Download - C21SGR Real Estate Services

Copyright © 2010 Century 21 Real Estate LLC. All rights reserved.

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Marketing Presentation Instructions• Print then delete this page so that slide numbers below will be accurate

• Please carefully review each slide, there may be information, statements, guarantees etc. that don't apply to your office.

• Slide 2 / Cover – Update seller information, add photo, and add contact information

• Slide 3 – Insert your office DBA

• Slide 5 - Provide your personal credentials / details

• Slide 7 – Insert your office DBA and office credentials

• Slide 8 – Insert your office’s information

• Slides 28-32 – If your office is not part of the Realtor.com Company Showcase Program then delete slide

• Slide 45 – 47 – Review slides and remove what is note relevant (i.e. Realtor.com) or add items as needed.

• Slide 52 – Update Competitive Market Analysis

• Slide 54 – Action Plan – Update will all relevant next steps and action items for the seller and Agent.

• Slide 55 – Update Thank You slide

Other Considerations: • Consider printing on higher quality paper / finish via Merrill or a local printer• Consider having the printer spiral bind the presentation with a clear / textured cover• Rehearse the delivery of this presentation and the other materials you will be presenting• Try to present in such a way that you are explaining the content, not reading it.• Take particular note of the key take away messages on the bottom of each slide, these provide the overarching themes and talking points for each slide. Each of these examples are then summarize in the conclusion of the presentation.• Send out Thank You letter from your Manager/Broker as follow-up.

Copyright © 2009 CENTURY 21 <Insert Name>. All rights reserved. Each office is independently owned and operated.


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Real Estate Services Marketing Proposal

Prepared for:[ Insert Seller(s) Name ]

Property to be marketed:[ Insert Address ][ Insert Property Address ]

Presented by:[ Insert Agent Name ]CENTURY 21 [ Insert DBA ][ Insert Contact Info / Address]



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Agenda

• Tour your home and ask questions about your home• Discuss your home and your current situation• Tell you about myself and [insert DBA]• Gold Standard marketing • Discuss current real estate market• Explain the process and forms• Determine listing price• Come to a mutual decision


Experience


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My Professional Experience

• My philosophy“ Customer relationships are at the heart of what I do. If you don’t feel that I’ve built a strong relationship with you by the time we’ve sold your home, then I haven’t done my job”.

• My credentials and education/training• [ Insert my background ]• [ Insert my awards ]• [ Insert additional points if desired ]



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The Value

The value and importance of real estate professionals has not changed!• 85% of sellers used a broker or agent to sell their home*• My mission statement

“I strive to make the sale of your home and all of the associated activities free of stress, easy to understand, and at times, even fun. My goal is to exceed your expectations and provide you with exceptional service throughout our relationship”.

*2009 NAR Profile of Home Buyers and Sellers



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A Global Powerhouse With The AgilityAnd Commitment Of A Local Owner

CENTURY 21 [ Insert your DBA name here ]• Our REALTORS® and staff work in a positive supportive environment• We keep up to date on the latest market conditions, training and technology• We have been a leader in residential sales in (xyz area) since (date)• We have helped over (x) people buy or sell homes in (xyz area)• We are ranked # (x) in (x)• We have earned (xyz award)• We have (x #) fully trained, full time, agents whose only jobs are to help people buy and sell homes



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A History of Proven Results

• [ Insert awards achieved ]• [ Insert average Quality Service Survey Score ]• [ Insert company’s market share statistics ]• [ Insert list price to sales price ratio ]• [ Insert average days on market stats vs. MLS average ]



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Step 1: The Offer

• Present offer• Negotiate price & terms• Confirm 1st deposit taken• Confirm buyers ability to acquire a mortgage• Keep you up to date on current market conditions • Get offer signed by both the Sellers & Buyers• Forward copies of the offer to both attorney’s• Negotiate offer through the attorney review period



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• Schedule Township C.O. Inspection• Confirm / Schedule times of buyers inspections• Notify you of inspection results• Assist in negotiating any repair issues & estimates• Confirm 2nd deposit taken• Inform you of appraisal results• Verify all sale contingencies have been satisfied• Confirm all pre-closing paperwork has been completed

Step 2: Contract



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• Confirm date, time & location of closing• Confirm deposit monies available for closing• Ascertain your receipt of final closing costs• Schedule with buyer & other realtor the final walk-through• Resolve any walk through issues if any prior to closing• Attend closing. Bring all applicable documents / keys etc• Remove sign & lockbox

After the Contract is signed…

I keep working for you.

Step 3: Closing



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Seller Service Pledge – My Personal Commitment

• 21 points of differentiation- Commitment to service- Agreement between you, the seller and my CENTURY 21® Office


A Proven Leader


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The CENTURY 21® Brand Value Proposition


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The CENTURY 21® Brand Value PropositionWe are a strong, vibrant, and global real estate family.

We strive every day to deliver unsurpassed market intelligence, and to use our strengths to help you successfully buy and sell

real estate.We deliver: Performance. Value. Wisdom.

CENTURY 21: The Gold Standard.


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CENTURY 21: The Gold Standard.What does “The Gold Standard” mean to you?


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Gold is symbolic of three positive and distinct valuesGreat financial value = Getting the best price for your home

High performance achievement = Best trained associatesInsightful wisdom = Your neighborhood specialist


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Gold is symbolic of three positive and distinct valuesGreat financial value = Getting the best price for your home

High performance achievement = Best trained associatesInsightful wisdom = Your neighborhood specialist

I am your “Professional Champion”


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In 2009, CENTURY 21 Has Almost Universal Brand Awareness

Leader in Brand Awareness:

In 2009, the CENTURY 21® System attained the highest brand awareness level when compared to any other real estate organization surveyed, a trend we have maintained since 1999.

Q “Please tell me which of these real estate agencies you have ever seen or heard of?” (?” (Base: 903 respondents: Sold or purchased a home in the past 2 years, or plan to sell or purchase a home in the next 2 years)

*Source: 2009 Ad Tracking Study, Millward Brown.

CENTURY 21: 97%

RE/MAX: 92%

Coldwell Banker: 88%

Prudential: 69%

ERA: 45%

GMAC: 35%

Keller Williams: 33%

Weichert : 17%

Realty Executives:15%


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CENTURY 21®: A Global Brand

More than 7,700 offices and over 120,000 sales associates in 66 countries and territories, including offices in:

• Aruba • Hong Kong• Australia • Japan• Belize • Mexico• Brazil • Morocco• Canada • Portugal• Cayman Islands • Russia• China • Spain• Costa Rica • St. Kitts• Egypt • St. Maarten• France • United Arab Emirates• Greece • United Kingdom



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Celebrating Three Decades of Caring

• Easter Seals is the world’s leading non-profit provider of services for people with autism, developmental disabilities, physical and mental disabilities and other special needs.

• Easter Seals is the only national organization which serves people with all disabilities, from birth throughout the life span –partnering with health and human service organizations as well as public and private insurers to provide life-changing services and support for people with disabilities and their families.

• As a partner with Easter Seals we can collectively work with you to adapt your home for accessibility and preserve or enhance the current value.

• The CENTURY 21 System has been affiliated with Easter Seals since 1979

• The CENTURY 21 System has raised nearly $98 million on behalf of Easter Seals


Internet Marketing


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Where Do Buyers Go For Information?

Source: 2009 National Association of REALTORS® Profile of Home Buyers and Sellers

The Internet should be leveraged to attract more buyers

Of those buyers who used the Internet, where they first learnedabout the home they purchased

!

" #

$ %

# &

% !

$ ! ! # $ ! ! ' $ ! ! % $ ! ! ( $ ! ! ) $ ! ! & $ ! ! *

Real Estate Agent

Internet

Yard Sign



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Internet Advertising vs. Newspaper Advertising

• 77% said they found the internet very useful

• 2% said they found the newspaper very useful • 36% of buyers found their home on the internet first - This represents a significant increase from those that found their home in 2001. - The internet plays a much more significant role compared to newspapers, where only 2% found their home first.

• 42% of buyers said they found yards signs to be very useful

• 10% of buyers said they found open houses to be very useful




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Home Buyers

• 90% of all home buyers used the Internet as a tool when searching for a home*• 84% of recent home buyers found photos “very useful”* • 63% said the same about virtual tours*




22Copyright © 2009 CENTURY 21 <Insert Name>. All rights reserved. Each office is independently owned and operated.

Maximize Visibility!When you list your home a with CENTURY 21® Agent, you’re creating maximum exposure for your property, in your area and around the nation. Not only will your property be featured on the award-winning century21.com site, but millions of other potential buyers will be able to see your listing because the CENTURY 21 System partners with some of the most popular real estate sites on the Internet. When it comes to selling your home, you can’t have too much exposure. The CENTURY 21 System works hard to ensure that your unique listing gets all the attention it deserves—all around the country!

According to NAR, eighty-seven percent of homebuyers start their search online1. That’s why the CENTURY 21 System lists your home on all these popular mover Web sites, which get millions of unique visitors every month:

In Your Area & Across the Nation

CENTURY 21 listings are also displayed on all MLS enabled real estate sites.Remax.com, ColdwellBanker.com, ERA.com, Prudential.com, KW.com, and Weichert.com



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Selling Your Home with the Help of century21.com

The century21.com web site averages more than 2 million visits per month*• Consumer Leads• Property Listings• Registered Users• Top Search Engine partnerships; Google, Trulia and Yahoo• Open House Planner

* ComScore 2009



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The Search Areas on century21.com

• century21.com is a consumer’s home buying and selling information gateway• The easy to navigate menu bar allows consumers to identify exactly what they are looking for• The site serves as a real estate resource library for consumers

Property Search• Satellite technology to visually scout the location of CENTURY 21 properties that meet their search criteria • Aerial views allow users to explore the property yard, street and neighborhood



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century21.com Tools

Slide Shows & Virtual Tours Visually highlight the best features of your home; automatically created when you have 6 or more pictures

Neighborhood ProfilesImportant information about this & other neighborhoods

MortgageCalculators & financing information



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Your Listing on century21.com

• Up to 20 listing photos can be included• Detailed property descriptions (English & Spanish)• Floor Plans • Slide Show• Virtual Tours• Open House schedule



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• Each week I will provide you with the weekly exposure reports from century21.com.

Weekly century21.com Traffic Reports



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CENTURY 21®: Listings Stand Out to Buyers Searching on the # 1 Real Estate Website-Realtor.com



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This is a Basic Listing and How Some of Our Competitors Would Market Your Home on the #1 Real Estate Web Site.

Basic Listing Features• Maximum of 4 images• Default paragraph and bulleted descriptions• Brokerage name and office telephone number as contact point• Realtor.com will charge a $20 to $25 posting fee for virtual tours• Basic listings do not allow consumers to email the Agent or the Office.



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Listing Detail View – Company ShowcaseWe Showcase All of our Listings and Fully Market Them

Company Showcase FeaturesUp to 25 Images Per Listing Agent Represented (at Brokerage Discretion) Brokerage Logo/Linkage Customizable:• Headlines• Paragraph• Agent Special Message• Lead Generation• Video• Virtual Tours



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Your showcased listing will also appear on other web sites that Realtor.com powers the search on including MSN.com a top 5 real estate web site.



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We can provide you with weekly web site traffic reports from Realtor.com

Measuring Web Exposure of Your Home



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Our Advertising Product: Broker Showcase

A listing enhanced with a HomeFinder.com Broker Showcase Package

A basic listing

Links to multiple photos virtual tours and green

features

Contact info withTrackable toll-free #

Listing description

Open house flag

Upfront broker

branding

We also automatically enhance our listings on Homefinder.com



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Enhanced listings receive priority

placement in search results and are

branded.



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National Distribution For Your HomeIn addition to the great national coverage the CENTURY 21® System provides for your home listing, you’ll also find your property listed on key real estate sites that serve your area. That includes your local newspaper site, real estate showcases, guides to your region—wherever your neighbors look when they’re starting a home search. Because CENTURY 21 Sales Professionals know that in the end, every home sale is a local sale. That’s why our experts go the extra mile to understand your market in detail and position your home in front of the people most likely to buy.

Our Online Newspaper NetworkThe CENTURY 21 System distributes local listings to the homefinder.com network of 130+ online newspaper real estate sites nationwide to ensure your listings are seen by consumers who want to buy in your area.AKALARAZCACACACACACACACACACACACACACACACACACACOCTDEFLFLFLFLFL

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NewsdayPoughkeepsie JournalRochester Democrat & ChronicleThe Journal NewsThe Cincinnati EnquirerThe News-MessengerNews Journal The Marion StarNews HeraldTelegraph – ForumChillicothe GazetteCoshocton TribuneEagle GazetteThe Advocate Times RecorderStatesman JournalThe Morning CallCentre Daily TimesThe Greenville NewsThe Sun NewsThe HeraldThe StateThe Beaufort GazetteThe Island PacketArgus LeaderThe Leaf ChronicleThe Jackson SunThe Daily News JournalThe Tennessean

Dallas Morning NewsFort Worth StarTelegramEl Paso TimesThe SpectrumThe Daily PressThe Daily News LeaderBurlington Free PressBellingham HeraldThe OlympianTri-City HeraldThe News TribuneThe Post-CrescentThe ReporterGreen Bay Press-Gazette Herald Times ReporterMarshfield News-Herald Stevens Point JournalDaily TribuneWausau Daily HeraldOshkosh NorthwesternThe Sheboygan PressThe Herald-Dispatch



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2009 Online Marketing

• Strategically publish creative banners that increase traffic and listing exposure on Century21.com.• CENTURY 21 provides an innovative online experience for consumers that is second to no one in the industry.• Online media is optimized to drive leads and response from consumers on your property. • Automated email communications to buyers interested in your property• Search Engine Marketing is a key component of our online marketing efforts that drives consumers to our website and thereby increases the exposure your listing receives to interested buyers.



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CENTURY 21® Open House Month


Dedication to Customer Service


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Quick Response with Lead Router

It takes most agents 54 hours to respond to a buyer inquiry*

We do it in about 60 seconds!• Today, 86% of home buyers are online. That’s why we send e-mail inquiries directly to our agents’ cell phones.• The system is called LeadRouter™ and it helps us sell homes faster and for more money. • LeadRouter™ is a software-based system that captures leads from homebuyers and sellers, and then matches the lead information with the most appropriate sales associate within 30 seconds of the internet lead being sent.• Converting data to voice, LeadRouter™ instantly informs the sales associates of the lead via phone or designated communication vehicle. This enables sales associates to respond to consumers within minutes of receiving the request.* Source: 2007 Realtor.com survey



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CENTURY 21 Contact Center

• Some consumers do not want to communicate via email, the contact center provides an alternate communication method

• Allows the consumer to speak to a live body ASAP. Contact Center representative then executes a warm hand off between the consumer and a CENTURY 21® Sales Professional

• CENTURY 21 Call Center – 866.732.6139



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Quality Service

• I strive to provide outstanding service to my clients

• My clients are invited to complete a Quality Service Survey and return it to an independent 3rd party research group

• Consistent monitoring of service in order to assure highest level of quality


Marketing Plan For Your Home


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Marketing Your Home

• Two things sell homes – Exposure and Price• At CENTURY 21 [Insert DBA Name Here] we pride ourselves on our ability to create custom solutions to maximize both • We have a proven model to market and sell homes• Forged through experience and analysis of thousands of home sales• Enclosed is a comprehensive summary of how we will put our unique approach to work for you.

The more people exposed to your home, the better the chances of finding the buyer who likes it and will pay the

most for it.



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Marketing Plan

• Place the CENTURY 21 Gold Post Yard sign on your property (if local ordinances allow for it)• Place a lockbox on your home• MLS – Place your home with the local Multiple Listing Service to make it available to all local Brokers• Open Houses – Actively promote open house showings for both real estate professionals and Buyers• Direct Mail – Just Listed cards, Open House cards and other targeted mailings•eCampaign Center One-time Emails – Online Property Flyer Emails directed to potential buyers• Local Advertising – Television, newspaper and local magazine



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• Internet – century21.com allows internet users to get information and photos of your home

• century 21.com • Agents Personal Website• Banner ads on local websites • Post on other real estate search websites like Trulia.com, Realtor.com, Google and Yahoo that receive millions of visitors.

• Leverage the CENTURY 21 Global Referral NetworkSM to access leads from around the world.• Use office voicemail system to announce your listing and provide updates on changes to your listing• Office caravan

Marketing Plan continued



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Marketing Plan continued

• Place colorful flyers or brochures describing your home next to the “for sale” sign

• Introduce other unique marketing techniques appropriate for your property (Adjust this list as appropriate)– Video/virtual tour on Facebook.com,YouTube.com, MySpace.com,

LiveVideo.com– Offer a Home Warranty program– Offer special CENTURY 21 Mortgage® financing options– Other special promotions (beware of local non-inducement laws)– Place property on Craigslist and other online classified websites for

maximum exposure• Make available a 24-hour a day voice-interactive response system to provide

continuous information on your home



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“Dress” Your House For Sale

• Your home’s appeal is a deciding factor in whether a potential buyer decides to make an appointment to see your home or submit an offer.

• Individual tastes vary, but you should follow some basic rules in getting your home ready for sale:

– Curb appeal– Unobstructed walkways– Clean interior– Well-lit rooms– Uncluttered rooms and

storage spaces



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Market Value is:

What the buyers are willing to pay for this type of property, in this neighborhood, at this particular time.

The marketplace, not the homeowners and not the brokers determine the value of a home.



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Factors That Influence The Listing Price Of Your Home



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Competitive Market Analysis Establishing the perfect price for your home!

[Insert Complete CMA Here]• Recent Sales• Current Listings• Under Contract• Expired Listings

•How do you stack up against the competition?•What will help your property sell faster?•How much will you have after closing?



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Get More with me, Your CENTURY 21® Agent

Standard Services• Multiple Listing Service• Local Advertising• Yard Sign• Agent and Office Preview• Open House• Required Property Disclosures• Competitive Market Analysis• Featured on National Website

Customized Services• National Advertising• Global Referral Network• Seller Service Pledge• Quality Service Survey• Other Internet Websites



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Action Plan

[ Insert Subtitle Here ]



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Thank you!

[Insert Agent Name]CENTURY 21 [Insert DBA]

[Insert address and contact info]

Put me to work for you!
