Wednesday, February 18 th 2PM EST

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Regina Matthews
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1 Wednesday, February 18 th 2PM EST

2 1. Create a powerful listing presentation manual 2. Quickly overcome the FSBO objection 3. Successfully price every listing taken 4. Easily convert more seller leads 5. Present yourself as the market expert

3 Create a powerful listing presentation manual

5 Enough Trust to Let You Sell possibly the largest asset their family owns Set the correct market value on that asset Set the time schedule for the liquidation of that asset Set the fee for the services required to liquidate that asset

6 Build Rapport BEFORE you even get there!

7 SELLERS MAGAZINE Winter Edition

8 The 2 Biggest Mistakes agents make at the beginning of their listing presentation 1. Bragging about Themselves 2. Bragging about Their Company

12 What are the fundamentals of your company s marketing plan? How do you find and qualify prospective purchasers? What is your company s ability to manage the overall process?

14 If you have any previous work experience or industry designations that separate you from other agents now is the time to mention it. If you ve taken a negotiation class in the past and received a certificate for it, take the syllabus or the brochure for the class and make it part of your presentation. If you subscribe to services that help you stay abreast of market conditions, let them know.

15 Building Trust is Crucial Weary of mis information, people are making integrity a new form of competitive advantage More important than ever to building brand equity and differentiation, trust has become a precious commodity. Ford

17 FSBOs as a Percentage of all Home Sales The percentage of homes selling as a FSBO has decreased from 19% to 9% in the last 20+ years

18 Typical Sold Price* FSBO vs. Agent $235K $209K By FSBO By AGENT *The typical price is actually the average price in the survey. However, studies have shown that people are more likely to FSBO in markets with lower price points.

19 Where Buyers Find the Home They Purchase Over the Last 10 Years by Percentage The Internet Yard Signs Newspapers

20 % of Buyers who used an Agent NAR

21 FSBOs Must Be Ready to Negotiate Here is a list of some of the people with whom you must be prepared to negotiate: The buyer The buyer s agent The buyer s attorney The home inspection company The termite company The buyer s lender The appraiser The title company The town or municipality The buyer s buyer Your bank (in the case of a short sale)

22 5 Reasons to Hire a Real Estate Professional They help with all disclosures and paperwork necessary in today s heavily regulated environment. They are well educated in and experienced with the entire sales process. They act as a buffer in negotiations with all parties throughout the entire transaction. They help understand today s real estate values when setting the price on a listing or on an offer to purchase. They simply and effectively explain today s real estate headlines and decipher what they mean to you.

24 Case Shiller Year-Over-Year PRICE CHANGES S&P Case Shiller 1/2015

25 Home Price Expectation Survey A nationwide panel of over one hundred economists, real estate experts and investment & market strategists.

26 Bubble Recovery To Date Pre-Bubble Average Annual % APPRECIATION Bust Home Price Expectation Survey Q

27 PROJECTED Mean Percentage Appreciation Home Price Expectation Survey Q

28 Easily convert more seller leads

29 Foot Traffic (indicator of future sales)

30 BUYER 3X Greater

31 Months Inventory of HOMES FOR SALE NAR

32 Q: When do most listings come on the market? A: The 2 nd Quarter of each Year

33 2014 Available Inventory in millions Jan Feb Mar Apr May Jun Jul

34 Present yourself as the MARKET EXPERT

35 HOMEOWNERSHIP RATES over the last 30 Years Census

36 Mortgage Rate Projections Quarter Fannie Mae Freddie Mac MBA NAR Average of all four Q 3.9% 3.9% 3.9% 3.8% 3.88% Q 4.0% 4.1% 4.3% 4.0% 4.10% Q 4.1% 4.3% 4.7% 4.3% 4.35% Q 4.2% 4.5% 4.8% 4.7% 4.55% 1/2015

37 Mortgage Rates Freddie Mac 30 Year Fixed Rate Q3 Q4 Q2 Q1 Where Have They Been This Year? Where Are They Going? 2015 Projections

38 RATE Buyer s Purchasing Power 5.25 $ 2,208 $ 2,154 $ 2,098 $ 2,044 $ 1, $ 2,148 $ 2,094 $ 2,040 $ 1,986 $ 1, $ 2,086 $ 2,034 $ 1,982 $ 1,930 $ 1, $ 2,026 $ 1,976 $ 1,926 $ 1,874 $ 1, $ 1,968 $ 1,919 $ 1,869 $ 1,820 $ 1, $ 1,910 $ 1,862 $ 1,814 $ 1,766 $ 1, $ 1,852 $ 1,806 $ 1,760 $ 1,714 $ 1,667 $ 400,000 $ 390,000 $ 380,000 $ 370,000 $ 360, % -5% -7.5% -10% Principal and Interest Payments rounded to the nearest dollar amount.

39 Thank the Mortgage Professional who invited you.

THINGS TO CONSIDER WHEN SELLING YOUR HOUSE WINTER 2015 EDITION KEEPINGCURRENTMATTERS.COM

THINGS TO CONSIDER WHEN SELLING YOUR HOUSE WINTER 2015 EDITION KEEPINGCURRENTMATTERS.COM TABLE OF CONTENTS 1 5 REASONS TO SELL NOW 3 THE IMPORTANCE OF USING AN AGENT WHEN SELLING YOUR HOME 4 5 DEMANDS