THE COMPLETE HOME MARKETING PLAN 6 Critical Steps for Getting Your Home Sold

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1 THE COMPLETE HOME MARKETING PLAN 6 Critical Steps for Getting Your Home Sold Ben Rogers, Realtor Team Leader & Listing Specialist Ben is a powerhouse! He worked nonstop for us and had great marketing strategies and connections he sold our house within 22 hours and helped us move into our dream home. We will always recommend him to our friends and family. - Mark & Stephanie Sullivan ROGERSLONGTEAM.COM

2 MEET THE TEAM BEN ROGERS Team Leader & Listing Specialist Born and raised in Hanover County, Ben graduated from Hanover High School and Hampden-Sydney College. Ben received his real estate license in 2012 in order to apply his competitive attitude towards the highly competitive industry. Ben has been one of the Top 20 agents at Hometown Realty since 2013, most recently finishing #7 out of 300 agents in In the summer of 2014, Ben began The Rogers-Long Team, which produced over $10,000,000 in gross sales volume in 2014 and over $20,000,000 in gross sales volume in Ben s motto is Attitude is Everything Pick a Good One, and is known by his clients as having a positive outlook on life and by his nonstop work ethic in order to help his clients reach their ultimate goals. In his spare time, you can find Ben spending time with his friends and family on the River or at a football game anywhere in the country! KEVIN LONG Buyer Specialist Born and raised in Hanover County, Kevin graduated from Hanover High School and James Madison University. A salesman at heart, Kevin has always had a knack for getting a good deal. This in mind, Kevin received his real estate license in 2012 in order to help educate home buyers on the buying process all the way from prequalification to the closing table. In 2014, Kevin was awarded with the Century Club Award for a 100% increase in sales volume from the previous year. In the summer of 2014, Kevin joined up with Ben to help form The Rogers-Long Team, which produced over $20,000,000 in Kevin is known by his clients as a trusted and reliable resource. His positive and fun attitude makes him an easy choice for his buyers to count on. In his spare time, you can find Kevin playing golf, church softball, or watching his favorite baseball team, the Pittsburgh Pirates! STACY TOLBERT Executive Assistant Born in New Jersey but raised all over as she would say, Stacy is the daughter of a Navy Veteran. She found herself moving to the area in 1998 and that s when she decided to make Richmond her permanent home. After being a client of The Rogers-Long Team in 2015, Stacy made the decision to come work as the Executive Assistant to the team. Stacy s primary role as Executive Assistant to Ben Rogers and The Rogers-Long Team is coordinating transactions from contract to close. In her spare time, you can find Stacy working in her garden, trying Craft Beer, managing her three fantasy football teams, or watching her favorite NFL team, the Buffalo Bills! A Proven Track Record Hometown Realty Top 10 Agents Top 2% of Richmond Realtors RAR Outstanding Production Award Rogers-Long Team $10 Million Volume Production 2014 Rogers-Long Team $20 Million Volume Production 2015

3 MISSION STATEMENT ATTITUDE IS EVERYTHING PICK A GOOD ONE. Our business relies on this motto we learned at a young age, that attitude is everything. Our belief is that for things to be accomplished in an efficient manner, attitude truly is everything. We pride ourselves in being competitive and having a positive outlook on life, and our biggest promise to you is that we will be competitive and have a positive attitude in our time working together. The glass is always halffull with The Rogers-Long Team! With over 4,000 Realtors in the greater Richmond area, why choose us? The answer is very simple: while other agents spend their time cold-calling and door knocking in order to find clients, we choose to work exclusively by referral. By counting on our vast network made up of friends, business associates, and clients to refer us their friends, family and co-workers, we can keep our head down working hard for you. In short, while other Realtors focus on what we refer to as lead-generation, our focus is on you. Our goal with every transaction is duplicate our clientele by providing exceptional service to our current clients in order to earn their referrals in the future. OUR BUSINESS PLAN We love to joke about how every Realtor is honest and hard-working. Who isn t going to tell you that? Our business plan is truly built on the classic values of Honesty, Hard Work, and Dedication and in addition to these old school values, we approach our professional relationships with creative and innovative tactics. If you like to sign paperwork the old fashioned way with pen and paper, that s great! We can accommodate. If you have a busy schedule, we understand and can accommodate that as well we have access to and understand how to utilize resources that allow us to get things done electronically and not to mention, extremely quickly. Being members of what is referred to as the Social Media Generation, we can accommodate your needs in a very efficient and quick manner. Whether it s a phone call, , text, or even a hand-written note, we understand communication is of the utmost importance and have been able to become experts of communication in the real estate business. WORK HARD. PLAY HARD. Don t confuse our work ethic and dedication to our careers with boredom. As a client of The Rogers-Long Team, you will see that we have like to have fun. The most successful businesses operate by working hard and playing hard, and we are no different. Being a member of our clientele, be ready to hang out with us at different client events throughout the year! Ben and Stacy were very helpful in selling my house. They gave me no-nonsense advice and responded to my questions immediately. There was never a time when I couldn t reach out and not get an answer. - Jenny Olszewski

4 THE 6- PLAN SUMMARY Our team believes that communication and preparation are critical to the success of the sale of your home. Our method reduces anxiety associated with selling your home by setting the correct expectations before, during, and after the transactions. PROPERTY ENHANCEMENT Tour your home and begin Preparing for Battle, also known as the real estate market. MARKETING YOUR HOME This proactive approach includes intense research for competitive pricing and a Maximum Exposure marketing strategy. 1 2 The time and effort that Ben Rogers spent working to position my house for sale far exceeded my expectations, and it paid off. I had a signed contract that exceeded the list price of my house 30 hours after it hit the market. I couldn t have asked for a better outcome, or a better Realtor to work with! CLEAR & OPEN COMMUNICATION This winning strategy includes immediate feedback on showings and weekly reports known as Market Updates. NEGOTIATING & STRUCTURING THE SALE One of the primary reasons your hire a Realtor, this step includes reviewing offers, qualifying buyers, and setting expectations while under contract Russ Clay COMPLETE TRANSACTION MANAGEMENT With 184 people, on average, involved in a single real estate transaction, our team keeps everything and everyone in line throughout the transaction. 5 MY CLIENT APPRECIATION PROGRAM While most Realtors spend their time cold-calling and door-knocking, our focus is on you. Our goal is to serve you so that you are comfortable referring us! 6 THE SELLING PATHWAY The Selling Pathway begins with our initial appointment and ends when you receive the proceeds from the sale of your home. APPENDIX A THE HOME INSPECTION EXPLAINED Home Inspections have the potential to create some unwanted stress. This explains the inspection process upfront so you know what to expect. APPENDIX B

5 1) PROPERTY ENHANCEMENT 1 HOME ENHANCEMENT CHECKLIST, PREPARING FOR BATTLE During the first visit to your home, we ll tour the home and the property while answering any questions you may have. Shortly after the first visit, you ll be ed an organized checklist to help you prepare your home for the market ( Preparing for Battle ). 2 RECOMMENDATIONS FOR REPAIRS/IMPROVEMENTS We will tour the home as a prospective buyer. If there are any minor repairs or improvements that should be made in order to sell your home for market value, these recommendations will be given immediately to make your home more marketable. 3 I CAN REFER YOU TOO! As Real Estate Professionals, we work with many different service providers every day. We have a list of business partners that would be happy to serve you; consider us the source of the source for anything you may need.

6 2) MARKETING YOUR HOME 1 INTENSE RESEARCH FOR COMPETITIVE PRICING In order to correctly position your house to sell, extensive and aggressive research is provided for you. With this, there is an understanding of your equity as well as honesty in providing the correct list price. OPTIMIZE CONDITION & VIEWING OF YOUR HOME: PREPARING FOR BATTLE Preparing your home for Battle, or the real estate market, includes creating space, de-cluttering, and recommendations on staging. You will receive a detailed checklist of Positives, Potential Objections, and Suggestions following our initial appointment in order to optimize condition and viewing of your home. 2 3 THE MULTIPLE LISTING SERVICE (MLS) You will receive a copy of your MLS listing to review for accuracy. At any time, we can edit the MLS to help attract more buyers. With the MLS, we can use what is called reverse prospecting in order to get in front of the buyers that are currently looking for a home like yours. NETWORK WITH BUYER S AGENTS & COI Don t worry, we still exercise the fundamentals of selling, and that is voice to voice contact. You have put a lot of effort into preparing your home for the market we want people to know about it! 4 5 MAXIMUM EXPOSURE: 92% of buyers first see their home of choice on the internet! When marketing your home, we combine the old school and the new school methods of marketing. When marketing your home, we want as many people to know about it as possible. We will be able to make a big splash in the marketplace by utilizing the following (at no cost to you): - Professional Sign Post Installation - Just Listed Postcards to the Closest 100 Neighbors - Professional Photography - Virtual Tours

7 3) CLEAR & OPEN COMMUNICATION The number one complaint among sellers is the lack of communication from their Realtor. We believe that communication is of the utmost importance. The scariest thing for a client is to feel like their Realtor and his or her team is not available when needed; this will not happen with us. Our job is to be here for you and be proactive with getting your home under contract and closed. Let s face it: the only way we make a living is to get your home SOLD. MY GUARANTEE TO YOU: IMMEDIATE FEEDBACK The lockbox on your door is connected to our s. When the lockbox is opened, we know which Realtor showed it, what time they went in, and all of their contact information. Please allow 24 hours or until the next business day for feedback; we want to know what the buyers thought, too! WEEKLY REPORTS (Market Updates) Every Thursday, we dedicate a majority of the day to market updates for our sellers. We ll contact you to go over market activity in the past week in your area to be sure we are accurate in our pricing. We will be ing you all of the properties that are comparable from the past week so you can review. MEET PERIODICALLY The goal is to get your house sold as quickly as possible. If it does not sell in the first month, we will request an appointment with you to review market conditions and adjust marketing strategy as needed to get your home sold. Ben Rogers is a super agent! Not only does he have excellent market strategies and knowledge about current trends, he also is very good about staying in contact with you on a consistent basis. During the entire process of selling and buying our properties, we always felt like we were his only clients. He never pushed us in a decision and always gave us options during the process. I always recommend him to anyone who is looking for an agent. - Van & Ann-Myra Everette

8 4) NEGOTIATING & STRUCTURING THE SALE As your Real Estate Professional, we are trained to understand your options and your situation in order to give you the best advice possible. We hold ourselves to a strict code of ethics to maintain a higher level of knowledge of the process of buying and selling real estate. OUR PROMISE TO YOU: OFFERS QUALIFIED BUYERS NO SURPRISES We will carefully review and present all offers for your consideration. Remember, there are many other terms to a contract outside of the price. All parts of a contract are negotiable. We will not waste your time with shoppers. We will be sure that buyers are qualified to actually purchase your home. Financing is never guaranteed, but the chances of securing financing are dramatically increased when buyers have already been qualified. During our review of a contract, you will know exactly what will happen and what could happen and during the ratification period. We will be sure that we are prepared for anything that can occur while under contract so we close in an efficient manner without any surprises. The Selling Pathway

9 5) COMPLETE TRANSACTION MANAGMENT There are well over 100 people involved in every real estate transaction. We will be sure to manage these on a daily basis. Here is a quick list of the different pieces of the real estate puzzle : Lenders Attorneys Warranty Contractors Co-Brokers Termite Homeowner s Associations Ben Rogers was highly recommended to me by a co-worker. I can honestly say he knows how to market a house. He was with me every step of the way with phone calls of updates and what I should expect next. I never had to guess where we stood; he was always a step ahead. He has a passion for what he does and does it with a smile. - Lesa Wooldridge

10 6) MY CLIENT APPRECIATION PROGRAM AFTER THE CLOSING: HOW DO I REFER? We are always here to assist with all of your real estate needs. You ll be added to our Client Appreciation Program and will be receiving valuable information on a monthly basis. Consider us your source of referrals for all types of businesses, whether related to real estate or not. We ve partnered with great professionals who would be happy to serve you! If you had a friend, family member, or co-worker that was interested in buying or selling a home, am I the Realtor you d refer them to? If the answer to this question is yes, that s great! I am so happy to have you in my Client Appreciation Program. If you run across someone interested in selling, buying, or building, please ask permission for me to call them. If you could provide me with your referral s name and contact information, I ll be sure to follow up quickly to provide the same exceptional service that was provided to you.

11 Appendix A: THE SELLING PATHWAY INITIAL APPOINTMENT The purpose of the initial appointment is to understand your goals and set expectations correctly. After our initial appointment, we'll have a great idea of price and marketing strategies. PREPARING FOR BATTLE Within 2-3 days after our initial appointment, you'll receive a "Preparing for Battle" document specific to your house. At this time, you'll also be set up on my weekly MARKET UPDATES list. PRE-LIST APPOINTMENT (your first showing!) Typically 2 days prior to our list date, a professional photographer will take photos of your house. The lockbox will be installed & the "for sale" sign will be hung. OFFICIAL LIST DATE & SCHEDULING SHOWINGS (always be prepared!) On the list date, you will be sent all links & marketing pieces pertaining to your home for sale. Showings are usually scheduled via text message. If this is not okay, please let me know. RECEIVE, REVIEW, NEGOTIATE & ACCEPT OFFER: CONTRACT RATIFICATION When an offer is received, we will carefully review before negotiating and accepting. Upon contract ratification, you will be introduced to your attorney representation. PROPERTY INSPECTION Within 14 days (+/-) after ratification, the inspection(s) take place. See following page for more information on this process. The Purchaser pays for this. APPRAISAL After inspection negotiations are complete, the Purchaser's lender orders the appraisal. The Purchaser pays for this. An appraiser confirms that the house is worth the contract price. TERMITE, WELL/SEPTIC INSPECTIONS All Sellers are required to have (and pay for) a termite inspection within 30 days of closing. If applicable, well/septic inspections are also required to be completed (and paid for) by the Seller. DEED SIGNING One common misconception by Sellers is that they have to be at the closing table; they don't! Usually within a week of closing, you'll go meet with your attorney to officially sign the deed over. FINAL WALK THROUGH/CLOSING (45-60 days after ratification) Also referred to as settlement, the Purchaser will sign all documents at the closing attorney's office. Upon conclusion of the closing & recording of the sale, you will be contacted to receive your check!

12 Appendix B: THE HOME INSPECTION EXPLAINED After we receive the inspection report on your house, the Purchaser will be granted the opportunity to request repairs by the Seller, or request a credit in lieu of repairs. Once the Seller receives the inspection report and Repair/Repair Credit Addendum, there is a 7 day negotiation period. Most Buyers get nervous about inspections. It is possible that some requested repairs will be unreasonable. Try to keep a calm mindset. Buying a home is just as emotional as selling one. Just as we don t want to be offended by inspection requests, the Buyer wants to be sure they are buying a home that functions properly. Just because something is requested, doesn t mean that you have to do it. Sometimes, not everything on the inspection report will be requested. Sometimes, it will be. After inspection negotiations are agreed to, we can help you schedule repairs to be completed. Please keep all receipts/invoices of work completed and send them to us. WHAT IS REASONABLE TO TAKE CARE OF: Defects of the property. This means something that is damaged or dysfunctional that affects a normal standard of living. "Defect": a condition which impairs the normal stability, safety, or use of any improvements (building) on the Property. Common examples include: structural defects, a damaged roof, mold in the crawlspace. WHAT IS UNREASONABLE: Cosmetic flaws. This means something that improves a personal preference of living (i.e., affects appearance vs. substance). "Any cosmetic flaws, antiquated systems, or grandfathered components that are in working order but would not comply with current building code if constructed or installed today." Common examples include: normal settlement cracks, a roof that is towards the end of its life expectancy that currently is in working order.