BLUEPRINT TO HOME SELLING SUCCESS
Thank you for the opportunity to help you sell your property! We are extremely honored that you would consider The Monica Diaz Team to guide you through this very exciting time. Whether it’s the first property you sell, or you have been buying and selling properties for years, we want you to know that we are here for you every step of the way.
This package will outline the marketing process used by us here at The Monica Diaz Team and answer questions you may have about our team as well.
We look forward to working with you now and for many years to come.
Monica and Jay
The key to our marketing plan is the daily contacts we make to prospective buyers and to top agents in town who have buyers for your house. Traditional methods of waiting for buyers to come to us (“Passive Marketing” like open houses or newspaper advertisements) are not nearly as effective as physically contacting potential buyers or their agents and convincing them to look at your house. “ACTIVE marketing” makes the difference and you can count on us to promote your house to buyers!
- Evaluate your house and competing properties using a Comparative Market Analysis.
- Price your house competitively to attract the greatest number of qualified buyers.
- Submit your house to the Multiple Listing Service.
- Place a professional “For Sale” sign and lockbox on the property when appropriate.
- *Hire a professional photographer to take pictures of your house for all marketing pieces (including websites, virtual tour and brochures).
- *Contact the Top agents in the marketplace for their potential buyers.
- *Email Real Estate Agents for their potential buyers.
- *Contact all agents who have recently shown houses similar to yours and see if their buyers are still available.
- *Prospect 3-4 hours per day and talk to 50-100 people per day looking for potential buyers and sellers.
- *Contact all buyer leads, centers of influence and past clients for their referrals and prospective buyers.
- *Pre-qualify all of our prospective buyers.
- *Syndicate your listing to hundreds of Real Estate Websites and Portals worldwide.
- Suggest and advise you as to any changes needed to make your property more sale-able.
- Update you constantly as to any changes in the marketplace.
- Call you regularly with buyer feedback, showings and advice.
- Continue the above points weekly until an offer is written.
- Represent you on all offer presentations to assist you in negotiating the best possible price and terms.
- Handle all of the follow-up upon a contract being accepted including all buyer financing updates, title and other closing details.
- Deliver your check at closing.
*ACTIVE not passive marketing … the difference in getting your house SOLD!!!
The more people who see your house, the more likely you will sell it for top market price.
Of buyers searched online
Of buyers consider photos essential
More views occur with a Virtual Tour
Now that you’ve got a fantastic image and a sound marketing plan, it’s time for one final step; getting your listing in front of potential buyers. This important step is what separates The Monica Diaz Team from our competition, by offering the most comprehensive syndication plan anywhere.
Take a look at some of the hundreds of websites we syndicate to, where buyers will be viewing your house:
Where Do Buyers Come From?
Not surprisingly, Buyers eventually purchase their home through a Real Estate Agent. The following are other sources that Buyers utilize:
Buyers Determine the Price
This process generally begins with a determination of a reasonable asking price. The purpose of the Comparative Market Analysis is to determine the value of your house in the eyes of the buyer. As your real estate team, we can give you current information on what is happening in the marketplace, the location, condition, and price of competing properties and recent sales.
When listing your property for sale, do yourself a favor and tell your agent that you trust their professional opinion regarding price. This will allow your agent to be candid with you, which can mean selling your house at market value now instead of several months from now. Most agents simply don’t want to tell the seller the true value of the house if it’s obvious the seller wants more than it’s worth. By allowing your agent to be completely honest with you, you’ll save time and money. Consider the market analysis carefully with your agent as the numbers should make just as much sense to you as they do to your agent and the appraiser.
The majority of showings by sales associates on a new listing occur when the house is first placed on the market. Sales agents arrange for their active, qualified buyers to see a home when it is newly listed.
Once this group has seen the property, showing activity decreases to only those buyers new to the market.
Effect of Over-Pricing on Time and Selling Price
It’s important to position your home at the best price during its first market exposure.
Common Questions and Concerns
How long is the listing term?
Our listing contract is for six months. We know that you will be happy with our services. At the same time, if something does come up and you wish to cancel prior to receiving an offer on the property, you may cancel without any penalty or obligation! We offer an Easy Exit Listing Agreement for that very purpose along with our Weekly Communication Guarantee.
Let’s list high we can always come down later.
We understand that you may want to list at a higher price to leave some room for negotiating. At the same time, one of two things may happen: First, buyers and agents will skip properties if they feel that they are overpriced in any way; and Second, Agents will show your property and then say to their client(s), “if you like this property, you’re going to love the one down the street even more at a more attractive price”. Would you rather have your property used as leverage to sell your neighbor’s property, OR, would you rather be positioned competitively to be the next one that sells?
Another agent said they could get me more money.
An agent that will list your property higher than market value assumes they can take the listing now and start beating you up on the price week after week! They are afraid to tell you the truth upfront and that should be a red flag for you.
The other agent said they would reduce their commission.
We agree that your primary goal in selling the property is to net the most money possible. Now, when we sell a house, or indeed when we sell anything for that matter, we net the most money by maximizing exposure. So 100% exposure equals top dollar. Now, consider that real estate agents, and buyer’s agents in particular, they don’t have much influence over what a customer buys, at the same time, they certainly have influence over what they see and then sell. For example, let’s imagine that you’re a 100% commission based real estate salesperson and you bring your Buyer clients into this neighborhood where there are 3 homes for sale – one is offering a full 3% commission, one is offering 2.5% and another is offering 1.5%. Now, naturally, you are going to be the most excited to show the 3% one because you will make the most money. So it’s important to realize that offering a lower commission would actually limit your exposure and based on that decreased exposure, do you think that would net your top market price?
What do you do to sell houses?
There are two types of real estate agents. There are passive agents and there are ACTIVE agents. We are active agents. When you sign the contract with us, we will spend our time actively and aggressively marketing your property so that it sells quickly and for the most amount of money. You want a team that knows how to find buyers for your property and will actively work to go out and find them every day.
What To Expect
While selling your house can be an exciting time, it can also be a little stressful. These tips will help you prepare for what to expect during the time that your house is for sale.
Constant Contact with The Monica Diaz Team
We will send you via email a weekly report indicating how many online showings your property has received for the week, including any agent feedback we received. in addition to the weekly email, we will contact you via telephone regularly to discuss our marketing efforts on your property as well as changes in market conditions and any suggestions moving forward.
Updates of New Competition
You will be registered on our Multiple Listing Service (MLS) system to receive emails any time a new property that is considered “competition” for your house becomes available.
When a potential buyer for your house wants to set up a viewing, their agent will contact us or one of our Buyer’s Agents to set up showings and viewings to schedule the appointment. We will then call you to make sure the time and date are satisfactory for you and your family. It is extremely important that you try and make your house very accessible for every appointment. Agents do not always give a lot of notice when scheduling showings for their buyers, so please understand if there is short notice. Even if the house is not in perfect showing shape it is best to still let the agent come. However, when possible have the house clean, free of any clutter and turn on all of the lights for showings. This allows for the house to look better and potentially be the difference between your house selling versus the competition.
Pets and Small Children
A lot of times, other agents do not make it to the appointment at the time they originally stated. Since this is sometimes the case, please feel free to stay in the house until the agent arrives. At that time, it is best to gather up the kids and/or pets and let the buyers look at your house privately. This allows for them to not feel rushed and they can be open and honest with their agent.
Cancelled or ‘No Show’ Appointments
Unfortunately, there will be times when you’ve gotten your house cleaned up and ready to show just to find out that the agent has cancelled the showing or worse yet, doesn’t show up at all. This is something that is uncontrollable and comes with the territory of selling a house. Please understand, this is part of the process.
Occasionally, an agent may show up to your house without buyers. This is called an agent preview. Many times these agents are previewing your house to see if it fits their buyer’s needs. While we usually know that a showing is a preview it is not always the case. Again, this is part of the process.
Influencing The Sale Of Your Property
Your house will need to be uniquely positioned to create maximum interest and help produce the highest possible financial return. Although the listing price you place on your property will influence its sale, there are many other factors that come into play. Some of these factors are within your control, others are not. Examples include:
Factors Not Within Your Control
- Your property’s location
- Recent property market values
- Expired listings with multiple price revisions
- Economic and housing market conditions
- Absorption rate
- Interest rates
- Current competition
Factors Within Your Control
- The listing presentation price and terms of sale
- Your property’s distinctive and compelling attributes
- The physical condition of your property (house and grounds)
- The ready access to your property for showings
- The selection of the real estate professional you choose to represent you