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Selling Your Home Integrity First Realty, Inc. 263 Brick Blvd, Suite 1 Brick, New Jersey 08723 Phone: (732) 262-0808

Š REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Home Selling Process Pre-assessment Marketing

value flyers showings

Mid-assessment Offer Inspections Mortgage Title Settlement ŠREALTY REALTY EXECUTIVES International, Inc.

listing signed tour open houses

traffic

# showings

mkt prepartion MLS-Internet follow-up offers

earnest money

negotiation

mechanical

structural

pest

appraisal

credit

underwriting

review assemble papers

binder transfers title

contract

policy possession

www.integrityfirstrealtyinc.com


Inspections • • • •

Mechanical Structural Pest Pre-market for discovery – Eliminate obstacles that adversely affect buyers – Compare and validate buyer’s inspection.

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Market Preparation • Buyers can’t afford to make repairs or decorate • Buyers over-estimate cost of repairs and decorating • Agents remember the home the way it is when they first see it.

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Marketing Plan • Comprehensive CMA • REALTY EXECUTIVES

yard sign • Multiple Listing Service • Internet exposure • REALTY EXECUTIVES

Tour • Color property brochures • Open houses • Alternative financing plans. ©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Exposure to the Marketplace • Existing buyers • Multiple Listing Service • Internet • Best agents • Neighbors • Centers of Influence.

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Negotiation ne·go·ti·a·tion, noun - A process of discussion intended to reach an agreement.

• Third party effectiveness • Increased communication • Avoid conflicts.

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Mutual Objectives • Maximize Value • Minimize market time • Eliminate/Avoid difficulties.

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


ŠREALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Pricing Roles

Seller sets Price

ŠREALTY REALTY EXECUTIVES International, Inc.

Buyer determines Value

Lender validates Value

www.integrityfirstrealtyinc.com


Factors That Affect Value • Comparable sales • Inventory of homes available • Available mortgage money • General economy • Favorable terms

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Terms Can Increase Value • Seller carries a 1st lien below market rate • Seller carries a 2nd lien for buyer to avoid PMI • Temporary buy-down • Seller paid points • Subsidize buyer’s costs • Make specific improvement required by the buyer • Include a decorating allowance. ©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Factors That Don’t Affect Value • What you paid for the home • The cost to rebuild it today • Your investment in the improvements • Certain types of improvements.

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Obstacles to Proper Pricing • Incompetent agents who will accept a listing at any price • Neighbors who mislead the seller as to how much they got for their home • Fear of making a mistake • Loss of perspective because the seller is emotionally involved • Need to realize a certain amount of cash out of the sale.

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Overpricing • Reduces sales associates activity • Reduces marketing response • Loses interested buyers • Attracts the wrong prospects • Eliminates offers • Helps sell the competition • Extends the market time.

©REALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Appraisal vs. CMA Description

Appraisal

CMA

Yes

Yes

Appraiser

Agent

Licensed

Yes

Yes

Considers past sales

Yes

Yes

Considers current sales

No

Yes

Estimate of value Performed by

ŠREALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


For more information on the selling of your home contact us at: Realty Executives-Integrity First Realty, Inc. 263 Brick Blvd, Suite 1 Brick, New Jersey 08723 Phone: (732) 262-0808

ŠREALTY REALTY EXECUTIVES International, Inc.

www.integrityfirstrealtyinc.com


Selling A Home