J.S. Walker Associates, REALTORS Marketing Service
Preparation and Research for Placing Your Home on the Market
1. Measure - Exterior for Square Footage and Interior for Room Sizes.
2. Take Photos - of Exterior for MLS, Print Media, Data Sheets Interior and, if applicable, for Pictorial Booklet.
3. Maximize Appeal - by reviewing aesthetic and cosmetic adjustments which will generate the best sales opportunity.
4. Ascertain Important Features - the aspects of your home which will most strongly appeal to the Buyer Profile.
5. Relocation Assistance - through our relocation contacts we provide a professional real estate service in your destination area.
6. Legal Description - be aware of the legal rights/restrictions applicable to the subject, i.e.: Zoning, Occupancy/Permits, Letters of Compliance, Property Tax Class, Property Tax Amount, Homeowner Association Dues, Assessments, etc.
7. Marketing Plan - provide a written Plan of Action for the implementation of Promotional and Advertising Activities which will drive the marketing of your home.
8. Supply and Demand Analysis - analyze statistics applicable to the marketing of your home as it pertains to Asking Price Ranges, Breakpoints in the market, and how to strategically place your home in a competitive marketing position.
9. Financing Analysis - Determine the most likely financing for your home based upon the anticipated Buyer Profile. Analyze how this financing will affect marketability.
10. Buyer Profile - ascertain the most likely buying Prospect and forecast financing and promotional efforts needed to capture this prospective Buyer.
11. Competitive Market Analysis (CMA) - provide an analysis of comparable properties which have Sold, which are currently On Market, and ones which have Expired unsold. Project an anticipated final Sales Price range based on market research.
12. Anticipate Challenges - to our marketing efforts and create solutions to overcome these challenges.
13. Pictorial Data Sheet - a Marketing piece which puts your home at the top of the Most Wanted List by prospective Buying Prospects.
14. Marketing Data Sheet - prepare detailed Data Sheet for the use of prospective Buying Prospects and Fax this Data Sheet immediately to all real estate companies.
15. Marketing Documents - review with Owner all documents related to the marketing of the home, i.e.: Listing Agreement, Notice of Agency Relationship, Lead-Based Paint Disclosure, Unit Owner Resale Certificate, Disclosure of Potential ConsensualLimited Dual Agency, Seller's Disclosure Statement, Home Warranty Plan.
Promoting and Marketing Your Home
1. Install "For Sale" sign to generate calls from Buying Prospects.
2. Bulletin Property Information to MLS - immediately your home's information will be made available to approximately 165 Agents in the Morgantown market area as well as hundreds more in the North-Central West Virginia Real Estate Information Network, Inc.
3. Fax Just Listed Data Sheet to all Morgantown real estate companies.
4. Pictorial Data Sheets - placed in your home for prospective Buying Prospects to take with them to review.
5. Relocation Connection - follow-up with your RELO agent to enhance communication.
6. Internet - through REALTOR. COM all our listings are made available to a nationwide audience. We have expended significant promotional dollars to assure "front page" exposure on the web.
7. J. S. Walker Associates Web-Site / E-Mail - We have on our JSW Website a "Relocation Needs Analysis" which allows anyone who visits our web-site the ability to e-mail us their needs in a new home. We truly are your "Cyberspace Relocation Connection!"
8. Agency Tour - Product Knowledge is based on a personal visit by our company to inspect your home with the expectation of matching an existing Buying Prospect with your home.
9. Print Media - we aggressively promote our properties in all local media including Homes & Land Magazine, and Dominion Post.
10. REALTOR Open House - to preview your home with the expectation of scheduling a showing appointment.
11. Open House to Buying Public - a great opportunity to generate more opportunities to sell your home.
12. Install Lockbox - if appropriate we will install a lockbox which assures easy access to your home by Agents for showing purposes. The lockbox will electronically register the hour the agent shows your property as well as time and date.
13. Spheres of Influence - our Associates have worked diligently to generate contacts at strategically placed areas, i.e.: Personnel Directors, Section Chiefs, etc., in order to make a greater number of Buying Prospects available for your home.
14. Existing Purchase Prospects - upon your home's first exposure to the market we will immediately tap into our inventory of applicable Buying Prospects to make them available to your home.
15. Marketing Feedback - with you on a pre-arranged basis so that you are fully informed on the marketing activities being accomplished in your behalf as well as the feedback we are receiving from the Buying Public.
16. Establish Showing Protocol - assure that the showings which occur on your home are accomplished with your specific needs being recognized keeping in mind that quick and easy access, though sometimes inconvenient, will result in greater enthusiasm by Agents and a more expeditious marketing process.
17. Home Buyer Seminars - from time-to-time our company sponsors these Seminars as an educational opportunity for the public but also as a way of generating more Buying Prospects for your home.
18. Third-Party/Relocation Companies - as we are well versed in the handling of Relocation Transactions we are particularly well positioned to receive these referrals and make them available to you.
19. Co-Brokerage - we actively encourage co-brokerage with all licensed real estate professionals in our area and welcome the opportunity to cooperatively find the best possible Buying Prospect for your home.
Managing the Purchase Agreement
1. Convert Buyer Enthusiasm - we don't just "show" homes. We are trained to ask questions which enable a Buying Prospect to work through their feelings about a given home and then when the time is appropriate we move forward to convert observed Buyer enthusiasm into a legal binding Purchase Agreement.
2. Present Offers Expeditiously - as soon as we obtain a Purchase Agreement it is legally and ethically required that it be presented to you as soon as possible. Pagers, Cell Phones, Faxes, etc. allow us to reach you and be reached by you quickly. Time is crucial in the negotiating process.
3. Review Purchase Agreement With Selling Agent - obtain as much information as possible on the motivation as well as the wants and needs of the Buying Prospect in order to establish negotiating parameters.
4. Obtain Financing Information - in order to establish an effective negotiating position the Buying Prospect's ability to buy and the financing vehicle are important information pieces which assist you in establishing a negotiating strategy.
5. Humanize The Process - selling a home should be a "win-win" proposition. Knowing why the Buying Prospect is interested in your home helps the process. After all, our goal is to successfully sell your home in a positive, pro-active environment in which to negotiate in good faith is beneficial to all concerned.
6. Analyze Price and Terms - determine what aspects of the transaction are most important to you. Final Sales Price is oftentimes less important than Closing Date or other aspects of Terms which may be important to your family.
7. Cooperative Reality - conduct negotiations so that all parties to the transaction are fully informed and apprised of the benefits and obligations of the transaction and the Purchase Agreement. Maintain a high Trust Level with the emphasis on honesty and fair treatment to all concerned.
8. Finalize Negotiation Process - assure that all parties are fully satisfied and understand their written Purchase Agreement. Assure that all documents are properly signed and that copies of all documents are provided to all parties to the transaction.
1. Arrange Inspections - assure that Inspection Contingencies are expeditiously concluded so as to sustain the positive momentum of the transaction. If needed, meet Inspectors at the home and make it available at times which are convenient for them.
2. Follow-Up on Deadlines - assure that specific dates which require certain tasks to be accomplished are met so as to maintain the momentum of the transaction.
3. Closure on Contingencies - assure that all Contingencies are appropriately concluded and that when they are met to the satisfaction of the Buying Prospect that they are removed in writing from the Purchase Agreement.
4. Loan Application Process - assure that the Buying Prospect has made formal Loan Application and that all Lender required documentation is forthcoming from the Buying Prospect. Assure that the home is available for the Appraiser and cooperate fully in assisting the appraisal process. See that a written Loan Commitment is made.
5. Obtain Loan Assurances - at the beginning and in the Loan Application Process obtain Loan Pre-Qualification Letter and/or Loan Pre-Approval Letter indicating the Buyer's ability to finance the home.
6. Successfully Address Challenges - if a challenge presents itself in the Inspection or Loan Application process we will strive to find satisfactory solutions that enable the parties to continue forward positively with the transaction.
7. Effective Communication - assure effective communication to all parties during all facets of the Inspection, Loan & Closing Process.
8. 3rd Party/Relocation Companies - coordinate with Relocation entities and assure that the special requirements of these companies are efficiently handled and the transaction is facilitated by a knowledgeable and competent Processor.
9. Buyer Enthusiasm - maintain a constant communication with the Buying Prospect providing a high service level as well as emotional support throughout the entire process.
10. High Ethics - assure that fairness and diplomacy are exhibited in all aspects of the Closing Process and with all persons involved in the positive outcome of our efforts.
11. Review Closing Statement - assure that the parties are aware of the Closing Figures prior to Settlement so that any errors can be corrected prior to the time of Settlement.
12. Attend Closing - assure that all the details of the transaction are completed to the satisfaction of all concerned.
