Coastal Sellers Guide by Robert Barber RealEstate

A Guide to

Maximum Selling

Welcome,

You have just taken the first step on the road to realizing your real estate goals and exceptional living through real estate. By contacting our team, you now have on your side experienced real estate professionals leading you to selling your home. Selling a home is one of the most important decisions you will make. Properly positioning your property is a complex and important task. Part of that is hiring the right real estate team. Not just a Realtor. See for yourself as you go step by step through this easy and useful sellerâ&#x20AC;&#x2122;s guide. We are here to help you select the ideal strategy, which meets your objectives and is tailored to your specific needs. Our innovative approach to positioning a property for the market and excellent personal attention makes it easy for you to realize your real estate goals!

Sincerely,

Robert Barber, CCIM

OUR Philosophy Vision: Exceptional Lives Through The Right Real Estate Mission: Provide our clients with the best opportunity for an exceptional life through real estate decisions supported by world class customer service, cutting edge technology, and solid work.

We have adopted a particular philosophy of doing business... Why would you want to hire our team? Most Realtors® do business as if they will never see or hear from their clients again! Because they have that mind set, often customer service slips or discrepancies appear. They just want to get the deal done and move to the next one. They never build trust with that client and are typically afraid of "losing them" to another Realtor® so they have to get the "deal done fast", regardless of the consequences. Our way of doing business is to think of the relationship with our client as a long term association... not for just one transaction. We work hard to prove to ourselves and to our clientele, that we have their best interest in mind... and they in turn give us their loyalty. Because of this different mind set on both sides, the pressure is off. We are willing to work with our Sellers and Buyers as long as necessary to meet the strategy and goals set by our clients. We tell the truth and live with the consequences. Again and again we have found that people prefer to work this way. We are committed to earning the right to be your Personal Realtor® For Life!!

“Life is too short, to have a relationship that is not supporting an exceptional life” - Robert Barber, Firm Principal

TheMaximum Payoff

GUIDE For

Sellers

For most people, the sale of their home is one of the five most important financial transactions of their entire life. Who you select to represent you in this transaction can help or hurt you when it comes to getting what you deserve from the sale of your home. The information in this guide is to help you make the right choice in a Realtor that will do all they can for YOU. Many Realtors think their most important job is satisfying the customer. We donâ&#x20AC;&#x2122;t believe in working with customers; we believe in taking care of our clients. Whatâ&#x20AC;&#x2122;s the difference?

Customer: A person who purchases a good or service from another! Client: A person that depends on the protection of another We believe that satisfying the customer is simply the minimum requirement for staying in the business. We work constantly to improve our systems, processes, and services to go well beyond the standard level of service provided by most Realtors and provide the care and direction for our clients. Our team is built on a strong foundation of core values and purpose. Our Team is dedicated to teamwork, continuing self improvement, positive attitudes and most importantly family. The passion for client service comes first with every person that walks through the door. Our main objective is to get you the most amount of money in the least amount of time and with the least amount of hassles. We strive to provide you with the best service in the industry while keeping you informed about every aspect along the way. There are many factors involved in selling a home. It really boils down to aggressive marketing, a sound pricing strategy, knowing the numerous options that are available to you (you will learn them soon), and finally, having an agent who has an intense interest in your well-being above and beyond anything and anyone else. The Maximum Sellers Payoff Guide will do all of these for you!

Why Homeowners!

DON’T

Go To The Same !

t n e g A e t a t s Real E According to the National Association of Realtors! Pro4ile of Home Buyers and Sellers, 69% of all home-‐owners DO NOT go back to the same Realtor! Why?! 1. Lack of Communication! 2. Too many promises, nothing delivered! 3. Little to no marketing of my home! 4. Priced my home unrealistically! 5. Hard to get in contact with! 6. No advice on how to stage my home! 7. Less experienced than what they appeared! 8. Most buyers weren’t quali4ied! 9. Lack of professionalism! 10. Promised a selling price far from reality! 11. Didn’t show my home! 12. Too busy! 13. Didn’t listen to what I wanted! 14. Poor negotiating skills! 15. Sold my home for a low price! 16. Left out important details! 17. Lack of representation! 18. Too pushy! 19. My home didn’t sell! 20. Didn’t do anything I couldn’t have done!

41.7%

HOMES

[The First Time On The Market] In today’s ever changing Real Estate market, you need every possible advantage to sell your home for top dollar. In recent years, less than 50% of the homes listed have sold. That means your Realtor, their track record, and experience is more important than ever.! We study the market daily to help advise our clients to make the best decisions, opt for the most ef-‐ fective improvements, and set the best price that will attract the most potential buyers.!

Location! Condition! Price! When you decide to buy and sell your home, go with the team that will guarantee you more. Selling one of your largest investments is a huge step and the right Realtor can make the process quick and easy....resulting you more money!! Don’t list your home to let it expire, hire the Realtor that will get it sold in the least amount of time for the most amount of money for you!

TEAMWORK Our

Focus

“

Teamwork is the ability to deliver accomplish-‐ ments toward organizational objectives. It is the fuel that allows common people to attain uncom-‐ mon results.

“

Critical

Questions You Must Ask Your

Realtor

It’s important to know the track record of the Agent who is going to take care of one of your largest investments. Ask another Realtor these questions to see who will do the most for you! Our Team

Are you a licensed Real Estate Agent?

Yes

Are you FULL TIME?

Yes

Do you specialize in existing home sales?

Yes

Do you have a personal brochure and resume?

Yes

Do you work with a team or alone?

Team

How many staff do you employ?

Do you have a 30 day marketing plan?

Yes

Do you have a verbal follow up/feedback program?

Yes

Is your company international or local?

Both

Do you have video and virtual tours?

Yes

How many websites will my home be found on?

900+International MLS

How many homes are you currently marketing?

Do you have your own in-house mortgage company?

Yes

Do you provide a tour of homes?

Yes

Is your office open 7 days a week?

Yes

How long have you been in Real Estate?

7 Years

What designations do you hold?

CCIM, e-Pro, HAFA, MBA

How many homes have you sold in your career?

Over 500

Do you control your marketing or does your broker?

I do

Can you sell my home?

Yes

How soon can you start?

Now

Other Realtor

How to Recognize!

INEFFECTIVE

Real Estate

Practices Real Estate has been practiced for over 100 years and it’s the way most agents oper-‐ ate today...!

A.Advertise themselves! B.Place a sign in your yard! C.Create a 4lyer for your property! D.Post listing on MLS! E.Encourage of4ice to show it! F.Try an Open House! These traditional methods in real estate have proven less and less effective as the! times have changed. In today’s market, you need a Realtor with the knowledge! and experience to get your home sold. We utilize the latest technology, consumer in-‐ novations, and unique team system to market your home for all it’s worth and get you what you deserve.!

Think about this:! •Would you entrust a surgeon with your life who has had 11 successful surgeries and still practices with equipment and knowledge from 1950?! •If you were on trial for murder, would you consult a lawyer who has been in court twice and only refers to the books he used in college for examples?! •In real estate, there are well known facts on how most agents conduct business. The pitfalls are typical and unfortunate. Most agents:! •Promise too much to too many customers and loose focus! • Have little or no support staff and end up wasting time, energy and money! •Sell few properties due to lack of ef4iciency! •Limited resources

How to Recognize!

INEFFECTIVE Real Estate

s e c i t c a r P

The most successful real estate agents only focus on what works. For several years, I have researched and developed systems that are proven to get results. We are always looking for the newest and most innovative ideas to help you get the most out of your home selling experience. We will...

A.Advertise the property where you can generate the most buyers! B.Build maximum buyer interest through our huge inventory of high impact expo-‐ sure techniques throughout the community and a team of full time Realtors to make it easy and convenient for buyers to get what they want, when they want it!

C.Create an effective off-‐line marketing strategy using full-‐color property brochures, innovative sign riders with lead capture, and targeted direct mail cam-‐ paigns to both the public and real estate agents!

D.Download your listing on the most respected and prominent real estate web portals including Realtor.com, Yahoo.com, Homes.com, as well as the local MLS web site and Board of Realtors Multiple Listing System to create an intense inter-‐ est from agents and buyers at large!

E.Funnel large groups of buyers who actively drive neighborhoods looking for open houses to your home using special directional signs and advertisements to get buyers through your door!

Keep in mind, top agents make strong promises of action and service, then back them up in writing to insure complete accountability to their sellers. They have highly ef4icient teams of trained professionals in place to take care of you throughout the entire real estate transaction.

4 GUARANTEED Marketing Approach Results The Point

Throughout the Maximum Payoff Sellers Guide, you will see our Guaranteed Results! Our system to a team approach with the manpower of multiple agents and resources to aggressively market and sell your home while seeing your transaction through every step to a successful completion. We work in an environment that demands quality service and guaranteed results. Each person on the team has a spe-‐ ci4ic responsibility to you, our client, in the process of selling your property. Our team makes the possi-‐ bility of getting your home sold fast and for top dollar a REALITY. We will get RESULTS!

4 FACTORS Involved in Selling Your Home at the!

TOP of the !

MARKET

1. LOCATION! 2. EXPOSURE! 3.NEGOTIATION! 4.EXECUTION

If not properly positioned, a home will not sell.

4 GUARANTEED Marketing Approach sults e R 1 The Point

Home Analysis

Together, we will review your home to determine what the outstanding features are. We will go over staging ideas that will appeal to almost any buyer as well as go over market informa-‐ tion to price your home correctly.

Marketing & Advertising In order to ensure your home gets the best marketing and exposure to quali4ied home buyers in today’s market conditions, you need to understand where buyers come from. You will have input in the marketing strategy and be informed about the progress along the way.

Design & Deliver Marketing your home is our responsibility...we will design web advertisements, sell sheets, emails, and signage that will deliver the best message about your home. If there is something you want us to develop for your property, let us know what you want, and we will deliver.

Multi-Media Marketing! We guarantee to market your home for more and in more places. Our multiple media sources are proven to effectively and aggressively advertise your home to the most amount of quali4ied buyers. This includes 3 Proven Programs which corresponds with our 12 Essential Marketing Systems:! 12 Essential Marketing Systems: • QR Codes -‐ Outbound Calls!

• Email Blast to 30,000 plus Clients and Agents (Includes outbound call and Text campaigns)!

• 900+ Different Websites!

• Video and or Virtual Home Tours!

• Professional Photography!

• Direct Mail Campaigns!

• Display Advertisements!

• Aggressive Online Marketing!

• Open House Opportunities • Professional copy righters

• Full Color Property Brochures!

• Multiple Listing Service!

• Direct Contact with our pool of Buyers

Pricing

Homes to

Sell

Pricing Misconceptions It is very important to price your property at competitive market value. Buyers and Sellers Deter-‐ mine Value. 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 4irst offer is usually your best. Your value is not determined by the following;

If your asking price is 10% above true market value you will loose half of potential buyers that will look at your home.

Who Will Write The

ADVERTISEMENT That Will Sell Your

Home

What you say about a property is what entices the buyer to want to see your property or not. The de-‐ scription of your home must pull the reader into an emotional state of mind that compels them to want to know more. There are subtle copy writing tips and techniques that are proven to be more ef-‐ fective than others. We’ve written hundreds of real estate ads that pull the kind of response that ordi-‐ nary agents only dream about. Consider this simple example: Backyard with scenic views! There may be one LETTER -‐ not even a word -‐ one letter that makes a SIGNIFICANT difference in the response rate to an ad. ! Furthermore, there are hundreds of descriptive words to choose from, to put in front of ‘scenic views’. Examples: Tranquil Scenic Views Private Scenic Views Breathtaking Scenic Views Different descriptive words attract different types of buyers, prepared to pay different prices.! There is a CODE that must be cracked to do this, and to do this well....we’ve cracked that code.! Our sales numbers speak for themselves.

Leading Edge

PRE-MARKETING Blast

We We

Leading Edge

PRESENCE TEXTING and

Yard

Problem:

Signs

An average Realtor sign panel is usually 18”x24” which is not very visible from the street when a po-‐ tential buyer or Realtor is driving by. Often times you cannot even read the phone number on the sign. Plus Realtors and neighbors don't really pay attention to the yard signs.

Solution:! A sign post will be ordered with our sign panel in front of your home with a coming soon rider for potential buyers driving the neighborhood to see and inquire before your home hits the mar-‐ ket. Our signs are oversized and completely re4lective visible 24 hours a day. We will also con-‐ duct a call/texting campaign to neighbors and Realtors announcing your property to the market.

Seller’s Benefits: Signs are visible at night when car lights shine on them, just like a traf4ic sign Increase exposure to a full 24 hours per day

Buyer’s Benefits: Allows those potential buyers driving late at night see that your home is on the market Gives the buyer a visual reminder of the home

Leading Edge

TECHNOLOGY

24hr Hotline & TEXTING

Problem:!

24 Hr 7 Days A Week Online Communication !

Upwards of 52% of home buyers drive past a home once they view it online and 42% of all buyers! drive through areas they would like to live in when they are considering buying a home. Many times interested buyers 4ind an empty 4lyer box or worse, no 4lyer box at all! Seller’s miss out on a potential buyer for their home because the buyer couldn’t get the information they wanted and! your property must include such advertising, it’s not enough to simply throw a 4lyer in a box and at-‐ tach it to a sign in your yard.!

Solution:! Our 24 Information Hotline features a unique system to manage buyer inquiries to make sure not one opportunity to sell your home is ever missed. Best of all, we are able to track to see how many calls you are getting vs. showings and text capabilities for tracking buyer activities. We also employ text campaigns when the marketing deems.!

Seller’s Benefits: The 24 hour system ensures that a potential buyer does not move on to another property without our team educating them about the bene4its of your property. We can also ensure the potential buyer gets all pictures, virtual tour and home features are delivered instantly

Buyer’s Benefits: Allows the buyer to see or hear most of the homes important features without waiting and wondering Gives the buyer a visual reminder of the home

“Buying a home is a process...Not an Event!”

Leading Edge

TECHNOLOGY Teaser

Problem:

Tours

Sometimes it is hard to showcase a property with a 4lyer or a few pictures. Even a virtual tour cannot do the property justice. Buyers need to see themselves living in the home.

Solution:! Our leading edge Teaser Video Tour company is an expert real estate story teller. In marketing homes today some properties need to go beyond 4ixtures and location to emotion. Our Teaser Tour company will create mini-‐movies -‐ complete with story lines, actors, musical scores and even aerial photography -‐ that are set in the homes to create an emotional connection with potential buyers. In just a 30-‐60 second teaser, we can create a fabulous way to walk buyers through properties from distant locations connecting them directly into a living experience in the home. All it takes is a computer and a few clicks of the mouse and a buyer can take a “virtual living experience through” of a property which is very close to the experience of the real thing. In fact, sometimes properties are sold sight un-‐seen, primarily on the basis of a Teaser Tour!

Seller’s Benefits: This great high-‐tech tool allows us to showcase your property, electronically, in gorgeous detail, to prospects in remote locations. Sales of YOUR property can occur even though a buyer cannot physically get to the property when they are ready to offer on it. Visual Tours offer multimedia exposure, complimenting and enhancing our other advertising and promotions of YOUR property.

Buyer’s Benefits: Now buyers truly can shop for properties online Virtual tours instantly allow out of area buyers detailed views of properties they otherwise could not see without 4irst getting in the car and driving to see it

Multiple

PROPERTY

Problem:

Photos

When searching for a home, buyers buy based on what they see. If your home is being advertised without property photos, your home is being overlooked 75% of the time. Buyers want to see what they are getting and the more pictures they can see the better. You can have the best description in the world but without the picture to see, your property will not sell for Top Dollar.!

Solution:! We understand how buyers think and where they look to 4ind their perfect home. 90% of buyers! begin their search for homes on the internet and most buyers search through pictures before reading descriptions. We want your house to be the home 4irst buyers stop to look at and we do that by dis-‐ playing multiple photos. It’s important to understand what the buyer is looking for and we want to show them every aspect of your home. We only use our in-‐house professional photographer.

Seller’s Benefits: We will post multiple property pictures in all of our internet advertising as well as on property brochures to give buyers the full spectrum of your home By posting the maximum number of photos on the MLS, we will get buyers and other realtors interested in YOUR property We will take pictures throughout the inside and outside of your property to show what your home has to offer

Buyer’s Benefits: Buyers get to see your home from every aspect through the multiple photos posted online Buyers are more apt to see a home in person after liking what they see online

Leading Edge

TECHNOLOGY Virtual

Tours

Problem: Sometimes it is hard to showcase a property with a 4lyer or a few pictures. Since many prospective buyers prefer to use the internet when shopping for a home, they often only look at those homes on-‐ line that offer more than a few static photographs.!

Solution:! Our leading edge Virtual Tours are a fabulous way to walk buyers through properties from remote! locations. We place a premium on allowing these “over the web shoppers” to be able to access! YOUR property in a virtual environment to get a good idea of what it is that’s being offered for sale. All it takes is a good idea of what it is that’s being offered for sale. All it takes is a computer and a few clicks of the mouse and a buyer can take a “virtual walk-‐through” of a property which is very close to the experience of the real thing. In fact, sometimes properties are sold sight un-‐seen, primarily on the basis of a virtual tour!

ADVANTAGE Buyer’s

Program

Where Buyers Found The Home They Purchased 2% Print Newspaper 4% Home Builder or their Agent

2% Directly From Seller Knew Seller

6% Friend Relative Neighbor

11% Yard Sign Open House Sign

38% Real Estate Agent

37% Internet

Taken from the National Association of Realtors **”2010 Profile of Homebuyers and Sellers”

** Other

** Home Books/Magazines

90% of buyers use the internet to search for their home.!

YES – 94.3% NO – 4.7%

94.3% of recent movers said the internet was becoming! more important than print.! More buyers = better chance of 4inding one willing to meet your terms, price and desired closing date.

Buyer’s

ADVANTAGE Problem:

Program

Did you know 90% of homebuyers are not interested in the home the Realtor wants to show. Usually, it’s the Real Estate Agent who picks the homes the buyer will view. This is a waste of every-‐one’s time.

Solution:! When a buyer or buyer’s agent talks to one of our team, we qualify them to make sure they are a match for your property. We also focus on that time to sell your property through selling tech-‐ niques to get the agent and buyer focused on buying your property.

Seller’s Benefits: Your home is in front of a huge group of potential, quali4ied buyers that are very interested The mailings to our “Buyer Advantage Program” group are very select and repre-‐ sent a powerful way of representing your home to this group This service builds buyer loyalty, giving us a strong number of serious prospects to bring through your home

Buyer’s Benefits: Buyers receive regular updates on all homes that match their criteria After previewing the material, buyers can select which homes they are interested in viewing Buyer want to be sold your property. It makes the decision easier fro them. Buying a home is not easy and can be painful. Our job is to make that easier.

Quality Lead!

CONVERSION

Problem:! Even if your agent is marketing your home online and in print the lead capture and conversion process is critical to getting buyers to actually work with that Realtor and ultimately view your home. NAR reports that the average response time to an internet lead is 16 hours with 32% of all leads not being responded to. Is this how you want interested buyers handling inquiries on your home?!

Solution:! Our revolutionary web sites convert interested buyers into hot leads at a rate that quadruples the average web site. We have trained professional partners that focus on getting the appoint-‐ ment with the buyer and ultimately work with us to buy a home. Hopefully, your home. Our lead response time is typically under 4ive minutes within the hours of 7am-‐8pm seven days a week. Our system for attracting buyers has been recognized internationally and will play a huge roll in

Seller’s Benefits: Our lead conversion program will bring you more interested and quali4ied buyers We have lead coordinators in constant contact with buyers waiting to buy the per-‐ fect property

Buyer’s Benefits: Potential buyers have complete access to see any home while getting the answer they want quickly With our lead conversion, buyers get the response they need to make the decision to buy

Effective

REAL ESTATE Problem:

Websites

The fact that the majority of U.S. households now have Internet access, combined with the advent of numerous web sites offering virtually unlimited listings of real estate for sale, means that today’s buy-‐ ers rely increasingly on the Internet as their primary source of information and data about properties for sale. With thousands of real estate sites now competing for attention, few Agents have the time, tools, or resources to exploit the Internet’s value as a sales tool.

Solution: Our team has automated the process in such a way to make it ef4icient to distribute your property to over 900 websites including 2 in-‐ ternational MLS systems.

SellOur

Our one-‐stop websites are recognized as extremely valuable resources for the FREE information buyers crave These sites allow buyers to circumvent dealing directly with agents while still get-‐ ting their information Your home will be exposed 24 hours a day, 7 days a week until it is SOLD! Property sta-‐ tistics, photos and a virtual tour will be available on HUNDREDS of websites

900+ Effective

REAL ESTATE

MLS

TourFactory.com

MyFloridaHomesMLS.com

Hotpads.com

s e t i s b e W

Realtor.com

Kw.com

Trulia.com

900+ Effective

REAL ESTATE Websites

YouTube.-

Homes.com

Houselocator.com

Moveto.-

ADVERTISING In

Problem: While brochures, 4lyers and detail sheets are a great way of getting the word out about your property to our “in-‐house” database of potential buyers and real estate agents, there is a huge audience of addi-‐ tional buyers. Many of those buyers can best be reached through direct mail.

Solution:! When deemed necessary we can mail Just Listed 6x11 postcards to your neighborhood! These cards are a very important part of your marketing portfolio as your neighbors might know someone ready to purchase a home.

Seller’s Benefits: The greater the number of resources we employ in advertising and promoting your home, the greater the chance we have of 4inding the perfect buyer The postcard also features a QR code, our hotline number and website so we can capture that lead right away

Buyer’s Benefits: Advertising in such media alerts other potential buyers that your home is on the market Many potential buyers rely on friends to help in 4inding a home, especially if it’s in their neighborhood

OUR Partners

Do you have any questions? Contact us! 速

Our knowledgeable real estate experts can help give you reliable and straightforward answers to your home buying questions.

Robert Barber, CCIM Robert is a Principal in Coastal Property Group FL and agent. Since entering real estate in 2006, he has completed several commercial and residential transactions totaling more than $200 million dollars and gained the designation of CCIM. In that time, he has also built his team into a leading FULL service real estate company in Florida. Robert also holds a Bachelor of Science in Electrical Engineering and a MBA.

rbarber@coastalpropertyfl.com Karl Moeller Karl is a Principal in Coastal Property Group FL and agent. He received his Bachelor of Science degree in Finance from Northeastern University. Karl put his sales and finance background to work as the sales manager for the Northeastern United States while at Tech Data Corp for 10 years. Karl has been a top producer in the real estate industry for over 10 years. During that time, Karl created the most successful real estate auction company in Florida in sales and has teamed up now leading Coastal Property Group FL in the residential sales market.

karlm@coastalpropertyfl.com

Call Now 888-589-4223 Your Team Beyond Rob and Karl there is an entire staff of real estate professionals working for you. And beyond them are several offices of agents strategically positioned in the Tampa Bay region to help sell your home.