Successful Sales Strategies

Provided by Nikitas Kouimanis
• (516) 206-0000
Successful Sales
Strategies

• (516) 206-0000
Marketing Factors
The entire real estate community includes all of the companies, offices, and agents in
the marketplace. They work together to sell property in an incredibly efficient system of
sharing information. The increasing effects of this cooperation will increase the
promotion that is done on each and every property in the marketplace. It brings
purchasers into the home buying process and after qualifying them to their wants,
needs, and abilities, they can be directed toward the home that meets their
requirements.
Purchasers have a tendency to want to look at all of the available properties that meet
their criteria. They will compare the homes according to value for price, condition, and
appeal. Even if the buyers are not familiar with prices in a particular area, after seeing a
few homes, it is easy to determine whether a home is priced correctly.
The agent’s objective is to get your home sold, not necessarily to be the one to actually
sell it. The sheer number of other agents makes it more likely that someone else will sell
it. The listing agent’s job as marketing coordinator will be to manage the sale to
maximize promotional efforts, represent the seller’s interests, and to use their
experience to make the transaction go smoothly.

• (516) 206-0000
We Have Mutual Objectives...
 The average Sales Price to List Price ratio experienced on my listings is higher
than the average of the Multiple Listing Service.
 The benefit to you is more money after all of the expenses have been deducted.
 The average time on the market experienced on my listings is less than the
average of the Multiple Listing Service.
 The benefit to you is that your home will sell in a shorter period of time so that
you receive your equity sooner.
 Negotiating the most favorable terms regarding mortgage fees, settlement fees,
possession and personal property can be as important as the price.
 The benefit of third party negotiation can be one of the most effective services
offered by an agent.

• (516) 206-0000
Home Selling Process

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Services Provided
Absorption Rate Positioning
A written report of the transactions
in the neighborhood to identify
similar properties that have sold
recently and what is currently on
the market. You will be advised as
to how many months of inventory
are currently available in an effort
to determine a realistic price for
your property.
Market Preparation
Improving the condition of the
home, "setting the stage" before
showings, and knowing what to do
when the property is being shown
are just a few of the things that will
help maximize the marketing
efforts. We’ll take time to examine
your home and explore the
alternatives to showcase your property.
Special Services
If you have to vacate the property prior to selling, special services can be arranged to
help you with your specific needs such as: collecting the mail, removing advertisements,
maintaining the yard, turning off the lights at night, setting the thermostat at a reasonable
temperature, paying bills and forwarding statements monthly, and reporting to you
monthly.

• (516) 206-0000
Pricing

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Overpricing
 Reduces sales associates activity because they know it is over-priced and
don’t want to waste their time showing it because the seller is unrealistic.
Increasingly more often, selling agents are representing the buyer and have a
responsibility to find the best values for their clients.
 Reduces advertising response because buyers as well
as agents looking for a particular type of home in a certain
area become familiar with what is available.
 Loses interested buyers who might have looked at it but
didn’t think the seller would consider what they thought it
was worth. Not all buyers are willing to go to the effort to
write an offer, put up earnest money, and take the time it
takes to find out if the seller will take less.
 Attracts the wrong prospects because they are
expecting more amenities in the home based on the price
and once they see it, it won’t compare to the other homes
in that price range.
 Eliminates offers for the same reason because the wrong prospects are looking
at the home.
 Helps sell the competition by making the other homes in that price range look
like they have more to offer.
 Can cause appraisal problems even if you were to find a buyer who was willing
to pay more than market value. The lender would require an appraisal which
would demand factual, objective proof that the home was indeed worth what the
buyer was willing to pay for it. The lender does this so that if they have to take
the home back because the buyer defaults, the loan would be covered by the
sale of the property.
 Extends market time because of all of the reasons listed above.

• (516) 206-0000
Internet Syndication
Exposing your home to the maximum number of sites and people is critical to selling
your home.

• (516) 206-0000
Financing Alternatives
Attractive financing can actually
shorten the marketing time and
increase the sales price. I stay up-
to-date with the types of mortgages
that are available and maintain
business relationships with
mortgage professionals to provide
choices.
Financing Concessions can
include seller-paid benefits like
paying part or the entire buyer’s
closing costs or buying down the
interest rate.
80/10/10 Mortgage–calculates the
payments on the first and second
mortgage that equal 90% and the
blended rate compared to a 90%
loan requiring mortgage
insurance. The second loan could
come from a conventional lending
source or from the seller.
Income Estimator - calculates the minimum amount of income and the maximum
amount of debt needed to qualify for a mortgage at a specific rate.
This form could be displayed in an open house or at a listing to give a buyer a rough
idea of what kind of income they would need to qualify to buy this house.
Seller’s Net Sheet - A Seller’s Net Sheet can provide an estimate of the charges
involved based on the contract and experience with local charges from title companies,
attorneys, and lenders.
Rent vs. Own – this form will show three significant benefits of homeownership that
reduce the cost of housing. They include the tax savings, appreciation, and amortization
that don’t apply to people who rent.
If the Rate Goes Up – this form illustrates how much the payment will increase with ½%
increments in interest that might occur while buyers wait to make a decision.
Cost of Waiting to Buy– this form shows a buyer what can happen if they are waiting
for the price on homes to come down. If the price does come down but the interest goes
up, it shows them how much more it could cost them to own the same home.

• (516) 206-0000
Positioning Your Home with Terms

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Certified Serious Seller
A Certified Serious™ Seller indicates that the homeowner has completed a series of
inspections and disclosures to accurately convey the condition of their home to the best
of their knowledge.
Advantages for Sellers
 Shortens the market time
 Increases marketability
 Reduces or eliminates obstacles to
closing
 Conveys confidence to buyers
 Affects better negotiations
 Creates differentiation with competing
properties
Suggested Requirements for Sellers
 Pricing the home at or below an
independent appraisal or within
absorption positioning to sell within 60
days
 Having a qualified home inspection
 Repairing items identified in a home inspection
 Pest inspection
 Property disclosure
 Home warranty
Certified Serious Seller
{Contact.FullName} have met requirements to be called Certified Serious Sellers by the
undersigned agent for the home that is being sold at {Contact.StreetAddressLine1}:
Pricing the home at or below an independent appraisal which was made prior to
putting the home on the market and is available for examination.
Having the property inspected by a qualified home inspector and making the repairs
that were required. Inspection is available for examination.
Having the property inspected by a licensed Pest inspection company. Inspection is
available for examination.
Having completed a Property Disclosure statement as well as a Lead Based Paint
statement. Copies are available.
Providing a Home Warranty for the buyer that will cover specific items for one year
from time of closing. Information on coverage is available on request.

• (516) 206-0000
Home Protection Plan
Home protection plans can increase the marketability of a home by providing a “peace of
mind” extra that competing homes may not have.
A home warranty increases
marketability:
 Warranted homes sell up to
50% faster than non-
warranted homes
 Homes with a warranty sell
for about 3% more, on
average (Business Week)
 Reduced chance the seller
will be asked to reimburse
the buyer for a breakdown
of a covered component
 Better chance that the closing won't be delayed by a malfunctioning warranted
item
 It provides the buyer with a full year of coverage on the home’s major systems
and appliances after they move in.
 In the event that something covered breaks down, only a deductible is paid and
the Warranty Company pays the remainder.
Buyer coverage on selected items:
 Central Heating System
 Electric Central Air System
 Interior Plumbing
 Built-in Appliances
 Electric Pool Equipment
The seller may also have coverage on certain items while the property is listed for sale,
even before the coverage is paid for.
Homes sell 60% faster and for a higher price than homes without a home warranty
... according to a study by the National Home Warranty Association.

• (516) 206-0000
Pre-Appraisal and Pre-Inspection
The benefits of ordering an appraisal and an inspection when initially listing the home
can make the entire marketing process move smoother and quicker.
Establishes Objective Value
The price is not merely set by the
seller but placed on the home by a
disinterested third party whose
profession is to value property.
Validates List Price
If the appraisal and the list price
are the same, there is less
likelihood that the buyer will
discount the “asking price.”
Establishes Basis for
Comparison
The appraisal and inspection can
be used to compare with subsequent reports and can help to validate or challenge their
findings.
Creates Awareness of Condition of Home
A third party inspection of the home by an inspector will identify areas that need attention
and serve as a marketing tool to buyers to give proof to the condition. It can also be
used to challenge claims that the buyer’s inspector might make.
Anticipates Potential Problem Areas
If certain things are identified by the first inspection, it gives the seller the opportunity to
repair them at competitive rates instead of possibly having to rush to get them done prior
to closing.
Saves Time
By understanding what might need to be done to a home early in the marketing process,
it can save critical time between the contract and closing.

• (516) 206-0000
Marketing Plan
1. Perform a comparative market analysis and absorption position analysis
2. Produce professionally
written copy describing the
property
3. Wide-angle photographs to
better display rooms
4. Maximize number of photos
on Internet sites to create
virtual tour experience
5. Broad-based Internet
exposure through listing
syndication
6. Expose the property
through the Multiple Listing
Service
7. Promote property on with
multiple photos
8. Place a sign on the property
9. Conduct a tour for the
agents
10. Conduct a Broker's tour for agents with other offices to preview the property
11. Notify the neighbors that the property is on the market
12. Notify the other agents in the area about the property
13. Conduct analog and virtual Open Houses for prospects and associates
14. Produce color property flyers – print and online
15. Promote the property to the best agents
16. Canvas centers of influence to locate prospects
17. Install a key box to facilitate ease of showings
18. Offer a one-year home protection plan for purchaser
19. Analyze financing alternatives for prospects
20. Follow-up on showings to obtain prospects' reactions
21. Provide market preparation tips
22. Involve the homeowner to maximize marketing position
23. Monitor activity to maintain competitive position in the marketplace

• (516) 206-0000
Professional Service Fee
The professional service fee charged by my company is X% of the sales price of the
property. Our company cooperates fully with other real estate companies and agents.
We offer a 50% split to the selling agency that is shared between the brokerage
company and the salesperson.
Transaction Fee
A transaction fee of $XXX.00 in addition to the commission is charged to cover the initial
expenses of placing the home on the Multiple Listing Service, the Internet, the sign, the
lockbox, and other miscellaneous fees. This fee is payable at the time the listing is
signed and is considered earned regardless of the outcome of the property

• (516) 206-0000
Performance Guarantee
We feel so confident in our ability to sell your home, that when your property is entrusted
to our company under an exclusive right to sell agreement for 180 days or more, our firm
assures you that if at any time during the listing period, you are not satisfied with the
service you are receiving, you may notify our office in writing and your listing will be
terminated.
Owner's signature
Owner's signature
Broker's signature

• (516) 206-0000
Follow-up
I can follow up on prospects that have seen your home without them thinking you're
anxious. A homeowner calling a person who has seen their home can give the wrong
impression that may lead them to think you are desperate.
The problem with a homeowner calling a prospective buyer "to see what he thinks" is
that the buyer might get the wrong impression. You don't want to appear as though
you'll take less money. This could lead to lower cash proceeds for you.
To the contrary, it is natural for a third party like the listing agent to follow up with a
prospect. It is the responsibility of the agent to find out what kind of reaction the buyer
had to the property. This will help encourage a contract and can lead to learning about
adjustments that can be made to make the home more marketable.

• (516) 206-0000
Professional Profile
Susan Anthony, an experienced sales executive, has focused her attention on the far
North Dallas and West Plano areas of the MetroPlex while concentrating on homes in
the above average price ranges. Ms. Anthony is a consummate salesperson with a
dedication to the essential components of marketing.
She is committed to her clients and their needs and devoted to helping them accomplish
their goals and dreams. In the midst of her challenging career, you will find a person
who is also dedicated to her family and community.
EDUCATION
MA, Master of Arts, English Literature, University of North Texas, May 1993
B.A., University of North Texas, May 1982. | Major – English | Graduated Cum Laude
CRS, Certified Residential Specialist
RFC, Residential Finance Consultant
WORK EXPERIENCE
Sales Executive, Stars & Stripes Realty, Dallas, TX, 1997 to present
Senior English Teacher at Woodrow Wilson High School, Dallas, TX, 1993-1997
Adjunct Professor, Dallas County Community College, 1991-92
 Primary teaching areas: Freshman English; English literature. Average class size
of 40.
Teaching Assistant The University of North Texas, 1990-91
 Teaching assignment: English Literature; Average class size of 60; largest class
150.

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Professional Profile continued...
 Organized an Open House Tour for Starwood that included 22 homes listed by
17 different agents. Two homes sold that day and another two within one week.
 Listed 2417 Russell Creek that had been on the market for six months with
another agent. Had the home professionally staged, repositioned it according to
current absorption rates, and created a marketing plan that sold the home within
30 days.
 While interviewing a widower about selling his home of 17 years at 9417 Spring
Branch, discovered that it had been rented for the last 18 months. After
explaining that to avoid paying Income Tax on the gain, it had to be owner-
occupied two of the last five years.
This meant that there couldn’t be a long market time and in fact, it must be sold
and closed with the allotted time frame. Discovering this information and taking
the proper action to guarantee a short market time saved the seller a
considerable amount of money he might have had to pay in tax.
 Listed 9419 Dartridge, Dallas after having been on the market for six months with
another agent. To overcome the fact that the home was vacant and didn’t show
well, we arranged for a home stager to furnish the home. We created a
promotional plan that made the property look like it was new to the market. The
home sold within 30 days from the day we unveiled it.
 Listed 515 Kirkwood that was inherited by two sisters after the death of their
mother. The home was in considerable disrepair and they didn’t have the money
to make the necessary repairs.
We got firm bids on all work to be done and found a lender who appraised the
home based on the repairs to be done. The lender agreed that with a qualified
buyer, they would make the loan, close the loan, and withhold monies to be paid
when the repairs were completed. This facilitated a single mortgage on the
property.
We then, positioned the home so that the buyer would be in the home for less
than market value after buying the home and doing the work.
 Saved a client $124 a month by recommending that she refinance her home 13
months after I sold it to her.
 Suggested to a buyer that instead of getting a 90% conventional loan that they
should get an 80% first loan with a 10% second loan instead of a 90% loan. This
saved them the initial premium of $1,800 on the Private Mortgage Insurance due
at closing and 3/8% each month in the payment. In addition to those savings, the
interest rate on the 80% loan was ¼% less than that of the 90% loan.

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