LISTING CONSULTATION
PREPARED EXCLUSIVELY FOR:
Client Name Northern New Jersey West Milford, Mahwah, Wyckoff, Ringwood, Sparta, Sussex, Wayne, Kinnelon, Oakland, Saddle River, Ramsey The information provided herein has been gathered from sources which are proprietary to Keller Williams Realty. As such, we understand this report to be for the private and confidential use of Keller Williams Realty, its’ representatives and you, the property owner. Accordingly, this report should not be copied, reproduced or distributed in any way to third parties without our prior mutual agreement.
James Bean
PREPARED BY:
James Bean
Cell: 973.987.7065 | Office: 201.445.4300 Email: james@jcbhomes4u.com Website: www.jcbhomes4u.com
Ira Gerlach 1234 Landau Avenue Wyckoff, NJ 07787
I would like to extend a very personal “thank you� for inviting me to assess the value of your home. I appreciate the opportunity to work with you on pricing and listing of your home for sale. I am working on a thorough assessment of the detailed facts and features of your home to support a comprehensive evaluation and comparison with other similar properties that have sold recently are currently active in the market or should have sold but did not. The results of this very thorough assessment will be documented in a Comparative Market Analysis (CMA) that I will review thoroughly with you within the next few days. When completed, the content in the CMA is used to support a methodology and rationale for making a pricing determination for your home. I will discuss that information, approach and thought process with you in detail to inform a sound decision regarding the pricing of your home. At the same time that I present the results to you, I will also discuss the most advisable approach to preparing your home for sale and will provide concrete suggestions about the specific items to be addressed and actions to be taken to present your home in the best light possible. As you can tell, this is a key factor in obtaining the maximum possible value in the least amount of time for your home during sales campaign. I will also review the marketing plan that will be used to present your home to buyers that are looking for a home like yours, as well as, discussing all of the numerous actions and activities in which I will be engaged in the process of selling your home. I am committed to providing the highest quality service possible. If you have any questions or comments, please don’t hesitate to call me directly. I appreciate your faith and trust. I am look forward to accomplishing your goals as quickly as possible. Sincerely, James Bean
Cell: 973.987.7065 | Office: 201.445.4300 Email: james@jcbhomes4u.com Website: www.jcbhomes4u.com
James Bean REALTOR / Sales Associate Keller Williams Realty
James Bean
Helping you prepare, price and promote your home to maximize the value you have earned from your investment is my principal objective. Throughout my life I have been continually involved in building, renovating, buying, upgrading, marketing and selling homes with increasing financial success. From those experiences, I have gained a wealth of knowledge and expertise to share which will dramatically improve your success when buying or selling a home. The range of issues I resolve on a continual basis includes: Masonry, Framing, Roofing, Plumbing, Electrical, Insulation, Millwork/Finishing, Decorating, Landscaping, Water Purification, Radon Remediation, Pest Remediation, Obsolescence remediation, Comparative Market Analysis, Taxation Appeals, Encroachment, Negotiation and Mortgage Financing. As your realtor, I provide advice, expertise and advocacy during home preparation, staging, marketing, negotiation and closing that will expedite and maximize the financial return you receive from your investment; And, because of my expertise in your local real estate market, I will be an effective guide and advocate for you through the entire sales and marketing process.
Cell: 973.987.7065 | Office: 201.445.4300 Email: james@jcbhomes4u.com Website: www.jcbhomes4u.com
CUSTOMER SERVICE AGREEMENT
My Customer Service Agreement 10+ Customer Service Provide you with 10+ customer service during the entire selling process, including taking the time to understand your wants, needs and expectations; returning your calls and emails the same day; and being honest with you at all times Highest Possible Price Help you obtain the highest possible price for your home in the shortest possible time with the lest degree of difficulty. Customized Marketing Plan Implement a customized marketing plan to market your home through the best combination of channels and target groups possible Open Houses and Showings Coordinate the entire home showing process and provide a weekly status report on feedback from as many buyers and agents as possible
Offer Evaluation and Negotiation Present all offers as soon as possible, and in person when that is possible, to facilitate a thorough evaluation of the quality of the offer and to collaborate on the formulation of the optimal response. Manage Inspections and Contingencies Schedule, coordinate and supervise all activities from Attorney Review through the closing ceremony to ensure that no essential element is overlooked, including the timely and adequate procurement of the buyer’s financing, and that your interests are best served in every element of that process.
SALES PROCESS MANAGEMENT
SALES PROJECT MANAGEMENT
MAJOR MILESTONES • • • • • • • • • • • • • • • • • • • • • • •
Comparative Market Analysis Develop Listing Agreement Install Signage Initiate Marketing Campaign Hold Buyer / Broker Open Houses Schedule Showings Gather Buyer / Broker Feedback Provide Iterative Progress Reports Receive and Review Buyer Offers Counteroffer / Negotiate Sales Agreement / Earnest Money Attorney Review Collect Full Purchase Deposit Buyer Loan Application Inspection and Appraisal Inspection Negotiations Lender Mortgage Commitment Select Title/Closing Company Title Search and Property Survey Closing-Readiness Checklist Utilities Transfer Final Property Walk-through Closing of the Sale
SALES PROJECT MANAGEMENT
Project Breakdown 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44.
Complete Seller pre-qualification assessment Produce and deliver prelisting package Tour and assess home features, amenities and defects Research market activity and create CMA report Present and explain CMA report Conduct pre-listing consultation Download and review municipal tax data for property Obtain copy of subdivision plat Research deed and ownership history Research property land use code and zoning restrictions Research updates to taxation assessment Check for open building permits in municipal files Verify municipal/private water/sewer services Check municipality sign ordinances and fees Calculate average monthly utility expenses Customize the listing presentation and package Compose the property description Conduct listing consultation Present CMA and listing presentation Research loan balance, assumption or financing options Discuss pricing rational and suggest pricing strategy Validate the seller disclosure declaration and Lead-based paint Obtain exclusion/inclusion specifications Determine Key selling features of the home Obtain any special showing instructions Schedule professional photography and video Schedule staging consultation Schedule dates for open houses for buyers, brokers and neighbors Schedule showing start date Ask for referrals to potential buyers Verify any HOA requirements Verify whether there are security services that control access Obtain numerous compliance approvals/acknowledgements Obtain dual-agency acknowledgement Verify that all required listing documents are complete and authorized Place lockbox(es) on primary and secondary entrances Add keybox information to SUPRA Post all required documentation to DotLoop Submit DotLoop library for broker review Customize and document transaction project plan Post task checklist and status reporting log to Dot Loop Send a complete set of listing documents to the seller Submit Greensheet to DotLoop Give seller access to the Status reporting log
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Schedule installation of signage Set date for Open Houses and start of showings Customize marketing plan Email KW office and agents of new home Prepare neighborhood marketing plan Download Circle-marketing contact database Conduct staging consultation Provide professional photography and video services Edit photography and create virtual tour Create floorplan Upload floorplan to multiple websites Create collateral: flyers, brochure, post cards, etc. Create a Home Book to be placed at listing property Send/Take marketing materials to the seller Post all documents and photos to the MLS (Fax documents if owner desires to withhold identity) Attach copies of agreement documents to MLS listings Add listing, photographs and video to JCB website Claim and update listing on Zillow and Trulia Post on Facebook, LinkedIn and Pinterest Post home on Craigslist Post and syndicate home through KWLS Record 1-800 numbers Purchase Home Warranty for Seller Prepare for / Organize an Open House Send “Just-listed Cards” to announce Open House Call local owners to source buyers and sellers Email all eEdge contacts Give seller checklist for cleaning, repairs and setup Check that exterior is ready – mowed lawn, swept, clean… Knock on neighborhood doors invite to Open House Post Open House to KW Market Center through myKW Advertise Open House on Craigslist Arrange Internet access at Open House Create Open House Visitor Survey Print list of competing local properties Print guest sign-in sheet and hand-write first two entries Assemble Open House Kit Rehearse Open House Scripts Pick up balloons for Open House signage Arrive early to ensure that seller tasks are completed Set up Open House signs Air out house Hide personal effects, medicine, money, photographs Put pie in the oven Turn on the music Schedule/Show home to prospective individuals
SALES PROJECT MANAGEMENT
Project Breakdown 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49.
Attend the open house. Schedule/show home to prospective individuals Remain up to date on all showing of your home. Answer showing questions Hold first Open House for Neighbors and public Email broker tour announcements to realtors Hold first broker Open House Repricing considerations – Lower price Have price change forms signed Change price in MLS, KWLS, Number1Expert, etc. Hand all updated paperwork to MCA Email KW office of price change Make copies for files Recommend attorney for seller Receive, evaluate and present all written purchase offers Procure a buyer Present offer Contact buyer’s agent to evaluate buyer qualifications Deliver seller’s disclosure to buyer’s agent Obtain Loan Officer’s pre-qualification letter for buyer Counsel seller on strengths and weaknesses of offer Double check buyer financing Negotiate on seller’s behalf and communicate counters Counsel seller on handling of additional offers Complete offer Have offer and all copies signed Distribute copies of agreement and addendums to attorneys HOME IS NOW IN “ATTORNEY REVIEW” Distribute “Parties of the Sale” documentation Contact seller’s attorney Add Attorney to DotLoop Team Add buyer agent to DotLoop Ask for customer quote or reference letter Notify seller when attorney review is completed Call buyer agent when attorney review is completed HOME IS NOW “UNDER CONTRACT” Mark “Under Contract” in MLS and KWLS Put “Under Contract” on property sign Set up calendar for closing activities and events Ensure buyer’s loan application has been submitted Check on status of second deposit Call or email all parties when second deposit is received Schedule inspection Consult RE home inspection process with home owner Receive copies of home inspection issues from attorney Consult, strategize with seller RE home inspection issues Counter-offer home inspection issues through attorney Confirm items agreed to from home inspection Recommend contractors to fix home inspection items 50. Confirm receipt of second deposit
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Schedule appraisal Provide comparable properties used in CMA to appraiser Call home owner to discuss appraisal information/date/time 54. Support seller in validation of appraisal when too low 55. Address Repair limit Addendum Issues 56. Ensure that buyer has arranged for insurance 57. Verify the need for flood insurance 58. Amend contract to reflect results of repair negotiations 59. Give 1-week notification of due date for down payment 60. Collect second deposit 61. Schedule termite and pest inspection 62. Order resale certificate from the HOA 63. Verify that loan has been submitted to underwriting 64. Verify that title commitment has been ordered 65. Obtain copy of mortgage commitment from buyer agent 66. Upload paperwork to DotLoop 67. Prepare for Closing 68. Confirm closing date with seller and attorney 69. Help seller prepare for closing 70. Notify and assist seller meet CO requirements 71. Obtain W-9 from other broker for taxation of commission 72. Request commission statement from Martha 73. Send commission statement to Attorney 74. Conduct final walk-through 75. Provide names of movers for sellers 76. Confirm that they have a place to move! 77. If local move, ensure that financing is in place 78. If local ensure inspection items are complete 79. If out of the area confirm closing, move date, etc. 80. Acquire CO confirmation from other seller agent 81. Confirm closing with attorney and buyer agent. 82. Verify accuracy of closing figures 83. Forward to buyer agent 84. Notify seller to change of water, sewer, cable, phone 85. Schedule final meter reading dates and times 86. Send commission bill to attorney 87. Confirm final walkthrough with buyer agent 88. Closing day: ensure seller has vacated home 89. Ensure that utilities have been transferred to buyer 90. Day before confirm our time to attend the closing 91. Take down real estate sign 92. Remove lock box after final walkthrough 93. Turn off 1-800 numbers 94. Close home in MLS 95. Confirm new address, phone, and email with seller 96. Order closing gift. 97. Attend closing for seller representation 98. Return to office with HUD-1 and all closing paperwork
SALES PROJECT MANAGEMENT
Project Breakdown 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12.
Provide home warranty to buyer Remove home from all web sites Enter new contact info in database Call day after closing to handle last minute moving issues. Post-Close Activities Give key to title company or buyer’s agent Obtain copies of signed final HUD and commission check Obtain lockbox and add “SOLD” sign to the property sign Change status in MLS to “SOLD” Save a copy of MLS “SOLD” status to DotLoop Add Anniversary date of sale to eEdge calendar Update Seller contact with new address
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Remove automatic Seller Report Notifications Change contact status to reflect a SOLD client Change client Group in eEdge Email Satisfaction survey and capture recommendations Ask for reviews on Trulia andZillow Mail Thank You Note to buyer and buyer’s agent Deliver gift to listing client (seller) Add contact to 33 touch campaign Un-forward property domain name and allow to expire Stop and visit 90 days after closing Email 1-year anniversary thank you note to client
MARKETING STRATEGY
CUSTOMIZED MARKETING PLAN The Home-Selling Process: Marketing Your Property My Marketing Plan • Provide advisory consultation on pricing your home to position it competitively with current trends and competitors in your market. • Provide staging consultation for your home to cast a positive light on the features most important to buyers: move-in-ready, uncluttered rooms and closets, current maintenance, and terrific curb appeal. • Provide Professional Photography and a virtual tour to syndicate across numerous Websites to attract local and out-of-town buyers. • Place "for sale" signage, complete with property fliers easily accessible to interested buyers. • Distribute "just listed" notices and mount a circle calling campaign to identify interested neighbors, family and friends s potential buyers. • Optimize your home's Internet presence by syndicating information through the Keller Williams Listing System (KWLS), as well as local and global MLS systems. • Produce professionally designed print collateral, including a property brochure, comment cards and fliers to market your home. • Target marketing to active real estate agents who specialize in selling homes in you neighborhood. • Create an open house schedule Include your home in company and MLS tours, inviting other agents to see your home for themselves. • Advertise your home through websites, publications, direct-mail campaigns, email campaigns and social media. • Target active buyers and investors in my database who are looking for homes in your price range and area. • Provide weekly updates detailing the progress of the sales process, including comments from the prospective buyers and agents who have visited your home.
PROFESSIONAL PHOTOGRAPHY
As a Certified Professional Photographer, I understand the competitive advantage that superior imagery and video provide in the current internet search tools. James ensures that every home is presented in the most positive light possible
PROFESSIONAL SALES COLLATERAL
PRINTED FLYERS AND BROCHURES
EXTENDED OPEN HOUSE SERVICES
POSTCARD MAILINGS
HOME BUYER CHANNEL PREFERENCES
IMPORTANCE OF INTERNET SEARCH SITES
KWLS SYNDICATED MARKETING Extended Market Reach When you list with me, we’ll have access to the Keller Williams Listing System, or KWLS. This proprietary, exclusive system ensures your property is marketed online 24/7 through more than 350 of the most popular search Websites.
CUSTOMER CENTRIC
INTERNET PRESENCE
www. J c b h o m e s 4 u . c o m
SOCIAL MEDIA
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www. J c b h o m e s 4 u . c o m
WHY KELLER WI LLI AMS
WHY KELLER WI LLI AMS
Keller Williams is not your traditional Real Estate company. That is why it is not surprising that we are the #1 Real Estate Franchise in the World, by agent count. Our phenomenal growth is only part of the story: •
A network of over 112,000 real estate consultants with a projected growth of 300,000
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700+ offices in the US and Canada (50 Major Markets), including International presence in Costa Rica, Dubai, Indonesia, Mexico, Portugal, South Africa, Turkey, Spain, the UK and Vietnam.
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Excellence in cutting-edge real estate training, real estate coaching and real estate education
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Most Innovative Real Estate Company – Inman News
WHY KELLER WI LLI AMS
Technology Leading-edge tech tools and training give me the edge in effectively marketing your property online, 24 hours a day, seven days a week! Through KW’s exclusive Keller Williams Listing System (KWLS), your property is fed to more than 350 online search engines and available on KW’s Web network of more than 76,000 sites. Best of all, because of Keller Williams Realty’s “My Listings, My Leads” philosophy, every single Internet inquiry on your property will come directly to me so that I can follow up quickly on potential buyers for your property. Teamwork Keller Williams Realty was designed to reward agents for working together. Based on the belief that we are all more successful if we strive toward a common goal rather than our individual interests, I’m confident that every Keller Williams professional shares the common goal of serving you, my client, in the best way possible. Knowledge Keller Williams Realty helps me stay ahead of trends in the real estate industry through its comprehensive, industry-leading training curriculum and research resources. It’s what prepares me to provide you with unparalleled service. Reliability Founded on the principles of trust and honesty, Keller Williams Realty emphasizes the importance of having the integrity to do the right thing, always putting your needs first. It reinforces my belief that my success is ultimately determined by the legacy I leave with each client I serve. Track Record I’m proud to work for #1 Real Estate Franchise in the World, by agent count! It’s proof that when you offer a superior level of service, the word spreads fast.
WHY KELLER WI LLI AMS
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Keller Williams Realty is the Largest Real Estate Franchise in the world, by agent count.
REAL ESTATE MARKET INSIGHT
WHAT SELLERS WANT FROM THEIR AGENT
WHY HOMES SELL…
WHY HOMES SELL…
I am not the one who decides the worth of your home.
The market does! Positioning Because some, but not all, factors are within our control, we will collaborate on a pricing and marketing strategy that will take advantage of the first 30 days your property is listed. That is the window of opportunity when buyers and their agents discover your property and are most likely to visit and make offers. Condition After price, the biggest thing that attracts offers is great property condition. The vast majority of homes need at least some cosmetic improvements done immediately. Research shows that half of all sellers spend at least $100 on improvements and 25 percent spend $2,000 or more. The condition of the property affects the price and the speed of the sale. As prospective buyers often make purchases based on emotion, first impressions are important. I will make suggestions regarding the condition and staging that will position your home in the most desirable and appealing light possible. These are factors that you are able to control. Good staging initiatives can cause your home to sell in half the time. Competition Prospective buyers are going to compare your property – both the condition and the price – to other listings in and around your neighborhood. Those buyers will determine value based on properties that are listed or have recently sold in your area. Price In the end, value is determined solely by what a buyer is willing to pay in today’s market, based on comparing your home to others currently on the market. I don’t determine value and neither do you. The market determines value. This is also a factor that you are able to control. I will provide the best information and coaching available to help you maximize your profit in the shortest possible time. Location
As important as location is to the sale of a home, it is a factor you are not able to change or control.
PRICE COMPETITIVELY – THE WINDOW OF OPPORTUNITY
• The greatest interest occurs in the first 15 to 20 days • Showings are maximized when the home is priced correctly • Buyer interest declines when the price is too high • BE PREPARED for the surge of interest at the time you list
WHY HOMES SELL… CONDITION
It’s a fact: acquiring the highest market value and elevating your home above others in the same price range often comes down to first impressions. Following is a list of the most common improvements considered when preparing a home for sale. Priority should be given to ensure that the home is in move-in-ready condition, meaning that
• • •
all systems are fully functional, all spaces and surfaces are undamaged, clean and uncluttered, and that there is no deferred maintenance.
WHY HOMES SELL‌ STAGING
I want your home to be shown in the best possible light to prospective buyers in order to get you top dollar in the shortest amount of time.
I will engage a professional stager to create the warm and inviting environment your buyers will want to feel, focusing on the best architectural features and selling points your home has to offer.
PRICE RIGHT – EXTENDED EXPOSURE WORKS AGAINST YOU
PRICE RIGHT – ATTRACT BUYERS
Pricing your property competitively will generate the most activity from agents and buyers. Pricing your property too high may make it necessary to drop the price below market value to compete with new, well priced listings.
PRICING MISCONCEPTIONS
The value of your property is determined by what a buyer is willing to pay and a seller is willing to accept in today’s market. Buyers make their pricing decision based on comparing your property to other properties SOLD in your area. Historically, your first offer is usually your best.
PARTNERSHIP COMMITMENTS Home Owner
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Complete improvements and cleaning “Stage” your home to be appealing Hide valuables, prescriptions, personals Display marketing collateral Call to replenish marketing collateral Vacate premises during showings Call me with any questions Refer friends and acquaintances who might be interested in your property.
Selling Agent
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Provide CMA and pricing consultation Staging and improvement consultation Professional photography & virtual tour Post Listing and syndicate marketing Install signage and deliver collateral Hold Broker and Buyer Open Houses Design and print marketing collateral Execute sales campaign Give Feedback on showings Qualify proposals and buyers Advise and facilitate negotiations
LET’S GET STARTED
TODAY’S EXCITING ACTIVITIES
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Schedule Open Houses
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Set up professional staging services
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Set up professional photography and video
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Post and syndicate international listings
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Produce professional marketing collateral
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Initiate targeted database marketing campaign
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Initiate circular mail &tele-marketing campaign