Pre-listing appointment

Tell me about you

Your family

Your work

Your history in the house

Your situation

Your goals

Why selling

Relocating?

Your timeframe

Understanding your home will help

us market it better

About your home:

▪ What are your favorite things about it?

▪ What made you select it?

▪ What do you love most about the location?

▪ What are some favorite features?

▪ What are some favorite memories?

▪ What compliments have friends and

neighbors made about it?

▪ What characteristics make it unique?

▪ What will you miss most?

▪ What kind of buyer do you think is best for

your home / market?

You / your home

Your agent

Buyers

Determining your needs and goals (example)

Need Answer Resource

Sold Marketing plan

Most money Qualified buyers

Least time Negotiation skills

Least problems Knowledge

Relocation Control

Finding the right realtor for you —

what makes a good match?

▪ How would you describe your ideal realtor?

– Good communicator

– Strong negotiator

– Market knowledge

– Good marketing plan

– Personal connection

– Reliable / accessible

– Manages the process to closing

– Gives you the knowledge and

confidence to make good decisions

▪ Tell me about your prior experiences buying or selling a home

▪ What was memorable about that experience?

▪ Was there something specific that made a difference to you?

Tip sheet for you

THE PROCESS OF

SELLING YOUR HOME

The current market situation

Let’s take a look at how the market

is doing right now

▪ Market trends

▪ Days on market

▪ Interest rates

▪ Average sales price (CS)

▪ Days on market (CS)

Go to data

The steps to sell your home

Contract to close

Pricing Productexposure

The steps to sell your home: Pricing

Pricing

Pricing strategies

Data based

▪ Greatest realistic price for

which the home is likely to sell

▪ Method appraisers and other

realtors use to evaluate

homes

Below market

▪ Below suggested price from

the data

▪ Need to sell in less time

Retail

▪ Cushion on price, giving

buyers room to negotiate

The risk of pricing too high

Percent of buyers who will view property

Asking price in relationship

to Fair Market Value

% of prospective purchasers

who will look at property

+10

%

2%

+5% 30%

Fair market

value60%

-5% 80%

-10% 92%

Excitement of a “new on market” listingA

cti

vit

y

Weeks

1 2 3 4 5 6

The problem with “testing the market”

Pri

ce

Time

Test the

market

Starting price

Fair market value

Starting priceLost value

Extra time

Why your first offer is often your best offer

Pri

ce

Time

New buyers

& waiters

Deal makers

Bottom feeders

The Selling Equation

The steps to sell your home: Product exposure

Productexposure

Preparing your home to sell

Your home is the product

▪ Staging consult

▪ Pre inspection

▪ Repairs, upgrades, staging

▪ Exterior curb appeal

We create a marketing plan to generate

exposure for your home

How?

▪ Partnering with you to know

qualities of your home

▪ Understanding your goals

▪ Understanding where/how

buyers look for homes

▪ Strategy for possible objections

▪ Create marketing write-up

▪ HDR professional photos

▪ Virtual tour

▪ Savvy Card – Personal

Webpage for your listing

How buyers look for a home

Internet

Real estate agent

Yard sign / open house

Friend, relative or neighbor

Home builder or mortgage lender

Directly from seller or knew seller

Print newspaper advertisement

Sources: NAR Home Buyer and Seller Generational Trends Report 2017 & 2016 Profile of Home Buyers and Sellers

44%

33%

6%

6%

7%

2%

1%

Implementing the marketing plan

Pre-marketing

Internetmarketing

Targetmarketing

Mediamarketing

Directmarketing

Continuedmarketing

Communication, data and feedback are

a critical part of continued marketing

Homeowner’s

listing activity

website

Text and email

notifications

Showing

feedback

The steps to sell your home

Contract to close

How to evaluate an offer

ETC

What happens once under contract

Contract to

buy and sell

▪ Earnest money

▪ Disclosures

Inspection

▪ Inspection objection

▪ Inspection resolution

▪ Repairs

▪ Final walk thru

Title

▪ Covenants

▪ Extended coverage

▪ Objection

▪ Resolution

Survey▪ Easements

▪ Encroachments

▪ ILC

▪ Objections

▪ Resolution Appraisal

▪ Visual inspection

▪ Report to lender

▪ Objection

▪ Resolution

Lender

▪ Verification

▪ Documentation

▪ Objections

▪ Underwriting

▪ Clear to close

READY TO CLOSE

Keeping track of dates and deadlines

CHOOSING A REALTOR

My approach

TrustworthyKnowledgeable

Creative

I work for YOU

ExperiencedTimely

RealisticCommitted

Designations and memberships

▪ Master Certified Negotiation Expert

▪ Graduate of The Real Estate Institute

▪ Member of

– The National Association of Realtors

– The Colorado Association of Realtors

– The Pikes Peak Associate of Realtors

– Colorado Springs Elite 25 Realtors

– Peak Producers 2019 (Pikes Peak Top

Real Estate Agents)

A top producer in Colorado Springs

Approximately 3580 Realtors

Ranked in

top 50 realtors

Ranked in

top 100 realtors

2018

2017

2016

2015

2014

2013

A top producer - SW Region Colorado Springs

RankingTop 5

realtors

Top 10

realtors

Top 15

realtors

2018

2017

2016

2015

2014

2013

#2 in 2016!

#4 in 2018!

The Colorado Springs real estate community

has 3,900 agents

In 2019, of the agents in the MLS:

did 5 deals or less39%

did 12 deals or less

74%deals

Average was

Our company

deals

Platinum agent average was

# of Homes

Sold Year To

Date

84%

40Average Days On The

Market

Historical average = 69

In 2019

What happens once under contract

Contract to

buy and sell

▪ Earnest money

▪ Disclosures

Inspection

▪ Inspection objection

▪ Inspection resolution

▪ Repairs

▪ Final walk thru

Title

▪ Covenants

▪ Extended coverage

▪ Objection

▪ Resolution

Survey▪ Easements

▪ Encroachments

▪ ILC

▪ Objections

▪ Resolution Appraisal

▪ Visual inspection

▪ Report to lender

▪ Objection

▪ Resolution

Lender

▪ Verification

▪ Documentation

▪ Objections

▪ Underwriting

▪ Clear to close

READY TO CLOSE

Keeping track of dates and deadlines

My membership in exclusive networking

organizations is a benefit to you