Presentation

Greeting

I'm glad I found the time for us to meet today.
I was looking forward to chatting with you.
Let's see if we can work together and make your dream to live in _______ a reality.
*GIVE GIFT (when I was getting ready to meet with you, I thought you might like this small present.)
I guess that's my old-fashioned upbringing, my mom said you can never come to visit friends empty-handed.

Walk through

First, I'd like to take a quick look at the house. Will you show me what you like most about it? What will get buyers excited?
Tell me, why sell and move NOW?
What is your favorite part of the house?
What will make this a good listing?
Can you show me why buyers will like this house? I'm picky about the properties I list.
What will buyers like the most?
What are your biggest drawbacks?
What would you fix or change?
Have you ever sold a house before? This big before? Have you ever sold anything this expensive before?
Are you nervous? What makes you nervous?
What will be the hardest part of the house to let go?
What would you like to have in your new house that you don't already have here?
We all move because life it better - hopefully- somewhere else. What is it for you?
What excites you about your new home the most?
What is the best part about living somewhere else?
What is the most exciting part of the move?
What do you like most about _________?
What can we do to make it work?

You put your heart and soul into these four walls, and that makes it a lovely home.

I have about 30 minutes to go over everything, then let's chat a bit, I'll answer any questions you may have, because I have to get out of here by _____.

May I have a glass of water please?

Let's see if we like each other.
Let's see if you believe in me and I believe in you guys.
You've picked some good agents to interview, some are well-known veterans in our industry. Some have very long-winded, but still impressive, presentations to list your house. I'm sure they make  all kiinds of promises so they can add your home to their large listing inventory.
     But, I'm not here to list your house. That's not really our goal. I'm not here to sell it either.  Listing the house tonight, and getting it sold for the best price possible, those are just milestones.

The ultimate goal is to make sure you enjoy (    ) and you're happy there, enjoying a new career, new friends, new house. Maybe a bit more elegant, more spacious, more prestigious then this one, who knows.
So that's our ultimate goal, makes sense?

To get you there, there are 3 parts that need to be in place.

PROMOTION - making sure plenty of qualified buyers know about the house.
GOOD PRESENTATION - so they not only know about it, but like it.
     And finally, good price. So they want to, and can, buy it.

As I was preparing for our meeting today, I kept thinking who would be an ideal buyer for your property.  Someone who will notice and appreciate all that work you put into it. And will take good care of your place, just like you have.
Who will enjoy the neighborhood as much as you have, who will be a good neighbor to your neighbors.

And so it became obvious that finding that ideal buyer will be a bit like looking for a needle in a haystack.
It will take more then just the traditional, passive marketing many other real estate veterans still rely on. It's not enough to stick a sign in the yard and blast the listing to a bunch of real estate websites, and hope.

Testamonial place card

So here is some good news. My listings sell for more, and they sell faster.

Agents in our area sell homes for 94.8% of the asking price on average, and they take almost 4 months according to multiple listing service statistics. And that's only the half that actually sell.

My listings sell for very close to full price and my average marketing time is less then 100 days.  I'll show you what my secret is.

Your house needs to stand out from all these listings.
I'll have my professional stager come out for a consultation. It's free to you, I'll pick up the tab.

Buyer make first impressions like THAT, so we want to make sure hat everybody who comes to see the house, agents and buyers, is impressed.

We want lots of WOWS.

You will be able to meet my stager whether we decide to work together tonight or not as my thank you for your time.

Video promo

I also network with hundreds of other agents who are already working with qualified buyers, or are able to find good buyers quickly.

Here's how I let them know right away.

I put together a special Brokers Open house, where we cater a nice lunch and we usually get from 60 to 100 agents to come by.

If each agent only works with two buyers, and many work with more then that but lets be conservative, that's already 200 potential buyers for us.

Not bad, right?

After each showing we contact every agent and get the agent feedback so you always know what they thought about the property.

You'll get good and bad comments. Some may not be so flattering, Human nature...

A picture is worth thousands of dollars when it comes to first impressions and selling a house. Every buyer who first sees the pictures will decide in seconds, just like you when you start looking in ___________ right?

So we'll also get professional photos done to create that WOW great first impression.

You will meet another member of my team, a professional photographer who is awesome when it comes to capturing the essence of each house.

The next part is marketing to buyers.  And, of course I do all the traditional marketing that still works: like, we put up a for sale sign, promote the house in the multiple listing service, and use a direct mail campaign.

Now, some advanced strategies. We'll put together a Facebook page with those nice pictures, plus details about the house and neighborhood. With over 800 million people on Facebook, one of them could be a great buyer for this house.

In addition to Google, we'll get the second biggest search engine, YouTube....with 2 billion views per day it just makes sense.

Sample property video

We'll create a cool, engaging video with music, to get the buyers excited even before they come to see your house.

You meet another member of my team, the video producer. Matterport, drone.

And finally, we'll syndicate all the information not just through the usual marketing channels like Google and Realtor.com, but over 200 marketing outlets including the 800lb gorillas, walmart and craigslist.

The more people know, the better.

Just to show you how effective these strategies are, here is a partial list of buyer inquiries generated last month. There may be a great buyer for your house right here on this list. And I will let them all know right away.

Give Sticker

This is our goal. This is our target. It represents ______ (reason for selling)

Hold onto it for me, ok?

Every ______ (day and time) you guys and I will chat about what's happening. You will get an update on what's going on, feedback you have received, all the marketing that we're running, the results....and also market updates, new listings in the area, new sales. 

So you are always in the loop. Plus, a weekly email with a summary.

Of course, when and if we decide to work together, you will have an army of support, from my handyman, painter, to carpet cleaning, my office assistant who will help us with all the paperwork, and the rest of the awesome who will all make sure you are taken care of always, and that everything goes smoothly all the way to closing.

And the best part? I do all of this for 3%. Pretty cool isn't it? Later we'll talk about how much to pay the selling broker.

Ok.  Now to the price. I know this is really important to you guys.  You want to put as much cash, cash in your pocket, as possible. So price is absolutely critical.

What's it worth?

That's a really good question _____.
See, there is house that has a price and then there is a home.
Home is where...
Home is where..., remember?
Home is where...
Home is family and memories. It's all that blood, sweat and tears, all the work and money you have put into these four walls to turn a house into a home. There is no way to put a price tag on that.

What we'll talk about it how much will your house sell for right now.

House has a few walls, bedrooms, baths, square footage and features.

And house, unlike a home, a house has  a price tag, just like your 2019 Mercedes or 1000 shares of Apple stock.

So we'll talk about price, not value.
In other words what is the most a nice, qualified buyer is willing to pay to live in this neighborhood in this type of house.

And, how much will the bank appraise the house for so the buyer can get a loan and actually buy the place and you can be on your way to_____.

As you've seen in the info pack we sent, there are a total of _______ on the market that are comparable to yours in some ways that buyers can choose from. Pretty steep competition. Out of these _____ are in our immediate neighborhood. That's our closest competition. They are listed from  $____ to $____. Our goal is to come up with a price that competes with these sellers. But these numbers only indicate what the sellers are hoping to get, not what the actual market values are. _____listings have been listed for over 6 months. Imagine the hassle! The one on ______ is on the market for a total of _____ days.  Nice property, ___is spectacular, but it still hasn't sold.  Only ____listings sold in the last 30 days.

There have been _____ new listings in the last 30 days.  So more homes are currently coming on the market then being sold.

So lets look at facts. What the buyers are willing to pay for a house like this to live in our neighborhood. Out of the most recent sales there are four that are the most important ones, because they are closest in comparison --- date they sold, location, condition, significant features, and size.

Based on the current market, a qualified buyer will pay from _____ to ______ for this house. Which means you will walk away with an estimated ______ cash after all the fees and pay off of your existing mortgage. Of course, this is just an estimate. We'll make a new one based on each offer we get.

Is that enough for you guyers to get you a nice, comfortable house in a good neighborhood in ____? So you can get on with your plans?

We think its worth more.

I know _names____.  Many sellers feel a little surprised when they're presented with reality.

Your home may be worth more to you. Remember, we're not here to establish the value of your home. We're here to determine what it will take to sell it. And based on the facts you can clearly see a pattern, right?

I'm here to help you get this property sold so that you can ______. We're not here just to list the house. We want to get it sold for the best price.
Based on market data and based on my expertise, the list price needs to be $____ or less to make that happen.

Look, I could just walk away and not take an overpriced listing...or we could list it at a price that will cause it not to sell. But that would not be fair to you guys. So here is the bottom line...lets get the property on the market it $______. We will be a little on the higher side, but if the hosue shows really well and once I market it effectively, we'll have the best chance to get a great offer quickly, maybe more than one.

See, my experience has been that usually the shorter time, the higher the price. Because after a while, a listing becomes stale, like that one on ____.  The best buyers become skittish, wondering whats wrong with the house, why hasn't anybody bought it yet? We would get stuck with tire kickers and believe me, we don't want to end up there.

I'll handle all the details, and all you have to worry about is the color of your new carpet in your new home in _____