Broker Associate
Tracy's Guarantee to Sellers... Your Home SOLD in 90 Days or Less GUARANTEED. What is it? It is a marketing plan where Tracy will guarantee that she can get your home sold in 90 days or less or you will be credited $1,000.00 cash in escrow when your home does sell. How does it work? Your home must qualify, and the pricing strategy must be agreed upon by both you and Tracy. Since establishing the current market value of any home is not an exact science, facts of record will be used as the most reliable guideline in establishing a pricing strategy that results in attaining the highest possible price the current market will bear. Once the marketing price has been determined, the 90 day period will begin 10 days after the listing contract is signed. This allows ten days for Tracy and her staff of professionals to complete the required forms for the Board of REALTORS® and have a property brochure and virtual tour prepared. How do you know Tracy's plan will work and how do know this isn't just a new way for an agent to get a listing? First of all, Tracy never takes a listing unless she is sure that two items are present: first, that the seller actually has the motivation to sell, and second, Tracy must believe it is a saleable property with a pricing strategy that is competitive enough to attract potential buyers in the current market environment. Here's why we know this plan will work. We reviewed our records and found that when our Seller's and Tracy agreed on the pricing strategy, Tracy sold that home in 90 days or less. This allowed our Home Sellers to do the one thing they wanted to do...start packing and get moved!
THE 9 MOST DEADLY MISTAKES YOU CAN MAKE WHEN SELLING YOUR HOME Please disregard this report if your home is currently listed with a real estate broker. It is not our intention to solicit the listings of other agents and or brokers. Deadly Mistake No. 1 Pricing Incorrectly Every seller wants to get as much money as possible when selling a home. A listing priced too high often gets the seller less money. If your home is not priced competitively, people looking in your price range will reject it in favor of other, larger homes for the same price. At the same time, the people who should be looking at your home will not see it because it is overpriced! Overpricing increases time on the market, and adds to the carrying costs. Ultimately, many overpriced properties sell below market value. Deadly Mistake no. 2 Failing to “show case” the home Buyers look for a home in which they would like to live, not a house. Owners who fail to make necessary repairs, such as sprucing up the house, touching up the paint and keeping it clean can chase away buyers. If you were selling a car, you would wash it, or maybe even detail it to get the highest price. Houses are no different. Deadly Mistake No. 3 Using the “Hard Sell” during showings Buying a home is an emotional decision. People like to “try on” a house and see if it is comfortable for them. It’s difficult for them to do that if you follow them around pointing out every improvement that you’ve made. It may even have the opposite effect you want. Resist the temptation to talk the entire time a buyer is there, and let them discover things on their own. Try a tasteful sign to point our some hidden amenity that they might miss. Try to leave your home while the showing is going on, if at all possible. Deadly Mistake No. 4 Mistaking lookers for buyers For Sale by Owners nearly always get more activity than homes listed with an agent. No question about it, Realtors will only bring qualified buyers. A qualified buyer is one who is ready, willing and able to buy your home. We find that most people who look at For Sale By Owners are just starting to think about moving. They may be good buyers, but they are six to nine months away from being ready. They don’t want to bother an agent yet, so they call the “by Owner” ads to get a feel for what’s available. They may have a house to sell first, may need to save some more money, or may have credit that needs fixing. When everything is in place, that’s when they go looking with an agent. An agent will ask buyers how much they can really spend for a home, discuss down payment, evaluate credit, and decide a realistic monthly payment. Also, it’s necessary to find out how much will be realized (realistically!) when their present home closes. Numerous other questions will be asked and answered as well. Deadly mistake No. 5 Not knowing your rights and obligations Real Estate law is extensive and complex: the contract for sale and purchase is a legally binding document. An improperly written contract can cause the sale to fall through, or cost you thousands for repairs, inspections, and remedies for title defects. You must know whether the property can legally be sold “as is” and how deed restrictions and local zoning will affect the transaction. If there are defects in your title, or if the title or the property is in conflict with local restrictions, you or your Realtor must remedy them. Also, as of 1998 contracts allow the buyer an option period to inspect and approve any inspection reports and repair bids. Know your alternatives here. Deadly Mistake No 6 Signing a listing contract with no way out Many times an agent will have good intentions about marketing your home, but circumstances can change. Personal situations change, or an agent may even decide to quit the business. In cases where the agent couldn’t or wouldn’t perform, you should have the right to fire your agent. In some companies the broker will assign your listing to someone else in the office, someone you didn’t personally select. Always protect yourself by getting a guarantee of performance, which gives you the right to cancel anytime for any reason. Deadly Mistake No. 7 Limiting the marketing and exposure of the property The two most obvious marketing tools (open houses and classified ads) are only moderately effective. Surprisingly, less that 1% of homes are sold at an open house. Agents use them to attract future prospects, not sell the house! Advertising studies show that less than 3% of people purchased their home because they called on an ad. And if a machine answers, most callers just hang up without leaving a message. The right Realtor will employ a broad spectrum of marketing activities, emphasizing the ones he or she believes will work best for you. There are dozens of more effective ways to find buyers that just open houses and advertising. Did you know that most calls come in during business hours when sellers are away at work, and most home showings are between 9:00 and 5:00 Monday through Friday? We market homes 24 hours a day, 7 days per week, and 365 days a year! Ask about our 24-hour a day Marketing System. Deadly Mistake No. 8 Believing that an appraisal is the market value of your home An appraisal or tax assessment is an opinion of value for a certain purpose. If the lender wants to lend you money, they are motivated to have the appraisal come in high. The appraiser may ignore foreclosure or distress sales in order to justify the high value. But a real buyer in the real world will not ignore these properties. They are your competitors when you try to sell. I can’t tell you how many ridiculous appraisals and tax assessments I’ve seen. Don’t make the mistake of thinking that the value you were told 6 months ago when you re-financed your home is the price a real buyer would pay. Ask your Realtor for all the solds in your area and then decide. There are lots of opinions, but only one set of facts. Insist on FACTS! Deadly Mistake No. 9 Choosing the wrong Realtor, or choosing them for the wrong reasons It’s very likely that you don’t interview people very often, and yet in order to find the right Realtor, you may interview several. The quality of your home selling experience is dependent upon your skill at selecting the person best qualified. It’s interesting that in the real estate business, someone with many successfully closed transactions almost always costs the same as an agent who is inexperienced. Bringing that experience to bear on your transaction could mean a higher price at the negotiating table, selling in less time, and with the minimum amount of hassles. The world is populated with Realtors who are wrong for you. For example, the housewife who sells an occasional house because she needs a little pocket change, or the insurance salesman who believes he can handle two careers. Or perhaps your cousin Steve, who really needs the business. The sale of your home could well be the most important financial transaction you have ever been involved with. The person you select can make it a satisfying and profitable activity, or a terrible experience. It’s your home, and your money. The choice of your Realtor is up to you. Make the selection carefully.
PROPER PREPARATION PREVENTS POOR PERFORMANCE If your home is properly prepared, you sell in less time, get closer to your asking price, make more money, and move sooner. Sound like some pretty good reasons to prepare in advance? What is the meaning of “prepare”? Well, as many real estate agents do, this report could tell you to clean out your closets, clean your carpet, make needed repairs before it goes on the market, put fresh smelling stuff in the home before showing and lots of other stuff. But what will you really remember? An more importantly, specifically what needs to be repaired? Well, though it is possible, I kind of doubt your agent is a professional decorator and probably not a contractor on the side. Therefore, take the time to have the pros come in… it will pay off later. Think about it… if 2 homes go on the market at the same time, are approximately the same floor plan and same size, BUT: Home #1 has a lovely manicured lawn, nice landscape, spotless rooms throughout, clean closets, a kitchen floor you could eat off, sparse countertops that show off the space etc. and Home #2 looks nice but the lawn is not always edged nicely and then landscape needs a little trimming, and the garage doors need painting, and the kitchen has a lot of clutter on the counters and the closets are packed with stuff and … well you get the point. BOTTOM LINE – Home #1 gets more $$$ in their pockets! Here’s how to prepare and a few things to think about now before you move forward. Don’t think that just because you want to get back on the market quick that none of this is viable… it may make all the difference! WHY DOES TRACY HIRE A HOME DESIGNER JUST FOR YOU? MERCHANDISE TO SELL THE PROBLEM– Most homeowners don’t really have an objective view of their home. Living in it on a daily basis skews their opinion. Often there are simple solutions to making a home show better that the homeowner may not realize. THE SOLUTION – Have a professional objective point of view. Not just an agent, but an experienced agent teamed with a professional designer. You are given advice, guidance and solutions to showing your home at its best. THE FEATURES & BENEFITS TO YOU FEATURE: The design team attempts to sell/lease you absolutely nothing. BENEFIT:You receive advice in a professional, straightforward manner. FEATURE: The design team advises you on how to show your home at its best with your furnishings and belongings. BENEFIT:Your home offers a neutral palate for the buyer to visualize themselves living in. FEATURE: The design team stages your home with beautiful furnishings that compliment your own items. BENEFIT: You can rest assured that professionals with extensive experience are advising you. You are not just getting general opinions. It costs you nothing. TRACY PINA ……………..(408) 460-0861 tpina@interorealestate.com MAKE SURE YOUR HOME STANDS OUT, MAKE IT A “5 Star” PRE-INSPECTED HOME THE PROBLEM - Today’s real estate contracts allow for the buyer to have an unlimited right to terminate the contract within the contingency period. Your home could be removed from the market with the risk that the buyer won’t proceed. THE SOLUTION - Reduce the risk of the buyer terminating because of a needless surprise. Title, inspection, repairs and termite problems checked and alleviated in advance for a nominal cost. Benefit to YOU: 1. Homes in top condition with full disclosure typically bring closer to asking price. 2. Buyers are more likely to write an offer on your home knowing that you have cared for your home and complied with strict guidelines before placing it on the market. 3. Buyers are more likely to negotiate a lower repair allowance and less likely to exercise their termination clause since there will be no suprises. 4. You save money due to advanced preparation and don't spend unnecessary repair money. Benefit to Your BUYER: 1. They have the confidence to write an offer knowing that your home has been inspected and repairs addressed. 2. They have the confidence to perform their contractual duties knowing the home has been well maintained and that issues have been fully disclosed and addressed. TRACY PINA ……………..408-460-0861 tpina@interorealestate.com
Salability Scale The purpose of the salability scale is to measure the overall likelihood of a home selling quickly and profitably compared with other properties on the market. A score of 80% and higher is deemed ‘saleable’ for purposes of this test. Thirty-two ‘yes’ answers = 80%. Conditions/Terms Available Yes No 1. Priced at or below current listings ____ ____ 2. 100% accessible for showing ____ ____ 3. Assumable first mortgage ____ ____ 4. FHA/VA acceptance ____ ____ 5. Owner financing available ____ ____ 6. Less than 10% down required ____ ____ 7. Less than market interest rate available ____ ____ 8. Automatic price reduction after 21 days ____ ____ 9. Full term listing agreement ____ ____ 10. House/property great condition ____ ____ 11. Odd number price, i.e., $998,885 ____ ____ 12. Lease option/trade terms ____ ____ 13. Extras included (appliances) ____ ____ 14. Home Warranty Plan ____ ____ 15. Without seller contingencies ____ ____ 16. Immediate possession available ____ ____ 17. Pre-appraised ____ ____ 18. Pre-inspected - Roof/Plumbing/Termite ____ ____ 19. Home ‘Staged’ for showing ____ ____ 20. Obvious repairs completed pre-showing ____ ____ 21. “For Sale” sign prominently displayed ____ ____ 22. Brochure box accessible ____ ____ 23. Unmarked benefit/feature brochures ____ ____ 24. Feature placards placed throughout ____ ____ 25. Listed with MLS ____ ____ 26. Accurate MLS input (directions) ____ ____ 27. Enthusiastic “Remarks” posted ____ ____ 28. Video Tour completed ____ ____ 29. Internet Availability ____ ____ 30. E-mail Marketing campaign ____ ____ 31. Seller absent during showing ____ ____ 32. Top Agent notification ____ ____ 33. Systematic marketing plan ____ ____ 34. Listing Agent follow up ____ ____ 35. Buyers pre-qualified ____ ____ 36. Showing agent follow up/feedback ____ ____ 37. Flexible owner ____ ____ 38. Accessible owner ____ ____ 39. Neighbors targeted ____ ____ 40. 800# for easy information ____ ____ TOTAL ____ ____ These factors can change periodically, BUT these have been shown to be extremely accurate in determining whether your home is truly Salable Sincerely, Tracy Pina REALTOR (408) 460-0861 tpina@interorealestate.com |
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