FINE HOMES & LUXURY PROPERTIES
SELler’s presentation with DANA CARRIS
ABOUT DANA CARRIS Dana Carris began her career in real estate in 2008. Prior to that she was in merchandising/buying for a large national retail chain. After raising her children, Dana’s love of design and her entrepreneurial spirit drew her to a career in real estate. She is now the team leader for the luxury division of Carris Homes. The Carris Team consistently ranks as one of the top teams in Northern Illinois. As an experienced broker, Dana understands that buying and selling is one of the biggest decisions in a client’s life and views representation and guidance of her clients through this process as a true privilege. A real estate professional for more than 10 years, Dana is known for integrity, diplomacy and sincerity in all her dealings. In her tenure in the business, she has first and foremost strived to be someone in whom her clientele and colleagues can put their trust and faith. Every transaction, she believes, is always about her clients. Dana’s business philosophy is simple…”Give my clients the best possible service at all times and give back to the communities I serve.” One way Dana gives back to the community is with her service as a member of the Stevenson High School PPA Executive Board. It not only helps the school community but also keeps her finger on the pulse of the area schools to better help serve her clients. She has also served on numerous board positions within District 96. Dana is also proud to give back through charitable donations to the Children’s Miracle Network. “I would be honored to help your family with your next real estate endeavor.”
Dana Carris
Direct 847.404.0580 Dana@carrishomes.com www.CarrisHomes.com
03
SEL LIN G
INFO
MY SELLING EXPERIENCE You have decided to sell your home. You’re anxious to start the process, but you really want to make sure you have the right person working to sell your home for all it’s worth. Before anything else, it is a good idea to sit down with an experienced agent and clarify your motivations, draw up a basic time frame and detail an outline of the selling process. First, there are a few questions you may need to ask yourself before listing your home. WHY SELL? Why do you want to sell your property? Do you plan on simply moving to a larger home, or do you plan on moving to another neighborhood, school district or city? You might think your reasons are obvious, but it would be helpful for you to consider the implications of each option for your lifestyle, opportunities, and finances. Being clear about your intentions for selling will make it easier for the agent to determine the most appropriate option for your specified financial, lifestyle, and real estate goals. WHEN SHOULD I SELL? You should immediately establish your time frame for selling. For many sellers, it is an urgent matter, and for others, not so much. Obviously, serious sellers would like to sell as quickly as possible and for the highest amount possible, however, it is good to know what the most effective plan of action is before listing your home. If you need to sell quickly, I can speed up the process by giving you a complete market analysis and action plan to obtain all of your goals. If there is no pressing need to sell immediately, you can sit down with me to thoroughly review the current market conditions and find the most favorable time to for you to sell.
05
MARKETING THE RIGHT WAY THE REAL FACTS When you are ready to take the next step toward selling your home, I am here to help. My comprehensive marketing plan will get your home seen by thousands of motivated buyers. Ultimately, my goal is to get your home the most exposure necessary, highlighting its best and most valuable qualities. THE RIGHT PRICE I will quickly put together a custom marketing plan with an effective price. A well priced home often generates competing offers and drives up the final sale value. My market analysis takes into account the most actively searched prices and home values throughout your area, including expired listings and properties still on the market. THE RIGHT EXPOSURE In marketing your home, I also develop a listing that emphasizes its unique and sellable aspects. I then put your home in front of buyers, establishing it on the local MLS as well as other websites, new listings sheets, and real estate publications. My nation-wide network of professional real estate contacts and buyers will also have the opportunity to view your listing. EFFECTIVE INTERNET MARKETING In addition, I will use the Internet and my innovative website to make your listing highly visible. With more than 80% of buyers checking the web first when looking for a home, this is a part of our marketing strategy that you can’t afford to miss. THE BEST DEAL When I list your home, I do so at no additional cost. When you start to get offers, I can represent you during the emotionally charged negotiating process and ensure that you get the best price with favorable closing terms that are clearly explained. As your professional agent, I also oversee all paperwork related to the sale.
II TRUSTED ADVICE II SELL YOUR HOME WITH A PROFESSIONAL My proven and successful marketing plan is designed to create results and get your home SOLD - fast! A vast understanding of the real estate market and years of experience in innovative marketing accelerates the selling process through my marketing plan.
07
products that help
SELL YOUR HOME!
MARKETING PRODUCTS Advertising is important. Exposure is key. Having the right products not only helps define your home, but also highlight the great qualities of your home. However, great qualities cannot be highlighted in poor products. They go hand-in-hand. My premium marketing products meet and exceed the expectations of a luxury property for sale. These products include: YARD SIGNS: A great way to advertise the availability of your home to people with an interest in your neighborhood or those who are becoming acquainted with your community. A yard sign is the #1 way to show your home is for sale. RE/MAX yard signs are the most trusted real estate symbols in the world. RE/MAX Real Estate Associates are known for their high quality service and advice. When home buyers see that sign in your yard, they understand that they are working with a trusted brand and that you are marketing for maximum exposure. BROKER TOURS & OPEN HOUSES: The broker tour opens up your home to agents from other firms. It is effective, and the most convenient way to expose the great qualities of your home that may be otherwise missed. It also creates an opportunity for other agents to bring their buyers in to see your property. I help show off your home by bringing the best out of your home. SALES BROCHURES & FACT SHEETS: I am committed to marketing your home with high quality materials that represent the time and effort you have taken in obtaining and maintaining your property.
09
MY SALES APPROACH My approach is simple — I do what it takes to sell your home in a timely manner and for the highest price! COMPREHENSIVE: While my sales approach is comprehensive, communication is the vital component to my success. I am fully committed to involving you in every step of the process. Whether it is establishing a sales price, holding open houses, accepting offers, or closing the deal, I will communicate with you on a regular basis. My sales approach simply works. SALES INFO - DAYS ON MARKET: Lowering the number of days on the market is an essential asset to helping you move on with your life efficiently, financially and responsibly. It could be the difference between 10’s of 1000’s of dollars and can give you the piece of mind and comfort needed while taking the next step in your life. SALES INFO - LIST TO SALE PRICE: It is one thing to close quickly, but most agents who have quick closings usually end up costing you more money and are typically below the market average. However, it takes a dedicated, well-organized, wellinformed agent to close quickly for above average list to sale price. The difference can be thousands of dollars in your pocket.
II TRUSTED ADVICE II ASK FOR A FREE HOME EVALUATION A well-priced home will generate lots of interest and sell quicker. There’s even a chance of receiving multiple offers, resulting in a higher final sale price. My free market analysis takes into account the most actively searched prices and comparable homes in your community, so that you have a detailed evaluation of what your home is worth in today’s real estate market.
11
“My husband Tom and I both grew up in Lincolnshire (we met on the bus in 3rd grade!) and graduated from Adlai E. Stevenson High School. I attended Indiana University and majored in Merchandising and Business while Tom attended the University of Illinois and majored in Economics. After graduating from college Tom and I decided to stay in the area to work and raise our family. Tom began his real estate career in 1990 and I soon joined him to form The Carris Team! We are very proud of our daughter Mia, a Spanish Education major at the University of Illinois and our son Frank who attends Stevenson High School and plays on the baseball team. In my free time I enjoy watching baseball, working out and spending time with our family and friends. My Real Estate business philosophy is simple: Give my clients the best possible service at all times and give back to the communities I serve. I would be honored to help your family with your next real estate endeavor.�
YOUR LUXURY AGENT C R EATIN G P OSSIB ILTIE S THROUGH IDEAS & DREAMS
HOME EVALUATION One of the most important questions sellers have is: “What will my house sell for in today’s market?” We have a very dynamic real estate market. Prices can change due to local, regional, national and international economic conditions, net migration to the city, political sentiment and of course inventory levels determined by supply and demand. You need to have a real estate professional like me to give you a comprehensive look at properties that have sold in your neighborhood in the recent past. This is critical! There are many factors that determine what your home is worth in today’s market including: - area above grade and total number of bedrooms - recent renovations, upgrades and/or updating - basement development with a bedroom and/or a suite plus walkout - number of garage parking spaces - location in the community: quiet or busy street, cul-de-sac, across from a park or green space, views, proximity to neighbors, etc. Another important factor is the opinion of value. Properties priced too high will sit on the market and become “shop worn.” Ideally, the property should be priced at “Comparable Market Value”. Studies continue to show that a property listed at 15% over market value has a 20% probability of sale; 10% over market value has a 30% probability of sale; 5% over market value has a 50% probability of sale. Properties priced at market value have a 95% probability of sale. The method most often used in evaluating single family homes is the “Comparable Method”. A property is worth what the buyer is willing to pay for it and this is determined by the basic laws of supply and demand. These two factors are evaluated by comparing the home with similar homes that have sold within the market area, with appropriate consideration given to location, amenities, lot size, condition and financing terms.
15
preparing your
HOME TO SELL
HOME EXTERIOR • • • • • • • • • • • • • • •
House number should be easy to read. Lights on timers to ensure house is lit up after sunset. Eaves, gutters and down spouts in good repair. Garage clean and tidy. Litter picked up. Cracked or broken window panes replaced. Doorbell and door hardware in good repair. Touch up trim paint on doors, window frames, fascia, etc. Mow, edge and weed the lawn frequently until the home is sold. Overgrown shrubbery should be cut back to show as much of the exterior as possible. A low-cost investment in seasonal flowers or ground cover will add a personal touch. Inspect the roof for necessary repairs and any visible broken shingles or tiles. Stucco water stains can be repaired using a mild bleaching agent. Fences should be mended and painted/stained. Wash all windows inside and outside.
HOME INTERIOR • • • • • • • • • • • • • • • •
Lights should be on and drapes left open during the day. Heat/AC should be set at a comfortable temperature. Fresh flowers/plants in various rooms. Chipped plaster and paint touched up and repaired. Doors and cupboards properly closed. Leaky faucets and toilets repaired. Burned out light bulbs replaced. Squeaky doors oiled. Mirrors, fixtures, and faucets cleaned and polished. Seals around tubs and basins in good repair. Floors cleaned, garbage containers emptied. Inside of closets and cupboards neat and tidy. Valuable property, out of reach, out of sight, or locked away. Pets absent, where possible, or contained during showings. All torn screens should be repaired or replaced. White or light pastels are easy to work with and make your rooms look larger. • Countertops neat and polished and appliances cleaned.
17
PRICING YOUR HOME There are many factors involved that lead to the successful sale of your home. However, there are three very key components that stand out from the rest. These components are an essential part of the process.
Activity (Amount of Interest)
FIRST: Pricing your home correctly is so important. An overpriced home can be detrimental in the end, while an undervalued property certainly doesn’t always generate the buzz it needs. Pricing your home properly takes an experienced agent that understands the market, and has a track record of success. The last thing you want is for your home to stay on the market longer than expected. At that time, interest starts to diminish and perception of the home could go from positive to negative. Below shows the best time to sell and your window of opportunity. By taking advantage of these models, you can price your home properly, create a buzz and gain traffic to your property.
Highest Potential
Lost Potential Multiple Offers
Dangerous Risk Gamble
1
2
3
4
5
6
7
8
9
10
11
12
13
Time on Market (Weeks) Your Asking Price
SECOND: Attract buyers immediately. Sellers and agents tend to experiment with price by starting high and dropping it over time. This rationale is not the best approach.
99.5%
VISITS TO LISTING BY DAYS ON MARKET
99.0%
List to Sale Ratio
10 20 30 40 50 60 70 80 90
Online Visits
A listing gets the most attention on its debut. As the WALL STREET JOURNAL reports, the week that a listing goes on the market, it is estimated to get nearly four times more visits on real estate websites than it does a month later, which is when most sellers will initiate a price reduction.
98.5%
THE DAYS ON MARKET EFFECT ON BUYING PRICE
98.0% 97.5% 97.0% 96.5% 96.0% 95.5%
0 5 10 15 20 25 30 35 40 45 50 55 60 Days Since Debut or Update
1-9 10-18 19-27 28-36 37-45 46-54 55-63 64-72 73-81 82-90 91-99 100-108 109-117 118-126 127-135 135+
Number of Days on Market
19
ACCEPTING THE OFFER THE PRICE IS NOT ALWAYS RIGHT “The higher the price, the better the offer.” Do not let yourself be fooled by this popular misconception. Price is not always the determining factor when accepting an offer for several important reasons: the initial offer is usually not final, and there are a number of terms and conditions that may influence the final outcome of a price. You can trust me to help you thoroughly evaluate every proposal without compromising your marketing position. NEGOTIATING THE RIGHT WAY I take the ethical responsibility of fairly negotiating contractual terms very seriously. It is my job to find a win-win agreement that is beneficial to all parties involved. You may even have to deal with multiple offers before ratifying the one you judge to be the most suitable for you – and as your agent, I will guarantee a thorough and objective assessment of each offer to help you make the right choice. THE INITIAL AGREEMENT AND DEPOSIT An effective agreement is a legal arrangement between a potential purchaser and the property’s seller. Laws vary but in order to be a legally binding agreement, the agreement may require consideration. This consideration (initial and additional deposit) is to be held in trust pending the fulfilment of conditions or contingencies in the effective agreement. KEEP WRITTEN RECORDS OF EVERYTHING For the sake of clarity, it will be extremely useful to transcribe all verbal agreements including counter-offers and addendums, and convert them to written agreements to be signed by both parties. I will assist you in drafting all the paperwork for your sale and make sure that you have copies of everything. STICK TO THE SCHEDULE Now that you have chosen your offer, you and the buyer will be given a timeline to mark every stage in the process of closing the real estate contract. Meeting the requirements on time ensures a smoother flow of negotiations and also ensures that each party involved is not in breach of their agreements. During the process I will keep you constantly updated so you will always be prepared for the next step.
21
ONLINE PRESENCE I use the Internet and all online tools to help sell your home. With more than 80% of buyers checking the web, getting online is the most effective and efficient way to connect with potential buyers. My web presence and online network will help me show your home to thousands of buyers online. 99% of people search for a home using three main search engines, Google, Yahoo and Bing. I make sure to connect with as many potential buyers and agents with buyers as possible on these platforms.
More than half of all homebuyers search online first when looking to purchase a home. It is vitally important that your home receives the exposure it needs in order to sell. My web syndications allow your home to be shown on high-traffic websites as well as my own.
23
CLOSING THE DEAL Ready to close the deal? Maybe not! Sometimes unforeseeable issues arise just prior to closing the sale. Hopefully, with negotiation, most of these have a workable solution. Unfortunately, this is not always the case. But don’t panic. Another buyer might still be found who is willing to accept the house as is. Imagine that your prospective buyers are a couple with young children. They envision your unused attic as the perfect playroom for the kids but, before closing the deal, they request an inspection to see if it’s safe and also if they will be able to install a skylight to provide natural light to the new space. This inspection reveals that under the shingles that are in good condition is a roof that will only last another year or two. The prospective buyers immediately balk, not wanting to incur the time and cost of replacing the roof. Their plans were to move in and only have to spend time and money renovating the attic. The additional cost of the new roof, they say, “is just too much”. At this point, you sit down with the prospective buyers and calmly discuss the situation and how it can be resolved to the benefit of all. First, you agree to get another professional opinion on what really needs to be done. Inspectors are only human, and are not infallible. Once the extent of the damage is agreed upon, you can jointly decide what to do about it. While the buyers did not plan to incur that expense, you show them that instead of a limited roof life that they would get with most existing homes, they’ll have a new worry-free roof that won’t cost them in repairs for the next decade or so. Since the roof wasn’t in as good shape as you had thought, you agree to lower the purchase price to help offset the cost of the new roof. By negotiating calmly and looking at all possibilities, what could have been a “deal breaker” can be turned into a win-win situation for both the buying and selling parties. In other cases, the most workable agreement for both parties might be for the deal to be called off. The seller can always find another buyer and the buyer can always find another home. To protect yourself against last minute “buyer’s remorse,” make sure the purchase contract anticipates and closes as many loopholes as possible after all known defects have been fully disclosed.
25
where do buyers
COME FROM?
first steps
buyers take when looking for a home 51% Internet (home searches & research) 34% REALTORÂŽ 4% Call on yard sign 4% Friend/relative/neighbor 4% Open House 2% New Builder 1% Local newspaper & magazines
27
ALL ABOUT RE/MAX WHY CHOOSE RE/MAX? Buying or selling a home is likely the largest and most important transaction you’ll ever make. That’s why so many trust RE/MAX: the most widely recognized real estate brand in the world. By providing the best training, administrative and marketing support, brokers and agents are free to focus on what they do best: sell real estate. STEADY GROWTH Throughout the 1980s and ‘90s, the RE/MAX agent count grew literally every single month, as it had since 1973. Agent count hit vital milestones along the way: the 5,000 mark in 1984, the 10,000 mark in 1986, the 25,000 mark in 1989 and the 50,000 mark in 1998. Market share grew as well, and RE/MAX became No. 1 in many major markets across North America. In Canada, RE/MAX became No. 1 nationally in 1987, a position it has held ever since. In the U.S., RE/MAX closed more than 1 million transaction sides in 1997, becoming the first real estate brand ever to reach that level of annual production. The accomplishment cemented the slogan that “Nobody in the world sells more real estate than RE/MAX.” ACTIVE LEADERSHIP More progress came in the early 2000s. The network launched a luxury-homes division and RSN evolved into RE/MAX University. The pace of international growth quickened, especially in South America. Unfortunately, the U.S. housing collapse and global economic crisis that began in 2007 took the real estate industry into its most challenging period in decades. Not surprisingly, Dave Liniger and other RE/MAX leaders aggressively sought solutions. The focus that emerged: solutions to help families avoid foreclosure. Liniger and the others worked tirelessly to advocate for a streamlined short-sale process that would remove frustrating obstacles and delays. They worked with major lenders, met with top government officials, and helped train agents. The result: RE/MAX created the industry’s largest sales force of educated, knowledgeable real estate agents who are able to assist struggling families in a distressed property situation. BRIGHT FUTURE Today, the RE/MAX network has more than 100,000 agents in over 100 countries and territories. RE/MAX China is among the newest regions, and it will take RE/MAX into an exciting new frontier. The global.remax.com property search site has helped connect this powerhouse network even more closely, offering buyers a central place to search for listings in dozens of countries, in their own language and currency. For many reasons, RE/ MAX is viewed as the No. 1 brand in real estate.
29
CLIENT TESTIMONIALS “You have been amazing! Please use me as a reference any time. It is rare these days that someone actually delivers what they promise. You have done that and much more. It has been a pleasure.” Amie T. “Dana and Tom sold our home last year after three other realtors had failed. They did this in a terrible market. Then Dana helped us find a perfect home. We’ve worked with several realtors in the past but Dana is different. She is knowledgeable and professional. She knows her stuff and is always on top of things. She worked so hard for us and went way, way, way above and beyond. During the closing process, Dana stayed with us and helped us stay ahead of what we needed to do to expedite things. If you are planning to sell or buy and want straight talk on how to get this done, then go with Dana. Dana gave us good advice on what to do to get it sold, we did what she told us and Voilà. Dana grew up in this area and knows the market, schools, etc. What a pleasure to have someone of her caliber and integrity on your side. I can’t say enough good things about someone who works as hard as Dana for her customers.” Marilyn & R ich M. “Dana and Tom did a phenomenal job marketing our home when we were relocating to Florida. We had multiple offers within a week of putting our house on the market, and when we needed a local presence to step in and assist, they flawlessly executed what needed to be done. We highly recommend their expertise - they are reasonable, approachable and most importantly effective in their line of work.”
April & Gary H. “Dana and Tom are amazing! They are so responsive, helpful and engaging. They made our experience of buying and selling so easy! They have also assembled a great team of professionals to help with the closing. I would use their services again and highly recommend them. Thank you for all of your work!” Elvia & Will T.
31
FINE HOMES & LUXURY PROPERTIES
ecialist es SpSpecialist
e Hom Fine Homes Dana Carris Fin ris ana Car !
D
JUST SOLD LD JUST SO 847-404-0580
580 Dana@CarrisHomes.com 847-404-0 mes.com risHo RE/MAX Showcase
Dana@Car
se 83 25884 E. IL RT. wca
X Sho 6244 PINE TREE DRIVE, LONG GROVE RE/MA VE . 83 LONG GROVE RT $1090,000 E. ILVE, LONG GRO• • 846244PINETREEDR.IFO 258 E R.IFO E TREE DRI OV EED GR ETR 6244 PIN LO624 NG 4PIN $1090,000
JUST LISTED! TED! JUST LIS
LD! JUST SO
LD JUST SO JUST SOLD!
JUST SOLD!
th Ridge 6448 Nor ve Long Gro d ltop Roa 5256 Hil Grove Long 5256 Hilltop Road Long Grove
LD! JUST SO JUST SOLD!
Place
LD! JUST SO
6448 North Ridge Place Long Grove
JUST SOLD!
Court Gabriel 22941 W. Zurich Lake
2299 Avalon Drive Buffalo Grove ve lon Dri 2299 Ava Grove Buffalo
er Court 1073 Cid e Zurich 1073 Lak Cider Court Lake Zurich
22941 W. Gabriel Court Lake Zurich
DANA CARRIS
847.404.0580 RE/MAX Showcase 25884 E. IL RT. 83 Long Grove, IL 60060 E: Dana@carrishomes.com W: CarrisHomes.com