A COMPREHENSIVE APPROACH TO SELLING REAL ESTATE. Nicholas A. Bobenko - Condominium Realty LTD

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1 A COMPREHENSIVE APPROACH TO SELLING REAL ESTATE Nicholas A. Bobenko - Condominium Realty LTD

2 Introduction and Contents 2 On the following pages you will find the marketing plan used for all of the real estate listings that I represent. It is a comprehensive approach that covers advertising on all of the relevant marketing platforms, coupled with old fashioned hard work. The results have proven that this marketing plan, my experience and work ethic and a well positioned property will get a property sold in the shortest time possible for the highest price. 1. Title 2. Introduction 3. Determining Listing Price 4. Setting the Price 5. Multiple Listing Service 6. Property Photos and Virtual Tour 7. The Internet and Real Estate 8. Nation Real Estate Websites 9. Local Real Estate Websites 10. Additional Internet Advertising 11. Print Advertising 12. On-Site Property Promotion 13. Direct Mail Campaign 14. Property Showings and Feedback 15. Status Reports and Market Updates 16. Administrative Support 17. Hard work and Hustle 18. A Few Additional Points 19. About Us 20. Client Testimonials 21. Contact Information

3 Determining Listing Price 3 The good old days of looking at what the last comparable property sold for, adding a few percentage points, popping a sign in the front yard and waiting for the offers to roll in are long gone. There is currently a lot of activity in the market, however buyers are looking for well priced properties in good condition. A few things can happen when a property is listed: Priced to High The listing will not generate any interest leading to a lack of showings and the days on market will begin to accumulate. Priced Properly The listing will generate interest among buyers and agents and will be shown frequently. The property will sell in a reasonable amount of time for fair market price. Priced to Low The property will sell quickly and you could be leaving thousands of dollars on the table. It is imperative in the current market to have a well thought out and researched pricing strategy. This doesn t mean that you have to be the lowest priced property, it simply means that you need to be priced properly relative to the comparable listings that have sold and the properties currently on the market that you will be competing against.

4 Setting the Listing Price 4 Determining an accurate and competitive listing price requires a fair amount of work and research. One of the most common mistakes that Sellers make is listing their property with the agent that quotes the highest price. Beware of this strategy if they can t document the price as they will be contacting you in a few weeks for a price decrease. Process of Determining Price Sold Comparables First I will analyze the recently sold comparable properties to determine a starting value range for your property. Pending Listings Then I will look at the comparable listings that are under contract there is a reason these properties sold and we want to leverage that information to your benefit. Active Comparables - Next we will look at the comparable properties that are currently on the market to compare their condition, views and price to your property. Expired Listings Lastly we will look at the properties that didn t sell and are off the market to make sure we don t make the same mistakes. Once I have compiled all of this information I will make adjustments to the value range based on your property. I will then you an easy to understand report with links to all of the listing data used. Once we have a well researched price range determined we can then discuss pricing strategy based on your situation.

5 Multiple Listing Service (MLS) Placement 5 The MLS is the property database that is used by real estate agents to research property listings for their clients. The MLS also provides an Information Data Exchange (IDX) feed to consumer websites such as Realtor.com, Zillow and Trulia. Accurate, detailed and thorough MLS listing input is a crucial step in property marketing and one that is often done poorly and haphazardly by a majority of real estate agents. Simply put if it your listing looks bad in the MLS it won t get shown by cooperating Realtors and potential Buyers won t inquire about it. First I will prepare all of the marketing materials for your property. Once everything is edited and complete I will input your property information into the MLS with maximum photo uploads, virtual tours, detailed property descriptions and features. This ensures your property will make a strong first impression with real estate agents and potential Buyers, leading to property showings and inquiries.

6 Property Photos and Virtual Tour 6 Property Photos Buyers and real estate agents consistently rate property photos as the single most important factor in determining what homes and condos they are going to look at. Simply put you could have the greatest property on the market but if the photos are poor and don t convey its condition, your property won t get looked at as much as it should. Virtual Tours A virtual tour provides a 24/7 open house of your property that can be viewed from anywhere, on any device, at anytime. The panning images provide a sense of space and room flow that can not be achieved with photos. We will shoot and edit high quality photos of your property highlighting all of the rooms, unique features, exterior elements, views, amenities, etc. In addition I will create a virtual tour of your home or condo that will be utilized across all marketing platforms. This ensures a solid first impression on potential Buyers and real estate agents.

7 The Internet and Real Estate 7 The Internet has had a significant impact on the real estate industry. In the past buyers would contact a Realtor to obtain information on properties for sale. Today a consumer can simply go online, research listings and related information and are well informed by the time they contact a real estate agent. Internet Real Estate Statistics! Over 90% of Buyers used the Internet at some point during the home buying process! 75% of buyers 1 st saw the property they eventually purchased online! Real estate related Google searches are up by 253% over the past four years! Online advertising is 20 times more likely to sell a property than print advertising! Internet buyers only look at an average of seven properties on their first tour It is imperative that your listing agent has a strong Internet presence, otherwise you could be missing out on over 90% of the potential buyers for your property. I offer one of, if not the strongest Internet marketing presence in the area and go to great lengths to ensure all of my listings look great online.

8 National Real Estate Websites 8 As a consumer begins the process of searching for real estate on the Internet they will use broad search terms and ultimately end up on the large national real estate websites. It is imperative that your property be on these sites with lots of quality photos, detailed property descriptions and features, virtual tours, etc. National Website Presence I pay for enhanced placement and feature all of my listings on the following sites to get them maximum exposure:! Realtor.com Showcase Listing Enhancements! Zillow Premier Agent Listings! Trulia Pro Listings! Yahoo Featured Homes! MSN Showcase Through paying for these campaigns I get my listings to the top of the search results on these sites, which is imperative as Buyers search through 100 s of listings. In addition it ensures that when Buyers have a question about your listing it is directed to me, which guarantees that the question is answered timely, accurately and we do not try to sell them something else.

9 Local Real Estate Websites 9 As Buyers begin to get more serious about their property search or want more specific information initially they will land on local Ocean City MD real estate websites. It is just as, if not more important to have a strong presence on these sites as well. These are motivated buyers that will likely be purchasing in the near future. Local Website Presence My brokerage and I control several of the top Ocean City real estate sites, all of which perform strongly in the search engines:! OceanCityCondosandHomes.com! OceanCityPro.com! MarkF.com! OceanCityMLS.com Just Google anything related to Ocean City real estate and you will see these sites at the top of the search engine results. Your listing will be featured on all of these sites, getting it maximum exposure to the millions of combined visitors these sites host each year. In addition these sites tend to attract more serious Buyers than the national sites and we generate thousands of leads through annually.

10 Additional Internet Advertising 10 Individual Property Website I will create a website exclusively for your property with all of the relevant information in one place, free of distractions or competing listings. This website will be used across all marketing materials, driving potential buyers to it. Listing Syndication In addition to the national real estate website advertising that I have in place I have agreements with Point 2 Agent and other listing syndication platforms. Through these agreements your property will be advertised on dozens of other real estate and real estate related websites. Social Media Campaign Love it or hate it social media has proven to be a successful advertising platform. I have a strong, well followed social media presence that we will advertise your listing and any subsequent updates on.

11 Print Advertising 11 As a supplement to my strong Internet presence I also advertise consistently in the areas top real estate publications. This can be very effective, especially during the season when all OC visitors grab the local papers. Ocean City Today I advertise my listings monthly in the featured real estate section of the Ocean City Today newspaper. This is a special insert in the areas most popular newspaper that coincides with all of the busiest weekends throughout the year in Ocean City. The insert is re-circulated throughout the month providing consistent exposure. Eastern Shore Real Estate Guide Our brokerage has the exclusive seven page fold out cover of the areas top real estate publication, The Eastern Shore Real Estate Guide. Your property will be featured here with several contact points for additional information. In addition I have a half page branding ad that drives Buyers to me and my websites, where your listing will be prominently featured.

12 On-Site Property Promotion 12 Property Signage Where applicable we will install our highly recognizable signage that will draw attention to your property. There are several contact points for potential Buyers to get additional information on your listing depending on their preference. Color Property Flyer I will create a high quality, full color property flyer for your listing. The flyer will include nine color photos, detailed property descriptions, property highlights, links to your properties virtual tour and website and several contact points for Buyers to get additional information. Lockbox System We offer a few key lockbox options depending on your preference and situation. All of the options offer controlled, secure access to your property and enable tracking of all showings for feedback and follow up.

13 Direct Mail Campaign 13 A lot of the property that sells in Ocean City is purchased by individuals that already own real estate in the area or by their friends and family. As a result of this we have found direct mail campaigns to be an effective means for creating interest in our listings. Just Listed Cards We will prepare a 300+ piece direct mail campaign announcing your listing to your neighbors and the surrounding area. The postcard will feature property highlights, detailed description and multiple contact points for additional information. Comcast Billing Insert Our brokerage has the exclusive Comcast cable bill insert that goes out every month. This puts our brokerage in front of every property owner in the Ocean City area, ultimately driving potential Buyers for your property to our office and our websites.

14 Property Showings and Feedback 14 We go to great lengths to ensure showing your property is as easy as possible for you, real estate agents and Buyers. The easier it is for your property to be seen the more it will get shown, ultimately selling faster. Property Showings We utilize the Showing Time Appointment Center to schedule all showings of your property. Agents can conveniently set up appointments by phone or online. You will be notified of all showings and can approve them if necessary via phone, text or . If the property is occupied or rented all showing requests will come directly through me. I will then get in touch with the respective parties to ensure it is ok and will then authorize the showing. Showing Feedback Feedback from property showings is very valuable information. We follow up on all showings with a simple online form that has a high return rate. All of the feedback will be forwarded to you for review. In addition it will be aggregated and summarized in your Listing Manager for later reference.

15 Status Reports and Market Updates 15 I feel it is important to keep a consistent line of communication throughout the listing process, keeping you up to date on what is going on with your property. This ensures we stay properly positioned and competitive. Status Reports Every few weeks I will prepare a status report for you outlining the comparable listing market activity. This helps in identifying any adjustments that we may need to make and ensures that we stay well positioned and competitive. Listing Manger I will set up your own personal listing manager for you where you can log in anytime and view the activity on your property. The showing feedback will be aggregated and summarized in the listing manager, enabling us to spot trends. Ocean City Market Report I prepare a monthly market report for my clients that looks at how the Ocean City and Ocean Pines markets are performing overall. We can factor this overview of the market in with the activity on your property for more insight.

16 Administrative Support 16 I stay hands on with all of my listings and do a majority of the work. I have administrative assistants to help me ensuring that nothing gets overlooked and that any issues that arise are addressed in a timely manner. Listing Support Staff I have a full listing support staff in place that is available seven days a week to assist in the event that I am out with clients and something is needed. They will assist with things like property flyers, handling scheduling of showing appointments if necessary and address any other needs that may arise. Contract Processing Department Once your property is under contract I have a contract processing department that will oversee the entire contract phase. They will arrange for and distribute all home owners association documents and stay in constant contact with lenders, settlement attorneys and other related parties to ensure everything is moving along as it should. Front Desk Staff Our front desk is staffed seven days a week during business hours, year round. This ensures that if I am out with clients you, a potential Buyer or real estate agent can get the information they need in a timely manner.

17 Old Fashioned Hard Work and Hustle 17 Anyone can do what has been outlined on the previous pages if they are willing to devote the time and resources necessary, however few are willing to do so. It will all be for nothing if the agent doesn t have the experience and know how to successfully navigate the property from an offer to closing in a challenging market. Full Time Agent Selling real estate is what I do for a living and I treat it as such a business. I am always available to assist you, potential buyers and other real estate agents with the sale of your home. Experienced I have been very fortunate to build a successful real estate business over the past nine years and quite frankly there is very little that I haven t seen. I have the experience and know how to handle difficult negotiations and all of the other potential issues that can arise which keep a property from going to a successful closing. Thorough and Detail Oriented I pay attention to the details and ensure that nothing gets overlooked from the marketing phase all the way through closing. This ensures your property is represented in its best light and makes for a smooth process from start to finish.

18 A Few Additional Points 18 No Administrative Fee A majority of real estate agents and brokers will charge you an administrative fee of several hundred dollars in addition to the commission for selling your property. I think this is fundamentally wrong and will pay the administrative fee on your behalf to my broker. One Day Cancellation Policy I take a lot of pride in what I do as a listing agent and am confident in my approach as it has been quite successful. Because of this all of my listings have a one day cancellation policy. If your not happy with my performance simply give me a call or shoot me an and your listing will be removed immediately. Flexibility I understand that everyone s situation is different and what works for one may not work for another. I am always open to new ideas and approaches. If there is something you would like implemented into the marketing of your property that you don t see here I would be glad to discuss it with you.

19 Client Testimonials 19 Nick was and is a pleasure to work with. He took control of the process from the 1st day and kept us informed each step of the way. He delivered every thing he promised on time. I would strongly recommend Nick and I have already done so Mike R. Nicholas Bobenko is very knowledgeable of the market conditions in Ocean City, MD. His virtual marketing approach for my condominium unit conveyed a true representation of my unit and the amenities included. Nick has a very personable, but professional demeanor and he effectively communicated with me throughout the listing and sale/closing process Tom E. You did a great job! The first time I met you I was impressed. I have done a pretty good job of judging character over the years, and you confirmed my opinion of your abilities. I have already given you as a referral Daryl R. Thanks again for all your help. The process was very smooth and we always felt like we were well informed. If I get an opportunity to recommend a real estate agent it will definitely be you Richard S. I think you are a great Realtor with the style I like. You are not pushy and you are straight forward. Great Work, thank you Bob D.

20 About Us 20 Nicholas A. Bobenko I am a lifelong resident of the Ocean City area which puts me in a position to provide unique market insight and knowledge to my clients that few other real estate agents in the area can offer. I truly enjoy what I do for a living and have a lot of fun assisting my clients buy and sell real estate in my hometown. I graduated from Salisbury University with a degree in accounting and realized I didn t want to count beans for a living. I bought a restaurant that I ran successfully for four years, sold it, jumped into the real estate business in 2004 and haven t looked back. When I am not working I enjoy spending time with my wife and five dogs, golfing, paddle boarding and surfing. The Mark Fritschle Group Condominium Realty LTD The Mark Fritschle Group of Condominium Realty LTD has been a leader in the Ocean City real estate market for decades. After working for one of the large national real estate franchises for several years it was time for me to make a change. The Mark Fritschle group was a natural fit due to their strong market presence, dominant marketing platforms and administrative support systems. When you couple The Mark Fritschle Group s infrastructure with my marketing systems and work ethic you have a level of service and marketing exposure that can not be found anywhere else.

21 Conclusion 21 I would welcome the opportunity to discuss my marketing plan and your property with you in greater detail. Feel free to contact me directly anytime if I can be of any assistance. Thanks and I look forward to the possibility of assisting you with your real estate needs. Nicholas A. Bobenko, Realtor The Mark Fritschle Group Condominium Realty LTD 6200 Coastal Hwy. Suite 101 Ocean City, MD Direct: Office: Web: OceanCityCondosandHomes.com Web: OceanCityPro.com

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