Michael Cuevas Buyer and Seller Systemology

A New Look To Real Estate…
Seller Systemology
MY LISTING
PRESENTATION
INSERT COMPANY NAME
HERE

What is EXIT Realty?
EXIT Realty's Roots
EXIT Realty Corp. International opened for business in Toronto, Canada on
September 3, 1996 and in record time, EXIT has become the fastest growing full-
service real estate franchisor in North America. The exclusive EXIT Formula is the
reason for our phenomenal growth.
The EXIT Formula is Real Estate Re-invented. For the first time ever, the concept
of residuals taken from both the insurance business and the music industry has
been introduced to the Real Estate industry. Residuals are revolutionizing the Real
Estate Industry fostering teaching, training and coaching and creating profitability
and financial returns that have been unheard of in years gone by.
Steve Morris, EXIT Realty's Founder and Chairman, has been referred to as the
best recruiting sales manager in North America. He has managed, owned and
operated some of the largest Real Estate offices in the world.
Exit Realty Redefined is an independent franchise who is
extremely technologically advanced in real estate marketing and
systems.

Mike Cuevas and Marcie Schmidt have
worked together for near a decade! Mike
has always ranked in the top 1% of
Realtors throughout the Chicagoland area
up until 2009 where Mike took more of a
back seat and began running his team,
Aspire Properties.
In 2010 Aspire did near 60 million ion
closed sales and over 225 closed
transactions! Mike soon branched out to
Exit Realty and also extended that into
the Dupage County markets.
Mike is a big fan on marketing. When
marketing your property not too many
agents are going to be more aggressive in
technology and marketing your property
than Mike. Mike has also taught short
sales and agent marketing across the
country.
REALTOR® Profile
Kates Evil Twin Rosario Dolando)

I Am Referral Based
 I want your lifelong business
 I want your referrals
 I want you to be 120% satisfied with my service
 My duty is to you

The Power OF A TEAM
Marketing Coordinator- EXIT Realty Redefined fully
employs a marketing coordinator entirely focused on
marketing your listing. The MC’s job is to properly position
and market your property to placed online in just about
every search site you can imagine.
Transaction Coordinator-EXIT Realty Redefined employs
a full time transaction coordinator to assist managing your
file after we find a buyer. Their job is to make sure dates
are met per contract guidelines as well as be an additional
resource for you.
Realtor-Our job is to focus on the showing and
coordination of contracts. My fiduciary is to get you the
best possible terms and price possible. I will handle all
contract negotiations and scheduling of showings. I am
your advocate and will be your trusted advisor.

The Housing
Market Is HOT
Right NOW!
This is a “Real” jump
in sales and prices
because it is NOT
being caused by a
“Home Buyers Tax
Credit” like last time.

WHYIs The Housing
Market HOT?
On September 13th,
2012 The Federal
Reserve Announced
That They Would Be
Spending $40 BILLION
Per Month To Boost
The Economy
This Forced Mortgage Rates Down

The $40 Billion Fed Money
Has Kept Interest Rates Low
9/13/12 Was The Day The Fed
Announced They Would Start
Spending $40 Billion A Month

When the interest rates
are low buyers have
more buying power

Example Of How Buying Power
Changes Based On Interest Rates
Loan Amount: $200,000
Interest Rate: 4.65%
Payment: $1,031.27
*This payment is ONLY $1.99 more than the one to the right!
Loan Amount: $225,000
Interest Rate: 3.65%
Payment: $1,029.28
Vs.
LARGER Home For Same Payment*SMALLER Home For Same Payment*

See How Lower Interest Rates
Affects ALL Price Ranges!
Loan
Amount
Payment At
3.65%
Payment At
4.65%
Payment
Difference
Additional
Borrowing Power
(With Payment Difference
At 3.65% Interest Rate)
$100,000 $457.46 $515.64 $58.18 $12,717.31
$250,000 $1,143.65 $1,289.09 $145.44 $31,792.12
$500,000 $2,287.30 $2,578.18 $290.88 $63,580.55
$750,000 $3,430.95 $3,867.28 $436.33 $95,373.01
$1,000,000 $4,574.60 $5,156.37 $581.77 $127,163.29
$1,500,000 $6,861.89 $7,734.55 $872.66 $190,746.02
$2,500,000 $11,436.49 $12,890.92 $1,454.43 $317,909.31
$5,000,000 $22,872.98 $25,781.84 $2,908.86 $635,818. 62
$7,500,000 $34,309.47 $38,672.76 $4,363.29 $953,727.93
$10,000,000 $45,745.96 $51,563.68 $5,817.72 $1,271,637.24

But What Happens If
The Fed STOPS
Spending The $40
Billion Per Month To
Keep Boosting The
Economy?

Interest Rates
Will Most Likely
Go Up Quickly!

The $40 Billion A Month Fed
Stimulus Is Most Likely
Going To End Soon!

Some Feel It
Was Just Used
As An Election
Gimmick!

Trump warned that the
Fed’s $40 billion a month
mortgage-backed
security buying program
would lead to inflation.
“It’s going to be very,
very unfortunate in the
form of [higher] interest
rates and some very
severe things happening
later on with the
economy,” said Trump.
Source: http://www.cnbc.com/id/49071985/Trump_QE3_Artificial_but_Rich_Will_Love_It

"The Fed's money
creation and federal
backing for 90% of
mortgage loans are
what's keeping the
housing market
Some Say The Fed
Is “what's
keeping the
housing market
alive.”
Source: http://finance.yahoo.com/blogs/breakout/don-t-fooled-fed-stimulus-sign-dysfunction-not-131844591.html

Don’t Wait For The Fed’s
$40 Billion A Month To End
Right NOW
Is The Time To Sell!

Here’s Why
NOW Is The Time To Sell!

Buyers Have Fewer
Homes To Choose From
because home inventory is at the
lowest level since the early '00s.

Buyers ARE
Getting Off
The Fence
RIGHT NOW
Because
Pending Sales
Rose 5.2% In
October
Source: http://www.bloomberg.com/news/2012-11-29/pending-sales-of-existing-u-s-homes-increased-5-2-in-october.html

Why I Would List
My House RIGHT NOW
Rather Than Waiting Until Spring?
 That's what everyone else does, wait for spring.
 As a result home inventory skyrockets
after the new year.
 When buyers have more homes to choose from
your chances of selling your home greatly decreases.
 Plus buyers who buy in the spring
are shopping right NOW!

Every Summer Home
Inventory Skyrockets
As A Result of Everyone Listing Their Home In The Spring
Take a look at the spikes
of inventory after the
first of the year!

Print Advertising has long been gone. The truth is that many larger
agencies will simply tell you that they will place an ad of your home
in the Sunday paper and it will get exposure to millions of potential
buyers. The truth is that it is 2013 and that home buyers do not look
in the paper to purchase a property. Less than 2% of home buyers
found their property via print advertising.
The internet has forever changed the way buyers and seller search
and sell properties. At EXIT, we understand where to put the
marketing dollars in order to get the highest returns and exposure
for your property. Therefore, it’s the Internet is where the majority of
our marketing dollars and efforts are spent.
The Real Truth On Print Advertising

“Redefined” Real Estate Marketing
Plan

Step 1: Take Pictures &
Videos

For illustrative purposes. Varies by broker and region.
Technology Syndicate to YOUTUBE

Share on Social Media
Social Media has
increased
tremendously and
our in-house
marketing
department makes
sure to post new
listings on the
respective Realtor’s
Facebook page
announcing to the
new listing to that
agents reach

Step 2: Online Media Placement &
Positioning

Enhanced Package

Internet Advertising
Homes.com

Step 3: Install Signage

Direct Mail/Email/ Brochures
The only form of print advertising that we do concentrate on is direct mail and email.
Sometimes your neighbor might be the best marketer for your home since they know the
area and may know someone looking to move into it. They are always a walking
advertisement. We do send a Just Listed Postcard to local neighbors at the beginning of
the listing all driving them to the website your property is featured on. While this may not
have a high success rate of selling your property I still like to get the word out because you
never know. We will also send a direct e-mail last out to our database which is 10,000
people. This will go on our listing sheets and be distributed amongst the office as well.
Step 4: Send local area a JUST
LISTED Card

.
Multiple Listing Service
One of the most important additions to the Real Estate
Industry was the creation of the MLS. This shows the
real estate world your property is on the market.
Included in this is the use of a virtual tour so that
prospects are able to see what the property looks like
on the inside. It is a proven fact that when virtual tour is
applied, that it greatly increases the odds of selling your
property. 69% of home buyers found their homes
through the use of a buyer’s agent so this is an
essential part of the marketing arsenal. It is very
important at how the property is positioned on the MLS
to attract agents to bring their clients.
Positioning it
Correctly!
• All fields filled
out
• Focus on selling
points
• Features
Step 5: List it on MLS

Step 6: Create the BUZZ
• Host Open
House 2nd
weekend after
on market.
• Allow for
advertising of
open house
• Broker Open
Incentives?

Keep You Updated
I will keep you personally updated on all showing and
activities of your home. There will be a line of open
communication between you and I at all times. I will
also follow up with agents who bring their clients by to
get feedback. By being persistent with agents after
showings can sometimes gets them to further push your
property onto their client. Learn what the market tells
you and adjust accordingly!
FeedbackStep 7: Adjust Accordingly

Selling Your Home
“Force Marketing”
An un-standard 5% commission of the selling price will be applied when using “Force Marketing” to sell your home”.
By all industry standards the typical rate goes for 6%. “Force Marketing” gives you the complete arsenal of integrated
marketing solutions necessary to sell your home in today’s competitive market place. The best part about it is that you
literally get more for less: More marketing, 2 agents vs. 1, and a stress free transaction. The breakdown consists of the
following:
-2.5% payable to cooperating broker
-2.5% payable to Exit Realty
-included in the 2.5% are all costs of marketing your home (MLS fee, print advertising, use of hot line number, and
etc.).
*If I sell your home without having to offer a cooperating commission to any agent I will knock off 1% of your charge.
Selling & Buying
As an incentive and token of appreciation for the business you have given me, special incentives have been created to
ensure that we have given you 100% customer satisfaction. If you have decided to list your home with Exit Realty and
also buy with us as well, I will pick up some of the costs of “doing business” for you.
When listing your home I will list for a 4% commission including all advertising costs.
The breakdown consists of the following:
-2.5% payable to cooperating broker
-1.5% payable to Exit Realty
*If I sell your home without having to pay out a cooperating broker then the total commission structure is reduced to
3.5%.
Rate Structure

Strategically pricing your home to get it sold
for the most money in the least amount of
time
Asking Price vs. Selling Price
Price too low and you lose the value.
Price too high and you lose the buyers.

Pricing correctly helps you strike a deal
when there is more competition for your
home.
Critical Weeks When Listed

The 1st two weeks on the market is when
you will receive the most showings
Pricing vs. Potential Buyers

•“Don’t change a thing Mike, you did a great job.
Thanks!” J. Yonan
•“Mike you have definitely gone above and beyond
what most agents do. We thank you and look
forward to using you again in the future! Thanks!”
Brian M.
•“Mike went above the call of duty in caring for and
selling our condo. Because we were out of state, he
frequently went to the condo to make sure all was
well. His real estate expertise and easy accessibility
reassured us that our condo was in good hands.
We would not hesitate to recommend Mike to Our
friends and family” B. Roesler
Testimonials

Seller Presentation, Seller’s
Systems, Seller Marketing
Systems

Step 1-Ordering Brownie
Updating Database

Step #3- Get
Photos/Paperwork/Videos
Call George at 312-
320-8274
$75/shot
Includes
as many
still photos
as you like
& video

Step #3 cont- Working With
Marketing Admin

Step 3-Done For You Online
Syndication

Step 3:Forward All Marketing Links To
Your Client For Brownie Points

Step 4: Get Your Marketing Flyer
From Admin

Step 5: “You Tube” Video
Syndication

Step 6: Share on
Facebook/LinkedIn

Step 7-GET BUYER AND
SELL
 Showing Solutions
 Assistant
 Simplify the way its shown
 lockbox

Seller
Transactional
Contract
Systems

Utility Turn
off/on
reminder/M
ortgage
Clear To
Close
Send few
weeks prior
to close

Testimonial
Requests
Send post
closing

Final Step-Update and put in
database

Working With Buyer Leads
 The largest motivators for doing all of that marketing
are seller satisfaction and exposure in addition to buyer
lead generation
 Converting Buyer Leads and Scripting
 Set the appointment
 Do NOT SHOW STRANGERS HOMES

Your Guide To The
Home-Buying Process

What is EXIT Realty?
EXIT Realty's Roots
EXIT Realty Corp. International opened for business in
Toronto, Canada on September 3, 1996 and in record
time, EXIT has become the fastest growing full-service real
estate franchisor in North America. The exclusive EXIT
Formula is the reason for our phenomenal growth.
The EXIT Formula is Real Estate Re-invented. For the first
time ever, the concept of residuals taken from both the
insurance business and the music industry has been
introduced to the Real Estate industry. Residuals are
revolutionizing the Real Estate Industry fostering teaching,
training and coaching and creating profitability and financial
returns that have been unheard of in years gone by.
Steve Morris, EXIT Realty's Founder and Chairman, has been
referred to as the best recruiting sales manager in North
America. He has managed, owned and operated some of the
largest Real Estate offices in the world.

I Am Referral Based
I want your lifelong business
I want your referrals
I want you to be 120%
satisfied with my service
My duty is to you

The Home Buying Process from Start
to Finish
Choose a Real Estate Agent: Search for
someone who is a good listener and who keeps your
best interests in mind.
Obtain Pre-Approval for Loan: Speak with several mortgage brokers and
compare rates. They want your business, so don’t be intimidated, you’re the
customer. Ask about the current mortgage rates, closing fees, and different
mortgage options/products.
Property Search: Begin to look for properties in your area of interest with
the guidance of your Realtor.
Submitting an Offer: Once you find a home you want to purchase you will
submit your OFFER. The Real Estate Agent’s job is to get you the RIGHT
PLACE, for the RIGHT PRICE. I will prepare the contract and negotiate the
deal. As your agent, I will show you comparable sales so a fair offer is made.
Deposit Initial Earnest Money with Listing Agent.

Hire an Attorney: Once an offer has been
accepted, it’s time to retain Legal Counsel. If you
don’t already have a Real Estate Attorney I can refer
you to ours.
Home Inspection: I only use licensed
professional Home Inspectors. Problems are usually
not apparent to the naked, untrained eye. A
qualified and trained Home Inspector’s job is to
identify any issues regarding the condition of the
property. During the first 5 business days of your
contract you will have the Attorney Approval Period.
If any serious problems are found by the Home
Inspector or Attorney this is the time to address
these concerns. At this stage you can negotiate who
will fix the problem. This is considered a counter
offer and would be presented by the Attorney. If an
agreement is not made between Buyer and Seller
then in this stage the contract can be legally
cancelled.
to Finish (cont.)

Earnest Money: Per your contract you will increase the amount of
your earnest money at this point.
Homeowners Insurance: Before closing you will be required to
obtain Homeowners Insurance.
Final Walk-Through: We will conduct a final Walk-Through of the
property 24 hours before you close.
Determine Monies Needed At Closing: We will estimate your total
closing costs and you will bring these monies in a Certified Check to
closing made out to yourself. A lot of times the amount is unknown until
the morning of closing so you will bring an estimated amount. To
determine the estimated amount we will consult with your attorney and
your lender. Any excess monies brought to closing will be cut back to
you at closing.
Close on the Property and Move-In
to Finish (cont.)

Why Work With A Real Estate Agent When Buying?
My Services are FREE to you, and will NOT Cost you a Penny: I am
compensated by the seller of the home, NOT the buyer.
• A Realtor Can Help You Understand the Home Buying Process: There
will be many different contracts, forms, and addendum's that you will need
to sign. A Realtor will make sense of these for you. The process can be
somewhat of a complicated process to those unfamiliar to purchasing a
home.
• A Realtor Can Help You Determine Your Purchasing Power: By
directing you towards mortgage brokers, you get a better sense of what fits
your budget.

Why Work With A Real Estate Agent When Buying?
I Save You Time and Energy!!! Looking for a house can be a full time
job. There is a lot of research to be done and I will do all of that for you. I
research properties, their surrounding neighborhoods and features, I set up
appointments with other agents to view homes, and I report back to you.
All you have to do is choose the home you like.
A Realtor can Help Negotiate: Sometimes negotiating can be
intimidating, but know that a seller’s ultimate goal is to sell the house. This
works towards your advantage. I will help to negotiate prices, and make
sure that you are putting in a proper offer.
Your Time is Valuable as well as A Realtors Time: If I do not help you
find the home that you are looking for, then I do not eat. It’s that simple!
This means that I have no time to slack off. I will work efficiently, and with
your best interests in mind to help you find the right home. Ultimately, one
day you will call us to sell your home and we want to be able to successfully
do that, when the time is right.

Breakdown of your Mortgage Payment
PRINCIPAL
The amount of money you borrow. Each month, you pay back a
portion of that principal. Over time, interest becomes a smaller part of
your monthly mortgage and more of your payment goes towards
reducing the principal you owe.
•INTEREST
The cost of borrowing money. Usually expressed as an annual
percentage of the loan amount. Example 6%.
•PROPERTY TAXES
Taxes you pay to local governments usually charged as a percentage of
your property value. Your lender usually collects the taxes through
your monthly payments. The amount of tax will vary by where your
property is located. This process is also known as escrowing wish
may not always be required but recommended.

Breakdown of your Mortgage Payment (cont.)
PROPERTY INSURANCE: An insurance policy that protects you
from Financial Losses on your property as a result of Fire, Flooding,
etc…
PRIVATE MORTGAGE INSURANCE (PMI): An insurance policy
for down payments of less than 20% of the cost of the home. This
allows the mortgage lender to recover losses if the borrower fails to
fully repay the loan. PMI makes it possible to buy a home with a low
down payment. You can also avoid PMI by breaking your loan up into
2 loans. For example: 1st loan for 80% and 2nd for 10% vs. one loan for
90% and paying the PMI.

Interest Paid & Principle Paid Graphs
Ex. 30-Year Fixed Mortgage for $250,000 at 6% Interest

Closing Costs
Title Fees
Attorney Fees
Home Inspection
City Transfer Tax
Lender Fees
Appraisal
Pre-Paid Interest

#1 Total Recap REFERRAL
ARMY MARKETING
 Direct mail 23 x’s a year
 Direct Video E-mail 23 x’s a year
 All of your real estate related social media
posts(covered by George) 3 x’s a month= 36 times a
year!
 YOU ARE CONTACTING AND MARKETING YOUR
SPHERE 82 TIMES A YEAR!!!!
 DO YOU THINK YOU CAN GENERATE SOME
REFERRALS WITH THAT?

#2 Create Buyer & Seller
Systemology

#3 Creating Your Online
Profiles

#4-Create Social Media
Systems

The EXIT Opportunity
10% – Sponsoring
Residual!
7% – Retirement
Residual!
5% – Beneficiary
Residual!

SPONSORING
10% – Single-Level Sponsoring Residual!
7% – Retirement Residual!
5% – Beneficiary Residual!
Unique Benefits:
1. Everyone has a VESTED INTEREST in the growth of EXIT.
2. As the new recruit’s sales production improves, the residual bonus IMPROVES to the
sponsor!
3. UNLIMITED sponsoring across the continent.
4. Residuals are received by the sponsor for as long as the new recruit stays and produces
business with EXIT.
EXIT is a Single-Level System
For instance: if John brings in Mary and Mary
brings in Bill, then John has nothing to do
with Bill because he didn’t bring him in.
QUESTION: What if John sponsored in more people like Mary?
What if he brought in three a year for the next five years?
What would his benefits then be? ANSWER: $105,000 in residuals
If John brings in Mary and she generates $70,000 gross per year, then John receives $7,000 in residual bonuses
paid out as her transactions close. So, if she produces at this level for 10 years, he would receive $70,000 in
bonuses.

1 Agent who “sponsors” 2 new agents per year
Both of those agents produce at an average of $50,000 Gross
Commissions per year production($4,000,000 in annual
production) who may utilize the AGENT REDEFINED SYSTEM
if need be.
___________________________________________________
______
=$10,000 residuals per year
10 years later averaging 2 agents a year would be 20 agents.
If each agent is an average agent at $50,000 a year
=$100,000 in residual income!

Michael Cuevas Buyer and Seller Systemology

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Michael Cuevas Buyer and Seller Systemology