1. Global Brand & Local Connections
5 Steps
Tour
The
Property
Intro
Customized
Marketing
Plan
Pricing Paperwork
CENTURY 21 Sweyer & Associates
S e r v i n g S o u t h e a s t e r n N o r t h C a r o l i n a
w w w. c e n t u r y 2 1 s w e y e r. c o m
Global Brand & Local Connections

2. Global Brand & Local Connections
QUESTIONAIRE

3. Global Brand & Local Connections
CLIENT GOALS & OBJECTIVES
o Where are you moving to? _______________________________________________
o Why are you moving? ___________________________________________________
o Ideally when would you like to be in ________________________________________?
o How long have you lived in your present home? ______________________________
o What “major improvements” have you made to your present home? ______________
o Who else are you talking with about the sale of your home? ____________________
o What do you think your home is worth? ______________________________
o What are your major concerns in making a move? ____________________________
o What would it do to your plans if you couldn’t sell? ____________________________
o On a scale of 1 to 10 (10 being I have to sell – 1 being it really doesn’t matter)
o How would you rate yourself? _________ What would make you a 10? ________
o If you feel comfortable with everything we discuss today,
are you ready to put your home on the market? ______________________________
PROPERTY ADDRESS: ______________________

4. Global Brand & Local Connections
CUSTOMIZED MARKETING PLAN
CENTURY 21 SWEYER & ASSOCIATES
GLOBAL BRAND WITH LOCAL CONNECTIONS

5. Global Brand & Local Connections
A TRADITION OF EXCELLENCE
You have a team dedicated to move your home to closing
Established in 1987, CENTURY 21 Sweyer is the largest locally owned
& operated franchise real estate company in the market
#1 CENTURY 21 in North & South Carolina in closed sales from 2003 to 2015
CENTURY 21 office out of 7,000 offices worldwide in 2015Ranked #14
Global Brand & Local Connections

6. Global Brand & Local Connections
#1 CENTURY 21® North & South
Carolina in Closed Sales!
200+
REALTORS®
SERVING YOU IN
SOUTHEASTERN
NORTH CAROLINA

7. Global Brand & Local Connections
Community Involvement
At CENTURY 21 Sweyer & Associates, we strongly believe in combining our
efforts as a company so we can give back to the community that supports us.
In addition, over the last 10 years, we have raised over $600,000
for Easter Seals United Cerebral Palsy of NC.
Global Brand & Local Connections
Each year, we consistently raise over $100,000 for local charitable causes.

8. Global Brand & Local Connections
CENTURY 21® surveys each of our clients
after the closing of their transaction.
CENTURY 21 Sweyer has consistently
received the award given to the top 1% of
all CENTURY 21® companies worldwide for
exceptional customer satisfaction.
Global Brand & Local Connections
Quality Service Guaranteed
ACHIEVED QUALITY SERVICE AWARD FOR THE PAST 17 YEARS

9. Global Brand & Local Connections
Steve Salemi
Hampstead
Sales Manager
Jeff Sweyer
Owner/Managing
Broker
Shirley Morrison
Owner Jacksonville/
Managing Broker
Whitney Leonard
General Manager
Lee Eatmon
Landfall Assistant
Sales Manager
and Instructor
Paige Sweyer
Financial Closing
Processor
Sarah Ryan
Financial
Processor
Jim Davis
Sign Installer
Jo Anne Britt
Relocation Director
Caryn Walsh
Transaction
Coordinator
Karin MacKinnon
Internet Leads
Manager
Linda Lewis
Call Coordinator/
Listings and Contracts
Processor
Gina Haynes
Executive
Assistant,
Whitney & Jeff
Susanna Addison
Marketing
Coordinator
Chloe Jordan
Office Administrator
Holden Beach
Jason Lee
IT Specialist
Pat Huthwaite
Real Estate
Instructor
Crystal Babson
Holden Beach
Sales Manager
DEDICATED & PROFESSIONAL
SUPPORT STAFF
WE BELIEVE THAT BEHIND EVERY GREAT REAL ESTATE AGENT IS A GREAT SUPPORT STAFF
Laura Willgohs
Office Administrator
Jacksonville
John Horton
Downtown Wilmington
Sales Manager
Marilyn Hutchens
Office Administrator
Carolina Beach

10. Global Brand & Local Connections
MARKET STATISTICS
WRAR MARKET STATISTICS
1st Half 2016 VS 1st Half 2015
CENTURY 21
SWEYER
+11.4%
CENTURY 21
SWEYER
+17.69%
VOLUME SOLDUNITS SOLD
We are more homes & for a price,
staying ahead of the market!
selling higher
The Results Tell the Story! #1 CENTURY 21 Sweyer
MARKET
+8.5%
MARKET
+11.4%

11. 7,100 offices (worldwide)
2,613 offices (U.S.)
102,923 Sales Associates (worldwide)
Offices in 75 countries and territories (worldwide)
CENTURY 21®: 96%
Largest Global Real Estate Company
Source: 2015 Ad tracking study by Millward Brown, a global market research organization.
RE/MAX: 91%
Coldwell Banker: 86%
Keller Williams: 44%
CENTURY 21®:
THE MOST RECOGNIZED BRAND IN REAL ESTATE

12. Global Brand & Local Connections
HOW WE WILL MARKET
YOUR PROPERTY
MOST SUCCESSFUL SIGN IN REAL ESTATE
BUYERS RELOCATING FROM
AROUND THE WORLD
DRIVING INTERNET TRAFFIC
1
2
3
SOCIAL MEDIA
COMMUNICATION
MLS – MULTI-LISTING SERVICE
4
5
6

13. Global Brand & Local Connections
GOLD POST SIGN
National surveys show that when 2 identical
homes are for sale, more people prefer
CENTURY 21® over any other company in
the world.
• Wooden Gold Post
• Bold Colors
RESULT
o Increased recognition
o Increased buyer exposure
CENTURY 21®:
THE MOST RECOGNIZED SIGN IN REAL ESTATE

14. Global Brand & Local Connections
o CARTUS is one of the largest relocation companies in the world.
o Some clients include: GE, USAA
o CENTURY 21 Sweyer manages the majority of that business in Eastern NC.
o CENTURY 21 Sweyer is ranked as one of the top 20 CARTUS companies in
the world, winning the prestigious Platinum Award for SIX years in a row.
1
CENTURY 21® GLOBAL REFERRAL NETWORK
CENTURY 21 Sweyer receives clients from other CENTURY 21® companies
worldwide referring buyers. It is the largest global family of real estate
professionals.
WHAT THIS MEANS TO YOU AS A SELLER
Corporate Relocation Buyers need to move immediately and already have their
financing in place. These buyers are like GOLD. They are looking for houses
and are ready to buy!
2
WE DRIVE BUYERS TO YOU
2 POWERFUL CONNECTIONS TO BRING YOU BUYERS
REFERRAL AND RELOCATION SERVICES

15. Global Brand & Local Connections
THE INTERNET
T H E M O S T P O WE R F U L TO O L I N T H E W O R L D

16. www.century21sweyer.com
WE’VE GOT THE INTERNET COVERED
of home buyers use the internet to search for a new home96%
+800
additional Real
Estate search
websites
REALTOR.com Zillow.com Trulia.com Google.com
Local CENTURY 21 Sweyer Website National/Global CENTURY 21 Website
Out of all the real estate franchises, CENTURY 21® gets the most unique visitors in all real estate searches.
www.century21.com

17. Global Brand & Local Connections
To find the right buyer for your home, we market on the
most visited social media sites. Considering hundreds of
millions of people visit these sites daily, it is important for
your home to be included.
Our listings include a built-in posting tool that encourages
social sharing. Not only will your listing post on social
networks, but others can share your listing on their social
networks with a simple click of the mouse!
MILLIONS OF PEOPLE ARE ON THESE SITES DAILY
SOCIAL MEDIA
Facebook Twitter Pinterest Instagram
STAYING ON THE CUTTING EDGE
OF REAL ESTATE MARKETING

18. - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -
By creating a Unique Property website and YouTube Video for each of our listings, we are able
to attract online buyers as well as provide local buyers with fast and comprehensive
information about your property.
These days it’s easy for properties to get lost among the thousands of real estate listings added
to the market each and every day. Your Unique Property website and YouTube Video will
ensure that your property stands out from the crowd!
ATTRACT BUYERS THROUGH YOUR UNIQUE DIGITAL MEDIA
YOUR OWN PROPERTY WEBSITE
and YouTube VIDEO
STAND OUT WITH A UNIQUE PROPERTY WEBSITE and VIDEO
VIDEOS
2nd largest search engine!

19. Global Brand & Local Connections
The CENTURY 21® LeadRouter
System is a software application
empowering CENTURY 21 agents to
receive internet buyer leads for
your property from wherever they
are, instantaneously.
LeadRouter sends alerts when a
potential buyer inquires about your
property, enabling me to respond
immediately. This means that
buyers interested in your property
will be able to reach me quickly.
BUYERS FOR YOUR PROPERTY REACH ME IN AN INSTANT
World Class Lead Follow-Up System
WE HAVE THE TECHNOLOGY

20. EXPOSES YOUR HOME TO THOUSANDS OF AGENTS & BUYERS
MLS: MULTI-LISTING SERVICE
The MLS is a digital network of all properties listed by REALTORS® in the area.
(This network is only available to licensed REALTORS®
Over 2,000 local real estate agents representing thousands of buyers)
95%
Of all buyers work
with an agent who
is a member of the
MLS

21. Global Brand & Local Connections
Our outreach programs provide regular
discussion about the market.
We network year round through personal
communications, community involvement, and
a variety of media channels, such as YouTube,
Facebook, direct mail, market reports, blogs,
and our Buyer’s Guide.
We want to make these efforts to benefit you
by creating the most ready market possible.
Our team of full-time, professional brokers
collectively reach thousands of people in our
community. It’s about making a market to
expose your property to more buyers.
Global Brand & Local Connections
GENERATING AND CAPTURING INTEREST IN REAL ESTATE
MAKING A MARKET

22. Global Brand & Local ConnectionsGlobal Brand & Local Connections
COMMUNICATION
MY PROMISE TO YOU
I will review all the marketing
efforts that will bring us a
buyer for you in the least
amount of time.
I will be your partner the
day your home goes on
the market.
I will update you monthly on
recently solds, pending
properties, and listings that
could affect the sale of
your property.
I will communicate with
you after each showing
to give feedback from
the agent and potential
buyer after they have
seen your home.
FEEDBACK RESEARCH MARKETING PARTNER
You will constantly be informed on the status of your home selling process

23. Global Brand & Local Connections
IT’S MORE THAN PUTTING UP A SIGN IN YOUR YARD
WHAT IT TAKES TO SELL
 Discuss property
enhancement
options
 Staging advice
 Coordinate service
items
 Seller Disclosure
 Property profile
 Prepare Listing
Paperwork
 Home warranty
review
 Photo for flyer,
internet and
virtual tours
 Comparative Market
Analysis
 Establish
offering price
 Establish
marketing plan
 Execute Promotional
Plan
 Online
 Print
 Direct Mail
 MLS
 On-Site Signs
 In-Person
Showing
 Weekly office
presentations
 Promotion to
other brokers
 Communicate progress
 Showing
feedback
 Online traffic
report
 Product and Pricing
Updates
 Comparables
 Market
Conditions
 Review current market
conditions
 Review other buyers’
interest
 Review current
comparable sales
 Suggest contract
terms
 Negotiating strategy
 Coordinate Offers
 Buyer pre-qualification
 Prepare contracts
 Coordinate Review by
client’s Attorney, if
needed
 Manage conditions of
contract
 Application for
financing
 Application for
insurance
 Inspections
 Financing
 Appraisals
 Work orders
 Document
Preparation
 Negotiate agreement to
best satisfy the
conditions of the
contract
 Recommend vendors
for seller consideration
 Follow up to ensure
conditions met
 Coordinate Attorney
order and review
 Coordinate
conditions of closing
 Coordinate with
closing agent
 Track buyer’s lender
progress
 Review any final
contract changes with
escrow
 Review estimated
settlement statement
 Discuss final details
with client
 Confirm Closing
Recordation
PREPARING YOUR
HOME FOR SALE
MARKETING
YOUR HOME
NEGOTIATING
THE CONTRACT
TRANSACTION
SERVICES
CLOSING
SERVICES

24. Global Brand & Local Connections
PRICING YOUR HOME

25. WHAT IS YOUR HOME WORTH IN TODAY’S MARKET
COMPARATIVE MARKET ANALYSIS (CMA)
WHAT IS A CMA?
A CMA is the mathematical approach to determining
the value of your property. It is an analysis of properties
that sold in your area over the last 90 days with similar
qualities to yours.
CMA IMPORTANCE
Based on this data we will be able to determine the market
value of your property. Remember, buyer’s agents and
appraisers will be using the same method to determine the
value of your property.
COMPARATIVE MARKET ANALYSIS (CMA)

26. When you price your property at market value, you expose it to a larger percentage of prospective buyers
and increase your chances of a sale. Sellers often want a “cushion” between the asking price and what
they will take. The Price Exposure Pyramid points out the potential dangers of this practice.
-15%
-10%
10%
15%
10%
30%
60%
70%
90%
Market Value
YOUR PROPERTY NEEDS TO BE PRICED WELL IN TODAY’S MARKET
PRICE YOUR HOME TO SELL
 Reduces Agent Showings
 Reduces Advertising Response
 Attracts The Wrong Prospects
 Loses Interested Buyers
 Helps Sell the Competition
 Eliminates Offers
OVER PRICING

27. Don’t miss your “Prime Marketing Time” selling advantage.
A brand new listing is:
 Exciting
 Shown more
 Generally SOLD FOR A HIGHER PRICE than older listings
A NEW LISTING SHOULD BE CORRECTLY PRICED ON THE FIRST DAY
PRICE RIGHT IN BEGINNING
We need to decide where to sit on the bus!
• This bus represents the market of all the sellers trying to sell their home.
• The bus is made up of three groups of people.
• The front of the bus represents all the sellers that are motivated to sell, will price
their property at market value or below, and will typically sell between 0-120 days.
• The middle of the bus represents people who will price their houses at market value,
with an expectation of selling their house in 120-240 days.
• The people on the back of the bus are considered speculators. These people have
priced their homes over market value with a reasonable expectation of selling in 240+
days.
• Today we’ve got to decide where we would like to sit and more importantly, when we
would like to get off the bus.
• Every time the bus stops, sellers will get off (i.e. sell their home). Most people on the
bus will then move closer to the door.
• In today’s market, every time someone gets off the bus, two people seem to get on.
• Depending on where they sit, it will determine if you move up or back.
PICK A SEAT!

28. The market value of your home IS NOT:
AGENT elimination - if the agents are not previewing it, or
if they preview but do not show it, they are eliminating it.
BUYER elimination - if it is being shown with no results, the
buyers are finding better properties to buy and they are eliminating it.
Either case indicates that your home is not priced at market value.
Remember....price overcomes all objections, and value is a moment in time.
WARNING SIGNS:
WHAT DETERMINES YOUR PROPERTY’S MARKET VALUE
MARKET VALUE
The market value is what a buyer is willing to pay for the property. IT IS:
o What you have in it
o What you need out of it
o What you want
o What the tax office says it is worth
o How much it is insured for
o Based on memories and treasures
o Based on prices of home where you are moving
o Based on location
o Based on normal marketing time
o Based on today's economic conditions
o Based on today's market
o Based on today's competition
o Based on today's financing
o Based on the buyer's perception of condition

29. Global Brand & Local Connections
Pricing a property above market value
generates less interest.
ATTRACTING THE RIGHT BUYERS
PRICING STRATEGY
o If your property is priced right, more buyers will be
interested when it hits the market
o Buyers search based on how much they can afford,
overpricing has the effect of hiding your property from
the right buyers
o Comparable properties we will show you are designed
to help you select an offering price that attracts the
right buyers – buyers who want to make an offer
Choosing a price is similar to a magnet,
the closer it is to the target
the stronger the attraction!

30. Global Brand & Local Connections
MARKETING SUMMARY

31. WE HAVE A DIVERSIFIED MARKETING STRATEGY
EXPOSING YOUR PROPERTY
The National Association of REALTORS® has stated that 96% of all buyers begin their home search on the internet before
making a purchase. This is why CENTURY 21 Sweyer & Associates has an aggressive internet campaign to make sure your
home gets the greatest exposure.
INTERNET
CARTUS is one of the largest relocation companies in the nation, and will manage the moves of more than 140,000 relocating
employees in 2016.
For the fifth year in a row, CENTURY 21 Sweyer & Associates is the winner of the prestigious Cartus Platinum Award. The highest
level of achievement that can be attained by the Cartus Broker Network’s principal brokers.
AWARD WINNING RELOCATION SERVICES
CENTURY 21® receives hundreds of clients from other CENTURY 21® companies worldwide referring buyers to Wilmington.
It is the largest global family of real estate professionals in 75 countries -7,100 offices worldwide; 2,613 offices in the U.S.;
111,923 agents worldwide.
GLOBAL REFERRAL NETWORK
CENTURY 21® is the most recognized sign in real estate. Surveys have shown that signs are one of the best sources for advertising.
National surveys show that two identical homes for sale, more people prefer to deal with CENTURY 21 over any other company.
SIGNS

32. We advertise in a variety of mediums to get your home the greatest amount of exposure to potential buyers.
MISCELLANEOUS ADVERTISING
• Local & National Advertising
• Aggressive Internet Marketing
• Direct Mail
• Radio
• Property Brochures
• Digital Billboards
• Print Media
• Videos
• CENTURY 21® Global Network
• Mobile Truck Ads
• National TV Campaigns
• Multiple Listing Service (MLS)
• Open Houses
• CENTURY 21® Sign
• Relocation Services
• Client Coordination
• Virtual Tours
The MLS is a digital network of all properties listed by REALTORS® in the area. It will expose your property to thousands of
agents and buyers.
MULTI-LISTING SERVICE (MLS)
To find the right buyer for your home, we market on the most visited social media sites. Considering hundreds of millions of people visit
these sites daily, it is important for your home to be included.
SOCIAL MEDIA
WE HAVE A DIVERSIFIED MARKETING STRATEGY
EXPOSING YOUR PROPERTY