Congratulations on your decision to consider me for the job of selling your home. Homeowners from Westchester, Putnam and Dutchess counties have profited from the services that I provide.
As a committed real estate professional, I have had the privilege of working with many property owners this year who, it seems, have each had very unique situations. I spend a great deal of time studying and researching the current market trends to assure I market property, like yours, aggressively and successfully.
The customized marketing plan which I will present to you has been organized and designed to sell your house in the time frame that suits your needs. This explanation will give you a thorough understanding of the steps involved in the process.
Each year I strive to improve the marketing plan and update the technology. Those of you who have worked with me in the past will be pleased and impressed with a more efficient means of accomplishing the sale of your house. For those of you meeting me for the first time . . . get your questions ready. Open your minds and be prepared for a satisfying and successful real estate experience!
Mission Statement DEDICATION SELLS! My clients deserve and will receive the finest service ever offered by any real estate agent or organization. Some Questions To Answer When You Decide To List Your House: 1. What is the most important consideration in choosing a Realtor? 2. What services do you expect from your Realtor? 3. Pleased describe your motivation for selling your home? 4. How much money do you expect to net from the sale of your house? 5. What price do you think your house should sell for? 6. How did you arrive at that price? 7. Have you spoken to other Realtors regarding the sale of your house? 8. If yes, who and from what agency? 9. How long do you expect your house to be on the market? 10. If you were the buyer what do you think are the most attractive features about your house? 11. Least attractive? 12. Please list all improvements made to your home since you moved in 13. What are the best features about your neighborhood / community? 14. What are the worst features about your neighborhood / community? 15. What do you think is the most important aspect in selling your house? 16. Is commission the most important consideration in choosing a Realtor? 17. How long have you lived in this house? 18. Was this your first real estate purchase? 19. Do you think we are currently in a Buyer’s Market or a Seller’s Market? 20. Why? 21. Do you think listing your house higher than market value gives you more room to negotiate? 22. Do you think listing your house below market value creates a more competitive bidding environment? 23. Do you understand the principal of Full Disclosure? 24. Would you be willing to have a Home Inspector provide a home inspection prior to the initial listing period? 25. Would you be willing to purchase a Home Warranty? 26. Have you reviewed your liability insurance with your insurance broker to make sure you have proper coverage during the listing period? 27. Have you contacted a lawyer yet? 28. If so, who? 29. If you have pets, are there certain restrictions necessary for the pets during showing hours? 30. Where are you moving to? 31. When are you planning to make this move? 32. Have you spoken to a Realtor about the purchase of your next home? 33. If yes, who and from what agency? 34. Have you spoken to a Lender regarding the purchase of your next home? 35. If yes, who and how much were you preapproved for? 36. If yes, was your preapproval based on a dollar amount you expect to net from the proceeds of the sale of your house? 37. Does that dollar amount match the net you need to realize on the sale of your house?
Sincerely,
Barry Malawer
How Appointments Will Be Handled
I will add your home to my office listing sheet with all your contact numbers and showing instructions so making appointments for showings will be easy.
All outside agents must call my office to make appointments to show your home and we will log in each agent’s name and office affiliation (including our own agents) for your protection.
You will be notified of each showing in advance.
All agents who have shown your home will be contacted for feedback to continually improve the marketing of your property.
I will contact you with feedback on a regular basis.
Buyer Statistics
1% Bought as a result of an Open House they attended
3% Bought for a combination of reasons
3% Bought advertised property
7% Referral by relocation company
8% Responded to an Open House but bought a different home
18% Responded to an ad but bought a different home
20% For Sale sign
40% Name/Firm Recognition or Salesperson Contact
85% Started their search on the internet
.................................................source: National Board of REALTORS
A Word About Marketing Strategy
When discussing the price of your property, I will give you an honest assessment, based on the most current information available
I will update you with market changes on a monthly basis
I aggressively work the top 500 Buyer's Agents in the area.
I notify and prospect your neighborhood to find a buyer for your property.
I can prepare a virtual tour or website for your property and link it to various web sites or internet portals.
The Marketing Plan
1. Submit your listing to the Westchester/Putnam Multiple Listing Service within 24 hours.
2. Create a brochure highlighting all the special features of your home.
3. Place a lockbox on your property if it is agreeable with you. A lockbox will allow Real Estate personnel to show your house when you are not available. It also helps us track who has access to your house.
4. If desired, place a Coldwell Banker sign on your property.
5. Place your house on all appropriate Internet sites, including Realtor.com, Pennysaver.com, Coldwell Banker.com, Move.com, Harmon Homes.com, VLS, Zillow, Trulia, CBMoves.com, NY Times.com, etc.
6. Prepare a virtual tour, with multiple views, will be prepared to showcase your property on the Internet.
7. Set up an advertising campaign for maximum exposure for your house. Various print media may include The Journal News, The New York Times, The Wall Street Journal, Westchester Homes, Harmon Homes, The Real Estate Book, The Pennysaver, etc. All of the above is based on availability, applicable market audience, advertising cycles, etc. As part of the sales campaign, we agree to advertise the property, which advertising will be at our own expense.
8. Invite area Realtors to an Open House to preview your house for their
prospective buyers. Brochures will be distributed.
9. Hold a Public Open House, if appropriate.
10. Give you timely progress reports as to the number of showings and feedback from prospective Buyers and their Agents, current advertising, current status of any and all offers, follow up with Lawyers and Mortgage Brokers to make sure the entire process moves smoothly to closing.
11. Qualify my prospective Buyers before taking them to view homes. Before submitting any offer, I personally check the qualifications of the prospective Buyer. I also check the current buyer's housing situation to determine if their house needs to be sold in order to buy yours.
12. Keep you informed of current market conditions, interest rates, buyer activity, new houses on the market that might be competition to yours, etc.
13. Immediately submit all offers to you after determining Buyer’s qualifications. Discuss all aspects of the offer: price, mortgage amount and structure, closing date, personal property and terms.
14. Find out if your Buyer has a house to sell. Then I will find out the answers to the following:
A. Is their home currently on the market?
B. Is their home in Contract?
C. Does their Buyer have a mortgage commitment and/or anything to sell?
D. What happens to you if their Buyer delays?
15. Once an Accepted Offer is negotiated, make sure that all inspections are done within a reasonable time frame.
16. Prepare a Transaction Memo for your attorney, which provides information to assist them in preparing contracts.
17. Make sure the house appraised well by preparing Comparable Properties ahead of time for the appraiser to use.
18. FOLLOW UP to keep you informed of where we are in all the various aspects of contract to closing procedures.
Marketing Exposure / Online
Coldwell Banker.com
CBMoves.com
BarryMalawer.com
Realtor.com
Pennysaver.com
NYTimes.com
NYPost.com
JournalNews.com
LoHud.com
CraigsList.com
Postlets.com
VLS.com
Optimum.com
Trulia.com
Zillow.com
RealEstate.com
Cablevision12.com
Lycos.com
Housepads.com
HomeSeekers.com
BackPage.com
HomeGain.com
Oodle.com
Google.com
Yahoo.com
AOL.com
LisitngMania.com
YepHomes.com
YorktownInfo.com
WestchesterInfo.com
Katonah.com
CortlandtManorInfo.com
PutnamCountyInfo.com
ReallyRealEstateBlog.com
ActiveRain.com
Marketing Exposure / Print
Coldwell Banker For Sale Sign
Coldwell Banker Just Listed Campaign
Journal News
Pennysaver Real Estate Open House
Pennysaver Real Estate For Sale
NY Times
NY Post
NY Time Magazine
Daily News
Wall Street Journal
Village Voice
all print advertsing subject to the broker/manager's discretion
Transaction Flow Chart
PRICE DETERMINATION
1. Properties currently active on the market.
2. Properties Sold in the past 6 months.
3. Properties currently Under Contract.
DISCLOSURES
1. Property Disclosure Statement.
2. Lead Based Paint Disclosure.
3. Carbon Monoxide Disclosure.
4. Smoke Detector.
5. Agency Disclosure.
HOUSE PREPARATION
1. Exterior - First Impression, curb appeal.
2. Interior - warmth of a home.
3. Security Checklist
4. Pre Listing Inspection.
5. Necessary Repairs.
6. Necessary CO's.
1. Multiple Lisitng Service. 2. Coldwell Banker For Sale Sign. 3. Internet Marketing. 4. Broker Open House. 5. Neighborhood Mailing. 6. Professional Brochures and Flyers. 7. Local Area Ads. 8. Active Prospecting for Qualified Buyers. 9. Relocation Services. 10. Coordinate Showings. 11. Public Open House for Potential Buyers. MARKETING
QUALIFYING BUYERS
BUYER MAKES OFFER
SELLER COUNTER OFFER
AGREEMENT REACHED
Negotiated the Best Price and terms for the seller.
SCHEDULE INSPECTION
1. Buyer's Home Inspection.
2. Radon and termite Inspection.
3. Well and Septic Inspection.
4. Survey.
NEGOTIATE REPAIRS
Negotiate in the Best Interestes of the Seller to a meeting of the minds with the Buyer.
IN CONTRACT
1. Timely follow up on Contract Terms is key to ensuring on time closing.
2. Arrange for Appraisal.
3. Follow up on Buyer's Mortgage Commitment.
4. Follow up on proper Title work.
5. Keep Line of Communication open to make sure closing proceeds smoothly.
CLOSING NET SHEET
3. Security Checklist
1. Fees.
2. Repair Allowances (if necessary).
3. Commisson.
Pricing Your Home To Sell
Pricing your home correctly is crucial to selling your house in a timely manner at the highest price possible.
Current Market Conditions determine value. Pricing your house too high or too low can cost you time and money.
Some of the factors affecting price are Location, Condition, Updates, Features, Additions, Age, and Current Market Conditions.
Ultimately, it is the Buyer who determines the value of your house based on comparisons that they make to other houses on the market that compete with yours.
An experienced agent can help you determine the correct price range for your house so that it can be positioned on the market to bring the highest possible price in the shortest amount of time.
What Is A Comparative Market Analysis or CMA?
The Comparative Market Analysis contains a list of Comparable Properties to your house as determined by a search in the Multiple Listing Service. The comparables are listed by what is currently active on the market today, what is currently in contract and what has recently sold.
The Active Market helps us determine where your house would fit in Today's Market if a buyer was searching for a home in a particular price range. It is important to realize that the Active Market may contain some houses that are incorrectly priced. This is helpful in that if your house is correctly priced it should appear as a more attractive property than a house that is priced higher than it should be.
The In Contract Market helps us determine what the last listing price of a house was that brought a buyer to the property, which resulted in signed contracts. While we can't determine the price the house sold for, we know that the list price was attractive enough to bring a ready, willing and able buyer.
The Sold Market is helpful in determining the actual Sold price of comparable properties and gives an indication of what an Appraiser can use to determine the value for a mortgage loan.
Preparing Your House For Sale
Remove the clutter. A cluttered house looks smaller than an uncluttered one. And that includes the closets. You're going to clean out your house when you move - you might as well start now. Give away that furniture that you were going to. Send those clothes to Goodwill that you were going to. Designate one room for all your storage or moving boxes.
Make those necessary repairs. Fix the doorbell, replace the cracked window, repair the loose piece of siding, fix the leaky faucet - all those things you've been meaning to do. Now Is The Time.
Keep your house clean and neat. Wash the carpets, clean the windows, paint the room that needs painting. Keep the kitchen and bathrooms clean and in good working order. Put your best house forward.
The outside of your house is just as important as the inside.The first impression a buyer has is made before they even set one foot in the door.
