helena talbot's listing laptop presentation

THETHE EXIT EXIT STRATEGYSTRATEGY

For For MarketingMarketing and and SellingSelling Your Home! Your Home!

Copyright 2009Copyright 2009 Real Estate Training Real Estate Training Institute, Inc. Institute, Inc. All Rights ReservedAll Rights Reserved.

EXIT REALTY TALBOT AND COMPANY

Helena TalbotBroker/Owner


703.574.3800 Direct703.727.9885 Cell

703.935.0309 EFaxemail - [email protected]

www.LoudounCountyOnline.comwww.EXiTRealtyTalbot.com

Your Goals Are Our Goals!Your Goals Are Our Goals! ToTo Help You Market and Sell Your Property...

• For the Best Possible Price

• Under the Best Terms and Conditions

• In the Shortest Period of Time

• With the Least Amount of Inconvenience

SELLERUPDATES

MARKET ANALYSI S

LISTINGMULTIPLE LISTING

SERVICE

FOR SALE

EXIT REALTY N.F.I.EXIT REALTY N.F.I.

OFFICETOUR

CARAVANINTERNET

MARKETING

MOBILIZE OTHER

BROKERS/AGENTS

EXCLUSIVEMARKETING

TOOLS

Selling a Home is a Selling a Home is a Complex Complex

Process!Process!YARDSIGN PRICING MERCHANDISING

ActivateCall Capture

System PRINT

Advertising

BROKER/PUBLICOPENS

SELLERUPDATES

LOCAL BUYER

CONTACTS

OUT-OF-TOWNBUYER

CONTACTS

SELLERUPDATES

PERSONAL REFERRALS

QUALIFYINGBUYERS

SHOWING HANDLINGOBJECTIONS

ASKING THEM

TO BUY SECURING FINANCING

PURCHASE AGREEMENT

NEGOTIATINGPRESENTINGTHE OFFER

SELLERUPDATES CLOSING INSPECTIONS ADDITIONAL

NEGOTIATING POSSESSION

SOLD

EXIT REALTY N.F.I.EXIT REALTY N.F.I.

AFTER POSSESSIONFOLLOW-UP





703.574.3800 Direct703.727.9885 Cell



Four (4)Four (4)‘Keys‘Keys to Success!’to Success!’ Understanding:

1. Where Buyers Originate!





703.574.3800 Direct703.727.9885 Cell



Where Buyers Originate!Where Buyers Originate!

Out-of-Town

Agents61%

Yard Signs15%

Ads11%

Internet/Other13%

Ads and Lawn Signs Don’t Sell Homes…Ads and Lawn Signs Don’t Sell Homes…Agents Do!Agents Do!

Local Buyer

Agents50%

Yard Signs17%

Internet/Other21%

Ads12%





703.574.3800 Direct703.727.9885 Cell



Four (4)Four (4) ‘Keys to Success!’‘Keys to Success!’ Understanding:

1. Where Buyers Originate! 2. Role and Importance of Other Real Estate Agents





703.574.3800 Direct703.727.9885 Cell



Why Are Other AgentsWhy Are Other AgentsSo Important?So Important?

Listing Agents25%

Other Agents75%

Nationally, Only Small Percentage of All Nationally, Only Small Percentage of All Homes are Sold by the Listing Agent.*Homes are Sold by the Listing Agent.*

Source: National Association of Realtors





703.574.3800 Direct703.727.9885 Cell



Helena TalbotHelena Talbot

Marketing A Home Marketing A Home Is A Team Effort!Is A Team Effort!

““Together, We Can Make It Happen!”Together, We Can Make It Happen!”

[email protected]






703.574.3800 Direct703.727.9885 Cell



Helena TalbotHelena Talbot

EXIT REALTY Is Not In Competition With Other Brokers…As Much As Your Home Is In Competition With Other Homes For Sale!

[email protected]






703.574.3800 Direct703.727.9885 Cell



Four (4) Four (4) ‘Keys to Success!’‘Keys to Success!’ Understanding:1. Where Buyers Originate!2. Role and Importance of Other

Real Estate Agents3. Importance of Being Priced Competitively





703.574.3800 Direct703.727.9885 Cell



90% 90% Marketing EffectivenessMarketing Effectiveness

Depends UponDepends Upon

Pricing!Pricing!

Why Is Pricing Why Is Pricing So Important? So Important?





703.574.3800 Direct703.727.9885 Cell



COMPETITIVEMARKET

ANALYSIS

Prepared especially forMr. & Mrs. Seller

presented by

Helena Talbot44121 Harry Byrd Hwy, Ste 205

Ashburn, VA 20147Bus: (703) 574-3800Cell: (703) 727-9885

[email protected]






703.574.3800 Direct703.727.9885 Cell



Four (4)Four (4) ‘Keys to Success!’‘Keys to Success!’

Understanding:1. Where Buyers Originate!2. Role and Importance of Other

Real Estate Agents3. Importance of Being Priced

Competitively4. Need for a Comprehensive ‘Upgraded’ Marketing Strategy





703.574.3800 Direct703.727.9885 Cell



‘‘Traditional Marketing’Traditional Marketing’ Is No Longer Enough! Is No Longer Enough!

We Need To ‘UPGRADE’UPGRADE’ The Marketing Of Your Property!





703.574.3800 Direct703.727.9885 Cell



Tier I‘Traditional Marketing’

Tier VIIService Commitment

Tier II

‘Upgrades’

Tier IIIPersonalPersonal

‘Upgrades’

Tier VINegotiate & Close

‘The Transaction’

Tier VAttract the

‘Buyer Pool’

Tier IVMobilize the Real Estate Community

Copyright 2008 Real Estate Training Institute, Inc. All Rights Reserved.Copyright 2008 Real Estate Training Institute, Inc. All Rights Reserved.

Home MarketingHome Marketing ‘Upgrade’‘Upgrade’ StrategyStrategy





703.574.3800 Direct703.727.9885 Cell



Tier ITier I‘‘TraditionalTraditional Marketing’Marketing’

• Print Media

• For Sale Signs• Just Listed Notices• Multiple Listing Service

(MLS)

• Public Open House• Property Promotion Flyer• Competitive Market Analysis• Broker Open House

This Is The Minimum ‘Written Commitment’You Should Expect From Any Real Estate Company!





703.574.3800 Direct703.727.9885 Cell



Multiple InteractiveWebsites

InternationalRelocation/Referral

Division

EXIT Realty’s Exclusive e-Listings

Preferred ‘Service Providers’

Tier IITier II

Home Warranty

‘‘Upgrades’Upgrades’

Copyright 2009 Real Estate Training Institute, Inc. All Rights ReservedCopyright 2009 Real Estate Training Institute, Inc. All Rights Reserved..

EXIT REALTY N.F.I. EXIT REALTY TALBOT AND COMPANY





703.574.3800 Direct703.727.9885 Cell



‘Virtual Office’ Sales Support

‘Property Promotion Book’

Detailed/Written ‘Marketing Strategy’

‘Contract-To-Close’ Follow-Up Program

Tier IIITier IIIPERSONALPERSONAL

‘‘Upgrades’Upgrades’

Copyright 2009 Real Estate Training Institute, Inc. All Rights Reserved.Copyright 2009 Real Estate Training Institute, Inc. All Rights Reserved.

‘Top Gun’ Direct Marketing Campaign

Written ‘Service Pledge’





703.574.3800 Direct703.727.9885 Cell



How ‘How ‘The Marketplace’The Marketplace’ Works... Works...

MARKETING FACTORS WHO CONTROLS

Sellers Set The ‘PricePrice’’…Buyers & Lenders ‘Value’Value’.

PRICE SELLER

HOME’S CONDITION SELLER

MARKETING PLAN MARKETING COORDINATOR

VALUE BUYER & LENDER





703.574.3800 Direct703.727.9885 Cell



Your Tax AssessorYour Tax AssessorYour LenderYour Lender

Your BuyerYour Buyer

Your AppraiserYour AppraiserYourselfYourself

There Are Different There Are Different ‘‘Perspectives Of Value’Perspectives Of Value’





703.574.3800 Direct703.727.9885 Cell



Five (5) Things To ConsiderFive (5) Things To Consider When Pricing Your Property...When Pricing Your Property...

1. The Vital Importance of Pricing!





703.574.3800 Direct703.727.9885 Cell



Once Again…Once Again…

90% 90% Marketing EffectivenessMarketing Effectiveness

Depends UponDepends Upon

Pricing!Pricing!

Why Is Why Is Pricing SoPricing So Vital?Vital?





703.574.3800 Direct703.727.9885 Cell



Five (5) Things To ConsiderFive (5) Things To Consider When Pricing Your Property...When Pricing Your Property... 1. The Vital Importance of Pricing!

2. The ‘Risks of Overpricing’





703.574.3800 Direct703.727.9885 Cell



‘‘The Risks Of Overpricing’…The Risks Of Overpricing’…

• Makes Competing Homes Look Like Better Values

• Reduces Agent and Buyer Interest

• Can Lead to Mortgage Rejection and Critical Lost Time!





703.574.3800 Direct703.727.9885 Cell



Five (5) Things To ConsiderFive (5) Things To Consider When Pricing Your Property...When Pricing Your Property... 1.The Vital Importance of Pricing! 2. The ‘Risks of Overpricing’

3. The ‘Pricing Pyramid’... How Price Affects The Number of Showings





703.574.3800 Direct703.727.9885 Cell



+15%+15%

+10%+10%

-10%-10%

-15%-15% 90%90%

75%75%

60%60%

30%30%

10%10%

Market ValueMarket Value

‘‘The Pricing Pyramid’The Pricing Pyramid’Percentage of prospective Percentage of prospective

buyers who will look at buyers who will look at propertyproperty

A Competitive Price Will GenerateMore Showings!

Asking price in relation Asking price in relation to market valueto market value





703.574.3800 Direct703.727.9885 Cell



Five (5) Things To ConsiderFive (5) Things To Consider When Pricing Your Property...When Pricing Your Property...

1.The 1.The Vital Importance of Pricing!

2. The2. The ‘Risks of Overpricing’

3. The3. The ‘Pricing Pyramid’...How Price Affects

The Number of Showings

4. Your ‘Window of Opportunity’





703.574.3800 Direct703.727.9885 Cell



0

10

20

30

40

50

60

70

80

90

100

Activity

1 2 3 4 5 6 7 8 9 10 11 12 13Time on market in weeks

We Need To Take Full Advantage Of YourWe Need To Take Full Advantage Of Your

‘Window of Opportunity’‘Window of Opportunity’





703.574.3800 Direct703.727.9885 Cell



Five (5) Things To ConsiderFive (5) Things To ConsiderWhen Pricing Your Property...When Pricing Your Property...

1.The Vital Importance of Pricing!

2. The ‘Risks of Overpricing’ 3. The ‘Pricing Pyramid’...How Price

Affects The Number of Showings 4. Your ‘Window of Opportunity’

5. The Importance of Comparable Properties





703.574.3800 Direct703.727.9885 Cell



Why Are Why Are ComparableComparable PropertiesProperties So Important? So Important? They Help Answer They Help Answer ThreeThree (3) Important Questions: (3) Important Questions:

1. What Do We Realistically Feel a

Buyer Will Pay ?2. How Do We Competitively Position

the Pricing ?3. How Do We Accurately Estimate

‘Buyer Value’?





703.574.3800 Direct703.727.9885 Cell



We Accurately Estimate We Accurately Estimate ‘Buyer Value’‘Buyer Value’??

• By Accumulation and Analysis of:

Relevant Market DataRelevant Market Data• By Preparation of a:

CompetitiveCompetitive Market Analysis Market Analysis

Let’s Review MyCompetitive Market Analysis!





703.574.3800 Direct703.727.9885 Cell



We Are Prepared ToWe Are Prepared ToGet Started Now!Get Started Now!

Let’s Review MyLet’s Review MyDetailed/WrittenDetailed/Written

‘‘UPGRADED’ UPGRADED’ Marketing Marketing Strategy!Strategy! FOR

123 Sell Me LaneAsburn, VA 20147

‘EXIT STRATEGY’

EXIT REALTY TALBOT AND COMPANY’S





703.574.3800 Direct703.727.9885 Cell



I pledge during the process of marketing and selling your home, I will provide all the services I have outlined. Should I fail to do so, I would ask you to notify me personally or in writing. If I fail to correct the deficiency within 10 days, you can have your listing reassigned by my Broker to another EXIT Agent.

Service Pledge






703.574.3800 Direct703.727.9885 Cell



EXIT REALTY’S EXIT REALTY’S MultipleMultiple//InteractiveInteractive Website Websitess

• ExitRealty.com

• Realtor.com

• Numerous Affiliated Real Estate Websites





703.574.3800 Direct703.727.9885 Cell



Affiliated Real Estate Websites:





703.574.3800 Direct703.727.9885 Cell



EXIT REALTY’SEXIT REALTY’SExclusive Exclusive ee-Listings-Listings Complete Real Estate Marketing Suite of World Class Online Tools

1. Full-Featured Narrated Tours2. Custom Property Websites3. Prospect Call-Capture System4. Customized Web-Casting5. Online Interactive Magazines6. Cross-Platform Multi-Media

Features





703.574.3800 Direct703.727.9885 Cell



Benefits Of:Benefits Of:EXIT REALTY’SEXIT REALTY’SExclusive Exclusive ee-Listings-Listings • Full-Featured Property Tours With

Photos, Audio, Mapping, Email And Text Messaging Capability

• Your Property Will Receive A Unique Property Website Which Can Be Easily Accessed By Prospective Buyers

• When A Prospect Calls, Instantly Receive The Prospect’s Phone Number Via Text Message and Email





703.574.3800 Direct703.727.9885 Cell



EXIT REALTY’S EXIT REALTY’S International Relocation DivisionInternational Relocation Division

• Member of EXIT REALTY Global Relocation

• Provides a Full Range of Relocation Services: Broker

Price Opinions, Area Tours, Rental Tours, School

Information

• Conducts National Marketing Campaigns

• Provides Relocation Training to Agents

• Fully Computerized Tracking System





703.574.3800 Direct703.727.9885 Cell



EXIT REALTY’SEXIT REALTY’SInternational Referral SystemInternational Referral System

•1300+ Offices World-wide

•50,000+/- Professionally Trained Associates

•Broker-to-Broker Referrals

•Exclusive to EXIT REALTY





703.574.3800 Direct703.727.9885 Cell



Home Warranty

Reduces Risk of Litigation

Higher Selling Price

Faster Sale

Marketing Edge

Tax DeductionHOME WARRANTYSupreme Home Protection Plan

EXIT REALTY N.F.I.

FOLLOW THE “EXIT SIGNS” FOR “SAFE PASSAGE”





703.574.3800 Direct703.727.9885 Cell



EXIT REALTY’S EXIT REALTY’S PREFERRED SERVICE PROVIDERSPREFERRED SERVICE PROVIDERS

• Creates a ‘One-Stop-Shop’ for Real Estate Services

• Provides Better Control Over the Transaction

• More Convenient for Sellers and Buyers

• Offers More Personalized Service

• Creates ‘Comfort Zone’ for Both Parties





703.574.3800 Direct703.727.9885 Cell







703.574.3800 Direct703.727.9885 Cell



‘‘Contract -To –Close’Contract -To –Close’ Follow-Up ProgramFollow-Up Program

Present Offer/Counter OfferPresent Offer/Counter Offer Send ’Pending’ Notice to MLSSend ’Pending’ Notice to MLS Place ‘Pending’ Notice on Lawn SignPlace ‘Pending’ Notice on Lawn Sign Deliver Contract to Closing AgentDeliver Contract to Closing Agent Assist with Mortgage ApplicationAssist with Mortgage Application Notify Seller of Mortgage ApprovalNotify Seller of Mortgage Approval Monitor Title Evidence SearchMonitor Title Evidence Search Monitor Termite InspectionMonitor Termite Inspection Report Termite Results to SellerReport Termite Results to Seller Monitor Property Inspection ReportMonitor Property Inspection Report Report Inspection Result to SellerReport Inspection Result to Seller Monitor Property SurveyMonitor Property Survey Pre-Closing Inspection Walk-ThruPre-Closing Inspection Walk-Thru Send Escrow Check to Closing AgentSend Escrow Check to Closing Agent Notify Seller of Closing DateNotify Seller of Closing Date

Review Closing Statement with SellerReview Closing Statement with Seller Attend ClosingAttend Closing Present Buyer with HomebookPresent Buyer with Homebook Place ‘Sold’ Sign on PropertyPlace ‘Sold’ Sign on Property ‘‘Just Sold’ Mailing to NeighborhoodJust Sold’ Mailing to Neighborhood ‘‘Just Sold’ Mailing to NetworkersJust Sold’ Mailing to Networkers Phone Follow-up Neighborhood ‘Just Sold’Phone Follow-up Neighborhood ‘Just Sold’ Phone Follow-up Networkers Just Sold’Phone Follow-up Networkers Just Sold’ Submit ‘Sold’ Notice to MLSSubmit ‘Sold’ Notice to MLS Send ‘Thank You’ Letter to SellerSend ‘Thank You’ Letter to Seller Add Seller & Buyer to Networker ListAdd Seller & Buyer to Networker List After Close Follow-up (24hr)After Close Follow-up (24hr) After Close Follow-up (7-Day)After Close Follow-up (7-Day) After Close Follow-up (30-Day)After Close Follow-up (30-Day)

SOLDSOLD





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Benefits Benefits ‘‘Contract-To-Close’Contract-To-Close’ Program Program• Facilitates the Closing

• Eliminates Unnecessary Delays

• Keeps the Sellers Informed

• Tailored to the Sellers’ Needs

• Ensures a Timely Closing





703.574.3800 Direct703.727.9885 Cell



CustomizedCustomized‘‘Property Promotion Book’Property Promotion Book’

‘Lifestyle Marketing’‘Lifestyle Marketing’

PropertyProperty InformationInformation

»Service Providers

»Tax Information

»Life-Style Features

»Utilities

»Warranties

AreaArea InformationInformation

»Subdivision

»Travel Times

»School Profiles123 Sell Me LaneAsburn, VA 20147

Prepared by Helena Talbot EXIT REALTY TALBOT AND COMPANY

‘PROPERTY PROMOTION BOOK’





703.574.3800 Direct703.727.9885 Cell



BenefitsBenefits ‘‘PROPERTY PROMOTION BOOK’PROPERTY PROMOTION BOOK’ • Excellent Marketing Tool!

• Answers Questions Typically Asked By Buyers and Other Agents… In Advance!

• Great Way to Promote the Unique ‘Life-Style Features’ of the Property





703.574.3800 Direct703.727.9885 Cell



Detailed/WrittenDetailed/Written‘UPGRADED’‘UPGRADED’ Marketing StrategyMarketing Strategy

• Targets Your Selling Goal and Priorities

• Customized For You/Your Property

• Enhances Your Property’s Marketability

• Designed To Attract ‘The Right Buyer’

•Accentuates the Unique ‘Life-Style Features’ of Your Property

‘UPGRADED’

MARKETING STRATEGY

FOR

123 Sell Me Lane Ashburn, VA 20147

EXIT REALTY TALBOT AND COMPANY’S





703.574.3800 Direct703.727.9885 Cell



Benefits of Benefits of Detailed/WrittenWritten‘MARKETING STRATEGY’‘MARKETING STRATEGY’

• ‘‘Mobilizes Other Agents’ and ‘Causes the Property to Sell’

• Highlights ‘Life-Style Features’ of the Property

• Targets Potential Buyers and Other Agents

• Incorporates ‘Traditional Marketing’ and ‘Upgrades‘Upgrades’’





703.574.3800 Direct703.727.9885 Cell



‘‘Top Gun’Top Gun’Direct Marketing CampaignDirect Marketing Campaign





703.574.3800 Direct703.727.9885 Cell



Benefits of Benefits of ‘TOP GUN’‘TOP GUN’ DIRECT MARKETING CAMPAIGNDIRECT MARKETING CAMPAIGN

• Targets other Top Producing Agents in the Area

• Mobilizes the other Top Producers Via: Direct Mail/Phone/Personal Contact/Fax/E-Mail/ Special Events/MLS

• Motivates the 20% of the Agents Who Do 80% of the Business to Show EXIT REALTY’S EXIT REALTY’S Exclusive Exclusive Listings





703.574.3800 Direct703.727.9885 Cell



I pledge during the process of marketing and selling your home, I will provide all the services I have outlined. Should I fail to do so, I would ask you notify me personally or in writing. If I fail to correct the deficiency within 10 days, you can have your listing reassigned by my Broker to another EXIT Agent.

Service Pledge






703.574.3800 Direct703.727.9885 Cell

