Brought to you by…Part 3 of 3

Your Instructor…Kerry Krumenacker

Curriculum Advisor…Hallie Agostinellian Organized Home

What is the big deal about Staging?

6-13 % Increases in

Price

•NAR•National Builders Association•HGTV

Up to 40% reduction

D.O.M

•NAR•A.S.P.•National Builders Association•HGTV

Average Days on Market Before Sold

Days on

Market

160

150

140 145 Days130  120  110  100  90  80  70  60  50  40   29 days30    20    10    0    

Days on Market -Non Staged HomesDays on Market - Staged Homes

94%

94% of ASP Staged

Homes sell on average in 29 days or less

Difficult

ExpensiveR

ent Furniture

Major Project

Major Misconcepti

ons of Home

Staging

Improvement Typical Cost Increase in Sales Price

Average Return

Agents Who Recommed

Home Staging

Lighten & brighten $86-110 $768-935 769% 84%

Clean & de-clutter $305-339 $2093-2378 594% 91%

Landscape & trim $432-506 $1594-1839 266% 72%

Staging Furniture $212-1089 $2275-2841 169% 76%

Total $1035-2044 $6730-7993 478% 81%

Home Repair

 Fix Plumbing – electrical $338-381 $992-1208 196% 63%

 Kitchen Bath upgrades $1546-21420 $3823-4665 136% 83%

 Repair flooring $1531-1714 $2267-2589 50% 62%

 Paint exterior walls $2188-2381 $2907-3233 34% 57%

 Replace carpeting $2602-2766 $3585-3900 39% 65%

More important than all that…

Can you as a REALTOR get in more living rooms…

Take more listings

Sell more houses as a Real Estate Staging Expert?

Prospect Differently…• Free CMA – How Much is Your

Home Worth – Broker’s Price Opinion

• Market Data Reports – Neighborhood News – Property Resale Reports

• 60 Day Sale Guarantee – 30 Day Sale Guarantee

• If I can’t sell your home I’ll buy it.• I’ll sell your home in 60 days or less or I will make the mortgage payment

until it’s sold• Move with me and use this truck for

free• Highest Price if you can close by

“Thanksgiving”, The New Year, April 1, May 30

Free Staging

Evaluation8 page report

valued at $600Absolutely Free

and with No obligation

Certified Staging

Professional$600 Pre-listing

Evaluation & Analysis

Free of Charge when you call…

Increase Your Sale Price By

6-13%Speed up your

sale by as much as 40%

Free Staging Service Call ….

Remodeling vs. Common Sense

Repair vs. Maintain

Staging vs. Preparation

Home Study…

Assignment

service@associateworx.com

Must include thisSummary!!!

PrioritiesEstimates of investment

• We Focus on Marketing Yourself

• Creating the Proper Context

• Making Good Business Decisions w/ Your New Staging Designation

During Part III…

8 ways to a listing appointment

1. Personal Referral2. Past Customer3. Happenstance4. Telemarketing5. Door knocking6. Door Hangers7. Direct Mail8. Advertisement

1. Personal Referral

2. Past Customer3. Happenstance

Oh I am so glad you called…

What I can prepare for you is a Broker’s Price Opinion…

This is the same documentation and analysis that our company prepares for Banks and Investors.

It is a very thorough assessment of your home, the neighborhood and all the comparable neighborhoods that will effect your home in the marketplace.

I can have a Broker Price Opinion prepared at no cost and no obligation

And I can present it to you over this coming weekend.

Does that sound like a good place to start.

Oh I understand, if your not quite ready…

I would like to offer you another FREE service which our company offers.

2013 is one of the most competitive Real Estate Markets so our company has devised a very effective way to help you protect your equity and get the Highest possible price for your home, whenever you decide to sell it.

I know you have heard of staging…

Our company offers a comprehensive pre-listing staging analysis.

We thoroughly inspect the property and indentify areas which you can capitalize on current market conditions to achieve the highest possible price.

Would you like me to schedule your FREE Pre-listing Staging Analysis now.

Did you know???

Move in ready homes are AT AN ALL TIME LOW in today’s inventory.

We have buyers right now…

• That do not want to buy a FORECLOSURE and FIX IT UP

• That don’t want to renovate a mess• That don’t want to wait for a short

sale

So many of the houses on the market today are just in terrible condition

If we make the right decision following our BPO and Staging Analysis

We Can Really do well in today’s R.E. Market!

3. Telemarketing4. Door knocking

5. Expireds and

Version for FSBOs

Good Morning

I am sorry to call (stop by) you so early but I needed to catch you before you wentto work.

I have been watching your property closely on the market ______________

Today when I pulled up the listing it had been taken off the market (expired only)

We have been selling homes just like your for more than ____ years. I want to show you exactly why your home hasn’t sold.

Could I stop by tonight when you get home from work so I can show you? What has happened with your listing so far?

And why your house hasn’t sold.

3. Telemarketing

4. Door knocking

Good Morning

I am sorry to call (stop by) you so early but I needed to catch you before you went to work.

I noticed that you made the decision to not market your property professionally.

I would like to offer you a FREE service that can help you get the highest price.Our company provides professional Brokers Price Opinions and Pre-Listing Inspection services to banks and governmental agencies.

I am authorized to offer you those same services with no cost and no obligation.

One of the most valuable services we offer is a RESE Staging Analysis which help our sellers capitalize on current market conditions to achieve the highest possible price and protect the equity they have remaining in their home.

Would this weekend be a good time to schedule your FREE staging .

6. Door Hangers

5. Direct Mail

Secure the appointment…

• Preparation• Nickel Tour• Safe Island• Listing Presentation• Make business decision• Proceed with Staging Evaluation

• Full C.M.A,• Destination Property Research

• Loan Advisor and/or Good Faith Estimate

• Listing Book, Measuring Device, Digital Camera, Electronic Lockbox

• Certified Staging Professional 8 page analysis

Preparation…

Nickel Tour…

•Smile, approachable, friendly, well dressed, match and mirror… “Rapport”

•Enhance credibility with anecdotes and light conversation

•Compliment, notice and point out upgrades and improvements

•Reveal underlying motivation with trust and rapport

•Elaborate on Staging process, certification, statistics and success stories

Safe Island…• Create a time

line• Let them know what to expect

• Ask for permission

• Lower defenses• Gain control

Presentation…• Myself

• My Company• Our Marketing• Exposure –

Realtor. COM – NLS – MLS – Internet Syndication

• Unique Selling Propositions Hero Home Source

Make a business

decision…

• Is this Prospect open to dialogue regarding price and immanent move?

• What is the likelihood that this client will list with me?

• If this home is listed with me, can I sell it now or in the next 12 months?

• Is there some impending situation that will increase this seller’s motivation?

• Do I want to work with this person for the next 3-12 months?

Proceed with

Staging Evaluation

…

• 5-15 minute room by room checklist to highlight staging concerns

• 30-90 minute immediate detailed evaluation including specific staging improvements

• Schedule professional analysis and in depth consultation for maximum effectiveness

#1 Rookie Mistake is to become a Gopher

or a Chauffer

15 Minute Version

Proceed with

Staging Evaluation

…

• 5-15 minute room by room checklist to highlight staging concerns

• 30-90 minute immediate detailed evaluation including specific staging improvements

• Schedule professional analysis and in depth consultation for maximum effectiveness

#1 Rookie Mistake is to become a Gopher

or a Chauffer

You have three options

Do it yourselflearn the tools and apply themUpgrade your education

Use the buddy systempair up with another Realtor in our office

Employ a professionalMHM Professional online servicesFind a local vendor (negotiate a deal)

IF YOU TURNED IN YOUR HOMESTUDY ASSIGNMENT

service@associateworx.com

Complete your course atwww.associateworx.com/staging

Certification!

Your Regional Lending Partner