Martha R Grass ~ Your Personal REALTOR®
239.405.4343Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
HOW I WILL
SELLING YOUR
HOME
Martha R Grass
Realty Direct ~ Breakthru Team
Over 35 Years Of Combined ExperienceMartha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
•The Advantages of Listing with Me
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Martha R Grass ~ Your Personal REALTOR®
239.405.4343Martha R Grass ~ Your Personal REALTOR®
Selling…
c2011 ~ 21st Century Investment Corp
Martha R Grass ~ Your Personal REALTOR®
239.405.4343Martha R Grass ~ Your Personal REALTOR®
Or Buying…
c2011 ~ 21st Century Investment Corp
Martha R Grass~ Your Personal REALTOR®
Let The Breakthru Team…
c2011 ~ 21st Century Investment Corp
This Is Why We Can Invest 1 Hour Of Our Time In Reviewing How We Are Going To Sell Your Home…
It’s a very important matter that must be taken seriously and done professionally.
After All…
1 It’s the place you call… home.
2 It’s where you have been investing… your hard earned money.
3 And it’s how you are going to be able to... buy your next home.
4 Selling your home will bring you FREEDOM! …Choices ~ To do other
things!
The Sale of Your HomeIs Important to Us!
And You Must Know All The Facts Before You Make The Decision To List!
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
• My Qualifications,
Experience, and My Team
Concept
• My Strategies For
Marketing Your Home
• What I Will Do To
Help It Sell
We Find The Buyers
Getting A home Sold Is A Process ~ …Telling The Right Story
Today We’ll Discuss
c2011 ~ 21st Century Investment Corp
Here Are The Facts You Must Know
Before You List Your Home!
Would You Have It Any Other Way? Of Course Not! Let’s Begin …
I guarantee you will be fully informed before you make the decision to list.
Section 2 A About The Market
B How You’re Impacted
Section 1 ~ Company & Agent SellingExperience
A . Company Realty Direct Naples
B. Bob Burns My Mentor ~ Me, Our Experience & References
C. Realty Direct International
D. Our Results, Our MLS Board
Section 2 ~ Current Condition Of SWFL MarketA. How You’re Impacted By The Current Market
B. What We Have To Do ~ To BEAT The Market!
C. How The MLS Plays In The Sale Of Your Home
Section 3 ~ Marketing & Selling Your HomeA. Our Marketing Plan
B. Our Pricing Plan ~ CMA Review
C. Our Promotion Plan
Martha R Grass ~ Your Personal REALTOR®
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
These Questions ~
Are In Every Consumers Mind.
Before We Get Started ~
They Simply Must Be Answered
1. Is It Safe To Do Business With You?
2. What’s In It For Me?
3. IF Something Goes Wrong… Can I Get Out Of The Listing?
4. What Does It Cost To Do Business With You?
These Questions Must Be Answered Before You Move Forward
It’s Just Good Business
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
About Our Company!
Our Goal Is Simple… To Sell Your Home! And We Know This Is Your #1 Goal As Well!
Our Owner / Broker Has Been
The #1 Agent With Nabor - The
Board Of Realtors 2007 - 2008 - 2009…
…
The #1 REO Broker
c2011 ~ 21st Century Investment Corp
Proven ResultsWith Proven Leaders
Now That’s Proven Experience You Can Count On!
Our Team Builder
Is Not Only A
Top Producing Agent Selling Over 100 Million and 500 Homes… But Has Built A Powerful Team Of 125+ Agents
In Just A Few Months.
LEADS LEADSand more leads equalsBUYERS
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Proven ResultsWith My Million Dollar Mentor
Now That’s Proven Experience You Can Count On!
Write your last testimony, #3, here
Testimonies From Satisfied Clients
1 Place no more than 3 testimonies on this page.
(write in here)
2 Testimony 2: Mr. & Mrs. Jones Write
You did exactly what you said you would do!
3 Testimony 3
Note
You will use your Testimony
Presentation to outline all
your testimonies, and leave
that presentation with you
seller. Please read lesson
book for further instructions.
The Million Dollar Mentor ~
Building Top Realtors®At Realty Direct ~
Has Assisted Realtors In Selling Over
30 BILLIONIn Real Estate!
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Bo
About… The Million Dollar Mentor
And How We Use The MLS
It Is The #1 Way Homes Are Sold In The USA - No Other System Compares!
Martha R Grass ~ Your Personal REALTOR®
30 Years ~
30 Billion ~My Mentor Has
Developed Systems That
Produce!
I Am So Honored
To Partner With Him!
c2011 ~ 21st Century Investment Corp
About Me And My Team!
Experience Is Measured By RESULTS… Not Just Years Of Service!
In 15 Years of Service to SW Florida We Have Sold Over $500,000,000
How Our Proven Experience Will Sell Your Home A Professional Designations…Less Than 1% Of Agents In America Have All Three:
CRS-e-PRO-RECS
B Client Philosophy?
Helping Families Win…”One Home At A Time”
C My Results & My Marketing Ideas Have Helped Realtors Sell Over 30 Billion In Sales
If my clients are not happy with the progress of their sale, they can fire me!
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Victory Is Determined By Knowing The Outcome In Advance
A Powerful Team Is Where It All
Starts …Results Is Where It Ends
A Powerful Team
With Powerful
Results… A Team
That Will Be
Expanding To
Cover All Of
FloridaMartha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
My Background…
Television, Video
Internet and
Multimedia
Marketing .
!.
This Puts Us Light Years Ahead Of the Pack!
“Martha Grass – Stays On The Cutting Edge Of Technology!”
Martha R Grass… Internet Marketing Expert
Social Media Marketing SpecialistUsing Cutting-Edge Technology Tools Such As Internet Video, Social Networking, SEO
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Our Focus
Our Focus Is To Make
The Process Of Selling Your Home
As Effective And Stress Free As Possible…
Webster Defines A Process As:“A Natural Phenomenon Marked by Gradual
Changes That Lead To A Particular Result.”
In This Case Your Successful Sale!
We Focus And We Deliverc2011 ~ 21st Century Investment Corp
Martha R Grass ~ Your Personal REALTOR®
The Objective
Most Of Our Clients Objectives Have Been…
People Pay According To The Value They Are Shown
•Getting The Greatest Number Of Dollars
With The Best Possible Price And Terms
•To have The Sale Go Quickly & Smoothly…In
Other Words…In The Shortest Time Possible
•To Accomplish This With A Minimum Of
Inconvenience
Our Marketing SystemBrings About…
•A Fast Sale•At A Fair Market Price•With A Maximum Of Service
c2011 ~ 21st Century Investment Corp
Let’s Review The Buyers Market
You Must Know Which Market You’re In When Selling
As It GREATLY Impacts Your Sale.
About The Market
The Market Can Be In Only
1 of 3 Conditions
A Seller’s Market
B Buyer’s Market… Current Condition
C Normal Market
Market Condition Definitions
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
What Impact Does A Buyer’s Market Have On You?
The Total Number Of Homes For Sale Exceeds
The Total Number Of Buyers.
What Is A Buyer’s Market?
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Understanding The Market Is The Key To Winning In The Market
We are Currently Still In A Strong Buyers Market
SECTION 2
Knowing The Market Is
The Key To Getting Results
SECTION 2
A About The Current Market And…
How You’re Impacted By It
B What Part Does The MLS Play In Your Sale?
C The Story You Tell & Sell About The Property
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Now Let’s Discuss How I Will Sell Your Home In This Buyers Market!
Figures From Sunshine MLS
What Market Are We In Now!
Dec.
2008
Dec.
2009
Dec.
2010
Total Number of Listings 14,326 15,018 15,424
Total Number of Sales 5821 6232 8133
Average Time On Market 211 160 166
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
…About The MLS Board
And How It Works With Us!
We Use It To Sell Your Home!
It Is The #1 Way Homes Are Sold In The USA - No Other System Compares!
There Are Over 400 Companies & 3,485 Agents On Our MLS Board.
How Powerful Is The MLS When It Comes To Selling A Home?
1 Real Estate Companies Join The MLS Board
Why? To allow agents from other companies the opportunity to sell their listings.
2 MLS Companies Cooperate With Each Other
This means any Realtor on the board will be able to show your home to their buyers.
3 How We Reach MLS Agents
When we get into our marketing plan for your home, we’ll show you how we get MLS
agents excited about your home so that they’re eager to show it to their buyers.
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
But What Happens After You Sell & Need To Buy A Home In A Buyer’s Market?
It is, to say the least, very challenging when selling
a home in a buyer’s market.
Your Challenges When Selling
What Impact Does A Buyer’s Market Have On Your Sale?
Heavy Competition
1. You must be prepared to compete at your best price point.
2. Features must match or exceed your competition.
Who Wins?
1. Best Price
2. Best Location
3. Best Condition
Sale Impact
1. Sells Slow
2. Condition Offers
3. Low Ball Offers
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
MLS Advantage
The Strength Of The MLS Can
Also Become It’s Greatest
Weakness! Why?
•74% Of All Sales Are Made By Just 4%
Of The Agents
•96% Of The Agents Are Competing For A
mere 26% Of The Market
Knowing How To Market To The Strength
Of The MLS Is The Key To A Successful Sale
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Success System
•We Have The People
•We Have The Tools
•We Have The Systems
•We Have The Resources
To Get Your Home
SOLD!
Our Results Tell The Story! Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Current Market
The Question Is This…Do You Need To Sell Or Just Want To Sell
Martha R Grass ~ Your Personal REALTOR®
It is Currently A Clear Cut BUYERS MARKET…
Seller’s Must Determine Whether It Is Time To
SELL or Time to WAIT OUT The Market.
If You Must Sell NOW You Must Also Be
Realistic In Your Pricing… As Only… “PRICED
RIGHT LISTINGS ARE SELLING”
If You Must Sell NOW You Are Competing
Against Short-Sales and Foreclosures.
Remember This… NO BANK In The World Will
Lend Into An Over-Priced Property.
c2011 ~ 21st Century Investment Corp
• Simple…You get ~ ACTION
Because... Realty Direct And The Breakthru Team Are Dedicated To Finding You A Buyer. After All…
• We Don’t Earn Any Of Our Fee Until Your Home Is Sold And We Have Served You Well…
With A Contract You Are Willing To Accept.
The Challenge
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Easy To Show
We Let
All Agents
Know
That
Your Home
Is In The
MLS!
We Also Make Your Home Easy To Show To Buyers
Martha R Grass ~ First Steps…
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Signage
Martha R Grass Next Steps…
c2011 ~ 21st Century Investment Corp
Marketing
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
MarketingInside & Outside
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
Value is aPerception
Quite Frankly We Show More Of A Homes
Value…Because We Know
People Pay…
…According To The Value They Are Shown!
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
The Emphasis
WE HIGHLIGHT:•Your House
•Your Community
•Your Total Property Value
Our Entire Marketing System
Represents YOU…
From the Day We Begin To Represent You
Through A Successful Settlement.
We Back Our Professional Service
With ACTION
Spot Lighting Your Home And Community Puts More Net Dollars In Your Pocket
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
It’s A Win-Win!
The Spotlight Is On Your Home And Your Neighborhood
The Emphasis.
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Your Home ~
Your Neighborhood ~
Your Community ~
A Picture IS Worth A
Thousand Words ~
People DO Pay According
To The Value That They are
Shown ~
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Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
The MethodsUsed By Other Firms VS RealtyDirect®
WITHOUT REALTY DIRECT
Most Firms Offer:
• The Multiple Listing Service MLS
• Expose Your Listing To A Large Number Of
Sales Associates/Brokers
• Advertise Your Property
• Hold “Open House”, etc.
Your Realty Direct Professional Agent
Uses The MLS Extensively And Highly
Recommends It.
However, There Is Far More To Marketing
Effectively To The MLS Remember This 74%
Of All Properties Are Sold By Just 4% Of
The Agents.
Therefore, Your Realty Direct Agent Has
Been Trained In Powerful MLS Marketing
Designed To Help You Retain The Highest
Possible Equity From Your Home.
However It Is Specific MLS Marketing That Makes The Difference
c2011 ~ 21st Century Investment Corp
Unbelievably True Story!
The Sad Part
Of This Picture (Or Should I Say Lack Of Picture)
Is that even the MLS
WOULD HAVE
Taken The Picture
At No Cost
If You’d Asked :~{
The Problem
A Big Part Of Telling The Story… Is Picturesc2011 ~ 21st Century Investment Corp
Martha R Grass
Martha R Grass ~ Your Personal REALTOR®
c2011 ~ 21st Century Investment Corp
…A Picture…~ Is Worth A Thousand Words ~
A Common Phrase … Drilled Into My Head By My Mentor Mr Bob Burns
The Million Dollar Mentor
The Breakthru Team
Proudly Presents
PropertyScope.
.
…Nobody Does It Better…
and We Know
“
People Pay According To The
Value They Are Shown.”
..
.
We Show More Of
The Property’s VALUE….
Inside ~ Outside ~
Unique Features
Room By Room… .
We Show It Off
Around The Country
Martha R Grass ~ Your Personal REALTOR®
THE METHODS
Used By The Breakthru Team
THE CYBERSCOPE SYSTEM OFFERS
PropertyScope ~ Exhibits All The Value Of Your Property.
CommunityScope ~ Sells The Added Value That The
Community Brings To Your Neighborhood
ServiceScope ~ Gives Your House Transportability
& Attracts More BuyersMartha R Grass ~ Your Personal REALTOR®
Martha R Grass
Martha R Grass
~ Your Personal
REALTOR®
.
CyberScope
• PropertyScope ~ Exhibits
All The Value Of
Your Property.
• CommunityScope ~ Sells
The Added Value That
Your Community Brings To
Your Neighborhood.
• ServiceScope ~ The Realty
Direct Work Ethic Brings
Transportability And
Attracts More Buyers
WorldWide.
.
Interior Pictures
• ~ Casual Dining
• ~ Formal Dining
• ~ Kitchen
• ~ Family Room
We Don’t Let A Potential Buyer
Forget Any Room In The House…
And That’s Easy To Do When
Looking At Multiple Properties
.
UNIQUE VIEWS
We Don’t Forget The Bedrooms
Either… It’s All Part Of The
House Hunting Experience
We Truly Have “A Better Way” To
Help People Find Their Dream
Home With Our ~
PERSONALIZED
PROGRAMMING
SERVICE
.
UNIQUE VIEWS
THE PROPERTY SCOPE
SYSTEM OFFERS…
Exhibits All The Value Of Your
Property Swimming Pool and
Back View!
“People Pay According To The
Value They Are Shown” ~
Martha R Grass ~ Your Personal REALTOR®
Martha R Grass ~ Your Personal REALTOR ®
Martha R Grass ~ Your Personal REALTOR®
.
With Pictometry
• ~ We Get Arial Views AND
• ~ We Get Directional Views
We Know That People Select An
Area And A LifeStyle... BEFORE
They Actually Select A Property.
In Other Words ~ We Help Them
With The ENTIRE Buying Process!
We Simply Have
“A Better Way”To Help Find Their Dream Homes
LifeStyle
People Buy A
LifeStyleAnd A Community Before They
Purchase A Home In That
Community, Their Decisions
Are Based On
Golf ~ Tennis ~ Water ~ Activities
Shopping ~ Dining and the Arts
Not To Mention Convenience To
Airports And Other Local
Transportation
and Sporting Events.
Martha R Grass ~ Your Personal REALTOR®
With Exciting CommunityScope
You Get…
.
~ Pictorial Exhibits…
~ Community & Neighborhood
Features That Create Additional
Market Value…
~ School Systems
~ Parks & Recreational Facilities
~ Shopping & Public
Transportation
~Conveniences
Martha R Grass ~ Your Personal REALTOR®
Martha R Grass ~ Your Personal REALTOR®
.
COMMUNITYSCOPE
Shows All The Communities Value
and Unique Features That Add
Considerable Value To Your
Property Including:
Police Services
Fire Protection
Parks & Libraries
Schools & Higher Education
PERSONALIZED
PROGRAMMING
SERVICE Martha R Grass ~ Your Personal REALTOR®
Martha R Grass ~ Your Personal REALTOR®
CommunityScope ShowCases.
~ Two Outstanding Arts Centers
In Both Naples & Ft Myers
~ Three International Hotels
Bringing World Traveler’s To The
Area~ They Create Additional
Market Value…
~ Two Municipal Airports
~ One International Airport
~ State Parks & Recreational
Facilities
More Golf Courses Per Capita
Than Anywhere In The World!
Martha R Grass
Martha R Grass ~ Your Personal REALTOR®
ServiceScope Offers…
.
.
~ A Powerful Support Staff
Stands Ready ~
To Support The Agents With
Lead Generation Allowing All
Agents The Ability To Provide
Buyers & Sellers ~.
FASTER…
MORE EFFICIENT
SERVICE!
Martha R Grass
Martha R Grass Your Personal REALTOR®
RealtyDirect Offers…...
~ The Most Powerful Business
Model Ever Introduced To The
Real Estate Industry ~
~ Since May 2010 We Have
Went From 12 to 125 Sales
Associates Making Us The
Fastest Growing In The State Of
Florida.
~ Systems ~ Training ~ Tools ~
Training and Development .
KEYS…
TO OUR
SUCCESS!
Martha R Grass
Martha R Grass ~ Your Personal REALTOR®
Martha R Grass ~ Your Personal REALTOR®
Martha R Grass
Martha R Grass ~ Your Personal REALTOR®
Martha R Grass ~ Your Personal REALTOR®
2. What’s in it For Me?
The Average Home In Our Market
Currently Takes 189 Days To SELL… .
If Your Property
Is Priced To Sell With
Professional Appraisal & Two BPO’s…
We Guarantee To Sell Your Home In 150 Days Or Less Or
We’ll Sell It For Free!
Martha R Grass ~ Your Personal REALTOR®
First Of All ~ Consider this…
Before We Look At Pricing .
Or Marketing Your Home…
We Must First Understand…
What The Product
Of A Listing is!
We Guarantee To Sell Your Home In 150 Days Or Less Or
We’ll Sell It For Free!
Martha R Grass ~ Your Personal REALTOR®
Pricing The Home ~ To SELL!
Martha R Grass ~ Your Personal REALTOR®
The Potential
More Net Equity Dollars…
So… What Is The Potential?
$$$Martha R Grass ~ Your Personal REALTOR®
It’s Understanding & Implementation Martha R Grass ~ Your Personal REALTOR®
I Have A Formula To Selling Your Home!
Martha R Grassrealtor®realtor®Solutions…
MORE NET EQUITY DOLLARS!
We Have Talked About
GENERAL SOLUTIONS…(ADDITIONAL MARKETING FEATURES THAT EFFECT THE SALE)
Now Let’s Look At
THE SPECIFIC SOLUTIONS•Commission ~ (Brokerage Fee)
•Competition ~ (Comparables)
•Financing ~ (Wider-Base)
•Price ~ (Competing With Short Sales & Foreclosures)
•The Property ~ (Condition)
•Timing ~ (Average Days On The Market)
•Marketing … Do You See The POWER Of A System?Martha R Grass ~ Your Personal REALTOR®
Martha R Grassrealtor®realtor®Your Personal REALTOR®
Making It Happen!
MORE NET EQUITY DOLLARS!
Representation…
Other Than Getting The Pricing Correct…
Is There Any Reason We Shouldn’t Get
Started Selling Your Home Now?
Martha R Grass ~ Your Personal REALTOR®
Our Next Question Is…
This range produces a list of targeted buyers for your home!
Let’s Do The Math!
The Math Will Allow Us To Target Your Buyer With Ease!
Your Home Value Estimate Is…
Top Of Range Is…
Home Value – (Home Value x 20%) =
Bottom Of Range Is…
Home Value – (Home Value x 30%) =
Your MLS Buyer’s Home Listing Range Is
Top: Bottom:
1
$400,000
$80,000
$120,000
$320,000 $280,000
2
3
Martha R Grass ~ Your Personal REALTOR®
Service GuaranteePeace Of Mind
3. If Something Goes Wrong… Can I get Out?
I Have A GUARANTEED Service Plan
Which Describes What We Will do and When We Will Do It.
I ask for a 1 Year Listing Agreement. Why? That’s how I get the
biggest budget from my Broker to promote Your Property.
The Service Guarantee also states if you are unhappy with any of my
services, you can notify my Broker and give me 72 business hours
to remedy the situation… or you can cancel your listing.
No Questions Asked. Martha R Grass ~ Your Personal REALTOR®
Real Estate Is An Investment With Returns Determined By The Open Market!
Realtors Control Marketing Plans … But NEVER Market Price.
Understanding The Decision You
Will Make Today
It’s About The Marketing Plan & Not The Pricing Plan
1. The Marketing Plan For Your Home!
A marketing plan will vary from real estate company to real estate company. It will also vary from agent to agent depending upon experience.
2. The Pricing Plan For Your Home!
The price range of your home will not vary between companies since it is determined based upon current market facts that are:
a) available to all companies, andb) not in the control of any one particular company.
Martha R Grass ~ Your Personal REALTOR®
Do You Agree This Is The Best Method for Valuing A Home?
Fact ~ Professional Appraisers Hired By The Banks Use This Method As Well ~ When Making The Decision To Place A Mortgage On A Home!
CMA!
Competitive Market Analysis!
A ‘CMA’ Consists of 3 Data Sources!
1. Similar Homes Recently Sold
This tells us what buyers are willing to pay for this type of home.
2. Similar Homes Now For Sale
This is our competition. Buyers will compare your home, it’s features and price.
3. Expired Listings
This tells us what buyers are not willing to pay for this type of home.
Martha R Grass ~ Your Personal REALTOR®