THE GRAVES TEAMTHE GRAVES TEAM“Making good things “Making good things

happen for good people”happen for good people”

How to market your home to sell!!How to market your home to sell!!

Russell & Jeffcoat Realtors, INCRussell & Jeffcoat Realtors, INC

Choose Russell & Jeffcoat and Get Choose Russell & Jeffcoat and Get Ready to Move With Your Ready to Move With Your

Neighborhood Realtor!Neighborhood Realtor!

THE GRAVES TEAMTHE GRAVES TEAM

The Successes of Russell and Jeffcoat The Successes of Russell and Jeffcoat RealtorsRealtors

Serving Columbia since 1965Serving Columbia since 1965 Fourteen offices in South CarolinaFourteen offices in South Carolina 500+ full time agents500+ full time agents Member of the largest relocation network in the Member of the largest relocation network in the

country.country. Largest market share in Columbia areas Largest market share in Columbia areas #1 in sales and closings#1 in sales and closings Full service advertising and public relations Full service advertising and public relations

departmentdepartment Full time training instructorFull time training instructor

Russell and Jeffcoat Market ShareRussell and Jeffcoat Market Share

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1stQtr

3rdQtr

R&J # 1

# 2

# 3

# 4

Off the top ten real Off the top ten real estate companies in the estate companies in the Midlands, Russell and Midlands, Russell and Jeffcoat has maore Jeffcoat has maore listings than #2 and #3 listings than #2 and #3 combined.combined.

Voted best real estate Voted best real estate company by the readers company by the readers of the State newspaper of the State newspaper 12 years in a row.12 years in a row.

Russell & Jeffcoat Realtors Support ServicesRussell & Jeffcoat Realtors Support Services

Marketing ServicesMarketing Services-Full service in house advertising -Full service in house advertising and public relations specialistsand public relations specialists

RelocationRelocation DepartmentDepartment-Experienced &-Experienced & professional relocation team bringing in buyers from around professional relocation team bringing in buyers from around the worldthe world

New Homes ConstructionNew Homes Construction-Offering communities -Offering communities in a variety of price rangesin a variety of price ranges

Bank of AmericaBank of America-Pre-qualification and readily -Pre-qualification and readily available mortgage informationavailable mortgage information

Continuing EducationContinuing EducationRussell & Jeffcoat is committed to providing our agents the best training possible.Russell & Jeffcoat is committed to providing our agents the best training possible.

Our full time training director provides:Our full time training director provides:

Financing updatesFinancing updates Comparative Market Analysis skillsComparative Market Analysis skills Prospecting techniquesProspecting techniques Goal setting techniquesGoal setting techniques Sales and closing techniquesSales and closing techniques Time management skillsTime management skills Marketing proceduresMarketing procedures Knowledge of fair housing laws and regulationsKnowledge of fair housing laws and regulations Advertising PlansAdvertising Plans

MARKETING YOUR HOMEMARKETING YOUR HOME

What to expect from The Graves TeamWhat to expect from The Graves Team

Working Together…The Home-Selling Process

We value your trust in guiding you with the sale of your home. We will keep your information confidential and deal with

complete honesty and integrity. Here’s what to expect from The Graves Team during the home selling process:

What to expect from The Graves Team:What to expect from The Graves Team:

Prepare a competitve market analysis to help Prepare a competitve market analysis to help you make an informed decision about the right you make an informed decision about the right listing price for your home in today’s marketlisting price for your home in today’s market

Give advice and guidance on “staging” your Give advice and guidance on “staging” your home so that it shows well and sells quickly.home so that it shows well and sells quickly.

Use proven, effective stratgies to market your Use proven, effective stratgies to market your home in a dynamic real estate market.home in a dynamic real estate market.

What to expect from The Graves Team:What to expect from The Graves Team:

Network your home through CMLS, marketing Network your home through CMLS, marketing your home to more than 2,100 agents.your home to more than 2,100 agents.

Promote your home to Russell and Jeffcoat Promote your home to Russell and Jeffcoat realtors in town and relocation prospects.realtors in town and relocation prospects.

Coordinate appointments, follow up on Coordinate appointments, follow up on showings and report all customer feedback and showings and report all customer feedback and market activity.market activity.

What to expect from The Graves Team:What to expect from The Graves Team:

Work closely with you to develop a strong Work closely with you to develop a strong negotiating strategy.negotiating strategy.

Estimate your net sales proceeds based on Estimate your net sales proceeds based on sales price and other terms.sales price and other terms.

Coordinate all activities with the closing Coordinate all activities with the closing attorney, inspectors and the lender to ensure attorney, inspectors and the lender to ensure the closing on your home goes smoothly.the closing on your home goes smoothly.

Advertising and Market SupportAdvertising and Market SupportInternet sites your home will be marketed on:Internet sites your home will be marketed on:

www.RussellandJeffcoat.comwww.RussellandJeffcoat.com

www.TheGravesTeam.comwww.TheGravesTeam.com

www.realtor.comwww.realtor.com

www.colamls.comwww.colamls.com

www.cyberhomes.comwww.cyberhomes.com

www.realestate.aol.comwww.realestate.aol.com

www.realestate.yahoo.comwww.realestate.yahoo.com

www.wltx.com/yournewhomewww.wltx.com/yournewhome

www.base.google.comwww.base.google.com

www.BankofAmerica.comwww.BankofAmerica.com

www.thestate.comwww.thestate.com

www.relohomesearch.comwww.relohomesearch.com

www.frontdoor.comwww.frontdoor.com

www.realestate.msn.comwww.realestate.msn.com

www.move.comwww.move.com

www.trulia.comwww.trulia.com

Advertising and Marketing SupportAdvertising and Marketing Support

Russell & Jeffcoat Real Estate MagazineRussell & Jeffcoat Real Estate Magazine

Russell & Jeffcoat is the only real estate company in the Russell & Jeffcoat is the only real estate company in the Midlands with its own FULL COLOR real estate Midlands with its own FULL COLOR real estate

magazine. Bi-monthly distribution of nearly 34,000 magazine. Bi-monthly distribution of nearly 34,000 magazines and is distributed in over 500 locations magazines and is distributed in over 500 locations

throughout the Midlands. The magazine features only throughout the Midlands. The magazine features only listings of Russell and Jeffcoat and is the most read listings of Russell and Jeffcoat and is the most read

real estate magazine on the market.real estate magazine on the market.

Advertising and Marketing SupportAdvertising and Marketing Support

Real Estate & Home Section of Real Estate & Home Section of The StateThe State Newspaper Newspaper

Russell & Jeffcoat features over 100 properties each Russell & Jeffcoat features over 100 properties each week in the real estate sections of the State newspaper week in the real estate sections of the State newspaper as well as other property listings in classified and new as well as other property listings in classified and new

home community advertising.home community advertising.

Advertising and Marketing SupportAdvertising and Marketing Support

Direct Mail PostcardsDirect Mail Postcards

Russell & Jeffcoat provides direct mail cards for Russell & Jeffcoat provides direct mail cards for our agents when they list a new property, sell a our agents when they list a new property, sell a

property or have an open house on a listing. property or have an open house on a listing.

Selling Your HomeSelling Your Home

What determines the sale of a home?What determines the sale of a home?

Uncontrollable FactorsUncontrollable FactorsLocationLocationTimingTiming

CompetitionCompetition

Controllable FactorsControllable FactorsPricePriceTermsTerms

ConditionConditionMarketingMarketing

Why Listings ExpireWhy Listings Expire

MarketingMarketing

ConditionCondition

PricePrice

Marketing ProgressMarketing Progress

Negotiations

Offer

Feedback

ShowingsDirect

Marketing

Open House

Advertising,Flyers

For sale sign

MultipleListing Service

SALE

Market Analysis/PricingMarket Analysis/PricingStudyStudy

Market Analysis/Pricing StudyMarket Analysis/Pricing Study

What is market value?What is market value?

Market Value of your home is what Market Value of your home is what the buyer is willing to pay for the the buyer is willing to pay for the

property-TODAY!!property-TODAY!!

Market Value/Pricing StudyMarket Value/Pricing Study

Market value is based off of:Market value is based off of:

Today’s Housing MarketToday’s Housing Market Current Competition in AreaCurrent Competition in Area

Available Financing Options for BuyersAvailable Financing Options for Buyers Current Economic ConditionsCurrent Economic Conditions Buyers Perception of PropertyBuyers Perception of Property

LocationLocation Normal Marketing TimeNormal Marketing Time

Market Analysis/Pricing StudyMarket Analysis/Pricing Study

Market value is NOT based off of:Market value is NOT based off of:

What you have in itWhat you have in it What you need out of itWhat you need out of it What it is appraised forWhat it is appraised for

What your neighbors home sold forWhat your neighbors home sold for What it is insured forWhat it is insured for

What the tax office says its worthWhat the tax office says its worth Based on Memories and TreasuresBased on Memories and Treasures

Pricing StudyPricing Study

Key factors when determining market value:Key factors when determining market value:

Subject PropertySubject Property Competing PropertiesCompeting Properties Pending PropertiesPending Properties Sold PropertiesSold Properties Expired PropertiesExpired Properties

Each of these components tell a story when pricing your Each of these components tell a story when pricing your home.home.

Pricing StudyPricing StudyWhat competiting properties tell us:What competiting properties tell us:

These properties tell us what your competition These properties tell us what your competition is in the area.is in the area.

The price you set will influence the numbers The price you set will influence the numbers of buyers who view your home.of buyers who view your home.

Buyers select homes by comparison shopping Buyers select homes by comparison shopping considering things such as location, condition, considering things such as location, condition, and value for the priceand value for the price

Greater numbers of buyers will view homes Greater numbers of buyers will view homes that are competitively priced.that are competitively priced.

Pricing StudyPricing StudyWhat Pending Properties tell us:What Pending Properties tell us:

These homes tell us which home buyers have These homes tell us which home buyers have made a commitment to purchase given the made a commitment to purchase given the location, condition, and value for the price.location, condition, and value for the price.

Pricing StudyPricing StudyWhat Sold Properties tell us:What Sold Properties tell us:

Sold properties tell us what buyers are willing Sold properties tell us what buyers are willing to pay for similar homes in the area based on to pay for similar homes in the area based on location, condition, and value for the price. location, condition, and value for the price. These homes have tested the market and have These homes have tested the market and have been successful.been successful.

Pricing StudyPricing StudyWhat do Expired Properties tell us:What do Expired Properties tell us:

Expired properties tell us what a buyer is NOT Expired properties tell us what a buyer is NOT willing to pay for similar homes in the area willing to pay for similar homes in the area based on location, condition, and value for the based on location, condition, and value for the price. These properties have tested the market price. These properties have tested the market and failed, usually due to overpricing.and failed, usually due to overpricing.

Pricing StudyPricing Study

As a seller you can control:As a seller you can control:

The price you ask for the homeThe price you ask for the home The condition of the propertyThe condition of the property Access to the propertyAccess to the property

As a seller you can’t control:As a seller you can’t control:

Market ConditionsMarket Conditions Motivation of your competitionMotivation of your competition

Pricing StudyPricing StudyKeys to remember:Keys to remember:

SellerSeller You control the condition of the house and the You control the condition of the house and the

price you set.price you set.

BuyerBuyer Buyer determines the value of the home based Buyer determines the value of the home based

on what they are willing to pay for your home.on what they are willing to pay for your home.

Pricing StudyPricing StudyKeys to remember:Keys to remember:

AgentAgent

As your agent it is The Graves Team job to As your agent it is The Graves Team job to position your home in the marketplace to position your home in the marketplace to

attract the most amount of attention, generate attract the most amount of attention, generate the greatest amount of activity, and cause your the greatest amount of activity, and cause your

home to home to SELL!!SELL!!

We Are Ready to Go to Work We Are Ready to Go to Work For YOU!!For YOU!!

THE GRAVES TEAMTHE GRAVES TEAM

for all your real estate needs!!for all your real estate needs!!