Listing Presentation

1. Selling Your Home
Prepare
By
Linda Wilson

2. I look forward to speaking with you about the future sale of your home. I am confident you will
feel that the programs I outline for you will provide you with the greatest possibility of selling
your home for the highest price in the shortest period of time with the least amount of hassles.
I have enclosed a number of useful documents about the home-selling process and the benefits I
can offer you. I look forward to speaking with you about getting your home sold, helping you,
your friends and your family with all of your real estate goals.
Sincerely,
Linda Wilson
Real Estate Consultant
Keller Williams Realty Partners, Inc.
11005 Metcalf Ave
Overland Park, KS 66210
913-266-5830
http://righthome4me.com

3. Because Your Move Matters
Linda WilsonLinda Wilson
At Your ServiceAt Your Service
Keller Williams Realty Partners, Inc.
lindawilson@kw.com
www.righthome4me.com
Office: 913-266-5830
Cell: 913-486-SALE

4. Home Selling Process
MARKET RESEARCH
LISTING SIGNED
OFFICE
MULTIPLE LISTING
CONTACT PROSPECTS
SHOWINGS
OPEN HOUSE
OFFER RECEIVED
OFFER
CONTRACT ACCEPTED
INSPECTIONS
BROKER’S TOURGRAPHICS OFFICE TOUR
MLS COMPUTER MLS MEMBERS
TRANSACTION
PROCESSING
NET SHEET
COUNTER OFFER
EARNEST MONEY
MLS TOURS
BEGIN
PROCESS

5. Understanding The
Principles
• Customer Service Commitment
• Benefits of Using a Real Estate Consultant
• 20 Ways to Help Sell Your Home FAST!
• Factors That Influence Property
• Home Warranty
• Marketing Plan
•Johnson County Stats
•Why Keller Williams Realty
• About Me
• Needed Information
* Real Estate Glossary
To Keller Williams Website

6. I commit to…I commit to…
Provide you with a thorough comparable market analysis of
your home.
Assist in all pre-listing preparations.
Initiate a marketing and promotion campaign based on my
experience and success that capitalizes on the Keller Williams
Realty brand.
Make every effort to negotiate terms that match your goals.
Manage all transaction details through closing to minimize any
risk that will impact your timeframe or net proceeds.
Provide you with excellent service throughout the transaction.
Be accessible to you and communicate frequently!

7. Benefits of Using a Consultant
Time is Money
How much is your time worth? $________ per hour. If you don’t use a real estate professional, expect to spend at least 100 hours
selling your home – assuming there are o problems! Considering your work, family, and personal commitments, is that the best use
of your time?
It’s a Big Deal
Selling (and buying) a home is a big deal. Most people don’t sell more than two homes in their lifetime, so it’s not something they
develop expertise in. There are ever-changing laws, ethical practices and practical considerations that you don’t want to learn on
your own through trial and error or relying on a book or information off the Internet. It’s just not worth the risk.
I Can Help!
My goal is to give you a 10+ experience!
What Benefits I provide to you: Because….
1. Consult with you on how to get your home in top-
selling condition.
We want to WOW prospective buyers during the first
30 days that your home is on the market.
2. Give you up-to-date information on what’s
happening in the marketplace.
Having up-to-date market information helps us
strategize.
3. Provide you with information on competing
properties; e.g. list price versus actual SOLD price,
financing terms, condition and more.
The fair market value of your home is determined by
what competing properties are selling for right now.

8. Benefits of Using a Consultant (continued)
What Benefits I provide to you: Because….
4. Market your home to other real estate agents
and the public using research-based marketing
strategies.
There is a misconception that advertising sells real
estate. Research conducted by the National
Association of REALTORS shows that 41% of
homebuyers fist learned about the home they
purchased from an agent; only 7% from a
newspaper ad.
5. Help you objectively evaluate and negotiate
every buyer’s offer without compromising your
position.
An offer is just the beginning of a process of
appraisals, inspections and financing – a lot of
possible pitfalls. I can help you write a legally
binding win-win contract that is more likely to
make it through the process.
6. Help you close on the sale of your home. The paperwork alone is overwhelming and it is not
unusual for questions or unexpected problems to
occur during closing (settlement).

9. Consultant Vs. Agent
Fiduciary (Consultant)
• Advises and Consults
• Educates and Guides
• Involved in Decision Process
• Uses Judgment and Experience
• Irreplaceable
• Highly Compensated
Functionary (Agent)
• Delivers Information
• Tells and Sells
• Stays out of Process
• Follows the Rules and Procedures
• Replaceable
• Minimally Paid
To Keller Williams Website

10. 20 Ways You Can Help Your Home20 Ways You Can Help Your Home
SellSell FAST!FAST!
1. Enhance your curb appeal – lawn, shrubs, flower beds and porch should all be
attended to in an effort to create a great first impression.
2. Clean, paint and then clean again – inside and out.
3. Worn or dirty carpet is a big turn-off for buyers – clean or replace as necessary.
4. Check all faucets and bulbs for proper operation.
5. Make sure all doors (including cabinets and closets) open and close easily.
6. Remove any safety hazards – shoes, extension cords, low-hanging lights, etc.
7. Clean all storage areas and remove everything that isn’t necessary.
8. Organize your closets and pack anything you don’t absolutely need.
9. Make your bathrooms sparkle and display your best towels, floor mats, etc.
10. Create the illusion of space – remove everything from countertops and vanities that
you don’t use daily.
11. Create dream bedrooms – remove excess furniture for a spacious but comfortable
look.

11. 20 Ways You Can Help Your Home Sell20 Ways You Can Help Your Home Sell
FAST!FAST!
12. Brighten the day - open all blinds and draperies, and turn on all lights before
showings.
13. Light the night – turn on all lights (including outdoor) to add color and warmth, and
make prospects feel welcome.
14. Turn off televisions, but consider leaving some quiet music playing while the house is
being shown.
15. Remove pets from the home for showings – some people are afraid of dogs and many
are allergic to cats.
16. Speaking of pets – do anything necessary to eliminate the odor of pets or cigarette
smoke.
17. The scent of freshly baked bread or cookies can help, but refrain from cooking foods
that will result in pungent odors – cabbage, fish, etc.
18. Give them space and let them linger – potential buyers often feel like intruders when
the sellers are present during showings.
19. Consider a home warranty – it will cover you during the listing period and give
buyers added confidence about the mechanical integrity of the home.
20. Help me help you – if a prospect comes to your door, please refrain from talking
about price, terms or other real estate matters.

12. Factors That Influence The Value Of Your PropertyFactors That Influence The Value Of Your Property
•Physical Qualities Of The Property
•Location
•Age
•Size of house and lot
•Floor plan and architectural style
•Overall condition of the property
•Market Conditions
•Interest rates and availability of
financing
•Buyer demand
•Prices of recently sold comparable
properties
•Seasonal demand
•The Competition
•The number of similar properties for
sale
•Their prices, location, condition and the
motivation of these sellers

13. Factors ThatFactors That Don’tDon’t Influence The Value OfInfluence The Value Of
Your PropertyYour Property
• Original Price
• The price you originally paid for your property
• Previous Appraisals
• Your county tax appraisal or appraisals done for “refinance” purposes
• Needed Proceeds
• The cash proceeds you want or need from the sale of your home
• Repairs, Replacements And Maintenance
• Repairs or replacement of items such as roofs, furnaces, a/c, etc
• Opinions
• What non-professionals say your property is worth

14. Home Warranty PlansHome Warranty Plans
Home warranty plans go a long way to alleviate
some risks and concerns. For a modest price, the
seller can provide to the buyer a one year warranty
covering specified heating, plumbing, electrical, water
heater or appliance breakdowns. Coverage under most
plans commences at closing but:
We have arranged to have your home covered during
the time your home is on the market!

15. Marketing Your Home
• Input your listing to MLS.
• Install nationally recognized sign.
• Provide information fliers.
• Pricing Guidance.
• Prepare Advertising.
• Hold Broker Open House.
• Give Feedback on showings.
• Review contracts and represent you in
negotiations.
• Guidance in staging your property.
• Complete all repairs and cleaning.
• “Stage” your home to be appealing.
• Hide valuables (also prescriptions).
• Keep marketing information out for
prospective buyers.
• Call me if information is depleted.
• Leave premises for showings.
• Call me with any questions.
• Refer friends and acquaintances who
might be interested in your property.
• Refuse to discuss terms with
prospective buyers or their agents.
Agent Client
Our Respective Duties

16. Marketing Plan
 Advertise to Coop Agents
 Home Staging
 Home Warranty During the Listing Period
 Complete Marketing System Designed for Maximum Exposure
 Customized Strategic Marketing Plans
 Marketing Reports sent to you weekly
 Competitive Best Price Negotiation
 Professional Transaction Service Personalized
for your needs
 Constant Communication

17. When It Comes To Marketing…
•Neighborhood Mailings
•Coop Agent Advertising
•Multiple Websites
•Virtual Tours
•Color Flyers
•KW Red Book in KC

18. Marketing and PromotionMarketing and Promotion
• Place my sign in the yard and a lockbox at your door
• Request permission from home owners to place pointer signs as appropriate
• Create a listing for your property in the Multiple Listing Service (MLS)
• Review MLS listing with you for accuracy
• Enter showing instructions and create your account at Showing Solutions
• Order home warranty at your discretion
• Announce new listing to all Keller Williams Realty Partners, Inc. agents
• Schedule agent tour, create and submit flyer to all 2400+ area agents
• Schedule public open house, create and submit ad
• Prepare and deliver home presentation brochures
• Confirm that your listing is visible on all other web sites (details to follow)
• Solicit and respond to prospective buyer phone and email inquiries
• Follow-up with other showing agents to get additional feedback
• Schedule regular calls or meetings to discuss market activity and feedback

19. WHERE BUYERS FIRST LEARNED ABOUT HOME PURCHASED
Compiled from NAR 2005 Profile of Home Buyers and Sellers report.
Realtor
36%
Internet
24%
Yard Signs
15%
Referrals
7%
Other
> 1%
Knows the
Seller
3%
Home
Builders
7%
Advertising
and
Newspaper
6%
We Have All Your Bases Covered

20. Almost 70% of buyers find their homes from 3 major sources.
1. Realtors who use the MLS
2. Signs
3. Internet
Realtor
41%
Sign
16%
Other
32%
Internet
11%
We concentrate our marketing efforts where it counts

21. Database used by over 10,000 real estate agents
Each with a potential buyer
The MLS or Multiple Listing System is a cooperative database used by all real estate agents
with membership. This database contains all the information about homes available for
sale, homes that have contracts that have not closed, and homes that have sold.

22. Where is your listing seen on the web?
For the 1st
time in history more buyers found their home on the
internet than in the newspaper. (source NAR)
KW.COM
www.your website.com

23. Neighborhood Mailings
Your neighbor may have a
friend or relative that would
like to buy your home.

24. A Virtual Tour On Your Home !
Realtors that use a virtual
tour are 168% more
productive than agent that
don’t..
Virtual tours attract 6
times more buyers and
more showings
Our tours are fast
loading for dial up, and
they are not distorted

25. Color
Flyers
Sets your house
apart from the
competition
We use
color
pictures so
your
potential
buyer is
reminded
of all the
amenities of
your home.

26. A well priced listing at theA well priced listing at the
beginning is the mostbeginning is the most
important factor in selling theimportant factor in selling the
property forproperty for toptop priceprice..

27. Selling Price Vs. TimingSelling Price Vs. Timing
• Timing is extremely important in the real estate market.
• A property attracts the most activity from the real estate community
and potential buyers when it is first listed.
• It has the greatest opportunity to sell when it is new on the market.
WEEKS ON MARKET
A
C
T
I
V
I
T
Y
1 2 3 4 5 6 7 8

28. Johnson County Stats
TESTIMONIAL TAB GOES
HERE
0
500
1000
1500
2000
2500
3000
3500
4000
4500
D
ecem
ber'07
January
'08
February
'08
M
arch
'08April'08M
ay
'08June
'08July
'08
August'08
Septem
ber'08
O
ctober'08
N
ovem
ber'08
D
ecem
ber'08
# Sold
# New
# Active

29. Our Company
Why Keller Williams?

30. Our Values. . .
Win-Win — or no deal
Integrity — do the right thing
Commitment — in all things
Communication — seek first to understand
Creativity — ideas before results
Customers — always come first
Teamwork — together everyone achieves more
Trust — starts with honesty
Success — results through people

31. Mo Anderson
Vice Chairman of the Board
Gary Keller
Chairman Of The Board
About KELLER WILLIAMS® Realty
• Founded in Austin, Texas, on October 18, 1983.
• KELLER WILLIAMS® Realty laid the foundation for agents to
become real estate business people.
• Mo Anderson owned the #3 franchise in the largest real estate
company in the world.
• Gary Keller was chosen by Realtors across the U.S. as one of five
of the “Most Admired” REALTORS® in the nation.
KELLER WILLIAMS® FACTS:
• “Most Innovative Real Estate Company” — Inman News.
• 77,594 + real estate consultants.
• 608 + offices in the U.S. and Canada.
• 4th
largest real estate company in North America.
• Excellence in real estate consultation training.

32. KELLER WILLIAMS®

33. Our Office
Keller Williams Realty Partners,
Inc.
Year Opened: 1999
Team Leader: Sheri Dyer
Support Team: Cindy Gerhards MCA
Phone: 913.906.5400
Fax: 913.906.5433
11005 Metcalf Ave.
Overland Park, KS 66210

34. Name: Linda J. Wilson
Professional Designations:
Workforce Housing Specialist (WHS)
Certified Real Estate Sales Training (CREST)
Designated Residential Specialist II (DRSII)
Very Nice Person (VNP)
Education: AA Degree, Liberal Arts, KCKCC
Languages: English
Family: Married 24 years, 5 children, 6 grandchildren
Hobbies: Karate (Shaolin Kempo), Scrabble, Sudoku, Audio Books
Client Testimonials: Demonstrate integrity, loyalty and commitment
My Biography

35. Our Difference…Our Difference…
Agents with traditional companies
have little investment, and therefore
little risk in listing your property.
But, for me it is critical to
have your home SOLD.
If I don’t sell your home,
my investment will be lost!