the ultimate listing presentation
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Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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The Ultimate Listing
Presentation
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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A Customized Home Marketing Proposal
prepared especially for:
Created by:
Scot Kenkel
ABC REALTORS
Geoff and Lisa Scott
234 Happy Hollow Lane
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Our Meeting Today:
1. Ask Questions
2. Tour Your Property
3. My Marketing System
4. Discuss $$$$$$$$$$
5. Explain the Forms
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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1. Why are you moving and where are you moving?
2. When do you want /have to move?
3. How long have you lived in your present home?
4. What “major improvements” have you made on your present home?
5. Who else are you talking with about the sale of your house?
6. What other source of funds do you have available to you?
7. How do you feel about owner financing?
8. How did you arrive at your price?
9. What is most important to you? Pricing? Timing? Convenience?
10. What would it do to your plans if you couldn’t sell?
11. What would it take to get you to list with me today?
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Inspect Your Property
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Your Personal Objective:
1. Highest Price
2. Shortest Time
3. Least Aggravation
My Professional Objective:
1. Highest Price
2. Shortest Time
3. Least Aggravation
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Personal Slogan…etc
My Name
Designations
Accomplishments
About Me Page
About Me Page
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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About Me Page
About Me Page
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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About My Company Page
About My Company Page
ABC Realtors, Inc.
# of Offices/Agents/Affiliations
Accomplishments
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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About My Company Page
We work with everyone!!
Our Industry Colleagues…
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 1 Assemble accurate
information about your home.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 2 Create and review a thorough
“Prepare to Sell” action item checklist.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 3 Order the placement of professional signage.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 4 Create ad copy and images for
marketing pieces.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 5 Enter detailed information
into local Multiple List Service.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 6 Develop print and digital
marketing pieces for distribution.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 7 Upload information to local
and national web sites.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 8 Launch targeted
“Industry Awareness Campaign”
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 9 Launch targeted marketing
pieces --- postcards, fax broadcasts, e-mails, flyers.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 10 Qualify Buyers
and Coordinate Home Showings
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Step 11 Negotiate and explain all
purchase offers
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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Regular Reports Weekly Marketing Efforts
Showing ResponsesPricing Opinions
Competitive Analysis
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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The Choice is yours…The “Gamble” or…
My Proven
“System”
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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Finances FinancesFinancesFinances
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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6 Factors That Influence the Sale of Real Estate
•PRICE•CONDITION OF HOME
•FINANCING•TIMING
•COMPETITION•MARKETING
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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Factors Beyond Our Control
Factors Within Our Control
•Physical Features of the Home
•Market Conditions
•The Competition
•Listing Price & Terms
•Property Condition Inside & Outside
•Availability of Property (Ease of Showing)
•Marketing Strategy
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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Our Goal
Get Your Home Sold!
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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$ $
Wholesale Retail
Your List Price
TIME
Avg. market
time +/-Sell t
oday!180+/- Days
3 Different Prices for your HOME!!
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
All Rights Reserved 2003 © Scot Kenkel 111 William Lane Oak Ridge TN 37830 1-865-220-0111
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70%
80%
90%
100%
A FEW DAYS
Full Market Time-Frame
The “PRICING PYRAMID”
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