1 hour session on new twists to old prospecting tools for real estate agents who are looking to find new opportunities to help future clients sell their homes. More information from Matthew Rathbun at www.TheAgentTrainer.com

1. Matthew Rathbun, Broker
ABR/M, AHWD, CDPE, CRB, CRS, e-PRO, GREEN, GRI, SFR, SRS
LISTINGHUNT

2. If you re lazy...
...go home. This inservice isn t for you.

3. 138 Years Old...
...and It Still Works

4. OPPORTUNITY | SOI
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5. OPPORTUNITY | EXPIREDS
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Search MLS
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Automated Search
• Must Be Done Early
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Why Expired?
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Can You Help?
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How Can You Help?

6. OPPORTUNITY | WITHDRAWNS
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Search MLS
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Automated Search
• Ask
Text
Questions
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Reason 4 Withdraw?
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Can You Help?
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How Can You Help?

7. OPPORTUNITY | FSBO
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Drive-by
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Newspaper
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FSBO.com
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MilitaryByOwner.com
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FSBO Site
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FSBO Kit
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8. Text
MatthewRathbun.com/FSBO
Online Resource | FSBO

9. Text
FSBO.com
Online Resource | FSBO

10. Text
Make Me Move
Online Resource | Zillow

11. Opportunity | LANDLORDS
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12. OPPORTUNITY | VACANTS
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13. OPPORTUNITY | BUILDERS
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14. OPPORTUNITY | NON-PROFITS
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15. OPPORTUNITY | I, SPY
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16. OPPORTUNITY | ESTATE SALE
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| Street Signs | Newspaper Ads | Bulletin Boards |

17. OPPORTUNITY | LOWES
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www.LowesRealtorBenefits.com

18. OPPORTUNITY | DIRECT MAIL
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19. OPPORTUNITY | NARRPR.com
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20. OPPORTUNITY | DOOR HANGER
Hyper-Local
Hyper-Relevant
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21. OPPORTUNITY | EMPLOYERS
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22. OPPORTUNITY | BIZ CARDS
www.VistaPrint.com
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Listings

23. OPPORTUNITY | NETWORKS
www.VistaPrint.com

24. OPPORTUNITY | LIFESTYLES
www.VistaPrint.com

25. OPPORTUNITY | EMPTY NEST
www.VistaPrint.com
• Large House
• Purchased Years Ago
• Time To Downsize

26. OPPORTUNITY | EX-AGENTS
www.VistaPrint.com
• Moved Companies
• Left Business
• Search MLS
• Buy Book of Business
• Call / Write Letters

27. OPPORTUNITY | YOUR LISTING
www.VistaPrint.com
Your current listing is a
reflection of your
future efforts...

28. Web
The Plan
Calls
Listings
Hangers
Cards
Social
Networking

29. Unrepresented Seller Information
www.CarolineVirginia.com
Matt and Jenn Rathbun
Coldwell Banker Elite
OFFICE
5444 Jefferson Davis Highway, Suite 100
Fredericksburg,Virginia 22407
PHONE
800-826-2943 x687
FAX
815.301.6649
EMAIL
Team@VAHomePlace.com
WEB
www.CarolineVirginia.com
Mr. and Mrs. _____
________________
Ruther Glen, Virginia 22546
Mr. and Mrs. Calderon,
While traveling in Lake Land’or Jennifer and I noticed that you are
in process of selling your home. We not only live in Lake Land’or,
but routinely represent clients and wanted to give you some tools in
case we have a buyer who is interested in your home. We like
making sure that our client has access to all listings in the area that
we serve.
We’d like to reach out to you to see if you would be willing to
provide us with some information. We’d like to know:
1. What is your asking price?
2. Are you willing to pay a commission to the buyer agent and
if so, what amount?
3. Do you have a location with videos and photos of your
listing? I’ve tried to Google information on your home and could
not find it. (Almost 70% of Buyer found the home online or
through their Realtor)
4. Have you sold home’s without representation before?
5. How will potential buyer gain access to your home and the
Homeowner’s Association Gate?
To answer these questions, we’ve setup a convenient location at
www.CarolineVirginia.com/FSBO to answer these questions so
that we have it available to potential buyers.
Since only *14% of homes purchased nationwide are sold from a
For Sale sign, we understand the struggle of selling a home in a
Homeowners Association.
We’d like to provide you with a few tools to help you understand the
sales process. Of course if you’d like to discuss our successful
*NAR Profile of Buyers and Sellers 2009

30. Listing and Marketing plan, we’d be happy to discuss options with
you. We offer a special 5% commission rate to Unrepresented
Sellers.
If you’d like to find competing homes for sale or market statistics
you can visit our webpage and found homes for sale in Lake
Land’or.
Matt and Jenn Rathbun
Coldwell Banker Elite
Forms You'll Need to Sell Your Home
OFFICE
5444 Jefferson Davis Highway, Suite 100
Fredericksburg,Virginia 22407
PHONE
800-826-2943 x687
1. Property disclosure form. This form is required by Virginia law
for all residential sales. There are a few exceptions, but
Unrepresented sellers are not exempt.
FAX
815.301.6649
EMAIL
Team@VAHomePlace.com
WEB
2. Purchasers access to premises agreement. This agreement
sets conditions for permitting the buyer to enter your home for
activities such as measuring for draperies before you move.
www.VAHomePlace.com
3. Sales contract. The agreement between you and the seller on
terms and conditions of sale. Again, check with your state real
estate department to see if there is a required form.
4. Sales contract contingency clauses. In addition to the
contract, you may need to add one or more attachments to the
contract to address special contingencies — such as the buyer’s
need to sell a home before purchasing yours.
5. Pre- and post-occupancy agreements. Unless you’re planning
on moving out and the buyer moving in on the day of closing, you’ll
need an agreement on the terms and costs of occupancy once the
sale closes. Make sure you review the Virginia Wet Settlement Act
to better understand recordation issues, when the buyer gets keys
and when you may get money from your home (traditionally not on
the day of closing)
6. Lead-based paint disclosure pamphlet. If your home was built
before, you must provide the pamphlet to all sellers. You must also
have buyers 1978 a statement indicating they received the
pamphlet.
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31. 17 Service Providers You'll Need When You Sell
Matt and Jenn Rathbun
Coldwell Banker Elite
OFFICE
5444 Jefferson Davis Highway, Suite 100
Fredericksburg,Virginia 22407
PHONE
800-826-2943 x687
FAX
815.301.6649
EMAIL
Team@VAHomePlace.com
WEB
www.VAHomePlace.com
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•
•
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•
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Real estate attorney
Appraiser
Home inspector
Mortgage loan officer
Environmental specialist
Lead paint inspector
Radon inspector
Tax adviser
Sanitary systems expert
Occupancy permit inspector
Zoning inspector
Survey company
Flood plain inspector
Termite inspector
Title company
Insurance consultant
Moving company
Is Your Buyer Qualified?
Unless the buyer who makes an offer on your home has the
resources to qualify for a mortgage, you may not really have a sale.
If possible, try to determine a buyer’s financial status before signing
the contract. Ask the following:
1. Has the buyer been prequalified or preapproved (even better) for
a mortgage? Such buyers will be in a much better position to obtain
a mortgage promptly.
2. Does the buyer have enough money to make a downpayment
and cover closing costs? Ideally, a buyer should have 20 percent of
the home’s price as a downpayment and between 2 and 7 percent
of the price to cover closing costs.
3. Is the buyer’s income sufficient to afford your home? Ideally,
buyers should spend no more than 28 percent of total income to
cover PITI (principal, interest, taxes, and insurance).
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32. 4. Does your buyer have good credit? Ask if he or she has reviewed
and corrected a credit report.
5. Does the buyer have too much debt? If a buyer owes a great
deal on car payments, credit cards, etc., he or she may not qualify
for a mortgage.
Matt and Jenn Rathbun
Coldwell Banker Elite
Tips for Pricing Your Home
OFFICE
5444 Jefferson Davis Highway, Suite 100
Fredericksburg,Virginia 22407
•
Consider comparables. What have other homes in your
neighborhood sold for recently? How do they compare to
yours in terms of size, upkeep, and amenities?
•
Consider competition. How many other houses are for sale
in your area? Are you competing against new homes?
•
Consider your contingencies. Do you have special
concerns that would affect the price you’ll receive? For
example, do you want to be able to move in four months?
•
Get an appraisal. Realtors typically perform a Comparative
Market Analysis to give you an opnion for asking price.
Absent a CMA, you should consider an Appraiser for a
asking price. For a few hundred dollars, a qualified
appraiser can give you an estimate of your home’s value. Be
sure to ask for a market-value appraisal. To locate
appraisers in your area, contact The Appraisal Institute or
ask your REALTOR® for some recommendations.
•
Ask a lender. Since most buyers will need a mortgage, it’s
important that a home’s sale price be in line with a lender’s
estimate of its value.
•
Be accurate. Studies show that homes priced more than 3
percent over the correct price take longer to sell.
•
Know what you’ll take. It’s critical to know what price you’ll
accept before beginning a negotiation with a buyer.
PHONE
800-826-2943 x687
FAX
815.301.6649
EMAIL
Team@VAHomePlace.com
WEB
www.VAHomePlace.com
Page 4

33. Distressed Sellers
Often we find that Sellers in this market try to sell their own home in
order to save commissions because they owe more on their home
than they can sell it for. Jennifer and I are Short Sale Foreclosure
Representatives (SFR) and I’m a Certified Distressed Property
Expert (CDPE).
Matt and Jenn Rathbun
Coldwell Banker Elite
There are a number of programs available to provide options other
than foreclosure or selling. We’re willing to meet and discuss those
options.
OFFICE
5444 Jefferson Davis Highway, Suite 100
Fredericksburg,Virginia 22407
PHONE
800-826-2943 x687
FAX
815.301.6649
EMAIL
Team@VAHomePlace.com
In Closing
I want to thank you for your time and interest in assisting us to sell
your home as a Buyer Agent or talk to you in the future about
assisting you as a Listing Agent. Should you have any questions
you can feel free to contact me by any means listed herein.
WEB
www.VAHomePlace.com
Regards,
Matthew Rathbun, Associate Broker
ABR, ABRM, AHWD, CDPE, CSP, e-PRO, GREEN, GRI, SFR, SRS, SRES
EarthCraft and Eco-Broker Certified
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34. www.TheAgentTrainer.com
matthew@realtor.com
Facebook.com/mattrathbun
@mattrathbun
YouTube.com/MattRathbun1