Phase One
Initial Meeting – Learning your Objectives
The Property: Features, Details, and History
The Market: Important Questions
Making a Plan to Move Forward
Positioning Expectations, Timing, Price
Review of General Market
– Market trends and recent market history
– Near-term expectations
– Seasonal considerations
Review of Specific Market
– Assessing inventory
– Assessing competition
– Demand for property
– Property marketing periods
– List price to sale price ratios
Review of Subject Property
– Distinguishing characteristics
– Preparations
– Review listing agreement
– List price and listing terms
Preparations – Getting Ready
Review of the Plan
Marketing Preparations
– Improvements, alterations, staging
– Photography
– Print, media, internet marketing
Documentation
– Document, plans, inspections, surveys, title
– Disclosures
Monitoring Changes in the Marketplace
Phase Two
Introducing the Property – A Proper First Impression
Networking
Current Buyers
Announcements
Print, Brochure, Internet, and Mailing Exposure
Strategic Public Relations Exposure
Private Review – Market trends and recent market
history
Broker Preview
Monitoring Feedback
Marketing Phase – Our Competitive Advantage
Networking
Public Relations Opportunities
Brochure Distribution
Print Advertising
Internet Marketing
Targeted Mailings
Responding to the Market
Showing the Property – How the Process Impacts the Result
Creating the Proper First Impression
Assessing and Engaging the Prospect
Highlighting Property Features
Differentiation
Answering Questions/Handling Objections: Creating Value
Knowing the Competition
Demonstrating Opportunity
Gathering Client Response
Creating & Monitoring Interest – A Critical Responsibility
Marketing
Networking: Making Sure All Parties are
Aware of the Offering
Broker Previews
Open Houses/Private Previews
Communicating with you – Keeping you Informed Along the Way
Establishing a Method and an Interval
Communicating Marketing Efforts
Communicating Activity
Sharing Feedback from Showings
Market Activity: When Other Properties Sell
Changes in the Competition
Your Needs: Changes in the Sale Process
Adjustments – Changes in the Market,
Changes in our Plan
Expectations: When Circumstances Change
Shifts in the Market
Revising Our Plan
Moving Forward
Phase Three
Negotiating Offers – Where Experience
Counts
Communicating Before the Offer is Received
Attracting the Right Offer
Qualifying the Prospect
Multiple Offer Situations
Pitfalls in a Proposed Offer: Preventing
Future Problems
Protecting You
– Managing Expectations
– Positioning you to win
Escrow – Executing the Contract
Creating a Timeline
Managing the Contract: Our Duties and Yours
Service Providers
Inspections
Disclosures
Additional Negotiations (Repair Items)
Removal of Contingencies
Preparing to Close
Final Details
The Closing – The Day you Have Been Waiting for
Transitioning You from this Property
Your Closing Statement
Post Closing Details
The Future – The GT Team is There for you
Understanding Your Future Needs
Keeping You Informed
A Resource for the Future