Home Selling Strategies

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Bud Barnes, Realtor ® , Broker Associate 1180 Iron Point Rd., #130 DRE License #01441712 Folsom CA 95630 T: 916-960-7300 F: 916-353-2377 DEAR HOME SELLER Every real estate person suggests they can sell your home for more money in less time. If that’s so, why is it that some homes sell quickly, some sellers wait months before receiving an offer, and some don’t sell at all? The enclosed information is has been created especially for you. It is not just another “canned presentation”. Rather, it is a proven roadmap to help you understand the most successful methods to prepare, present and market your home in today’s turbulent market. You will find a wealth of information contained in this booklet. That’s because selling today takes a great depth of knowledge, resources and experience. More importantly, if we choose to work together, you will have the foundation and proven methods to successfully sell in less than 90 days. Chances are you may be confused about the true direction of the market and the options available to you. I’m sure you have questions … or, perhaps you may not be exactly sure what questions to ask! That’s because there are lots of opinions expressed from friends, media and others. However, there is just one set of facts. When we meet, you can expect me to provide a candid, up-front, no-nonsense evaluation of our market and exactly the steps I will suggest to address your needs and sell your home. I accept the responsibility to sell your home for the most money possible. Experience shows 80% of the marketing on your home is done when the pricing strategy is selected. Hope is not a strategy. The contents included here will assist you in making the best pricing decision possible. The final pricing strategy is based solely on your needs. Also, when we meet, I will show you the profile of the buyers most likely to purchase your home and how we develop effective and compelling marketing strategies to attract their interest. These targeted buyers are almost always willing to pay the highest price for your home. Finally, you will find a couple of “homework” pages (they are tabbed for easy reference). We’ll review these before we begin our conversation. I ask that you complete these before we meet because this critical information will enable me to focus on your exact needs. Thanks for offering me this opportunity to help you. Selling your home is a serious proposition that requires much more than a smile with a promise to perform. Most sincerely, Bud Barnes Broker Associate – Coldwell Banker

description

80% of the success in selling your home in today's market is based on choosing the right pricing strategy.

Transcript of Home Selling Strategies

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  Bud Barnes, Realtor®, Broker Associate 1180 Iron Point Rd., #130 DRE License #01441712 Folsom CA 95630 T: 916-960-7300 F: 916-353-2377

DEAR HOME SELLER Every real estate person suggests they can sell your home for more money in less time. If that’s so, why is it that some homes sell quickly, some sellers wait months before receiving an offer, and some don’t sell at all? The enclosed information is has been created especially for you. It is not just another “canned presentation”. Rather, it is a proven roadmap to help you understand the most successful methods to prepare, present and market your home in today’s turbulent market. You will find a wealth of information contained in this booklet. That’s because selling today takes a great depth of knowledge, resources and experience. More importantly, if we choose to work together, you will have the foundation and proven methods to successfully sell in less than 90 days. Chances are you may be confused about the true direction of the market and the options available to you. I’m sure you have questions … or, perhaps you may not be exactly sure what questions to ask! That’s because there are lots of opinions expressed from friends, media and others. However, there is just one set of facts. When we meet, you can expect me to provide a candid, up-front, no-nonsense evaluation of our market and exactly the steps I will suggest to address your needs and sell your home. I accept the responsibility to sell your home for the most money possible. Experience shows 80% of the marketing on your home is done when the pricing strategy is selected. Hope is not a strategy. The contents included here will assist you in making the best pricing decision possible. The final pricing strategy is based solely on your needs. Also, when we meet, I will show you the profile of the buyers most likely to purchase your home and how we develop effective and compelling marketing strategies to attract their interest. These targeted buyers are almost always willing to pay the highest price for your home. Finally, you will find a couple of “homework” pages (they are tabbed for easy reference). We’ll review these before we begin our conversation. I ask that you complete these before we meet because this critical information will enable me to focus on your exact needs. Thanks for offering me this opportunity to help you. Selling your home is a serious proposition that requires much more than a smile with a promise to perform. Most sincerely, Bud Barnes Broker Associate – Coldwell Banker

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  BEFORE YOU READ THIS. . .

… I INSIST YOU CONTACT AT LEAST 3 OF THE

REFERENCES L ISTED ON THE NEXT PAGE. In order for you to fully understand and appreciate the information in front of you, and the person who is giving it to you, I would ask just one thing of you first. Please take the time to call at least 3 of my clients shown on the next page and ask them the following questions:

1) How was your experience with Bud? 2) Will you use Bud’s services for your future real estate needs? If yes,

please tell me why? 3) Do we need to interview other agents?

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  CLIENT REFERENCES

Mark Nishimura Phone: (512) 568-0362 Email: [email protected]

Aaron & Veneta Miller Phone: (916) 715-0874 Email: [email protected]

Dr. Jeffrey DuBois Email: [email protected]

Ryan & Lilly Sanders Phone: (916) 986-9011 Email: [email protected]

Elizabeth Mezger-Heenan Phone: (916) 212-2164 Email: [email protected]

Rick & Stef Poindexter Phone: (916) 817-8450 Email: [email protected]

Andi & Darrell Wolf Email: [email protected]

John Parrish Email: [email protected]

Bob & Susan Ellis Email: [email protected]

Ralph Arias Email: [email protected]

“We were THRILLED with the service from Bud. Even before we hired him, he made the effort to do everything he could to be prepared to hit the ground running. He assisted us in the staging process and took GORGEOUS photos. His experience made him the perfect person for an unbelievably fast smooth sale of our Briggs Ranch home.” Aneka & Ed Lilya “Bud, thank you for keeping every word of your promise you made to help us sell our home. Frankly, we were a bit skeptical that our plans for retirement would not be realized. You did a great job and came through for us with flying colors in our time of need. You truly live up to your promise.” Pete & Katie Farrar “I guess I haven’t said it enough. Thanks for all your help and patience. My purchase in Rocklin and sale in Sacramento were as smooth as anyone could hope for and largely because of your efforts.” Dr. Jeff DuBois “Hey, Bud. It was a pleasure working with you. I like agents that go the extra mile for their clients … says a lot about their work ethic.” ERA Broker Associate, El Dorado Hills

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A SELLER’S GUIDE How to interv iew your next Real Estate Agent . There are hundreds of real estate licensees in our area. Choosing the right agent for your home can be confusing. It is especially difficult when you speak with several different agents, and they all seem so convincing.

There is a way to determine who is the most likely to succeed in getting your price and terms. The key is knowing the right questions to ask. This is particularly important now, as homes are selling more slowly and some not at all.

The following list provides you with questions to ask each prospective Realtor. You should ask me these questions as well. The answers to these questions will tell you what you need to know in order to make the decision that is best for you.

1) Do you work as a fu l l - t ime Real tor®? How many years have you been licensed to sell real estate full-

time in California? 2) Do you GUARANTEE your services? 3) May I cancel my listing with you at anytime if I am not satisfied with your performance? 4) Why should I l i s t wi th you? 5) Do you have a system to fo l low-up so that we get valuable feedback after

every showing? 6) How many proper t ies have you so ld within the past 6 months? 90 days? 30

days? 7) Do you have re ferences that I may check? (Sellers who are currently listed with

you) 8) Do you have an In te rne t St ra tegy that includes Socia l Network ing and

Synd icat ion to expose and promote my home 24-7? 9) How many Short Sales have you completed this year? 10) What is my proper ty wor th? What l is t ing pr i ce do you recommend? Will

it se l l at that price? 11) Will you GUARANTEE my home will sell for the price you suggest to list it at? 12) Do you have a written Speci f ic Market ing P lan? designed to sell my property quickly and for top

dollar?

13) What is the s ing le most valuable serv i ce you provide to home sellers like me?

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WHILE THERE ARE MANY OPINIONS …

… THERE IS ONLY ONE SET OF FACTS.  

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  QUICK FACTS

Fact #1: 98.3% of all homes for sale are sold by another licensed Realtor. Fact #2: Buyers Inspect 12 homes before deciding. That means 11 other homes are competing against yours! Fact #3: Sellers who price just 5% above market price attract only 50% of potential buyers. Fact #4: 85% of buyers preview homes online (through MLS and home finder websites) for more than 3 months before contacting a Buyer’s agent. Fact #5: Fewer than 5% of agents have immediate access to smart phone technology that alerts them to Buyers who have interest in a Seller’s property. Due to the level of information available on the Internet … even though much of it incorrect … Buyers feel empowered. As a result, a Seller’s agent must put forward a compelling presentation of the Seller’s property using a full suite of powerful selling tools, including website exposure, email blasts, online listing services, and direct response capture techniques in addition to traditional marketing tactics.

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  THE 3 MARKET TYPES There are three types of overall market conditions. They are:

Sel ler ' s Market - This is when the inventory in a specific area is low. Properly priced homes generally sell within 14 days to 21 days. If your property has not received an offer within this time period, it is priced too high.

Normal Market - This is when there is no real perceived advantage to either the buyers or the sellers. Properly priced homes should sell within 30 to 45 days.

Buyer's Market - This is when you have lots of homes on the market for sale in every price range and area. If you price your home just below the other similar homes on the market a sale should result within 60-90 days. Usually, homes are declining in value in this type of market. If your need and desire is to sell your home, then the sooner you sell, the better it is for you. This is not the right time to simply list your home for sale “to see what we can get”. If you are facing a financial difficulty with your lender, be careful to consider all your options. Consult a qualified legal professional on matters concerning the impact on your credit or the ability to repurchase in the near future. Licensed real estate agents and brokers are not qualified to provide you legal counsel or guidance.

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  REVEALING RESEARCH. . .

The National Association of Realtors researched the history of homes that actually sold in all three types of markets and they discovered two critical pieces of information:

1 . 95% of all homes that closed escrow so ld within 60 days af ter the l i s t ing pr ice (seller's asking price) was set at the appropr iate market pr ice .

2 . Homes proper ly pr iced sold wi th in 3% of the se l ler 's ask ing pr ice .

Therefore , i f a property has not received an o f fer w i th in 60 days , i t i s overpr iced by at leas t 5% to 10% and possib ly more.

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  T IME IS OF THE ESSENCE

The majority of buyer activity on a new listings occurs in the first 2-3 weeks of the initial marketing period. For this reason, it is imperative that your be offered at the…

R IGHT PRICE and in the BEST CONDITION at the

F IRST EXPOSURE to the market.

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  HOPE IS NOT A SELLING STRATEGY It takes targeted pro-active and aggressive marketing, not passive, hopeful selling. It is more critical than ever to expose your home to as many targeted buyers as possible in order to get it SOLD!

There is no other Agent who is willing to do so much

to get your home sold!

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  SEVERAL PRIC ING STRATEGIES TO CONSIDER Strategy #1: "As Is" Pr ic ing

This strategy is most often used when the seller is in financial distress and cannot afford to make any repairs. With nearly 50-75% of all properties on market today being classified as “short sales” and “bank owned” properties, many contracts include a supplemental “As-Is” Addendum to the contract. Even so, it may be wise to complete termite and a general home inspection (or any other necessary inspections) BEFORE establishing a listing price.

After reviewing the reports, you can properly price the home based on accurate knowledge of the condition.

You can also protect yourself from the potential legal and financial risk due to full disclosure laws.

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  SEVERAL PRIC ING STRATEGIES TO CONSIDER Strategy #2: “Hot Property” Pr ic ing

This pricing strategy is effective in all types of markets. But, it is also one that causes the most anxiety for sellers because you are intentionally pricing below market selling prices with the anticipation of generating multiple offers. Generally, you get all the pre-sale inspection reports, correct all the items that are affordable, then put the property on the market at or near the lowest price you are willing to accept for the property. NOTE: many agents make the mistake of having their clients wait to complete these inspections until AFTER a contract has been accepted. This puts the SELLER in serious jeopardy if the reports suggest considerable repair cost and the BUYER wishes to renegotiate the price (or cancel the contract).

Usually, you "make yourselves unavailable" to hear offers for 3 to 5 days (to give all potential buyers a chance to see the property) and then, hope you receive a great offer that is acceptable to you. Multiple offers may be possible using this strategy.

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  SEVERAL PRIC ING STRATEGIES TO CONSIDER Strategy #3: "Tradi t iona l Get I t So ld"

With this strategy, you should obtain all the pre-sale inspection reports necessary and then, together with your real estate agent's advice, both agree on the initial pricing strategy of the home.

Then, your real estate agent does the marketing activities necessary to expose your property to the real estate community and by targeting the most likely home buyers for your type of property.

Note: If you do not have an offer within 30-40 days, the property is priced too high and is in need of a price adjustment. Be cautious of the agent who quickly states they sell their listings at 98, 99 or even 100% of the “listing price.” Ask them, “And, at what percentage of the “original listing price” did the property finally sell?” Oftentimes, the final selling price is 7-12% below the original pricing because the property did not sell until the seller brought the price to within 2% of the “market price” of comparable properties. It is essential that automatic price adjustments occur every 30 days to maintain marketing momentum. Usually, a price adjustment of 5% to 10% at the end of 30 days will result in a sale shortly thereafter.

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  DO AGENTS CONTROL THE MARKET VALUE PRICE OF

HOMES? No - Agents Jus t Report Value to Se l lers The job of an agent is to report to sellers what home buyers are willing to pay for a home at a specific point in time. Home selling prices are often presented as a Comparable Market Analysis (CMA) that agents generate from the Multiple Listing Service (MLS). Who Then Controls Pr ice? Generally speaking, it is the overall economic condition of the economy itself, with consideration the local user market. Who Is The Loca l User Market? It consists of buyers and sellers who reach agreement on home sale prices. This agreement is called current market value. And all financial institutions lend money based upon current market value and their own appraisals (opinion of value).

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  HOW DO WE KNOW WHAT CURRENT MARKET VALUE I S FOR A HOME? There are lots of opinions, but only one set of facts. Together, we will examine the facts of record to determine the most effective pricing strategy to obtain the maximum price possible for you. Our ‘Total Market Overview’ examines 3 things:

1 . S imi lar Homes Recent ly So ld Tells us what buyers are willing to pay for this kind of home, in this area, at this time.

2 . S imi lar Homes Now For Sa le Tells us about our competition. Buyers will compare your home to these homes.

3 . Exp ired & Wi thdrawn L is t ings Tells us what buyers are not willing to pay for this kind of home, in this area, at this time.

11/12/11 9:16 AMMLS CMA Report 2 Line (220)

Page 1 of 4http://prospector.metrolist.net/scripts/mgrqispi.dll

CMA 2 Line ReportSorted by Price (asc), Bedrooms (asc)

Property Type Residential Polygon Points: Latitude 38.5741388236668 Longitude ‑121.415319442749Latitude 38.5687704148646 Longitude ‑121.422048568726 Latitude 38.5614687351771 Longitude ‑121.41806602478Latitude 38.5608244337042 Longitude ‑121.410924911499 Latitude 38.5622204129289 Longitude ‑121.408658981323Latitude 38.5695757017568 Longitude ‑121.408658981323 Latitude 38.5719378245746 Longitude ‑121.412092208862 Statuses Active,Active Rel. Clause, Active Short Sale, Active Short Cont., Active Court Appr., Active Court Cont., Pending, Sold (2/17/2011 or after) , Expired(4/2/2011 or after) , Withdrawn/Canc. Bedrooms 2.00 or more 1500 or more # of Garage Spaces 2.000 or more Stories 2 StoryListings as of 11/12/11 at 9:15am Page 1RESIDENTIAL

ACTIVE Properties

Address City Bed Bth Map LotSz SqFt Year DOM/CDOM Area Subdivision Date Listing # $/SqFt Orig Price List Price 1130 Vanderbilt Way Sacramento 3 3 (2 1) 298, C6 0.040 1731 1975 140/141 10825 06/24/11 11046884 135.70 274,900 234,900 1587 University Ave Sacramento 2 3 (2 1) 298, D6 0.050 1748 1976 42/43 10825 Campus Commons 09/29/11 11070969 136.73 239,000 239,000 1378 Commons Dr Sacramento 2-3 3 (2 1) 298, C6 0.050 1547 1975 273/273 10825 Campus Commons 01/28/11 11007761 154.82 280,000 239,500 1002 Dunbarton Cir Sacramento 3 3 (2 1) 298, D6 0.050 1748 1976 234/234 10825 Campus Commons 02/17/11 11013046 139.65 325,000 244,111 809 Dunbarton Cir Sacramento 2 3 (2 1) 298, C6 0.050 1748 1976 265/266 10825 Campus Commons 02/17/11 11012672 139.87 299,999 244,500 1330 Commons Dr Sacramento 2-3 3 (2 1) 298, C6 0.050 1731 1975 42/42 10825 Campus Commons, 10/01/11 11069497 155.40 269,000 269,000 1310 Commons Dr Sacramento 2-3 3 (2 1) 298, C6 0.040 1835 1975 30/31 10825 Campus Commons 10/10/11 11073651 146.59 269,000 269,000 1420 Commons Dr Sacramento 3 3 (2 1) 298, C6 0.040 1835 1975 100/101 10825 Campus Commons 08/03/11 11056542 149.86 275,000 275,000 704 Elmhurst Cir Sacramento 2-3 3 (2 1) 298, C6 0.050 1748 1976 81/81 10825 Campus Commons 08/19/11 11061584 159.90 299,500 279,500 407 Dunbarton Cir Sacramento 2 3 (2 1) 298, D6 0.050 1748 1976 2/2 10825 10/06/11 11080353 194.51 340,000 340,000 1105 Dunbarton Cir Sacramento 2 3 (2 1) 298, C6 0.050 1748 1976 104/104 10825 Campus Commons 06/29/11 11048012 211.10 379,000 369,000 1071 Vanderbilt Way Sacramento 3 3 (2 1) 298, C6 0.050 1825 1975 14/14 10825 Campus Commons 10/28/11 11077566 240.71 439,300 439,300 Listing Count 12 Status Averages 1749.333 111/111

163.74 307,475 286,901 High 439,300 Low 234,900 Median 269,000

ACTIVE SHORT CONT. Properties

Address City Bed Bth Map LotSz SqFt Year DOM/CDOM Area Subdivision Date Listing # $/SqFt Orig Price List Price 1322 Commons Dr Sacramento 3 3 (2 1) 298, C6 0.050 2149 1975 134/211 10825 Campus Commons 10/06/11 11048426 86.09 199,000 185,000 Listing Count 1 Status Averages 2149.000 134/211

86.09 199,000 185,000 High 185,000 Low 185,000 Median 185,000

PENDING Properties

Address City Bed Bth Map LotSz SqFt Year DOM/CDOM Area Subdivision Date Listing # $/SqFt Orig Price List Price 512 Dunbarton Cir Sacramento 2 3 (2 1) 298, D6 0.050 1748 1976 3/3 10825 CAMPUS COMMONS 11/10/11 11079475 145.31 254,000 254,000 304 Elmhurst Cir Sacramento 2 3 (2 1) 298, C6 0.060 2137 1976 82/82 10825 11/09/11 11058046 123.49 283,000 263,900 Listing Count 2 Status Averages 1942.500 43/43

134.40 268,500 258,950 High 263,900 Low 254,000 Median 258,950

Presented By: Bud Barnes Lic: 01441712 / Coldwell Banker-Res R E Srv Phone: 916-960-7300 Lic: 01128977

Featured properties may not be listed by the office/agent presenting this brochure.All measurements and calculations of area are approximate. Information provided by Seller/Other sources, not verified by Broker.

All Interested persons should independently verify accuracy of information. Provided properties may or may not be listed by the office/agentpresenting the information.

Copyright 2011, MetroList Services, Inc. Copyright © 2011, Rapattoni Corporation. All rights reserved.U.S. Patent 6,910,045

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  MARKET VALUE PRIC ING CREATES MLS AGENT ACCEPTANCE & EXCITEMENT

Q: Why must MLS agents be excited?

A: To get a home sold we actually need to sell it twice.

F i rs t : To other MLS agents.

Second : To their buyers. 98% of buyers employ the services of a real estate agent.

Therefore:

To get the most money, in the least amount of time with the fewest problems we need to have MLS agents excited about your home.

Pricing your home according to current market value achieves this goal. Few agents properly understand this dynamic.

Exc i tement Breeds Enthus iasm Which Generates Showings !

 

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  HOW PRICE, CONDIT ION, & EXCITEMENT AFFECT THE NUMBER OF SHOWINGS TO EXPECT! There Are 4 Pr ice Factor Show ing Points

Each point impacts sale success and final sale price.

1 . Overpr iced But Showab le Generates low buyer & MLS acceptance.

2 . Pr iced R ight But Not Showab le Generates medium buyer & MLS acceptance.

3 . Overpr iced & Not Showab le Generates big problems for the sale.

4 . Pr iced R ight & Showab le Generates maximum showings, as both buyers and MLS agent are excited about your home

Point 4 Creates Exc i tement, Acceptance, Showings And Top Dol lar Sa le !

 

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THE TWO MOST IMPORTANT CHARTS YOU’LL EVER SEE  

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  80% OF THE MARKETING TASK IS ACCOMPLISHED USING A PRIC ING STRATEGY BASED ON FACTS!

1. You’ l l Get Top Dol lar For Your Home A ‘Total Market Overview’ will assist us in determining a pricing strategy that leads to a sale.

2 . MLS Agents Are Exci ted About Your Home Agents will want to show your home to their buyers since it is priced at the current market value range.

3 . MLS Buyers Are Exc i ted About Your Home Your buyer will know he/she is being treated fairly and will feel secure in placing an offer on your home.

4 . You Are The Winner Using the Total Market Overview allows us to position your home to maximize our professional marketing strategies.

My Job Is To Help You Se l l Your Home for The MOST Money, Not The Least !

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  THINKING ABOUT SELLING? Prior to our meeting, please fill out this quick survey. Tell us what concerns you most about selling your home and hiring a real estate agent. That way when we me, we will discuss only those things that are MOST IMPORTANT to you. WHAT ARE YOU CONCERNED ABOUT?

NOT CONCERNED VERY CONCERNED

LENGTHY L IST ING PERIOD? 1 2 3 4

FORECLOSURES? 1 2 3 4

BROKER COMMISSION? 1 2 3 4

SHOWING PROCEDURES? 1 2 3 4

ADVERTISING? 1 2 3 4

OPEN HOUSES? 1 2 3 4

WRONG AGENT? 1 2 3 4

INTERNET? 1 2 3 4

PRICING STRATEGY? 1 2 3 4

BANK OWNED HOME SALES? 1 2 3 4

SECURITY? 1 2 3 4

T IME TAKES TO SELL? 1 2 3 4

CLOSING ESCROW? 1 2 3 4

 

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  THERE'S NO PLACE L IKE HOME. TELL ME WHY YOUR HOME IS SPECIAL. We're sure you have enjoyed living in your home and have been pleased with its many features. I can make sure we tell prospective buyers about all the special features of your home. Please fill in the items below so I can target our marketing efforts to those prospects most likely to buy your home.

Home features that we have real l y en joyed:

The type o f person I th ink w i l l love my home the most is :

… because of these features:

How wou ld you descr ibe your home to a buyer :

What key upgrades or repai rs have been completed in the past two years? :

Your Name:

Address:

C i ty : S tate : Z ip:

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REAL ESTATE IS NOT A PART-TIME JOB Today's real estate market presents unexpected obstacles and opportunities. High-flying firms that came into the market in less challenging times often find themselves at a loss when confronting present day conditions. That's because the business climate now requires seasoned trouble-shooting performed with surgical precision; something the “discount” firms and inadequately trained agents just weren't designed to do. As a Broker Associate, Bud has received and been tested on aspects of real estate exceeding the testing requirements for real estate sales agents. Plus, you’ll have added confidence in knowing you are being represented by Coldwell Banker, the oldest and best residential real estate brokerage in the U.S. for more than 105 years. In these t roub l ing t imes, Co ldwe l l Banker is the ONLY brokerage to of fer access to lega l serv ices, shou ld the need ar ise , w i thout any cost to our fu l l -serv ice l i s t ing c l ients. Bud Barnes has been helping buyers and sellers for almost 10 years. Isn't it about time for you to have the BEST?

Bud has the des i re to serve, the tools to perform, and

the conf idence to succeed.

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  YOU’LL GET A FULL-T IME QUALIF IED AGENT.

Bud Barnes will:

WORK HARDER and be MORE PROFESSIONAL to

earn your TRUST. So you’ll get the MOST MONEY,

the FASTEST SALE, with the LEAST HASSLES, and FEWEST PROBLEMS.

GUARANTEED! That’s correct, GUARANTEED.

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  WE LOVE A CHALLENGE

Foreclosures, Short Sales, and Bank Owned Properties are creating serious challenges for today's home seller.

Bud Knows How to Pos i t ion Your Property to Get i t So ld!

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  ONE S IZE DOES NOT FIT ALL No doubt you’ve received postcards and flyers from agents touting their latest and greatest “selling system”. These same agents will admit that no two home sales are the same. So how can a “one size” selling system fit all? It cannot. Bud will create a Personalized Marketing Strategy designed to target and attract both qua l i f ied and ser ious home buyers… not those who will only buy now if they can “steal-a-home” by making ridiculous low-ball offers day, after day, after day. These  are  actual  photos  taken  by  Bud  Barnes.  

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WHY YOU MUST PRICE YOUR HOME… REALIST ICALLY T IME

Chances are that your home will sell at its fair market value. Pricing it realistically at the outset simply increases the likelihood of a timely sale with less inconvenience and greater monetary return.

COMPETITION Buyers educate themselves by viewing many homes. They know what is a fair price. If your home is not competitive in value with those they have seen, it will not sell. Buyers typically look at homes within a $25,000 price range. If your home is not priced within the correct range, it very likely will not be exposed to its potential or targeted buyers.

PERCEPTION Overpricing causes most homes to remain on the market too long. Buyers, aware of a long exposure period, are often hesitant to make an offer because they fear "something is wrong" with the house. Often homes that are on the market for a long time eventually sell for less than their fair market value.

INCONVENIENCE Maintaining your home in “showing” condition requires a great deal of effort… cleaning, keeping carpets vacuumed, tidying up closets, putting away toys or other items. The sooner we secure a qualified buyer, the more time you’ll have for preparing for your move. Additionally, if overpricing keeps your home from selling promptly, you may end up owning two homes -- the one you've already purchased and the one you're trying to sell. This can prove costly and worrisome, as well as inconvenient.

E IGHTY PERCENT OF THE MARKET ING OF YOUR HOME IS DONE THE NIGHT WE DEC IDE AT WHAT PRICE WE WILL L IST YOUR HOME.

I F YOU ARE UNWILL ING TO L IST YOUR HOME AT , OR JUST BELOW, THE CURRENT MARKET VALUE,

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  FOUR WAYS I W ILL EXPOSE YOUR HOME TO THE

GREATEST NUMBER OF POTENTIAL BUYERS 1) Agent to Agent email and direct marketing designed to mobilize the entire

real estate community to get them to show and sell your home.

2) We "target market" to determine who the most likely buyer will be--they will pay the most money.

3) Using cutting-edge technology and 24 hr. marketing tools, both online and off, we expose your home to enough potential home buyers and Realtors that it SELLS!

4) We create a website just for your home. We use dozens of high impact professional level photos, a virtual tour, bolstered by unique verbiage and then link it to hundreds of the most visited home buyer websites and social media resources.

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  HOW I SHOWCASE YOUR HOME TO THE MOST BUYERS V i r tua l Tour Market ing

Vir tua l Home Tours prov ide the ideal envi ronment to present a compel l ing s tory about your home w i th in format ion that features your home’s ameni t ies , neighbor ing parks , schoo ls and shopp ing which are at the top of every buyer’s w ish l i s t .

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  ENHANCED L IST INGS G IVE YOUR HOME “MAXIMUM

EXPOSURE”.

Because Bud is a subscr iber to Rea l tor .com’s enhanced l i st ing program (not a l l agents are wi l l ing to pay th is annua l fee) , your l i st ing wi l l use keywords and mul t ip le photos to to the top of the search above other homes

BENEFIT : You get “Maximum Exposure” wh ich means more and more potent ia l Buyers are aware your home is for sa le . More exposure equa ls qu icker sa le for you!

Page 30: Home Selling Strategies

 

 

  MOBILE BUYER MARKETING PLAN DELIVERS

INFORMATION ABOUT YOUR HOME INSTANTLY. Using any smart cell phone, drivers seeing your property and the special sign rider can simply call a toll-free number to learn about your home. By dialing the phone number and entering the code, they can choose to hear information immediately or have it sent to them, make an appointment to see your home, or even request an immediate call back from Bud. You can try it for yourself … right now! Simply dial the number below, then enter the code 34400.

Page 31: Home Selling Strategies

 

 

 

QR Codes are another way to expose your home to home buyers at the peak of the i r in terest .  

Try it out. Use your smart phone with a QR app and scan the image displayed here!

Page 32: Home Selling Strategies

 

 

  24 HOURS/DAY WE SHOW, TELL & SELL YOUR HOME TO

QUALIF IED HOME BUYERS.

1. 24-hour property hotline that makes information on your home available 24-hours a day without having to speak with an agent.

2. Your home on the Internet - not just on any old site but on a multiple of sites that are high-tech and interactive. Aggressive marketing and advertising then direct buyers to these websites. (Just having your home on a website is not enough.)

3 . Always giving the consumer complete information: home address, area, number of bedrooms, baths, square footage, etc. Always make this information easy to obtain.

4 . Virtual home tours - provide an exciting method for home buyers to tour a home without having to leave their living room or office.

5 . Automated email Home Buyers Information program - an automated systems that works with unlimited home buyers at any given time. Provides quick, efficient and up-to-date information either by mail or email.

6 . Auto-response email, mail and phone systems designed to put your home in front of the most buyers.

7 . Marketing your home where it is seen by the consumer and then making the information easily obtainable.

Page 33: Home Selling Strategies

 

 

  24 HOURS/DAY WE SHOW, TELL & SELL YOUR HOME TO

QUALIF IED HOME BUYERS.

Screen  shot  2011-­‐12-­‐29  at  4.10.40  PM  

Page 34: Home Selling Strategies

 

 

  YOU WILL ALWAYS KNOW WHAT’S GOING ON …

GUARANTEED!

If you do not receive scheduled reports for market activity and property showings on a weekly basis, you will receive $100 for each missed report paid at close of escrow. It’s just that simple.

Page 35: Home Selling Strategies

 

 

 

7/18/11 3:04 PMListing Detail

Page 1 of 2http://solutioncenter.realtor.com/ControlPanel/Reporting/ListingTra….aspx?SLID=11012672&DSID=551&sOrder=DESC&sKey=status&pg=0&oselect=

Presented By:

Bud Barnes Mobile:(916) 960-7300Office:(916) 608-3972Fax:(916) 353-2377Email: [email protected]

Coldwell Banker ResidentialBrokerage Office:(916) 355-0202Fax:(916) 353-2377Fax:(916) 989-4379Email:[email protected]

Property Info:

MLS#: 11012672 Listing Price: $269,000 Listing Features: Virtual Tour Address: 809 Dunbarton Cir Sacramento,CA

Total Property Views for: 809 Dunbarton Cir Sacramento, CA

Weekly Totals Week Ending Property Views Virtual Tours Featured Homes Totals07/17/2011 175 N/A N/A 17507/10/2011 154 N/A N/A 15407/03/2011 182 2 N/A 18406/26/2011 100 2 N/A 10206/19/2011 156 N/A N/A 15606/12/2011 201 N/A N/A 20106/05/2011 140 N/A N/A 14005/29/2011 138 N/A N/A 13805/22/2011 238 N/A N/A 23805/15/2011 194 N/A N/A 19405/08/2011 206 N/A N/A 206

Monthly Totals Month Property ViewsJul 2011 374Jun 2011 672May 2011 856Apr 2011 661Mar 2011 630Feb 2011 383

Total: 3576

EMAIL BLASTS, COMPETIT IVE REPORTS & AGENT

SHOWING REPORTS ARE POWERFUL TOOLS TO KEEP

YOU INFORMED.

11/12/11 9:16 AMMLS CMA Report 2 Line (220)

Page 1 of 4http://prospector.metrolist.net/scripts/mgrqispi.dll

CMA 2 Line ReportSorted by Price (asc), Bedrooms (asc)

Property Type Residential Polygon Points: Latitude 38.5741388236668 Longitude ‑121.415319442749Latitude 38.5687704148646 Longitude ‑121.422048568726 Latitude 38.5614687351771 Longitude ‑121.41806602478Latitude 38.5608244337042 Longitude ‑121.410924911499 Latitude 38.5622204129289 Longitude ‑121.408658981323Latitude 38.5695757017568 Longitude ‑121.408658981323 Latitude 38.5719378245746 Longitude ‑121.412092208862 Statuses Active,Active Rel. Clause, Active Short Sale, Active Short Cont., Active Court Appr., Active Court Cont., Pending, Sold (2/17/2011 or after) , Expired(4/2/2011 or after) , Withdrawn/Canc. Bedrooms 2.00 or more 1500 or more # of Garage Spaces 2.000 or more Stories 2 StoryListings as of 11/12/11 at 9:15am Page 1RESIDENTIAL

ACTIVE Properties

Address City Bed Bth Map LotSz SqFt Year DOM/CDOM Area Subdivision Date Listing # $/SqFt Orig Price List Price 1130 Vanderbilt Way Sacramento 3 3 (2 1) 298, C6 0.040 1731 1975 140/141 10825 06/24/11 11046884 135.70 274,900 234,900 1587 University Ave Sacramento 2 3 (2 1) 298, D6 0.050 1748 1976 42/43 10825 Campus Commons 09/29/11 11070969 136.73 239,000 239,000 1378 Commons Dr Sacramento 2-3 3 (2 1) 298, C6 0.050 1547 1975 273/273 10825 Campus Commons 01/28/11 11007761 154.82 280,000 239,500 1002 Dunbarton Cir Sacramento 3 3 (2 1) 298, D6 0.050 1748 1976 234/234 10825 Campus Commons 02/17/11 11013046 139.65 325,000 244,111 809 Dunbarton Cir Sacramento 2 3 (2 1) 298, C6 0.050 1748 1976 265/266 10825 Campus Commons 02/17/11 11012672 139.87 299,999 244,500 1330 Commons Dr Sacramento 2-3 3 (2 1) 298, C6 0.050 1731 1975 42/42 10825 Campus Commons, 10/01/11 11069497 155.40 269,000 269,000 1310 Commons Dr Sacramento 2-3 3 (2 1) 298, C6 0.040 1835 1975 30/31 10825 Campus Commons 10/10/11 11073651 146.59 269,000 269,000 1420 Commons Dr Sacramento 3 3 (2 1) 298, C6 0.040 1835 1975 100/101 10825 Campus Commons 08/03/11 11056542 149.86 275,000 275,000 704 Elmhurst Cir Sacramento 2-3 3 (2 1) 298, C6 0.050 1748 1976 81/81 10825 Campus Commons 08/19/11 11061584 159.90 299,500 279,500 407 Dunbarton Cir Sacramento 2 3 (2 1) 298, D6 0.050 1748 1976 2/2 10825 10/06/11 11080353 194.51 340,000 340,000 1105 Dunbarton Cir Sacramento 2 3 (2 1) 298, C6 0.050 1748 1976 104/104 10825 Campus Commons 06/29/11 11048012 211.10 379,000 369,000 1071 Vanderbilt Way Sacramento 3 3 (2 1) 298, C6 0.050 1825 1975 14/14 10825 Campus Commons 10/28/11 11077566 240.71 439,300 439,300 Listing Count 12 Status Averages 1749.333 111/111

163.74 307,475 286,901 High 439,300 Low 234,900 Median 269,000

ACTIVE SHORT CONT. Properties

Address City Bed Bth Map LotSz SqFt Year DOM/CDOM Area Subdivision Date Listing # $/SqFt Orig Price List Price 1322 Commons Dr Sacramento 3 3 (2 1) 298, C6 0.050 2149 1975 134/211 10825 Campus Commons 10/06/11 11048426 86.09 199,000 185,000 Listing Count 1 Status Averages 2149.000 134/211

86.09 199,000 185,000 High 185,000 Low 185,000 Median 185,000

PENDING Properties

Address City Bed Bth Map LotSz SqFt Year DOM/CDOM Area Subdivision Date Listing # $/SqFt Orig Price List Price 512 Dunbarton Cir Sacramento 2 3 (2 1) 298, D6 0.050 1748 1976 3/3 10825 CAMPUS COMMONS 11/10/11 11079475 145.31 254,000 254,000 304 Elmhurst Cir Sacramento 2 3 (2 1) 298, C6 0.060 2137 1976 82/82 10825 11/09/11 11058046 123.49 283,000 263,900 Listing Count 2 Status Averages 1942.500 43/43

134.40 268,500 258,950 High 263,900 Low 254,000 Median 258,950

Presented By: Bud Barnes Lic: 01441712 / Coldwell Banker-Res R E Srv Phone: 916-960-7300 Lic: 01128977

Featured properties may not be listed by the office/agent presenting this brochure.All measurements and calculations of area are approximate. Information provided by Seller/Other sources, not verified by Broker.

All Interested persons should independently verify accuracy of information. Provided properties may or may not be listed by the office/agentpresenting the information.

Copyright 2011, MetroList Services, Inc. Copyright © 2011, Rapattoni Corporation. All rights reserved.U.S. Patent 6,910,045

Page 36: Home Selling Strategies

 

 

  OK, SO WHAT HAPPENS WHEN A BUYER EXPRESSES

INTEREST? When you list your home, you sign an agreement that establishes a fiduciary relationship and the broker becomes your “agency of record”. This means the broker and the agent have a legal responsibility to represent you with utmost care, integrity honesty & loyalty.

Submission of Offers

I pre-approve EVERY Prospect and their Agent because…

• Some buyers are in a hurry to move.

• Some buyers are serious, but not in a hurry.

• Some buyers are bargain hunters.

• Some buyers will never buy.

• Some agents may not submit a fully completed Purchase Agreement with the buyer’s pre-qualification/pre-approval requirements.

Guiding you through the escrow process

I will directly handle every aspect of your acceptance to an offer, including…

• Opening escrow; ensuring all documents are delivered, including the buyer’s deposit

• Assisting with all aspects of inspections and reports and submission of disclosures

• Ensuring the buyer’s responsibilities are fulfilled, including removal of contingencies for inspections, reports, and loan submission.

• Meeting with you at the signing of documents to answer any questions.

Assistance to identify and qualify prospective agents for your next purchase

If you’re moving away from the area, I am happy to offer assistance in helping you select a broker agent to help you in the purchase of your next home.

Page 37: Home Selling Strategies

 

 

  THE FACT OF THE MATTER I S: PRICE FACT: THE BEST CHANCE FOR SELLING YOUR PROPERTY IS WITHIN THE FIRST SEVEN WEEKS. STUDIES SHOW THAT THE LONGER A PROPERTY STAYS ON THE MARKET, THE LESS THE SELLER WILL NET. It is very important to price your property at a competitive market value at the signing of the employment agreement. The market is so competitive that even over-pricing by a few thousand dollars could mean that your house will not sell. Interestingly, your first offer is usually your best offer. Here are reasons for pricing your property at the market value right from the start in order to net you the most amount of money in the shortest amount on time.

An overpr iced home:

• Guarantees the chance of receiving few, if any, offers • Lowers agent response • Limits qualified buyers • Reduces the number of buyer prospects • Reduces the number of buyer showings • Limits financing • Wastes advertising dollars • Results in longer time on market • Results in selling for less money than if the home had been properly priced

CLEAN FACT: MOST PEOPLE ARE TURNED OFF BY EVEN THE SMALLEST AMOUNT OF UNCLEANLINESS OR ODOR WHEN BUYING A HOME. SELLERS LOSE THOUSANDS OF DOLLARS BECAUSE THEY DO NOT ADEQUATELY CLEAN. If your house is squeaky clean, you will be able to sell your home faster and net hundreds, if not thousands, of dollars more. If you are selling your home, why not hold your garage sale before you offer your home for sale? You’re likely to dispose of a lot of “stuff” and even receive a few dollars for upgrades or repairs you may need before your sell. And don’t forget, odors must be eliminated especially if you have dogs, cats, or young children in diapers, or if you are a smoker. You may not notice the smell, but buyers do!.

Page 38: Home Selling Strategies

 

 

 

THE FACT OF THE MATTER I S: ACCESS FACT : TOP SELLING AGENTS WILL NOT SHOW YOUR HOME IF THE KEY OR ACCESS ARE NOT READILY AVAILABLE. In today’s market, agents often receive a call from a qualified buyer asking to see a particular property on rather short notice. So, keep in mind that a well kept home will sell much faster than one that is not. Yes, the constant work of keeping dishes out of the sink, children’s beds made and the trash emptied can be a chore. But, remember, the sooner your home is sold, the more time you’ll have to do more enjoyable things … like packing! When your home is being shown, please do the following:

• Keep all lights on. • Keep all drapes and shutters open. • Place all valuables (check books, wallets, jewelry, bills) out of sight. • Leave soft music playing. • Leave the premises. Take a short walk with your children and pets. • If you have pets, be sure to clean litter boxes and remove waste from the yard! • Let the buyer be at ease and let the agents do their job

PA INT & CARPET FACT: PAINT AND CARPET ARE YOUR BEST IMPROVEMENTS FOR GETTING A GREATER RETURN ON YOUR MONEY. Paint makes the whole house smell clean and neat. If your house has chipped paint, exposed wood, or the paint looks faded, it is time to paint. If your carpet is worn, dirty, outdated, or an unusual color, you may need to seriously consider replacing it. Many houses do not sell because of this problem. Don’t think that buyers have more money than you have to replace carpet. They don’t. They simply buy elsewhere.

Page 39: Home Selling Strategies

 

 

  TWO WAYS TO SELL YOUR HOME

ANONYMOUS SALES AGENT BUD BARNES, Broker Associate

1. Listen to a slick sales

pitch. 2. Sign a listing agreement. 3. Wait for marketing

materials. 4. Get pictures with a point-

n-shoot digital camera. 5. Put up a sign. 6. Wait for an offer. 7. Wait for an offer. 8. Get a low-ball offer. 9. Wait for a serious offer. 10. Get a new real estate

agent. 11. Wait for an offer. 12. Wait for an offer. 13. Wait for an offer. 14. Reduce the sales price. 15. Wait for an offer. 16. Get a low ball offer. 17. Wait for another offer. 18. Reduce the sales price. 19. Sell at less than you

wanted.

1. Hire Bud. 2. Sign a 2 page GUARANTEED

listing agreement. 3. Marvel at AMAZING

PHOTGRAPHY. 4. See your marketing go into

action. 5. Get GUARANTEED weekly

updates. 6. Receive a qualified offer. 7. Be guided by Bud (not an

assistant) through the entire process.

8. Have a garage sale. 9. Successfully close escrow…

CONGRATULATIONS! 10. Get on with living!

 

Page 40: Home Selling Strategies

 

 

 

   

SCHEDULE AN APPOINTMENT WITH BUD RIGHT NOW AT 916-960-7300.

A no-pressure, face-to-face meeting with Bud will only take 15-20 minutes ... it will only take longer if you have more questions.

Hire the Realtor®who doesn’t look

(or work) like just another agent.

 

Bud  Barnes  Broker  Associate  Coldwell  Banker  T:    916-­‐960-­‐7300  

E:    [email protected]  W:    www.CallBud.com  

Thank You!