Sellers Get Better Offers Cards

Better Offers lead to Full Value sales.

First point: Listing Professionals represent sellers; Buyers’ Agents represent buyers.

Second: stage your property for better showings. If it doesn't show well, it will not bring better offers.

Third: Professional photos create more interest.

Fourth: List at a price that will attract agents and buyers.

Fifth: Offer commission  incentives so agents will try for better offers. Incentives usually bring better offers.

Sixth: Have a professional inspection done before you offer the house for sale.  Pre-inspected houses attract more agents, more buyers, faster offers, better offers. They also reduce the risk of buyers’ remorse waiting for inspectors and the inspection reports.

Seventh: list with an agent who has a plan for extra exposure.

Eighth: List with an agent who has strategies to bring multiple offers.

 

 

If you want to make sure you get Full Value when you sell, make sure you list with the right agent.

When buyers pay more than average, buyers actually all or part of the commission.
When you list with the right agent, you will have the best chance of having buyers paying above-average prices.

Good News. List with the right agent, buyers pay the commission.  Bad News, List with the wrong agent, sellers pay the commissions.

How? Do you own a car? (Yes).  Did you buy it at a dealership? (Yes). Was there a salesperson involved? (Yes).  Legally, the salesperson got his/her commission from the dealer, but where did the dealer get the money? From the buyer.

Same thing in real estate: We collect the commissions from the sellers, but the buyers actually pay the commissions.

Full Value is most often 3% to 5% above average selling prices of similar properties

   Full Value is achieved when the selling price is equal to or a bit greater than the highest selling price of like properties.

     Expert Listing Agents focus on getting their sellers Full Value selling prices. Expert Listing Agents take special training to give sellers their best chances to get all the house is worth.

Average Listing Agents hope to get sellers average selling prices.

Buyers Agents try to get buyers the lowest prices.

Deal Agents focus on themselves and the commission to be paid. They represent neither buyer nor seller.

This card says; $10,000;Full Value; Sell your house for more than average; Ask me how; and Don't leave money on the table.

How would you like to see an extra $10,000, (or $________) in your settlement check at closing? (Yes)

Optional)  I am not talking ablut getting more than your house is worth. I am talking about getting all you house is worth. (Yes)

How would you like to be sure that you got all your house is worth ...  every dollar?  How would you like to know for sure - for sure, for sure - that you didn't leave any money on the table? (Yes)

I use a new strategy that is called “Full Value Strategy.” It gives sellers their best chance to sell at Full Value;

A Full Value selling price is usually 3% to 5% above the average recent selling prices of houses like yours that recently sold in this area.

Let me show you something.

(Show Red Roof - Green Roof Card.)

Whenever 10 houses - of  equal value - an appraiser says they shoulg all sell for the same price - there is almost always a 10% difference between the lowest selling price and the highest selling price.

So, five will sell at average or below and five will sell at aveage or above.

Red roofs are below average and green roofs are above average.

Most people sell around average. Average is almost always 3% to 5% below Full Value. That means most people lose between $12,000 and $20,000 when the sell at aveage selling prices.

That's a lot of money to lose just because you listed with an agent who only has an average marketing plan.

Would yo like to see my plan to get you above average offers and the best chance to get a full Value sale? (Yes)

There are about 40 people in this picture.

Imagine that they are all real estate agents in this area and they all would love to get your listing.

There are 10 agents in the front row   Imagine that each of them represented one of the ten recent sales shown on the Red Roof-Green Roof card.

If the averaging selling price of the ten houses was exactly $40,000 and if there was a 10% difference between the low selling price and the high selling price ...  then, one agent brought their listing client a $380,000 sale. That low sale cost their seller $20,000 compared to average and $40,000 compared to the highest sale.

On the other hand, someone in that front row brought their seller a $420,000 sale. Tat high sale brought their client  $20,000 more than average, and $40,000 over the worst case scenario.

Here’s your dilemma: who did what?  Which agent brought the low sale? Which agent brought the full value sale? And which agents brought their sellers average selling prices and only left $20,000 on the table?

You can’t tell by looking; they all look successful. You can’t tell by asking ordinary questions;  they will all have a decent story.

And you can’t just throw a dart and hope for the best.

May I show you my strategy to give you the best chance to get a Full Value offer?

NO LANGUAGE

Let’s talk about pricing When you put your home up for sale, you have five pricing choices.

There is a ‘Sell Today’ price, a ‘Sell Fast’ price, a ‘Sell at Highest Value’ price, a ‘Sell Slowly’ price and a ‘Never Sell at that Price’ price. We call that last group expired listings.

As soon as you give me the ‘Go Ahead’ (to list your property) I will prepare an accurate Comparative Market Analysis on your home and guide you to the price that will give you the best chance for a faster than average sale and the best chance for an above average selling price.

That means the best chance for an extra$5,000, $10,000 or $15,000.

Does that sound like a good plan?

Let’s talk about commission.

(When speaking to other than Private Sellers.)

When you put your home up for sale, you have three commission choices: Less Than Average, Average, or Above Average. Less Than Average repels agents; Average – no help no harm; Above Average attracts agents.

The key to the highest offer is Multiple Offers. The key to multiple offers is Multiple Showings. The key to Multiple Showings is more agents willing to show your property.

Historically, a one percent increase over the average commission offered usually results in more agents showing your property and a 2%, 3%, 4%, and even a 5% increase in selling prices.

Do the math. You offer an extra 1%; a buyer pays an extra 2%, goes to the two agents who made that happen and 1% goes right in your pocket as pure profit. Do you like that idea?

(When speaking to Private Sellers.)

I have good news: You don’t pay the commission. We collect commissions from the sellers, but the buyers actually pay.

Look at the house pictured at the top of this card. For over 30 years, the National Association of Realtors has provided an annual report of trends in real estate sales.

One of the items they cover is the difference in private selling prices and agent assisted selling prices. According to their reports, when that house is listed and sold with real estate agent assistance, it sells for just about 10% more than when sold privately.

That’s why we can state accurately, ‘Sellers don’t pay the commissions - buyers pay.’

We collect the commission from the sellers, but since buyers pay 10% more for houses sold through real estate, the buyers actually pay the commissions. Can you see that?

Let’s talk about the benefits of staging.

Staging is a very important part of the Aim Above Average strategy.

Staging influences buyers; they pay more. Staging influences agents; they show more. And staging influences appraisers; they value more.

If a house needs some fresh paint, outside or inside, buyers will instinctively deduct the expected cost of painting from their offer. That’s why we can say ‘Paint is worth $25 in the can and $2,500 on the house.

Most people, including most average agents, underestimate the value of professional staging advice. Typically a $300 to$400 fee paid to a professional stager increases the selling price by $1,500 to $2,500. That’s a 500% to 600% return on that investment. It’s even better when you consider the homes sell faster and the sellers’ get their money back in just a few months.

Untrained agents only know enough to put a sign on the lawn, a posting on the MLS and Internet, and hope for the best.

The key to a successful sale of your house is listing with an agent who has a strategy to get multiple offers in a short time. The key to multiple offers in a short time is a two-step process. Step one is getting more agents willing to show your listing and step two is sending an Open House Invitation to an extra 100 or more neighbors.

I cannot guarantee a specific dollar amount or days-on-the-market ... there are too many variables ... but I can guarantee that if you do these four thing right, you will have a 95% chance for selling your house faster than average and at an above-average selling price.

How would you like to see an extra $5,000, $10,000, or $_______ in your settlement check at closing? (Mention the price that is 5% of property value.)
In any price range there will usually be a 10% difference between the lowest selling price and the highest selling price of any ten properties that should sell for the same price.
That means that when you put your home up for sale in a $300,000 price range, there will be $30,000 difference between low and high.
That is $30,000 of your money at risk, to either gain or lose, depending on how you put your home on the market and with whom you put your home on the market.
Segue (lead in) to next card:
I use a new strategy that is called “Aim Above Average.”

NO LANGUAGE

Here’s a reality. Whenever and wherever ten similar homes sell there will be a low sale and a high sale.
In this example the low sale was $285,000 … the high sale was $315,000 … and the average was $300,000. Does that sound realistic?
The problem is - most agents simply want a sale, and they are hoping for a sale at the average price.
If the average recent sale was $300,000, and a buyer made an offer to you of $295,000, almost all agents would encourage you to take it.
And I ask “Why?” If the highest recent sale was $15,000 above average, why not aim for the extra $15,000?
If, when we examine recent sales for your home, we see a $15,000 difference between average and highest recent sale, would you like me to try to equal or beat that highest selling price?
What would you do if you got an extra $5,000 or $10,000 at closing? What is the best use you could make of that money? (No wrong answers: it’s their money

(Option: You may want to skip this card in a hot market.)
Another reality that affects your net is Days on Market.
Whenever and wherever ten similar homes sell there will be a fast sale and slow sale. The fast sale could be 10 days or less, the slow sale could be 11 months, and the average about 5 months.
When the average selling time is 5 months, anyone with a three month target date or deadline is bound to be highly stressed and feel forced to take a low offer if the only offer is past their deadline.
Also, in every 10 sales there is bound to be two, three, or four listings that expire and take a second or even a third attempt before they are sold.
In average years, 60% of listings sell and 40% expire. I won’t ask the obvious … I assume you’d prefer a faster sale than a slower sale, right?
Segue to next card: Here’s a big challenge. You know that if you do average things, you can only expect average results, isn’t that right?

 The purpose of this card it to put special focus on having full training in the Sellers Win Big Strategy, and a personal goal that the sellers Win Big by getting all the house is worth – i.e. full value.

Let’s talk about the Right Agent.

The right agent has a personal goal and commitment to give you the best chance for a Full Value sale.

The Right Agent has extensive training in making sure the strategy is fully tailored to fit your special objectives.

It takes four things: the Right Agent; Right Price; Right Commission; and Right Staging.
Most sellers wonder how to tell when they have found the right agent. Most agents look professional, and most will have some latest technology or software program that good, so how do you know who is the right agent? Here’s how you tell …