Stop Selling Real Estate

March 24, 2015

1

CHAMBERSBURG OFFICE MEETING

Stop Selling

Real Estate

Guide to Buyer

Closing Costs

Homesale.com

Tips

Median SOLD Price

$145,000 $153,000(2014) (2015)

+5.5%2

FEBRUARY MARKET STATISTICS

SOURCE: MRIS (Franklin County, PA)

Units SOLD

75 89(2014) (2015)

+18.7%3

FEBRUARY MARKET STATISTICS

SOURCE: MRIS (Franklin County, PA)

Average Days on Market (DOM)

127 110(2014) (2015)

-13.4%4

FEBRUARY MARKET STATISTICS

SOURCE: MRIS (Franklin County, PA)

Percentage of CASH Transactions

29%5

FEBRUARY MARKET STATISTICS

SOURCE: MRIS (Franklin County, PA)

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LISTING TRAFFIC REPORTS

• Click ‘Listings’

• Select ‘Active Listings’

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LISTING TRAFFIC REPORTS

• Click ‘Seller Reports’

8

LISTING TRAFFIC REPORTS

• Click ‘Setup a Report

to a Seller’

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SHARE LISTINGS ON SOCIAL MEDIA

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SHARE LISTINGS ONSOCIAL MEDIA

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BUYER’S CLOSING COST SHEET

Providing a cost sheet is

the law

Having a buyer sign a

mortgage company’s

cost estimate does not

fulfill an agent’s duty

Having a buyer sign a

blank cost sheet does

not fulfill an agent’s duty

Explanation of individual

l ine items

Actual costs for each line

item

Cash, Conventional, FHA,

VA, USDA transactions

Special thanks to Teri

Eyler (Homesale

Settlement Services) and

Don Clawson (Homesale

Mortgage)

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GUIDE TO BUYERCLOSING COSTS

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STOP SELLING REAL ESTATE

“Anyone can sell ‘stuff’

but not everyone can

create an experience.”

- Tom Peters

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STOP SELLING “STUFF”

“Just get me to the couch!” 15

FOCUS ON WHAT’S IMPORTANT TO THEM

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IT’S ALL ABOUT THE ‘EXPERIENCE’

https://www.youtube.com/watch?v=cbEKAwCoCKw

1. Divorce/Separation

2. Death of a Spouse/Child

3. Buying/Selling a House

4. Public Speaking

5. Losing Job

6. Planning a Wedding

7. Kids

8. Debt

9. Commuting

10. Studying For Exams

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STRESSFUL LIFE EVENTS *

* Centers for Disease Control and Prevention

1. Commercial Pilot

2. Public Relations Officer

3. Corporate Executive

4. Photojournalist

5. Newscaster

6. Advertising Account Exec

7. Architect

8. Stockbroker

9. Emergency Medical Tech

10. Real Estate Agent

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STRESSFUL JOBS *

* CareerCast – The 10 Most Stressful Jobs

19

RECIPE FOR DISASTER OR . . .

. . . opportunity to enhance the experience?

Product: Motorcycles

Experience: The ability

for a 43 year old

accountant to dress in

black leather, ride

through small towns and

have people be afraid

of him

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HARLEY-DAVIDSON

Product: Vacation Resort

Experience: A means of rediscovering oneself, or inventing an entirely new “me”

21

CLUB MED

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SELLING THE EXPERIENCE

https://www.youtube.com/watch?v=y07at1bU89Q

Product: Beer

Experience: It’s all

about community. It’s

about bringing people

together and sharing

stories and . . .

experiences!

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GUINNESS

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RE-IMAGINE

What They Tell You What They Really Mean

4 Bedrooms No bunk beds for the kids

Large Family Room My pool table is my life

Hummelstown The Wick, Rhoads

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HOW ARE YOU MAKING THE EXPERIENCE MORE ENJOYABLE?

Dan Byers

Dustin Mull

Helen Myers

Tim Beach

Jason Rugh

Todd Crawford

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CLIENT SURVEYS

Tim Beach

Dean Smuro

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RELOCATION LOTTERY TICKETS

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WANTS AND NEEDS