Coldwell Banker® Seller Services Proposal START ©2003 Coldwell Banker Real Estate Corporation. ®, TM and SM Are Licensed Trademarks To Coldwell Banker Real Estate Corporation. An Equal Opportunity Company. Equal Housing Opportunity. Each Office Is Independently Owned And Operated.
Meeting Your Needs Meeting Your Needs
Meeting Your Needs Coldwell Banker® Seller Services Proposal For marketing the property of _________________________________________________ Presented by Sales Associate: _________________________________________________
Meeting Your Needs What Is Important To You In The Sale Of Your Property? We have asked thousands of home sellers what is important to them. • Five most important seller priorities: • The best price • The shortest time on the market • Convenience • Good communication • Diligent effort by us • Rank the following needs in order of importance, 1 to 5: • (1 = not concerned to 5 = concerned) Broker’s qualifications ______ Home enhancement recommendations ______ Pricing ______ Marketing and advertising ______ Promotion on the Internet ______ Open houses ______ Avoiding inconvenience ______ Staying informed ______ Time on market ______ Security of your property ______ Buyer’s financial qualifications ______ Financing options ______ Negotiation strategy ______ Closing costs and net proceeds ______ Handling the details ______ Post-sale follow up ______ Other ______
Listening to our customers We continually survey our customers to find out what is important to them. For us, the listening and learning never stops. Guaranteed service standards We develop service standards based on what we hear from our customers, and we put our service standards in writing with the Coldwell Banker Seller Services Guarantee. Customized marketing plan We carry out our promises with a Marketing Action Plan specifically designed to meet the needs of each seller. We deliver consistent, predictable, reliable performance — Guaranteed! Meeting Your Needs How Coldwell Banker®Meets The Needs Of Sellers While others may talk about customer service, we ask, listen, and take action. Marketing We will present a customized, written Marketing Action Plan SELLER SERVICES GUARANTEE
Meeting Your Needs The Coldwell Banker®Seller Services Guarantee • MARKETING • We will develop a marketing plan that will utilize proven techniques to help sell your home quickly, and for the best price possible. • CUSTOMER SERVICE • Whether before, during or after the sale, we are committed to meeting your needs in a professional and timely manner. • COUNSELING SERVICE • We will represent you and your interests with professional and reliable guidance throughout the entire transaction.
Meeting Your Needs Important Factors in Choosing a Real Estate Agent A variety of factors influence a seller’s decision to list with a particular real estate agent. Source: The 2002 National Association of Realtors® Profile of Home Buyers and Sellers
Meeting Your Needs What Sellers Want Most From Real Estate Professionals Real estate agents can best serve their clients when they fully understand what their clients expect from them. Source: The 2002 National Association of Realtors® Profile of Home Buyers and Sellers
Meeting Your Needs Factors Influencing Housing Change Many factors influence home buyers in their purchase decision. Source: The 2002 National Association of Realtors® Profile of Home Buyers and Sellers
Meeting Your Needs What Buyers Want Most From Real Estate Professionals Real estate professionals best serve their clients when they know what home buyers expect from them. Source: The 2002 National Association of Realtors® Profile of Home Buyers and Sellers
Marketing Activities Marketing Activities
Marketing Activities Marketing Action Plan We carry out our promises with a plan uniquely designed for each property. • Promotional strategy • We will work with you to develop a marketing plan to attract prospective buyers to your property. • Property Preview • We will conduct an office preview of your property. • Price and terms offered • A thorough Competitive Market Analysis is the key to determining realistic price and terms. • Negotiating and managing the sale • We will work to pre-qualify and pre-approve prospective buyers, negotiate terms that are favorable for you, and manage the details of the transaction. Marketing We will present a customized, written Marketing Action Plan to market your property SELLER SERVICES GUARANTEE
Marketing Activities Where Buyer First Learned About Home Purchased Marketing We will acquaint you with the home finding and buying process SELLER SERVICES GUARANTEE Source: The 2002 National Association of Realtors® Profile of Home Buyers and Sellers.
Marketing Activities Immediate Actions Over the next few days, we will take the following initial steps to find a buyer for your property: • ActionTarget Date • Install lock box __________ • Install Coldwell Banker® FOR SALE sign __________ • Place information on coldwellbanker.com __________ • Submit information to Multiple Listing Service (MLS) __________ • Promote at Coldwell Banker office sales meeting __________ • Hold Coldwell Banker office preview __________ • Prepare property information flyers __________ • Distribute JUST LISTED notices to target areas __________ • Promote through local Association of REALTORS® __________ • ____________________________________________ __________ • ____________________________________________ __________ Marketing We will acquaint you with the home finding and buying process SELLER SERVICES GUARANTEE
An important part of our marketing plan A well-staged open house can be a powerful way to show off your property to interested buyers. Aggressive promotion to attract more buyers We will advertise your open house and promote it in advance in the surrounding area to attract the attention of buyers who are searching for a home in this neighborhood. Maximum impact We will schedule open houses when appropriate, and as agreed to in advance with you, for the greatest impact on the market. Marketing Activities Open House Open houses can help bring interested Home Buyers through your door. Marketing Your customized Marketing Action Plan may include an open house SELLER SERVICES GUARANTEE
coldwellbanker.com Your property will be placed on our award-winning national website, where buyers can learn about your home with the Coldwell Banker® Personal Retriever. Multiple Listing Service We’ll get your property on the MLS so local real estate professionals can have immediate access to information about your home. Buyer’s Guide and newspaper advertising Your home will be listed in local Buyer’s Guides as well as our regular, classified advertising. Marketing Activities Property Promotion We will promote your property in the most effective ways to get you the best price in the shortest possible time. Marketing We will distribute promotional materials on your property in key market areas SELLER SERVICES GUARANTEE
Helping buyers throughout the world The Cendant Global Referral Network (CGRN) links Coldwell Banker® offices globally via the Internet. Instant information about out-of-town buyers Buyers moving here can be referred to us by their Coldwell Banker Sales Associates quickly and efficiently through the detailed directories of CGRN. Information on the Internet The coldwellbanker.com site can provide you with information on areas and properties throughout North America. Home price comparison We will provide you with a copy of the Coldwell Banker Home Price Comparison Index, with information on home prices in over 200 housing markets across the U.S. and Canada. Marketing Activities Cendant Global Referral Network The Cendant Global Referral Network generates buyer contacts from around the globe.
Cendant Mobility Services Cendant Mobility Services manages employee relocations for nearly 2,100 global clients. Potential buyers worldwide Serves corporate clients, federal agencies, the military, and membership organizations with more than 110,000 transferees annually in more than 140 countries. Marketing Activities Cendant Mobility® Services Your property can receive additional buyer exposure through North America’s leading global provider of relocation services.
Home Buyers know the Coldwell Banker® name Our national advertising on network and cable television predisposes Home Buyers to consider Coldwell Banker listed properties. Greater name recognition through public relations Our leading national public relations programs create recognition for local Coldwell Banker listings among Home Buyers throughout North America. Local advertising We will provide you with tools to create great local and regional advertising and public relations programs. Coldwell Banker yard sign Our nationally recognized Coldwell Banker yard sign is a highly effective advertising tool that promotes your property 24 hours a day, 7 days a week. Marketing Activities Advertising Our advertising program is designed to generate buyer prospects for your property. Marketing We will review how our advertising will help attract buyers to your property SELLER SERVICES GUARANTEE
Virtual Tours We can create a virtual tour of your home that allows users to take a 360 degree, room-by-room tour of your home, using their mouse. Neighborhood Explorer Our Neighborhood Explorer feature enables potential buyers to view a snapshot of your community including school data, population, demographics and even climate information. Office Locator With just three clicks of the mouse, potential buyers can be put in touch with any Coldwell Banker® office from around the United States. Sixty three percent of home buyers said that the Internet shortened their search for a new home.* Marketing Activities coldwellbanker.com The coldwellbanker.com website is an interactive tool that can expose your property to home buyers who use the Internet as an information source in their home search. Marketing We will make information about your property available on our award-winning Web site SELLER SERVICES GUARANTEE *Source: The 2002 National Association of Realtors® Profile of Home Buyers and Sellers
Helps you... Attract more buyers Minimize negotiations for the right price Decrease the likelihood of a sale falling through due to unexpected surprises We’ll help you complete the steps necessary for a Blue Ribbon Preferred program designation. We’ll recommend and contact preferred companies — you select who will work with you. And we’ll promote your house with distinctive yard signs, advertising and a special seller’s marketing packet. Marketing Activities Make Your House Stand Out In The Marketplace The Coldwell Banker® Blue Ribbon Preferred Program. Marketing We will help you complete the steps necessary for a Blue Ribbon Preferred Property designation SELLER SERVICES GUARANTEE
Appealing to buyers Complete disclosure attracts more buyers by building buyer confidence and peace of mind. A stronger selling price By providing a Seller’s Disclosure Statement you make it clear to buyers that the price of your property reflects its disclosed condition. Reduce misunderstandings Disclosure helps reduce misunderstandings that can lead to delayed closing, renegotiation, and even litigation. Updated information It is important to keep the Seller’s Disclosure Statement updated to reflect any changes in the property during the time it is being marketed. Marketing Activities Seller Disclosure Full written disclosure of the property’s condition can be essential to a successful sales transaction. Customer Service We will present your written disclosure to buyer prospects to assist them in preparing an offer SELLER SERVICES GUARANTEE
A popular feature for buyers A home warranty builds buyer confidence by providing repair-or-replace coverage for major home operating systems and appliances for one full year after the closing.* Protects your budget A home warranty can help protect you from unexpected repair bills. Optional coverage for your property while it is on the market can give you additional peace of mind. Additional marketing impact Special marketing materials will promote your property to potential buyers and help it stand out above the competition. Marketing Activities Home Warranty Offering a home warranty will enhance the marketability of your property. Contract Guidance We will provide you with warranty information to increase marketability of your property SELLER SERVICES GUARANTEE *See specific plan application for details.
Your Coldwell Banker® Sales Associate is an educated and experienced real estate expert and your primary information source throughout the home selling process. Coldwell Banker Sales Associates market properties uniquely. We combine the power of our national television, radio and print advertising with our local newspaper efforts and local promotions to offer every listed property unparalleled exposure. coldwellbanker.com, our award-winning Web site, recorded more than 1 million visitors* per month in 2002 alone. No other marketing vehicle can offer your listing more global exposure. Coldwell Banker yard signs are highly recognizable and convey high expectations about property quality. Yard signs can be customized to provide immediate information, like agent phone numbers and Open House opportunities. Marketing Activities Information Sources Used By Buyers In Home Search Real estate agents are the primary resource used by buyers in a home search. Source: The 2002 National Association of Realtors® Profile of Home Buyers and Sellers. *not unique
One-stop shopping The coldwellbanker.com system has automatic access to REALTOR.com. This site provides valuable features that let your sales associate track the activity on your listing, enhance the listing with multiple photos and customized descriptions, provide status reports, calculate mortgages, shop for home products, get information on interest rates, prepare for the move and more! Marketing Activities REALTOR.com® We will add your listing to REALTOR.com, the world’s largest database of homes for sale and #1 on the Web. Marketing Your property will receive added exposure through REALTOR.com SELLER SERVICES GUARANTEE
Home Enhancement Home Enhancement
How buyers see your property Within 15 seconds a buyer has developed an opinion of your property. This is why we will help you look at your house through “buyers’ eyes” and make changes and enhancements that establish the right first impression. Proven techniques Coldwell Banker® has developed an exclusive Home Enhancement Guide and Video to provide you with proven marketing techniques to help you prepare your house for sale at the best price in the shortest period of time. Home enhancements can more than pay for themselves in stronger offers from buyers. Home Enhancement Home Enhancement We will work with you to develop a custom tailored home enhancement plan that can make a dramatic difference in how quickly your home sells and the price you can obtain. Marketing We will develop a plan to enhance your property’s ability to attract buyers SELLER SERVICES GUARANTEE
Exterior Keep grass mowed, shrubs trimmed Pick up lawn tools, toys and newspaper, sweep front walkway Clean up after pets Interior Pick up toys and shoes; make up beds and put clothes away Prepare tables with flowers and place settings; set out a game or “coffee table” book Turn off the television; play soft background music Tidy up bathrooms; set out show towels Open drapes and shades, and turn on lights to make your house look bright and cheerful Do a quick dusting and give the carpets a once-over with the vacuum; straighten rugs; empty wastebaskets Keep pets out of the way; make sure all pet areas are clean and free of odor Special tips for showings Secure jewelry, cash, prescription medications and other valuables It is usually best if you can leave while your house is being shown If people who are not accompanied by an agent ask to see your property, please refer them to us; we will pre-screen them Home Enhancement Home Enhancement Checklist Marketing We will develop a plan to enhance your property’s ability to attract buyers SELLER SERVICES GUARANTEE
Service you can count on With more than 35 years of experience, AON Home Warranty Services, Inc. offers home warranties to maximize the selling price of your house. Additional marketing impact Home warranties give the seller a better chance of selling, in a shorter amount of time, and for more money. Protects your budget A home warranty can help protect you from unexpected repair bills and give you peace of mind. A popular feature for buyers A home warranty builds buyer confidence by providing repair-or-replace coverage for major home operating systems and appliances for one full year after the closing.* Home Enhancement Coldwell Banker® Home Protection Plan You can sell your house faster and for a higher price with the Coldwell Banker® Home Protection Plan. Contract Guidance We will provide you with warranty information to increase marketability of your property SELLER SERVICES GUARANTEE *See specific plan application for details.
The Best Price Attainable The Best Price Attainable
Buyers compare properties Home Buyers engage in comparison shopping. They will not pay more for a property than they could pay for another, similar one. Recently sold Reveals what buyers have actually paid for similar properties. A Competitive Market Analysis will give you a solid foundation for the realistic pricing of your property. Currently for sale Shows the properties that are competing for buyers’ attention right now. Did not sell Demonstrates what buyers have not been willing to pay under current market conditions. The Best Price Attainable What Is The Best Price Obtainable For Your Property? Marketing We will assist you in determining the most effective list price for your property SELLER SERVICES GUARANTEE
Physical qualities of your property Location Age Size of house and lot Floor plan and architectural style Market Conditions Interest rates and availability of financing Buyer demand Prices of recently sold properties State of the economy Seasonal demand The Competition The number of similar properties for sale Their prices, financing terms, location and physical condition Some factors have no effect on the current value of your property: Original price What you originally paid for your house Needed proceeds The cash proceeds you want or need from the sale Opinions What people say your property is worth The Best Price Attainable What Affects The Market Value Of Your Property? In understanding the market value of your property, we must deal with some factors that we have no control over. Marketing We will assist you in determining the most effective list price for your property SELLER SERVICES GUARANTEE
Market Value Your house has many values to the tax assessor, your lender and insurance company, and to you. It also has what’s called “market value” to prospective buyers. The best price obtainable can only be determined by testing the market and challenging the competition. In the end, the market dictates the value based on current conditions, number of Home Buyers, etc. Competitive Market Analysis To help determine a price for your home, a Competitive Market Analysis is included in your customized Marketing Action Plan. Buyers do “comparison shopping” and the Competitive Market Analysis focuses on properties on the market competing for buyer attention. The Best Price Attainable An Important Message About The Value Of Your House The price of your house must attract enough attention among buyers and brokers to generate showings and offers. Marketing We will assist you in determining the most effective list price for your property SELLER SERVICES GUARANTEE
Anticipated selling price: ______________________________________________________ Recommended selling price: ___________________________________________________ Recommended financing terms: ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ Other recommendations: ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ The Best Price Attainable Market Analysis Summary And Recommendation Marketing We will assist you in determining the most effective list price for your property SELLER SERVICES GUARANTEE
If your property is priced right, more buyers will be interested when it first hits the market. Since mortgages are based on fair market value, not the sale price, more buyers will be able to consider your property when it is priced competitively. If a property fails to appraise at fair market value, it will either force the buyer to make up the difference in cash or cause the sale to fall through. The Best Price Attainable Pricing Your Property The higher a property is priced above realistic market value, the more time it will take to sell and the less interest it will attract. Marketing We will assist you in determining the most effective list price for your property SELLER SERVICES GUARANTEE
The Sale Process The Sale Process
Results We will report the results of events such as open houses and property showings. Trends We will discuss current trends in buyer activity, interest rates and competitive prices. Suggestions We will share suggestions from other real estate professionals who have previewed or shown your property. Progress We will provide a weekly progress report on the promotion and sale of your property. The Sale Process Personal Touch & Timely Response You will hear from me regularly on the progress of our marketing activities. Customer Service We will return your phone call or e-mail within 24 hours or less SELLER SERVICES GUARANTEE
Prequalification A potential buyer for your house can be prequalified or preapproved by Coldwell Banker Mortgage, or another reputable lender, for a loan amount necessary for the purchase of your property. Financial information on other buyers We will seek financial qualifying information on buyers represented by other brokers. The Sale Process Qualifying Buyers Our goal is to bring you financially prequalified buyers through Coldwell Banker® Mortgage Services to help ensure a successful transaction. Financing We will provide prospective buyers written pre-approval prior to showing your property SELLER SERVICES GUARANTEE
Prequalification A potential buyer for your house can be prequalified or preapproved by Cendant Mortgage, or another reputable lender, for a loan amount necessary for the purchase of your property. Financial information on other buyers We will seek financial qualifying information on buyers represented by other brokers. The Sale Process Qualifying Buyers Our goal is to bring you financially prequalified buyers through Cendant Mortgage Services to help ensure a successful transaction. Financing We will provide prospective buyers written pre-approval prior to showing your property SELLER SERVICES GUARANTEE
Reason for selling Urgency to sell Willingness to consider an offer less than listing price Financing terms you would accept Personal property you might be willing to include Timing and benefits from your company Any other confidential information The Sale Process A Word Of Caution In order to maintain the strongest negotiating position, we recommend that you do not discuss the following information with any buyers or other real estate agents. Customer Service We will negotiate on your behalf to reach a favorable purchase agreement for you SELLER SERVICES GUARANTEE
Understanding your choices and meetingyour needs Our aim is to reach a purchase agreement that is favorable and protective for you. We will present all offers in an objective fashion, review and explain their terms and conditions (including an estimate of your net proceeds), and help you evaluate how an offer fits your goals. Handling the details and keeping you informed We will monitor the progress of the transaction, including the satisfaction of contingencies and conditions. We will keep you informed and answer your questions throughout the entire transaction. The Sale Process Closing The Sale We will negotiate on your behalf to help you obtain the most favorable price and terms, and we will work on your behalf to successfully close the sale. Customer Service We will monitor and inform you of the transaction progress SELLER SERVICES GUARANTEE
After-Sale Service After-Sale Service
The Coldwell Banker Concierge program is a convenient, time-saving service that will help make your house selling experience smoother. Service Providers Through the Coldwell Banker Concierge program we will provide you with the names and phone numbers of service providers from our list in your neighborhood. Ongoing Service We also offer our assistance well after you’re in your new home. It’s just one more way your local Coldwell Banker office is making house selling simpler. After-Sale Service Presenting Coldwell Banker Concierge® We’ll sell your house and help you take care of the details that go along with it. Customer Service We will provide you with access to the benefits of our unique Concierge service SELLER SERVICES GUARANTEE
Your Local Coldwell Banker Resources Your Local Coldwell Banker® Resources
The Coldwell Banker tradition of service You will be backed by the extensive resources and the nearly 100-year heritage of the premier real estate organization. Our local Coldwell Banker office You will benefit from the marketing expertise of our team of dedicated real estate professionals. My personal commitment I will devote my energy to meeting your needs, and I will stay in touch with you and keep you informed throughout the transaction. Your Local Coldwell Banker Resources We Are Ready To Go To Work For You NOW! We are prepared to fulfill the promises in the Coldwell Banker®Seller Service Guarantee. Your satisfaction is our top priority.
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