Listing Presentation To Seller

Valerie Whiteman Broker in Charge, ABR, e-Pro, CCRE, RECS DON’T MAKE A MOVE WITHOUT IT! MARKETING SYSTEM 11-03 The Imperial Group International

PLEASE DON’T SHARE ANY CONFIDENTIAL INFORMATION WITH ME THAT YOU WOULDN’T WANT ME TO SHARE WITH ONE OF OUR CLIENTS. UNTIL YOU HIRE US

I AM A FULL TIME REAL ESTATE PROFESSIONAL. SELECTING YOUR REALTOR IS CRUCIAL

MARKET AWARENESS LICENSED SINCE 1998 CCAR Member SCAR Member REALTOR ® Past Board Member CCAR Coach/Trainer

OUR MARKETING SYSTEM A SYSTEMATIC UTILIZATION OF TOOLS AND PROGRAMS THAT MEET THE NEEDS OF OUR SELLER CLIENTS.

YOUR GOALS / OUR GOALS AT THE BEST POSSIBLE PRICE WITH THE MOST FAVORABLE TERMS IN THE SHORTEST PERIOD OF TIME WITH THE LEAST INCONVENIENCE TO YOU IN THE BEST CONDITION POSSIBLE TO SELL YOUR PROPERTY :

MANY COMPANIES USE THE FOUR “P” APPROACH P UT UP A SIGN P LACE AN AD IN THE PAPER P UT IT IN THE MLS P RAY SOMEONE WILL SELL IT TO SELL YOUR PROPERTY THEY :

OUR MARKETING SYSTEM DOES MORE Also do the 4 “P’S” - PLUS Do a total market analysis Commit to a Marketing Plan Help you to prepare your home for sale Target specific markets for buyers TO SELL YOUR PROPERTY WE:

AND MORE …… Implement a promotional program Implement a pricing strategy Oversee all inquiries Utilize Pro-Active marketing activities TO SELL YOUR PROPERTY WE:

AND MORE….. Use Internet Marketing Follow Up Access our “Pool of Buyers” GET THE JOB DONE TO SELL YOUR PROPERTY WE:

PRICE PREFERENCES / SINGLE FAMILY AND CONDOMINIUMS

IF YOU ARE NOT GETTING THESE TOOLS AND PROGRAMS . . . YOU ARE NOT GETTING OUR MARKETING SYSTEM . . . AND MAY BE PAYING TOO MUCH FOR THE LIMITED EXPOSURE YOUR HOME WILL GET! YOU GET WHAT YOU PAY FOR !

MARKETING SUCCESS THROUGH PROPERTY EXPOSURE NUMBER OF IMPRESSIONS FREQUENCY REACH HOW WE GET EXPOSURE: HELP CREATE OUR POOL OF BUYERS

MOBILIZING THE REAL ESTATE COMMUNITY ALL MEMBERS OF THE REAL ESTATE COMMUNITY ARE PART OF OUR MARKETING SYSTEM. 70% OF ALL “FOR SALE BY OWNERS” EVENTUALLY LIST WITH A REAL ESTATE COMPANY.

MARKETING SUCCESS THROUGH LOCAL EXPOSURE OUR “FOR SALE” SIGNS OUR SALES ASSOCIATES NEWSPAPER HOME GUIDES OTHER REAL ESTATE COMPANIES OPEN HOUSES DIRECT MAIL PROJECT REFERRALS MLS WEB SITES E-MAILS

THE PURPOSE OF ADVERTISING CREATE A PROFESSIONAL IMAGE PROMOTE THE PRODUCT TO GET THE PHONE TO RING-RESEARCH SHOWS THAT ONLY ONE FAMILY IN 400 BUYS THE SPECIFIC HOME THEY CALL IN ON FROM ADS ADVERTISING ADDS TO OUR POOL OF BUYERS , BUT IT DOESN’T SELL A HOUSE. PEOPLE SELL HOUSES !

RELOCATION SERVICES. WE CAN HELP YOU FIND INFORMATION ON ANY CITY IN THE U.S. AND TIE YOU INTO A REAL ESTATE COMPANY THAT WILL HELP YOU IN YOUR DESTINATION AREA.

HOME INSPECTION A HOME INPECTION CAN BE VERY VALUABLE. WE WILL GO OVER THE DOCUMENTS, WHEN APPROPRIATE, AND DISCUSS HOW IT AFFECTS THE TRANSACTION.

SELLER DISCLOSURE LAW OWNERS OF RESIDENTIAL REAL ESTATE ARE REQUIRED TO PROVIDE PURCHASER A COMPLETED PROPERTY CONDITION DISCLOSURE STATEMENT PRIOR TO SIGNING A CONTRACT OF SALE,

A HOME PROTECTION PLAN CAN HELP ! PROTECTS SELLER FROM LISTING TO CLOSING. PROTECTS BUYER FOR ONE YEAR FROM CLOSING

MARKETING SUCCESS THROUGH SELLER INVOLVEMENT. TO MARKET A PROPERTY EFFECTIVELY, WE NEED TO LEARN MORE ABOUT YOUR HOME, ITS UNIQUE FEATURES AND APPEAL, THE LIFE-STYLE IT PROVIDES, AND THE AREA.

PREPARING YOUR HOME FOR SALE. CLEAN COLOR CLUTTER

HOW SOON WILL IT SELL ? PRICING, MERCHANDISING AND MARKETING ARE KEY.

INTERNET MARKETING IN A RECENT NAR SURVEY, 95%OF HOMEBUYERS USED THE INTERNET TO SEARCH FOR A HOME. 90% OF INTERNET GROUP ALSO USED AN AGENT.

BUYERS SELECT HOMES BY “COMPARISON” SHOPPING.

MARKET ACTIVITY AND TIME. TIME ON MARKET IN WEEKS ACTIVITY 1 2 3 4 5 6 7 8 9 10 11 12 13 14

THE MARKETPLACE MARKETING FACTORS WHO CONTROLS MARKET POSITION SELLER SALABILITY SELLER MARKETING PROGRAM REAL ESTATE CO. VALUE BUYER

DON’T BUY TO SATISFY SELLER’S NEEDS…….. BUYERS BUY THE BEST VALUE…….. BUYERS

COME FROM: OUR POOL OF BUYERS MOVE UP MARKET MOVE DOWN MARKET RELOCATION - TRANSFEREE-RETIREE OTHER REAL ESTATE AGENTS INTERNET

OVERPRICING : REDUCES SALES ASSOCIATE’S ACTIVITY LOSES INTERESTED BUYERS REDUCES ADVERTISING RESPONSE ATTRACTS WRONG PROSPECTS ELIMINATES OFFERS CAN LEAD TO MORTGAGE REJECTIONS HELPS SELL THE COMPETITION

WRONG PRICE ATTRACTS WRONG BUYERS ASKING PRICE $100,000 $ 85,000 MARKET VALUE $100,000 BUYERS WON’T SEE THE VALUE OR MAKE OFFERS (LOOKERS WON’T LIKE) $85,000 BUYERS WON’T BE LOOKING IN THE HIGHER PRICE RANGE

PRICE EXPOSURE PYRAMID* MARKET VALUE -10% -15% +10% +15% 90% 75% 60% 30% 10% ASKING PRICE TO MARKET VALUE % OF BUYERS WHO LOOK -EVEN AT MARKET VALUE WE WON’T HAVE 100% OF THE BUYERS ! -WHY USE YOUR HOME TO SELL THE OTHERS IN THE NEIGHBORHOOD ?

“ IF YOU THINK IT IS EXPENSIVE TO HIRE A PROFESSIONAL? -- -- -- WAIT UNTIL YOU HIRE AN AMATEUR.” FOOD FOR THOUGHT

OUR TRAINING MAKES A DIFFERENCE

FROM LISTING TO CLOSING DEED APPRAISAL MARKET VALUE ARM FINANCING SETTLEMENT STATEMENT LIENS ATTORNEYS INSPECTIONS CONTRACTS TITLE WORK PRO-RATED COSTS CL 100 LETTER CLOSING POINTS BUYER AGREEMENTS DUAL AGENCY LOAN COMMITMENT OWNER FINANCING SCREENING BUYERS POOL OF BUYERS MERCHANDISING SELLER DISCLOSURES BUYER DISCLOSURES CONDITION OF PROP. DISCLOSURE MOLD CLOSING COSTS HORIZONTAL PROPERTY REGIME QUALIFYING

POLICY REGARDING AGENCY _______________WILL REPRESENT SELLERS IN THE SALE OF THEIR HOMES AND BUYERS IN THE PURCHASE OF A HOME. WE WILL ALSO PRACTICE, IF NECESSARY, CONSENTUAL DUAL AGENCY OF AN IN-HOUSE LISTING. THIS TYPE OF RELATIONSHIP WILL ONLY EXIST AFTER MAKING FULL DISCLOSURE TO, AND OBTAINING THE INFORMED CONSENT OF, ALL PARTIES TO THE TRANSACTION.

IT’S THE LAW ! SELLER, BUYER, DUAL DESIGNATE OR SUBAGENCY ARE THE ONLY FORMS OF AGENCY ALLOWED IN S. C. I MUST BE ONE OF THESE.

IT’S THE LAW CONTINUED SELLER AND BUYER SHALL BE PROVIDED A COMPLETED AGENCY DISCLOSURE FORM AT THE TIME AN AGENCY AGREEMENT IS SIGNED

IF YOU CHOSE NOT TO HIRE US YOU BECOME OUR CUSTOMER AND WE WOULD WORK FOR THE BUYER

ONCE YOU HIRE US YOU BECOME OUR CLIENT AND WE OWE YOU THE FOLLOWING

SELLER / CLIENT LEVEL OF SERVICE DUTIES: CONFIDENTIALITY LOYALTY* OBEDIENCE* REASONABLE CARE AND DILIGENCE ACCOUNTABILITY DISCLOSURE* HONESTY FAIRNESS MATERIAL FACTS REASONABLE SKILL * limited in disclosed dual agency

BUYER / CUSTOMER LEVEL OF SERVICE DUTIES: HONESTY FAIRNESS REASONABLE SKILL ACCOUNTABILITY DISCLOSURE MATERIAL FACTS

DUAL AGENCY BENEFIT BECAUSE OUR COMPANY ALSO WORKS WITH BUYER CLIENTS, DUAL AGENCY ALLOWS OUR AGENTS TO SHOW AND SELL YOUR HOME TO ONE OF THEIR BUYER CLIENTS.

DUAL AGENCY CONTINUED SINCE THERE WOULD NOW BE TWO CLIENTS (YOU AND THE BUYER) INVOLVED IN THE TRANSACTION, WE CREATE A DUAL AGENCY SITUATION

DUAL AGENCY WE CANNOT DISCLOSE TO EITHER PARTY: 1. THE WILLINGNESS OR ABILITY OF THE BUYER TO OFFER MORE OR THE SELLER TO ACCEPT LESS.

DUAL AGENCY THE OTHER PARTIES NEGOTIATING STRATEGY THE CONFIDENTIALITY OF EITHER PARTY OR THE MOTIVATION OF THE BUYER OR SELLER

DUAL AGENCY CONTINUED DUAL AGENCY REQUIRES A SIGNED DISCLOSURE AND CONSENT TO DUAL AGENCY FORM SIGNED BY BOTH CLIENTS PRIOR TO THE TRANSACTION.

SUBAGENCY OPTION A SUBAGENT IS A DESIGNATED BROKER AND ALL ASSOCIATED LICENSEES ENGAGED BY A BROKER OF ANOTHER COMPANY TO ACT AS AGENT FOR THEIR CLIENT. A SUBAGENT OWES THE SAME DUTIES AND RESPONSIBILITIES TO THE CLIENT AS THE CLIENT’S PRIMARY BROKER.

SUBAGENCY OPTION THIS ALLOWS AGENTS WHO HAVE BUYERS WHO WON’T ENTER INTO A CLIENT RELATIONSHIP TO SHOW YOUR PROPERTY YOU HAVE LIABILITY FOR THESE AGENTS

EQUAL HOUSING OPPORTUNITY THIS COMPANY PROHIBITS ANY AGENT OR STAFF MEMBER FROM DISCRIMINATING AGAINST ANY PERSON IN THE PROVISION OF ANY OF THE COMPANY’S SERVICES ON THE BASIS OF RACE, COLOR, RELIGION, SEX, HANDICAP, FAMILIAL STATUS OR NATIONAL ORIGIN.

IS THIS A MARKETING PLAN THAT YOU FEEL WILL MEET YOUR NEEDS? LET’S GET STARTED!

TOM MAESER CRB, ABR, GRI, RECS BUYER REPRESENTATION DON.T MAKE A MOVE WITHOUT IT! MARKETING SYSTEM 9-03

WHY USE AN ABR (ACCREDITED BUYER REPRESENTATIVE?) DESIGNATION REQUIRES 15 CLASS HOURS ON BUYER REP., PLUS TRACK RECORD. UP TO DATE ON EMERGING TRENDS. MEMBER OF A NATIONAL REFERRAL NETWORK. ON GOING SPECIALIZED TRAINING FOR BUYER BROKERAGE. MEMBER REAL ESTATE BUYER’S AGENT COUNCIL . DESIGNATION THROUGH THE NATIONAL ASSOCIATION OF REALTORS.

MARKET AWARENESS LICENSED SINCE 1976 PAST PRESIDENT CCAR ACTIVE ON SCAR COMM. HGTC FOUNDATION “ CAREER”: ADV. BOARD CCAR PROF. STDS. CHAIR

YOUR GOALS / OUR GOALS - TO PURCHASE A HOME AT THE BEST POSSIBLE PRICE THE MOST FAVORABLE TERMS THE SHORTEST PERIOD OF TIME WITH THE LEAST INCONVENIENCE TO YOU IN THE BEST CONDITION POSSIBLE

HOW SOON WILL I FIND A PROPERTY ? AGENCY DISCLOSURE, QUALIFYING, SELECTING PROPERTY, CONTRACT WRITING AND NEGOTIATING ARE KEY.

PREQUALIFYING INFORMATION INCOME $________ SPOUSE INC. $______ LONG TERM DEBT $___________________ MUST SELL BEFORE BUYING? ___YES___NO LISTED OR PENDING_________________ DOWN PAYMENT AVAILABLE $_________ EMPLOYER CONTRIBUTION? $_________ PREFERRED MONTHLY PAYMENT $______ ALREADY PREQUALIFIED___YES____NO BY WHOM?_________________________

SOME QUESTIONS ? DO YOU PRESENTLY HAVE A HOME TO SELL IN ORDER TO BUY THIS ONE? HOW LONG HAVE YOU BEEN LOOKING? IS ANY OTHER PERSON INVOLVED WITH THIS DECISION? ARE YOU UNDER ANY AGENCY AGREEMENTS WITH ANY OTHER AGENCY? WHY ARE YOU WANTING TO MOVE ? 85% RULE - OF WHAT YOU EXPECT. 100% RULE - WILLING TO PAY WHAT IT IS WORTH.

THE MARKET AS YOUR AGENT, I CAN DO A COMPETITIVE MARKET ANALYSIS FOR YOU

THE SELECTION PROCESS LESS THAN 2% OF THE AVAILABLE INVENTORY IS IN THE NEWSPAPER AT ANY GIVEN TIME WE CAN ACCESS ALL TYPES OF PROPERTY - FSBO, MLS, INTERNET, NEW HOMES, PROJECTS, CONDOS, MAGAZINES, ETC.

SUCCESS THROUGH EXPOSURE “ FOR SALE” SIGNS OTHER SALES ASSOCIATES NEWSPAPER HOME GUIDES OTHER REAL ESTATE COMPANIES BUILDER MODELS OPEN HOUSES DIRECT MAIL PROJECT REFERRALS MLS WEB SITES COMMUNITY CANVASSING

RELOCATION SERVICES . WE CAN HELP YOU FIND INFORMATION ON ANY CITY IN THE U.S. AND TIE YOU INTO A REAL ESTATE COMPANY THAT WILL HELP YOU IN YOUR DESTINATION AREA .

A HOME PROTECTION PLAN? PROTECTS SELLER FROM LISTING TO CLOSING. PROTECTS BUYER FOR ONE YEAR FROM CLOSING

IF YOU THINK IT IS EXPENSIVE TO HIRE A PROFESSIONAL? -- -- -- WAIT UNTIL YOU HIRE AN AMATEUR. FOOD FOR THOUGHT

IT’S THE LAW ! SELLER, BUYER, DUAL OR SUBAGENCY ARE THE ONLY FORMS OF AGENCY ALLOWED IN S. C. I MUST BE ONE OF THESE.

IT’S THE LAW CONTINUED. BUYER - SHALL BE PROVIDED A COMPLETED AGENCY DISCLOSURE FORM AT THE FIRST SUBSTANTIVE CONTACT, WHICH IS THE EARLIER OF :

IT’S THE LAW CONTINUED. 1) PREQUALIFYING BY REQUESTING SPECIFIC FINANCIAL INFORMATION. 2) PRIOR TO SHOWING REAL ESTATE TO A PROSPECTIVE BUYER, OTHER THAN AN OPEN HOUSE.

BUYER / CLIENT - LEVEL OF SERVICE DUTIES: CONFIDENTIALITY LOYALTY* OBEDIENCE* REASONABLE CARE AND DILIGENCE ACCOUNTABILITY DISCLOSURE* HONESTY FAIRNESS MATERIAL FACTS REASONABLE SKILL * limited in disclosed dual agency

SELLER / CUSTOMER - LEVEL OF SERVICE DUTIES: HONESTY FAIRNESS REASONABLE SKILL ACCOUNTABILITY DISCLOSURE MATERIAL FACTS

WHEN YOU HIRE US WE CAN STILL SHOW YOU HOMES WHERE THE SELLER IS ALSO OUR CLIENT. WE DO THIS THROUGH DUAL AGENCY

DUAL AGENCY NEGOTIATING STRATEGY OF EITHER PARTY THE CONFIDENTIALITY OF EITHER PARTY OR THE MOTIVATION OF THE BUYER OR SELLER

IF YOU CHOSE NOT TO HIRE US YOU BECOME OUR CUSTOMER AND WE WOULD WORK FOR THE SELLER

BUYER / CUSTOMER - LEVEL OF SERVICE DUTIES: HONESTY FAIRNESS REASONABLE SKILL ACCOUNTABILITY DISCLOSURE MATERIAL FACTS

SELLER / CLIENT - LEVEL OF SERVICE DUTIES: CONFIDENTIALITY LOYALTY* OBEDIENCE* REASONABLE CARE AND DILIGENCE ACCOUNTABILITY DISCLOSURE* HONESTY FAIRNESS MATERIAL FACTS REASONABLE SKILL * limited in disclosed dual agency

WHICH DO YOU PREFER? CUSTOMER LEVEL OF SERVICE: NO REPRESENTATION EXPLANATION OF AGENCY EXPLANATION OF LIMITED SERVICES FAIRNESS, HONESTY, ACCURATE INFORMATION

OR? CLIENT LEVEL OF SERVICE: ALL FIDUCIARY DUTIES EXPLANATION OF AGENCY NEGOTIATING MARKET ANALYSIS FAIRNESS, HONESTY, ACCURATE INFORMATION ALL SERVICES SPELLED OUT IN AN AGREEMENT

EQUAL HOUSING OPPORTUNITY : THIS COMPANY PROHIBITS ANY AGENT OR STAFF MEMBER FROM DISCRIMINATING AGAINST ANY PERSON IN THE PROVISION OF ANY OF THE COMPANY’S SERVICES ON THE BASIS OF RACE, COLOR, RELIGION, SEX, HANDICAP, FAMILIAL STATUS OR NATIONAL ORIGIN .

BUYERS DECISION THE HOME YOU LOOKED AT TODAY - AND WANT TO THINK ABOUT UNTIL TOMORROW. . . IS THE HOME SOMEONE ELSE SAW YESTERDAY. . . AND WILL BUY TODAY.

IS THIS A PROGRAM THAT YOU FEEL WILL MEET YOUR NEEDS? LET’S GET STARTED!

Listing Presentation To Seller

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Listing Presentation To Seller