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MARKETING PLAN

To establish top market value of

107 N Louisiana Street Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Date:

November 30, 2009

To: From: Re:

Estate Hobday Andrea Burke ABR, CDPE, CRS, GRI, SRES Comparative Market Analysis

Thank you for placing your trust in me to help you through the process of listing, marketing and selling this home. My first goal is to help you set a list price that represents top market value, without going so high that it does not sell at all. This can only be accomplished by thoroughly understanding the market. To help you in this regard, you will find a detailed market analysis attached. It has been painstakingly prepared to ensure that you feel comfortable and confident as we proceed to reach this important first goal. Additionally, you will find significant information that will help you feel confident that you are being represented by an agent and organization that is second to none. I welcome the opportunity to serve you, and insist that you contact me with any questions you may have, should they arise now, or during the marketing process. Sincerely,

Andrea Burke

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Agent Resume Andrea Burke ABR, CDPE, CRS, GRI, SRES

EXPERIENCE: 2003-Present: REALTOR 1990-2003: Anacomp, Inc. Manager, Customer Service Center 1986-1990: Tektronix, Inc. Manager, Administrative Services 1981-1986: San Diego Aerospace Museum Director, Public Affairs/Special Events

EDUCATION: 2009: CDPE, Certified Distressed Property Expert 2008: Property Staging Consultant, Rockville, MD 2007: Ninja Sales Training, Malvern, PA 2007: Leadership Berkeley, Chamber of Commerce 2005: CRS, Certified Residential Specialist 2005: GRI, Graduate Realtor Institute 2005: SRES, Seniors Real Estate Specialist 2004: ABR, Accredited Buyers Representative 1997: M.Ed., National University, San Diego, CA 1988: BBA, National University, San Diego, CA

PROFESSIONAL AFFILIATIONS: Member, Rotary International - Martinsburg Member, Chamber of Commerce Member, Mainstreet Martinsburg Member, Art Berkeley

HOBBIES: Painting, Scrapbooking, Piano, Sewing, Watersports and traveling with my husband.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Company Resume

RE/MAX In Action •

• • • • • • • • • • • • •

RE/MAX stands for Real Estate MAXimums: Maximum experience Maximum market exposure Maximum service RE/MAX Realtors compose 7% of NAR, yet have 18% of the market share! RE/MAX Realtors receive 20% of all commissions 52% of all real estate TV ads are RE/MAX RE/MAX Realtors lead the industry in professional designations RE/MAX Realtors average more sales per year than other real estate companies The typical RE/MAX Realtor is among the most experienced in the industry RE/MAX is a world leader in residential real estate with more than 6,521 offices RE/MAX Realtors proudly number over 119,789 full time professional agents worldwide RE/MAX National advertising campaign to drive prospective buyers and sellers to remax.com RE/MAX has satellite television network for training with educational and motivational speakers RE/MAX is National co-sponsor of "Breast Cancer Survivor Recognition" RE/MAX is the official real estate sponsor of "Childrens Miracle Network" There is comfort in the safety of the predictability of a brand!

We are committed to serving you with honesty and integrity. We stand committed to these ideals because we're not in it for the fast sale, we want you to be our customer FOR LIFE!

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

What sets me apart from other REALTORs?

Andrea Burke ABR, CDPE, CRS, GRI, SRES Dennis and Cheiko McDowell (Sellers): Your personal touch and enthusiasm makes the client feel good about the sales experience. In a difficult buyers market, you provided three distinct options for a listing price vis-a-vis the realistic lengths of time required to make a sale. This was very helpful as opposed to you simply suggesting a single price set at the high end. You were very helpful in referring us to an exceptional handyman for fixing the problems raised in the contingency provision. You go out of your way to express your gratitude for choosing you as our agent. Chuck and Ronnie Mens (Buyers AND Sellers): You truly like your job. You like people. You listen to people to hear what it is they are looking for and only showing them homes that fit their needs. You have good "chi". Jeremy and Julie Magorka (Sellers): Not high pressure, while keeping you in reality. A quote of Andrea's that I have used several times myself "Your house is only worth what someone is willing to pay for it." Always reliable, honest, punctual, friendly, smiling, etc... Still keeps in touch ( we love that) even though she knows there is no possible chance that we would ever move back to West Virginia. She is always aware of what we've been doing in our lives and always asks about past vacations she's known about, parties, etc. We felt appreciated as her clients. At settlement we were presently very carefully thought out gifts. She has a genuine passion for what is best for her clients. And, SHE GOT THE JOB DONE!! Brian Miller, Miller Homes LLC (Seller and Buyer): Friendship, personality, direct and honest. Impressed with how hard she works - see her name plastered everywhere. Built up a great reputation in less than 5 years. Professional and goes beyond Realtor and looks out for my best interests at all times. Bill and Billie Sandifer (Buyers): Andrea Burke was certainly the answer to the kind of person we wanted to deal with. Not only did she take us to a variety of styles of homes, but she also made sure that we saw some of the community in the area. Husband, Bill, mentioned that he went to a VA Hospital for check ups so Andrea made sure that she took us to the Martinsburg VA Hospital AND GAVE US A TOUR so it was not just a drive-by event. We talked about wanting a good library, medical facilities, shopping and access to airports. Andrea took us to these places as we drove to see houses. Andrea knows how to network to keep her business growing. She stays in touch with past buyers and sellers by sending helpful brochures, having a lovely event to bring her clients together for dinner and being willing to spend time with those of us who might need her services again. Much of Andrea's success with us is very simply her graciousness and lovely personality. This goes a long way to help make a good impression when trusting someone to find your next home and neighborhood. Putting your trust in someone for such an important decision (a huge investment) is a BIG LEAP OF FAITH. Andrea is the one we would like to see handle all of our real estate issues in the future.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Testimonials

Andrea Burke ABR, CDPE, CRS, GRI, SRES "I just wanted to let you know how much I appreciate all of your hard work in finding the perfect home for me. Your professionalism as well as thoughtfulness and tenacity makes you a wonderful asset to RE/MAX and I will recommend you to everyone I know who plan to buy a house in the future." Sandy "I can't thank you enough for all that you have done for us. You helped make our first home-buying experience so positive and fun. You even helped me find laughter through the most stressful times. You are great at what you do and the knowledge you provided made it a breeze. Thank you! You have made a friend for life." Jamie and Kimberly "Andrea Burke was very friendly and outgoing. She pursued my interest with a passion to find what I wanted. Her communication was excellent. Even after the sale she has kept in touch to see how my new home purchase was going. She was excellent to work with each time." Michelle "We appreciated your helpful and friendly attitude. You were sincere, knowledgable and quick to respond. Thank you for all your hard work and patience. You have been truly wonderful to work with and exceeded all of our expectations. Keep in touch." Brian and Jennifer "You always went above and beyond to service our needs. You spent countless, patient hours with us until we found our dream home. We highly recommend you." Greg and Darlene "Andrea was available to show properties at any time. Extremely friendly, helpful and informative. A positive experience all around. Thank you so much." Jennifer "You should list every house so there are no incompetent agents out there." Chris and Melissa "Your professionalism and the fact that you work really hard to sell our house was much appreciated." Chuck and Ronnie "Our experience with you during the real estate transaction went extremely well. You're great at what you do and you have such a positive attitude. That's what I think many people need." Brad & Kyle'

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Marketing Plan

I am committed to offer the highest standards of professional service to all my customers. To assure you that your property is marketed to its fullest potential and to obtain the highest possible market value, the following will be completed. (ALL agents will do these items): • Prepare CMA to establish fair market value • Prepare and sign listing contract • Input listing information into MLS • Place 'For Sale' sign on property • Place lock box (Ekey) on property I will do • • • • • • • • • • • • • • • • • • • • • • • •

these additional items: Showcase your home on www.remax.com Showcase your home on www.realtor.com Showcase your home on www.BuyAndSellWV.com Showcase your home on www.homesdatabase.com Showcase your home on www.homesandland.com Prepare color brochure for handout to prospective Buyers Arrange showings for other agents Contact you regularly with verbal progress reports Create a website for you so that you can see your service report 24 hours a day, 7 days a week. Review marketing activities with owner Pre-qualify potential buyers Present and discuss all offers on property with owner Negotiate the transaction with other agent Monitor appraisal and Buyer's loan approval process Finalize the closing Arrange for relocation agent, if required Do a visual tour and place it on websites Place ad in Homes and Land Advertise on Facebook and Craig's List Notify the Top 500 Agents of this new listing Mail 'Just Listed' postcards to demographic potential buyers Receive showing feedback on all showings Phone all potential buyers with details of listing Property Staging Consultation for FREE!

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Through Realtor.com, your home will be affiliated with these broadcast stations as well:

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Marketing Plan

Through Homes and Land, your home will be advertised on the following websites: • Google • Yahoo • America Online • msnbc.com • CNNMoney • The N e w York Times • Real Estate Journal.com • International Herald Tribune • boston.com • NYTimes.com/Great Homes • bargain.com • oodle • trulia • edgeio • zillow.com • LiveDeal • Homepages • JustRealEstateListings.com Through MRIS (our multiple listing service), your home will be advertised on the following websites: • Homesdatabase.com • Cyberhomes.com • Realtor.com • Washingtonpost.com • Homes.com

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Marketing Plan Continued... SAVING THE BEST FOR LAST

I'm going to do everything any other agent will do for you. I'm going to put your home on the MLS. I'm going to put a sign in your yard. I'm going to notify everyone in my networking circles that your home has come on the market. But any agent can do that. The things I'm going to do that are above and beyond what other agents will do are part of my marketing system. I am so excited about this marketing program! By choosing the Plantinum Service Options, I have a way to sell your home that is more effective than any other agent in this market. What I do is advertise your home in various sources such as Homes and Land Magazine, newspaper, and direct mail. The difference is that I have a 24-hour real estate information line . By formatting my ads it focuses prospects on the recorded information service. The best part is it takes away a prospect's sales resistance. By offering them recorded information, they feel comfortable picking up the phone and calling. Let me show you how it works! Whenever someone calls about your property, my system instantly notifies me with their phone number. It's all automatic. Then I can immediately call them back to see if we can set up a showing! This is so powerful! The National Association of Realtors surveyed over 3000 home sellers to determine the biggest complaints about agents. The top three complains were the agent didn't show the property enough, they didn't advertise it enough, and they didn't communicate with their sellers enough. This marketing system completely eliminates all three of those challenges. First, with seven times as many callers, I'm going to be able to show your home more. Secondly, with this system I'm advertising your home 24 hours a day, seven days a week! And last, but not least, I will give you actual tracking reports once a week to see where calls are coming from - signs, ads, direct mail, etc! Are you ready to see a demo???

Each office is independently owned and operated. Jeanne Kozak, Broker.


There are four varibles that sell a house. 1. Price 2. Terms 3. Condition 4. Location All four of the variables go together to create the "perfect sale." Each aspect m u s t be taken into consideration if you want a property to sell. 1. Price fixes everything! Don't let anyone tell you different. When the buyer perceives there is a value because of the price, they will buy the home. The other three varibles always can effect the price. There are circumstances where a buyer h a s lost the ability to qualify for a traditional loan because of a foreclosure or bankruptcy and the buyer needs owner financing. With Owner carry Terms that particular buyer may be willing to pay more because they have ownership with possibly a s m a l l down payment. Conversely, if the Condition is bad the price will have to be reduced to reflect a value in the h o m e where a buyer will have to c o m e in and do repairs or cosmetic updates. Location is the toughest variable in the sale to compensate for. Most people have heard about in Real Estate the terms Location, Location, Location. If the location is bad.. ONLY price will sell the property possibly combined with terms so exciting that a buyer will not be able to p a s s up the deal. 2. Terms. If the Terms are attractive, sometimes a seller can get more money for the home. For example: a h o m e with a value of $325,000 listed with owner carry terms of $25,000 down and no bank qualifing might be able to sell at $350,000 because of the terms. Under any owner carry situation, it is important the seller speak with their accountant and attorney before accepting any contract and agreement to finance. The seller should be completely aware of the liability and consequences in owner financing. This is just an example h o w price can increase with the right terms. 3. Condition is a key factor in selling a home. When the property is in top condition, looking like a s h o w h o m e the seller may get top market value for the property. In times where h o m e s are selling at a s l o w pace, in order to procur a sale, the h o m e should be the BEST property at the Lowest price to get to the closing table. Taking a seller on a preview tour of the h o m e s in the area similar to their property can save months of discouragement with a h o m e not selling. When a seller can s e e the competition and accepts the fact their h o m e needs to be the Best house at the lowest price to sell, the h o m e will sell and the seller will s e e what they are up against in comparison. Carpet or paint allowance d o e s NOT work in selling a home. If the h o m e needs carpet, put it in. If the h o m e needs painting, get it painted. Many times this can cost a seller $5,000 to $8,000 to do those upgrades. Investing, yes, investing is the correct term, for getting the house sold. The money invested will c o m e back in the form or a quick sale at full market value. A picture is worth a thousand words so think about h o w the property looks and even take s o m e pictures to s e e what a buyer is looking at. Sellers should look at the pictures like they were a buyer and ask, "would I buy this house in this condition for this price?" Are the kitchen counters cluttered? Are the closets a m e s s ? What d o e s the front door look like and the yard when people drive up to the house? A seller h a s 8 seconds for a buyer looking at a h o m e to decide if they really like the house and if it will go on the A list. The buyer starts the decision making process when driving up to the h o m e while looking at the surrounding properties and the entrance to the home. There are many agents are trained in "staging" a h o m e and there are "staging services" which help a seller to understand what needs to be done to create a "marketable product." Listen to these people if you want to get the house sold. The seller needs to separate from the house and s e e it as an investment or product that needs to be sold. The seller needs to take all the emotions out of the happy memories in the h o m e if they are serious about selling. 4. Location is the only variable which cannot be changed. A bad location, is a bad location so only price and terms are going to help this situation. It d o e s not matter that the s a m e model h o m e across the street sold for thousands more, because it w a s ACROSS THE STREET and did not back to the highway. A seller needs to get a reality check on location and think about when they purchased. If the seller got a good deal when they bought because it had a bad location then they have to give the n e w buyer the s a m e good deal to sell. Sellers should take all the emotion out of the business of selling a h o m e and treat the transaction as an investment decision. If the goal is to get the h o m e sold then listen to the professionals and let them do their job. As Donald Trump would say, "It's only business."

Copyright Š 2009 Onboard Informatics

Information presumed reliable when collected but not guaranteed and should be independently verified.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

The Five Factors That Sell Your Home

1. 2. 3. 4. 5.

Location Condition of your home Terms of the sale Asking price for your home The real estate team you select to market your home

You control all of these factors&except location.

Location The location of your home has a definite impact on its value. For example: the subdivision you live in and where your home is located within that subdivision are major factors in your homes value. Homes located on quiet streets or cul-de-sacs have more location value than homes located on busier streets. Other location factors affecting value are the following:

x x x x

Mountain views City views Water views What lies in back of your property

These items give you an idea of the typical factors affecting location value. Even though you have no control over these factors, they play a major role in the value of your home.

Condition of Your Home Never underestimate the importance of having your home show its best! New homebuilders spend thousands of dollars on decorator show or model homes so their homes appeal to a buyers emotions. Having your home appeal to the emotions of a buyer is very important. Buyers will usually be more excited about purchasing your home if it appeals to their emotions rather than just their logic. I also have a team of experts who can complete those recommendations quickly and at a reasonable cost. Many of my clients did not want to go the route of making improvements for many different reasons, and we have been extremely effective in marketing these homes as well.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

The Five Factors That Sell Your Home - Page 2

1.

First impressions are very important. The curb appeal and front entrance of your home is the first and last thing in a buyers mind.

2.

Your kitchen and bathrooms are the most important rooms in your house. Make certain they are super clean and uncluttered.

3.

Clean and deodorize all flooring.

4.

Paint! It is the most inexpensive, highest return improvement investment you can make!

We walk you through all the steps necessary to make your home show its best&putting more money in your pocket! We can even delay certain aspects of the marketing while you or our contractors are spiffing up the property.

Terms of the Sale Possession date, financing options, and contingencies are all examples of the terms of the sale. The more flexible you are with these details, the better the overall transaction can become. You can use flexibility to negotiate a higher selling price. Very often, a buyer may need a specific possession date or special financing; if you can accommodate these needs, a buyer may pay a premium price in exchange. It is very important to consider all aspects of the offer to purchase before making any decisions.

Asking Price for Your Home Remember our competition is Short Sales, Foreclosures and Builder's Spec Homes. Select a Top Producer You can't go wrong selecting Andrea Burke - Top Producer since beginning of career 2003!

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Simple Truths of Real Estate Value

Your home isn't worth what you need to get.

Your home isn't worth what you want to get.

Your home isn't worth what you owe on it.

Your home isn't worth what your neighbor says it's worth

Your home IS worth what a buyer will pay for it.

If no one will part with their money to buy your home, the value is undetermined and you still own it.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

More Truths About Pricing Overpricing your property, even by a little, can.. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12.

Reduce agent showings Minimize advertising response Eliminate interested buyers Attract unsuitable buyers Eliminate potential offers Help sell competitive homes for sale Cause problems with appraisals Increase holding costs Increase maintenance costs Lead buyers to ask the question, What is wrong? Lead to buyers to do scared negotiations Gives the first impression that you do not want

Benefits of proper pricing can... 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12.

Cause a faster sale Minimize hassles and inconveniences Attract the right target market buyers Increase agent showings Encourage stronger offers Increase net proceeds Create a sense of urgency in the buyer Encourage multiple offers Create an in industry buzz Causes compliant buyers Lessen nibbling after the close Lessen buyers remorse

Let us match the pricing philosophies to your goals!

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Market Analysis Explanation

The correct selling price of a home is the highest price the market will bear. To assist you in determining the correct asking price we have provided you with a comprehensive market analysis of comparable properties that have been recently offered for sale in your neighborhood. This analysis is based strictly on homes that can be considered similar to yours, and has been specially prepared for you over the last few days. This 'Comprehensive' property analysis is divided into four categories: 1. 2. 3. 4.

Similar Similar Similar Similar

properties properties properties properties

that that that that

are currently listed have recently sold have sales pending failed to sell

By carefully studying the comparable property locations, features, and the terms under which they are offered, we can develop a clear picture of the potential market for your property. By looking at the properties currently listed, we can see exactly what alternative choices a serious buyer has. We can be certain that we are not under pricing the property. By looking at similar properties recently sold, we can see what homeowners have actually received over the last few months. This is the acid test that is used by lending institutions to determine how much they will be willing to lend a buyer for your home. While we naturally want top market value for the home, we can agree that there's a point where the price would be too high. By looking at homes that didn't sell, we can accurately determine that price point and be careful not to get too close to it. By doing our homework diligently, we can get maximum dollars in a reasonably short period of time.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Pricing Pyramid

Properties priced too high attract fewer buyers, showings and offers. Properties priced at market value generate more buyer interest.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Consequences of Overpricing on Selling Time and Price

Buyers and Agents lose interest in properties that are priced too high. To generate interest, the price might have to drop below the competition.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Easy Exit Listing Agreement

Whats your biggest fear when you list your home with a real estate agent? Do you worry about being locked into a lengthy listing agreement with a less than competent real estate agent, costing your home valuable time and exposure on the market?

Worry no more! Andrea Burke takes the risk and fear out of listing your home with a real estate agent.

How? With my EASY EXIT Listing Agreement. When you list your home with Andrea Burke, you can cancel your listing at any time. No hassles. Its as simple as that • You can cancel your listing at any time • You can relax, knowing you will not be locked into a lengthy contract. • Enjoy the caliber of service confident enough to make this offer. • Andrea Burke has strong opinions about real estate service and believes that if you are unhappy with the service you receive, you should have the power to fire your agent. It takes strong belief in the quality of one's service to make this kind of offer, but Andrea Burke never settles for less than the highest professional standards and is confident you will be happy with the results.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

15 Small Exterior Additions that Bring the Biggest Bucks from Buyers

1.

Have your lawn cut and edged. Trim trees and shrubs, removing all dead limbs and debris.

2. Check the exterior of items like siding, window sashes, trim, and shutters. Clean these areas and/or paint, as needed. Give special attention to the front door area. 3. Make sure your gutters are clean of debris. Wash or paint, as needed. Re -align the gutters if they look crooked. 4. Replace broken windows, doors, and screens. Make sure each looks clean and in good condition. 5.

Wash driveways and sidewalks. Patch holes and try to remove stains.

6. Repair any broken areas of your fence, deck, patio, etc. Make sure these areas are clean and in good shape. 7. toys.

Arrange outdoor furniture and firewood neatly. Put away all lawn equipment, bikes, and other

8.

Check the roof for shingles or flashing that needs replacing or repair.

9.

Touch up the little things house numbers, mailbox, doorbell, etc.

10.

Add color to your yard and front porch with flowers and/or hanging plants.

11.

Repaint the address on your curb, if available.

12.

Install decorative metal or stone borders between your lawn and planting beds.

13.

Add large potted plants. Borrow if necessary.

14.

Add fertilization or other greening agent to everything.

15.

Buy an expensive outside porch light.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

10 Low Cost Interior Improvements Add Thousands $$ Buyers love light and bright homes. Add high intensity light bulbs and be sure to clean all light shades and covers. 1.

2. Buyers love clean homes. Do a thorough cleaning throughout. No matter what the season is. Give special attention the following areas: windows, screens, counter tops, appliance tops, mirrors, ovens, sinks, toilets, and tub/shower walls. 3. Buyers love clean windows, freshly laundered drapes and curtains. Clean blinds are just as important. 4. Buyers love freshly cleaned carpets and waxed floors. Replace or repair damaged areas of the floor or floor covering. Replace with beige new material (carpet, tile, linoleum), if beyond cleaning. 5. Buyers love spacious rooms. Arrange furniture and decorations to improve each room. Remove unnecessary items that dont fit in. 6. Buyers love colors that will blend with their dĂŠcor and furnishings. Consider brightening things up with a fresh coat of paint. Think white, off-white, or beige. Such colors make rooms look bigger and brighter and these colors are most likely to go with the new buyers furnishings. 7. Buyers love closet and cabinet space. Neatly arrange everything in your closets, cabinets, and other storage areas including the basement, attic, and garage. Get rid of all unnecessary items. 8. Buyers pay attention to tiny details. Fix all of the little things loose doorknobs, leaky faucets, towel racks, clean and repair caulk areas. 9. Buyers smell your home. Its their most memory inducing sense. What are they going to remember? 10.

Buyers are not buying your personal property. Move all collections to a storage unit.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

My Commitment to You

1) ACCURATE EVALUATION The correct selling price of a home is the highest price that the market will bear. To assist you in determining the correct asking price I provide you with a comprehensive market analysis of comparable properties sold and offered for sale in your neighborhood.

2) PROFESSIONAL ADVICE I will advise you of any necessary repairs and how you may best prepare your home for showing. You will be kept up to date on the state of the market, the sale of similar properties and any other factors which may affect the progress of the sale.

3) PROMOTION OF YOUR HOME TO OTHER REALTORS The major selling points of your home will be distributed to other real estate firms throughout the community.

4) SIGNAGE The highly respected RE/MAX In Action advertises your property 24 hours a day.

5) NOTIFY PURCHASERS I will use our advanced computer system to identify people who have been looking for homes in your neighborhood. They will be contacted and given the details of your property.

6) OPEN HOUSES If appropriate, open houses will be arranged and held during reasonable hours.

7) ADVERTISING I will advertise your home in appropriate publications and communicate my results to you.

8) PROGRESS REPORT Every step in the sales effort will be documented. My Progress Report will keep you up to date.

9) PRE-APPROVED MORTGAGES AND FINANCING GUIDANCE I suggest pre-approval of mortgages for Buyers so they can be qualified in advance of seeing your house.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Interview Questions

Should you find yourself interviewing other agents, here are some questions for you to ask: • How many years have you been in the business? • What is your ratio of sales price to listed price? • What is the average number of days your listings are on the market before selling? • Would you please show me a copy of your marketing plan? • Could I have a copy of your standard purchase agreement? • How many homes have you sold in the area? • What is your commission rate? • What if I sell my home myself? • Does my home need any repairs or changing in any way? • What is the length of your listing appointment? • At what price would you market my home? • What professional designations do you have? • Do you have any references with you now? • Could you give me a copy of your personal resume?

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

What are your concerns? On a scale of 0 to 5 (0 no concern; 5 very concerned) please rate the following:

Buyer's Qualifications

Circle: 012345

Comments: ________________________

Multiple Listing Service

012345

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Commission

012345

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Showing Procedures

012345

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Advertising

012345

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Open Houses

012345

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Inconvenience

012345

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Possession

012345

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Pricing

012345

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Closing Costs?

012345

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Security

012345

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Sale-ability

012345

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Internet strategy

012345

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Name recognition agent/company 0 1 2 3 4 5

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Easy exit guarantee

012345

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Other__________________

012345

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Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Preparing Your Home

With buyers, first impressions count. A small investment in time and money will give your home an edge over other listings in the area when the time comes to show it to a prospective buyer. Here are some suggestions that will help you to get top market value: General Maintenance Oil squeaky doors Tighten doorknobs Replace burned out lights Clean and repair windows Touch up chipped paint Repair cracked plaster Repair leaking taps and toilets

Curb Appeal Cut lawns Trim shrubs and lawns Weed and edge gardens Pick up any litter Clear walk and driveway of leaves Repair gutters and eaves Touch up exterior paint

Spic and Span Shampoo carpets Clean washer, dryer, and tubs Clean furnace Clean fridge and stove Clean and freshen bathrooms

The Buying Atmosphere Be absent during showings Turn on all lights Light fireplace Open drapes in the day time Play quiet background music Keep pets outdoors

The First Impression Clean and tidy entrance Functional doorbell Polish door hardware

The Spacious Look Clear stairs and halls Store excess furniture Clear counters and stove Make closets neat and tidy

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Let's Get Your Home SOLD!

Seller's Homework Getting to Know All About You and Your Home

Nobody in the world sells more real estate than RE/MAX

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Let's Get Your Home SOLD!

Seller's Homework Before Your Appointment: In order to make sure that we have not missed any important information about your home, please fill out the following six pages before our appointment. I have found that if there are several pieces of information in our files, it allows me to respond to Buyer's questions while thier interest level is at it's highest! Marketing: This is an important part of my marketing plan and it helps to show potential Buyers the quality and value your home offers. Buyers appreciate this information as they make the decision to buy your home.

The following items should be made available*: 1. Plat or Mortgage Plat Survey 2. A termite inspection letter or previous wood-infested report, if you are on a periodic service plan. 3. Copy of Deed 4. Covenants and Restrictions 5. HOA contact 6. Two sets of keys 7. If this is for an investment property: A profit/loss statement, tenant and lease information. *If you do not have these items available or know what they are or where they are, please have available the documents from when you purchased your home.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Let's Get Your Home SOLD!

GETTING TO K N O W YOU! You are one of my VIPs: Very Important People. So that I may serve you better, please complete the following and return it to me. Thanks. And please remember, I appreciate you! About you: Your name:____________________________________________________________________ Spouse/significant other's name:___________________________________________________ Children's names and ages:_______________________________________________________ ______________________________________________________________________________ Phone numbers: HOME________________ WORK______________ CELL_______________ Spouse/SO: HOME_________________ WORK_________________ CELL_______________ Email:____________________________ Spouse/SO email:_____________________________ Pet's names:___________________________________________________________________ Special Dates: Your birthday______________________ Spouse/SO birthday___________________________ Children's birthdays:_____________________________________________________________ I will feel adequately communicated with if I hear from you:_______________________________ (please state frequency that is important to you) My preferred methods of contact are (please ranke 1-6, 1 being your favorite) Regular mail:____ E:Mail_____ Fax_____ Home phone:____ Work phone:_____ Cell:_____

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Let's Get Your Home SOLD!

ANNUAL UTILITY COSTS Property Address:______________________________________________________________ Owners:______________________________________________________________________

MONTH

ELECTRIC

FUEL

WATER

SEWER

TRASH

Jan_________________________________________________________________________ Feb_________________________________________________________________________ Mar_________________________________________________________________________ Apr_________________________________________________________________________ May_________________________________________________________________________ Jun_________________________________________________________________________ Jul__________________________________________________________________________ Aug_________________________________________________________________________ Sep_________________________________________________________________________ Oct_________________________________________________________________________ Nov_________________________________________________________________________ Dec_________________________________________________________________________ Average

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Let's Get Your Home SOLD! SELLER'S HOMEWORK Mortgage Information: Name:________________________________________________________________ Property address:_______________________________________________________ _______________________________________________________ First Mortgage: Mortgage company:_____________________________________________________ Address:_____________________________________________________________ Phone number:______________________ Loan number:_______________________ Balance (approx.)___________________________ Interest rate:_________________ Type: Conventional___ VA___ FHA___ Don't know___ Second Mortgage: Mortgage company:_____________________________________________________ Address:_____________________________________________________________ Phone number:______________________ Loan number:_______________________ Balance (approx.)___________________________ Interest rate:_________________ Type: Conventional___ VA___ FHA___ Don't know___

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Let's Get Your Home SOLD!

T o p "10" FEATURES These are the top 10 items I will miss most about this home: 1.

______________________________________________________________

2.

______________________________________________________________

3.

______________________________________________________________

4.

______________________________________________________________

5.

______________________________________________________________

6.

______________________________________________________________

7.

______________________________________________________________

8.

______________________________________________________________

9.

______________________________________________________________

10.

______________________________________________________________

The items you miss the most may be the items that most excite the new buyer that I bring to your home! There may be pain in a departing a wonderful home but gain in promoting it well.

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Let's Get Your Home SOLD!

PROPERTY PROTECTION INFORMATION Insurance Do you have insurance on the property?__________________________________________________________ If so, what type? (circle one)

Homeowners

Landlord

Other

Carrier:________________________________

Agent:_________________________________________

Coverage amount:_______________________

Annual cost:____________________________________

Home Security Do you have a security system?________________________________________________________________ If so, is it owned or leased?________________ If leased, for what term?_______________________________ Provider:_______________________________

Cost per month:_________________________________

Provider phone number:_______________________________________________________________________ Keypad location(s):__________________________________________________________________________ Security code(s): Disarm:__________________________ Arm:____________________________________ Password(s):_______________________________________________________________________________ RE/MAX In Action (circle one) IS IS NOT specifically authorized to pass the code information to Buyer's Agents, Appraisers, etc to my/our home. Seller:_________________________________________ Seller:____________________________________

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Let's Get Your Home SOLD!

EFFECTIVE COMMUNICATION Would you agree that conflicts arise when expectations are different? In order to exceed your expectations and make this a smooth and successful transaction, I'd like to find out your expectations of me and provide me with my expectations of you. Name:_________________________________________________________________ Property:_______________________________________________________________ What you can expect from me: My hours are 9 am to 5 pm Monday thru Saturday. As you can imagine, I'm on the phone all day following up on the many deals of my clients' transactions. I try to respond promptly, but if you do get my voicemail please leave a message and let me know the best way to reach you. Your expectations of me: 1. During the day, what is the best way to contact you? __ Home __ Work __Cell phone __Pager __E-mail Appropriate number or email address:________________________________________ 2. If I need to call you at work, what days/hours do you work? ____________________________ Phone_______________ Ext:__________________ 3. If I have to get things signed, what is the best way to handle it? __ fax home __ fax work __come in to the office 4. How often do you expect to hear from me? __ only when there is news __weekly __other:________________________________________

Don't hesitate to call if you have questions/concerns re your listing and please return phone calls in a timely manner when information is required!

Each office is independently owned and operated. Jeanne Kozak, Broker.


Prepared for Estate Hobday By Andrea Burke ABR, CDPE, CRS, GRI, SRES

Seller Questionnaire

• • • • • • • • • • • • •

Why do you want to move at this time? What do you enjoy most about your home and your neighborhood? What deadline would you like to meet? How long have you thought about selling? What do you like best about the school your children attend? If we found a buyer today, how soon could you give possession? Why did you choose this home? What are your plans after the property sells? Have you already located another home? Have you ever sold a home before? How many? What did you like the best/least? Do you know of others nearby who may be marketing their homes at the same time yours is on the market? What improvements have you made since acquiring the home?

How would you rate the importance of the following items: _____ PRICE: achieving the most dollars possible for the home _____ FINANCING: receiving a clean, cash or conventional contract _____ TIME: moving as soon as possible

Each office is independently owned and operated. Jeanne Kozak, Broker.


Marketing Plan for Gary  

This home is part of family estate and they don't know whether to list it, auction it, FSBO it or what.

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