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The Michael Poczynek Marketing PlanThe Most Advanced
International Marketing plan in PEI.Marketing your Property
Socially and Globally® since 1997.
MICHAEL POCZYNEKTOP 10 AGENTS IN PEI FOR 2015 BASED ON MLS
DATA.CRS, MCNE, CNE, ABR, CIAS, CDPE, SRES, ePro, RECS, MRED
902.626-6912 | 1.888.295.6863michaelshomes.com |
hd.michaelshomes.com | top10.michaelshomes.com
RECORD SALE IN PEI! The Most Impressive House in PEI: Cable Head
East $4,750,000.
Century 21 Northumberland (1987) Limited
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(Pre)Listing Appointment Procedure
1. Pre-Listing Form (before visit over phone)
2. Prelisting Presentation (delivered prior to meeting)
3. Meet, greet, & preview your home(notes/candid photos not
for MLS).
4. Introduction, Credentials (About Me)
5. Discuss marketing plan (About You)
6. Ask a series of questions (Seller Intake Form)
7. Address your concerns
8. Mutually decide if we want to work together.(price triangle -
agree to list form.)
9. Establish price & estimate net
10. Explain forms & procedures
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Top 10 in PEI for 2015 – Top 6% for C21 Canada
Page 3
Michael is 1of the Top 10 Agents in Prince Edward Island.*
Michael is in the Top 6% of all 8,503 Century 21 Canada Agents
Nationally.*
Michael is one of the Top 11 Agents in Atlantic Canada for
Century 21 Canada.*
* Based on 2015 PEI MLS sales volume data.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
30+ Years Experience & Awards
• 2015 - CENTURION® Producer*• 2014 - Masters Ruby• 2013 -
Masters Silver• 2012 - Masters Emerald• 2011 - CENTURION®
Producer*• 2008 - Masters Ruby• 2007 - Masters Emerald• 2006 -
CENTURION® Producer*• 2005 - Masters Emerald• 2004 - Masters Ruby•
2002 - Masters Ruby• 1999 - Masters Silver Club
* 6.8% (578) of all Century 21 Canada agents (8503) achieved
CENTURION® status or higher (2014). Page 4
• I have been involved with Residential and Commercial Real
Estate since I was in my teens. I helped created iciworld.com
(world’s second largest commercial RE site).
• I hold the top sales record for the most expensive home in PEI
ever sold listed at $4,750,000.• I hold the top sales record for a
commercial sale of $4,900,000. • Top negotiated off Island deal in
Ontario $120,000,000. (120 Million).• Moved to PEI from Ontario and
was licensed in 1997, became Top Earner in Atlantic Canada
2006, and became #72 in Canada out of 8,503 agents. More income
= more marketing dollars for you.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Credentials - CRS
Page 5
CRS – Certified Residential Specialist– The Council of
Residential Specialists awards the CRS designation to REALTORS® who
complete intensive classroom courses as well as a required number
of transactions; CRSs make up the top 3% of REALTORS® in the
nation. “Certified Residential Specialist (CRS) agents have proven
record of success—3X success, in fact. Compared to the average
REALTOR®, CRS agents have been in the business nearly three times
longer, have three times the number of annual transactions, and
generate three times the amount of gross sales.”
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Credentials - CNE
Page 6
CNE – Certified Negotiation ExpertMCNE – Master Certified
Negotiation Expert
This course is one of the top new designations in real estate
and is taught nationally by the Real Estate Negotiation
Institute.
• Competitive Win-Lose Hard Bargaining vs. Collaborative Win-Win
NegotiatingUnderstand the differences in these two classic
approaches and how to use both approaches to get the best outcome
for your client and yourself
• Psychology of BuyingLearn how the brain makes purchase
decisions and how you can impact both sides of the brain in the
decision making process
• Persuasion PrinciplesScientifically proven persuasion
approaches that increase your success rate at influencing others;
includes scripts for real estate negotiation situations that
utilize these proven persuasion approaches
• CNE Model and Planning GuideLearn how to proactively plan your
real estate negotiations for success
• Case StudiesSee how these principles and approaches are
applied in real estate negotiation situations in all kinds of
markets
• Skill Practice/Role PlaysGet a chance to practice your new
skills in a safe environment that will increase your success in the
real world
• Group Discussion TopicsInnovative and creative approaches are
discussed by small and large groups that will help take your
business to new levels
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Credentials – REDM
Page 7
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Credentials - ABR
Page 8
When you look for an ABR® before you look for a home, you’ll be
served, not sold. Your interests become their interests. And you’ll
be working with someone who has gone the extra mile by completing
specialized training in delivering the best in buyer-representation
services. Plus, a REALTOR® who has an ABR® Designation also has an
established track record, with proven experience in representing
the concerns of home buyers.
The ABR® Designation is awarded through the Real Estate Buyer’s
Agent Council, or REBAC, which was founded in 1988 to promote
superior buyer-representation skills and services. REBAC is an
affiliate of the National Association of REALTORS® (NAR).
http://rebac.net/what_is_rebac.cfmhttp://www.realtor.org/
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Credentials - ePro
Page 9
The e-PRO® advantage. Build your Business online.
e-PRO® certification shows consumers that you are willing to go
the extra mile to provide the most up-to-date and sophisticated
service, and truly be a successful agent. Applying advanced
technologies and social media strategies to your business plan
expands your capabilities, increases your reach, and builds trust
with your customers.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Credentials - SRES
Page 10
Seniors Real Estate Specialist® / SRES®
The SRES® Designation program educates REALTORS® on how to
profitably and ethically serve the real estate needs of the fastest
growing market in real estate, clients age 50+. By earning the
SRES® designation, you gain access to valuable member benefits,
useful resources, and networking opportunities across the U.S. and
Canada to help you in your business. SRES® Designation program
educates REALTORS® on how to profitably and ethically serve the
real estate needs of the fastest growing market in real estate,
clients age 50+. By earning the SRES® designation, you gain access
to valuable member benefits, useful resources, and networking
opportunities across the U.S. and Canada to help you in your
business.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Credentials – CIAS and CDPE
Page 11
CIAS: Certified Investor Agent Specialist. A Certified Investor
Agent Specialist™ (CIAS) finds, creates, and closes with
residential real estate investors with the knowledge and tools
earned through comprehensive education and experience.
CIAS-designated agents can streamline the process of real estate
investment to increase returns for investor clients.
CDPE: Certified Distressed Property Expert.A Certified
Distressed Property Expert® (CDPE) has a thorough understanding of
complex issues in today’s turbulent real estate industry and
knowledge of foreclosure avoidance options available to homeowners.
CDPEs can provide solutions, specifically short sales, for
homeowners facing market hardships.
http://www.cdpe.com/what-is-a-short-sale.html
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Credentials - RECS
Page 12
Real Estate CyberSpace Specialist
The RECS designation lets clients and colleagues know of your
proficiency in serving the public with recognized skills for
utilizing CyberSpace marketing programs and for effectively
adopting special technology and networking systems.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
My Professional Experience
• A marketing and advertising expert specializing in Real
Estate.
• Always in the lead of innovation including professional
digital photography, aerials, videos, Drone Video, Internet, Social
Media, Blogs, E-mail lists, Weekly Newsletters, YouTube and
more.
• The first and largest web presencein Prince Edward Island
since 1997.
• My background is sales, technology, advertising,marketing, and
business management.
• Started my first business at 15.
• Involved with Real Estate since I was about 12.
Page 13
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
CENTURY 21® Northumberland (1987) Limited
• Century 21 Strenghts• Century 21; The #1 Brand in Prince
Edward Island for over 40 years.• 55+ agents Island Wide. Best
Trained and Top Producing agents in PEI.• Active in community
events and charities.• Coverage from East Point to North Cape, and
everywhere in between.
• Strength of the CENTURY 21 brand • CENTURY 21® continues to be
the most recognized name in real estate*
• I have been a full time agent for almost 20 years in PEI.
Page 14
*Source: 2007 Ad Tracking Study. The survey results are based on
1216 online interviews with a national random sample of adults
(ages 25-54) who are equal decision makers and who have bought or
sold a home within the past two years or plan to purchase or sell a
home within the next two years. Brand awareness questions are based
on a sample of 1216 respondents with a margin of error of +/- 2.4%
at 90% confidence level. The study was conducted between February
19th - October 7th, 2007 by Millward Brown, a leading global market
research organization.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
A History of Proven Results
• Sold the Waterfront Mall (twice).Largest sale on MLS -
Ever.
• Responsible for some of thelargest sales on the Island.
• Sold more high end properties “sight unseen” then any agent on
the Island.
• Sold properties that have been on the market for “Years” in 24
hours or just days with the help of my Internet exposure and
mailing list of over 21,527 subscribers, and a YouTube Channel with
almost a Million views, and 1100+ subscribes.
• Our company has more listings then any company on the Island.
We are most likely to get the calls and the buyers. Those who have
the listings – control the market.
Page 15
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Michael in Money Magazine
Page 16
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved. Page 17
Michael in the New York Times
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved. Page 18
Michael in the New York Times (more than twice)
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved. Page 19
Michael in MoneySense Magazine
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved. Page 20
Michael in the Media
• CBC Radio• CBC TV Local News• CBC TV National News• All Local
Radio Stations• The Journal Front Page (several times)• The
Guardian Front Page (several times)• The Globe & Mail• And the
list goes on and on ..
Search Google.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Get More with CENTURY 21®
Standard Services• Multiple Listing Service• Local Advertising•
Yard Sign• Agent and Office Preview• Open House• Required Property
Disclosures• Competitive Market Analysis• Featured on National
Website• Financial Analysis• Time Analysis• Tips on Showing
Customized Services• National Advertising• Global Referral
Network• Seller Service Pledge• Quality Service Survey• Other
Internet Websites
Page 21
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Our “Exclusive” Real Estate Book
Page 22
Century 21 Northumberland has it very own and exclusive Real
Estate Book that only advertises our listings to over 400 locations
Island Wide. Ten’s of Thousands of copies distributed.
2016 target is 60,000 copies Island Wide.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Michael’s “Exclusive” Social Media signage for 2012-16
Page 23
New Social Media For Sale signs, and YouTube signs have
potential purchasers stopping and taking notice and watching videos
on-site. A 24 hour a day open house.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
The Evolution towards Social Media Marketing.
Page 24
The world has evolved from Search Engine Centric to Social Media
Centric. This is my focus.
According to Compete PRO data for August 2013:• 163.4 million
American adults visited facebook.com• 162.5 million American adults
visited youtube.com• 59.3 million visited blogspot.com• 41.2
million visited linkedin.com• 34.1 million visited twitter.com•
33.2 million visited wordpress.com• 33.1 million visited
plus.google.com• 29.6 million visited pinterest.com• 25.6 million
visited instagram.com• 23.5 million visited tumblr.com
https://www.facebook.com/michael.poczynekhttp://www.youtube.com/user/michaelpoczynekhttp://ca.linkedin.com/in/michaelpoczynek/https://twitter.com/michael_768https://twitter.com/michael_768https://plus.google.com/101269215730243454302/postshttp://www.pinterest.com/michaelpoczynek/boards/
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Get More with CENTURY 21®
• Tips on Marketing
• Tips on making house more saleable (staging). We have an in
house stager.
• Tips on holding open house
• Estimate of repairs
• Security checklist
• Highlighted expired list
• Company comparison chart
• Marketing checklist
Page 25
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved. Page 26
Most Recognized Name in Real Estate
Source: 2007 Ad Tracking Study. The survey results are based on
1216 online interviews with a national random sample of adults
(ages 25-54) who are equal decision makers and who have bought or
sold a home within the past two years or plan to purchase or sell a
home within the next two years. Brand awareness questions are based
on a sample of 1216 respondents with a margin of error of +/- 2.4%
at 90% confidence level. The study was conducted between February
19th - October 7th, 2007 by Millward Brown, a leading global market
research organization.
Q “Which of these agencies , if any, is the most recognized name
in real estate?”
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved. Page 27
Unsolicited Testimonials (A Small Sample)
"If you want the top agent on the island Michael is my choice.
He has a greater marketing reach than any other agent I have had
contact with and the ability to match it. His fee is higher but in
the end when he moves your listing where others fail and at a
bigger dollar you both win. I am very satisfied with Michael's
performance for my wife and I. I do not know of a more capable and
results oriented agent in PEI. I highly endorse Michael Poczynek."
... Chris from Quebec, Canada.
"Having been on your email marketing list for almost two years,
I must take a moment to commend you on your highly professional and
informative emails and links to Web pages with property details.
... Certainly your illuminating emails have helped acquaint my wife
and me with the values and venues on PEI. You will be the first
person we contact when we can embark on our search for a PEI
retreat." ... Whit from California, USA.
"Michael, You are too cool. Keep up the good work." ... Brian,
former Century 21 Agent in PEI, now in Alberta.
"My property was on the market for 5 years with other agents,
Michael listed it and sold it in 1 hour! Thank you for your help
and personal attention. You are the first realtor on PEI to make a
difference. In the future, you will be the only one who I will ask
for help." ... Rev. Richard, MD, USA
"You do nice work Michael and are the first REA to do this
property justice. Thank you." ... Richard, FL, USA.
"Michael: I like the speed at which you move." ... Patrick,
Lawyer, Alberta.
"Hi Michael, I thought it was very impressive today when my
Blackberry went off at 11:02 with your weekly newsletter & then
my fax machine with your Read Dr property. I watch a lot of real
estate shows on TV & it's hard to believe an agent in
Summerside PE has a better website. Compared to other agents you
are years ahead of the game." ... Tyler, Summerside, PE, Business
Marketing/Sales Specialist.
"Hi Michael: You are still by far the most professional agent I
have ever come across. Great web and ad displays." ... Rod,
Ontario.
"Hello Michael, Thank you so much for all your fine work. We
look forward to recommending you to anyone else that wants to find
their dream in PEI. If you ever need a more in depth testimonial
for promotional or other reasons, please feel free to ask us - It
would be a pleasure." ... All the very best, Marcus & Sophie,
BC, Canada.
"I appreciated your quick responses and timely service
throughout the experience. Your video tours of the homes are a
great service and a real differentiator." ... Matt, Montreal,
Canada.
"I noticed your YouTube video and am very impressed with your
enthusiasm." ... Karen C., North River, NS, Canada.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved. Page 28
Century 21 Northumberland – Marketing Advantages
Which one of these did you want to give up(if you use another
agent)?
Larger printable versions of this chart may be found at:
MichaelsAdvantages.com
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Local Real Estate Company Comparison Chart
Page 29
Which one of these did you want to give up(if you use another
agent)?
Larger printable versions of this chart may be found at:
MichaelsAdvantages.com
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Ask a Series of Questions1. When did you first start thinking
about selling your home?
2. Where would you like to move?
3. When would you like to be in your new home?
4. How long have you lived in your present home?
5. What improvements have you made to your present home?
6. If there was one thing that you could change with your
present home, what would it be?
7. What was your original purchase price?
8. What is the balance on your present mortgage?
9. How did you arrive at your price?
10. How do you feel about owner financing?
11. What is most important to you? Price? Timing?
Convenience?
12. Who else have you been talking to about the sale of your
home?
13. What would it do to your plans if you did not sell?
14. What major concerns do you have in making a move?
15. What would I have to do to get your home listed with me
today?
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Preview your Home
“Through the Eyes of a Buyer!”
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
The Evolution of Real Estate and Michael’s Firsts• 1997 – First
Agent to have a Website on the Internet and on page 1 of Google
most of the time for 14 years.
• 1998 – FIRST TO ADVERTISE OPEN HOUSE IN ADVANCE WITH
SIGNAGE
• 1999 – FIRST TO USE DIGITAL PHOTOPGRAPHY
• 2000 – FIRST TO OFFER A WEEKLY PEI REAL ESTATE NEWSLETTER
• 2001 – FIRST TO OFFER STAGING SERVICE & PROFESSIONAL
PICTURES
• 2002 – FIRST TO OFFER HIGH SPEED DIGITAL AERIAL
PHOTOGRAPHY
• 2006 – FIRST TO BRING AERIAL PHOTOS TO THE INTERNET
• 2008 – FIRST TO OFFER HD VIDEO
• 2009 – TWITTER, FACEBOOK, AND WORDPRESS (BLOG)
• 2010 – FIRST TO OFFER AERIAL HD VIDEO FOR REAL ESTATE IN
PEI
• 2012 – YouTube Channel hits 501 Video Online, and over 655,000
views. Michael Obtains his CRS, ABR, and ePro Certifications.
Point2 syndicates listings to over 350 websites. Social media now
includes LinkedIn, Facebook, YouTube, Wordpress, and more. Kijiji
advertising increased. National Ad campaigns increased.
• 2013 - On CBC TV and Radio three times with coverage of
several properties.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
The Evolution of Real Estate and Michael’s Firsts• 2015 – First
to use Facebook Ads to promote listings, and attract buyers.
• 2015 – YouTube channel hits 555 videos online, 798,000 views,
and 1100+ subscribers.
• 2016 – After 10 Years, and 600 videos later; the first 4K
video has been produced and is now online at my YouTube
Channel.
• 2016 - MRED – Accredited with the MRED credential - Real
Estate Digital Marketer Certification; The latest credential
offering the latest techniques for Real Estate Digital
Marketing.
• 2016 - Sold most expensive home in the history of PEI; Asking
$4,750,000.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Michael’s Listings now Syndicated to over 350 Websites.In
addition to the already existing 60+ in house.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Marketing Plan
• List your property on our company website including a virtual
tour, slide show and photos of your home.
• Exposure with live video on HD.michaelshomes.com• Internet
marketing.• Have your listing posted to other real estate search
websites that receive
millions of visitors.• Send out electronic notices about your
home i.e., eNewsletters and
eCards. Michael’s weekly newsletter, YouTube subscribers,
Twitter, My Blogs.
• Provide local advertising through The Journal and The
Guardian.• Leverage the CENTURY 21® Global Referral Network to
access leads
from around the world.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Marketing Plan, Continued
• Introduce other unique marketing techniques appropriate for
your property. – Enhanced listing display on Realtor.ca site to
make your property stand
out with professional photos.– Video/virtual tour on
YouTube.com, MySpace.com, LiveVideo.com.– Offer special Century
21/Centum Mortgage financing options. We are
the only one in Summerside with a full time in house mortgage
broker.– Other special promotions.– Feature your property on my
personal websites. I have more then
anyone.– Place property on Craig’s List and other online
classified websites for
maximum exposure.
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Marketing Plan, Continued (Internet Presence)• 18mckenna.com•
3stacy.com• 708strang.com• 80stacy.com• apartmentbrokers.ca•
bellavitapei.com• c21ici.com• c21pei.com• cableheadeast.com•
flyfreetopei.com• greenwichdunes.com• incomeunit.com•
investinpei.com• michaelpoczynek.com
• michaelshomes.com• michealshomes.com• peiaerialphotos.com•
peibuy.com• peiproperties.net• poczynek.com•
princeedwardislandrealestate.com• renovatio.ca• renovatiobiz.com•
sunburycove.com• sunburycoveestates.com• supersmartagent.com•
waterfrontmallpei.com• michaelsadvantages.com
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Marketing Plan, Continued (Internet Presence, Continued)
• hd.michaelshomes.com946,044 views, 17 sales/8 months,it’s the
source for PEI Real Estatevideo. 501+ Videos Online, 1288+
subscribers.
• peivideos.com• videopei.com• videospei.com •
princeedwardislandvideo.com• princeedwardislandvideos.com•
videomarketingextreme.com• extremevideomarketing.com•
peirealestatevideo.com• peirealestatevideos.com
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Marketing Plan, Continued (Internet Presence, Continued)
• A mailing list of almost of over 21,527 subscribers interested
in PEI Real Estate. Some properties that have been on the market
for years, have sold in seconds with this tool.
Selling a Home is all about market exposure and price.
-
Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
CENTURY 21® National Advertising
• Multi-million dollar national advertising campaigns• Print,
television and radio• Targeted advertising for Specialty
Markets
Page 41
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
CENTURY 21® National Advertising
Page 42
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
CENTURY 21® Global Reach
Worldwide presence• Century21.com
international links and websites
• CENTURY 21® Global Referral Network
• Significant buyer opportunities - with over 8,000 offices and
140,000 sales associates worldwide
• Additional buyer opportunities - with the CENTURY 21® Global
Referral Network, an Internet based referral system for broker
selection and distribution of referral leads
Page 43
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Home Buyers
• 97% of all home buyers used the Internet as a tool when
searching for a home (2012).
• 85% of home buyers are now looking for videos to find
properties.
• 84% of recent home buyers found photos “very useful”* • 60%
said the same about virtual tours*• 96% of first time home buyers
used the internet as an information
source in the home buying process*
Page 44
*2007 NAR Profile of Home Buyers and Sellers
**Nielsen-Net Raings.com
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
What is the implication?
Real Estate Agent
Internet
Yard Sign
Of Those Buyers Who Used the Internet, Where They First Learned
About the Home They Purchased
The Internet should be leveraged to attract more buyers
Page 45
Source: 2007 National Association of REALTORS® Profile of Home
Buyers and Sellers
Chart1
200820082008
200920092009
201020102010
201120112011
201220122012
Real Estate Agent
Internet
Yard Sign
41
11
16
38
15
16
36
24
15
36
24
15
33
34
14
Sheet1
20082009201020112012
Real Estate Agent4138363633
Internet1115242434
Yard Sign1616151514
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Additional exposure for your listing
• Home Shows all across Canada including Alberta and New
Brunswick.• Wall Street Journal (Fine Homes)• Globe & Mail• The
Journal, The Guardian• Dan’s Paper – Long Island New York• Boston
Herald, Boston Globe• Ebay• Loopnet.com (commercial)• ICIWorld
(commercial) – I originally setup this system back in the days of
dial up
modems and no Internet (Bulletin Board Systems).• Realtor.ca•
CraigsList.org• YouTube.com• Kijiji.ca• Century 21 Fine Homes and
Estates
Page 46
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Establish Price & Estimate Net: Competitive Market
AnalysisEstablishing the perfect price for your home!
• Recent Sales• Current (Active) Listings• Expired Listings
Page 47
• How do you stack up against the competition?
• What will help your property sell faster?
• How much will you have after closing?
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Seller Service Pledge – My Personal Commitment
• 21 points of differentiation
– Commitment to service
– Agreement between you, the seller and my CENTURY 21®
office.
Larger printable versions of this chart may be found at:
MichaelsAdvantages.com
Page 48
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Moving DayRemoval of Conditions
Conditionally AcceptedNegotiations
OfferShowing
Active on the market today
A Successful Home Sale!
http://www.aplusart.com/cgibin/autorank/rankem.cgi?action=in&id=aceclipSheet1
Moving Day
Removal of Conditions
Conditionally Accepted
Negotiations
Offer
Showing
Active on the market today
Sheet2
Sheet3
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Any Questions?
I would like to address any concerns or questions you
may have at this time.
Page 50
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Together we will …
Sell your home!
Page 51
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Put me to work for you!
CENTURY 21: The Gold Standard.
Page 52
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Thank you! For more information on Michael, please visit
LinkedIn and add as a contact:
MICHAEL POCZYNEKCentury 21 Northumberland (1987) Limited
Direct Line: Charlottetown (902)626-6912 or Summerside
(902)888-8860Michaelshomes.com, HD.Michaelshomes.com, &
Top10.Michaelshomes.com
Page 53
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
YOUR CHOICE
?
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Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
INVESTOR/MARKET VALUE
TIME TRIANGLE
Wholesale Retail
Your Price
__(Motivated Buyer)_-10%_$___________________
__ (Investor) -15-20%_$___________________
___Market_$__________________
_+ 10-20% $___________________
30 Days______
90 Days______
6-12 Months______
1-3 Years
-
Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Fuel To Get The Job Done
Edmonton
Disneyland
1810 Miles
72.4 Gallons
-
Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
Possible Cost of Waiting
1. Interest rates might go up $ _______________
2. Their house might be worth less $ _______________
3. New home might cost more $ _______________
4. Law of supply and demand $ _______________
5. Repair and lose money $ _______________
6. Tax changes $ _______________
7. Political change $ _______________
8. Cost of marketing $ _______________
9. Lost opportunity (speculation ie job transfer) $
_______________
10. Double house payment $ _______________
11. Lost in the shuffle? $ _______________
12. Job stability – Economic conditions $ _______________
-
Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
FRIEND IN THE BUSINESS
You can fire a stranger
More objective advice
Privacy
Friendship not in jeopardy
Money decisions based on YOUR needs, not THEIRS
-
Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
REPAIR AND LOSE MONEY
Never invest a NICKEL
Unless you get a DIME in return!
-
Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
“CALL-ME-AFTER-THE-HOLIDAYS” HANDLER
1. LESS COMPETITION 5. SENSTIVE BUYERS MAKE
2. SERIOUS BUYERS AND CONVENIENT APPOINTMENTS
TRANSFEREES 6. POSITIONS YOU FOR SPRING
3. HAPPY MESS MARKET
4. BESTAGENTS STILL 7. “EXTRA-MONEY” INCONVENIENCE
WORKING
-
Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
COMMISSION
Which House Would You Sell?
5%6%
7%
-
Copyright © 2008 Century 21 Real Estate LLC. All rights
reserved.
COMMISSION
How much would you like to NET? (in your pocket)
a) $100,000 at 1% commission
b) $150,000 at 10% commission
Concern yourself with the NET, not the Commission. Higher
commissions attract more Agents that results in more showings, more
offers, and more money in your pocket.
The Michael Poczynek Marketing Plan�The Most Advanced
International Marketing plan in PEI.�Marketing your Property
Socially and Globally® since 1997.(Pre)Listing Appointment
ProcedureTop 10 in PEI for 2015 – Top 6% for C21 Canada30+ Years
Experience & AwardsMy Credentials - CRSMy Credentials - CNEMy
Credentials – REDMMy Credentials - ABRMy Credentials - eProMy
Credentials - SRESMy Credentials – CIAS and CDPEMy Credentials -
RECSMy Professional ExperienceCENTURY 21® Northumberland (1987)
LimitedA History of Proven ResultsMichael in Money MagazineMichael
in the New York TimesMichael in the New York Times (more than
twice)Michael in MoneySense MagazineMichael in the MediaGet More
with CENTURY 21® �Our “Exclusive” Real Estate BookMichael’s
“Exclusive” Social Media signage for 2012-16The Evolution towards
Social Media Marketing.Get More with CENTURY 21® �Slide Number
26Slide Number 27Century 21 Northumberland – Marketing
AdvantagesLocal Real Estate Company Comparison ChartAsk a Series of
QuestionsPreview your HomeThe Evolution of Real Estate and
Michael’s FirstsThe Evolution of Real Estate and Michael’s
FirstsSlide Number 34Slide Number 35Marketing PlanMarketing Plan,
ContinuedMarketing Plan, Continued (Internet Presence)Marketing
Plan, Continued (Internet Presence, Continued)Marketing Plan,
Continued (Internet Presence, Continued)CENTURY 21® National
AdvertisingCENTURY 21® National Advertising�CENTURY 21® Global
ReachHome BuyersWhat is the implication?Additional exposure for
your listingEstablish Price & Estimate Net: Competitive Market
Analysis�Establishing the perfect price for your home!Seller
Service Pledge – My Personal CommitmentSlide Number 49Any
Questions? Together we will …Slide Number 52Thank you! For more
information on Michael, please visit LinkedIn and add as a
contact:Slide Number 54Slide Number 55Fuel To Get The Job
DonePossible Cost of WaitingSlide Number 58Slide Number 59Slide
Number 60Slide Number 61Slide Number 62