An Exclusive Marketing Plan

For Mr. & Mrs. John Doe

Prepared by: Susan M. Buscaglia, GRI

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My Goal

• My goal is to sell your home at maximum price, in minimum time with as little inconvenience as possible.

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My Office

• Broker/Owner

• Marketing Support

• Transaction Management Support

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The Target Market

The probable market for your home is: • A young couple getting started• A retired couple• A growing family• An empty nester• An investor• A single person

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Market Research• ____ % of all homes sold in this market are sold through MLS.

• A total of ______ homes in your price range sold through MLS last year, representing ____ % of all homes sold. This year ______ homes in your price range have sold, representing _____ % of homes sold in your price range.

• ____ % of the homes in your price range sell within ____ days of listing.

• At the present time there are ____ listed that would be competitive to yours.

• Homes listed through Multiple listing in your price range sell within ______ days.

• ____ Homes priced from $ _____ to $ _____ expired the last six

months. In other words, the market tells us that your home, statistically speaking, should sell within _______ days of being listed on the Multiple Listing System.

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Marketing Plan

• Objective: Based on the market and all things being equal, the goal is to sell your home within ____ days within ____ % of listed sales price.

• The marketing plan to accomplish this includes the following actions:

• Input into the local Multiple Listing System within 48 hours.

• Place “For Sale” sign in front yard (if permissible) with 48 hours.

• Invite my broker network to caravan the home.

• Email my list of prospects who are looking for homes in this price range.

• Present your home in Association Marketing meetings when available.

• Send 20 Just listed cards to your neighbors within 7 days.

• Place your home into our office advertising schedule.

• Follow up with co brokers who bring prospects to your home.

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Marketing Table

Merchandise PlanEverything done in and around your home to make the person like and feel good about the home.

• Together we will develop a merchandise plan.

• Painting

• Carpet

• Lawn

• Closets

• Clutter

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Sales Plan – Eyeball negotiating, selling and closing

• Negotiating with buyer or buyers agent

• Presenting offers and counter offers

• Overcoming objections

• Clarifying offers

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Comparative Market Analysis

• The CMA– Homes sold – Homes now on the market– Homes that were listed and expired

• Let’s take a look at the CMA

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Overpricing

• You will lose all prospects who do their homework

• The brokerage community will know its overpriced and not show it.

• Brokers may show it to build value in their own lower priced listings.

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The Net Sheet

• I am going to show you what we call a “net sheet”. A net sheet lists all expenses and mortgage balances, taxes to be prorated, the success fee and other related expenses.

• Based on what we have decided, you should walk away from the closing table with about $__________________.

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Personal Service

• First of all, I understand the market and how to reach it. As we have seen, the primary market is to reach other realtors in this market who may have a prospect for your home.

• Second, I will be available 24 hours a day

• I will assist in negotiations

• I will give you good suggestions to help make your home more saleable

• Within 48 hours I will have your home available for showing selection in the MLS.

• Within 48 hours I will have our company “For Sale Sign” in your yard.

• I will manage every phase of the transaction through financial closing.

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The Listing Agreement

• Our listing agreement is for six months

• My Broker signs it and returns a copy to you

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The Offer

• When an offer is ready to be presented, the buyer’s broker will contact me. I will obtain as much information about the buyer as possible and will not bring you offers if the purchaser has not been pre-approved for a mortgage.

• I will assist in all negotiations with the intent of finalizing a sale you are happy with.

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Thank you...for considering us to list your home.

We stand ready to market your home at maximum price in minimum time with as little inconvenience to you as possible.

We are committed to achieving YOUR real estate goals and dreams.

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