Retrieve Golden Results with Cheryl
“Golden Results” Meeting: Top Ten 2020 Listing Presentation For You 1. 2. 3. 4.
Discuss Your Questions and Concerns RE/MAX International & RE/MAX Positive State of the Market Credentials, Stats & Golden Results What Do Buyers Want ? (Tech Tools, Rainbow of Services, GOLD to SOLD) PLUS What Makes the Golden Results Marketing Plan Golden? 5. Pile of Tech “Toys” and Online Presence 6. The Big Kahuna, The Real Deal, the Pot of Gold: “It’s a Price War and a Beauty Contest and You Have to Win at Both” 7. I’m a 5-10% Stockholder… It’s Teamwork, Cooperation, Participation 8. Forms, Data, Menu of Services, Net Sheet 9. State of the Listing: Follow Up Meetings with Speed or Virtual Opens 10. Review your Answered Questions and Concerns for Golden Results!
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•Full Time Experienced Agents who average 15.2 Years Experience AND 15.6 Transactions •CRS & GRI Stats that Are Above the Crowd •Technology & Training that SOARS •A Team Dedicated to Providing Superior Service • The Synergism of Self Employed Professionals Committed to the Success of Marketing Your Home
Golden Girl Credentials…Resume…”Papers”… •Licensed Realtor Since 1984…Associate Broker • Full Time RE/MAX Agent Since 1988 • Prior 10 Year Retail Sales Experience with Levitz Furniture • Virginia Tech Bachelor of Science Business Degree • Certified Residential Specialist (CRS) • Graduate of Realtors Institute (GRI) • Accredited Buyer Representative (ABR) • Seniors Real Estate Specialist (SRES) • NAR E-Pro Designation (E-Pro) •Military Relocation Professional (MRP) & MilRes
More Golden Girl Credentials •Short Sale & Foreclosure Expert (SFR) • Master Certified Negotiation Expert (MCN) • Re-build USA 203K Specialist •Certified Distressed Property Expert (CDPE) •Residential Construction Certified •Certified New Home Specialist •Southern Maryland Board Hall of Fame • RE/MAX International Advertising Award •Fully Computer Automated for “Golden Results” You’ll Retrieve Golden Results With Cheryl!
More Golden Girl Credentials‌ NEW Spring 2020 NAR Completed CLASSES Institute for Luxury Home Marketing CLHMS Pricing Strategy Advisor PSA plus Elective Seller Representative Specialist SRS Marketing Strategy and Lead Generation Military Residential Specialist MilRes At Home with Diversity AHWD
What Are “Golden Results”?
How Does “Gold” Turn To “Sold”? Your Personal Marketing Plan • Golden Results “Price Your Home To Sell” CMA •Net Sheet on Excel •Spring Fix/Spruce List •Pre Sale Home Inspection and Appraisal •One Year HMS or 2-10 Home Warranty • RE/MAX Sign, Lockbox, &MLS Entry
How Does “Gold” Turn To “Sold”? Your Personal Marketing Plan • Qualified Customers with Loan Pre Approval • Centralized Showing Service Email Feedback • Buyer Representation on YOUR Next Purchase OR • TLC Selection of Qualified Agent in Another Market • Advanced Technology Training & Tools •Monthly CMA Updates •Hands On vs. Team Concept for Personal Follow Up No Bones About It, these All Add Up to Golden Results
How Does “Gold” Turn To “Sold”? Your Personal Marketing Plan •Your Home on the Web (Extra Photos!) •GoldenResults.com •Cheryl Ritchie.net & GoldenResults.net •REMAX.com (Leadstreet Leads!) •Realtor.com & Trulia.com &Zillow.com •CherylRitchie.com •EMail Flyers •List Hub Sites •PLUS Active Rain Blog with RealBird OR • SouthernMdRealEstateMarket.com
How Does “Gold” Turn To “Sold”? Your Personal Marketing Plan •Speed or Virtual Open Houses •Mobile Website •Virtual Tours & RE/MAX Leading Edge Broadcasts •BrightMLS Community & School Reports • EMail Tours, Feature Sheets &Just Listed Info • Calls, Mailers &EMails to Old & Current Customers, Agents, Neighbors •Automatic MLS Saved Search Notifications (Database Delivery!) •Comps/SOLD Data •Web Commercials , Blog Entries, & YouTube Videos
GoldenResults.com
GoldenResults.net
RE/MAX.com
ADWERX Distribution
Additional Listing Syndication Advertisement 750+/- Websites
RealBird Single Property Flyers & Syndication
Electronic Feature Sheets with Lead Capture
Virtual Tours & Extra Photos PLUS Blog Raise Search Position on Sites
Throughout MANY Years…Mailers to Past Clients and Referrals
Saved Buyer Searches in MLS Mean Up to Date Prospect Searches for your Home!
GetSmartCharts.com
Docusign
GotoMeeting.com or Zoom
Top Producer Contact Management Follow Up Plan
Peace of Mind Warranty Covers You and the Purchaser
How Does “Gold” Turn To “Sold”? Your Personal Purchase Plan:
• Negotiation Leverage w/ Loan Pre Approval
• Up to Date RE/MAX “Just Listed” Voice & EMail Broadcast Info • Convenient Information Access on Multiple Web Site Publications: GoldenResults.com Cheryl Ritchie.com GoldenResults.net RE/MAX.com SouthernMdRealEstateMarket.com,
Facebook, LinkedIn, Instagram
Are ALL Provided As Information Gathering Time Savers for YOU!
How Does “Gold” Turn To “Sold”? Your Personal Purchase Plan:
•Utilization of Saved Searches in MLS PLUS •Virtual Tours , Web Commercials , Real Bird Property Site PLUS •Feature Sheets, Plats, & Disclosures/Disclaimers PLUS •Just Listed Property Info PLUS •Extra Community Info From BrightMLS PLUS •Monthly EMail SOLD Data via BombBomb PLUS •Blog Reports on GoldenResults.com PLUS •RE/MAX House Tour Previews Are ALL Provided As Information Gathering Time Savers for YOU!
How Does “Gold” Turn To “Sold”? Your Personal Purchase Plan: •HomeSnap Search PLUS •Showings.com Product PLUS •REDX Expired Listings OR FSBO Leads Also Are ALL Provided As Information Gathering Time Savers for YOU!
How Does “Gold” Turn To “Sold”? Your Personal Purchase Plan: •Provision of CMA/ Market Stats to Prepare your Offer •Docusign & GotoMeeting.com or Zoom •Schedule of Home Inspection & Misc. Inspections •Ongoing Follow Through • Computer Automated Office PLUS OVER Thirty Years Experience PLUS Hands On vs. Team Concept for Excellent Personal Updates & Follow Up
All Add Up to Golden Results!
Loan Pre-Approval
National Association of Realtors Profile of Home Buyers and Home Sellers Research REVEALS:
It’s a Price War and a Beauty Contest and You have to Win at Both!
You’ll hear me say….Let’s talk about…..
It’s a Price War and a Beauty Contest and You Have to Win at Both! This is the BIG Kahuna. This is the Real Deal. This is Where It’s At. Price is the Great Equalizer. Think about Foreclosures. They Sell. Price Adjusts for Everything. Casper Showings.Slippers and Jammies. Get the date to get Engaged! The Sound of Microwave Popcorn New Kid on the Block or NEW Kid at School..New Broom Sweeps Clean! 10% ARE Selling. 90% ARE NOT.
Buyers VOTE with their Feet…No Pitter Patter thru the Door… Your Spirits need not Soar, the vote is already cast and this vote has a ROAR! The Market speaks to us. The Silence is Deafening. Athlete, Olympics…There’s Just One Number One Winner Pretend you Won the Lottery and have to spend the winnings this weekend on a home in this area in the price range on this already researched paperwork ( which is your competition). How do we stack up? Let’s “Shop the Actives” Let’s spend some of that Million Dollars on a home. Let’s compare. Are you buying your home back … at what cost?
The Grocery Line…The Slinky The Maytag Repairman…Pick up vs. Delivery Costs The Depthfinder The Petite Store…The Parade…The Prom Who shows up at the Party? You have to have someone to negotiate with… As a Seller….Time is not your Friend. (In my world, neither is chocolate) My favorite book is “Gone with the Wind.” Those are Gone with the Wind Prices.
You are the Gatekeeper for the “Guests”…You determine how many come thru the Gate with the pricing you determine. Picture a Drawbridge. How many Buyers are you going to allow thru? NAR Stats 1-2 /2-3 showings then 10 then Overpriced. I don’t need to tell you! You’ll tell me. Healthy Market is 4-6 months. This is 10. This is a Buyer’s Market. RAZOR Sharp Pricing is how you get in the 10%. Why would someone buy an Overpriced Home in an Underpriced Market? The Algebra Check…the Checks and Balance System…the Turnip Truck
You may not need to sell. But your competition in that ten percent does. And that is who you are competing against. You have to position yourself to WIN. You choose to be in the ten percent. Have No Regrets, No Tears Pricing. Who stole our sale? There’s no second chance to be first choice. Nine Months to Hatch and Longer…Radar Ready to Spot Razor Sharp Pricing…Ready to Latch on the Correct Home that’s Hatched.
The Market has rejected this price. You need to reposition your home in the marketplace so it will sell. What is your monthly payment and monthly cost to maintain this home? I want to add the closing costs and price reduction a buyer may request in an offer, say 35% and up, to this monthly cost. Those numbers add up to roughly___ for all the estimated months to sell . Now let’s compare this to the number you are thinking and let’s discuss a pricing strategy. You’re going to pay to play. Buyers want more for less. At this price, you offer less for more, not more for less. And remember, this is a Buyer’s Market saturated with a ten month versus a healthy 4-6 month inventory with only 10%, in the very best sales pace zip codes, of the inventory selling.
The Buyers see the Days on Market on the Printouts. The good homes go in 30 days or so, still, even in this market. They’ve watched for nine months and they know this. After that 45-60 day mark or so they are asking how much the seller will take. Why would they offer the list price or close to list when no one else has in al l that time? These Homes become the leftovers. Why would a Buyer pay list price for leftovers? To them, these are ready for the Clearance Rack. Do you want to be on the Clearance Rack or in the Bargain Basement Department? Or do you want to be in the Retail Store where you deserve to be? Think about it. When you are overpriced, you are invisible to those who would want your home and can afford your home but are rejected by those who can and will buy more for less. You are in the wrong price category and being compared to homes that offer lots more so your showings are Caspers.
Just like there are checks and balances in our government, there are checks and balances in this system. Even if the Buyer has cash and has just landed off a boat from some remote island, the agent will represent the buyer and prepare a CMA before the offer is written‌ after they have viewed dozens of homes with their own mental cash register that clicks and ticks. The licensed appraiser has his job to keep and the underwriter has the money to protect for the loan. Then, there’s easy Buyer access to inventory and sales data online. There are no secrets. The data’s all there and so are all the checks and balances.
You’re going to say your home offers so much more so you can price it for more, right? Each home has special positive features that offer more and each home has minus features that need to be adjusted. Price adjusts for everything. It is the great equalizer. Focus on square footage and comments for condition as we go thru the comps. Plus, always remember, there are mental roadblocks on some of the big price points. Also, to be that Belle of the Ball may be $25K! Life’s too short to make all the mistakes. Sometimes you have to learn from the mistakes of others. Let the 90% of the Home Sellers who are not selling make the pricing mistakes. You have to offer more than each home in your price bracket. You have to stand out. You have to be hot to trot and trot to hot. You have to win the race, win the battle, win the price war. As every Beauty Queen or King should.
Phantom Inventory You are Buying in this Market, too, at these interest rates and these prices. You make it up in spades this way. It’s a GAIN not a loss in the big picture…in the long run…Real estate is long range investment. Add closing to sales price. Create Auction Environment. Hand me the Four (one to spare) that I need to hand to the Appraiser because that is what I will have to do. Let’s Review the Numbers. Did you get a chance to review the PDF I already emailed earlier? Let’s look at the showing reports first….
FIVE REASONS A PROPERTY SELLS 1 - Location 2 - Price 3 - Terms 4 - Condition of the property 5 - The Agent you select
YOU CONTROL FOUR OF THESE!
I’m a 5-10% Stockholder… It Takes Teamwork, Cooperation, Participation
Let’s Review Forms, Data, Menu of Services, and Net Proceeds on Excel Spreadsheets…Stockholder Certificate
Benefits of a Pre-Appraisal and Pre-Inspection The benefits of ordering an appraisal and an inspection when initially listing the home can make the entire marketing process move smoother and quicker. Establishes Objective Value Validates List Price Establishes Basis for Comparison Creates Awareness of Condition of Home Anticipates Potential Problem Areas Saves Time
Pre-Appraisal & Pre-Inspection Save Time & Money, too! Show Ready is Sold Ready to You!
CMA Mid Month Update
Let’s Discuss MLS Absorption Stats & Monthly MLS Reports
Cheryl’s Fetch the Feedback Program Keeps You Informed Valuable Showing Feedback from Buyers!
Review of Viewing Traffic Statistics: Realtor.com ListHub GoldenResults.com CherylRitchie.com RE/MAX.com
1. 2. 3. 4.
Discuss Your Questions and Concerns RE/MAX International & RE/MAX Positive State of the Market Credentials, Stats & Golden Results What Do Buyers Want ? (Tech Tools, Rainbow of Services, GOLD to SOLD) PLUS, What Makes the Golden Results Marketing Plan Golden? 5. Pile of Tech “Toys” and Online Presence 6. The Big Kahuna, The Real Deal, the Pot of Gold: “It’s a Price War and a Beauty Contest and You Have to Win at Both” 7. I’m a 5-10% Stockholder… It’s Teamwork, Cooperation, Participation 8. Forms, Data, Menu of Services, Net Sheet 9. State of the Listing: Follow Up Meetings with Speed or Virtual Opens 10. Review your Answered Questions and Concerns for Golden Results!
My Commitment To You I Pledge To Give You The Golden Results You Expect and Deserve. Cheryl Ritchie, RE/MAX Leading Edge Retrieve “Golden Results” With Cheryl
How to contact the Golden Girl : RE/MAX Leading Edge Office 410-224-3200
Office 410-224-3200 Cell ( Call or Text ) 301-980-7566 EMail GoldenGirl@GoldenResults.com Website www.GoldenResults.com You’ll Retrieve Golden Results with Cheryl Ritchie, RE/MAX Leading Edge
“Retrieve Golden Results With Cheryl”
S A M P L E S: Note DOM Days on Market, List Price, Sales Price, Seller Subsidy & Remarks NEW! 2020! Choice of NEW! Home Jab https://www.homejab.com/ OR TruPlace https://go.truplace.com/ ***GOLDEN! Real Bird Single Property Website with Custom GoDaddy URL GOLDEN!*** https://widgets.realbird.com/FeaturedListingsBoard.aspx?id=F2D7E2A2&rb_st=10.20.30&rb_ss=1&rb_large=1 https://listings.realbird.com/F2D7E2A2/235803.aspx https://listings.realbird.com/F2D7E2A2/320078.aspx Active Rain & GoldenResults.com Blog Post http://activerain.com/blogs/goldenresults https://www.youtube.com/watch?v=24_IxbIiQsU https://vimeo.com/321585011 https://www.youtube.com/watch?v=Sa_CM9aWw6g&feature=youtu.be https://www.youtube.com/channel/UCs_Td8UEKEXp14T4eAAXXcg ****DATA from NAR Profiles of HomeBuyers and Home Sellers Yearly Report ****
Retrieve Golden Results with Cheryl