Selling

Phase 1 - Understanding the Landscape

Learning Your Objectives

The Property: Features, Details, and History

The Market: Important Questions

Making a Plan to Move Forward

Phase 1 - Getting Started

Positioning Expectations, Timing, Price

Review of General Market

Review of Specific Market

Review of Subject Property

Phase 1 - Getting Started

Getting Ready

Marketing Preparations

Documentation

Monitoring Changes in the Marketplace

Phase 2 - A Proper First Impression

Introducing the Property

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

Phase 2 - A Proper First Impression

Marketing Your Home

Networking

Public Relations Opportunities

Brochure Distribution

Print Advertising

Internet Marketing

Targeted Mailings

Responding to the Market

Phase 2 - A Proper First Impression

Showing the Property

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

Phase 3 - Driving Buyer Interest

Creating & Monitoring Interest

Marketing

Networking

Broker Previews

Open Houses / Private Previews

Phase 3 - Driving Buyer Interest

Communicating With You

Establishing a Method

Communicating Marketing Efforts

Communicating Market Activity

Changes in the Competition

Changes in the Sale Process

Phase 3 - Driving Buyer Interest

Making Adjustments

Expectations: When Circumstances Change

Shifts in the Market

Revising Our Plan

Moving Forward

Phase 4 - 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

Managing Expectations

Positioning you to win

Phase 4 - Negotiating Offers

Escrow

Creating a Timeline

Managing the Contract: Our Duties and Your Responsibilities

Service Providers

Inspections

Disclosures

Additional Negotiations (Repair Items)

Removal of Contingencies

Preparing to Close

Final Details

Phase 4 - Negotiating Offers

Closing

Transitioning You from this Property

Your Closing Statement

Post Closing Details

Understanding Your Future Needs

Keeping You Informed

A Resource for the Future

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