Marketing and Listing
Consultation
Mo Anderson
CEO
Gary Keller
Chairman Of The Board
About KELLER WILLIAMS® Realty
Founded in Austin, Texas, on October 18, 1983.
KELLER WILLIAMS® Realty laid the foundation for agents to
become real estate business people.
Mo Anderson owned the #3 franchise in the largest real estate
company in the world.
Gary Keller was chosen by Realtors across the U.S. as one of
five of the “Most Admired” REALTORS® in the nation.
KELLER WILLIAMS® FACTS:
“Most Innovative Real Estate Company” — Inman News.
17,500+ real estate consultants.
250+ offices in the U.S. and Canada.
7th largest real estate company in North America.
Excellence in real estate consultation training.
KELLER WILLIAMS® Realty
The KELLER WILLIAMS® Culture
Win-Win — or no deal
Integrity — do the right thing
Commitment — in all things
Communication — seek first to understand
Creativity — ideas before results
Customers — always come first
Teamwork — together everyone achieves more
Trust — starts with honesty
Success — results through people
Consultant Vs. Agent
Fiduciary (Consultant)
Advises and Consults
Educates and Guides
Involved in Decision
Process
Uses Judgment and
Experience
Irreplaceable
Highly Compensated
Functionary (Agent)
Delivers Information
Tells and Sells
Stays out of Process
Follows the Rules and
Procedures
Replaceable
Minimally Paid
To Keller Williams Website
Insert
Your
Photo
Name: Hank Bailey
Professional Designations:
Associate Broker
eCertified
Education: BBA from the University of Georgia
Family: Four sons under the age of 12 which keeps us busy!
Hobbies: Golf, Reading, Music, Real Estate, Football, Real Estate Blogging
Client Testimonials: Go to www.hankbaileysellshomes.com, click "About Us,"
and then "Testimonials" for some of my client testimonials as of late.
My Biography
Your REALTOR®
Hank Bailey, Associate Broker
Key Objectives
PRICING… your home at the property’s fair market value.
TIMING… in the desired time period.
CONVENIENCE… selling your home with
the least amount of inconvenience.
Learning About The Home
Compiled from 2000 NAR survey whose data is believed to be accurate.
WHERE BUYERS FIRST LEARNED ABOUT HOME PURCHASED
Real Estate
Agent
Friends/Relatives
/Neighbors
Advertising &
Newspapers
For Sale Signs
Builder
Othe
r
Interne
t
Open
House
Home
Books/
Magazines
Marketing Plan
Targeted Advertising
To the public
To the REALTOR® community
KELLER WILLIAMS® Professional Real Estate Consultants
Office Tours
MLS Area Tours
REALTOR® Open Houses
Yard Signs
Highly recognized
Calls come from our signs
Agent Marketing Action Plan
Multiple Internet Web Sites
MLS
Realtor.com
Local/International Internet Sites
Marketing Your Home
Input your listing to MLS.
Install nationally recognized sign.
Provide information fliers.
Pricing Guidance.
Prepare Advertising.
Hold Broker Open House.
Give Feedback on showings.
Review contracts and represent you in
negotiations.
Guidance in staging your property.
Complete all repairs and cleaning.
“Stage” your home to be appealing.
Hide valuables (also prescriptions).
Keep marketing information out for
prospective buyers.
Call me if information is depleted.
Leave premises for showings.
Call me with any questions.
Refer friends and acquaintances who
might be interested in your property.
Refuse to discuss terms with
prospective buyers or their agents.
Agent Clien
t
Our Respective
Duties
What You Do & Don’t Control
Seller Controls:
Property Condition
Availability for Showing
Price
Home Warranty
Seller Doesn’t Control:
Competition
Buyer’s or Seller’s Market
Interest Rates
When The Perfect Buyer Walks
Thru Door
Selling Price Vs. Timing
Timing is extremely important in the real estate market.
A property attracts the most activity from the real estate community and
potential buyers when it is first listed.
It has the greatest opportunity to sell when it is new on the market.
WEEKS ON MARKET
A
C
T
I
V
I
T
Y
1 2 3 4 5 6 7 8
Preparing For The Offer
ACCEPTANCE. Signed by all parties, dated, delivered… congratulations, you’
re on your way to having your property sold!
REJECTION. Unconditional… unfortunately, your home is still on the market.
COUNTER OFFER. Any change to the contract
constitutes a counter offer. You are now in the
renegotiation stage.
NO ACTION. Equals rejection. Your home is
still on the market.
In slow economic times, offers to purchase routinely come in “low” whereas
in healthy economic times, offers are closer to the asking price. Do not be
offended by any offer received. Be offended by buyers who tour your
property and don’t submit an offer.
Home Selling Process
MARKET
RESEARCH
LISTING SIGNED
OFFICE
MULTIPLE LISTING
CONTACT PROSPECTS
SHOWINGS
OPEN HOUSE
OFFER RECEIVED
OFFER
CONTRACT ACCEPTED
INSPECTIONS
BROKER’S TOURGRAPHICS OFFICE TOUR
MLS COMPUTER MLS MEMBERS
TRANSACTION
PROCESSING
NET SHEET
COUNTER OFFER
EARNEST MONEY
MLS TOURS
BEGIN
PROCESS
Inspections
Inspections and potential repairs are the number one reason sales don’t close.
Typically, buyers have a certain number of days in which to inspect the
property and accept or reject the property based upon these mechanical and
structural inspections.
SELLER
SEES THEIR HOUSE
INSPECTOR
SEES THE HOUSE
BUYER
SEES YOUR
HOUSE
Save Yourself Time, Money and Disappointment — Do Deferred Maintenance Now!
Contract To Close
PROCESSING
MORTGAGE CO. CREDIT REPORT APPRAISAL
LOAN APPROVAL
UNDERWRITING VERIFICATIONS
TITLE CO.
ASSEMBLE PAPERS
SETTLEMENT
HOME SOLD
REJECTION
TRANSACTION
PROCESSING
Pricing Factors
As the triangle graph illustrates, more buyers purchase their properties at market value than
above market value. If you price your property at market value, you are exposing it to a much
greater percentage of prospective buyers and you are increasing your opportunity for a sale.
+15%
+10%
Market Value
-10%
-15%
10%
30%
60%
75%
90%
PERCENTAGE
OF BUYERS
ASKIN
G
PRICE
IMPORTANCE OF INTELLIGENT PRICING
Pricing Misconceptions
It is very important to price your property at competitive market value at the
signing of the listing agreement. Historically, your first offer is usually your
best offer.
Buyers & Sellers Determine Value
The value of your property is determined by what a BUYER is willing to pay and a SELLER
is willing to accept in today’s market. Buyers make their pricing decision based on
comparing your property to other property SOLD in your area.
WHA
T
YOU
PAID
WHAT
ANOTHE
R
AGENT
SAYS
WHA
T
YOU
NEED
WHA
T
YOU
WAN
T
COST
TO REBUILD
TODAY
WHAT
YOUR
NEIGHBOR
SAYS
Competitive Market Analysis
Recent Sales
Current Listings = Competition
Expired Listings = What has not sold
Focusing On Results
The proper balance of these factors will expedite your sale.
LOCATION
COMPETITION
TIMING
CONDITION
TERMS
PRICE
SOL
D
Our Service Process
