Online Listing Packet - Keller Williams...

PRE-LISTING Information Packet

Presented by

MICHAEL MORRIS

KELLER WILLIAMS

SALT LAKE CITY

Pre-Listing Information Packet

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WHY CHOOSE MICHAEL MORRIS REAL ESTATE CONSULTANTS

When Selling, Buying & Investing in Real Estate, MICHAEL MORRIS ensures your

complete satisfaction and guaranteed results!

Benefits of working with MICHAEL MORRIS

• Guaranteed Contracts (Not satisfied-Not Obligated)

• You get a Team of 2 professionals for the price of ONE!

• Buyers never pay commission

• Outstanding Customer Service / Communication

• 24-7 Marketing Program Based on Results

Our Results are based on our UNIQUE TEAM SYSTEM!

How MICHAEL MORRIS operates:

• Full team of professionals working for you

• We always have time for you because each of us are separately focused on a specific process in the selling

and buying of your home

• Together, our combined efforts add up to superior marketing and customer service resulting in your home

sold fast for top dollar.

• Provide you with weekly updates detailing our marketing efforts, including comments from prospective buy-

ers and agents that have visited your home.

How Most Agents Operate:

• Undertake all aspects of home selling (i.e. Sales, administration, marketing, service, technology, expenses,

etc.)

• Eventually run up against limits of time, energy and money

• Fewer homes sold means limited cash flow to invest back in to advertising your property

• Limited time means less time to spend with you

• Unfocused


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THE SELLING PROCESS


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THE SELLING PROCESS

1. Define your goals, wants, needs and expectations. A good place to begin is by exploring your

short and long term goals in life and how selling your home fits in to those goals. We wil

walk through a process we use to thoroughly understand your goals, wants and needs to

ensure that your expectations are met.

2. Determine the best price for what’s going on in the market right now. We assess the

current state of the market and what comparable homes are actually selling for by reviewing a

Comparative Market Analysis (CMA) on your home. That way, we can objectively determine

its fair market value and price it right.

3. Prepare your property so that it is in top-selling condition. Most of us don’t keep our homes

in top-selling condition. We will work with you to help you see things from a buyer’s point of

view. We will consult with you on what to repair, replace or remove so that your home makes

a GREAT first impression.

4. Implement time-proven, research-based marketing strategies. Your home will be marketed

with a 10 point marketing plan that has the highest potential for bringing not only the most

buyers, but also the most qualified buyers to your doorstep.

5. Show your property. Always keep your home in top-selling condition. When you leave for

work, make sure that your home remains in top-selling condition. You know what they say

about first impressions!

6. Receive an offer. When a buyer decides to buy your home, an offer will be presented. We will

advise you on the offer and whether the buyer is qualified to purchase your home.

7. Negotiate to sell. Most offers require some level of negotiation. We will work together to

decide your parameter and our team will negotiate on your behalf.

8. Have your home appraised and inspected. Once you have accepted an offer, we will work

with the buyer’s agent to coordinate an appraisal, inspections and a survey (if required). If the

buyer requires that certain repairs be made on your home, we will continue to negotiate on

your behalf and recommend vendors so we move successfully from contract to closing.

9. Prepare for closing. A few days before closing (also known as settlement), we will contact the

title company and the buyer’s agent to ensure that all the necessary forms and documents have

been prepared. We will meet with you to review the closing documents and let you know

what additional forms and information you need to bring to the closing meeting.

10. Close! At the closing meeting, ownership of your property is legally transferred to the buyer.

We will present to advise you and ensure that everything goes according to plan.


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REASONS A PROPERTY SELLS

• PRICE

• CONDITION

• EXPOSURE (The Agent You Select)

• LOCATION

You control 75% of these!

• Who Determines Value Pg. 7

• Proper Pricing Pg. 8

• Selling Price vs. Timing Pg. 10

• Get Your Home Ready to Sell Pg. 11

• Home Inspection Pg. 12

• Home Selling Solution Pgs. 13-14

(What our Team will do to sell your home)

• Sources of Buyers Pg. 15

• Guaranteed Listing Agreement Pg. 16

• Duties Pg. 17


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BUYERS ALWAYS DETERMINE VALUE!

WHAT YOU PAID

WHAT YOU NEED

WHAT YOU WANT

WHAT YOUR

NEIGHBOR SAYS

WHAT ANOTHER ASSOCIATE

SAYS

COST TO

REBUILD TODAY

The value of your property is determined by what a BUYER is willing to pay in today’s market based on comparing your

property to others SOLD in your area

COMMON PRICING ERRORS PRICE

PRICE

PRICE

PRICE


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PROPER PRICING: DRAWBACKS VS. BENEFITS

PRICE is the #1 most important factor in the sale of your home.

DRAWBACKS

• REDUCES ACTIVITY: Agents won’t show the property if they feel it is priced too high.

• LOWER ADVERTISING RESPONSE: Buyer excitement will

be with other properties that offer better value.

• LOSS OF INTERESTED BUYERS: The property will seem inferior in amenities to other properties in the same price range that are correctly priced.

• ATTRACTS THE WRONG PROSPECTS: Serious buyers will

feel that they should be getting more for their money.

• HELPS THE COMPETITION: The high price makes the others look like a good deal.

• ELIMINATES OFFERS: Since a fair priced offer will be lower

than asking price and may insult the seller, many buyers will just move on to another property.

• CAUSES APPRAISAL PROBLEMS: Appraisers must base

their value on what comparable properties have sold for.

• LOWER NET PROCEEDS: Most of the time an overpriced property will eventually end up selling for less than if it had been properly priced to begin with, not to mention the extra carrying costs.

PRICE

PRICE

PRICE

PRICE


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PROPER PRICING: DRAWBACKS VS. BENEFITS

PRICE is the #1 most important factor in the sale of your home.

BENEFITS

• FASTER SALE: The proper price gets a faster sale, which means you save on mortgage payments, real estate taxes, insurance, and other carrying costs.

• LESS INCONVENIENCE: As you may know, it takes a lot of time

and energy to prepare your home for showings, keep the property clean, make arrangements for children and pets, and generally alter your lifestyle. Proper pricing shortens market time.

• INCREASED SALESPERSON RESPONSE: When salespeople are

excited about a property and its price, they make special efforts to contact all their potential buyers and show the property whenever possible.

• EXPOSURE TO MORE PROSPECTS: Pricing at market value will

open your home up to more people who can afford it.

• BETTER RESPONSE FROM ADVERTISING: Buyer inquiry calls are more readily converted into showing appointments when the price is not a deterrent.

• HIGHER OFFERS: When a property is priced right, buyers are

much less likely to make a low offer, for fear of losing out on a great value.

• MORE MONEY TO SELLERS: When a property is priced right, the

excitement of the market produces a higher sales price in less time. You NET more due to the higher sales price and lower carrying costs.

PRICE

PRICE

PRICE

PRICE


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SELLING PRICE VS. TIMING

1 2 3 4 5 6 7 8

WEEKS

A

C

T

I

V

I

T

Y

The Importance of Intelligent Pricing

Your home generates the most interest in the

real estate community and among potential

buyers during the first 30 days it is on the mar-

ket. If it is not properly priced during this time,

we miss out on this peak level of interest.

PRICE

PRICE

PRICE

PRICE

-15%

-10%

FAIR

MARKET

VALUE

10%

15% 10%

30%

60%

75%

90%

THE TRIANGLETHE TRIANGLETHE TRIANGLETHE TRIANGLE ASKING PRICE VS. PERCENTAGE OF BUYERS THAT VIEW THE PROPERTY

Research conducted by the National Association of Realtors shows that more buyers purchase their properties at fair market value—not above it. The percentage of buyers increases even more when the price drops below fair market value.


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GET YOUR HOME READY TO SELL

In preparing your house to sell, ask yourself over and over if your house looks like someone else’s dream house. Houses in move-in condition tend to be inviting to buyers; houses that are like new typically sell the fastest and procure the best

price.

With that in mind, here are a few things to consider when getting ready to sell:

Exterior Remember the 60-second rule: that’s all the time you have to create a good first impression! Mow the lawn, rake the leaves, trim treed and shrubs that keep light out of the house and remove dead plants. Pick up tools, garbage cans,

hoses, toys, and building materials and store them neatly in a storage area. Replace broken or missing roof shingles and straighten and clean the gutters and downspouts. Clean all windows and mend torn screens. Painting your house helps

improve curb appeal more than any other fix-up! Id you decide against painting the entire house, consider painting the front door, window frames and shutters. Seal or resurface the driveway and repair broken steps and walkways. Paint or

replace your mailbox and post. Dress up the front yard with some simple landscaping.

Clean, Clean, Clean Step back for a moment and look at your home as if you were seeing if for the first time. Every room should be spotlessly clean, dusted and uncluttered. Stream clean the carpets and wax the floors. Wash the walls, windows and light fixtures. Tighten loose stair railings and clean all woodwork. In the even that you feel a project of this magnitude is better left to a

professional, ask your real estate agent to recommend a cleaning service.

Entry Use bright light bulbs in the foyer and throughout the house. Dill the house with a pleasant aroma, such as berries in the

summer or cinnamon in the winter.

Living Room Replace the carpet if it’s worn. It costs money, but you may find that you will more than recoup that cost when the home

sells. Patch cracks and nail holes in the walls, and repaint walls in neutral colors, such as white or ivory. Nail down creak-ing boards and stair treads. Lubricate any sticking or squeaking doors. Open all the curtains, and replace them If they are

getting old. Add lamps and lighting if the house is dark. Set out fresh flowers.

Furniture Rearrange or remove furniture to make your rooms look more spacious. Too much furniture and too many knick-knacks

make rooms look cluttered and small. One or two decorative items per surface are plenty, so pack the rest away.

Kitchen and Baths These rooms should sparkle! Clear off the counters, and clean all appliances and fixtures. Scrub the floors and walls.

Re-caulk tubs and showers. Clean these rooms thoroughly, and be sure they smell fresh.

Closets Take those things to Goodwill that you’ll have to discard anyway when you move. Organize shelves and straighten shoes.

Be sure that sliding doors operate smoothly and knobs and drawers are secure.

Utility Room Dust and wash the washer, dryer and water heater.

Light and Bright Do everything you can to brighten the interior. Replace wallpaper with white or off-white paint, and repaint shabby or dark

walls. Open the blinds, and replace broken windows and window seals. Always maintain a comfortable temperature in-side the house, even if you are away for an extended period of time.

CONDITION

CONDITION

CONDITION

CONDITION


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HOME INSPECTION

SELLERS PERSPECTIVE

BUYERS PERSPECIVE

INSPECTORS PERSPECTIVE

Inspections and potential repairs are the number one reason sales do not

close. Any buyer that has a home under contract is encouraged to get an

inspection of the home they are buying. Typically, they have a certain num-

ber of days in which to have the house inspected and accept or reject the

property based on these mechanical and structural inspections

SAVE YOURSELF TIME, MONEY AND DISSAPOINTMENT— COMPLETE ANY DEFERRED MAINTENEANCE NOW

CONDITION

CONDITION

CONDITION

CONDITION


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WHAT WE DO TO SELL YOUR HOME

PRICE We Will... • Price your home strategically to be competitive with the current market

and current price trends.

• Research competitive properties that are currently under contract

• Research competitive properties that are currently on the market

• Research competitive properties that are expired (Properties that did not sell during their time on the market)

• Research competitive properties that have Sold in the past six months

CONDITION We Will... • Provide you with home showing guidelines to assist in having the

home prepared for appointments

• Stage your home to showcase most desirable features

THE AGENT YOU SELECT We Will... • Cancellation Guarantee

• Satisfaction Guarantee • All members of The Varga Real Estate Group are devoted full time Real-

tors and not part-time real estate agents • Consistent Communication—OUTSTANDING CUSTOMER SERVICE • Dedicated Listing Agent • High Level of Professionalism

EXPOSURE

EXPOSURE

EXPOSURE

EXPOSURE


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OUR SELLING SYSTEM

EXPOSURE: HOW WE MARKET YOUR HOME

• Give each home a unique ID # to allow information on home to be accessed 24/7—Also allows out team to track and record interest on home from different publications

• Set up 24 hour 800# hotline for your home—Each inquiry will be fol-

lowed up with a personal phone call • Place advertising in Real Estate Magazine—Distribute free through-

out Utah • Distribute JUST LISTED marketing to neighborhoods encouraging

them to tell their family and friends about your home • Optimize your homes internet presence by posting on multiple local

and global MLS systems • Create a virtual Tour of your home and post on multiple websites to

attract local and out of town buyers • Target marketing to active real estate agents that specialize in sell-

ing homes in your neighborhood • Target marketing to active buyers/investors in our database • Promote your home by personally marketing to all the Keller Wil-

liams Franchises in Utah • • Maximize showing potential through professional signage and direc-

tional signs • Follow up with all agents that have shown your home • Provide you with weekly updates detailing our marketing efforts, in-

cluding comments from prospective buyers and agents that have visited your home

EXPOSURE

EXPOSURE

EXPOSURE

EXPOSURE


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REALTORS 59%

Target Marketing

9%

Ads 7%

For Sale Signs 10%

Open Houses 4%

Internet 11%

SOURCES OF BUYERS

EXPOSURE

EXPOSURE

EXPOSURE

EXPOSURE


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GUARANTEED LISTING AGREEMENT

My pledge is to provide you with excellent service in the market-ing of your property. I use the highest degree of professionalism

when representing you and your property.

Your total satisfaction is important to us. Should you ever have any concerns or questions we would ask that you let us know so that we can effectively solve the problem together. However, you are always in control when you work with Michael Morris. This signed agreement gives you the ability to cancel our listing agreement with you at anytime and for any reason, unless the property is under contract. ENJOY THE CALIBER OF SERVICE CONFIDENT ENOUGH TO MAKE THIS OFFER!

EXPOSURE

EXPOSURE

EXPOSURE

EXPOSURE


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DUTIES

Michael Morris YOU

Install signs and submit to MLS Complete all repairs and cleaning

Place home in arch-telecom “Stage” your home to be appealing

Prepare marketing information and advertising Keep home ready for showing

Place marketing data in home for prospective buyers Hide valuables (also prescriptions)

Distribute marketing information Keep marketing information out for buyers

Attempt to give 1-hour notice to show. Call me if information is depleted

Review market continuously Leave premises for showings

Follow up with other agents who show home Call me with any questions

Communicate with you regularly Market your home to friends and acquaint-ances

Advice of possible solutions if home has not sold Keep me advised where to reach you or

give permission to show if you are unavailable.

Negotiate best contract for your needs Refuse to discuss terms with buyers or their agents without me present

EXPOSURE

EXPOSURE

EXPOSURE

EXPOSURE


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PLEASE FILL OUT PRIOR TO OUR APPOINTMENT

1. Thinking About Selling

2. Prospective Seller Application

3. Top Features & Benefits

4. Questions


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THINKING ABOUT SELLING

When you work with Varga Group Associates, we want to act in your best interest. We are eager to have you share your concerns and expectations about the sale of your home.

*PLEASE TAKE A MOMENT TO COMPLETE THE SURVEY BELOW

WHAT ARE YOU MOST CONCERNED ABOUT?

Not Concerned Very Concerned Advertising? 0 1 2 3 4 Open Houses? 0 1 2 3 4 Show Procedures? 0 1 2 3 4 Multiple Listing Services? 0 1 2 3 4 Pricing? 0 1 2 3 4 Closing Costs? 0 1 2 3 4 Commissions? 0 1 2 3 4 Security? 0 1 2 3 4

Buyer Qualifications? 0 1 2 3 4 Marketability? 0 1 2 3 4 Financing? 0 1 2 3 4 Negotiations? 0 1 2 3 4


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PROSPECTIVE SELLER APPLICATION

Fill out completely and have available at the listing interview

The most critical factor to having a successful real estate experience is to get clear

about expectation levels. In order to do this, we need to know several critical pieces of

information about you and your situation. This application is divided into 4 parts. Make

sure you answer each part as thoroughly as possible. Your answers will be reviewed at

the listing interview.

Part 1: Personal Information

Part 2: Qualifications Part 3: Additional Information Part 4: Self-Ratings


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PROSPECTIVE SELLER APPLICATION — CONTINUED

Part 2: Qualifications: How long do you think it will take to sell your home? ________________________________________________________________________ What do you think a real estate agent’s job is? _________________________________________________________________________ Who do you think will sell your home - the listing agent or the buying agent? _________________________________________________________________________ Why wouldn’t your home sell? _________________________________________________________________________ How well do you accept bad news or criticism about your home? _________________________________________________________________________ What are your thoughts about price reductions? _________________________________________________________________________ What are the best features of your home? _________________________________________________________________________

Address City State Zip Code

Fax Mobile Work Home

Part 1: Personal Information

Name Spouse Date


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Part 3: Additional Information: – Briefly describe or list anything you feel we need to know about (i.e. family, financial, work, neighbors) _________________________________________________________________________

____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

________________________________________________

________________________________________________

________________________________________________


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Thank you for filling out as thoroughly as possible. This is the first step to a success-ful real estate experience!

Rating 1 2 3 4 5 6 7 8 9 10

Flyers

Open Houses

Lockbox

Showing Feedback

Weekly Communication

Willing to do necessary repairs

Keep clean

Change décor

Owner financing

Offer Home Warranty

Price according to CMA

Agent must meet all appointments

Pets out during the day

Organize closets

Part 4: Ratings – for each item, rate your level of expectation and/or willingness (10 being highest):


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TOP FEATURES & BENEFITS

When you purchased this house, you did so for very specific reasons. Reasons that might sell it as well!

someone was looking at your home, what specific things would you want

to point out to him or her?

IF...

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________

___________________________________________________


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QUESTIONS

Selling your home is a complex process, and it is only natural for you to have some questions and concerns. Please do not hesitate to ask any questions that you may have. When it comes to selling your home, there is no such thing as a dumb question.

Please note any questions you have, so that we can address them during our meeting:

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.


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SAMPLE MARKETING SAMPLE MARKETING

ONLINE MARKETING AND INTERNET FACTS The majority of homebuyers use the internet for assistance in finding a home, and 90% of the Internet searchers also rely on a Realtor. The Varga Real Estate Group strategically partner with many pf the most effective websites exposing our listings to the widest audience of qualified buyers. MULTIPLE LISTING SERVICE (WFRMLS.COM) Listing information is immediately sent to the local Multiple Listing Service (MLS), making your listing instantly available to every member Realtor. Within minutes, your listing is available for thousands of potential buyers to see. UTAH REAL ESTATE One stop shopping for real estate property listing in Utah; includes pictures and detailed descriptions of the various homes. This is where 90% of Utah consumers go to easily access real estate via internet. KW.COM Keller Williams official websites displays photos and information about your home, available to anyone in the world. At the same time your property is posted, our Cus-tomer Care Manager is notified and all of strategic marketing begins. Our vast net-work of qualified buyers are notified along with other agents who are working with qualified buyers. In addition, your home is presented to Keller William’s agent during weekly sales meetings to highlight the features of your home.

SAMPLE MARKETING

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