Pre Listing Packet
Dear Home Seller
Thank you for taking the time to review this packet. I think you will find it exciting and informative. So, how am I different from other realtors? To sum it up, I am willing to put my money where my mouth is. I create accountability to you by making some bold, results-driven guarantees, followed by ways for you to get out of the listing agreement if I do not perform. Either way you win. I sell your home for the price we agreed to in the time frame we discussed or you have the ability to terminate the listing contract. My enclosed Marketing information can never take the place of a personal meeting, nor is it intended to, but it will give you a chance to know a little bit about me, my beliefs, and the step-by-step plan we use to get many homes like yours sold as quickly as possible. That way, when we do meet, I can place my full concentration on what's most important to you. Together we will determine the best possible pricing strategy the current market will bear to get your home sold in time frame that fits your needs. Additionally, we will determine the targeted buyers for your home and develop marketing strategies to attract their interest. These targeted buyers are the most likely to pay the highest price for your home. I'll explain this concept and strategy in more detail when we meet. I am really looking forward to the very special opportunity to serve you in your real estate needs. Sincerely,
Joe Langston
The Joe Langston Guarantee
I am committed to doing what I say I am going to do; I think we call that integrity. If you disagree you may do one of the following:
1. Fire me! No questions asked. If after working with me for 60 days, you are not satisfied and do not feel that I am following our “plan of action”, or if just don’t like me, fire me!
OR
2. Charge me! If I can not produce a bona-fide offer, usually defined as an offer with in 98% of asking price with in 60 days of listing, charge me! That is $1000 cash at settlement*
I can only do these two things if you will be 100% cooperative and if you list the home at the current market value determined by the CMA during our listing agreement.
Paid in the form of reduced commission
People Who Have Experienced The Process
Please check with two or three of the people I have worked with recently. They will help you determine if the information that follows is fact or fiction.
|
Linda Palmer 1730 W. Stonebridge Dr. # 80St. George, Utah 84770 435-673-5908 |
Mike & Diane Stuehser202 S. 1210 W.St. George, Utah 84770 435-674-1581 |
| CJ & Darcee Somerville2353 Alamosa Dr.Washington, Utah 84780 435-627-2752 | Shane & Sherri Jordan870 S. 1100 W.Hurricane, Utah 84737 435-668-2577 |
| Dan & Janna Neville1044 S. Shady Springs CircleSt. George, UT 84770 435-627-8484 | Alex & Micqaela CrouchBox 2409St. George, UT 84771 435-668-1821 |
| Aaron & Katy Langston799 E. 3540 S CircleSt. George, UT 84790 435-673-3916 | Signe Ikhaml865 Larkspur RdSt. George, UT 84790 435-673-9339 |
| Lonnie Clove1067 S. 1080 W.St. George, UT 84770 435-668-0077 | Bill & Mary Kimball2004 W. Silver Spur DriveFarmington, UT 84025 801-451-5693 |
Joe’s Plan of Action
OBJECTIVE:1. To get as many QUALIFIED BUYERS as possible through your home until it sells.2. To assist you in getting the most money possible in the least amount of time with as little aggravation as possible.JOE’S PLAN FOR SELLING YOUR HOME:1. Help You Price Your Home to Sell by Using Researchable Data.Benefit to you…no excessive time on the market and few if any price reductions!2. Internet! Your home will be featured on my personal website, joelangston.com, www.utahremax.com and www.realtor.com. Benefit to you…80% of all home buyers seek information from the internet before they buy a home. I have a site that attracts buyers in a variety of different ways, and allows them to get information about your home without having to speak to me, therefore more respond, and I can follow up.3. Virtual Tour.Benefit to you…People who use the internet to look for homes, will often only see the ones with a tour. With 80% starting to shop on the net, it seems like a good idea.4. Toll Free Information Hotline with 24 hour recorded information.Benefit to you…I will have a phone number to call back for anyone who calls about your listing to get valuable feedback to help us get your home sold.5. Preview Magazine or Direct mailing. Benefit to you…The public will have easily accessible information about your home without having to speak to me until or unless they are interested. 6. Personal Prospecting. I contact one hundred people a week and ask them if they want to buy one of my listings, or ask them if they know anyone that does. Benefit to you…You never know when someone’s Mother, Father or Sister is moving into town, we want them to help select their new neighbor7. Putting Your Home in the MULTIPLE LISTING SERVICE.Benefit to you…Over 1000 other local agents will have an opportunity to help us show and sell your home.8. Verbally Networking with Other Agents.Benefit to you…With so many listings on the market, sometimes a personal endorsement by a known agent helps with a few more showings.9. Promote Your Home at the Company Sales Meeting.Benefit to you…Added exposure to friends and peers who strive for the well-being and success of others in their office. 10. Develop a List of Features of Your Home for the Brokers to Use with Their Potential Buyers.Benefit to you…You help generate this, so it includes many things that you have enjoyed that would be unknown to a prospective buyer.11. Suggest and Advise any Changes that Need to Occur to Make your Property More Saleable.Benefit to you…Candid, honest feedback. I do not take listings to list, I take them to sale. This is part of the process of getting your home sold.12. Get Additional Exposure Through a Professional Sign and Lock Box.Benefit to you…The assurance that a professional negotiator is working to protect your equity, and account for all of the legalities of the sale.13. Whenever possible Pre-Qualify the Prospective Buyers.Benefit to you…Bona-fide qualified buyers only please, this is the exact reason why I do not hold open-house.14. Keep You Aware of the Various Methods of Financing that a Buyer might want to use.Benefit to you…Since you probably do not negotiate a home sale everyday, it would stand to reason to have someone who is aware of current programs standing in your corner, if the issue comes up.15. Represent You on All Offer Presentations … to assist You in negotiating the Best Possible Price and Terms. Benefit to you…I am clear on who is the source of my business and who is paying the commission. I want you to be happy with the results. 16. Full-Time Office Manager Onsite During Business Hours. Benefit to you… Netta, my able and ready office manager is here to answer all of your questions and makes sure that nothing falls through the cracks. KEEP YOU INFORMEDA. Call every agent that shows the home to gather valuable feedback.B. Call you weekly, usually on Thursday to update our process.C. Provide candid feedback from other showing agents and their buyers about your property.D. Update you about changes in the market that may influence the sale of your home.
CLOSE THE SELL ONCE A CONTRACT HAS BEEN NEGOTIATED
A. Keep track of all crucial dates in the contract.B. Follow up with mortgage and title, agents, inspectors, appraisers, to get you to the closing table.C. Accompany You to Closing.
Choosing a Price for Your Home The TWO determining factors to consider when selling your home are Price and Motivation…and they are related.
- Price…If IBM stock is trading between 104 and 108, it does no good to insist on selling at 112. Likewise, your home must be priced within the appropriate range. You must actually "sell" your property twice: first to a buyer and then to an appraiser. The buyer is more subjective and compares the amenities of your home to those of other homes in the same price range. The appraiser is more objective and compares age, size, and cost-identifiable features in your home against other properties that have sold. It is also important to understand that pricing encompasses condition and location, and proper pricing takes each of those two aspects into account.
- Motivation…Has a lot to do with pricing. For every home there is a small pricing range (usually $10,000 or less) that it could sell within. If you do not want to move for six months, then you will usually price your home higher within the realistic range of value. Conversely, if you need to sell within two weeks the pricing strategy will mandate picking a price near the bottom of the appropriate range. Motivation helps you and me pick a point within the pricing range that will allow your home to sell at the proper time based on your specific moving needs.
I use my experience and expertise to fine-tune the price by taking these variables into consideration.
Why You Should Price Your Home to Sell
Chances are that your home will sell at its fair market value. Pricing it realistically at the outset simply increases the likelihood for a timely sale with less inconveniences and greater monetary return.
COMPETITIONBuyers educate themselves by viewing many homes. They know what a fair price is after they have seen an average of 15-20 homes. If your home is not competitive in value with those they have seen, it is not likely to sell. Buyers typically make good offers on fairly priced homes before making low offers on poorly or over-priced homes. This is because motivated, qualified buyers are becoming tired of the process, want results quickly and do not have the emotional stamina to see if the overpriced listing is flexible enough to play the negotiating game, if they have an acceptable “right priced” listing in their price range. REPUTATIONOverpricing causes most homes to remain on the market too long. Buyers, aware of a long exposure period, are often hesitant to make an offer because they fear "something is wrong" with the house. Often homes on the market for a long time eventually sell for less than their fair market value, because the excessive marketing time has created a stigma.
INCONVENIENCEIf overpricing keeps your home from selling promptly, you can end up owning two homes - the one you've already purchased and the one you're trying to sell. This can prove costly and worrisome, as well as inconvenient.
Eighty percent of the marketing of your home is done when we decide at what price we list your home.If you are unwilling to list your home at, or just below current market value, you are better served not to be on the market at all.
Just The Facts
The best chance for selling your property is within the first seven weeks. Studies show that the longer a property stays on the market, the less the seller will net. Price Fact It is very important to price your property at a competitive market value at the signing of the listing agreement. The market is so competitive that even overpricing by a few thousand could mean that your house will not sell. Interestingly, your first offer is usually your best offer. Here are reasons for pricing your property at the market value right from the start in order to net you the most amount of money in the shortest amount of time. An overpriced home:· Minimizes offers.· Lowers agent response.· Limits qualified buyers.· Lowers showings.· Lowers prospects.· Limits financing.· Wastes advertising dollars.· Nets less for the seller. Most people are turned off by even the smallest amount of uncleanliness or odor when buying a home. Sellers lose thousands of dollars because they do not adequately clean. Clean Fact If your house is squeaky clean, you will be able to sell your home faster and net hundreds if not thousands of dollars more. If you are planning on moving, why not get rid of that old junk now so that your house will appear larger? Make more space. Odors must be eliminated especially if you have dogs, cats, young children in diapers, or if you are a smoker. You may not notice the smell, but buyers do! Most agents have a difficult time communicating to their sellers about odor. By employing me to get the most amount of money for you, the seller, do not take offense if I must confront you about odor problems. Top selling agents will not show your home if it is not easily accessible. They do not have time to run around town all day picking up and dropping off keys. They want to sell homes! Access Fact: The greatest way to show a house is to have a key box! When your house is being shown, please do the following: · Keep all lights on.· Keep all drapes and shutters open.· Keep all doors unlocked. ( if appropriate)· Leave soft music playing.· Leave the premises.· Take a short walk with your children and pets.· Let the buyer be at ease, and let the agents do their job. Paint is your best improvement investment for getting greater return on your money. Paint and Carpet Fact: Paint makes the whole house smell clean and look neat. If your house has chipped paint, exposed wood or the paint looks faded, it is time to paint. If your carpet is worn, dirty, outdated, or an unusual color, you may need to seriously consider replacing it. Many houses do not sell because of this problem. Don't think that buyers have more money than you have to replace carpet. They don't. They simply buy elsewhere. Your front yard immediately reflects the inside condition of your home to the buyer. Yard Fact:
Our area has a good climate therefore outside activities are important. People enjoy their yards. Make certain that the trees are trimmed so the house can be seen from the street. Have the grass mowed, trimmed, and edged. Walkways should be swept. Clean away debris. Remove parked cars. These all add to curb appeal. If a buyer does not like the outside, they often do not take the time to look inside.
Ads Don’t Sell Home.…People Do!
Many people think to sell a home you place an ad in the paper and wait for a person to call and buy the home…NOT SO!! If that were true, real estate professionals would be out of work.We are trying to educate sellers and the public about the tremendous changes in REAL ESTATE MARKETING. A recent study by the National Association of REALTORS® uncovered some interesting statistics about WHERE BUYERS COME FROM.
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40% |
Purchased because they recognized a SALESPERSON or firm name and were serviced by them. |
| 20% | Purchased because they saw a professional sign in the lawn and approved the home's exterior and location and price. |
| 18% | Responded to an ad but eventually purchased a different home. |
| 7% | Were referred through a relocation service. |
| 3% | Bought the home they saw advertised. |
| 1% | Bought the home they saw at an Open House. |
| 3% | Bought for a combination of the above reasons. |
| 8% | Bought for other miscellaneous reasons |
ABOUT PRICE… You are probably clear on the fact by now, that well-priced homes receive good workable offers, whereas over-priced homes receive low-ball offers or more commonly than not, no offer at all.
How to Interview a Real Estate Agent to Sell Your Property
There are hundreds of real estate licensees in our area. Choosing the right agent for your home can be confusing. It is especially difficult when you speak with several different agents, and they all seem so convincing.
There is a way to determine who is the most likely to succeed in getting your price and terms. The key is knowing the right questions to ask. This is particularly important now, as homes are selling more slowly.
The following list provides you with questions to ask your prospective Realtor. The list will not only help you select the right Realtor, but also get you the very best from the one you choose…
1. Do you work as a full-time Realtor®?2. How many listings do you have at this time? (It is good to have several - it means more buyer calls, but not so many listings that yours gets neglected.)
3. Do you have a full-time staff member to see that no details are overlooked?
4. How many potential buyers and sellers do you talk with in a day? A week? A year?
5. If I choose to do a tax-deferred exchange, are you experienced in such transactions?
6. In what ways will you encourage other Realtors® to sell my home?
7. Do you have a system to follow-up on other agents so that we get valuable feedback after every showing?8. How many properties have you sold within the past 6 months?
9. Do you have references that I may check?
10. Are you associated with a national referral network that refers their buyers to you so that you can refer me to the top agent in the town or state I may be moving to?
11. Are you on the Internet exposing my property to millions of buyers instantly?
12. What is my property worth? What listing price do you recommend? How did you arrive at this price?
13. How will you assist in my relocation plans?
14. Do you have a written Specific Marketing Plan designed to sell my property quickly and for top dollar?
15. Do you have a toll free information line so that my home is marketed 24-hours a day?
16. Do you personally prospect to sell my home to the public?
Frequently Asked Questions and Statements
1. We are thinking about selling ourselves to save the commission.· Is it really about paying a commission, or is it about getting the highest net after closing? Bona-fide, serious, buyers shop with agents. Locals that do not need a home right away and are looking for a bargain shop “by owners”. No doubt you can sell the home yourself, the question is did you get enough out of it? Sure, it costs money to hire a good agent, but your bottom line is often better. Currently, I am achieving over 98% of my list to sell price. “By owners” nationally are averaging 91-93%, basically, I do most of the work and you get more money. 2. Let’s list high, we can always come down later.· That sounds like a good idea, but let me explain why that may hurt us in the long run. Agents seldom show homes that are overpriced for their size, features and location. Obviously, fewer showings result in fewer offers. What’s worse, sometimes you will actually cause the competition to sell. For example, a Buyer’s Agent may say, if you like the Smith’s home for $X, you are going to love the Jones’ place for $Y. We are better off pricing the home to sell and defending our price, then going through a series of annoying price reductions that will keep the house on the market longer, often resulting in a smaller bottom line. 3. I have a friend in the business.· Nearly everyone in St. George does. The question is, do you really want to sell the home or are you just trying to do your friend a favor? Sometimes it is better to do business with a non associated professional so you can take the emotion out of the deal and treat it like a business transaction. 4. What is unique about the way you sell homes?· Two things really. First of all, I spend the first two to three hours of my day either looking for buyers for my listings or looking for listings for my buyers. I do this by making a lot of telephone calls and sending email. (Ask me about the numbers). Secondly, I have a web site that is specifically designed to drive buyers to your home. On my site, a buyer has the ability to view your home and search the entire MLS without even speaking to me. When they are ready, they give me a call and the rest is history. This is a proven method that is unique to our area. 5. Will you cut your commission?
- Sorry, I can not do that. (But the other agent said they would). If I can not be firm in defending my own value, how can I be firm in defending the price we have set on your home? I have the courage to be firm both ways. Secondly, if your normal rate of pay was $20 an hour and someone offered you the opportunity to do your very best for $13, would you agree, in good faith, to put forth the same effort and use your best materials, when you could earn more money by doing another job?...Tough question...Isn’t it?
Tell Me Why Your Home Is Special
We're sure you have enjoyed living in your home and have been pleased with its many features. I can make sure we tell prospective buyers about all the special features of your home. Please fill in the items so I can target our marketing efforts to those prospects most likely to buy your home.
Home features that we have really enjoyed:_____________________________________
________________________________________________________________________________________________________________________________________________
I think my home is well suited to a:___________________________________________
(Family, couple, seniors, single person, etc.)because it has these features:________________________________________________
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What advertising media did you use when you were looking for a home?
_____Local Newspapers _____Yard Signs _____Agent Reputation
Other:__________________________________________________________________
Preferred Name:____________________________________________________
Email Address:_____________________________________________________
Phone Numbers: Home______________Cell____________Office____________
What Are You Concerned About?
- I want to act in your best interest
- I am eager to have you share your concerns and expectations about the marketing of your property
- Please take a moment to complete the survey below
NOT CONCERNED VERY CONCERED
BUYER'S QUALIFICATIONS? 0 1 2 3 4 5
MULTIPLE LISTING? 0 1 2 3 4 5
BROKER COMMISSION? 0 1 2 3 4 5
SHOWING PROCEDURES? 0 1 2 3 4 5
ADVERTISING? 0 1 2 3 4 5
OPEN HOUSES? 0 1 2 3 4 5
INCONVENIENCES? 0 1 2 3 4 5
POSSESSION? 0 1 2 3 4 5
PRICING? 0 1 2 3 4 5
CLOSING COSTS? 0 1 2 3 4 5
SECURITY? 0 1 2 3 4 5
CONTRACTUAL OBLIGATIONS? 0 1 2 3 4 5
FINANCING? 0 1 2 3 4 5
NEGOTIATIONS? 0 1 2 3 4 5
This information will help me answer your questions!
Qualifications and Results
Objective To be chosen as the realtor to list, market and sell your home. This is to be done by providing honest, straightforward information on changing market trends and weekly feedback on showings. By being in consistent communication, we can work together to get the home sold! Experience I have been a Full time real estate agent since February of 2000. I am proficient and experienced in Resale, New Construction and Lot/Land sales. Below is a table of my production during my active and successful career.
|
Year |
Transactions closed | Dollar Volume of sells |
| 2000 | 19 | $1,985,550* |
| 2001 | 31 | $2,790,000* |
| 2002 | 41 | $3,690,000* |
| 2003 | 56 | $6,193,643 |
| 2004 | 75 | $11,145,185 |
| 2005 | 60 | $12,838,577 |
| 2006 | 52.5 | $13,179,175 |
Available in listing packet
The Only Thing Left To Do
I hope it is clear now that I am a dedicated, seasoned, result-oriented professional with your best interest in mind.
My system is complex, and has many components, but my plan is simple. Get your home sold for the most amount of money in the least amount of time possible with as little inconvenience as possible.
I am not the leading listing agent in my company, but as you can tell from my “Qualifications and Results” sheet, I am productive, competent and busy, but not too busy for you to be unimportant to me. If we have the pleasure of working together you will likely feel like the rest of my clients who appreciate my service. In fact, about half of my business is contributed from past clients either using my services again for themselves or referring me to their friends and family.
Put me to work…You have nothing to lose, and so much to gain. With the “Joe Langston Guarantee” in place I am motivated to get the job done right, or I could be fired! Since I am only compensated when YOUR needs are met it only makes sense for me to do everything I can to make that happen.
I stand by my word. Give me a call so we can get your home on the market and get it sold. I can be reached at any of the numbers on our letterhead or my business card.
Thank you for reading this package; your consideration is much appreciated. I am anticipating your call, and I am excited to serve you.
Joe Langston
Repeat Performer
500 Bucks!
This certificate entitles the bearer to a $500 rebate for their second transaction with me! Proceeds will be paid at settlement and will be deducted from commission entitled to me, provided a commission is available. If no commission is available to me, then this offer is null and void. Rebate can be used for anything lawful and approved in a real estate transaction and will most likely be used in a reduction of down payment or closing costs. I will also honor this certificate if it is transferred to a friend or family member, provided the client who transfers the rebate has either listed, is pending or has closed a transaction with me. Thanks for the opportunity of working with you…Again!
Joe Langston
