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Matt Chase Listing Presentation

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Ely Soberano

on 9 April 2015

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Transcript of Matt Chase Listing Presentation

In the State of Ohio: An Average Agent only Sells
5
The Average Agent Investment on Marketing and promotion averages approximately
Law of Expertise
"Giving you price before analysis is like a Doctor giving you a prescription before making a diagnosis"
Up to
58.4%
of homes that went on the market
Failed to Sell!!!
Homes per year
Number of hours
to become a licensed Real Estate Agent in the State of OHIO....
120 hours
with no actual experience
Did you know that:
120 hours to be a licensed Truck Driver
60 hours to be a licensed nail technician
1500 hours to be a licensed beautician
2 years to be a licensed Mechanic
$105*/month !
The Hard Questions
• Reason for Selling
• Determine “Target” Date
• Financial Goals
• Managing Expectations
• What if the Home doesn't Sell
• Plan B Review
• Past Experiences

Death of the CMA
• Condition
• Staged Property
• Loss of Job
• Under Priced
• Dated Interior
• Inherited
• Seller is Highly Motivated
• Current Competition
• Divorce
• Surrounding Homes
• Improper Marketing
• Low Curb Appeal
• Seller Already Moved

Evaluation of Outside Threats...
• Economic Indicators
• Trends Analysis
• Interest Rates
• Loan Programs and Loan Program Qualifications
• Real Estate Cycles and Seasonal Market Changes
• Local Market Conditions
• Regional Market Conditions
• Absorption Rates within Local Market
• Absorption Rates within Price Range
• Non-Typical Competition

...Evaluation of Outside Threats
Inventory of Corporate-Owned Properties
Inventory of Short Sale Properties
Inventory of REO/Foreclosure Properties
Rental Housing Vacancy Rates
Shadow Inventory of Foreclosure Properties
Notice of Defaults Data
Inventory Fluctuation
New Construction Sales
Builder Confidence
Economic Trends
Rent vs. Buy Trends
On-Post Housing
Multi-Family Construction
Decisions by Major Employers
Job Stability in Market/Unemployment

Law of Supply & Demand
Number of Homes on Market
Number of Competing Homes Entering Market
Number of Homes Selling per Month in Price Range
Number of Homes Selling per Month in Neighborhood
Months Worth of Inventory Available
Review %of Homes Likely to Sell by Target Date
Evaluate Absorption Numbers Weekly as New Competition Comes on Market
Systems In Place to Re-Evaluate Market Conditions
Law of differentiation
"Differentiation that drives consumer preference can help sell your home for up to 18% more ™.
Expert Staging Advice
Professionally-staged homes can sell for 6-10% more money
Approximate return on investment from 251% to 596%
Decreases market time by up to 50%
Increases perceived value
Attracts higher offers
Dramatically increases odds of selling

Quality of Life Upgrade Analysis

Evaluation of possible upgrades that substantially increase sale price
Professionally managed process
Lowest price on work completed
Increase perceived value drives up demand against strong competition

Professional Pre-Inspection
Identify major deal killers
Uncover high ROI repairs
Clean bill of health for buyer
Higher perceived value and lowers cost for buyer
Positions home to attract a high offer
Preemptive negotiation strategy
Market research proves to save 2-4% in repair
costs vs price*

Home Warranty
Covers major mechanical systems during listing
Covers major mechanical systems for buyer
Aids in justifying price for buyers
Market research shows how to sell homes faster and for up to 2.2% more

Do you see...
How having a differentiation strategy could help you set up for more than 3-5% more money?

Law of Exposure
"To attract the buyer that is willing to pay the most money, you must allocate your marketing budget across market research proven areas that expose your homes benefits to the highest number of qualified buyers.”
Allocation of Marketing Budget
Commission = Investment in the sale
No wasted resources on untested marketing
We control the budget with no dependency on brokerage (KW has no brand advertising in order to give more $ back to it's agents)
Deep, not wide market penetration strategy

90% Buyers Use Internet
KWLS - Syndicates to 900 Websites
Google shows 918M web sites
Highest traffic sites
Upgraded home profiles
CGRE website - 30,000 hits/mo.

How Buyers Search
Other... Waste of Money
81%
12%
6%
Professional Photography
First showing is online
Staging for photos
SLR camera/wide angle lens
Amy @ CAPS Photography

Top 5 Sites by Traffic
Professional Copy writing
Personal targeting
Emotional hot buttons
Call to action

Buyer Profile
Targeting
Lifestyle
Work
Convenience
F amity
School
Safety & Security

Reach and Frequency
Largest number of buyers
Highest number of views

Tracking and Reporting
Weekly & Monthly market reports
Showing feedback system
Structured communication plan

Do you see...
How investing in a proven Marketing Strategy could help you sell for up to 3-5% more money?

Law of Cooperation
“Up to 90% of homes are sold by co-op agents. We target these agents to increase your homes
visibility in the marketplace”
Three Types of Buyers
Buyers in town
Buyers out of town
Buyers working with another agent

Targeting Buyer Specialists
Increase showings from co-op agents
Keep your home top of mind
Expands our overall reach & exposure
Largest percentage of buyers

Commission Leverage
Biggest mistake homeowners make
Co-broke strategy
Agents 'talk up your home"
Positions your home in front of strong agents
Increases showings from co-op agents

Buyer Incentives (if applicable)
Strategy when supply is much higher then demand
Closing costs
Interest rate buy downs
Increased flexibility

Do you see...
How having a marketing strategy that focuses on attracting co-op agents could help you save sell up to 3-5% more money?

"According to NAR's
2011 member
profile, the average,
residential-focused
agent only sells one
of their own listings
per year."

Law of Buyer Acquisition
Immediate Response Systems
5 minute lead response time
106X higher connect rate
16 hr/day, 7 days/week live lead response

Professionally Trained Sales Team
Daily team meetings
Weekly sales training
Zero-tolerance policy
Highly-trained Experts
Drive up demand for your home

Lead Follow-Up Systems
Cutting-edge technology
Automated follow-up systems
Buyer activity notifications
Track how many times a buyer looks at your home

Buyer Loyalty
Buyer's loyalty agreement
Credit approved buyer showings
Solid offers from qualified buyers

Do you see...
How having system for attracting loyal qualified buyers could help you sell for up to 4-5% more money?

Law of Negotiation
"The art of negotiation is a powerful
tool that most real estate agents don't
possess. Most agents need to sell your
home worse than you do, making their
advice biased and shaving points off
your net proceeds check.”

Preemptive Negotiation
80% of your negotiation starts before you get the offer
Attraction Marketing System

Highly Trained Negotiation Expert
Expert in the process of negotiation
Non-emotional state of mind
Proven techniques and strategies

Positioning
Highly-active property
Expectation of all offers
Control in agent-to-agent discussion
Setting agent expectations
Probing for intel about buyer

Law of Negotiation
Preemptive Negotiation
80% of your negotiation starts before you get the offer
Attraction Marketing System

Highly Trained Negotiation Expert
Expert in the process of negotiation
Non-emotional state of mind
Proven techniques and strategies

Positioning
Highly-active property
Expectation of all offers
Control in agent-to-agent discussion
Setting agent expectations
Probing for intel about buyer

Straight-Line Negotiation Method
Bottom-line awareness
Walk away leverage
Scarcity approach

Peace Treaty Mindset
Leave something on the table - don't put all your cards out
Seeking mutual advantage
Point out their victories

Home Inspection "Deal Killer"
#1 reason deals fall apart is inspection
Avoid 'rope-a-dope" moves by buyer agents
Managing your expectations up front
Reverse Offer Strategy
Engages buyers that are “on the fence”
Allows you to position the home as“working an offer" with other buyers
Keeps you top of mind with active buyers

Do you see...
How having a strong negotiation strategy could help you sell for up to 3-5% more money?

Law of Execution
Market Research Team
Inside Sales Consultant - Tiffany
TrendGraphix Reporting
Certified Pricing Expert (CPE)
Client Experience Manager

Pre-Listing Team
Professional staging service - The Lang Group
Pre-Inspection Professional (if needed)
Home Improvement Team
Home Cleaning Team
Storage Facilities
Moving Truck's and Storage

Marketing Team
Listing Coordinator
Marketing Director
Photographer
Sign/Courier
Lead Coordinator
Sales Trainer/Manager

Closing Team
Closing Coordinator - Lettie
Negotiation Expert - CGRE
Mortgage Expert - American Bank
Title and Closing Expert - OH Real Title
Legal Expert - OH Real Title

Do you see...
How having a repeatable systems executed by trained professionals could help you sell for up to 3-5% more money?
Chase Group average = 98%!!!
Example: "Other Guy"
$250,000LP
89% = $222,500
LOSS of $27,500
Example: "Chase Group"
$250,000LP
98% = $245,000
SAVINGS = $22,500
6% AVG Commission = $15,000
$7,500 in your pocket AFTER Commission!
WE PAY YOU TO SELL YOUR HOME!!!
Chase Group Real Estate
100 homes in 2013
$15,000,000 sales volume
186 homes in 2014 (projected)
$32,000,000 sales volume (projected)
Over 60 Years Combined Real Estate Experience
1,000+ transactions of members
$100,000,000 carrier sales volume
The average list to sales price was 89%, on average in 2013 which cost sellers about $16,210 in lost equity!
Chase Group Agents:
National Association of Expert Advisors
Kinder Reese Coaching
Floyd Wickman Star Power Coaching:
Real Estate Champions
By Referal Only
National Real Estate Post
Keller Williams MAPS Coaching
IMSD - Internet Marketing Specialist
- Hundreds of Hours Per Year! -
Chase Group Invests:
$10,000 + EVERY month !
Seven Laws of Real Estate:
1. Expertise
2. Differentiation
3. Exposure
4. Cooperation
5. Buyer Aquistion
6. Negotiation
7. Execution
Law of Differentiation
"Differentiation that drives consumer preference can help your home sell for MORE money"
Expert Staging Advice
Professionally-staged homes can sell for 6-10% more money
Approximate return on investment from 251% to 569%
Decreases market time by up to 50%
Increases perceived value
Attracts highest offer possible
Dramatically increases odds of selling
Staging for photographer
Upgrade Analysis
Evaluation of possible upgrades that substantially increase sales price
Professionally managed process
Lowest price on work completed
Increased value drives up demand against competition
Target-Market focused
Do You See..
How getting the right advice
could help you sell for up to
3-5% more money?
we invest in these sites for you - volume pricing!
"Our immediate-response systems track all buyer activity and allow immediate response to buyers interested in your home."
Professional Photos:
Ours vs. theirs
"The art of negotiation is a powerful tool that most real estate agents
don't possess. Most agents need to sell your home worse than you do, making their advice biased; and shaving points off your net proceeds check."
"The real estate industry is the only industry that has failed to employ proven systems that provide a repeatable consumer experience - Certified Home Selling Advisors - are the only real estate agents trained to execute it."
Other Agent
Chase Group
Other Agent
Chase Group
Other Agent
Chase Group
Other Agent
Chase Group
Other Agent
Chase Group
Other Agent
Chase Group
Full transcript