weichert listing presentation

Doors Listing Presentation

Weichert, Realtors - Your Place Realty

weichert difference.

• Founded with one sales office in 1969 Weichert Realtors has grown into the leading privately owned real estate company in the United States. • With hundreds of companyowned and franchised offices, Weichert Realtors serves key markets in 39 states across the country. • The Weichert Family of Companies services nearly 200,000 customers each year.

WEICHERT PROVIDES PERSONALIZED SERVICE CUSTOM TAILORED TO YOUR PARTICULAR CONCERNS. WITH SKILLS AND EXPERIENCE ENHANCED THROUGH INDUSTRY-LEADING TRAINING PROGRAMS, YOUR SALES ASSOCIATE WILL FOCUS WITH A THOROUGH ATTENTION TO DETAIL THAT RIVALS YOUR OWN. -Jim Weichert President and Founder

Backed by one of the nation’s largest privately-owned providers of home ownership services, I will always respond with the personal attention you deserve.

Weichert, ÂŽ

The Way Forward

Since opening in 1969, Weichert, Realtors has been providing the best quality tools, training and support for its sale associates, and as a result, the company grew exponentially. In 2002 Weichert, Realtors began franchising, and Jim Weichert has welcomed thousands of brokers and associates onboard, providing tools, systems, and support unlike anyone else in the business. Today, with nearly 500 corporate and affiliate offices in 37 39 states, that iconic yellow WeichertŽ logo is making its mark in more towns and cities every day — making the experience of buying or selling a home a positive one for families from coast to coast. Still serving as chairman, Jim is sole owner and founder of the largest individually owned real estate organization ever built in the history of American business. He and his franchise team continue to refine and improve the Weichert System, so that every client receives the very best service.

WREA EXPANSION EFFORTS

Weichert Real Estate Affiliates, Inc., the franchise division of Weichert, Realtors®, continued its rapid growth in 2015, including its first offices in Nevada, Ohio, Delaware and Oregon. “We are happy to welcome these talented sales teams to our franchise network,” said Martin J. Reuter, president of Weichert Real Estate Affiliates, Inc. (WREA). “Under the Weichert banner, they will be able to access our tools and resources, use them to provide better service to customers and offer more opportunities for their sales agents to succeed.”

Specific areas of growth for WREA in 2015 include Washington, Oregon, Ohio and Oklahoma. The company also expanded Its presence last year in major markets in Illinois, Florida, Tennessee and Michigan. “Our success in attracting new offices can be attributed to the depth of the programs and systems we can offer; said Rueter. “Real estate entrepreneurs tell us that our cutting edge technology and culture of support are important to them, but even more so is our unmatched credibility. We are an

organization run by Realtors, and we know how to grow a real estate company. Weichert Real Estate Affiliates has offices serving more than 300 markets in 39 states. Affiliates join a nationally recognized real estate franchisor that offers incomparable business and marketing tools and training techniques.

Our Success is Growing. And We’re Turning Heads. Our Success is Growing. And We’re Turning Heads. Be part of our success story. With over 300 offices in 39 states, there’s never been a better time to partner with Weichert®. Entrepreneur Magazine*

Entrepreneur Magazine**

Be part of our success story. With over 300 offices in 39 states, there’s never been a better time to partner with Weichert®.

Traditional Real Estate

FASTEST GROWING

Entrepreneur Magazine*

FRANCHISE**

2016 Franchisee Satisfaction Awards

Swanepoel Power 200

Looking to make a change and take your career to new heights? Call your local office today 2016 Franchisee or our Career Center at 1-800-301-3000.

Satisfaction Awards

WEICHERT, REALTORS® - Your Place Realty Swanepoel Power 200 Craig Caffarello, Managing Broker/Owner 5 E. Washington Street Oswego, IL 60510 Looking to make a change and take your career to new heights? Call your local office today 630-554-5700 or our Career Center at 1-800-301-3000. www.YourPlaceRealty.com Your Place Realty WEICHERT, REALTORS® - Your Place Realty Craig Caffarello, Managing Broker/Owner *2016 Franchise 500®, Entrepreneur Magazine, January 2016. **Entrepreneur Magazine, February 2016. Independently owned and operated. ©2016 Weichert Real Estate Affiliates, Inc. Weichert® is a federally registered trademark owned by Weichert Co. 5 E. Washington Street REALTOR® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCIATION OF Oswego, REALTORS® IL 60510 and subscribes to its strict Code of Ethics. 630-554-5700 www.YourPlaceRealty.com Your Place Realty

*2016 Franchise 500®, Entrepreneur Magazine, January 2016. **Entrepreneur Magazine, February 2016. Independently owned and operated. ©2016 Weichert Real Estate Affiliates, Inc. Weichert® is a federally registered trademark owned by Weichert Co.

WEICHERT CONTINUES TO CLIMB LIST OF AMERICA’S TOP FRANCHISES receive support through comprehensive marketing tools, best-in-class technology and incomparable training, as well as a top online presence and lead generation. Currently, there are Weichert affiliates in over 300 markets in 39 states.

Weichert Realtors Press Release Weichert Real Estate Affiliates, Inc. Continues to Climb List of America’s Top Franchises 1/23/2017

which Weichert Real Estate Affiliates, Inc. has been named to Entrepreneur magazine’s list.

Weichert Real Estate Affiliates, Inc. continues to move up Entrepreneur magazine’s annual list of America’s top franchise opportunities. The Weichert® franchise division showed significant advancement in its overall ranking, moving up 32 spots to #105 this year on Entrepreneur’s 38th annual 2017 “Franchise 500®” list.

“lt truly is an honor to be recognized on this prestigious list again this year,” said Bill Scavone, president and chief operating officer of Weichert Real Estate Affiliates, Inc. “Our staying power and 131-spot rise in the rankings over the last two years is a testament to the hard work and dedication put forth daily by our national network of real estate professionals that believe tremendously in the Weichert brand and operating systems.”

The move up the 2017 “Franchise 500” list is the second significant increase in as many years. In 2016, Weichert Real Estate Affiliates, Inc. climbed 99 spots on the overall list to #137. The 2017 ranking also marks the 13th consecutive year in

This year’s full list appears in the January 2017 issue of Entrepreneur magazine.

In the past year, Weichert Real Estate Affiliates, Inc. has added 53 new affiliate offices to its ever-growing network. Affiliates

Weichert Real Estate Affiliates, Inc. entered the franchise arena in 2001 as a division of Weichert, Realtors®, opening its first affiliated office in January 2002. In 2005, it was identified among Entrepreneur’s “Top 1 O New Franchises” as one of the fastest growing U.S. franchises, and was the only real estate organization to be included. Entrepreneurs “Franchise 500®” issue is published every January and is considered the world’s most thorough and comprehensive franchise ranking. This year’s rankings encompassed 988 companies, spread across 17 categories. Rankings are determined by objective, quantifiable measures of a franchise’s operations and include factors such as financial strength and stability, growth rate and size of the system, years in business, social media presence and startup costs.

About Weichert, Realtors

Your Place Realty Thank you for your interest in WEICHERT, REALTORS – Your Place Realty. We’re a dynamic team of real estate professionals and we will work tirelessly to find the ideal property for you. Since 2003, our office has served home buyers, sellers, investors, and renters throughout the Fox Valley area. Our strong growth and continued success is driven by our passion to deliver superior results with unparalleled service for each and every client. We’ve built the trust and loyalty of our clients by following our core values: • Bringing integrity to all our dealings • Maintaining professional standards with clients and colleagues alike • Providing personal service through responsiveness and attention to detail We have deep knowledge of the communities in which we work – we know the ins and outs of the different neighborhoods and can successfully market unique properties. We pride ourselves in our expert and ability to offer our clients a wide scope of services through dedicated Brokers who have experience in all key area of real estate. For our clients that means you are matched with the most qualified agent to help you achieve your real estate objective. Our Brokers focus on creating a customer for life. We know that if you have a positive experience with us, you will use our services in the future and refer your family and friends to us. We leverage the latest technology to connect buyers with their dream homes and to market sellers’ properties to the widest audience. We hope you’ll choose WEICHERT, REALTORS – Your Place Realty. Your Local Real Estate Experts

OUR MISSION: To provide our clients with the very best service in all aspects of residential real estate, whether we are handling their sale or purchase personally or connecting them to one of our team of associated property experts for a particular service. We believe in customers for life and being there for our clients throughout our journey in business and in life to ensure they receive the very best real estate services the industry has to offer. We vow to be at the forefront of property marketing and provide tailored and innovating solutions that fit our client’s individual property and situation, to ensure that the best possible outcome is achieved.

WEICHERT REALTORS - Your Place Realty Providing unmatched personal service is something we take very seriously. That is why a whole team of professionals is ready to assist you. Being genuinely responsive to your needs is all part of the difference you’ll notice! Our team is led by Craig Caffarello, the Managing Broker/Owner of WEICHERT, REALTORS - Your Place Realty. He is available for advice and guidance throughout the transaction and has a wealth of experience that can be invaluable in resolving issues and overcoming obstacles. Jennifer Hohmann is our Office Manager and Director of Career Development. Jennifer is responsible for processing transactions, providing Brokers with marketing support, and making sure all the items “behind the scenes” are running smoothly. She also works to recruit, hire and train all new Brokers to our team. Our growing staff includes a number of other highly professional and friendly members, who you will hear from when showings are being scheduled for your home or when you call our office. We are all here to help you sell or purchase your home.

giving back. Investing Time in Our Community Community involvement is one of our core company values and we are committed to helping neighbors in need. All our Brokers personally donate time and resources to nonprofits throughout Chicagoland and as an office, we provide ongoing support to local organizations.

I’ll use every advantage to bring you buyers.

ONLINE PRESENCE An industry leader for online exposure to homes.

GOLD SERVICES A comprehensive source of homeownership services.

DYNAMIC MARKETING Advertising dominance maximizes your pool of potential buyers.

NEIGHBORHOOD SPECIALIST Most knowledgeable about home values and price trends in your area.

ENHANCED OPEN HOUSE PROGRAM Drawing buyers with an industry-leading approach.

STRATEGIC PRICING Our exclusive pricing method helps you get the most for your home in today’s market.

I’ll give more buyers access to your listing. For today’s buyers, the Internet is the number one place to search for homes.

• 40 times as many buyers find the home they purchase online than in newspapers. • Three of every four online shoppers see at least one home in person. • Now that 90+% of all buyers search the Internet, newspapers are no longer the favorite source for listings.

YOU SHOULD KNOW Our unique strategy takes full advantage of the Internet, because it’s now the most important way to help potential buyers find your home.

We’ll create more traffic to your listing. Weichert.com averages more than 3 million visits a month, and 600,000 plus visits to our mobile website. SEARCH ENGINES When buyers search for real estate sites online using the most popular search engines, including Google, Yahoo, Bing and AOL, our online marketing featuring nearly 1 million search terms directs them to weichert.com.

LISTING PARTNERS Your home will automatically appear on many of the popular local and national websites where buyers search For real estate listings.

YOU SHOULD KNOW

I will use highly visible real estate sites, including weichert.com, to expose your home to millions of potential buyers.

solution. 2.

Customer finds your home online.

Customer speaks with our Contact Center by calling 1-800-USA-SOLD or submitting a web request.

Contact Center immediately transfers calls to a local Weichert Sales Associate.

Sales Associate sets up appointment and shows your home.

Weichert.com uses the latest advanced search technology to make homes easy to find: • Independent research ranks Weichert.com among the top five of all real estate broker websites. • Weichert.com had over 42 million visits in 2015. • Our average visit duration of more than 10 minutes outpaces most major real estate companies and, in some cases, nearly doubles them. • When you list your home with Weichert, our full-time Internet marketing team ensures maximum exposure through over 1 million keywords on major search engines leading to Weichert.com. • Weichert.com listings gain additional exposure on an ever-growing list of more than 200 different websites like Homes.com, Homefinder.com, Realtor.com, The Wall Street Journal, and New York Times.

Our Contact Center makes homes easy to see in person: • Our customer service center, open 7 days a week between 8am and 8pm CST, handled more than 750,000 customer inquiries in 2015. • Over 40 inside sales consultants immediately transfer our customers to speak with a Weichert Sales Associate who can answer questions about a home and schedule an appointment to view it. • No other real estate company has a system that quickly connects online customers with the personal service they need.

These times demand Internet capabilities and no one delivers that like Weichert!

HOW SYNDICATION WORKS WHAT HAPPENS WHEN YOUR LISTING IS PUT ONLINE? HOW DOES YOUR LISTING APPEAR ON SO MANY WEBSITES?

Multiple Listing Service (MRED)

Brokerage / Listing Agent

MLS Direct Syndication Options

Weichert.com

Trulia.com Zillow.com

Data Aggregators (ListHub)

Realtor.com

RealtyTrac.com, Hously, Hubzu, Apartments.com, etc.

(Internet Data Exchange)

(Virtual Office Websites)

YourPlaceRealty.com

Brand X Websites

Agent Websites

1000’s of 3rd Party Sites

WANT MORE VIEWS FOR YOUR LISTING?

TOTAL MONTHLY VISITS

Take advantage of our award-winning Internet strategy to maximize the number of homebuyers who see your listing. You’ll find that turning online searchers into successful buyers of Weichert listings is what we do best.

Weichert.com - 3,063,722 coldwellbanker.com - 2,845,926 bairdwarner.com - 98,252 rubloff.com - 36,687 atproperties.com - 35,910 gagliardorealty.com - <500 gloor.com - <500 Hitwise Most Popular Websites in Business and Finance – Real Estate ranked by visit share

A DISCONNECT BETWEEN AGENTS AND POTENTIAL BUYERS

So, you’re trolling the Internet and you land on a real estate broker’s website. There’s a house listed for sale on the site that intrigues you. You zap an email to the brokerage that says, “I’d like to know more.” What’s going to happen next? Maybe nothing. A real estate consulting firm recently looked into agents’ responsiveness to online leads from potential business contacts — that is, consumers — and what it found was “awful,” according to Victor Lund, a partner at the WAV Group consulting firm who conducted the survey late last year for a brokerage client and published the results recently in a white paper. In an edited interview, Lund explained how his firm reached

out online to hundreds of brokerages in search of more information about their listings, and about half of them never bothered to respond:

thought-out systems that ensure follow-up. But most of them are failing. When consumers respond, responsiveness is awful.

Q: I think a lot of consumers shy away from making online inquiries about listings because they fear they’re going to be hounded by agents. But you concluded the opposite — that a huge number of agents never bother to follow up at all. How did you measure their responsiveness, or lack of it?

We evaluated responsiveness by posing as an online homebuyer lead for a sample of 384 different brokerages across 11 states. Our researchers posed as consumers who were inquiring about listings on broker websites, Zillow.com, Realtor.com and Trulia.com.

A: Brokerages have invested billions of dollars in marketing that’s designed to connect homebuyers with properties for sale. WAV Group has been studying their strategies for a decade. There are some good companies with well-

We ignored the automated responses that simply said, “Thank you for your inquiry, and we will be in touch shortly.” We were looking for (subsequent) responses from human beings. But 48 percent of buyer inquiries got no response. And the average response time was about

15 hours. Q: Why? Aren’t they throwing away potential business? A: This is a conundrum for brokerages and agents. When an agent gets an inquiring call from another agent, they tend to take that call very seriously — I think there’s genuine professionalism among peers, whereas when a consumer is inquiring from the Internet, it would seem that they’re not working with an agent yet, so maybe they’re not very serious (buyers) yet. Brokers get a lot of stupid (online) questions that waste a lot of their time and lead to nothing. They get calls that say, “I see this yard has a fence, how tall is the fence?” So often, agents may suffer from bad lead fatigue and they fail to respond. Another reason these response times are so poor is that many agents work in real estate on a part-time basis.

tickler follow-up contact file that allows that customer’s interest to mature and cultivates a relationship with the customer. Q: What do you believe should happen when a brokerage gets an online inquiry? A: There are a number of ways to handle inquiries. We did this study on behalf of Weichert Lead Network, the Internet lead-generation arm of Weichert Realtors, which wanted to benchmark its system against the industry in general. Its system has a team that fields these inquiries before passing them on to the agents. They say, “You want information about buying real estate. How can I help you?” In our survey, Weichert’s average response time was three minutes.

But a great listing agent will recognize that the consumer (making an inquiry) is somewhere in the early stages of the process.

The major (brokerage) brands tend to have lead-management solutions that measure responsiveness, and they’ll bounce that lead to another agent when the first agent doesn’t respond in a given period. And if you continually fail to respond, you stop getting those leads.

The agent will collect their information and put them in a

A lot of brokerages do nothing at all to track these responses.

Q: Obviously, you publicized this study for those in the industry, to raise awareness of sloppy business practices. What should the consumer take away from it? A: The first thing is that it’s probably most effective to work with an agent from the beginning. Agents have access to information that’s most accurate, and the multiple listing service will notify them the moment a house comes on the market. Another thing is that agents know about properties that are coming on the market soon. For home sellers, I’d suggest this: If you’re considering hiring Sally Smith to be your listing agent, go online to inquire about one of their existing listings. Find out how long it takes for them to respond. That’s a barometer that’s going to measure how they’re going to respond to somebody who may be ready to buy your house today. Mary Umberger On Real Estate Chicago Tribune January 24th 2014

visibility.

• By helping buyers save, manage and share search results, myWeichert on our site will bring them back to your home. • Buyers looking for a home like yours automatically receive an e-mail when we put your listing online. • iPhone app and mobile site make searching for your listing easy no matter where buyers are.

YOU SHOULD KNOW “Enhanced� Listings on Realtor.com, Trulia.com and Zillow.com ensure that your home stands out, and is ahead of the competition - giving your home the most exposure.

Weichert will interest more buyers in your home. Weichert has established a track record for attracting buyers by using print media, radio and outdoor advertising as well as our highly recognizable signs.

YOU SHOULD KNOW Because we have such a prominent local presence, active buyers quickly realize that Weichert is their most dependable source of homes.

Single Property

Our Marketing Team will build a single property website for each listing to highlight the best features of the home. The professionally designed website will feature scrolling photos, home details, mapping functionality, links to our 3D tour and local school information. Prospective buyers can also request showings, share the listing with friends, create a property flyer and ask for more information.

Walk around. Feel it.

experience it!

Leverage the latest technology to make your listing stand out. Our Marketing Team will create a Matterport 3D tour for your home, which is better than a “virtual tour”; it’s a 360° virtual experience that will allow buyers to engage with your home – creating more interest and better quality showings. Check out this 3D tour experience -

3DTourViews.com

LOCAL PRINT AD 630-554-5700 Independently Owned & Operated

Your Local Real Estate Experts www.YourPlaceRealty.com

Your Place Realty

5 E. Washington Street, Oswego, Illinois

277 Ashcroft Court, Oswego 299,000

Ashcroft Subdivision 3138 Square Feet of Living Space! 4-Car Garage Outdoor Living with Paver Patio, Fire Pit & Fenced inYard

Visit: www.YourPlaceRealty.com Montgomery

New Carpet & Paint - $245,500

Hometown - $169,900

Colonial Home in San Souci - $181,900

Churchill Club - $354,900

Oswego Plains on 2 Acres - $364,900

Secluded Property - $398,000

5n334 Foxmoor Drive, St. Charles

Fields of Farm Colony - $441,500

OPEN HOUSE this SUNDAY 1pm-4pm Custom Home on 2 Acres - $489,000

Lakewood Falls - $209,900

Want Your Listings to Stand Out? Call Today to Learn More About 3D Tours!

www.3DTourViews.com

Just one of the reasons we’ve become YOUR LOCAL REAL ESTATE EXPERTS®

A prominent color-display ad in the Oswego Ledger, Kendall County Record, Plano Record & Sandwich Record will reach nearly 15,000 homes and businesses every week.

We customize our marketing to alert local buyers directly. The typical distance most homebuyers move is just 11 miles from their current address.

How does your home compare to this new listing? Find out at learnmorenow.com

JUST LISTED by Mark Hosty 7231 Jackson Boulevard

ON YOUR MOBILE? Scan this code or text to 313131

• The Weichert direct mail program sends out millions of postcards a year. • Attractive email campaigns keep local buyers informed.

Craig Caffarello, Managing Broker/Owner ©2015 Weichert Realtors, Your Place Realty | 5 E. Washington St. Oswego, IL 60543 Office: 630-554-5700 x210 Cell: 630-898-8500 Email: [email protected]

YOU SHOULD KNOW ©2015 Weichert Realtors, Your Place Realty | 5 E. Washington St. Oswego, IL 60543

Our attention-getting mailings, along with our email marketing, target neighborhoods that are proven sources of buyers for homes in your local area.

A Fine Home Presented by WEICHERT, REALTORS -Your Place Realty 808 Teri Lane - Yorkville IL ®

A Fine Home Presented by WEICHERT, REALTORS -Your Place Realty

808 Teri Lane - Yorkville IL

Open kitchen with bumped out dinette eating area, overlooking a maintenance free deck.

Kitchen features raised panel cherry cabinets, Jenn Air stainless appliances and oversized walk-in pantry.

Large family room with fireplace, opens to kitchen.

Living Room or Office

If you have been holding out for the perfect, quality built home, you’ve just found it! This owner/builder has built this home with quality details and efficiency as a top priority! This 3,000 square foot (additional 1,300 SF in the finished basement) features an open kitchen with raised panel cherry cabinets, Jenn Air SS appliances, a large walk-in pantry and bumped out dinette eating area that overlooks a maintenance free deck & oversized deep lot with mature landscaping, upgraded fencing & custom shed. 5 bedrooms upstairs include a spacious master with vaulted ceilings and master bath with custom built tile shower, whirlpool tub & large walk in closet! It gets even better...2nd floor laundry, 2 separate HVAC systems for efficiency, storage everywhere (large storage room off bedroom #4 & under porch storage area), finished basement with HUGE recreation room, workout room, office & additional bathroom too! 3 car tandem garage with overhead door to back yard. Oversized deep lot with mature landscaping.

Craig Caffarello

Managing Broker/Owner 630-554-5700 (Office) 630-898-8500 (Cell) [email protected]

WEICHERT, REALTORS®-Your Place Realty 5 E Washington St Oswego, IL 60543

Custom shed with garage door & upgraded fencing.

© 2015 Weichert, Realtors®. If your home is currently listed with a real estate broker, this is not intended to be a solicitation of the listing. Each WEICHERT® franchised office is independently owned and operated. Weichert® is a federally registered trademark owned by Weichert Co. All other trademarks are the property of their respective owners. REALTOR® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics. All square footage, room dimensions, and lot sizes are approximate. Offering subject to errors, omissions, prior sale, change of price, or withdrawal without notice. The information herein is provided by the seller, and not Weichert, Realtors, and while deemed reliable, is not guaranteed.

Our in house design team will create a professional quality custom brochure that will draw attention to your home’s best features and make it stand out against the competition. In addition to the print version, our team will also create a full digital version that is easily shared with other Realtors, prospective buyers and open house guests.

REVERSE PROSPECTING Reverse Prospecting is a POWER tool that allows our Brokers to work to proactively locate potential buyers for your home! This then allows the listing agent to run a search to find prospects, with a saved search that matches your home’s listing. Our Brokers are able to filter through a database in the Multiple Listing Service (MLS) and with the click of a button connect with the buyer’s agent. These buyers have in most cases been pre-qualified to purchase a home & their search criteria match the qualities of your home. Your Broker then reaches out to those Broker’s directly, inviting them to bring their clients to view your home. Reverse Prospecting also helps determine how many more buyers we might attract for your home, if the listing price was changed slightly. DOES IT WORK???? Yes it does!!!!

connection.

I’ll tap into transferees nationally and internationally. Our relocation firm consistently sends us people relocating for their work who need to buy a home right away.

• Among the world’s leading corporate relocation companies with offices around the US and in London, Toronto, Calgary, Singapore and Hong Kong. • No other privately-owned real estate company in America works with as many buyers relocating to new areas. • Serving 385* of the world’s leading and most respected corporations, including several Fortune 500 companies, who regularly relocate anywhere between several hundred and several thousand employees each year.

YOU SHOULD KNOW Transferees not only need to buy a new home quickly, but they typically qualify for company benefits that make it easier to purchase a home.

Professional

photography

The most important marketing tool that we use to sell your home is professional photography. According to the National Association of Realtors (NAR) professionally photographed homes sell faster and for more money than homes that are photographed using a camera phone or a point and click camera. Weichert, Realtors Nickel Group uses professional photography with a minimum of 16 photos on all our listings to make sure they stand out from the competition and receives maximum attention from buyers. You won’t see dark camera photos on our listings.

PROFESSIONAL

REAL ESTATE agents (or companies) are not all alike. That’s why when selling your home, you need to entrust that responsibility to a qualified career professional. Like me.

FINDING the right real estate agent to represent you (and get the job done) should not be

a personality contest, or decided by who charges the smallest fee -- but a careful, deliberate process that compares the agents’ individual expertise, professionalism AND specific marketing plan. Additionally, what resources are available to the agent that will give your home a distinct, competitive advantage in a still challenging marketplace?

IF YOU’RE SHOPPING for the right real estate agent (which you should do), ask him or her, “Why should I list with you?” Then listen to (and compare) their answers.

HERE ARE MINE ... 1. 2. 3. 4. 5. 6. 7. 8.

I know my business. I know how and where to find buyers. I know how to make things happen. I know how to negotiate a contract that can close. I know how to manage a transaction so that it will close. I know real estate law, principles and practices. I am a full time career professional. I back my work with a written guarantee.

IT TAKES a great agent, but an even greater TEAM to effectively market and SELL your home. As you compare real estate agents, also compare their marketing plan. How it is different? Better? Does it single out your home from others also on the market? Is it guaranteed in writing? Compare the real estate company backing up the agent.

WEICHERT® SALES ASSOCIATES are among the very best in real estate

-- highly trained, motivated marketing and negotiating specialists, backed by extraordinary technology, resources, reputation and leadership. Which is why I am a proud member of the Wei chert System!

THANK YOU for giving me the opportunity to show you the “Weichert Difference.”

Weichert Workforce

mobility inc. clients. Representative List as of January 1, 2016 Advance Auto Air Products Alliance One International Allscripts Alstom, Inc. AMF Bowling Centers, Inc. Ann Taylor ATB Financial Aventis Babcock & Wilcox BAE US HQ Barton BBA Aviation Becton, Dickinson & Co. Berico Berry Plastics Boehringer Ingelheim Bombardier Recreation Bombardier Transportation Booz and Company Boston Scientific Bowe Bell & Howell California Waters Cameco Cameron Campbell Soup Company Canadian Solar Celestica CF Industries Chesapeake Energy Chicago Bridge and Iron CoBank, ACB Colgate-Palmolive Comm Vault Systems, Inc. Concho Resources Coveris Cox Enterprises, Inc. C.R. Bard Crispin Porter

CSC D & H International Daymon Worldwide Defender Direct Digital Globe Dollar Tree DSM Elekta Enerflex EnergySolutions – UK Entergy Fairchild Semiconductor Fast Retailing Ferguson FirstGroup America FM Global FMC Technologies Forest Laboratories FTI Consulting GAF Materials Corporation Glanbia Performance Nutrition Godiva Haemonetics Haier Harleysville Group, Inc. Hilton Worldwide HJ Heinz Holcim Home Depot Canada Houghton Mifflin Harcourt Integra Life Sciences Corp. Invensys Itron KBR Kennametal Kia Motors Kone

Kuehne & Nagel L’Oreal USA Linn Energy MeadWestvaco Molson – Coors MTS National Grange – MSA Group National Grid NCR Corporation Nestle Nestlé-Purina Petcare New Balance Nuverra NXP Nycomed US Nyrstar Oklahoma Gas & Elec. Olympus Corp.

Parametric Technology Parsley Energy PCL Constructors Pearson Perdue Farms PFG PGW Pinnacle Foods Corporation Pioneer Hilbred Ports America PPG Industries PQ Corporation Precision Drilling Corporation PTC QBE Quanta Services RB Regeneron Richardson International RR Donnelley Sapient Corporation

Sellafield Scoular Sherritt SKF USA, Inc. Snap-On Incorporated Southwestern Energy Stanley Black & Decker Stepan Company Subaru Swedish Match Terex Corporation The Lubrizol Corporation The Reader’s Digest The Regence Group The Scotts Company Tiffany Tops Markets, LLC Toys R Us Tribune Media Co. Under Armour United Farmers Visa Europe Westinghouse Woodward Governor Co. World Kitchens Yum! Brands, Inc.

We heip some of the world’s leading companies deploy and manage their key talent. Independently owned and leveraging more than 40 years of real estate and mobile workforce management experience, we are committed to optimizing the relocation process, making it faster, easier and more cost-effective for our clients to transfer critical skills, address talent gaps, and pursue new business opportunities anywhere in the world. Many of our clients listed above are among Fortune Magazine’s Best Companies to Work For, Fastest-Growing Companies in the World, and the Fortune 500. Collectively, these valued clients relocate thousands of employees annually. *Not all Weichert Workforce Mobility Inc. clients are listed, due to confidentiality agreements which prohibit the publication of their names.

Working for you from

contract to closing. • Deliver or confirm delivery of fully executed contract to you and the buyer. • Confirm receipt of initial deposit monies. • Report sale to Multiple Listing Services. • Confirm with Buyer’s Realtor the completion of mortgage application (if applicable). • Confirm with Buyer’s Realtor the dates/times of home inspections, and any other inspections that are applicable. • Assist in scheduling local municipal inspections (if applicable). • Notify you of inspection results. • Assist you in obtaining repair estimates, if applicable. • Assist you in negotiating responsibility for repair issues with buyers. • Confirm receipt of remaining deposit monies. • Periodically contact mortgage representative to confirm status of mortgage loan. • Meet appraiser at property. Provide copy of listing and recent comparable sales/listings. • Confirm house appraisal is adequate and inform you accordingly. • Verify that all contingencies of sale have been satisfied. • Confirm receipt of mortgage commitment and follow through on any “subject to” items. • Confirm completion of any agreed to repairs and forward copies of work receipts to closing parties. • Confirm time, date and location of closing and inform you accordingly. • Order final water bill (if applicable) • Pay final water bill and municipal transfer stamps (if applicable) • Ascertain your receipt of final closing costs. • Verify with you and the buyer the date and time for final walk through. • Notify closing parties as to walk-through results. Resolve questionable items prior to closing. • Verify location of keys, garage door openers and warranty document (if applicable). • Attend closing bringing all applicable files, documents, keys and any other pertinent information.

specialist.

I know the local market thoroughly.

BY STAYING IN CONSTANT CONTACT EVERY WEEK UNTIL YOUR HOME IS SOLD, I CAN HELP YOU: • • • •

Understand current market conditions and pricing trends in your neighborhood. Keep track of the inventory of comparable local homes. Analyze feedback from prospective buyers. Negotiate the best sale price the current market will bear.

I will commit all my skills as a Neighborhood Specialist to sell your home for the best price possible.

Initial Visit

Marketing Plan

Price Evaluation

Your Weichert Broker gets acquainted with you and your home in order to create a plan for selling your home.

Your Weichert Broker presents a customized plan, along with marketing pieces that will showcase your home to buyers.

Your Weichert Broker will use market data in order to set a price based on a complete understanding of the market.

Recommendations There may be some suggestions of simple ways to make your home more marketable and attract a better price.

Internet Marketing Weichert bids on nearly a million search terms to drive buyers to our website making your home easy to find.

Home Protection Plan The benefits of providing insurance coverage as an incentive to buyers for repairs of your home operating systems and appliances.

“For Sale� Sign Weichert’s highly visible and recognizable signs will be installed (where allowed).

Broker Tour

Through our state of the art contact center, online buyers interested in your home can be immediately connected to a Weichert Broker who can answer questions and set an appointment.

Your home is showcased for Weichert Brokers and other brokers in the area.

Listing Agreement Upon signing the agreement, Weichert will begin the process of marketing and selling your home.

Multiple Listing Service Your property will be entered into the MLS system for wide exposure to real estate brokers and their customers.

Your Weichert Broker showcases your home through a combination of direct mail postcards, email and newspaper advertising.

I’ll guide you every step of the way.

Open Houses Weichert’s multi-step program for open houses will bring in prospective buyers. All visitors will be asked to sign in upon arrival.

Relocation Assistance If you are leaving the area, your Weichert Broker can make connections for you to the local Weichert office in that area.

Contract of Sale Initial deposit of earnest money will be placed in the office escrow account. Attorney review of the contract is customary.

Weichert Workforce Mobility Your Weichert Broker will notify our relocation division whose corporate clients relocating to our area can view your home.

In House Promotion

Follow-up Feedback

Your home’s listing will be shared at our bi-weekly office meeting to promote more showings.

Your Broker will regularly report to you on progress and will convey responses from prospective buyers and brokers who have seen your home.

Home Purchase

Manager Review

Our Gold Service Provider lender partners can help you determine the best financing options if you are purchasing a new home.

The Managing Broker of Weichert Realtors Nickel Group will periodically review the status of your home sale.

When an offer is made, your Broker will advise you and help you negotiate any counteroffers you many make.

Inspection and Follow Up

Mortgage Commitment

We will keep you up to date on inspections and negotiate all issues to bring your sale to the closing.

You will receive a confirmation from your Weichert Broker to confirm the date and time of the closing.

Closing Congratulations!

I handle problems from contract to closing. Selling a home is a complicated process.

YOU SHOULD KNOW A surprising amount of my efforts and expertise come into play between your signed offer and your closing.

Why you need a real

estate professional. If you’re planning to sell your home, it’s probably crossed your mind to try to sell it yourself and save the sales commission. But, there are some very good reasons why that would be a mistake. According to housing industry experts at HomeGain. com and Realtor.erg, more homes listed by real estate agents are sold than homes marketed by owners, and they sell more quickly and for more money. Homes listed by real estate professionals get more exposure and their sellers get more support. Real estate professionals offer many advantages: • They’re trained and licensed professionals. • They have experience in your neighborhood and your market. • They have oversight from brokers and state licensing officials. • Their job is to advise you the best way to reach your goals. • Their continuing education keeps them up-to-date on housing issues. • They know how to present your home and deal with buyers. • They know how and where to market properties. • They know how to overcome typical snags that occur in all real estate transactions and closings. • They understand state-required disclosures and look out for your best interests. • They understand personal safety and security for your belongings during showings. • They know the best resources to make transactions go more smoothly, from bankers to home­stagers to contractors. • They have the most accurate data sources - the MLS, the only data repository that has the most up­ to-date listing and sales information. • They know how to negotiate. • Their job is making real estate transactions successful. When you market your own home, you have to make the time to do all the jobs a real estate professional would do, and you’ll be competing against other sellers who have real estate professionals by their sides. If you can’t leave work to show your home, or you feel it requires more knowledge and experience than you have, you can’t go wrong by hiring a well-respected real estate professional.

your home. PREPARE FOR SHOWING

Make your home as appealing as possible Remove dogs or cats to the yard or confine in one area Eliminate any strong odors from pets, cooking or anything else Be careful not to replace an unpleasant / overpowering odor with another All magazines, newspapers and toys should be put away neatly Open all window treatments for daytime showing and turn on lights for evening showings – including porch lights Make sure there are no dishes in the kitchen sink The kitchen counters should be free of small appliances and clutter Close toilet lid and replenish toilet tissue supply Bathrooms should be clean and have fresh linens Beds should be made and clothes put away Important or sensitive papers and information should be secured Jewelry and other small valuables should put away Double check that your home is making a good 1st impression

MOVING CHECKLIST WEEKS / DAYS BEFORE THE MOVE: Contact your utility companies to shut off existing service and request service in your new home Arrange for your pets to be cared for on moving day Change of address for your mail, credit cards, magazines, friends & family, etc. Make sure you have enough boxes and packing material Contact your insurance company to change address of your coverage Cancel services such as lawn care, pest control and others Label each box on which room it will go in your home Put together a moving day survival kit with items you will need for the trip and immediately when you arrive at your new home. These items include toilet paper, snacks, bottled water, dishes, toiletries, towels, a change of clothes. MOVING DAY: Label boxes of any items you want first off the truck when it arrives at your new home Hand carry small valuables and important documents yourself Once the house is empty, take time to do a final walkthrough – check closets & cabinets for items left behind Have cash on hand for incidentals Give the house a final clean up Make sure to leave spare keys and garage transmitters in the house or with your agent

CURB APPEAL, A FIRST IMPRESSION THAT LASTS

Most buyers form their first impression of your home before they even get out of their cars. This is “curb appeal,” or the view from the curb that tells the buyer how attractive and well-maintained your home is compared to other homes. In a competitive market, it takes more than trimming the hedges and planting a few flowers to create curb appeal. The exterior of your home must be in pristine condition - freshly

painted, cleared of clutter, with no visible repairs needed. A broken step, overgrown bush, or abandoned toys in the yard can spoil the appearance and your buyer’s first impression. Curb appeal is important because it sets the tone for what the buyer is going to see inside. If the buyer likes the exterior, he or she will be predisposed to also like the interior and you’re that much closer to selling your home.

To see what needs to be done to sell your home faster and for a higher price, go outside, stand on the curb and try to look at your home the way the buyer will. What do you see? Pay close attention to walkways, exterior features, the entry and landscaping.

pricing and timing.

Intelligent

TIME ON MARKET (IN WEEKS)

Your best chance of selling your home is in the first two weeks of marketing. Your home is fresh and exciting lo buyers and to their agents. With a sign in the yard, a description in the local multiple listing service, distribution across the internet, open houses, broker’s caravan, ads, and email blasts to your listing agent’s buyers, your home will get the greatest flurry of attention and interest in the first two weeks.

If you don’t get many showings or offers, you’ve probably overpriced your home, and it’s not comparing well to the competition. Since you can’t change the location, you’ll have to improve the home’s condition or lower the price. Consult with your agent and ask for feedback. Perhaps you can do a little more to spruce up your home’s curb appeal, or perhaps stage the interior to better advantage.

The market can always change its mind and give your home another chance, but by then you’ve lost precious time and perhaps allowed a stigma to cloud your home’s value. Intelligent pricing isn’t about getting the most for your home - it’s about getting your home sold quickly at fair market value.

ASKING PRICE

PERCENTAGE OF BUYERS

Market Value

Pricing a home for sale is as much art as science, but there are a few truisms that never change. • Fair market value attracts buyers, overpricing never does. • The first two weeks of marketing are crucial. • The market never lies, but it can change its mind. Fair market value is what a willing buyer and a willing seller agree by contract is a fair price

for the home. Values can be impacted by a wide range of reasons but the two largest are location and condition. Generally, fair market value can be determined by comparables - other similar homes that have sold or are currently for sale in the same area. Sellers often view their homes as special which tempts them to put a higher price on the home, believing they can always come down later, but that’s a serious mistake.

Overpricing prevents the very buyers who are eligible to buy the home from every seeing it. Most buyers shop by price range, and look for the best value in that range.

THE VALUE OF

In a neighborhood of similar homes, why is one worth more than another? That’s the question that’s teased buyers and sellers for ages, but the answer is simple. Every home is different. When a home is sold, a willing seller and a willing buyer have just announced to the world the value of that home. From there, other similar homes are

benchmarked, but other factors come into play. The most important are: Location The closer a home is to jobs, parks, transportation, schools, and community services, the more desirable it is. Size Square footage impacts home values because they’re built using more materials. Larger lot sizes mean more privacy.

Number of bedrooms and baths Over time, median homes have grown larger. Decades ago, household members shared bedrooms and baths without complaint, but today, families want more privacy. The median home purchased today is a three-bedroom, two-bath home. Features and finishes - Features such as outdoor kitchens and spa baths make a home more

luxurious. A home finished with hardwood floors and granite countertops is going to cost more than a home with carpet and laminate countertops. Condition The closer a home is to new construction, the more it will retain its value. It’s perceived as more modern, up to date, and perhaps safer. Homes that are not updated or in poor repair sell for less. It’s a good idea for homeowners to keep

their homes updated and in top repair.

or paint colors, or the overall taste of the homeowner.

Curb appeal From the street, the home looks clean, fresh, and inviting. Fresh landscaping and flowers won’t change the size or location, but they certainly add charm.

Valuing a home will never be an exact science, but if you buy wisely, keep your home updated and in good repair, you should recoup most if not all of your investment.

When two homes are identical in the same neighborhood, a higher price may come to down to something as simple as views,

CMA? No two homes are identical, which is why choosing a sales price or offer price for a home can be challenging. That’s where the comparable market analysis, or CMA, can be useful. What is a CMA? The CMA is a side-by-side comparison of homes for sale and homes that have recently sold in the same neighborhood and price range. This information is further sorted by data fields such as single-family or condo, number of bedrooms, number of baths, zip codes, and many other factors. It’s purpose is to show fair market value, based on what other buyers and sellers have determined through past sales, pending sales and homes recently put on the market. How is the CMA created? CMAs are generated by a computer program supplied by your real estate agent’s

multiple listing service (MLS). The MLS is available to licensed members only, including brokers, salespeople, and appraisers, who pay dues to gain access to the service’s public and proprietary data, including tax roll information, sold transactions, and listings input by all cooperating MLS members. Listing agents generate CMAs for their sellers, and buyer’s agents create them for their buyers so both sides know what current market conditions are for the homes they’re interested in comparing. How accurate are CMAs? The CMA is a here-and-now snapshot of the market, based on the most recent data available, but it can instantly be rendered obsolete by a new listing, or a change of status in a home with the same criteria. Why? The market is constantly

changing - new listings, pending sales, closed sales, price reductions, and expired listings. CMAs can vary widely, depending on the knowledge and skill of the person inputting the search perimeters to the software as well as the number and type of data fields that are chosen. That means some features may not be included. As informative as the CMA is, it should only be used as a tool and should not substitute for your real estate professional’s knowledge and advice.

HOW IS THE COMMISSION PIE DIVIDED? BASED ON A HOME SALE PRICE OF $400,000 HOME, WITH 6% COMMISSION = $24,000 TOTAL COMMISSION

70+ REAL ESTATE EXPERTS WILL TOUCH A HOME BUYING TRANSACTION FROM START TO CLOSING! YOUR AGENT WILL INSURE A SMOOTH PROCESS SCHEDULING ALL APPOINTMENTS AND KEEPING DEADLINES THAT OCCUR OVER SEVERAL WEEKS TO COMPLETE A HOME BUYING TRANSACTION. AN AGENT’S JOB IS TO GET A SELLER THE MOST AMOUNT OF MONEY FOR THEIR HOME AND A BUYER THE MOST AMOUNT OF HOME FOR THEIR MONEY FOR A WIN- WIN!

Tips to help your home sell. Once you've decided to put your home on the market, it's important to take a close look at it from the viewpoint of a prospective buyer. Objectively evaluating each area and then making your home "show ready" can have a major pay-off in terms of the offers it will attract and how soon those offers come in. THE BIG PICTURE

THE SMALL DETAILS

SEVEN STEPS TO MAKE YOUR HOME SEEM LARGER, MORE APPEALING AND, THEREFORE, MORE VALUABLE.

WITH THE KEY STEPS IN MIND, TAKE A SPECIFIC INVENTORY OF YOUR HOME.

1. Keep it uncluttered. It will be neater and look larger. You want to convey a spacious feeling. 2. Keep it clean. This creates the impression that your home has been well cared for. Fresh paint makes rooms look clean and new. 3. Keep it repaired. Fix it before the buyer inquires about it. The need for repairs can make or break a sale. 4. Keep it neutral. Get rid of distracting colors and personal accessories. Neutral colors and simple decor help someone visualize their own belongings in a room. 5. Keep it inviting. Make your home memorable! Fresh flowers and fresh clean smells make your house more attractive. 6. Keep it light and bright. Open curtains and drapes to let the sunshine in. Turn on the lights so your rooms come to life. 7. Showtime! Make a final check of every room. Put away any toys, clothes, food or other “left out” items.

• Trim, weed and tidy up lawn and garden. • Clean up pet areas; resod or seed. • Repair screens, windows and doors. • Add fresh mulch under shrubs • Add potted or hanging flowers to deck or porch.

In The Living and Family Rooms • Rearrange furniture for a more spacious feel. Remove any extra pieces and store. • Spot clean carpets or rugs. • Have neutral paint or wallpaper. • Accent with fresh flowers. • Open the shades and drapes to let in light.

IN THE KITCHEN

IN THE BEDROOM

• Clear away extra small appliances. • Remove stains and items from sink. • Straighten memo areas and remove papers. • Clean and deodorize vent or exhaust hood.

• Straighten up closets. Box and store clothing, shoes, etc., as necessary. • Arrange toys to look appealing. • Add curtains or valances to rooms without them. • Remove attention-getting posters.

IN THE BATHROOM

IN THE BASEMENT OR GARAGE

• Clean counters of extra toiletries. Store them out of sight. • Remove stains and mold from sink, tub or shower. • Patch, caulk and grout as needed. • Put out attractive “forshow­only” towels.

• Thoroughly clean and deodorize areas where pets sleep or spend time. • Straighten tools and laundry area. • Sweep floors; clean up grease spots. • Get rid of any items you won’t be taking with you.

3% TO BUYER’S AGENT/BROKER = $12000

3% TO SELLER’S AGENT/BROKER = $12000

AGENT TYPICALLY PAYS 30-40% IN BROKERAGE FEES FROM THE 3% = $4800 LEAVING AGENT $7200

AGENTS ARE INDEPENDENT CONTRACTORS PAYING ALL EXPENSES & EMPLOYMENT TAXES, $7200-$3600=

(50% EXPENSES)

$3600 AGENT PAY CHECK

AGENT EXPENSES:

WHY PAY AN AGENT?

• • • • • • • • • • • • • • • • •

• • • • • • •

Training License fees MLS Dues National REALTOR Dues Cell phone Computer Photography/software Internet access Signs and lock boxes Staging expenses Self employment taxes Insurance Printing/promotional materials Gas/vehicle maintenance Office supplies Thank you gifts No benefits - Sick days, Paid Vacations Etc • And More... • ANNUAL EXPENSES AVERAGE 50% +

Their Training Their Expertise Their Guidance Their Experience Negotiation Skills Market Knowledge And So Much More!

FOR INVITING US IN, WE BRING RESULTS.

630.554.5700 5 E Washington St Oswego, IL 60543 www.yourplacerealty.com Independently Owned & Operated

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How to Demonstrate Your Value Using the Weichert Listing Presentation - PowerPoint PPT Presentation

How to Demonstrate Your Value Using the Weichert Listing Presentation

Why should i list with you how to demonstrate your value using the weichert listing presentation * click to reveal the bullets on the as a review of the sales ... – powerpoint ppt presentation.

• Review key sales techniques that will help you tell your value story and present an effective marketing plan.
• Explore how using the key sales techniques and the new marketing plan will help you secure more business.
• Practice delivering the Weichert Listing Presentation and applying the key sales techniques.
• What are the objectives of the Weichert Listing Process?
• Get to know the client.
• Get to know the home.
• Explain the customized marketing plan for the home.
• Share the value of you and Weichert!
• Discuss and agree on price.
• Secure the listing.
• Why do we do Getting to Know You versus getting to the Listing agreement?
• Why do we do a customized Listing Presentation versus a canned proposal?
• Why do we do a Price Trend Analysis versus pulling comps or doing a CMA?
• The value story for working with YOU and Weichert is embedded within our sales process.
• It allows you to
• Personally, emotionally connect with your client
• Build trust
• Demonstrate your value
• Show how youre DIFFERENT
• Show why youre worth it
• Proving your worth is as easy as 1, 2, 3
• Step 1 Get to Know Your Sellers and their Home
• Step 2 Share the Weichert Value Story(use the customized marketing plan)
• Step 3 Present the Price Trend Analysis
• Which is typically perceived as a better service model?
• Sellers Think Do I like you? Do I trust you?
• Youre using the Getting to Know You tool to
• Build rapport
• Demonstrate your professionalism
• Show sincere interest in the sellers
• Learn about the sellers and their home
• Separate yourself from the competition
• Establish rapport
• Take the lead and set the agenda
• Uncover needs and priorities
• Get to know the home
• Close and confirm 2nd appointment
• Distribute and review the Getting Know You Checklist
• Play video segment 1
• What did you see Ann do well?
• What would you do differently?
• Which steps did she follow?
• How is the first step critical to the Weichert Listing Process?
• Sellers Think Are you competent? Can you represent me? Can you bring me buyers? Will you work hard for me?
• Youre using the Weichert Listing Presentation to
• Demonstrate value
• Show you have a plan
• Express your commitment
• Gain their confidence
• Continue to build the relationship
• Open and preparation
• Uncover needs and engage the client
• Provide value and service
• Distribute and review the Weichert Listing Presentation Checklist
• Show video segment 2
• Did Ann demonstrate the value of working with her and Weichert?
• Value Statements
• Differentiate Yourself
• Engage the Seller
• Defer Technique
• Closing and Getting to Yes
• Statements that contain a feature or fact
• Statements that contain a benefit or meaning to the client
• Use bridges to connect the two
• This means that . . .
• What this means for you is . . .
• With this you get . . .
• Because of this, you will be able to . . .
• Knowledgeable
• Professional
• How you position the information changes everything
• Ive prepared a customized Marketing Plan for you.
• Weichert Lead Network is an exclusive system weve developed . . .
• Our Price trend Analysis is unique in the industry. Let me show you . . .
• At Weichert we do things differently. Heres something you may find of interest . . .
• Ask the sellers questions to engage and involve them in the selling process. They will often sell themselves.
• Bring the sellers wants and needs into the value story find ways to personalize the story to reflect what theyre looking for.
• Ask. Listen. Summarize.
• You told me that ___ was important to you, right? Heres where we address this.
• Whats most important to you in this move youre making?
• Does it surprise you to know that the NY Times online subscriptions outnumber the print subscriptions?
• Is this a service you would want?
• Would you find this of value?
• Does this work for you?
• Is this helpful?
• The seller keeps asking about price and commission?
• Seller Before you come over, I just want you to know that Brand X will do it for 5 so if youre higher, dont bother.
• You I understand. We can discuss that when we meet on Thursday. Were set for 4 oclock, right?
• You distinguish yourself from the competition.
• (The competition WANTS to be the same so the only difference becomes commission.)
• Helps you overcome the brokerage fee issue.
• Seller knows what to expect because you share EVERYTHING youll do to sell their home.
• Sell Value FIRST. Defer the commission conversation so you can share the full Value Story.
• Each will take a turn to role-play the part of the Sales Associate, Seller, and Observer
• Sales Associate will deliver the Listing Presentation applying the 5 step process and the key sales techniques to share the Weichert Value Story
• Observer should take specific notes on the Weichert Listing Presentation Checklist
• Break into groups of three and assign each person a number between 1-3
• You will have 20 minutes per round, including 5 minutes to give feedback using the checklist
• Observer conducts a feedback discussion
• Have the Sales Associate state
• What they did well
• What they would change next time
• Have the Seller give feedback next
• What they think the Sales Associate did well
• What they would recommend they change next time
• Observer gives feedback based on their notes from the feedback form
• Be very specific
• Observer gives the feedback form to the Sales Associate
• What worked well?
• What would you focus on for next time?
• What specific steps in the process did you find particularly helpful?
• What specific sales techniques did you find particularly helpful?
• What specific pages did you find particularly helpful?
• How are you feeling about being able to demonstrate value first by using the new Listing Presentation?
• Related online courses
• Weichert Listing Presentation Dialogue Tips
• Weichert Listing Presentation Effective Closing Techniques
• Effective Presentations How They Can Make or Break Your Transaction
• Overcoming Common Seller Objections
• Overcoming the Commission Objection
• WeichertOne.com
• Sales Associate Resources - Working with Sellers

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