Kc Prelist Packet

8/14/2019 Kc Prelist Packet

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ut more money in your pocket with e Hassle

Free Home Selling System, exclusively with e

Kelsey Cottrell Realty Group. Most Brokers will charge

you the same fee no matter how your home sells...even

if you nd the buyer. With e Hassle Free Home Sell-

ing System you have complete exibility...from Full

Service to Do It Yourself.

You should hire us for the same reason that our past

satised sellers have used us. ey know that they candepend on us to get them the most money, in the short-

est amount of time, with the fewest hassles.

Our Hassle Free Listing Home Selling System offers

benefits that the ordinary agent does not. Our program

offers flexible commissions to put more money in your

pocket, a cancel anytime policy, and the right to sell

your home yourself and pay us nothing.

Lets examine one of our programs benets: we allow

you to cancel the listing at anytime. Most agents wil

not give the consumer this right. You might ask your-

self why agents need to lock you up for four to six

months. Why would they be afraid to give you the righ

to cancel? Our philosophy is that we would rather striveto earn your business every day. We are condent that

we can provide a superior level of service and care. If we

dont, we dont deserve your business. Its that simple.

P

T R Y T H I S S P E C I A L N O - R I S K O F F E R !

e believe that the real estate industry is on the

verge of a major shift away from primarily inde-

pendent agents who are left on their own to manage all

aspects of real estate transactions. We have the training,

coaching, platforms, systems, technology and processes

in place to help our agents succeed at a very high level.

Independent real estate agents already know the chal-

lenges of working on their own, juggling the hundreds

of varied tasks associated with each real estate transac-

tion. ats why Kelsey Cottrell employs a full-time

sta of administrative professionals to assist our agents

and manage the hundreds of details involved in everylisting of a property and home purchase.

M E E T T H E K E L S E Y C O T T R E L L T E A M

W

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Buyer Source(How buyers found thehome they purchased)

% of Buyers Kelsey Cottrell Realty Group StrategyOther Agent

Strategy

Agents with buyers 35 - 40%Find the Agent with the Buyer Program. Includes aggressive

reverse prospecting*, e-yers to agents in area.?

Internet 35%

Over 90% of buyers today start on the Internet!

Kelsey Cottrell Realty Group listings are linked to over 300

other websites, including MSN, Yahoo, Prudential VOW,

Realtor.com, etc., ensuring maximum exposure and a speedy

sale. We also post our listings to Facebook Marketplace,

Twitter, Craigs List, YouTube and stlouisrealestatetoday.com.

?

Yard Signs 15%We use large, oversized yard signs with free 24-hour

information. ?

Top 3 Total 85%+

Note: All other sources: newspaper, neighbors, open houses,

etc. account for all of the few remaining sources. Unless

a marketing plan optimizes for the top 3, we nd that

homes either do NOT sell or sit on the market for ex-

tended periods of time.

?

TH E TOP 3 SOURC E S

WH E RE DO B UY E RS C OM E FROM ?

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G E T TOP DOLLAR : H OM E SE LLE R STRATE G IE S

By creating demand! In order to get your home sold for the most amount of money in the shortest time, you and your

realtor must create demand. Its that simple. At the Kelsey Cottrell Realty Group, we specialize in full service premier

marketing and sales tactics and strategies designed to create demand, including our extensive online marketing strat-

egy. In todays technology-driven market, if your realtor is not marketing your home online, to its fullest potential

you are missing most buyers.

Strategies to Create Demand Kelsey Cottrell AverageGroup Realtor

Pre-Sales Strategy

utilize market knowledge in order to determine potential market value - total market overview

study comparables in order to forecast price for highest return on investment

staging and decorating consultation available

preview the competition

Review the Sales Strategy

implement sales process and procedures to manage incoming leads, conversions,

contracts and closing

receive, follow-up with and convert prospective leads using the team approach

Lead Management Strategy

systematically following up on every lead from every source every time (no lead left behind)

automated action plans for every lead hit

agent showing follow up systems and pre-scheduled calls

Reporting Strategy

a system for capturing all phone call leads, including date of call, time of call and

phone number

weekly personal phone calls with showing feedback

weekly reports that includes number of leads generated, number of calls, lead sources

Marketing Strategy

quality photos shot by a professional photographer

noticeable yard signs that stand out amongst the competition

advertising to our referral network of customers, vendors and national database

of realtors

identiable and professional home yers

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H OW DO Y OU G E T TH E M OST M ONE Y FOR Y OUR H OM E ?


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G E T TOP DOLLAR : H O M E SE LLE R STRATE G IE S ( C ONT. )


Marketing Strategy (continued)

professionally designed and crafted marketing collateral

exceptional reputation and identity within the real estate communitymarketing calendar of events and activities so you never have to guess what we are

doing to market your property

utilize best of brand database technology to create a marketing strategy that creates

consistent and systematic communication with buyer leads

Internet Lead Generation Strategy

Create an internet strategy designed to generate an inventory of buyer leads,

to include postings on the following sites:

multiple listing service (mls) realtor.com

homes.com

harmonhomes.com

coldwellbanker.com

prudential.com

century21.com

remax.com

craigslist.com

trulia.com

base.google.com realestate.com

immobel.com

livedeal.com

yahoo! real estate

msn.com

stltoday.com

zillow.com

propsmart.com

youtube.com

veoh.com

metacafe.com

blip.tv

yahoo video

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G E T TOP DOLLAR : H O M E SE LLE R STRATE G IE S ( C ONT. )

Internet Lead Generation Strategy (continued)

aol.com

netscape netzero.com

wall street journal

excite

post in facebook marketplace to achieve viral marketing of your listing

Craigs List marketing

Support and Customer Service Strategy

full-time marketing specialists who are trained in html, contact management expertise,search engine optimization and systems analysis

full-time lead management team who follows up on every lead

full-time listing manager who keeps you informed of all activities

full-time dedicated contract-to-close specialist who monitors every part of the

transaction and holds all parties accountable to their promises so that you close on time

agents focused on following up with & working specically with buyers


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he rst step we take in selling your home is to pre-

pare a COMPUTERIZED MARKET ANALY-

SIS and a Kelsey Cottrell Realty Group custom TOTAL

MARKET OVERVIEW. Comparing properties recently

listed, under contract, sold and expired in the past yearand providing current market trends are used as a guide

to position your property eectively in this competitive

shifting marketplace. Pricing is everything! We pride

ourselves in telling the truth and pricing our sellers right.

We want you to sell your home for the highest price in

the shortest time with the least amount of hassle!

Professional Marketing Manager Coordinator

We have a professional photographer shoot the photo-

graphs for all of our listings. is allows us the oppor-

tunity to take great shots of the home for use in our pro-

fessionally prepared brochure and to prepare our Virtual

Tours for all of our online marketing eorts. Our pho-

tographer will make arrangements directly with you.

Please remember that on the day of the photo shoot, the

home must be ready! In addition, we always want to

shoot the photos on a sunny day, so weather does have

an aect on our timeframes. Please ask about getting a

virtual tour.

Detailed Color Brochures

Brochures in the home are professionally prepared with

color photos of the property, listing features and benets,

survey and oor plan if available. Just so you know, we

do not put a price on our brochures. It generally takes 1

week to get the brochures to you; the time frame begins

the day we are live in the Multiple Listing Service.

Multimedia Virtual Home TourWe oer most of our listings the opportunity for a

Multimedia Home Tour on the Internet. Our profes-

sional photographer takes MULTIPLE PHOTOS of the

interior and exterior of your property and posts those pic-

tures onto the MLS and to our multiple websites. Well

combine all photographs and Virtual Tour 360 views of

your property and neighborhood. Homes are visited

more online when a virtual tour is available. Only 3% ofSt. Louis Realtors use virtual tours.

Time Frames for Marketing

Once we have a signed listing agreement and a spare

key, we can have your home on the market within 3-4

business days. However, it usually takes a day or two for

the sign company to professionally install the sign, and

there are certain time frames for arranging our profes-

sional photographer.

Enter You into the Multiple Listing Service

We enter your property into the MLS no later than

ursday so you can be ready for showings on the week-

end. We upload 20 25 photographs and write the

copy. e multiple listing service only allows 1000

characters so we want to focus on the best features of

the property.

Signage and 24/7 Talking AdsOur customized signs are distinctive and have a rid-

er with an 800 # to call! Potential buyers can access a

detailed-recorded description of your property anytime

of the day or night - hassle free! e caller ID feature of

this system then provides us with a list of those potential

buyers including their name and phone number and the

ads they listened to. More buyers calling present our

sellers a higher possibility of selling faster and for more

money. Detailed information about your home is avail-

able to interested buyers 24 hours a day, 7 days a week.Much better than those brochure boxes!

T

L I S T I N G P L A N O F A C T I O N

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Preparing your home for sale

We will assist you in preparing your home for stag-

ing. We will help you to create a spacious feeling and

make sure your home has the curb appeal it deserves.

We know you want to increase the value of your home,and we will work together to assess your situation.

Home staging is the very best proven way to get top

dollar for your home as you prepare it for sale. is is

because staging sets the scene throughout the house to

create immediate buyer interest in your property. is

will then lead to your home selling for the highest pos-

sible price in todays market.

Staging is a few things. It is intelligent merchandising.It is uncovering everything a house has to oer by dep-

ersonalizing it. is can mean clearing trees to discover

a view the home owners had long forgotten or removing

knickknacks from shelves and counters.

How important is property condition to buyers?

Very important! A home in superior condition will

sell faster and for more money than a home in average

condition with a lower asking price. Many home sell-

ers recognize this, and repaint and recarpet their homes

in preparation for selling. ese sellers know that the

home buyers purchase value and will perceive a clean,

fresh home as more appealing than an average, lived-in,

forgive-the-mess home.

Do empty homes show as nicely as furnished ones?

If you must move to your new home before your old

home has sold, simply take measures to ensure it shows

well empty; repair/replace worn carpet, oil woodwork,wash windows and clean walls. We can also recommend

a staging company!

Pool of Buyers

Buyers who sign up at our website www.stlouisreal-

estatetoday.com can get information daily on new list-

ings, like yours, that t their requirements. We have a

pipeline of millions of dollars of future buyers that maybe searching for a home just like yours!

Open Houses - open 24 hours a day/7 days a week

We feature your home on the Internet 24 hours a day/

7 days a week! No traditional, old-fashioned open

houses! Did you know more homes sell because of a

family member or a neighbor than from open houses

and newspaper ads?

Less than 3% of homes sell because of an open houseso we focus our marketing eorts on other proactive

ways to get your home sold!

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Web Presence - Widespread Internet Exposure with

Key Local Focus

Kelsey Cottrell Realty Group provides extensive web

presence and exposure for clients looking to sell their

homes. We have retained some of the top talent in the

industry to ensure that our websites - we operate over 30

of them covering the St. Louis marketplace - show up in

the top results for key search terms used by home buyers

in the St. Louis market. Our large investment in these

websites is showing some amazing results.

Why is this important? 90% of buyers begin their search

on the Internet, and 35+% of home buyers nd the home

they purchase on the Internet themselves. e Kelsey Cot-trell Realty Groups extensive web presence ensures sellers

receive more exposure for their listings than possible with

any other real estate agent in the St. Louis market. More

exposure means more buyers and a quicker sale!

90% of consumers use the Internet to search for a

home, not newspapers. All of our listings are adver-

tised on the Internet, through hundreds of web sites

and search engines.

We also post to Craigs List 2 times a week. Craigs

List is a very popular consumer website featuring homes

for sale. We have the largest presence in St. Louis on

Craigs List.

Bottom Line: Our listings have more tra c due to the

number of photographs and the virtual tours!

Showings and Feedback

We are a member of Showing Solutions. Agents al

over the metro area can schedule showings on all of our

listings with a simple phone call. By using this state o

the art system, agents can schedule showings in 1/10th

of the time. Agents appreciate this e ciency! Our sell-

ers have the peace of mind knowing when the home is

being shown.

Regarding obtaining feedback, we do ask specic

questions in our survey that is emailed to all showing

agents; about our price, condition of the home, and

most importantly, is the buyer going to make an oer?

We do get feedback about 60% of the time! You wilalso receive a weekly report emailed to you indicating al

the feedback received.


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Communication

In addition to giving you feedback on showings, we

send you other informative marketing reports weekly.

We email you updates on hits you receive on Realtor.

com and hits you receive on your virtual tour. We canalso give you weekly updates on the number of 800#

callers that we captured as a text message. We also up-

date you on your competition: new listings, price reduc-

tions and homes that have gone under contract.

Weekly Market Updates

Weve developed what is now widely viewed as the

most denitive residential real estate market report for

the St. Louis Real Estate market place. Kevin Cottrell,

widely known as a the real estate market economist of

choice in St. Louis, authors this key report. e pow-

erful analysis of active listings, pending and sales data

for the St. Louis market is regularly consulted by home

owners, real estate agents, investors and mortgage pro-

fessionals who desire to get the real facts and trends.

We update all of our sellers on our Kelsey Cottrell Re-

port / Total Market Overview, which is a snapshot look

at the entire St. Louis metro real estate marketplace. Weemail this report out every week. In addition to the To-

tal Market Overview, we can send you our weekly Real

Estate Update podcast.

Online Management - Contract to Close

We manage all of our listings and contract to close

documents online with Settlement Room. You will have

access 24/7 to all of your documents, as well as track our

marketing activity while you are listed. Once you are

under contract, all of the details will be handled by ourtransaction coordinator online. You will be invited by

email as soon as you are listed!

Prevention from Foreclosure

Whether you are behind on your payments or jus

frustrated you may not be able to sell due to a lack o

equity, the Kelsey Cottrell Realty Group can help. We

have several options that may allow you to sell and indire cases, prevent the bank or any other mortgage hold

er from taking your home. Our focus is creating a win

win situation for the home owner. Contact us today to

get real answers now on how you can:

Complete a Short Sale - communicating directly

with your lenders on your behalf, we will work to

negotiate a settlement where your lender or lend

ers (some homeowners) have a rst and second (o

home equity) loans that will allow you to price andsell your home quickly. In a short sale, lenders ac

cept a reduced amount for the loan payo and allow

you to sell your home.

Obtain an as-is Contract - we have an extensive

network of investors who will purchase your home

whether in perfect to poor condition. In some cases

our investor network has committed to making an

oer in 24 hours or less for emergency situations fo

homeowners in crisis situations.

Lease Purchase - we have developed a professiona

practice for assisting sellers who lack equity struc

ture. A lease/purchase can help avoid property loss

double payments or other nancial stresses.

In every case, we are caring, sympathetic and con-

dential in our desire to match the best solution to the

homeowners needs. Call us today to discuss your situ-ation in condence. Please dont give up until we have

presented you your best options - even in the most dire

of situations.


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hoosing the right Realtor to represent your interests

is the most important step to ensuring your real es-

tate transaction will be successful. Here are 10 questions

you should ask all prospective Realtors. If the Realtoryou are interviewing falls short and cant substantiate or

hedges in any way, youre interviewing the wrong Real-

tor! Make sure an agent can back up any and all state-

ments. Take a show me attitude, you have a great

deal riding on their ability to sell your home!

1. Are you a full-time or part-time Real Estate Agent?

You should only be looking for a full-time committed

real estate agent who relies completely on the income

they earn by selling real estate to support themselves

and their family. An agent who also earns income out-

side the real estate industry will not feel a nancial hit

if they do no sell your home the same as they would if

they relied completely on the income of selling your

home to support themselves nancially. Some part-

timers are just dabbling in the business to make a little

extra money or because they arent good enough at it

yet to make a living full-time. Youll want someone who

lives, eats and breathes real estate.

2. How long have you been practicing? In a softening

market, youll probably want someone who has been a

licensed agent for at least eight to ten years or an agent

who is part of a team lead by a highly experienced agent.

In the last several years when the market was extreme-

ly hot thousands of agents entered the business and

in spite of their poor sales skills they were able to sell

homes. With the changing market conditions where sig-

nicant inventories and lower prices are now the norm,many agents who have been in the business for less than

eight years simply dont have the sales skills and knowl-

edge necessary to get your home sold as they have never

practiced in a normal real estate market.

3. How many homes have

you sold in the last consecu-

tive 12 months? is is impor-

tant to ask because it demonstratesan agents track record. Dont allow an agent to skip over

this question, make sure the agent has documented proo

of their sales track record. An agent or team selling less

than twenty homes a year may be operating on a part-

time basis or is highly ine cient at generating buyers for

their homes. Can you imagine hiring a surgeon to per-

form open heart surgery who has performed less than 20

surgeries in the last year? Would this make you more or

less comfortable with their abilities?

4. Does the agent have a clear and dened Plan of Ac-

tion that specically states exactly what that agent wil

do to sell your home? is is a big one. is is where

you nd out if an agent relies on passive marketing tech-

niques or active marketing techniques. Passive market-

ing is where an agent lists the home, puts a sign in the

yard, enters it into MLS, runs a newspaper ad or two, sits

oor-time and waits for a buyer to call. Active market-

ing is where an agent aggressively spends their time look-ing for and talking to people who want to buy and sel

homes. ere are a host of systems specically designed

to nd and locate buyers. Make sure your agent speci-

cally identies the systems they use.

5. How well does the agent know their Market stats

is is another big one. Your agent should know the an-

swers to the following: How many homes are currently

on the market? How many homes came on the market

in the last 30 days? How many homes have sold in thelast 30 days? Also ask agents for their average time on the

market per home sale as compared to other agents and to

the market as a whole. Based on these numbers how many

months of inventory are currently available to buy?

1 0 C R I T I C A L Q U E S T I O N S T O A S K W H E NI N T E R V I E W I N G A N A G E N T

Cr-

strates

The Right

Agent can save

you hundreds

even thousands

of dollars.

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An agent who is not absolutely clear as to the answers

to these questions is not eectively servicing their client.

is data is required to accurately price and strategically

present the property to create a successful sale. An agent

who is not evaluating the data on a regular basis would

be like going to your doctor and having him guess how to

treat you before examining you to see what was wrong.

6. Does the agent work alone or does the agent have

a sta of professionals assisting throughout the entire

sales process? With all the activities required to get a

home sold & closed in todays market, will the agent get

bogged down with the day to day o ce activities? Make

sure your agent has a paid sta including a Listing Man-

ager, a Closing Manager, a Receptionist/Secretary, and

an O ce Manager. Would you rather your agent be out

looking for and generating a buyer for your home or be

sitting in the o ce processing paperwork?

7. Is the agent involved with continuous ongoing train-

ing along with regular practicing and updating of their

skills? e business of selling is very much like develop-

ing the skills of a professional athlete. Professional football

players practice and update their skills 80 hours per week

for a 60 minute game on Sunday. e morning after Ti-

ger Woods wins an international PGA Title, he is out on

the driving range practicing and updating his skills. Is theagent you are interviewing actively committed to ongoing

training and updating their skills or did they learn the busi-

ness when it was easy and are just winging it today?

8. Does the agent represent themselves as a million dol-

lar or multi million dollar producer? With the median

home prices in the past several years approaching $250,000

or more, a million dollar producer would only have 4 sales

for the year and a multi million dollar producer would only

have 8 sales per year. Too many agents actually believe peo-ple are impressed with these titles. As a seller, your concern

should be that the agent you hire has a consistent track

record the represents their ability to get homes sold.

9. What makes the agent

dierent? Why should

I list my home with

you? is question

really gets to the core

of the agents ability

to communicate and

demonstrate how theycan make your home

stand out from the compe-

tition. In todays current market

conditions, inventories are substantially higher than in

past years. ere are several factors to consider in terms

of making your home stand out. First consider how did

you come in contact with the agent? How visible i

that agent to the general public? Have you heard of the

agent before?

Additionally there is a signicant relationship to th

agents visibility and the agents production. It seems

like everywhere you look, agents are boasting about be-

ing #1. You have probably become immune from this

information. If you are like most home owners, you

only care about the sale of your home. Im sure you wil

agree that success in real estate is selling homes. If one

agent is selling a lot of homes while another is selling

only a handful, ask yourself why this might be? Whatthings are these two agents doing dierently?

10. What is the agents denition of Work? Over

the period from 1995 to 2005, an agent did not have

to Work to make a reasonable living. With the drastic

changes in the market, hundreds of thousands of agents

who never learned how to work are in a panic and are

paralyzed with fear about what to do to get a home sold

In the St. Louis Metro market, there are over 8,000 li-

censed agents in the board of realtors. More than 80%of St. Louis Association of Realtors members closed

less than 1 transaction per month in 2009. 25% closed

zero transactions.

ent

pe-

Morethan 80% of

SLAR membersclosed less than 1

transaction permonth in2009.

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My Objectives Are the Following:

1. To assist in getting as many qualied buyers as pos-

sible into your home until it is sold.

2. To communicate to you weekly the results of our ac-tivities.

3. To assist you in negotiating the highest dollar value

between you and the buyer.

e Following Are the Steps we Take to Get a Home

Sold the Pro-Active Approach:

1. Submit your home to our local Multiple Listing Service.

2. Price your home competitively to open the mar-ket vs. narrowing the market and make adjustments, as

needed during the listing term.

3. Prepare a color ier with details of your property.

4. Prepare a professionally photographed virtual tour of

your property.

5. Develop a list of features of your home for the Brokers

to use with their potential buyers.

6. Post your listing on more than 300 websites includ-

ing Realtor.com - #1 real estate website in the world,

Craigslist and STLToday.com - #1 real estate website in

St. Louis Metro area.

7. Email a feature sheetand link to an unbranded vir-

tual tour of your home to the top 50 agents and most

active buyer specialists in the marketplace for their po-

tential buyers.

8. Suggest & advise as to any changes you may want to

make in your property to make it more saleable.

9. Constantly update you as to any changes in the mar-

ketplace.

10. Entire team proactively prospects 2+ hours per day

and we talk to hundreds of people per day looking for

homes just like yours.

11. Contact over the next seven days all team buyer

leads, sphere of inuence and past clients or their refer-

rals and prospective buyers.

12. Add additional exposure through a professional sign

and lock-box.

13.Your Property will have an exclusive 800# Toll Free

Information line that will immediately within 5 secondsnotify our team with the buyers contact information 7

days per week and 24 hours per day.

14. Whenever possible pre-qualify the prospective buyers.

15. Follow-up on the salespeople who have shown your

home for their feedback and response.

16. Represent you on all oer presentations to assure

you in negotiating the best possible price and terms.

17. Handle all the follow-up upon a contract being accept-

ed all mortgage, title and other closing procedures.

18. Deliver your check or coordinate for the wiring of

your proceeds at closing.

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C O M M O N S E L L E R Q U E S T I O N S

1. We want to only give you a 30/90 day listing.

Unfortunately, we are not able to do thatsix months is

the minimum per our company policyWe will, how-

ever, oer you the Hassle Free Listing Guarantee. is

100% service satisfaction guarantee covers the listing pe-riod from day 1 to 180.

2. We were thinking about listing with Company (X).

is is one of the most common mis-conceptions from

sellersthat a company or only its agents will sell their

home. What smart sellers realize is that a company does

not sell a homeits the individual agent s (or Teams)

activities that do

e best question for a seller to ask is.Do I believe thatthe agent Im hiring has the most aggressive and compre-

hensive plan of action? And will this plan of action get

my property sold?

3. Well save commission by selling it ourselves.

We certainly agree that if (and in todays challenging

market) its a big IF, you could possibly save the commis-

sion by selling yourself

Compounding the challenge is in the post-mortgage

meltdown world, sellers are ill equipped to properly

qualify potential buyers (something that we nd many

traditional old-fashioned agents dont do well either)

e result is a very low closing ratio for contracts from

buyer even if lucky enough to get an interested buyer.

And whats worseonly 2% of all For Sale By Owners

sell themselvesand 98% are listed and sold by real es-

tate agents. Can you aord to have only a 2% change

of selling your home?

4. Lets list high, we can always come down later.

is is the #1 mistake that traditional old-fashion agents

make with sellers and tragically results in almost 50%

of the listings in St. Louis NOT SELLING AT ALL

We certainly understand you would like to list high

in order to leave room for negotiating, etc. have you

considered the major problem that this creates for youas a seller?

Most people wont bother to look at a property that are

priced too highwould you rather have me negotiate

multiple oers to get our priceor not have an oppor-

tunity to negotiate any oers at all?

We nd sellers drastically over-estimate the amount o

room needed to negotiate? e market average for the

most recent six months sales is 95% (list price / sales

price). Our average is 97%. Bottom line: Get it priced

right up front and you are rewarded with a higher list/

sales price ratio and more money in your pocket at clos-

ing. Over price it and you risk being rejected by the

market and never selling.

5. We have a friend in the business (from church, kids

soccer, etc.)

We denitely hear this on occasionalmost everyone we

know does... e key question here is very simple. Doyou need to absolutely sell your property?... or are you

looking to do your friend a favor?

6. Another Agent said they could get me more money.

We hear this almost every week. Usually, from an in

experienced agent see #5 above with very limited

transactional experience. Unfortunately, these agents are

more excited about the prospect of taking a listing then

worrying about getting it sold. Most are afraid to tell the

truth and risk upsetting the seller the rest are unable togure out the right price for the property due to a lack of

experience and expertise.

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e typical training plan for a traditional old fashioned

real estate o ce is to take listings regardless of price

then work on wearing the sellers out until they agree

to lower the price. Its a shame as this practice is the

#1 reason that listings expire after being rejected by themarket and never sell leaving an extremely unhappy

seller behind.

7. You havent sold homes in our neighborhood (area)?

We occasionally hear thismostly from sellers who are

unaware that with the advent of the Internet and broad-

based online marketing of property the old fashioned

agent who only works a small neighborhood is a relic and

almost non-existent.

We typically carry anywhere from 10 to 20 times the in-

ventory of an old-fashioned agent. is results in more

buyer tra c and leads than many tradition old-fashioned

o ces. e bottom line is with more buyers from all

over the St. Louis Metro marketplace, we have a much

higher probability of selling every home we list. is is

borne out by our successful track record and fact that

buyers rarely come looking for only a limited neighbor-

hood or area before buying a home.

8. e Other agent said he/she would...

is catch all item usually is the result of an agent not

having the courage to tell a seller the truth about why

something does not work. Whether its telling the truth

about why print advertising does NOT result in sales andonly promotes a companys brand or why Open houses

are simply a source of leads for an agent (especially new,

inexperienced agents), we usually see sellers universally

being disappointed when they discover the truth.

Also, these sellers also generally realize that these same

agents are also very poor at justifying or defending the

price of the home for the seller again they lack the

courage to have a direct truthful conversation with buy-

ers or buyer agents.

C OM M ON SE LLE R QUE ST ION S ( C ONT. )

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Stephanie Combs

M E E T KE LSE Y C OTTRE LL RE ALTY

Principal / CEO

Having acquired e Kelsey Group in May of 2009, St. Louis leading independent broker-

age rm, she has re-launched the rm as Kelsey Cottrell Realty Group with a focus on devel-

oping the highest skilled, most knowledgable and successful real estate agents in the St. Louis

marketplace. Prior to the acquisition, Stephanie was the team leader for the highly successfulCottrell Realty Group team - ranked #4 in the St. Louis market based on closed transaction

volume in 2008. Stephanie is passionate about providing the best customer service to Kelsey

Cottrell Realty customers. To do this shes focused on providing agents with the right mind-

set, tools and techniques to help them break out of the box and grow to new heights. She has

helped to raise the bar in the Real Estate Industry by challenging the old and traditional and

creating new practices that work.

Stephanie is coached by one of the Top real estate coaches in North America Mike Ferry

who is considered one of the 5 most inuential parties by the National Association of Real-

tors (along with the President of the United States and the Federal Reserve Chairman).

In addition, Stephanie was the CEO/Team Leader of the Keller Williams Market Center in Sun-

set Hills, MO and successfully led her 200 agents to the position of the #1 o ce in the region.

Co-Founder Chief Economist

Born in Southern California, Kevin grew up in a real estate family where his father was the

project manager and CFO for a large land development company. A graduate of Northwestern

University in Economics & Finance, Kevin took his family experience and built a successful

career with Marcus & Millichap in Palo Alto, CA, selling commercial investment properties

Kevin has extensive business and leadership background from his experience as an executive

for 9 start-up companies in Silicon Valley.

Kevin Cottrell has been licensed since 1986 and was previously associated with a highly

successful real estate team with Keller Williams in Austin, TX which closed in excess of 500

transactions. Kevins real estate team e Cottrell Realty Group was ranked #4 in St. Louis

in 2008 based on closed transaction volume.

Kevin is a sought after speaker and expert on the St. Louis Real Estate Marketplace. Often

quoted by various media outlets including the St. Louis Business Journal and St. Louis Post

Dispatch, he provides keen insight, analysis and market statistics and tools to the entireKelsey Cottrell agent team.

Kevin is also coached by the Mike Ferry Organization considered the preeminent coaching

program for the best agents in North America.

Kevin Cottrell

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Carol Witte

O P E R AT I O N S A N D S U P P O R T T E A M

Director - Contract to Close

Carol Witte joined the Kelsey Cottrell Realty Group with 5 years of real estate man-

agement experience. is full-time position provides key operational support to

the agents. Carol is responsible for the myriad of details involved with running theContract to Close Department.

Listing Marketing and Systems Specialist

Janet has been involved in real estate for 27 years, beginning her career in1980. Shebegan oering residential support services in1991, working as Business Manager for

the Broker/Owner of a large real estate o ce. Janet has successfully closed over 800

real estate sales and is sensitive to the needs of the clients during a sale or purchase

and extremely knowledgeable with the contracts and disclosures that are required.

Janet Vinci

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Shawn Kelsey

Managing Broker

Shawn was previously involved in leadership with a top independent real estate com-

pany in the St. Louis marketplace. Shawn Kelsey brings more than 10 years experi-

ence and direct involvement in thousands of successful real estate transactions.

He is a highly experienced, calm, cool headed problem solver. Shawns extensive

knowledge of the real estate market and years of experience with the contracts and

building inspections ensures that Kelsey Cottrell buyer or seller clients have access to

the best and most experienced resources available in the St. Louis marketplace.

Client Care Director

Jennifers title is Client Care Director and thats her job---to CARE for you. She as

sists our agents with all the details of getting your property on the market from day 1

until you are under contract! So shes not just the agents assistantshes YOUR assistant too! Whatever you need, shes here for you. Jennifer is also our secret weapon

in getting your property seen & sold on the internet & everywhere in between. Sh

has years of experience in marketing and graphic design and is at the forefront of ou

technology advertising mediums (such as StLouisHome.com, Realtor.com, Youtube

Facebook, Twitter, LinkedIn, etc.). Jennifer stands ready to serve all your needs with

a smile in her voice and an its my pleasure attitude!

Jennifer Fry


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Jason Fry(314) 518-3110

[email protected]

18


Professional Photographer

A native of St. Louis, Jason has followed in the footsteps of his mother & his grand-

father with his career in real estate.

Jason Fry is our Photographer & Field Data Gatherer. His specialties are gathering all

the features of the property for entry to the MLS, plus photographing the property

inside and out.Jason Fry

Director, Field Operations

As a long time resident of Saint Louis, Graham and his team are responsible for eld

operations for the Kelsey Cottrell Realty Group. Primarily focused on listing setup

and close outs, they are responsible for sign and lockbox installation/removal, bro-chure and marketing material delivery, and directionals installation.

Graham Yost

17

Director of Short Sales and Loss Mitigation

Bill coordinates getting the necessary lien holder documents and requirements for

short sale approval, as well as communicates with lien holders in order for sellers to

receive short sale approval. He does whatever it takes to get short sale approval as

soon as possible!!

Bill Keefer

Renee Werner

Accounting and Systems

Having moved to St. Louis in 2004, Renee set out to utilize her career experience in

new ways. She had extensive project management, team leadership, and accounting

experience and wanted to get involved in Real Estate. In 2006 she joined one of th

top independent real estate companies in St. Louis and has never looked back. Shtook over the accounting department, assisted in web and technology development

and became a key member of the support sta for Kelsey Cottrell Realty Group

Renee is constantly looking for new ways to make our organization more e cient to

better serve our clients.


19/19

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Title Partners

As an authorized agent for Old Republic National Title and LandAmerica Com

monwealth, Title Partners is supported by the most respected names in our industry

Title Partners is committed to providing accurate and timely information backed by

a guarantee of integrity and a condence that their highly rated underwriters standbehind. Each of their closing o ces is managed by one of the most respected, expe-

rienced and admired closing managers in our region. In addition, each of their pro-

duction personnel is seasoned, diligent and e cient insuring accuracy and e ciency

in the delivery of your title commitment and nal policy.

Mortgage Lender

When you apply for a loan with Pulaski Bank, youll have access to thousands of loan

programs, which means that youll get a mortgage solution that meets your needs,

not ours. Pulaski is one of the nations largest independently owned mortgage bank-

ers and also has the ability to act as a mortgage broker, providing even more options

and more competitive rates to its clients.

Documents

Kc Prelist Packet