The Strategic Selling Process The process of selling your home or investment property efficiently and for the best terms and price possible is contingent on the ability to perform many tasks at one time as quickly and as efficiently as possible. Palm Beach Realty Advisor’s philosophy when it comes to selling our home or investment property is based on the foundation of a group and team effort. Our dedicated Realtors and skilled office staff work together to sell your property. The Strategic Selling Process includes many important factors including: The Way We Work – Property Selling System Your Trusted Advisor – Your Realtor Our Exclusive 31 Point Plan of Action To Sell Your House Marketing Your Property Pricing Your Property – The Special Comparative Pricing Analysis Critical Market Factors First Impressions Are Everything When Selling Your Home

The Way We Work – Home Selling System

We are a full service Real Estate Brokerage firm. It is our desire to effectively service our clients and to assure that their needs are fulfilled. The norm for the industry is that when hire a Realtor, you get that one person trying to market and sell your house. If you want to effectively sell your house or investment property there are numerous tasks that must be performed including the following:

• Being Proficient on the Computer. Listing the property on Regional Multiple
  Listing Service (MLS) Website postings, Including www.PBRealtyAdvisors.com
• Print Marketing and Advertising – Newspapers, Home Magazines, Brochures, Bus Benches and Bill Boards, etc.
• Telemarketing – Cold Callings, Qualified Buyers Open Houses Sales – Showing Property and following through the sales process.
• Services – Posting Signs, Lock Box, and use of special technology sales advances. Administration – Managing the listing, legal, insurance, title and closing.

The traditional way to sell real estate, one agent working on a property, is ineffective and is a serious disservice to the client. There simply is not enough time in the day for an agent to do his/her best job on your property. The Solutions is the Palm Beach Realty Advisor Home Selling System – The Team approach. Our System is simple and works like this:

You get a whole team of Professionals working for you (versus a single agent) Your team consists of the following: A Team Leader – A Manager or Principal of the firm. Coordinating all efforts. Your Professional Realtor – Responsible for Selling Your Property. » Listing Coordinator – Responsible for all listings on the computer. Marketing Coordinator – Responsible for Print ads in Newspapers, Magazines, etc. » Closing Coordinator – See that once your property is under contract it gets to closing and finally closes. We never run out of time for you because each of us is separately responsible for a specific process in the Selling of your Home. Together, our combined efforts add up to superior marketing and customer service resulting in your home selling fast and for top dollar.

YOUR TRUSTED ADVISOR – YOUR REALTOR

Many sellers believe that a real estate agents duties are to sell your property for the highest price and with the best terms possible. This is true; however, in order to get there your Realtor must have the required knowledge, experience, and diligence to see it through. Now, under the Palm Beach Realty Advisors Property Selling System, your Realtor has specialist that include Listing Coordinators, Transaction and Closing Coordinators, affiliated Mortgage Broker and others helping to see the closing process to completion. Hiring a qualified Realtor is no different than hiring a qualified attorney, accountant or financial advisor. A qualified Realtor is a trusted real estate advisor.

Your advisor will be responsible for the following tasks and the follow up with the office coordinators:

Explains Basic Real Estate Principals

• The process of selling a home
• Discusses agency relationships
• Walks you through the purchase and sale agreement

Researches Your Home's Value

• Provides you with a Special Comparative Pricing Analysis (SCPA)
• Assists you in determining a price that will provide you with the highest return in the shortest period of time.

Markets Your Property

• Assists you in preparing your home to be shown and to make
  a good first impression.
• Markets your home to buyers, and other real estate agents
  with buyers, who are looking for homes in your price range.
• Keeps you up to date on current market activity so you can
  make informed decisions.

Negotiates The Purchase

• Assists you in working through the purchase and sale agreement
  Negotiates with the buyer and buyer's agent on your behalf.
• Tracks contingencies and makes certain contract deadlines are met.
  These tasks are also completed by the Transaction and Closing
  Coordinators.

Helps Close the Transaction

Exclusive 36 POINT Plan of Action to Sell Your House Our company objectives are the following:

1. To get as many qualified buyers as possible into your home until it’s SOLD.
2. To communicate the results of our activities to you weekly.
3. To assist you in getting the highest possible dollar value for your property with the least number of problems.
4. To constantly look for the best possible methods of exposing your property to potential buyers in the market.
5. The following is our company’s plan for marketing your home:
6. List the property on Multiple Listing Service (MLS).
7. List the property with Realtor.com
8. List the property with additional qualified internet search engines, including, but not limited to: 
   • Google
   • Yahoo Real Estate
   • Craig’s List
   • Alta Vista
   • Post Property on Palm Beach Realty Advisors, Inc. website. 
   • Feature on Home Page of Website for 1st week of listing.
   • Place on Homes For Sale Page.
9. Post Property with other real estate brokerage companies and websites that we have relationships with.
10. Establish an Individual Website for your Property using your property address, if necessary.
11. Establish Talking House Program – providing sales information to buyers on your house via a set radio station that can be tuned into, if necessary.
12. Prepare property brochure or flyer with photos and description of all the selling points of your property.
13. Submit copies of your listing to our company’s sales staff for their waiting buyers. 
14. Tour your home with my office.
15. Promote your home at the Realtor’s board meetings for maximum exposure to the other agents in the area.
16. Develop a list of features and benefits of your home for the cooperating agents to use with their potential buyers.
17. Suggest and advise you as to any changes you might want to make in your property to make it even more marketable to buyers.
18. Constantly update you as to any changes in the market.
19. Canvas the surrounding neighborhoods door to door to generate interest in your home.
20. For maximum exposure place a one-of-a-kind professional company sign in your yard.
21. Place a lock box on or near an entrance to the house to allow other agent access.
22. Hold an open house when possible. 
23. Advertising Campaign when necessary to include, but not limited to: 
    • Palm Beach Post – Classifieds  and Residence section
    • Sun Sentinel – Classifieds and Home Section
    • Various Palm Beach Publications if necessary (Palm Beach Daily News, Palm Beach Illustrated, etc).
    • Other local and diversified newspapers including Hispanic papers.
24. Television and Radio may be used in marketing your home.
25. If your property is a historically significant property and the sale is news worthy, we will write up a press release and place over the business wires.
26. Pre-qualify, when possible, all prospective buyers.
27. Make you completely aware of all the various methods of financing that your buyer may want to use.
28. We will offer pre-qualification through our affiliated mortgage company.
29. Encourage the cooperating brokers in the area tour your home.
30. Provide for the cooperating brokers, on a monthly basis, a list of the features and benefits of your home.
31. Follow up with all of the salespeople who have shown your home for their response.
32. Assist you in arranging interim financing, if necessary, through our affiliated mortgage Company.
33. Deliver a copy of your multiple listing and all published advertisements for your approval.
34. Represent you upon the presentation of all contracts by cooperating brokers and help you negotiate the best possible price and terms.
35. Handle follow-up and keep you informed, after the contract has been accepted, on all mortgage, title and other closing procedures.
36. Deliver your check at the closing.

Marketing Your Property

Pricing Your Property To Sell

Determining the price to list your house is the single most important step in preparing your home for sale. It is so important to price your house properly so you can get the highest return in the least amount of time that all the sales and marketing time, energy and money are ineffective if the property is price too high.

BUYERS AND PRICING:

Buyers usually have a price range and will wait in that price range until the right house becomes available.

• The Strategy in Pricing depends on the market conditions at the time your home is put up for sale. Is it a Buyers market or Sellers market? Are there a lot of houses in your neighborhood for sale or only a few?
• A home that is priced properly will sell within the first 60 days of listing. Around 40% of houses listed will sell during the first 30 days. When priced right from the beginning you will reach the most qualified buyers.
• Statistics from the Realtor’s Board and Regional MLS show that homes receive the most exposure during the first four weeks of being listed on the market. Moreover, MLS statistics show that the longer a home is on the market, the lower the selling price.

THE RIGHT BUYER AND PRICING:

• Pricing your property either too low or two high will result in having your property on the market too long or losing thousands of dollars on perhaps your largest single investment. Your best return will only come when the property is initially priced right. What happens when you overprice a property?
• Overpricing a property will scare away qualified buyers who might have found the home perfect for them, but won't see your home because it's out of their price range.
• Other Realtors and Agents will hesitate to show an overpriced home, since they know it’s a waste or time and money and they may appear to look foolish if representing a savvy buyer, unless it will make a competing property look like a better deal.

THE PRICE AND THE PROCESS:

Pricing is not based on appraised value, assessed value or the financial needs of the seller. Rather, it is based on the amount a buyer is willing to pay, as determined by current market conditions, including the values just stated.

What You Can Expect From Us:

• You will get a written value of the property from us whichwill include:
• List of similar homes for sale now.
  • These will show you which homes prospective buyers are comparing to your home and will allow you to see who your competition is.
• List of similar homes recently sold.
  • These tell you what buyers are willing to pay for your kind of home, in your area, at this time. This is one of the best methods to compare people are actually paying for properties.
• List of Expired listings and similar homes unsold for 90 days or more
  • Often times this is the result of overpricing.

Critical Market Factors

When selling your house there are market factors that we have control over and then others that we cannot control.
The events that we cannot control include: the State of the Economy, war, bad weather, and your neighbors.

Other things that we do not control include:
Location:

• Location, Location, Location is one of the greatest factors affecting the value of your home.
• Neighborhood desirability – do people want to move there.

Timing:

The real estate market may reflect a seller's market.

• Marketing conditions cannot be manipulated; an
  individually tailored marketing plan must be developed
  accordingly.

Competition:

• Buyers compare your property against competing properties.
• Buyers interpret value based on other available properties.
  Items that we do control include:

Price:

• If your property is not properly priced, you may be
  preventing a sale.
• Reviewing the Special Comparative Pricing Analysis (SCPA)
  will assist you in determining the best possible price.

Terms:

• If you are open to a variety of terms, this helps to
  increase the number of buyers in the market and the quicker
  the sale and the higher the price you'll receive.
• Providing various Terms helps in structuring a deal to meet
  your objectives and many times it’s necessary for a successful
  marketing campaign.

Condition:
 

• We all know that you only get one chance to make a first
  impression. The condition of the property affects the price
  and the urgency of the sale.
• To optimize value it is important to maintain the condition
  of the property inside and out.

First Impressions Are Everything

FIRST IMPRESSIONS ARE EVERYTHING WHEN SELLING YOUR HOME
24 TIPS TO MAKE FIRST IMPRESSIONS COUNT

The more time you take to prepare your home or property for sale the faster it will sell for the most desirable price. Like everything in life, first impressions are lasting impressions.

That is why it is critical to do the following before any showing to any buyers: Remove garbage and clutter from the front and backyards Make sure the grass is cut and edged and in neat order Trim any landscaping that needs it and remove dead plants and replace with healthy new plants Paint, fix and wash porch and patio, any railings, steps, and storm windows and awnings, screens and doors. Wash all windows Clean and organize garage and storage spaces Paint, wash and fix garage doors and windows Repair everything in the bathroom or kitchen that drips or leaks, including faucets and toilets Replace all burned out light bulbs Oil door hinges, tighten door knobs Clean house thoroughly Before Buyers come to the house do these Things First:  Turn on all lights inside the house, even during the day Turn on outside lights at night – including landscaping and garden lights Turn on soft music if you have some or no music at all Vacuum Quick mopping of tiled areas, including laundry room Remove newspapers and clutter Keep temperature at 70 degrees – especially in the Summer Kitchen & bathrooms should sparkle and smell clean Keep pets in a separate area; change litter boxes daily Put money and other valuables away and out of sight Open all shades or blinds Open all doors inside the home, except closets Make sure front porch and walkway is clean and clear TIP:

• When you are home and an Agent is showing your home it is always best to leave the property and let the agent show and sell your house. Most buyers feel more comfortable looking and spending time in a house when the owner is not there.
• They can also ask the agent questions and not feel inhibited by the owner’s presents. If you must stay during a showing,
  please do not follow the buyer through-out the house. Let the agent do his/her job. The best thing to do is stay out of the way, you don’t want to accidentally do or say something that will turn the buyer off.

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