

2. Seller hopes a higher initial price will draw a higher offer.

3. Market interest is fragile (with high inventory) and wanes quickly.

4. Salable Price is impacted by declining market values “staleness,” and competition.

5. Small price reductions only “chase down the market”.

6. Properties sell when buyers see very attractive prices.

7. The Cost of Overpricing is amplified after a shift!

The Right Strategy = “In the Market”

Above

Below Great Poor

Condition vs. Comparables

Pric

e vs

. Co

mpa

rabl

es

In the Mark

et

Out of the

Market

In a buyers’ market there are many homes “on the market” but very few homes that are actually “in the market”.


Comparative Market Analysis ReportComparative Market Analysis Report

Let’s take a moment to discuss the pricing and valuation report

for your home…


Attracting Buyers to Your HomeAttracting Buyers to Your Home

My goal is to sell your home to qualified buyers…

we want QUALITY buyers, not QUANTITY!

Proven methods to attract buyers to your home:

• In our market, 95% of homes are sold through our

Multiple Listing Service (MLS)

• Payment of a Full Buyers Commission

• Complete and honest information and disclosures

• Easy to find directions and showing instructions


How Commission Impacts YouHow Commission Impacts You

82% of homes are listed at 5% - 6% (Buyer’s agent commission of 2.25% - 2.7%)

12% of homes are listed at 7% (Buyer’s agent commission of 3.15%)

5% of homes are listed at less than 5% (Buyer’s agent commission of less than

2.25%)

1% of homes are listed at 10% (Buyer’s agent commission of 4.5%)

We have found that sellers who list at 7% net a higher profit than the properties listed at a lesser commission rate.


Commission Influences Home SalesCommission Influences Home Sales

Commission 5% - 6%82%

Commission < 5%5%

Commission 10%1%

Commission 7%12%

Buyer’s agent commission of 3.15% is higher than 88% of competing properties…

and results in more showings,

shorter market time and higher net profit

for the seller.

7% commission = 3.15% to the buyer’s agent


The Importance of Commission StrategyThe Importance of Commission Strategy

Why will paying a good commission sell your home?

• A higher commission provides a competitive strategy that

attracts more Buyer’s Agents with more

qualified buyers

• Agents bring the buyers – 85% of home buyers have agent

representation

• Transactions are generally smoother

• Your home stands out on the MLS, creating more interest

and showings to potential buyers


My Marketing PlanMy Marketing Plan

My marketing plan includes:

• Yard sign• Internet exposure• A 50 Page Picture Virtual Tour• Print advertising in free news media• Neighborhood marketing • Informing my contacts and my fellow

Prudential agents and cooperating Brokers about your home

• And much more….


Open Houses and Agent Property ToursOpen Houses and Agent Property Tours

• Statistically, less than ½ of 1%

of homes sell

through traditional

Open Houses and Property Tours

Because of the drastic impact the Internet has had on our industry, listings are essentially “Open” 24 hours a day!

We have found that traditional Open Houses and Agent Property Tours

have become more ‘traditions’ than effective marketing tools.


Marketing ConsiderationsMarketing Considerations

Marketing is a joint effortI will be marketing your home to all interested buyersYou will need to keep the appearance of your home show-

ready at all timesWe will need to have flexible and liberal showing times

A transferable AHS Home Warranty is a great marketing tool that can add value to your home Prudential places this home warranty on the home during

the listing period at no cost to you As a seller, you may offer to provide the coverage to the buyer A warranty increases buyer confidence


Marketing Your HomeMarketing Your Home

Important items to consider when selling your home:

•Keep the property ready to show

•Take care of fix-up or maintenance as soon as possible Our Home Services department can help you with

getting qualified and reliable contractors or repair

people to help you, if needed

•Have a home inspection to know what a buyer may ask for in repairs beforehand and eliminate those objections

•Do not be present when a Realtor shows your home Why? Because buyers feel uncomfortable when

sellers are present


Online MarketingOnline Marketing

Over 87% of all buyers search online.

My online marketing strategy includes:

• My web site: oregonrealestatebyjewel.com

• My company web site: www.prunw.com

• 50 Page Virtual Tour: an online video tour of your property

• Posting on web sites locally and throughout the world where people are advertising homes for sale (52+ web sites)

• Home Finder: listings that match their criteria emailed to buyers as soon as they hit the market

http://www.oregonrealestatebyjewel.com/

http://www.prunw.com/


Prudential Listings on the InternetPrudential Listings on the Internet

• Prudential.com

• RMLS.com

• RealEstate.Yahoo.com

• Oregonlive.com

• JohnLScott.com

• Remax.com

. Craig’s List

Additional web sites on which your home would be found:

• Realtor.com

• CBSeal.com

• Hasson.com

• RealtyTrust.com

• Windermere.com

• Trulia.com and many more

. And Many others


Selling Your Home for Top DollarSelling Your Home for Top Dollar

A buyer’s first impression of your home’s interior and exterior appearance is extremely important.

You never get another chance to make a new first impression.

Negative Impression = Negative Showing

Positive Impression = Positive Showing


Preparing Your Home For SalePreparing Your Home For Sale

Please keep in mind, the way you live in a home is different than the way you show a home that’s for sale

Things you can do:• Organize and minimize clutter• Clean up and eliminate odors• General maintenance

Home Services is available to assist you• Have a home inspection to eliminate objections• Stage the home and keep in “ready to show” condition


Showing Your Home Is a Joint EffortShowing Your Home Is a Joint Effort

Please accommodate short notice showings… they may be inconvenient, but they may bring “the” buyer

Please make sure you:• Secure pets• Set optimal lighting and temperature controls • Are not in the home during showings; the buyer

needs to be able to be comfortable and in tune with their emotions

A secure lock box will be installed for showing access


My Commitment to YouMy Commitment to You

I am here to satisfy your needs and answer all of your questions

You can reach me through 24 hour messaging

I will update you weekly, if not more, to discuss: Internet traffic reports Feedback from agents that show your home Lockbox activity reports Changes in market conditions and competition Offers and transaction progress


My Team Is Here to Serve You My Team Is Here to Serve You

• Home Services- Rosie • Transaction Coordinator- Faith

• Columbia Mortgage- Michael

• First American Title Company- Shelly

• Relocation- Kathy Wilkins

• Principal Broker- Mark

• All the Prudential agents in my office and company


Satisfaction Guaranteed!Satisfaction Guaranteed!

“My clients would rather be working with me than

with anyone else.”

- Jewel K Stockli,

Real Estate Broker

Jewel\'s New Selling Clients Education Part 1

Documents

home selling

real estate brokerage

real estate companies

way real estate

home buyers

new home

home services coordinators

home services department