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Ready
to place your home on the market? Do you understand the process
of selling your home - all the “little” details? Before
you list with an agent, educate yourself about all the possible
things you could face. Be as informed as possible, so you can make
the absolute best business decision. After all, the sale of your
home is a business decision.
Most of us
are not tuned in to the trends and fluctuations of the real estate
market. Additionally, we are not aware of the steps necessary to
maximize profits from the sale of our home. Typically, you rely
heavily on an agent to lead you down the most profitable path. Well,
when you consider your home is probably your largest financial asset,
doesn’t it make sense to list with someone who will maximize
your profits? But how do you find that agent?
This report
is designed to empower you with critical information necessary to
evaluate an agent’s qualifications and help you identify the
professional top producer. The more involved you become, the better
chance you have of choosing the right agent and consequently, the
higher your profits will be!
Start by doing
some research. Who are the most active agents in your market? Look
at advertising to see how professional it is, ask friends and family,
drive around the neighborhood looking for yard signs, then compile
a list of agents.
1. The Phone
Interview- Place a call to each of the agents on your list. Document
how quickly they returned your call; keep in mind, they will be
returning calls to your prospective home buyers. Do an initial ‘feel-out’
interview over the phone so when you meet, you will both be prepared.
2. Request
a Complete Plan- From title to escrow, request a complete plan of
all the services they will provide you when you list with them.
3. Evaluate
Their Team- Top producers will have established relationships with
lenders, title reps, inspectors, attorneys etc. These professionals
are there for your benefit. If they are ill-prepared to handle all
the steps of your transaction, look elsewhere!
4. Detailed
Report of your Property- Request a complete report about your property
with ideas for improvements, cosmetic changes, structural repairs
or anything that could add profit to your sale. Remember, a small
investment up front can often pay high dividends at the time of
sale. For a list of handymen.
5. Alternative
Report- Request a complete report of alternatives to the home sale.
What would current market leases generate? Rentals? Responsibilities
attached with leasing? Have your agent educate you about all your
options.
6. Insist on
Pre-qualification- Don’t waste valuable time negotiating or
showing your property to unqualified prospects. Insist that your
agent pre-qualify candidates to screen out all unwanted prospects.
Insist upon
innovation. The top producers outperform the competition by utilizing
unique and powerful marketing methods
7. A Net Sheet- See in writing a complete net sheet, minus commissions
and fees, showing your exact proceeds at the time of sale.
8. A Marketing
Plan- This is the heart of your agent’s overall strategy.
Require a step-by-step plan with innovative new ways to attract
home buyers. Your agent should have 24-hour advertising, lead accountability
and tracking services. These services exist and you should insist
upon them!
9. Telemarketing
Efforts- Investigate the agent’s telemarketing team. Do they
just cold call? Or do they have a strategy to create proactive leads
and call on those prospects.
10. Direct
Mail- Investigate the agent’s capacity to send direct mail.
How often do prospects receive mail? Is it professional? Does the
mail piece motivate prospects to pick up the phone and call?
11. Advertising-
Is it well-written and professional? How many ad venues do they
utilize? They should be advertising in at least three: a homes magazine,
community or local newspaper, and yard signs. Remember, the quality
of the advertising will directly influence how well your home will
be perceived.
12. Negotiation
Strategy- Have a written, well-conceived, negotiation strategy.
The old adage, “You don’t get what you deserve, you
get what you negotiate,” rings very true in real estate. Insist
on a sound negotiation strategy before you entertain buyers.
13. Closing
Checklist- Be sure to get a written closing checklist. You need
to know in detail how you will conclude the sale of your home. This
should provide a step-by-step procedure that will be easy to understand
and follow.
My hope with
this report has been to educate you and help you avoid the pitfalls
many home buyers go through. I hope you found the ideas valuable
and if there is ever any way I can be of service to you or anyone
you care about, please contact my office. Your initial consultation
is always completely free of charge and you’re under no obligation
of any kind. We’ll sit down for 15-20 minutes... no high-pressure,
just plain, honest talk about what it’s going to take to achieve
your personal goals. Go ahead, pick up the phone and give me a call.
I’d love to hear from you!
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