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1. Real Estate Services Proposal
Gloria Griffiths Prepared Especially for:
Director of Corporate Services You!
1236 Main Street Branford, CT
Phone 800.525.7793
www.c21AllPoints.com
2. The Purpose of this Presentation
• Understand your goals, objectives and • Discuss current market conditions and market
expectations…it’s all about you! data to establish the market value of your
home.
• Understand your home and its valuable
features and benefits. • Discuss your pricing thoughts and pricing
strategies.
• Discuss the benefits of the CENTURY 21 brand.
• Select the listing price for your home.
• Discuss our local market presence and my
professional representation services. • Explain my plan of action
• Assure your confidence in our service. • Start getting your home SOLD!!
3. Working Together to Achieve Your Goals
Your goals, dreams, expectations and objectives are at the center of the CENTURY 21® System’s selling process. In order to
set the foundation for a successful transaction for your home, let’s discuss the following topics:
• Why you are selling your home?
• Tell me about the time frame for your move?
• What is determining that specific deadline?
• Are there any challenges that you anticipate that we might have in selling your home?
• Are there specific services that you want from me?
• What would it take for you to be confident my services would meet your requirements?
CENTURY 21 AllPoints Realty) has successfully represented buyers and sellers in your neighborhood. Our knowledge,
expertise, and total commitment to your goals drive a selling process that runs smoothly and achieves success.
4. My Commitment to You
When Results Matter Call Number One
Gloria Griffiths
Director of Corporate Services
117 North Main Street, Southington CT
477 South Broad Street, Meriden CT
1236 Main Street, Branford CT
265 Hazard Avenue, Enfield CT
40 Poquonock Avenue, Windsor, CT
Phone 800.525.7793
www.c21AllPoints.com
Let me go to work for you now!
5. The Unique Value of Your Home
In order to take advantage of the comprehensive marketing that the CENTURY 21® Brand offers, it is important
that we get to know your home as well as you do. Let’s use the following points of discussion to explore the
features of your home that might be most attractive to a potential buyer:
• What caused you to buy this home?
• Which features of the home have you enjoyed?
• Features that a typical buyer might miss when walking through?
• Other features or benefits to highlight?
Highlighting the unique features and benefits of your home is essential in ensuring that it receives the value it
deserves.
7. CENTURY 21® at a Glance
There are many realty signs on front lawns these days, but only one can offer representation in over 70 countries.
• Century 21 Real Estate LLC is the franchisor of the world's largest residential real estate sales organization
• Founded in 1971
• Part of the Realogy Franchise Group
• Operate in approximately 8,000 offices around the world
• Considered “the most recognized name in real estate,”* ours is the brand that comes to mind most when
consumers think of real estate services
We strive every day to better understand your needs to help you complete a successful transaction for your home. We
embrace your goals as our own.
CENTURY 21® has the longevity to navigate you through this marketplace
* Source: 2010 Ad Tracking Study. The survey results are based on 1201 online interviews with a national random sample of adults (ages 18+) who are equal decision makers and who have bought or sold a
home within the past two years or plan to purchase or sell a home within the next two years. Brand awareness questions are based on a sample of 1201 respondents at a 90% confidence level with a margin
of error of +/-2.4%. The study was conducted between April 5 – October 31, 2010 by Millward Brown, a leading global market research organization.
8. An Industry Leader
For the past decade, CENTURY 21®
has reigned as the nation’s most
recognized brand in real estate!
Source: 2010 Ad Tracking Study. The survey results are based on 1201 online interviews with a national random sample of adults (ages 18+) who are equal decision makers and
who have bought or sold a home within the past two years or plan to purchase or sell a home within the next two years. Brand awareness questions are based on a sample of
1201 respondents at a 90% confidence level with a margin of error of +/-2.4%. The study was conducted between April 5 – October 31, 2010 by Millward Brown, a leading global
market research organization.
9.
10. 2012 NAT’L ADVERTISING
SUPER BOWL ADS!
PRE-
12 TOTAL GAME
ADS SHOW
SPONSO
R
MORE THAN 1 BILLION MEDIA IMPRESSIONS!
14. Attracting Buyers
Did you know...
• 90% of home buyers use the internet to
search for a new home*
• 38 million home buyers search the
internet each month for real estate
information*
• Only 9% of home buyers used
newspapers as a source of information
when purchasing a home*
The internet is the place to be and
CENTURY 21® is there!
*2010 National Association of Realtors Profile of Home Buyers and Sellers
We get your property noticed!
15. A World Class Web site
century21.com
More than 2 million visitors come to our site every month. Your home will get a tremendous amount of exposure
and will include detailed information about the property and the surrounding community.
Our state-of-the-art Web site helps make buying and selling real estate easier with many features for buyers and
sellers, including:
• An award-winning online marketing program that helps drive over 2 million visitors to our site each
month
• A new expanded search that features one-click access to millions of listings
• Your home listing for sale on our CENTURY 21 Real Estate Search app for the iPhone or iPod touch, with
multiple photos, property details, and open house information
16. A Powerful Web Presence
It’s an axiom as old as the industry itself - location is everything! That’s why we feature all of our
listings on many of the Internet’s most visited real estate Web sites, including:
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
17. A Powerful Web Presence – 500+ Websites!
AL Alabama Web Page GA The Tifton Gazette MI Grand Traverse Herald OH Chillicothe Homes for Sale SC Shemcreek TX Pegasus News
AL Classified Ad Network GA Valdosta Daily Times MI Livonia Homes for Sale OH Coshocton Homes for Sale SC Rock Hill Homes for Sale TX Star Community Newspapers
AL Montgomery Homes for Sale GA Cordele Dispatch MI Monroe News OH Lancaster Homes for Sale SD Sioux Falls Homes for Sale TX KVUE
AL North Jefferson News GU Bridewater Homes for Sale MI The Record-Eagle
OH Newark Homes for Sale TN Clarksville Homes for Sale TX KXAN
AL St. Clair News Aegis HI Honolulu Homes for Sale MI Port Huron Homes for Sale
AL The Cullman Times ID KTVB MI Wood TV OH Zanesville Homes for Sale TN Citizen Tribune TX Hood Count News
AL The Leeds News ID 2 News MN ABC Newspapers OH WDTN TN Chatanooga.com TX KDH Real Estate
AL The News Courier ID Zidaho MN ER Star News OK OklahomaCity.com TN Crossville Chronicle TX Get Homes Houston
AK Anchorage Homes for Sale ID Boise Homes for Sale MN Home Magazine OK Urban Tulsa TN Jackson Homes for Sale TX Rockwall County Herald Banner
AZ AZ ZapHomes IL Belleville Homes for Sale MN Mankato Free Press OK Pauls Valley Daily Democrat TN Elk Valley Times TX Royse City Herald Banner
AZ Phoenix Homes for Sale IL Chicago Homes for Sale MN The Land OK Woodward News TN Grundy County Herald TX Commerce Journal
AZ The Phoenix IL Commercial News MN Southwest Homes Now OK Ft. Gibson Times TN Herald Chronicle TX Cedar Creek Pilot
AZ West USA Realty IL Effingham Daily News MN St. Cloud Homes for Sale
OK Hartshorne Sun TN Murfreesboro Homes for Sale TX Athens Daily Review
AZ Yuma.com IL Mt. Vernon Register News MN This Week Live
AZ Ztucson IL Shelbyville Daily Union MS Biloxi Homes for Sale OK The Midwest City Sun TN Nashville Homes for Sale TX Cleburne Times Review
CA The Bakersfield Californian IL Times-Leader MS Hattiesburg Homes for Sale OK The American TN Tullahoma News TX Corsicana Daily Sun
CA ASUN IN Goshen News MS Jackson Homes for Sale OK Tuttle Times TN Manchester Times TX Gainesville Daily Register
CA Bakersfield Homes IN Hendricks County Flyer MS Laurel Leader-Call OK Stilwell Democrat Journal TN Nashville Scene TX Greenville Herald Banner
CA Coast Sider IN The Herald Bulletin MS The Meridian Star OK Waurika News Democrat TX El Paso Homes for Sale TX The Huntsville Item
CA Fresno Homes for Sale IN Indianapolis Homes for Sale MS Picayune Item OK Westville Reporter TX Forth Worth Homes for Sale TX Jacksonville Daily Progress
CA LA Weekly IN Lafayette Homes for Sale MS The Poplarville Democrat OK The Ada Evening News TX Killeen Daily Herald TX Mineral Wells Index
CA Los Angeles Homes for Sale IN Muncie Homes for Sale MS The Star Herald
OK Chickasha Express Star TX Pegasus News TX The Orange Leader
CA OC Weekly IN Richmond Homes for Sale MO Kansas City Homes for Sale
CA Monterey Homes for Sale IN XL Marketing MO Springfield Homes for Sale OK Claremore Daily Progress TX Star Community Newspapers TX Palestine Herald-Press
CA Phoenix REIC IN Batesville Herald-Tribune MO Columbia Tribune OK The Duncan Banner TX KVUE TX The Port Arthur News
CA Oakland Home for Sale IN The Zionsville Times Sentinel MO Ozarks Home Hunter OK Edmond Sun TX KXAN TX San Marcos Daily Record
CA Ramona Sentinel IN Greensburg Daily News MO Real Estatest Joe OK Enid News & Eagle TX Hood Count News TX Weatherford Democrat
CA San Mateo Homes for Sale IN The Evening News MO Lincoln County Journal OK The McAlester News Capital OR KGW UT St. George Homes for Sale
CA SDNN IN Kokomo Tribune MO RFT OK The Muskogee Phoenix OR Best Buy Real Estate VT Burlington Homes for Sale
CA Fremont Homes for Sale IN The Lebanon Reporter MO Real Estate Weekly KC OK The Norman Transcript OR KVAL VA The Central Virginian
CA SF Examiner IN The Pharos-Tribune MO New Haven Leader
OK Pryor Daily Times PA Allentown Homes for Sale VA North Umberland Echo
CA Pleasanton Homes for Sale IN The Tribune MO Hermann Advertiser Courier
CA Silvar IN The Tribune Star MO Bowling Green Times OK The Stillwater Newspress PA State College Homes for Sale VA Northern Neck News
CA Hayward Homes for Sale IN Washington Times Herald MO Elsberry Democrat OK Tahlequah Daily Press PA Erie Homes VA NV Daily
CA The Sun Chronical IN Rushville Republican MO Vandalia Leader OR Salem Homes for Sale PA The Daily Item VA Caroline Progress
CA Palm Springs Homes for Sale IN Wish MO Fireside Guard OR Portland.com PA The Danville News VA Gooch Land Courier
CA Sacremento Homes for Sale IN WTHI MO The Joplin Globe OR My Central Oregon PA Allied News VA Wavy
CA Salinas Homes for Sale IN WANE MT Great Falls Homes for Sale OR KATU PA The Tribune-Democrat VA Herald Progress
CA Merced Homes for Sale IN WLFI MT Southwest Montana Real Estate OR KGW PA The Meadville Tribune VA Hampton Roads Homes for Sale
CA San Jose Homes for Sale IA Ad Express & Daily Iowegian NE Plattsmouth Journal
OR Best Buy Real Estate PA New Castle News VA Staunton Homes for Sale
CA San Luis Obispo Homes for Sale IA Des Moines Homes for Sale NV Las Vegas Sun
CA Visalia Homes for Sale IA Iowa City Homes for Sale NV Reno Homes for Sale OR KVAL PA The Herald WA Bellingham Homes for Sale
CA Modesto Homes for Sale IA Knoxville Journal Express NH Derry News/Weekender PA Allentown Homes for Sale SC Aiken Standard WA Tacoma Homes for Sale
CA Walnut Creek Homes for Sale IA Pella Chronicle NJ Bridewater Homes for Sale PA State College Homes for Sale SC Beaufort Homes for Sale WA Olympia Homes for Sale
CO Fort Collins Homes for Sale IA Clinton Herald NJ Cherry Hill Homes for Sale PA Erie Homes SC Columbia Homes for Sale WA Pasco-Kennewick Homes for Sale
CO Grandjunction.com IA The Oskaloosa Herald NJ Morristown Homes for Sale PA The Daily Item SC Greenville Homes for Sale WA KOMO News
CO Westword IA Ottumwa Daily Courier NJ Neptune Homes for Sale PA The Danville News SC Hilton Head Homes for Sale WA Spokesman Homes
CT All About Darien KS Farm Talk NJ East Brunswick Homes for Sale PA Allied News SC Myrtle Rock Homes for Sale WA GoSkagit
CT American Towns KS Wichita Homes for Sale NJ Press of Atlantic City
PA The Tribune-Democrat SC CCP WA Seattle Weekly
CT Hartford Homes for Sale KY Big Daily News NJ Jersey Devil Homes
CT Metro Hartford Homes KY Homebuyer KY NJ North Jersey PA The Meadville Tribune SC Shemcreek WA King5
CT WTNH KY Grayson Journal Enquirer NJ Inside Today PA New Castle News SC Rock Hill Homes for Sale WA KREM
DE DE ZapHomes KY The Sentinel Echo NJ Vineland Homes for Sale PA The Herald SD Sioux Falls Homes for Sale WA Spokane.com
DE Wilmington Homes for Sale KY Wayne County Outlook NM Las Cruces Homes for Sale SC Aiken Standard TN Clarksville Homes for Sale WADC Washington Post
FL Bradenton Homes for Sale KY Morehead News NM KRGE SC Beaufort Homes for Sale TN Citizen Tribune WV Huntington Homes for Sale
FL St. Petersburg Times KY Olive Hill Times NY Binghamton Homes for Sale SC Columbia Homes for Sale TN Chatanooga.com WV Herald Dispatch Homes
FL Fort Lauderdale Homes for Sale KY McCreary County Record NY Elmira Homes for Sale SC Greenville Homes for Sale OR KGW WV Montgomery Herald
FL Miami New Times KY The Independent NY Ithaca Homes for Sale
SC Hilton Head Homes for Sale OR Best Buy Real Estate WV The Fayette Tribune
FL Fort Myers Homes for Sale KY Times Tribune NY Long Island Homes for Sale
FL Fox 10 TV KY Glasgow Daily Times NY Poughkeepsie Homes for Sale SC Myrtle Rock Homes for Sale OR KVAL WV Princeton Times
FL Melbourne Homes for Sale KY Richmond Register NY Rochester Homes for Sale SC CCP PA Allentown Homes for Sale WV The Register Herald
FL MicoHomes KY Commonwealth Journal NY Residential NYC SC Shemcreek PA State College Homes for Sale WV Bluefield Daily Telegraph
CA Merced Homes for Sale KY Lexington Homes for Sale NY Village Voice SC Rock Hill Homes for Sale PA Erie Homes WV Times West Virginian
CA San Jose Homes for Sale KY Louisville Homes for Sale NY The Daily Star SD Sioux Falls Homes for Sale PA The Daily Item WI Fox 11 Online
CA San Luis Obispo Homes for Sale LA Alexandria Homes for Sale NY The Press-Repulican TN Clarksville Homes for Sale PA The Danville News WI Appleton Homes for Sale
CA Visalia Homes for Sale LA Lafayette Homes for Sale NY Cooperstown Crier TN Citizen Tribune PA Allied News WI Green Bay Homes for Sale
CA Modesto Homes for Sale LA Louisiana Press Journal NY Lockport Union-Sun & Journal
TN Chatanooga.com PA The Tribune-Democrat WI Manitowoc Homes for Sale
CA Walnut Creek Homes for Sale LA Opelausas Homes for Sale NY The Journal-Register
CO Fort Collins Homes for Sale LA Monroe Homes for Sale NY Tonawanda News TN Crossville Chronicle PA The Meadville Tribune WI Marshfield Homes for Sale
CO Grandjunction.com LA New Orleans Home NY WIVB TN Jackson Homes for Sale PA New Castle News WI Oshkosh Homes for Sale
CO Westword LA Shreveport Homes for Sale NY White Plains Homes for Sale TN Elk Valley Times PA The Herald WI Sheboygan Homes for Sale
CT All About Darien ME Bangor Daily News NC Asheville Homes for Sale TN Grundy County Herald SC Aiken Standard WI Stevens Point Homes for Sale
CT American Towns ME Maine Home Seller NC Charlotte Homes for Sale OK Tahlequah Daily Press SC Beaufort Homes for Sale WI Wausau Homes for Sale
CT Hartford Homes for Sale MD Baltimore Homes for Sale NC Charlotte Homes for Sale OR Salem Homes for Sale SC Columbia Homes for Sale WI Wisconsin Homes for Sale
CT Metro Hartford Homes MD Carroll County Times NC Raleigh Homes for Sale OR Portland.com SC Greenville Homes for Sale NAT’L CNN Money
CT WTNH MD Cumberland Times News NC Salisbury Post
OR My Central Oregon SC Hilton Head Homes for Sale NAT’L CVHP
DE DE ZapHomes MD MD ZapHomes NC Wavy
DE Wilmington Homes for Sale MD Salisbury Homes for Sale NC Stanly News and Press OR KATU SC Myrtle Rock Homes for Sale NAT’L Fizber
FL Bradenton Homes for Sale MA Andover Townsman NC The Randolph Guide OR KGW SC CCP NAT’L Fox Business
FL St. Petersburg Times MA Gloucester Daily Times NC The Daily Southerner OR Best Buy Real Estate SC Shemcreek NAT’L Gazetter Mail Homes
FL Fort Lauderdale Homes for Sale MA The Haverhill Gazette OH Cincinatti Homes for Sale OR KVAL SC Rock Hill Homes for Sale NAT’L Gethomesh
FL Miami New Times MA The Salem News OH Fremont Homes for Sale PA Allentown Homes for Sale SD Sioux Falls Homes for Sale NAT’L Intagent
FL Fort Myers Homes for Sale MA The Daily News of Newburyport OH Mansfield Homes for Sale PA State College Homes for Sale TN Clarksville Homes for Sale NAT’L Kiplinger
FL Fox 10 TV MA The Eagle-Tribune OH Marion Homes for Sale PA Erie Homes TN Citizen Tribune NAT’L Local.com
FL Melbourne Homes for Sale MA WWLP OH Port Clinton Homes for Sale
PA The Daily Item TN Chatanooga.com NAT’L Lycos Classifields
FL MicoHomes MI Battle Creek Homes for Sale OH Dayton.com
GA Macon Homes for Sale MI Detroit Homes for Sale OH Fox Toledo PA The Danville News TN Crossville Chronicle NAT’L Maineville
GA The Moultrie Observer MI Lansing Homes for Sale OH The Star Beacon PA Allied News TN Jackson Homes for Sale NAT’L Media General
GA Thomasville Times-Enterprise MI Livingston Homes for Sale OH Bucyrus Homes for Sale PA The Tribune-Democrat TN Elk Valley Times NAT’L Military.com
PA The Meadville Tribune TN Grundy County Herald NAT’L My Area Network
PA New Castle News TN Herald Chronicle NAT’L My Bank Loans
PA The Herald TN Murfreesboro Homes for Sale NAT’L Parade
SC Aiken Standard TN Nashville Homes for Sale NAT’L School Matters
SC Beaufort Homes for Sale TN Tullahoma News NAT’L ShowMeLocal
SC Columbia Homes for Sale TN Manchester Times NAT’L US News and World Report
SC Greenville Homes for Sale TN Nashville Scene NAT’L Walmart
SC Hilton Head Homes for Sale TX El Paso Homes for Sale NAT’L WPRI
SC Myrtle Rock Homes for Sale TX Forth Worth Homes for Sale NAT’L Zilpy
SC CCP TX Killeen Daily Herald
18. LEADROUTER
The CENTURY 21® LeadRouter System is a software application empowering CENTURY 21 agents to receive
buyer leads for your property from wherever they are, instantaneously. LeadRouter sends alerts when a
potential buyer inquires about your property, enabling me to respond immediately. This means that
buyers interested in your property will be able to reach me quickly and according to the 2010 National
Association of Realtor’s® Profile of Homebuyers and Sellers, 64% of buyers used the first agent that
contacted them.
19. Keeping You
Informed
Online Marketing
Summary
Our exclusive "Golden Ruler" tool is a listing
measurement device that provides reports on the
number of consumer views and leads on your online
property listing.
See Next Page!
20. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
21. As a CENTURY 21® professional I will...
Provide you with professional, personalized service
Monitor details and coordinate marketing activities
Marketing
for the sale of your home
Show your property to qualified buyers
Present all written offers
Facilitate the closing
Our proven Marketing System also offers traditional and proprietary
marketing tools, systems and services to help get your home sold,
including: Website Listing Distribution Network
National Advertising
CENTURY 21 Internet Marketing Program: Local Advertising
www.century21.com Global Referral Network
www.century21espanol.com Seller Service Pledge®
Neighborhood Profiles Mortgage℠ Services
Targeted E-mail Communication Preferred Client Club Marketing
Social Media Website Direct Mail Marketing
- Facebook Fine Homes & Estates Digital Magazine
- Twitter Buyer lead distribution program
- YouTube (LeadRouter)
- Flickr Client lead reporting tool (Golden Ruler)
23. IN 2008 - 2011
Under Beverly A. Peterson
we were the #1
CENTURY 21
Office in
Connecticut!
24. Also, under CEO
& President
Beverly A.
Peterson
we were awarded
the Technology
Company of
the Year for
Century 21!
25.
26. A History of Proven Results Not only were we the # 1 Century 21 Office in
Connecticut in 2008, 2009 we were the only CENTURY 21 office to
receive the Centurion Award! We are on track to do it again!
Market Share Century 21 AllPoints Realty 2009
Page 26
29. Offices Under President & CEO Beverly A. Peterson
Southington, CT Office Meriden, CT Office Branford, CT Office
117 North Main Street 477 South Broad Street 1236 Main Street
Branford, CT 06405
Southington, CT 06489 Meriden, CT 06450 Phone: 203-481-7247
Phone: 860-621-8378 Phone:203- 634-1876 Toll Free:1-800-525-7793
Toll Free:1-800-525-7793 Toll Free:1-800-525-7793 Fax: 203-481-4075
Fax: 860-276-8032 Fax: 203-237-4142
Enfield, CT Office Windsor, CT Office Real Estate Development Center
265 Hazard Avenue 70 Poquonock Avenue 143 North Main Street
Enfield, CT 06082 Windsor, CT Phone: 860-378-1456
Phone: 860.745.2121 Phone: 1-800-525-7793 Toll Free:1-800-525-7793
Fax: 860-763-1445 Fax: 860-276-0369
The Real Estate Development Center
143 North Main Street
Phone: 860-378-1479
Fax: 860-276-0369
30. Southington
Southington, CT Office
117 North Main Street
Southington, CT 06489
Toll Free:1-800-525-7793
www.cthomeseekers.com
Beverly Peterson Broker / Owner
31. Branford
We’ve Moved!
Ryan Peterson General
Manager
Century 21 AllPoints Realty
CENTURY 21 AllPoints Realty
1236 Main Street
Lockworks Square
Branford, CT 06405
www.cthomeseekers.com
32. Meriden, CT Office
477 South Broad Street
Meriden, CT 06450
Phone:203- 634-1876
Toll Free:1-800-525-7793
Our Purpose Fax: 203-237-4142
To establish lifelong relationships with the families and households in our
marketplaces by providing sound advice, outstanding service and reliable results
when it comes to any of their real estate needs.
Kelly Peterson Coach
& Manager of the Meriden Office
203-634-1876
Serving the Great State of Connecticut
www.cthomeseekters.com
33. Enfield
CENTURY 21 AllPoints Realty
265 Hazard Avenue
Enfield CT
Phone 860.745.2121
Toll Free: 800.525.7793
www.c21allpointsrealty.com
Beverly Peterson President & CEO
Ryan Peterson General Manager
34. The Career Center, New Homes Div. &
Strategic Marketing
Gloria Griffiths Coaching and Training for all of the Century
Career Development 21 AllPoints Realty Realtors On:
Director • New Construction
New Homes &
Strategic Marketing
•Advanced CMA workshops for target
marketing and statistics
•Technology including Social Networking
•Online Slide Show Presentations
The Training Center
143 North Main Street •Foreclosures purchasing at Auctions
Southington, CT 06489
Phone: 860-621-8378 •Short Sale & Commercial Training through
Toll Free:1-800-525-7793 C21 Corporate, work shops and online.
Fax: 860-276-0369
•Century 21 Corporate Partnership Coaching
PEP
•Century 21 Online Sessions
•Sales Technique Workshops & and MORE!
35. Call Center
Open 7 Days a Week to Capture All Calls and
Internet Leads, and to set up showings on
company listings. While we are doing what we
do, leads that come in on the sale of your
home, won’t fall through the cracks!
1. Capture Lead - Transfer to Agent who knows the
most about that property
2. Record and put in a follow up plan based on agent
feedback.
3. Incubate leads – good service – more sales
38. Our Commitment to You
Seller Service Pledge
As an independently owned and operated CENTURY 21® Office, we are dedicated to providing you with service that is professional,
courteous and responsive in helping you market your property. To fulfill this commitment, we agree to provide you with the following services:
1. Dedicate ourselves to making the process of selling your home as easy and successful as possible
2. Respect you and your needs and be honest and forthright, in accordance with Fair Housing regulations and ethical real estate
practices
3. Hold your best interests in the highest regard throughout the process
4. Value and respect your time, being as efficient and effective as possible
5. Understand your needs and respond quickly
6. Utilize my knowledge, resources and training to best serve you
7. Provide regular progress reports throughout the process and discuss with you comments received about your property
8. Explain each step of the process and act as a guide to help you make informed decisions
9. Make recommendations to enhance the marketability of your property
10. Utilize a written Competitive Market Analysis and local market information to help you set an appropriate listing price to sell your
home and receive the value it deserves
11. Review various financing alternatives
12. Develop, present and agree upon a customized marketing plan that will detail specific promotional efforts to help best market your
property
13. Place the internationally recognized CENTURY 21 yard sign on your property, with your permission and subject to local ordinances
14. Post your property on century21.com, a site which receives millions of visitors each month
15. Explain local real estate procedures and regulations
16. Show your property to potential buyers
17. Utilize the CENTURY 21 System’s vast online resources to expose your property to potential buyers around the world
18. Utilize the CENTURY 21 System to help you obtain the results you deserve, including leveraging our network of more than 8,000 offices
worldwide
19. Submit to you all written offers, assist with negotiations, and provide an estimate of your net sales proceeds, so you understand all
implications prior to the acceptance of any offer
20. Upon acceptance of an offer by you, pre-settlement (escrow) activities throughout the closing process
will be monitored as permitted by law or local practice
21. Assist you in finding your next home, or offer to refer you to another CENTURY 21 Office in another location
39. Quality Service
Quality service is my goal. After
each sale, to help us maintain a high
level of customer service, we invite
our clients to complete a Quality
Service Survey and return it to an
independent research group.
41. Steps and Strategies
for Successful Selling
Selling Process: The Basics
Choose the right agent
Set a fair price
- Use a Comparative Market Analysis
Sign the Listing Agreement
Prepare your home for prospective buyers
- Neat and clean and repaired or painted where necessary
Agree on a Marketing Plan relevant to today’s market
- Advertise heavily where the buyers are - online 90% of all
buyers use the Internet in their search process*
- Hold an Open House
Present all offers
Negotiate the Selling Price
Buyer Home Inspections
Close the deal
* Source: 2010 NAR Profile of Homebuyers and Sellers
42. 21 Step Marketing Plan
The following pages will provide additional detail to some
significant components of our comprehensive marketing plan to
get your home sold as quickly as possible and for the best price.
Immediately below is an overview of our complete Marketing Plan.
1. Recommend a pre-listing inspection and hiring a 13. Prepare full color property flyers and brochures to showcase
professional home staging service your home to buyers and other agents
2. Develop a Comparative Market Analysis (CMA) 14. Offer the CENTURY 21 Home Protection Plan that can help
3. Create a photo slideshow or virtual tour to post on listing attract buyers to your property
websites 15. Schedule email marketing pieces to my entire list of contacts
4 Enter your listing into local Multiple Listing Service and past clients as well as area REALTORS®
5 Place the CENTURY 21® “For Sale” yard sign 16. Print (newspaper) and direct mail advertising in our local
6. Announce your listing to Agents in my office and other area
CENTURY 21 Offices in the area - Just Listed Cards
7. Place a “Lock Box” on your door to provide easy access for - Open House Cards
other agents 17. Hold an Open House for area REALTORS and the public
8. Place your listing on our century21.com website 18. Tour your home with prospective buyers
9. Distribute your listing to hundreds of Listing Partners 19. Provide you with constant feedback from buyer showings
10. Place your listing on social media sites like Facebook, Twitter 20. Send you weekly online activity reports on your property
and YouTube 21. Negotiate with potential buyers on your behalf to help get
11. Place your listing on my personal website you to the closing table
12. Create an Individual property website for your listing
43. Home Staging
Eight seconds. That’s all it takes for most buyers to form a first opinion of your house.
It’s not long, so you need to make it count. Ideally, your home will impress and motivate a buyer to swiftly
make an offer before it’s gone from the market.
We are dedicated to selling your property at the best price possible in the shortest amount of time. Home
staging can help highlight your home’s best features, making it appeal to buyers’ senses and emotions.
Following simple exterior and interior design ideas and home-improvement suggestions such as the ones
found on page 43 of this presentation can maximize your home’s attractiveness and create a captivating
first impression.
44. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
45. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
46. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
47. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
48. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
49. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
50. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
51. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
52. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
53. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
54. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
55. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
56. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
57. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
58. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
59. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
60. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
61. A Powerful Web Presence
CENTURY 21® listings are also displayed on most MLS-enabled real estate sites.
62. Search Engine Marketing
What does Search Engine Marketing (SEM) do?
• Drives more traffic to your web site by
paying for targeted keyword search
results with search engines.
• Brand, Generic, and Regional terms
• The CENTURY 21 National Marketing
team currently bidding on over 175,000
keywords
63. TECHNOLOGY
CENTURY21.com INCREASED
TRAFFIC BY
40% LAST 12
MONTHS, (june2012
) OUTPACES
ALL BRANDS
AS WELL AS
TRULIA, ZILLO
W, and
REALTOR.com
source: Comscore
FASTEST GROWING REAL ESTATE FRANCHISE WEB
SITE!
66. Ahead of the Real Estate Companies with Mobil Technology Apps, & Games!!
The CENTURY 21 Smart Phone Apps
New Mobile App allows consumers to
search all IDX listings, and is available on
all smartphone devices
We City iPhone Game - Cutting
Edge technology that will appear to
the younger generation
67. We Leverage Technology
to Get Your Home Sold
The tools and systems listed below collectively demonstrate
that the CENTURY 21 System uses every effective medium to
find the right buyer for your house!
SOCIAL MEDIA
The CENTURY 21® system continues to be on the cutting edge of real estate marketing. We utilize social media channels like YouTube,
Facebook, Twitter and many other applications to market your property listing in an effort to find the right buyer for your home. Facebook alone
has over 500 million monthly users.
CENTURY21.COM
Our consumer website offers state-of-the-art access to your property listing and includes photo descriptions and virtual tours as well as
neighborhood information to attract buyers.
MOBILE MARKETING
CENTURY 21 leverages mobile applications to make it convenient and easy for buyers to shop for CENTURY 21 listings on the go. From our iPhone
app to accessing www.century21.com via mobile devices, CENTURY 21 is bringing your listing to thousands of online customers.
LEADROUTER
The CENTURY 21 LeadRouter System is a software application empowering CENTURY 21 agents to receive buyer leads for your property
instantaneously wherever they are. LeadRouter sends alerts when a potential buyer inquires about your property, enabling me to respond
immediately. This means that buyers interested in your property will be able to reach me quickly.
VIDEO TOURS
Giving potential buyers a virtual walk-through can help your home stand out from the competition.
OPEN HOUSE PLANNER
A helpful tool that helps buyers plan a day of open house tours.
68. Relocation Services
Most anywhere you live or almost anywhere in the world you are Moving out of the area?
moving to, we can assist in finding a great CENTURY 21® Office We are connected to thousands of CENTURY 21 Offices located
and an experienced sales professional. in over 70 countries around the world. Whether you are moving
across the state, the country or the world, we can help:
We offer the ultimate in relocation services. We can:
• Connect you with a professional CENTURY 21 Sales agent at
• Send you a customized relocation packet designed to meet your destination
your specific needs, including community and school • Provide a detailed market analysis of your current home
information • Coordinate the sale of your current home and the purchase of
• Provide cost of living analysis your new home
• Select an experienced CENTURY 21 Sales associate, trained in • Work with mortgage services including obtaining loan pre-
relocation services, to represent you approval for your new home
• Provide mortgage service information, including loan pre- • Work hand-in-hand with your Corporate Relocation Program
approval
• Help you get to know the community you are moving to
• Provide a city-to-city comparison of your current location to
your new location
70. The Current State of the Marketplace
CENTURY 21 AllPoints Realty
Branford Market Place This Year
Total number of Homes Sold or under deposit
This Year: 111
Average Sales Price in this Market: 334,451
Peak Sales Price in this Market: 2,800,000
71. The Current State of the Marketplace
CENTURY 21 AllPoints Realty
Branford Market Place Last Year, 2011, Same Time Frame
Total number of Homes Sold or under deposit
Last Year: 109
Average Sales Price in this Market: 422,204
Peak Sales Price in this Market: 1,850,000
72. The Current State of the Marketplace
CENTURY 21 AllPoints Realty
Southington Market Place Year to Date
Total number of Homes Sold or under deposit
This Year: 223
Average Sales Price in this Market: 288,972
Peak Sales Price in this Market: 1,025,000
73. The Current State of the Marketplace
CENTURY 21 AllPoints Realty
Southington Market Place Last Year Same Time Frame
Total number of Homes Sold or under deposit
Last Year: 206
Average Sales Price in this Market: 282,035
Peak Sales Price in this Market: 706,339
74. The Current State of the Marketplace
CENTURY 21 AllPoints Realty
Enfield Market Place Year to Date
Total number of Homes Sold or under deposit
This Year: 223
Average Sales Price in this Market: 172,829
Peak Sales Price in this Market: 420,000
75. The Current State of the Marketplace
CENTURY 21 AllPoints Realty
Enfield Market Place Last Year Same Time Frame
Total number of Homes Sold or under deposit
Last Year: 216
Average Sales Price in this Market: 169,736
Peak Sales Price in this Market: 395,800
76. The Current State of the Marketplace
CENTURY 21 AllPoints Realty
Meriden Market Place This Year So Far
Total number of Homes Sold or under deposit
This Year: 296
Average Sales Price in this Market: 146,366
Peak Sales Price in this Market: 340,000
77. The Current State of the Marketplace
CENTURY 21 AllPoints Realty
Meriden Market Place Last Year Same Time Frame
Total number of Homes Sold or under deposit
Last Year: 265
Average Sales Price in this Market: 150,246
Peak Sales Price in this Market: 390,000
78. Factors that Influence the Value of your home
FACTORS THAT HAVE NO IMPACT ON THE CURRENT
VALUE OF YOUR HOME:
• What you paid for it
• Certain investments made in the property
• What you want to net from the sale
• What those outside the industry believe the
property is worth
79. Pricing Your Home To Sell
Intelligent Pricing Activity vs. Timing
By pricing your property at market value, you A property attracts the most
expose it to a much greater percentage of attention, excitement and interest from the real
prospective buyers. estate community and potential buyers when it is
first listed on the market.
This increases your chances for a sale while
ensuring a final sale price that properly reflects Improper pricing at the time of initial listing misses
the market value of your home. out on this peak interest period and may result in
your property languishing on the market.
The Effect of Overpricing
Improper pricing may lead to a below market
value sale price, or even worse, no sale at all.
Your home has the highest chances for a fruitful
sale when it is new on the market and the price
is reasonably established
80. Next Steps Towards Selling Your Home
- Submit Open House announcement to MLS & Office Sales
-Enter listing into MLS system. meeting.
-Send out an announcement to our office and select realtors. -Prepare and distribute special Open House flyer.
- Put up "For Sale" sign. - Hold Sunday Open House.
- Install lock box. On-going
- Take property photos. - Handle incoming calls and schedule showing appointments.
- Prepare property flyer/brochure. - Update owner on showings.
- Submit property listing with photos to select real estate websites. - Pre-qualify buyers.
- Including Realtor.com Enhanced (up to 25 pictures) - Present all offers and recommend counter-offer strategies.
- CENTURY21.com - Review price based on agent input & market conditions.
-C21AllPointsRealty.com ASAP
-Schedule Virtual Presentation for Office - Obtain an acceptable contract on your property!
-Schedule Town Caravan - Coordinate home inspection
- Accompany you to closing.
81. Our Commitment to You
This CENTURY 21® Seller Service
Pledge Certificate applies only to an
exclusive right to sell agreement of not
less than 180 days. If any terms or
conditions contained herein are
prohibited by local law, they shall be
considered severed from this pledge
and of no force or effect. In the event of
any alleged breach under the terms of
this 21 Point Seller Service Pledge
Certificate, the seller (as a sole and
exclusive remedy) may terminate the
exclusive right to sell agreement,
provided that our CENTURY 21 office
is given ten days (10) written notice of
the reason for termination and an
opportunity to cure the default during
the notice period.
82. Thank You for taking time to review the steps we
plan to take to sell your home.
Do you have any questions about what we have discussed?
Are you ready to list your home for sale with CENTURY21 AllPoints Realty and me?
85. Staging Your Home Checklist
When it comes time to prepare your home for showing you might want to consider
hiring a professional to help. If you choose to do it yourself here are some tips for
you to think about. In doing this, you will be ahead of most of the sellers already on
the market in the way your home shows.
INSIDE
Clear all unnecessary objects from furniture
throughout the house
Clear all unnecessary objects from the kitchen
countertops
OUTSIDE
In the bathroom, remove items from the
countertops, tubs, shower stalls and commode Go around perimeter of the house and remove
tops all garbage cans, discarded wood scraps, extra
Be sure that the bathroom tubs, tile, sinks, shower building materials, etc, into the garage or trash
floor and ceiling and toilet bowls are free of Check gutters and/or roof for leaks and/or dry rot
mildew and look sparkling clean Weed and then mulch all planting areas
Rearrange or remove some of the furniture if Clear patios and decks of all small items, such as
necessary small planters, flowerpots, charcoal, barbecues,
Take down or rearrange pictures or objects on toys, etc
walls
Check paint condition on the house, especially
Patch and paint where necessary
Review the house inside room by room, and: the front door and trim
- Paint any room needing paint Review if shutters, shingles, stone or bricks need
- Clean carpets and vacuum drapes that need it replacing
- Clean windows and cobwebs from ceilings and chandeliers Check exterior stairs and handrails; walkways,
Make sure the closets and garage are not “too full” screens, screen doors
Replace burned out light bulbs and repair any
faulty switches IN GENERAL
Repairs and improvements will facilitate a sale Try to look at your house “through a buyer’s eyes”
being made
as though you have never seen it before
Make certain all rooms are odor-free
86. Moving Checklist
6-8 WEEKS BEFORE MOVING DAY
Set the date
Interview moving companies and get estimates
Get costs from truck rental companies if you are
planning to move yourself
Inventory household goods
Choose a mover
2 WEEKS BEFORE MOVING DAY
AT LEAST 4 WEEKS BEFORE MOVING DAY Return any borrowed or rented items
Contact utility companies to arrange for - Cable Boxes
transfer or shut off - Furniture
File change of address forms - Library books
- Don’t forget to notify creditors and anyone - Etc.
else who sends you monthly mail or Pick up any personal items
publications - Cleaning
Notify friends and family of new address - Tools
Start organizing items to be moved or packed - Etc.
- Fragile vs. non-fragile Begin to clear out refrigerator and freezer
- Immediate need in new home 1 WEEKS BEFORE MOVING DAY
Kitchen items Confirm arrangements with the movers
Clothing Notify friends and neighbors that you may need
Toiletries their help
Tools Make arrangements for care of small children
Hold a yard sale to get rid of unnecessary items and pets for the day
and junk
87. Moving Checklist (continued)
1 DAY BEFORE MOVING DELIVERY DAY
Make sure each person has a bag packed for Make sure you understand how mover expects
essentials at the new address to be paid
Defrost refrigerator/freezer Supervise unloading and any unpacking
Confirm arrival time of movers Confirm receipt of all items on inventory sheets
Welcome to your new home!
DAY OF THE MOVE
Get an early start
Make sure movers have your contact
information during the move
Be available to movers for questions
Perform final check of the home once movers
have left
- Make sure any appliances left behind are
turned off
- Be sure to leave keys and garage door
openers
All rooms should be at least broom clean and
prepared for buyer walk through inspection
Mr. ___ and Mrs. _____ I want to thank you for the appointment to meet with you today. It is truly an honor to have this opportunity to earn your business today and to get started working together! NOTE: Always call them by their formal names until they give you permission to do otherwise.
Before we get too far along, I want to share with you the agenda I use in consultation meetings with sellers. I have found this agenda to be highly effective in really answering all the client’s questions and concerns with regards to selling your home. What I would like to do, with your permission, is explain the agenda and get your approval…. Alright? First, I want to start with the most important part, which is to clearly understand your goals, objectives, and expectations. I want to know what you expect from me as the one who will represent you in the sale of your home. My goal is to provide outstanding service and to do that, I need to know what that means to you. Is that ok if we start with what’s important to you? Once I understand what’s important to you, I want to know from your view what’s important about your home. What do you feel are the best selling features and benefits? You are the ones that have experienced the home and I want your insight? Once I understand you and your home we can talk about the strategy to sell your home. We are going to first talk about our local company CENTURY 21 _______________. Then I will share some of my credentials with you since I will be working the most closely with you. Since CENTURY 21 is what makes us more effective than any other company in today’s real estate market, we will then share with you the power it can bring to you in the sale of your home. CENTURY 21, my company and I all work together to get the job done for you. You see, you aren’t just hiring one individual but you are hiring an entire team. When we conclude our discussions on CENTURY 21 services, benefits and my services and benefits, you will know why you should hire us to represent you in the sale of your home. Does that sound fair? We will then move on to discussing the current state of the marketplace. I will reveal to you the true facts of the marketplace so you can make an informed decision. We will determine the value of your home based on today’s market conditions. Then we’ll evaluate and compare pricing strategies. There are a number of different strategies to employ. The goal is to price using the correct strategy based on your goals and desires. We will then select an initial list price for the sale of your home. Once we have done those items on the agenda I will explain the next steps to take to insure a successful sale. We then can start working together to accomplish the goals and dreams that you desire. I have found this agenda order to be highly effective in covering all the issues for my clients…again…with your approval I would like to follow this agenda order. Do you have any questions for me? Great, then let’s get started. Because my desire is to create lifelong client relationships that are enduring, I am going to spend more time here on the front end to ensure I truly under promise and over deliver in service. To do that, I must know your goals, dreams, objectives, and expectations. I will spend as little or as much time as you need so I totally understand your expectations. To do that, I will need to ask you a few questions.
Additional questions:Where are you moving? Tell me about your last home sale experience?When did you sell your last home? So what you are saying is, if I provide you _?___ and _?___ and __?__we would have a solid basis for doing business together? (You will fill in the blanks with the answers they give you on the last bullet point of the slide. This allows you to focus on what is important to them and it is actually a trial-closing and will help you determine how much detail you will need to cover in your presentation. In the event they do not give you much response to the question, you might try something like….”So. Mr. and Mrs. _________ , If I show you how we can get the job done for you with the least amount of inconvenience, within the time frame you need, and at the best possible price, would there be anything that would keep us from getting started tonight? NOTE: Use the term best possible price – not highest. Highest would be if they didn’t have a specific time frame and it wasn’t contingent on market conditions, etc. BEST possible price means based on the current circumstances)Mr. ______ and Mrs.________ thank you for helping me understand your situation. It will help me provide you with the best service because I know what you want.
Agent should enter their own accomplishments and other important and relevant personal details here.Obviously, you can see that I am excited and proud to be an agent for CENTURY 21® AllPoints Realty. It shows, doesn’t it? I truly believe the features, services and benefits that I have outlined are the best in the real estate industry. Do you have any questions or concerns about CENTURY 21 or my ability to get your home sold? NOTE: This is what we call a “trial closing”. You can use this anytime you feel the Seller may be ready to get started – usually after you have explained a valuable tool. You might want to try this after you have explained the CENTURY 21 services if you are not confident this early in the presentation.Are you as convinced as I am that I should represent you in the sale of your home? I would be delighted to help you accomplish your goals, would you like to get started doing that? (If the sellers show concern over the market value of their home:Provided that we agree on both the value of your home and pricing strategy, will you be ready to proceed forward with me at that time?)
The second part of doing an exceptional job for sellers is to gain maximum exposure. By knowing the home and highlighting the homes valuable features and benefits, Coupled with the extensive marketing we do at CENTURY 21 we can increase the buyer inquires, showings, and sales. I want to talk about your home as well. Let me ask you about your home… What caused you to buy this home over all others when you were a buyer?What are some of the features about the home that you have enjoyed?Is there anything a typical buyer or even a typical REALTOR® might miss when walking through your home?Are there any other features or benefits you feel I should highlight in marketing your property that we haven’t talked about?
Agents should feel free to insert photo of subject property here if available. We recommend that the agent insert a photo of the subject property or one comparable to the houses in that neighborhood)CENTURY 21® as a company, is truly the Gold Standard when it comes to real estate companies. We have a large number of tools, systems, and services that are unique and proprietary to CENTURY 21. Many of these tools, systems, and services are designed specifically for sellers to increase the exposure of their home, to increase showings, which leads to a higher sales price for you, the seller.
One of the most important words for a seller in today’s real estate market is exposure. Nobody does that better than CENTURY 21. With a global network of real estate professionals in over 70 countries, your exposure is the widest in the industry. This wide exposure leads to higher probability of selling your home in today’s challenging market when you work with me. We truly give you the edge in today’s marketplace. Names____ and ____ ,for many agents and companies this marketplace has really been tough. Any market change can be a challenge, the difference is whether the company seen it before? At CENTURY 21, because of our longevity as an international brand for over 40 years, we have seen this marketplace before. We know the moves to make so we’ll get your home sold faster and for more dollars in your pocket. We have the longevity to navigate you through this marketplace.
Buyers in today’s market are more cautious than ever before. They are concerned, apprehensive, and taking longer to act. According to the National Association of REALTORS in 2001 the average buyer took 7 weeks to buy, last year they took 14 weeks…double the amount of time. With all that caution and concern a buyer is attracted to a name they recognize and trust. In an independent study, CENTURY 21® was determined to be the most recognized name in real estate. In a challenging market, consumers move to trusted, established brands and CENTURY 21 is that brand.
Over 100 ads will run! Logo placement throughout.
Having a brand where buyers come to you is a huge advantage for a seller. My commitment is to find a buyer for your home. We won’t be just waiting around. I am going to take action!
Because of the internet’s reach attracting buyers for your home, an effective marketing strategy starts with the internet. More than 90% of home buyers use the internet to search for a new home. In every age demographic except the 65+, the first step a buyer takes is to start looking for homes on the internet. The internet will play a vital role in the sale of your home. We at CENTURY 21® have a multi layer approach to internet marketing to generate leads, create showings, and the sales of your home. Your home will be positioned out in front, where buyers are looking. My first job is to get your home noticed. I do that by getting your strategic placement on Homefinder, Zillow, Yahoo Real Estate and other top real estate Web sites.
Real estate has dramatically changed in the last few years with only 4% of the consumers using the newspaper and 90% using the internet. Consumers are on the Web earlier in the search period looking at homes. They are learning about the home buying process, researching, shopping restaurants, schools, and what it feels like to live in you neighborhood. Capturing them early in that search period and servicing them effectively needs to be mastered, we have done that at CENTURY 21®. In real estate sales you must have tremendous Web traffic and Web strategy; we have both at CENTURY 21. Our century21.com site has over 2 million visitors a month! That level of traffic will create the buyer we need for your home. We also make it easy for buyers to connect with us and find your home, that’s the strategy. Internet buyers want fast and easy; find the information they want and need or they are gone to another site.
Today’s real estate buyer can come through a lot of open portals. That’s why we connect with so many different open channels to reach a buyer for your home. We position your home more prominently with more compelling copy, more photos than most agents so it grabs the prospects attention. We have you covered locally, nationally and globally with internet lead generation. We are able to convert the buyer to a click….a call…and then a closing so you get moved.
We create the internet traffic down to specific targeted pages in our local market place. These pages can have significant exposure to ready buyers; the buyers who need a home now. There are over 500 plus sites listed here, but lets look at the ones that will most influence our success in selling your home. The ?___ site has _?__ unique visitors a month. The real estate section of the site has __?_ visitors. Did any of the other agents you interviewed share with you this level of information?NOTE: You can find current statistics for hits on century21.com on 21Online > click on Managing Your Business tab at the top>one the left side of the page, click on My Reports>then National Website
We have talked a lot about exposure and leads. ___Name____ and ___Name____, leads are really important because they represent potential buyers…showings…and a sale. How a company and agent handles and converts the leads could make the difference between a For Sale sign and a Sold sign in your yard. Creating leads is one thing, converting leads is entirely different. For this reason CENTURY 21® has a system called LeadRouter. ONE CAVO, a company specializing in internet lead responses, conducted an internet shopping study of real estate companies recently. They found over 46% of internet inquiries went unanswered. Additionally they found that 23% of the buyers who got responses received them on average, 8 hours after they submitted their forms. Internet consumers expect quick response rates. LeadRouter insures rapid response and rapid service. When a lead comes into our Web site it is instantly routed to an agent. That agent has minutes to accept the lead, respond to the lead, call the lead, connect with the lead, email the lead, text the lead or the lead is routed to another agent. With LeadRouter you are assured that the leads for your home will be responded to quickly, and converted to appointments at high conversion rates. Additionally, we can track the ongoing communication process with that lead, see what the lead is viewing, what stage of their looking process they are in, how they are responding to our email communication. It aids us in determining what to send, when to send it and when to call. There are automated processes as well, so leads don’t fall through the cracks. With this system if the prospect lead is viable, we will have a better chance of selling them your home. We recommend that the agent do a live demonstration of a Lead Router call provided they are confident with the process. Remember: showing is better than telling
See where buyers are coming from, both the search engine and the town and state!The Golden Ruler is a Century 21 exclusive tool. The Golden Ruler is truly asignificant benefit for you, the seller in two different ways. First, it provides usinstant real time communication and feedback on our progress. You will be informed about our marketing efforts. You won’t ever wonder what we are_____ doing to market your home. You will be emailed a report every two weeks. Secondly, with all these web sites to manage, different marketing strategies toimplement, variations based on type of home, time of year, buyers groups totarget, economic conditions, market trends. I want to know am I making gooddecisions for you and if we make adjustments are we making them correctly.The Golden Ruler is a service that only Century 21 has, do you see the benefit toyou, our clients?Use a report from one of your company’s other listings to demonstrate
A close up to the Golden Ruler Reports.
Century 21 Is the NUMBER ONE BRAND in real estate search!
www.century21.com has a clean search welcome page, type in the area you are looking for, narrow by price, and find your home!
Pictures, descriptions, slide shows…
Map!
Demographics, and the weather!
Every school in town, and the distance from your home.
Realtor.com- the # one search site for real estate in the US!
An average listing onRealtor.com has 4 pictures – CENTURY 21 AllPoint’s listings have up to 25, video, and unlimited descriptions
Realtor.com also has the mapping feature and slide shows, when you list with Century 21 AllPoints Realty!
All Century 21 Listings have Video on Youtube! – We also have all of our listings on Trulia!
Although we have shifted dollars to television this does not mean we are cutting back on our digital strategy. Consumers are consuming all kinds of media and 90% start their home search online. We will continue to advertise to consumers and the industry on sites such as Realtor.com, Homefinder.com, Facebook.com, Zillow.com etc.
CENTURY 21 Real Estate clients and prospects put theC21 Mobile App on their phoneC21 Mobile App clients search all IDX listings by GPS location, address, city or zip codeC21 Mobile, Broker Mobile and Agent Mobile are all linked together
In giving you the right market overview, you have to know and understand not only where the marketplace is today but also where it is trending to. That knowledge can mean the difference between a For Sale sign and a Sold sign for you. It is one of the reasons why I invest the time with my clients to show complete marketplace numbers, in addition to what is happening in their neighborhood. This gives you the confidence that you are making the best decision for you and your family.NOTE: Don’t ever tell them something should can show them. In other words, show them copies of data that you used to determine market overview. This might be MLS, RDS, etc. If you can show them, at least name some of your sources. All of this will give you more credibility when you start discussing market conditions and price.
Let’s look at market conditions, market competition, inventory levels and buyer levels so you can better understand the current state of the marketplace. The total number of homes sold in the last few months was ___________. You can see how I have broken that down in different price ranges. The average sales price in our marketplace is ____________. That is _______ from a peak of _________ in our marketplace. There are certainly more buyers below that number than above that number based on the market report. We have a competitive market today. We have a market where homes are selling in today’s marketplace. We have to be price sensitive as it relates to the value of your property to achieve a sale. Let’s look at what influences the value of your home.
Number of homes sold up 2%Average Price down 21%
Number of homes sold is up 12%Sales Prices are up 2% on average
Number of Homes Sold is Up: 3%Average Price is down: 2%
Number of Closed Properties is up 10%
Number of Homes Sold is Up: 3%Average Price is also Up: 3%
The value of your home is influenced by a number of key forces. Market conditions, we looked at those in terms of competition, but we also have interest rates which are favorable and financing which is a little restrictive compared to what has been in the past. Demand is a little lower because of the economic concerns that many have today..With the exposure we can give to your property, coupled with you offering terms that are competitive, we should see some outstanding results. We have looked at the overall picture of the marketplace and it is __________. How do you feel about what we have discussed so far?We must also explore and understand some of the factors that don’t influence marketplace value. Unfortunately, neither the marketplace nor the buyer will be influenced by what you paid for the home. They also won’t be influenced by what you have invested into the home or what you might need to net from the sale. I care about your situation and needs but what I’m saying to you is that the market and buyer probably won’t.
Now that we have reached an agreement on the value of your home, we need to discuss pricing your home so we can achieve a successful sale. The initial period when your home is a new listing is the most important time period. Potential buyers have a higher level of excitement and urgency to buy because you are new on the market. If we price your home too far away from the value, we could lose the right buyer. This is one of the effects of overpricing, loss of urgency in the buyer, or longer market time, eventually selling for less money or not selling at all. Where are you thinking you want to price your home at initially? You are ____________% above the market value we are finding in today’s economy. That percentage gap will lead to much lower activity on your home, is that what you want? You will need to be within _______% of market value to generate buyer interest, showing activity, quality offers and ultimately the sale we are both working toward. Should we start at ____________? That is the price that will enable you to reach your goals and objectives, can we start there?
(The next steps talk track is dependent on your client. Are they ready to sign? Do they need greater explanation ofyour services? Do they need more depth of your specifics on marketing? Are they an inexperienced seller versus an experienced seller? You will need to gauge their reaction on the trial closes that have been strategically inserted throughout the presentation).Some sample closing questions:“As you can see, CENTURY 21, my company and I have a comprehensive plan for getting your property sold and help you accomplish your goals. Aren’t you ready to put all of this to work for you?”If I showed you how you get to hold me accountable for everything I have promised you, would you be ready to get started? (Then go to next slide about Seller’s Service Pledge)
Agent should consider displaying actual Service Pledge form here.I am so committed to achieving a long term successful client relationship with you that I am going to offer you our CENTURY 21® Service Pledge. It’s my personal promise of service to you, my client, of the 21 things that I commit to do for you. I am going to do much more than just these listed, but as the only international brand with a bold service pledge, CENTURY 21 is committed to our clients. The last part is the most important for you. It says that you have the right to cancel our agreement if I don’t follow through on these commitments. In essence, what I have given you is a no risk opportunity to do business with me, because you can cancel our agreement if I do not perform. You have zero risk in working with me.The CENTURY 21® Service Pledge is a great “closing” tool. You can insert it anywhere in the presentation, especially if you have used some trial closings and you feel they may be ready. Here you could use it with the track “Mr. and Mrs. _________, I know I have promised you a lot of things we are going to do to get your property sold. We don’t just make the promises, we back them up in writing with our CENTURY 21® Service Pledge. As you can see, if we don’t perform as outlined you can cancel our agreement as outlined.”NOTE: AGENTS PLEASE MAKE SURE YOU KNOW WHAT YOU ARE PROMISING, WHAT SHOULD AND SHOULD NOT BE PUT ON THE BLANK LINES AND THE REVOCATION PROCESS). You might want to also talk about the Quality Service Survey – give them the brochure so they know they can hold you accountable in several ways.
_Name_______ and ________ , we have covered a lot of information in a short period of time. We started with really understanding your goals, expectations and objectives. What you really wanted and expected from me, your agent. Those are still the most important items of the agenda, to make sure that we exceed all your expectations in the time frame you want. I have no doubt that we can _______ and ________ and _________ (These blanks get filled in with the things they told you earlier were important to them, or if they didn’t have much to say, use “within the time frame you need, with the least amount of inconvenience, and at the best possible price . We are ready to make those things a reality for you, so let’s get started.