3/10/2014

MARKETING YOUR HOME

TO SELLIN TODAY’S MARKET

Presented by:

Pam Crispell,ABR,CSP,GRI,CDPE,SFR

Re/Max Innovations

3200 N.E. 83rd Street

Kansas City, MO 64119

Office: 816.777.3126

Cell: 816.536.9040

pamcrispell@remax.net

www.PamCrispell.com

Homes are lifetime investments coupled with strong personal ties. The selling of a home ranks among our clients’ most important

experiences and I approach my task with sensitivity, concern andprofessional competence. Thank you for this opportunity.

Prepare Your Home for Prepare Your Home for

SaleSale

Determine a Selling Determine a Selling

PricePrice

Protect Yourself & Protect Yourself &

Your PropertyYour Property

Prepare a Marketing Prepare a Marketing

PlanPlan

Negotiate OfferNegotiate Offer

Home Selling Process

Contract to CloseContract to Close

Select an Agent to Select an Agent to

Market Your HomeMarket Your Home

Home Selling Goals1. Why are you selling?

2. Why are you selling now?

3. When are you planning to move?

4. Where would you like to move to?

5. What is your biggest concern about selling your home?

6. What is the most important issue you would like to discuss with your Realtor before putting your home on the market?

7. What are your expectations of your Realtor?

8. What has been your experience in the past when selling a home?

9. What is your preferred method of communication?

10. How often do you expect to receive communication from your Realtor?

11. If you were buying your home today, what would be the maximum price you would pay?

5

Reasons a Property Sells

1. Location

2. Price

3. Terms

4. Condition of Property

5. The Agent You Select

You Control Four of These

Selecting Your Agent

What are your three most important considerations in selecting an agent to market your property?

This is one of the first questions I ask

when meeting with sellers. You see, I can't begin to address what's important

to you unless I ask this question! That's

how I do business. If that's important to

you, we may have something to discuss. I would also like to share with you my

MARKETING PLAN. This unique and

effective marketing strategy has proven

to be successful for many other sellers; it

may help you as well!

3/10/2014

We have a mutual objective…

To sell your home…

• At the highest possible price

• In the shortest amount of time

• With the most favorable terms

We will be working together as a team to get your

home sold. Our mutual cooperation and

communication will ensure we are successful in

meeting this goal.

You Are The Key Player

On The Home Selling Team

• Maintain the property in ready-to-show

condition.

• Ensure that the house is easily accessible to real estate professionals (lock box and key).

• Try to be flexible in the scheduling of showings.

• When you are not at home, let me know how

you can be reached in case an offer is received.

• If approached directly by a buyer who is not represented by a real estate professional,

please contact me. Do not allow them into the property unescorted.

• Remove or lock up valuables, jewelry, cash and prescription medications.

Marketing Your Home

1. Contact existing buyers

2. Financially qualify our buyers before showing

3. Notify other agents

4. Cooperate with all agents

5. Internet Marketing

6. Place QR Code sign rider on yard sign

7. Financing alternatives are explored

8. Communicate with lenders

9. Represent you when offers are received

10. Net proceeds are computed

11. Stage your home to sell

12. Professional photos

13. Virtual tour

How I Get Your Property Sold

14. Personalized URL address

15. Frequent follow-up with you

16. Monitor market activity

17. Open House

18. Property profile

19. Special features sheet

20. REPUTATION OF QUALITY SERVICE

Marketing Plan

The first two weeks are the most critical…here’s what I will do: • Your listing will be put on the Re/Max corporate website, Re/Max

regional website, all Re/Max agents websites, Realtor.com, Trulia.com, Zillow.com, Homes.com, PamCrispell.com, Facebook, YouTube and many more.

• Your home will be seen on 120,000 Re/Max agent’s websites• Stage your home to sell• Have professional photos taken of your home along with a Virtual

Tour• Provide color flyers for your home with photos and information

on your home • Provide information on your home including seller’s disclosure,

warranty information, etc.• Provide a QR Code sign rider for 24/7 access to information on

your home• Provide personalized URL address for your homeI will also:• Put your listing in MLS where 7,000 plus agents will have access

to information on your home• Put a Re/Max “For Sale” sign in your yard • Put a lockbox on your front door

Other Marketing Tools Available• Hold an Open House as often as necessary and convenient to you• Send e-flyer to agents with prospective buyers looking for a

home comparable to yours• Invite cooperating Agents from other Real Estate Firms to

preview your home

My Commitment to You• I will represent your interests throughout the transaction• I will keep in contact with you on a regular basis• I will keep you informed on recent marketing and showing

information• I will Provide you with a monthly “Seller’s Activity Report”• I will provide you with feedback from other agents showing your

property• I will guide you through all negotiations and the entire selling

process

Average Transactions Per

Associate for the Kansas City

Metro Area

www.remax.com

13.4

11.1

7.97.4

6.96.4 6.3

Realty Executives

Prudential Reece

& Nichols

Coldwell Banker

Keller Williams

Century 21

Information supplied in whole or in part by HearllandMLS from 1/1/06 thru 12/31/06. Neither the Board or its

MLS guarantee or are responsible for its accuracy.

Data maintained by the Board or its MLS may not reflect all real estate activity in the market.

RE/MAX IS #1

#1 in Lead Generation

#1 in Website Traffic#1 in National Advertising#1 in Brand Name Awareness#1 in Average Sales per Agent#1 in Sales

#1 in Buyers’ & Sellers’ Minds#1 in Agent Training, Education

& Certifications

MY

HOME

FINDER

•Easy-to-use search capabilities that include

geographic area, school district, floor plan,

architectural style, exterior features and much

more. An unlimited number of searches can be

tracked.

•E-mail notification of new listings, price

changes, status changes, open house dates, and

virtual tours.

•Agent and buyer can exchange and save

comments on each home for later review as they

work through the buying process.

My Home Finder gives you the ability to use

the Advanced Search, Save Searches, save

and organize properties into Favorite Folders,

and receive E-mail Notices of newly listed

properties that meet your advanced search

criteria.

Centralized Showing Service

Showing Requests, Communication & Follow

up

When agents wish to show your listings, they simply call CENTRALIZED SHOWING SERVICE (CSS) instead of your agent’s office.

Their showing specialists handle all the details - checking schedules and instructions, contacting sellers, and making any necessary callbacks to the showing agent or their office. Once an appointment is confirmed, E-mail notifications and reminders are automatically sent to the listing agent, showing agent and homeowner.

Immediately after a showing, another E-Mail message is sent to the showing agent requesting feedback on the showing. With just one click, agents are directed to our web-site where they can enter their feedback. By using e-mail, the system enables agents to submit feedback at their convenience -promoting greater feedback response rates.

Monitoring, Reporting & Seller Access

Keeping tabs of the showings on your listings is easier than ever through the CENTRALIZED SHOWING SERVICE web-site. Intuitive work flow design allows you to check the showings log, review and edit feedback, even generate a market-wide showings graph, all with a few clicks of the mouse.

In addition, you will receive a weekly report showing the web activity your home has experienced. This will show you how many prospective buyers looked at your home online.

Which Agents Sell Your Home?

Nationally, only 25% of all homes are

sold by agents of the listing office.Source: National Association of Realtors

It’s Our Job to Market Your Home!

Preparing

Your Home

For Sale

Home StagingThe way you live in a home and the way you

sell your home are totally different.

Before Staging

After Staging

Before Staging

After Staging

Staged Homes are typically on the market about half the

time of non-staged homes.

Staged Homes bring an average of 6.3% higher sales

price.

How Buyers Will See Your Home

It’s important for your property to make the best possible impression on prospective buyers.

Exterior

� Clutter

� Lawn needs mowing and edging

� Untrimmed hedges and shrubs

� Dead and dying plants

� Grease or oil spots on the driveway

� Peeling paint

� Anything that looks old or worn

Interior

� Worn carpets and drapes

� Soiled windows, kitchen, baths

� Clutter

� Pet and smoking odors

� Peeling paint, smudges or marks on walls

CLEAN! CLEAN! CLEAN!

Preparing Your Home To Show

Show Off Your Home…Every Time

These tips can help your home make the best possible impression each and every time it is previewed.

Exterior

� Remove toys, newspapers, yard tools and other clutter.

� Tidy up; pick up after pets.

� Park vehicles in the garage or on the street; leave the driveway clear.

� Add color with flowers and potted plants.

Interior

� Make beds; clean up dishes; empty wastebaskets.

� Remove clutter throughout and put away toys.

� Set out “show towels” in baths.

� Freshen the air; potpourri or baked bread aroma; deodorize pet areas; set a comfortable temperature.

� Do quick vacuuming and dusting.

� Arrange fresh flowers throughout.

� Fire in fireplace (when appropriate).

� Play soft background music.

Preparing Your Home To Show

Protect Yourself and Your Property

Written disclosure• A written property disclosure statement

(Seller’s Disclosure) will give buyers a clear understanding of this property and the surrounding neighborhood.

Home warranty• A home warranty can give prospective

buyers peace of mind by providing repair-or-replace coverage of major home operating systems and appliances.

Professional home inspections• Professional inspections, such as

structural, roof and termite, will reveal the current condition of the property.

Establishing a Market Value

Price

• Too Low

• Too High

• Competitive

Pricing Your Home

The role of the market conditions in pricing

• Are we in a buyer’s or seller’s market?

• Are prices trending up or down?

• How many homes like mine are currently for sale and what is their impact on the sale of my home?

How much are buyers willing to pay for a home like

mine?

My Comparative Market Analysis (CMA) considers recently sold, comparable homes as well as homes with which your home will be competing. It will help us determine the optimum asking price for your property.

We can’t control market conditions, competition, location or size

Our focus will be on factors we can control to get maximum value:

• Price

• Condition

• Marketing for maximum exposure

Understanding Market Value

Market-sensitive pricing can be the key to maximum market exposure and, ultimately, a satisfactory sale.

The existing pool of prospective buyers

determines a property’s value, based on:

• Location, design, amenities and condition.

• Availability of comparable (competing) properties.

• Economic conditions that affect real property

transactions.

Factors that have little or no influence on the market value of a house include:

• The price the seller originally paid for the property.

• The seller’s expected net proceeds.

• The amount spent on improvements.

The impact of accurate pricing:

• Properties priced within market range generate more

showings and offers, and sell in a shorter period of time.

• Properties priced too high result in longer time on the

market.

Intelligent Pricing and Its

Importance

10%

Of Buyers

Purchasing

30%

Of Buyers

Purchasing

60%

Of Buyers

Purchasing

WHEN ASKING

PRICE IS + 15%

OVER MARKET

VALUE

WHEN ASKING

PRICE IS +10%

OVER MARKET

VALUE

WHEN ASKING

PRICE IS +0-5%

OVER MARKET

VALUE

Therefore, if you price

your property close to

market value, you are

exposing it to a much

higher percentage of

prospective buyers,

increasing your chances

of a timely sale and are

more assured of receiving

the optimum sales price.

MORE BUYERS (60%) PURCHASE

PROPERTIES PRICED AT OR NEAR

MARKET VALUE!

Dangers of Overpricing(Window of Opportunity)

When a home first goes on the market, it generates an initial surge of activity. “Testing the water” with an unrealistically high price:

•Causes you to miss out on that all-important initial surge of interest.

•Makes your listing linger on the market, causing it to become “shopworn” in the minds of buyers and agents.

•Discourages prospective buyers who wonder why it has been on the market so long.

•Leads to lower offers

•Effectively helps other, more competitively priced homes, sell more quickly and easily.

•Since an appraisal is often required in financing a property, it's futile to price a property for more than it's worth.

0

10

20

30

40

50

60

70

1 2 3 4 5 6 7

Weeks on Market

Level of

Interest

and

Activity

Having a cushion with which to negotiate does no good if there is no one with whom to negotiate.

Receiving an

Offer

When an Offer is Made

What are your options?

• Accept the offer as is

• Make a counter offer

• Reject the offer

All offers are presented for your consideration in a

timely manner.

After Offer is Received I will…

�Remember, the highest price offer is not always the best!

�Be sure to get an earnest deposit that you are comfortable with.�Review all terms of the offer carefully and thoroughly.

�Consider financing terms: Is the buyer asking for closing costs, points, etc.

�Consider closing and possession dates.

�Consider whether they are asking for any personal property items.

�What else are they asking for?

�Does the buyer have a pre-approval letter from a reputable lender?

�If you do not agree with ALL the terms they are offering, you have a choice to either reject the offer or to counteroffer and begin negotiations.

Contract to Close Checklist

�Copies of all signed documents given to buyer

�Deposit earnest money check

�Order home warranty

�Order Title Insurance

�Confirm buyer has made appointment for loan application

�Confirm buyer has ordered home inspections

�Make sure all utilities are turned on to facilitate inspections

�Confirm buyer has made arrangements for Homeowner’s Insurance

�Confirm buyer’s lender has ordered appraisal

�Receive and review title commitment

Contract to Close Checklist (continued)

�Verify buyer has received copy of title commitment

�Contact Title Company to make sure they have all documents needed to close

�Are all contingencies removed from the contract?

�Call utility companies to arrange transfer

�Have all repairs been made?

�Schedule final walk-thru for buyer

�Schedule date and time for you to sign closing documents

�Confirm buyer has scheduled closing time

�Confirm with the Title Company buyer’s loan is funded

�Coordinate receipt of funds

More Services I Will Provide

Central Appointment System

One number for all appointments. Trained operators can schedule appointments, instantly, for all listings. Making your home easy to show increases the opportunity for a

quick sale.

The Fair Housing Act

Please don’t expect me to discriminate in any way in the sale, lease or financing of real estate based on a person’s race,

religion, color, sex, national origin, handicap or familial status.

I abide by the Fair Housing Act of 1968 with 1988 amendments and the Civil Rights Act

of 1866.

Agency Relationship

When real estate professionals work with buyers and sellers, “agency”relationships are established. There are three kinds of agency relationships:

� Buyer’s Agent

� Seller’s Agent

� Disclosed dual agent

When you agree to have me help you sell your

property I become your “seller’s agent”, which means I will work in your best interests throughout the entire process.

When an offer is presented, the buyer’s will have a separate agency relationship with their broker.

ExperienceExperience25 years with Western Auto Supply Company 25 years with Western Auto Supply Company

Licensed Realtor since 2001Licensed Realtor since 2001

Top Rookie for the second quarter of 2002Top Rookie for the second quarter of 2002

New Homes Community ManagerNew Homes Community Manager

New Homes Sales SpecialistNew Homes Sales Specialist

7.2 million in sales for 20047.2 million in sales for 2004

ChairmanChairman’’s Circle 2004s Circle 2004

Named one of KCNamed one of KC’’s Five Star Agents in Customer s Five Star Agents in Customer

Satisfaction by KC MagazineSatisfaction by KC Magazine

EducationEducationAssociate Degree from CMSUAssociate Degree from CMSU

Graduate, Career Education SystemsGraduate, Career Education Systems

Graduate, JCNR Academy of Real EstateGraduate, JCNR Academy of Real Estate

Graduate, Floyd Wickman Sweathog TrainingGraduate, Floyd Wickman Sweathog Training

Certified Sales Professional (CSP)Certified Sales Professional (CSP)

Accredited BuyerAccredited Buyer’’s Representative (ABR)s Representative (ABR)

Graduate Real Estate Institute (GRI)Graduate Real Estate Institute (GRI)

Certified Distressed Property Expert (CDPE)Certified Distressed Property Expert (CDPE)

Short Sale and Foreclosure Resource (SFR)Short Sale and Foreclosure Resource (SFR)

Completed the CRS course on Business Planning and Completed the CRS course on Business Planning and

MarketingMarketing

Senior Real Estate Specialist (SRES)Senior Real Estate Specialist (SRES)

OrganizationsOrganizationsMember, National Association of REALTORSMember, National Association of REALTORS

Member, Heartland MLSMember, Heartland MLS

Member, Missouri Association of REALTORSMember, Missouri Association of REALTORS

Member, KC Regional Association of REALTORSMember, KC Regional Association of REALTORS

Member, WomenMember, Women’’s Council of REALTORSs Council of REALTORS

Member, American Business WomenMember, American Business Women’’s Councils Council

Pam Crispell, ABR, CSP, GRI,

CDPE, SFR

3200 N.E. 83rd Street

Kansas City, MO 64119

816.77.3126 Office

816.536.9040 Cell

www.PamCrispell.com

pamcrispell@remax.net

My Commitment to You

•To sell your home for the

MAXIMUM value in the

SHORTEST time

•To Represent YOUR real

estate interests throughout

the transaction

My Satisfaction

Guarantee…

If at any time during the listing period, you

are unhappy with the level of service you

are receiving, I will release you from the

Listing Agreement.