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Marketing Plan. Alvin Pavao CENTURY 21 Award Phone: 760-822-2114 Email: Website: Your Needs and Expectations. What is important to you in these areas: Relocating/buying your next home? Urgency or time frame? Price/Net Proceeds?

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Marketing Plan

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    1. Marketing Plan Alvin Pavao CENTURY 21 Award Phone: 760-822-2114 Email: Website:

    2. Your Needs and Expectations What is important to you in these areas: • Relocating/buying your next home? • Urgency or time frame? • Price/Net Proceeds? • Fears about selling? • Sales process? • How we will communicate? • Our qualifications? Understanding your goals and priorities helps me serve you be better! Presented by Alvin Pavao

    3. We Will Be Focusing on: • The Power of the CENTURY 21 Brand • The Advantages of CENTURY 21 Award • Valuation and Pricing of Your Home • Marketing Strategy for Your Home • Negotiating and Closing the Sale • My Qualifications • My Commitment • Seller’s Service Pledge Guarantee Presented by Alvin Pavao

    4. The CENTURY 21 System The Most Recognized Sign In Real Estate • Largest Real Estate Organization in the World • 6,600 Offices • Located in over 40 Countries and Territories Worldwide • 100,000 Sales Associates Presented by Alvin Pavao

    5. The CENTURY 21 – The Preferred Brand Presented by Alvin Pavao

    6. CENTURY 21 Award • # 1 CENTURY 21 Firm in the World • 20 Full-Service Offices, covering San Diego, Riverside & Orange Counties which includes… - Home Funding & Loan-Link - Southland Title & Escrow - Relocation Department - Award Commercial - Property Management - Fine Homes & Estates - Legal Department - Real Estate Training University • Over 1,200 Full-Time Realtors • 4 Billion Dollars in Closed Sale(2004) Orange County – CENTURY 21 Superstars Placentia, Anaheim, Anaheim Hills, Fullerton, Laguna Niguel, Yorba Linda, Rancho Santa Margarita Presented by Alvin Pavao

    7. What Determines Market Value?A property’s value is determined by what home-buyers will pay! • Properties compete for buyers’ attention. • Buyers compare properties to determine value. • Sellers and agents do not control property value. • Proper pricing anticipates what buyers will be willing to pay. People buy with emotions. Over-priced homes will not allow the buyer to get emotionally involve with the home. Presented by Alvin Pavao

    8. Factors That Do Not Affect Value Prices of homes are not determined by: • The seller’s original purchase price. • The net proceeds the seller requires. • The opinions of others. • Major improvements.(they rarely recoup their cost) Offers only reflect the value buyers place on a property after they’ve compared it to others, and they don’t take the seller’s needs into account. Presented by Alvin Pavao

    9. Selling Price vs. Timing ACTIVITY 1 2 3 4 5 6 7 8 WEEKS Start With The Right Price Price Too High…Excitement Is Lost • Timing is extremely important. A property attracts the most interest when its first listed. • Starting too high and dropping the price later misses the excitement and fails to generates as much activity. • It may even become necessary to drop the price below market value to compete with new, well- priced listings. Presented by Alvin Pavao

    10. Competitive Market AnalysisEstablishing the perfect price for your home! In determining a range of value…we consider (4) categories of homes. In order of importance they are: • Currently Listed Properties • Properties Currently Under Contract (Pending) • Recently Sold Properties • Expired Listings Buyers determine value by comparison shopping. They look at the price of your home based on it features and benefits, and compare it with features and benefits of similar homes that have SOLD recently or are currently on the market. Presented by Alvin Pavao

    11. How Buyers Hear About HomesAds Don’t Sell Homes…People Do! • 50% - Firm recognition or salesperson contact. • 20% - For sale sign • 8% - Responded to ad • 7% - Referred by relocation • 3% - Bought advertised home • 3% - Bought for a combination of reasons. • - Bought an Open House (percent varies by location and price) Source: National Association of Realtors Presented by Alvin Pavao

    12. Preparing Your Home To Stand OutThe first step in the pre-marketing phase is the “staging” of the home. First impression is important! Landscaping . . . • Lawn in good condition • Hedges trimmed • Fence in good repair Home Exterior . . . • Painted & repaired • Doors work easily • Doorbell operating • Driveway free of grease Garage . . . • Doors work easily & silently • Workbench & tools neatly arranged • Floor cleaned & in good condition Bathrooms . . . • Floors cleaned & in good condition • Lavatory & commode clean • Shower or tub clean & in good condition • Faucets in good condition Living Room . . . • Walls & ceilings freshly painted or cleaned • Curtains clean & in good condition • Carpeting clean & in good condition • Windows clean Kitchen . . . • Range & oven clean • Sink clear of dishes • Cupboards neat • Faucets in good repair • Windows clean • Walls & ceiling freshly painted or cleaned Bedrooms . . . • Walls & ceilings freshly painted or cleaned • Beds made • Closets neatly arranged • Curtains clean & in good condition • Windows clean “The way you live in a home and the way you sell a home are two very different things!” Clutter Is Unattractive… Light Does Wonders! Presented by Alvin Pavao

    13. Internet MarketingOver 74% of home buyers research homes on the internet before they contact an agent. • • • * •* • * • • • • Agent’s personal websites • Agent to Agent Email Flyers * Special Web Page created with distinct web address. Presented by Alvin Pavao

    14. Advertising & Marketing Media . . . • North County Times • Press Enterprise • Orange County Register • The House Trader Magazine Marketing & Promotion. . . • Multiple Listing Service San Diego, Orange and Riverside counties • For Sale Sign • Open Houses • Flyers • Networking • Direct Mail • Internet • Email Presented by Alvin Pavao

    15. Negotiating & Closing The Sale I am a Trained NegotiatorIt will be my job to look out for your best interest throughout the transaction • I will review the purchase agreement with you. • You can choose to accept, reject or counter. • I will negotiate for an agreement favorable to you. • You will be in control at every step of the transaction. Managing the Details After you have reached an agreement with the buyer, we will work hard to: • See that all items of the purchase are carried out. • Monitor the progress of the buyer’s loan. • Resolve questions or problems that might arise. • Deliver your check at closing. Presented by Alvin Pavao

    16. Keeping You InformedCustomers tell us that keeping them informed throughout the entire process is very important to them. You will here from me regularly. I will . . . • Report on our marketing and closing activities • Update you on recent activities and market trends. • Answer your questions and concerns. Constant communication will help make the sale as stress-free as possible. Presented by Alvin Pavao

    17. About Alvin Pavao Memberships & Affiliations . . • Southwest Riverside Multiple Listing Service • California Association of Realtors • National Association of Realtors • San Diego Multiple Listing Service • Orange County Multiple Listing Service Experience & Expertise . . . • Residential sales • Contract negotiations & financing • Advertising & marketing • Referral & relocation networking • Former Executive with Fortune 100 Company Awards - Recognition • E-PRO (Certified by NAR for internet professional) • Century 21 Award University Presented by Alvin Pavao

    18. My Commitment To Quality Service • My philosophy . . . “Customer relationships are at the heart of what I do. If you don’t feel that I’ve built a strong relationship with you by the time we’ve sold your home, then I haven’t done my job.” • My mission statement . . . “I strive to make the sale of your home and all of the associated activities free of stress, easy to understand, and at times, even fun. My goal is to exceed your expectations and provide you with exceptional service throughout our relationship.” Presented by Alvin Pavao

    19. CENTURY 21 Seller Service Pledge My Guarantee In Writing If I do not fulfill the promises outlined in the Seller’s Service Pledge…you may cancel our agreement. The only condition is that you give me two weeks written notice to give me an opportunity to correct any problems. I think that is fair…don’t you? Presented by Alvin Pavao

    20. CENTURY 21 Sells a Home Every Minute And We Can Sell Yours Too! Call or email Alvin Pavao Thank You Presented by Alvin Pavao