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Sell Your Home For All It's Worth!
PRE-LISTINGINFORMATION
Enclosed you will find information regarding The Berni Team of professionals, the 79-Step System They has created to get your home sold fast and for top dollar, a list of questions you should ask ANY Realtor before you sign ANYTHING, details of Jill & Eric’s guarantee, a list of Real Estate Myths, and much more! Please review this package Thank you for taking the time to review this package. I have presented to you these materials in advance of our meeting so that you will know a little more about me, my team, our services, and how they will benefit you.At this point, I don’t know all of your particular needs and objectives, nor do I know your financial and family situation entirely. I do know that selling a home can be an extremely emotionally trying time, or a very exciting one. My job is to provide you with enough solid information so you can make an honest, informed decision based upon facts not hype. As you look through this package, use the forms at the back to note any questions that you have for me so that we will not forget to address them at our meeting.I am preparing a complete presentation and market analysis for our meeting. I will cover many important items that other agents may not even know, such as: ü The proven 79 Step Home Selling System ü A little-known pricing technique that gets a lot more showings ü The 2 things that will kill a home sale before it gets started ü And much more Selling your home is a complicated task, so it is crucial to have every possible advantage you can. Thank you again for your time, and I look forward to meeting with you. Sincerely, The Berni Team. MISSION STATEMENT It is the mission of the Berni Team to consistently provide the highest quality, most innovative, and exceptional real estate service available anywhere in the Sacramento County, Placer County, and El Dorado County and Sutter Yuba areas. Our client’s needs always come first. We will strive to always provide value far in excess of our client’s expectations. Our constant goal is mutual respect, and long term relationships that are beneficial to all parties. Our operation will be a great place to work and do business. We will be positive, helpful, and enthusiastic at all times – always focusing on solutions, not challenges. We will take care of business first and foremost, but have fun and enjoy ourselves in the process. We will run a clean, organized, and efficient operation, and always adhere to the highest standards of integrity and ethical business practices. We will never rest on our accomplishments. We will constantly strive to create, develop, and implement new ideas, strategies, and services that will benefit our clients. We will continue to seek continuing education in all aspects of our business to increase the level of service we offer our clients. Core Values1. Honesty & Integrity at all times and in all situations. 2. Continually improve our services to exceed our client’s expectations.3. Create and nurture a fun, exciting, creative and productive work environment. 4. Tirelessly pursue personal & Team growth while reaching well-formulated goals.5. Work with only the most enjoyable and motivated clients and co-workers.
Announcing The Berni Team’s EASY EXIT LISTING AGREEMENT What’s your biggest fear when you list your home with a real estate agent? It’s simple. You worry about being locked into a lengthy listing agreement with a less than competent real estate agent, costing your home valuable time and exposure on the market. Well, worry no more. Jill & Eric take the risk and the fear out of listing your home with a real estate agent. How? Through our EASY EXIT Listing Agreement. When you list your home through our EASY EXIT Listing Agreement, you can cancel your listing with us at any time. No hassles. It’s easy. · You can cancel your listing anytime · You can relax, knowing you won’t be locked into a lengthy contract · Enjoy the caliber of service confident enough to make this offer Only one restriction applies…we ask that you voice your concern and give us seven (7) days to try and fix the problem. That seems fair, doesn’t it? If we can’t fix any concerns within the seven day period, you are free to withdraw your listing.. The Berni team have strong opinions about real estate service. They believes that if you are unhappy with the service you receive, you should have the power to fire your agent. Important Interview Questions to Consider:1. Do you work as a full-time Real Estate Agent? 2. How Many potential buyers and sellers do you talk with in a week? A month? Of those you speak with, how many actually contact you as opposed to cold calling? 3. How many buyers are you currently working with? 4. In what ways will you encourage other Agents to show and sell my home? 5. What can you tell me about the real estate market in this area? 6. What price do you recommend for my home, and what is it based on? 7. What is your list to sales price ratio? 8. What kind of advertising do you do? May I see some samples? 9. How often will my home be advertised, and where? 10. How do you attract buyers from outside the local area? 11. Will you prepare an informative feature sheet for my property? May I see a sample? 12. Where and how will the feature sheets be distributed, and to whom? 13. Do you have a system to follow-up with other agents and brokers so that we get valuable feedback after every showing? 14. How often, and in what way will I be kept informed? 15. Are you associated with a national referral network that refers their buyers to you and gives you the opportunity to refer me to the top agent in the town or state I may be moving to? 16. Do you have a Team to help with the details, or are you a one man / woman wonder show & do it all yourself? 17. Do you have a way to market my home through the Internet or Virtual Tours? 18. Do you have a Specific Marketing Plan designed to sell my property quickly and for top dollar? How does it go beyond placing a sign in my yard, an ad in the paper, and notifying the Multiple Listing Service? 19. May I see a copy of your last listing as it appears to other Realtors on the MLS? (Called a “Realtors Full Report”) 20. Do you have an 800# Hot-Line so that my home is marketed 24-hours a day, 7 days a week? 21. Do you have references that I may call? 22. What happens if I am not happy with your service? Do you have a 100% satisfaction guarantee policy? Can I cancel my listing if I am not satisfied or am I locked in ? LOCATION The pricing of your home must reflect its location. The better the location, the higher the acceptable price. School districts, high or low traffic, and highway accessibility, all need to be considered in determining the value of your home’s location. We cannot control the location CONDITION The pricing of your home must accurately reflect its condition. The general upkeep and presentation of your home is critical to obtaining the highest value for your home. Nature of the roof, plumbing, carpets, and paint all relate to condition. Basic rule: If we can smell it…we can’t sell it! MARKET Recession, inflation, interest rates, mortgage availability, competition, and the public’s perception of the general economy all make up the market. It may be a buyer’s market or a seller’s market. The pricing of your home must reflect the current nature of the market because we cannot influence the market. We can, however, take advantage of the market. TERMS
The more financing terms and options you accept, the more potential buyers there will be for your property. The pricing of your home must reflect the terms available. The easier the terms, the more valuable your property becomes. (And this is where my team of professional Affiliates really shine-by offering a broad, full-spectrum of mortgage products and options to both you and all potential buyers!)
The consequences of making the wrong decision are painful. If you price your home too low, you will literally give away thousands of dollars that could have been in your pocket. Price it too high, and your home will sit unsold for months, developing the reputation of a problem property (everyone will think that there is something wrong with it). Failure to understand market conditions and properly price your home can cost you thousands of dollars and cause your home not to sell… fouling up all of your plans.Setting the proper asking price for your home is the single biggest factor that will determine the success or failure of your home sale. I Won’t Let This Happen To You! Utilizing the latest computer technology and my in depth knowledge of the market, we will analyze current market conditions in combination with your personal time requirements to identify the correct price range for your home. You can't afford any “guesswork” in this critical step! · What you paid for your property does not effect its value. · The amount of money you need to get out of the sale of your property does not effect its value. · What you think it should be worth has no effect on value. · What another real estate agent says your property is worth does not affect its value. · An appraisal does not always indicate what your property is worth on the open market. The value of your property is determined by what a ready willing and able buyer will pay for it in the open market, which will be based upon the value of other recent closed sales. BUYERS DETERMINE VALUE!! DO NOT automatically list with the agent that gives you the highest price.Consumer Reports, July 2009 stated… “Expect the agent to suggest a price range, but don’t let that frame you in. Be aware that some devious agents will, at first, suggest a very handsome price. Then, after they have the listing and the house hasn’t sold, they’ll come back with a pitch to lower the price.”
When you work with Jill & Eric, we want to act in YOUR best interests.We’re eager to have you share your concerns & expectations about the sale of your home. *Please take a moment to complete the survey below…
What are you most concerned about? Not Concerned 0 Very Concerned 4
Advertising? 0 1 2 3 4 Open Houses? 0 1 2 3 4 Show Procedures? 0 1 2 3 4 Multiple Listing Services? 0 1 2 3 4 Pricing? 0 1 2 3 4 Closing Costs? 0 1 2 3 4 Commissions? 0 1 2 3 4 Security? 0 1 2 3 4 Buyer Qualifications? 0 1 2 3 4 Marketability? 0 1 2 3 4 Financing? 0 1 2 3 4 Negotiations? 0 1 2 3 4 Communications? 0 1 2 3 4
· FASTER SALE: The proper price gets a faster sale, which means you save on mortgage payments, real estate taxes, insurance, and other carrying costs. · LESS INCONVENIENCE: As you may know, it takes a lot of time and energy to prepare your home for showings, keep the property clean, make arrangements for children and pets, and generally alter your lifestyle. Proper pricing shortens market time. · INCREASED SALESPERSON RESPONSE: When salespeople are excited about a property and its price, they make special efforts to contact all their potential buyers and show the property whenever possible. · EXPOSURE TO MORE PROSPECTS: Pricing at market value will open your home up to more people who can afford it. · BETTER RESPONSE FROM ADVERTISING: Buyer inquiry calls are more readily converted into showing appointments when the price is not a deterrent. · HIGHER OFFERS: When a property is priced right, buyers are much less likely to make a low offer, for fear of losing out on a great value.
· MORE MONEY TO SELLERS: When a property is priced right, the excitement of the market produces a higher sales price in less time. You NET more due to the higher sales price and lower carrying costs. Overpricing Drawbacks: · REDUCES ACTIVITY: Agents won’t show the property if they feel it is priced too high. · LOWER ADVERTISING RESPONSE: Buyer excitement will be with other properties that offer better value. · LOSS OF INTERESTED BUYERS: The property will seem inferior in amenities to other properties in the same price range that are correctly priced. · ATTRACTS THE WRONG PROSPECTS: Serious buyers will feel that they should be getting more for their money. · HELPS THE COMPETITION: The high price makes the others look like a good deal. · ELIMINATES OFFERS: Since a fair priced offer will be lower than asking price and may insult the seller, many buyers will just move on to another property. · CAUSES APPRAISAL PROBLEMS: Appraisers must base their value on what comparable properties have sold for. · LOWER NET PROCEEDS:
Most of the time an overpriced property will
eventually end up selling for less than if it had
been properly priced to begin with, not to
mention the extra carrying costs. Direct Response Marketing 24 Hours a Day !Unlike most agents that run “image” advertisements that focus on themselves and how great they are, Eric utilizes Response-Generating Marketing that focuses on potential buyers and what they really want! These ads are much different than those that most agents run. A very high number of prospects call because of these non-threatening, emotion-arousing ads! These strategies, combined with the cutting edge technology of our 24-hour Automated Marketing System provide us a steady stream of qualified buyers. This incredible system allows callers to receive detailed information about your home – even have a feature sheet on your home faxed to them… 24 hours a day! The system also allows Eric to track exactly how many calls are received on every house and from each ad – it even captures the caller’s phone number and most names and addresses. Eric will give you a quick demonstration at our meeting; it’s really quite amazing. THE HOME HUNTER SYSTEM The Berni Team has a unique system to attract buyers and ensure that each buyer will be properly assisted in finding the home that they are searching for. My team has a system that focuses specifically on assisting the large inventory of buyers that our innovative marketing strategies produce. Each buyer is interviewed to determine the features and specifications that they are looking for in a home. That data is then entered into a computer system that will list the homes that match the buyer’s criteria. Buyers are given the features and benefits of those homes that meet their criteria, and will be assisted through each step of the process. We focus all our efforts on finding a buyer for your home, unlike traditional agents who passively wait for a buyer to come along. The system allows us to give exceptional service to a large inventory of buyers. WE VERY WELL MAY ALREADY HAVE A BUYER FOR YOUR HOME! INTERNET EXPOSURE
In keeping pace with innovation and advancements in computer technology, we now will place your home on our Internet site. We are constantly looking for ways to give our clients advantages over competitors in the marketplace that go beyond the traditional methods of marketing and promotion. Full color pictures and a detailed description of your home, where targeted areas of your home will be highlighted. These amazing digital photo montages will be available to well over 100 million people worldwide - anyone with access to the Internet on their computer! And the best part…My Team will take these digital photos immediately and they will be submitted the same day your home hits the MLS!!!
Significant portions of our buyers come from outside the local area. These are often job transfers, corporate relocations, and Tri-State area buyers seeking a more rural lifestyle. As a member of several relocation and referral networks, I get the information on these buyers before anyone else. This provides more potential buyers for your home, since we always try to show our own listings first to these qualified buyers! Harmon Homes magazine Point 2 Agent Master Mind group Local Chamber of Commerce
When an offer is presented on your home, you will have three basic choices in deciding how to respond. 1. Accept the offer.2. Reject the offer.3. Make a counter offer. Together we will thoroughly analyze the offer, and discuss its strengths and weaknesses. After studying the entire contract, I will give you my recommendation, and then you will decide how to respond. This is where a competent agent can be worth their weight in gold, because having the right wording or contingency clause in the contract can mean the difference between a smooth transaction and a messy court battle. Being intricately familiar with real estate contracts, I know how to protect your best interests. My vast experience in contracts and negotiation will benefit you! The Berni Team sells a lot of real estate. Perhaps they are too busy to pay attention to my listing. TRUTH: Just as great restaurants are always busy and superior doctors have a heavy patient load, Jill and Eric’s success in marketing and selling homes, has resulted in a busy schedule. But like good restaurants and doctors, Eric has assembled a team of top-notch people to assist with all of the details. The result is outstanding customer service and support. The long list of satisfied clients speaks for itself. MYTH: A “discount” broker can do just as well and save me money. TRUTH: Successfully marketing a property in our competitive marketplace takes skill and resources. All of the promotional costs such as photos, brochures, printing, signs, advertisements, MLS fees, direct mail, etc. are paid for by , Jill and Eric. How will a discount broker offer such a complete marketing campaign? Does the discount broker have a team to personally tend to your specific needs? Do they have a proven track record of success, or are they just using the lower commission to try to win your business? Do they have the expertise to guide you through the problems that often develop during the closing process? Remember that you only actually pay a brokerage fee if and when your property sells. Many sellers have found that their commission with a discount broker was really zero, because their property never sold! MYTH: I should select the agent that suggests the highest list price. TRUTH: This is the oldest scam in real estate sales: Tell the seller what they want to hear, compliment the home, and agree to list it at an unrealistically high price just to get the listing. Then, after you have the listing for a few weeks, start telling the seller that they need to reduce the price. Jill and Eric do not play any games. We provide a well researched computerized market analysis to determine the true realistic price that your home will bear in today’s marketplace. The decisions of which agent to list with and what price to ask are two completely separate decisions. Never select an Agent based on the price they suggest, rather, select your agent based on their CREDENTIALS and MARKETING PLAN, and then decide on price together! MYTH: Property condition is not that important to buyers.
TRUTH: WRONG! A property in superior condition will sell faster and for a higher price than a home in average condition. Buyers purchase properties that are most appealing, and a home in great condition with a reasonable asking price always tops the list. Sellers that invest in necessary repairs and keep their home clean and fresh always reap the rewards! TRUTH: Vacant homes often sell faster for several reasons, but again it all depends on condition. A vacant home that is clean, in good repair, and priced fairly will sometimes sell fast because the rooms will appear larger without furniture and clutter, buyers can easily visualize their furnishings in the home, and most agents prefer to show vacant homes because they can go anytime without worrying about making appointments, etc. MYTH: Pricing a home for sale is a mysterious process. TRUTH: Your home will sell for what the market will bear. To determine the range of value for your home, it takes a solid knowledge of the market. And because every home is unique, your home will sell more near the high or low end of the range depending on its specific attributes like location and condition. Eric utilizes a computer database along with years of experience to help you decide where to set the price. It is not simple, but it isn't mysterious either.
Selling your home is a complex process, and it’s only natural for you to have some questions and concerns. Please don’t hesitate to ask any question that you may have. When it comes to selling your home, there is no such thing as a dumb question! Please note any questions you have, so that we can address them during our meeting: 1) ________________________________________ 2) ______________________________________ 3) _________________________________________ 4)________________________________________ 5)_________________________________________ 6)__________________________________________ 7)___________________________________________ 8)___________________________________________ 9)_____________________________________________
When you purchased this house, you did so for very specific reasons. Reasons that might sell it as well!
IF… someone was looking at your home,what specific things would you want to point out to him or her?
Contacl JILL BERNI: JillBerni@sbcglobal.net
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